Elysian Fields works with the manufacturer to establish an ideal distributor profile that meets their needs.
Much of this information is embedded in the manufacturer’s distribution agreement, so analysis of the standard distribution agreement is the first step to be completed. The profile is then complemented with commercial and financial requirements. If the manufacturer is starting to export and does not have a standard distribution agreement, Elysian Fields can create a distribution agreement within the existing framework.
Once the profile is established with the manufacturer, the search in the target market is activated. Using different means, ranging from analyzing our own database of distributors, recommendations from industry professionals (both physicians and industry representatives), participating in conferences/events and web surveys, a list of target distributors is then established.
After developing this list, contact is made with the local distribution companies. During this contact, not only the manufacturing company and the product are presented but an interview with the distributor is also carried out.
During this interview, the structure of the distribution company is understood (sales, marketing, regulatory, quality and logistics), brands that the company represents and the distributor’s strategy is perceived in order to establish which areas are planned as growth targets.
Once this process is completed the list of potential distributors is considerably reduced for companies. All showing a sincere interest in representing the product line and featuring the closest distributor profile to that established by the manufacturing company at the beginning of the process. At this time, a conference is held between the parties for a formal presentation.
Once the business plan is completed and presented, the manufacturer will have all the information to choose one or more local distributors that have achieved the profile sought by the company. Once the contract is signed, Elysian Fields is available to continue supporting the manufacturer if necessary. Located in São Paulo, Brazil & Medellin, Colombia our team is attentive to managing ongoing relationships and ensuring distributors are maximizing the potential of their products.
In many manufacturer-distributor relationships, the relationship is viewed incorrectly. Often the distributor is seen as a customer by the manufacturer and, in the worst case, he is seen as the enemy.
From the distributor’s point of view, they often feel that goals are established without being cocreated and that their participation is not welcome in the planning. In general, a lack of transparency is apparent within the relationship. It is important that the relationship is seen as a long-term partnership and for the foundation to be laid for the partnership to flourish in the future, it is important that expectations are set at the outset.
The business planning phase is critical to establishing the right foundation. Elysian Fields will work with the manufacturer and distributor to co-create the business plan for the launch and initial phase of the contract.
The business plan will cover product pricing for the target market, distributor margin for the task, sales force investment, clinical support and/or marketing investments and cash flow items such as inventory investment, payment terms, etc.
Many American and European companies find it frustrating to start projects on their own because English is not a primary language and Portuguese or Spanish is the only official language.
With excellent communication options in English, Portuguese and Spanish, Elysian Fields can also support the management of distributors throughout Latin America. For example, in the contract start-up phase, Elysian Fields has a network of contacts with qualified physicians and distributors who can help the manufacturing company from market information to recommend the best channels of commercialisation until training the distributor’s staff with their products.
If the manufacturing company is located outside the region, in order to reduce and manage costs in the best possible way, Elysian Fields can train all Latin American distributors chosen in the product lines.
In addition to supporting contract execution, monthly or quarterly distributor reporting requirements can be managed by Elysian Fields, as can any problem resolution requirements.