Outpatient Surgery Magazine - Subscribers

Clear Cut - July 2015 - Outpatient Surgery Magazine

Outpatient Surgery Magazine, providing current information on Surgical Services, Surgical Facility Administration, Outpatient Surgery News and Trends, OR Excellence and more.

Issue link: http://magazine.outpatientsurgery.net/i/539497

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Page 27 of 132

2 8 O U T P AT I E N T S U R G E R Y M A G A Z I N E O N L I N E | J U LY 2 0 1 5 leaves your center or changes his mind about needing the equipment, you're likely stuck with the payments. When negotiating lease agreements for equipment, make sure you have stable surgeons with a proven track record of performance. Do an extensive on-site trial and include as many other surgeons in the decision as you can. That way, if one changes their mind, you have others that will likely continue to use the equipment. Disposable agreements. New equipment purchases often come with a line of disposables or instruments required to use them. In the case of the holmium laser, the company I worked with offered a 3- year deal in which 50% of what we spent on specified disposables over that time was credited toward the purchase price of the laser. At the end of the 3 years, if I have a balance owed on the laser, I'll have a balloon payment due. From my ROI analysis, I knew that even if I spent zero dollars on any of those disposables, 3 years' worth of cases would be more than enough to pay for that laser at full cost. The dis- posables that were included in the deal weren't just laser fibers, but also a lot of urology and gynecology supplies that I'm going to buy anyway. Paying for disposables can be a great way to pay down capi- tal costs and get a new piece of equipment that will generate more case volume. Leverage interest in other products. That rep who has been pestering you every week for 2 months about his new device just so hap- pens to be the rep for the equipment your doctor saw at his last con- ference. Take a deep breath and engage the rep. You can't guarantee the surgeons will like, or even try, the new device, but you can offer to host a luncheon during which the rep introduces his new product — in exchange of course for an extended trial, cost savings or dis- 4 5 B U S I N E S S A D V I S O R

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