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As originally asked by Jackie Bojor.
Emerging markets in Europe rely heavily on imported medical devices and equipment. But it is sometimes difficult to penetrate these markets and find reliable specialised-importer distributors or direct buyers.
On one hand it could be the multitude of offers received, the quality of products, the expectations of the local players. On the other hand it could be the language barrier, the cultural differences
What is your experience entering emerging European markets?
What help do you still need to make it a reality?
Look forward to your comments – thanks.
Ahh, almost forgot, they also ask us to translate their business cards, when they prepare for exhibitions in target countries.
Or even, in some cases, getting any response from the targets…
So it looks like a last resource solution for some sectors, like for instance, orthopedic implants, trauma surgey or dental instruments…
What is your experience in trying to contact directly the local importer-distributors in the emerging markets in Europe?
I guess some meddev companies target first the top 5 countries in Europe and have a tendency to go direct (when they can) and focus on developing a base of distributors. But what people tend to forget is that these countries (all the way to Russia) want the latest technologies and also have sometimes financial support from the EU. So things are moving fast in these countries.
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