Marketing to the European Laboratory:
A Guide to Doing Business in Europe

Robert L. Stevenson and Peter J. Jenks

Discounts on bulk purchases.

314 pp.
ISBN: 0-9664286-3-3

About the Authors

ROBERT L. STEVENSON, Ph.D., Managing Director of ABACUS GROUP, has over 30 years experience building business with firms such as UOP, Eppendorf, 3M, MICRA Scientific, Bio-Rad, Varian Associates, Altex Scientific, and TosoHass. Abacus Group is a consulting practice with over 10 years of demonstrated expertise in solving problems in distribution, business planning and product/market evaluation. Dr. Stevenson's services include market characterization, marketing strategy, distribution, recruiting, technology evaluation, business planning and acquisitions in the broad area of separation science, with a special focus on chromatography and electrophoresis applications, instrumentation and supplies.

Dr. Stevenson is also Editor of Separation Science for International Scientific Communications, Inc., publisher of American Laboratory, American Clinical Laboratory, American Biotechnology Laboratory and American Environmental Laboratory. He has authored over 350 publications during the past 10 years and is coauthor of Capillary Electrochromatography and Pressurized Flow Capillary Electrochromatography: An Introduction (HNB Publishing). Dr. Stevenson originated the editorial column "The World of Separation Science," which covers chromatography and related technology, with a strong focus on new instruments and applications. Dr. Stevenson was the developer and Chairman of the PrepTech symposium series and the Northeastern Environmental Symposium.

Dr. Stevenson serves as a Member of the Scientific Advisory Boards for PerSeptive Biosystems, Inc., LC Resources, and Cell Robotics, Inc. He has been active as Vice President, Treasurer and member of the Board of Directors of the California Separation Science Society for the past 13 years.

Dr. Stevenson received his Ph.D. degree in Analytical Chemistry from the University of Arizona in 1966, and his B.A. in Chemistry from Reed College in 1963.

PETER J. JENKS, B.Sc., is a principal at the Jenks Partnership, which specializes in interfacing analytical science and business success (

Formerly, he was International Business Development Manager at LGC (Teddington) Ltd, in London, England. He has worked with the LGC Reference Materials business to expand the range of products offered, and markets served. He was instrumental in the appointment of LGC as European partners by ATCC and USPC. He also participated in the establishment of LGC subsidiary companies in Sweden, France, and Spain.

Before joining LGC in June 1999, Peter worked in Germany for Promochem GmbH as Business Development Manager and Technical Director. Promochem is a German company with subsidiaries in UK and five other countries, from where it sells reference materials, many of which are produced by small US-based, technology-driven companies.

He is involved with a number of international activities aimed at improving chemical metrology, including the BERM series of meetings and various cooperation projects with Dutch, Canadian, and American teams. He has advised the EU DG XII, SM&T program, and DG JRC on the supply and distribution of reference materials.

He has published a number of papers on the use of reference materials and, in conjunction with Dr. Marcus Stoeppler in Juelich, Germany, and Dr. Wayne Wolf of the USDA in Washington, he edited Reference Materials for Chemical Analysis, published in 2000 by Wiley-VCH. The book reviews the use and abuse of reference materials.

Peter graduated in 1974 from Brunel University, London, with B.Sc. (hons) in Biochemistry, and then followed on with postgraduate studies at Birmingham University in clinical biochemistry. He worked for BDH Limited (now Merck Ltd) in England from 1976 to 1990, where he was involved in product management, marketing, distribution, export sales, business development, and coordination with other Merck group companies, before joining Promochem GmbH in 1991.

Contents | Preface