therapie HAMBURG · 6–7 November 2026

Map the buyer before you map the booths

For a B2B supplier entering Germany’s therapy and rehabilitation sector, the user, economic buyer, institution, infrastructure dependency and influence channel are often different actors. A useful event plan starts with that map — not with an exhibitor list.

Read the Germany buyer/channel map →

What to know before the event

KNOW: distinguish outpatient practices, clinics and rehabilitation facilities, Heilmittel and Hilfsmittel pathways, digital/practice infrastructure, and professional influence channels.

DECIDE: choose which account types, counterparties and commercial questions are worth testing in Hamburg — and which conversations cannot be treated as evidence of demand.

Five lenses for field conversations

Outpatient practices. Who uses the product, who owns the practice, who controls workflow and what problem is painful enough to trigger a purchase?

Clinics and rehabilitation facilities. Where do budget, procurement, IT/security, integration and operational approval sit?

Heilmittel and Hilfsmittel. Is the therapist the user, recommender, buyer or only one actor in a longer provision and infrastructure pathway?

Digital and practice infrastructure. Which existing systems, documentation, billing, identity, TI connectivity and implementation constraints shape adoption?

Influence and access. Which associations, education providers, networks, distributors or partners can validate a problem or open a route to buyers without being buyers themselves?

How KTC uses the event

We use public evidence to build a bounded buyer/channel hypothesis before field work, then use real conversations to confirm, split or contradict the map. The event is a validation surface, not a census of the German market.

The relevant KTC method is a bounded market-validation / decision brief: define the decision, separate evidence from inference, identify the unknowns that matter, and turn those unknowns into questions worth testing.

Evidence boundary

Event visibility does not establish demand, market size, clinical value, regulatory status or reimbursement fit. This page is not medical advice, a clinical evaluation or regulatory/reimbursement guidance. No therapy or medical product is recommended here.

One Germany question?

If you are preparing for therapie HAMBURG and have one bounded market-entry, buyer or partner question, tell us what you are trying to understand. We can discuss whether a small evidence-backed decision brief would help before the event.