T.I.H. : Can you retrace the history of RIGBY Capital, and in particular how you moved from an IT culture to that of healthcare?
Olivier Dubreu: RIGBY Capital, which until recently was called SCH Leasing Services, has gradually evolved in its customer focus and market positioning.
When we were first created, we focused our development strategy on the group’s customers in France, without prohibiting us from addressing customers outside the group. Benefiting from very strong skills in the IT field, our customers, all sectors of activity included, have progressively asked us to set up increasingly complex financing solutions and services with very high added value.
Today, the share of revenues generated by the IT group’s customers in France represents only 50% of our total revenues. Our financial expertise, the development of our management and service offerings, and our ability to manage the remarketing/destruction of equipment at the end of a contract have led us to broaden our scope of intervention.
Eighteen months ago, I decided to create a healthcare division within RIGBY Capital in order to support our clients and prospects in the field in their transformation projects and thus enable them to be better equipped to face the new challenges of their profession. This development was done in conjunction with that of SCC, since our shareholder wished to create a Health department in order to propose adapted business offers to establishments in this sector: PACS, RIS, secure network, wifi, back up or archiving, all at a cost per use thanks to the know-how of RIGBY Capital.
We therefore propose to take charge of global medical projects via adapted financing, obviously including the rental of purely medical equipment.
T.I.H. : What strategy are you implementing with healthcare professionals?
O. D.: At the heart of our strategy is to satisfy our clients, and in particular to enable them to focus on the major issues related to their profession: controlling expenses, increasing the number of procedures, improving patient care and implementing the DPII, by relieving them of tasks that could easily be outsourced and by giving them access to the best technology for optimal patient care.
Our technical-financial DNA puts us in a privileged position to reconcile the technological and budgetary issues of healthcare institutions. This has been our watchword since our inception.
In order to make our financial packages economically efficient, we have chosen to work with international partners to whom we entrust the upgrading and remarketing of all the equipment financed during the renewal phase or at the end of the contract. In addition, these arrangements allow us to benefit from deferred payments for which the sum of the rental payments is often lower than the original investment, since healthcare equipment (including imaging and IT equipment) often has a high resale value, which we anticipate in our contracts. These packages also include end-of-contract management, equipment insurance, asset management services and custom billing.
Signing a contract usually means signing up for a long-term contract. We have therefore developed a set of services that allow us to adapt the contract and its operation to the specific needs of our customers and systematically anticipate all the events that may occur during the life of the equipment.
Transparency is a value that we believe in.
T.I.H. : What are the aspects that differentiate you in the financing market?
O. D.: In addition to the financial approach, we provide our clients with a high-performance management tool: visibility of the assets under management, statistical query tool, cost impact calculation, precise analysis, and technological consulting.
Our ability to monitor the entire life cycle of the equipment, including its end-of-life, also makes a difference. Recyclea, our subsidiary – an adapted company for the recycling of computer equipment and small hardware – takes care of the revalorization, resale or destruction of the equipment. All of this, of course, with traceability in compliance with regulations: waste tracking form, destruction form, material balance, etc. In addition, our clients can reduce their Agefiph / Fiphfp contribution.
Secondly, our approach is to deal with a project in its entirety. When an establishment wishes to acquire a medical imaging system, we study and take charge of all the elements and components of the project: the imaging solution with its business software and associated services, but also the IT infrastructure necessary for its operation.
In addition, we are able to offer all existing financing methods (rental, leasing, assignment of receivables or loan contract).
We are also strongly committed to social and philanthropic actions. Our entire group has been involved in supporting charities for many years, both in France and in the UK. This is a strong desire on the part of our shareholder, and the entire group and its employees contribute to it and adhere to this value.
In the end, we work every day in the three areas of sustainable development: Economic, Social and Ecological.
T.I.H. : How do you divide your public/private efforts?
O. D.: For the past 10 years, we have been working with the public sector, where we generate about 35% of our sales. We therefore have a good knowledge of the sector and have the necessary expertise and dedicated teams to respond to calls for tender.
However, we are noticing something new: the integration of financing in the calls for tender launched by the major purchasing groups such as Ugap, Uniha or Resah.
T.I.H. : Do you foresee any changes in your products or strategy in the short term?
O. D. : At the beginning of 2017, we will be providing our customers with a new interactive and multi-channel platform. This major migration project will provide our contacts with a state-of-the-art steering and management tool with an increased level of functionality.
We are currently studying ways to diversify into financing dedicated to industrial innovations.
In short, our future offers will have to systematically bring a business advantage to our customers.
