Brewer Saves West Coast System $100,000

It makes sense to always include Brewer in the quoting process, even if it’s not the brand you are expecting.

One of California’s largest IDNs had been a longtime customer of a Brewer competitor. Yet, when the IDN developed a new flagship clinic, knowing budgets were going to be extremely tight, Brewer was also invited to quote the project.

Scripps’ usual “go-to” brand for exam tables and procedure tables carried a higher initial price, a higher cost of ownership, and were relatively inflexible when it came to pricing. 

A clinical evaluation took place to allow the clinical team and other stakeholders see first-hand the different options available. 

The clinical team was impressed with the quality of the Brewer offering and the outstanding clinical features.

What really set Brewer apart was how much more storage capacity their units offered compared to the competition. When building costs in the area can run anywhere from $300 -$1,000/sq. ft., every room is going to be squeezed for space. So, that built-in storage adds significant value.

Once the clinical team chose Brewer, it was time to go back to the negotiating table with the project manager and capital buyer.

Brewer worked with the purchasing team to reach the pricing needed.

Brewer’s standard contract pricing was an advantage over the competitive offering. More attractive, extended warranty terms also added up to lower the total cost of ownership, but the IDN needed even more to make the deal viable.

In the end, the flexibility to deviate from contract pricing enabled Brewer to reach the package price the system was looking for. The organization saved approximately $100,000 on the $500,000 power exam table and procedure table order.

Brewer exam tables and procedure tables are now the standard throughout the entire multi-specialty clinic.