Non-Electric Medical product

1

Hi all,

There’s a very vital medical equipment used in all Nigerian hospitals today that relies on electricity. Now, we all know the state of inconsistent electric supply in Nigeria.
How receptive do you think the Nigerian healthcare system and consumers would be to a new version of such a vital medical equipment that would not rely on electricity?
Also, how can one go about introducing such a product to Nigeria? Who are the right persons or organizations to contact for such inquiries?

All opinions and suggestions are welcome!

Thanks!

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2

Our healthcare industry is one of the most organized in the country as far as headcount is concerned. Chemist, pharmas, hospital, Importers & Distributors, everyone in that value chain is well accounted for.

You can do very successful market research for your product without ‘boots on the ground’.

Stakeholder engagement is where it gets tricky. Personally I’d advice you seek out a HMO as partner. With their active relationship with hospitals they are better placed to deal with them.

As well as its in the best interest of the HMOs when hospitals are run more effectively, hence they are in a position to put forward without excuse, anything that helps.

Your product sounds like Good news. Good luck.

PS: You don’t have to start with Lagos.

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Thanks! Your response is very helpful!

4

@87_chuks has given you a way to about it.

Here is another.

First thing firsts, does your price of the alternative justify a switch? Is there significant savings to be derived from switching? Can increased productivity be quantified and could that help justify a switch?

If your answer is yes then…

Which hospital professional mostly uses the said hospital equipment?
Is it the doctor, the pharmacist, or the lab scientist that uses the equipment?
You should be clear on that if you are not sure.

Next, look up the relevant professional body of the professionals that mostly use such equipment. Try to identify a few of their exco members. Their website could be a useful resource or their liaison office in the state you reside. Identify the exco members for the state or place where you reside. Make a list of about 10 of them if possible but at least get 5.

Commonly, these professionals have private practices. Learn of their private practices. Eliminate the once that don’t have private practices or the once whose practices are small and might not be able to afford such equipment you want to replace. If your prospects are now below 5 after eliminations, make your list up with new once. Ensure you have at least 5 viable prospects.

These guys are influential in the professional body to be voted or made exco members. They can influence others in their industry.

Approach your prospects and sell your whole product to them. By whole product I mean that you ensure that you not only sell the product to them but also get the product working as promised in the sales presentation. That means going out of your way to ensure the product is properly installed and the relevant personnel is trained. Let them be satisfied with the decision to switch to your product. That means there are no disruptions to their services due to improperly install product or unproperly trained staff. Make sure of that.

In exchange for going out of your way to ensure that are truly satisfied, ask them for referrals to others in their industry. They will be happy to refer you if they are satisfied and their referrals will be worth their weight in gold with those they refer you to.

Within a short while, you should have sold whole products to an appreciable number of professionals in the industry in your locality. Word of mouth should have started reaching others in other localities and you can start expecting request for the product. If the demand is that high, create distribution channels to serve such demands by working with relevant others.

Don’t relent on your sales. Keep selling and you could lead the market in time.

Hope this helps.