KEP Technologies’ Setaram Brand Overcomes Stagnant Sales To Expand Market Presence in Japan
Increased market engagement and improved customer relationship management help KEP Technologies to improve sales and grow brand presence in Japan.
KEP Technologies’ key brand Setaram offers a full range of thermal analysis, calorimetry (the measurement of heat linked to biological, chemical or physical processes) as well as gas and vapor sorption solutions for scientists involved in experimental control, quality results and instrument versatility.
Challenge
Although they have an established presence in Japan, KEP Technologies was keen to further increase market growth as they were faced with stagnant sales growth for the past few years. It needed to find new ways to expand their existing customer base and spread its brand presence within the industries they serve.
Approach
The first step was to conduct in-depth market analysis to help identify all the existing and potential niche applications with growth potential for the company. Even those with very a very small customer base for the company were given detailed consideration.
Next, to help strengthen the company’s brand and product awareness in the market, we focused on improving resource planning and customer relationship building. Among the implementation was to have better tasks assignment and provide more comprehensive internal training for its technical and sales support workforce.
We also supported KEP Technologies with better planning and organizing of training, seminar and on-site visits for their customers. Another step taken was to include its range of instruments in our DKSH Technology showrooms in Japan to promote and help revitalize product demonstrations as part of the company’s outreach to more businesses in the market.
The objective of these activities was to further strengthen the mutually-beneficial business relationships between KEP Technologies and its customers.
Result
The immediate result of this partnership with us was a higher overall sales growth for the company in Japan. In recognition of the improved performance, KEP Technologies presented us with the Distributor of the Year for Asia Pacific award.
The company subsequently appointed us as an exclusive distributor of its products and to provide import, sales and marketing as well as after-sales services for its products in Japan.
We are glad to have appointed DKSH as our exclusive distributor in Japan. They helped uncover many business opportunities for us in areas of application where we had limited access previously. They have elevated the visibility of the Setaram brand in the market and have also kept our brand promise to our customers through their dedication and strong after-sales support.
– Link Brown, Global Commercial Director, KEP Technologies.
