MARKETING STRATEGY FOR CLINICAL EXPRESS SERVICE IN TNT EXPRESS IN VIETNAM MARKET

MINISTRY OF EDUCATION & TRAINING HO CHI MINH CITY OPEN UNIVERSITY UNIVERSITEÙ LIBRE DE BRUXELLES SOLVAY BUSINESS SCHOOL MBMM PROGRAM TRAN MINH HAO MARKETING STRATEGY FOR CLINICAL EXPRESS SERVICE IN TNT EXPRESS IN VIETNAM MARKET FINAL PROJECT MASTER IN BUSINESS & MARKETING MANAGEMENT TUTOR: DR NGUYEN THANG Ho Chi Minh City 2007 i COMMITMENT I am bound that my final project titled “Marketing Strategy for Clinical Express Service in TNT Express in Vietnam market” was developed by myself I am responsible for all the data and arguments in the thesis ii ACKNOWLEGEMENT To finish this project, I would like to express my sincere thanks and appreciation to MBMM1 professors who have facilitated and helped me with all their kindness and assistance My special thanks to Doctor Nguyen Thang, Marketing Manager of Nokia, has encouraged and given me a lot of advice on doing this thesis Without Doctor Nguyen Thang's advice, a lot of difficulties would surely arise during my process on this task My greatly appreciation to Ms Tran Thi Xuan Dung, Special Service Manager, TNT Express Co., who has supplied me with valuable data and information for this project There were lot of support also from all TNT & DHL Express Country Manages, Managers, Supervisors, and sales executive groups who created favorable conditions, gave me relevant data even stayed on my behalf during the time I was busy with this research dissertation Last but not least, my family has encouraged me always, made me confident and delighted to finish this research dissertation As all data concerning TNT Vietrans Express Vietnam & DHL VNPT Express business must be kept confidential for at least years from the time of the hand-in of the thesis (2007), so I am regretted that I can not put this report in the library Ho Chi Minh City Open University for reference at this time being Once again, all assistance helping me with this thesis is greatly appreciated iii EXECUTIVE SUMMARY Clinical Trial is an important part of the R&D process of new drugs, initiated by pharmaceutical companies In Asia, the clinical trial market is booming The pharmaceutical market grew by seven per cent on a global level to US$600 billion in Asia, while the Asia Pacific region is expected to grow by up to 12 per cent annually To support the growth of the clinical trials sector in Asia, TNT Vietrans Express launched Clinical Express Service, which started in Vietnam in 2004 How to market its services to customers successfully in a keen competition market is being a great issue for TNT Vietrans Express Within this thesis, we will draw out the marketing strategy for TNT Express Vietnam to develop its Clinical Express (CE) product The qualitative methodology by using in-depth, open-ended interviews, direct observations and written documents is mainly used in this thesis combined with quantitative methodology through surveys, existing business reports, and business statistics Further more, services marketing can be combined with marketing mix as mentioned by Adrian Buckley in his book of "The Essence of Services Marketing", Prentice Hall Europe 1993 to be suggested to apply in the case of TNT Express Vietnam With a proper services marketing strategy, we can drive our company in the right direction to win our competitors in the market where fierce competition always exist in all field of business, including clinical express industry iv TABLE OF CONTENTS Page AKNOWLEDGEMENT i EXECUTIVE SUM MARY ii TABLE OF CONTENTS iii LIST OF TABLE iv LIST OF FIGURE iv PART 1: INTRODUCTION 1.1 INTRODUCTION 01 1.2 PROJECT OBJECTIVE 02 1.3 SCOPE AND LIMITATION OF PROJECT 03 1.4 METHODOLOGY 04 1.5 FINAL PROJECT STRUCTURE 05 PART 2: SITUATION ANALYSIS 2.1 EXTERNAL ENVIRONTMENT ANALYSIS 06 2.1.1 Vietnam’s medicine expense 06 2.1.2 Clinical Industrial Analysis 07 2.2 INTERNAL ENVIRONTMENT ANALYSIS 13 2.2.1 TNT Express Worldwide Profile 13 2.2.2 Survey results and analysis 14 2.3 SWOT ANALYSIS OF TNT CLINICAL EXPRESS SERVICES (CE) 16 v PART 3: MARKETING STRATEGY FOR CLINICAL EXPRESS SERVICE IN TNT EXPRESS IN VIETNAM MARKET 3.1 TNT CE OBJECTIVES FOR THE YEAR 2010 17 3.1.1 The overall objectives 17 3.1.2 The specific objectives 17 3.2 CE MARKETING STRATEGY 18 3.2.1 Market Segmentation and Targeting 18 3.2.2 Pricing Strategy 21 3.2.3 Marketing Communications Mix 22 3.2.4 Logistics and other aspects 24 CONCLUSIONS 25 BIBLIOGRAPHY 26 APPENDICES .27 vi LIST OF TABLES Table 1: GDP - INCOME – MEDICAL EXPENSE 2006-2010 Table 2: CE PRODUCT REVENUE .9 Table 3: THE COMPARISON OF PRICE OF CE SHIPMENT 10 LIST OF FIGURES Figure 1: CHART OF RESEARCH FRAMEWORK .4 Figure 2: PERCEIVED MARKET SHARE OF TOTAL CE SHIPMENTS 10 Figure 3: THE RATIO OF CUSTOMER WOKING DAY/WEEK .14 Figure 4: THE RATIO OF TESTS FOR PATIENTS/DAYS 14 Figure 5: THE REASONS FOR SELECTION OF LAB AND SERVICE 15 Figure 6: THE FACTORS MAKE CUSTOMERS LIKELY TO USE LAB .15 Figure 7: SWOT ANALYSIS OF TNT CLINICAL EXPRESS SERVICE 16 Figure 8: MARKET SEGMENTATION AND TARGETING .19 vii ABBREVIATION ABC Air Business Corporation AF Air France AFC American Forwarding Corporation AP Asia Pacific ASEAN Association of Southeast Asian Nations AWB Airway Bill CAGR Compound Annual Growth Rate CLF Cost, Insurance and Freight CRO Clinical Research Organization CTN Clinical Trial Network DOX Documents Express DHL Dalsey, Hillblom, Lynn EMS Express Mail Service EU European Union FDI Foreign Direct Investment FedEx Federal Express GDP Gross Domestic Products LMP General Statistics Office R&D Research and Development SQ Singapore Airlines TNT Thomas Nationwide Transport UPS United Parcel Service WTO World Trade Organization PART1: INTRODUCTION 1.1 INTRODUCTION A Clinical Trial is an important part of the R&D process of new drugs, initiated by pharmaceutical companies In general, a new drug R&D process comprises of three main phases: (1) Body fluid samples (diagnostic specimen) taken from patients are sent to central laboratories; (2) Doctors are responsible for taking samples and shipping them to the laboratory; (3) Laboratory takes care of analyzing the samples TNT is mainly involved in phase trials, where drugs are tested on human patients: the transportation of testing kits to doctors carrying out the trials, as well as blood and urine samples to the laboratory following the successful administration of drugs to patients TNT started Clinical Trial Logistics in 1993 worldwide Till now, as the Established Market Leader, TNT has global partnership with major clinic research organizations and pharmaceutical companies around the world and is now Clinical express service provider for many international hospitals & pharmaceutical company and government institutes In Asia, the clinical trial market is booming Recent revisions to the pharmaceutical industry’s regulatory laws as well as improved patent laws in countries such as Japan, China and India, have led to the burgeoning clinical trials market in Asia The pharmaceutical market grew by seven per cent on a global level to US$600 billion while sales in Asia grew by about nine to ten per cent Looking forward for the next five years, the Asia Pacific region is expected to grow by up to 12 per cent annually To support the growth of the clinical trials sector in Asia, for Viet Nam, TNT launched Clinical Express (CE) service, a suite of logistics services for the clinical trial logistics market in April 2004 Targeted at pharmaceutical companies, central laboratories and contract research organizations engaged in clinical research and drug development The biggest achievement TNT Vietnam got was with 22nd Seagames (513, Dec 2003) when it did collect and moving thousands of urine specimen of 22nd Seagames Athletes from 33 locations all over country and deliver to the Beijing laboratory within 36 hours at minus 20 degree for purpose of doping test For the development of CE service, TNT not only recognizes the importance of clinical trial logistics but also is well positioned to meet the growth and challenges presented by the sector through the innovative solutions and ability to sustain and develop the services However, there is not yet a proper marketing strategy for CE Service in Vietnam market at the time being This research dissertation aims to that: to provide an understanding of the theory and practices in the development and execution of services marketing strategy for the TNT Clinical Express Service (for the period to the year 2010) 1.2 PROJECT OBJECTIVE The main objective of this research study is to find out the situation of services marketing strategy for Clinical Express Service of TNT Express in Vietnam market at this time being The specific objectives are: Concerning the research objectives, at least there are four specific objectives which should be achieved in this research as follows: - To have an overview of Vietnam Market in a World chain market which impacts on CE service, especially on TNT Clinical Express in Vietnam - To analyze and understand the current external environment aspects - To analyze and understand the current internal environment aspects 28 LIST OF APPENDICES Appendix 1: QUESTIONAIRE – VIETNAM CLINIC SURVEY .29 Appendix 2: QUESTIONS FOR INTERNAL INTERVIEW .32 Appendix 3: INTERNAL INTERVIEWEES .33 Appendix 4: TOP TEN CLINICAL CUSTOMER .34 Appendix 5: CLINICAL EXPRESS CUSTOMER LIST 35 Appendix 6: TNT EXPRESS ORGANIZATION STRUCTURE 38 Appendix 7: PACKAGING SOLUTION FOR CLINICAL SHIPMENTS 39 Appendix 8: SPECIAL SERVICE PRODUCT RANGE .41 Appendix 8: CLINICAL EXPRESS : BASE PRICE & SURCHARGE 42 29 APPENDIX 1: QUESTIONAIRE Vietnam Clinic Survey Questions We are TNT, a global logistics and express courier service provider We are conducting a brief survey on medical clinics in VIETNAM in order to understand how labs might better support the needs and demands of the private medical community Would you mind if I asked you a few brief questions? 1) Do you provide medical services? General practice Specialist practice 2) If specialist, what is the area of your clinic’s expertise? a) Gynecology b) Oncology c) Neurology d) Cardiology e) Other 3) What are your normal operating hours? a) days/week (no lunch break) b) days/week (with lunch break) c) days/week (with extended operating hours) d) days/week e) days/week 4) On average, how many patients you serve a day? a) 1-5 b) 6-10 c) 11-15 d) 16-20 e) 21+ 30 5) On average, how many tests (blood, urine, other) are ordered for your patients on any given day? a) 1-5 b) 6-10 c) 11-15 d) 16-20 e) 21+ 6) On average, what time of day you collect the most samples? a) Between 8:30-10:30 b) Between 10:30-12:30 c) Between 12:30-2:30 d) Between 2:30-4:30 e) After 4:30 7) On average, how many times a day does you send samples to labs? a) Never b) 1-2 times/day c) 3-5 times/day d) More than times/day 8) Do you use more than one lab to process your samples? If so, how many? a) 1-2 b) 3-4 c) 5-6 d) More 9) Who are your preferred labs? (Please list in order of preference) • DIAG • OVERSEAS LAB • MEDIC CENTER 31 10)Are you required to use only certain labs, and if so, why? 11)When a sample is ready for collection, you call the lab, or provide samples to labs on a first-come, first-serve basis? 12)If there is no difference between the range of large service or price, how would you choose on lab over the other to run your test? a) Breadth of testing services? b) Speed of call response for pick-up? c) Speed of returned results & reporting? d) Quality & consistency of test results? e) Whether the lab is covered by a patient’s insurance policy? f) Doctor’s preference? 13)Which three of the following services would make you more likely to use a lab service? a) Extended operating hours? b) Regularly scheduled pick-ups? c) Wider range of testing services? d) Faster response times to pick-up call-ins? e) Faster turn-around on testing and reporting? f) Price discounts based on sample volumes? g) On-line, emailed or faxed test results? h) Improved handling and transport of samples? i) Other? Thank you very much for your assistance! 32 APPENDIX 2: QUESTIONS FOR INTERNAL INTERVIEW I am doing my final project with the topic “Marketing Strategy for Clinical Express Service in TNT Express Worldwide Co., Ltd” I appreciate that you save sometime to give your opinions and responses to my follow questions: Please give your overview of TNT Vietrans Express operation in Clinical Express during the last year? Please give your own opinion of TNT in comparison with DHL, FeDex, UPS in term of branding in Clinical Express? What is your forecast growth for year this year 2006 & next year 2007 in terms of shipments, revenue and kilos? What advantages and disadvantages for Clinical Express may arise when Vietnam joins WTO? Do you feel that Vietnam can improve Clinical Express service in comparison with other Asia Pacific countries? What can you suggest to improve TNT’s human resource for Clinical Express? Your own ideas to suggest services marketing strategy for Clinical Express of TNT Express Co.? Thank you very much for your kind cooperation and assistance! 33 APPENDIX 3: INTERNAL INTERVIEWEES Organization Name of Interviewees Position TNT Vietrans Express Mr Iman Stratenus General Director TNT Vietrans Express Mr Nguyen Ngoc Hung Country Sales & Marketing Manager TNT Vietrans Express Mr Nguyen Huu Ky Lan Country Operations Manager TNT Vietrans Express Ms Tran Thi Xuan Dung Special Service Manager TNT Vietrans Express Ms Ly Hai Bang Clinical Nominee TNT Vietrans Express Mr Diep Bao Hoa Ground Service Manager TNT Vietrans Express Country Customer Service Manager TNT Vietrans Express Ms Nguyen Thi Thu Van Ms Nguyen Thanh Huong Country Human Resource manager TNT Vietrans Express Mr Vo Thanh Van Country Information System Manager DHL VNPT Express Mr Tim Baxter General Director DHL VNPT Express Mr Thushan Gooneratne National Operation Manager DHL VNPT Express Mr Lim Kian Peng National Commercial Manager DHL VNPT Express Mr Angelo Perera National GMNC Manager DHL VNPT Express Mr Tran Minh Dung National Marketing Manager DHL VNPT Express Ms Tran Thi Thu Hang National Human Resource Manager 34 APPENDIX 4: TOP TEN CLINICAL EXPRESS CUSTOMER Franco Vietnamese Hospital Cho Ray Hospital Tumor Hospital 175 Hospital Gia Dinh Hospital Hospital For Tropical Diseases 115 Hospital Tu Du Hospital Hospital of Traditional Medicine 10 Dialasie Hospital 35 APPENDIX 5: CLINICAL EXPRESS CUSTOMER LIST No Company name Science name Address ABBOTT LAB Chemical & Allied Products Unit 1001, Fl10, Ngo Duc Ke Str, Dist 1, HCMC ABBOTT LAB Chemical & Allied Products Unit 902, Fl9, Ngo Duc Ke, Dist.1- HCMC ASTRAZENECA (SINGAPORE) PTE LTD FL5, R503 115 Nguyen Hue Str, Dist 1, HCMC ASTRAZENECA PHARMACEUTICAL 179 Vo Thi Sau, Ward17, Dist.3 AUSTRALIA CLINIC 38 Mac Dinh Chi Str, Dakao Ward, Dist 1, HCMC AVENTIS INTERCONTINENTAL REP.OFFICE 10 Ham Nghi Str, Dist 1, HCMC BAYER -1/3 Do Xuan Hop Ap 4, Thi Tran Uyen Hung, Tan Uyen-Binh Duong BAYER CROP SCIENCE VIETNAM Lot 1104 Amata IP, Long Binh, Bien Hoa-Dong Nai BENH VIEN DAI HOC Y DUOC 215 Hong Bang, District 5, HCMC 10 BRISTOL MYERS SQUIBB Wholesale Nondurable Goods Unit 2101, Fl21, Ngo Duc Ke, Dist.1 11 CHO RAY HOSPITAL Health Services 201B Nguyen Chi Thanh Str, Dist 11, HCMC 12 COLUMBIA ASIA VIETNAM Health Services Alexandre De Rhodes- Dist,HCM 13 DIETHELM & CO LTD Chemical & Allied Products 108-110 Nguyen Van Troi - Phu Nhuan Dist 14 DSM NUTRITIONAL PRODUCTS VN LTD Chemical & Allied Products 26 Dai Lo Doc Lap-VSIP-BD 15 FV HOSPITAL Health Services Nguyen Luong Bang, Tan Phu Ward, Dist.7, HCMC 16 GLAXO SMITH KLINE VIETNAM Wholesale Nondurable Goods Chemical & Allied Products 235 Dong Khoi, Dist.1 36 17 HCM CITY FAMILY MEDICAL PRACTICE Diamond Plaza, 34 Le Duan, Dist.1 18 MEDIC MEDICAL CENTER 254 Hoa Hao Str, Dist 10, HCMC 19 MEDICAL TECHNICAL SERVICES 252-254 Cong Quynh Str, Dist 1, HCMC 20 N.V.ORGANON VIETNAM Chemical & Allied Products Rm201,2/F-235 Dong KhoiDist.1,HCM 21 NIKKISO Chemical & Allied Products Duong so19, KCX Tan Thuan, Dist.7, HCMC 22 OSCAT/ AEA VietNam Co Ltd Oil & Gas Extraction /Fl , 65 Nguyen Du St., District 1, HCM 23 24 PASTEUR INSTITUTE PFIZER (THAILAND) LTD.,Rep.Office 167 Pasteur Str, Dist 3, HCMC Unit 604, Fl6, 37 Ton Duc Thang Str, Dist 1, HCMC 25 PHUONG LIEN CO., 116 Trieu Viet Vuong Str, Hai Ba Trung, Ha Noi 26 RANBAXY VIETNAM Co Ltd Chemical & Allied Products 27 Duong so VSIP-Thuan AnBinh Duong 27 ROCHE CHEMICAL Chemical & Allied Products 180C, Hai Ba Trung Str, Dakao Ward, Dist 28 29 S.O.S SANOFI SYNTHELABO VIETNAM Health Services Chemical & Allied Products 65 Nguyen Du - Dist 1, HCMC 440 Nguyen thi Minh Khai, Dist.3 30 SANOFI PHARMA Chemical & Allied Products 15/6C Dang Van Bi- Thu DucHCMC 31 SGS VIETNAM-LOGISTIC 141 Ly Chinh Thang Str, Dist 3, HCMC 32 STELLA IVY COSMETIC CO.,LTD 157A Pasteur Str, Dist 3, HCMC 33 TOGASHI HOSEI 15 Truong Son Str, Dist 10, HCMC 34 35 TU DU HOSP UNITED PHARMA Health Services Chemical & Allied Products 284 Cong Quynh- Dist.1 61 A Cao Thang - Dist.3 36 UNIVERSITY OF OXFORD CLINICAL RESEARCH UNIT Health Services 190 Ben Ham Tu Str, Dist 5, HCMC 37 37 VIRBAC 38 WHO TECHNICAL OFFICE IN HCMC 159 Hung Phu, Dist 8, HCMC 39 ZUELLIG PHARMA VN Chemical & Allied Products 8/ Fl, 37 Ton Duc Thang - Dist.1 40 Astrazeneca Chemical & Allied Products R601,North Star Building, 04 Da Tuong, Ha Noi 41 Health Services HANOI FRENCH HOSPITAL - BENH VIEN VIET PHAP Health Services HANOI FAMILY MEDICAL PRACTICEPHONG KHAM GIA DINH HANOI Phong kham Thu y (Clinique Veterinaire) 42 43 44 45 Vien Ve sinh Dich te (National Institute of Hygiene and Epidemiology) 46 GLAXO SMITH KLINE 47 48 49 Phong Lab thu y quoc te Truong Dai hoc Y Ha Noi Mediplantex- Cong ty co phan duoc Trung Uong Mediplantex International SOS 50 51 52 VIEN KHOA HOC HINH SU VIET DUC HOSPITAL 53 PFIZER HANOI Chemical & Allied Products 12A- 14 Me Linh- W.14- Binh Thanh Dist Phuong Mai- Dong Da, Hanoi Room 109-112, Building A1, Van Phuc, 2981 Kim Ma Street, Hanoi 98 To Ngoc Van, HaNoi 63 Tran Hung Dao, Hanoi Health Services Chemical & Allied Products Chemical & Allied Products P405 - 49 Hai Ba Trung - Ha Noi 158 Nghi Tam, Hanoi So 1- Ton That Tung, Ha Noi 358, Giai Phong Str., Hanoi 31 Hai Ba Trung Str, Hanoi, VN 99 Nguyen Tuan, Hanoi Health Services 14 Phu Doan, Hoan Kiem, Ha Noi Chemical & Allied Products Rm#502, Viet Au Bldg, 205 Giang Vo, Hanoi 38 APPENDIX 6: TNT VIETRANS EXPRESS ORGANIZATION STRUCTURE 39 APPENDIX 7: PACKAGING SOLUTIONS TO CLINICAL SHIPMENT Medpak Medpak is an innovative packaging solution, designed to ensure the express distribution, security, safe handling and priority treatment of time-sensitive shipments of non-infectious specimens (like test tubes of blood and urine) Specifically developed for ambient diagnostic specimens, Medpak secondary packaging meets all IATA 650 specifications, ensuring operator protection and compliance with all appropriate regulations Its unique and distinctive design also ensures immediate identification by TNT's systems - alerting staff to special handling and priority treatment requirements, preventing delays and facilitating timely progress of related clinical trials Medpak is available in two different sizes: - 18.5 cm x 13 cm x 10 cm - 22 cm x 18 cm x 10 cm Medpak Thermo Many pharmaceutical products and biomedical samples are sensitive to temperature change Medpak Thermo ensures fast express distribution, security, safe handling and priority treatment of these important and temperaturesensitive shipments Medpak Thermo was designed for the transportation of non-infectious specimens (like test tubes of blood and urine, which require temperature-controlled packaging) The complete solution comprises three key elements: insulated re-usable packaging; temperature control (including dry ice or gel packs), and time critical international transport 40 The Medpak Thermo is a very robust polyurethane isotainer that meets all IATA specifications, ensuring operator protection and compliance with all appropriate regulations It is also environmentally friendly and extremely easy to handle (both to pack and unpack) Polyurethane is used as an isolator because of its proven isolating qualities And thinner walls make for a reduction in overall volume Chilled The Medpak Thermo is the ideal solution for the transport of chilled samples - in particular, those requiring a sustained temperature of between two and eight degrees Celsius By packing products with specially designed highly effective cooling elements, it maintains a stable chilled temperature for up to 48 hours Frozen To keep products frozen, Medpak Thermo offers two types of coolant: either dry ice or gel packs With five kilograms of dry ice, the temperature within the container remains at -20 degrees Celsius for up to 83 hours And the high quality gel packs maintain the temperature at - 20 degrees Celsius for at least 24 hours 41 Appendix 8: TNT SPECIAL SERVICE PRODUCT RANGE Product Range Time Critical Services Freight Services Premium Express Air Freight Special Handling Storapart & Distribution Services Outsourced Services Dangerous Goods First to Market Archive & Records management Life Sciences After Sales Express Road Freight Special Express Sea Freight Combination Freight High Value Docs and goods Merge in Transit Financial and Banking Distribution Techno Courier Mailroom & facilities Management Repair and Return Customs Brokerage Break-bulk Project management 42 Appendix 9: CLINICAL SERVICE: BASE PRICE & SURCHARGE (Tariff Proposal – Clinical Trials) WEIGHT(Kg) ZONE Singapore Thailand ZONE Taiwan Indonesia Malaysia Philipines 0.5 42.00 46.00 1.0 47.00 54.00 2.0 57.00 70.00 3.0 67.00 86.00 4.0 77.00 100.00 5.0 87.00 114.00 6.0 95.00 7.0 8.0 ZONE4 Western Europe Britain France Germany ZONE USA Canada ZONE Saudi Kuwait Egypt Leban Zone Rest of the World 47.00 53.00 54.00 55.00 65.00 67.00 60.00 64.00 70.00 74.00 78.00 71.00 89.00 86.00 93.00 102.00 106.00 118.00 87.00 103.00 113.00 119.00 130.00 134.00 150.00 137.00 143.00 157.00 160.00 119.00 180.00 161.00 167.00 184.00 186.00 126.00 210.00 132.00 184.00 190.00 208.00 210.00 236.00 103.00 111.00 138.00 145.00 207.00 213.00 232.00 234.00 262.00 149.50 157.50 229.00 235.00 255.00 257.00 9.0 287.00 119.00 160.50 169.50 250.00 256.00 277.00 279.00 311.00 10.0 127.00 171.50 181.50 271.00 277.00 299.00 301.00 335.00 11.0 133.00 181.00 191.50 286.00 292.50 316.00 318.00 356.00 12.0 139.00 190.50 201.50 301.00 308.00 333.00 335.00 377.00 13.0 145.00 200.00 211.50 316.00 323.50 350.00 352.00 398.00 14.0 151.00 209.50 221.50 331.00 339.00 367.00 369.00 419.00 15.0 157.00 219.00 231.50 346.00 354.50 384.00 386.00 440.00 16.0 163.00 228.50 241.50 359.00 369.00 400.00 402.00 460.00 17.0 169.00 238.00 251.50 372.00 383.50 416.00 418.00 480.00 18.0 175.00 247.50 261.50 385.00 398.00 432.00 434.00 500.00 19.0 181.00 257.00 271.50 398.00 412.50 448.00 450.00 520.00 20.0 187.00 266.50 281.50 411.00 427.00 464.00 466.00 540.00 5.00 8.50 9.00 10.00 12.00 14.00 14.00 19.00 Add per kilo ZONE Japan South Korea China Australia ZONE Eastern EU Sweden Finland Denmark SURCHARGE USD DG surcharge/ shipment (for infectious and/or frozen shipment) Dry ice supply/Kg Global Security/fuel VAT 148.50 3% 10% 148.50 3% 165 3% 10% 192.50 3% 10% 203.5 3% 10% N/A 3% N/A 3% N/A 3%