Indian Pharmaceutical exporters shipped $1.6 billion of goods to Vietnam in Q4 FY27, a rise of 5.8% on the same period last year and the strongest quarterly print since 2022. Customs data reviewed by IGEN shows the increase was broad-based, with castor oil accounting for just under a third of the gain.

Compliance remains the quiet constraint. Importers in Vietnam now require traceability documentation down to the batch level, and exporters without digital record-keeping are finding themselves excluded from tender shortlists. Industry associations say fewer than half of small suppliers currently meet the standard.

Where the growth is coming from

The picture is not uniformly bright. Freight rates on the corridor, though 11% below their peak, remain volatile, and several mid-sized exporters say payment cycles have lengthened to 75 days from 55. Trade-finance providers report a pickup in requests for credit insurance and invoice discounting.

Looking ahead, the sector expects continued momentum through Q4 FY26, supported by restocking cycles abroad and a pipeline of government-to-government engagement. The risk case is a sharp rise in container rates or a policy shift in Vietnam; the base case is 22.8% annual growth through 2029.

Buyers in Vietnam have spent two years reducing reliance on a single source country, and Indian suppliers have been the principal beneficiary. Procurement managers cite shorter lead times out of Mundra, competitive pricing after the rupee's modest depreciation, and a growing base of certified plants as the reasons for switching.

“The risk is complacency. Price wins the first order; certification and delivery win the fifth.”

Margins, freight and payment risk

Services linked to goods trade are growing in parallel. Testing, certification and logistics companies serving the corridor reported double-digit revenue gains, and at least four Indian firms have opened warehouse or light-assembly facilities in Vietnam to sit closer to customers and shorten delivery windows to under ten days.

Government support is arriving in pieces. The commerce ministry has extended interest-equalisation benefits for another year and approved $146 million for market-access initiatives, including buyer-seller meets in Vietnam. Exporters say the funds help but are less valuable than faster refunds of duties and taxes, which still take about 40 days.

Competition and market access

Tariff structures are shaping the mix of exports. Under the current schedule, finished goods face a duty of 11% in Vietnam, while intermediate inputs enter at a reduced rate, which has encouraged Indian firms to ship semi-finished lots for final processing near the customer. That shift supports volume but dilutes unit value.

For smaller exporters, the playbook emerging from the strongest performers is consistent: invest early in certification, lock freight with annual contracts, hedge at least half of currency exposure, and diversify into at least two markets so a single policy change cannot erase a year's margin.

Outlook for the next four quarters

Wipro reported that its Vietnam order book has doubled since January and now represents 22.8% of export revenue. The company is adding a second shift at its main plant and has booked additional container allocation on the Mundra-Vietnam service through the end of 2029.