DOTmed Industry Sector Report: O/R Microscope Sales & Service

by Joan Trombetti, Writer | February 11, 2008

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L & R Services of Miramir, FL mainly services microscopes, along with many other medical equipment systems. The company also sells some medical equipment, including microscopes. President Randy Lowers says that L & R doesn't sell new, but if he comes across a facility that is looking to replace a microscope that is in good working condition, he'll take the unit and sell it "as is". "If a scope is sold in working condition, there should be no problems," says Lowers. He thinks that the Zeiss and Leica microscopes are the most popular because "people know they keep up with today's market wants and needs and are competitive in pricing." Lowers thinks that the market for used microscopes is very low. "Many of the older scopes don't have the features of the new and are still selling for high prices. If a hospital or office spends $10K or more on a scope, they will get better warranties, more options and better support on the new product. These are key selling points for hospitals," he says.

Stefano Fumasoli, president, Rhynstar, Inc, Davie, FL sells and services new and refurbished microscopes in the Caribbean, Central and South America. He has factory-trained technicians that service the scopes on-site. "Many of the hospitals and clinics we sell to and service have limited budgets, and I've found that there is a substantial market for refurbished O/R microscopes," Fumasoli says.

When Rhynstar refurbishes a microscope, the technicians rebuild it, and will often exchange old pieces, like lenses, with brand new ones. Fumasoli cautions buyers to beware and know what they are buying. "It is vital to now the application/discipline that a microscope is being used for in order to configure it correctly," says Fumasoli. "Our company will not quote without knowing the application. The problem with buying 'as is' is you don't really know what you are getting."