The Ambulance Purchasing Process: Part 2

Vehicle Ops is a new column in EMS Magazine that will address a variety of topics centering around emergency vehicle operations¡Xeverything from safe driving techniques to ambulance maintenance to how to purchase an ambulance. The column will feature guest writers, as well as interviews with leading industry figures. Our mission is to help educate EMS providers on how best to operate the vehicles they place their trust in every day in a bid to reduce the number of accidents experienced by public safety personnel. If there is a particular topic you would like us to cover, e-mail emseditor@aol.com. This month¡¦s column features the second half of a two-part interview with Dale Leich, special-projects manager for Huntsville, AL-based ambulance manufacturer Excellance, Inc.. Leich has a background in fire and EMS spanning more than three decades, and has been involved with emergency vehicle purchasing and sales since 1975. Part 1 of this interview appeared in the March issue of EMS.

EMS: Buyers must be aware of any state standards or requirements governing ambulances before they buy. How should they go about that?

Leich: For starters, contact your state EMS office. All state EMS regulatory agencies have created a minimum set of standards for ambulances operated in their state. As part of their regulations, most have adopted a version of the Federal Specification KKK-A-1822 ambulance design criteria. A copy of this document can be obtained from a wide variety of sources or downloaded from the Internet at no charge. This standard was first created in the early 1970s to guide the U.S. government¡¦s purchase of ambulances. It became law in many states, since it was the only formal standard in existence for many years. It has been revised many times over the last 30 years to keep up with evolving technologies (primarily with chassis design), and all reputable U.S. manufacturers typically offer vehicles built to this standard.

Remember, though, this standard is a good starting point, but it was created to ensure a ¡§low bid meeting specification¡¨ process that may not be right for your organization. Additionally, it only addresses minimum requirements that may not meet your needs for additional storage space, seating, equipment, etc.

EMS: Once all those resources are in place, how does a buyer proceed? What information should he look for from vendors? What are the first questions to ask?

Leich: When evaluating vendors, you should ask for several things. First, do they offer the kind of vehicle your agency requires? Not all manufacturers build all styles or sizes of vehicles. Do they offer the features and optional items you require? An item that¡¦s standard or a regular production option for one manufacturer can be considered a custom item by another. Can they offer you practical suggestions to address some of your custom or unusual requirements? Are they willing to provide you with a realistic price quotation that you can use for budget planning? You¡¦ll need to have a good grasp on what the vehicle will cost before you prepare a budget.

EMS: To what extent do manufacturers specialize? Can they all provide the level of customization a buyer might need, or are some better suited than others?

Leich: The true ¡§custom¡¨ builders can create vehicles that are well-suited to special requirements. If you¡¦re creating your ultimate ambulance and have a sufficient budget, it¡¦s best to limit your selections to this group of manufacturers, since they are usually better suited to engineering custom vehicles that will be practical at a reasonable cost.

Some manufacturers are better focused on the ¡§mass production¡¨ style. If your needs are basic or you¡¦re working with a restrictive budget, one of these manufacturers will be better able to provide you with an economical vehicle. Organizations that run relatively few calls or accumulate little hard use on their vehicles probably benefit the most from purchasing a vehicle from one of these manufacturers.

There are some manufacturers who are able to have different production areas that can build ¡§run of the mill¡¨ units alongside custom units. They usually have a different labor rate that will apply to those custom units, so those units will be more expensive than the mass production models.

EMS: If you want something customized or unusual, how do you determine who can do the best job of providing it for you?

Leich: Ask each potential vendor for past evidence of similar things they¡¦ve done for other customers. Ask for drawings, photos and, most important, references from those customers, to ensure they were satisfied with the final results. Be prepared to pay additional costs for engineering, production time and materials for custom items. Ask for suggestions as to alternatives that may address your needs in a more cost-effective way. Many vendors will want to provide you with solutions to your problems, but not all of them are as adept at it as others. You may feel you¡¦re being steered or pressured toward accepting something that¡¦s not adequate for your needs. If you feel you¡¦re not getting the right support at this stage of the process, it¡¦s a good indication that you may not receive the support you need after the sale, either! ƒÞ