ProActics Consulting, Melrose, Mass., is a primary contractor who works through a series of subcontractors to bring different aspects of PET business solutions to the customer. Owner Wayne Webster, a DOTmed user for two years, sells 3 to 4 scanners per year with annual sales over $1 million. Most of his customer base is located within the U.S., although he does receive international requests. He has 30 years' experience in the imaging industry.

Webster acquires PET (positron emission tomography) scanners that are coming out of service and provides a complete working solution for people who wish to use PET in their clinical or research setting. He is not a broker, but an end user solution provider; he provides a complete business model, detailing how the customer is going to find the right equipment, pay for it (business development and raising of capital), get training; along with warranty issues, on-going marketing support, and helping his clients make a profit.

"People will only talk about what they have to pay for a piece of equipment," said Webster. "We say, first you have to produce the best clinical outcome that you can. Then worry about how much you pay for it. Because if you pay nothing for it, and the results are not very good, you're never going to make money; you're probably going to lose money. If you produce really good clinical results and you paid something for it, then you're going to have a good referral base."
Certainly, proper installation or de-installation of the PET is a necessity; if not, it could wind up as a costly mistake -- "a $50,000 paperweight," according to Webster. If installed properly, PET is a great system that will produce revenue and will eventually allow the customer to trade up to the next model in the future.

PET center design must be efficient, balanced and secure, he advised. When designing a center, be sure that designer is qualified. Oftentimes if a designer is not used to working with PET, needless money can be spent on over-design. Webster and his colleagues know how to be cost-efficient and provide safe solutions for what customers need.

The Internet has allowed ProActics to provide complete business model solutions for customers, making communication much easier as well as offering greater support and cost-efficiency. In fact, for the first time, Webster will be meeting a client in-person this November after having worked for the client for over a year. All of the work has taken place via phone and Internet and the completion of the customer's new facility installation occurred just two weeks ago. In this case, the Internet allowed Webster to demonstrate his expertise in site-planning, pictures and conferencing.

More Voices