The directory, Matcher, and intelligence products on MedicalDeviceDistributors.com cover ~80% of European market-entry questions. For the remaining 20% — when you want hands-on execution, not just answers — Fractio runs the engagement. Operator-led. Fixed scope, fixed fee. Or fractional country manager on retainer.
Each engagement is operator-led — Miguel personally runs the work, not delegated to junior consultants. Fixed scope, fixed fee, no billable-hour games. Most engagements close in 8-16 weeks; retainers are ongoing.
End-to-end European distributor selection — shortlist evaluation, reference calls, due diligence, contract architecture, negotiation support.
Embedded commercial lead for your target market without the cost of full-time hire. Sells direct, manages distributors, or runs hybrid. Typical engagement 12-24 months.
European public procurement tender response — dossier preparation, submission, follow-up. Specific to your product + country + framework.
Deep-dive due diligence on a specific candidate distributor. For situations where Premium Match Report isn't enough — PE acquisition, exclusive deal commitment, multi-year scope.
Internal benchmark for the EMS global group. Used to teach Country Manager teams in South Korea (2023) and Greece (2024).
Miguel joined EMS Dental Portugal as a sales representative in 2017. By 2021, he was promoted to Country Manager, taking full P&L responsibility for the affiliate. The operation grew roughly 20× in revenue over seven years — the strongest growth trajectory in the company's European portfolio.
The Portugal playbook is now the internal case study EMS uses to train Country Managers in other affiliates. The model integrates 6 distribution agreements with Portuguese and Iberian-region distributors, a direct-to-clinic e-commerce channel (worldwide pilot project for the EMS group), an 11-KOL program across hospital + university + private-practice opinion leaders, and the Swiss Dental Academy clinician training program (11 trainers).
What translates to Fractio engagements: operator-level knowledge of how European MedTech actually runs commercially — distributor negotiations from both sides, tender response across PT + Iberian regional contracts, KOL program design, hybrid direct + distributor channel structures. The advice you get from Fractio is what you'd get from a senior Country Manager — not a strategy consultant.
Fill in the structured form — Miguel responds within 24 hours with 3 available times in your timezone. Call is 30 minutes, free, no obligation. We'll scope a project or steer you to the right self-serve product.
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