Manufacturer Relations Programs
Your name is out there….
Imagine for a moment a medical products manufacturer whose product has just been cleared
for marketing by the FDA. Being an aggressive growth company, this manufacturer lacks the
capital to bring on a sales force, but needs technologically sophisticated field sales
support. Where do they turn?
IMDA makes sure your name is in front of such manufacturers and others that need your
selling resources by:
- Publishing a complete directory of all IMDA members, detailing their product specialties
and geographic sales areas..
- Regularly contacting manufacturers whose products have just received 510(k) or PMA
clearance from the FDA, and suggesting specialty medical distributors as a smart choice
for taking their products to market.
- Presenting the benefits of specialty sales and marketing companies in professional
presentations before such groups as the Small Company Council of the Health Industry
Manufacturers Association and the Healthcare CEO Forum sponsored by Canon Communications.
- Posting an informative website targeted at manufacturers searching for sales and
marketing support. Features include sample distributor contracts, recent publications and
a list of manufacturers taken to market by IMDA companies.
- Making sure the voice of specialty distribution is heard and seen in the industry’s
trade publications, such as Repertoire, Medical Products Sales, Medical Device
& Diagnostic Industry and Health Industry Today.
- Making available to manufacturers seeking distribution a "Distributors
Wanted" bulletin board in IMDA’s monthly newsletter.
Sometimes the best way to find new lines is
simply by networking. And that’s one of the main benefits of being an IMDA member.
Last year, I picked up two lines through recommendations from fellow members. The first is
a device for collecting and harvesting red blood cells. The second is a line of smoke
evacuators, filters and tubing. IMDA has raised the profile of specialty distributors
among innovative manufacturers. And IMDA membership completes the process.
--Bernard Finucane, Finucane Enterprises Inc.
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