Three Ways for Medtech to Make the Most of the Channel

Brian Chapman

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As in other industries, the balance of supply and demand in medical devices often is compromised by the economics of production, the motivations of sales teams, the variability of getting goods to market, and the opacity of information about which goods are needed or wanted, and when. Hospitals often find themselves with too much inventory of this and too little of that.

Executives at medtech companies are in a position to change this - and to improve their businesses as a result - by tapping into their relationships with channel partners, including distributors, resellers, logistics providers and others along the supply chain.


About the Expert

Brian Chapman is a Principal in ZS’s Evanston, Ill. office and leads the consulting practice for ZS’s Medical Products and Services team. While at ZS, he has worked with companies on a range of sales and marketing issues, including sales force effectiveness, organizational design, opportunity assessment, channel design, new product launch strategy, value proposition development, territory alignment and incentive compensation. Having spent several years working and living in Europe and Asia, Brian focuses on both US and global projects.

Prior to ZS, Brian worked in the chemical industry in a variety of technical and commercial roles. Brian has a B.S. in chemical engineering from Michigan Technological University and an M.B.A. with distinction from the University of Michigan Ross School of Business.