Mapping and Scouting Medical Device Distributors in the United Kingdom
The client, a manufacturer of medical devices and healthcare aids (including products for the elderly), needed to expand its commercial presence in the United Kingdom. The project involved scouting activities targeting distributors of medium- to high-end disposable products. The intervention focused on identifying qualified decision-makers (owners, business development managers) to evaluate the inclusion of new references in the hospital and nursing home channel.
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Goals
- Identify distributors specialising in the sale of disposable products in the United Kingdom.
- Qualify interest in solutions for hospital care and secondary care (long-term treatment).
- Generate business appointments with purchasing managers and executives to evaluate direct import partnerships.
- Verify the consistency of the product mix of prospects with the customer’s offering.
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Activities
- Definition of the ideal Custer and preliminary analysis of the database for the UK market.
- Formation of a dedicated native-speaking team for contact management and verification of decision-making profiles.
- Contact management activities on a selected panel: → 164 target companies identified and processed.
- Advanced profiling to classify distributors by specialisation (e.g. surgery).
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Outcomes
- Complete mapping of 164 potential distributors active in the UK medical sector.
- Generation of 10 qualified leads interested in immediate commercial follow-up.
- Identification of partners with high volumes of requests for supplies to nursing homes and home care services.
- Validation of contacts with direct import capabilities from European manufacturers.
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Value for the customer
- Establishment of a solid commercial pipeline in a strategic foreign market.
- Direct access to decision-makers (owners and product managers) bypassing initial filters.
- Receiving concrete feedback on current market needs (e.g. actively seeking new suppliers).
- Segmented and cleaned database for future nurturing actions in the Anglo-Saxon market.
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