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The Distributor Mismatch: Finding Your IVD's Champion in the U.S. Market
Choosing the right U.S. distributor is a make-or-break decision for IVD manufacturers. This episode moves beyond big names to focus on the critical importance of aligning with a distributor's specific customer focus and sales structure. We explore why understanding "call points"—whether in hospital labs, reference labs, or physician offices—and ensuring a distributor will dedicate resources to champion your new device are non-negotiable steps for a successful market launch. • What are "call points" and why do they determine your product's success? • Is your potential distributor a strategic…
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