買(mǎi)以致用
我國(guó)目前的實(shí)際情況，總的來(lái)說(shuō)，基層分析人員的技術(shù)水平還不是很高，買(mǎi)了儀器不會(huì)用、用不好的情況是常有的事。
用戶(hù)購(gòu)買(mǎi)儀器是為了解決實(shí)際問(wèn)題，如果買(mǎi)了儀器不會(huì)用、用不好，那么，買(mǎi)了再好的儀器也無(wú)濟(jì)于事。而且用戶(hù)還會(huì)對(duì)所購(gòu)買(mǎi)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(yíng)銷(xiāo)思維，努力做到賣(mài)以致用。不只是教會(huì)用戶(hù)會(huì)開(kāi)動(dòng)和操作儀器，而且要從技術(shù)上幫助用戶(hù)用所購(gòu)買(mǎi)的儀器來(lái)解決所要解決的實(shí)際分析問(wèn)題，實(shí)現(xiàn)買(mǎi)以致用。現(xiàn)在儀器廠家都做到了教會(huì)用戶(hù)會(huì)開(kāi)動(dòng)和操作儀器，而未能或未能很好地在技術(shù)上幫助用戶(hù)解決買(mǎi)以致用的問(wèn)題。這一點(diǎn)對(duì)推廣國(guó)產(chǎn)分析儀器是至關(guān)重要的，能做到這一點(diǎn)，用戶(hù)就會(huì)樂(lè)意購(gòu)買(mǎi)和使用國(guó)產(chǎn)分析儀器，國(guó)產(chǎn)儀器能解決問(wèn)題，價(jià)格又便宜，何樂(lè)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(kāi)發(fā)、推廣服務(wù)的應(yīng)用實(shí)驗(yàn)室或人員，沒(méi)有條件的廠家可以委托其他單位合作來(lái)做這件事。
排除人為阻力
在推廣使用國(guó)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(hù)在購(gòu)買(mǎi)分析儀器時(shí)總希望買(mǎi)性能指標(biāo)高的儀器，這是可以理解的。問(wèn)題在于這些高性能指標(biāo)在實(shí)際工作中是否用得著，如果用不著，就是花錢(qián)買(mǎi)了用不著的指標(biāo)。買(mǎi)了儀器不用或開(kāi)機(jī)機(jī)時(shí)不足，這種“顯性”浪費(fèi)，容易受到人們和管理者的注意，而花錢(qián)買(mǎi)了用不著的過(guò)高或過(guò)多的性能指標(biāo)，這種“隱性”浪費(fèi)，常常不為管理者所重視，甚至不被察覺(jué)。有了思想上的誤區(qū)，在招投標(biāo)過(guò)程中就出現(xiàn)一些令人費(fèi)解的怪現(xiàn)象，一些用戶(hù)或管理者為了買(mǎi)到進(jìn)口儀器，對(duì)國(guó)產(chǎn)分析儀器設(shè)置人為障礙，國(guó)產(chǎn)儀器沒(méi)有哪一個(gè)指標(biāo)，偏偏提出要那一個(gè)指標(biāo)，以此避免買(mǎi)到國(guó)產(chǎn)儀器，即使現(xiàn)有國(guó)產(chǎn)分析儀器的性能指標(biāo)已能滿足實(shí)際分析測(cè)試工作的需要。這種有意將國(guó)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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