The company has come to the realisation, that in order to satisfy the market demand and to keep up with the internal targets, it is not possible to nurture its own sales teams and serve the respective markets in the short run. Therefore, it has been decided that the development of sales teams in attractive foreign markets shall not be stopped but slowed down to increase sustainability. Those teams shall operate in all highly profitable markets in the middle to long run. However, this does not cover the short run and not all markets which are not as attractive. To satisfy the demand in the short run and secondary markets it has been planned to employ third parties to sell and distribute the product.

This paper aims to be a qualitative analysis about the main characteristics of potential resellers of zippsafe AG in the healthcare field. The proposed solution is obtained from 3 categories, the first part of the analysis section is a section about past purchases of investment goods of hospitals, whereas the second section concerns itself about the manufacturer of investment goods and the third part is about the resellers of similar investment goods. The last step is the analysis of the main characteristics of potential resellers of zippsafe AG in the environment of hospitals, the proposal of a general approach for future market expansions and a short case study about the state of the art in the United Kingdom.

The identification of third-party characteristics is one of the goals of this student project. The student project shall evaluate past procurements of investment goods in hospitals in Switzerland, their manufacturers and involved resellers, then derive the main characteristics of the resellers and other third parties. In addition, it shall propose, based on the findings, a general approach for the future expansion in international markets and the further approach for the United Kingdom.