What to look out for

1. Serviceability. Prompt and proper servicing is very important, as defaulting on service contracts might cause unnecessary expenditure or delays for the clients, putting them off.

2. Rate contract. A favourable rate contract is important, especially in the case of big contracts.

3. Compatibility. Compatibility with legacy instruments is a major factor for big companies as they have to ensure compatibility between the large number of equipment that they maintain. Moreover, radically new equipment might also require extensive re-training of staff handling the equipment.

4. Brand image and features. If a decision needs to be made between two products of the same price and features, consider also the brand image of the company and any proprietary features that they offer.