Becoming a distributor of surgical instruments means building trust with two groups: manufacturers who supply you and customers who buy from you. MEDICA is often where new distributors find their first manufacturing partner.
Step 1: Know your market
- Who are your customers: hospitals, clinics, dentists, vets?
- Which products sell most?
- Who are your competitors, and what are their prices?
Step 2: Understand the rules
Check what your country requires: import licence, device registration and labelling. In the EU, distributors have their own duties under the EU MDR (see EU MDR and CE marking: what to check at MEDICA).
Step 3: Choose your range
Start focused. A core range of high-selling instruments is easier to stock and sell than thousands of items.
Step 4: Find manufacturers
At MEDICA, look for manufacturers who:
- Make the products in-house
- Have the certificates your market needs
- Offer private label if you want your own brand
- Accept realistic first order sizes
Step 5: Agree terms
Discuss prices, minimum orders, exclusivity for your territory, marketing support and samples.
Step 6: Build your brand and sales
Create a catalogue and website, train your sales team on the products and keep demo samples for customer visits.
Exclusive distribution
Some manufacturers offer exclusive rights in a country in return for agreed yearly volumes. Discuss this openly.
Partner with Tata Surgical
Tata Surgical is looking for distributors in new markets. Visit Hall 10, Stand C32 to talk about a partnership.
Looking for instruments like these?
Browse our catalogue or send us your drawing. We reply with prices, lead time and shipping terms.
