Buying and Selling Laboratory Instruments: A Practical Consulting Guide

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A time-tested, systematic approach to the buying and selling ofcomplex research instruments

Searching for the best laboratory instruments and systems can bea daunting and expensive task. A poorly selected instrument candramatically affect results produced and indirectly affect researchpapers, the quality of student training, and an investigator'schances for advancement. Buying and Selling LaboratoryInstruments offers the valuable insights of an analyticalchemist and consultant with over four decades of experience inlocating instruments based upon both need and price. It helps alldecision makers find the best equipment, service, and support whileavoiding the brand-loyalty bias of sales representatives so you canfully meet your laboratory's requirements.

The first section of the book guides buyers through the hurdlesof funding, purchasing, and acquiring best-fit instruments at theleast-expensive price. It explains how to find vendors that supporttheir customers with both knowledgeable service and applicationsupport. Also offered is guidance on adapting your existinginstruments to new applications, integrating new equipment, andwhat to do with instruments that can no longer serve in researchmode.

The second section explains the sales process in detail. This isprovided both as a warning against manipulative sales reps and as aguide to making the sale a win-win process for you and your vendor.It also shows you how to select a knowledgeable technical guru tohelp determine the exact system configuration you need and where tofind the best price for it. Added bonuses are summary figures ofbuying sequence and sales tools and an appendix containingfrequently asked questions and memory aids.

Buying and Selling Laboratory Instruments is for peopledirectly involved in selecting and buying instruments foroperational laboratories, from the principle investigator to theperson actually delegated with investigating and selecting thesystem to be acquired. Sales representatives; laboratory managers;universities; pharmaceutical, biotech, and forensic research firms;corporate laboratories; graduate and postdoctoral students; andprinciple investigators will not want to be without thisindispensible guide.

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About the author

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.
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John Wiley & Sons
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Published on
Nov 29, 2010
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Science / Chemistry / Analytic
Science / Chemistry / General
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