New customers
Identify relevant distributors, healthcare buyers or specialist providers for your product. Clarify the route to purchase, evaluation process and required local support before pursuing an account.
Develop new customersCommercial representation · Portuguese manufacturers
Develop MedTech customers with a clear plan for continued supply.
Medical devices, equipment and consumables have different buying routes and support needs. Fractio helps Portuguese manufacturers define the commercial opportunity and develop new or existing accounts in Sweden, Denmark and Norway. Miguel Baptista leads the follow-up from Gothenburg.
Based in Gothenburg · Sweden, Denmark & Norway
Two ways to develop your business
New customers. Stronger existing accounts.
Existing customers
Follow product evaluations, outstanding quotations and reorder conversations. Develop the relationship with your established customers and distributors, including additional product lines where there is a documented fit.
Develop existing accountsProduct and buyer fit
Where your manufacturing scope may fit
Illustrative products and buyer types to guide qualification. Each opportunity is assessed against your actual capabilities and the buyer’s requirements.
Medical consumables
Supplies consumed during care workflows and replenished according to use.
Potential buyersHealthcare organisations and distributors serving the relevant care setting.
Medical equipment
Diagnostic, monitoring or treatment equipment with a defined intended use and an agreed support plan.
Potential buyersHealthcare providers, specialist clinics and equipment distributors.
Devices and associated supplies
Device ranges with compatible accessories or ongoing supply needs, where supported by the manufacturer.
Potential buyersBuyers responsible for the device category and its continuing operation.
Repeat-order potential
Assess the actual reorder mechanism for each product.
Consumables may be replenished as they are used. Equipment purchases may be less frequent, while associated supplies can create ongoing demand where the product supports it. These patterns must be established product by product. An equipment placement alone should not be treated as proof of recurring revenue.
- Identify the user, purchasing decision-maker and party responsible for placing repeat orders.
- Clarify pack sizes, expected consumption, available shelf life and delivery requirements where relevant.
- Agree the responsibilities for demonstrations, training, technical questions and after-sales follow-up before approaching buyers.
Before customer outreach
Information that makes qualification useful
A concise capability overview is enough to start. Detailed drawings or sensitive customer information can be discussed after agreeing how they may be shared.
Product and intended use
The product range, intended use, target care setting, available product documentation and the manufacturer’s confirmation of applicable requirements.
Commercial route
Direct sales or distribution, countries already served, existing partners, buying process and any product or account restrictions.
Supply and support
Order sizes, delivery times, packaging, shelf life where relevant, samples, demonstrations, training and the resources available for technical support.
Existing customer priorities
Current evaluations, reorder patterns, inactive accounts and additional product lines you want to develop, with account responsibilities clearly agreed.
Local commercial follow-up
Keep the conversation moving with the right people.
Miguel coordinates the commercial conversation and follows evaluations, quotations and agreed next steps. Product claims, intended use, conformity documentation, technical qualification and the response to product or safety questions remain with the manufacturer and the appropriate qualified teams. Fractio’s role is commercial representation.
Clear commercial and technical responsibilities
Fractio develops the agreed customer relationships. The manufacturer confirms technical suitability, quotations, production and delivery. The buyer contracts directly with the manufacturer, who invoices and supplies the order.
Scope, responsibilities and commercial terms are agreed before work begins. Depending on the assignment, Fractio is paid through an agreed commission on eligible orders, a project fee or an ongoing support fee. The agreement defines the accounts covered, the orders that are eligible and the payment terms.
Discuss the fit
Which customer relationships do you want to develop?
Start with a defined product range, the intended buyer and the support your organisation can provide. Miguel’s commercial background includes MedTech; each new product and market still needs its own qualification.
Or email Miguel: miguel@fractio.se
Prepare for the Swedish market
Swedish MedTech distributor guide and qualification questions