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Understanding Switching Dynamics: Maximizing Customer Retention in the Life Sciences
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Report #08-006
Publication Date: March 2008
Page Count: 173
Print Copy: $4,400
Company-wide Electronic Copy (includes print copy): $6,600
plus Data Set: an additional $1,200
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You have a solid relationship with a client and your products are integral to their research program. But one day you notice sales dropping and wonder why your calls not being returned…you have been supplanted by another supplier and don’t know why. Frustrating! Or, maybe you have not been able to penetrate a high value account even though you have a superior product. What can you do to get in the door? These are the two sides of the switching dilemma. For the first time, BioInformatics, LLC examines the drivers behind what motivates buyers to switch brand allegiances. We go beyond the basics of price, service and delivery to provide a thorough analysis of the factors that create “customers for life” and enable you to take advantage of opportunities to secure new accounts.
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