Introduction & Background

The client is an American leader in the development and sale of surgical and patient monitoring products. To expand into India and the Middle East, the client sought to enter the market through an importer-distributor partnership, identifying the right partner to drive this expansion.

Objective: Identify and establish a partnership with a reliable distribution partner in India to facilitate market entry and expand to the Middle East.

Tecnova’s Role

Distributor Search & Profiling

• Conducted a thorough search for suitable companies that could partner with the client.
• Shortlisted and profiled potential distributors based on key attributes including:some text
  • Financial stability and company structure
  • Promoters/owners and brands represented in India
  • Product portfolio, employee strength, and distribution coverage
  • Clientele (including hospitals), logistics capability, and sales and marketing team strength
  • Reputation with vendors and synergy with the client’s products

Due Diligence & Partnership Finalization

• Carried out detailed due diligence to evaluate the shortlisted partners.
• Assisted the client in the final selection and signing of the distribution agreement.

Implementation Phase

• Facilitated local support throughout the due diligence and contract negotiation process, ensuring a smooth and swift partnership.
• Helped the client secure a reliable distributor for both India and the Middle East markets.

Outcome

The client successfully partnered with an Indian distributor after an extensive evaluation of quantitative and qualitative factors. The partnership enabled the client to rapidly expand its business, not only in India but also in the Middle East by leveraging the same distributor.

Conclusion

Tecnova’s meticulous partner search, due diligence, and local support enabled the client to establish a strong importer-distributor partnership, ensuring fast and efficient market entry into India and expansion into the Middle East.