1. Analyst Briefing London, 24 June 2003 14.30 BST (15.30 CET) Medical Imaging Equipment Services in Europe © 2003 Frost & Sullivan. All rights reserved. This document contains highly confidential information and is the sole property of Frost & Sullivan. No part of it may be circulated, quoted, copied or otherwise reproduced without the written approval of Frost & Sullivan.

2. Today’s presentation 01: Aim and purpose of the report 02: Medical imaging equipment services of today 03: Revenue forecasts 04: Key challenges for the market 05: Value-added services: the key to service portfolios of the future? 06: Take-home comments 07: Questions and answers

3. 01: Aim and Purpose of the Report Assessment of the Medical Imaging Equipment Services Market Identify key issues affecting the services environment Present and discuss ideas, opinions, and views of the market for the present and the future Important to define market

4. From the UK’s Medical Devices Agency [now MHRA] bulletin: “Users should ensure they carry out both a risk-benefit as well as a cost-benefit analysis in selecting a service organisation...” ‘Medical Devices & Equipment: Repair & Maintenance Provision [MDA DB2000(02)], June 2000

5. 02: Medical Imaging Equipment Services Today Medical imaging equipment Radiography Mammography Cardiology Ultrasound Nuclear CT MRI Services Repair Maintenance Reconditioning Modification Refurbishment Servicing Market Definition

6. 02: Revenue Calculation Per Region where n is the number of modalities

7. 02: Current Medical Imaging Services Structure Service provider types OEM - Multivendor OEM - Single vendor Independent Service Organisation Clinical Engineering Department Service provision typeCompetitive factors Time & Material Standard service contract Comprehensive service contract Shared service contract Price Response time Uptime Engineer locality Remote diagnostics Service provision spectrum

8. 03: Revenue Forecasts Base year: $1.15 billion

9. 04: Key Challenges for the Market Change mind-set of end-users Find methods of maintaining profit in market approaching saturation Address increasing purchasing power of end-users Balance customer expectations and service level in digitisation age Uphold personal relationships in service delivery CHALLENGES

10. 05: Value-Added Services: The Key to Service Portfolios of the Future FUTURE SERVICES = PROFIT CENTRE Training Financial consulting Facilities planning Implementation consulting Managed Equipment Service Risk assessment Education Staffing supply

11. 05: Value-Added Services: The Key to Service Portfolios of the Future Value-added services must continue to address the fundamentals of service provision which should not be forgotten Key service requirements image quality risk management value-for-money

12. 06: Take-Home Comments Service contracts will always be required by the installed base of medical imaging equipment Market value 2002: $1.15 billion Although still growing, traditional services are set to slow down in line with the installed base of medical equipment Development of portfolios to include ‘new’ services necessary to grow the market

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