HCB News: How can providers use this change to their advantage?
ES: If the provider uses competition in the market to lower the cost of service and raises the quality of services, then the advantage to the entire market is evident. We have to remember that a rising tide raises all boats and we all are made better by fair competition.


SH:Providers can use this change to their advantage by buying solutions and product combinations that develop long-term contracts that provide stability. Sometimes this means changing from the OEMs to ISOs, which offer more asset management, data analysis and the most innovative technology.

HCB News: How do you think the European market will change in the next five to ten years?
ES: I think there will be a steady migration away from the OEM service model to a combination of the in-house service, independent service and OEM service models all in the same account. The OEM will continue to maintain the newer equipment while in-house and independent service will handle the more mature pieces of radiology equipment. This migration will be driven by the development of the supply channels that will include repair parts, available engineer talent and technical support that is reliable. How quickly this will happen is dependent on this structure being in place and completely operational.

SH:There will be a healthy MVS alternative to the OEM. This will be supported by successful parts companies, akin to the North American market. We will also see more governments using Public Private Partnerships (PPP) / managed equipment service contracts. This market today is balanced with vendor-independent service models being provided by all companies involved.

Ed Sloan & Associates was founded in 2008 and has been a leading provider of diagnostic imaging replacement parts, part sourcing, equipment services, equipment installation, tube replacement, MR magnet services and MR trailer storage. The company has over 7,000 parts in stock including CT and MR parts that are difficult to find. Its customers include hospitals, diagnostic imaging centers, clinics, multivendor service organizations and independent service organizations. Asteral procures and maintains medical equipment solutions for the United Kingdom’s National Health Service (NHS) and private health care providers. Over 45 percent of its staff previously worked for the NHS. Its growing portfolio includes 1,250 pieces of diagnostic imaging equipment that span 50 NHS and private hospitals. The company maintains more than 16,500 medical assets across diagnostic imaging, radiotherapy, theaters and electro-biomedical engineering equipment.

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