There was quite a bit of reaction to this last blog. It came from all directions so I thought I’d share with you a few from different parts of our community.
Hope you find this interesting:
Equipment Broker comments:
“After more than 30 years in this business, I think that the only thing that is constant is change. Even if the “dealer” were dead, the field of medical imaging (formerly Radiology, formerly X-ray) is not. Keep the faith, Gregory”
Manufactuers’ Rep comments:
“Great article about this business. You are not alone my friend. Many specialty manufacturers in the US face the same problems with the fact that the dealer base as you know is all but 2 distributors and one you must also find very difficult. Keep your focus and continue to be profitable and survive. My best, George”
X-Ray Dealer comments:
“Digital technology is one thing. We have adjusted. It just seems fewer doctors have x-ray and the ones who do have it shoot fewer images than in the past. CT, MR and US have a large share of the pie. For us, we had to adapt from the mindset that film and chemistry was our monthly income and digital was lagniappe (Editor’s note – something given as a bonus or extra gift). Now, the digital equipment sales keep us in business and film and chemistry is what we do to keep those customers until they do go digital. I would enjoy hearing others perspectives since as a small, independent dealer we have little support or communication from anyone. Carl”
Dealer focused on South America comments:
“Very interesting. I agree, you must run together with technology, but technology moves so fast…! Quite a challenge. Martha”
Long time X-Ray Dealer comments:
“I’ll never die my friend!! David”
A long time, good dealer friend, who is one of the more inventive (or should I say “reinventive”) business professionals in our industry comments:
“I’m curious to know what kind of response you get to this piece. If you get a good loyal following on this I’d like to invent a new x-ray religion. I want us to preach. I’m not kidding. Joseph” (Editor’s note – I’m waiting for his first sermon. It would be worth reading.)
Best regards and let’s hear from you about what you are doing to strengthen your business in medical imaging….Dan
The x ray dealership business is very challenging specially dealing with my primary market – Africa. I have been burnt and faced many challenges to make things happen for my people yet they don’t appreciate it.
Emeka.
If we did not have challenges —it might be boring. Film & chemistry world is gone—good service is not. Focus on building trust with good service. Pray that we look back in five years & say “we survived” .
Charlie Kleeberg
Dan, I don’t want to take the time to log in but I don’t agree at all with the X-ray Dealer is Dead. In fact business in doing great for the big dealerships and the opportunities now are the best I’ve seen. Major OEM are contacting major Dealership because the OEM cannot afford to do a national sales in service in all areas of the US
Companies like Brown Medical over 100 million a year in revenue, Alpha Imaging OH most likely over 70M, CMS in the east coast doing extremely well and I believe over 100 employee’s. COMRAY AZ, RES CA the list go on and on. Companies like the above and many more I have not mentioned do not complete with other dealerships they complete we GE, Philips, Siemens and Toshiba etc.
The X-ray dealer is dead, that’s is a Mom and Pop store they cannot complete with the Core Medical Imaging and these top Dealer in the US. Top dealers don’t sell on price and the small dealerships do and they are biding each other out of business selling on price not solutions.
I stopped selling view boxes in 1985 and have never looked back.
Read to Book David and Goliath we are David the OEM’s are Goliath they don’t stand a chance. In the end there is no difference between an OEM and a high end dealership the OEM’s want you to think so but it all comes down to people and processes.
I sure you most likely don’t talk with these people as they don’t sell used equipment that much anymore.
This is just my take . I’ve had major OEM’s tell me they know we have done a much better job they have and in out DR area we have more that 2X the DR install base then all the OEM’s together.
People purchase from people and dealerships live in the customers Communities and we are there patients. OEM sales rep’s come and go Hi end Dealer sales people stay a life time because they care and have control over the end product.
Good luck OEM your business model is outdated.
Just FYI. Jon
Very interesting.
I agree, you must run together with technology, but technology moves so fast…!
Quite a challenge.
Martha Pacheco
Digital technology is one thing. We have adjusted. It just seems fewer doctors have x-ray and the ones who do have it shoot fewer images than in the past. Ct, MR and US have a large share of the pie. For us, we had to adapt from the mindset that film and chemistry was our monthly income and digital was lagniappe. Now, the digital equipment sales keep us in business and film and chemistry is what we do to keep those customers until they do go digital. I would enjoy hearing others perspectives since as a small, independent dealer we have little support or communication from anyone.
Carl Qualls
After more than 30 years in this business, I think that the only thing that is constant is change.
Even if the “dealer” were dead, the field of medical imaging (formerly Radiology, formerly X-ray) is not.
Keep the faith,
Gregory B. Holman
Dan: Great article about your business you are not alone my friend many specialty manufacturers in the US face the same problems with the fact that the dealer base as you know is all but 2 distributors and one you must also find very difficult. Keep your focus and continue to be profitable and survive my best
George Soutiere