Laboratory equipment & scientific supplies
Salesperson.com combines proprietary software, a defined implementation process and 20 years of laboratory-industry experience. We build and operate named revenue systems for laboratory equipment and scientific supplies manufacturers and distributors.
Choose one system to generate demand, help technical buyers choose, qualify opportunities, uncover new buying signals or find revenue in existing accounts. Salesperson.com handles the implementation, software, data work, monitoring and ongoing optimization inside the commercial infrastructure you already use.
Salesperson.com runs the system. Your company owns the product truth, strategic decisions, customer relationships and the close.
Thirty minutes. Before the call we look at your search footprint, your visibility in AI answers, the buyer path on your site and your ad accountability, and we bring what we found. On the call we show you what other lab equipment companies are deploying this quarter and which single system is the simplest place to start. Everything that already works stays.
See ENGAGE on your own product catalog. We build a live demonstration on your actual products. No commitment.
22x
return on investment
Yamato Scientific America, manufacturer
+40%
sales qualified leads, sustained for two years
Block Scientific, distributor
50%
shorter sales cycle
Erlab USA, manufacturer
61%
less customer service burden
Scilogex, manufacturer
350%
return on the partnership
Weber Scientific, distributor
+80%
lead engagement
ResinTech, manufacturer
Named system
·
Fixed monthly price
·
Defined operating cadence
·
Operated by Salesperson.com
·
Measured against a commercial outcome
Salesperson.com is a United States corporation. We serve lab equipment companies in the US and Canada, and in dozens of countries beyond. Half our clients sell globally. The systems add capacity without another hire or make the roles you already have more productive; how you structure your team stays your decision.
Salesperson.com starts every lab equipment client with one named system, chosen against the revenue problem closest to the surface, and adds the next only when the first has a clear reason to connect to it. No suite is required, no infrastructure is replaced, and no marketing department is assumed. The counterpart at a smaller distributor is often the owner or the salesperson who knows the products; at a larger company it is the marketing, sales, product or revenue operations leader.
Your products do not show up when buyers search Google or ask an AI assistant what to buy.
Prospects disappear at the questionnaire, the spec sheet or the compatibility assessment.
Institutional buyers know what they want, but purchasing needs a formal quote before a card or a PO.
New laboratory demand is emerging at companies you have never spoken to.
Years of orders, quotes and accounts hold reorders, stalled deals and cross-sell that nobody works consistently.
Each system runs on its own. Run several and their data and outcomes connect, so each one makes the next more useful.
Salesperson.com works with both sides of the laboratory equipment market. Manufacturers and distributors sell to the same principal investigators, lab managers and procurement officers and share almost nothing else: a manufacturer's revenue lives in its distributor channel and its installed base, a distributor's in a multi-brand catalog and the trust of a first-time buyer. The systems are the same; the deployments are not.
For laboratory equipment manufacturers, Salesperson.com turns your website into your most productive channel partner and turns your installed base into revenue your sales team can see and act on.
Your distributors sell competing lines.
When Yamato Scientific America put ENGAGE on its site, distribution partners began using it to answer their own customers' questions, and distributor-sourced leads rose 23%. The brand that is easiest to support is the brand that gets recommended. We also deploy the assistant on your distributors' sites, in their languages, so your product intelligence travels with the sale.
Buyers describe an application, not a model number.
Scilogex was fielding 25 product-selection calls a day, most of them versions of the same question. ENGAGE now takes the buyer's plain-language description and lands on the right model. Ten calls a day are diverted, direct leads are up 18%, and the product specialists take the calls that need them.
The steps that stretch the sales cycle can be automated.
Erlab USA's chemical compatibility assessment used to run on spreadsheets and rep time. Automated, it completes three times as often, human data entry fell 99%, and the sales cycle shortened by half. The reps got five to eight hours a week back and spent them selling.
Some buyers never fill out a form.
Architects, lab planners and consulting engineers check whether your instrument fits their project months before a rep hears about it, while the specification is still being written to SEFA, ASHRAE 110 or NSF/ANSI 49. An assistant that answers at 11pm, and tags the conversation with design stage and timeline, gets you written into the specification instead of discovered at quoting time.
The reorder is the revenue.
Salesperson OS reads your own ERP history every week and hands each rep the overdue consumable reorders, stalled quotes and quiet accounts worth a call this week. The rep decides how to make it.
For laboratory equipment distributors, Salesperson.com makes a multi-brand catalog the reason buyers choose you, not the reason they call someone else.
First-time buyers assume the rep steers toward margin.
Block Scientific sells refurbished clinical analyzers across many makes and models. Its buyers, often purchasing their first analyzer, did not believe a salesperson would recommend the best fit. An AI assistant with no quota answered them first, and the rep took the conversation from there with the buyer's test menu and throughput already in hand. Sales qualified leads rose 40% and stayed there for two years; 12% of those conversations happen in Spanish, Portuguese, French and other languages.
Fisher Scientific, VWR and Thermo win on findability.
DISCOVER, our managed AI site search, understands “coverslips” when your catalog says “cover glass,” resolves a pasted competitor part number to your equivalent, and shows your private label beside it where the specifications match. It runs at every Salesperson.com lab distributor client today.
Ecommerce can grow without starving the field team.
Weber Scientific migrated 60 years of Daigger Scientific brand equity into one brand, then grew online sales 20% and site traffic 30%. Ecommerce moved from 40% to 60% of revenue while the offline channel held. Return on the partnership: 350%. Presence in the AI assistants where QC managers now do their research was one of the three drivers.
Institutional buyers cannot check out with a credit card.
A university purchasing department, a hospital under a GPO contract or a government lab buying against a tender needs a formal quotation first. The Instant Quote agent turns a chat into a branded PDF quote with live shipping rates in under a minute, sends it from the rep's address, and follows up until the purchase order arrives. Scilogex's president says it saved them a full-time quoting hire.
Thousands of SKUs hide thousands of missed reorders.
Salesperson OS finds them every week and puts them in front of the rep who owns the account.
Salesperson.com has spent 20 years marketing and selling into laboratories, which is long enough to know that the lab equipment buyer behaves like no other B2B buyer. The principal investigator, the lab manager, the core facility director, the chemical hygiene officer, the QC manager and the purchasing agent each research differently, decide on different evidence, and buy on different calendars. Six of those differences decide most sales.
1
The buyer researches at night and calls after deciding.
Specification questions get asked at 9pm, and the supplier who answers gets the inquiry. ResinTech captured 20% more leads after hours once its site could answer a resin specification question without a rep.
2
Five stakeholders, five vocabularies.
A ductless fume hood is sold to the lab director, the EH&S manager, facilities, sustainability and procurement, and each arrives with different questions: face velocity, ASHRAE 110 test results, filter change intervals, energy use, contract terms. Erlab USA's assistant answers all five without scheduling five meetings, and the rep walks into the one meeting that matters with every answer on record.
3
The channel you do not control.
Most large labs buy through the distributor named in their contract or their GPO agreement. Erlab USA's nine-month attribution set aside an $8.0 million distributor channel rather than claim it, and still returned 1.8 times its investment in closed revenue.
4
Capital equipment sells once. Consumables sell for years.
Every instrument you place seeds a stream of filter, reagent, column and accessory orders, and most of the missed ones were missed for want of a reminder in the right week. Consumable pull-through is where lab revenue compounds, and where most companies have no system at all.
5
Search fails on vocabulary.
A scientist types “benchtop centrifuge for 15 mL conical tubes at 4,000 rpm,” “4-foot Class II A2 biosafety cabinet” or “sterile 0.22 micron PES syringe filter, 33 mm,” or pastes a McKesson part number. 43% of B2B site searches contain a typo, a piece of jargon or a competitor's SKU, and a keyword engine returns 847 results or none.
6
The calendar is not yours.
Universities and most hospitals close their fiscal year on June 30 and spend hard in May and June; federal laboratories close on September 30; calendar-year companies release capital budgets in Q4 and Q1; grant awards land in waves after each funding cycle; Pittcon in March and ADLM in July concentrate analytical and clinical demand; education buyers order for the fall semester in summer. A system that knows when a lab can buy is worth more than one that only knows what it wants.
Salesperson.com's systems are catalog-agnostic: if a product has a specification sheet, an application note or a compatibility guide, ENGAGE can be trained on it, DISCOVER can index it and Salesperson OS can model its reorder cadence. The list below is here because buyers, and the AI assistants they ask, look for the exact equipment they sell, not for “lab equipment” in general. The first group is equipment our clients make or distribute today. The second is equipment the systems were built for and have not yet been deployed on.
Yamato Scientific America
drying ovens
incubators
spray dryers
freeze dryers
vacuum ovens
muffle furnaces
chillers and cooling units
rotary evaporators
ultrasonic cleaners
clean benches
autoclaves and sterilizers
water baths and dry baths
Block Scientific
clinical chemistry
hematology
immunoassay
coagulation
urinalysis
new and refurbished
reagents
controls
calibrators
service and trade-in
electrolyte and blood gas analyzers
Erlab USA
ductless filtering fume hoods
filtered chemical storage cabinets
laminar flow and PCR enclosures
laboratory air filtration units
powder handling and balance enclosures
Mercedes Scientific
clinical laboratory consumables and specimen collection
PPE
centrifuges
microscopes
laboratory refrigerators
analyzers for hospital, physician office, reference and veterinary laboratories
Scilogex
benchtop and micro centrifuges
vortex mixers
hotplate and magnetic stirrers
orbital and rocking shakers
tube rotators and rollers
homogenizers
dry block heaters
mechanical and electronic pipettes
laboratory consumables
Weber Scientific
food and beverage laboratory testing supplies
culture media
petri dishes
sample bags and containers
thermometers
swabs and ATP hygiene monitoring
colony counters
pH and water activity meters
incubators and autoclaves
ResinTech
ion exchange resins
mixed-bed and deionization cartridges
consumables for laboratory water purification
NextDay Reagents
clinical chemistry reagents
calibrators
controls
General Laboratory Equipment
analytical, precision and moisture balances
recirculating chillers
freeze dryers and vacuum concentrators
centrifuges and rotors
compound, stereo and digital microscopes
glassware washers
laboratory glassware and plasticware
pipettes and pipette tips
pH, conductivity and dissolved oxygen meters
vacuum pumps
incubators, CO2 incubators and incubator shakers
autoclaves
laboratory ovens and furnaces
hotplates, stirrers and shakers
block heaters and water baths
homogenizers and sonicators
laboratory water purification systems
rotary evaporators
ultra-low temperature freezers and cryogenic storage
laboratory refrigerators and freezers
Analytical Instruments
HPLC and UHPLC systems
DSC and TGA thermal analyzers
chromatography columns, vials and consumables
XRF and XRD
UV-Vis, FTIR, NIR and Raman spectrometers
dissolution testers
particle size and zeta potential analyzers
ICP-MS and ICP-OES
atomic absorption spectrometers
viscometers and rheometers
LC-MS and triple quadrupole systems
GC and GC-MS
autotitrators and Karl Fischer titrators
TOC analyzers
CHNS elemental analyzers
NMR
Life Science & Biotechnology Equipment
PCR and qPCR thermal cyclers
DNA and RNA sequencers
electrophoresis systems and gel imagers
spectrofluorometers
microplate readers and washers
liquid handling robots
flow cytometers and cell counters
cell culture equipment
bioreactors and fermenters
western blot and imaging systems
cryostats and microtomes
nucleic acid extraction systems
confocal and fluorescence microscopes
Laboratory Safety & Controlled Environments
ducted and ductless fume hoods
glove boxes and isolators
Class I, II and III biosafety cabinets
cleanroom equipment
laminar flow hoods and clean benches
laboratory PPE
chemical and flammable storage cabinets
room air filtration
gas detection and monitoring
spill control and fire-rated storage
safety showers and eyewash stations
Industrial & Environmental Testing Equipment
environmental and stability chambers
moisture analyzers
hardness, tensile and impact testers
turbidimeters
BOD and COD systems
particle counters
gas analyzers and emissions monitors
calibration baths
sample preparation mills, grinders and sieve shakers
XRF for materials
water quality test kits and photometers
Laboratory Chemicals, Reagents & Consumables
solvents, acids and bases in ACS, HPLC and USP grades
certified reference standards and buffers
lab-grade water and resins
culture media and agar
antibodies and assay kits
syringe filters and membranes
chromatography vials and caps
tubes, plates, tips and cuvettes
gloves and bench protection
Laboratory Furniture, Casework & Design
casework and benches
epoxy and phenolic worktops
fume hood installations
laboratory seating
storage and shelving
cleanroom casework
mobile carts and modular laboratory systems
laboratory planning and design services
Clinical Laboratory Equipment, IVD & Diagnostics
chemistry, hematology, immunoassay, coagulation, urinalysis, microbiology and blood gas analyzers
point-of-care devices
LIS-connected instruments
reagents, controls and calibrators
specimen collection
slide stainers, histology and cytology equipment
laboratory automation and middleware
Refurbished & Pre-Owned Equipment
certified pre-owned instrument programs with warranty and trade-in
used centrifuges and freezers
pre-owned biosafety cabinets
used HPLC, GC and mass spectrometers
refurbished clinical analyzers
Veterinary Equipment & Supplies
in-clinic chemistry and hematology analyzers
diagnostic kits
veterinary reference laboratory consumables
imaging
microscopes and centrifuges
practice laboratory supplies
Not on the list? The systems do not care. Send us the spec sheet.
Salesperson.com's systems sit between lab equipment manufacturers and the distributors who sell their products, and both sides use them. If you work at a distributor that carries Scilogex, Yamato Scientific or Erlab lines, such as VWR (Avantor), Fisher Scientific (Thermo Fisher Scientific), Thomas Scientific or Lab Depot, you may already have used an ENGAGE assistant on one of those manufacturers' sites to answer a customer's question; Yamato's distribution partners use it that way every day, which is where its 23% lift in distributor-sourced leads came from.
Manufacturers
Yamato Scientific
Scilogex
Erlab
→
Salesperson.com
ENGAGE
DISCOVER
CONVERT
→
Distributors
VWR (Avantor)
Fisher Scientific
Thomas Scientific
Lab Depot
Distributors
Weber Scientific
Mercedes Scientific
→
Salesperson.com
DISCOVER
CONVERT
→
Manufacturers
Brands Weber & Mercedes carry — to confirm
If you make products that Weber Scientific or Mercedes Scientific distribute [insert the manufacturer brands each carries, confirmed with both clients], your products are found through DISCOVER, the AI search running on those distributor sites, and the inquiries it produces have been routed to reps through CONVERT. We are the layer between manufacturer and distributor that neither side has to build.
Salesperson.com is neither of the two familiar ways to buy sales and marketing help. One is an outside firm billing for hours and deliverables. The other is software sold by the seat, followed by the internal work of configuring and maintaining it. Salesperson.com is a third model: named, managed revenue systems with a fixed monthly price, a defined operating cadence, human lab-industry expertise, and accountability to a commercial outcome.
The principle is that each side does the work it is best qualified to do.
The goal is not to replace the judgment inside your company. It is to stop spending that judgment on work a managed system can perform repeatedly.
system design and configuration
the knowledge base or commercial data model
integrations and field mapping
testing before launch
deployment
ongoing operation, monitoring and optimization
repetitive qualification, routing and analysis
reporting
documentation of what changed and why
the product truth and technical validation
market strategy and product positioning
brand and regulatory governance
pricing authority and policy approvals
customer knowledge and the relationships, direct and channel
human judgment on complex opportunities
sales feedback that trains the next cycle
the close
the final business decisions
Outside firm
Self-service software
Salesperson.com system
What you buy
Hours, tasks or deliverables
Seats and features
A named revenue system
Who operates it
Their team, on your brief
Your team
Our team
How it is priced
Variable scope
Per seat or usage
Fixed monthly price
What your team manages
Briefs, assignments, approvals
Configuration and administration
Product truth, strategy, relationships and the close
What it is judged on
Work completed
Software availability
The agreed commercial outcome
Industry knowledge
Learned during the engagement
None
20 years in laboratory equipment and scientific supplies
Your current stack
Often expands with the scope
Often requires adoption
Stays in place
Your website and online store
Your CRM and ERP
Your marketing automation and ad accounts
Your internal marketing and sales teams
Your territories and distributor agreements
Your product and applications experts
Outside providers that are producing results
What we do not do: hourly work, unlimited requests, brochures or design, or anything you have to log into and learn.
Salesperson.com's seven named systems each do one job in the laboratory equipment revenue cycle: ATTRACT generates demand, PROSPECT with INTENT uncovers new buying signals, ENGAGE and DISCOVER help technical buyers choose, the Needs Analysis and Instant Quote agents with CONVERT qualify opportunities and connect them to a rep, and Salesperson OS finds revenue in existing accounts. Individual systems start between $490 and $7,500 a month. Deployment is included, there are no hourly fees, and each system answers for a number you can check in your own records.
Managed Google Ads, SEO and AI-answer optimization (AEO and GEO) for lab equipment companies, with demand followed to opportunities and revenue wherever your CRM or ERP connection is in scope. Includes Science Student Tax removal: in the lab equipment ad accounts we audit, 30 to 50% of spend is clicked by students doing homework. Our layered exclusion system removes them and keeps the teacher, the lab manager and the procurement officer buying for a school.
Weber Scientific, 350% ROI. Erlab USA, ad spend cut 32% while pipeline from ads grew.
From
$1,500
a month
Ad spend is paid to Google separately.
Managed outbound built on INTENT, our lab-industry signal database: research funding, hiring for new testing work, tenders and first-party product interest, matched to your ideal customer profile. Signal monitoring, list building, sending infrastructure, sequencing, reply handling and meeting scheduling are done by our team. Your salesperson takes the meeting.
From
$2,500
a month
The AI sales assistant built for laboratory equipment websites. We build the knowledge base by hand from your approved content, run more than 1,000 test conversations before launch, and keep reviewing and refining the real conversations after it. It answers in more than 50 languages, takes phone calls on a dedicated line, reads uploaded chemical inventories, specification sections and RFQs, and for safety equipment answers only from your approved documentation. Live in four weeks with no IT resources required.
Yamato Scientific America, the first US lab equipment manufacturer with an AI sales assistant (Spring 2023), 22x ROI. Scilogex, 61% less customer service burden. Block Scientific, +40% sales qualified leads.
Managed AI site search for catalog sites. Competitor part-number resolution, private-label positioning, zero-result rescue, and query tuning by our team from what buyers actually typed. Live in 45 days. Running at every Salesperson.com lab distributor client.
The agents extend ENGAGE; they are not sold on their own. Needs Analysis replaces the spreadsheet intake: buyers upload chemical inventories or SDS documents, multi-stakeholder projects get a shared workspace where each person completes only their section, and your rep opens the first conversation holding a validated requirements record. In our client base, guided assessments complete at 70 to 85 percent, against 10 to 20 percent for the static forms they replaced. Instant Quote turns a chat into a branded PDF quote with live shipping in under a minute, from the rep's address, with follow-up until the PO arrives.
Erlab USA, three times as many assessments completed. Scilogex avoided a full-time quoting hire.
Included in ENGAGE plans that cover your full catalog; the intake logic, documents, pricing rules and integrations are scoped during implementation because they are specific to each company.
Needs Analysis agentInstant QuoteNine out of ten form fills never hear back, because the rep's follow-up looks like a cold email to a mail server that has never seen your domain. CONVERT opens four channels within fifteen seconds of submission: a reply-trigger email from the rep, a text from a local number that rings the rep's line, a Meet Your Rep page, and a live calendar. Every lead is enriched from a 200 million company database and routed by territory, product line, company size or named account, on rules your sales operations team sets. Running at every Salesperson.com lab client.
Weekly revenue intelligence from your own ERP and CRM data, verified by our analysts before a rep sees it. Four streams every Monday: overdue consumable reorders modeled per customer and per product, quotes with recoverable value still in them, accounts going quiet against their own history, and cross-sell where an installed unit is missing its expected pull-through. Plus collections follow-up, external INTENT signals matched to accounts you already know, and the Commitment Ledger, a running record of what each rep promised each customer and whether it happened. Not software. Not a login. Your reps work the queue and tell us what happened; that feedback trains the next run. Built for lab equipment companies between $10 million and $250 million in revenue with five or more salespeople and at least two years of sales history. Not the first step for every company: with fewer reps or less history, start elsewhere on this page. Above $250 million, OS is delivered as a six-month co-implementation with your own data and IT teams.
System
Judged on
ATTRACT
Qualified search demand, AI-answer visibility, and attributable pipeline where the CRM or ERP connection is in scope
PROSPECT with INTENT
Qualified conversations, meetings and pipeline
ENGAGE
Identified demand, qualified opportunities, and repetitive technical questions taken off the team
DISCOVER
Successful product discovery, fewer abandoned searches, search-assisted conversion
Needs Analysis and Instant Quote
Completed intake, quotes issued, quote value, purchase orders
CONVERT
Speed to the first useful human response, leads reached, meetings booked
Salesperson OS
Won revenue, won gross profit, rep execution, and the invalid-signal rate
ENGAGE hands your rep a qualified conversation with the full transcript and buying context attached.
→
The rep picks it up.
DISCOVER shows your product team what buyers searched for and could not find.
→
They decide what to stock, rename or position.
The agents deliver a completed requirements record or an issued quote.
→
Your rep runs the first conversation from it.
CONVERT connects the lead to the rep within fifteen seconds.
→
The rep holds the conversation.
ATTRACT brings the demand and shows marketing what produced it.
→
Marketing decides where to lean in.
PROSPECT books the meeting.
→
Your salesperson takes it.
OS ranks the plays every Monday.
→
Your reps work them and mark what happened, and that feedback trains next week's run.
Salesperson.com does not judge every system by the same metric, and does not promise every client a universal revenue command center. ENGAGE reports conversations, identified visitors and qualified leads. ATTRACT reports demand, AI-answer visibility, and pipeline where a CRM or ERP connection is included. DISCOVER reports search success and search-assisted conversion. CONVERT reports response speed and meetings. Salesperson OS reports won revenue and won gross profit, and connects the others into one commercial record.
Every system is reviewed with your team on a standing working call, weekly or monthly depending on which systems you run, at a time that suits you. Salesperson OS also delivers its report every Monday morning, because a reorder missed this week is a customer lost next quarter.
The full click-to-order revenue record comes with Salesperson OS, or with ATTRACT when a CRM or ERP connection is in scope. It is not part of every system. A $490 ENGAGE plan reports the conversations and leads it produced; it does not report closed revenue from your ERP, and we will not pretend otherwise.
The strongest attribution is not the largest number you can claim. It is the number you can prove.
$327,878
closed revenue in nine months
$1,170,832
active pipeline built
~$186,500
total investment, incl. ad spend
1.8x
return on closed revenue alone
What a complete program looks like when it is measured to the order: in nine months, Erlab USA closed $327,878 in revenue and built $1,170,832 in active pipeline, attributed deal by deal to its marketing source, on a total investment of about $186,500 including ad spend. Closed revenue alone returned 1.8 times the investment. Google Ads spend fell 32% over the same period while pipeline from ads grew. The $8.0 million that flows through Erlab's distributor contracts was excluded rather than claimed. That result belongs to the whole program, ENGAGE and ATTRACT and the attribution build together, not to any one system.
Attribution has five blind spots in this industry:
The distributor channel
Consumables reorders
Buyers who research online, then phone a rep
Lifetime value of every account acquired
Research inside an AI assistant that never produces a click
Marketing data cannot see those five. Your own transaction data can, which is what Salesperson OS is for.
OrderTime
Cin7
ActiveCampaign
Zendesk
Salesperson.com works under the direction of whoever owns revenue at a lab equipment company: the owner at a twelve-person distributor, or the marketing, sales, commercial, ecommerce and revenue operations leaders at a global manufacturer. In every case the systems add capacity or productivity to the role; they do not take the role. Eight versions of that, each ending with the number the person gets to report.
You get a lower-risk path into AI-enabled growth: one system, measured, then the next. Revenue traced to what produced it, and one accountable operator instead of a collection of vendors.
What you report to the board or the bank
The return on the first system before you approve the second.
Erlab USA returned 1.8x in closed revenue in nine months.
You take spreadsheets, manual follow-up and individual memory out of the commercial process without another migration. OS runs on the ERP you have; CONVERT and the agents run inside the website and CRM you have.
What you report
Commitments kept, quotes delivered, reorders caught, each with an owner and a date.
Erlab USA cut human data entry 99%.
Your reps get better-qualified opportunities and a verified Monday priority list, and they keep account judgment, the relationships and the close. Coaching moves from activity counts to evidence.
What you report
Sales qualified leads, cycle length, recovered revenue.
Block Scientific, +40% SQLs for two years. Erlab USA, a sales cycle half as long.
You gain specialist execution capacity, AI-answer visibility and attribution to closed revenue without surrendering brand, product strategy or control of the marketing stack you built.
What you report
Pipeline and revenue by source instead of clicks.
Weber Scientific, 350% ROI with traffic up 30%.
You stop operating tools and start reporting outcomes. Our team does the knowledge base builds, the campaign work and the conversation reviews inside the systems you chose; you direct them, approve the changes and own the story of what they produced.
What you report
Qualified leads and the revenue they became, with the source attached.
Scilogex, direct leads up 18% and ten product calls a day off the phones.
Distributors recommend you more often, architects specify you earlier, and international buyers are served in their language before your regional team wakes up.
What you report
Distributor-sourced leads and coverage by market.
Yamato Scientific America, +23% distributor-sourced leads.
Search that finds the product, quotes for buyers who cannot card-checkout, and conversion that compounds across the catalog, on the store you already run.
What you report
Search-assisted conversion, quotes issued, online share of revenue.
Weber, ecommerce from 40% to 60% of revenue. Scilogex, +2% site-wide conversion.
Routing rules that hold, CRM and ERP sync with full context, and a governed commercial model your reps never have to double-enter.
What you report
Response SLAs met, data-quality queues cleared, forecast accuracy.
In one production OS run, 697 candidate opportunities were filtered to 269 published actions, 97 at high confidence, with 67 withheld because an open order already covered the need and 24 suppressed by counter-evidence.
Salesperson.com organizes the laboratory equipment and scientific supplies market into ten sub-industries, each with its own ENGAGE deployment, its own Needs Analysis agent and its own category in the B2B Salesperson of the Year Awards. This page is the home for General Laboratory Equipment: centrifuges, mixers, shakers, ovens, incubators, autoclaves, balances, water systems and the catalog companies that make and distribute them. The other nine are below; clinical has its own hub.
Has its own hub
Analyzers, reagents, controls and consumables sold to first-time buyers who do not yet trust a rep, through hospital procurement and GPO contracts, under CLIA and CAP, in a dozen languages.
The repeat business: ACS, HPLC and USP grades, concentration, pack size, shelf life, substitutions, reorder cadences, and search that has to understand a part number from someone else's catalog.
Cell culture, molecular biology, bioprocess, imaging, liquid handling and cold storage, where the vocabulary changes by workflow, the buyer is a principal investigator on a grant cycle, and research starts inside an AI assistant.
Chromatography, spectroscopy and elemental analysis, where buyers evaluate detection limits, methods, sample preparation and software, the specification sheet is the sales conversation, and Pittcon sets the calendar.
Fume hoods, biosafety cabinets and filtration, sold to five stakeholders against ASHRAE 110 and NSF/ANSI 49, with life-safety questions the assistant must never improvise.
QC and testing instruments for water, air, soil, food, energy and manufacturing, where the buyer starts with a method, a sample type or an ISO 17025 requirement rather than a product.
Analyzers and consumables for clinics and reference labs, where the buyer is a practice owner with a different budget, staff and volume than a hospital lab, and the channel runs through veterinary distributors.
Trust is the product. Inventory changes weekly, international demand is common, and many buyers are making their first large capital purchase.
Revenue decided during planning and specification by architects, lab planners and facilities teams, to SEFA standards, months before a purchasing team requests a quote.
Q3 2026
Salesperson.com updates this section every quarter with what laboratory equipment manufacturers and distributors are actually putting into production, drawn from our own deployments. Five things are live at lab equipment companies this quarter that were not a year ago.
01
Buyers ask ChatGPT, Claude, Perplexity and Google AI Mode what to buy before they visit a website. Weber Scientific's growth came from three sources, and presence in those assistants was one of them. Structured, machine-readable product content is now part of every ATTRACT deployment.
02
Manufacturers are putting their AI sales assistant on their distributors' websites, in the distributor's language, so the distributor's rep has the same product intelligence the manufacturer's rep has.
03
Buyers upload a chemical inventory, a spec section from an architect, or an RFQ, and the assistant analyzes it against the catalog on the spot, then hands the rep a summary instead of a PDF.
04
Overdue consumable reorders, stalled quotes and quiet accounts, verified and ranked before a rep sees them, replacing the Friday follow-up list with a Monday queue the rep controls.
05
Research funding, hiring for new testing work and tenders, matched to accounts a salesperson can explain calling, rather than a colored score in another dashboard.
Yamato Scientific America launched the first AI sales assistant at a US lab equipment manufacturer in Spring 2023, so there are three years of sustained results to point to. Verified weekly revenue intelligence from ERP data was not possible before the model advances of mid-2026. In most laboratory sub-industries, the first-mover window is still open.
Salesperson.com has published six laboratory equipment case studies, three manufacturers and three distributors, covering general laboratory equipment, laboratory safety, clinical diagnostics, laboratory water and food and beverage testing supplies. Every ENGAGE deployment went live in four weeks with no IT resources. Two are industry firsts. Client relationships run three, three, four and nine years, and results have held for two or more years at three of the six.
Manufacturer
ENGAGE
+15%
direct leads
+23%
distributor-sourced leads
22x
ROI
“The ROI is very clear from a raw dollars perspective.”
President · Nine-year Salesperson.com client
Distributor
ENGAGE
+40%
sales qualified leads over two years
+15%
raw leads in three months
12%
of conversations in languages other than English
“An investment in customer trust.”
Sales Manager
Manufacturer
ENGAGE
50%
shorter sales cycle
3x
assessment completion
99%
less human data entry
5 to 8
rep hours a week recovered
“We recommend it to everyone but our competitors.”
General Manager
Manufacturer and ecommerce retailer
ENGAGE
Instant Quote
61%
less customer service burden
+18%
direct leads
+2%
site conversion
“Business growth where competitors have been contracting.”
President and CEO
Distributor
ATTRACT
350%
ROI
+20%
online sales
+30%
traffic
40%→60%
ecommerce of revenue
“The stress and workload Salesperson.com handles for me is equally valuable.”
Marketing Director · Four-year client
Manufacturer
ENGAGE
+80%
lead engagement
+50%
product page conversion
+20%
after-hours lead capture
“Almost as many leads as every other form on the website combined.”
Director of Global Marketing · Three-year client
Salesperson.com runs the B2B Salesperson of the Year Awards, which recognize the best salespeople and the best AI sales agents across ten laboratory and scientific equipment categories, on two tracks, with winners announced on National B2B Salesperson Day, January 16. Nominations for 2026 close December 1.
Our view is on the record: AI should not replace great laboratory salespeople. It should take the repetitive work, hand them better evidence, and give them more time for the problems that need judgment and a relationship. The company that runs the industry's recognition program is also the one operating its revenue systems, and we are fine being judged on both.
See the awards
John Buie founded Salesperson.com after two decades of running lead generation and sales programs for laboratory equipment manufacturers, scientific suppliers and industrial distributors. He is co-author, with Jason Hagerman, of Imposters on the Zoom, the Amazon bestselling, five-time award-winning six-step B2B lead generation blueprint covered by Entrepreneur, Fast Company and Mashable. Companies like the ones on this page are the ones it was written about. Every system here runs on that methodology, and he still reviews the Monday reports.
Salesperson.com publishes research and field notes for people who sell laboratory equipment, including the annual State of B2B Sales Report and articles on how laboratory procurement, search and AI answers are changing the way instruments and consumables are bought.
Weekly plays, AI tools, and field notes from people doing the work. Sales, marketing, and the leaders who back them.
Salesperson.com uses a specific vocabulary for laboratory equipment revenue, because the industry's money moves in ways generic sales language does not describe. Twelve terms that appear on this page and in every report we send.
Consumable pull-through
The recurring reagent, filter, column, control and parts revenue an installed instrument should generate over its life.
Reorder cadence
The actual purchasing rhythm of one product at one customer site, measured from history rather than assumed from round numbers.
Quote leakage
Quoted demand that neither converts nor gets deliberately closed, leaving recoverable revenue unworked.
Specifier channel
Architects, lab planners, consulting engineers and facilities teams who write your product into a laboratory design months before a purchase order exists.
Distributor-sourced lead
An inquiry that originates on or through a distribution partner's site or team, attributed to the manufacturer's system that produced it.
Science Student Tax
The share of a lab equipment company's paid search budget spent on clicks from students doing homework rather than buyers.
GPO contract
A group purchasing organization agreement that fixes which distributor and which products a hospital or health system buys from.
Capital budget cycle
The window, usually tied to a fiscal year-end or a grant award, in which a laboratory can approve an equipment purchase.
Share of wallet
The portion of a laboratory's total category spend your company captures.
Speed to lead
The time from a buyer's inquiry to the first useful human response. Autoresponders do not count.
Counter-evidence check
The verification that looks for reasons a sales signal is wrong, such as an open order already covering an "overdue" reorder, before a rep acts on it.
Source-locked assistant
An AI sales assistant that answers only from approved documentation, says so when the documentation does not cover a question, and routes it to a person.
A managed AI revenue system is a named system that combines proprietary software, a defined implementation process and human industry expertise around one commercial outcome, at a fixed monthly price. Salesperson.com builds, deploys, operates and improves each system for laboratory equipment and scientific supplies manufacturers and distributors. Your company provides the strategy, the approved product truth, the technical validation and the sales follow-through; it does not configure or run another tool.
Neither. Salesperson.com sells named, bounded revenue systems, ATTRACT, PROSPECT, ENGAGE, DISCOVER, CONVERT and Salesperson OS, each with a defined implementation, a fixed monthly price, an operating cadence and an outcome it is judged on. Our team operates the systems from your approved content and your own data. Your company leads the market and closes the business.
No. Salesperson.com replaces specific operating work, not the commercial judgment your company still needs. Some clients use the systems to add capacity without another hire; others use them to make existing roles more productive. Your company decides how it is organized. Salesperson.com runs the system; your people keep the product truth, the strategy, the customer relationships and the close.
No. A smaller manufacturer or distributor works with us through the owner, the commercial leader or the salesperson who knows the products. A larger company places Salesperson.com under the direction of its marketing, sales, product, IT or revenue operations leaders. Nobody on your side becomes a system administrator.
The one that matches where revenue is being lost. ENGAGE when technical visitors leave without identifying themselves. ATTRACT when buyers cannot find you in search or AI answers. DISCOVER when customers cannot find the right SKU in your catalog. CONVERT when inquiries arrive and prospects do not respond to follow-up. PROSPECT with INTENT when new demand is emerging at companies you do not know. Salesperson OS when years of order and quote history hold revenue nobody works consistently. The Lab Revenue Opportunity Review exists to make this call with you.
No. Every system is designed to run alongside what you already have. Your CRM and ERP stay the systems of record, your website and online store stay in place, your internal teams keep brand and product control, and outside providers who are producing results can stay. Salesperson.com becomes responsible for operating the specific systems you select.
Yes. Salesperson.com systems run under the direction of whoever owns revenue at your company, and outside providers that are producing results stay. ATTRACT can take over the Google Ads account or leave it where it is and run search and AI-answer coverage beside it. The only requirement is that everyone measures against the same numbers.
Salesperson.com systems start between $490 and $7,500 a month depending on the system. ENGAGE, the AI sales assistant, starts at $490. ATTRACT and CONVERT start at $1,500, DISCOVER at $1,700, PROSPECT at $2,500, and Salesperson OS at $7,500 with a six-month minimum. The Needs Analysis and Instant Quote agents are included in ENGAGE plans that cover your full catalog. Advertising spend is paid to Google separately. There are no hourly fees and no setup projects; deployment is included. No full-suite purchase is required.
ENGAGE and CONVERT are live in four weeks. DISCOVER is live in 45 days. Salesperson OS delivers its first weekly report within 30 days. ATTRACT begins with an audit and rebuilt revenue tracking in the first month. None of it requires IT resources on your side.
Odoo, HubSpot, WordPress, Epicor Kinetic, Epicor Prophet 21 (P21), Webflow, Magento, Adobe Commerce, Shopify, BigCommerce, WooCommerce, Salesforce, NetSuite, OrderTime, Cin7, Zoho, ActiveCampaign, Sage, Pipedrive, Microsoft Dynamics, SAP, Zendesk and monday.com. Systems install through Google Tag Manager where possible, so there is no IT project.
Yes. Salesperson.com works with lab equipment distributors that have one salesperson and with global enterprises; our largest industrial client, Saint-Gobain, has 140,000 employees. Systems are priced by the month and chosen on the review call, so a company starts with the one system that will move revenue first. Salesperson OS is the exception with a defined fit: $10 million to $250 million in revenue, five or more reps, two years of history.
Yes. Salesperson.com is a United States corporation and serves the US and Canada first. Half of our clients sell globally, and our systems run in dozens of countries: ENGAGE answers in more than 50 languages, and 12% of Block Scientific's conversations happen in languages other than English.
Lab equipment is bought by technical people who research at night, compare specifications, ask AI assistants before they search, and buy through distributors on a fiscal-year calendar. Marketing that works in 2026 answers specification questions instantly on your site, appears in AI answers as well as search results, captures the buyer at the moment of research, and follows the lead far enough to know what worked. That is the structure of every Salesperson.com system.
On findability and response, not on price alone. A distributor wins when a buyer can paste a competitor's part number and see the equivalent, when a plain-language search returns the right product instead of 847, and when a specification question is answered at 9pm. DISCOVER, ENGAGE and Instant Quote do those three things. Weber Scientific grew online sales 20% in a price-driven category by getting its prices in front of the right buyers at the right moment.
By answering their questions where they ask them. Scientists research applications, not products, and they will not talk to a rep until they have narrowed the choice. An AI assistant trained on your specifications, application notes and compatibility data answers at any hour, in their language, and captures the conversation with its context so the rep's first call starts from the buyer's actual requirement. ResinTech saw an 80% lift in lead engagement and 20% more after-hours leads once its site could do that.
Yes. ENGAGE by Salesperson.com is the AI sales assistant built for lab equipment manufacturers and distributors. Yamato Scientific America became the first US lab equipment manufacturer to launch one in Spring 2023 and has run it for three years at a 22x return. It is trained by hand on your approved content, tested through more than 1,000 conversations before launch, answers in more than 50 languages, and is live in four weeks.
ENGAGE is trained from your approved information and, for safety and regulated products, is source-locked: when the approved material does not support an answer, it says so and routes the conversation to the right person. Salesperson.com does not let ENGAGE invent chemical compatibility data, regulatory conclusions or product claims. Erlab USA runs it this way for ductless fume hoods.
The Science Student Tax is the share of a lab equipment company's Google Ads budget spent on clicks from students doing homework: what a fume hood is, how a centrifuge works, what to write in a lab report. In the accounts we audit it runs 30 to 50% of spend. Salesperson.com removes it with a layered exclusion system built over years of laboratory equipment campaigns, while protecting the teachers, lab managers and procurement officers who buy for schools.
In the months before the show, ATTRACT covers the searches and AI questions buyers ask while planning their visit, and PROSPECT with INTENT invites the accounts showing buying signals to a meeting at the booth. At the show, a QR code on the stand opens ENGAGE, so the questions the booth team cannot get to are answered and captured. After the show, CONVERT reaches every scan within fifteen seconds, and the Commitment Ledger in Salesperson OS tracks every promise a rep made on the floor until it is kept.
Invitations to new accounts go through PROSPECT with INTENT, matched to the laboratories most likely to care about the topic. Invitations to existing customers run through our lifecycle email system, scoped on the review call. ENGAGE answers questions on the registration page, CONVERT confirms and follows up every registration, and the recording becomes part of ENGAGE's knowledge base so the webinar keeps answering questions after it ends.
ENGAGE, trained on the new specification sheet and application notes before launch day and deployed on your distributors' sites as well as your own. ATTRACT covers the application searches and AI questions, not just the model name. The Needs Analysis agent handles configuration and compatibility. PROSPECT with INTENT reaches accounts showing signals for the application, and Salesperson OS identifies installed-base customers whose current instrument is due for replacement.
Make yours the easiest line to support. ENGAGE deployed on distributor sites, in the distributor's language, gives their reps the same product intelligence yours have. Instant Quote routes quotes to the authorized distributor. CONVERT sends each inquiry to the right partner by territory. Salesperson OS watches distributor order patterns in your own ERP and flags a partner whose reorders taper before the relationship does. Yamato Scientific America saw distributor-sourced leads rise 23% this way.
Salesperson OS models the reorder cadence of every consumable at every customer site from your own order history, checks open orders before it says anything is overdue, and hands the rep the reorder in the week it matters. ENGAGE answers compatibility questions and links the right filter, reagent or column to checkout, and Instant Quote issues the reorder quote in under a minute for institutional buyers.
By being present while the specification is still open. ENGAGE answers the dimensional, airflow, utility and compatibility questions a lab planner asks months before purchasing is involved, and tags the conversation with design stage, timeline and architect involvement. The Needs Analysis agent gives a multi-room project a shared workspace for the safety officer, facilities engineer and architect. CONVERT routes the conversation to your specification rep.
CONVERT treats every badge scan or booth form like a web inquiry: four channels opened within fifteen seconds, a text from a local number, a Meet Your Rep page and a live calendar, with the lead enriched and routed by territory. Salesperson OS then tracks each promise a rep made at the show in the Commitment Ledger, with an owner and a due date, so the follow-up that usually dies in a notebook gets done.
ENGAGE detects the buyer's language and answers in it, in more than 50 languages, from the same approved content. CONVERT routes the inquiry by country to the right rep or distributor. At Block Scientific, 12% of assistant conversations happen in languages other than English, and those buyers reach a rep with their requirements already translated.
Yes. Block Scientific sells refurbished clinical analyzers to buyers in dozens of countries with ENGAGE answering in the buyer's language and giving the first-time buyer an application-focused starting point before a rep is involved. Instant Quote handles international shipping rates and duties on the quote, and CONVERT routes each inquiry by region.
Before the call, we review your Google search footprint, your visibility in AI answers, your website's product-discovery and buyer path, and what your forms collect. On the call, we ask how you generate demand, how buyers choose products, what happens after an inquiry, and how reps decide who to call. We compare that with what lab equipment manufacturers and distributors are deploying this quarter, identify the opportunity most likely to return early, and recommend the smallest useful system to start with. If Salesperson.com is not the right fit, we say so.
Salesperson.com's Lab Revenue Opportunity Review is a thirty-minute call whose purpose is not to show you every system but to identify the one revenue problem most worth solving first. For a manufacturer with distributors it is usually ENGAGE. For a distributor with a large catalog it is usually DISCOVER or Instant Quote. For a company with weak search visibility it is ATTRACT. For a company with a few years of ERP history and a sales team, it is Salesperson OS.
Before the call we review your search footprint, your visibility in AI answers, your buyer path and your ad accountability, and we bring what we found. On the call we show you what other lab equipment manufacturers and distributors are seeing results from this quarter and which system fits. We deploy it and operate it. Your company owns the product truth, the strategic decisions, the customer relationships and the close.
Submitting this form does not put you on a mailing list or start a sales sequence. It gives us the context to prepare your review and connect you with the right person.
Salesperson.com. A United States corporation. Dover, Delaware. The sale before the sale.
