End-of-Lease
should not mean End-of-the-Road!
For finance and leasing
companies it is often the inception of a medical equipment lease that is
their focus, and understandably so, as
this is where their business is generated and profit levels
determined. However, the other end of the equation - i.e.
what happens to the equipment at
the end of the lease - can often be neglected in calculations and planning.
There is actually great
potential for adding value to a lease agreement if the subsequent sale value
of the equipment is considered from the
outset. Whilst unrealistically high residual values can assist in
capturing the leasing business over a competitor, this short-term approach is
storing up problems for five years down the line, when most leases are
terminated.
Medical
imaging systems (CT, MRI, Ultrasound etc) are very saleable assets, even after
10 years of use, however their value should not be over-estimated purely to be
more competitive in the lucrative medical leasing market. Accessing advice in
this field - that of the secondhand medical equipment market - is vital,
not only when quoting for leasing contracts, but more importantly when the
assets are due for return at termination.
Colco
Scientific is a market leader in assisting leasing companies maximise their
return on end-of-lease equipment. "The re-sale of ex-lease imaging
equipment is relatively easy, however selling it at a good price is another
matter!" says Colco director, Colin Shandley. He goes on to say,
"Experience in the market and a technical understanding of the equipment are
what set specialists, such as Colco Scientific, apart from the rest."
Hospitals
across the world, particularly in developing countries, can benefit from older
equipment. This is good for them, as they acquire facilities that they could
never have afforded new; it is good for leasing companies, as it adds
value to their businesses; and it is good for us all, as unnecessary
disposal of equipment is avoided. So the end of a lease need not mean the
end-of-the-road for imaging systems.
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RAD Magazine article 1
