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
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?
The missing ingredient is motivated, knowledgeable local medical dealers.
In each ... Read More
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
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
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
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
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 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