Pioneering the Oil and Gas Industry in Vietnam
The oil and gas industry is evolving rapidly, driven by increasingly stringent export standards. Recognizing these challenges, DKSH introduced the Bruker NMR MQ20 system in Vietnam – the first of its kind in the market – setting a significant milestone for the industry.
Our customer is involved in the development, construction, and operation of Vietnam’s first integrated petrochemicals complex located in the Ba Ria-Vung Tau province. The project will comprise a world-scale grassroots mixed-feed cracker, downstream polyolefins plants, a central utilities unit, a port, a jetty, storage, and other associated facilities. As the first integrated petrochemicals project in Vietnam, its role is to meet Vietnam’s growing domestic demand for polymer resins and to enhance the competitiveness of its plastic industry.
Challenge
The oil and gas industry is evolving rapidly in Vietnam with stringent export standards. With these new regulations implemented, customers face challenges meeting strict quality criteria. Previously, the company relied on manual analysis methods, which were time-consuming and lacked high accuracy.
As a result, they sought a modern solution to support the analysis of oil and gas parameters, particularly for measuring rubber content. To ensure the equipment met their requirements, the customer also requested a sample test before making a final decision.
Approach
DKSH Korea addressed these challenges through a proactive and comprehensive strategy that combined regulatory foresight, targeted engagement, and strategic marketing. Anticipating future regulatory shifts, DKSH positioned Novasina’s LabMaster Neo as an essential tool for companies preparing for compliance. By showcasing how water activity testing aligns with global standards—including its adoption in the US Pharmacopoeia—DKSH underscored the long-term value of investing in this technology.
To accelerate market adoption, DKSH focused on engaging key players in the industry, including leading pharmaceutical companies and government-certified testing laboratories. Introducing the LabMaster Neo to testing labs first created a ripple effect; as the labs produced reliable results, larger companies were encouraged to integrate the devices into their internal quality control processes.
This effort was complemented by a dedicated sales strategy led by DKSH’s sales manager, who provided swift, personalized support to clients. A robust marketing campaign further reinforced this strategy, utilizing targeted SEO and advertising on platforms like Naver and Google to ensure maximum product visibility. Additionally, implementing a marketing automation system streamlined lead generation and follow-ups, driving significant interest and inquiries.
Result
Within just a few months, over 50 LabMaster Neo devices were sold to pharmaceutical companies, firmly establishing DKSH Korea as a leader in water activity testing solutions. This achievement not only addressed immediate client needs but also positioned companies for future regulatory compliance, reducing testing times from several days to just 20 minutes.
Beyond the impressive sales figures, DKSH Korea’s efforts had a broader impact on the industry. By encouraging proactive preparation for regulatory changes and improving quality control processes, DKSH strengthened its reputation as a trusted partner in the pharmaceutical sector. The marketing campaign significantly boosted brand awareness, leading to a surge in inquiries and further solidifying DKSH’s market position.
