Entering Latin America with an API Manufacturing Credibility Push
A manufacturer of active pharmaceutical ingredients (APIs) supplying domestic formulators, exploring Latin American markets where buyers rely heavily on plant inspection history and DMF filing status before engaging. The client's name and logo are published only with written permission — until then, this case is kept descriptive rather than named.
- Industry
- Pharmaceutical — Active Pharmaceutical Ingredients (APIs)
- Target Market
- Latin America
- Services Used
- Buyer Development, Export Market Selection
- 7 DMF/dossier requests received through the new request flow
- 4 formulators in Latin America engaged in active technical evaluation
- 3x increase in time spent on localized technical pages
The Challenge
Latin American formulators typically shortlist API suppliers based on DMF status and inspection history — information that was not presented anywhere on the client's site. Spanish-speaking procurement teams had no localized entry point and were bouncing off English-only technical pages. No mechanism to route DMF and technical-dossier requests without a lengthy manual back-and-forth by email.
Our Approach
Built a plant credibility page detailing inspection history, DMF filing status by molecule, and quality systems in place. Localized key export and product pages for Spanish-speaking procurement audiences in target Latin American markets. Created a structured technical-dossier request form routing DMF and CoA requests directly to the regulatory affairs team. Mapped and targeted molecule-specific search terms used by Latin American formulators sourcing new API suppliers.
The Outcome
The plant credibility page and Spanish-language technical content gave Latin American procurement teams what they needed to move a supplier from unknown to evaluated — without a single phone call. Within the engagement window, the new dossier request flow surfaced real technical buying intent that the client's site had never captured before.
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