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Reference this section to learn more about G & S Research's activities, accomplishments, and business developments. |
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G & S Research Forms Life Science Division: New Market Research Group is Focused on Life Science Research Supply Marketplace Date: 8/15/2006 CARMEL, IN, August 15, 2006-G & S Research, a global market research firm that specializes in the pharmaceutical and health science industries, recently established a new division that focuses exclusively on the life science research supply marketplace. The new division, named G & S Discovery, is leveraging its healthcare market research expertise to help life science supply companies better understand their customers and respond to their needs. "We developed this new division, because we recognized a growing need for life science supply companies to take a more disciplined approach to business strategy," explains Dr. Gary Schwebach, a founding principal of G & S Research. "The life science industry is entering a period of increased competition-with fewer dollars for promotion-which means there is less room than ever for missteps. Our experience in proven research methods-along with a track record for providing clients with practical recommendations-fits the needs of this growth market and will enable companies to get the business intelligence they need to make sound business decisions." In the past five years, the life science research supply market environment has become increasingly aggressive. As a result, supply companies are looking to enhance their competitive edge by gathering better information about the marketplace, and they are frequently turning to many of the same tools that are used successfully by leading pharmaceutical companies. By identifying how life scientists choose products, these companies can better understand how to impact that process. However, while life science supply companies share many of the same business and distribution issues as pharmaceutical manufacturers, they have a unique set of market circumstances and information needs. In this business environment, new product development is swift, competition is fierce, and the marketplace is highly fragmented with multiple channels of distribution. Moreover, life science product marketing and market research budgets are much tighter than other healthcare businesses, due to the compressed development period, niche product areas, and lower revenue per product. For these reasons and more, proven market research techniques must be adapted for the dynamics of this industry. Mark Walker to Lead G & S Discovery Mark Walker, a veteran of the life science research industry, recently joined G & S Research as a vice president to lead the development of G & S Discovery. Among Walker''s responsibilities is to establish G & S Discovery as a leader in market research for the life science research market by providing valuable insights on the marketplace and helping supply companies improve their sales force effectiveness. He is responsible for leading a dedicated team to market these services and manage client projects. "Market intelligence is more critical than ever for life science supply companies," Walker explains. "For instance, changes in competitor pricing and other market dynamics can impact purchasing patterns dramatically, especially for highly competitive product areas. To avoid costly missteps and retain market share, companies must effectively manage a robust product portfolio and ensure that the sales force and marketing teams respond quickly to competitor actions and other market events." A key service of G & S Discovery is identifying the most appropriate sources of market intelligence for -more- "No longer are informal, network-of-friends research and anecdotal input from field reps enough to stay afloat in the life science marketplace," explains Walker. "As the industry continues to mature, management and industry watchers will seek a greater understanding of market drivers. They will also demand more accountability on plans to impact them. Companies can gain valuable insight and competitive intelligence by simply understanding how researchers view the product landscape and make choices." Before joining G & S Research to establish and lead this new division, Walker was director of US sales with Invitrogen Corporation-one of the top five manufacturers of life science research products. At Invitrogen, Walker was responsible for the academic and government markets. His 10-year Invitrogen career was devoted to sales leadership positions with increased responsibilities. He helped lead the company''s sales efforts, which resulted in growth of annual sales from $10 million to $200 million under the US organization. During that same period, Walker developed and directed strategies focused on achieving growth targets, which included management of issues related to sales force effectiveness, recruiting, sales compensation, sales information systems, and the integration of multiple acquisitions. Prior to his position at Invitrogen, Walker worked for Eli Lilly and Company for seven years. At Lilly, he held a number of positions, including those dedicated to sales, marketing, and market research. Most recently he served as the West Region District Sales Manager for endocrine products, including growth hormone. He currently serves as a board member for the Indianapolis chapter of the National Alliance on Mental Illness, a non-profit organization. About G & S Research |