Our client, a leading manufacturer of orthopaedic products have been supplying the Russian market for over 10 years, but while its subsidiary was growing the business in the Moscow area, their sales team had not been able to tap the rest of the country. Management decided that it was necessary to find a distributor that could target Tier I and Tier II hospitals in the country.
We conducted an in-depth online research on medical distributors in Russia with special emphasis on orthopaedics. A short list was produced and 7 distributors were chosen as possible candidates.
Our team engaged with each of the distributors in order to ascertain their capabilities and to see if they could be the right fit for our client. Field visits were done to factories and hospitals that were served by the distributors.
Our client decided to engage a sole distributor for the whole or Russia and close down their subsidiary in the country. Since then, sales have increase steadily all over the country.