Clicks and bricks Podcast

Episode #306: Ravi Vinayak

Dr. Ravi Vinayak, New Trail Consulting — Taking Life Science & Biotech Global

Dr. Ravi Vinayak is the founder of New Trail Consulting, a firm that helps life science and biotech companies expand beyond the U.S. by building effective international distribution channels. With a PhD in Chemistry and deep experience across biology, sales, and business development, he bridges scientific rigor with on-the-ground market execution across five continents.

Why he matters: Ravi turns promising research tools and diagnostics into global businesses. From vetting channel partners to navigating registrations, customs, VAT, and tender processes, he’s the steady operator startups and mid-size teams need when “go international” moves from slide deck to reality.

Key Takeaways from the Episode:

  • Built from adversity: New Trail Consulting began in 2005 after Ravi was laid off—he converted expertise in life sciences into a global distribution practice.

  • Proven playbook: He evaluates products, maps market opportunities, and shortlists 3–4 qualified partners per target country before making founder-to-distributor introductions.

  • Start where barriers are lower: Diagnostics often launch overseas first to learn faster while U.S. approvals (e.g., FDA and lab adoption) are pending.

  • Expect a real runway: International sales typically take 18–24 months to show meaningful revenue, with year one focused on education, registrations, and early adoption.

  • Culture + logistics win deals: Success hinges on local nuance—tender systems, customs/VAT, temperature-sensitive shipping, and trusted KOLs—not just product specs.

👉 Watch the full episode now on YouTube: https://www.youtube.com/watch?v=T6q3CGLk2uI 

Memorable Quote:

“All of those problems can be overcome if you have enough patience and time and energy.”

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