Achieve profitable growth in Europe – “embrace the difference”
(A comprehensive guide to medical device manufacturers)

Table of Contents of this unique and practical hands-on course is as follows:

• Why go to Europe?
• What you need to know in Europe
• Your European Customers – “culture clash”
• Market Research – key elements in Europe
• Importance of Clinical Trials and how to go about it
• Country Directives – what they are
• Notified Bodies and learn how to use them
• Reimbursement strategies – what you should be aiming for
• Key Opinion Leaders (KOL) – learn about them
• Sales Initiatives – your responsibilities
• Company Representation – your manpower
• Recruiting tips
• Marketing needs and focus
• Going to market (sales / distribution)
  • Agents
  • Distributors
  • OEM
  • Licensing
  • Direct
• Largest customers
  • NHS – UK
  • Securite Sociale – France
  • SHI – Germany
• Contract samples
• European Product Definition
• Customer Service – how to keep customers happy
• Shipping terms
  • Freight forwarders
  • Terms of sales
  • Shipping
• Pricing strategies
• Payment terms
  • Letter of credit (L/C)
• Foreign currency / currency fluctuation
• Legal advice
• Technical support’s importance
• Scientific committee’s role