Cool-View Distinguished Distributor Award

Cool-View is happy to announce the winner of the 2010 Distinguished Distributor Award.

Presented to:

MIGUEL ANGEL BAJO

Managing Director

WIKING HEALTHCARE SOLUTIONS

Torredembarra, Spain

In recognition of outstanding performance and professionalism in service to the medical industry.

Following, is an excerpt from an interview with Miguel Bajo

What is your territory?

MA. My main territory covers Spain, Portugal and France markets. Moreover I support Cool-View in other markets, like Germany, Italy, UK, Switzerland & Brazil, where Cool-View still does not have partner.

How have you managed to introduce the Cool-View LED product line in your territory?

MA.  I use two main ways. First, contacting KOLs (end users) and promoting directly the Cool-View product portfolio to them. At the same time, I manage the territories thru a specialized and local dealer network, well introduced in the market and with existing relationships with the local end users. That point is crucial in this business.

What has been your hardest sale?

MA. All of them are hard. The financial situation in Europe characterizes the healthcare and medical devices businesses. National health system expenditure is limited and under firm control and new technology and products have to overcome barriers that before were lower. Private market (medical offices and veterinarians for instance) suffer the crisis equally due to the cost control of the families (income) and the uncertainty of the financial frame (investment).

What has been your hardest obstacle and how did you overcome?

MA. As I mentioned before, the main obstacle is the financial situation we are facing and we will. Exceptional products, like the Cool-View headlights, based on latest technology, differentiated features and very good results in the OR will always have a big chance in any market.

Another important barrier is the different cultures and peoples we are dealing with. That means that you should find out the right local partner / sales person to be success. Fortunately, and due to my previous business experience, I have many contacts and relations that open many opportunities to expand our business.  Finally. I always received good support from the Cool-View team about price, technical information and marketing support.

What are your key selling points when presenting Cool-View products to a new client?

MA. Exceptional features, latest technology, right price and great performance in the OR are my key selling points. All the customers understand that they will manage a great product.

What responses do you receive from clients now using Cool-View products?

MA. Very positive feedback without any claim by now. The clients know that now they have a better light supporting its surgeries that means fewer complications, less stress and better performance.