Breaking into the US MedTech market is slow, complex, and often misunderstood. In this episode, we’re joined by Brian Hantzis, a US medical device distributor who has built and scaled a specialist distribution business through organic growth and acquisitions. Brian shares an honest, behind-the-scenes look at how distribution really works in the United States and why so many manufacturers struggle to gain traction.

We discuss:

1. Why the US market takes years — not months — to crack
2. The difference between specialist and general distributors
3. What US hospitals actually care about when adopting new products
4. The importance of clinical data, studies, and value analysis
5. How pricing, margins, and fair partnerships really work
6. Why MedTech distribution is consolidating — and what that means for founders

Watch on YouTube: https://youtu.be/3v8N7F2gGqo

Listen on Apple Podcast: https://podcasts.apple.com/gb/podcast/hands-on-business-the-h-files-unlocking-growth/id1548129226

📝 Join the mailing list to get the show notes for every episode here: https://thesalesaccelerationformula.com/podcast-show-notes #podcast #distributors #distributor #healthcare #hfiles

In this Five in Five episode, I pull out five powerful lessons from my conversation with Amrit Dhaliwal, CEO of one of the UK’s most respected home care brands. Amrit shares how leaders can protect purpose and stay commercially strong without losing the heart of the business. We explore: - Why profit is the fuel that makes high-quality care possible - How a long-term vision should shape your next seven days - Why values aren’t posters they’re hiring and firing criteria - How to turn “soul” into repeatable processes as you scale - The moment where planning must end and real work begins

Listen to Full Episode: https://youtu.be/YwCAoSTrbQI

Listen on Apple Podcasts: https://podcasts.apple.com/gb/podcast/hands-on-business-the-h-files-unlocking-growth/id1548129226

📝 Join the mailing list to get the show notes for every episode here: https://thesalesaccelerationformula.com/podcast-show-notes

#healthcare #podcast #businessgrowth #5in5 #homecare

I sit down with Walfinch CEO Amrit Dhaliwal to discuss how purpose-driven home care businesses can grow sustainably while staying true to their mission. Amrit reveals how he uses strong values, long-term vision, and EOS to create consistency across his franchise network and maintain high standards of care.

They also look at the future of the sector, the shift toward home healthcare, and what leaders must do to protect the “soul” of their business as they scale.

Listen on YouTube: https://youtu.be/YwCAoSTrbQI

Join the mailing list to get the show notes for every episode here: ⁠⁠⁠⁠⁠⁠⁠https://thesalesaccelerationformula.com/podcast-show-notes⁠⁠⁠

EOS Book: https://amzn.eu/d/iCWEdLP#podcast #healthcare #homecare #carehomes #Walfinch #businessgrowth #handsonbusiness #hfiles