Mr Rajiv Nath
Forum Coordinator, Association of Indian Medical Device Industry (AiMeD) & Managing Director, Hindustan Syringes and Medical Devices Ltd.

AIMED'S MSME PLAN | WADHWANI FOUNDATION

CHALLENGE 1

Cash Flow : Many MSME not paid over 6 to 12 months by Public Healthcare Buyers and becoming NPA’s.

CHALLENGE 2

Tariff Policy : Competition from lower cost imports due to low duties makes most Projects nonviable.

CHALLENGE 3

Competition with low priced Preowned Medical Electronics imports

CHALLENGE 4

Tenders seeking Matching of non-remunerative L1 Prices of China which are due to support by Chinese Provincial Govt.s

CHALLENGE 5

Tenders seeking US FDA / CE ,Overseas Regulatory Approvals

CHALLENGE 6

Discriminatory Regulations that puts licensed Manufacturers at Disadvantage & treats them as Criminal

CHALLENGE 7

Unfair Competition where Hospital / Retailer prefer to sell known Brand with higher M.R.P. and higher Margin

CHALLENGE 8

Lack of access to accurate Data - what is aggregate market demand ?
What is Target Price ? C&F Price ? MRP ?

CHALLENGE 9

Unfair Competition with Imports/ unlicensed mfrs not carrying Regulatory Labeling

CHALLENGE 10

Limited access to Plug & Play Facility or Land or Built-up Infrastructure

CHALLENGE 11

Unethical Marketing Practices of some MNC’s directly or through their Distributors who lure Doctors

/ Opinion leaders to endorse their Brands and compensate them with foreign trips for Doctors / their

families or Sponsor their Child’s Education or Sponsor their Seminar / Exhibition in return for favors.

CHALLENGE 12

Expensive to participate in Exhibitions / Conferences

CHALLENGE 13

Lack of Marketing & Financial muscle of some Domestic Manufacturer to advertise, exhibit, hire Professional Doctors (Trainer - Educators ) for enabling Brand Image & Market creation.

CHALLENGE 14

Lack of Indigenous Benchmark Studies by Institutes of Indian Devices to prove competitiveness and cost effectiveness or other benefit

CHALLENGE 15

Strong Brand Image / perceived better Quality & Performance of MNC’s entrenched Brands

CHALLENGE 16

Restrictive Trade Practices of Bundling of expensive Consumables as restrictive supplies along with delivered subsidized Capital Equipment

CHALLENGE 17

Inadequately defined Procurement Technical specification allowing substandard quality to be supplied by Importer / Trader

CHALLENGE 18

Importers / Manufacturers claiming to be Manufacturer when actually importing complete Products in their Brand Name and selling as Indian Manufactured Product.

CHALLENGE 19

Lack of R&D capabilities of Indian Manufacturers and reliance on outsourcing Technology

CHALLENGE 20

Lack of access / interface / knowledge for sourcing technology up-gradation

CHALLENGE 21

Hiring sales staff and retaining them once trained