Life Science Product Catalogs: Techniques to Increase Sales

Table of Contents

Introduction

• Overview
• Significant Findings

Understanding Catalog Preferences

• How Catalogs Are Used to Support Research Activities
• How Catalogs Are Used to Support Ordering-Related Tasks
• Catalog Preference by Product Category

Optimizing the Utility of Print Catalogs

• Frequency with Which Print Catalogs Are Used When Evaluating a Product for Purchase
• Most Important and Least Important Features of Print Catalogs
• Hours Per Week Devoted to Viewing Print Catalogs
• Common Ways Scientists Obtain Print Catalogs
• Number of Total and "Older" Print Catalogs Maintained by Labs
• Degree of Importance of Features Associated with Print Catalog Production
• Preferred Search Strategy for Print Catalogs

Maximizing the Effectiveness of Online Catalogs

• Frequency with Which Online Catalogs Are Used When Evaluating a Product for Purchase
• Most Important and Least Important Features of Online Catalogs
• Hours Per Week Devoted to Viewing Online Catalogs
• Characterization of Online Catalog Features
• Preferred Search Strategy for Online Catalogs
• How Portable Document Format (PDF) Catalogs Are Used
• Number of Online and Total Product Orders Placed Per Month
• Expected Changes in the Number of Online Product Orders Placed Over the Next 12 Months

Recognizing Vendors with the "Best Catalogs"

• Frequency of Use of Specific Vendors' Online and Print Catalogs During the Past 12 Months
• Vendors Voted to Have the "Best Catalogs"

Study Methodology and Demographics

• Methodology
• Demographics
• Questionnaire

Appendices

• Insights and Perspectives
• Additional Analysis
  • How Scientists Order/Requisition Products for Orders under $5,000
  • How Orders Are Paid for
  • Preferences for Print vs. Online Catalogs for Various Types of Information
  • Product Categories Used in Research
  • Print Catalogs Used in the Last 12 Months
  • Online Catalogs Used in the Last 12 Months
  • Best Print and Online Catalogs