Updated on 23 August 2012
Because the products are unique in terms of selectivity, less competition to already existing products is expected. The challenge is to make people aware of these novel products in the APAC region.
Asia is sensitive towards pricing? Considering this, what are your pricing strategies for products and services?
The fact that the Asian market is sensitive towards pricing plays to our advantage, as our products provide unique benefits for the purification of various substances such as biosimilars. By offering bioprocess developers a plug-and-play kind of approach, companies can reduce time, effort and money spend on obtaining a biosimilar of sufficient purity and thus will be able to enter the clinic much faster. Besides this, our biosimilar purification products enable the development of high yielding processes, with a limited number of purification steps, which will further reduce the cost of goods.
How do you provide after-sales support and services to Asian customers?
We have an excellent team of scientists that can respond within a short time frame, initially first email and followed by phone calls or WebEx to further help our customers. For our partnered products with GE Healthcare, initial support is being handled by their extensive sales and support team.
What is the contribution of the APAC region to your revenue?
Currently, the percentage of business coming from the APAC region is still low. It is around three-to-five percent. However, we are seeing an increased interest and product sales in this region.
How much are you focussing on R&D?
We are continuously working on extending our product offering. A few years ago we made a strategic decision to develop products by ourselves, making it easier for customers to test and further develop these candidates into affinity resins that would be suitable for use in R&D and large-scale manufacturing. We currently have a large number of products in our pipeline for production of biosimilars, domain antibodies and viruses like influenza.