Service Contract Options For Capital Equipment

•

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A comprehensive overview of equipment maintenance choices available to the manager of a modern Analytical Laboratory. However, many of the items discussed are applicable to all capital equipment.

Negócios

Almost
Everything
You
Wanted
to
Know

About
Service
Op=ons

Dec.
2008
-‐
NE
ALMA
Chapter

Sam
Klaidman

(sam@middlesexconsul=ng.com)

Principal
Adviser

MiddlesexConsul=ng

508.877.1924

@SKlaidman

© 2008 Middlesex Consulting
. All Rights Reserved

Due
to
economic
condi=ons
he s

OUT!!

© 2008 Middlesex Consulting
. All Rights Reserved

He’s
In!!

© 2008 Middlesex Consulting
. All Rights Reserved

Introduc=on

•  Nov./Dec.
2008
Lab
Manager
magazine
-‐

tough
=mes
&
your
lab

•  Next
topic
today
is
Outsourcing

–  Cope
with
tough
=mes

–  Deliver
addi=onal
services

–  Sell
your
excess
capacity

•  This
talk
is
about
balancing
$
and
up=me
-‐

important
for
both
subjects

© 2008 Middlesex Consulting
. All Rights Reserved

When
Selec=ng
Equipment
Consider

•  Do
the
job?

•  Easy
to
use?

•  Reliable?

•  Cost?

•  Service?

•  Total
rela=ve
Life=me
Cost
of
Ownership
-‐

choices
make
this
hard!

© 2008 Middlesex Consulting
. All Rights Reserved

Developing
Your
Maintenance
Strategy

(Item-‐by-‐item)

Balance
$
and
Up=me

–  How
oben
fail?

–  Who
maintains
stuﬀ?

–  Maintenance
costs?

–  How
much
risk
can
you
&
your
business

tolerate?

© 2008 Middlesex Consulting
. All Rights Reserved

Who
Maintains?

•  OEM

–  Contract

–  T
&
M

•  Third
Party

–  Smaller
-‐
independent

–  Larger
-‐
mul=-‐vendor

•  Self

–  Lab

–  Facili=es
maintenance

•  All
or
mix
and
match?

© 2008 Middlesex Consulting
. All Rights Reserved

Other
Choices

•  Who
manages
maintenance?

–  You/your
company

–  Independent
asset
manager

•  Who
carries
the
ﬁnancial
risk?

–  You/your
company

–  Insurance
company

•  Decide
based
on
required
up0me
v.
$
risk

tolerance

© 2008 Middlesex Consulting
. All Rights Reserved

Why
OEMs
Sell
Contracts

•  Proﬁt

•  Customer
Loyalty

•  Predictability

–  Financial

–  Manpower
demand

•  Jus=fy
Re-‐investment
in
Organiza=on

© 2008 Middlesex Consulting
. All Rights Reserved

Why
People
Buy
Contracts

•  Up=me

•  Reduce
Hassle

•  Predictability

•  Peace
of
Mind

© 2008 Middlesex Consulting
. All Rights Reserved

Decision
Tools

•  Policy

•  Weights
and
worth

•  Cost/beneﬁt
analysis

•  ROI
calcula=ons

•  Your
gut

© 2008 Middlesex Consulting
. All Rights Reserved

Other
Considera=ons

•  Include
maintenance
cost
in
Lab
hourly

rate?

•  How
important
is
up=me
to
Lab s

reputa=on?

•  How
important
is
OEM s
Applica=on

Support?

•  Cri=cal
or
specialized
instruments
needing

special
support?

© 2008 Middlesex Consulting
. All Rights Reserved

Final
Thoughts

•  No
right
choice
for
all
equipment
or
all
labs

•  Think
before
signing
long
term
contract
-‐

you
may
want
to
change
strategy
but
are

locked-‐in

•  Lots
of
Choices
-‐

•  Let s
talk
if
you
want
assistance

© 2008 Middlesex Consulting
. All Rights Reserved

Any
Ques=ons?

Thank
You

© 2008 Middlesex Consulting Group.
All Rights Reserved

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Service Contract Options For Capital Equipment

1. Almost Everything You Wanted to Know About Service Op=ons Dec. 2008 -‐ NE ALMA Chapter Sam Klaidman (sam@middlesexconsul=ng.com) Principal Adviser MiddlesexConsul=ng 508.877.1924 @SKlaidman © 2008 Middlesex Consulting . All Rights Reserved

4. Introduc=on •  Nov./Dec. 2008 Lab Manager magazine -‐ tough =mes & your lab •  Next topic today is Outsourcing –  Cope with tough =mes –  Deliver addi=onal services –  Sell your excess capacity •  This talk is about balancing $ and up=me -‐ important for both subjects © 2008 Middlesex Consulting . All Rights Reserved

5. When Selec=ng Equipment Consider •  Do the job? •  Easy to use? •  Reliable? •  Cost? •  Service? •  Total rela=ve Life=me Cost of Ownership -‐ choices make this hard! © 2008 Middlesex Consulting . All Rights Reserved

6. Developing Your Maintenance Strategy (Item-‐by-‐item) Balance $ and Up=me –  How oben fail? –  Who maintains stuﬀ? –  Maintenance costs? –  How much risk can you & your business tolerate? © 2008 Middlesex Consulting . All Rights Reserved

7. Who Maintains? •  OEM –  Contract –  T & M •  Third Party –  Smaller -‐ independent –  Larger -‐ mul=-‐vendor •  Self –  Lab –  Facili=es maintenance •  All or mix and match? © 2008 Middlesex Consulting . All Rights Reserved

8. Other Choices •  Who manages maintenance? –  You/your company –  Independent asset manager •  Who carries the ﬁnancial risk? –  You/your company –  Insurance company •  Decide based on required up0me v. $ risk tolerance © 2008 Middlesex Consulting . All Rights Reserved

12. Other Considera=ons •  Include maintenance cost in Lab hourly rate? •  How important is up=me to Lab s reputa=on? •  How important is OEM s Applica=on Support? •  Cri=cal or specialized instruments needing special support? © 2008 Middlesex Consulting . All Rights Reserved

13. Final Thoughts •  No right choice for all equipment or all labs •  Think before signing long term contract -‐ you may want to change strategy but are locked-‐in •  Lots of Choices -‐ •  Let s talk if you want assistance © 2008 Middlesex Consulting . All Rights Reserved

Service Contract Options For Capital Equipment

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