In buying a microscope, first of all you need to know what you need. You need to sit down and write out what you want the microscope to do. This can be as simple as saying we need a new microscope for a new cytologist or much more complex for a research application, the best priced one. The needs statement should say what the microscope will be used for. Let the competing manufacturers give you their ideas on how to do the job.
Call up the dealers and tell them that you are in the market, what you want the microscope to do and when you need the microscope. Ask them for quotes and demonstrations. Ask each sales person when they can let you see the microscope they recommend.
When you are dealing with a representative, you should receive professional courteous service. Just like a repair technician, the sales representative should know more about the microscope than you. If the sales representative is rude or disrespectful to you, immediately report this to the owner or sales manager.
You need to get the quotations before you start setting up the demonstrations. The quotes should clearly set out what the microscope will be able to do and the cost. Be honest with the sales persons about cost. Let them know the price range you have to be in. Let them know how important cost is. Is it very important or is performance more important? Remember in buying a microscope value is more important than price. A microscope will last at least fifteen years as a front line microscope and probably another ten years as an active part of the lab. If you save a few hundred dollars but the microscope is not as productive, you have lost a lot of money. The most expensive part of a lab is personnel. So, make sure that the microscopes you buy make them as productive as possible.
After looking at the quotes, invite the sales persons that sent acceptable quotes to come in and demonstrate their microscopes. It is more than fair to make everyone show up at similar times and show their microscopes. This is referred to as a head to head demonstration and if the sales person is confident about their product and interested in serving you, they will jump at the chance.
A head to head demonstration is a very good way for you to see the competitive strengths and weaknesses of each microscope. You will also see the strengths and weaknesses of the sales persons and their organizations. The quality of the organization is critical. These are the people that will resolve warranty and service problems. If they do not perform well in accordance to the best price they offered, neither will the microscope.
Find some space for the microscopes. They should be set up so that you can be comfortable and relaxed when looking through them. Help the sales persons to get the microscopes there. Parking and unloading can be a real hassle when you have a lot of equipment to bring in to a building. See if there is an easy way to do this.
Prepare one of your specimens to view on the microscopes. Make them as challenging as possible. You do not want to find out later that another microscope does better with the more difficult specimens. Each specimen should be viewed on each microscope.
Prepare a list of questions that you will ask all the sales persons. Include questions about service, repair, parts availability and delivery. Make sure the sales person can and will train you and any other users to use the microscope. This includes photography or use of a video camera if it is included.
A demonstration is a very expensive proposition for a dealership. If you want the best price you need to help them keep their cost down so be fair with the companies involved.
