01 / Field team
Hospital field sales
We bring people into your company who personally know heads of department, senior physicians, theatre nursing staff, hospital procurement and infection control leads — and they represent your brand, not ours.
Module 4 of the plug-and-play solution
Your German hospital sales force — inside your own company, staffed from our network.
For every client we incorporate a German GmbH and equip it with what market entry in Germany actually requires: access to heads of department, hospital procurement and Einkaufsgemeinschaften, the German hospital group purchasing organisations — access built over 27 years. The company carries your brand name, holds the listings, and is run by us until you decide to take it over yourself.
- Client GmbH
- Hospital listings
- Einkaufsgemeinschaften
- KOL training
- DRG argumentation
The problem
German hospital sales does not reward the biggest catalogue. It rewards the deepest relationships.
If you want to introduce a medical device that needs explaining in Germany, you usually have two options — and both have structural weaknesses:
- A classic distributor: sells what already sells. Innovations that need explaining sit in the catalogue without priority. After 12 to 18 months the relationship ends and you are back at the beginning — the hospital relationships stay with the distributor.
- Your own German subsidiary with your own field team: 18 to 36 months to build, a seven-figure upfront investment, recruiting in a market you do not know. Every hospital contact starts at zero. If the results do not come, the investment is gone.
The third route separates the two questions that normally get answered together: who owns the sales organisation, and who runs it. The company is yours. It is run by people who have worked the German hospital market since 1999.
Your property The company, the listings and the hospital contracts — not held by a distributor
247 The catalogue position at which distributors typically file an innovation
18–36 mo. Time to effect when building your own field team
No total loss A structure that scales, instead of a seven-figure upfront investment
The solution — Module 4
Five disciplines for German hospital sales with depth.
Sales runs inside your German company from Module 1 — it is the contracting party for every hospital. We staff it: with interim management, with a field team, and with exactly the contacts from our network that your indication needs.
02 / Network
Network contribution
From 27 years in German hospital sales we select the contacts that matter for your indication and product category. No scattering across a multi-client catalogue.
03 / Listings
Hospital listings
Preparing listing applications, steering them through the procurement departments, negotiating terms — with your company as the contracting party.
04 / GPOs
Einkaufsgemeinschaften
Access to the German group purchasing organisations and hospital groups — the procurement structures that run in parallel to direct hospital contact.
05 / KOL & DRG
Training and the reimbursement argument
User training on site, coordinated with the Board of Experts (Module 6). And the DRG calculation, without which no decision is made in German hospital procurement.
Where we differ
Distributor, own subsidiary, or your own company under interim management?
Three routes into the German hospital market. The difference is not the effort involved but the question of what belongs to you at the end.
| Aspect | Classic distributor | Own German subsidiary | Client GmbH with MEX |
|---|---|---|---|
| Mandates | Multi-client, hundreds of products in parallel | Exclusive | Exclusive — your brand is the key product |
| Contract with the hospital | Held by the distributor, lost when it ends | Held by you | Held by your company — it stays your property |
| Hospital access | Exists, but is not prioritised | Built from zero, 18–36 months | An existing network, contributed with intent |
| Upfront investment | Commission model | Seven-figure, sunk cost | Predictable, growing with the mandate |
| Leadership | Someone else’s priorities | Your own staff, your own risk | Interim management by MEX |
| MDR connection | An external interface | Requires your own staff | Built straight into the MDR pipeline (Module 2) |
| Brand presence | Distributor branding dominates | Your brand | Your brand |
| Taking it over yourself | Not foreseen | Not applicable | At any time — the company is built for it |
In practice
What a client company looks like in day-to-day operation.
An Israeli manufacturer of thromboprophylaxis systems wanted a presence in German hospitals without building a subsidiary. Today a German company — UniCare GmbH — runs that sales operation: hospital account management, listings, user training, reordering processes. It works exclusively for this manufacturer and appears in its name. MEX runs it on an interim management mandate.
The manufacturer could take this company over at any time and continue it independently. That is exactly what it was built for. That is the difference to a distribution agreement: at the end there is no notice period, but a working German sales organisation you get to keep.
Heads this module
Jörg Saborowski
Founder and managing director of MEX. Since 1999 he has built the hospital network from which our clients’ sales organisations are staffed today. He owns hospital targeting, listing strategy and the ongoing account management of the client companies.
Anyone selling an innovation does not need a distributor. They need a field organisation that treats that innovation as its key product.
Which German hospitals are the right first targets for your product?
In 30 minutes we sketch out the first hospital targets from our network — matched to your indication, your product category and a sensible roll-out sequence.
Arrange a sales strategy call Frequently asked questions
What clients usually want to clarify.
- Do we get access to an existing sales company?
- No — and that is deliberate. For your mandate we incorporate a German company of your own and staff it with a field team, interim management and the hospital contacts from our network that fit your indication. You are not renting space in someone else’s structure; you get your own.
- Who owns the hospital listings?
- Your company, which means you. If you take the company over, or move it into a German subsidiary of your own, the listings move with it seamlessly.
- Is this a distributor or a subsidiary?
- Structurally a subsidiary that we run for you. There is no multi-client logic, no competing priorities and no hospital relationships that end up elsewhere when the contract ends.
- How many field sales people do we get?
- The size of the field team grows with the mandate. We start where your indication can be expected to resonate most strongly in hospitals and scale along the listings. Which hospitals are relevant is something we work out in the strategy call.
- Can we book Module 4 on its own?
- As a rule, no. Sales needs the German client GmbH as the contracting party (Module 1), MDR compliance for listing readiness (Module 2) and logistics to be able to deliver (Module 5).
- What happens at the end of the mandate?
- You decide. You take the company over with its listings and run it yourself, you fold it into an existing group structure, or we carry on running it. The exit is part of the model, not its failure.