Lab Equipment: Issues and Trends In Purchasing Science Supplies
By: Sue E. Bachus
There are many things to consider when purchasing science lab equipment and supplies. The key to smart buying is in understanding how vendors think, finding better ways to plan purchases and using more of the resources available.
The Merchants' Equation
There is such a thing as a Merchant's Equation. It lurks only in the minds of merchants. It consists of three interrelated factors and how they affect the customer's perceived value. These factors are: low prices, high quality and excellent customer service.
Merchants listen to what their customers say they want. They try to find the perfect balance for their market. If their customers insist on low prices, then either quality or customer service must be lowered, and, therefore, value is altered. If customers demand high quality and excellent customer service, then price will be higher, and, again, value is altered.
Price
Unless your school has private funding, and lots of it, there are always budget concerns when it comes to purchasing anything. Even with a grant, the needs usually exceed the money.
Teachers want and need lab supplies and equipment. Buyers have to stick to the budget and, at the same time, try to buy what the teachers need. The meaning of value to the school's buyer can be very different from the value as seen by the teacher. Simply put, when a tight budget restricts a school to purchasing only the most necessary items, value does not always win.
When considering the purchase of an expensive item, call the vendor and ask to speak to a person who is knowledgeable about the equipment you are interested in. Talking with the right salesperson can save time, money and mistakes. The buyer is more likely to get what the teacher wants and at the best value.
Quality
For many school buyers, the plan is simply to buy as much of what the teachers want as possible with the money they have in the budget. If they have a vendor they trust, the quality will be acceptable.
Teachers want good equipment that will endure for years so they can provide a quality education to their students. For example, if you are purchasing high school microscopes, first determine how they will be used. There are several different kinds of microscopes and several levels of quality. If the purpose is to teach advanced biology, getting the correct microscope for the application should be the ultimate goal.
Customer Service
For many years, teachers and buyers have had only paper catalogs to skim, turning page after page, looking for the lab supplies they have needed. Although companies that produce paper catalogs continue to be the dominant resource for schools, Internet sales from online merchants are nibbling away at what was once a noble empire.
Now, with a few mouse clicks, resources magically appear on computer monitors. The Internet has opened a vast marketplace where vendors advertise their products, and customers go deal hunting without leaving their desks.
The meaning of customer service has changed over the years. When you are looking through a paper catalog or ordering online, you are replacing "excellent customer service" with your time and effort. You are taking the responsibility to educate yourself on what you want to buy and then finding it at the lowest price.
Many Internet merchants have capitalized on this trend. To help educate the consumer, smart merchants load their Web sites with information. Customers can browse Web sites anytime, making "convenience" an important part of customer service.
Internet information can be read by thousands of customers without the time and expense of salespeople and telephone calls. The savings for the merchant can be reflected in lowered prices and better quality merchandise. The merchant and the customer both win.
When a big merchant sacrifices good customer service to optimize profits, the consumer is on his or her own. These merchants are easy to spot. When you call their toll-free number, you will talk to an order-taker instead of an experienced, knowledgeable sales representative.
Power Buying
Small purchases have zero power. Teachers and school buyers can work together to create a list of all the science lab equipment and supplies needed. Put everything you can think of on the list. Buy once a year, and try to buy as much as you can afford in one large order. Keep in mind that if you don't ask for discounts, you will not get them.
Timing for your purchase is also a factor. If you order in the fall, you are more important to a school vendor because business is slowing down. If you order in the spring, your order will be lost among all the huge school district orders at the merchant's busiest time of year.
Create a letter of intent to purchase school science lab equipment and supplies and send it to all the school science vendors. Ask them to submit prices and state any discounts they are willing to give from catalog prices. The purpose of the school's letter and the vendor's answer is to obtain a non-binding commitment of discount and the merchant's terms in writing. If a contract is required, the school should consider engaging the services of an attorney.
To increase purchasing power, consider forming a co-op with other schools. Consolidate your individual lists into a larger list and then request better vendor discounts. If your combined purchases are large enough, you may be able to purchase what you need, when you need it, and not all at once.
Saving on Shipping
Keep a financial eye on shipping costs. Money saved by purchasing from multiple vendors can be wasted by paying multiple shipping costs. Beware of offers of free shipping. There is nothing free. Remember the Merchant's Equation.
It is important to plan perishable item purchases in advance to allow for delays. Perishable materials may have limited shelf life or may require special handling. Some live materials may require two to 14 days to culture before shipping. Severe winter weather and freezing temperatures can delay the shipment of live materials and culture media or require expensive overnight express shipping.
If you purchase chemicals, try to order all your chemicals at one time. If the order is small and non-hazardous, it can travel by couriers such as UPS, FedEx or DHL. If some of the chemicals are hazardous, each one may have to ship separately. That could mean a hazardous materials surcharge of $20 in addition to the regular shipping charge on each one.
Work with your chemical supplier to determine the most practical shipping method. Motor freight can transport all your chemicals at once, including those that are hazardous, without additional hazmat charges.
Fundraisers
There are few resources that are as tireless as parents and teachers and nothing more family oriented than a well-planned, school fundraiser.
Here’s an idea: When you plan your next parent/teacher night, set up a table and display photos of the items with the price and quantity needed. Parents can write a check to purchase (or help to purchase) an item for the school. Find an appropriate way to acknowledge the parents who helped financially, but never reveal how much money any person contributed.
The Internet is a powerful tool that has greatly expanded the way we all do business. The smart buyer and the smart vendor must continue to learn new ways to find and understand one another.
Sue E. Bachus is president of Science Stuff, Inc., www.sciencestuff.com, a leading Internet retailer of science education products. She has taught hundreds of hands-on science workshops for K-8 teachers in universities, private schools and school districts.
Product Roundup
Virtual Chemistry Lab by Model Science
Model ChemLab is a unique product incorporating both an interactive simulation and a lab notebook workspace with separate areas for theory, procedures and student observations. Commonly used lab equipment and procedures are used to simulate the steps involved in performing an experiment. Users step through the actual lab procedure while interacting with animated equipment in a way that is similar to the real lab experience. ChemLab features a long list of pre-designed lab experiments for chemistry at the high school and college level.
www.modelscience.com
At Home Science
At Home Science, Inc. offers academically demanding micro-scale science laboratory kits in chemistry, biology and physics for standard high school science courses and for advanced placement courses for college credit. At Home Science laboratory kits are completely self-contained for use at home or on campus and include a detailed laboratory manual and all equipment, supplies and micro-scale amounts of chemicals needed to conduct a set of standard laboratory experiments. The kits are carefully designed by distance educators to give students a safe hands-on laboratory experience at affordable prices. They are widely used on-campus by schools that lack laboratory facilities or do not wish to undertake the complex process of procuring various laboratory supplies.
www.athomescience.com
109L by Microscope World
Microscope World’s popular 109L is a great microscope for children. Included with the 109L is a super slide kit containing prepared slides, blank slides and cover slips, as well as a DVD entitled “Adventures with a Microscope.” Microscope World was founded 20 years ago as a science video company, producing science videos and educational material for institutions and individuals. Later, educational microscopes and eventually high-end microscopes were added to the product mix. The company continues to operate as both a science video and microscope supplier.
www.microscopeworld.com.
Science Kit
Science Kit offers more than 50 models of microscopes and 17 models of digital microscopes to choose from, including the respected Boreal microscopes. All the company’s Boreal microscopes are backed by a lifetime warranty, and repairs can be made by the staff at Science Kit. The company’s best-selling microscope for schools is the Boreal Cordless SKope (57904-00), featuring super-bright white LED illumination for bright, clear, crisp images. It’s completely portable, and there are no cords for teachers or students to get tangled up in or trip over.
www.sciencekit.com
DR Instruments
Like any other part of the school, equipping science labs require careful thought and planning. Manufacturer and distributor DR Instruments offers a wide array of dissection instruments for biology, botany and zoology classes. The company offers a good selection of microscopes and slides, both plain and prepared, as well as microscope digital eyepiece cameras to enhance the teaching experience. This offers an economical solution to expensive digital microscopes.
www.drinstruments.com
Premier Science from Frey Scientific
Premier Science is a complete hands-on, inquiry-based science learning system that incorporates a collaborative educational approach with high-quality materials to yield a positive, engaging learning experience. Numerous studies indicate that science instruction using a hands-on, inquiry-based approach is much more effective and enjoyable than traditional methods. Premier Science provides learning opportunities for all students through classroom experiences rather than simply reading about science from a textbook. The full curriculum offers 12 units of study covering major themes in Life, Earth & Space, and Physical sciences. This flexible program allows schools to combine individual units to form a customized curriculum to match their particular needs.
www.premierscience.com
Nasco “Sticky Slides”
Fun in the Field is an easy-to-use kit for outdoor nature studies. Each kit is designed to be used for groups of two to four students. Materials include nets and jars for the safe capture of field and aquatic animals, identification guides, and a scout slide viewer especially designed for outdoor viewing. The kit also includes 20 “sticky slides.” This unique NASCO product is a safe, easy-to-use alternative to glass slides and cover slips. Insects, leaves, flower petals, pieces of bark, and many more field-collected samples will stick to the slide. Stick the slide to the stage of any microscope. When the activity is completed, the slide can be rinsed and used over and over again.
www.eNASCO.com
