Fine Chemicals
Q. Is the industry right to focus on
China and India? What about other
rapid-growth economies?
China and India are the correct focus
because no other countries (besides
perhaps Russia in the mid-term future)
share the same characteristics in terms of
population size, internal market growth and
access to a pool of well educated scientists.
Indonesia, Mexico, Brazil and Turkey are
playing a role, but they have some way to
go before they can boast all of India and
China’s strengths. I think Russia will become
a major player, but the country still has
a lot of political and social challenges to
overcome.
Q. Do you think that western
concerns over compliance with
international standards in Asian-based
Q.
priority targets. The impact is that we are now
What advice would you give to a fine
manufacturers is justified?
recognised by the market as a consolidated
chemicals manufacturing business on how
player and we are getting more projects. There
It is very justified because in Asia you have
to build and sustain successful relationships aren’t any more similar deals on the cards, but
both the best and the worst in terms of
with clients?
we may do some more specialised deals for
GMP, environmental issues and safety. A
specif_i c technologies.
common mistake when analysing China and
Do what you have committed to do. Our clients
India is to think of the two as homogeneous,
need to feel comfortable and to trust that we
Q. What are the benefits of now being
but that clearly is not the case. Our people
will deliver on our commitments, whether they
part of a larger organisation?
are constantly travelling to these two
are related to conf_i dentiality or eff_i ciency. Other
countries and they observe very different
advice is to be patient; building up a strong
Being part of a bigger organisation allows a
realities in terms of plant modernity, GMP
relationship requires a lot of time and effort.
company to offer a broader value proposition
culture, efficiency, safety and environmental
You need to take a step-by-step approach to
to potential customers, which in turn gives you
protection. Hopefully the weaknesses will
make sure that you upgrade your relationship
the opportunity to attract bigger and more
disappear over time, but in the meantime
only when you have been successful with the
sophisticated projects. It also provides you with
we should be very careful in the way we
previous step.
many more industrial options and access to
select our suppliers and which goods to
increased R&D resources. It is like suddenly
import.
Q.
having a bigger engine in your car! But when
Zach System has facilities in Italy,
increasing the size of the organisation you
France and the US – do you intend to
Q.
have to make sure that you do not reduce
In light of the heparin scare of 2008, expand further? reactivity or your ability to respond to customer
what do you think needs to be done
requirements with speed.
specifically to prevent sourcing of
Besides these countries, we are increasing our
substandard ingredients?
partnerships with the aim of producing in India.
Q. What are your priorities for 2009?
The goal is to have a diversif_i ed production
platform in order to choose the best option for
We should ask Chinese and Indian In 2008, we met our objectives – no mean feat
each product. Not all countries are equivalent
exporters to follow exactly the same rules
following an acquisition. We have redesigned the
in terms of expertise and capabilities so
as we do in terms of GMP and regulation.
organisation, enhancing our market penetration,
diversif_i cation is a big advantage.
Our authorities should carry out rigorous
meeting our sales targets and creating a
local inspections, but we should also urge
homogenised culture.
importers to take responsibility for the
Q. Tell us about the 2007 acquisition of
Looking ahead, we want to select
quality of what they import. PPG and the integration process one year on.
more projects by improving our customer
At governmental level we should oblige
relationships, select new long-term technologies
What impact has it made on your business?
that can be offered to the marketplace
countries to take control of the quality of
and optimise our eff_i ciency. Zach’s growth
their exports through GMP inspections
The PPG deal was all about gaining technologies,
model is based on being very innovative with
and certificates.
customer relationships and skilled people. The
sophisticated projects developed with preferred
When we manufacture in Italy for export
f_i rst phase of the integration process is over
customers and partners. The focus is on very
to the US, we need authorisation from the now and we will enter a second phase, aiming
high added value projects and getting the timing
Italian ministry of Health. This guarantees for continuous improvement and optimisation.
right in terms of choosing, developing and
compliance with GMP, even when we are This means making better decisions over where
marketing them. Timing is essential when you
not selling in Europe! I wish somebody to produce what product because not all
have such long development cycles.
would explain to me why this is not the plants are equivalent; each one offers different
case for companies exporting their products skillsets. This optimisation must also continue Caroline Richards is a reporter for Scrip.
into Europe.
to align our structure and resources with our
www.scripnews.com/supplements Scrip 100
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