HPLC IN THE LIFE SCIENCES 1995/6 EUROPEAN MSPPSA SERIES AN ANALYSIS OF MARKET SIZE & GROWTH, MARKET SHARE, PURCHASE PLANS & SUPPLIER ASSESSMENT FOR

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1 1995/6 EUROPEAN MSPPSA SERIES HPLC IN THE LIFE SCIENCES AN ANALYSIS OF MARKET SIZE & GROWTH, MARKET SHARE, PURCHASE PLANS & SUPPLIER ASSESSMENT FOR THE EUROPEAN LIFE SCIENCE RESEARCH MARKET A Multi-Client Report by PhorTech International San Carlos, California September 16, 1996 Copyright 1996 by PhorTech International, 238 Crestview Drive, San Carlos CA All rights reserved. No material contained in this report may be reproduced in whole or in part without the written permission of the publisher. This report is not intended to be, and should not be construed as a recommendation for the purchase or sale of any securities mentioned herein. The information has been derived from statistical and other sources which we deem reliable but their completeness cannot be guaranteed. Opinions expressed herein are based upon our interpretation of available information and are subject to change.

2 TABLE OF CONTENTS I. BACKGROUND... 5 A. Survey Objectives... 6 B. Survey Methodology... 9 II. DEMOGRAPHIC SEGMENTATION #0. Geographic Distribution of Respondents #11. Verbatim Descriptions of Applications #20. Segmentation by Organizational Type III. MARKET SIZE & GROWTH #0+. Current Size of European Market #1. Current Use of HPLC Systems, Market Size #2. HPLC/FPLC Instrumentation Installed Base Audit #13. HPLC/FPLC Column Consumption Audit #14. Market Size by Column Chemistry IV. MARKET SHARE #2+ HPLC/FPLC Instrumentation Market Share Analysis #14+. HPLC/FPLC Column Market Share Analysis V. PURCHASE PLANS #10. HPLC/FPLC Instrumentation Sales Projections #19. Forecast for HPLC/FPLC Columns VI. HPLC SYSTEM PREFERENCES #6. Modular versus Integrated Instrumentation Preferences #7. Desired Component Combinations for Integration #12. HPLC Sample Throughput VII. SUPPLIER ASSESSMENT #4. Reasons Given for HPLC Instrument Brand Selection #5. Customer Satisfaction Rates for Instrumentation #9. Ranked Instrument Supplier Performance #15. Most Important Factor for Choosing Column Supplier #16. Customer Satisfaction Rates for HPLC Columns #17. HPLC Column Performance Ratings VIII. FUTURE EXPECTATIONS #8. Desired Improvements in HPLC Instrumentation #18. Desired Improvements in HPLC Columns IX. QUESTIONNAIRE

3 LIST OF TABLES & FIGURES I. BACKGROUND... 5 Survey Objectives... 6 Survey Methodology... 9 Survey Response Rates... 9 II. DEMOGRAPHIC SEGMENTATION Geographic Segmentation for Names Used in the Survey Respondents' Geographic Distribution by European Regions Major Life Science Applications by Organization Non Life Science Applications by Organization Distribution by Type of Organization, HPLC Users Distribution by Type of Organization, All Respondents III. MARKET SIZE & GROWTH European Life Scientist Population Estimate by Overlap Analysis Comparison of Population Estimate with Other Studies HPLC/FPLC System Usage, All Respondents European Population Estimate of HPLC/FPLC Users in Life Science European HPLC/FPLC Users by Geographic Segment HPLC Instrument Placements by Year HPLC Dollar Placements by Year HPLC Unit Market Share by Instrument Category HPLC Dollar Market Share by Instrument Category Unit Market Share by Instrument Category, English-speaking Dollar Market Share by Instrument Category, English-speaking Unit Market Share by Instrument Category German-speaking Region Dollar Market Share by Instrument Category German-speaking Region.. 35 Unit Market Share by Instrument Category, Benelux Dollar Market Share by Instrument Category, Benelux Unit Market Share by Instrument Category, Scandinavia Dollar Market Share by Instrument Category, Scandinavia Unit Market Share by Instrument Category, S. Europe and France Dollar Market Share by Instrument Category, S. Europe and France Sample Injector Unit Placements by Year Pump System Unit Placements by Year Detector Unit Placements by Year Data Analysis Unit Placements by Year Dollar Placements by Year, English-speaking Region Dollar Placements by Year, German-speaking Region Dollar Placements by Year, Scandinavia Dollar Placements by Year, Benelux Region Dollar Placements by Year, Southern Europe & France Reported Units Purchased per Respondent Reported Dollars Spent per Respondent Initial European HPLC/FPLC Sales Estimates

4 Unit Market Share by Geographic Region Dollar Market Share by Geographic Region Installed Base HPLC/FPLC Instruments by Geographic Segment Adjusted Unit Market Share by Region Adjusted Dollar Market Share by Region Annual European HPLC/FPLC Sales Estimates European HPLC/FPLC Instrument Sales Estimates by Category Average Annual Use of HPLC Columns Annual Expenditure per Respondent on HPLC Columns Average Column Cost Annual Column Expenditures, English-speaking Region Annual Column Expenditures, German-speaking Region Annual Column Expenditures, Scandinavia Annual Column Expenditures, Benelux, France & S. Europe Unit Market Share by Geographic Region Dollar Market Share by Geographic Region Mean & Median Reported Column Price by Geographic Region Mean Reported Column Prices, German & English-speaking Region Annual Market for Columns by Geographic Segment Adjusted Unit Market Share by Geographic Region Adjusted Dollar Market Share by Geographic Region, Columns Unit Market Share for HPLC Columns by Column Type Dollar Market Share for HPLC Columns by Column Type Unit Market Share Column Type, English-speaking Region Dollar Market Share by Column Type, English-speaking Region Unit Market Share by Column Type, German-speaking Region Dollar Market Share by Column Type, German-speaking Region Unit Market Share by Column Type, Scandinavia Dollar Market Share by Column Type, Scandinavia Unit Market Share by Column Type, Benelux, France & S. Europe Dollar Market Share by Column Type, Benelux, France & S. Europe Annual European Column Sales Estimate, Life Science Applications IV. MARKET SHARE Supplier s Unit Market Share, All HPLC/FPLC Instruments Supplier s Dollar Market Share, All HPLC/FPLC Instruments Supplier s Unit Market Share, Complete HPLC/FPLC Systems Supplier s Dollar Market Share, HPLC/FPLC Systems Supplier s Unit Market Share, Sample Injectors Supplier s Dollar Market Share, Sample Injectors Supplier s Unit Market Share, Pump Systems Supplier s Dollar Market Share, Pump Systems Supplier s Unit Market Share, Detection Systems Supplier s Dollar Market Share, Detection Systems Supplier s Unit Market Share, Data Analysis Systems Supplier s Dollar Market Share, Data Analysis Systems Supplier s Dollar Market Share, English-speaking Region Supplier s Dollar Market Share, German-speaking Region Supplier s Dollar Market Share, Scandinavia

5 Supplier s Dollar Market Share, Benelux Supplier s Dollar Market Share, France & S. Europe Supplier s Recent Dollar Market Share, Hewlett Packard Dollar Placements by Year Waters Dollar Placements by Year Thermo Separation Products Dollar Placements by Year Pharmacia LKB Dollar Placements by Year Merck/Hitachi Dollar Placements by Year Varian Dollar Placements by Year Beckman Dollar Placements by Year Supplier s Unit Market Share for All HPLC Column Categories Supplier s Dollar Market Share for All HPLC Column Categories Supplier s Unit Market Share for Reversed Phase HPLC Columns Supplier s Dollar Market Share for Reversed Phase HPLC Columns Supplier s Unit Market Share for Ion Exchange HPLC Columns Supplier s Dollar Market Share for Ion Exchange HPLC Columns Supplier s Unit Market Share for Gel Permeation HPLC Columns Supplier s Dollar Market Share for Gel Permeation HPLC Columns Supplier s Unit Market Share for Ion HPLC Columns Supplier s Dollar Market Share for Ion HPLC Columns Supplier s Unit Market Share for Chiral HPLC Columns Supplier s Dollar Market Share for Chiral HPLC Columns Supplier s Unit Market Share for HIC HPLC Columns Supplier s Dollar Market Share for HIC HPLC Columns Supplier s Unit Market Share for Other Types of HPLC Columns Supplier s Dollar Market Share for Other Types of HPLC Columns Column Supplier s Dollar Market Share, English-speaking Region Column Supplier s Dollar Market Share, German-speaking Region Column Supplier s Dollar Market Share, Benelux Column Supplier s Dollar Market Share, Scandinavia Column Supplier s Dollar Market Share, Southern Europe Column Supplier s Dollar Market Share, Southern Europe, Adjusted Column Supplier s Dollar Market Share, France HPLC/FPLC Column Sales for All Suppliers By Region Column Supplier s Dollar Market Share, All HPLC/FPLC Columns V. PURCHASE PLANS Purchase Plan Response Profiles for Instruments, Current HPLC Users /97 Sales Projections for New HPLC Instrumentation Forecast for HPLC Column Use Over Coming 12 Months /97 Sales Projections for HPLC Columns (Life Science Applications) 113 VI. HPLC SYSTEM PREFERENCES Modular versus Integrated HPLC System Design Preference Desired Combinations of Components for Logical Integration Verbatim Comments Regarding Desired Combinations of Components Average Injections per Week Analyzed by HPLC/FPLC Average Injections per Week Purified by HPLC/FPLC

6 Number of Weekly Injections for Various Sample Classes Number of Weekly Injections for Other Sample Classes VII. SUPPLIER ASSESSMENT Verbatim Comments for HPLC Instrument Brand Selection Customer Satisfaction Rates for Major Brands of Instruments Reasons for Dissatisfaction with Instrument Suppliers Satisfaction Rating for HPLC System Purchased Satisfaction Rates and Confidence Levels for Major Manufacturers Ranked Manufacturers Performance: Most Reliable Quality Ranked Manufacturers Performance: Greatest Innovator Ranked Manufacturers Performance: Most Price Worthy Ranked Manufacturers Performance: Best Field Service Ranked Manufacturers Performance: Most Committed Verbatim Comments Regarding Choice of Column Supplier Satisfaction With Column Suppliers Reasons for Dissatisfaction With Column Suppliers Satisfaction Rating with Columns Purchased Satisfaction Rates and Confidence Levels for Major Column Suppliers HPLC Column Satisfaction Ratings, Weighted Averages HPLC Column Satisfaction Ratings, Resolution HPLC Column Satisfaction Ratings, Capacity HPLC Column Satisfaction Ratings, Lifetime HPLC Column Satisfaction Ratings, Level of Extractables HPLC Column Satisfaction Ratings, Reproducibility VIII. FUTURE EXPECTATIONS Suggested Improvements in HPLC Instrumentation Desired Improvements in HPLC Instrumentation Suggested Improvements in Columns Desired Improvements in HPLC Columns IX. THE QUESTIONNAIRE