1. j v vaidya, Meditron Healthcare Systems Pvt Ltd 1 International Marketing of Medical Devices Possible but challenges ahead

2. j v vaidya, Meditron Healthcare Systems Pvt Ltd2 Fragmented efforts, Frustrating results 1. Marketing efforts require huge resources 2. India insignificant, Indian companies further insignificant 3. Zero brand recall 4. No brand ambassadors 5. Hardly any service back up 6. Ignorance about market dynamics

3. j v vaidya, Meditron Healthcare Systems Pvt Ltd3 Light at the end of the tunnel 1. Create a common Indian brand 2. Industry to come together 3. Repeat “NASSCOM” model 4. Offer only CE marked products 5. If CE currently not available, line up products to qualify 6 Set up local service franchises

4. j v vaidya, Meditron Healthcare Systems Pvt Ltd4 Groundwork 1. Identify countries, review market studies and short list selected countries 2 Book exhibition stalls (India pavilion ?) 3 Appoint foreign architects/contractors 4 1st yr: Find a son of the soil 5 2 nd yr: Appoint & train distributors 6 3 rd yr: Cultivate spokespersons 7 4 th yr: Build up local reference lists

5. j v vaidya, Meditron Healthcare Systems Pvt Ltd5 Destination 1. India to command respect as an exporter of medical devices 2. Five year strategic plan to aim at 5 % of world market 3. Next 5 yrs: 7.5 % 4. Next 5 yrs: 10 %

6. j v vaidya, Meditron Healthcare Systems Pvt Ltd6 The first step 1. Set up an industry body with exclusive focus on exports 2. Appoint an empowered CEO 3. Assist govt authorities to market India 4. Appoint consultants for form design 5. Organize clinical field trials as per protocol 6. Network with testing/calibration laboratories and certifying agencies