Let's start by describing the different players you have to consider when pricing your equipment:
The Health care provider:
Chances are you are a health care provider (User). Imagine what goes through your mind when you buy. You want someone to deliver the product to you, install it, show you that it is working, teach you how to use it and provide you with a warranty. Selling to a User generates more money but comes with added risk and responsibility.
The Stocking Dealer-Refurbisher:
Many companies try to buy used equipment so they can have it in stock and refurbish or repair it so they can then sell it to Users like you. Stocking Dealers normally have a warehouse, service engineers, delivery trucks, spare parts, specialized tools, and employees on staff to service and maintain equipment that they sell.
The Dealer:
Dealers will buy products for resale. If a hospital has a machine for sale, a Dealer will agree to buy it and organize the deinstallation and transportation, to either a Stocking Dealer or sometimes to Users.
The Broker:
Brokers scour the countryside for items for sale and offer what they find to Dealers and Stocking Dealers. Usually, Brokers do not buy anything unless they have a sale and by my definition, Brokers only pay for something after their Buyer has paid them.
