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.