Download Buying and Selling Laboratory Instruments: A Practical by Marvin C. McMaster PDF

By Marvin C. McMaster

A time-tested, systematic method of the trading of complicated study instruments

trying to find the simplest laboratory tools and platforms could be a daunting and dear activity. A poorly chosen software can dramatically have an effect on effects produced and ultimately have an effect on study papers, the standard of pupil education, and an investigator's probabilities for development. Buying and promoting Laboratory Instruments deals the dear insights of an analytical chemist and advisor with over 4 a long time of expertise in finding tools established upon either want and cost. It is helping all choice makers locate the simplest apparatus, carrier, and aid whereas keeping off the brand-loyalty bias of revenues representatives so that you can totally meet your laboratory's requisites.

the 1st element of the publication publications dealers during the hurdles of investment, deciding to buy, and buying best-fit tools on the least-expensive cost. It explains how to define owners that aid their consumers with either an expert provider and alertness help. additionally provided is tips on adapting your present tools to new purposes, integrating new gear, and what to do with tools that could now not serve in study mode.

the second one part explains the revenues approach intimately. this can be supplied either as a caution opposed to manipulative revenues reps and as a consultant to creating the sale a win-win method for you and your seller. It additionally exhibits you ways to choose a educated technical guru to assist confirm the precise approach configuration you would like and the place to discover the easiest expense for it. additional 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 without delay curious about identifying and purchasing tools for operational laboratories, from the main investigator to the individual really delegated with investigating and choosing the process to be bought. revenues representatives; laboratory managers; universities; pharmaceutical, biotech, and forensic study businesses; company laboratories; graduate and postdoctoral scholars; and precept investigators won't are looking to be with out this indispensible guide.Content:
Chapter 1 deciding upon Laboratory tools (pages 1–10):
Chapter 2 Step?by?Step paying for (pages 11–17):
Chapter three Analytical tool standards (pages 18–24):
Chapter four discovering the easiest rate (pages 25–32):
Chapter five gives you and Bidding (pages 33–37):
Chapter 6 software seller aid (pages 38–47):
Chapter 7 Laboratory tool provider (pages 48–55):
Chapter eight Recycling the procedure (pages 56–62):
Chapter nine deciding to buy 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 method (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 marketing (pages 105–114):
Chapter sixteen dealing with difficulties (pages 115–120):

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Additional info for Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Sample text

Sales representatives accompany the exhibits to provide information on the wonderful features and benefits of these stateof-the-art instruments. If you do your homework, you can use probing questions on the last day to sort out the important features at a time when the sales representatives’ feet are aching, their backs are sore, and they tend to be a little more honest about their equipment. 6 POSTSALES SUPPORT The support provided by the vendor to ensure your success with the instrument after a field service technician installs it is the true measure of the vendor’s commitment to your account.

Secondary features are injection repeating, needle wash control, standard interrupt cycle, definitive vial identification, and cooling range. Chromatography system controllers feature temperature control, multipump flow rate control, and external valve control specifications. Data systems and laboratory information management systems (LIMS) specifications are data acquisition rate, range, and precision; data integration parameters, such as noise rejection, peak detections, and slope; and peak retention time or peak mass identification.

Even this situation must be examined, however, since equipment evolves with time, as do protocols. There may be a better, cheaper system for getting the same result or a faster result while still adhering to the protocol. Information you obtain from a referral or the literature may be outdated. The research problem you are investigating may be completely different from or more demanding than the one handled by the company guru or the ESA protocol. 1 Fitting Your Needs and Budget After you have gathered all the needed specifications, capabilities, and pricing information, you much match them to the requirements for your analysis and the budget for your instrument or your fund bidding.

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