An American surgical devices manufacturer that wanted to expand into India and Middle East through an importer-distributor partnership

About the Client

The American client is a leader in the development and sale of surgical and patient monitoring products and services.

Project Background

The client was looking to expand into India through an importer-distributor mode and wanted to identify the right distribution partner


Tecnova did a thorough search to find suitable companies that could be considered for a partnership. Further, Tecnova shortlisted and profiled these companies based on pre-decided attributes such as financial stability, promoters/owners, company structure, product portfolio, brands represented in India, employees, clientele (including hospitals), distribution coverage, logistics capability, strength of sales and marketing teams, reputation with vendors, and synergy with client’s products.

Further, Tecnova conducted due diligence to identify the right distribution partner for the client and assisted in selection and signing of the distribution arrangement


  • Selection of an Indian distributor partner post an extensive evaluation of quantitative and qualitative factors
  • Local support in due diligence and contract signing – thus shortening the time duration
  • Fast expansion of business – the client also expanded to the Middle East market, by tying up with the selected distributor.