How to Find and Evaluate a Medical Device Distributor in China

Define the distributor’s job

Decide whether the partner must import, hold inventory, access hospitals, manage tenders, provide installation, train users, service equipment, collect complaints or coordinate post-market work.

Test category fit

• Comparable products and clinical departments
• Geographic and channel coverage
• Sales and application-support team
• Tender, service and inventory capability
• Potential portfolio conflicts

Verify the operating evidence

Request the relevant company credentials, references, team structure, sales process, reporting cadence and a realistic first-year plan. Validate claims through evidence and independent checks.

Align incentives and control

Set territory, targets, data access, inventory expectations, marketing approvals, service levels, regulatory responsibilities and exit conditions in proportion to the launch stage.