Venn Brown sat down with Stephen Tomisich, CEO of Trajan, to discuss the group’s technology, market differentiation, and long-term plans.
Key player in growth industry: Trajan develops and supplies precision consumables and automation systems used in analytical laboratories worldwide. Its strategy is based on the growing importance of analytical data to human health and safety, targeting products that improve workflow efficiency and data quality. Trajan offers thousands of SKUs within its core sectors of clinical, food, pharmaceuticals and the environment and is deeply embedded in the workflows of global labs.
Global customers, local integration: Trajan’s customer base includes industry leaders such as Danaher, Thermo Fisher and Agilent, with the top ten clients accounting for more than 70% of its precision consumables revenue. This revenue is spread across geographies and product categories, reducing single-point risk, with the majority of revenue coming from the US, Europe, and Asia.
A partner, not a supplier: Trajan’s point of differentiation lies in its deep customer relationships and global integration strategy. The company scales regionally focused acquisitions into global operations, positioning itself as a critical partner rather than a commodity supplier. This approach has helped multiply revenues from key customers, with some growing more than tenfold over time.
Reliable revenue in every lab: Approximately two-thirds of Trajan’s revenue comes from proprietary consumables and components used in analytical instruments worldwide. These products are non-commoditised, highly specialised, and designed to meet stringent performance standards. This creates a stable and resilient revenue base, largely independent of capital equipment cycles or shifting technologies.
Outlook: Trajan sees long-term growth through organic development and targeted acquisitions. While recent share price considerations have moderated the pace of M&A, the company continues to prioritise technologies that improve analytical data quality. Its global platform, deep customer integration and strategic focus position it well for sustained expansion.