Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Description

A time-tested, systematic approach to the buying and selling of complex research instruments Searching for the best laboratory instruments and systems can be a daunting and expensive task. A poorly selected instrument can dramatically affect results produced and indirectly affect research papers, the quality of student training, and an investigator's chances for advancement. Buying and Selling Laboratory Instruments offers the valuable insights of an analytical chemist and consultant with over four decades of experience in locating instruments based upon both need and price. It helps all decision makers find the best equipment, service, and support while avoiding the brand-loyalty bias of sales representatives so you can fully meet your laboratory's requirements. The first section of the book guides buyers through the hurdles of funding, purchasing, and acquiring best-fit instruments at the least-expensive price. It explains how to find vendors that support their customers with both knowledgeable service and application support. Also offered is guidance on adapting your existing instruments to new applications, integrating new equipment, and what to do with instruments that can no longer serve in research mode. The second section explains the sales process in detail. This is provided both as a warning against manipulative sales reps and as a guide to making the sale a win-win process for you and your vendor. It also shows you how to select a knowledgeable technical guru to help determine the exact system configuration you need and where to find the best price for it. Added bonuses are summary figures of buying sequence and sales tools and an appendix containing frequently asked questions and memory aids. Buying and Selling Laboratory Instruments is for people directly involved in selecting and buying instruments for operational laboratories, from the principle investigator to the person actually delegated with investigating and selecting the system to be acquired. Sales representatives; laboratory managers; universities; pharmaceutical, biotech, and forensic research firms; corporate laboratories; graduate and postdoctoral students; and principle investigators will not want to be without this indispensible guide.Content: Chapter 1 Selecting Laboratory Instruments (pages 1–10): Chapter 2 Step?by?Step Purchasing (pages 11–17): Chapter 3 Analytical Instrument Specifications (pages 18–24): Chapter 4 Finding the Best Price (pages 25–32): Chapter 5 Grants and Bidding (pages 33–37): Chapter 6 Instrument Vendor Support (pages 38–47): Chapter 7 Laboratory Instrument Service (pages 48–55): Chapter 8 Recycling the System (pages 56–62): Chapter 9 Buying Relationships (pages 63–70): Chapter 10 Sales Justification (pages 71–77): Chapter 11 Profiling the Sales Call (pages 78–85): Chapter 12 Objections in the Sales Process (pages 86–94): Chapter 13 Step?by?Step Instrument Selling (pages 95–99): Chapter 14 Closing the Sale (pages 100–104): Chapter 15 The Laws of Selling (pages 105–114): Chapter 16 Handling Problems (pages 115–120):