Alexandria, VA, April 15, 2021 - The Health Industry Distributors Association (HIDA) is assisting new domestic PPE manufacturers build strategies for long-term success in the marketplace. In a webinar last Thursday, distributors provided detailed guidance to more than 60 manufacturers of N95 respirators, gloves, masks, gowns, and other critical medical supplies.
“New U.S.-based manufacturers need sustainable go-to-market strategies. We’re offering our members’ expertise to help these new manufacturers understand what healthcare customers need, and how to work with distributors to serve those needs,” said HIDA President & CEO Matthew J. Rowan.
In opening remarks, Linda Ricci, Director, Division of All Hazard Response, U.S. Food & Drug Administration, thanked the manufacturers for their efforts to address medical supply shortages.
“You have all answered the call for expanding domestic manufacturing of PPE. This is important not only for addressing the current challenges, but also to put us in a much better position to address the next one,” said Ricci.
During the webinar, Jeff Jochims, Executive VP & COO, Owens & Minor; Chris Rogers, VP, McKesson Brands, McKesson Medical-Surgical; and Tim Rubert, VP, Sales, Bound Tree Medical, provided insights on what they and their provider customers need from suppliers. Among their insights:
- Product safety and quality are more important than pricing.
- New manufacturers should show they can provide a reliable and stable supply of their product.
- Distributors expect to fully test new products and inspect the facilities where they are manufactured.
- New manufacturers should demonstrate knowledge of core regulatory requirements of their products.
HIDA resources on issues related to the pandemic, the healthcare supply chain, and the role of distributors can be found here.
The Health Industry Distributors Association (HIDA) represents the country’s medical product distributors – the nation’s essential link between manufacturers and patient caregivers. HIDA members offer critical services increasing the efficiency of U.S. healthcare providers, including hospitals, nursing homes, laboratories, home care, and physician practices. For more information, visit HIDA.org.