Managing Change

CEO Max is celebrating his emerald (55th) anniversary in the lab supply industry. Many changes have occurred during that time - you won't want to miss this one!

Prepare for likely price increases on filter paper following Danaher acquisition of Cytiva (owner of Whatman brand) by working with Lab Procurement Services. We will assist you in finding and validating suitable alternatives, and save you money.

● Prices go up year after year and savings goals promised are never delivered.

● Service levels go down, year after year. You are told you don’t buy enough to warrant an in-person sales rep. Some companies have even eliminated phone calls!

● Freight charges, fuel charges, handling charges and late payment penalties keep getting tacked on to your bill.

● How did regional distributors make a comeback in the market?.

● Why do regional distributors appeal to lab buyers?

● What are the major objections to doing more business with regional distributors?

● How do regional distributors compete against the big distributors?

LPS's purpose is to save its clients money throughout the P2P process. From the initial list of items, LPS asks its clients to specify whether or not alternative but equivalent products would be considered for their orders? The default answer we use is yes. However, when the initial orders are placed and the end user gets to see the alternative product that was selected, there could be push-back. People resist change Is there a better way to manage the change?

Nobody is happy when their prices increases after January 1st. Many customers feel that by signing a pricing agreement (or contract) that they can use this document to restrict price increases. But somehow, spending is more than expected during the 3 - 5 year term of a contract. What happened? How could this have happened?