Medical Device Link.

ADVERTISING, DISTRIBUTION, & SALES

A medtech company may decide to base its sales approach on independent sales reps if at least some of the following conditions are present.

• The company is using independent reps now and finds no compelling reason to change.
• Customers want local representation, and using direct reps to serve that territory is infeasible.
• The company cannot afford the fixed expenses involved in obtaining the intensive coverage desired through direct representation.
• The markets the company serves are diverse and call for various types of sales approaches and skills.
• The company seeks rapid entrée into a new market.
• The company finds it difficult to retain top-performing direct personnel.
• Qualified representatives are available.
• The company can benefit from positioning with complementary products.