| Materiel Management Questions It Never Hurts To Ask |
| Copyright © 1996 by Dennis O Dorrity - All rights reserved |
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| Distributor Questions |
| We can order this item through our distributor, correct? |
| We can order the disposables for this piece of equipment through our distributor, right? |
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| Freight Questions |
| This is F.O.B. destination, right? |
| You are going to pay the freight, are you not? |
| You are sharing the cost of freight, correct? |
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| Accessories Questions |
| What accessories are required to make your piece of equipment function optimally? |
| Those accessories are included, are they not? |
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| Storage Questions |
| What additional storage units/special carts are recommended for your product? |
| Since we need additional storage units/special carts just to use your product, how is your company going to help pay for that added cost? |
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| Bio-Med Questions |
| Two copies of the repair manual are included, are they not? |
| You are including the Bio-Med Tech's or Maintenance Tech's repair course, are you not? |
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| Structural Change Questions |
| What is your company's compensation program for the structural changes we need to make to accommodate your equipment? |
| Since we need to (tear down a wall, run power lines, install water lines, etc.), just to get your equipment operational, how is your company going to help pay for that additional cost? |
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| Installation Questions |
| Will your people uncrate, set up and install the your equipment or is this something we can do for ourselves? |
| Will your people need our assistance to uncrate, set up and install the your equipment? |
| When our people uncrate, set up and install the your equipment, your company will compensate us for their labor, correct? |
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| Maintenance Contract Questions |
| The first two years of the maintenance contract is included, right? |
| You will give us the second year of the maintenance contract free if we purchase the first, right? |
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| Donation Questions |
| Does your company have someone whose job is to write, approve, or disburse grants? |
| Does your company have a program where it donates equipment, supplies, consulting services or funding to hospitals? |
| What must we do to qualify for that program? |
| Who is the Point-of-Contact for that program? |
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| Billing Questions |
| You do have a discount if we pay cash up front, do you not? |
| You do have a discount if we pay in full upon receipt of your billing, do you not? |
| Do you have a lease option? (If yes) What is its effective interest rate? |
| Will you defer billing for 90 days? |
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| Better Price Questions |
| Is this the absolute best price you can get for me? |
| What must I do to qualify for a better price? |
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| Buying Group Questions |
| You will allow the physicians, clinics, practices and other institutions associated with us, this same pricing structure, will you not? |
| Does this price reflect my buying groups discount? |
| I know that you are not part of my buying group but you will give me the price break that my buying group generally receives, right? |
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| Disposables Questions |
| What disposable items are required to make your piece of equipment functional? |
| How many months worth of disposables are you including? |
| You will place the disposables on consignment, will you not? |
| How many years are you guaranteeing the price of the disposables? |
| Do the disposables require a Material Safety Data Sheet (MSDS)? |
| You will send (FAX) us a copy of the Material Safety Data Sheet (MSDS) immediately, right? |
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| Education Questions |
| Your company will provide an inservice video, will it not? |
| How often each year will you inservice this piece of equipment? |
| You do provide a policy and procedure template, do you not? |
| What additional education plans will your company make available, free of charge? |
| You are paying for the _______________ educational trip, are you not? |
| You will assist in the payment for the _______________ educational trip, right? |
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| Competitor Questions |
| (Used only in hard-ball situations.) |
| Who is your biggest competitor? |
| When I call your competitor, will he give me a better price? |
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| Words of Wisdom |
| "It never hurts to ask." |
| "The absolute worst that they can do is say, 'No'." |
| "Ask and ye shall receive..." |
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| 609 Amy - Garden City, Kansas 67846 - (316) 276-7012 - dorrity@hotmail.com |
