Purchasing medical equipment in the current regulatory and financial landscape means that capital expenditures need to be thought through and executed carefully. Purchases that were once routine now have to be reviewed up the food chain, sometimes all the way to the CEO or CFO.
In trying to work within these, sometimes constrained, situations the hospital department manager and materials management buyer may not have all of the information they need to ensure that a particular product will be the most appropriate one for their specific need. This has increased the need for the role of the medical equipment specialist, who focuses on identifying, and communicating the particular features and benefits of different equipment items and their applications.
What is a medical equipment specialist?
A medical equipment specialist is a sales/marketing professional, usually with a strong technical background, who generally works for a medical equipment manufacturer or distributor, but may be an independent agent. This person usually works directly with buyers looking to purchase medical equipment for hospitals, medical practices, and clinics.
Responsibilities of a medical equipment specialist
An experienced medical equipment specialist should fulfill these duties:
Act as major point of contact for specific customer accounts
Work with customers to evaluate needs and devise solutions
Maintain working knowledge of products and product categories
Understand equipment end-of-life and how and when used equipment is acceptable in medical settings.
Exhibit understanding of medical facility design
Be acquainted with regulatory requirements for medical equipment purchases
Stay abreast of industry trends and new product launches
Establish and maintain working relationship up and down the supply chain with other medical equipment entities.
Identify and meet the needs of customer account key decision makers
Set up and conduct product demonstrations for customers
Consult on delivery, setup, and testing of equipment purchases
Follow up on all sales after delivery to ensure customer satisfaction
Most medical equipment specialists have previously worked in healthcare related fields and many have experience as healthcare professions. Unlike other industries, having an in-depth knowledge of facility needs and equipment is critical for medical equipment sales persons.
Claflin Medical Equipment Company’s Team
As a leading medical equipment distribution company, CME employs over 30 medical equipment specialists across the country who are highly trained in product knowledge and industry trends. With 99% of our business being focused solely on medical equipment and medical facility outfitting, we serve hospitals and medical practices nationwide with product purchases, equipment repair, and new building projects.
Our medical equipment specialists have access to many different manufacturers with thousands of different products. Their expertise goes way beyond medical devices to include medical furniture, appliances, diagnostic equipment, IT equipment, physical therapy equipment, shelving, janitorial equipment, and electronics.
Our medical equipment specialists can enable you to quickly find and secure new product items to help supply all of your healthcare facility needs.
Contact us to consult with one of our Medical Equipment Specialists and find out how we can help with your medical equipment needs.
With two corporate offices and 35+ service centers, our mission is is to help healthcare facilities nationwide reduce the cost of the equipment they purchase, make their equipment specification, delivery, installation, and maintenance processes more efficient, and help them seamlessly launch, renovate and expand on schedule.