Success Stories

Analtech, Inc. (iChromatography)

Profile: iChromatography/Analtech, Inc., established in 1961, is the United States’ only manufacturer of thin layer chromatography (TLC) plates and a leading manufacturer of TLC accessories. Analtech’s products are used by the chemical, pharmaceutical, agricultural, automotive and petroleum industries. The company, which has 15 employees at its Newark, Delaware, headquarters, provides TLC products to more than 70 countries and over 1,000 research, forensic and pharmaceutical labs.

Trade: Analtech started exporting its products in 1995 and began exporting to Korea in 2005. Korean universities and pharmaceutical companies depend on TLC technology for its user-friendliness and precision. Over the past few years, Analtech has expanded its efforts in Korea and strengthened its partnerships with its distributors thanks to the reduced tariffs and transparent business environment fostered by the US Korea Free Trade Agreement (KORUS FTA). In 2013, Analtech executives visited Korea to meet with distributors and exchange information on products, services and marketing in Korea.

Growth: Analtech Inc. works closely with its distributors, ML Science and LK Lab Korea, to connect with labs throughout the region and increase the company’s market share in the chromatography field. Analtech has seen a 20 to25 percent sales increase in Korea since the implementation of the KORUS FTA and the company continues to be impressed with the marketing efforts of its Korean distributors.

Advice: “First, take advantage of every opportunity offered to learn and connect with your market,” says Ken Grant, Analtech’s director of marketing. “We are active members of our World Trade Center, we work with our state office of international trade, our U.S. trade representatives and several other organizations. Second, nothing beats face-to-face meetings. If you can travel to Korea to meet with customers and distributors, do it. If your customers or distributors are going to be near you for a trade mission or conference, meet with them.” Grant also suggests taking some time to get to know and appreciate the culture and history of Korea. 


“The more you are able to connect with customers and distributors in matters of history and culture (including music, movies and television), the more likely it is you will be the supplier of choice in your field.) -- Ken Grant, Analtech Director of Marketing

Local Resources

Select your state below for information on local resources that can help you take advantage of opportunities from the U.S.-Korea Free Trade Agreement. These resources include groups in both the public and private sector.

National Benefits

Main Exports
Semiconductors and components, Aerospace products, Chemicals

Main Imports
Communications equipment, Motor vehicles, Motor vehicle parts

Interesting Fact
In 2015, Korea was the United States’ 6th largest trading partner, while the United States was Korea’s 2nd largest.

 

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