Special thanks to Mr Eric Shirley

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Dental Trade Alliance
Special thanks to Mr Eric Shirley
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US Dental Trade Opportunitiesin India

• Presented by
• Arun Nayyar DMD
• President CEO
• A N O V I International

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United States of India
Special thanks Dr Yogesh Virmani DR Sandesh
mayekar Mr Rajnish Verma
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Arun Nayyar BDS, DMD, MS,
Cert Fixed Pros

• Private Practice Atlanta, Georgia, USA
• Principal Research Scientist
• Dental Technology Center _at_ GaTech
• Director of Fixed Prosthodontics MCG School of
  Dentistry, Augusta, Ga-retired

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Why India? Quote Unquote
India has evolved into one of the world's
leading technology centers.
I have never seen India so dynamic, vibrant and
full of business opportunities.
India is now truly a land of opportunity.
Craig BarrettIntel Corporation
Peter Loescher Chief Executive Siemens
John RedwoodEconomic Competitiveness Policy
Group, UK
By 2032, India will be among the three largest
economies in the world.

We came to India for the costs, stayed for the
quality and are now investing for innovation.
India is a very exciting market and the luxury
car segment is growing exponentially here.
BRIC Report, Goldman Sachs
India is a developed country as far as
intellectual capital is concerned.
Mr Paul de Voijs Volvo Car India
- Dan Scheinman, Cisco System Inc. as told to
Business Week, August 2005
Jack WelchGeneral Electric
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Understanding India

• India is a multifaceted nation
• Regions are as diverse as countries of Europe.
• People and Workers
• The United States of India

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Destination India

• IT
• is
• rapidly increasing
• Indias
• global economic presence

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Indias rising economic profile 2007

• Per capita 797 ( 1 8 )
• 9.4 growth in GDP
• 2nd only to China
• 830 Billion GDP in 2007

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India Fastest Growing Free Market Democracy in
the world
New Infrastructure
New Universities
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Indias 2008 Shopping List
150 Boeing 150 Airbus
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Talent Pool our future customers3.2 million
new graduates per annum
Technical graduates
50 lt 35years old
Non Technical Grads
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Destination India
New Business Opportunity For American Dental
Companies
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Mangalore
Dental Education in India -2008
India USA Dental Colleges 268
53 New Dentists (pa) 21,000 4,100 Post
Grad 2,069 Dentists 100,000 120,000
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5 year projection for American Dental Business -
100,000 Dentists today 21,000 new Dentists
per year 105,000 new customers by 2013 ALL
Speak English !!! By 2013 there will be
200,000 dentists twice the of Dentists in
the US
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Dental offices in India
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USA India

• 1 8 purchasing power
• 1 in USA 8 in India
• ROI is lt15

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Understanding the Indian Dental Business
Patient Pool

• Population gt1 Billion
• democratic nation
• fee for service practices
• lt80 illiterate
• If 4 are middle class
• gt 40 Million potential patients

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Dentist in Private Practice - Annual Gross
1 8

• City Large Small
• Estab.Practice 100-170K 60-80K
• Young 30-40K 16-22K
• New grad 12-24K 8-15K

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Dentist Gross annual income18

• Large town 100,000
• Small town 60,000

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Dental Assistant Salary 18

• Large town 3,400
• Small town 2,600

annual
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Dental Fees ( city size ) 18

• Small Large
• Composite 16 50
• PFM crown (np) 40 150
• Veneer 160 300
• Extraction 5 15

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Dental Lab Fees 18

• PFM crown (np) 20 - 40
• Veneer 35 - 70
• Denture 20 - 35

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Dental Business in India

• Current market gt US 60 million
• Germany, France, Japan, Taiwan and Korea dominate
  the market
• Major presence Dentsply and 3M
• Very price sensitive market
• lt 15 profit

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200,000 dentists by 2013

• 100 market growth potential
• Very Price sensitive market
• Buying power is 18
• Corporate profit margin 10 -15
• 40million potential patients
• Do not expect immediate returns
• Educate the dentist and consumer

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US dental presenceComments from Dental Dealers

• Very little US dental presence
• US sell via small dealers, inconsistent
• Little customer support
• Reluctant to work with Indian vendors
• Do not understand India market
• 1 8 price sensitive

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INDIAN DENTISTS PREFER TO USE AMERICAN
DENTAL PRODUCTS

• Read US English publications
• Internet access to US dental magazines
• American dental books in standard curriculum

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How can a small US company access the Indian
dental market?

• Hire a Consultant, understand the market
• Partner with established Indian companies
• Meet wth Indian Trade Visitors
• Indian Dentists visiting US

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Profile of Indian Dental Companies

• Most are small traders
• There are 8 -10 well established Co.
• Each city has 1 or 2 major vendors
• They all sell what is available

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Doing business in India1 8

• Pricing for the local economy
• Support products with good marketing
• Support International and Domestic speakers

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Long term ROI

• Imports duty is 40
• Joint venture with 5149 equity partner
• Establish local packing facility
• Import knock down , assemble locally
• Plan to manufacture locally

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Major Cities

• Major cities
• Delhi, Chennai, Mumbai, Bangalore
• Many 2nd level cities with great demand

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Establish an Office

• Location - Delhi or Mumbai
• 2500 month for office space
• 5000 month for sales force
• 1000 - 5000 for marketing

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Grey market

• Because of special pricing always an issue
• Pack for local market,
• copy the drug industry change name , same
  product
• Control volume sales
• Work with known vendors
• Establish your own sales force

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Is money safe?

• Democratic country
• Established legal system
• International banks
• Full conversion
• Free currency flow

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Great Preference for US Products

• Endo, Prosthetic, Restorative and Implants
• Composite, Impression materials
• Cement systems
• Ceramic and Resin Lab products
• Lab and clinic products
• Dental Chairs, Units

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MY Strategy

• Establish an AMERICAN trading group
• Share costs , Hire a Consultant
• Open a trade office in India
• Send US opinion leaders to lecture
• Showcase products at trade shows
• Advertise aggressively

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Anovi International a US dental consulting
group for India
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For a copy of this presentation contact Arun
Nayyar 404-247- 5970 arun_at_nayyardmd.com
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Thank youQuestions Please
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