New Uscom US Sales and Marketing Expansion
SYDNEY, Australia, Tuesday 3rd December 2019: Uscom Limited (ASX code: UCM) (the Company or Uscom) today announced the appointment of four new US dealers to support a new US sales and marketing strategy. The agreements are based on direct dealer led customer engagement and the appointments ensure coverage of approximately 75% of the US market with more than 28 additional direct sales-staff selling Uscom products at no base cost.
The new model involves Uscom US providing direct incentives to dealers via a national network of established regional distributors and is targeted to increase market penetration into the complex, expensive and opaque US medical market. The 28 new dealers will work directly with Uscom’s US team, taking to 30 the number of direct sales-staff selling Uscom products in the US without exposure to high up front overheads. Implementation of the initiatives is being led by Uscom US executives Mr Rik Denicke, Director of North American Operations, and Mr Curt Grosse, Vice President of North American Sales.
Discussion continues with an additional three distribution groups with agreements expected in the next two months which will provide effective coverage of 100% of the mainland US market.
This new structure is being established to provide a cost-effective US sales and marketing network for the efficient delivery of the USCOM 1A, and then the new Uscom BP+ and BP+ Reporter, and the five SpiroSonic products once they receive FDA regulatory approval.
Executive Chairman of Uscom, Professor Rob Phillips said “While China is at the heart of Uscom’s growth, the US has been slow and expensive. These exciting new partnerships add approximately 28 new sales staff already selling into 75% of the US market, to the Uscom sales team at no base cost. This strategic initiative is central to Uscom’s focus on growing global sales channels as our global regulatory approvals approach completion. The US is the largest medical device market in the world but is difficult for international companies to penetrate. While Uscom devices have been widely adopted by US clinical leaders and centres of excellence, volume sales have been elusive, as we have lacked the scale necessary for widespread hospital representation. This new model significantly changes our operations in the US with revenue anticipated to grow incrementally, and comes following the expansion of our European sales operations last month.”
Uscom manufactures and markets the USCOM 1A, the Uscom BP+, and the Uscom SpiroSonic digital ultrasonic spirometry technologies. These premium digital devices are changing the way we diagnose and treat cardiovascular and pulmonary diseases and are platform technologies for eHealth applications. The USCOM 1A provides vital guidance for optimising management of sepsis and the administration of fluid, inotropes and vasoactive therapies in critical care monitoring. The BP+ SpiroSonic devices improve diagnosis and management of hypertension, heart failure, asthma, COPD and sleep disorders in the clinical and home care environments.