Distributor search Middle East
The Middle East has seen enormous changes over the past few decades which is reflected in modern economies and a state-of-the-art healthcare infrastructure.
Finding the right distribution partners is key to success.
Despite that, it’s a region with considerable differences between individual countries. One will find specialized distributors focusing on a single market whereby others have different branches in several markets being able to have a more regional focus. Most technological advanced medical devices and equipment or IVD are still being imported to supply to local patients, (private) hospitals and clinics. Before you start looking for a qualified distributor, ask yourself questions like:
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Does your device require servicing?
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Does your device require hands on training with surgeons?
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Is your medical device used by consumers?
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Do you prefer a regional medical equipment distributor, or do you want to have different distributors in each market?
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Which markets do you plan to focus on?
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Are there competitors that need to be excluded?
Above questions, and probably more, will dictate the ideal distributor profile.
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Finding Middle East medical device distributors online can be challenging. Some of them don’t have great websites and even the good ones are therefore not easily found. Next to that, the Middle East is very much a relationship-driven region. Having someone on the ground , having the right connections in the regional MedTech world, will open doors and it pays for itself in finding a qualified distributor.
There is of course also the possibility to visit regional exhibitions like Arab Health to better understand regional requirements and look for potential distribution partners.
Distributor search process
Gateway MedTech starts with generating an initial list of screened specialty Middle East medical distributors that potentially match your distributor profile. The initial list is generated from our database, local desk research and existing networks.
Out of those, we select the ones that meet the criteria of your Middle East medical device distributor profile. We will screen and qualify these potential partners.
Our qualification process includes contacting these distributors, introducing your company, providing product information and potentially samples. We interview each distributor to determine if the company has the resources, experience and potential to successfully market your products. Through this process we identify the companies with a sincere interest in your product (-s) and provide feedback of the top candidates.
During this process we provide regular updates including strategic feedback from the distributors contacted. The outcome is that we connect you with potential partners that have serious interest representing you in the Middle East market (-s).
Don’t skip the due diligence in evaluating distributors
Some distributors may present themselves as having a large sales team and a wide distribution network. This may or may not be true. Big Middle East medical equipment distributors may seem appealing, but dots on a map should not be confused with market penetration. Smaller or more specialist distributors may work harder for you and produce better results. We advise to hire someone on the ground in the Middle East to perform due diligence for you, including credit checks of your shortlist candidates. Initial enthusiasm for your products is encouraging but you are looking for concrete results. In all cases, granting exclusivity should come at the right conditions. Exclusivity must be earned.
In addition to assisting with distribution screening and qualification, Gateway MedTech can also assist with distributor selection and the implementation phase of establishing a distribution network. Besides that, Gateway MedTech can support with distributor management on your behalf. Having completed over a hundred regional distributor search projects so far, we know exactly how to find and screen medical device and IVD distributors in the Middle East. Our regional experts speak the local languages and have deep connections in the industry while operating with the highest integrity.
