How we work
Clear roles, focused coverage and regular reporting.
Each partnership rests on a written distribution agreement that sets out the territory, products, terms and who does what.
Partnership model
How products, orders and information move
Two ways to work with us
Regional distribution, or entry into India
Regional distribution
For Indian manufacturers and national importers. We stock, sell, support and collect within an agreed territory, starting with Maharashtra and Western India.
Entry into India
For manufacturers new to India. We coordinate documentation, import and launch with a small number of reference customers, then extend coverage over time.
Responsibilities
Who does what
| Area | Manufacturer | Integra MedTech |
|---|---|---|
| Product and registration | Supplies the product; holds or arranges product registration | Coordinates documentation where needed |
| Pricing | Agrees the distributor price, reviewed annually | Sets resale prices; quotes and bids for tenders |
| Stock and logistics | Ships on agreed terms | Holds local stock, including 2–8 °C, and delivers |
| Sales and demand | Product training; joint visits on request | Field sales, demonstrations and key accounts |
| Credit and collections | Invoices us on agreed terms | Manages customer credit and collects |
| Training and service | Trains our team; technical service and spares | User training and first-line application support |
| Complaints | Investigates and responds | Receives complaints and passes them on promptly |
| Reporting | Reviews monthly | Monthly sales volumes, pipeline and market trends |
Four steps
From first call to growth
All timings are indicative.
Conversation
First call
Your products, current coverage and goals for India.
Fit and territory
2–3 weeks
Demand check with target customers, territory, terms and a launch plan.
Launch
First accounts
Stock in place, team trained, first orders with reference customers.
Growth
Ongoing
More accounts and regions. Monthly reporting throughout.
Reporting
What you receive every month
- Sales volumes by product, segment and area
- Pipeline: tenders, trials and new accounts
- Market price trends
- Market intelligence: competitor launches and regulatory changes
- Stock and expiry position
- Complaints log
Questions
What manufacturers ask us first
Do you work with Indian manufacturers as well as global ones?
Yes. We act as a regional distribution partner for Indian manufacturers and importers, and as an entry partner for manufacturers new to India.
Which territory do you cover?
We start with Maharashtra and Western India, from Mumbai. We extend coverage with partners as volumes grow.
Do you ask for exclusivity?
We prefer exclusivity for a defined territory and product category, agreed in writing. It lets us invest in demand generation for your products.
Do you hold stock?
Yes. We hold stock locally, including 2–8 °C storage, against an agreed forecast.
How do you manage long hospital payment terms?
We check each customer’s credit, set limits and collect. Your payment terms with us are fixed in the agreement and do not move with hospital terms.
Can you help a manufacturer new to India?
Yes. We coordinate documentation, import and launch with you. Our regulatory guide explains the Indian approval route.
Do trade agreements affect pricing?
They can. For EU-origin goods, the India–EU FTA will eliminate Indian duties of up to 27.5% on about 90% of medical and surgical equipment tariff lines, in phases.1 We model landed cost for your products.
Sources
- European Commission, EU–India trade agreement: negotiations concluded 27 Jan 2026; proposals sent to the Council 11 Sep 2026. Duties of up to 27.5% on medical and surgical equipment to be eliminated on about 90% of tariff lines, in phases.