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Sales models

Two models for your sales in Germany.

LIGABO supports international manufacturers of market-ready medical devices in building their commercial presence in Germany, tailored to product, market phase and the sales structure you want.

Our sales models

Agency or distribution?

Both models share the same goal: active, professional market development in Germany. The key difference is who contracts with and invoices the customer.

Agency model

You invoice the customer directly.

LIGABO handles market development and sales in Germany. The customer relationship and invoicing remain with the manufacturer.

LIGABO takes care of

  • Active market and customer development
  • Sales activities in the agreed territory
  • Building and maintaining relevant customer relationships
  • Market feedback and regular alignment
Remuneration
Base fee plus success-based compensation.
Best suited if
You want to build the German market but keep the direct business relationship with your customers.

Distribution model

LIGABO invoices the customer.

LIGABO handles market development, sales and commercial operations with customers in Germany.

LIGABO takes care of

  • Active market and customer development
  • Sales activities in the agreed territory
  • Direct invoicing to customers
  • Order processing and logistics as agreed
Business model
LIGABO purchases the products on agreed terms and sells them on its own account.
Best suited if
You want a local sales partner that handles commercial operations as well as sales.

Direct comparison

The difference at a glance.

Agency model Distribution model
Market developmentLIGABOLIGABO
Sales in GermanyLIGABOLIGABO
Who invoices the customer?ManufacturerLIGABO
Customer's contracting partyManufacturerLIGABO
LogisticsManufacturer / as agreedLIGABO / as agreed
LIGABO revenue modelBase fee + success-based compensationTrade margin / agreed terms

Which model fits?

Not every product needs the same sales structure.

Which model makes sense depends on factors such as product, market phase, customer group, existing infrastructure, logistics, service requirements and how much control you want over the customer relationship.

LIGABO therefore does not fix the model in advance. Together we assess which structure fits the manufacturer's starting point and the German market.

A later switch or further development of the structure can also make sense as your market presence evolves.

In-house sales, agency or distribution compared →

Focus

Deliberately few mandates.

LIGABO concentrates on selected products and complementary manufacturers. Competitive conflicts within the portfolio are avoided so that every mandate receives enough attention for active development.

Which model fits your product?

In an initial conversation we clarify your product, target customers, existing market activities and the preferred form of collaboration.

Discuss your market entry →