Gateway MedTech: single partner for India and Middle East market entry

India and Middle East market entry can be challenging but rewarding at the same time. An enormous potential due to an increase in spending on medical devices and IVD by the government, private sector and general public. A relatively large dependency on imports with the opportunity to produce locally. The challenges come with managing all the activities required to start selling your products successfully. And assure these activities are all aligned. 

It’s a prerequisite to have your products registered correctly and to have a local partner to import them. But without the right go-to-market strategy, based on a good understanding of the market, and without a local partner or partners that can represent your brand in the market success is questionable. 

Gateway MedTech offers a total project management solution, through local expertise, resources and network. We are the one-stop-shop to help you from concept to market. We offer following services in both India and the Middle East to make your market entry a success.

Market Research

Understand the market as input for your go-to-market strategy. Have a good insight on market size and potential, competition, buyers and payers and the distributor profile. Identify Key Opinion Leaders, describe the patient care pathway and interview physicians relevant to your products to assess current procedures and the potential for your product. Our team has worked with hundreds of LSH clients to provide the required market intelligence to base future decisions on. Please contact us in case you want to do local market research. 

Go-to-market strategy development

How to geographically enter the huge Indian market (which consists of several markets on its own) or which markets to focus on in the Middle East? Which sector to target and how to establish medical endorsement for my products? Relevant questions that need an answer before you start. Our team has supported many MedTech manufacturers over the years dealing with the same questions. We know the markets well. Let us work together to create your entry strategy.   

Regulatory services

In India and most Middle East markets product registration is required. In some markets the distributor could take care of the registration process but in other markets it makes sense to have a third company take care of this. One of the reasons is that the process is complex and changing constantly. This means that your partner needs to be aware of the latest status in order to prevent making mistakes or facing delays that can be prevented. Another reason is that you as a manufacturer want to stay in control and change the local distribution partner (-s) in case they are not performing as expected. Our very experienced local team, experts in their fields, has supported hundreds of manufacturers over the years. We work closely together with them to assure you receive the best service at market competitive prices. 

In India we can also provide (temporary) staffing solutions to support with registration and compliance. Among others we can support with document review preparation, assistance for regulatory submissions, PMS and vigilance support and compliance updates and alerts. 

Distributor search

You want to find a local distributor once your market entry strategy is clear and in parallel with the registration process. Defining the profile is a key thing to start. Should the distributor have a regional focus or nationwide? In which areas should they be strong and what do you expect from them when it comes to the services offered? Desk research or visiting an exhibition can help. But we know from experience that local market knowledge and relations help to identify the right partner and open doors that have been closed before. Contact us if you want to conduct an India or Middle East medical device / IVD  distributor search. 

Distributor management

Once you have identified and selected a local distributor, managing the partner and realizing targets set is the next step. Investing in a mutual beneficial, win-win relationship is key. Setting clear KPI’s and monitoring progress is important. Supporting the local partner (marketing material, training, local exhibitions) is another element. Local market intelligence helps to challenge the partner to focus more on your products and always do better. If you lack the resources or see challenges in the process (language, business culture), we can help since we have done this successfully for many years.    

Supply chain optimization

Your supply chain can give you a competitive advantage in the market. To have your products delivered to the final customer in the right quantity at the right time plays an important role in a client’s perception. Having an efficient supply chain can also reduce costs and for instance limit the need for expensive emergency shipments. Especially when the production facility is far from the market, it makes sense to review your current supply chain and optimize where possible to meet customer demands effectively and efficiently.

Local assembly and manufacturing

Recent initiatives and government funded programs have raised the interest to start local assembly and manufacturing in both India and Middle East countries. Under the ‘Make in ...’ programs the objective is to have better access to affordable and quality medical devices and IVDs. For the manufacturer, this creates a possibility to minimize costs (e.g. labor or logistics costs), be closer to the customer, diversify risks and have a better controlled answer to public health disruptions. Feel free to contact us if you see the potential in starting assembly or manufacturing operations in India and/or the Middle East.

Total project management

You want to plan the individual phases in the most optimal way. To align the search for a distributor and the regulatory process. To answer necessary questions about the market before defining your go-to-market strategy. To get proper advise when setting up a local production facility. And to work with a reliable partner to support you throughout the process. We offer a one-stop-shop solution to make your life easier and we firmly believe that a total project management approach makes the process from concept to market more effective and efficient. With your success in the market as our mutual goal.