Issue 69
For Doi Kham, carrying on the late King Bhumibhol’s legacy in sustainability lies at the heart and soul of its mission to improve the lives of Thai farmers and their communities.
Thailand is famous for its abundance of fruit and products made from fruit. In 2016, the country exported US$741.7 million’s worth of juice, an 18.3% growth compared to the previous year.
Doi Kham was established under a royal initiative project of His Majesty the late King Bhumibhol Adulyadej in 1969 as a social business, selling processed food products in order to improve the quality of life of farmers and their communities. Today, Doi Kham operates factories in Chiang Mai, Chiang Rai, Sakonnakon and Buriram that buy fruit and vegetables from thousands of farmers in several hundred villages to produce ready-to-drink fruit juices, fruit juice concentrates, dehydrated fruit, fruit spreads, canned fruit, tomato paste, frozen fruit and soya powder.
“Everything we put into our products comes from natural ingredients,” says Pipatpong Israsena, president and chief executive of Doi Kham Food Products. “Every drop of juice that reaches consumers is made with the dedication of our farmers.”
Product quality comes first for Doi Kham, with the company paying farmers slightly above the market price for produce to ensure it gets the best fruit and vegetables, adds Israsena. The company was also awarded the Thailand Trust Mark (or T Mark) from the DITP, which is a symbol of quality and excellence, especially in terms of labour, social responsibility and the environment.
“Doi Kham cares deeply about the environment. We installed a water treatment system and we also initiated a project to ensure that water sources are kept clean,” says Israsena. “Recently, we’ve also installed solar roofs at the factories to produce electricity. Even our office building in Bangkok received a gold-rating LEED (Leadership in Energy and Environmental Design) verification which means it’s resource efficient, using less water and energy, and reduces greenhouse gas emissions.”
With a firm hold in its home market, Doi Kham is now expanding to other Asian countries and territories, such as Myanmar, Malaysia, Indonesia, Vietnam, Taiwan, Japan and China, without losing focus on its goal of giving back to society.
“In a hundred years, I want Doi Kham to become one of the legacies of the late King Bhumibhol Adulyadej,” says Israsena. “People often question whether sustainability can be put into practice and Doi Kham is the proof that a company can be profitable whilst maintaining its principles in helping farmers and their communities create a better quality of life for themselves through agriculture.”
Words by Pimsirinuch Borsub
Issue 67
Bathroom Design reveals how design and innovation has helped it penetrate overseas markets.
“Design and innovation play crucial roles in our business success,” says Eard Charuratana, managing director of Bathroom Design, a leading manufacturer of bathroom products. “We prioritize research and development (R&D) because we want to offer the best products suitable for the different demands of our customers.”
In addition to developing a range of bathtubs to meet each customer’s particular requirements, Bathroom Design adds value by incorporating modern technology and innovation to its design. This includes I-Command that enables the user to fill the bath via a mobile phone, I-Aroma an intelligent vapor mist moisturizer with aroma scent, and I-Color that offers customers a variety of light shades.
“Our R&D team always asks what kind of bathtubs we need and what our customers may prefer because people from each country or region have different body sizes, bathing styles and preferences,” Charuratana explains. “The Japanese like to lay back and relax in the hot tub. They want a small bathtub with minimal functions while Arabs prefer a large tub, where four people can bathe together.”
Founded in 1996 as a bathroom accessories importer, Bathroom Design started to produce its own brand a few years later. Currently, it manufactures bathtubs and other sanitary wares, exporting its products to over 30 countries in Asia, Europe and the Middle East.
Data from the Office of Industrial Economics shows that in 2015 the value of Thailand’s ceramic products exports amounted to approximately US$758 million, about US$170 million of which was in sanitary ware. Major export markets include Japan, the US, China, Germany and ASEAN countries.
“We have a sole distributor in each country, which must be able to support our customers when needed. They must guide the customers how to use the tub as well as being responsible for the tub installation, maintenance and after-sales services in that country,” says Charuratana. “On the global market, we have numerous strong competitors, therefore, our R&D must offer the best products for the target market.”
The company has found several trusted and potential partners by attending trade fairs hosted by the DITP in Thailand and abroad. The company has also won many awards domestically and internationally, thanks to its customer-oriented design and innovation. These awards include Thailand’s DEmark, Japan’s G-Mark and Germany’s Red Dot Design.
“The company aims to be the leader in the innovative bathroom accessories market in the ASEAN region and we will expand our businesses in overseas markets such as Indonesia and the Philippines,” Charuratana says.
For more information, visit www.bathroomtomorrow.com
Words by Somhatai Mosika
Issue 64
The leading Thai cosmetics brand explains why international customers love its products as well as its plans for the future.
In recent years, Thailand’s cosmetics industry has achieved significant global acclaim for its high quality, with several Thai brands becoming world-renowned. The industry makes a significant contribution to the country’s economy with the Thai Cosmetic Manufacturers Association estimating that Thailand’s cosmetics’ exports amounted to some US$3 billion (106 billion baht) in 2016, mainly to ASEAN countries (40%), Japan and Australia.
Currently, Thailand’s cosmetics industry is the biggest in ASEAN and ranks third in Asia after Japan and South Korea. Among ASEAN countries, Thailand is the top OEM cosmetics manufacturer for international brands.
Established in 1988, Better Way (Thailand) – the owner of the Mistine brand – initially focused on quality cosmetics products for the domestic market, especially body care, personal care, makeup, fragrances and skin care. Now, the company also exports to international markets especially countries in Asia, the Middle East and North Africa. Three years ago, it set up Better Way Shenzhen, a joint-venture company, which is the distributor of Mistine products in mainland China.
“China is a huge potential market. Online market is our major distribution channel in this country. We have at least 20,000 retailers on China’s online market platforms,” says Ongart Wongdacharoj, Mistine’s assistant marketing director.
In addition to China, Mistine has been a popular brand in Thailand’s neighbouring countries for many years, thanks to the large migrant workforce and Thai media.
“People in Cambodia, Laos and Myanmar love our products because many of them use our products when they work in Thailand and buy our products for their loved ones when they return to their countries,” Wongdacharoj says. “TV commercials … help us to reach our customers in these countries as they watch Thai TV channels.”
According to Wongdacharoj, Mistine’s success is due to its product quality, research and successful marketing strategy. “We provide high quality products at a reasonable price,” he says. “Our products are produced by quality manufacturers who are certified to international standards. Before launching any new products, we devote a lot of time to research and development to ensure our products meet customer requirements.”
Mistine uses Thailand’s superstars to promote its different products. “They are not only the presenters, as they also have to use our products. They all test the product before the launch,” he says.
In 2016, Mistine generated total sales worth around US$400 million (14 billion baht), 10% of which came from international markets. The company plans to further expand its business in overseas markets, including China and Indonesia.
For more information, visit www.mistinecosmetics.com
Words by Somhatai Mosika
Issue 65
Expertise in coconut has helped a Thai SME win health-conscious consumers’ hearts with its health and beauty products.
Adding value to local agricultural products has become one of Thailand’s major strategies to stay competitive in the present world trade market, and Tropicana Oil has proved it works well.
“Agricultural products are Thailand’s strength. With good research and development (R&D), we can get the utmost benefit out of them and create new value-added products for consumers,” says Suradej Ninek, managing director of Tropicana Oil, who has successfully turned his OTOP (One Tambon One Product) business into one of the most famous Thai brands in overseas markets.
Ninek established the company in 2003, to conduct research and develop 100% cold pressed virgin coconut oil, Tropicana Oil’s first product.
“Combining local wisdom from my hometown in Surat Thani province with advanced technology, we can produce virgin coconut oil with a unique scent that is easy to use and drink for good health,” he explains.
According to the data from the Centre for International Trade Studies, University of the Thai Chamber of Commerce, the value of Thailand’s coconut and coconut product exports amounted to approximately US$321 million (11.2 million baht) in 2015. Around 60% of this was from coconut milk exports to the US, the UK and Australia, followed by coconut oil exports to Japan and South Korea, fresh coconut to China, the UAE and Hong Kong, and canned coconut water to the US and Australia.
Having started with a single product under the Tropicana Oil brand, Ninek now offers a wide range of products under three different brands based on its category and target consumer, such as Tropicana Oil health and beauty products for mass consumers, Kalapa premium beauty solutions and Rain&Shine cooking oil.
“We continue to improve and develop our products and educate our customers about the benefits of coconut, the company has allocated around 5% of total spending on R&D annually,” he says. “Our products have received standard certifications from established organisations worldwide including the Thailand Trust Mark (T Mark), which is a symbol of excellence and trusted quality. These help us to expand business abroad more easily.”
Currently, the company exports products to 16 markets including Japan, China, Hong Kong Australia, New Zealand, Russia and New Zealand. Ninek has set the goal for Tropicana to become a global brand in 2018. To reach this target, the company has focused on improving its human resources and developing products to meet the demands of global consumers.
“We will introduce our new logo and packaging later this year,” he says. “We are going to expand our business in Europe and the Middle East where we have seen the potential but not yet sold our products.”
For more information, visit www.tropicanaoil.com
Words by Somhatai Mosika
Issue 59
Thai franchise is expanding regionally to take part in ASEAN’s promising business scene.
Strong economic growth and rising incomes are driving car sales in Thailand’s neighbours, and this has lead to a boom in automotive-related businesses.
According to the Cambodia Automotive Industry Federation, imports of new and used vehicles grew over 10% to 55,000 vehicles last year, and it is expected to increase around 10% this year while data from Myanmar’s Road Transport Administration Bureau showed that in 2015 total new vehicles sales were up 70.6% on the previous year to 6,362. In Laos, the Department of Public Works and Transport reported the total number of vehicles increased by 8.17% to around 1.71 million in 2015, compared with the previous year.
“Cambodia, Myanmar and Laos are new markets with high potential growth since we have observed the rapid increase in cars in the recent years,” says Sirijit Karnchanabatr, general manager of Thai-German company Car-Lack, the parent company of car care service provider Moly Care. “Rich people in these countries own very expensive cars and they need special services for their cars. Moly Care is the pioneer in these markets, we educate them about how to take care of their cars.”
German car care product importer and distributor Car-Lack decided to launch Moly Care in 2006 to offer premium car care services, including car washing, polishing, car interior cleaning, engine cleaning, paint removal and glass coating.
In 2010, the company expanded its business into neighbouring countries, launching a franchise branch in the Cambodian capital Phnom Penh, where it currently has two branches. Subsequently it has opened four branches in Vientiane and one in Yangon. Now, Moly Care has over 50 branches in Thailand, most of which are franchises, and seven overseas.
Karnchanabatr says that the Ministry of Commerce has played a significant role in the company’s overseas’ expansion. “We attended the tradeshow and business matching activity hosted by the Ministry of Commerce and we received some contacts from the event,” she says.
However, she cautions potential companies looking to tap into the regional market that it is not easy to select the right business partner, often taking over a year to ink the deal.
“The right partner is very important for expanding your business abroad. We always spend time selecting the good ones, who are keen on our business and able to operate it under our franchise conditions,” she explains. “Each Moly Care business partner must complete our questionnaire which requires them to conduct a market survey to prove their determination. This process also helps them to have clearer picture of the business.”
In addition to finding a capable partner, Karnchanabart said that high quality products and services, car care knowhow, and a sound marketing strategy are key factors behind the company’s success.
Moly Care plans to expand its business through franchises in Vietnam, Indonesia and the Philippines. “Franchising is the best business model for Moly Care because we believe that local [partners] know best about the most effective marketing strategy and local laws and regulations that are all crucial for operating a successful business in other countries,” says Karnchanabart.
For more information, visit www.molycare.com or e-mail This email address is being protected from spambots. You need JavaScript enabled to view it.">This email address is being protected from spambots. You need JavaScript enabled to view it.
Words by Somhatai Mosika
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