M1: TOC

Table of Contents: Selling Medical Technology

  1. Market Overview
    1. Features of the National Healthcare Market
    2. Features of the Medical Devices Marketplace
    3. Trends, 3-5 years

  2. Healthcare Facilities
    1. Major Urban markets, Outlying markets
    2. Public Hospitals, Private Hospitals, Major Academic Centers
    3. Other Care and Treatment Facilities

  3. Distributors and their Roles
    1. In-Country distributors
    2. Foreign entrants

  4. Insurance, Sources of Payment

  5. Product Selection & Purchasing
    1. Contact Points for Sales
      – Administration, Management, Contracting Personnel
      – Physicians & Surgeons
      – Nursing, Technologists, other Staff
      – Biomedical Engineering
      – Product Evaluation Committee, P&T Committee
      – Other contact points and their roles

    2. Contracting, Tenders & Bids
    3. Purchase, Lease, Rent, Disposables contracting (reagent / rental)
    4. Perception of Local Vendors vs. Foreign Vendors

  6. Sales Cycle for non-Domestic Manufacturers
    1. Medical Device Approval Authorities
    2. Engaging Local Distributors
    3. Pathway for Individual Salespersons
    4. The Role Of Regional and Home-Office Management

  7. Advertising, Promotion, Distribution of Information
    1. Direct Methods (print, email, etc.)
    2. Web, Electronic Media
    3. Meetings, Conventions

  8. After Sale Support, Product Service
    1. Initial Inservice & Training
    2. Ongoing Training and Support Requirements
    3. Product Update, Product Literature Updates
    4. Service and Repair Options
    5. Upgrades and Replacements

  9. Legal issues
    1. Contract adherence
    2. Patent protection

 
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