Interview with Giles Snare, Vice President of Sales, Global, Beckman Coulter Life Sciences

We continue our spotlight on the Beckman Coulter Life Sciences professionals dedicated to empowering those seeking answers to life's important scientific and healthcare questions.

We speak to Giles Snare, Vice President of Sales, Global, Beckman Coulter Life Sciences, for his insights into the needs of Asia's growing pharmaceutical, vaccine, and life sciences industries.

1.?Can you share your insights into how COVID-19 has impacted or will impact Asia's pharmaceutical, vaccine, and life sciences industries?

Giles: “Let’s take a step back to look at the bigger picture. Before COVID-19 put healthcare at the front and centre of almost every government worldwide, we noticed several major trends in Asia Pacific. These included price pressures for generic drugs, shifts towards value-based healthcare, and the rise of homegrown companies in R&D and manufacturing. While these trends continue, there are additional factors that the pandemic brought to bear, such as supply chain disruptions. So, moving forward, we believe that the Asia Pacific's pharmaceutical, vaccine, and life sciences industries will continue to grow but will need solutions to address specific challenges faced in different environments.

Our Beckman Coulter Life Sciences teams are constantly engaging with customers and partners to understand their most pertinent challenges and offer solutions to help them move forward as they pursue answers to life’s healthcare questions.

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2. Are there any specific areas that Beckman Coulter Life Sciences is working on?

Giles: The biologics segment is an area of interest for Beckman Coulter Life Sciences. Indeed, in the Asia Pacific region, we work closely with customers and partners from discovery to development of life-changing medicine.

Two years ago, we acquired m2p-labs, a microbioreactor manufacturer based in Germany best known for its transformative BioLector plate-based microbioreactors, which support automated solutions for screening and bioprocess development. That company’s core product line complements our existing cell health, liquid handling, and laboratory automation business. Since the acquisition, we have been working closely with our channel partners and key customers to help them in their bioprocess development with our BioLector XT high-throughput microbioreactor solutions. Our goal is to help customers in academic research and biopharma research, and even vaccine manufacturing research overcome their scientific challenges.

We are very excited about the potential of the BioLector technology and have an exciting R&D program to develop new applications and capabilities for this platform.

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3. All these are fascinating developments for biologics. But for current customers, can you share with us what challenges they face and how Beckman Coulter Life Sciences is working to address their needs?

?Giles: Customers in the pharmaceutical, vaccine, and life sciences industries face tremendous time pressures and resource challenges. We are working hard to help them overcome these challenges with automation and our total workflow solutions.

For instance, customers working on next-generation sequencing demand an accurate, easy-to-use, cost-effective NGS sample prep system with built-in error reduction and the flexibility to run an array of library preparation kits from multiple vendors without the need for in-depth programming knowledge. It's a tall order, but I'm happy to say that we have the solutions for them.

We aim to work with research customers in DNA and RNA sequencing to address challenges with capabilities such as flexible application selection, application control, and work-from-anywhere*?batch set up and monitoring with our?Biomek NGeniuS Next Generation Library Prep System**.

4. All these show that Beckman Coulter Life Sciences have its pulse on customers’ needs in Asia Pacific. How would you sum up your business or go-to-market strategy for this region?

Giles: I would sum it up as Beckman Coulter Life Sciences empowering our ecosystem of stakeholders through knowledge, empowerment and innovation as we journey with them to uncover answers to life's important scientific and healthcare questions.

As the saying goes, a chain is as strong as its weakest link, and we continue to uplift the members of our ecosystem. For instance, we empower customers and channel partners in markets such as Thailand and Vietnam to improve engagement. We are also working with Danaher Life Science Instrument Group to offer comprehensive solutions for specific customers’ needs.

As the markets in Asia Pacific ease up on their COVID-19 restrictions, I am looking forward to more in-person meetings with customers, channel partners, and other stakeholders in our growing ecosystem.?

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?This feature series by Beckman Coulter Life Sciences puts the spotlight on professionals who have demonstrated leadership to deliver the company’s vision of Accelerating Answers and mission of empowering those seeking answers to life's important scientific and healthcare questions. Through knowledge sharing, let us learn while advancing research and discovery together.

* Work-from-anywhere using customer’s PC enabled with Google Chrome or Microsoft Edge.

?** Product in development. Performance characteristics have not been validated.

*** BioLector and Biomek NGeniuS are not for use in diagnostic procedures.

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