In June 2012, the Auriga Hong Kong team saw an opportunity to help a biotech company offering cancer therapy products meet the needs of their growing business. The company was struggling with a local distributor that could not meet their sales KPIs or the need for one-working day delivery. Our teams understood the challenges of managing a growing business, offered strong channel relationships and professional delivery services to help the company grow. Assessing their needs, Auriga designed a custom suite of services including warehousing, distribution, tender management and order processing.
The partnership was successful and business was thriving until, in 2015, the company suddenly faced a challenge. Their team was short staffed and asked Auriga for support. The Auriga team was happy to help and able to take on additional sales and complex regulatory management activities on a temporary basis. With extensive experience in the local industry, the team helped to recruit two dedicated product specialists with the background and qualification necessary to effectively sell and promote biotech products. These product specialists organised a workshop with industry leaders, doctors, professors and healthcare professionals to share the capabilities and usage of the new product, along with the updated clinical data.
The crisis was quickly averted and the business was back on track. Auriga followed up the orders and delivered on time. All of the import applications processed by in-house regulatory team were successful. Sales turnover increased by double digits year on year for two years in a row – a growth rate well above the industry average. Auriga’s inventory control management system resulted in absolutely zero stock-take variance.
When the three months had passed, we reviewed our partnership with the company and took on the selling services permanently. Because of our good performance, the company opted to work with us regionally, expanding the business in Thailand and Macau.
Perhaps most rewarding of all was the letter of appreciation received for the successful implementation of the program and promotion activities, complementing our coordination and service efforts.