Think of Your Customers
Written By Ibby Smith-Stofer
Medical device suppliers and representatives —consider the following scenarios and honestly think about how you would answer these questions.
Have you ever rented a car?
Have you ever rented a hotel room?
Have you ever rented a movie, either online or from a kiosk or stand-alone store that only rented movies?
Have you ever rented skis or other sporting equipment?
Have you ever bought the latest and greatest gizmo, only to find it was not what you thought you wanted?
Have you ever signed up for a service plan for a product you purchased and felt that it was a necessary evil?
Most of you have probably answered yes to at least a few of these. Perhaps it was for convenience, cost, or to try something out before committing, but we’ve all been there. I’m sure that many of you could add to the list of scenarios, but ultimately, these are just a few of the choices we all make—sometimes daily.
The purpose of this is to ask you to think of your customers and their need to have convenient, cost-effective options to maintain state of the art patient care technology without the burden of ever-increasing capital outlays, expensive maintenance, or the desire to thoroughly test and evaluate new technology before making a significant purchase.
We all know that the financial challenges faced
by acute, non-acute, and private providers is still
not where cash is free flowing. Conserving cash
continues to halt or delay technology decisions
every day. Add to that the demand fluctuations
from seasonal illnesses and the aging population,
and it is clear having what is needed when it is needed or having the latest technology is hard to manage for any provider.
If we as technology company sales leaders do not consider offering a rental option, we may be limiting our market opportunity to meet customer needs and preference.
Did that thought cause you to pause? If not,
envision asking your company to invest in a huge organization. This would include covering logistics,
delivery and pick-ups, tracking inventory, 24-
hour a day response, staffing customer service
reps, drivers 365 days a year, biomedical and
maintenance staff, and associated risks as well
as the reserving versus selling millions of dollars
worth of your company’s equipment.
If we as technology company sales leaders do not consider offering a rental option, we may be limiting our market opportunity to meet customer needs and preference.
Frankly, that is why there are companies who offer dedicated staff to cover these concerns. These companies bear the costs, the risks and the customer satisfaction.
If you select a well-established rental provider, they can become an extension of your company. They can provide access to your products based on customer needs, even when cash flow, short term needs, or wish to try before they buy are objections that have been leading to delays or no decision outcomes.
At Med One we are proud to work with many medical device companies as their authorized rental provider. We have over 15 offices nationwide and are continually expanding to more regions. We welcome the opportunity to explore how our rental or leasing divisions can work with your company to meet the needs of healthcare providers.
You can see a quick comparison of our lease and rental offerings by visiting our website or scanning the QR code below.
You are invited to give us a call to discuss how we, together, can provide solutions that can meet the needs of your customers and enhance your customer satisfaction as well as close more sales. Whether it’s rental, lease, or sale of pre-owned equipment, we at Med One Group are here work with you and your company.
Compare our rental and leasing offerings