Challenge
HORIBA was looking to grow its presence in Vietnam and bring its In Vitro Diagnostics (IVD) solutions to more hospitals and labs across the market. To do this successfully, the company needed a long-term partner it could trust – one with strong local experience and the ability to support its growth goals.
One of HORIBA’s top priorities was finding a partner with reliable logistics. It needed a strong distribution network to deliver its original reagents quickly and consistently to healthcare providers across Vietnam.
HORIBA also required a qualified after-sales service team. This meant having skilled engineers, trained and certified by HORIBA Medical, who could provide excellent technical support and maintenance for its diagnostic systems.
Another important need was a partner that could offer a complete range of IVD products and services – covering Hematology, Clinical Chemistry, and Coagulation – that would meet the needs of Vietnamese doctors and labs.
Approach
DKSH implemented a comprehensive, end-to-end service model designed to address every stage of market entry and growth for HORIBA. It began with navigating Vietnam’s complex regulatory environment, ensuring the timely registration and approval of HORIBA’s diagnostic systems.
With regulatory groundwork in place, DKSH deployed targeted sales and marketing strategies to increase brand visibility and drive product adoption. Its commercial team actively engaged with healthcare providers to highlight the clinical value of HORIBA’s solutions.
Clinical application support was another critical pillar where DKSH provided healthcare professionals with expert guidance to ensure accurate and effective use of HORIBA systems. This was crucial to integrate the technology into routine clinical workflows.
To ensure long-term performance and customer satisfaction, DKSH also established a certified technical service network across Vietnam. This infrastructure enabled responsive, high-quality maintenance and after-sales support tailored to the needs of Vietnam’s diverse healthcare landscape.
To promote education and engagement, DKSH organized scientific conferences, hands-on workshops, and training programs. This fostered knowledge exchange and continuous professional development within the medical community.
Lastly, DKSH worked closely with key opinion leaders and major medical institutions, reinforcing HORIBA’s credibility and building trust within the healthcare ecosystem. This collaborative, multi-dimensional approach laid a strong foundation for HORIBA’s sustained success in Vietnam.
Result
DKSH Vietnam played an instrumental role in accelerating HORIBA’s growth and visibility across the country. A dedicated commercial and technical team was established early in the collaboration, laying the foundation for sustained business growth. This specialized group focused on sales, marketing, and after-sales service, ensuring that Horiba’s solutions reached healthcare providers with efficiency and expertise.
To ensure timely support nationwide, DKSH built a strong technical infrastructure with three Technical Service Centers strategically located in Hanoi, Danang, and Ho Chi Minh City. These hubs enabled prompt maintenance, installation, and service coverage across Vietnam. As a result, HORIBA achieved a robust installed base of over 1,000 analyzers (with approximately 800 currently active) across Vietnam. These include systems for Hematology, Clinical Chemistry, and Coagulation, all actively supported by DKSH’s field teams.
The partnership also achieved deep market penetration in key healthcare segments. HORIBA’s IVD solutions gained strong traction among mid-sized and large hospitals, solidifying the brand’s presence in Vietnam’s diagnostics ecosystem.
Beyond infrastructure and reach, DKSH and HORIBA made significant investments in scientific and educational leadership. The collaboration led to the organization of Continuous Medical Education (CME) programs and clinical workshops that strengthened engagement with the medical community.
These efforts helped reinforce brand trust and reputation for both DKSH and HORIBA. Their consistent presence and quality delivery earned the confidence of healthcare professionals and institutions nationwide.
In recognition of its outstanding performance, DKSH Vietnam received the “HORIBA for Healthcare Award 2025”, highlighting its leadership in the Asia-Pacific region.
Further cementing this legacy, DKSH and HORIBA continue to co-host flagship scientific conferences annually in Hanoi and Ho Chi Minh City. These high-profile events bring together 250–300 healthcare professionals and key opinion leaders, showcasing innovations and promoting meaningful dialogue in diagnostics.