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