1. The Russian market overview
Dental implants
The Russian market overview

2. Dental implants market volume
According to market research conducted by Discovery Research Group, the total market volume of dental implants was 109,4 mln USD in 2015
61% of the total market are implants itself, $66,3 mln USD
The rest amount is 43,1 mln USD - artificial teeth and other dental orthopedic products
Source: Discovery Research Group FTS Russia

3. Market volume dynamics
The amount of dental implants import has been decreasing since 2013, the market in 2015 is half as much as in 2013
The trend is negative and it’s not expected to become an opposite in the nearest future
Source: United Nations Trade Statistics code HS

4. Market volume dynamics
Total Market USD trade value
Total Market Net weight, kg
In spite of the fact that the market decreased by 2 times in USD, the number of units or net weight of imported products has slightly increased. Significant drop of USA import was compensated by Germany, UK, Ireland, Costa Rica and Nederland growth
Source: United Nations Trade Statistics code HS

5. Market volume dynamic 2016
FTS provides customs data for the code orthopedic appliances including artificial dental products. But the Russian customs data does not match the UN data dramatically – there is a difference of at least 3 times.
According to FTS, the main importers in the category are USA, Germany, Ireland, Switzerland and Israel
Source: FTS Russia, code 9021

6. Import structure by country types
The vast majority of dental implants Russia imports from high income countries, main partners in 2015 – Germany, USA, UK, Ireland, France, Netherlands. Nevertheless the share of them is slightly decreasing in favor of developing economies or upper-middle income countries as well.
Source: United Nations Trade Statistics code HS
UNCTAD , code 541 (Medicinal and pharmaceutical products)

7. Barriers and standardization
Duties, taxes, excises
This category is not a subject to import duty or excise
Import VAT rate is 18%
Documents required for import
Registration certificate of Ministry of Health
Federal Service on Surveillance in Healthcare and Social Development, contacts:
+7 (495) , +7 (499)
Declaration of conformity with technical regulations of the Customs Union
Rosstandart

8. Market structure. Target audience
Primary professional audience – dental clinics making a purchase decision (buyers) and dentists who become influencers for the customer
Customers
People who make a decision to install implants
Men and women aged 25-60, with upper-middle income and above

9. Market structure. Competitors
USA
Switzerland
Sweden
Russia
Korea, rep
Israel
Germany
This market is rather saturated, mostly imported products
The lowest price offers Alfa Bio – 313$, the most expensive is Biohorizons
The most popular implants on the Russian market are the cheapest – Alfa Bio, about 50% of sales (experts estimation)
Source: stomatologija.su

10. Market structure. Sales channels
The largest network of dental clinics in Russia are Masterdent, Unident, Medi. Networks operate mainly in Moscow, St-Petersburg and big cities (1 mln+ population)
Masterdent
+7(495)
30 clinics in Moscow and other regions as well
Market share is 8-10% according to experts
Target audience is wide but basically upper-middle class
Unident
+7(495)
15 clinics in Moscow
Targets families and individuals with upper middle and high income
Medi
+7(495)
22 clinics in Moscow and St-Petersburg
Targets people with upper middle and high income

11. Recommended specialized conferences and exhibitions
Health Care (Zdravookhranenie) conference and exhibition
One of the most significant event for health care, medical engineering and pharmaceuticals
5-9 December 2016, Moscow, Expocenter
Includes large dentistry section (materials, equipment, instruments)
Dental Expo 2017
Moscow International Dental forum and international exhibition
25-28 September 2017
Stomatology St-Petersburg
International exhibition of equipment, instruments, materials and services for dentistry
16-18 May 2017

12. Market entry suggestions
Appropriate positioning is the key factor for successful entry to the market – price matters but the most important factors are quality, service, loyalty & discount system and information
Agreements with local dealers of dental equipment
Directions for communication
Buyers and influencers
The best way to cover buyers and dentists are professional conferences, exhibitions and forums, commercials and PR in specialized press and internet media
Direct sales and special offers for clinics
Consumers
PR and commercials, owned digital media

13. Data This research is based on free distributed data, sources:
United Nations Commercial Trade Database
Unktad Statistics
FTS Russia data
Open source market researches