Industry visionsAn outlook on the Asian markets DKSH works in

Leading company executives provide an outlook on the Asian markets DKSH works in – consumer goods, healthcare, performance materials and technology. What do they see as the main trends going forward?

Consumer Goods

Bruno Siedler

Bruno Sidler
Chief Operating Officer, DKSH

DKSH is a leading provider of Market Expansion Services with a focus on fast moving consumer goods, food services, luxury goods, as well as fashion and lifestyle products, and hair and skin cosmetics. It provides access to multiple channels in 18 Asia Pacific markets, including modern and traditional trade, drugstores, pharmacies, salons, hotels, clinics and hospitals.

As Asian consumers are becoming increasingly affluent and adapting to a more urban lifestyle, the trend of convenience shopping is starting to shape the retail landscape. This can be seen by the increase in convenience stores in the last decades as well as by the more recent emergence of e-commerce. In order to match consumers’ demands and make shopping more convenient, it is crucial to have real-time insights to drive growth by dynamically adapting the product and service offering.

Bruno Sidler, Chief Operating Officer, DKSH
David Kamenetzky

David Kamenetzky
Vice President Corporate Affairs and Strategic Affairs, Mars Inc. and member of DKSH's Board of Directors

Mars Inc. is a global manufacturer of snacks and confectionary, beverages, pet food and other food products. With an international presence in as many as 74 countries, Mars is particularly strong in China, Australia and New Zealand. Today, the company continues to strengthen its footprint and operations in the region.

Consumers in Asia are becoming more aware and demanding. Not only is there concern about product quality and safety, it’s also important for them that brand promise and brand performance are aligned. At the same time, price points in Asia are different due to varying levels of economic development, which means that markets may need different packaging sizes. To manage these new complexities, we look at Asia as a region in terms of company management and understanding where we need to place our people to serve individual markets within Asia.

David Kamenetzky, Vice President Corporate Affairs and Strategic Affairs, Mars Inc. and member of DKSH's Board of Directors

Healthcare

Andrew Frye

Andrew Frye
Head Business Unit Healthcare, DKSH

DKSH is a leading provider of Market Expansion Services for pharmaceutical, over-the-counter (OTC), consumer health and medical device companies seeking to grow their business in Asia. It provides access to multiple professional healthcare channels in 13 Asian countries, including hospitals, clinics, doctors, pharmacies, drugstores, dentists and optical outlets.

Stronger demands for higher quality and professional delivery of healthcare services exist today. This is driven by both the industry’s increasing standards and the region’s fast growing middle class, aging population and higher incidence of disease such as obesity and diabetes. Healthcare companies navigating these increased expectations look for providers who can register, sell and/or distribute their state-of-theart products as deeply as possible to reach the appropriate healthcare provider and patient or consumer.

Andrew Frye, Head Business Unit Healthcare, DKSH
Gerrard McKenna

Gerrard McKenna
Country Managing Director/Head of Prescription Medicines, South East Asia & South Korea, Boehringer Ingelheim

Boehringer Ingelheim is a group of companies dedicated to researching, developing, manufacturing and marketing novel products of high therapeutic value for human and veterinary medicine.

Patients in Asia are expecting and willing to pay for higher quality healthcare. As one of the world's leading pharmaceutical companies, it is key that we meet these rising expectations and ensure the highest levels of quality. This means that quality does not end at production but has to be carried to the end-consumer. And for this, we need the right partner.

Gerrard McKenna, Country Managing Director/Head of Prescription Medicines, South Easr Asia & South Korea, Boehringer Ingelheim

Performance Materials

Thomas Sul and Natale Capri

Thomas Sul and Natale Capri
Co-Heads Business Unit Performance Materials, DKSH

DKSH is a leading specialty chemicals and food ingredients distributor and global provider of Market Expansion Services. It sources, develops, markets and distributes a wide range of specialty chemicals and food ingredients to the specialty chemicals, pharmaceutical, personal care and food and beverage industries.

We are seeing a trend for our clients to regionalize. This is leading to a power shift from headquarters, previously in Europe or the United States, to cities like Shanghai and Singapore. This shows how important Asia is to our clients and how they are moving closer to these Asian markets to enable effective decision-making.

Thomas Sul and Natale Capri, Co-Heads Business Unit Performance Materials, DKSH
Ivo Lansbergen

Ivo Lansbergen
President, DSM Engineering Plastics Asia Pacific

DSM is a leading multinational life sciences and material sciences company with a wide portfolio of business lines, including but not limited to food and dietary supplements, personal care feed and alternative energy and bio-based engineering plastics. The top three markets of strategic priority to DSM Engineering Plastics are North America, Europe and Asia. The latter, which includes high growth economies such as China and India, presents particularly interesting opportunities for growth and expansion for the company.

We have actually moved our headquarters from Holland to Singapore. Our global management team is now waking up to the Asian “time drop” and to a different mindset, surrounded by what is happening in the region. We believe we cannot run our business from a remote office somewhere in Europe, especially as Asia has become very important for our business. Having executive power in the region helps us to grow faster.

Ivo Lansbergen, President, DSM Engineering Plastics Asia Pacific

Technology

Hanno Elbraechter

Hanno Elbraechter
Head Business Unit Technology, DKSH

DKSH is a leading provider of Market Expansion Services for capital investment goods and analytical instruments. It offers total solutions in the areas of infrastructure, industrial materials and supplies, precision and textile machinery, semiconductor, photovoltaic and electronics, agriculture, hospitality as well as specialized industrial applications.

In the past years, there have been more and more Asian companies seeking to expand regionally. Even though they are knowledgeable about their home markets, these Asian players are no different from global ones when they look for regional opportunities to expand elsewhere in Asia. They look for partners who can provide them with local market knowledge and access.

Hanno Elbraechter, Head Business Unit Technology, DKSH
Jan Klingelnberg

Jan Klingelnberg
Chief Executive Officer, Klingelnberg

Klingelnberg, a mechanical engineering company of Swiss origin, develops and manufactures machines for the production of bevel and cylindrical gears, measuring centers for axially symmetrical objects of all types and the production of high-precision gear components. Klingelnberg predicts that India and South East Asia will drive their business over the next five years.

There is a new breed of Asian companies that are fast emerging as serious global players in many areas, especially from countries such as Japan, South Korea, India and China. With many Asian governments recognizing the potential benefit of a fully grown domestic machine tools industry, the competition will significantly increase and also spread to hitherto inexperienced niche areas. We have already implemented countermeasures and are keeping ahead with short innovation cycles and the superior craftsmanship produced by our highly trained workforce.

Jan Klingelnberg, Chief Executive Officer, Klingelnberg