Transcript

Why a Discount Off List Is Not a Number You Can Trust in Radiation Oncology Capital · Medsolve Dynamics

Yoel Bakas: The most expensive part of a capital purchase is not usually the machine. It is the part nobody talked about when the quote got signed. Ask a vendor for pricing, and what you get is a number and a discount off of list. What you don't get is the part that costs you later. The uptime number that doesn't match your floor. The service response that leaves a treatment they scrambling for coverage when the machine goes down. The upgrade path priced to protect their margin in years three through seven when you have no leverage left. And the reality is you cannot benchmark a discount off a list price the vendors set themselves. So programs sign for a percentage off and inherit every term that they never negotiated. But here's the secret: you don't have to take the structure they hand you. The quote is their package and it's built for their economics. The deal can be built around yours, around what your program actually needs to run. That is the work. We help a program build its own value package before it signs. So the expensive surprises get handled while you still have leverage, not after. A discount is what they give you. A value package is what you build.