"When the technicians at Metropolis International refurbish a bone densitometer, they test the unit first to see what needs to be done. They replace all belts, boards, and peripherals and test the system. The panels are stripped, primed and repainted. The units are rebuilt and tested to make sure they are up to OEM specifications," explained Gugel.

Michael D. Lies, owner of Medical Advantages Inc., began in the medical field fourteen years ago. His business and clinical background and knowledge as a licensed radiologic technologist gives him an understanding of his clients' need to succeed in the highly competitive medical services field. Lies sells all diagnostic imaging systems, including densitometers, and uses dedicated contractors in every modality. "We provide turnkey deals, i.e. our trained engineers will install, calibrate and provide applications training, logistical and operational support for any late model bone densitometry system(s) that a customer purchases," explains Lies. He feels that all OEMS are friendly to third parties -- when the ISOs come looking for parts, that is -- and he is also concerned about the DRA proposed cutbacks. When asked what he felt was the most common problems that need repair in a bone densitometer, Lies said, "When we refurbish a densitometer, we look at the detectors that frequently need to be replaced, as well as replace all wiring, tubes and any worn parts."


Absolute Medical Equipment specializes in new and used equipment from top manufacturers that includes bone densitometers, and other equipment.

Abe Sokol, marketing director, said that sales and service of the machines are accomplished by using a network of affiliated bone densitometer technicians nationwide. He believes that problems can arise when a piece of equipment is installed or removed. "Installations and deinstallations must be done professionally to avoid damaging valuable equipment. We have come across equipment that was not deinstalled properly and have seen problems ranging from missing parts to damaged tubes," explained Sokol.

The Bottom Line

When purchasing bone densitometry equipment it is imperative to choose an informed provider. A steady demand in the market for refurbished equipment has brought about an increase in the number of companies that sell preowned equipment at prices 40 to 60 percent less than the cost of a new one.

All of us realize that healthcare budgets are tight, but as baby boomers get older, the demand for BMD scans will only increase. Sales people that are out in the field looking for densitometer buyers should try new healthcare sites including primary care facilities, pharmacies and other wellness centers and specialty clinics. And education efforts should create awareness about the importance of bone density testing and how the Deficit Reduction Act (DRA) of 2005 will drastically cut Medicare reimbursements for bone density exams. The payment reductions will affect a broad range of medical imaging, including a 40% cut in bone densitometry studies for osteoporosis.

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