Purchasing all your products and equipment from a distributing/supply company can be convenient. Many offer special services and discounts. Find out if this is right for your practice.

Looking to spruce up your office with new equipment or the latest therapy products? If you are considering a major (or even a minor) purchase for your practice, you may want to get some help from the professionals.

Distributing and supply companies specialize in finding the best quality product for the possible best price. They act as personal shoppers for your practice by researching various products and companies, and offer reports on quality, performance, and price. Then they offer you a report on what will work best for your office.

Working through this middleman may actually end up saving a chiropractor time and money. Why spend time shopping around for the best deal when someone else has already done it for you? Besides, reputable companies may be able to get you special discounts that are unavailable to a retail consumer, like yourself.

Still not convinced? For the skeptics, Chiropractic Products gathered three professionals from the field to discuss the benefits or working through a distributing or supply company.

Sheila Hurtt is the director of sales for Clinical Health Services Inc in Tampa, Fla. She worked with chiropractors for 8 years before joining Clinical Health Services 2 years ago.

Sonya Roy works in sales and marketing for pi Professional Therapy Products, based in Athens, Tenn. She handles international and North America distributor sales and has 10 years’ experience in the field.

Dave Schultz is president of Hessco Equipment Sales and Service Company in Saukville, Wis. The Schultz family has been serving the chiropractic profession since 1962. Dave recovered his first chiropractic table at age 7.

What are the pros of purchasing from a distributing/supply company?
Hurtt: One-stop shopping, competitive prices, customer service, quicker delivery, and possibly a volume or bulk-purchase discount.

Roy: Quicker delivery time and a knowledgeable sales representatives.

Schultz: A supply company should be able to offer you friendly service, great pricing, and multiple ship locations to save the doctor money.

What customer service features should chiropractors expect from their distributors/suppliers?
Hurtt: They should expect fast, friendly, and efficient order processing. They should also expect a knowledgeable staff who are familiar with a chiropractic office and how the products are used and beneficial to the practice.

Roy: Knowledgeable sales staff, timely delivery, and quality products.

Schultz: I believe the most important feature is product knowledge. Our representatives are constantly being trained and updated on new products.

Are there special discounts or membership features?
Hurtt: The companies may already offer the lowest prices out there. But in addition to the daily discount prices, some companies may offer volume discounts and respond to bids.

Roy: Volume-level discounts are often offered, along with, in some cases, free freight.

Schultz: We try to be like Wal-Mart. We offer everyday low prices to all, so there is no need for the doctor to join a special program.

What is the return policy or warranty of products purchased from suppliers?
Hurtt: Most products have a one-year manufacturer warranty. If unsatisfied with a product, some companies offer an exchange or refund within 30 days of purchase.

Roy: Mainly, a return-authorization number is required, along with the shipment of the product back to the distributor.

Schultz: For supply items, customers should be able to return unused product for a full refund of product price.

If there is a certain kind of equipment or brand that chiropractors are looking for, can the distributing company find and provide the product?
Hurtt: Yes, in most cases companies can usually provide the product. If not, they will usually suggest where doctors can buy it at the most affordable price.

Roy: If a particular product is repeatedly asked for then the distributors can usually find the manufacturers of that particular product and order it.

Schultz: We carry all of the most popular items. If we don’t have it, we will get it.

Are used equipment or products available? If so, what is the warranty or product guarantee?
Hurtt: It depends on the company. Our company rarely carries used equipment, mainly because the prices on new equipment have dropped so much in recent years; it does not make sense to purchase a used product. However, we are more than happy to put clients in touch with a used-equipment dealer.

Schultz: Most companies offer used products. We prefer to offer reconditioned products. This takes the risk away from the doctor, and we guarantee the quality of the product.

What should chiropractors look for in the distributing/supply company?
Hurtt: They should look for a company that carries the products essential to the successful operation of their office, offers a good value, and, most important, appreciates the business.
Roy: They should look for good customer service, a knowledgeable sales staff, quality products at reasonable costs, and timely delivery.

Schultz: We think it is important to make sure that your supplier supports chiropractic. In the last few years, a number of supply companies have been gobbled up by medical companies. Supporting chiropractic may not be as important to them anymore.

Any last words of advice for chiropractors?
Roy: Remember the lowest price does not always mean high quality. You get what you pay for.

Schultz: Shop around! Some companies will match a low price, but you will only get the lower price if you bring it up. We shop all major companies for the doctor, and then make sure we have a lower price. CP

Dave Schultz can be reached at (800) 237-565; www.hessco.com.
Sonya Roy can be reached at (888) 818-9632; www.pi-ptp.com.
Sheila Hurtt can be reached at (888) 249-4346; www.clinicalhealthservice.com.

Julie Z. Lee is a contributing writer for Chiropractic Products.