Secrets to Buying Finishing & Lane Equipment

A dozen pointers for making wise finishing equipment purchases

by Karlen McLean, ABOC, NCLC

Complete systems complete the picture for working ease and patient satisfaction. Images courtesy of (top to bottom) AIT Industries, Briot USA, and ODI/Topcon

It never hurts to ask. The secret to getting the equipment and instruments you want—on your terms—is to ask plenty of questions, get solid answers, and then shake hands on terms that truly meet your needs. Here's what our equipment insiders recommend.

1. TRIAL RUN

Unless the prospective purchase is too large, ask for an equipment trial in your practice. This should include a live demonstration—typical at trade shows, but it can also be done on site—and a hands-on training session at the practice. If the trial period runs out before you feel you can make an informed decision, ask for an extension.

2. HEADQUARTERS VISIT

Consider visiting the equipment manufacturer's headquarters to see the variety of equipment and instruments that are available and try out a selection first-hand. In some instances, the company may pay part or all of your expenses.

3. TECH AVAILABILITY

Get details on how service will be performed. Ask the supplier how many service technicians they employ to make sure there is adequate coverage throughout the United States. Does a service technician live nearby, and can he or she get to your location quickly and easily?

Knowing the inner workings of not only machinery but buying strategies inspires wise purchasing. Image courtesy of Santinelli International

4. SERVICE ABILITY

Ask if the supplier does on-site servicing. What steps are involved if you have to send the equipment back to the supplier for service?

Determine: What is the usual turnaround time? What are the typical costs for each option once the warranty runs out? How hard or easy will it be for your technician to work on an issue themselves?

Trace and transmit systems help save time and money. Image courtesy of National Optronics

5. WARRANTY WORK

Look hard at the warranty agreement and be sure you understand all the nuances. Exactly what happens when the warranty runs out?

If an extended warranty is available, make sure that it meets your needs and is cost effective before opting in. Likewise, scrutinize leasing agreements.

6. TRAINABILITY

Does the supplier train on site? What are the parameters of training? For example, how many hours, visits, and refresher training sessions are in the contract? Are print materials, phone and online training, and other training systems part of the package? Once out of contract, how is training structured and what is the cost?

7. REFERENCES

Always ask for references, not only from the supplier, but also from friends and colleagues, contacts at professional associations, at optical shows and events, through website postings, and any other sources you can tap. Gather user reviews, including equipment performance and challenges, supplier response and servicing expertise, and warranty and leasing agreement opinions.

8. MATCHMAKING

Know exactly what you want to process and match the equipment to those particular needs. Today's lab systems are capable of configurations such as drilling, polishing grades, high-wrap frames, and much more. Assess what types of jobs you're outputting now and what you plan on outputting in the next five years, and be sure to buy the equipment that will meet those specific needs.

In-office surfacing and edging equipment is a big investment that can pay large dividends. Image courtesy of Gerber Coburn

9. PRICING

Don't buy a system on price alone. You may find out that the equipment does less of the type of work on which you based your return on investment. Ask about all pricing options and understand pricing parameters before signing an agreement.

10. REPUTATION

If the supplier has a good reputation, the company will do whatever it takes to maintain that stance.

If the supplier's reputation is questionable, it doesn't have much to lose by paying less attention to your needs. Ask questions and do research not only on the equipment, but on the company as well.

11. TRACK RECORD

Does management have a good track record? Will you be able to work with the same people on a consistent basis? A solid business relationship is important. Ask how the company intends to develop and build—and then maintain—your business partnership.

Well-managed companies understand industry challenges and have the knowledge to provide solid resources and good service. Look for a long-term partnership.

12. COMFORT

You should feel confident in the company and your purchase. When you do, your work will go well and concerns about the investment are eased. If you ask all the right questions and do your homework, and you're still even slightly uncomfortable, consider another supplier. And if you don't feel comfortable no matter what, reconsider getting into your own processing. EB