All that glitters is not gold – Part 2

Why a “price per blood count” is often only half the truth

In our last post, we discussed the importance of taking a close look when investing in laboratory equipment and not letting yourself be dazzled by seemingly attractive offers.

One practical example has been cropping up especially often lately. You may have heard a similar statement before:

“With us, a blood count costs only CHF 0.60 per measurement.”

At first glance, this sounds very attractive. And indeed, this statement holds true in many cases – at least in part.
After all, the raw reagent costs for a single measurement fall within a similar range for most haematology systems, regardless of the manufacturer. Our systems, too, incur costs of a comparable magnitude. Yet this is precisely where the half-truth begins.

The reality of an analysis cycle

A blood count analysis consists of more than just the actual measurement. Before, during and after each analysis, the haematology analyser performs various automatic rinsing and cleaning processes. These are necessary for:

• ensuring precise measurement results
• avoiding sample carryover
• ensuring stability of the system

A diluent is used in this process, among other things. When these regular rinse cycles are factored in, the actual effective costs per analysis cycle in practice often fall more in the range of around CHF 1.00 to 1.50 per analysis. And this generally applies to almost all systems on the market.

Other factors that are often overlooked

In addition to direct analysis cycles, additional consumption and operating costs arise in day-to-day practice, for example due to:

• automatic cleaning programme over night
• additional rinse cycles after prolonged periods of inactivity
• manual or automatic system cleaning
• maintenance and quality control processes

For example, many haematology analysers automatically perform a rinse cycle if they have not been used for a prolonged period, such as after one hour without a measurement.

This means:

• The more regularly an analyser is used, the fewer additional rinse cycles are required.
• The more irregularly the analyser is run, the higher the consumption can be.

Therefore, a blanket statement regarding the cost per analysis is hardly realistic in practice.

Why transparency is crucial

Such examples, including those involving other analysis systems, demonstrate how quickly individual figures can be taken out of context. This isn't always intentional; often, only part of the picture is being considered.

However, for a serious economic assessment of a practice laboratory, it is crucial to look at the whole picture:

• actual consumption costs
• frequency of use
• maintenance and cleaning cycles
• customer service provisions
• agreement terms and conditions

Our belief: transparency builds trust

With over 35 years’ experience in the practice laboratory market, we’ve learned that long-term partnerships are built primarily on transparency and accountability. That is why we offer our customers the opportunity to view a complete and transparent full-cost analysis of their practice laboratory.

We don’t just view this profitability analysis as a one-off snapshot. We review it regularly together with our customers and adjust it as necessary to provide a realistic picture of the practice’s financial situation.

Our advice to practices

When comparing offers or evaluating changes in the laboratory, we recommend the following:

• Request a full and transparent cost breakdown
• Ask for a clear disclosure of all relevant consumption and operating costs
• Request a realistic profitability analysis for your laboratory

And most importantly:
Do not be misled by isolated figures or seemingly especially cheap offers. Only a comprehensive and transparent cost analysis can reveal the actual contribution margin your practice laboratory can generate.