TNT's Clinical Express Service In Asia

By Tang Hung Kei & Shirley Tan

Abstract

This case focuses on the developments of TNT's Clinical Express Service in Asia. TNT's global ambition by 2005 was to gain a majority share of the clinical trials logistics market. By August 2003, the company had established a track record for timely delivery and reliability for this service in its first phase of development in Asia. Ni Sheng Jie, General Manager of Life Sciences Asia, had to consider the growth challenges and strategy in the second phase of development which would begin with a new launch in the upcoming SEA Games in December 2003. There were several questions he had to consider in creating the next wave of growth: What expansion opportunities were there? How could he improve TNT's position in this industry in Asia?

Issues: Growth Strategy, Business Development, Marketing Strategy

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