In the last tip, we saw the incredible value of equipment trade-ins when you can know exactly what an old piece of equipment is worth. But what do you do when it seems like the item has no value at all? You might be surprised to learn that old equipment worth “nothing” can still save you thousands of dollars on the purchase of new equipment. How is that possible?
Suppliers are often limited in the amount they can discount a new equipment purchase due to “best price” obligations in their contracts with the government and group purchasing organizations (GPOs). However, the trade-in value is the one variable that suppliers can adjust in order to reduce the net purchase price without changing the discount on the new equipment. In some cases, suppliers will offer trade-in promotions – often ones that have nothing to do with the value of equipment being traded in – as just another way to lower the price and deliver more value. And for promotional offers, they are not restricted just to equipment being replaced.
Take advantage of potential trade-in promotions from your supplier to get value towards a new purchase. Suppliers may not always advertise their promotions, but you won’t know if any are available unless you ask. Many suppliers will accept any model in any condition (even non-working), giving you the ability to turn “valueless” equipment into valuable savings.
A Miga hospital client recently needed to purchase four ultrasound systems for a new clinic. With no old systems being replaced, there had been no discussion of trade-in offers in previous rounds of negotiation. However, the hospital used market information and insights to discover that the supplier was offering a $9,500 trade-in promotion for any old ultrasound, regardless of condition. The hospital found four old, broken ultrasounds in storage with nominal value and traded them in to secure the additional $38,000 in trade-in discounts.