Working with vendors

Challenge

Many suppliers who do not offer finance to their clients struggle to convince their customers of the benefits of large capital expenditure projects and overcome cost objections particularly when they perceive the return on such investment as being medium to long term. This can significantly hamper the speed of their own business growth, affording competitors a defined advantage and often missing out on an industry window of opportunity.

Case Study

Our client is a division of the largest supplier of clinical information systems to medial practices in the UK. 55% of doctors currently use their software every day. Their customer, the National Health Service, is extremely cost conscious and has strict procurement criteria and budgetary constraints. Given the importance to our customer of maximising the take up of their new products, they were looking for creative ways to overcome capital cost objections and expedite as many of their potential customers as possible to commit to their solutions.

Our Solution

Bluestone established bespoke funding plans around the client's two core systems producing attractive payment plans to suit individual practices. Backed by a rolling technology refresh plan to ensure that the practices had upgrade options and constantly benefited from the latest in technology, the finance option proved hugely successful and was a significant factor in dramatically increasing the sales of the two products.