Market Entry Strategy for DKSH in India’s Medical Devices Sector

Client Overview

DKSH Holdings, aimed to develop an entry strategy for the Indian medical devices market. ​Their focus was on key segments like Cardiovascular Devices (CVD), Diabetes Care Devices, and In Vitro Diagnostics (IVD).The client sought insights into the market landscape, growth projections, and distribution networks for these segments, with the goal of forming joint ventures (JVs) with local distributors to establish a strong presence.​

Our Approach

Market Overview

Conducted an in-depth analysis of the Indian medical devices sector, focusing on market size, growth drivers, regulatory environment, and major players. ​

Distribution Landscape

Analyzed the distribution network for medical devices, identifying key distributors operating in the Indian market. Interviews with potential partners highlighted the feasibility of JV opportunities.​

Regulatory Compliance

Provided an overview of compliance requirements for market entry, including licensing, import regulations, and quality standards specific to medical devices.​

Expert Interviews

Engaged with more than 50+ industry experts and distributors to validate market hypotheses and shortlist potential acquisition targets.​

Impact We Created

• Recommended a JV approach with leading distributors who have pan-India capabilities, as it offers rapid market penetration with lower initial investment compared to direct acquisition.​
• Advised DKSH to implement a Market Expansion Services (MES) model, offering end-to-end support from sourcing to distribution, tailored to the Indian context.​
• Provided a roadmap for regulatory compliance, facilitating smoother market entry and mitigating potential barriers.