Orissa International conducted a trade analysis project in Southeast Asia for a US-based manufacturer of surgical, procedure, and exam lights used in hospitals, surgical centers, veterinary clinics, and doctors’ offices. The client was seeking to identify large, capable distributors to strengthen its presence in the region. The company was now looking to scale up through partnerships with distributors that had broader networks and greater import capacity. Through our research, we identified the countries in the region with the highest levels of import activity for surgical lighting equipment, as well as distributors that demonstrated strong sourcing relationships with Western suppliers. Vietnam and the Philippines emerged as priority markets, offering a concentration of established medical device distributors and clear demand for high-quality surgical lighting products. Based on these insights, we advised the client to focus its market development efforts on these two countries and provided a shortlist of potential distributor targets for consideration and follow-up engagement.
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