From the November 2011 issue of HealthCare Business News magazine


While some experts believe that tableside systems will always be around, others feel they are slowly beginning to disappear. “We’re seeing that more and more, there’s a trend moving away from under-table conventional and toward a flat panel over-table fluoroscopic system,” says Geyzer, who suggests that this is due in part to the younger, video game-playing generation of radiologists who are accustomed to using remote-controlled technology. “With that being said, you’re not looking at a swing from 85 percent in the past to 60 percent — we’re talking little, incremental bits,” he adds.

Current challenges
One the major challenges in radiography and fluoroscopy—as well as in the rest of the medical industry—is that customers are becoming increasingly demanding.
“They’re under more and more pressure to take care of more patients with fewer resources,” explains Lobree.

Customers these days are really scrutinizing the total cost-of-ownership of their medical equipment. It’s common knowledge that new products are typically more expensive than older ones, because they use newer technology and the investment in that technology is still being paid off by the manufacturer; but in the midst of a struggling economy and a changing health care system, it’s not easy to persuade budget-conscious customers to dish out more money.

“You have a base price [for a product], you add something to it, it costs a heck of a lot more because it does a lot more, but they’re not willing to pay a lot more,” says Serrao. “People are still being discretionary so you have to give them more value for the product, and the way to do that is with these advanced applications, where now they can do so much more. In other words, versatility: one system that can do it all.”

Niepel thinks that there is not enough of an organic role in the market.

“There are not that many new hospitals, there are not that many new imaging centers, so the market is pretty stable,” he says. “It’s very much a replacement cycle and obviously it’s also quite competitive.”

Refurbishers face the challenge of trying to convince customers that it’s perfectly acceptable to purchase used equipment if they cannot afford to buy it new. The key is to conduct business with a reputable re-seller who is going to guarantee a high-quality product.

“It’s like a used car; as much as we all want a brand new, fancy Mercedes Benz, we can’t all afford it,” says Gugel. “Even if you can’t afford a brand new Toyota, you buy a used one. There are some owners that take care of their cars before they sell them used, and then there are others that beat them into the ground. As a conscious and discerning buyer, you have to be aware of what car, or in this case equipment, you’re going to spend money on.”

November 2011 Magazine

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