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Independents large and small are enjoying an edge over OEMs MagnaServ, Inc., a leading national parts, service, refurbishing and mobile MRI organization, and exclusive GE house, is not experiencing any of the decline that is daunting some manufacturers. “Our percent of increase over the last three or four years has been about 12% to 15% a year and that’s going to continue,” says MagnaServ executive vice president, Bernie Bartoszek. OEM service contracts can be anywhere from 20% to 30% higher than MagnaServ’s, says Bartoszek. On the refurbishing front, the GE Excite series is the biggest seller. One of these systems would cost from $1.2 to $1.4 million new, but MagnaServ can offer a reconditioned Excite for half that. Pricing is not the only reason why the business is growing. Following the DRA, the company started changing its customer base and began positioning itself in order to fare better when the freestanding imaging sector really took a beating. “We made a determination three years ago to go from 70% imaging centers and 30% hospitals to 30% imaging centers and 70% hospitals,” says Bartoszek. Inside the company’s reconditioning headquarters in Stuart, Fla., all engineers have at least 10 years GE field experience and take command of MagnaServ’s on-site coil repair depot and shielded testing bay, which is hooked-up with a working MRI. A“We’ve got the ability to have nine MRIs hooked up and running cold and we can have anywhere from five to eight Medical Technologies tlas AMedical Technologies tlas Service that speaks for itself A tlas New & Refurbished CT & MRI Scanners STILL AVAILABLE: � GE Hispeed, CTI or Lightspeed Multislice Scanners � Philips/ADAC Cancer Treatment Planning Computers � Fixed, mobile or modular configuration � Site planning, shipping and installation � Applications training for your technologist � Warranty and continued support � Parts and X-ray tubes 11801-5 28th Street North, St. Petersburg, Florida 33716 USA www.atlasmedtec.com Tel: 727 523 9889 Fax: 727 523 1729 Medical Technologies 22 DOTmedbusiness news I s e p t e m b e r 2009 Atlas qtr page 2008.indd 1 7/24/08 8:50:50 AM Toshiba Vantage Titan 1.5T MRI mobiles that we keep cold for various companies,” says Bartoszek. Another repositioning tactic has been to become a Siemens multi-vendor partner for GE equipment. Bartoszek explains that other OEMs can bid for service contracts on not just their equipment, but all the imaging equipment on site, no matter the manufacturer. Once they get a contract, OEMs like Siemens can subcontract GE service out to independents like MagnaServ. New service on the block Thomas Hineman is president of Ohio Valley Medical Systems, LLC, an exclusive Hitachi service organization working mostly with outpatient imaging centers nationwide. MRI represents about 95% of business for the company, which just reached its one-year anniversary in August. Outpatient imaging centers may be suffering, but Ohio Valley has experienced a banner year. “The state of the economy is helping us tremendously,” says Hineman. “Customers are unable to afford manufacturer service contracts and in the last three months we’ve grown dramatically -- I’ve tripled what I estimated when I started the business. We’re probably going to expand and hire at least two more people this year. We couldn’t be happier about our growth.” The Hitachi Airis and Altair families have been among the best selling units, and up until now, 1.5 Tesla systems were the ceiling, but Ohio Valley may be expanding into Siemens territory soon with a contract on a 3T system, a sector of the market that not many servicers have penetrated yet. These success stories stand out against the majority of ISOs surveyed. Most reported steady business with no significant growth, but also no real decline. “It’s been slower than normal and we’re working twice as hard to get the same results, but by the same token – customers www.dotmed.com
OI SERVICE. WE MAJOR IN MAGNETS. Oxford Instruments MRI Service — OI Service: �� Oxford Instruments: The name inside the magnet. For more information call 732-850-9323 or email: mriservice@oxinst.com www.oxford-instruments.com/mri Go to YouTube: Search “OXINST” — Learn about our 50 years of innovation!
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