It has its main office in Lonay CH and maintains a small manufacturing and assembly plant in Lonay, Switzerland.
Innovations in medical equipment provide benefits to the consumers of medical services -- patients -- by improving the quality of the care they receive. Focus on the Decision Makers Medical equipment companies often market their products directly to the physicians who will use them.
The goal is to get a doctor to try the product in a surgical setting, for example, and be so satisfied with the performance of the product that he uses that brand for all of his surgeries.
The hospital system where the surgeon practices must approve the medical equipment that is used there. Pricing of the products is also negotiated by the hospital.
The medical equipment company must develop relationships with both the surgeons -- whose recommendation to the hospital play a role in which brand is selected -- and the hospital organizations that make the ultimate purchase decision.
Prepare for a Long Sales Cycle Doctors are busy individuals who are contacted by numerous product suppliers, including medical equipment and pharmaceuticals companies. Developing a relationship may take a number of phone calls and calling on the doctor in person several times to make sales presentations before she will even consider using the products.
The impression the doctor forms of the company that makes the products -- including its capacity for innovation -- will affect his decision to use the equipment.
Concentrate on the Most Promising Markets Look at factors such as population growth and the number of doctors in a city or region and focus your marketing efforts on those areas first.
Another strategy would be to look at areas where your major competitors are not adequately serving the market, as this presents you with an opportunity to gain a dominant position in these markets.
The hospital or surgeon would rather deal with a few suppliers than many, as it saves them time if a few suppliers can satisfy all their medical equipment needs.
Distributors already have gained the confidence of the doctors they work with regularly. Having them introduce your product to the medical community can make it easier to penetrate the market than using your own sales team.
Another advantage of distributors is that they absorb much of the marketing cost, including the compensation of their salespeople.UPMC Health Plan uses nationally recognized criteria, as well as Health Plan medical policies, to determine utilization management decisions.
All criteria are reviewed and approved by physicians on the Quality Improvement Committee. Medical Equipment Producer Business Plan. Advertise Here.
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