Commercial Partner
CASE STUDIES > Pharmaceutical Company
Distributor Identification & Partnership Facilitation in Mexico
The primary objective of this project was to identify, evaluate, and facilitate partnerships with qualified distributors and trade partners in Mexico to support an India-based pharmaceutical company in international market expansion.
The Challenge
​Our client is an Indian multinational pharma company engaged in R&D, manufacturing, marketing, sales & export of pharmaceutical formulations. The company has 3 state-of-the-art manufacturing facilities accredited with EU-GMP, PIC/S, ANVISA, INVIMA, etc. With its expertise in developing Novel Drug Deliveries, they are looking for commercial partners in Mexico and other LATAM countries.
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The pharmaceutical company sought to expand into the Mexican market for the first time, but faced several key challenges:
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Navigating Mexico's Regulatory Environment
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Identifying Reliable Local Partners
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Customizing Business Models
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Ensuring Long-term Operational Success
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The Solution
To address these challenges, we launched a comprehensive strategy:
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Market Research: Conducted a detailed analysis of the pharmaceutical distribution landscape in Mexico, including insights into local regulations, competitor activities, and market demand.
Distributor Shortlisting: Evaluated potential commercial partners based on criteria such as financial health, regulatory compliance, logistical capabilities, and market expertise.
Distributor Outreach: Initiated outreach to the shortlisted distributors to gauge interest in collaboration.
Regulatory & Legal Guidance: Assisted the company in navigating Mexico’s regulatory environment to ensure compliance with local laws and regulations.
Post-deal Support: Continued to provide advisory services for six months after the deal was closed, ensuring smooth onboarding and operational alignment with the chosen distributor.
The Results
Key results:
Successful Market Entry in Mexico: The company successfully established a strategic partnership with a local distributor, enabling smooth entry into the Mexican market.
8-10 Qualified Distributors Shortlisted: A rigorous selection process led to a shortlist of high-quality distributors.
5 Introductory Meetings Held: Productive discussions were initiated with leading distributors in Mexico.
6 Months of Post-deal Support Provided: The company ensured a strong alignment with its partners through ongoing support and advisory services.
"I was quite impressed about their competency and speed of execution. The shortlisting of potential partners only lasted 8 weeks and we signed a deal within 3 months. Will definitely recommend Outbound Pharma to my colleagues!"
Chief Commercial Officer, India-Pharmaceutical Company