The Launch Party to Skyrocket Brand and Sales

A highly qualified distributor has advanced through your systematic evaluation process (PS: most companies wing-it!), and you are about to sign the distribution agreement. The first year of hard work is about to begin for your company. This is your chance to earn the right to their mindshare and drive serious growth. However, there’s a huge problem if you skipped the Go-to-Market testing and have nothing to offer the distributor other than US training materials and the quarterly phone call of “where are my sales?” This is not a partnership, and you should expect the distributor to focus on your line with the same effort.

KOL site development, early product demonstration benchmarking, and US VIP product launch events all come together to bring your distributor and your product line key momentum for decision makers. Goalpost Global arms companies to accelerate long-term profitable international sales, all while giving you a proven plan to avoid the mistakes that could wipe it all away.

Go to Market Testing, Your Distribution Fate

A highly-qualified distributor has advanced through your systematic evaluation process (PS: most companies wing-it!), and you are driven to the goal-line of signing a distribution agreement and getting your first PO. Congratulations! Keep in mind, though, that there is 50% chance this distributor will fail. If you skipped Go-to-Market testing to “stress test” this group, you’re now are relying on preliminary information and nothing objective to determine if they are the “the best” vs. “good-enough”. You lack critical information to build launch, Go-to-Market, and the core terms of a successful distribution agreement where you both win.

Excellence in Go-to-Market testing, goals, training, and reporting format all matter. This separates those who talk from those who walk. This becomes the basis of your mutually agreed upon future success. The details, process, and tempo to do it right should not be developed in the moment when the distributor says they are ready to sign and you realize you rushed it. Goalpost Global arms companies to accelerate long-term profitable international sales, all while giving you a proven plan to avoid the mistakes that could wipe it all away.

The Golden Handcuffs of Regulatory Approval

Distributor offers to take the burden, time, and cash concerns of filing your regulatory for you in a foreign land may sound nice. The problem is that by agreeing to this, you may have avoided some things, but you’ve simultaneously doomed your company and product line in one fell swoop. If your distributor owns your regulatory license, that means you cannot break-up for the under-performance issue you may not see coming. At least not without potentially handing over huge sums of money for a complete “redo” of your filing. Ouch. We refer to this as The Golden Handcuffs.

For Medical Device regulatory strategy, and the cost/benefit of filing yourself, using a 3rd party group, or allowing the distributor to file is a game-changer. You must balance today’s “win” with the company you will become in the future. Goalpost Global arms companies to accelerate long-term profitable international sales, all while giving you a proven plan to avoid the mistakes that could wipe it all away.

If Everything Is Important, Nothing Is

Your US sales are growing, and you are ready to expand overseas to increase sales by upwards of 30-50%. Time to conquer the world! B2B trade shows are scheduled in Europe, Latin America, and the Middle East and soon you will be meeting with distribution from around the globe. The problem: you do not have a plan. Some of these markets are ideal for you while some should be lower priorities. You are now on a path to use tons of time and money only to get into weak countries while diluting your ability to focus on priority regions.

To avoid this, you need to have an objective scoring method for import volume, IP risk, landed costs, competitive forces, exchange rate, and resonance to your value proposition. Goalpost Global arms companies to accelerate long-term profitable international sales, all while giving you a proven plan to avoid the mistakes that could wipe it all away.