Looking at what is important when buying equipment.
How do I buy a laser? Is a frequently recurring question we get at LaserCollege. Although there is no standard short answer for this question, we have tried to create a simplified process that will enable anybody to buy the best suited equipment for his or her needs.
Before you start looking at equipment, you first need to decide on the services and procedures you want to offer. This is important because it is not about buying a laser, but buying the best suitable equipment that will allow you to provide the services you want to provide.
Once you’ve decided on the services and procedures you want to offer; the next two steps are very important, but more than often overlooked.
First you need to know the laws and regulations that governs the services you want to offer and the technology used to do that. Are you limited by law in your country regarding the procedures you want to offer. Do you need a specific qualification or must you work under doctor’s supervision?
Is the equipment that you will need to perform this procedure regulated in your country?
In most countries these questions can be answered by the Department of Health (or similar department for your country). Click here for an overview of the regulations governing aesthetic laser use in South Africa.
Secondly, educate yourself. Once you have confirmed that you are allowed by the law of your country to go ahead and perform the procedures, do not look at any equipment until you know what you are looking at. We pride ourselves on the comprehensive scientifically based training we provide at LaserCollege, but even if you cannot make use of our services for what every reason, go and get the best possible training that is within your reach at this point of time. After you have done this, you are ready to start the search for the equipment that will suite you best.
When you start looking at equipment, you will feel in no time overwhelmed by the sheer amount of promises and information (mostly misinformation) you will encounter in the marketplace. Below we propose some points to evaluate each machine against. Try to compare a variety of equipment, not just one manufacturer or distributor. And if you plan to self-import, also look at what local distributors offer.
1. What laser companies do I want to receive quotes from?
Do you want to deal with a manufacturer or a distributor? How long have they been in business and how reputable are they? Do they have a service team and what does it look like? Do they have technology that is in line with your needs?
2. Who can I speak to whom have used this laser that I am looking at buying for at least three years?
Get as long a list of reference as you can, try to get at least 5 names for each machine. Check the distributor or manufacturer’s websites for other names that also use their equipment. Take the time to contact these people. What do you want to ask these references? Ask about service issues, responsiveness of aftersales requests, ask about results, ease of use, quality of training and cost per treatment.
3. Can I have a demonstration and test the
laser prior to purchasing?
You want a demonstration to
see what the laser is capable of in experienced hands, but you also
want to test it to find out if it is best for your needs. If
possible, try to get the distributor to allow you to test a demo unit
for at least a week or two. If this is not possible, try to make an
arrangement with another owner to work with him/her for a week or
two.
4. How adaptable is this system for future upgrades?
Can you add additional applicators? Can you upgrade the software to later versions of user interfaces?
5. What marketing support do I receive from the laser company?
Marketing material, events, what consumer advertising has the manufacturer or distributor done?
6. Are there any consumables?
You need to know what are the consumables you will have to factor into your pricing before you purchase a machine. Also, find out what is the cost per treatment with that particular machine?
7. What training is included with the purchase?
Here we refer to machine specific training, how to use and get the most out of this specific machine. Who does the training, where, how many of my team will be trained, will you have follow-up training sessions?
8. What warranty or service agreement is included with the purchase of the laser?
How long and what is covered? Labour, parts, travel. Can you purchase additional years of warrantee upfront at a discounted rate? Especially when you lease or finance a laser over five or more yours, do you align the financing with the life expectancy of the asset? What is the turnaround time for a service call? What is the number of service calls for this type of laser per year? Is there an internal diagnostics system in the laser to help with service calls? Can diagnostics be online or over the phone? How can intermittent errors be evaluated?
9. Clinical questions to ask.
These questions relate to the machines’ ability to provide the results you want to achieve with the treatments you want to do.
What wavelengths are available, if multi-wavelength device?
What spot sizes?
Fluence, power, energy range that the device can deliver and at what pulse length and spot size?
Deliverable pulse lengths?
What is the skin cooling range?
10. How much does the laser cost?
Why not ask this question first? You want to make sure you compare apples with apples. First build up your spreadsheet with all the relevant information and then you will have a feeling of what it is worth to you to have your needs best met. It is also during this investigating process that you will really evaluate each factor and may be surprised that what you originally though was important, may be less important at the end of this journey.
11. Negotiate.
Everything is negotiable and the more and better quality information you have to negotiate with the better your position. Try to schedule your purchase at the end of a quarter or better even, at the end of the year (especially fiscal year-end). A lot of sales representatives needs to reach quotas and during these times special effort is made to reach these goals. You may find them much more willing to negotiate during this period.
