CASE STUDIES · HEALTHCARE · MEDICAL EQUIPMENT
$1.4 Million Past Due. Customer Relationships Preserved.
A medical equipment dealer supplying hospital beds to hospitals and hospices needed to recover a substantial overdue balance while keeping its customer relationships intact.
The collection challenge
The dealer placed $1.4 million in past-due accounts with Brillman, Schultz & Associates. These were business obligations owed by healthcare customers for equipment—not balances owed by patients.
The commercial objective extended beyond collecting money: the dealer wanted to continue working with those customers. Communication therefore needed to address the debt without treating the sales relationship as expendable.
Working through the facilities’ attorneys
BSA handled the payment negotiations, with most of the negotiation taking place with the facilities’ attorneys. That provided a separate channel for addressing the past-due accounts while the dealer maintained its customer relationships.
Attorney involvement did not mean the balances had to be abandoned. In this engagement, communication through counsel formed a central part of the recovery work.
The reported outcome
- More than $400,000 recovered in the first 30 days.
- More than 70% of the $1.4 million placed recovered within 90 days.
- The dealer retained all of the customer relationships covered by the engagement.
The first-30-day collections are included in the 90-day result; they are not an additional amount to add to that recovery percentage.
What suppliers can take from this case
A seriously overdue balance and an ongoing customer relationship can be addressed together. A dedicated payment conversation—directed to the appropriate decision-makers or counsel—allows the sales team to maintain its commercial role.
The outcome here does not establish a typical recovery rate or timetable. Account documentation, disputes, available funds and the customer’s circumstances affect each engagement.
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Case details and recovery figures are provided by BSA. Client and debtor identities are withheld. This individual outcome is not a guarantee of payment, speed or customer retention. BSA is a commercial collection agency, not a law firm; independent counsel handles legal advice and representation when appropriate and authorized.