How many times have you been on a flight and heard the announcement, “We know you have a choice when you fly, and we thank you for choosing our airline”?
That always makes me laugh because there aren’t many occasions when consumers are more limited than when shopping flights. If Atlanta is on your itinerary then you’ll likely be flying Delta, Miami or Dallas then American Airlines is a sure bet and Denver typically involves United.
On the contrary, few industries are more competitive than medical device sales. There are countless suppliers, but the primary distinction that buyers should understand is the difference between a certified preowned dealer such as Synergy MedSales and a broker.
Here are five major differences between a preowned dealer and a broker:
1. Asset Location
Good questions to ask the seller are, “Where is the device now and is it currently in your possession?” This is important because buyers should request real-time virtual and/or in-person inspections of the device.
2. Beauty Is in the Details – Detailed Reports that Is
Nothing is more calming to a used car buyer than a detailed vehicle service history report rich with oil and filter changes, air filter replacements, brake work and so on. Detailed reports are far more important with medical devices – they’re essential. Key questions for the buyer to ask are:
- Has the device been tested?
- Do you have a service history report?
- Does the device meet original equipment manufacturer (OEM) specifications?
- How many owners has the device had?
3. Extended Warranty or Service? Is It an Option?
Equipment sold by Synergy MedSales adheres to OEM specifications which is vital to the device’s lifespan. In the unforeseen circumstance where there is a problem with the device – there’s an advantage to working with certified dealers because they will either offer a warranty or can assist with a repair.
4. Do You Need Training?
The level of expertise on how to use the instrument is a key factor and the salesperson (or salesperson’s company) should be able to train you and your staff on how to use, and maintain the device. Synergy MedSales uses its in-house video production studio for several reasons, but a key purpose is the creation of device training videos. Pre-Pandemic, Synergy MedSales regularly provided in-person and onsite training all over the U.S., but “in these times,” video training is more practical. Whether it’s in-person or video – training is crucial.
The purchase of a Zeltiq CoolSculpting device requires cool card consumables which are only available from the manufacturer, Allergan. Each applicator requires these cool cards to operate the hand pieces and they are needed for each treatment.
There are two options here:
- Get the device recertified through the manufacturer, which will cost around $25,000 and negate the preowned purchase savings.
- Work with the right dealer who can access cards through their preexisting accounts or receive discounts on cards through bulk overstock or liquidation.
Does the device you are buying require consumable supplies and can your salesperson fulfill immediately and long-term? There are a few merging factors here – if the device is not serviced properly and does not meet OEM specifications then the manufacturer will not deliver consumables. It’s like buying a lock without a key – consumable accessibility is a must.
Like a spider web, many of these items are connected and intertwined. Each aspect of the sale is codependent and the difference between a good and bad experience weighs heavily on the seller.
We operate like consultants more so than salespeople – have a question? Email or call 310-272-5824 for more information.