A great way to compare equipment quality and features before making purchase decisions is to attend a professional trade show. Here are a few insider tips and strategies to make the most of a power shopping trip at convention exhibits in 2007.

When you arrive in the exhibit hall, it's an opportunity to learn about new products, not to run a race. Stop, listen, and learn about products that help build your practice and improve the operation of your business. Suppliers want the chance to show off their products to a receptive audience, such as the "next big thing" to emerge in the industry, like the Spinalign® DCS™ Decompression Treatment Center. Don't miss the opportunity to make the most of your next convention by power shopping the expo exhibits.

New Equipment Matters

As entrepreneurial professional health care providers, chiropractors should examine the appearance of their practice and marketing approach from the viewpoint of a potential patient. What makes your clinic stand out, and how is your facility perceived in the community? What does the appearance of your clinic signify to a new patient, and what quality of care will they receive? What comments do staff and the receptionist overhear in the reception room about the appearance of the equipment in your practice?

In today's competitive health care environment, patients have many choices for treatment. Why some chiropractors seem to grow in tune with the changing needs of their patients can be as basic as which disciplines are offered.

Expo Table Shopping

Take a good look at your needs. Look for equipment that fills these needs and also complements your existing business mission statement. If patients have trouble standing up after an adjustment treatment, consider a table that lifts them back to standing; a hylo adjusting table will deliver patients upright on their feet effortlessly. If you notice your own backache is more frequent, consider a new adjustable height elevation table or "Verti-Lift" hylo/elevation combination table.

Take a good look at new equipment. Shopping for new equipment can be a daunting task if you're not prepared. Recognize the importance of quality, and that quality should be in direct proportion to price of the equipment. When investing in treatment and adjusting equipment, quality must be ranked among the top determining factors. It's been said that you "can't afford not to buy the best quality."

Simple Shopping List

Following is a step-by-step equipment-selection process.

Important considerations:

Long-term versus short-term investment:

• useful life of equipment, if known;
• heavy usage, day-in and day-out requirements; or temporary need only;
• Trade up for reliability, convenience, and tax benefit.

Quality-built, with durable, structural components:

• thickness/strength of the parts;
• crisp, repeatable release of "drop" mechanisms;
• free from any obvious pinch points;
• wear points must have bushings or lube fitting;
• welds—a hefty bead on fabricated brackets;
• a strong, quiet motor system;
• stability while loaded with heavy patients;
• recommended patient weight capacity up to 300 pounds or more.

Accessible for physically challenged patients:

• raise/lower for easy patient transfer and loading;
• stable for positioning patients with special needs.

Warranty coverage:

• length of warranty and terms of coverage;
• reliability of the manufacturer.

Fulfill technique purpose:

• specialty versus multipurpose product;
• automated action (Eckard flexion table);
• complements multiple technique disciplines.

Treatment top:

• height of tabletop accessible for doctor for treatment of patient;
• length of tabletop adapts for tall or short patient;
• vigor and durability of the upholstery surface;
• comfort and cushion contour suited to patient needs.

Footprint on the floor:

• determine floor space requirements versus space available on-site.

Special electrical requirements:

Standard amperage, 120V60Hz; or individual wired circuit-breaker.

Installation and delivery:

• Are delivery and installation available or not?

Aftermarket parts availability:

• availability of original equipment manufacturer (OEM) service replacement parts.

Before You Buy

When attending a trade show and considering a purchase of a product such as the Spinalign DCS Decompression Treatment Center, consider quality in proportion with price of the equipment.

Review various product details on the Internet before the conference. It saves valuable time while you're at the convention. If you are unable to visit a trade show, then online shopping is a great start to making a decision. Then make contact with the suppliers and be sure to visit their booth during the expo.

Save popular Web sites as "favorites" to allow quick access during your supplier's business hours. Next, talk to the supplier by telephone while online and review the Web site together, rather than waiting for e-mail responses to each question. Ask your supplier to send digital pictures to solve technique questions about function and design if the product won't be available at a convention expo.

Before you purchase equipment, have a general idea of the available clinic space for the equipment; measure the room before you purchase equipment. If any existing equipment needs to be transported away for storage or for trade-in, just be upfront in your sales discussions. Discuss any formidable obstacles before the day of the installation. Ask for planning help when remodeling the clinic; widen hallways and doorways, and try to allow enough time for production scheduling, transportation, and installation.

Scheduling production lead time for custom-built products: Allow 2 to 6 weeks or more to produce custom-built equipment for your office. The better table manufacturers offer expedited service for rush situations, such as office openings. Next, add another week to 10 days for cross-country transport and shipping to your office.

Will your new equipment be professionally installed or drop shipped? When the sales quote includes shipping to your office, be sure to specify inside, ground-floor delivery, not drop ship. As a rule, a solo trucker will arrive at the door without additional help to unload heavy crates down to the curb. Most deliveries are inconvenient to your office staff and difficult to coordinate. All truck lines deliver crates to businesses at random, all day long, but not at your convenience.

Therefore, ask for a predelivery phone call with 24-hour notification and an extra delivery person to assist bringing in your equipment into the clinic at your convenience. It's worth the price, so be sure to spell it out.

When shopping for a table, think about how your own body reacts to administering adjustments all day. A “Verti-Lift” hylo/elevation combination table may help ease the stress on your body while you adjust patients.

Ask whether the product arrives completely assembled and ready to use or will require some assembly. Is the owner's operation manual and parts list included with the product? Will the supplier have technical support available to assist should the need arise?

Find out who the supplier is and what its reputation is in the industry. It's important to affiliate with manufacturers who are registered and credentialed with the US Food and Drug Administration as medical device manufacturers, as well as companies that carry product liability insurance. Nowadays, many suppliers try to save a buck by running "naked" without insurance. You may not be well-served by a supplier that cuts corners in this manner.

The coverage and warranty term on professional equipment varies from brand to brand. Ask about warranty terms before purchasing equipment—especially when buying online—and get it in writing. New Zenith® tables, for example, include transferable parts protection for up to 5 years. Reputable suppliers are happy to provide details of coverage, duration, etc.

A popular point of discussion is the small business assistance offered by the Internal Revenue Service and the Americans with Disabilities Act (ADA). The ADA tax credit is fully explained at www.IRS.gov/businesses in the small business section, including the rules for inclusion and a downloadable copy of ADA form 8826, Disabled Access Credit. Discover the possible savings and benefits of the ADA tax credit with your personal tax accountant.

If business plans include adding another clinician, first determine if your treatment rooms will be shared and what techniques are in common. Look for suitable multifunction and versatility in your adjusting-equipment purchase. Also consider any special requirements, such as the new chiropractor's height and technique capabilities. A Zenith Verti-Lift® hylo elevation table may be just the ticket.

Use only OEM parts. Did you know that many service companies offer used products, such as chiropractic adjusting tables, rebuilt with non-OEM parts installed? Doctor beware! The discovery of non-OEM parts being used and which directly relates to a possible patient injury could leave you exposed to significant liability. Demand only OEM parts that have been designed expressly for your equipment. You will get your money's worth in performance, and you will sleep better knowing that you have done the right thing for your patient and your practice.

With a little effort, your shopping experience can be successful with a minimum of preparation time.

Jim Moulton represents Williams Healthcare Systems and Zenith professional chiropractic products. He is the director of customer service at Williams Healthcare Systems, Elgin, Ill. Contact him at or (800) 441-4967.