Issue: Volume VI No. 5 - April 5, 1999

Client Service and Sales Fuel Fast Growth at AML

CEO SUMMARY: Here’s proof positive that effective management can make a positive difference in the financial performance of clinical labs. Upon taking title to American Medical Laboratories in the spring of 1997, its new owners used an emphasis on “customer-first” service and aggressive sales to transform the lab operation into a fast-growth revenue engine, doubling …

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Management Execution Part of AML’s Success

CEO SUMMARY: Swift and positive changes at American Medical Laboratories (AML) came as a direct result of energetic management. AML provides lab executives with an outstanding case study of how to take an existing, somewhat tranquil lab organization and turn it into a high-performance revenue machine. In the process, clients become winners, employees gain job …

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1998 LIS Sales Rankings Show How Marketplace is Changing

CONSOLIDATION CONTINUED impacting sales of new laboratory information system (LIS) software during 1998. Sales champs in THE DARK REPORT’s annual ranking of the Top Ten LIS Vendors for 1998 are Meditech and Fletcher Flora, in the categories of LIS sales to hospitals and non-hospitals respectively. Rankings for 1998 performance demonstrate how the marketplace for LIS …

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Neuromedical Systems Files Bankruptcy Action

CEO SUMMARY: Automated cytology technology suffered its first financial failure. Escalating losses and dismal revenue prospects combined to drive Neuromedical Systems, Inc. into bankruptcy. Its PapNet System for Pap smears was a pioneering technology that never achieved market acceptance. Neuromedical’s experience demonstrates that lab executives take a risk when they adopt new technology. Faced with …

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AutoCyte to Buy NSI’s Patents and Other Assets

CEO SUMMARY: When Neuromedical Systems entered Chapter 11 bankruptcy, AutoCyte moved rapidly to purchase Neuromedical’s patents and other intellectual property for automated cytology technology. Even as Neuromedical disappears from the marketplace, AutoCyte is preparing its entry. Laboratories will soon have a new brand of automated cytology technology to evaluate for purchase. EXECUTIVES AT AUTOCYTE, INC. …

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Unilab, DIANON Systems, UroCor Report 1998 Financial Results

OPTIMISM REIGNS at California-based Unilab Corporation. Revenues are up, operating profits are increasing, and company officials are now talking about growth plans. For 1998, Unilab generated revenues of $217.4 million, compared to $214.0 million in 1997. Its acquisition of bankrupt Meris Laboratories late in 1998 accounted for some of the revenue growth. Real News At Unilab …

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“April 5, 1999 Intelligence: Late Breaking Lab News”

As consolidation of hospital ownership goes, so goes laboratory consolidation. The big trend driving consolidation of hospital ownership is the formation of integrated healthcare systems (IHS). According to SMG Marketing Group, a Chicago-based healthcare information and marketing company, there are now 604 IHS, a number which increased by 40% between 1995 and 1998! More importantly, …

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