Microscopes & Media
See This? Sell That. BID Edition
Tools That Test Everything
Tip of the Iceberg
100
True or False: In 3D cell culture, cells often behave more like they do in the body compared to traditional 2D cultures.
What is true?
More realistic: 3D culture mimics how cells grow in the body.
Better data: Drug responses and behavior are often more accurate.
Great for complex models: Like tumors, organoids, or stem cells.
100
See this?
What is a KingFisher Automated Sample Prep Instrument
- Probing Question: “I noticed you’re using a lot of Qiagen extraction kits — are you running those manually, or have you looked into automating any part of that process?”
Speeds up workflows (especially RNA, DNA, and viral RNA extraction)
Reduces hands-on time and human error
Compatible with magnetic bead-based kits (like Thermo’s MagMAX™ or other open kits)
Great for labs processing 10+ samples at a time, doing qPCR, NGS, or molecular diagnostics
100
This quality control test ensures that biotech therapeutics are free from microbial contamination before release — and is also critical in industrial settings like water treatment, food production, and cosmetics to ensure products meet safety and shelf-life standards.
What is sterility testing?
Regulatory must-have for biologics, injectables, and GMP products (USP <71>, FDA, EMA).
Used beyond pharma — also critical in food, water, and cosmetics for safety and shelf life.
Detects bacteria, yeast, and mold through culture or rapid DNA-based methods.
Traditional testing takes up to 14 days — rapid methods offer faster results and quicker product release.
100
A customer asks for a quote on a chromatography refrigerator.
What general probing question(s) could you ask to uncover an opportunity?
What is “What instrument or equipment are you planning to store in the unit?”
Opens the door to learn about their chromatography workflows
→ If they mention HPLC or FPLC systems, you can follow up with questions about columns, solvents, etc.
200
You stop by a lab and notice a researcher hunched over a microscope, jotting notes in a lab notebook every 30 minutes. When you ask what they’re doing, they mention they’re monitoring spheroid growth and morphology as part of a time-course study.
They’re manually checking size and shape changes, which requires constant attention and interrupts other work.
An instrument could automate this process and provide real-time analysis:
EVOS M5000, EVOS M7000, Agilent BioTek Cytation, Sartorius Incucyte***, etc.
- These all have live cell imaging capabilities that capture high-resolution images at preset intervals and analyze them automatically, saving time and reducing variability.
200
See this??
What is the iBlot 3 Dry Transfer System?
- Wet transfer is messy, time-consuming (1–2 hours), and variable across users.
- iBlot 3 completes transfers in under 7 minutes with consistent pressure and voltage.
- Reduces buffer waste, hands-on time, and setup hassle.
- iBlot stacks and consumables
200
This method/instrument is used in oil/gas QC to analyze sulfur compounds, aromatic content, or water contamination — and is also used in academic and biotech labs to measure nucleic acid purity and protein concentration.
UV-Vis Spectrophotometry
Used in biotech and oil/gas for measuring nucleic acids, proteins, and contaminants.
Fast and non-destructive — easy way to check sample concentration and purity.
Great for DNA/RNA (260/280) and protein (A280, Bradford, BCA).
Works with cuvettes or microvolume platforms like NanoDrop™.
200
A customer asks for a quote on sterile PPE & equipment for a new cleanroom.
What general probing question(s) could you ask to uncover an additional share of wallet in the opportunity?
“Will you also need supplies for environmental monitoring?"
- Opportunity to discuss Remel or BD Agar plates as well as microbial detection kits (SteriSEQ and MicroSEQ)
300
This liquid gold is essential for supplementing growth media and is often lot-tested before purchase.
What is Fetal Bovine Serum (FBS)?
- Critical for cell viability and growth in almost every mammalian culture.
- Customers often request lot-specific testing — great opening to offer samples or reserve lots.
300
See this??
What is the Neon NxT Transfection System?
- Lipofectamine is effective, but costly and less efficient for difficult cell types.
- NEON uses electroporation for higher transfection efficiency, especially in primary cells, stem cells, or CRISPR workflows.
- NEON is reusable, consistent, and scalable.
300
This technique uses fluorescent probes like SYBR or TaqMan to measure gene expression in engineered cells — or detect microbial contamination in oilfield water.
What is qPCR or RT-qPCR?
“Are you testing for microbial contamination in water or fluid samples?”
“Do you currently rely on culture-based microbial testing, or are you using molecular methods like qPCR?”
300
You see, your customer is buying a lot of Matrigel (Geltrex or Cultrex) and/or low-attachment plates. They confirm that they are doing 3D cell culture work in the lab.
What probing question(s) could you ask to uncover an opportunity?
Are you using any special media, supplements, or growth factors for the 3D culture work?
400
Terms like GFP, RFP, DAPI, or Texas Red require microscopes (or other imaging instruments) equipped with this special feature.
What are fluorescence filters or fluorescence imaging capabilities?
400
See this????
What is an iBright Western Blot Imaging System?
- Film is outdated — it’s chemically hazardous, has limited dynamic range, and doesn’t store data digitally.
- iBright FL1500 offers chemiluminescent and fluorescent multiplexing, automated exposure, and onboard analysis.
- Eliminates darkroom time, saves images instantly, and produces publication-ready results.
400
If they’re purifying proteins, vectors, or synthetic chemicals — or analyzing additives in lubricants or surfactants — this column-based method may already be part of the workflow.
What is chromatography (e.g., HPLC, FPLC)?
Used for purification or analysis of proteins, DNA, chemicals, or product additives.
Common in biotech, pharma, and oil/gas labs.
Different systems for different needs:
HPLC = chemical compounds, small molecules
FPLC = proteins, antibodies, plasmids
Works with columns, pumps, and detectors — sample flows through and gets separated.
400
An established customer requests a quote for a refrigerator, a Sorvall X4R benchtop centrifuge, a stack of Heracell Vios 160i incubators, a water bath, and a 1300 Series Biosafety Cabinet.
Name a probing question(s) that you could ask to uncover an opportunity.
What is “Is the lab setting up a new cell culture room?" or "Is this a part of a lab expansion?"
- Opens an opportunity to ask about microscopes (for confluency checks or fluorescence imaging), cell counters, cell culture plastics (flasks, media, plates, pipettes, tubes, dishes)
500
This type of contamination is invisible under a microscope and doesn’t change the color of your media, but can quietly ruin your cell culture experiments.
What is mycoplasma?
Silent but serious: Mycoplasma contamination is invisible and doesn’t change media color — but it can quietly ruin your data.
Impacts results: It alters gene expression, metabolism, and growth — even if cells look healthy.
Routine testing matters: Monthly or quarterly testing (PCR, luminescence, or staining kits) is low-cost insurance against bad data and wasted experiments.
500
See this????
What is a Countess 3 or Countess 3 FL Cell Counter?
500
Name at least 3 of the 5 BPG (Bioproduction Group) kits used for contamination detection or quality assurance in biopharmaceutical manufacturing.
1. MycoSEQ (for mycoplasma detection)
2. RESDNASEQ (for residual DNA detection)
3. ViralSEQ (for testing for viral genomes )
4. SteriSEQ (rapid test for bacterial/fungal DNA)
5. MicroSEQ (more specific version of SteriSEQ)
500
A biotech customer buys multiple salt solutions like PBS, HBSS, DPBS, and NaCl in bulk quantities.
Name a probing question(s) that you could ask to uncover an opportunity.
Are you making your own buffers and media in-house, or would it be helpful to explore pre-made, sterile options to save time and reduce variability?
Ready-to-use sterile solutions (PBS, HBSS, DPBS, media with or without Ca²⁺/Mg²⁺)
Custom or large-volume formats (5L, 10L, bagged media, single-use systems)
Time and labor savings (especially valuable in QC or GMP-regulated environments)
Consistent performance and traceability — critical for regulated workflows
Sterile filtration supplies if they insist on in-house prep