The Distributor Mismatch: Finding Your IVD's Champion in the U.S. Market
Medical Device Global Market Access · Pure Global
September 20, 20253m 11s
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Show Notes
Choosing the right U.S. distributor is a make-or-break decision for IVD manufacturers. This episode moves beyond big names to focus on the critical importance of aligning with a distributor's specific customer focus and sales structure. We explore why understanding "call points"—whether in hospital labs, reference labs, or physician offices—and ensuring a distributor will dedicate resources to champion your new device are non-negotiable steps for a successful market launch.
• What are "call points" and why do they determine your product's success?
• Is your potential distributor a strategic partner or just a logistics provider?
• How can you ensure your new IVD device won't get lost in a massive product catalog?
• Will a distributor allocate dedicated sales reps to champion your new technology?
• What tough questions must you ask a distributor before signing any agreement?
• Does the distributor's existing portfolio create a conflict of interest for your product?
• How do you identify a partner who is genuinely invested in your growth in the U.S. market?
Ready to turn these insights into your competitive edge? Pure Global’s regulatory experts guide MedTech companies through every step of 30+ markets worldwide. Explore how we can accelerate your market entry at https://pureglobal.com or email [email protected] for tailored support.