How Are Thermo Fisher’s Commercial Capabilities Driving Its Share Gains?




Thermo Fisher Scientific (TMO) is a leading provider of laboratory and analytical products and services. The company has a leadership position in the majority of its device segments. All the company’s segments have strong recurring revenues and high operating margins. The company’s key commercial capabilities include channel partnerships, Unity Lab services, e-business, a digital marketing program, and Thermo Fisher Cloud.

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Unique customer value proposition

The unparalleled commercial capabilities of Thermo Fisher Scientific provide customers with unmatched value. The company is highly focused on providing ultimate channel partnership to its customers through widespread geographic presence and comprehensive services the company offers. The company offers more than 800,000 products to customers. It also has a strong e-business presence and customized solutions such as inventory management solutions, asset management, and scientific support services.

Such services help enhance the customer service experience and provide greater value to them. The company also has a well-established corporate accounts program, which helps its customers drive innovation, generate higher productivity, and achieve efficiency goals. For this reason, the company established its Unity Lab Services business to maintain service performance levels and provide a wide range of services to its customers.

Extended commercial capabilities

TMO has also extended its commercial capabilities through cloud services, through which it allows the customers to access research output cost-effectively and enable enterprise-wise collaboration, information sharing, and analysis. Some of the company’s other major medical device companies, including Medtronic (MDT), Becton Dickinson (BDX), and Johnson & Johnson (JNJ), provide significant competition.

Notably, investors can consider investing in the Health Care Select Sector SPDR Fund (XLV) for exposure to Thermo Fisher Scientific and some of its peers.


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