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.

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