Seek Privacy in the Health-Care Market
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"Distributors should have a level of understanding of what is going on in health-care, and TFP offers information to help them stay on top," he says.
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As far as how distributors can expect to be most successful, the diagnosis is fairly positive, except for the fact that many larger health-care institutions are already under contract. "The hospital market is, in some respects, controlled by group buying and direct manufacturers," said Martin. "There is a fighting chance for distributors who really know the language and can form alliances, but smaller practices and clinics are more open and easier for independent distributors to sell to."
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