Waters Corp: Analytical Lab Instruments Market Dynamics
Former VP of Product Instrument Development at Waters Corporation
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Waters Corp: Analytical Lab Instruments Market Dynamics(November 13, 2023)
Former VP of Product Instrument Development at Waters Corporation
Interview Transcript
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If I understand correctly, everyone is trained on all these instruments and software applications.
Yes, the switching costs include training staff. As Pharma has remodeled their supply chains and strived for efficiency, there's been a deskilling in the laboratory. The customers these companies were selling to 15 years ago were scientists, but now they're technicians. Retraining them can be a real challenge. This is why everyone's trying to make things simpler and easier to lower those switching costs.
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What are your thoughts on the acquisition of Wyatt?
The argument is solid. They need a technology in that space that will assist them in research and development for characterization work. It's a detector that fits at the end of an LC. From a fit standpoint, it's excellent. The argument is perfectly logical. The challenging part is the valuation. The logic is clear, but I'm not sure about the financial aspect. They want it to be accretive within a year or two, and they must have an aggressive deal model to justify the valuation. That's the question.
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