Service Contract Options For Capital Equipment
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The document discusses the challenges of lab management during difficult economic conditions, focusing on outsourcing as a strategy to balance financial constraints with uptime. It emphasizes the importance of maintenance strategy, decision-making, and the role of Original Equipment Manufacturers (OEMs) in offering contracts for predictability and peace of mind. Key considerations include maintenance costs, uptime reputation, and the flexibility of contracts.
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
- 2. Due to economic condi=ons he s OUT!! © 2008 Middlesex Consulting . All Rights Reserved
- 3. He’s In!! © 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
- 9. Why OEMs Sell Contracts • Profit • Customer Loyalty • Predictability – Financial – Manpower demand • Jus=fy Re-‐investment in Organiza=on © 2008 Middlesex Consulting . All Rights Reserved
- 10. Why People Buy Contracts • Up=me • Reduce Hassle • Predictability • Peace of Mind © 2008 Middlesex Consulting . All Rights Reserved
- 11. Decision Tools • Policy • Weights and worth • Cost/benefit analysis • ROI calcula=ons • Your gut © 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
- 14. Any Ques=ons? Thank You © 2008 Middlesex Consulting Group. All Rights Reserved