All three companies are qualified distribution partners of Scewo AG. The team from Switzerland has four partners in total, which ensure that interested parties can experience the BRO in Germany, Austria, and Switzerland. The catchment or trade areas were also a criterion in the partner choice: The goal of the Swiss team is to cover as many geographical markets as possible without the partners poaching each other’s turf. Apart from this strategy, there was another crucial factor: "When we choose our partners, we make sure we are on the same wavelength in terms of interpersonal complementarity and that we share a common vision," says the Scewo AG Communications Manager.
And what makes a good collaborative partner? "Trust, reliability, the ability to deliver, and a joint market cultivation strategy," Hans-Peter Dahlmann lists some of his benchmarks. Great support is also a key criterion for rundum ortho & reha AG owner Michael Hirsiger, though he believes an open-minded business relationship is equally important. Rotschi likewise appreciates open-mindedness in communication with business partners: "You must clearly define the needs and processes right from the start and be willing to connect and communicate with each other." Those are the hallmarks of a successful partnership.
Naturally, this also creates team synergy. "We were able to benefit tremendously from the industry and rehabilitation technology experience of our partners," Natalie Rotschi assesses the collaboration with the four companies that distribute the BRO. "Our field sales representatives interact one-on-one with our customers and witness first-hand their daily challenges and requirements. These insights can subsequently help improve the product and properly address customer needs and demands,” explains Günther Knobloch. Conversely, the distribution partners benefit from the startup’s marketing know-how. Ultimately, the successful collaboration also benefits the users who receive an even better assistive device that fosters their self-determination and promotes participation and mobility.