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- W1984174564 abstract "Anyone who has worked in the healthcare technology management (HTM) field has likely had to deal with a high-pressure vendor eager to make a sale—either of equipment or a service contract. The current economic climate has intensified that pressure. Equipment manufacturers may not be seeing a lot of capital equipment being purchased, compared to earlier years, because many hospitals are struggling to contain costs and typically have less money to spend on capital purchases. This decline in capital equipment sales is likely to drive original equipment manufacturers (OEMs) to make money through service agreements with hospitals, parts sales, and winning back specific services from competing third-party vendors. We need the vendors to be profitable and successful in order to stay in business and provide their technology to best service our patients. The manner in which that profit margin is maintained is a delicate balancing act between the vendor and the hospital. Vendor representatives can’t be faulted for strong sales pitches and even getting creative with sales strategies since that is their job. However, the clinical or biomedical engineering department has a job to do as well—managing the overall medical equipment program within the budget and according to expectations set by the hospital. It is totally appropriate for a sales representative to sell products and service. It is also totally appropriate for a HTM department to perform in-depth research related to every financial, technical, and logistical detail of the purchase under consideration." @default.
- W1984174564 created "2016-06-24" @default.
- W1984174564 creator A5075810379 @default.
- W1984174564 date "2013-01-01" @default.
- W1984174564 modified "2023-10-16" @default.
- W1984174564 title "How to Negotiate With High-Pressure Vendors" @default.
- W1984174564 doi "https://doi.org/10.2345/0899-8205-47.1.36" @default.
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