Distributor matchmaking for physiotherapy devices in Australia

The brief

• Identify distributors and strategic partners covering the Australian market for rehabilitation and physiotherapy devices.
• Screen candidates on therapeutic focus, portfolio compatibility, and geographic reach.
• Profile each partner on coverage, salesforce, existing portfolio, and import experience.
• Equip the client to move straight into commercial conversations.

The problem

No visibility into which Australian distributors offered the right therapeutic focus, portfolio fit, and national reach for a market entry

Our approach

Structured identification and profiling of candidate distributors, screened on portfolio compatibility, coverage, and commercial fit

• Built a longlist of Australian distributors across rehab, mobility, and physiotherapy channels.
• Vetted each on product fit, national versus regional reach, and track record with similar devices.
• Profiled the shortlist on key products, focus areas, coverage, headquarters, and collaboration potential.
• Captured named sales contacts with role and email for each shortlisted company.

Key outcomes

A curated shortlist of 20 vetted distributors with named sales contacts, ready for direct outreach and selection

• Delivered a shortlist of 20 vetted distributors matched to the client's device portfolio.
• Profiled each on products carried, focus areas, and reach across Australian states and New Zealand.
• Supplied named sales contacts with designation and email to enable immediate outreach.
• Completed in 5-6 weeks, giving a ready basis for partner selection and next-step engagement.