Contact Us

Please leave a message

×

Surpassing market growth in the OTC channel

DKSH shows that with a visionary marketing approach and the right pricing strategy, it is possible to achieve double-digit market growth in the highly competitive over-the-counter (OTC) channel.

Back

Share:

Business Units

Business Lines

OTC and Consumer Health

Services

Marketing and sales

Markets

DKSH has been cooperating with a global leader in eye care since 1945. The company develops and manufactures innovative medicines and devices to serve the full life cycle of eye care needs, including ophthalmic pharmaceuticals, ocular vitamins and surgical equipment for a global market of over 80 countries.

Challenge

The main challenge faced by our client was the intense competition among other existing artificial tears and ocular lubricant products in OTC outlets in Thailand.

Approach

The focus of our work was to get more pharmacies to carry the client’s products. Alongside increasing the reach, we also deployed an education program for pharmacists and frontline staff to gain a better understanding of the client’s products and their unique selling points. The goal of which was to create a clear product positioning of the client’s products in the market. DKSH also applied the most appropriate pricing strategy for the client’s products in the local market.

Result

After a year-long collaboration with DKSH, the company chalked up over 29 percent brand growth over a 15 percent market growth in Thailand.

Related stories

Excellent teamwork enables first-rate implementation

Excellent teamwork enables first-rate implementation

The prescription for pharmaceutical success: distribution, sales and marketing services from DKSH

The prescription for pharmaceutical success: distribution, sales and marketing services from DKSH

Collaborating to unlock new omni-channels and spur eCommerce growth

Collaborating to unlock new omni-channels and spur eCommerce growth

Supporting exponential growth in a challenging market

Supporting exponential growth in a challenging market

Helping Thai consumers get better quality of sleep

Helping Thai consumers get better quality of sleep

Communication key to supplement probiotics growth

Communication key to supplement probiotics growth