Volume 89 Issue 48 | pp. 12-18
Issue Date: November 28, 2011

Cover Story: Electronic Channels

Repeat Sales For Stable Revenues

Instrumentation firms view consumable products as a strategic business
Department: Business | Collection: Economy, Life Sciences
News Channels: Analytical SCENE
Keywords: instrumentation, research, consumables, chromatography, life sciences

Build it and they will come—again and again. Having sold a big-ticket piece of equipment, laboratory instrumentation manufacturers hope customers will return repeatedly for the consumable products they’ll need to run it.

In the instrumentation business, consumables typically include anything beyond the instrument itself, which industry managers like to call “the box.” Ranging from sample-prep items and chromatography columns to life sciences reagents and assays, these high-margin repeat-sale products can be a steady revenue source.

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