India’s hospital procurement leaders are no longer operating from the back office but are emerging as key decision-makers shaping clinical outcomes, technology adoption, and the country’s push for self-reliance in medical devices and pharmaceuticals.
This transformation was the focus of multiple panel discussions at THE WEEK India Hospital Procurement Leaders Summit in New Delhi, where industry experts discussed import dependence, hospital consolidation and the growing conflict between cost and care.
Breaking import addiction
The session on Breaking Import Addiction moderated by Ajish P. Joy, Senior News Editor, THE WEEK, focused on India’s continued dependence on imported medical technology and the need to build a stronger domestic manufacturing ecosystem.
Dr Venkatesan of the Max Group of Hospitals said India still imports nearly 80 per cent of high-end medical equipment and around 70 per cent of consumables, describing the situation as an import addiction that needs urgent attention.
While India became self-sufficient in basic supplies such as masks and syringes during the pandemic, dependence on imported high-end equipment and critical care devices continues.
Rakesh Aggarwal of the CARE Group of hospitals pointed to a major innovation gap between multinational and Indian manufacturers. He said global companies invest heavily in research, training and clinical validation, while many Indian companies focus on replication without adequate investment in research and development.
However, he added that hospitals are willing to adopt Indian products if quality, finishing, clinical confidence and after-sales service match global standards, even if the price difference is only 20-25 per cent.
Dr Neeraj Dhabhai of Rainbow Hospitals spoke about the trust gap among doctors who often prefer multinational brands due to familiarity and long-term usage. He suggested that closer collaboration between hospitals and Indian manufacturers, including co-development of devices and early exposure to indigenous products during medical training, could help bridge this gap.
The panel also highlighted India’s dependence on China for key starting materials used in pharmaceuticals, stressing that self-reliance must extend beyond devices to the pharmaceutical supply chain as well. The discussion concluded that procurement is no longer about cost-cutting alone, but about value-based, data-driven decision-making, focused on clinical outcomes and long-term reliability.
Procurement in the era of hospital consolidation
The second session, Role of Procurement in the World of Consolidations and PE Investments, moderated by Kanu Sarda, Senior Special Correspondent, THE WEEK, examined how hospital consolidation and private equity investments are changing procurement decision-making.
Dr Sheenu Jhawar, Promoter and Director, Apex Hospitals, said procurement is not just about negotiating prices but about balancing clinical needs, governance and cost. She emphasised that procurement teams must work closely with doctors, because the comfort of the clinician using a device is as important as the cost of the device. Price matters, she said, but value and cost-effectiveness must go together.
Vijay Roy, Group Purchase Head at Kauvery Hospital, linked procurement directly to patient expectations. He said patients today expect efficient, cost-effective, and high-quality treatment, and procurement teams are responsible for ensuring that hospitals have the right equipment and technology to deliver those outcomes.
Bidesh Chandra Paul, Group Head (Supply Chain Management), Fortis Group of Hospitals, highlighted the need for alignment between clinicians and procurement teams, especially as hospital networks expand and procurement decisions become more centralised.
He also noted that policy measures such as price capping, if implemented carefully, could encourage innovation and support domestic manufacturing.
The conflict between cost and care
The third session, The Conflict Between Cost and Care, moderated by Maijo Abraham, Senior Assistant News Editor, THE WEEK, focused on the day-to-day challenges procurement leaders face in balancing financial pressures with clinical requirements.
Pradeep Mishra of Yashoda Hospitals said procurement and supply chain departments handle a large portion of hospital expenditure, and must constantly balance cost pressures with clinical needs.
He stressed the importance of training nursing and clinical staff to use medical equipment properly and said long-term partnerships with suppliers are essential for maintaining quality and service support. He also pointed out that new technology must be compatible with existing hospital systems for smooth integration.
Madan Sampath, Chief Supply Officer and Vice President at HCG Hospitals, said the future of healthcare in India is bright but uneven, with Tier-2 and Tier-3 cities still lacking access to advanced technology and experienced doctors.
He said the focus should not just be on “Made in India” but on products that are “Made for India”, and designed for Indian conditions and affordability levels.
Neelesh Shinde, Group CTO and Head at Jupiter Hospitals, highlighted the importance of product certification, training and strong partnerships between hospitals and suppliers, saying that without proper training, even the best technology cannot deliver results.
Amit Mahajan, Group Chief Procurement and Supply Chain Officer at Sparsh Hospital, summed up the changing nature of the profession by saying that purchasing is transactional but procurement is strategic.
With technologies such as CT machines now integrated with AI and software, procurement decisions must increasingly be data-driven. He added that the healthcare sector needs a balanced mix of global and local technology.
“Cost productivity is the oxygen we breathe,” he said, highlighting the financial pressures hospitals operate under.