My watch list  

Roland Berger and DKSH jointly release the second Global Market Expansion Services report

Focusing on service innovation as the new growth imperative for companies looking to expand in the emerging markets of Asia

MES providers are benefitting from the growth of the global MES industry which according to the report, grows 7.1% per year and is expected to reach USD 3.1 trillion in 2015. In particular, international MES providers who provide full service, cross-regional, cross-industry, customized services, coupled with a comprehensive network and local market know-how are those best positioned to take advantage of that growth.

To stay ahead of competition, it is however imperative for MES providers to offer not only solid core services such as sales and marketing, but also additional, innovative services, tailor-made according to the needs of their clients and customers. Successful service innovation allows MES companies to stay competitive and create a market advantage for themselves in the long run.

Catering to the different needs of every client and customer

New service solutions are essential, but there is no “one-size-fits-all” solution and the services need to be customized to clients’ and customers’ needs. Equally important is the ability of service innovation to bring tangible value, where 37% of the survey participants sought top line benefits such as a boost in sales or an increase in efficiency. Examples of innovative services which are in demand by managers are market insight services, such as market data and intelligence, market entry studies and brand analyses, which will allow them to make better strategic decisions.

Requirements for service innovation vary across industries and manager type. While consumer goods companies give priorities to services that help them better understand and reach their buyers, pharmaceutical companies prefer market insight and relationship management services such as market research, key account and relationship management.

Specialty chemicals companies are more willing to pay for services that deliver market intelligence to meet the strict and complex regulatory requirements, while companies in the engineered products industry are keen on performance management, which allows them to better plan and manage their business such as in providing after-sales support or spare parts services. The role of the managers need to be considered as well – managers with regional responsibilities tend to demand strategic services that help them make better decisions, whereas country specialists prefer customized services related to local operations.

The study also identified that service level differs from country to country. Through the newly introduced Service Development Index (SDI), countries have been grouped into five clusters: Leader, Pursuers, Chasers, Attackers, and Starters. The SDI is measured according to the level of service sophistication of the countries, and underlines how crucial it is for MES providers to customize their service offerings according to the level of service sophistication and requirements in each individual market.

Service innovation is built on platform, exposure and relationships

In addition to the prerequisite of close collaboration in defining service innovation – over 50% of clients and customers expect to be actively involved – the report has identified three success factors – platform, exposure, and relationships. Findings indicate that full-service, cross-industry international MES providers are unquestionably best positioned to realize the potential of service innovation in Asia by: building a robust platform to nurture service innovation; employing the scale of exposure to leverage services and best practices across industries and regions; implementing resources and commitment to build lasting relationships; and exploiting the capabilities and expertise to provide the solution exactly tailor-made to requirements.

  • MES remains a highly promising sector in the outsourcing industry with an annual growth rate of 7.1% globally and 8% annual growth expected for Asia alone
  • Continuous service innovation bring new business and growth opportunities, and are critical for the superior competitive position and long-term success of MES providers, their clients and customers
  • There is no “one-size-fits-all” service solution that can be applied as the level of service sophistication varies from country to country
  • Collaboration is the key success factor for service innovation which involves a close and trusting dialog between the provider and their clients and customers, so as to develop tailor-made innovative services that really fit their needs

Request information now or download our brochure.

More about DKSH
  • News

    DKSH acquires specialty chemicals distributor Andreas Jennow in Northern Europe

    DKSH announced the acquisition of Andreas Jennow, a specialty chemicals distributor in Northern Europe. With the acquisition of Andreas Jennow, DKSH Business Unit Performance Materials complements its geographic coverage in Europe and strengthens its position as a pan-European Market Expans ... more

    DKSH starts strategic partnership with BASF in Asia

    DKSH and BTC Europe GmbH, a subsidiary of BASF, will start a strategic collaboration for colorants in the personal care and household industries in 14 Asian countries. DKSH’s Business Unit Performance Materials, a leading specialty chemicals distributor, has been appointed to provide Market ... more

    DKSH exclusively distributes Postnova Analytics’ Field-Flow Fractionation systems

    DKSH Business Unit Technology is a full service provider for high quality scientific equipment for research institutions, universities and commercial testing laboratories across South East Asia. With emphasis on application support, training, knowledge transfer and equipment servicing, DKSH ... more

  • White papers

    DKSH Performance Materials identifies key suppliers

    In 2007 an Italian customer of DKSH that produces high-tech chemistry for applications in the electronics field told us about their problems in expanding their business. While they were very successful in their home market, they had difficulties selling the same products to customers abroad more

    DKSH Performance Materials: Increasing market share in the USA

    When an opportunity arises to work with a partner to grow its business, DKSH acts fast and decisively: a business philosophy that is in everyone’s interests. Some years ago, representatives of the Otsuka Chemical Company met with DKSH specialists at a conference. We reviewed Otsuka’s produc ... more

    DKSH Performance Materials: Introduction of new program to source products

    Even under pressure to reduce costs, effective cooperation and hard work will always find a way to fulfill expectations. Most global players in the pharmaceutical industry are facing dramatic changes: blockbuster products launched in the 1990s will lose their patents over the next few years ... more

  • Companies

    DKSH Management Ltd.

    DKSH is the leading Market Expansion Services Group with a focus on Asia. With 610 business locations in 35 countries – 590 of them in Asia – and over 23,000 specialized staff, it is one of the top 20 Swiss companies ranked by sales and employees. . DKSH’s Business Unit Performance Mate ... more

Your browser is not current. Microsoft Internet Explorer 6.0 does not support some functions on Chemie.DE