3RD ASIA PARTNERS MEETING 2026

Four Points by Sheraton Hotel at Vietnam, Da Nang from 29th June to 1st July

Event Overview

The 3rd APM 2026 was a two-and-a-half-day event hosted by Koehler Pharmaceuticals Asia (KPA) in collaboration with Dr. Franz Köhler Chemie (DFKC). Held at Four Points by Sheraton Hotel in Da Nang, Vietnam, the event brought partners together to connect, learn, and re-evaluate as one team.

Led by Mavis Tiong (Regional General Manager, KPA) and Fernando Hackbart (Head of Medical Strategy, DFKC), the event provided partners with sales and marketing training support, while encouraging collaboration, knowledge sharing, and alignment across the region.

Day 1: Sales and Marketing Partners’ Session

The event commenced with a welcome address by Dr. Thomas Breidenbach, CEO of DFKC, setting the tone for a collaborative and productive session. This was followed by country partner presentations, where participants shared market landscapes, current business developments, and ongoing training initiatives.

The agenda was strategically designed and coordinated by Mavis to foster meaningful discussions, deepen market understanding, identify key challenges, and facilitate the development of practical action plans. The structured flow enabled partners to exchange insights, benchmark experiences, and explore opportunities for collaboration.

The market-sharing session was characterized by active participation, open dialogue, and valuable knowledge exchange among all partners. As session moderator, Fernando provided strategic perspectives and constructive feedback, challenging participants to think critically and identify actionable improvements. The day concluded with a marketing training session led by Fernando, reinforcing key concepts and equipping partners with practical strategies to support business growth.

Partners’ Training Session at the Meeting Room

Training Session Conducted by Fernando Hackbart (Head of Medical Strategy in DFKC)

Day 2: CVS Training + Role Play

The second day was dedicated to an in-depth training session on Custodiol for cardiovascular surgery (CVS), led by Fernando. Recognizing CVS as a strategic growth area requiring greater focus, the full-day program was designed to strengthen partners' product knowledge and clinical understanding. Interactive quiz sessions were incorporated throughout the training to reinforce key learning points, enhance engagement, and assess participants' comprehension.

Throughout the training, Fernando delivered comprehensive product knowledge on Custodiol for cardiovascular surgery (CVS), complemented by practical guidance on market planning, customer engagement, and execution strategies. Partners actively participated by raising insightful questions and sharing market perspectives, reflecting a strong commitment to enhancing their expertise and supporting future commercial success.

To reinforce the learning, the session concluded with an interactive role-play exercise. Partners, divided into four groups, were tasked with presenting Custodiol to Fernando, who assumed the role of a perfusionist or surgeon with a strong preference for a competing solution. The exercise challenged participants to apply their product knowledge, address objections, and demonstrate value through persuasive communication. The teams approached the scenarios with strong preparation and collaboration, with most successfully influencing the simulated customer's decision. The activity fostered active exchange of knowledge, encouraged the sharing of best practices across markets, and strengthened participants' confidence in handling real-world customer engagements.

Day 3: TX Training

Given Custodiol's long-established clinical heritage as an HTK preservation solution since the early 1970s and its broad global adoption in transplantation, the transplantation (TX) training was streamlined into a focused half-day session. As the product and supporting clinical evidence are well established across most markets, the programme emphasized reinforcing key knowledge and practical application rather than foundational concepts.

Interactive quiz sessions for both the cardiovascular surgery (CVS) and transplantation (TX) modules generated strong participation and engagement. Each quiz served as an effective learning reinforcement tool, with Fernando providing detailed explanations for incorrect responses to deepen participants' understanding and clarify key concepts. To further encourage active participation and continuous learning, top performers were recognized at the end of each session. The CVS quiz winners were Vinodh Kumar and Lianne.

Event Wrap-Up and Partner Feedback

The event concluded with a feedback session led by Dr. Thomas, complemented by a post-event evaluation survey to gather partners' perspectives, concerns, and recommendations. This feedback was invaluable in assessing the effectiveness of the programme and identifying opportunities to enhance future training Initiatives.

We extend our sincere appreciation to all partners for their active participation, valuable contributions, and unwavering engagement throughout the event. Their commitment and collaborative spirit were instrumental in the success of the programme and reinforced the strength of our partnership as we continue to drive shared growth and excellence.

Overall, the event served as a valuable platform to strengthen our partnership, enhance mutual understanding, and foster greater alignment across all stakeholders. The meaningful discussions, knowledge exchange, and collaborative engagement have provided a strong foundation for continued progress and collective success moving forward.

Role play Group Discussion in the Meeting Room