LabTech - Yes, that LabTech
The name LabTech to those of us who started in this industry in the 1970’s is associated with histology products. That company no longer exists, freeing up the name to be used by multiple businesses.
It’s confusing, but the company we represent and the one whose products I am featuring here is www.labtechus.com. Its full name is LabTech, Inc. and it is located in Hopkinton, MA.
LabTech, Inc. is one of the very few companies who did not increase their prices in 2026. They have a broad portfolio of equipment, perhaps one of the best-kept secrets in the industry. For example:
- SPE2000, automated solid-phase extraction with cartridge
- AutoEmpore, automated solid-phase extraction with disk
- HPSE-6, high-pressure solvent extraction
- Flex-MVP, multiple vacuum concentration
- M10, automated nitrogen concentration
- PT3000, automated purge & trap sample preparation system
- Water chiller
- Rotary evaporator
In addition, LabTech Inc. makes sample preparation systems.
If any of these products are of interest to you, contact us and we can coordinate an online meeting with LabTech to provide you with further details and pricing.
The Sales Pitch
Listening Understanding. Confirming. Committing. These are the basic skills anyone involved in scientific sales must master.
Listening - this is perhaps the hardest thing to learn. Sales people are there to sell. But who buys anything they don’t really need or want? The first step is to figure out what that is 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 master this technique, and fewer still can sustain it over time.
At LPS, these skills are what we strive for, each and every day. How well do we do? Give us a try and find out!
