EuroDev was approached by a U.S. manufacturer of consumables used in the OR, ER and IC to help them structure their existing European business and to develop and execute a sales strategy to further expand their business in Europe.

This client was able to benefit from our existing network and experience in the European medical industry, which enabled us to quickly get an understanding of their market situation and sales potential.

After thorough product training at our client’s facility in the U.S., our dedicated staff started working on restructuring their existing business in Europe, which was mainly generated through medical distributors. We qualified existing distributors by mapping out their performance, and their geographic and market coverage. Based on this analysis, we began improving their coverage in markets and adding new ones either by replacing their current medical distributors, adding distributors for uncovered market segments or geographic areas, or working with existing distributors to increase sales. In countries where the client didn’t have medical distributors set up, we worked with them to select, appoint and train new distributors.

By maintaining a close relationship with new and existing distributors, making joint sales calls and constantly striving to find new commercial opportunities and improve the client’s sales performance, EuroDev has helped the client achieve its challenging three-year sales objectives, beating the numbers year after year.

A U.S. manufacturer of medical products for both the professional and OTC market entered into a relationship with EuroDev starting with our four-month introduction program.

After an initial market research phase during which we identified and researched healthcare distribution channels and the respective sales opportunities they offered, we jointly made the decision to approach large medical brands directly about strategic partnerships for the OTC market and set up distribution networks to serve the professional market. For distributors, we selected specific geographic markets–Germany, France, and the UK and Benelux countries–to focus on in the first phase of market development.

As our client’s European office, we approached target groups in order to create interest and set up meetings. Together with our client, we visited prospective clients with the objective of creating commercial opportunities.

Once the introductory program wrapped up, the client decided to continue their relationship with EuroDev and continue on with the development process we started. At this point, we worked out a customized channel management program for their healthcare distribution channels that included specific goals, product mixes, policies and procedures, and sales and marketing support programs in order to secure new business and support their existing clients.

Four years ago, EuroDev Healthcare began working with a leading U.S. manufacturer and marketer of medical capital equipment. We initially built a Europe-wide distribution network for them so that they could guarantee continent-wide availability of maintenance, service and support for their equipment.

This involved selecting, appointing and training distributors, and making joint sales calls in order to transfer specific product knowledge to distributors. At the same time, we provided marketing support by revising all marketing documentation to European standards in six different languages.

Next, we helped increase our client’s service and support levels by establishing a European warehouse from which we could distribute their equipment. We oversaw the entire process, from setting up the warehouse, selecting the right product mix, creating a European price list and coordinating the logistics importing process. We also enhanced their European presence by setting up multilingual microsites and multilingual Google Adword campaigns on the Internet. The European sales growth that the company realized over the past three years and the envisaged growth for the future made our client decide that they should hire their own European sales manager for the European market.

The client used EuroDev Business Services to recruit the right candidate for this new position and, with our practical experience in the market and hands-on approach, we soon found the right individual in Germany. EuroDev Business Services now manages the employment of the client’s new sales manager, and administers all associated paperwork. This allows our client to fully focus on their core business and continue to increase market share in Europe.