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Obamacare? I’m Not Worried
Love it or hate it, Obamacare is a reality now that Election 2012 is one for the history books. None of the so-called experts knows exactly how Obamacare is going to play out in the United States medical business community or who the ultimate winners and losers will...
The Opportunity Cost of Not Hiring an International Medical Manufacturers Rep
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 to...
Why I Love Reducing the US Trade Deficit
“Win-win.” Talk to me about my medical equipment export business, and you're going to hear that expression a lot. I love helping reduce the U.S. trade deficit. I love helping companies in Texas get purchase orders from dealers in countries they've never traveled to,...
Doing Business Down Under
One size definitely does not fit all when it comes to doing business in Asia. Consider Australia and New Zealand. Geographically, both countries are in the Asia Pacific region. But they're unique. Doing business there is more like doing business in Europe than in...
The Gold Standard of Medical Equipment
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 the bad news is that it's made in California."...
Where To Find the MacGyver of International Medical Equipment Sales
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...
My Dealer Motivation Secrets
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: You don't. We do. When you...
Are International Sales Financially “Off Limits” for your Medical Manufacturing Plant?”
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:...
How I ‘Pivoted’ My Medical Equipment Exporting Business
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 life as Burbn, a...
The Tale of 2 Boxes
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 like selling...
A New Frontier for Medical Equipment Manufacturers
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 for its isolation and its...
How to Successfully Navigate Medical Device Registration in Asia
This guide provides a comprehensive look at the process of registering medical devices in Asia and how our team of regulatory specialists can help you every step of the way. Introduction As the Asian healthcare market expands fast, medical device manufacturers are...