Buying and Selling Laboratory Instruments (ePub)

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.