From the January 2015 issue of HealthCare Business News magazine
9. Reach an understanding with the manufacturer when you buy that you have the freedom to buy used handpieces in the open market and use them on your machine. Again, work out in advance that there is nothing preventing you from purchasing accessories in the open market and that it does not void the warranty on your unit.
Make sure you have the right to buy consumables in the open market as well.
10. Make your voice heard. The most mature capital equipment manufacturers have learned the value of an active secondary market. Whether it’s selling cars, diagnostic imaging equipment, or construction equipment, good companies welcome and embrace an active secondary market.
Most manufacturers understand that new companies just starting out need to purchase used equipment from time to time. They look on each of these facilities as a “socket” that at a later date they can convert into a new-equipment customer.
Mature market manufacturers want their equipment in the field to operate correctly and most are proud when their equipment retains its value.
However, it’s been my experience that laser companies are exactly the opposite. They discourage the sale of used equipment by charging recertification fees that can be as high as $35,000. They make it difficult to buy spare parts. Sometimes, they make it impossible to buy software or the necessary licenses.
As a culture, we’ve succeeded in making people live longer, which means the market for cosmetic devices will grow. Let manufacturers know how you feel and encourage them to discontinue these counter-intuitive policies that hold everyone back.
About the author: Scott Patrick Carson is managing partner of Healthcare Investment Advisors. HIA buys, invests in, and develops growth businesses, partnering with world-class management teams to build value for its investors through operational improvements, growth initiatives, and strategic acquisitions. Carson has 30+ years of marketing, business development, sales and management experience primarily in health care transactional platforms.
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