買以致用
我國目前的實際情況，總的來說，基層分析人員的技術(shù)水平還不是很高，買了儀器不會用、用不好的情況是常有的事。
用戶購買儀器是為了解決實際問題，如果買了儀器不會用、用不好，那么，買了再好的儀器也無濟于事。而且用戶還會對所購買的儀器和儀器生產(chǎn)廠家失去信心。為了改變這種情況，儀器廠家需要改變營銷思維，努力做到賣以致用。不只是教會用戶會開動和操作儀器，而且要從技術(shù)上幫助用戶用所購買的儀器來解決所要解決的實際分析問題，實現(xiàn)買以致用。現(xiàn)在儀器廠家都做到了教會用戶會開動和操作儀器，而未能或未能很好地在技術(shù)上幫助用戶解決買以致用的問題。這一點對推廣國產(chǎn)分析儀器是至關(guān)重要的，能做到這一點，用戶就會樂意購買和使用國產(chǎn)分析儀器，國產(chǎn)儀器能解決問題，價格又便宜，何樂而不為!
建議稍有規(guī)模的儀器生產(chǎn)廠家要建立為本廠儀器開發(fā)、推廣服務(wù)的應(yīng)用實驗室或人員，沒有條件的廠家可以委托其他單位合作來做這件事。
排除人為阻力
在推廣使用國產(chǎn)儀器方面，還存在人為思想誤區(qū)，導(dǎo)致出現(xiàn)人為的障礙。不少用戶在購買分析儀器時總希望買性能指標(biāo)高的儀器，這是可以理解的。問題在于這些高性能指標(biāo)在實際工作中是否用得著，如果用不著，就是花錢買了用不著的指標(biāo)。買了儀器不用或開機機時不足，這種“顯性”浪費，容易受到人們和管理者的注意，而花錢買了用不著的過高或過多的性能指標(biāo)，這種“隱性”浪費，常常不為管理者所重視，甚至不被察覺。有了思想上的誤區(qū)，在招投標(biāo)過程中就出現(xiàn)一些令人費解的怪現(xiàn)象，一些用戶或管理者為了買到進(jìn)口儀器，對國產(chǎn)分析儀器設(shè)置人為障礙，國產(chǎn)儀器沒有哪一個指標(biāo)，偏偏提出要那一個指標(biāo)，以此避免買到國產(chǎn)儀器，即使現(xiàn)有國產(chǎn)分析儀器的性能指標(biāo)已能滿足實際分析測試工作的需要。這種有意將國產(chǎn)分析儀器排擠在招投標(biāo)之外的做法，是很不公平、不公正的。
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