SHASUN, an Indian contract manufacturer for the pharmaceutical industry, has strong intellectual property and controls many leading technologies. Several services are proposed to clients (research workers at their disposal, Development and Synthesis knowledge and Contract manufacturing). With about fifty patents in its possession, SHASUN distinguishes itself from its competitors due to its exclusive industrial know-how and to its international culture: permanent presence and collaboration with Europe, United States and India.
Where SHASUN’s sites in the United States and United Kingdom inspire confidence to small emerging pharma, the Indian ones suffer from a general exotic image. Conscious of their clients’ preference for occidental sites to the detriment of the others, SHASUN decided to restructure its sales force into two parts:
- An internal sales force dedicated to the sales of the occidental sites’ services,
- An external sales force, Daydream, favoring SHASUN’s know-how in India.
Daydream’s team will target emergent pharmaceutical laboratories in Europe, in order to promote SHASUN’s industrial sites in India.
This assignment, initially fixed for six months, will enable SHASUN to differentiate itself from its local competitors thanks to its reliable European sales know-how, but also to stand out from its occidental competitors thanks to the competitive prices proposed in India.
