By Marvin C. McMaster
A time-tested, systematic method of the trading of complicated learn instruments
trying to find the easiest laboratory tools and platforms could be a daunting and dear job. A poorly chosen software can dramatically have an effect on effects produced and in some way have an effect on study papers, the standard of scholar education, and an investigator's percentages for development. Buying and promoting Laboratory Instruments bargains the precious insights of an analytical chemist and advisor with over 4 many years of expertise in finding tools established upon either desire and cost. It is helping all selection makers locate the simplest gear, carrier, and help whereas fending off the brand-loyalty bias of revenues representatives so that you can absolutely meet your laboratory's specifications.
the 1st component of the ebook courses dealers throughout the hurdles of investment, paying for, and buying best-fit tools on the least-expensive fee. It explains how to define proprietors that aid their consumers with either a professional provider and alertness aid. additionally provided is tips on adapting your latest tools to new purposes, integrating new apparatus, and what to do with tools that could now not serve in learn mode.
the second one part explains the revenues procedure intimately. this can be supplied either as a caution opposed to manipulative revenues reps and as a advisor to creating the sale a win-win strategy for you and your seller. It additionally indicates you ways to choose a well informed technical guru to assist be sure the precise procedure configuration you wish and the place to discover the simplest expense for it. extra bonuses are precis figures of shopping for series and revenues instruments and an appendix containing commonly asked questions and reminiscence aids.
Buying and promoting Laboratory Instruments is for individuals at once taken with opting for and purchasing tools for operational laboratories, from the main investigator to the individual truly delegated with investigating and choosing the procedure to be got. revenues representatives; laboratory managers; universities; pharmaceutical, biotech, and forensic study enterprises; company laboratories; graduate and postdoctoral scholars; and precept investigators won't are looking to be with out this indispensible guide.Content:
Chapter 1 making a choice on Laboratory tools (pages 1–10):
Chapter 2 Step?by?Step deciding to buy (pages 11–17):
Chapter three Analytical software requisites (pages 18–24):
Chapter four discovering the simplest cost (pages 25–32):
Chapter five supplies and Bidding (pages 33–37):
Chapter 6 software seller help (pages 38–47):
Chapter 7 Laboratory software provider (pages 48–55):
Chapter eight Recycling the method (pages 56–62):
Chapter nine procuring Relationships (pages 63–70):
Chapter 10 revenues Justification (pages 71–77):
Chapter eleven Profiling the revenues name (pages 78–85):
Chapter 12 Objections within the revenues approach (pages 86–94):
Chapter thirteen Step?by?Step software promoting (pages 95–99):
Chapter 14 remaining the Sale (pages 100–104):
Chapter 15 The legislation of promoting (pages 105–114):
Chapter sixteen dealing with difficulties (pages 115–120):
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Extra info for Buying and Selling Laboratory Instruments: A Practical Consulting Guide
The customer would get 13 doughnuts for the price of 12, or about an 8% discount. The typical demonstration discount is 10%. If the discount is made in kind with higher-margin accessories or consumables, it may be slightly more than 10% but not much. When submitting bids, always check your posted bids to make sure that all of the companies you are interested in are on the bid submittal list. Bids are not truly competitive if some of the interested vendors are left off the bid list. S. government is often the largest-volume customer for any vendor.
I once received an integrator shipping carton shipped on an airliner after an equipment exhibition with forklift holes in the side of the box. The side of the integrator was bowed in, and the microprocessor boards on the inside were all snapped in half. Most salespeople do not take good care of the company’s equipment. I once saw an HPLC system that was accidentally dropped down the back staircase of a university department building strapped to an instrument cart. It ended up smashed, face down, on an asphalt driveway because the elevator was out.
Scintillation counters feature sample capacity, counting precision, and shielding specifications. Protein, peptide, and DNA sequencers CRITICAL FEATURES OF LABORATORY INSTRUMENTS 21 feature minimum sample capacity and maximum sample chain length; also important are single cleavage-step precision and cleavage-product identification precision specification. 3 Separation Systems Open column chromatography systems specifications focus primarily on column volume and sample capacity unless they are pumped systems that feature pump flow rates, detector sensitivity, and attenuation range.
Buying and Selling Laboratory Instruments: A Practical Consulting Guide by Marvin C. McMaster