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Target Customer

Target Customer. Facilities owning the following types of Magnet: GE 1.5T MR systems include: HD , HDx , HDi , VIBRANT, MR450, and MR450w (70cm wide bore ) or GE MR systems that have upgraded to this level . GE 3.0T systems include: HD, HDx , HDxt , MR750

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Target Customer

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  1. Target Customer Facilities owning the following types of Magnet: GE 1.5T MR systems include: HD, HDx, HDi, VIBRANT, MR450, and MR450w (70cm wide bore) or GE MR systems that have upgraded to this level. GE 3.0T systems include: HD, HDx, HDxt, MR750 or GE MR systems that have upgraded to this level.

  2. The Initial Call • What are they currently using for small-extremity scans? • What are the limitations of their current coil? We continue to hear about issues with a lot of re-scans, or coils not versatile enough for certain parts of the anatomy. • Do you have a dedicated small-extremity coil? • Could you add revenue if you had the ability to do small-extremity scans or had a more versatile coil? What if you could add 5 scans a month? How much revenue would that add?

  3. Key Selling Points • Technologist • The coil simply works all the time. • Radiologist • High Signal to Noise Ratio • Strong Uniformity • Administrator • Fewer re-scans • Very few parts and minimal repairs; lasts forever

  4. Trial Process – Providing a Demo Coil • Understand their value cues. How can we drive extra revenue or limit their expenses? Have them commit to these value cues BEFORE the trial or demo so they become part of the process agreement. • Get a process agreement in place. Ex. If the coil performs to your expectations (ie. value cues, image quality) can we expect to discuss the purchasing process? • Will all decision makers be available to see the coil?

  5. Decision Making Process Make sure you are clear on the value cues the coil provided during the 2-week trial period. Did it confirm the process agreement discussed? Do we have the order? IF this was just a demo how are purchasing decisions made? Understand the Process! Finish your open-ended questions to turn the value cues into $s earned or saved by having our coil. Find that Break Even point! Ex. What does a re-scan cost you in time and money? Ex. What if you could add 10 scans a month due to our versatility? What is the revenue driven from that?

  6. Close! Is there any reason for the customer to not move forward with the coil? Ask them. Make sure you understand the capital purchase process! Lay out the steps in the process. Have we cleared them all? Have all decision makers given their blessing for purchase? When can we expect the order?

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