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European Medical Tenders: What You Need To Know

European medical tenders: what you need to know

As a medical device manufacturer venturing into Europe with your product, there are several things to pay attention to. Before getting into the market at all, you need to make sure that your product has the appropriate registration. Once you have this in place, you can publish European medical tenders. This blog post will show which factors play a role in this process, and hopefully help to navigate those first steps on the European market with your product.

Registering the product

When it comes to registering the device for the first time, there are two options:

  1. Registering the product under the name of a third party (for example, the European distributor)
  2. Registering the product under the name of the manufacturer

Going for the latter option means you will need a legal entity in the country you are aiming to go to the market in. In Germany for example, you would need to establish yourself as a local GmbH, before you can register your product there. Registering a product needs to be done for each country that you want to sell in. This process can take some time however, so do keep this in mind when you start your European journey. In some countries this is more time consuming than others, for example in France, where the manufacturer needs to pass a ‘test’ for proof of evidence which is worth EUR 500,000. Although the process can take up to 2 years, France is an exception in this case.

Publishing the tender

Prior to the tender, the pricing needs to be agreed between the manufacturer  and the distributor. Often, this is based on old tender prices. During this process, it is also important to create brand awareness. If you attend the tender without any prior promotion or marketing material, your product is unlikely to win.

The tender is then ready for publishing, and will be open for offers for a relatively short period of about one month. During this time, all manufacturers and distributors can bid, until the deadline has passed. Tenders can be created per type of medical device, and might be specified for a hospital, city or region. This way, the manufacturer will look for local distributors, as they know the market and how to reach the decision makers. Before bidding on a tender, local distributors will attempt to gain more information about the product, so they can approach key influencers.

Where to find tenders

If you are looking for tenders around the web, there are some key resources that you should pay attention to. For international tenders, the website Medical Tenders will help you if you are looking for European-wide tenders to apply for. If you are looking more locally, this Spanish website might be good to consider, as well as this one for UK tenders. In addition to these, you can choose to subscribe to certain webpages in order to get a notification when a tender has been published. This does however usually come at a fee, which can cost as much as 1.600 euros annually.

More information

Do you want to know more about European medical tenders, or want to chat about the opportunities for your business to grow in Europe? 

Emre Aykac, VP Healthcare

For additional information, read about our Sales Outsourcing service, our other blog posts and industry pages.

 

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