Distributors
We sell through a focused network of regional distributors rather than direct. That is a commercial decision with consequences for both sides, and it is worth being explicit about what they are.
A distributor carrying rigid endoscopy is not moving a commodity. The sale takes months, runs through a clinical evaluation and a procurement process, and is often decided by whether a demonstration instrument was available in the right week. That investment only makes sense if the territory is protected and the supply behind it is predictable. Both of those are our obligations, not favours.
We appoint a limited number of partners per market. Your investment in demonstration stock, clinical education and tender preparation is not undercut six months later by a parallel channel quoting the same catalogue at a lower margin. Territory terms are written into the agreement, not implied.
Specification sheets, material declarations and test records are supplied per shipment, in the format your tenders and hospital procurement processes actually ask for. Public procurement is lost on missing paperwork more often than on price, and assembling that pack after an award is announced is too late.
Catalogue configurations ship from stock. Custom lengths, angles and channel arrangements are quoted with a firm production window rather than an estimate, so you can commit to a delivery date in a tender response and hold to it.
Loan instruments for evaluation, comparison data against the configurations a surgeon is already using, and direct access to the people who built the set — not a ticket queue. A surgeon's question about working-channel compatibility should be answered the same day, by someone who knows the answer.
MOQ, pricing tiers and payment terms are agreed per territory and reviewed annually against actual volume. We would rather set terms that reflect the market you are working in than apply one schedule everywhere and negotiate exceptions.
Warranty terms, turnaround for repairs and the availability of spare sheaths, bridges and valves are defined up front. An instrument out of service is a theatre working around a gap, and how quickly it comes back is part of the product.