Confidential www.gene2drug.com Slide 1 Research in Action Copyright Notice The following presentation is prepared as a professional courtesy to our valued clients. The material in this presentation is protected under U.S. and International copyright law and may not be reproduced in any form without permission of BioInformatics, LLC. Please contact a BioInformatics representative for information on the re-use of this material. Prospering in a Down Market: Strategies for Life Science Suppliers
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Confidentialwww.gene2drug.com Slide 1
Research in Action
Copyright NoticeThe following presentation is prepared as a professionalcourtesy to our valued clients. The material in thispresentation is protected under U.S. and Internationalcopyright law and may not be reproduced in any formwithout permission of BioInformatics, LLC.
Please contact a BioInformatics representative for information on the re-use of this material.
Prospering in a Down Market:Strategies for Life Science
Suppliers
Confidentialwww.gene2drug.com Slide 2
Introduction Report Goals Report Leadership Team Questionnaire Design The Science Advisory Board
Today’s Agenda
*This presentation is meant to provide a broad overview and includes onlya small sample of the findings from the report.
What We Found Out* Changes in Sources of Funding Planned Changes in Expenditures by Product Category How Worried are the Scientists? A Window of Opportunity — How You Can Help
Wrap Up Report Summary Putting the Report to Work for You
Confidentialwww.gene2drug.com Slide 3
Report Goals
This Report Will Enable You To:
Understand current sources of funding for life science research anddrug discovery efforts
Compare and contrast FY2008 (actual) and FY2009 (projected) budgets
Measure scientists’ level of concern with the impact of the economiccrises on their lab’s operating budgets
Anticipate purchases in capital equipment and consumables across 14product categories
Identify strategies labs will employ to “stretch” budgets and cut costs
Confidentialwww.gene2drug.com Slide 4
Report Leadership Team
Tamara Zemlo, Ph.D. M.P.HAs Director of Syndicated Research and Analysis, Tamara serves as the company's senior technical andscientific analyst. Tamara has authored over 75 published reports for BioInformatics in addition to manyarticles on life science technologies for leading trade publications and scientific journals. Prior to joiningBioInformatics, Tamara was Associate Director of Science Policy for The Federation of AmericanSocieties for Experimental Biology (FASEB). She was also a Cancer Prevention Research Fellow at theNational Cancer Institute (NCI). Tamara received her Ph.D. in Oncology from the University ofWisconsin-Madison and her M.P.H. from Harvard University.
Stacy HankinAs Senior Business Analyst, Stacy's primary responsibilities include performing statistical analysis ofsurvey data, designing quantitative and qualitative studies, and ensuring client satisfaction with dataanalysis. She is often the lead analyst for studies designed to measure brand strength, customer loyalty andsatisfaction using a variety of analytical techniques and statistical models. Her work has been used tolaunch new brand platforms, measure the effectiveness of advertising campaigns, formulate customerretention strategies and acquire new customers through targeted messaging based on segmentationanalysis. Stacy received her bachelor's degree with a double major in Marketing and Logistics,Transportation and Supply Chain Management from the University of Maryland. She is currentlypursuing a Graduate Certificate in Survey Design and Data Analysis from George WashingtonUniversity.
Confidentialwww.gene2drug.com Slide 5
Questionnaire Design
Confidentialwww.gene2drug.com Slide 6
Questionnaire Design (continued)
Pharma(15%)
Biotech(18%)
University(38%)
Hospital(12%)
Source: The ScienceAdvisory Board
Segment influences experience with the economic recession: Funding sources Budget size Types of products used Lab culture
AcademiaIndustry
Hypothesis
Survey Populationn = 500+
Key Targets
Confidentialwww.gene2drug.com Slide 7
The Science Advisory Board
Confidentialwww.gene2drug.com Slide 8
Funding Sources
Pharma(15%)
Biotech(18%)
University(38%)
Hospital(12%)
Federal government grants Departmental funds Institutional funds Private foundation grants
R&D expenditure Departmental funds Institutional funds Venture capital
1. What are scientists’ sources of funding?2. What percent does each source constitute? 3. How will these funding sources change over time?
Industry Academia
Key Questions:
Confidentialwww.gene2drug.com Slide 9
Funding Sources (continued)
Contracts expectedto increase 18.6%over the next 2-3years
Research in Action:
Identify shiftingcustomer patterns:“CROs may become akey target market forsome product areas.”
Project realisticrevenue goals
Refine marketingstrategy
Confidentialwww.gene2drug.com Slide 10
Budget Size
Pharma(15%)
Biotech(18%)
University(38%)
Hospital(12%)
39%………………Evaluate……..…………36%
59%…………Budget Authority……….…61%
AcademiaIndustry
1. What are scientists’ annual operational budgets?2. What percent is devoted to capital equipment,
instrumentation, and consumables? 3. How will these budgets change over time?
Key Questions:
Confidentialwww.gene2drug.com Slide 11
Budget Size (continued)
Research in Action:
Estimate how muchyour customers haveavailable to spend Project spendingestimates by productcategory“Aren’t things better?”
Stimulus affects mainlyacademic labs
Grants already approvedfunded first
Benefits from stimulusexpected late FY2009 (atearliest)
Lab budgets expectedto decrease fromFY2008 to FY2009 by6.3%
Confidentialwww.gene2drug.com Slide 12
Types of Products — Consumables
Consumables
Cell biology kits and reagents Cell culture media and reagents Gene expression analysis products Nucleic acid separation and purification products Plasticware Protein purification and separation products RNAi products
1. Who are the top suppliers in each category?2. What are the expected changes in product spending?3. What are common cost-saving measures for consumables? 4. How willing are respondents to switch suppliers?
Key Questions:
Confidentialwww.gene2drug.com Slide 13
Consumables (continued)
Ordering in bulk isa common cost-saving measurefor plasticware
Types of Products - Instrumentation/Capital Equipment
Instrumentation/Capital Equipment
Cell biology instruments (Flow cytometer-based) Cell biology instruments (Microscope-based) Computer hardware High throughput screening and analysis systems Image analysis systems Instrumentation for genomic analysis Instrumentation for protein analysis
1. Who are the top suppliers in each category?2. What is the expected change in spending for
FY2009 compared to FY2008?3. When was the most recent equipment purchase(s)? 4. Are respondents planning on purchasing equipment in
FY2009 and FY2010?
Key Questions:
Confidentialwww.gene2drug.com Slide 15
Instrumentation/Capital Equipment (continued)
Research in Action:
Help anticipatedecline in sales byproduct category
Make plans forsecuring future sales
Analyze one’s marketshare relative to keycompetitors Instrumentation
for genomicanalysis is theleast affectedproduct category