weekend? Do you have any special requirements and, if so, what are they? Set
your expectations and be ready to write
them down. You will avoid a lot of headaches down the road.
6. Is there a local service company
available to deinstall the system and
what will they charge? It is entirely possible that the ideal buyer for this system
lives 2,000 miles away and will pay you
top dollar if you can arrange to get the
unit deinstalled. However, if you do
this, never take responsibility for the
deinstallation. Do not be involved at all.
Introduce the buyer to the service provider and wash your hands of it at that
7. Set the removal date. If the removal
date is a moving target, be reasonable.
Everybody needs time to plan; the new
equipment vendor, your department,
and the buyer of the machine being
replaced need a reasonable amount of
time to plan.
8. Encourage competitive bidding.
You can do this on an auction website
by sending an email to the usual suspects,
typically dealers. I would advise against
accepting an offer over the phone or
selling to the first person who makes an
offer. Give it a little time and give everyone a chance to submit a bid.
Submit formal bids through so that
everyone can see that the process is legitimate. Reputable dealers have a number in mind that they are willing to spend
and they will make you that offer. There
might be a little leeway in the offer and if
they see that someone else is offering you
more money, they might increase the bid
or they may not. Either way, you know
where you stand.
9. Up until now, you would have invested a minimal amount of your time,
but when the negotiations start, that is
when you are really needed. If you are
in charge of diagnostic imaging, you certainly know how to listen and you can
tell when someone is not being genuine.
No doubt you are experienced enough to
recognize sincerity, so trust your gut.
10. Leverage technology and use the
Internet to find possible buyers.
11. Transparency is your friend. If
there is a way that people can see what
other bidders are offering, that will help
drive the price up and help you to know
you are selling the unit at a fair price.
12. Do not forget the paperwork! You
need some sort of a purchase agreement
that describes what is being sold, what is
included, what is not, the deinstallation
date, the condition of the equipment
(this should always be as is, without any
warranty expressed or implied), insurance, what the purchase price is going to
be and any other special considerations.
Always ask for a deposit and include in the
contract when the next payment is due.
Reputable dealers will not have any
problem sending a 20% deposit within
a day or two of the sale being finalized.
If your potential buyer is not willing
to send you a deposit and a contract,
something is wrong and you better start
thinking about plan B.
The Internet has brought efficiency
and transparency to the pre-owned
medical equipment market. It takes a
small amount of time to get used to
selling online and a bit more to digest
all of this advice, but once you develop
the skill and sensibility, you become
that much more valuable to the organization. And, don’t forget, there are others who work with and for you who can
help bring more value for your equipment. It is a new world out there and
you will never regret taking advantage
of it. Good luck!
Philip F. Jacobus founded DOTmed.com in 1999.
DOTmed is a vendor neutral website for buying and
selling of new and used equipment and equipment
service. Jacobus has helped to establish 60 MRI
imaging centers outside the United States equipped
with pre-owned MRIs.
in the industry