MN Chromatography MN Chromatography Business in TaiwanBusiness in Taiwan

[Alan Chiu 丘介元 2013/10/15]

Contents

Uni-Onward introductionMN sales in Taiwan (UNI-ONWARD)MN imported in Taiwan (UNI-ONWARD)Comparing product lines in history and 2013 Our actions to increase businesses rapidly The Hand-out of our design this yearSummary

Company History

Name: Uni-Onward CorporationEstablished: March 1987Employees: 182 staffsWebsite: http://www.uni-onward.com.tw

Organization ChartMr. C.H. Chang

President

Mr. Eric ChenGeneral Manager

Ms. Walter ChangManager

Mr. Otto TsaiSales Director

Ms. Gemma WangManager

MIS

Finance

Customer Service

Marketing & TSSales ( 8 groups)

Bulk

Ms. Cindy ChangManager

Ms. Alice ZhengAssociated Director

Purchasing

Administration

Warehouse

30%

31% 39%

sales team(direct sales) / 67 people

indirect sales support (TS, Market & CS) / 52 people

internal team / 53 people

32%

4% 9%

55%

Education background of Direct Sales & TS

Biochemistry / 40 people

Chemical / 24 people

Analysis / 3 peopleOthers / 7 people

Local Networks (branch offices)

TAIWANTAIWANTAIWANTAIWAN

TaipeiTaipeiPingjen CityPingjen City

HsinchuHsinchu

TaichungTaichung

ChiayiChiayi

TainanTainan

KaohsiungKaohsiung

HualienHualien

e-System Milestone

ERPERP

• Order Order •PurchasePurchase•FinancialsFinancials•OperationsOperations•AnalysisAnalysis…………....

CTICTI //e-Commercee-Commerce•Integrated Integrated serviceservice•TelemarketingTelemarketing

CRMCRM //H2O PortalH2O Portal

KMKM // WebWeb

Warehouse

Capacity: 6,500 square metersUsing capacity : 9,130 square meters Capabilities & Specialized Functions :General ChemicalsToxicCorrosiveOxidizerFlammableLow temperature storage:

General (2-8oC)Frozen (0oC, -20oC and -80oC)

18 ～26℃

Warehouse

uni-onward corp.

Toxic Chemicals Storage District

Corrosive SubstancesFlammable Substances WarehouseWarehouse

uni-onward corp.

Warehouse

uni-onward corp.

-80℃

WarehouseWarehouse

Headquarter 5F

Exhibitions

Exhibitions

uni-onward corp.

Training & Learning

Team building activities

uni-onward corp.

ISO 9001 Compliant (Certified Since 2000)

AEO Certificate

AEO Authorized Economic Operator

Which is follow WCO World Customs Origination SAFE

TAF Certificate

MN sales in Taiwan (UNI-ONWARD)

Compared with past years, the business in 2010 increased 60% . Compared to 2012, the

business in 2013 is estimated to increase at least 10%, but our target is to achieve 15% increase.

MN import value at UNI-ONWARD (Euro)

The Imported value at UNI-ONWARD in 2010 was double than past years

Compare to 2012, the import is expected to increase at least 10%

What happened to the critical increment of business in 2010?

More and more HPLC column items were brought in our market gradually and stably these years, such as Nucleodure series and Chiral columns.

Good promotion in Nucleodure HTec C18 prep columns.

Some TLC new items such as 818333 have occupied some markets successfully and been a powerful weapon against Merck.

Conventional products such as reagents and test papers were also increased in our market share.

The introduction of new products including of Syringe filters and Vials.

Complete backing including price and technique service from MN.

Aggressive actions and attempts from our strong sales team.

The main MN products sold in UNI-ONWARD in the past

Silica Gel

TLC

HPLC

Derivatisation Reagents

pH

Adsorbents

Others

Historical proportion of main products

Our MN products in recent years

HPLC and GC Columns (Significantly promoted since 2010)

TLC

Syringe Filters (Significantly promoted since 2010)

Vials (Significantly promoted since 2011)

SPE products

pH and Test paper/kit

LC Adsorbents

Derivatisation Reagents

Proportion of main products sales in 2011

Proportion of main products sales in 2012

Proportion of main products sales in 2013(Jan to Jul)

The sales variance of columns in recent years

The sales increased largely in 2011 compared to 2010 because of no promotion of this product into Taiwan in the past, but the sales has been increased dur to the second generation column Nucleodure was released and the promotion of Optima GC, which results in the sales of columns largely increased.

This includes the promotion activities at below:

1.NUCLEODURE C18 Htec preparative columns plus guards

2. NUCLEODURE analytic columns with New protection system

3.Special prices for Optima GC columns

In order to maintain the sales growth of columns, we started to proceed the promotion of new column Nucleoshell.

The sales variance of TLC in recent years

This product line has a significant growth in recent years.

This growth was favored by the second generation of ALUGRAM® released by MN’s improved TLC. For instance 818333 has a better quality to be promoted easier in the market.

The sales variance of Filters in recent years

Syringe filters was introduced into our market in 2011, The business increased largely at the beginning, but dropped in 2012. The reasons are

1.More competitors and vendors 2.Threat from Chinese products such as PVDF, Nylon, PTFE with lower prices. Our backlash:

1. MN developed a new satisfying type H-PTFE to customers. 2 New commercials illustrates the new features of up-to-date filters to customers3. Uni-Onward is on the way of introducing13mm of H-PTHE.

  

The sales variance of Vials in recent years

Market analysis

1. Plasticizer contamination event increased demand: Important customers like SGS released big orders in 2012.

2. Thermo introduced Chinese products by providing very low prices afterwards. 

Our strategy

1. Got the reasonable price supports and stable supply chain from MN

2. Released more commercials explained the advantage of working with us. Newly gained business compensated the loss from SGS.

Our actions to increase businesses rapidly

1. Keep an eye on MN’s new products and promotion activities instantly and comprehend new product lines like new type columns, syringe filters and Vials

2. Monitor market information and competitor price for the evaluation of the feasibility of new product introduction.

3. To ensure the competition of new products by sample trials and quality value confirmation with MN.

4. To draft a plan and to set a target.

5. To schedule promotion activities including commercial handouts or brochures. Small volume of free sample is occasionally considered.

Our actions to increase businesses rapidly

6. To trace the trial situation at customers and then provide product info. and technique support.

7. Storage and maintenance well controlled to ensure stable delivery to customers.

8. Strategically gather same type products to have one-time-order for lower cost.

9. Instant customer complaint handling for long term business

Vials and Caps brochure

New type of crimper tools

Optima GC Columns

H-PTFE filters

NUCLEOSHELL Columns

Our Hand-out this year

Main Competitors

HP, Agilent/J & W – greater than 50% GC column and Accessories

Varian – 50% SPE product and 20% GC Column

GL Sciences – 30% LC column(Local and Import columns)

Merck – 10% LC column and Accessories

Hypersil – 25% LC column

Phenomenex – 20% LC column and Accessories

Waters – 10% LC column and 30% SPE product

Cosmosil – 5% LC column

Millpore – More than 50% syringe filters

Pall – More than 20% syringe filters

Summary

Our Success comes from:

Complete backing including price, stable supply mechanism and efficient technique service from MN.

Aggressive action and attempt from our strong sales team.

New competitive products suitable for local market

A full range of product types to expand market easily

Something to share…

Opportunity is in you hand. Handle it and never give up!

Thanks for your attention!

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