Month: October 1998

SBCL Inks National Pact With Aetna US Healthcare

CEO SUMMARY: As a corporate strategy, SmithKline Beecham Clinical Laboratories wants national contracts and exclusive provider status. The Aetna U.S. Healthcare agreement is SmithKline’s latest victory. Both companies are moving rapidly to implement the contract. In many cities where Aetna has a large presence, SmithKline expects to gain a significant increase in laboratory specimens. PERSISTENCE …

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SmithKline’s Strategies Now Delivering Benefits

CEO SUMMARY: Business strategy does make a difference. However, it sometimes takes years to appreciate the wisdom of choosing one strategy over another. In the case of SmithKline Beecham’s lab division, the decision to become sole-source provider to the nation’s largest HMOs may eventually prove to be a masterstroke. In coming years, sole-source arrangements may …

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UroCor’s Sales Team Continues To Achieve New Sales Milestones

AT A TIME WHEN MANY clinical laboratories are experiencing a lack of growth, UroCor, Inc. of Oklahoma City continues its expansion of diagnostic services. Recently the company announced an important milestone. At the end of third quarter 1998, UroCor now services 2,500 of the nation’s 7, 500 office-based urologists. This gives UroCor a 33% penetration …

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Washington State’s PacLab Network Is A Regional Winner

CEO SUMMARY: As a regional laboratory network, PacLab is unusual in one respect: participating hospital laboratories did not meet endlessly to talk about what they should do. Instead, action was the operative word for these network organizers. Since becoming operational in 1996, their bias for action has rewarded all participating laboratories. Test volumes are up …

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Pathology PPMs Unlike Most Other PPM Firms

PHYSICIAN PRACTICE MANAGEMENT (PPM) companies have arrived at pathology’s doorstep. For better or worse, a new era is pushing its way into the pathology profession. In the first installment of this exclusive DARK REPORT series, we exposed the rotten secret behind the “growth by acquisition” strategy. “Acquisition only” strategies are no guarantee of ongoing financial stability. …

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“October 19, 1998 Intelligence: Late Breaking Lab News”

Specialty Laboratories continues to make inroads as a national reference laboratory. Amerinet selected Specialty as a clinical laboratory service provider. It joins LabCorp and Quest on Amerinet’s laboratory provider panel. Specialty is aggressively repositioning itself from an esoterics provider to a routine esoterics provider. Earlier this year VHA added Specialty to its laboratory provider panel. …

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