From Last to First: Expert Advice Made
Fuji The Obvious MRI Choice

With options from Siemens and GE Healthcare, why would one of the largest orthopedic care groups in the country end up making the decision to buy a Fuji brand MRI? The answer, at least in part, might be attributed to bonding over a Big Green Egg BBQ smoker. 

Rocky Relationship Beginnings 

MXR employee, Matt Pooley, remembers talking to the Director of Operations for a major account many years ago. Back then their relationship was a bit contentious. Matt recommended a U-Arm X-Ray system, only to hear “I don’t want, and will never want, a U-Arm.” For context, from Matt’s perspective, the U-Arm is a workhorse and is one of Matt’s go-to recommendations. Matt was confused by the reaction he received, but simply suggested that the customer visit the Konica showroom and see the product for himself. That suggestion seemed to have worked, because the customer went on to buy three U-Arms from Matt. 
 

The relationship was not really cemented until the two revealed to each other a shared love for their Big Green Egg BBQ smokers. In North Carolina, BBQing can take on religious overtones. It was this relationship that likely triggered a phone call to Matt years later when this same customer was interested in buying an MRI unit. 

Knowledgeable Personalized MRI Guidance 

North Carolina is a certificate of need (CON) state, which meant that Matt’s customer had to work extra hard to obtain permission to purchase an MRI.  The customer was slightly confused by the process, so they sought some advice and support from Matt on how to get their certificate. 

Matt’s customer went on to win the CON, but that didn’t mean Matt was guaranteed a sale. Matt’s customer immediately brought in Siemens and GE Healthcare, but it was clear that Matt understood the customer better. Ultimately, it was Matt’s level of understanding of the customer’s needs that allowed him to win the deal by proposing a Fuji model. 

Fuji MRI Outweighing Benefits 

Price was certainly an important factor in selecting Fuji, but the deal hinged on the power of Fuji’s artificial intelligence (AI). 
The Fuji Echelon Synergy 1.5T’s AI allows for faster scans, higher throughput, and scanning efficiencies due to its ability to separate and distinguish anatomy from noise. By selecting Fuji, the customer now anticipates that they will be able to double the number of patients that they can help per hour. 

Due to the additional benefits that selecting Fuji would have, Matt’s customer had an easy decision in the end. The Fuji benefits looked like this: 

• It was about 25% less expensive than competitors 

• The unit had a smaller footprint 

• The Fuji system included lots of extras including training, which were additional charges from competitors 

More importantly, Matt’s customer trusted MXR to help with the room design, shielding, and logistics. Thanks to the customer’s overall experience- the relationship didn’t stop there. The same customer looked to Matt when they went on to buy a couple of additional MRI units for their mobile fleet.

Insight Through Customer Success 

Matt knows that he helped his customer make the best decision. He is thankful that his Big Green Egg and past successes have allowed him to gain a level of insight into this customer’s priorities which inevitably helped Matt sift through a range of options before recommending what was clearly the customer’s best option. 

Could you use guidance on selecting a new, used, or refurbished MRI unit for your facility? We're here to help. Contact us today for assistance.