Welch Allyn Partnership Program – Description, not Dirt

Welch Allyn Biomedical Partnership Program

On Thu, Jun 7, 2012 at 12:10 PM, Paul Kelley wrote:
I had a chance to meet with Welch Allyn at the AAMI show over the
weekend and they helped clarify the concerns I have about charging a
fee for each device to perform service and the need for a “Gold lic”
to perform calibration.
Apparently since this is a new offering some of the information has
not been presented clearly in the field. I am glad that they monitor
BiomedTalk and wanted to discuss and provide clarification.

Here is what I learned:
1. Welch Allyn does not charge a license fee for each device in order
to perform service. In fact, they have designed their products with
Biomed right to repair in mind.
2. Welch Allyn has two programs available to support their CVSM product.
a. Online technical education. This is a one time fee and upon
completion of the class they send a Gold license which is used on the
Welch Allyn service tool to activate the calibration feature. Without
the training and gold license we can still perform service using the
Welch Allyn service tool to conduct calibration checks, leak checks,
pressure checks, review error logs, device usage, assign location,
amongst other things.
b. Biomed partnership program. This is a support agreement that
covers all devices and provides many more features than the warranty.
It includes the education (which gives you the gold license), loaners,
free parts, accessory protection on the temp probe, direct access to
technical support, free shipping on everything. They now offer this
program coverage for 5 years and it can start at the time the device
is purchased or after the warranty expires.

I have set up a meeting with Jason DiFraia (Director of Global
Marketing) who will be traveling to California to visit us in July.
If you are in the area, and would like to join the discussion, please
click here and give me your availability (the majority rules)
http://www.doodle.com/8vk3thnxz8kgippf. I am tentatively holding all
of the room options (10-3 on July 26 & 27), and so the sooner you can
let me know if and when you are available the better. The meeting
will be on our campus (address below) and will be scheduled for 2

Now, do you think we can get Verathon or others to join the discussion?

Paul Kelley, CBET
Director, Biomedical Engineering and Green Initiative Washington
Hospital – 2000 Mowry Ave – Fremont, CA 94538
510-791-3493 – Paul_kelley@whhs.com


1 Comment

Filed under Description

One response to “Welch Allyn Partnership Program – Description, not Dirt

  1. From Biomedtalk:
    This brings up a minor point of companies saying they are pro BMET support but not disclosing through their sales force before or at time of purchase the additional “fees and or charges” they want to impose, yet consider themselves BMET friendly in their views, not necessarily ours. These fees should be part of the purchase price if they wish to consider themselves truly friendly in my eyes, since,
    1) That is usually the easiest time to include those costs.
    2) It doesn’t come across as hidden costs to the consumer after the purchase, and cause friction at the decision to go with vendor A over vendor B who didn’t have those charges.
    3) It helps the BMET and hospital consider life cost of the devices before purchase.
    4) BMETs would come together (on this list and other places?) and endorse such vendors (Exergen and their lifetime warranty tympanics come to mind) which with some due diligence on the BMET’s part would eventually influence GPO’s and their larger purchasing groups (only if the BMET’s wised up and realized where their true power lies, go for the real pocket strings).

    These are just a few points that come to mind, I’m sure there are others. The main point I guess I was going for is…if companies truly are BMET friendly, we should be singing their praises where it does the most good, with the purse strings and not just the lips. To me, being actually able to calibrate a device I own (representing the hospital’s best interest) vs only being able to verify it and then having to send out for a fee to have someone else calibrate it, unless I pay an additional fee or charge, is not BMET friendly. I am not against vendors recouping their training costs, just against those charges being hidden after the purchase. The use of undisclosed passwords, keys, dongles, specialized test equipment or jigs (within reason), software lockouts, etc, or any other method employed to keep me from doing the job I was hired to do, are ways I consider not BMET friendly at all. The less hoops I have to jump through, the friendlier I consider that vendor.
    My 2 cents, spend it anyway you wish…of course rounded for inflation, you owe me a nickel.

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