Purification market getting crowded
the pace of technological innovation has slowed, leaving dozens of
companies jostling for market share.
The market for protein and DNA purification kits is maturing, and the pace of technological innovation has slowed, leaving dozens of companies fighting for market share, according to two new studies published by Bioinformatics.
The first report, on the protein purification sector, is based on a survey of over 580 researchers in the field and examines the protein purification segment in terms of its value chain: cell lysis, vectors, resins/columns and primary antibodies.
"Companies with complete protein purification systems reap the rewards of unified technologies in their ability to maintain their customer base throughout all areas of the value chain", according to the report. This is best exemplified by companies such as Qiagen that implement an integrated approach to their product portfolio, said Dr Robin Rothrock, Bioinformatics' director of market research.
With offerings in all four product categories, Qiagen has generated a loyal following of customers at each phase of the protein purification process. Invitrogen and other leading companies are pursuing a similar strategy of product integration, he said. The report also details how suppliers who fail to offer an end-to-end solution make themselves vulnerable to customer defections.
In the second of the two studies, over 1,000 life scientists were surveyed on their use of DNA purification kits. With almost two-thirds of the market, Qiagen continues to dominate the DNA purification kit market. The company's success can be attributed to many factors including their strong focus on the nucleic acid purification market, first-mover advantage and broad product offering, says the report.
The company also reinforces its position through an ubiquitous presence in labs and stockrooms that suggests convenience and availability, according to Bioinformatics.
Once a customer…
The report also reveals that scientists are extremely reluctant to switch suppliers once they begin using a DNA purification kit, with only 6 per cent of respondents having switched to a different kit in the last six months.
However, the top suppliers have not yet created a situation where customers are 'locked in', consequently, opportunities still exist to win new customers.
"Preferential pricing is often a major barrier to switching, yet we found that most scientists don't feel they're getting low prices as a result of being a loyal customer," says Rothrock. "Most of these highly satisfied customers also believe that it's easy to find competing products that offer similar value-another sign that on any given day some segment of a supplier's customer base is at risk."
For more information on the two reports, entitled 'Protein Purification Systems: Market Opportunities for Research Product Suppliers' and 'The DNA Purification Market: Keys to Success for Commercial Kit Suppliers', visit the publisher's website.
