Expanding Market Reach for a Dutch Urology Solutions Provider
Client Overview
A Netherlands-based company specialising in innovative urology solutions engaged Sanollo to seize market opportunities and expand their international reach. The client aimed to target key markets and partner with distributors having strong connections with hospitals, residential care facilities, and home healthcare providers.
Challenge
The client was focused on their domestic market and needed comprehensive support for international market development. They required a strategic approach to identify pertinent markets and engage competent distributors efficiently.
Sanollo's Solution
Sanollo took charge of the client's international market development, covering:
1. Sales Strategy and Market Segmentation
- Developed a robust sales strategy to identify and target key international markets.
- Conducted detailed market segmentation to focus efforts on the most promising regions.
2. Distributor Engagement and Agreement
- Identified potential distributors with established connections in the healthcare sector.
- Engaged 69 distributors across 24 markets through a rigorous selection process.
- Negotiated and finalised distributor agreements ensuring alignment with the client's goals.
3. Distributor Onboarding and Product Trial Management
- Onboarded selected distributors with comprehensive training and resources.
- Managed 35 hospital trial sites to validate product efficacy and build trust.
- Coordinated product trials to ensure smooth implementation and positive outcomes.
4. Long-Term Distributor Management
- Ongoing Communication and Support: Regularly communicated with distributors to provide continuous guidance and support.
- Ad-Hoc Consultation: Addressed any arising issues and helped distributors achieve their growth targets.
- Strategic Guidance: Supported key growth projects by offering market insights and strategic advice, ensuring that distributors remain aligned with the client's long-term goals.
Results and Impact
Widespread Market Penetration:
Engaged 69 distributors across 24 markets, significantly expanding the client’s international presence.
Effective Product Trials:
Managed 35 hospital trial sites, establishing the product's credibility and efficacy.
Ongoing Support:
Continuous management and support for distributors, ensuring sustained performance and alignment with growth objectives.
Conclusion
Sanollo’s strategic approach enabled the Dutch urology solutions provider to effectively penetrate international markets, establish strong distributor partnerships, and ensure long-term success. Through comprehensive support and continuous engagement, Sanollo has positioned the client for sustained growth and market leadership.