Complete Medical Services
The Dealer's Choice for Bone Density Equipment
by Julie E. Williamson

Since opening its doors in 1996, Complete Medical Services has been focused on providing its customers with unique turnkey diagnostic imaging solutions. While the Shelby Township, MI-based medical equipment and service provider is a quality-driven, reputable source for ultrasound, ECGs and holter systems, it’s CMS’ role in providing top quality, refurbished bone density equipment that has really helped set it apart from the competition – and fulfill a need that wasn’t previously being adequately met in the marketplace.

       “When we first got started, we were selling small diagnostic equipment, mostly to physician end users. But years later, we noticed there was a real need for quality bone density equipment and service,” noted Complete Medical Services’ president Tony Orlando. He recalled numerous incidents where so-called refurbished bone densitometers hadn’t even been adequately cleaned, let alone restored to original manufacturer specifications. “We decided the market needed someone who could provide this service – and do it exceptionally well – and we decided we would be the one to do it.”

       Orlando and his staff's efforts and dedication in fulfilling that need certainly paid off. Today, CMS is the number one source for refurbished bone density equipment and service.

       Although end users still rely on CMS’ equipment and service expertise in the bone density equipment market, the company is making a concerted effort to meet the unique needs of the medical equipment dealer segment. The result, according to Orlando, is “the best dealer program available for bone density equipment” that includes fully refurbished and warrantied bone density equipment that meets manufacturer specifications, a competitive pricing structure, and even unique marketing and training components to help put dealers on the path to success.

       Here Orlando offers insight into the ways dealers and end users benefit from CMS’ equipment and services, what makes the company’s comprehensive dealer program a standout offering, and CMS’ goals for the future.

Complete Medical Services touts its dealer program for bone density equipment as “one of a kind.” Can you tell us a bit more about what this entails?

Like our other offerings, our dealer program for bone density equipment is truly turnkey. We really do partner with dealers. We provide all the specs on the equipment, along with photos, and even provide dealers with training on how to sell the equipment and arm them great marketing material and support. Our pricing program is also unique. We have taken that pricing program to a national level by working with two different dealer networks. One is IMCO, a group of small medical supply companies throughout the country that have banded together to drive economies of scale and allow for better pricing in the way that a large company can. We are a vendor for this group, so we have become the go-to vendor for any of those companies who are part of IMCO and need bone density equipment for their customers. We established a similar vendor relationship with Vision Imaging Partners, a group of 76 X-ray companies nationwide. We work very closely with these companies to help support them in any way possible.

       Of course, we’re also incredibly proud of our quality reconditioned bone density equipment. All of our refurbished units meet manufacturer specifications and include a full one-year warranty that covers parts, labor and annual maintenance. We can also ship anywhere in the world – and have – which has given Complete Medical Services a truly international presence.

What does “turnkey solution” actually mean to CMS?
Having a turnkey solution means you have a comprehensive product and service offering that can adequately meet the varying needs of your customers. For us, that means having a full service department, having a great working equipment inventory – we typically stock 50-plus bone densitometers in our warehouse – and having access to virtually every known part for bone density equipment. Being able to provide the very best service is also essential. Our service technicians are all cross-trained, so they work on all equipment, regardless of manufacturer. They are also able to do applications training – a rare capability that is of huge benefit to our customers.

       When a dealer buys a piece of equipment from us, they can feel confident knowing that they’ll be receiving a fully refurbished and warrantied product that will perform as well as a new one. When we refurbish a bone densitometer in our state-of-the-art, newly constructed building, we do it from start to finish. That means installing a new computer, a new flat screen monitor and new printers, bringing all components back to their original specifications, and giving it a thorough cleaning and new paint job. Basically, when a customer buys bone density equipment from us, it’s as if they are buying a brand new piece of equipment – for substantially less money. We will also install the equipment, train our customers on it, and provide nationwide service.

       Another unique service we provide for our end user customers is working with state agencies to ensure that the physician’s office has the proper licensing and registration for their equipment. We have all the guidelines and we are here to offer guidance and support if our customers need it. Regulations differ from state to state, so we want to make sure the customer has the proper licensing and anything else they need from a regulatory standpoint.

What are CMS’ plans for the future?
We want to continue what we’re doing in the bone density segment, while also building an even stronger international presence. At the same time, we would like to duplicate what we’ve accomplished with bone density equipment with other modalities. I see nuclear gamma cameras being next on our list. Of course, we also want to continue getting the word out to dealers that we are a full-service bone density equipment and service provider that is able to meet their needs through our unique dealer programs and through our ongoing commitment to providing the very best customer service available. When we take on a customer, we support them every step of the way. Our customers’ success is what drives our own success.

For more information on Complete Medical Services please call 888.304.7859 or visit www.completemedicalservices.com.