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Diagnostic Equipment Sales, Inc - Belle Chasse, LA

Diagnostic Equipment Sales, Inc. (DES), (click for info) based in Belle Chasse, LA, is a 12 year-old wholesaler of used medical equipment including CT scanners, MRI, cath labs, mammography systems, radiographic suites, X-ray, imaging equipment, and ultrasound units to the refurbishing service organizations internationally, including hospitals and imaging centers. DES, a premium middleman with only five employees, purchases its used equipment from private doctors offices, imaging centers, and hospitals. As a wholesaler, DES cannot and does not approach the retail industry.


Regarding issues involved in the business of reselling refurbished medical equipment, Lucien Jeanfreau, President & CEO of Diagnostic Equipment Sales, Inc., said he's seen some changes over the past five years, mostly due to pricing. "Hospitals, imaging centers and private physicians are holding on to their equipment longer, which motivates us to do a better job with providing them a better purchasing plan. These healthcare facilities are more price conscious when selling their equipment. There's also more effort on the buyer's end to be more knowledgeable about the equipment their purchasing. We need to make them feel we're offering them the best competitive price out there."

And certainly the Internet has allowed the buyer and the seller to become much more knowledgeable about the products. The amount of information available for research is virtually endless. As well, the Internet has caused an increased diversity for those who have welcomed it, and it's certainly helped business for DES. Jeanfreau continued, "The Internet, particularly DOTmed, has helped connect the people that actually buy the equipment from the selling facilities and has enabled us to distribute the equipment to the actual service engineers that are putting the product into use overseas. I think the Internet has been a big plus to the industry over the past 10 years."

Jeanfreau, a fan and active user of the Internet, believes in what DOTmed.com is doing as a company. "DOTmed puts themselves out there. Phil [Jabcobus, President of DOTmed.com] walks the extra yard to reach both vendors and suppliers. Phil has a sense of what I do since he used to do what I do. He has a vision of what works and apparently, he's applying that really well."

Regardless of the far reach of the Internet, the aftermath of the tragedy of 9/11 proved to be a financial challenge for so many businesses, not only domestically but also in Mexico, Latin America and South America, which is where many of DES's sales come from, among other countries. From a used equipment vendor's standpoint, business slowed down tremendously. DES is just beginning to feel that things are coming back to a pre-9/11 environment. Said Jeanfreau, "Every industry has slow periods, ups and downs, but I certainly feel that with 9/11 we're just getting back to where it's prior to 9/11. I think people are having the sense of a little bit more security and faith in the United States as far as being stable, financially."

Being on time and being prepared are key in DES's philosophy. Clients, including hospitals and imaging centers, expect DES to be there when called. They rely on DES logistically to remove the unit - whatever it is, an MRI, CT scanner or mammography system - and give the facility time to create a floor plan or site preparation.

Jeanufreau opened his business with a similar philosophy: to treat everyone as you would want to be treated - with integrity and honesty. DES is a small family-oriented business. He believes it's risky doing business out of your inner circle of associates, but every now and then you have to take a chance; and the Internet has opened that venue up. The best advice he can give others, "When you're slighted once or twice by a member of the used medical community, pay attention to those actions and not approach the person a third or fourth time for additional equipment. Through the years I've been doing this, people amaze me by dealing with people who have slighted them more than twice." Once bitten, twice shy - very good advice.

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