Why do we continue to allow our "partners" IE distributors internationally to sell other brands? Its very frustrating as a sales development team member to see that our own distributors are using our products to further strengthen the competitors product lines. There are distributors in Latin America and Europe that sell Conmed-Linvatec implants, shavers and then offer Arthrocare Coblation wands in addition to this. Why are we giving Arthrocare a crutch to lean on in markets where we could take them out of play. Why is there distributors selling Opus anchors and wands in addition to our products? Do we really gain anything in this relationship?
Arthrex became a market leader in the US and Latin America by forcing their distributors to choose between Arthrex or Arthrocare not a combination of both. Their Boston distributor made the choice of trying to keep both and his Arthrex representation was voided. This attitude has made their product line a reference within the market. We are all committed to doing things well, how can we keep allowing this to happen when our competition Arthrex and Smith and Nephew don't permit their distributors this kind of flexibility!
We need to stop turning our cheek and make the distribution channels choose between Conmed-Linvatec and Arthrocare. We need to make sure that we are the main product line that our distributors are pushing and developing. We need to stop giving Arthrocare a helping hand in our developing markets by allowing this to go on.
I hope that Corporate make a stand and demand that we be the priority to these distributors and in doing so support the hard work and time that we invest in gaining market share for CL products.
Arthrex became a market leader in the US and Latin America by forcing their distributors to choose between Arthrex or Arthrocare not a combination of both. Their Boston distributor made the choice of trying to keep both and his Arthrex representation was voided. This attitude has made their product line a reference within the market. We are all committed to doing things well, how can we keep allowing this to happen when our competition Arthrex and Smith and Nephew don't permit their distributors this kind of flexibility!
We need to stop turning our cheek and make the distribution channels choose between Conmed-Linvatec and Arthrocare. We need to make sure that we are the main product line that our distributors are pushing and developing. We need to stop giving Arthrocare a helping hand in our developing markets by allowing this to go on.
I hope that Corporate make a stand and demand that we be the priority to these distributors and in doing so support the hard work and time that we invest in gaining market share for CL products.