leasing operation certain financial products are needed.
Katherine Gregory discusses the key ones.
One of the most significant trends in the health care leasing
market is the change taking place in the type of equipment, and
hence, the type of leasing product being offered.
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For example, fee-per-use leasing options are being increasingly
used in medical imaging equipment leases and image management,
which includes systems like picture archiving and communications
systems and hospital information systems.
Richard Gendreau, marketing manager at BNP Paribas Lease Group,
says the increased uptake of fee per use programmes will be one of
the major changes in the leasing industry.
This means that the vendor provides all hardware, software,
possible modalities such as CR, maintenance, software and hardware
upgrades, and in some cases full-time site engineer.
At the end of the lease term, the vendor will be able to upgrade
the hardware and software for the client at no additional cost to
the financier.
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By GlobalDataBundled leases, that include price tendering, risk assessment,
installation, professional user cost, consumables, accessories,
maintenance, repair and upgrade are becoming increasingly popular
in medical leasing.
Bundled leases also have a tendency to raise the margins of the
leasing deal.
Jeremy Knight, UK country manager at GE Health care Financial
Services, says: “If it is a pure lending product, then the margins
are as low as normal leasing market, but if it has additional
services bundled in then we can sell with higher margins.”
Tendering is one of the most popular public sector routes to
market that is utilised by captives, vendor finance partners and
lessors selling direct.
In the UK under the NHS PASA scheme, the national framework for
operating leases is tender based and therefore has a two stage
approach: the first covers equipment tendering, evaluation and
selection; the second covers the selection of a suitable lessor to
fund the chosen equipment via an operating lease. This second stage
uses mini-competition principles.
According to Knight a very similar process is employed in
Scandinavia and Austria. Also, the Romanian Ministry of Health
utilizes the tendering process for large-ticket medical equipment
financing. Meanwhile the public sector in Germany generally goes
via a vendor at point of sale.
