- Language: English
- Published: November 2009
- Region: Global
Prospering in a Down Market: Strategies for Life Science Suppliers
- Published: March 2009
- Region: Global
- BioInformatics, LLC
With an estimated $21.5 billion in federal research and development (R&D) funding signed into law on February 17th, many suppliers are breathing a sigh of relief that the life science market will be immune from the global economic crisis. But it is unclear how quickly these funds will be released, what programs will be funded, and how much of this infusion will translate into purchases of instruments, kits and reagents. In the meantime, pharmaceutical, biotechnology, academic and government labs continue to react to the deepening recession with budget freezes and staff reductions. In fact, 65% of the scientists surveyed report that their research has already been affected by the downturn in the economy.
During this tumultuous time in our industry, the opportunity for life science suppliers to thrive—rather than survive—will be predicated on a detailed understanding of how labs will allocate 2009 funds. This report, scheduled for release in March is designed to provide guidance, backed by hard data, as to how scientists plan to cut corners, modify experiments and change purchasing behaviors in response to shrinking budgets. With unparalleled access to the voice of the customer, the analyzes in this report the broad scope of how scientists plan to control lab costs, what products will be affected and the degree of concern scientists have about the economic climate.
Providing a roadmap for the life science supplier, this study compares and contrasts FY2008 (actual) and FY2009 (projected) budgets, revealing anticipated trends and changes. Expenditures for capital equipment (greater than $25k), instrumentation ($25k or less) and consumables are detailed, and sources of funding for research and drug discovery are listed for both years. Fourteen product categories are examined using multiple variables, including current suppliers, price points that increase likelihood of switching and projected expenditures through FY10. Additionally, the respondents provide insight as to how their labs are adapting to this crisis—65% of those surveyed say their organization has already implemented a hiring freeze and 63% are delaying or canceling non-essential purchases for their labs.
Quick responders will win in this tight economy. Prospering in a Down Market: Strategies for Life Science Suppliers is not only a compilation of how life science customers are planning to allocate 2009 budgets; it also outlines in detail how scientists expect suppliers to respond. Scientists share their opinions about how suppliers can differentiate themselves, and what types of incentives, discounts and packaging would entice a lab to purchase more. The study also includes feedback as to whether or not scientists will turn to vendors for advice—on how to conserve reagents, how to preserve the shelf-life of instrumentation and how to go 'green,' thereby counting on suppliers to become more involved in promoting efficient operations in the lab.
With a fifteen-year tradition of informing life science supplier strategy, this report will make the first step of decision-making—finding out how customers plan to spend their money—both timely and accurate. A comprehensive study packed with responses from the people who have budget authority and/or make purchasing recommendations in the lab, this report is mandatory for the life science supplier who intends to come out ahead in 2009.
How This Report Can Be Used
- Prepare to answer the urgent questions from Boards of Directors, analysts and investors.
- Pinpoint areas of growth, stability and decline by market segment, region and product category
- Reposition marketing and sales resources across major product categories.
- Tailor marketing programs to enhance customer loyalty and prevent switching to lower cost suppliers.
- Focus R&D and Product Development on areas of growth.
Prospering in a Down Market: Strategies for Life Science Suppliers, the first report of 2009 provides detailed insight into each of the following topics:
- Understand current sources of funding for research and drug discovery and what effect the current economic situation will have on each, including a FY2008/FY2009 comparison.
- Measure life scientists' near-term level of concern with the impact of the economic crisis on their lab's operating budget.
- Correlate level of concern with planned purchases in 14 product categories.
- Identify strategies life scientists intend to employ to 'stretch' budgets and suggest effective positioning SHOW LESS READ MORE >
I. The Impact of the Economic Crisis on Laboratory Budgets
- Fiscal year starts/ends
- FY08 Lab budget
- FY09 Lab budget
- Percentage spent on
----Capital equipment (>$25,000)
--- Instrumentation (<$25,000)
- Sources of funding FY08 and FY09
--- Percent of funding by source
--- Anticipated change in FY09
--- Anticipated change in through 2011
II. Scientists' Reactions to the Current Economic Climate
- Impact economic recession on current research
- Level of concern
--- Perception of overall impact compared to other
--- Specific budget cutbacks in the lab
--- Specific budget cutbacks in the institution
- Overall impact on purchasing
- Changes in grant applications
III. Anticipated Changes in Laboratory Purchases in 14 Product Categories
- Products in use/Primary Supplier
--- Cell biology instruments—Flow cytometer-based
--- Cell biology instruments—Microscope-based
--- Cell biology kits and reagents
--- Cell culture media and reagents
--- Computer hardware
--- Gene expression analysis products
--- High throughput screening and analysis systems
--- Image analysis systems
--- Instrumentation for genomic analysis
--- Instrumentation for protein analysis
--- Laboratory plasticware
--- Nucleic acid purification and separation products
--- Protein purification and separation products
--- RNAi products
- Anticipated change in purchases by product category
- Planned capital equipment purchases by product category
- Potential for customer switching
IV. The Adoption of Cost-Saving Lab Practices
- Cost saving measures employed
- Planned Cost saving measures
--- Bulk ordering
--- Change direction of inquiry
--- Conservation measures
--- Decrease/stop long-term experiments
--- Defer capital equipment purchases
--- Delay/cancel nonessential purchases
--- Downsize staff
--- Halt new initiatives
--- Increase energy efficiency
--- Increase the use of core facilities
--- Lease instrumentation
--- Outsource work
--- Participate in “reagent rental” programs
--- Postpone or suspend projects
--- Postpone or suspend specific experiments
--- Purchase through alternative channels
--- Purchase/acquire used instrumentation
--- Purchasing groups
--- Reduce/cease experiments with animals
--- Rent instrumentation for the duration of a project
--- Reuse products
--- Share resources with other labs
--- Standing orders
--- Switch to less expensive alternatives
- Interest in used lab equipment
- Impact of cost saving measures on service contracts
- Attractiveness of special offers from suppliers
- Interest in assistance/advice of suppliers
- Credibility of supplier advice
- Interest in environmentally-friendly products
- Additional Analysis by
--- Years of experience
--- Lab size
--- Purchasing authority (consumables)
--- Purchasing authority (instrumentation)
--- Product category
--- Market segment
--- U.S. geographic region
Appendix A. Verbatim responses to the questions:
- Despite this economic recession, is your lab planning on adopting new technologies this year? Why or why not? If so, which technology(ies) will your lab will be adopting?
- Do you think your research or the research in your field will change due to policies implemented by the new presidential administration? Why or why not?