Distribution network revamp for a leading home-grown medical equipment manufacturer

KEY QUESTIONS

  • What is the potential market of medical equipment in India and expected growth over next 20 years?
  • What gaps exist in the current distribution infrastructure of the company?
  • What are some of the industry best practices and way forward strategy for the top players in this industry?

APPROACH

  • Designed a market size estimation tool, covering the following parameters – customer segments, type of device, geography etc
  • Defined a comprehensive distributor rating tool based on exclusivity, size, infrastructure with the partner etc.
  • Tools were designed post extensive interviews with customers, doctors, and diagnostic centre operators

RESULT

  • The findings helped the company assess its existing partners and also lead to the enhancement of its product portfolio through the acquisition of a European firm