What do ATM machines and infusion pumps have in common?

"A lot," says Troy Goodhart of Select P.O.S. & Peripherals LLC of Edina, Minnesota. "A circuit board is a circuit board."

Six months ago, Select P.O.S. & Peripherals concentrated exclusively on board repair for ATM machines. Then along came sales and marketing professional Troy Goodhart, who was previously employed at a PEO company like ADP. He showed Select P.O.S & Peripherals that the skills utilized to make broken machines dispense cash could also be utilized to make infusion pumps dispense fluid once again.

Goodhart surveyed the health care market and found high OEM service costs rendered infusion pump repair prohibitive. "Hospitals would grow attached to a specific device. When it malfunctioned, they would call the manufacturer and then learn that the device was no longer supported. They were forced to buy a brand-new pump." Hospitals would prefer to repair their existing pump boards.

Med-E-Quip, one of Select P.O.S business partners, recommended that Goodhart use DOTmed in order to determine the types of boards in which his company should specialize. DOTmed's service directory and technician forums helped Goodhart reach the conclusion that repair services for Baxter, Alaris and Abbott boards were the most in demand. Upon visiting the site, Goodhart saw that additional companies with whom he was already doing business, e.g. Novatek and Ardus Medical, were already UPGRADED DOTmed users.

Troy Goodhart found that Select P.O.S. could occupy a very unique role on the website as the first infusion pump repair service provider to advertise.

"DOTmed has been useful in helping us get exposure," Goodhart says.

Hospital service organizations gravitate toward Goodhart's company because he can save them at least 30 percent of the price that an OEM would charge for repair. He also places a six-month warranty on the board after the repair is completed. Hospitals therefore can use the equipment that they are accustomed to for a longer period of time.

Select P.O.S. & Peripherals will do the first couple of repairs for free in order to establish a relationship with the client. The small size of a board enables clients to mail their broken boards to Select P.O.S. for a mere $4.00 postage fee.

With regard to the DOTmed Certified program, Goodhart says, "In the medical field, there's a lot hinging upon machinery. Professionalism is needed." He makes sure to place the DOTmed Certified logo on all outbound emails.

Currently, medical equipment repairs are about 10-15 percent of his business. Goodhart hopes to make his business 50 percent medical repairs and 50 percent ATM machine repair by the end of the year.