Spot the Opportunity

As a sales representative, one of the biggest opportunities to identify in a laboratory is workflow strain caused by repetitive manual pipetting. Many labs do not initially set out looking for automation — they begin looking for solutions when increasing workloads, staffing limitations, and inconsistent results start impacting productivity.

One common indicator is when scientists are spending large portions of their day performing repetitive liquid handling tasks instead of focusing on analysis, troubleshooting, or higher-value work. Labs running PCR setup, ELISA workflows, serial dilutions, or routine plate preparation often experience bottlenecks as sample volumes increase. If teams mention long turnaround times, growing backlogs, or difficulty keeping up with demand, automation may be worth discussing.

Another key sign is variability in results or an increase in reruns. Even experienced users can experience pipetting fatigue during high-throughput or repetitive workflows. Labs that report inconsistencies between users, troubleshooting challenges, or wasted reagents may benefit from automated liquid handling to improve reproducibility and reduce errors.

Staffing challenges also create opportunities for automation conversations. Many laboratories are expected to process more samples without increasing headcount, while also onboarding and training new personnel. Maintaining consistency across multiple users can become difficult, especially in busy environments where protocols are repetitive and time-sensitive.

For laboratories exploring automation for the first time, ease of implementation is often a major concern. The BRAND Liquid Handling Station (LHS) offers an approachable entry point for labs seeking to automate repetitive workflows without the complexity of larger robotic systems. 

Designed for applications such as PCR setup, ELISA workflows, serial dilutions, and plate preparation, the LHS features a compact footprint, intuitive software, and configurable deck positions that make automation more accessible for small- to medium-throughput labs.

By recognizing these workflow challenges during customer conversations, sales representatives can better identify laboratories that may benefit from automation and help position solutions that improve efficiency, consistency, and walk-away time.