European Channel Strategy | Partner Identification
Early stage orthopaedic trauma device manufacturer.
We were requested to develop a European channel strategy which profiled suitable distributors across all key European markets.
Our client’s product focus was on the Tibia and specifically trauma implants and surgical procedures relating to this. This meant that a general research on orthopaedic distributors would be hit and miss and that IMS needed to focus on finding very specific partners who would be the right fit for our client.
Our research required a detailed segmentation of the orthopaedics market in Europe. We studied both competitive and complimentary products and drilled down to identify local sales partners for these companies across Europe. Once we had a broad list of distributors, we then set about profiling these organisations to define their product offering, target markets and sales territories. This was a detailed and time consuming exercise after which we presented our client with a list of 40 target distributors across all European markets. This list was reviewed together with IMS and eventually a list of 20 potentially suitable partners were selected.
Our brief was to provide our client with a highly targeted list of partners across Europe for their very specialised product and we delivered on this in full. This case study highlights the ability of IMS to understand and profile niche sales channels in European markets.