Transcript

I Loved Selling Bundles: 20 Years On The Vendor Side Of LINAC Capital · Medsolve Dynamics

Yoel Bakas: For 20 years, I sat on the vendor side and I loved selling you bundles. See, bundles hide where the dollars are. It gives you, the customer, one number to think about instead of seven. By the time the contract was signed, no one on the buyer side could tell what the upgraded imaging system was worth, what the service contract was going to contribute, what the extra add-on for SGRT was going to cost inside of the LINAC bundle that I had created. let alone what the escalators do in year three or four of the service contract. It was designed that way on purpose. Before you sign your next capital request, isolate each line item as though you are buying each piece, each line item, independently. Understand the structure underneath. Know what each piece contributes to your specific ROI And until you do, don't sign the bundle.