Empowering Imaging Dealers to Overcome Challenges

The medical sector relies heavily on medical imaging vendors who play a crucial role in supplying essential equipment and services to healthcare facilities nationwide. However, the imaging dealership industry is currently grappling with a crisis due to market shrinkage after the pandemic, inflation, and international conflicts. These challenges have created uncertainty about the future of many businesses. In this blog, we will focus on the obstacles faced by vendors today, ranging from technical support and shipping logistics to the lack of marketing and sales strategies needed to thrive and gain a significant market share. Drawing on our 40 years of experience, we will explore these challenges and propose effective solutions.

The Challenges

One of the primary obstacles faced by medical imaging vendors is the tendency of large OEMs to overlook the most dealers. This can lead to a lack of access to essential resources, such as new product lines, technical support, and marketing assistance. As a result, most dealers often find themselves at a disadvantage, struggling to compete with their larger counterparts.

Another pressing concern is the perception among some dealers that they must resort to aggressive selling tactics to remain competitive. The intense market competition, coupled with the dominance of larger players, creates a sense of urgency for these dealers to make sales at any cost. This approach can undermine long-term relationships with customers and compromise the overall reputation of the industry.

Besides, when it comes to selling detectors as well as other medical imaging products, most suppliers follow a conventional approach, offering their products to a broad customer base and providing dealers with different pricing options. This sets the stage for intense competition among dealers who are all vying to sell the same products, resulting in price erosion. Ultimately, when multiple dealers present quotes for identical products to end-users, price becomes the decisive factor.

Furthermore, the absence of after-hour technical support poses a significant challenge for medical imaging vendors. Vendors on the east coast stop support at 5:00 p.m., leaving Midwest and west coast dealers without support during their work hours and vendors on the west coast start support late for east coast dealers.  Healthcare facilities operate around the clock, and equipment malfunctions or technical issues can occur at any time. Without reliable after-hour support, dealers may struggle to promptly address these issues, leading to increased downtime for healthcare providers and potential financial losses.

In addition, the rapid evolution of digital marketing presents a hurdle for many medical imaging dealers. Understanding the intricacies of digital marketing and its impact on daily operations can be daunting, especially for those who have relied on traditional marketing methods for years. The lack of expertise in this area can result in missed opportunities to reach a wider audience and connect with potential customers.

By exploring innovative approaches, harnessing the power of technology, and prioritizing customer-centric practices, we can help medical imaging dealers overcome these obstacles and navigate a path towards sustained success in the ever-evolving healthcare industry.

The Solutions 

With extensive 40-year experience and global involvement in the medical equipment manufacturing industry, JPI Healthcare Solutions has developed an exclusive  partnership program specifically designed to address the challenges faced by medical imaging dealers. By fostering close collaboration between our Marketing and Sales departments, we have successfully devised innovative solutions that can effectively transform these challenges into promising opportunities. Our track record boasts numerous success stories from a diverse range of dealers, including family-run enterprises and exceptional salespersons catering to various medical end-users.

Creating 10 – 20% Annual Growth Opportunities

When partnering with JPI, dealers not only gain access to top-tier equipment designed and produced by us but also benefit from excellent logistics support to meet their customers’ needs seamlessly. Our comprehensive approach encompasses technical support to promptly address any concerns that may arise, as well as a robust marketing strategy that incorporates essential back-office services like email marketing, web analytics, and automation. Armed with these comprehensive resources, dealers can achieve remarkable success in revenue growth and propel their businesses forward with a consistent 10 – 20% annual growth opportunities. 

Through our partnership program, JPI aims to empower medical imaging dealers by equipping them with the tools, resources, and support necessary to thrive in a competitive market. By leveraging our expertise and proven strategies, dealers can unlock their full potential and seize new opportunities for sustainable growth and success.

Sales Support Strategies

To kickstart the revenue growth journey, it is crucial for dealers to establish clear objectives, whether it’s achieving specific sales targets, acquiring new customers, or expanding their range of equipment. Recognizing this, our dedicated sales team provides the necessary materials, including remote software demonstrations, brochures and spec sheets, coupled with their expertise, to captivate end-users with the unmatched solutions offered by our products and software. 

We encourage dealers to consider diversifying their product portfolio by including high-end JPI products alongside other premium brands. This strategic approach enables dealers to cater to a wider range of customers, expanding their reach and increasing their sales potential significantly.

In the context of the competitive detector market, JPI preferred dealers possess a notable advantage. They are not weighed down by the challenges faced by other dealers, such as intense competition and price erosion. Instead, they have successfully established their own distinct market presence, carving out a specialized domain where they excel. Through unique strategies and approaches, JPI preferred dealers have found a path to success that sets them apart from their competitors.

By partnering with JPI, dealers not only gain access to exceptional equipment but also benefit from our comprehensive support and guidance. We work closely with dealers to help them set clear objectives, develop effective sales strategies, and optimize their product offerings. Our goal is to provide dealers with the necessary resources and expertise to navigate the market successfully and achieve sustainable revenue growth.

Comprehensive Marketing Support

Developing a focused marketing strategy is crucial for success. At JPI, we possess an in-depth understanding of various markets and the unique opportunities they offer. Through strategic partnerships, we connect with end-users and leverage digital channels, including web, social media, email marketing, and trade shows, to create visibility and generate leads. 

While we choose to sell our products through distributors, we strive to drive medical end-users to contact dealers directly in specific territories. By collaborating with JPI, dealers gain access to our market expertise and support, enabling them to develop a robust marketing roadmap.

Streamlined Logistics Support

When this roadmap, with its sales and marketing funnel approach, starts achieving great success and entices end-users—the customers of distributors—to make purchases, it becomes crucial to question whether the supply chain can effectively fulfill the demand and deliver the products on time. Efficient product delivery is a key aspect of staying ahead in the competitive market. JPI ensures that dealers can rely on our reliable and well-stocked inventory to meet customer demands promptly. 

Our meticulous supply chain management ensures exceptional shipping times (48 to 72 hours) for new equipment, spare parts, accessories, and consumables. With JPI as their partner, dealers can confidently meet customer expectations for prompt and reliable product delivery.

Empowering Through Training and Support

Your customer is at the forefront of our focus. When it comes to delivering a product, like the DRE Full X-ray system, which may require two hours and two individuals to assemble straight out of the box, our priority is to provide comprehensive training and support to ensure their satisfaction and success. 

JPI provides complete training and support programs tailored specifically for medical imaging dealers and their customers. We offer webinars and in-person training sessions covering crucial topics such as online marketing, sales training, and service training. By participating in these initiatives, dealers gain the essential tools and knowledge required to remain competitive in a rapidly evolving industry.

Reliable Technical Support, with extended support hours.

At JPI, we take pride in providing exceptional technical support to our partners and end-users. Our highly trained Technical Support team is available round the clock, seven days a week, including weekends and holidays, ensuring that you always receive prompt assistance. We guarantee a maximum response time of two hours for all support requests, and our team can be easily reached via live chat or phone. 

Additionally, we maintain an extensive online resource center with frequently asked questions, brochures, manuals, and other helpful documents to support your technical needs.

Together, We Thrive

The success of medical imaging dealerships is crucial to the overall health of the healthcare industry. By partnering with JPI Healthcare Solutions, dealers gain access to expertise, resources, and support systems that can help them overcome challenges and emerge stronger than ever. We are committed to supporting our partners in every possible way and believe that by working together, we can overcome industry challenges and achieve lasting success.

To commence the collaborative effort of conquering these challenges and crafting a strategy that ensures mutual success, we encourage you to contact us promptly via email at sales@jpihealthcare.com or by calling us at (516) 513-1330 Ext. 3.