Medigear Connect
How to Win Medical Equipment Deals
Hospital equipment purchases take three to nine months and pass through five people. These are the nine plays used by partners who close consistently.
Where do hospital equipment decisions actually start?
Follow the fault log, not the budget
Replacement decisions begin when something breaks repeatedly, not when a budget opens. Biomedical engineers know which units are failing eighteen months before finance hears about it. That conversation is the earliest possible entry point, and almost nobody is competing for it.
Which piece of equipment are you having to call service out for most often?
Time it to the budget cycle, not to your quarter
Most public hospitals plan capital spend once a year and lose unspent allocation. The two productive windows are early in the cycle, when the list is still being written, and the final weeks, when an underspend needs committing. The middle is the hardest place to start a conversation.
When the financial year ends, and whether capital allocation carries over.
A department expansion is worth ten cold approaches
New wings, refits, accreditation upgrades and new service lines all require equipment lists to be written from scratch. These are announced publicly in local press, board minutes and tender portals, long before anyone is asked to quote.
Planning approvals, accreditation announcements, new consultant appointments.
What makes an equipment specification survive committee?
Let the clinician write the specification
A specification written by the department that will use the equipment survives procurement scrutiny far better than one that arrives from outside. Your role is to make sure the clinician has accurate technical information early enough to write it well.
Technical documentation and a demonstration. Never a price. Pricing comes from Medigear, at quotation stage.
Answer the total-cost question before it is asked
Committees reject capital purchases on running cost more often than on purchase price. Consumables, service coverage, training, installation requirements and expected working life all get asked. Arriving with those answers ready removes the most common reason a decision is deferred to the next meeting.
Consumable requirements, maintenance contract scope, installation and power requirements, training provision.
Know who can say no, not just who can say yes
Infection control, medical physics, estates and IT can each stop a purchase after clinical approval. A machine that will not fit through the door, cannot be sterilised to local protocol or cannot join the hospital network dies late and expensively.
Access route and floor loading, power supply, network and data requirements, decontamination protocol.
What does each model actually involve?
The distinction that matters is not the title. It is who owns the equipment, and who owes the buyer.
Register the organisation on the day you first speak to them
Not when they show interest, not when a quotation is requested. The day of the first conversation. Registration locks the organisation to your referral identifier for your full attribution window, and where two partners claim the same organisation, the earlier registration holds.
Organisation name, country, contact name and email, equipment category, expected timeframe. It takes under two minutes.
Record the Organisation First
Attribution is linked to the organisation, so always provide the hospital, clinic, or laboratory name. This protects your referral even if your contact changes roles or leaves.
Organisation name, country, department, contact name, and email (work or personal).
Check your referral identifier appears on the quotation
The identifier is attached at quotation stage and carried through to the invoice. That is what triggers your commission. If it is missing from the quotation, it is far easier to correct then than after an invoice has been raised.
Your identifier is on the quotation before the purchase order is raised.
What will cost you the deal, or the agreement?
These are not style preferences. Several are legal requirements, and breaching them ends the partner agreement and forfeits unpaid commission.
Start where the cost of being wrong is lowest
An affiliate agreement costs nothing and tells you something no spreadsheet can.
- A year of introductions shows which equipment your market actually buys, what it pays, and how long decisions take.
- Partners who then want more control move into a representation or distribution agreement with that evidence behind them.
- That is a far stronger position than committing capital on an assumption.
- The reverse move is rare. Distributors who scale back usually leave the market rather than step down a tier.
Programme rules
Breaking one of these ends the partner agreement and forfeits unpaid commission.
- Never quote a price, agree to a delivery date, or commit Medigear to anything. Every quotation comes from us.
- Never promote to patients or the general public. We supply organisations, not consumers.
- Never bid on Medigear brand terms in paid search.
- Never send unsolicited email or messaging.
- Always mark your links to Medigear as paid links. If you publish on a website or in a newsletter, the link must include a small piece of code telling search engines that a commercial arrangement sits behind it. We supply the code ready to paste. An unmarked link can get both sites penalised in search results.
How partners earn with MediGear Connect
Everything above describes one deal. This is the arrangement behind it, and why an introduction you make this quarter can still be paying you next year.
Connect
Your network is the asset. The engineers, consultants and procurement staff you already deal with are the people who shape what a hospital buys, and you reach them without an introduction of your own. One short application gives you a referral identifier. From that point every organisation you bring in is recorded against your name.
Explain
Nothing technical falls to you. You pass on what Medigear supplies and step back. We quote, clear compliance and export documentation, arrange freight and raise the invoice. You never set a price or make a claim about a product, which is exactly what keeps you clear of regulatory exposure.
Grow
Commission is a share of what Medigear earns on the sale, and that share rises with order value and with your tier, so capital equipment is where the programme pays. Hospitals reorder. An organisation introduced once keeps earning for the length of your window, without another conversation from you.
Medigear connect
Put the guide to work.
Free to join at every tier. No targets, no minimum volume, no cost. We review applications within two working days.