Dundee Cell Products

Dundee Cell Products came to Scottish Enterprise (SE) with ambitious international aspirations, but also with a need to focus on resources to achieve these aims more quickly.

SE and Scottish Development International (SDI) advice and access to networks overseas has given them a clear idea of what the next steps should be to access new markets and sustain success.

“We've secured some international sales into the US and are currently expanding our international marketing activities. We've also been awarded funding to hire an international manager through support from SDI”– Dr Paul Ajuh, CEO, Dundee Cell Products

The company

Established as a spinout of the University of Dundee in 2006 by Dr Paul Ajuh and Professor Angus Lamond of the College of Life Sciences, Dundee Cell Products is a manufacturing, contract research and innovative life sciences business servicing academic and commercial sector customers.

The company develops and provides high quality research reagents for biochemistry, molecular biology and cell biology research, and offers services in these areas to the life sciences community.

The challenge

Further to its spin-out from the University of Dundee in 2006, Dundee Cell Products was, in the first instance, focused entirely on the Scottish market, linking to contacts they already had from the University. However, over the last two years, international strategy for growth has become increasingly important, as Julie Brady, SE account manager, explains:

“We held an international strategy workshop with the company, and they then attended the Bio-Korea event in Korea, supported by SDI. In the last year, the company has attended several further events across the world. It’s early stages, but there are certainly a lot of prospects for them.”

The solution

Innovation and R&D have remained a top priority as the company expands its international offering, Julie explains:

“SE R&D grant support was awarded to build upon the initial SMART feasibility and establish the company’s SILAQ service. This, together with SDI support, has resulted in a significant contract with one of the biggest
pharmaceutical companies in the world.

"A second R&D grant was awarded to help Dundee Cell Products establish a new DNA cloning service."

SILAC-based quantitative proteomics, or SILAQ, is an innovative service supplied by Dundee Cell Products, which is used to analyse proteins. SILAC stands for Stable Isotope Labeling with Amino acids of Cells in culture.

How SDI helped

Paul Ajuh, Dundee Cell Product’s CEO says: “We've definitely benefited from SE training, and grant support for our international activities, helping with marketing costs and travel to exhibitions and to meet customers.

“For a small company, we don’t have enough resources to be able to do this independently, so SE and SDI have helped and encouraged us to attend events, to gain new customers and to create new relationships with potential customers.”

At the moment focusing on three main markets – Asia, Europe and the US – the key market is Japan, further to a successful trip by Paul this year.

“We're also looking to South Korea. Support from SDI allowed me to attend Bio Korea last year and I will be going again this year,” he adds.

“I've some potential partnering meetings with Korean companies. If everything goes well, we should be able to establish a strong foundation for working together.”

The impact

“The services Dundee Cell Products are offering are of interest to the pharmaceutical industry internationally, particularly in Europe, the US and now they are looking to Asia,” states Julie.

Turnover has doubled year-on-year since 2006, with Paul now looking to significantly expand the business overseas.

Attendance at relevant global events has played a big part in the growth and ambitions of the business.

Paul added: “We've secured some international sales into the US and are currently expanding our international marketing activities. We also have been awarded funding to hire an international manager through SDI mentoring and HR support.”

This appointment will result in a new Business Development Manager to head up Dundee Cell Products’ entry into other new markets.

“We benefit from having Julie as our account manager. She is always accessible, advising us on potential opportunities, contacts, and putting us in touch with people both inside and outside SE who can help with specific areas,” says Paul.

Learn more about SDI's support services to help your company target new international markets

More about SE grants and funding to support your company's international growth plans

Go to Dundee Cell Products website