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Tosoh continues to achieve sales targets in challenging Vietnam market

Japanese chemical company Tosoh found a way to overcome challenging market conditions in Vietnam to continue achieving their sales targets while serving the rising demand for diabetes treatment.

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Business Units

Healthcare

Business Lines

Medical Devices

Services

Distribution and logistics, Marketing and sales

Markets

Vietnam

Tosoh Corporation is a Japanese chemical and specialty materials group that comprises over 100 companies worldwide. Their principal markets include chemical and petrochemical, construction, automotive, consumer electronics, information technology, bioscience, and environmental.

As Vietnam has a high and fast-growing rate of diabetes in Southeast Asia, the demand for medical testing facilities is also growing.

Tosoh continues to achieve sales targets in challenging Vietnam market

Challenge

A major challenge was that the medical laboratories sector had only recently been reintroduced to Vietnam. As a result, there are differing guidelines and regulations issued by the various ministries in Vietnam on the policies of medical equipment, testing device and machine installation.

As such, hospitals and healthcare centers are unclear of the appropriate approaches to purchase new or how best to upgrade their medical laboratories that will meet all required guidelines and regulations.

Approach

Despite the uncertainty, Tosoh decided to work with us on marketing strategies to continue promoting the well-established hemoglobin A1c (HbA1c) test which shows the patient’s average level of blood sugar over the past two to three months. The test is one of the most precise methods among Tosoh’s automated glycohemoglobin analyzers.

With our expertise advice and support, the focus was put on private hospitals and clinics to boost sales volume for the specialized equipment. The business also reached out to public hospitals and clinics and offered to help upgrade their medical machines and devices while ensuring that the equipment abided with the new regulations.

Result

The product achieved the company’s sales target in the immediate year after working with us. They also bestowed upon our Business Unit Healthcare team in Vietnam the Resilience Award in recognition of our ability to help them hit the sales targets amid challenging market conditions.

We are delighted with DKSH Vietnam’s team’s remaining resilient despite increasingly challenging conditions to grow Tosoh’s Glyco-haemoglobin business in a consistent and sustainable manner. I remember on one occasion we travelled long hours near to the China and Cambodia boarder to visit potential customers! Congrats to DKSH Vietnam team on your achievement! We look forward to many more fruitful years to come.

Tosoh Asia Pte. Ltd.

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