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<br /> The future of equipment upgrades p. 96<br /> Your Industry Source for Healthcare and Equipment Coverage<br /> August 2018<br /> Different strategies<br /> toward a common goal<br /> OEMs, ISOs and HTMs take aim<br /> at safer, more competitive<br /> equipment maintenance<br /> p. 37, 38, 42<br /> Also in our Parts &<br /> Service issue<br /> INDUSTRY CONSOLIDATION<br /> • What makes a good merger or acquisition<br /> different from a bad one? p. 30<br /> NEGOTIATING SERVICE CONTRACTS<br /> • How providers can be more successful when<br /> it’s time to play hardball. p. 34<br /> BENEFITS OF ISO AND MVS<br /> • There are some obvious similarities between<br /> independent service and multi-vendor service,<br /> but the value propositions are not identical.<br /> p. 48<br /> OEMS EMBRACE CUSTOMIZATION<br /> • All the<a title="DOTmed_HealthCare Business News 8_18 page 1" href="http://viewer.zmags.com/publication/f94aa62e?page=1"> The future of equipment upgrades p. 96 Your Indus</a> <a title="DOTmed_HealthCare Business News 8_18 page 2" href="http://viewer.zmags.com/publication/f94aa62e?page=2"> · · · · VarexImaging.com | Replacement.C</a> <a title="DOTmed_HealthCare Business News 8_18 page 3" href="http://viewer.zmags.com/publication/f94aa62e?page=3"> When there’s no time for downtime, choose parts f</a> <a title="DOTmed_HealthCare Business News 8_18 page 4" href="http://viewer.zmags.com/publication/f94aa62e?page=4"> InfoView Asset management simplified With Phili</a> <a title="DOTmed_HealthCare Business News 8_18 page 5" href="http://viewer.zmags.com/publication/f94aa62e?page=5"> CONTENTS August 2018 FEATURES 30 Bigger fish, sma</a> <a title="DOTmed_HealthCare Business News 8_18 page 6" href="http://viewer.zmags.com/publication/f94aa62e?page=6"> Stay up and Running with Oxford Instruments Healt</a> <a title="DOTmed_HealthCare Business News 8_18 page 7" href="http://viewer.zmags.com/publication/f94aa62e?page=7"> 20 70 </a> <a title="DOTmed_HealthCare Business News 8_18 page 8" href="http://viewer.zmags.com/publication/f94aa62e?page=8"> Letter from the Editor Turning the page on the s</a> <a title="DOTmed_HealthCare Business News 8_18 page 9" href="http://viewer.zmags.com/publication/f94aa62e?page=9"> HealthCare Business Daily News Online Welcome </a> <a title="DOTmed_HealthCare Business News 8_18 page 10" href="http://viewer.zmags.com/publication/f94aa62e?page=10"> Daily News Spectrum Dynamics launches 12-detecto</a> <a title="DOTmed_HealthCare Business News 8_18 page 11" href="http://viewer.zmags.com/publication/f94aa62e?page=11"> The Largest Selection of OEM & Manufactured Parts</a> <a title="DOTmed_HealthCare Business News 8_18 page 12" href="http://viewer.zmags.com/publication/f94aa62e?page=12"> Daily News Online > dotmed.com/news Radiologists</a> <a title="DOTmed_HealthCare Business News 8_18 page 13" href="http://viewer.zmags.com/publication/f94aa62e?page=13"> Nihon Kohden rated #1 by in Patient Monitoring or</a> <a title="DOTmed_HealthCare Business News 8_18 page 14" href="http://viewer.zmags.com/publication/f94aa62e?page=14"> Daily News Online > dotmed.com/news New study fi</a> <a title="DOTmed_HealthCare Business News 8_18 page 15" href="http://viewer.zmags.com/publication/f94aa62e?page=15"> GE to spin off healthcare business as separate en</a> <a title="DOTmed_HealthCare Business News 8_18 page 16" href="http://viewer.zmags.com/publication/f94aa62e?page=16"> Daily News Online > dotmed.com/news MD Anderson </a> <a title="DOTmed_HealthCare Business News 8_18 page 17" href="http://viewer.zmags.com/publication/f94aa62e?page=17"> Man deemed too large for MR scanner sues Oregon p</a> <a title="DOTmed_HealthCare Business News 8_18 page 18" href="http://viewer.zmags.com/publication/f94aa62e?page=18"> Daily News Online > dotmed.com/news Cardinal Hea</a> <a title="DOTmed_HealthCare Business News 8_18 page 19" href="http://viewer.zmags.com/publication/f94aa62e?page=19"> Chronos Imaging sells 100th CT X-ray tube in unde</a> <a title="DOTmed_HealthCare Business News 8_18 page 20" href="http://viewer.zmags.com/publication/f94aa62e?page=20"> Daily News Online > dotmed.com/news Zebra Medica</a> <a title="DOTmed_HealthCare Business News 8_18 page 21" href="http://viewer.zmags.com/publication/f94aa62e?page=21"> Upcoming Events SIIM’s 3rd annual Scientific Conf</a> <a title="DOTmed_HealthCare Business News 8_18 page 22" href="http://viewer.zmags.com/publication/f94aa62e?page=22"> Hospital Spotlight: Stanford Health Care 1 </a> <a title="DOTmed_HealthCare Business News 8_18 page 23" href="http://viewer.zmags.com/publication/f94aa62e?page=23"> Noteworthy distinctions: Ranked in the top 10 of </a> <a title="DOTmed_HealthCare Business News 8_18 page 24" href="http://viewer.zmags.com/publication/f94aa62e?page=24"> Hospital Spotlight HealthCare </a> <a title="DOTmed_HealthCare Business News 8_18 page 25" href="http://viewer.zmags.com/publication/f94aa62e?page=25"> tion data within the ICUs so 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you being asked to </a> <a title="DOTmed_HealthCare Business News 8_18 page 32" href="http://viewer.zmags.com/publication/f94aa62e?page=32"> Mergers & Acquisitions Understanding the cost im</a> <a title="DOTmed_HealthCare Business News 8_18 page 33" href="http://viewer.zmags.com/publication/f94aa62e?page=33"> Karun Philip savings and ult</a> <a title="DOTmed_HealthCare Business News 8_18 page 34" href="http://viewer.zmags.com/publication/f94aa62e?page=34"> Mergers & Acquisitions The hallmarks of a badly </a> <a title="DOTmed_HealthCare Business News 8_18 page 35" href="http://viewer.zmags.com/publication/f94aa62e?page=35"> JOIN US IN OCTOBER for ASTRO’s 60th Annual Meetin</a> <a title="DOTmed_HealthCare Business News 8_18 page 36" href="http://viewer.zmags.com/publication/f94aa62e?page=36"> Getting Your Money's Worth Service sells equipme</a> <a title="DOTmed_HealthCare Business News 8_18 page 37" href="http://viewer.zmags.com/publication/f94aa62e?page=37"> Roger Johnson the bottom line. 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Service activities perf</a> <a title="DOTmed_HealthCare Business News 8_18 page 42" href="http://viewer.zmags.com/publication/f94aa62e?page=42"> maintain regular records, so it was unclear to Ba</a> <a title="DOTmed_HealthCare Business News 8_18 page 43" href="http://viewer.zmags.com/publication/f94aa62e?page=43"> </a> <a title="DOTmed_HealthCare Business News 8_18 page 44" href="http://viewer.zmags.com/publication/f94aa62e?page=44"> HCB News: What would you say were the key fin</a> <a title="DOTmed_HealthCare Business News 8_18 page 45" href="http://viewer.zmags.com/publication/f94aa62e?page=45"> www.elsmed.com | sales@elsmed.com FROM ONE SYSTE</a> <a title="DOTmed_HealthCare Business News 8_18 page 46" href="http://viewer.zmags.com/publication/f94aa62e?page=46"> IAMERS does not share their view. The FDA u</a> <a title="DOTmed_HealthCare Business News 8_18 page 47" href="http://viewer.zmags.com/publication/f94aa62e?page=47"> chance to support the equipment so as to minimize</a> <a title="DOTmed_HealthCare Business News 8_18 page 48" href="http://viewer.zmags.com/publication/f94aa62e?page=48"> Viewpoint: OEMs Need To Share The Service Market </a> <a title="DOTmed_HealthCare Business News 8_18 page 49" href="http://viewer.zmags.com/publication/f94aa62e?page=49"> </a> <a title="DOTmed_HealthCare Business News 8_18 page 50" href="http://viewer.zmags.com/publication/f94aa62e?page=50"> Benefits of MVS And ISO Comparing the value prop</a> <a title="DOTmed_HealthCare Business News 8_18 page 51" href="http://viewer.zmags.com/publication/f94aa62e?page=51"> ® Replacement Parts Replacement C</a> <a title="DOTmed_HealthCare Business News 8_18 page 52" href="http://viewer.zmags.com/publication/f94aa62e?page=52"> Benefits of MVS And ISO nostic machinery in addi</a> <a title="DOTmed_HealthCare Business News 8_18 page 53" href="http://viewer.zmags.com/publication/f94aa62e?page=53"> Collaboration has also grown internally wit</a> <a title="DOTmed_HealthCare Business News 8_18 page 54" href="http://viewer.zmags.com/publication/f94aa62e?page=54"> Software Contract Troubleshooting Key considerat</a> <a title="DOTmed_HealthCare Business News 8_18 page 55" href="http://viewer.zmags.com/publication/f94aa62e?page=55"> ing with multiple imaging centers owned by a sing</a> <a title="DOTmed_HealthCare Business News 8_18 page 56" href="http://viewer.zmags.com/publication/f94aa62e?page=56"> The OEM Treatment Beyond silver, gold and platin</a> <a title="DOTmed_HealthCare Business News 8_18 page 57" href="http://viewer.zmags.com/publication/f94aa62e?page=57"> A smart approach to device care excellence </a> <a title="DOTmed_HealthCare Business News 8_18 page 58" href="http://viewer.zmags.com/publication/f94aa62e?page=58"> The OEM Treatment Kevin Chl</a> <a title="DOTmed_HealthCare Business News 8_18 page 59" href="http://viewer.zmags.com/publication/f94aa62e?page=59"> customize solutions that meet their current and f</a> <a title="DOTmed_HealthCare Business News 8_18 page 60" href="http://viewer.zmags.com/publication/f94aa62e?page=60"> The OEM Treatment “It’s a non-obsolescence</a> <a title="DOTmed_HealthCare Business News 8_18 page 61" href="http://viewer.zmags.com/publication/f94aa62e?page=61"> that enables customers to better understand how t</a> <a title="DOTmed_HealthCare Business News 8_18 page 62" href="http://viewer.zmags.com/publication/f94aa62e?page=62"> CT Tube Update New brands, proven experts lead a</a> <a title="DOTmed_HealthCare Business News 8_18 page 63" href="http://viewer.zmags.com/publication/f94aa62e?page=63"> 704.739.3597 x3 healthcare@rell.com rellhe</a> <a title="DOTmed_HealthCare Business News 8_18 page 64" href="http://viewer.zmags.com/publication/f94aa62e?page=64"> CT Tube Update “When you’re developing a re</a> <a title="DOTmed_HealthCare Business News 8_18 page 65" href="http://viewer.zmags.com/publication/f94aa62e?page=65"> scanners that are relatively low-volume and speci</a> <a title="DOTmed_HealthCare Business News 8_18 page 66" href="http://viewer.zmags.com/publication/f94aa62e?page=66"> My Two Cents Is a CT tube crisis on the horizon?</a> <a title="DOTmed_HealthCare Business News 8_18 page 67" href="http://viewer.zmags.com/publication/f94aa62e?page=67"> </a> <a title="DOTmed_HealthCare Business News 8_18 page 68" href="http://viewer.zmags.com/publication/f94aa62e?page=68"> HTM Evolving Beyond service: Life cycle manageme</a> <a title="DOTmed_HealthCare Business News 8_18 page 69" href="http://viewer.zmags.com/publication/f94aa62e?page=69"> Purchasing Insights Costs, revenue, risks: The e</a> <a title="DOTmed_HealthCare Business News 8_18 page 70" href="http://viewer.zmags.com/publication/f94aa62e?page=70"> Success Strategies Elevating HTM out of the base</a> <a title="DOTmed_HealthCare Business News 8_18 page 71" href="http://viewer.zmags.com/publication/f94aa62e?page=71"> to be rescheduled? 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