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Intermediaries and Distributors

Intermediaries and Distributors Picture

To ensure and enhance patient and clinician access to innovative, reliable and effective medical technologies, it is often necessary for medtech companies to engage third parties to assist with marketing, sales and distribution.

These third parties, often referred to as distributors, may include distributors, wholesalers, distribution or sales agents, marketing agents, brokers, commercial agents and independent sales representatives. These entities are sometimes simply called “third party sales and marketing intermediaries” as a collective, or “SMIs”.

It is essential that companies’ interactions with SMIs, as well as SMIs’ behaviour on a company’s behalf (including Third Party SMI interactions with health care professionals (HCPs) and governmental officials), meet all applicable legal and ethical principles that comply with standards equivalent to the MedTech Europe Code of Ethical Business Practice.

To support member companies in training and dealing with SMIs, MedTech Europe has developed specific guidance and tools. Given that SMIs usually operate in international contexts, we work together with AdvaMed in providing these materials.