1. j v vaidya Meditron Healthcare Systems Pvt Ltd 1 International Marketing of Medical Equipment Take off stage How to build thrust in the engine

2. j v vaidya Meditron Healthcare Systems Pvt Ltd 2 Gearing up for export 1.Export to be a conscious decision 2.Benefits known but are we willing to pay the price ? Recommendations will look obvious but each has a price tag attached 3 Commitment required from top to bottom 4. Minimum 4 year gestation period

3. j v vaidya Meditron Healthcare Systems Pvt Ltd 3 Market entry 1.Current and relevant market study 2. Is it suitable for your product ? 3. Budget marketing costs 4. Exhibit product ( Display: world class ) 5. - Year 1: Find : - a son of the soil - distributor(s) 6. - Year 2: Short list repeat visitors 7. - Year 3: Cultivate: - key potential customers - opinion leaders 8. - Year 4: Display local reference list

4. j v vaidya Meditron Healthcare Systems Pvt Ltd 4 Back end efforts 1. Marketing to write design specs 2.Functional prototype 3.Outsource form design 1:1 size model ) 4.First prototype: Critical internal evaluation from sales and service personnel 5. Operating & service manuals 6.Field trials 7.Product launch in captive local market 8. CE marking 9. Professional visuals 10. Sales literature

5. j v vaidya Meditron Healthcare Systems Pvt Ltd 5 Product launch 1.Demo to distributors 2.Sales training 3.Service training 4.Enlist local opinion leaders 5.Pricing strategy 6.AMC strategy 7.Keep communication channels live

6. j v vaidya Meditron Healthcare Systems Pvt Ltd 6 Market expansion 1.Market study 2.Create alternate distribution channels 3.Provide adequate travel budget 4.Keep track of local regulations 5.Freedom to distributors 6.Close monitoring 7.Track customer responses