Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Searching for laboratory instruments and systems can be daunting and expensive. Sales reps can help, but, ultimately, their loyalty lies elsewhere. Buying and Selling Laboratory Instruments: A Practical Consulting Guide offers the insights of a chemist/consultant with over four decades of experience in locating instruments based upon both need and price, while avoiding the brand–loyalty of sales reps. Laboratory managers, universities, and pharmaceutical, biotech and forensic research firms will not want to be without this indispensible guide for selling and locating the best lab equipment, services, and application support.

Spis treści:
Laboratory Instrument Buying.
PREFACE.
Section I.
Purchasing Laboratory Instruments.
1 SELECTING LABORATORY INSTRUMENTS.
1.1 Modular Systems.
1.2 System–In–A–Box.
1.3 Automation.
1.4 Data Archival and Recovering.
2 STEP–BY–STEP PURCHASING.
3 ANALYTICAL INSTRUMENT SPECIFICATIONS.
3.1 Dedicated Packages Versus Component Systems.
3.2 Critical Features of Laboratory Instruments.
3.3 Dedicated Analysis Facilities.
4 FINDING THE BEST PRICE.
4.1 Price Quotations.
4.2 Government Service Administration (GSA) Pricing.
4.3 Instrument Selection.
4.4 Demonstration Equipment Discounts.
4.5 Discounting in Kind.
4.6 The Modular Trap.
4.7 Buying Used Equipment.
4.8 New System Warrantees.
5 GRANTS AND BIDDING.
5.1 Logical Bidding Specifications.
5.2 Dealing With Purchasing Agents.
5.3 Using GSA Pricing.
5.4 Quantity Discounting.
6 INSTRUMENT VENDOR SUPPORT.
6.1 In–House Demonstrations And Seminars.
6.2 User Training Schools.
6.3 Vendor Application Development Laboratories.
6.4 Technically–trained Sales Representatives.
6.5 Vendor–sponsor ed Technical Meetings.
6.6 Post–sales support.
6.7 Cost of Consumables.
7 LABORATORY INSTRUMENT SERVICE.
7.1 Quality is Job 1, Quality Service is Job 2.
7.2 Separating Instrument and Application Problems.
7.3 Reverse Order Diagnosis.
7.4 Service Resources.
7.5 Spare parts inventory.
7.6 Diagnosing Grounding, and Static Problems.
8 RECYCLING THE SYSTEM.
8.1 The Dedicated Recycled System.
8.2 Technician Training Instruments.
8.3 University Instrument Donation.
8.4 Used Instrument Resale.
8.5 Metal Recycling.
Section II.
9 STEP–BY–STEP INSTRUMENT SELLING.
10 BUYING RELATIONSHIPS.
10.1 Win/Lose Selling Relationships.
10.2 Win/Win Selling Relationships.
10.3 Buying Hardware, Service, and Support.
10.4 Advantages of a Profitable Vendor.
10.5 Getting what You Pay for and Need.
11 SALES JUSTIFICATION.
11.1 Emotional Decision Making.
11.2 Reasons for an Instrument Selection.
11.3 Purpose of the Decision.
11.3 Path to a Sales Decision.
11.4 The Qualifying Sales Interview (A.D.M.A.N.O.).
12 PROFILING THE SALES CALL.
12.1 Training Sales People.
12.2 Hot Button Analysis (HBA).
12.3 Selling to Each Hot Button.
13 OBJECTIONS IN THE SALES PROCESS.
13.1 Systematic Selling.
13.2 Assistance of Sales Tools.
13.3 Use of Demonstration Equipment.
14 CLOSING THE SALE.
14.1 Assumptive Closes.
14.2 Manipulative Closes.
14.3 Final Closing and the Lost Sale Close.
15 THE LAWS OF SELLING.
15.1 Sales People are Made, Not Born.
15.2 You Only Have One Chance at a First Impression.
15.3 Salesmen Ask Questions, Not Make Statements.
15.4 Fear of Loss is More Important than Desire for Gain.
15.5 If You Do Not Ask, the Answer Is Automatically No!
15.6 Listen more than you talk!
15.7 Objections Are a Sign of Interest.
15.8 Do Not Argue, Ask for Clarification.
15.9 B ody Language Can Defuse Sales Tension.
15.10 Emotional Buying and Logical Justification.
15.11 People Want to Be Fair.
15.12 Honesty Is Good Business.
15.13 Never Criticize an Opponent.
15.14 T.A.N.S.T.A.A.F.L..
15.15 Explaining Quality Or Apologize For Price.
15.16 The Word Sales Comes From Serving.
16 HANDLING PROBLEMS.
16.1 Warrantees and Customer Expectations.
16.2 Dealing with a Lemon.
16.3 Instrument Success Goals.
16.4 Providing Application Support.
16.5 Territory Management.
16.6 Confidentiality.
16.7 Sales Integrity.
Appendix A FREQUENTLY ASKED QUESTIONS (FAQS).
A1 Frequently asked Purchasing Questions.
A2 Frequently asked New Instrument Questions.
A3 Frequently Asked Questions about the Selling Process.
Appendix B MEMORY AIDS, FIGURES, AND TABLES.
Figure 1 A Purchasing Schematic.
Figure 4 Original Isocratic HPLC Run Protocol.
Figure 5 An Instrument Sales Schematic.
Figure 6 Using Hot Button Analysis.
Figure 7 The Laws of Selling.
Table 1 Analytical Instrument Specifications.
Table 2 Characteristics of Buffers.
Table 3 Characteristics of Common Solvents.
Appendix C GLOSSARY OF PURCHASING AND SALES TERMS.
Appendix D TROUBLESHOOTING QUCIK REFERENCE.
I TROUBLESHOOTING THE PURCHASE.
II TROUBLESHOOTING THE SALE.
SELECTED READING LIST.
Appendix F.
INDEX.