Work with a Russian federal distributor to certify, market and sell Swiss Advanced Vision products (premium intraocular lenses for the treatment of cataract) on the Russian market.
Before working with Swiss Center Samara, SAV-IOL had tried by its own means to find and contact distributors in Russia. Their approach proved unsuccessful because of language barriers, the absence of information and unresponsiveness from the few organizations contacted.
Swiss Center Samara carried out the following approach on behalf of SAV-IOL:
Research and selection of potential distributor, with a systematic screening through internet and Swiss Center Samara network. Distributors were analyzed according to their field(s) of activity, geographic coverage, product portfolio, reliability and reputation. The selected distributors were then discussed and sorted out with SAV-IOL.
Confirmations of interest. Swiss Center Samara translated and adapted SAV-IOL marketing documentation, drafted a business proposal and contacted the Russian counterparts. This step allowed to collect useful market information and confirm the interest from several potential commercial partners.
Organization of B2B meetings in Russia. We suggested to SAV-IOL participating with a stand to a MedTech exhibition in Moscow and organize B2B meetings there with the potential distributors. Swiss Center Samara covered all administrative, logistic and bureaucratic issues and coordinated the translation, local accompaniment and follow-up after the exhibition.
Representatives from SAV-IOL (CEO & Commercial Director) met with half a dozen of interested distributors along with other potential partners from Russia and CIS countries present at the show. At the end of their business trip, they signed with a federal distributor to cover the whole Russian market for all their products and have since then started selling actively in Russia.