So, the time comes where you are replacing an existing CT, MRI, C-Arm, Mammography, etc. imaging system. In most instances, the OEM vendor (e.g. GE, Siemens, Philips, Toshiba, Hitachi, etc.) you select to provide your new system offers you a trade-in value for your existing system. While there are situationswhere having one face for all aspects of the project seems a great idea, this isn’t always the case. Several factors deserve consideration during this process, so let’s look at a few of them.
Everything under the same roof – Good or Bad?
The scenario where it might appear most natural to go with a trade-in offer is when you purchase the new unit from the same vendor who manufactured your current diagnostic imaging equipment. There is certain comfort in knowing that you only have to deal with one firm’s Sales Rep and Project Manager. However there is always the question about whether the infamous ‘funny money’ factor is in play, where the salesperson raises the price of the trade-in $25,000 higher than their competitors, but then removes that $25,000 from the potential price discounts they are willing to negotiate.
Some first-time sellers do not know the value of used medical imaging systems
Atlantis Worldwide is a trusted partner of many OEMs, and participates in their trade-in programs. I cannot tell you how many times I would have given the OEM Trade-In Desk a bid of $100K on a CT Scanner if I knew it had a X-Ray Tube at half-life or better, but only bid $60-70K because we had no Tube Usage information. Or how many times we would have bid $300K on a MRI, but only bid $250K because we had no idea about which Coils would be included, which is particularly crucial on higher-end systems. Most OEM reps selling new systems do not know the CRUCIAL information about specifications that add tremendous value to trade-in systems. When you work with a firm like Atlantis Worldwide, we know the questions to ask, and can walk you through the process of obtaining the answers, so we can give you firm offers that reflect the true values of your systems.
Added knowledge and wisdom on your project
When working with established used medical equipment dealers like Atlantis Worldwide, you add tons of experience to your Project Team. We participate in conference calls about the project, and help insure issues are addressed before equipment removals start, thus avoiding the need to scramble to fix problems during tight timelines. We think creatively, in large part because we have seen it all, and have to come up with innovative solutions continually.
A long established stocking dealer, like Atlantis Worldwide is the best route for your trade in systems. We understand what needs to occur in order for you to receive the best value for your trade-in equipment, our logistics expertise has been honed by long years of experience, and with our financial resources in place—our commitments are always firm.
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Meet the author: Erik Baum