The Opportunity Cost of Not Hiring an International Medical Manufacturers Rep

Posted on August 16th, 2017 by
Many American medical manufacturers — especially smaller or medium-sized companies — see the sales opportunity that awaits them in Asia and the Middle East. But the prospect of doing business there is daunting. First, there are language and cultural barriers, not ... Read More

Where To Find the MacGyver of International Medical Equipment Sales

Posted on July 26th, 2017 by
Your manufacturing process is the best. The market is there. Demand for your product is growing. Your American-made medical products should just sell themselves in Asia and the Middle East, right? Wrong. The missing ingredient is motivated, knowledgeable local medical dealers. In each ... Read More

The Gold Standard of Medical Equipment

Posted on July 12th, 2017 by
I want to tell you about my sales pitch when my company, Asian Medical, is recruiting dealers to sell medical equipment in Asia and the Middle East. “The good news is that the product is made in California,” I say. “And ... Read More

My Dealer Motivation Secrets

Posted on July 3rd, 2017 by
As a medical equipment manufacturer, you want your dealers out in the field closing sales and expanding your market. But how do you motivate and hold accountable dealers who are thousands of miles and dozens of time zones away? Short answer: ... Read More

Are International Sales Financially “Off Limits” for your Medical Manufacturing Plant?”

Posted on June 14th, 2017 by
When faced with too much competition, instead of splitting the pie, consider making more pie. Expand your customer base internationally. Many factories can’t handle the start-up and operating expense of a global sales channel. But there’s an alternate strategy: Outsourcing international ... Read More

The Tale of 2 Boxes

Posted on June 5th, 2017 by
Wondering if there is a “magic formula” for American medical equipment manufacturers seeking to do business in Asian-Pacific countries? The answer is both yes and no. Let me explain. No. because selling medical equipment — or anything else — in Asia is ... Read More

How I ‘Pivoted’ My Medical Equipment Exporting Business

Posted on October 21st, 2016 by
One of the hot new buzzwords in the tech-startup world these days is “pivot.” Businesses launch with one business plan, product or idea, then pivot, or change direction, as the market does. A recent high profile example is Instagram, which started ... Read More

A New Frontier for Medical Equipment Manufacturers

Posted on October 21st, 2016 by
A year ago, could you spell Myanmar? Pronounce it? Find it on a map? Most importantly: Did you see it as a new untapped frontier for your products? Until very recently, the Southeast Asian country formerly known as Burma was known mostly ... Read More