Malvern Panalytical becomes market leader in Southeast Asia

Challenge

About 15 years ago, Malvern Panalytical recognized Southeast Asia as a growing market with trends including an increase in healthcare expenditure due to an aging population, intra-Asian trade and a focus by consumers on well-being products.

To capitalize on these growing trends in markets like pharma, bio-pharma, food and beverage and materials, the company wanted to develop an effective market expansion strategy to fuel growth, especially in Southeast Asia, where they had limited coverage and lacked individual market insight.

Approach

They chose us as their single distribution partner for the whole region instead of having a scattered distribution network. This enabled us to establish a Regional Center of Excellence with expertise and capabilities throughout pre- and post-sales.

They strengthened collaboration through regional partner networks with academic professors and industry researchers positioning Malvern Panalytical as a thought leader in the industries they operate in.

They increased participation in business trade shows as well as organized seminars, workshops and online webinars in multiple local languages to enhance brand awareness and engage more customers and industry practitioners.

They provided comprehensive application support via DKSH's demonstration labs. This included helping customers to identify and resolve analysis or application issues. They also provided sample preparation methods and sample testing services for its customers.

Result

Over the next five years, Malvern Panalytical successfully grew market share in Southeast Asia and subsequently strengthened its leadership position in the particle size market.