Purchasing a new instrument or changing suppliers involves a mixture of reason and emotion, of analysis and salesmanship, of confidence and fear. It’s rather like buying a new house or car. There is no perfect choice, and even one that seems ideal before the purchase will turn out to have severe flaws - or the perfect instrument may have abysmal service.

Remember that buying the right instrument for the job is largely the responsibility of the buyer. It’s a big purchase, and you’ll be judged by its success; keep that in mind when the sales representative spins seductive tales. Vendors have a tremendous amount of valuable information, but sales representatives can overstate or hide the true strengths of the product. The buyer has to be critical and alert, always looking out for his or her lab’s interests. A successful purchase is a collaboration between the lab and its technical expertise, the purchasing department and their detached perspective, and the vendors, who know their products better than anyone.