Manufacturer ROI projections are, unsurprisingly, usually optimistic. Here's how to build your own model with inputs you actually control, and how to stress-test the assumptions a sales rep hands you.
Start With Contribution, Not Revenue
Revenue alone tells you almost nothing about whether a device is a good investment. What matters is monthly contribution — revenue minus every variable cost the device generates, including consumables, allocated staff time, marketing, and any financing payment.
The Inputs That Actually Move the Number
Treatment price and volume get the most attention, but consumable cost per treatment and allocated staff cost are just as important and far more commonly underestimated. Use our free ROI calculator to test how sensitive your break-even period is to each input.
Stress-Test the Manufacturer's Numbers
If a manufacturer's projection assumes a treatment volume or price point you consider optimistic, rerun the model at a more conservative number — say, 70% of their assumed volume — before you commit. A device that only pencils out at best-case volume is a riskier purchase than one that clears break-even even at a conservative estimate.
Don't Forget Financing in the Math
A financed device's monthly payment is a real variable cost from day one, even though it doesn't show up on the price tag the way the sticker price does. Include it explicitly in your monthly cost inputs, not as an afterthought.
This Is an Estimate, Not a Guarantee
Any ROI model, including ours, is only as good as the assumptions behind it. Treat the output as a planning tool for comparing scenarios, not a guarantee of financial performance — and revisit the model with actual data once the device is in use.
