IML Helps Dealers Succeed in Medical Device Sales

With a consultative and collaborative approach to educating, supporting, and providing value for our dealer network, IML elevates and redefines the importer/dealer relationship.

As a recognized leader in international medical devices, IML has equipped our dealers with the tools to succeed since 2011. We help our dealer network achieve their goals by providing more than just medical devices, information, and sales opportunities.

We provide a complete platform for revenue growth, backed by industry-leading customer service. Through our strong network of dealers, IML supports medical teams as they address patient care in hospitals, surgery centers, and clinics across the U.S.

Premium dealer support through the entire sales cycle

IML understands the medical device market, and what it takes to sell into the hospital environment. Here are some of the ways we help dealers achieve their sales goals.

Identify high demand products

As a dealer, you want high quality products that sell. Staying up-to-date with all the latest developments in medical technology can be an onerous task. As a top company in the field, IML helps our dealers keep their finger on the pulse of state-of-the-art medical technology. We search the world to find the highest quality innovative medical systems and make them available for our dealers to add to their range of products.

Researching, identifying, sourcing, and providing products to dealers is only part of the story, however. Fostering relationships is a key piece of the IML experience.

We help our dealers hit the ground running with turnkey sales support material. IML support and resources help facilitate relationship building with hospital decision makers, such as surgeons and senior management.

Build rapport with decision makers

Forming relationships and selling to skeptical stakeholders in hospitals can be challenging for medical device dealers. Surgeons often prefer the familiar, while senior management may have concerns around total cost of ownership and surgery volumes. Patients may have their own questions and concerns about the use of new technology in procedures.

All of these audiences need to be educated in ways that focus on learning and answering questions, with no high-pressure sales tactics. Genuine knowledge sharing fosters curiosity that leads to surgeons, hospitals, and patients wanting to learn more. Prospects who are eager to learn will ask questions, and the objections they raise can be addressed and overcome with empathy using our high-quality suite of product knowledge and sales resources.

Provide educational resources to assure prospects

Understanding the questions of various stakeholders, and providing relevant resources is a key part of moving prospects through the buyer’s journey. That’s why we developed the IML sales toolkit. This premium educational resource enables our dealer network to:

  • Provide relevant and timely product information to all stakeholder audiences
  • Answer questions and gain understanding using empathy
  • Overcome objections
  • Increase confidence in the purchasing decision

As a trusted partner, IML provides dealers with world-class product information that helps move prospects through the entire sales cycle from start to finish.

Close sales

Every buyer’s path to purchase is different—some require more time and education than others. Many prospects require multiple touchpoints delivered through various channels over time.

Our dealers grow their businesses when they are able to focus on doing what they do best—building rapport and providing solutions to their customer’s most pressing needs.

To generate sales conversions, dealers must focus on linking a given product, platform, system, or technology and its benefits to the strategic objectives of hospital decision makers. These objectives may include:

  • Boosting revenue
  • Increasing efficiency
  • Decreasing costs
  • Enhancing cash flow
  • Improving patient outcomes and instilling confidence
  • Addressing surgeon ergonomics
  • Attracting and retaining top surgical talent

Hospitals have a need for leading edge medical devices that can help them achieve their strategic goals. Moving decision makers all the way through the sales funnel requires their complete confidence in the post-sale support the dealer provides.

Premium post sale support

IML provides world-class sales support to our partners. For dealers who think in terms of sales cycles, it’s all about building their sales pipelines, educating, moving prospects through to the purchase decision, and closing the deal. IML understands the needs of our dealer network, and what it takes to grow their businesses.

The value we deliver to our dealers aligns with their main goals—moving prospects through the buyer’s journey and supporting them after the sale. We help dealers accomplish these objectives with our core value propositions, summarized below.

Interested in learning more about becoming an IML dealer? Reach out to our team today, and we will be glad to answer any questions you may have about IML and our products.

The IML five-part value proposition for dealers

As an industry leader in customer service and education, IML helps its dealers grow their businesses. Here are five ways we support our dealers’ success:

World-class medical devices

IML sources innovative, in demand products from leading manufacturers around the world. We give our dealer network the opportunity to sell and upsell our exclusive product lines in the U.S.

Long term business relationships with dealers

Our dealers are one of the key pieces of IML’s success. When you partner with IML, you can expect a long-lasting business partnership with plenty of value added.

Premium level support

IML’s ongoing commitment to customer support is one of our main competitive advantages. This consists of enhancing the dealer’s relationship with the end customer. Specifically, we help dealers provide timely and relevant responses to training and technical challenges. No matter how our dealers reach out for help—email, phone call, or otherwise—we offer you support that is solution-oriented and timely. If you need us, we are there for you.

Product knowledge suite

By sharing world-class product information and educational resources, IML equips its dealer network for success. Selling high-end medical devices requires confidence. By giving dealers a strong understanding of IML, our product line, and how our product benefits align with the goals of the end customer, we help dealers enhance their relationships in ways that are likely to lead to sales.

Business growth tools

The IML sales toolkit is a value-added resource designed to help dealers grow their business. It contains in-depth information about many of our products including their features, benefits, and key selling points. We invite our dealers to utilize this resource whenever possible to increase sales. If you are interested in learning more about our dealer tools, reach out today.

We have worked with IML for the past 18 months. IML is an excellent partner because they are straightforward, responsive, and offer solutions. One of our favorite products from the IML stable is the Pusen Uscope. It is an easy sell for us from an innovation and user perspective, as well as for patient safety. Furthermore, we can offer competitive rates to our customers making it a win-win situation for everyone. We look forward to continuing our partnership with IML over the coming years.

– IML Dealer, USA

Contact IML today

IML values its long-term relationships with dealers. We place a strong focus on the customer service side of our business, and we want you to have a pleasant experience with every interaction. You should feel like IML is part of your team—because that’s the dedication we offer.

To grow a medical device business you need to surround yourself with the right people. In addition, you are well-advised to establish long term partnerships with organizations that understand your needs and deliver value in ways that are relevant to your end customer.

Partnering with IML can help you unlock new opportunities, grow your network, and expand your product line with innovative devices that are in demand—and ready to sell. Contact us today to learn more.