Book 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.
MARVIN C. McMASTER, PhD, is a consultant and
Adjunct Professor of Chemistry at the University of Missouri-St.
Louis, where he teaches courses on HPLC, GC/MS, LC/MS, and laboratory
computing. He is a former researcher and product developer for DuPont,
Kraft Foods, and Ciba-Geigy, and previously worked as a technical
sales support specialist for Waters, Beckman, and Pharmacia. In
addition to this book, Dr. McMaster is the author of HPLC: A
Practical User's Guide, Second Edition; GC/MS: A Practical User's
Guide, Second Edition; and LC/MS: A Practical User's
Guide, all from Wiley.
