Distributor Problems Unlocked: A Change Required?

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From The Directors Desk We recently came back
from our week-long Arab Health journey and I must
say, Arab Health as an event serves as a center
point for businesses from diverse medical sectors
to meet. While we talk about meeting new people,
the expo isnt limited to meets and greets. It
expands to business discussions, generating
partnerships, and engaging in intellectual
conversations with prospective clients and
stakeholders.
The primary goal behind going on a medical expo
like Arab Health is to mark new business
opportunities and connections. However, this
year, we also focused on an important aspect of
business engagement, listening. We gave a close
listen to what problems are surfacing in the
market, and how and why a change is required in
the ongoing process. Hearing out what the other
side has to say is a significant task in business
partnerships. Companies like ours, which
primarily deal with the manufacturing and export
of orthopedic implants, generate bonds of sales
through interactions with distributors and
surgeons. But for
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distributors to put their faith in any company, a
simple word takes center stage, trust. Think of
it this way, if you are a distributor or a
surgeon why would you trust an organization that
exports orthopedic implants? Wont purchasing
implants from domestic manufacturers over
international manufacturers be easier? After
having more than a hundred meetings and
discussions with distributors, sales
representatives, and surgeons from around the
globe, it is more or less clear that all
distributors have an overhanging problem with
trust.
The conversations I engaged in revealed a set of
five problems that surgeons and distributors face
daily. Lets take a look at them below
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Pricing Discrepancies International exports
involve pricing discrepancies due to the varying
currencies of different countries. Often the
price that manufacturers fixate on their implants
is not what distributors are ready to
pay. Manufacturers in most cases are not ready to
negotiate, fearing monetary losses in their
businesses if they give in too quickly. But, what
if we opt for manufacturers who follow a flexible
pricing policy that is market-aligned? Delayed
Delivery The end customers for manufacturers are
distributors and surgeons. Similarly, the end
customers for distributors are surgeons. Many
times, international exporters of orthopedic
implants take time to deliver the implants on
time, as a consequence the end-customers, aka the
surgeons get upset, and eventually, the
distributors have no choice but to blame the
manufacturers. But, what if we opt for
manufacturers who provide freedom to the
distributors to choose their logistical
partners? Challenging Custom Clearance Drawing
from the late-delivery problem, distributors are
often worried about customs clearance. Because
international trade involves two clearances at
customs, one, customs clearance source and the
other, customs clearance destination. Therefore,
distributors fear that the implants might not get
clearance due to poor documentation on the
exporters side. But, what if we opt for
manufacturers who possess valuable expertise and
experience in dealing with regulatory compliances
and custom documentation? No after-sales
service According to the distributors,
manufacturers and exporters go unreachable after
the implants have been bought, proving no
accountability for the quality of their implants
and the delivery time. But, what if we opt for
manufacturers who have a dedicated team
of after-sales service, always set to provide
utmost after-sales support?
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Lack of Choice Many a time, distributors wish to
buy certain implants with certain specifications.
These specifications range from the color of the
implant to the sterile/non-sterile properties of
the implants, and many more varied
specifications. However, distributors complained
that manufacturers are often very rigid with the
products they are selling, not ready to negotiate
with any specifications. The problem has been
established, but where is the solution? These
intense discussions with distributors and
surgeons at least made one thing visible, the
market is hungry for change, and as a famous
quote by M.K Gandhi goes, Be the change you
want to see in the world. As an individual who
is an ardent believer in bettering the landscape
of the global orthopedic future, I believe, I
might have something to offer that can pose an
imminent solution to the problems discussed above.
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When we started Zealmax Ortho in the year 2006,
we wanted to establish a company that not only
caters to sales but also ensures empowering
human movements throughout the world. For any
leader who wants nothing but trust and
transparency to reach the global audience sales
are temporary. Following the same path,
establishing a trustworthy and transparent market
for the global audience has always been my
primary goal. With my experience ranging across
15 years in the field of orthopedic leadership,
I can firmly attest that Zealmax Ortho is
striving to be, bring, and make the
change. Flexible Pricing Our pricing policy is
based on the market survey and is invariably
flexible. We understand the stance of the
distributors on matters of pricing discrepancies
and hence offer a flexible pricing policy. Our
prices are market-aligned, differing according to
the variations in regions and currencies. Freedom
to Choose Logistic Support We provide logistical
support only at the behest of the distributors.
If the distributors only want the implants and
want to get logistical support from their own
trusted partners, we hold no issues with
that. Prompt Customs Clearance We keep our
documentation of customs clearances ready,
starting from the customs clearance source to the
customs clearance destination. A lack of
regulatory compliance will never challenge the
export of our orthopedic implants because
regulatory compliance is pre-ready before
shipping an order.
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Dedicated Sales Team A dedicated team of
after-sales service is always ready to help
distributors with any struggles they are facing,
from the time you buy the implants to the time of
the delivery. This team serves as a single point
of contact for every distributor. The contact you
have in the beginning is also your point of
contact after the sales are done. We value your
satisfaction over the quality of the implants and
respect the feedback you give us. Your feedback
helps us grow and get better in every
sector. Choice is Yours We are different from
other manufacturers. We believe our clients
should invest in us because they trust us and
during each day of the sales procedure, we work
towards making them believe in us. The order is
placed by the distributor, and the specifications
are listed. We will deliver exactly what you want
us to make with every in-built specification. The
healthcare sector is witnessing a new ray of
change every day. While the sector is expanding,
growing, and showcasing changes, the change
should happen in a way that empowers each and
every player involved in the sector. With
distributors facing significant challenges in
this sector, I feel the clock is set to provide
permanent aid in these challenges as much as
possible. While sales in the orthopedic export
and manufacturing industry matter, it doesnt
matter more than customer satisfaction. Customer
satisfaction in terms of our service and product
is what businesses stand for, and particularly,
in the case of Zealmax Ortho, we aim to deliver
excellence and settle for nothing else.