Case Study Distributor Search: US-Based Manufacturer

Case study summary

Our client is a US-Based manufacturer, looking to grow their distribution network in EMEA.

Growth outside of the USA, including gaining case studies and key opinion leader development were requirements of their business plan. 

Their novel, consumable product offers a solution to a common challenge in osteoporotic bone.

Our brief was to assess markets in EMEA, identify distribution partners, and ensure they are fully on-boarded.




To identify an established presence in the market who have existing relationships with orthopaedic decision makers.


Create a project plan, prioritising countries to target. One example was Finland.

After evaluating our existing distributor network, we engaged with an experienced distributor, established for over 30 years and with the right connections in the public and private healthcare systems.

As part of our service, our Product Manager will be training the field sales force and assisting in the launch of the product in the geography. We also take responsibility for ongoing sales performance of the distributor.


Mapped markets across EMEA to identify priority geographies to focus on.

With priority markets in mind, create a short-list of distributors, evaluating their contacts, experience, appetite for new products and sales coverage. 

We also explored market access requirements, such as reimbursement as part of the process.

Founder Statement



We were thrilled to partner with this client and achieve a positive outcome for them, which allowed us to utilise our excellent distributor network in Finland.

We continue to see interest in engaging distributors within this territory and we are ideally placed to assist manufacturers grow their business in Finland, as well as identify other opportunities across EMEA.

We look forward to working with their field sales team to help them launch in the region.


Matt Woods
Ortho Consulting Group, Founder

“We’ve recently facilitated signing a distribution agreement for a client who were searching for a distribution partner in Finland. Finland is a rapidly emerging market in the EU and spends approximately 9.4% of its GDP on Healthcare. Orthopaedic devices are an important segment in the medical device market in this geography”


Andrew Sangster