Cracking the US MedTech Market: Distribution, Scale & What Really Works | Brian Hantzis
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Cracking the US MedTech Market: Distribution, Scale & What Really Works | Brian Hantzis
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About this listen
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:
- Why the US market takes years — not months — to crack
- The difference between specialist and general distributors
- What US hospitals actually care about when adopting new products
- The importance of clinical data, studies, and value analysis
- How pricing, margins, and fair partnerships really work
- 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