Billed as the most international company in the world, DHL is an ally for almost every economic sector. The company has innovative solutions for every problem that may arise and it is currently the third-party logistics leader in the life sciences industry. In Mexico, DHL currently works with multinational laboratories, local manufacturers, medical devices companies, and private hospitals, and it is currently prioritizing the life sciences sector.
Exclusive Interview with Daniel Pardo, President of Mexico & Life Sciences Latin America at DHL
Q: How significant is the life sciences business segment in Mexico for DHL?
A: In the life sciences industry DHL Supply Chain is the third-party logistics (3PL) leader in Mexico. We have more than 17 years of experience in this industry and currently provide logistics solutions to more than 30 customers. We are the only 3PL in Mexico that can offer integrated end-to-end logistics solutions with services such as: clinical trials management, warehousing and distribution of pharmaceutical products and medical devices, management of controlled substances, promotional material and medical sample logistics, product packaging, cold chain management, reverse logistics, and hospital logistics solutions. Today we are the largest company in logistics solutions worldwide. When people think of logistics, we want them to think of DHL. The customer is at the heart of our brand. As part of our company’s 2020 strategy, the life sciences sector has been positioned as a global priority for the group this year. The Mexican market is globally one of the top eight countries for DHL Supply Chain in life sciences.
Q: Who are your key customers and to what extent does your service approach differ for local and global players?
A: Every customer, regardless of size, has a dedicated group of sector experts looking after them at DHL. In this way, the customer is given the highest level of attention and thus we can gain a deep understanding of their business. We have functional specialists to ensure that best practices for every customer in every sector and we work jointly with them to drive continuous process improvement. Our customers are top companies from different segments, multinational laboratories, local manufacturers, medical devices, clinical trials and private hospitals. Our customer portfolio is balanced with around 60% of our customers working in the pharmaceuticals sector and around 40% in medical devices. Agreements are made locally, regionally and there are some global connections. Within global companies the regional team is driving the operations and the local team determining the characteristics of the products they need. We estimate that 80% of the deals are local with some feedback from the region and light input from global clients. We have DHL employees reviewing global needs from specific customers around the world; they have developed a contact network with the global, regional and local decision makers for each customer.
Q: How have you been designing your strategy specifically for the local market and what are the key drivers?
A: The Life Science and Healthcare (LSH) sector is highly complex, with a vast array of regulatory and compliance requirements around the globe, as well as specialized handling requirements to maintain the integrity of products. We understand that we can make a huge difference in this industry, where on-time distribution is a key factor for success. Lives may depend on it. Our customers always expect DHL to be one step ahead in the area of quality and compliance. By sharing best practices with countries that face similar challenges, we are able to offer tools to review the maturity of the logistics operations providing our customers an objective view of where we can be together. Today the industry is managing multiple challenges and priorities. The increasing cost pressure and intensifying regulation are driving the need for compliance and control. Manufacturers are exploring new solutions for their supply chain to comply with the increasing demands.
This post is an excerpt of Mexico Health Review 2015, to be released in September 2015. To pre-order your copy click here. Please direct all media enquiries to firstname.lastname@example.org.