Contacting original manufacturers makes sense when buying used

by the Editors at BioListings.com

Companies conserving money and purchasing used life science equipment often feel that they shouldn't contact the original equipment manufacturer for support or services. This situation can lead to costly bad decisions, because the purchaser may make a purchase without having all the most current facts about a product.

It is true that every piece of used life science equipment sold means a lost opportunity for a new equipment purchase. However, a manufacturer would still prefer that you buy a used or older model of their brand than a new model of the competitor. Why?

There are 8 reasons why a manufacturer can still benefit:

1) Your company may grow and your familiarity with their product may lead to future sales.

2) You may need to buy consumables for the equipment that the vendor can provide.

3) You may need installation, validation, or preventive maintenance which they can provide.

4) They may provide testing, certification, or warranty services on older equipment.

5) They may sell complementary equipment that you may need to purchase.

6) They can sell you replacement parts, accessories, or manuals.

7) Your satisfaction with the equipment can provide a source of referrals.

8) They have the ability to demonstrate their level of commitment to customer service.

Partnering with the manufacturer can minimize your risk in purchasing used equipment. The manufacturer knows its own product best. They can answer questions about obsolesence, pricing, and cost of ownership that isn't easily available. A manufacturer knows this kind of information and should be willing to provide it if asked.

The biggest challenge in working with the original equipment manufacturer may be finding the right person to assist you. Sales representatives and customer support lines are good places to start. They can generally handle questions like the age of a piece of equipment and whether or not it has been rendered obsolete. The service department or local service manager will generally be of assistance, because they can have an ongoing business relationship wtih you providing services and parts.

The best way to insure success and participation from the manufacturer is to create a win-win opportunity that allows them to provide a required product or service for you.