Without alternative purchase solutions based on defined outcome metrics, he suggested large capital equipment investments may someday become a thing of the past.

"OEMs will need to view equipment as a long term annuity that generates revenues based on positive contributions to providers' bottom line," said Haduch. "From an operational perspective, OEMs and HTMs need to quit playing the parts discount shell game and develop cost-plus models for parts purchases that share market volatility and lower total cost of ownership."


Moving from fee to value-based service can mean different things to different equipment stakeholders. Getting everyone on the same page is no small task, but open discussion is one of the best ways to figure out where the challenges are, and how to address them. Ensuring quality servicing and maintenance to equipment in an affordable and transparent way means patients receive the best care possible.

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