Most foreign manufacturers, or their national agents, use between 3 and 20 local and regional distributors to service the Chinese market. Asia Actual provides Virtual Master Distributor services, enabling foreign manufacturers to sell directly to regional distributors. Our experienced local partners in China can also help identify, screen and sign optimal distributors for medical or IVD devices. This includes:
Supply Chain Evaluation: We evaluate the supply chain and all sales channel options to identify distributors that can deliver products to targeted market segments as effectively and efficiently as possible.
Distributor Screening: We use a robust internal database of specialty medical device distributors to screen potential distributor candidates for client-specified qualifications. This systematic approach is augmented with local market insight, research and a network of industry contacts.
Target-Specific Sales Strategies
Disciplined targeting of appropriate market segments is particularly important in a complex market such as China. Asia Actual identifies target market segments and hospitals within those segments. This helps companies work with regional and local distributors to evaluate individual hospitals and develop targeted sales strategies.
Distribution Contract Design and Review
Asia Actual helps design and review international distribution agreements for use in China. In addition to addressing local market particularities, we advise on key issues in transfer pricing and target sales volumes. Having an informed local expert to facilitate and expedite negotiations provides a valuable competitive advantage.
Additional Sales Support Activities for China Include:
Medical Device Distributor Training
Sales Channel Audits
Key Opinion Leader Management
Focus Group Management
Contact Asia Actual for more information about establishing your sales channel in China.