Are you wondering how to sell medical supplies to hospitals? If YES, here are 10 easy steps to sell medical supplies to hospitals in 2021. Medical supplies are indeed one of the biggest expenditure in most healthcare organizations’ budgets, second only to Staffing. Managing a hospital’s supply chain is quite a daunting and complex undertaking, fraught with opportunities for inefficiency at every step of the process.
With financial pressure on healthcare organizations growing massively each year, supply chain managers are making purchasing decisions very carefully. They are expected to extensively analyze the need for supplies, identify exactly what is required, evaluate options, and plan for a careful introduction of and support for the products they select.
Hospitals and other medical facilities can acquire supplies through a group purchasing organization or negotiate directly with distributors or wholesalers, all of whom are doing a larger share of their business online. As a medical supply company, selling to hospitals is important and lucrative when done right. Hospitals are major employers and consumers of a variety of goods and services.
In many areas, they are among the top buyers for large equipment, as well as other kinds of soft goods. Though there are many large medical supply companies, it is very much possible for a small independent medical supply business to find success in this industry. If you are eager to start a retail business and would like to work in the health care industry, consider starting a medical supply company.
However, to be very successful in this line of business, it takes more than just building strong relationships with surgeons. With an ever-changing complex healthcare system, you have to be able to adapt your selling strategies to meet the demands of multiple stakeholders.
10 Steps to Sell Medical Supplies to Hospitals in 2021
Note that to sell to hospitals, it is necessary to become a qualified vendor, evaluate the hospital’s needs, and sell to hospital administration. Have it in mind that selling to hospitals can be a consistent and excellent source of income for supply businesses looking to improve their bottom line. Nonetheless, here are processes and steps to consider;
Table of Content
Understand Hospital Regulations And Standards
As a medical supplies vendor, the products and services you offer need to be good enough to fit the hospital’s mandatory standards for purchase. Take your time to research and read the medical regulations in your state or area and make sure that your wares comply. Standards for hospitals are more or less determined regionally or by state.
Note that different states may have different regulations, so it is necessary to know the standards for the state you are selling in. Your goods or services also need to be of high quality and recognized by medical organizations, especially if you are selling medical equipment. For the most part, these medical organizations will be affiliated with the federal government or licensed by it.
Know National Medical Regulatory Agencies
In the United States, the Joint Committee for Accreditation of Hospital Organizations (JCAHO) plays a huge role in how hospitals run their business and, potentially, from whom they will buy. This agency often gives accreditation to hospitals and verifies hospital purchasing choices meet their standards.
Note that you can find manuals on the standards for different units, wards, and types of hospitals on their website. These manuals may help you when analyzing the correct standards for medical equipment or other goods and services. Furthermore, JCAHO offers best practices for hospitals on its website. While these may not illustrate standards for goods and services, they can tell you a lot about the potential needs of different hospitals.
Obtain Vendor Qualifications
In the United States, it is very crucial to be able to prove compliance with regulations or other quality control for goods and services. Note that this can take the form of certification for applicable items as well as less formal qualifications. You need to fill out a qualification form available at each individual hospital or on their website.
All of these forms take a variety of shapes, but will indeed detail the regulations your goods and services meet as well as any potential conflicts of interest. Extra vendor qualification forms may include a statement of hospital-specific standards vendors are expected to meet. This may include product regulations as well as product standards required from vendors.
Source Your Goods
Create wholesale accounts with distributors of medical equipment suitable for hospitals and medical centers – buying wholesale is necessary to make a profit. Distributors can be found online, in phone books, and in business directories. You will likely need to provide business documentation and order a minimum dollar amount to open a wholesale account.
Analyse Hospital Needs
Right before you ramp up a sales initiative toward a hospital or similar facility, it is quite possible to do an analysis and evaluation of just what the client may need. Note that this can be done with any kind of observational information, even just based on a walkthrough of the facility or talking to staff on an informal basis.
In your walkthrough, note that you may even notice out-of-date or older equipment. If you are selling equipment, then it may be useful to focus on updating the hospital’s technology to be the most cutting-edge possible. However, depending on the region, you may have to set up a formal appointment to talk to the hospital staff. It is crucial to not violate any regulations, especially before you try to sell to a hospital.
Talk To The Right People
You will need to know how to reach staff at all levels of the hospital operation. This will help you to connect and fill the needs of that facility. Note that phoning the hospital administrator directly may not be the best idea.
Once you are on the approved vendors’ list, you will have to initiate an appointment to talk to the administration in a more formal manner. You may also want to talk to prominent doctors in the hospital, especially if it is a hospital with a specific medical focus. However, find the head of different departments to ask them about their needs within the hospital.
Reach out to senior administration
Note that senior hospital administrators tend to have a lot to say about purchasing. You should listen to them about their needs before starting your own sales pitch. When you finally get an appointment with the administration, listen to what they have to say about their needs first.
Note that by listening attentively, you will show that you are interested in working together in a mutually beneficial way. Before pitching your own products, state back to them what you understand as their needs. This will make it clear you are on the same page before you try to sell your own goods and services.
Understand Sales To Hospital Administrators
Have it in mind that the best practices in selling to hospital administrators will vary, depending on the type, location, and administrative structure of the hospital. Nonetheless, some general sales practices may always be useful when selling to Hospitals. For instance, try to avoid speaking from a set “script”.
Note that hospital administrators want to be heard and a script makes it seems like you were not listening. It is not always necessary that you make an immediate sale with a hospital administrator. Sometimes, it is better to cultivate a long-term relationship with them so they will talk to you when making future purchasing decisions.
Market Your Business
Market your medical supply business to hospitals, especially those within your city. Send flyers and coupons, sponsor medical conventions or health fairs, and send news releases to local medical associations and professional groups.
It is also a good idea to make yourself visible to the administrator and senior staff. If they purchase something from you, keep up to date with the status to guarantee they are satisfied. This will help to guarantee more sales in the future.
Hospital administrators should know how to contact you in the future. In addition, it may be ideal to talk to prominent doctors and heads of departments so they know how to get a hold of you when making future purchasing decisions. Administrators may be more comfortable talking in person, on the phone, or via e-mail. It is important that they can get a hold of you when they need something; otherwise, they may go to another vendor.
Selling to hospitals is important, especially if you are in the medical sales field. Consider offering incentives for medical professionals and hospitals to patronize your medical supply company. For instance, you can offer discounted or free shipping, free delivery within your local area, or volume discounts.
Frequently Asked Questions
1. How Do You Sell Medical Supplies To A Hospital?
To sell supplies to a hospital, consider the following ways;
- Operate with referral method
- Consider having independent distributors
- Maintain proximity with your customers
How Do You Sell Medical Device To Hospitals?
The following are some guidelines to sell devices to a hospital;
- Personalize the buyer’s way fare
- Stay updated on the med-tech industry
- Educate yourself and the stakeholders
- Pay more attention to their Patients
- Effectively display complex products
- Be committed from beginning to end
Where Do Hospitals Buy Medical Supplies?
Hospitals can purchase supplies through a group purchasing organization or negotiate directly with distributors or wholesalers, all of whom are doing a larger share of their business online.
4. What Is The Sales Process For Selling to Hospitals?
First of all, you need to know about your competitors already in facilities. Identify what is needed to successfully compete in the market. It will be of much benefit to have some understanding about buying groups. Every successful sales reps should know if the hospital or physician’s office belongs to a particular buying group or group purchasing organization.
5. Who Buys Medical Devices For Hospitals?
A wide range of individuals may take part in determining whether a hospital buys a certain product. While committees of doctors have a major influence, input may also come from executive leaders, administrators and department heads.
How Do You Sell Medical Supplies?
How to sell medical supplies, consider the following tips;
- Register your business
- Source for funds to start your business
- Secure an office space or warehouse
- Conducting research to decide which products you plan to sell
- Look out for a manufacturer or medical products distributor
- Engage competent and qualified employees to sell your products
What Healthcare Jobs Are Available In Medical Equipment?
The following jobs are available in medical equipment;
- Patient Sales Agent
- Customer Service
- Hospital Sales Representative
- Field Service Technician
Who Supplies The US With Medical Supplies?
McKesson Corporation is the United States largest distributor of medical supplies and equipment.
What Basic Medical Devices Are Needed For Hospitals?
The following are some basic devices needed for hospitals;
- Elastic wrap bandages
- Super glue
- Adhesive tape
- Eye shield or pad
- Large triangular bandage
- Rubber tourniquet or 16 French catheter
- Bandage strips and (butterfly) bandages in assorted sizes
- Nonstick sterile bandages and roller gauze in assorted sizes
Can You Sell Medical Equipment On Shopify?
Not every product or equipment are meant to be sold on shopify. Without express permission, your business might be negatively affected or get ruined.
Who Are The Decision Makers Responsible For Purchasing Medical Devices In Hospitals?
According to some researches made about hospital decision makers, the study discovered that physicians are the key influences on medical device purchasing decisions.
Who Can You Sell Used Medical Equipment To?
You can sell used medical equipment to some reliable dealers.
How Do You Sell Something To A Hospital?
The following are some guidelines to sell materials to hospital;
- Develop your product line
- Get your pricing structure fixed
- Write up a contract or agreement for your sales
- Create price tags and information sheets for your items
What Is The Process For Selling A Medical Device To The Military?
The process would entail working your way through the proper channels, which may be predicated on the branch of service like Air Force, Army or Navy.
Consider these tips as ways of selling medical device to the military;
- Submit an offer
- Make necessary preparations for bidding on a GSA contract
- Find available opportunities with the government relevant to their business
What Is It Called When You Sell Medical Equipment?
When you sell medical equipment, you are known as a patient sales agent who sells medical equipment specifically to patients.
Does Anyone Buy Used Hospital Beds?
Yes! Use hospital beds are usually bought by some retailers.
How Do You Start A Medical Supply Drop-ship Business?
The following tips are how to start a medical supply drop-ship business;
- Get your business registered
- Establish an office space or warehouse
- Look out for a manufacturer or medical products distributor
- Look for reasonable capital to start your business
- Get competent and qualified employees to sell your products
- Make some researches to decide which products you plan to sell
Who Do You Speak To If You Need To Sell Items To A Hospital?
The right person to speak to before selling items to a hospital is the hospital’s chief innovation officer, with a proof that your healthcare items will make a significant impact.
Does Amazon Sell Medical Supplies?
No! Amazon only grants access to a range of urgent and primary care services, including vaccinations, treatment of illnesses and injuries, preventive care, sexual health, prescription requests, refills, deliveries and other health services.
Should You Consider Renting Medical Supplies?
There is much need of renting medical supplies. Medical supplies help in the monitoring of chronic diseases. As a matter of fact, renting is a perfect way of testing out equipment and also determine whether a purchase would be relevant and useful.
What Degree Do You Need To Sell Medical Equipment?
To become a medical sale representative. you are required to obtain at least a high school diploma or any other related course. Even though some have bachelor’s degrees, but Master’s of Business Administration will make you an outstanding and attractive candidate in the competitive field.
Where Can You Donate Used Medical Equipment?
You can donate used medical equipment to any of the charitable organizations around your location.
What Is The Role Of Insurance Companies In Selling Medical Devices?
The major role of insurance companies when it comes to selling medical devices is to insure the medical devices against loss or damage.
Can You Sell Medical Equipment Online?
This actually depends on the website. There are some online sites that allow you to sell equipment for a lower fee, such as ebay.com, or craigslist.com, and some other sites which specialize in selling and buying used medical equipment.
How Do You Succeed In Medical Sales?
It is important to know that medical sales is a very competitive field. if you want to be successful in medical sales, consider the following guidelines;
- Acquire medical and product knowledge
- Possess good communication skills
- Make the patients your number one priority
- Make yourself available for service at all times
- Posses some sales skills
When Is The Best Time To Sell A Medical Device?
The following means are the perfect time to sell a medical device;
When you have classified your device and understand the applicable conditions
After the Selection and Preparation of the accurate pre market submission
After the submission of your pre market submission to the FDA
How Do Hospitals Buy Medical Devices In The USA?
Hospitals purchase medical devices through a group known as purchasing organization or maybe negotiate directly with distributors or wholesalers and even others who are doing a larger share of their business online.
Who Can You Donate A Used Hospital Bed To?
You can donate a used hospital bed to Med-Eq, the American Medical Resources Foundation, or the Project C.U.R.E located in USA.
What Can You Do With Used Medical Equipment?
Used medical equipment can be given to patients who are handicap, and unable to afford them on their own.
Some other organization to donate used equipment to are;
- Nursing homes
- Daycare centers
- Salvation Army
- Community centers
How Do You Sell Your Home Medical Equipment?
The following are tips on how to sell your home medical equipment;
- Pay more attention to the patients need
- Adapt to the buyer’s warfare
- Stay updated on the Med-tech Industry
- Train yourself and the stakeholders
- Essentially display complex products
- Stay committed at ll times
Why Start A Medical Supply Business Online?
Because online sales is one of the fastest and most comfortable shopping ways. Users save time and money when shopping online.
Is USA Medical And Surgical Supplies Legit?
Yes! US medical and surgical supply is legit. It is the best and essential choice for home delivery of quality medical supplies and medications.
What Are The Pros And Cons Of Working In Medical Device Sales?
The following are the pros;
- There are more privileges and opportunities to travel
- The majority of medical sales reps are satisfied
- There are many inside and outside sales option for new reps
- Medical sales reps stand to make a difference
- There are networking opportunities that can lead to career advancement
The following are cons;
- The hour are often long
- There are much time be spent on admin tasks
- Reps need to be current and updated with the new technology and legislative changes in their field
- Travel is very essential, it consumes more time and can be a very tiring routine
35. How Can You Legally Resell Your Product?
With the following conditions, you can legally resell your product;
- Be detailed about when you need to renew your re-seller’s permit
- Obtain the application from the appropriate state department
- Organize the information and documents you need to complete the application
- Submit the fee for obtaining your re-seller’s certificate
36. Where Can You Sell Unused Ostomy Supplies?
You can sell an unused ostomy supplies online.
37. Can You Drop-ship Medical Supplies?
You can’t possibly drop-ship medical supplies because of the risk involved in the act.
38. How Much Is It To Launch Online Sales In Healthcare?
To launch online sales of medical care costs more than $14,000.
39. What’s The Best Way To Sell Medical Equipment?
The best way to sell medical equipment is through online.
40. Is Selling Medical Supplies Illegal?
Yes, it is illegal to sell medical supplies. If the Food and Drug Administration (FDA) permits, you have a legal right to obtain a medication or other medical devices, but it’s illegal to resell the items.
41. How Much Does A Single Hospital Bed Cost?
A single hospital bed costs about $500 to $10,000.
42. What Type Of Medical Sales Makes The Most Money?
Biotechnology is a type of medical sales which earns highest amount of money in sales.
43. Is Selling Medical Equipment A Good Job?
Yes, selling equipment is a profitable good job, even though it is a highly competitive field.
44. What Is The Biggest Medical Supply Company?
The biggest medical supply is Medtronic plc.
45. How Do You Turn The Medical Device Marketing Into A Success With Drug?
The following are the tips on how to turn the medical device marketing into a success with drug;
- Use TV advert to create awareness
- Digitize marketing strategy
- Engage in content marketing
- Obtain drug discount cards
- Encounter the industry perception
46. Is Medical Supply Business Profitable?
Yes, medical supply business is a profitable one. The average revenue mix of a profitable retail (HME) ranges from 30 to 45 percent.
47. How Do Hospitals Buy Class III Medical Devices In The USA?
The following are conditions are to be considered for hospital medical device purchase in USA;
- Establishment of registration and medical device listing
- Marketing approval
- Investigatory device exemption
- Labeling requirements
- Marketing notification
- Medical device reporting
48. What Are The Best Medical Sales Companies To Work For?
The following are the best medical sales companies to work for;
- Medtronic company
- Medline company
- Genetech company
- Amgen company
- Stryker company
- Boston Scientific company
49. What Is The Best Medical Supply Company?
The best medical supply company is Vitality Medical. This company offers more than 100,000 products and features bulk order discounts, fast delivery and easy returns.