DOTmed 100 Spotlight
Anderson Medical Equipment Company

Founded in 1995, Anderson Medical Equipment Company specializes in new and used respiratory, cardiology, and surgical equipment. The company sees things from the customer's perspective in part because of the clinical expertise of its executives. The company is owned by a small group of physicians and allied health professionals. Vice President of Sales and Marketing Ford C. Greene is a practicing respiratory therapist.


"We supply and have lines of new equipment but we predominantly sell preowned equipment," Greene said. "All of our equipment is checked out by our certified biomedical engineers on staff. They make sure each manufacturer's specifications are met."

The company places a warranty on all sales, offers extended warranties and preventive maintenance contracts for customers including small hospitals, surgery centers and doctors' offices. Their market is coast to coast and also international.

"We do dealer-to-dealer business but mostly we like to go to the end user," Greene said, noting his direct affinity with customers. "I am selling to what I used to be. The clinical background helps me greatly to stop any problem before it gets started. I know what I did not like from vendors and I know what kind of products I didn't like receiving. So I make sure that I don't do that to my customers. Don't do to your customers what you wouldn't want done to you," he advised.

The company has actually scaled down its sales operation to focus on more lucrative sales and quality customers. "I specifically work for less sales but more profitable sales. We want more trustworthy customers instead of price shoppers. We are very big into relationship marketing."

Relationships with customers are long standing and built on expertise and trust. "In this business right now, everybody that has a computer is doing it and some are misrepresenting themselves," Greene cautioned. "Those people will fall by the wayside."

While low-end outfits cut prices, Greene is confident that low quality will not work in medical equipment markets. "Make one mistake and your savings are gone. So you better make sure you are getting equipment from a reliable dealer, somebody that stands behind their product."

Greene, who enjoys the highest ratings from DOTmed for good reason, calls the website a kind of "better business bureau" for the industry. "DOTmed has put its arms around the industry and given everybody a platform, and also a mechanism to grade these providers."

Greene informs his customers about DOTmed and recommends they visit the website. "I tell my customers, when comparing providers and dealers, go on DOTmed.com and see if that company is listed as a preferred provider."

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