Effectively Selling Medical Devices in Europe

Notionally, there is a single market for medical devices, equipment and supplies in Europe. In reality, those charged with marketing and selling products are faced with very different operating environments, purchasing practices, reimbursement systems and cultural challenges.

There are a number of variations the marketeer needs to take into account. The varying sales pathways: can you sell directly or do you need agent representation? How will you get paid, and how are EU rules applied in each market?

Effectively Selling Medical Devices in Europe is a new, essential guide which will be of value to everyone involved in business planning, marketing and sales. It is essential for those new to the industry and provides a valuable aide memoire for experienced campaigners. Most importantly the principles and knowledge are relevant and timely for all companies from blue chip multinationals to small/medium enterprises.

• How are medical devices reimbursed in France?
• What sales and distribution routes should exporters consider in Italy?
• How is hospital procurement in Europe changing and what do sales and marketing management need to be aware of?
• What makes the German market attractive for manufacturers of innovative medical devices?
• Who are the distributors and agents that can represent your products in leading European markets?

A round up of issues and practices of sales and marketing within the context of the medical device and equipment market.

The dynamics of the European medical device and equipment market including pricing, procurement and regulation.

Detailed appraisal of markets in France, Germany, Italy, Spain and the UK, covering health structure, distribution, official bodies, product approval, regulation, reimbursement and trade associations. Also includes profiles of significant sales agents and distributors.

Managers and representatives working in:

• Sales and marketing
• Product management
• Commercial alliance and distribution management
• Sales planning
• Country/regional business development
• Regional product representation
• Customer relationship management