Beckman Coulter India
eyes new frontiers
Chandrashekar, MD, Beckman Coulter India, Mumbai
Beckman Coulter India, a
wholly-owned subsidiary of Beckman Coulter, US, is one of the leading
manufacturers of biomedical testing instrument systems, tests and
suppliers that simplify and automate laboratory processes. Diagnostic
and life science research portfolios of the company have been the major
growth contributors to its revenue, which tripled during the last
fiscal 2008-09. Findings of the BioSpectrum Top 20 BioSupplier Survey
in India revealed the robust growth of Beckman Coulter India.
Dr SP Chandrashekar, MD,
Beckman Coulter India, in an exclusive interview with BioSpectrum
shares more about the robust growth of the company during these tough
times and the measures taken to retain this growth.
What are the major
initiatives that steered company’s growth?
Beckman Coulter had been operating in India through indirect presence
since many years. Beckman Coulter India’s revenue growth had
not been commensurate with the market growth. However, since 2006 and
especially in the year 2008 we reached a stage where on a three-year
compound annual growth rate (CAGR) basis we grew our life science
research (LSR) business at a rate over 40 percent year-on-year which is
far above the market growth rate for the period.
As for initiatives that enabled this growth–-we enhanced our
focus on various key segments and provided radically different customer
support and technical service which were based on transparency and
What are the progress
that happened in centrifugation space?
In general, we continued to retain and grow with our existing base of
customers who reposed and renewed their faith in us by giving repeat
business. At the same time, we had some new opportunities in the newly
set up research organizations such as Indian Institutes of Science
Education and Research (IISERs) as well as non-traditional customers
for our high-end centrifuges. In addition, breakthroughs came from high
level research institutes (including the Indian Institutes of
Technology (IITs)) and others who chose Beckman
Coulter’s products for their nanotechnology research units.
To what extent the
diagnostics and LSR portfolios contribute to the growth of the company?
The contributions from clinical diagnostics and LSR have been
consistent with the focus and attention paid to the respective customer
segments and addressing the needs thereof. In terms of growth rate, I
would say both the portfolios have done well at almost the same rates
on a three-year basis, although, there may be a very small year-on-year
differences in the individual contributions. The outlook for both our
businesses is bright and any impact otherwise would only be a result of
the current global and Indian economic scenarios, which would affect
all the players in this space.
What is the status of
the new Particle Characterization laboratory of
The new lab has been highly appreciated by our customers. The lab
serves as a place for us to conduct pre-sales demos to prospective
customers as well as to provide post-sales application training to
existing customers. We also serve our industrial customers, especially
the biopharma and pure pharma companies, at this site by helping them
solve practical process problems and develop methods for the various
new applications that they seek and create SOPs for these methods.
What are the strategies adopted for the fiscal year 2009-10 to further
improve the growth?
We will continue our customer-focused approach to the market by
offering newer technology-based products like
nanotechnology-based particle characterization products, protein
characterization products and flow cytometry product offerings. We will
also explore newer customer segments through our products and services
to further enhance our growth in the coming period ahead.
What is the current
state of global biosuppliers market?
As one goes around the country meeting existing customers and new
prospects, one gets to hear that all the traditional global
biosuppliers are focusing on India. The year 2009 has seen major export
projects/orders and traditional short-term CRO projects getting
delayed, which will impact the Indian biosupplier market, and might
lead to some degree of consolidation of suppliers by the end of the
year or certainly in the first half of 2010, if this trend continues.