Growing your Consumables business
How much does it cost ($$) to fill a F740hi with 2mL cryovials?
$52,800
Is the Xplorer plus pipette autoclavable?
Yes (lower part only!)
Name 3 features does the 5425 have that differ from our competition?
QuickLock Rotors,Soft Touch Lid, Kit-Rotor, Optibowl Design, Ability to run with or without lid, Programmability
True or False: You should sell service with Shakers
True!
True of False: It is only beneficial to talk about lab products with a customer
False
True of False: It is best practice to have a messy storage unit
False!
What specific portion of ISOP was highlighted during this presentation?
PROOF
Name one of the shared resources discussed in Efficient Prospecting
BioIntelli, Pitchbook, Industrial Info are all shared resources
This Orange Class member recently started taking flying Lessons !
Bradley Pierce
This Green Class member is a volunteer at several animal conservation groups. You rock !
Marie Marcinko
What effects did Andy Holt see in his lab results that prompted him to take a closer look at his plastics?
Enzymatic Inhibition
DOUBLE JEOPRADY: DNA/RNA is extracted from sample material (cells, plants, bacteria, etc.). In some protocols/kits, the DNA/RNA will be found in the supernatant after extraction. What Repeater E3x setting would you recommend for aspirating the supernatant, and aliquoting into reaction vessels?
Aspirate/dispense
Name 3 features does the X50 have that differ from our competition?
2-D Gradient, High Ramp Rates/Faster Runs, 12 Column Gradient, Consumable Flexibility, FlexLid ,Stable Ramp Rates/SteadySlope Technology, Eco Units, Cyclemanager Pro
DOUBLE JOEPARDY: Name two of the four low hanging fruit mentioned in the Selling Service presentation.
Install, Regulated Environments, Extended Warranty, In-Warranty PM
DOUBLE JEOPARDY: Name a way you can use a companies website to learn more about an opportunity?
job posting, applications, founding members, products, location/s
Provide 3 ways to create awareness for your show
Marketing email blasts, Hand out flyers, Elevator sign, Work with Dealer Network, Linkedin, Have lab manager send emails, Pass out tubes with prize inside
What are we trying to eliminate as sales professionals?
Transactional selling
DOUBLE JEOPRADY: Which prospecting tool would be the best choice to find contacts who expressed interest in a CO2 incubator?
e365 - you can review old opportunities and quotes and target customers for re-engagement based on past needs.
This Orange Class member wants to live on a farm and has an inspection for a home today !
Juliana Ramage
This Green Class member has visited 42 of 50 states!
Julia Boone
DOUBLE JEOPRADY: What percentage of a sample can be lost in as little as 24 hours inside a tube?
Up to 90%
The Repeater E3x and Xplorer plus have additional function options including: titration, aspiration, and aspirate/dispensing. What is the fourth special function shared between the E3x and the Xplorer plus?
Sequential dispensing
DOUBLE JEOPARDY: Provide two reasons why is demoing cyclers important?
Understand customers' pain points, Gives them familiarity with the platform, Gives proof of features, Allows you to uncover further opportunities, Gives you credibility as expert partner.
Name 2 of 4 low hanging fruit mentioned in the Selling Service presentation
Install, Regulated Environments, Extended Warranty, In-Warranty PM
Name 2 of the 3 personas we discussed meeting at a trade show
Lab manager, Facilities manager, PI, Lab tech
What are two types of ROI from a show
Customer contacts at an account, Customer gaining product knowledge, Sales!
WHERE does upselling occur?
In-person
True or False: Networking events are not wasteful opportunities for prospecting
False! Networking is a great way to prospect and build your community!
This Orange Class member has a dog named Heinz
Emily Constantino
This Green Team member is expecting his FOURTH daughter in March
Allen Siedle
This Orange Class member just got engaged !
Brendan Radel
This Green Class member took an ornithology class in college and can identify WAY too many birds
Suzie Lomonte