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Nestlé: Successful partnerships in Thailand

New commitments signed with DKSH will continue prosperous partnerships for brands like KITKAT, MILO. The partnership between DKSH and Nestlé Confectionery is now in its third year and the achievements in that time have been impressive. Sales have risen by 150% and both sides are confident of continued growth opportunities in the years to come.

Challenge
DKSH and Nestlé Confectionery have been cooperating in Thailand based on a business model whereby Nestlé’s focus is on manufacturing and marketing, whilst DKSH is responsible for all trade, sales, logistics and back office activities.

Approach
The chocolate market in Thailand is still fairly undeveloped with relatively low per capita consumption compared to other countries in the region. We have, however, seen a positive development over the years, as industry players have started to invest in above-the-line activities.

Results
The partnership between DKSH and Nestlé Confectionery is now in its third year and the achievements in that time have been impressive. Sales have risen by 150% and both sides are confident of continued growth opportunities in the years to come. Nestlé Confectionery, with its flagship brands KITKAT and MILO, has been a very dominant and successful participant in the category and the growth rate speaks for the success which has been achieved in recent years.


Business partner quote
Our partnership with Diethelm/DKSH is a great example of win-win of thinking from both management teams. Both parties see the benefits that come from working together. Therefore, when we invariably strike issues in business, it is always how we can move on to driving the business to another level. We look forward to seeing our mutual business value double again just as quickly as possible.