Your Needs, Our Expertise, Best-In-Class Website
Listening Understanding. Confirming. Committing. These are the basic skills anyone involved in scientific sales must master.
Listening - this skill is perhaps the hardest thing to learn. Sales people exist to sell. But who buys anything they don’t really need or want? The first step is to figure out the need, and you can only gain that information by listening.
Understanding - If you have listened, you may think you understand what you heard. But did you?
Confirming - By repeating back to the customer what you thought you learned. and having the customer confirm that you are on the right track, you now know whether the product or solution you have to offer is right for their needs.
Committing - The last step is to offer a solution; a proposal, a quote, an expected delivery date.
This sounds really simple, but in my experience, very few salespeople (or suppliers) master this technique, and fewer still can sustain it over time.
At LPS, these skills are what we strive for, each and every day. Below is an example of how we apply our understanding of customer needs, and use this knowledge to provide cost-effective solutions…
Danaher Corp owns Cytiva (formerly GE Whatman), Pall Corporation (filtration/purification), Leica Microsystems (microscopy), Beckman Coulter Life Sciences, Molecular Devices, and IDBS as well as Hach (Water Quality products). We are often asked to supply Hach as well as Cytiva and Pall (formerly Pall Gelman) filtration products. A little over a year ago, Danaher extended their policy of not allowing resellers to sell their companies’ products to include Cytiva and Hach.
This policy makes sense if you are talking about equipment (i.e., anything with a serial number) but when you are talking about filter paper and water/wastewater testing reagents, it makes no sense at all. We, along with many other members of the Independent Laboratory Dealers Association, have voiced our complaints. Our objections have (to date) fallen on deaf ears.
Many of the Cytiva (Whatman) products have direct equivalents available from I.W. Tremont at great savings! Similarly, Lovibond can supply many of the same reagents as Hach, also at significant savings, from two top-quality U.S. manufacturers.
If you would like to protest Danaher’s restrictive policy, please do so by moving your business to another vendor. We will be more than glad to help you find a great money-saving alternative!
Another area we heard is of utmost importance is our website. A user-centric, visually appealing, and secure website is now a minimum expectation for any lab supply company. According to a 2025 study published by OroCommerce,
Key features of a B2B website platform include:
- Custom Pricing and Catalogs: Tailor pricing, discounts, and product visibility based on customer segments or specific account agreements.
- Account Management and Permissions: Support complex company structures with multiple users, allowing for role-based access control (e.g., procurement officers vs. managers) and customized purchasing workflows.
- Bulk Ordering and Reordering Tools: Facilitate quick purchasing through fast reorder options, bulk quantity inputs, and saved purchasing lists or quick-order forms.
- Flexible Payment and Checkout Options: Accommodate B2B procurement with options like purchase orders (POs), credit terms, and invoices, rather than just credit cards.
- Self-Service Customer Portals: Enable customers to manage invoices, track orders, and view their personalized pricing, reducing manual workload for sales teams.
- Advanced Search and Navigation: Help users navigate thousands of products using SKU searches, technical specifications, and advanced filtering options.
Perhaps the most critical feature of a website is that it is fast. When you search or click, you expect the website to do something! Labproservices website ticks all of these boxes - and it is fast!
If you haven’t visited our site lately, we invite you to check it out. You will be pleasantly surprised by our prices too!
Whether you are a new or returning client, we hope you give Lab Procurement Services the opportunity to discuss, understand, and fulfill your needs.
