By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
Health Works CollectiveHealth Works CollectiveHealth Works Collective
  • Health
    • Mental Health
    Health
    Healthcare organizations are operating on slimmer profit margins than ever. One report in August showed that they are even lower than the beginning of the…
    Show More
    Top News
    medicare part d benefits
    Everything that You Need to Know About Medicare Part D
    August 15, 2022
    Best Ways to Boost Your Immune System this Winter
    Best Ways to Boost Your Immune System this Winter
    November 15, 2022
    back pain issues
    Ways to Treat Constant Back Pain
    August 21, 2023
    Latest News
    How Probate Planning Shapes the Future of Your Estate and Family Care
    July 17, 2025
    Beyond Nutrition: Everyday Foods That Support Whole-Body Health
    June 15, 2025
    The Wide-Ranging Benefits of Magnesium Supplements
    June 11, 2025
    The Best Home Remedies for Migraines
    June 5, 2025
  • Policy and Law
    • Global Healthcare
    • Medical Ethics
    Policy and Law
    Get the latest updates about Insurance policies and Laws in the Healthcare industry for different geographical locations.
    Show More
    Top News
    More On Wellness Programs To Improve Health and Reduce Costs
    January 25, 2012
    Privatizing Social Security and Medicare: Who Can Defuse Political Dynamite?
    June 12, 2011
    Study: Risk of Death in Elderly Patients with Dementia Doubled with Some Antipsychotic Medications
    February 26, 2012
    Latest News
    How IT and Marketing Teams Can Collaborate to Protect Patient Trust
    July 17, 2025
    How Health Choices and Legal Actions Intersect After an Injury
    July 17, 2025
    How communities and healthcare providers can address slip and fall injuries with legal awareness
    July 17, 2025
    Let Your Lawyer Handle the Work Before You Pay Medical Costs
    July 6, 2025
  • Medical Innovations
  • News
  • Wellness
  • Tech
Search
© 2023 HealthWorks Collective. All Rights Reserved.
Reading: Keep Distributors Engaged: Support Marketing and Sales Efforts Remotely
Share
Notification Show More
Font ResizerAa
Health Works CollectiveHealth Works Collective
Font ResizerAa
Search
Follow US
  • About
  • Contact
  • Privacy
© 2023 HealthWorks Collective. All Rights Reserved.
Health Works Collective > Technology > Medical Devices > Keep Distributors Engaged: Support Marketing and Sales Efforts Remotely
eHealthMedical DevicesSocial MediaTechnology

Keep Distributors Engaged: Support Marketing and Sales Efforts Remotely

Chen Sirkis
Chen Sirkis
Share
5 Min Read
medical marketing and sales
SHARE

medical marketing and salesWork starts a second after an agreement is signed with a medical devices distributor

medical marketing and salesWork starts a second after an agreement is signed with a medical devices distributor

Signing a distribution agreement with a local or regional distributor is only the start of your activity in a certain territory. Even if the distribution agreement stipulates that it is the distributor’s role to handle all marketing and sales efforts, you shouldn’t count on it. Quarterly visits to the region, participating at annual local or regional medical exhibitions and the occasional “what’s up” call are simply not enough.

You can use online marketing to help distributors promote your device and product

More Read

The Future Of Technology Advances In Medicine
MHealth, Technology, and the Invisible Patients
ZocDoc Publishes a New Primer on Social Media Marketing for Healthcare Providers
AirStrip: Bringing mHealth to the Desktop
The Benefits Of Apps That Help You Stay Fit

While I am a great believer in being present in the field, there are other things you can do to help a medical devices distributor become engaged with your product – and promote it. You will need to allocate a budget for this, but these expenses are negligible compared to the cost of a cancelled agreement after a year, when the time and credibility lost is far greater.

So what can you do? Which of these have you heard about but so far haven’t taken the plunge to try? A lot of the tools are simply online medical marketing techniques.

  • Help the distributor build a pipeline by creating leads to sales yourself  – Helping distributors obtain quality leads will increase your appeal and make you stand out from other companies they represent. There are many ways in which you can do this remotely and the online world is your opportunity. Have you considered advertising to physicians or patients using Google Adwords? Patients are extremely involved in their health and have a direct impact on the decision making of healthcare professionals.
  • Create engaging tools and content – Your medical marcom materials need to be stellar. Are your messages sharp enough? Does the physician understand your device and its benefit fast (in as short as 7 seconds)? Are your materials free of grammar errors? I have met more than one company that invested heavily in R&D, clinical studies, patents, etc., but went the cheaper route on patient brochures, which were designed to encourage patients to participate in the clinical study. In one case, there were even some spelling mistakes. How much will slow patient recruiting cost these companies?
  • Train all the time, remotely – Field training is never enough. Try to find ways to engage with your medical devices distributors, offering training on new features, suggesting new publications they could use, etc. There are some really good online tools to remotely train sales reps.  We even posted information about one such tool (micro-training modules) a while back.
  • Create a newsletter – Write a quarterly company newsletter which you can send to your distributor and he can forward to physicians he works with. Offer physicians the opportunity to register to this newsletter though your website. You can write about anything – from industry ad company updates to product updates and new studies. Start this early to build a relationship with your brand. There are free newsletter platforms you can use such as MailChimp.
  • Video Conference – Seeing your face is far better than hearing your voice. Sight and sound work better to create a more personal touch. Skype has a video feature, as do others. You can even share a presentation and information on screen.

Start Narrow. Start Smart.

Medical marketing and sales support come in different shapes and forms and the above list is only a partial one. Another thing that you can do, especially if you are a young medical technology startup making your first steps in medical sales, is to start narrow, meaning: begin in limited territories where you see the greatest opportunity. Properly training your distributors, generating clinical data that is solid, learning and then moving on may be the way to go. Spreading your efforts across too many countries for “opportunistic” medical sales may be counterproductive.

What do you think?

(marketing and sales / shutterstock)

Share This Article
Facebook Copy Link Print
Share

Stay Connected

1.5kFollowersLike
4.5kFollowersFollow
2.8kFollowersPin
136kSubscribersSubscribe

Latest News

Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
How IT and Marketing Teams Can Collaborate to Protect Patient Trust
Global Healthcare Policy & Law
July 17, 2025
paramedics in surgical gloves and masks
How Health Choices and Legal Actions Intersect After an Injury
Health care
July 16, 2025
a woman giving a key
How Probate Planning Shapes the Future of Your Estate and Family Care
Health
July 16, 2025
a woman with kinesio tapes on her back arm
How communities and healthcare providers can address slip and fall injuries with legal awareness
Health care
July 16, 2025

You Might also Like

data security
Medical Records

More New PCI DSS 3.0 Requirements: Control Access, Two-Factor Authentication and POS Security

November 12, 2013

Wearable Computers, Biosensors and Sanity

March 13, 2014
Barack_Obama.jpg
BusinessMedical EthicsSocial Media

Obama’s Precision Healthcare Initiative Ushers in a New Age of Medical Marketing

June 8, 2016

Deploying Health IT and Patient-Centered Process Improvement for Innovation

September 16, 2012
Subscribe
Subscribe to our newsletter to get our newest articles instantly!
Follow US
© 2008-2025 HealthWorks Collective. All Rights Reserved.
  • About
  • Contact
  • Privacy
Welcome Back!

Sign in to your account

Username or Email Address
Password

Lost your password?