This presentation to the New England Chapter of the Analytical Laboratory Managers Association describes the pros and cons of the various options the Lab Managers (and any other Capital Equipment owner) have so they can make an informed choice for each piece of their 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