1. The Good, The Bad and the Ugly Patrick K. Lynch Chief Do-Gooder Global Medical Imaging Linda Comisar National Purchasing Manager Catholic Healthcare Initiatives (CHI) 3/30/20151

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3. Who am I? CBET, CCE, CPHIMS, CHTS-PW, fACCE 40 years in Biomed Managed large In-house, ISO and corporate Biomeds Active in certification of BMETs and CEs 1 st Pres of NCBA (North Carolina branch) - 1980 President, HTMA-SC Treasurer – HTMA-GA Member of all Biomed Associations (honorary NC, KY, Utah) Board Member – META, SC, GA Advisor – OH, KY, TN, UT, VA, NC, Texas Writes monthly for TechNation and BI&T (AAMI) - Heineman Medical Foundation (Guatemala) Currently, works for GMI is sales development, who sponsors my activities 3/30/20153

4. Disclaimer The materials available in this presentation are for informational purposes only and not for the purpose of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem. I am not an attorney. 3/30/20154

5. Simplest Service Contract Extended Warranty Offered at Checkout Explained to you by a cashier You accept it when you sign for your purchase It is a legally binding contract Simple and easy – Right? Wrong 3/30/20155

6. Lowes’ Extended Warranty 3/30/20156

7. Lowes’ Extended Warranty 3/30/20157

8. Extended Warranties Advice From Consumer Reports, Dec 2014 Do not buy. Over 50% store profit. May be covered by warranty. Products seldom break during service plan window. Repairs aren’t that costly. Mfgrs sometimes cover out-of-warranty items. You may have other rights. Insurance may cover you. The plan may let you down. You can’t afford to protect everything. 3/30/20158

9. Extended Warranties From Consumer Reports, December 2014 Alternatives to Extended Warranties: – Self-Insure. – Buy reliable products. – Read the manufacturer’s warranty before buying. – Examine the retailer’s return policy. 3/30/20159

10. What we will cover 1.What is a contract? 2.Financial Aspects of a Contract. 3.Risk Aspects of a Contract. 4.Workflow Aspects of a Contract. 5.Future Freedom Aspects of a Contract. 6.Legal aspects of a Contract. 1.Standard Clauses 2.Negotiable Clauses 7. Negotiation of a contract 3/30/201510

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12. What is a contract? An agreement creating obligations enforceable by law. 3/30/201512

13. What is a contract? When crafting a contract, the parties are creating a special law, applicable only to the signing parties, which they intend for a court to enforce as law. 3/30/201513

14. Why do people sign contracts? Protection. Afraid of the alternative. Admin thinks that the manufacturer is the Cadillac service and the safest bet. They are spending hospital money, not their own. Contracts are less work. Nobody ever lost their job because they signed a contract with the manufacturer. 3/30/201514

15. Contracts 3/30/201515

16. Financial Aspects Warranty Week COSR Parfait Slide 3/30/201516

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18. Actual Cost of Maintenance and Repair Cost during 1 st year warranty should be about the same as every year afterwards? Cost to service a 1 year warranty on all types of products averages 1% to 2% of the sales price. Therefore, the cost of a service year should be the same – about 1 to 2% per year. 3/30/201518

19. Cost to service a 1 year warranty on all types of products averages 1% to 2% of the sales price. Therefore, the cost of a service year should be the same – about 1 to 2% per year. What does a Service Contract Sell for (as a percentage of the equipment price)? 3/30/201519

20. Cost of Service Ratio 3/30/201520

21. Workflow Aspects Contract - Call the 1-800 number. – Wait for the service guy (or gal). No contract – Each Call – – Get a Purchase order. – Call their dispatch. – Give Billing info. – Track service. – Collect service ticket. – Verify times, replaced parts, etc. – Wait for bill. – Match to original service ticket for accuracy. – Pay the bill. 3/30/201521

22. Future Freedom Aspects Almost no freedom to change terms, conditions, coverages, etc. regardless of satisfaction with service, response, cost, etc. If reimbursements or volumes change,the contract does not. 3/30/201522

23. The fine print How to breakdown a contract into its individual parts. Which clauses are important. Essential clauses to have How to change the offered terms and conditions. 3/30/201523

24. Assignment/Subcontracting: Neither party shall have the right to assign or subcontract any part of its obligations under this agreement. Neither party shall have the right to assign or subcontract any of its obligations or duties under this agreement without the prior written consent of the other party, which consent shall not be unreasonably withheld or delayed. 3/30/201524

25. Entire Agreement This agreement sets forth and constitutes the entire agreement and understanding of the parties with respect to the subject matter hereof. This agreement supersedes any and all prior agreements, negotiations, correspondence, undertakings, promises, covenants, arrangements, communications, representations, and warranties, whether oral or written, of any party to this agreement. This means that the contract containing this provision is the only agreement that a court will examine to determine what the "deal" or agreement between the parties was. No other written documents or verbal statements can be used as evidence in a dispute over the agreement. 3/30/201525

26. Hold Harmless Clause A Hold Harmless Agreement is a document wherein one party agrees to hold another party harmless that would normally be legally liable for damages incurred. 3/30/201526

27. Force Majeure Neither party shall be held responsible for any delay or failure in performance of any part of this agreement to the extent such delay or failure is caused by fire, flood, explosion, war, embargo, government requirement, civil or military authority, act of God, or other similar causes beyond its control and without the fault or negligence of the delayed or non- performing party. 3/30/201527

28. Limit of Liability This provision means that an injured party cannot recover the costs of indirect damages resulting from an injury. It has no effect on either company's liability for direct damages. Indirect or consequential damages can be huge, so disclaiming them is a way of reducing risk in the contract. Lost revenues from not being able to use a machine. 3/30/201528

29. Notices All notices shall be in writing and shall be delivered personally, by United States certified or registered mail, postage prepaid, return receipt requested, or by a recognized overnight delivery service. Contracts typically require one party to provide notice to the other party in the event one party thinks the contract was breached, when termination of the contract is desired, or in other instances specific to each contract. This provision sets out the requirements for how and when a notice must be made to be legally valid. 3/30/201529

30. Written Modification This provision means that only a written signed agreement will be enforceable to amend or modify the agreement. 3/30/201530

31. Exclusions 3/30/201531

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33. Slices Provision 3/30/201533

34. Circumstances 3/30/201534

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36. Cost with a Contract 3/30/201536

37. Cost to Customer 3/30/201537

38. Daytime PMs 3/30/201538

39. Uptime Guarantee 3/30/201539

40. Uptime Calculation Formula 3/30/201540

41. BASIS HOURS is all-Important 3/30/201541

42. Downtime BASIS Hours 3/30/201542

43. Limited Basis Hours 3/30/201543

44. Effect of BASIS Hours 3/30/201544 9-5 M-F 24 x 7

45. Termination Clause provides the parties to a contract different options for ending their contractual agreement. General termination clauses often allow the parties to end a contract at the end of specified time, after a specific event or project or for no reason at all. If a termination clause allows for unilateral termination without cause, it is often called a rescission clause. Typical contract termination clauses anticipate specific events, such as insolvency, sale of a company or bankruptcy. Depending on the nature of the contract, the parties may wish to include a clause that allows termination when it would become overly burdensome to continue operations.company 3/30/201545

46. Termination for Cause If either party breaches any provision of this agreement and if such breach is not cured within thirty (30) days after receiving written notice from the other party specifying such breach in reasonable detail, the non- breaching party shall have the right to terminate this agreement by giving written notice thereof to the party in breach, which termination shall go into effect immediately on receipt. 3/30/201546

47. Termination for Convenience Many contracts include a clause that allows the owner to terminate the contractor’s remaining work at the owner’s convenience. Such a termination is not due to any fault on the part of the contractor. 3/30/201547

48. Terms and Terminations 3/30/201548

49. Termination 3/30/201549

50. Cancel without Penalty 3/30/201550

51. Convert Full Service to In-House 3/30/201551

52. Thank You Questions? 3/30/201552 Patrick Lynch plynch@gmi3.com 704-941-0116 www.htma-sc.org