Sales `N' Service was established in 1998 as a repair and maintenance organization for ultrasound and color Doppler. "We started in south India and developed slowly in other parts of the country," said proprietor Niranjan Kumar. "Right now we are looking after the whole country with more than 6 office locations and a freelance network of more than 100, supporting them technically with spares, refurbishment, equipment, etc."

The company sells refurbished ultrasound and color Doppler of any make, buys quality machines from customers, and refurbishes to full operational capability. Sales `N' Service also rents to imaging centers. The firm was a pioneer in membrane replacement for electronic transducers and repair of mechanical probes. Its staff of more than 15 includes clinicians as well as technicians.

Competitive advantages for the company boil down to its prices, wide network, skilled engineers, customer relations, experience, and facilities. They pretty much have it all and that's reflected in a healthy growth rate of nearly 35 percent annually. "We offer good prices and quality machines. Our growth mainly depends on our team effort and customer good will. Our success in the market is because we are innovative in what we do--such as launching the rental scheme and providing component-level service," Kumar noted.
Sales `N' Service is also responsive to local and industry trends. For instance, the resale value for medical equipment is low in India compared to other countries. "That means we can offer good prices to the export market. Since we are associated with GE, Siemens, and Toshiba, the buyback products are taken in bulk." Kumar reported that his company was the first in India to export ultrasound and color Doppler equipment. Already well known in the U.S., Australia, Austria, New Zealand, and Japan, Sales `N' Service is cultivating markets including Dubai, Libya, Moscow, and Nigeria.

Kumar credits DOTmed with contributing to his expansion into the export market. "Our export business totally depends on the Internet. Even though we are [distant from export customers] the Internet makes us so much closer," he said. "DOTmed opened my eyes for an export market and we trust we will do more export business in coming years."

He also has some sound advice for other business people in the industry: "Be transparent as much as possible. Take initiative and be innovative. Do quality work not quantity work. Good prices and good products on less margin will get you a solid name in the market."

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