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Closing federal laboratories. Handing influence over health policy to anti-vaccine campaigners. Increasing the cost of medicines. Threatening tariffs because allies refuse to support territorial expansion. Any one of these developments would be alarming. Taken together, they feel destabilising.
And by the time you read this, there may well have been another wave of dramatic announcements from the White House.
And yet…
The US economy keeps powering ahead
GAMBICA commissions regular economic analysis from Oxford Economics, focused on both our industries and those of our customers. Our latest economic analysis paints a clear picture.
Despite geopolitical tension and policy volatility, the US economy continues to outperform most developed markets.
The picture in Europe looks very different. Chinese imports are placing sustained pressure on European markets — and the wider data shows Chinese exports are still climbing.
There is no shortage of tough talk about tackling dumping, but the EU remains slow to act. Markets across the Far East are facing similar pressure. The UK may be slightly less exposed directly, but we are certainly not insulated.
So the question becomes: where do we turn? We may, reluctantly, find ourselves needing to work more closely with the Americans.
Breaking into America: the reality behind the opportunity
The US is vast, ambitious and commercially hungry. It is also intensely competitive, with powerful domestic suppliers and customers who expect immediate credibility.
It is not a market that rewards half measures.
That is why, at the GAMBICA Conference in March, we are bringing in three US market entry specialists to provide a practical, on-the-ground perspective. Designed specifically for managing directors and senior leaders, the session will focus on what it truly takes to establish a serious and scalable US presence.
A key distinction we will explore is the difference between selling into America and building a business in America.
Too many UK firms test the waters. They under-resource the effort, underestimate the cost, and lose momentum. The result is predictable.
To succeed in the US requires visible commitment: local service capability, dependable fulfilment, cultural understanding, and sufficient capital to support growth. American customers expect reassurance that you are there for the long term.
This is not about debating whether the US market is attractive. It clearly is. The real question is whether your leadership team is prepared to commit properly — and whether the investment aligns with your strategy.
There is still time to book a day place at the conference. If you would like to attend, email me at jacqueline.balian@gambica.org.uk
And there is good news
We have started the year positively with the appointment of Tony Collins as an additional sector head for the lab sector.
Tony brings more than 40 years of experience in laboratory equipment and scientific manufacturing, most recently as Managing Director of Priorclave, one of the UK’s leading autoclave exporters. His expertise spans business growth, operational leadership and strategic development, alongside hands-on experience in production management, technical sales and finance.
His appointment adds significant commercial depth for GAMBICA members. Tony can be contacted at tony.collins@gambica.org.uk
One area where Tony has delivered exceptional impact is standards.
Following Brexit, he identified a serious risk: if the UK moved entirely away from EU standards, the only remaining British standard for lab autoclaves was nearly 50 years old. Worse still, there was a possibility that laboratory autoclaves would be forced to comply with hospital autoclave standards — which are fundamentally different.
Through GAMBICA, UK lab autoclave manufacturers worked together to modernise the British Standard (BS2646), transforming it into a practical, up-to-date and export-ready framework.
The unexpected outcome? In the absence of an equivalent EU standard, European buyers began specifying the updated British standard — strengthening the position of UK suppliers.
Tony has also demonstrated the value of academic collaboration, serving for 25 years on the Industrial Liaison Committee for the University of Greenwich’s Engineering and Science faculties.
If you need support with standards, product development, productivity, business development or technical sales, Tony is now available to assist members. As he says:
“I’m delighted to be starting my shared role at GAMBICA and look forward to using my commercial experience to support members in a practical and meaningful way.”
Taking control of your commercial future
If the past year has felt challenging, you are not alone. The GAMBICA lab board has identified nine major pressures affecting our sector:
- Concerns over tariffs and potential new trade barriers
- Slow and uncertain capital expenditure decisions
- Chinese dumping, market distortion and counterfeiting
- Protectionist policies restricting export opportunities
- University funding pressures and the impact of student visa policy
- Increased use of AI modelling, reducing demand for some equipment and consumables
- Sustainability registration costs and regulatory burdens
- Ongoing post-Brexit perceptions that trading with the UK is difficult
- Broader risks including cyber security and supply chain fragility
At the March conference, we will assess the likely impact of these challenges and gather direct feedback from delegates. The Board will then meet to determine where we can exert influence and how best to respond on behalf of the industry.
But we need your perspective.
Which of these issues is affecting you most? Where should we focus our efforts?
You can email me at jacqueline.balian@gambica.org.uk, Tony at tony.collins@gambica.org.uk, or leave me a voice message on 07990 016421.
