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(1)

P

1997/8 E

UROPEAN

MSPPSA

SERIES

DNA

S

EQUENCING

A

N

A

NALYSIS OF

M

ARKET

S

IZE

& G

ROWTH

M

ARKET

S

HARE

P

URCHASE

P

LANS

&

S

UPPLIER

A

SSESSMENT FOR THE

E

UROPEAN

L

IFE

S

CIENCE

R

ESEARCH

M

ARKET

A

M

ulti-

C

lient

R

eport

by

PhorTech International

San Carlos, California

April 27, 1998

Copyright 1998 by PhorTech International, 238 Crestview Drive, San Carlos CA 94070. 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)
(3)

-1-I. B

ACKGROUND

... 9

A.

Survey Objectives... 10

B.

Survey Methodology... 13

II. D

EMOGRAPHIC

S

EGMENTATION

... 17

#0.

Geographic Segmentation of Respondents... 18

#40.

Segmentation by Organizational Type ... 20

#10.

Sequencing Service Utilization... 23

#41.

Providers of Sequencing Services... 25

#42. Respondents Working in Core Facilities ... 28

III. M

ARKET

S

IZE

& G

ROWTH

... 31

#0+.

European Market Size for Life Scientists ... 32

#1.

Current Use of DNA Sequencing, Market Size... 36

#2.

Sharing of Instrumentation: Reported Group Sizes... 43

#3.

Manual Sequencing Unit Installed Base Audit ... 46

#12.

Advanced Sequencing Instruments Installed Base Audit . 54

#A.

Estimate of European Molecular Biology Rgt Market ... 76

IV. M

ARKET

S

HARE

... 79

#3+.

Manual Sequencing Unit & Dollar Market Shares... 80

#12+. Advanced Instrumentation Unit & Dollar Market Shares 89

#27+

Thermal Cycler Unit & Dollar Market Shares ... 100

V. P

URCHASE

P

LANS

... 111

#6.

Forecast Change in Manual Sequencing... 112

#19.

Forecast Change in Automated Sequencing ... 117

#28.

Future Purchase Plans for All Instrumentation... 122

#29.

Instruments & Suppliers Considered for Purchase ... 128

VI. C

URRENT

S

EQUENCING

M

ETHODOLOGY

... 133

#9.

Manual Workload - Templates/Week & Bases Called .... 134

#18.

Automated Workload - Templates/Week & Bases Called 140

#11.

Access to Advanced Instrumentation... 145

#20.

Primary Applications for Automated Sequencing... 147

#21.

Throughput for Non-Sequencing Applications... 151

#22.

Primary Labeling Methods for Automated Sequencing ... 156

#30 .

Sequencing Kit Usage vs. Individual Reagents ... 159

#31.

Suppliers of Sequencing Kits & Reagents... 161

#32.

Current Sequencing Strategies in Use ... 167

#33.

Distribution of Template Types... 170

#34.

Single-Stranded Template Purification Methods... 176

#35.

Plasmid Template Purification Methods ... 179

(4)

1997/8 European MSPPSA DNA Sequencing

#37.

Methods for Sequencing Templates ... 185

#38.

Average Consumption by Individual Researchers... 187

#39.

Current Size of Sequencing Project... 196

VII. S

UPPLIER

A

SSESSMENT

... 199

#4.

Reasons for Choosing Last Manual Seq. Purchased... 200

#5.

Customer Satisfaction: Manual Sequencers ... 205

#5+.

Rejected Manual Sequencer Brands & Reasons... 208

#8.

Ranked Supplier Performance - Manual Sequencers ... 213

#13.

Reasons for Choosing Last Automated Seq. Purchased ... 217

#14.

Customer Satisfaction: Automated Sequencers... 222

#14+. Reasons Behind Satisfaction: Automated Sequencers ... 225

#17.

Ranked Supplier Performance: Automated Sequencers ... 229

#23.

Reasons for Choosing Last Robotic Workstation ... 235

#24.

Customer Satisfaction: Robotic Workstations... 237

#26.

Ranked Supplier Performance: Robotic Workstations... 239

VIII. F

UTURE

E

XPECTATIONS

... 245

#7.

Desired Improvements in Manual Sequencers ... 246

#15.

Most Important Features of Automated Sequencers... 249

#16.

Desired Improvements in Automated Sequencers ... 253

#25.

Desired Improvements in Robotic Workstations ... 257

(5)

-3-I. B

ACKGROUND

... 9

Survey Objectives... 10

Survey Methodology ... 13

Survey Response Rates ... 14

II. D

EMOGRAPHIC

S

EGMENTATION

... 17

Geographic Segmentation for Seven Sources of Names ... 18

Respondent’s Geographic Distribution by European Regions... 19

Distribution by Type of Organization, DNA Sequencing Users ... 20

Distribution by Type of Organization, Automated DNA Sequencing Users ... 21

Distribution by Type of Organization, Manual DNA Sequencing Users ... 21

Utilization of Sequencing Service, All Respondents ... 23

Laboratory Provides Sequencing Service, DNA Sequencing Users ... 25

Laboratory Provides Sequencing Service, All Automated Sequencing Users ... 26

Use vs. Provide Sequencing Service, All Respondents ... 27

Respondents Working in Core Facilities, All Respondents ... 28

Respondents Working in Core Facilities, Automated DNA Sequencing Users... 29

III. M

ARKET

S

IZE

& G

ROWTH

... 31

European Life Scientist Population Estimates by Overlap Analysis ... 33

DNA Sequencing Usage by Source... 37

Eur Population Estimate of DNA Sequencer Users... 38

DNA Sequencing Usage Rate, by Region, Respondents from Unbiased Sources... 38

European DNA Sequencing Users Population Estimate, by Geographic Region ... 39

European Usage of Manual & Automated Sequencers, All Respondents... 40

Usage of Various Instrumentation, All User-Respondents... 41

Reported Group Size, Respondents Performing Sequencing ... 43

Reported Group Size, According to Type of Instrument... 44

Reported Average Group Size for Users, According to Type of Instrument... 44

Mean & Median Number of Manual Sequencers per User, Installed Base ... 45

Total Manual Sequencing Instruments per Respondent/Group ... 47

Average Number of Manual Sequencers per Individual Researcher... 48

Mean & Median Number of Manual Sequencers per Respondent by Region ... 48

Expenditure on Manual Sequencers per Respondent/Group, Installed Base... 49

Mean & Median Expenditure on Manual Sequencers per Respondent by Region. 49

Expenditure on Manual Sequencers per Individual Researcher, Installed Base ... 50

Extrapolation of Installed Base of Manual Sequencers, by Geographic Region ... 51

Unit Placements by Year, Manual DNA Sequencing Unit Installed Base... 51

Dollar Placements by Year, Manual DNA Sequencing Unit Installed Base ... 52

Annual European Manual DNA Sequencer Sales Estimate, by Year... 53

Advanced Sequencing Instrumentation, Unit Share by Category ... 55

Advanced Sequencing Instrumentation, Dollar Share by Category ... 55

(6)

1997/8 European MSPPSA DNA Sequencing

Mean & Median Values for Advanced Instruments per Resp, Installed Base ... 56

Median & Mean Number of Automated Sequencers, by Geographic Region... 56

Total Automated Sequencing Instruments, per Individual Researcher... 57

Expenditure on Automated Sequencers, per Respondent’s Group ... 57

Expenditure on Automated Sequencers, per Individual Researcher ... 58

Average Expenditure on Automated Sequencers, by Geographic Region ... 58

Extrapolation of Installed Base of Automated Sequencers, by Geographic Region . 59 Units Placements by Year, Automated Sequencers Installed Base ... 59

Dollar Placements by Year, Automated Sequencers Installed Base ... 60

Annual European Automated DNA Sequencer Sales Estimate, by Year... 60

Calculated CAGR for Automated Sequencers, 1994 to present... 61

Number of Other Advanced Instruments per Respondent’s Group... 61

Number of Other Advanced Instruments per Individual Researcher ... 62

Average Quantity of Robotic Workstation & Software Used for Sequencing... 62

Expenditure on Robotic Workstations, per Respondent’s Group ... 63

Expenditure on Robotic Workstations, per Individual Researcher... 63

Expenditure on Sequencing Analysis Software, per Respondent’s Group... 64

Expenditure on Sequencing Analysis Software, per Individual Researcher ... 64

Average Expenditure on Robotic Wkstns & Software, by Region... 65

Extrapolation of Installed Base of Robotic Workstations, by Geographic Region .. 65

Extrapolation of Installed Base of Analysis Software, by Geographic Region ... 65

Units Placements by Year, Robotic Workstation Installed Base... 66

Dollar Placements by Year, Robotic Workstation Installed Base ... 66

Annual European Robotic Workstation Sales Estimate, by Year... 67

Units Placements by Year, Sequence Analysis Software Installed Base ... 67

Dollar Placements by Year, Sequence Analysis Software Installed Base... 68

Annual European Sequencing Analysis Software Sales Estimate, by Year... 68

Average Number of Thermal Cyclers Reported per Respondent’s Group... 70

Average Number of Thermal Cyclers Reported per Individual Researcher ... 70

Median & Mean Number of Thermal Cyclers, by Geographic Region ... 71

Expenditure on Thermal Cyclers, per Respondent/Group ... 71

Expenditure on Thermal Cyclers, per Individual Researcher ... 72

Average Expenditure on Thermal Cyclers, by Geographic Region... 72

Extrapolation of Installed Base of Thermal Cyclers, by Geographic Region... 73

Units Placements by Year, Thermal Cycler Installed Base ... 73

Dollar Placements by Year, Thermal Cycler Installed Base ... 74

Annual European Thermal Cycler (for Sequencing) Sales Estimate, by Year ... 74

European Sales Estimate for All Sequencing Instrumentation, by Year ... 76

Dollar Market Worth by Geographic Region, Automated Sequencing Units ... 77

IV. M

ARKET

S

HARE

... 79

Manufacturers’ Unit Market Shares for Manual DNA Sequencers... 80

Manufacturers’ Dollar Market Shares for Manual DNA Sequencers ... 81

Average Manual Sequencer Prices for Major Suppliers... 82

(7)

-5-Manufacturers’ $ Market Shares for Manual Sequencers, English-speaking Rgn ... 85

Manufacturers’ $ Market Shares for Manual Sequencers, German-speaking Rgn.. 86

Manufacturers’ $ Market Shares for Manual Sequencers, Scandinavian Rgn... 86

Manufacturers’ $ Market Shares for Manual Sequencers, France & Southern Eur 87

Manufacturers’ $ Market Shares for Manual Sequencers, Benelux ... 88

Manufacturers’ Unit Market Shares, Automated Sequencer Installed Base... 89

Manufacturers’ Dollar Market Shares, Automated Sequencer Installed Base ... 90

Most Frequently Mentioned Automated Sequencer Models ... 91

Manufacturers’ Dollar Market Shares, Automated Sequencers Sold Since 1994.... 91

Manufacturers’ $ Market Shares for Auto Sequencers, English-speaking Rgn ... 92

Manufacturers’ $ Market Shares for Auto Sequencers, German-speaking Rgn ... 93

Manufacturers’ $ Market Shares for Auto Sequencers, Scandinavian Rgn ... 93

Manufacturers’ $ Market Shares for Auto Sequencers, France & Southern Eur... 94

Manufacturers’ $ Market Shares for Auto Sequencers, Benelux ... 94

Manufacturers’ Unit Market Shares, Robotic Workstation Installed Base ... 95

Manufacturers’ Dollar Market Shares, Robotic Workstation Installed Base ... 96

Average Robotic Workstation Prices for Major Suppliers... 96

Manufacturers’ Unit Market Shares, Sequence Analysis Software Installed Base ... 97

Manufacturers’ Dollar Market Share, Sequence Analysis Software Installed Base .. 97

Average Sequence Analysis Software Prices for Major Suppliers ... 98

Most Frequently Mentioned Sequencing Analysis Software Models... 98

Manufacturers’ Unit Market Shares, Thermal Cycler Installed Base ... 100

Manufacturers’ Dollar Market Share, Thermal Cycler Installed Base... 101

Average Prices for Major Suppliers of Thermal Cyclers ... 102

Thermal Cycler Sample Capacity, Share of Installed Base... 103

Average Price Paid for Various Thermal Cycler Sample Capacities ... 103

Thermal Cycler Sample Capacity, Dollar Market Share ... 104

Most Frequently Mentioned Thermal Cycler Models... 104

Manufacturers’ Dollar Market Share, Thermal Cyclers Sold Since 1994 ... 105

Manufacturers’ $ Market Shares for Thermal Cyclers, English-speaking Rgn ... 106

Manufacturers’ $ Market Shares for Thermal Cyclers, German-speaking Rgn ... 106

Manufacturers’ $ Market Shares for Manual Sequencers, Southern Europe ... 107

Manufacturers’ $ Market Shares for Manual Sequencers, France ... 107

Manufacturers’ $ Market Shares for Thermal Cyclers, Scandinavian Rgn ... 108

Manufacturers’ $ Market Shares for Manual Sequencers, Benelux ... 109

V. P

URCHASE

P

LANS

... 111

Forecast Change in Manual Sequencing, All Manual Sequencing Users... 113

Aver. Change in Manual Sequencing Over Next 12 Months by Current Users... 113

Verbatim Comments Reasons Behind Anticipated Change in Manual Sequencing 114 Verbatim Comments From Previous Manual Sequencing Users ... 116

Forecast Change in Automated Sequencing, Automated Sequencing Users... 118

Average Change in Auto Sequencing Over Next 12 Months by Current Users ... 118 Verbatim Comments Regarding Forecast Change in Automated Sequencing Use. 119

(8)

1997/8 European MSPPSA DNA Sequencing

Purchase Plans for Auto Sequencers, Response Profiles of Users & Non-Users ... 122

1997/98 European Sales Projections for Automated Sequencers ... 123

Purchase Plans for Robotic Workstations, Response Profile of Current Users ... 124

1997/98 European Sales Projections for Robotic Workstations... 124

Purchase Plans for Analysis Software, Response Profile of Current Users ... 125

1997/98 European Sales Projections for Analysis Software... 125

Purchase Plans for Thermal Cyclers, Response Profile of Current Users ... 126

1997/98 Eur Sales Projections for Thermal Cyclers Used for Cycle Sequencing.... 127

Share of Mentions, Planned Purchases of Automated DNA Sequencers... 128

Share of Mentions, Planned Purchases of Robotic Workstations... 129

Share of Mentions, Planned Purchases of Sequencing Analysis Software ... 130

Share of Mentions, Planned Purchases of Thermal Cyclers ... 130

VI. C

URRENT

S

EQUENCING

M

ETHODOLOGY

... 133

Average Templates Sequenced per Week, Cross Section of Manual Seq. Users ... 135

Mean, Median & Mode: Templates Sequenced/Week by Manual Sequencing... 135

Mean, Median & Mode: Average Gels Run per Week by Manual Sequencing... 135

Average Gels Run per Week, Cross Section of Manual Seq. Users ... 136

Mean, Median & Mode: Average Bases Called/Template by Manual Sequencing. 136 Average Bases Called per Template, Cross Section of Manual Sequencing Users .. 137

Average Bases Sequenced per Week, Cross Section of Manual Sequencing Users . 137 Mean, Median & Mode: Average Bases Sequenced/Week by Manual Sequencing 137 Average Reagent Cost per Template, Cross Section of Manual Seq. Users ... 138

Mean, Median & Mode: Reagent Cost/Template Using Manual Sequencing ... 138

Mean, Median & Mode: Average Reagent Cost/Week Using Manual Sequencing 138 Average Reagent Cost per Week, Cross Section of Manual Sequencing Users ... 139

Summary of Mean & Median Values for Manual Sequencing Users ... 139

Average Templates Sequenced per Week, Cross Section of Automated Seq Users 140 Mean, Median & Mode: Average Templates Sequenced/Week by Auto Seq ... 140

Mean, Median & Mode: Bases Called per Template by Automated Sequencing ... 141

Average Bases per Template, Cross Section of Automated Seq. Users ... 141

Average Bases Sequenced per Week Called, Cross Sectn of Automated Seq. Users 142 Mean & Median: Average Reagent Cost/Template by Automated Sequencing ... 142

Average Reagent Cost per Template, Cross Section of Automated Seq. Users ... 143

Average Reagent Cost per Week, Cross Section of Automated Sequencing Users . 143 Summary of Mean & Median Values for Automated Sequencing Users... 144

Access to Sequencing Instrumentation, Current Users ... 146

Verbatim Description of Applications for Automated Sequencing... 147

Percentage Throughput for Non-Sequencing Applications ... 151

Non-Sequencing Applications, Percentage Throughput on Auto Sequencers ... 152

Verbatim Description of Non-Sequencing Applications & Level of Throughput .. 153

Non-Sequencing Applications, Share of Mentions... 154

Primary Labeling Methods Utilized by Automated Sequencing Users ... 156

Sequencing Labeling Methods, Dye Primer vs Dideoxy Dye Terminator... 157

Verbatim Description of Other Labeling Methods for Automated Sequencing... 157

(9)

-7-Preferred Brands of Sequencing Enzymes, Share of Mentions... 162

Preferred Brands of Nucleotides, Share of Mentions... 163

Preferred Brands of Sequencing Buffers, Share of Mentions ... 164

Preferred Brands of Gel Matrix Reagents, Share of Mentions ... 164

Preferred Brands of Other Reagents, Share of Mentions ... 165

Current Sequencing Strategies in Use... 167

Verbatim Description Regarding Other Sequencing Strategies Used... 168

Current Sequencing Strategies in Use, Manual vs. Automated Sequencing Users.. 169

Template Preparation Techniques, Share of Mentions ... 170

Percentage of Total Templates, PCR Generated... 171

Percentage of Total Templates, Plasmid Vector... 172

Percentage of Total Templates, M13/Phagemid Vector... 172

Percentage of Total Templates, Lambda/Cosmid Vector ... 173

Percentage of Total Templates, Other Template Types ... 174

Write-In Responses for Sequencing Templates ... 174

Average Number of Templates, All Users vs. Automated Sequencing Users ... 175

Verbatim Description Regarding Single Stranded Template Purification Method. 176 Single Stranded Template Purification Methods, Reported Brand Names ... 178

Plasmid Template Purification, All Sequencing Users... 179

Verbatim Description of Other Methods for Plasmid Template Purification ... 180

Plasmid Template Purification, Manual vs. Automated Sequencing Users ... 181

PCR-Generated Template Purification, All Sequencing Users ... 182

Verbatim Descriptn of Other Methods for PCR-Generated Template Purificat’n. 183 PCR-Generated Template Purification, Manual vs. Automated Sequencing Users 184 Current Methods for Sequencing Templates, All Users ... 185

Current Methods for Sequencing Templates, Manual vs. Automated Sequencing 186 Sequencing Enzyme Use, Share of Mentions ... 187

Templates Sequenced per Week, Sequenase ... 188

Templates Sequenced per Week, AmpliTaq FS ... 189

Templates Sequenced per Week, Thermosequenase... 189

Templates Sequenced per Week, Taq Polymerase... 190

Templates Sequencing per Week, AmpliTaq CS ... 190

Templates Sequenced per Week, Sequitherm ... 191

Templates Sequenced per Week, Reverse Transcriptase... 192

Templates Sequenced per Week, Bst Polymerase... 192

Templates Sequenced per Week, Other Enzymes ... 193

Median Number of Templates Sequenced Weekly, Various Sequencing Enzymes 194 Share of All Templates Used Weekly for Each Sequencing Enzyme ... 194

Sequencing Enzyme Use, Manual vs. Automated Sequencing Users ... 195

Monthly Sequencing Output, All Sequencing Users... 196

Monthly Sequencing Output, Automated Sequencing Users ... 197

VII. S

UPPLIER

A

SSESSMENT

... 199

(10)

1997/8 European MSPPSA DNA Sequencing

Verbatim Comments for Last Purchased Manual Sequencer Sorted by Brand ... 201

Satisfaction with Last Purchased Manual Sequencer ... 205

Customer Satisfaction By Last Purchased Brand of Manual Sequencer... 206

Satisfaction Rates & Confidence Levels for Manual Sequencer Manufacturers ... 207

Reasons for Dissatisfaction with Last Manual Seq. Purchase Sorted by Brand ... 208

Reasons for Satisfaction with Last Manual Sequencer Purchase Sorted by Brand... 209

Ranked Manufacturers’ Performance for Manual Seq.: Best Value for Money ... 213

Ranked Manufacturers’ Performance for Manual Seq.: Easiest to Use... 214

Ranked Manufacturers’ Performance for Manual Seq.: Most Reliable Quality ... 215

Ranked Manufacturers’ Performance for Manual Seq.: Best Tech Support ... 215

Last Automated Sequencer Purchased, All Users... 217

Verbatim Comments for Last Purchased Automated Sequencer Sorted by Brand.. 218

Satisfaction with Last Purchased Automated Sequencer, Share of Mentions ... 222

Satisfaction Ratings By Last Purchased Brand of Automated Sequencer ... 223

Satisfaction Rates & Confidence Levels for Automated Sequencer Manufacturers. 224 Reasons for Dissatisfaction with Last Automated Seq. Purchase Sorted by Brand .. 225

Reasons for Satisfaction with Last Automated Seq. Purchase Sorted by Brand... 226

Ranked Manufacturers’ Performance for Automated: Best Field Service ... 229

Ranked Manufacturers’ Performance for Automated: Easiest to Use ... 230

Ranked Manufacturers’ Performance for Automated: Greatest Innovator ... 231

Ranked Manufacturers’ Performance for Automated: Highest Throughput ... 231

Ranked Manufacturers’ Performance for Automated: Lowest Running Costs... 232

Ranked Manufacturers’ Performance for Automated: Most Reliable Quality ... 232

Ranked Manufacturers’ Performance for Automated: Most Committed... 233

Last Robotic Workstation Purchased, All Users ... 235

Reason for Selecting Brand of Robotic Workstation Sorted by Brand ... 236

Satisfaction with Last Purchased Robotic Workstation... 237

Verbatim Comments Regarding Dissatisfaction with Robotic Wkstn, by Brand ... 238

Verbatim Comments Regarding Satisfaction with Robotic Wkstn, by Brand ... 238

Ranked Manufacturers’ Performance for Robotics: Application Flexibility ... 239

Ranked Manufacturers’ Performance for Robotics: Best Field Service ... 240

Ranked Manufacturers’ Performance for Robotics: Easiest to Use... 241

Ranked Manufacturers’ Performance for Robotics: Level of Automation ... 241

Ranked Manufacturers’ Performance for Robotics: Most Reliable Quality ... 242

VIII. F

UTURE

E

XPECTATIONS

... 245

Suggested Improvements in Manual DNA Sequencers ... 246

Most Frequently Mentioned Areas for Improvement, Manual Sequencers ... 248

Most Important Features of Automated Sequencers... 249

Most Frequently Mentioned Features, Automated Sequencers ... 252

Suggested Improvements in Automated DNA Sequencers ... 253

Suggested Improvements in Automation Capabilities ... 257

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