Evaluate an Alliance Opportunity in Indian Medical Devices (Equipment) Market for a Leading Indian Manufacturer of Photographic Materials

manufacturing company

Client Challenge

The client was India’s leading manufacturer of photographic and medical photographic products.The client was considering entering new product segments within the Indian medical devices market.  UC Strategy was asked to help the client by the way of selecting product opportunities for the Indian market which can leverage client’s strengths and which have the attractive market opportunity.

 

Our Approach

In order to evaluate an alliance opportunity, UC Strategy used the following approach:

  • As a part of the engagement, conducted a detailed primary and secondary research, interviewed more than 140 industry respondents across:
    • Distributors
    • Importers
    • OEMs
    • Customers and Potential customers
    • Potential alliance candidates
  • Understood management’s hypothesis
  • Built an understanding of current business, performance strengths and weaknesses
  • Undertook an initial opportunity screening:
    • Developed and categorised long list of medical equipment
    • Finalised framework for shortlisting and conduct primary research
    • Short listed products for detailed evaluation phase
  • Detailed evaluation and short listing of products:
    • Conducted market analysis and map competitive landscape of each shortlisted product
    • Examined the customer purchase dynamics and distributor dynamics
    • Assessed availability of potential partners for products
    • Conducted final short list of product opportunities
  • Defined partner selection criteria:
    • Determined the key selection criteria and their relative importance
    • Developed a partner screening framework
  • Screening of potential partners based on evaluation
    • Developed a long list of potential partners
    • Researched and analysed the long list of potential partners
    • Crafted a value proposition on behalf of the client
    • Determined the fit with client’s new product/product expansion strategy
    • Shortlisted the partners based on the framework developed
  • Created a detailed business profile of each of the shortlisted partner company.

 

Our Impact

The client not only received a detailed evaluation assessment of for the medical devices opportunity but also received the final list of a potential partner to alliance with for diversification of its business.

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