Selling used medical equipment for a good price can be quite a challenge. May be you are upgrading and wish to sell the existing medical equipment still in good working condition. May be you want to close down a unit, which is not working out for you. Whatever the case may be, if you are looking to sell your pre-owned medical equipment, selling directly to another hospital / user could get a better price. Any seller of pre-owned equipment needs to be ready with crucial information that a potential buyer will want to know about the medical equipment being put up for sale.
A potential buyer will want to know about the system, its accessories, usage and condition of important parts like ultrasound transducers, A-scan probe or endoscope camera head etc. Whether the equipment has been under regular maintenance during the time you’ve owned it is important too.
Selling used medical equipment for a good price need not be difficult. Here are a few tips to make it easy for you!
Tip1- Be ready with all information about the equipment
Basic Information needed for screening
The first stage is where a potential buyer is screening to check if the item matches their requirement at all. The first set of information a buyer is likely to want to know about the machine is:
- Make
- Model
- System date of manufacture / Date of installation
- Date of manufacture of important components/ parts if replaced, such as X-Ray tube or ultrasound probe.
- Software version, as applicable
- Pictures and videos of the machine
Detailed Information
Once a potential buyer is satisfied with the basic make/model, configuration and age of the system, they may seek additional information such as:
- Details Major repairs, upgrades or replacements carried out, if any.
- After Sales support availability
- Important accessories available on sale
- Status of licenses
- If covered under valid Warranty/ AMC/ CMC with OEM/ third-party service provider
- Latest service report certifying satisfactory working condition of the machine.
Tip2 – Avoid these 3 mistakes when selling used medical equipment
1. Mistake1 – Sharing unattractive pictures of the machine
This point about sharing appealing pictures of the item you want to sell may seem obvious! But, we cannot overstate how often we get really poor pictures of the machine people put up for sale.
We sometimes get pictures of rusted or dirty equipment kept in a store-house among other condemned items for disposal. Often the unit has been closed for a long time and not only the equipment but the entire facility is obviously dirty. In some closed facilities even the electricity supply has been cut-off. Under such situations, even if the camera has a good flash to provide adequate lighting, it reflects poorly on how the equipment has been kept and the value the current owner has for it. It raises doubts about its current working condition. Even if the equipment is in working condition, it will be treated as junk.
A picture is worth a thousand words. Take pictures of the machine in a very clean condition under good lighting. Even if the equipment has not been used for a long time, it is important that it is kept covered in a dust-free, rodent-free environment, to protect its electronic circuitry and components.
It is imperative to support all information you share with clear, good quality pictures. If you expect to fetch a good price for your equipment, be ready with photos/ videos of the system and its components to show their overall good condition.
It’s also important to capture close-up photos of the tags/labels on the major components, especially showing serial number, Year of manufacture etc. Sometimes the buyer may ask for a video recording to satisfy themselves of the image quality, especially in case of video endoscopes or imaging equipment.
2. Mistake2 – Trying to sell an equipment needing repair, on as-is basis
The buyer may physically inspect the working of the machine. If the equipment has not been in use for some time, it is important that, it is thoroughly checked before the demonstration – so as to avoid any unexpected failures.
If the machine requires even a minor repair, it is better to get it repaired before putting up for sale. Trying to sell it as-is-where-is basis will not fetch a good price. If the equipment is not in perfect working condition at the time of technical inspection, it is likely to raise doubts about what other problems it may have.
The potential buyer may also ask for service history and usage details to assess potential life and possibility of failures. This includes things like – Major repairs, parts replacements, preventative maintenance, reports on significant events if any e.g. flooding, damages due to power surges, software upgrades done, etc. Usage data like number of cases done, especially tube scan details are important.
The better prepared you are with service record of the machine, the better impression you create on how well the machine has been maintained.
3. Mistake3 – Ignoring Taxes and other costs
While selling pre-owned equipment users often forget that the original cost of the equipment included various government taxes, transportation, installation costs and warranties. A pre-owned equipment buyer has to now bear these costs including dismantling costs and the risks associated with it. Depreciation on medical equipment may vary anywhere from 30-40%. Even if the machine is un-used or sparingly used, it does depreciate. Depreciation, taxes, transportation, de-commissioning and re-installation costs can be very significant.
Hence, even if it has not been used at all, expecting 70-80% of the original cost of the equipment is unreasonable and can only lead to huge disappointment (Believe me – this happens all the time!).
Tip3 – Know What to Quote When Selling Used medical equipment
As a seller one expects you to quote your selling price first. Most often users have no idea what to quote. If you are not sure what is the fair market price for your equipment we can help there.
Whether you sell to another end user, a reseller/ refurbisher, or even to a parts dealer, the more detailed information you can provide right up front, the faster the deal could close. Be aware that a direct sale to end-user may fetch a better price. If the equipment is relatively new, say 3-4 years, it still potentially has 3-4 years of useful life and hence, chances of sale to an end-user are better. In such cases users may insist on continued support from the OEM.
Primedeq can assist with medical equipment valuation services as well as finding potential buyers. You may also like to checkout our free valuation tool.
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PrimedeQ is an e-Marketplace for buying, selling, renting, servicing and spares of medical equipment. We offer all types of used / refurbished medical equipment , including cathlab, ECG machine and other diagnostic equipment, endoscopes, OT equipment, Laparoscopic Equipment, Lab equipment, X-Ray, TMT, anesthesia machine, ultrasound machines etc. We offer repair services for all types of medical equipment including Lab equipment, microdebrider, laparoscope , rigid and flexible endoscopes as well as EUS (Endoscopic Ultrasound Units) and ultrasound probe etc.
Contact us for any medical equipment requirements 7019759765.
