Establishing sales in Southeast Asia for a Swedish medtech company
With Tick Tock Consulting as external project manager, Pharmacure established sales in Thailand, Vietnam and Indonesia. Six distributors were identified, and market support continued for several years.
Pharmacure Health Care International AB
2015–2021
Thailand, Vietnam, Indonesia
Distributor search, launch and market support
The challenge
Pharmacure is a small, profitable Swedish company selling over-the-counter nasal care products such as Nozovent, Nozoil and Nozohaem. It wanted to understand market conditions and regulations in Southeast Asia and find the right local distributors – without building its own organisation in the region.
Our approach
- A pre-study part-funded by a Swedish business development cheque for internationalisation (2016–2017).
- Market research: competitors, price levels, key players and estimated market size.
- Regulatory mapping together with Pharmacure’s regulatory lead, including registration files and labelling.
- Distributor search, qualification and meeting programmes in Indonesia, Vietnam and Thailand.
- Support in negotiating distribution agreements.
- Ongoing market support with a structured PMO status report per country: distributor dialogue, product training, registration, import and sales follow-up.
- Market feedback on new products, for example a product test in Indonesia that gave a clear go/no-go basis.
Results and deliverables
The overall goal – sales established in Thailand, Vietnam and Indonesia – was met, according to the client’s final report on the funded project.
Six distributors identified: two in Thailand, three in Vietnam and one in Indonesia.
Regular status reports and market support from 2016 to 2021.
What do you need to move forward?
20 minutes, free of charge. We understand your situation and goals, give concrete guidance on the spot and assess together whether we can help. If there is a fit, the next step can be a Process Review.