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시장보고서
Understanding Switching Dynamics: Maximizing Customer Retention in the Life Sciences
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Abstract
You have a solid relationship with a client and your products are integral to
their research program. But one day you notice sales dropping and wonder why
your calls not being returned...you have been supplanted by another supplier
and don' t know why. Frustrating! Or, maybe you have not been able to penetrate
a high value account even though you have a superior product. What can you do
to get in the door? These are the two sides of the switching dilemma. For the
first time, BioInformatics, LLC examines the drivers behind what motivates
buyers to switch brand allegiances. We go beyond the basics of price, service
and delivery to provide a thorough analysis of the factors that create
"customers for life" and enable you to take advantage of opportunities to
secure new accounts.
Table of Contents
Introduction
Life Science Market Dynamics
Assessing the Market' s Potential to Switch Life Science Brands:
- Percentage of Scientists Currently Deciding Whether to Switch Brands
- Maior Reasons Scientists Do Not Consider Switching Brands
- Reasons Scientists Consider Switching Brands
- Brands Scientists Are Considering Switching From Using
Characterizing the Who, Whatand Why of Customer Switching:
- Percentage of All Scientists Who HaveS witched Brands in the Past 12
Months
- Customer Demographics and Switching Behavior
- Brands Scientists Have Switched From in the Past 12 Months
- Advantages of New Brands Over Old Brands
Attracting and Growing Your Customer Base
Preventing and Managing Customer Problems:
- Vulnerable Business Areas and Time Allowed by Customers for Resolving
Problems in These Areas
- Top Reasons that May Cause Switching and How Often Problems Would Need to
Occur Before Switching
- Personnel to Whom Scientists Would Direct Complaints
Maximizing Your Competitive Advantage:
- Expected Primary Motivation for Switching Brands
- Most and Least Important Service Offerings from New Brand
- Minimum Price Savings to Consider Switching Brands
Building Customer Loyalty Programs:
- Preferred Type of Loyalty Program
- Incentives that Increase Loyalty
Demographics
- Market Segment
- Job Position
- Geographic Region
- Area of Research
BioInfo Dashboard™ Profiles
- Abcam
- Affymetrix
- Agilent Technologies
- Ambion (Applied Biosystems)
- BD Biosciences
- Bio-Rad Laboratories
- Cell Signaling Technology
- Dako
- EMD Biosciences (Calbiochem, Novagen)
- Eppendorf
- Eurogentec
- Fermentas
- CE Healthcare (Amersham Biosciences)
- Illumina
- Integrated DNA Technologies
- Invitrogen (Dynal, Cibco)
- ISC BioExpress
- Jackson ImmunoResearch Laboratories
- KPL
- Mettler Toledo
- Millipore
- Molecular Devices (MDS Analytical Technologies)
- MP Biomedicals
- New England Biolabs
- PerkinElmer Life and Analytical Sciences
- Promega
- Qiagen
- R&D Systems
- Roche Applied Science
- Santa Cruz Biotechnology
- Sigma-Aldrich
- Stratagene
- Thermo Fisher Scientific
- Tocris
- UVP
- VWR International
- Waters
Study Methodology and
- Methodology
- Demographics
- Questionnaire
Appendices
- Insights and Perspectives
- Additional Analysis
- Importance of a Loyalty Program in Decision to Not Switch Vendors,by
Likelihood to Continue Using Products from Brand
- Importance of a Loyalty Program in Decision to Not Switch Vendors, by
Likelihood to Recommend Brand
- Other Recent Publications
- About Biolnformatics,LLC
- Our Valued Clients
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