2026-05-18 Thomas

May 18, 2026 14:12 · 1:18:58 · English · Whisper Turbo · 4 Højttalere
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0:00
S… Speaker 1 (2026-05-18 Thomas)
better so i'm really happy to have this conversation um
0:04
S… Speaker 1 (2026-05-18 Thomas)
do you want me to introduce my business who i am or uh
0:09
S… Speaker 2 (2026-05-18 Thomas)
uh let me then brief because i was just a little bit
0:13
S… Speaker 2 (2026-05-18 Thomas)
briefed that uh you you created an app uh
0:18
S… Speaker 2 (2026-05-18 Thomas)
for healthcare actually for financial institutions
0:22
S… Speaker 2 (2026-05-18 Thomas)
that can have a look at the prices at which the use
0:26
S… Speaker 2 (2026-05-18 Thomas)
medical equipment might be liquidated
0:29
S… Speaker 2 (2026-05-18 Thomas)
Or I catch it a little bit in the wrong way?
0:33
S… Speaker 1 (2026-05-18 Thomas)
No,
0:34
S… Speaker 1 (2026-05-18 Thomas)
no, it's not an app.
0:36
S… Speaker 1 (2026-05-18 Thomas)
I'm providing services.
0:39
S… Speaker 1 (2026-05-18 Thomas)
So my vision is like I have worked for 15
0:43
S… Speaker 1 (2026-05-18 Thomas)
years helping hospitals and clinics to find brokers,
0:46
S… Speaker 1 (2026-05-18 Thomas)
to find buyers.
0:47
S… Speaker 1 (2026-05-18 Thomas)
Because,
0:48
S… Speaker 1 (2026-05-18 Thomas)
of course,
0:49
S… Speaker 1 (2026-05-18 Thomas)
you know, OEMs are not the one that is giving you the best money out
0:53
S… Speaker 1 (2026-05-18 Thomas)
of your system.
0:55
S… Speaker 1 (2026-05-18 Thomas)
And in France,
0:56
S… Speaker 1 (2026-05-18 Thomas)
in Switzerland,
0:57
S… Speaker 1 (2026-05-18 Thomas)
in Germany,
0:58
S… Speaker 1 (2026-05-18 Thomas)
in Belgium,
1:00
S… Speaker 1 (2026-05-18 Thomas)
in Holland,
1:01
S… Speaker 1 (2026-05-18 Thomas)
we're helping these hospitals.
1:04
S… Speaker 1 (2026-05-18 Thomas)
And then I was starting to work
1:08
S… Speaker 1 (2026-05-18 Thomas)
with leasing companies on one hand.
1:12
S… Speaker 1 (2026-05-18 Thomas)
And banks,
1:13
S… Speaker 1 (2026-05-18 Thomas)
on the other hand.
1:13
S… Speaker 1 (2026-05-18 Thomas)
And I'm sure with your background,
1:15
S… Speaker 1 (2026-05-18 Thomas)
you can really understand the difference between a leasing company that is not a bank.
1:19
S… Speaker 1 (2026-05-18 Thomas)
I mean,
1:20
S… Speaker 1 (2026-05-18 Thomas)
you have two types of leasing companies.
1:22
S… Speaker 1 (2026-05-18 Thomas)
On one hand,
1:23
S… Speaker 1 (2026-05-18 Thomas)
you have the subsidiaries of banks.
1:25
S… Speaker 1 (2026-05-18 Thomas)
And on the other side,
1:27
S… Speaker 1 (2026-05-18 Thomas)
you have independent leasing companies.
1:29
S… Speaker 1 (2026-05-18 Thomas)
They are not banks.
1:30
S… Speaker 1 (2026-05-18 Thomas)
So when they have a contract,
1:31
S… Speaker 1 (2026-05-18 Thomas)
they need to get financed by a bank.
1:34
S… Speaker 1 (2026-05-18 Thomas)
This is most of my business here.
1:37
S… Speaker 1 (2026-05-18 Thomas)
It's like...
1:39
S… Speaker 1 (2026-05-18 Thomas)
The banks,
1:40
S… Speaker 1 (2026-05-18 Thomas)
they need to foresee the value at the end of the contract.
1:44
S… Speaker 1 (2026-05-18 Thomas)
They are financing a syringa pump.
1:47
S… Speaker 1 (2026-05-18 Thomas)
They are financing ultrasound.
1:49
S… Speaker 1 (2026-05-18 Thomas)
They are financing all type of equipment.
1:52
S… Speaker 1 (2026-05-18 Thomas)
And they are betting on the value after five
1:56
S… Speaker 1 (2026-05-18 Thomas)
or seven years.
1:57
S… Speaker 1 (2026-05-18 Thomas)
So because I was asked in
2:01
S… Speaker 1 (2026-05-18 Thomas)
my previous company,
2:02
S… Speaker 1 (2026-05-18 Thomas)
by the way,
2:04
S… Speaker 1 (2026-05-18 Thomas)
I sold the company to a leasing company.
2:12
S… Speaker 1 (2026-05-18 Thomas)
And so I started to concentrate myself only on banks,
2:16
S… Speaker 1 (2026-05-18 Thomas)
financial institutions.
2:18
S… Speaker 1 (2026-05-18 Thomas)
So basically what I'm providing them with is like independent
2:23
S… Speaker 1 (2026-05-18 Thomas)
studies about the value.
2:25
S… Speaker 1 (2026-05-18 Thomas)
Okay,
2:26
S… Speaker 1 (2026-05-18 Thomas)
Thomas, I'm financing a scanner,
2:28
S… Speaker 1 (2026-05-18 Thomas)
an MRI.
2:29
S… Speaker 1 (2026-05-18 Thomas)
There are Siemens such type with these options.
2:33
S… Speaker 1 (2026-05-18 Thomas)
What could be the value within five to seven years?
2:37
S… Speaker 1 (2026-05-18 Thomas)
I'm quoting and helping them to remarket their
2:41
S… Speaker 1 (2026-05-18 Thomas)
end of lease,
2:42
S… Speaker 1 (2026-05-18 Thomas)
you know,
2:43
S… Speaker 1 (2026-05-18 Thomas)
when the system comes to the end of lease.
2:45
S… Speaker 1 (2026-05-18 Thomas)
For the moment,
2:46
S… Speaker 1 (2026-05-18 Thomas)
they are not really organized.
2:48
S… Speaker 1 (2026-05-18 Thomas)
Because 10 years ago,
2:50
S… Speaker 1 (2026-05-18 Thomas)
in France and in Germany,
2:52
S… Speaker 1 (2026-05-18 Thomas)
we were so rich putting so much money in our health system that
2:56
S… Speaker 1 (2026-05-18 Thomas)
the bank was not involved.
3:00
S… Speaker 1 (2026-05-18 Thomas)
Most of the time,
3:01
S… Speaker 1 (2026-05-18 Thomas)
the hospital or the doctor was paying cash.
3:05
S… Speaker 1 (2026-05-18 Thomas)
And they were investing and now they are leasing,
3:08
S… Speaker 1 (2026-05-18 Thomas)
renting their system.
3:10
S… Speaker 1 (2026-05-18 Thomas)
So more and more,
3:11
S… Speaker 1 (2026-05-18 Thomas)
the owner of the medical devices in these two rich
3:15
S… Speaker 1 (2026-05-18 Thomas)
countries, I'm speaking about France and Germany because
3:20
S… Speaker 1 (2026-05-18 Thomas)
altogether,
3:20
S… Speaker 1 (2026-05-18 Thomas)
it's like 60 % of the medical devices in Europe.
3:24
S… Speaker 1 (2026-05-18 Thomas)
I know you have these numbers,
3:26
S… Speaker 1 (2026-05-18 Thomas)
but I want to share it with you so you can trust what I'm
3:30
S… Speaker 1 (2026-05-18 Thomas)
doing.
3:34
S… Speaker 1 (2026-05-18 Thomas)
So they are in the need of information.
3:37
S… Speaker 1 (2026-05-18 Thomas)
But what they need is not the selling price.
3:40
S… Speaker 1 (2026-05-18 Thomas)
I mean, on BIM Edis,
3:41
S… Speaker 1 (2026-05-18 Thomas)
we are able to understand when a device
3:46
S… Speaker 1 (2026-05-18 Thomas)
is refurbished and resell,
3:48
S… Speaker 1 (2026-05-18 Thomas)
what is roughly the price.
3:50
S… Speaker 1 (2026-05-18 Thomas)
What they need is the procurement price,
3:53
S… Speaker 1 (2026-05-18 Thomas)
the selling price at the end of the contract.
3:56
S… Speaker 1 (2026-05-18 Thomas)
So I've got the knowledge.
3:58
S… Speaker 1 (2026-05-18 Thomas)
by working for almost 20 years now in this area,
4:02
S… Speaker 1 (2026-05-18 Thomas)
I've got the knowledge with the final price,
4:05
S… Speaker 1 (2026-05-18 Thomas)
I can reconstruct what is the buying price.
4:10
S… Speaker 1 (2026-05-18 Thomas)
You need to know all the families.
4:13
S… Speaker 1 (2026-05-18 Thomas)
Someone that is working with MRI will not have the same margin.
4:18
S… Speaker 1 (2026-05-18 Thomas)
than the one that is dealing with syringa pumps or medical screens,
4:23
S… Speaker 1 (2026-05-18 Thomas)
the cost of refurbishing,
4:26
S… Speaker 1 (2026-05-18 Thomas)
the cost of transportation.
4:29
S… Speaker 1 (2026-05-18 Thomas)
But I have this knowledge.
4:32
S… Speaker 1 (2026-05-18 Thomas)
What I'm looking for is a partnership with someone
4:37
S… Speaker 1 (2026-05-18 Thomas)
that has data and that we can work this data to
4:41
S… Speaker 1 (2026-05-18 Thomas)
create.
4:42
S… Speaker 1 (2026-05-18 Thomas)
Many tools.
4:43
S… Speaker 1 (2026-05-18 Thomas)
I have many tools in my head.
4:45
S… Speaker 1 (2026-05-18 Thomas)
But the main thing,
4:48
S… Speaker 1 (2026-05-18 Thomas)
if you can say,
4:48
S… Speaker 1 (2026-05-18 Thomas)
is the Argus.
4:49
S… Speaker 1 (2026-05-18 Thomas)
We need to create depreciation curves.
4:53
S… Speaker 1 (2026-05-18 Thomas)
And I know you understand that also.
5:00
S… Speaker 1 (2026-05-18 Thomas)
as a French is like,
5:01
S… Speaker 1 (2026-05-18 Thomas)
I would say five of the 10 biggest banks in Europe are French.
5:05
S… Speaker 1 (2026-05-18 Thomas)
And it is maybe the reason why the French economy is still
5:09
S… Speaker 1 (2026-05-18 Thomas)
on his feet because otherwise
5:14
S… Speaker 1 (2026-05-18 Thomas)
the industry is really going down.
5:16
S… Speaker 1 (2026-05-18 Thomas)
But with BNP Paribas,
5:18
S… Speaker 1 (2026-05-18 Thomas)
with Credit Agricole,
5:20
S… Speaker 1 (2026-05-18 Thomas)
with Credit Mutuelle,
5:21
S… Speaker 1 (2026-05-18 Thomas)
with Société Générale,
5:23
S… Speaker 1 (2026-05-18 Thomas)
they have subsidiaries all over Europe.
5:28
S… Speaker 1 (2026-05-18 Thomas)
I will give you a number that comes from BNP.
5:31
S… Speaker 1 (2026-05-18 Thomas)
With their 17 subsidiaries in Europe,
5:34
S… Speaker 1 (2026-05-18 Thomas)
they are financing 1 .8 billion euros of
5:38
S… Speaker 1 (2026-05-18 Thomas)
medical equipment.
5:39
S… Speaker 1 (2026-05-18 Thomas)
But 10 years ago,
5:42
S… Speaker 1 (2026-05-18 Thomas)
it was roughly zero.
5:44
S… Speaker 1 (2026-05-18 Thomas)
So they have no information on
5:48
S… Speaker 1 (2026-05-18 Thomas)
the value.
5:49
S… Speaker 1 (2026-05-18 Thomas)
and no financial information,
5:51
S… Speaker 1 (2026-05-18 Thomas)
and they are not really organized to re -market the things.
5:54
S… Speaker 1 (2026-05-18 Thomas)
They know very well the car market,
5:57
S… Speaker 1 (2026-05-18 Thomas)
they know very well the IT market,
5:59
S… Speaker 1 (2026-05-18 Thomas)
but for the moment,
6:01
S… Speaker 1 (2026-05-18 Thomas)
they are in the process of learning the medical market,
6:05
S… Speaker 1 (2026-05-18 Thomas)
but they cannot ignore it anymore.
6:08
S… Speaker 1 (2026-05-18 Thomas)
It is really big in their accounts now.
6:11
S… Speaker 1 (2026-05-18 Thomas)
So I have already a contract with Credit Agricole.
6:14
S… Speaker 1 (2026-05-18 Thomas)
I have a contract with BNP Paribas,
6:17
S… Speaker 1 (2026-05-18 Thomas)
maybe the two biggest.
6:18
S… Speaker 1 (2026-05-18 Thomas)
And to be honest,
6:21
S… Speaker 1 (2026-05-18 Thomas)
tomorrow I get a meeting with Société Générale and Credit Mutuelle.
6:25
S… Speaker 1 (2026-05-18 Thomas)
Because I was bought,
6:28
S… Speaker 1 (2026-05-18 Thomas)
my previous company was bought by one of the biggest health
6:32
S… Speaker 1 (2026-05-18 Thomas)
insurance companies in France.
6:34
S… Speaker 1 (2026-05-18 Thomas)
People know me in this area of business.
6:37
S… Speaker 1 (2026-05-18 Thomas)
And I have
6:41
S… Speaker 1 (2026-05-18 Thomas)
this discussion with .met because I know the founder for
6:46
S… Speaker 1 (2026-05-18 Thomas)
many years.
6:46
S… Speaker 1 (2026-05-18 Thomas)
Now we are in the same association,
6:48
S… Speaker 1 (2026-05-18 Thomas)
professional association that is called IAMRS.
6:51
S… Speaker 1 (2026-05-18 Thomas)
I don't know if you heard about that.
6:53
S… Speaker 2 (2026-05-18 Thomas)
No.
6:54
S… Speaker 2 (2026-05-18 Thomas)
But I met him as well in
6:58
S… Speaker 2 (2026-05-18 Thomas)
Düsseldorf.
6:59
S… Speaker 1 (2026-05-18 Thomas)
Yes.
7:01
S… Speaker 2 (2026-05-18 Thomas)
Yes.
7:02
S… Speaker 1 (2026-05-18 Thomas)
And I mean,
7:04
S… Speaker 1 (2026-05-18 Thomas)
he's got a high opinion on himself,
7:06
S… Speaker 2 (2026-05-18 Thomas)
of course.
7:07
S… Speaker 1 (2026-05-18 Thomas)
So he's the most clever.
7:09
S… Speaker 1 (2026-05-18 Thomas)
He's really clever.
7:10
S… Speaker 1 (2026-05-18 Thomas)
He knows a lot of things about the market.
7:12
S… Speaker 1 (2026-05-18 Thomas)
And each time you have a discussion with him,
7:15
S… Speaker 1 (2026-05-18 Thomas)
you understand better this market.
7:17
S… Speaker 2 (2026-05-18 Thomas)
But still,
7:18
S… Speaker 1 (2026-05-18 Thomas)
I have today the opportunity,
7:22
S… Speaker 1 (2026-05-18 Thomas)
because I know him for years,
7:24
S… Speaker 1 (2026-05-18 Thomas)
to work with StatMed.
7:26
S… Speaker 1 (2026-05-18 Thomas)
And despite we don't know each other,
7:28
S… Speaker 1 (2026-05-18 Thomas)
my choice,
7:29
S… Speaker 1 (2026-05-18 Thomas)
my first choice will be,
7:31
S… Speaker 1 (2026-05-18 Thomas)
because I'm European,
7:32
S… Speaker 1 (2026-05-18 Thomas)
I like,
7:34
S… Speaker 1 (2026-05-18 Thomas)
of course,
7:35
S… Speaker 1 (2026-05-18 Thomas)
what you have done with Bmedis.
7:37
S… Speaker 1 (2026-05-18 Thomas)
And I'm sure you are the marketplace of the future.
7:40
S… Speaker 1 (2026-05-18 Thomas)
I think you are not as big as DotMED
7:44
S… Speaker 1 (2026-05-18 Thomas)
yet.
7:45
S… Speaker 1 (2026-05-18 Thomas)
But I'm betting,
7:46
S… Speaker 1 (2026-05-18 Thomas)
I'm betting also that...
7:50
S… Speaker 1 (2026-05-18 Thomas)
Your data are more European -based,
7:53
S… Speaker 1 (2026-05-18 Thomas)
if I can say so.
7:55
S… Speaker 1 (2026-05-18 Thomas)
And I think the
8:01
S… Speaker 1 (2026-05-18 Thomas)
American, I mean,
8:02
S… Speaker 1 (2026-05-18 Thomas)
.med is really,
8:03
S… Speaker 1 (2026-05-18 Thomas)
still doesn't understand that these data,
8:07
S… Speaker 1 (2026-05-18 Thomas)
they need to be,
8:09
S… Speaker 1 (2026-05-18 Thomas)
we need to work on it.
8:11
S… Speaker 1 (2026-05-18 Thomas)
So he's sure he's got everything.
8:13
S… Speaker 1 (2026-05-18 Thomas)
And I would like to find someone that is willing to understand that we
8:18
S… Speaker 1 (2026-05-18 Thomas)
need the data and we need tools that will work on the data.
8:21
S… Speaker 1 (2026-05-18 Thomas)
And I think out of that,
8:24
S… Speaker 1 (2026-05-18 Thomas)
we can have many services for
8:29
S… Speaker 1 (2026-05-18 Thomas)
banks, for OEMs also,
8:31
S… Speaker 1 (2026-05-18 Thomas)
because they need for their blue book.
8:33
S… Speaker 1 (2026-05-18 Thomas)
You know what is a blue book?
8:37
S… Speaker 1 (2026-05-18 Thomas)
Everyone, all the professionals,
8:39
S… Speaker 1 (2026-05-18 Thomas)
they need this financial information.
8:42
S… Speaker 1 (2026-05-18 Thomas)
But not what is on the website,
8:44
S… Speaker 1 (2026-05-18 Thomas)
DIMEDIS,
8:45
S… Speaker 2 (2026-05-18 Thomas)
but the procurement.
8:47
S… Speaker 2 (2026-05-18 Thomas)
The closed deals.
8:50
S… Speaker 2 (2026-05-18 Thomas)
Yeah,
8:51
S… Speaker 1 (2026-05-18 Thomas)
and how much a professional
8:55
S… Speaker 1 (2026-05-18 Thomas)
will pay for their device,
8:57
S… Speaker 1 (2026-05-18 Thomas)
not how much it will be resell.
9:00
S… Speaker 2 (2026-05-18 Thomas)
But,
9:01
S… Speaker 1 (2026-05-18 Thomas)
so that's it.
9:05
S… Speaker 1 (2026-05-18 Thomas)
For the moment,
9:06
S… Speaker 1 (2026-05-18 Thomas)
I have a specific need with BNP.
9:09
S… Speaker 1 (2026-05-18 Thomas)
BNP is really specific on the market.
9:12
S… Speaker 1 (2026-05-18 Thomas)
They are creating their own systems,
9:15
S… Speaker 1 (2026-05-18 Thomas)
their own tools.
9:17
S… Speaker 1 (2026-05-18 Thomas)
So they are willing to pay for rough data.
9:20
S… Speaker 1 (2026-05-18 Thomas)
They would like to have only data with the right to use
9:24
S… Speaker 1 (2026-05-18 Thomas)
that. They will not publish it.
9:26
S… Speaker 1 (2026-05-18 Thomas)
It's only for their...
9:28
S… Speaker 1 (2026-05-18 Thomas)
They are not publishing the tools.
9:30
S… Speaker 1 (2026-05-18 Thomas)
It's only for them.
9:32
S… Speaker 1 (2026-05-18 Thomas)
But by giving them rough data,
9:34
S… Speaker 1 (2026-05-18 Thomas)
selling them,
9:35
S… Speaker 1 (2026-05-18 Thomas)
sorry, rough data,
9:36
S… Speaker 1 (2026-05-18 Thomas)
we will be considered as provider and they
9:41
S… Speaker 1 (2026-05-18 Thomas)
will pay us also to understand the market and their data.
9:45
S… Speaker 1 (2026-05-18 Thomas)
But for all other banks,
9:48
S… Speaker 1 (2026-05-18 Thomas)
they are willing to pay for quotations
9:54
S… Speaker 1 (2026-05-18 Thomas)
and expertise.
9:56
S… Speaker 1 (2026-05-18 Thomas)
You know what I mean?
10:01
S… Speaker 1 (2026-05-18 Thomas)
Of course, in my opinion,
10:02
S… Speaker 1 (2026-05-18 Thomas)
we should work together and find the best
10:07
S… Speaker 1 (2026-05-18 Thomas)
way to share the revenue.
10:09
S… Speaker 1 (2026-05-18 Thomas)
And it could
10:13
S… Speaker 1 (2026-05-18 Thomas)
be a license.
10:13
S… Speaker 3 (2026-05-18 Thomas)
It could be,
10:14
S… Speaker 1 (2026-05-18 Thomas)
I would like me to protect my clients.
10:17
S… Speaker 1 (2026-05-18 Thomas)
And I would like,
10:19
S… Speaker 1 (2026-05-18 Thomas)
I find that it is really normal that I don't
10:25
S… Speaker 1 (2026-05-18 Thomas)
want to buy the data.
10:27
S… Speaker 1 (2026-05-18 Thomas)
because it will be a huge cost for me only,
10:30
S… Speaker 1 (2026-05-18 Thomas)
and I'm taking all the risks.
10:32
S… Speaker 1 (2026-05-18 Thomas)
But there is also the investment on the tools.
10:36
S… Speaker 1 (2026-05-18 Thomas)
That is a big investment.
10:38
S… Speaker 1 (2026-05-18 Thomas)
So I cannot finance everything.
10:39
S… Speaker 1 (2026-05-18 Thomas)
And I would say that I'm sure we can
10:43
S… Speaker 1 (2026-05-18 Thomas)
benefit from each other,
10:45
S… Speaker 1 (2026-05-18 Thomas)
because tomorrow,
10:47
S… Speaker 1 (2026-05-18 Thomas)
if the tool that creates the Argus is
10:51
S… Speaker 1 (2026-05-18 Thomas)
available...
10:53
S… Speaker 1 (2026-05-18 Thomas)
You can also publish it on Demedis
10:57
S… Speaker 1 (2026-05-18 Thomas)
or helping your clients,
10:58
S… Speaker 1 (2026-05-18 Thomas)
the professionals,
10:59
S… Speaker 1 (2026-05-18 Thomas)
the brokers.
11:00
S… Speaker 1 (2026-05-18 Thomas)
And I would like to share the market.
11:03
S… Speaker 1 (2026-05-18 Thomas)
I'm not interested in the brokers.
11:05
S… Speaker 1 (2026-05-18 Thomas)
I'm interested in the banks.
11:07
S… Speaker 1 (2026-05-18 Thomas)
And I'm sure from
11:11
S… Speaker 3 (2026-05-18 Thomas)
then go
11:18
S… Speaker 1 (2026-05-18 Thomas)
on the German market.
11:19
S… Speaker 3 (2026-05-18 Thomas)
Thomas,
11:20
S… Speaker 1 (2026-05-18 Thomas)
sorry.
11:20
S… Speaker 2 (2026-05-18 Thomas)
I think internet interrupted for a while.
11:24
S… Speaker 2 (2026-05-18 Thomas)
You just froze.
11:26
S… Speaker 2 (2026-05-18 Thomas)
Just like 15 seconds.
11:27
S… Speaker 1 (2026-05-18 Thomas)
Okay.
11:29
S… Speaker 1 (2026-05-18 Thomas)
So I would like to
11:33
S… Speaker 1 (2026-05-18 Thomas)
hear your opinion.
11:34
S… Speaker 1 (2026-05-18 Thomas)
And is it
11:41
S… Speaker 1 (2026-05-18 Thomas)
okay for you?
11:42
S… Speaker 2 (2026-05-18 Thomas)
What
11:46
S… Speaker 2 (2026-05-18 Thomas)
I think,
11:47
S… Speaker 2 (2026-05-18 Thomas)
on one hand,
11:49
S… Speaker 2 (2026-05-18 Thomas)
it's a matter about data,
11:51
S… Speaker 1 (2026-05-18 Thomas)
etc.
11:52
S… Speaker 2 (2026-05-18 Thomas)
I briefed,
11:54
S… Speaker 2 (2026-05-18 Thomas)
I had a small meeting with my
11:58
S… Speaker 2 (2026-05-18 Thomas)
legal colleague,
11:59
S… Speaker 3 (2026-05-18 Thomas)
etc.
12:00
S… Speaker 2 (2026-05-18 Thomas)
on this issue.
12:05
S… Speaker 2 (2026-05-18 Thomas)
and what i'm interested also
12:10
S… Speaker 2 (2026-05-18 Thomas)
not gaining this so one
12:14
S… Speaker 2 (2026-05-18 Thomas)
of the things is that we share data with you and that's what legal
12:18
S… Speaker 2 (2026-05-18 Thomas)
guy said that we need to be sure that it's not going elsewhere yeah
12:23
S… Speaker 2 (2026-05-18 Thomas)
some uh another thing tamas
12:27
S… Speaker 3 (2026-05-18 Thomas)
with me
12:32
S… Speaker 1 (2026-05-18 Thomas)
sorry you were frozen also so i can i'm catching the
12:36
S… Speaker 1 (2026-05-18 Thomas)
video so we can hear each other i do the same uh
12:43
S… Speaker 2 (2026-05-18 Thomas)
another thing is that uh the data is we need to make sure
12:47
S… Speaker 2 (2026-05-18 Thomas)
that the data is not going anywhere else uh the
12:52
S… Speaker 2 (2026-05-18 Thomas)
data is actually what we are as you understand so
12:56
S… Speaker 2 (2026-05-18 Thomas)
it's all yes everything about data in our case um
13:00
S… Speaker 2 (2026-05-18 Thomas)
another thing is that
13:06
S… Speaker 2 (2026-05-18 Thomas)
let me put it this way i would
13:12
S… Speaker 2 (2026-05-18 Thomas)
like uh us because
13:16
S… Speaker 2 (2026-05-18 Thomas)
i'm i'm i'm from finance background i work
13:20
S… Speaker 2 (2026-05-18 Thomas)
yes etc dealt with leasing and i know
13:24
S… Speaker 2 (2026-05-18 Thomas)
that there are different types of leasing as well in
13:29
S… Speaker 2 (2026-05-18 Thomas)
some of the cases the pre -agreement is that uh by
13:33
S… Speaker 2 (2026-05-18 Thomas)
the end of the leasing agreement the the equipment is
13:37
S… Speaker 2 (2026-05-18 Thomas)
handed over for one euro
13:40
S… Speaker 2 (2026-05-18 Thomas)
Sometimes the enterprise makes
13:45
S… Speaker 2 (2026-05-18 Thomas)
like 25 -30 % of the initial
13:49
S… Speaker 2 (2026-05-18 Thomas)
amount.
13:49
S… Speaker 2 (2026-05-18 Thomas)
Just depends on the agreement.
13:53
S… Speaker 2 (2026-05-18 Thomas)
Sometimes the hospitals,
13:55
S… Speaker 2 (2026-05-18 Thomas)
clinics leave the equipment as it is for the leasing
13:59
S… Speaker 2 (2026-05-18 Thomas)
company and they just take a new one.
14:01
S… Speaker 3 (2026-05-18 Thomas)
Yes.
14:03
S… Speaker 1 (2026-05-18 Thomas)
Right?
14:04
S… Speaker 2 (2026-05-18 Thomas)
And whenever it is the case,
14:08
S… Speaker 2 (2026-05-18 Thomas)
we as Biomedics...
14:11
S… Speaker 2 (2026-05-18 Thomas)
would like to be the first one to get to know that this
14:17
S… Speaker 2 (2026-05-18 Thomas)
bunch of equipment is to be on the market within
14:22
S… Speaker 2 (2026-05-18 Thomas)
upcoming, let's say,
14:24
S… Speaker 2 (2026-05-18 Thomas)
six to 12 months.
14:25
S… Speaker 2 (2026-05-18 Thomas)
So probably we'll start putting
14:30
S… Speaker 2 (2026-05-18 Thomas)
it on our system for a sale while
14:34
S… Speaker 2 (2026-05-18 Thomas)
it is still being happily used by hospitals and clinics,
14:38
S… Speaker 3 (2026-05-18 Thomas)
right?
14:40
S… Speaker 1 (2026-05-18 Thomas)
I'm happy you go there,
14:41
S… Speaker 1 (2026-05-18 Thomas)
Serbia, because this is exactly what I'm thinking.
14:45
S… Speaker 1 (2026-05-18 Thomas)
There are two markets.
14:49
S… Speaker 1 (2026-05-18 Thomas)
First, the information market or the insight or intel,
14:52
S… Speaker 1 (2026-05-18 Thomas)
whatever you want to call it.
14:53
S… Speaker 1 (2026-05-18 Thomas)
And then the remarketing.
14:55
S… Speaker 1 (2026-05-18 Thomas)
And these banks,
14:56
S… Speaker 1 (2026-05-18 Thomas)
they will need a remarketing platform.
15:00
S… Speaker 1 (2026-05-18 Thomas)
The only exception is that they cannot sell to a
15:04
S… Speaker 1 (2026-05-18 Thomas)
final client.
15:04
S… Speaker 1 (2026-05-18 Thomas)
They need to sell only to professionals because it means they
15:09
S… Speaker 1 (2026-05-18 Thomas)
don't want risk.
15:10
S… Speaker 1 (2026-05-18 Thomas)
They don't want to assume to take risk.
15:12
S… Speaker 1 (2026-05-18 Thomas)
So they want to sell only to professionals.
15:15
S… Speaker 1 (2026-05-18 Thomas)
You know what I mean?
15:16
S… Speaker 1 (2026-05-18 Thomas)
So it means if it is on sale on Bmedis,
15:19
S… Speaker 1 (2026-05-18 Thomas)
we need to write down something like professionals
15:24
S… Speaker 1 (2026-05-18 Thomas)
only or this is the...
15:29
S… Speaker 2 (2026-05-18 Thomas)
for distributors only,
15:30
S… Speaker 2 (2026-05-18 Thomas)
something like that.
15:31
S… Speaker 1 (2026-05-18 Thomas)
Yes, exactly.
15:32
S… Speaker 1 (2026-05-18 Thomas)
And this is the only limit
15:36
S… Speaker 1 (2026-05-18 Thomas)
of what we can do.
15:38
S… Speaker 1 (2026-05-18 Thomas)
But this market
15:43
S… Speaker 1 (2026-05-18 Thomas)
is the future market.
15:44
S… Speaker 1 (2026-05-18 Thomas)
So I'm already speaking with the head of
15:48
S… Speaker 1 (2026-05-18 Thomas)
remarketing for BNP in Europe,
15:50
S… Speaker 1 (2026-05-18 Thomas)
the guy that is in charge of this 1 .8 billion euros
15:54
S… Speaker 1 (2026-05-18 Thomas)
of systems.
15:57
S… Speaker 1 (2026-05-18 Thomas)
And Credit Agricole,
15:58
S… Speaker 1 (2026-05-18 Thomas)
they just send me a list for quotation.
16:00
S… Speaker 1 (2026-05-18 Thomas)
It has all type of equipment.
16:03
S… Speaker 1 (2026-05-18 Thomas)
This is the beauty of the thing.
16:05
S… Speaker 1 (2026-05-18 Thomas)
They will need a service.
16:07
S… Speaker 1 (2026-05-18 Thomas)
And of course,
16:10
S… Speaker 1 (2026-05-18 Thomas)
they ask me,
16:12
S… Speaker 1 (2026-05-18 Thomas)
how can we organize that?
16:15
S… Speaker 1 (2026-05-18 Thomas)
And I'm sure that it is really more simple to take
16:19
S… Speaker 1 (2026-05-18 Thomas)
what exists and D -Medis,
16:22
S… Speaker 1 (2026-05-18 Thomas)
in my opinion,
16:23
S… Speaker 1 (2026-05-18 Thomas)
is the best solution for them.
16:26
S… Speaker 1 (2026-05-18 Thomas)
On the other side,
16:27
S… Speaker 1 (2026-05-18 Thomas)
we need to help them to identify their
16:32
S… Speaker 1 (2026-05-18 Thomas)
system, to take pictures,
16:33
S… Speaker 1 (2026-05-18 Thomas)
because the bank is far from the system.
16:37
S… Speaker 1 (2026-05-18 Thomas)
And the hospital is not always willing to take
16:41
S… Speaker 1 (2026-05-18 Thomas)
the time to take the pictures,
16:42
S… Speaker 1 (2026-05-18 Thomas)
blah, blah, blah.
16:43
S… Speaker 1 (2026-05-18 Thomas)
So we are working on an application on the phone,
16:46
S… Speaker 1 (2026-05-18 Thomas)
for example.
16:46
S… Speaker 1 (2026-05-18 Thomas)
You can send to anyone and it will recognize the medical
16:51
S… Speaker 1 (2026-05-18 Thomas)
system and it will tell you.
16:54
S… Speaker 1 (2026-05-18 Thomas)
Okay, give me this picture,
16:55
S… Speaker 1 (2026-05-18 Thomas)
give me this picture,
16:56
S… Speaker 1 (2026-05-18 Thomas)
so I can make a good announcement on Demedis.
17:00
S… Speaker 1 (2026-05-18 Thomas)
You know what I mean.
17:02
S… Speaker 2 (2026-05-18 Thomas)
Yeah, Thomas,
17:03
S… Speaker 2 (2026-05-18 Thomas)
well,
17:04
S… Speaker 2 (2026-05-18 Thomas)
from my experiences,
17:06
S… Speaker 2 (2026-05-18 Thomas)
I used to work for Commerce Bank AG as
17:11
S… Speaker 2 (2026-05-18 Thomas)
a result of the M &A in Ukraine.
17:14
S… Speaker 2 (2026-05-18 Thomas)
And I was part of the integration
17:18
S… Speaker 2 (2026-05-18 Thomas)
team, you know,
17:20
S… Speaker 2 (2026-05-18 Thomas)
from my LinkedIn anyway.
17:23
S… Speaker 2 (2026-05-18 Thomas)
In Ukraine,
17:24
S… Speaker 2 (2026-05-18 Thomas)
according to the National Bank of Ukraine,
17:26
S… Speaker 2 (2026-05-18 Thomas)
it's like Bafin in Germany,
17:28
S… Speaker 2 (2026-05-18 Thomas)
all the assets or
17:33
S… Speaker 2 (2026-05-18 Thomas)
collateral need to be analyzed
17:37
S… Speaker 2 (2026-05-18 Thomas)
every year.
17:39
S… Speaker 2 (2026-05-18 Thomas)
So what we actually had is that there were
17:43
S… Speaker 2 (2026-05-18 Thomas)
contractors who were visiting the hospitals or
17:47
S… Speaker 2 (2026-05-18 Thomas)
car owners or whatever was the collateral.
17:53
S… Speaker 2 (2026-05-18 Thomas)
to prepare a report on it.
17:55
S… Speaker 2 (2026-05-18 Thomas)
And in that report they also had pictures of
18:00
S… Speaker 2 (2026-05-18 Thomas)
the collateral that can really
18:05
S… Speaker 2 (2026-05-18 Thomas)
identify this equipment.
18:06
S… Speaker 2 (2026-05-18 Thomas)
Is this also the case in France and Germany?
18:10
S… Speaker 1 (2026-05-18 Thomas)
No.
18:12
S… Speaker 1 (2026-05-18 Thomas)
It's most of the time,
18:13
S… Speaker 1 (2026-05-18 Thomas)
so the quality of the system is made because most of the
18:17
S… Speaker 1 (2026-05-18 Thomas)
time it is the OEM that is making the maintenance in
18:21
S… Speaker 1 (2026-05-18 Thomas)
France. In Germany,
18:23
S… Speaker 1 (2026-05-18 Thomas)
it's a little bit different.
18:24
S… Speaker 1 (2026-05-18 Thomas)
You have a lot of third -party maintenance,
18:28
S… Speaker 1 (2026-05-18 Thomas)
like private maintenance company.
18:30
S… Speaker 1 (2026-05-18 Thomas)
But in France,
18:31
S… Speaker 1 (2026-05-18 Thomas)
most of the time,
18:31
S… Speaker 1 (2026-05-18 Thomas)
90 % of the contract,
18:33
S… Speaker 1 (2026-05-18 Thomas)
it is OEM's maintenance.
18:38
S… Speaker 1 (2026-05-18 Thomas)
But you have external
18:44
S… Speaker 1 (2026-05-18 Thomas)
checks and internal checks.
18:46
S… Speaker 1 (2026-05-18 Thomas)
And each year,
18:49
S… Speaker 1 (2026-05-18 Thomas)
of course, you need to publish your internal checks.
18:53
S… Speaker 1 (2026-05-18 Thomas)
And it depends on the systems.
18:55
S… Speaker 1 (2026-05-18 Thomas)
If it is a syringa pump or MRI,
18:57
S… Speaker 1 (2026-05-18 Thomas)
it's not the same control.
18:59
S… Speaker 1 (2026-05-18 Thomas)
You know what I mean?
19:00
S… Speaker 1 (2026-05-18 Thomas)
Yes.
19:00
S… Speaker 2 (2026-05-18 Thomas)
Every type has its own protocol for the attack.
19:03
S… Speaker 1 (2026-05-18 Thomas)
Yeah.
19:04
S… Speaker 1 (2026-05-18 Thomas)
But my experience for working for hospitals for 16
19:08
S… Speaker 1 (2026-05-18 Thomas)
years is like...
19:09
S… Speaker 1 (2026-05-18 Thomas)
They have always two or three minutes.
19:11
S… Speaker 1 (2026-05-18 Thomas)
But if it is simplified in an application,
19:14
S… Speaker 1 (2026-05-18 Thomas)
it's like when you rent a car.
19:16
S… Speaker 1 (2026-05-18 Thomas)
I'm sure because you live in London,
19:17
S… Speaker 1 (2026-05-18 Thomas)
you have rent a car.
19:18
S… Speaker 1 (2026-05-18 Thomas)
And now you don't go to the office.
19:20
S… Speaker 1 (2026-05-18 Thomas)
You go in front of the car.
19:21
S… Speaker 1 (2026-05-18 Thomas)
You take pictures because the application is telling you,
19:24
S… Speaker 1 (2026-05-18 Thomas)
take this one,
19:25
S… Speaker 1 (2026-05-18 Thomas)
take the front car,
19:27
S… Speaker 1 (2026-05-18 Thomas)
take the back of the car,
19:28
S… Speaker 1 (2026-05-18 Thomas)
take the first.
19:30
S… Speaker 1 (2026-05-18 Thomas)
You know what I mean?
19:31
S… Speaker 1 (2026-05-18 Thomas)
So it is quite easy to organize that and making the client,
19:35
S… Speaker 1 (2026-05-18 Thomas)
that is the hospital or the biomedical engineer,
19:38
S… Speaker 1 (2026-05-18 Thomas)
making the right pictures.
19:40
S… Speaker 1 (2026-05-18 Thomas)
And I know for a fact that
19:44
S… Speaker 1 (2026-05-18 Thomas)
the buyers,
19:45
S… Speaker 1 (2026-05-18 Thomas)
they don't want pictures from one year.
19:47
S… Speaker 1 (2026-05-18 Thomas)
Because you never know what is happening.
19:50
S… Speaker 1 (2026-05-18 Thomas)
They want really recent pictures.
19:52
S… Speaker 1 (2026-05-18 Thomas)
And they want to know if the probe was changed,
19:56
S… Speaker 1 (2026-05-18 Thomas)
if the tube was changed.
20:00
S… Speaker 1 (2026-05-18 Thomas)
This is really in the last three months that you make the value.
20:03
S… Speaker 1 (2026-05-18 Thomas)
I would like to go back to one of your sentences.
20:09
S… Speaker 1 (2026-05-18 Thomas)
You said,
20:10
S… Speaker 1 (2026-05-18 Thomas)
it is usual that the bank is giving for free the system to
20:15
S… Speaker 1 (2026-05-18 Thomas)
the hospital.
20:16
S… Speaker 1 (2026-05-18 Thomas)
It was okay,
20:19
S… Speaker 1 (2026-05-18 Thomas)
but now they are trying to sell
20:23
S… Speaker 1 (2026-05-18 Thomas)
because they need to make money.
20:28
S… Speaker 1 (2026-05-18 Thomas)
And it was before because they didn't know what to do with
20:32
S… Speaker 1 (2026-05-18 Thomas)
the systems.
20:33
S… Speaker 1 (2026-05-18 Thomas)
They were afraid.
20:34
S… Speaker 1 (2026-05-18 Thomas)
You know, what they don't understand,
20:36
S… Speaker 1 (2026-05-18 Thomas)
it is a risk for them.
20:37
S… Speaker 1 (2026-05-18 Thomas)
So that's why now they want to learn about the medical equipment
20:42
S… Speaker 1 (2026-05-18 Thomas)
and they want to learn the rules.
20:44
S… Speaker 1 (2026-05-18 Thomas)
Do I have the right to sell this equipment to whom?
20:48
S… Speaker 1 (2026-05-18 Thomas)
And this is why it will be dealers only,
20:50
S… Speaker 1 (2026-05-18 Thomas)
as you said,
20:51
S… Speaker 1 (2026-05-18 Thomas)
or distributors only.
20:56
S… Speaker 1 (2026-05-18 Thomas)
I think we can push both services at
21:00
S… Speaker 1 (2026-05-18 Thomas)
the same time.
21:01
S… Speaker 1 (2026-05-18 Thomas)
By giving them the information,
21:04
S… Speaker 1 (2026-05-18 Thomas)
you get credibility from the bank and you
21:08
S… Speaker 1 (2026-05-18 Thomas)
can help them remarket.
21:10
S… Speaker 2 (2026-05-18 Thomas)
I had an
21:14
S… Speaker 2 (2026-05-18 Thomas)
idea before COVID.
21:18
S… Speaker 1 (2026-05-18 Thomas)
Okay.
21:20
S… Speaker 2 (2026-05-18 Thomas)
Well, and then,
21:23
S… Speaker 2 (2026-05-18 Thomas)
you know, we are from Ukraine,
21:25
S… Speaker 1 (2026-05-18 Thomas)
the war started,
21:26
S… Speaker 1 (2026-05-18 Thomas)
so just exactly after the COVID.
21:29
S… Speaker 2 (2026-05-18 Thomas)
And the idea was to cooperate
21:34
S… Speaker 2 (2026-05-18 Thomas)
and partner with leasing companies to
21:38
S… Speaker 2 (2026-05-18 Thomas)
have a list of the equipment from them that they
21:43
S… Speaker 2 (2026-05-18 Thomas)
believe.
21:44
S… Speaker 2 (2026-05-18 Thomas)
or a plan that will stuck on their hands within the
21:49
S… Speaker 2 (2026-05-18 Thomas)
upcoming six to 12 months.
21:52
S… Speaker 1 (2026-05-18 Thomas)
I'm pretty
21:56
S… Speaker 2 (2026-05-18 Thomas)
sure the financial guys are pretty good in data structuring
22:00
S… Speaker 2 (2026-05-18 Thomas)
and analysis.
22:01
S… Speaker 2 (2026-05-18 Thomas)
To have that data,
22:04
S… Speaker 2 (2026-05-18 Thomas)
once we take
22:09
S… Speaker 2 (2026-05-18 Thomas)
a list of the equipment,
22:11
S… Speaker 2 (2026-05-18 Thomas)
we can start from a specific category.
22:15
S… Speaker 2 (2026-05-18 Thomas)
once we take that list we internally can
22:19
S… Speaker 2 (2026-05-18 Thomas)
make analysis what
22:23
S… Speaker 2 (2026-05-18 Thomas)
might be the best price to put it on by medias for sale
22:28
S… Speaker 2 (2026-05-18 Thomas)
and we can have two indications distributors
22:32
S… Speaker 2 (2026-05-18 Thomas)
only or professional distributors only plus uh
22:36
S… Speaker 2 (2026-05-18 Thomas)
ready for delivery let's say today is may uh
22:40
S… Speaker 2 (2026-05-18 Thomas)
first of december for instance
22:43
S… Speaker 2 (2026-05-18 Thomas)
yeah and and then when if
22:48
S… Speaker 2 (2026-05-18 Thomas)
the lease agreement is over let's say mid
22:52
S… Speaker 2 (2026-05-18 Thomas)
of november we put a date is available from first
22:56
S… Speaker 2 (2026-05-18 Thomas)
of december just to have couple of weeks in between or to

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Oversigt
The speaker, Thomas, is an independent consultant providing services for financial institutions and hospitals to assess the value of medical equipment at the end of its lease or purchase contract. His background includes working with both leasing companies and banks, and he specializes in helping hospitals and clinics find buyers for medical equipment. He has a strong understanding of the value of medical equipment over 5-7 years and is able to provide independent studies on the value of these devices.
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