Medical Dealer - August 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

AUGUST 2014 | WWW.MEDICALDEALER.COM

A look at trends in women’s health

TECHNOLOGY:

THE GREAT GENDER EQUALIZER

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MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Web-enabled parts procurement is not the only feature ePartsFinder has to offer. The website allows for customers to quickly order biomedical and

“I think that’s why we need to have other

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CONTENTS_Features 58 TECHNOLOGY: THE GREAT GENDER EQUALIZER

As medical equipment manufacturers work to improve their positions in an increasingly competitive and outcomes-based marketplace, some are considering the specific needs of women in their product development.

68 CORPORATE PROFILE

PartsSource’s innovative history speaks for itself, but the latest development of ePartsFinder featuring SmartPrice® instant pricing, OEMDirect®, and an online multimodality and multi-vendor catalog is a breakthrough for the industry.

Medical Dealer (Vol. 18, Issue #8) August 2014 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2014

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MEDICALDEALER 11

CONTENTS_Departments

MEDICALDEALER | AUGUST 2014

INDUSTRY UPDATE 17 News & Notes 23 AHRA Preview MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Yareia Frazier Jessica Laurain

Account Executives Sharon Farley Warren Kaufman Jayme McKelvey

27 OEM Updates 31 Block Imaging

MARKET ANALYSIS Radiology: Mammography 34 Market Analysis 35 Product Showroom 40 Preferred Listings Med/Surg: Temperature Management 47 Market Analysis 48 Product Showroom 52 Preferred Listings

MD IMAGING EXPO 54 The Imaging Expo Rocks Indy

Contributors

Jim Fedele Myron Hartman Matthew N. Skoufalos Dan Bobinski

Accounting Sue Cinq-Mars

Circulation

Bethany Williams bethany@mdpublishing.com

Web Department Betsy Popinga Taylor Martin

SLICE OF LIFE 74 The Other Side 76 Pay It Forward 82 Dan Bobinski

84 Categorical Index 86 Alphabetical Index

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16 MEDICALDEALER | AUGUST 2014

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

Staff Reports

DOUBLE CAPACITY INFUSION PUMP TESTING WITH RIGEL MEDICAL MULTI-FLO Rigel Medical’s new Multi-Flo high performance analyzer doubles infusion pump test capacity, saving time and delivering productivity improvements through instantaneous high-accuracy flow measurements.

Available in single- or multi-channel configuration, the Multi-Flo channels can be tested simultaneously across a range of 10 µL (microlitre) to 1,500 mL per hour and the results stored in the instrument’s internal memory.

With a sampling rate of 1Hz, the Multi-Flo can accurately detail any variations in flow or pressure, providing a real-time picture of the quality of infusion.

Fast, accurate and instantaneous flow measurements are provided, even at low rates, enabling the user to test twice as many infusion devices within the same time period when compared to other volumetric-based analyzers.

The direct flow measurements, are directly comparable with tests using the traditional scales method but without the manual handling and evaporation problems associated with it. The Multi-Flo also offers faster set-up times and improved data recording – tests have shown that on typical low-low rates, users can cut testing times by up to 50 percent, providing significant annual cost savings.

The easy-to-use stand-alone analyzer enables manufacturer specific test routines to be programmed and automatically executed, with readings stored automatically in a large internal memory. This removes the need for manual recording of data, reduces duplication of work and cuts the risk of manual data errors.

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To meet the requirements of IEC 60601-2-24, the Multi-Flo also provides accurate back pressure simulations, occlusion alarm monitoring and bolus (PCA) measurements. A color screen presents the data in numerical and graphical format, giving the user the flexibility to monitor acquired volume, flow delivery profiles, pressure changes and bolus volumes.

A remote control interface is available via Rigel’s proprietary test solution software Med-eBase, allowing the complete control of the Multi-Flo’s features from a PC. Requiring a single USB connection per Multi-Flo, users can connect as many multi-channel Multi-Flos to a PC as they have USB ports, increasing the test capacity in high-volume test environments.

Med-eBase software also provides a way to create default

templates, producing real-time and high-resolution graphs including trumpet curves, and storage of test data. Thanks to its database structure, the software builds a complete history of each asset including functional and electrical safety test results along with user definable visual inspections. Customized PDF test certificates can be included to form a corporate identity on each individual certificate.

Ideal for testing in the field, thanks to its rugged and compact all-in-one housing, the MultiFlo is also ideally suited for use in a bench-mounted or laboratory environment and is part of a range of advanced analyzers, simulators, testers and accessories from Rigel Medical. • FIND OUT MORE at www.rigelmedical.com/multi-flo.

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

CMS RENEWS JOINT COMMISSION HOSPITAL ACCREDITATION DEEMING AUTHORITY The Centers for Medicare & Medicaid Services (CMS) announced that it has renewed the approval of The Joint Commission’s deeming authority for the accreditation of hospitals that want to participate in the Medicare program. The continued recognition was awarded for a six-year period effective July 15, 2014, through July 15, 2020.

As part of the process for awarding deeming authority, The Joint Commission has made changes to some of its requirements to better align a number of items with expectations from CMS. The changes are effective July 1, 2014. In addition, CMS evaluated The Joint Commission’s standards; corporate policies; resources to accomplish surveys; procedures for training, monitoring and evaluating surveyors; ability to investigate and respond appropriately to complaints against accredited hospitals; and survey process and decision-making process for accreditation.

CMS found The Joint Commission meets or exceeds its standards.

This designation means that Joint Commission accredited hospitals may

Staff Reports

request to be surveyed by The Joint Commission for compliance with the Medicare quality and safety requirements. Accreditation is voluntary, and seeking deemed status through accreditation is an option — not a requirement. Organizations seeking Medicare approval may choose to be surveyed either by an accrediting body, such as The Joint Commission, or by state surveyors on behalf of CMS. All deemed status surveys are unannounced.

The Joint Commission has accredited hospitals for more than 60 years and currently accredits approximately 4,067 general, children’s, long term acute, psychiatric, rehabilitation and specialty hospitals. Approximately 77 percent of the nation’s hospitals are currently accredited by The Joint Commission, and approximately 90 percent of the nation’s accredited hospitals are accredited by The Joint Commission. • FOR MORE INFORMATION on The Joint Commission Hospital Accreditation program, call 630-792-5817 or email qualityhospitals@jointcommission.org.

ePROTEX NAMES WHITNEY AIKEN AS DIRECTOR OF OPERATIONS eProtex, the nation’s only dedicated medical device security firm, has named Whitney Aiken as Director of Operations. In this role, Aiken serves as the primary customer advocate for data collection and risk mitigation programs, and manages processes for data gathering, risk analysis and change management.

Aiken is a seasoned expert in strategic purchasing, supplier contracts and negotiations, and medical device law. She joins eProtex after leading procurement and sourcing programs at TriMedx, Beckman Coulter and Tyco International/Covidien.

Aiken holds a J.D. from the Indiana University School of Law and is a member of the Indiana Bar. She also earned a B.A. in political science and government from Indiana University-Purdue University at Indianapolis (IUPUI). •

18 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

NETECH LAUNCHES THE NEW DIGIMANO 2500 DIGITAL PRESSURE/VACUUM METER Netech has announced the latest addition tions. Optional pressure control function is to its line of Digital Pressure and Vacuum also available. With a stainless-steel transMeters, the DigiMano 2500, with a numducer, the DigiMano 2500 is compatible ber of new advanced features. Available in with non-corrosive fluids, gasses or air, and either Gauge or Differential models, with operates in a range from 0° C to 40° C with pressure ranges from 2 to 200 PSI, this an accuracy rate of 0.1 percent, standard to precision instrument serves a variety of 0.05 percent, optional. industrial process control and automated The DigiMano 2500 features a built-in pressure calibration applications as well as RS 232 interface that allows PC monitoring medical uses. of pressure output at user-defined intervals The DigiMano 2500 is designed with between 0.5 seconds and 15 minutes using Dual Pressure-Control Relay Output Ports its real-time clock. Engineering units are that allow the user to pre-set desired user-selectable as well. Housed in a compressure for each port using the sealed pact rugged aluminum case, powered by membrane soft keypad. Once pressure a rechargeable lithium battery, and with reaches the set value, the relay is engaged. internal data storage and a large graphics Pressure settings can be either positive display, it is ideal for use in many industrial pressure or vacuum within the unit’s range, settings. DigiMano 2500 is being offered at making the instrument ideal for remote the special introductory price of $895 for a alarm and pressure regulator applicalimited time. •

STRYKER ACQUIRES SBI Stryker Corp. has announced a definitive agreement to acquire assets of Small Bone Innovations Inc., in an all cash transaction for up to $375 million. The net cost to Stryker after taking into account the present value of the tax benefits as a result of the asset purchase structure will be up to $285 million.

Founded in 2004, SBi is a privately held business headquartered in Morrisville, Pa., with facilities in France and Germany. SBi products are designed and promoted for upper and lower extremity small bone indications, with a focus on small joint replacement.

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The assets to be acquired include the Scandinavian Total Ankle Replacement System (STAR Ankle). The STAR Ankle, sold globally in over 40 countries, is the only PMA approved, cementless, threepiece total ankle replacement system and is the most published total ankle replacement product in the world. Additional assets include finger, wrist, and elbow products, further expanding the Stryker upper extremity product offerings. The sales of the acquired products were approximately $48 million in 2013.

The transaction is subject to customary closing conditions including the expiration or termination of the Hart-Scott-Rodino Antitrust Improvements Act waiting period.

MEDICALDEALER 19

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MEDICALDEALER 21

INDUSTRY UPDATE_AHRA

Staff Reports

AHRA PREVIEW T

he 42nd annual AHRA Meeting & Exposition is set for Aug. 10-13 at the Gaylord National Resort & Convention Center in Washington, D.C. Each year the Association for Medical Imaging Management offers an exhibit hall with more than 150 exhibitors, classes and networking opportunities.

The 2014 version boasts three world-class keynote speakers, seven action-packed vendor symposiums, “Basic Track” for new managers, “Advanced Track” for experienced leaders, a brand new one-day “Physician Track” for medical directors and radiologists, a half-day Six Sigma workshop, a CRA Exam workshop, a golf tournament and a 1940s-themed party. The exhibit hall will be open from 11 a.m. to 2 p.m. on Monday, Tuesday and Wednesday with lunch served beginning at noon each day.

The brand new “Physician Track” will focus on highly effective teams inclusive of healthcare administrators and radiologists in co-leadership roles. Presentations will highlight opportunities for new physician leaders to gain skills they will need in their new roles. Also, industry trends and changes in the imaging space will be covered.

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The exhibit hall will be open from 11 a.m. to 2 p.m. on Monday, Tuesday and Wednesday with lunch served beginning at noon each day. Presentations will highlight opportunities for new physician leaders to gain skills they will need in their new roles.

The Certified Radiology Administrator (CRA) Exam workshop is designed to facilitate attendees’ study and preparation for the CRA Exam. The all-day event concludes with an option to take a sample test.

The Six Sigma workshop is a 4-hour event tailored with the imaging leader in mind. Attendees will be introduced to the five steps of the DMAIC process. They will also be able to break down the DMAIC process and identify actions necessary to complete each step. The workshop will help attendees utilize the basic tools such as process maps, pareto charts, histograms and bell curves to analyze processes and identify solution options. Attendees will

also speak to Six Sigma principles, practices, tools and application tactics as well as complete a “personal action plan.”

Keynote presentations include Waldo Waldman’s “Never Fly Solo: The Power of Partnership to Reach New Heights in Business and Life” and Mark Mayfield’s “Can I Have a Side Order of Service With That?”

Also, Dr. Bill Magee will present the closing keynote session.

AHRA will also present a Practice Management Track designed to address the real-life challenges faced by today’s radiology practice managers and hospital administrators.

FOR ADDITIONAL INFORMATION, visit www.ahraonline.org.

MEDICALDEALER 23

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MEDICALDEALER 25

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26 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_OEM Updates

Staff Reports

GE HEALTHCARE INTRODUCES A NEW LEVEL OF CARDIOVASCULAR ULTRASOUND PERFORMANCE GE Healthcare has announced clearance from the Food and Drug Administration for its Vivid T8 cardiovascular ultrasound device. The 129-pound, mobile system features innovative quantitative features, stress echo and TEE capabilities, delivering exceptional value to healthcare providers looking for an affordable echo system.

GE has enhanced the reach of the Vivid T8 by combining the established cardiac imaging capabilities of GE Vivid systems with exceptional shared services performance of the company’s LOGIQ systems. The Vivid T8 cardiovascular ultrasound system is rugged, reliable, robust, and rich with features, yet still affordable and convenient to use.

“Performance, complete echocardiography features, shared services and reliability were the key priorities in developing the Vivid T8,” said Al Lojewski, GM of Cardiovascular Ultrasound for GE Healthcare. “In developing the system, we put it through more than 20 hours of intense vibration, shock and thermal testing to ensure its reliability in the settings outlined by our customers. The result is a value system unlike any other we’ve commercialized at GE. With the growing global crisis of cardiovascular disease, we wanted to develop an affordable, reliable solution that could potentially allow clinicians around the world increased access to high performance ultrasound.”

Designed and rigorously tested for high reliability, the Vivid T8 is a 129-pound, mobile system intended for use in a variety of traditional as well as harsh, demanding environments. It delivers a hardy robustness that stands up to the challenges of even the busiest ultrasound imaging practices and clinical settings. All backed with three years of service coverage.

Designed to be easy to use yet clinically versatile, the T8 features an intuitive user interface with touch-screen capabilities, rotary dials and patient management buttons with the look and feel of a true Vivid console. Additionally, it provides access to up to four transducer ports allowing increased, easier access to more clinical procedures.

The Vivid T8 system allows healthcare providers access to advanced quantitative tools and delivers exceptional shared service image quality, with options to customize the system to fit each healthcare provider’s needs. •

SIEMENS FILES PMA FOR DIGITAL BREAST TOMOSYNTHESIS Siemens Healthcare has announced that it recently submitted to the U.S. Food and Drug Administration its premarket approval application for the MAMMOMAT Inspiration with Breast Tomosynthesis option.

In this PMA submission, Siemens Healthcare has provided the FDA with clinical study results and manufacturing information. The Siemens Breast Tomosynthesis option has been designed as an add-on option for the MAMMOMAT Inspiration digital mammography system. In tomosynthesis mode, the MAMMOMAT Inspiration acquires 25 projection views over an angular range of 50 degrees to produce 3D digital breast tomosynthesis images. These images are intended to be suitable for the screening and diagnosis of breast cancer.

The Siemens Breast Tomosynthesis option has been commercially available and used clinically for diagnosis since 2009 in Europe, Asia, and South America. In the U.S., the FDA classifies breast tomosynthesis as Class III, meaning that data from a clinical trial is required to measure safety and effectiveness. Class III devices require a PMA submission to the FDA for approval. • WWW.MEDICALDEALER.COM

MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

Staff Reports

TOSHIBA’S NEW CARDIOVASCULAR X-RAY SYSTEM MEETS FACILITIES’ CLINICAL NEEDS Hospitals are now able to address to their system to perform procetheir interventional cardiology dures such as TAVR or left atrium needs with Toshiba America Medappendage closures. Based on ical Systems Inc.’s newest X-ray Toshiba’s commitment to achieve system, the Infinix Essential. The the highest image quality at the Infinix Essential’s slim, off-center lowest possible dose on all systems, C-arm design allows steep angulaInfinix Essential is available with a tions for optimized vessel profiling comprehensive set of dose manageduring cardiac interventions. ment optimizing tools, including Featuring Toshiba’s revolutionSpot Fluoroscopy, Dose Tracking ary C-arm design and WorkRite System (DTS) and Advanced Image technology, Infinix Essential proProcessing (AIP). vides unprecedented access and “Reform requires hospitals to coverage during interventional car- provide the same standard of care diac procedures. As facilities grow, with fewer resources, and Toshiba they can add advanced features is responding to these changes by

introducing the Infinix Essential,” said David Sloop, director, X-ray Vascular Business Unit, Toshiba.

“Toshiba’s entire Infinix product line is designed to provide our customers with the right technology for better patient care and the new business environment.”

In addition to the launch of the Infinix Essential, Toshiba is repositioning its line of existing cardiovascular X-ray systems to meet the needs of providers during healthcare reform. •

FUJIFILM ANNOUNCES FDA 510 (K) CLEARANCE FOR NEW BREAST IMAGING SOLUTION FUJIFILM Medical Systems U.S.A. Inc. has announced 510(k) clearance from the U.S. Food and Drug Administration of the Aspire Cristalle. The Aspire Cristalle resets the bar in digital mammography, combining innovative detector engineering with patient-focused ergonomics, resulting in faster more confident diagnosis for clinicians and exceptional patient comfort. ​First commercialized in Asia and Europe, the Aspire Cristalle has taken hold of our customers’ imagination and challenged the status quo in breast imaging technology across the globe.

“Aspire Cristalle nicely represents our latest culmination of imaging innovation and attention to every detail in design,” said Rob Fabrizio, director of marketing and product development, Digital X-ray and Women’s Health, FUJIFILM Medical Systems U.S.A., Inc. “The Aspire Cristalle will deliver brilliant images with gentle dose, while redefining the patient experience through a notably more comfortable exam.”

The Aspire Cristalle brings an innovative solution to breast imaging customers around the world. •

28 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

PHILIPS AND SALESFORCE.COM ANNOUNCE A STRATEGIC ALLIANCE In a move to accelerate the transfor20 percent in a recent large, multi-cenmation of the healthcare industry, ter study.

Royal Philips and salesforce.com have Philips and salesforce.com enviannounced a strategic alliance to sion that apps will cover the continuum deliver an open, cloud-based healthof care: from self-care and prevention, care platform. to diagnosis and treatment through Patient relationship management recovery and wellness. The envisioned will be at the center of the envisioned platform, based on the Salesforce1 Platplatform, allowing caregivers to colform, will enable collaboration and laborate closely in support of their workflow, as well as integration of patients. The platform will enable med- data from multiple sources worldwide, ical device and data interoperability including electronic medical records, – the collection of data and subsequent diagnostic and treatment informaanalysis to enhance clinical decision tion obtained through Philips’ imaging making by professionals and enabling equipment, monitoring equipment, patients to take a more active role in personal devices and technologies managing their personal health. like Apple’s HealthKit. Moreover, the The collaboration has already cloud-based platform is designed to be resulted in two clinical applications highly scalable with built-in privacy to be launched on the new platform and data security. By combining the this summer: “Philips eCareCoordinadata, the platform will allow for analytor” and “Philips eCareCompanion.” sis that will enhance decision making These care collaboration applications by professionals and engage patients. will allow the care team to monitor Philips and Salesforce.com foresee patients with chronic conditions in that the platform, will utilize Philips’ their homes and will facilitate Philips’ clinical data stores and medical device Hospital to Home clinical programs, interoperability. It is intended to be such as Banner iCare, being piloted at open to developers and is expected Banner Health, a pioneer accountable to result in a vibrant ecosystem of care organization in Arizona. Similar partners creating applications. As a telehealth-based care delivery models result, the envisioned platform has the for hospitals utilizing the Philips eICU potential to transform professional program were shown to reduce mortal- healthcare delivery and continuous ity by 26 percent and length of stay by personal health management. •

TERASON ANNOUNCES RELEASE OF USMART 3300 ULTRASOUND SYSTEM Teratech Corp. has announced the launch of the new uSmart 3300 Ultrasound System, the second in Terason’s uSmart family of proprietary products released in the past year. This conventional portable ultrasound system is a fusion of Smart Technology and Smart Resolution Imaging, delivering an intuitive system with performance in shared service, hospital and outpatient sectors of point-of-care ultrasound.

The newly designed uSmart 3300 Ultrasound System includes a 1 TB Hybrid Hard Drive, ultra-wide viewing angles of 170 degrees, and a high-contrast, long-life liquid crystal display. Smart Resolution Imaging is a combination of Terason’s CDP beam former technology and unique IIR signal processing, producing an image with heightened clarity and definition. A familiar layout gets better in Terason’s Smart Console Design. Reliable and responsive high-quality buttons and a durable impact-resistant design for added protection are coupled with ergonomic soft key positioning and toggle buttons which reduce keystrokes providing better productivity, efficiency and diagnostic confidence.

The new family of uSmart proprietary products enables Terason to build a stronger foundation of core products to reach more markets, domestically and internationally.

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MEDICALDEALER 29

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The Alternative Source Medical is a long standing, established vendor, and distributor of new, pre-owned, refurbished, and warrantied surgical and medical exam equipment. We also are a great resource to turn your decommissioned, unused medical equipment into cash. No fees! No contracts!

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_Block Imaging

By Jason Block

3 TIPS TO MAXIMIZE THE LIFE OF YOUR MAMMOGRAPHY SYSTEM

N

o piece of imaging equipment can last forever, but there are ways to achieve the next best thing: the longest possible operating life. With proper care, you can use your mammo longer and fetch a better resale price if you decide to upgrade in the future.

In our experience, the three most important things you can do to maximize the life of your mammo come down to environment, maintenance, and use. Here are the details on each.

1. MAINTAIN PROPER TEMPERATURE AND HUMIDITY The environment in which a system is stored and operated can have a significant effect on its overall lifespan. This is especially true of systems with digital detectors. Excess heat and humidity take their toll on heat-generating electrical components over time.

Controlling your system's exposure to both helps minimize this. For most mammo equipment, a standard HVAC system set somewhere between 65 and 72 degrees will keep the temperature and humidity in check while still providing a comfortable environment for staff and patients.

2. SPEND THE EXTRA MONEY TO MAINTAIN REGULAR PREVENTATIVE MAINTENANCE Regular preventative maintenance can keep many equipment issues from coming up in the first place.

Potential problems can be foreWWW.MEDICALDEALER.COM

addressed in a typical imaging PM. Each of these is a factor in how long your mammo unit will perform.

Jason Block, Product Manager Women’s Health for Block Imaging

3. ALWAYS OPERATE YOUR SYSTEM PER OEM RECOMMENDATIONS Manufacturer recommendations are, well ... recommended, for a reason.

They ensure your equipment is being used according to its design for the best performance, the highest level of patient comfort, and the lowest level of wear and tear. This may call for periodic training refreshments for your staff. These may seem redundant, but even an excellent mammo tech can fall into poor procedural habits that stray from recommended usage.

In our experience, the three most important things you can do to maximize the life of your mammo come down to environment, maintenance, and use. Here are the details on each.

seen and intermittent issues can be resolved before they put your machine down entirely. Wiring connections, image quality, cleaning and lubrication of mechanical components, and data backups are just a few of the important items that are

With these areas of care in mind, you can do more to protect your facility's equpment investments and see an even greater return.

MEDICALDEALER 31

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PRODUCT FOCUS_Radiology_Market Anaylsis

By John Wallace

MAMMOGRAPHY

A

n increase in breast cancer awareness along with government programs continues to fuel the growth of the global breast imaging equipment market. The numbers vary, but a host of recent reports all forecast growth in the U.S. and worldwide for the mammography market.

The global market for medical breast imaging equipment is forecast to exceed $4 billion by 2020, according to a study by Grand View Research Inc. The study indicates an estimated compound annual growth rate of 12.2 percent from 2014 to 2020.

Mammography was the dominate overall product market in terms of revenue in 2013 and was valued at about $1 million. Other product markets are tomosynthesis, breast ultrasound, breast MRI, nuclear imaging, bioelectric imaging, and breast thermography.

Its share is attributed to factors such as relatively low radiation exposure and technological advancements such as digital and portable mammography equipment. The introduction of digital mammography has made examinations faster, made the transfer of information to remote locations easier and helped reduce storage space requirements. Breast MRI accounted for the second largest revenue share in 2013, according to the study.

North America was the largest market region in 2013 with about 33 percent of the global revenue caused by high patient awareness levels, high healthcare expenditures and a quality healthcare infrastructure, according to Grand View Research.

The Asia-Pacific region is expected to grow quickly over the next six years with a compound annual growth rate of 14 percent, according to the Grand View Research study.

34 MEDICALDEALER | AUGUST 2014

A new report from RnRMarketResearch.com states that the mammography market is expected to register the highest growth rate in the digital X-ray market by application, through 2018. It attributes the growth to technological advancements and the rising incidences of breast cancer worldwide. Chest imaging accounted for the largest share of the digital X-ray market, by application, in 2013, according to the report.

RnRMarketResearch.com indicates that factors assisting the growth of the digital X-ray market include government funding and increased awareness regarding new technologies. Also, new devices are being launched in the market causing its growth to continue. The emerging Asian region and the advent of mobile X-ray systems are likely to provide opportunities for the digital X-ray market to experience continued growth, according to the report.

Another report predicts the global market for mammography equipment to be $610 million by 2018. The Global Industry Analysts Inc. report forecast the growth based on rising breast cancer awareness, successful breast cancer screening programs on a global scale and the move from analog devices to the newer digital technology.

One of the biggest factors in the growth of the market is the introduction and adoption of 3D mammography devices.

A June 2014 report from MarketsAndMarkets.com indicates continued growth in the breast imaging market through 2019.

“The global breast imaging market is estimated to grow at a CAGR (compound annual growth rate) of 8.1 percent in the forecast period.

Global rise in the incidences and prevalence of breast cancer cases, rapid growth in aging population, development of advanced breast imaging technologies, and increasing awareness about early breast cancer screening are some of the key factors that are fueling the growth of the market,” according to MarketsAndMarkets.com. “However, side effects of radiation dosage during breast imaging procedures, high installation cost of these systems, and false cancer diagnosis are some of the key factors hampering the growth of this market. Furthermore, stringent regulatory approvals for new technologies and government pressure to reduce the usage of radiation dose are some of the key challenges faced by market players.”

In 2013, Hologic Inc. held the leading position in the global mammography market, according to MarketsAndMarkets.com. Over the years, the company adopted expansion of its research and development capabilities, new product launches, and strategic partnerships/agreements as its key business strategies to ensure its dominant position in this market. In addition, GE Healthcare, Philips Healthcare, Siemens Healthcare, SonoCine Inc., and Toshiba Corporation are key players in the global mammography market.

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

AUGUST PRODUCTS : This month, Medical Dealer explores current trends in Mammography.

HOLOGIC DIMENSIONS

H

ologic 3D mammography is the first and currently the only FDA approved 3D mammography system in the U.S. It has been shown in numerous clinical studies to significantly increase the detection of invasive breast cancers while simultaneously reducing recall rates across all patient populations and breast densities. This technology was approved for breast cancer screening and diagnosis in the U.S. in February 2011 and has been available in countries recognizing the CE mark since 2008. Hologic’s 3D mammography technology is in use in all 50 states and in more than 50 countries. • WWW.MEDICALDEALER.COM

MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

PHILIPS MICRODOSE SI

P

hilips MicroDose SI is the first full-field digital mammography system to bring non-invasive spectral imaging to clinical practice. MicroDose SI delivers outstanding image quality and non-invasive spectral applications in one fast and comfortable low-dose mammogram. But while the procedure is the same, the spectral images provide many new opportunities for measurement and analysis of breast composition like Spectral Breast Density Measurement. Spectral Breast Density Measurement uses differences in the energy spectrum to differentiate between adipose and fibroglandular tissue to provide objective volumetric breast density measurement. This paves the way for refined risk assessment and personalized care.

Find out more at www.philips.com/MicroDose SI. •

36 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Mammography_Product Showroom

CARESTREAM VUE MAMMOGRAPHY WORKSTATION

R

adiologists can read traditional mammograms, breast ultrasound, breast MRI, digital breast tomosynthesis (DBT) or general radiography exams from a single desktop. Carestream offers exceptional workflow and specialized tools that optimize the reading of digital breast tomosynthesis (DBT) exams at the same time as other procedures. The workstation can store, route, and display DBT exams using industry-recognized standards. Automatic positioning of DBT images and mammograms can eliminate manual manipulations while automatic same sizing of DBT exams and mammograms simplifies comparing a change in pathology. •

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

GE HEALTHCARE INVENIA ABUS

G

E Healthcare has launched the Invenia™ ABUS (Automated Breast Ultrasound System), the only FDA-approved 3D non-ionizing breast screening system for women with dense breasts, as an adjunct to mammography, that features technology to enhance patient comfort and is proven to help clinicians find 35.7 percent more cancers than mammograms alone. The Invenia™ ABUS uses Reverse Curve™ transducer technology that conforms to a woman’s anatomy and Compression Assist, providing three levels of light, automated compressions, for added patient comfort and enhanced image quality and reproducibility. GE is the sole provider of FDA-approved ABUS screening. For further product information visit http://www3.gehealthcare.com/en/Products/Categories/Ultrasound/somo_v_ABUS_Breast_ Imaging/Invenia_ABUS. •

38 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Mammography_Product Showroom

SIEMENS HEALTHCARE MAMMOMAT INSPIRATION PRIME EDITION

T

he MAMMOMAT Inspiration Prime Edition digital mammography system from Siemens Healthcare lowers patient radiation dose by up to 30 percent compared to its predecessor model, depending on the patient’s breast tissue thickness. The system replaces the scatter radiation grid common to conventional mammography with Siemens’ Prime algorithm for progressive image reconstruction, enabling lower radiation doses that are sufficient to generate high-quality breast images. The Opcomp function applies compression only as long as the patient’s breast is soft and pliable, stopping at the point of optimal compression. The MoodLight LED panel can create a more relaxing environment. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 39

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

MAMMOGRAPHY

AllParts Medical, LLC 400 Brick Church Park Drive Nashville, TN 37207 Toll-Free: 866-507-4793 Phone: 615-690-5050 Fax: 615-690-5055 Email: info@allpartsmedical.com Website: www.allpartsmedical.com

SEE OUR AD ON PAGE 33

AllParts is a technical training, technical support, and replacement parts company with a single focus on supporting imaging service providers. We enable service organizations to perform more of the service with their own team. Delivering significant savings on replacement parts; providing a comprehensive technical support solution.

S: SUPPORT (FREE) T: TRAINING (Technical; hands-on ) E: EQUIPMENT (Removals/Relocations/ Installations/Consignments/Sales) P: PARTS (90Day Warranty, Tested, 24/7/365)

Ed Sloan & Associates 508 Kasper Way Goodlettsville, TN 37072 Toll-free: 888-652-5974 Phone: 615-448-6095 Fax: 615-448-6099 Email: sales@ed-sloanassociates.com Website: www.edsloanassociates.com

SEE OUR AD ON PAGE 42

Over 25 years of experience and a staff of industry professionals allows Ed Sloan & Associates to offer unparalleled service in the area of GE CT and MRI systems, parts and service.

• Quality tested parts • 48,000 square foot facility • MRI and CT QA Bays • CT and MRI Systems • Service on and T&M or Contract Basis

SEE OUR AD ON PAGE 46

DigitecMedical 753 Winer Industrial Way, Ste. F Lawrenceville, GA 30046 Phone: 770-995-0050 Fax: 770-995-8553 Email: info@digitecmedical.com Website: www.digitecmedical.com

SEE OUR AD ON PAGE 41

Digitec Medical is a different kind of after-market medical equipment company because we focus exclusively on mammography. That focus makes us the ultimate resource for mammography sales, service, and parts.

40 MEDICALDEALER | AUGUST 2014

Government Liquidation 15051 N Kierland Blvd #300 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www.govliquidation.com. Search our inventory as new items are added daily.

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

TECHNICAL J & M Trading, Inc. SEE OUR 409 Space Park North AD ON PAGE 66 Goodlettsville, TN 37072 Toll-Free: 866-568-7234 Phone: 615-851-4229 Fax: 615-851-1842 Email: SmartMedSolutions@gmail.com Website: www.jandmtrading.com 35,000 square feet of quality tested parts, tubes, systems and ideas for diagnostic imaging, including but not limited to: X-ray, CT, MRI and NucMed. We provide repairs and deinstallations, and tube reprocessing. Continuous 24x7/365 customer service. All parts warrantied and ready to ship same day. Competitive pricing and discounts throughout the year.

WWW.MEDICALDEALER.COM

Siemens Healthcare 51 Valley Stream Parkway SEE OUR AD ON Malvern, PA 19355-1406 USA PAGE 2 Phone: 1-888-826-9702 Website: www.usa.siemens.com/healthcare Siemens Healthcare is one of the world’s largest suppliers to the healthcare industry and a trendsetter in medical imaging, laboratory diagnostics, medical information technology and hearing aids.

Siemens offers products and solutions for the entire range of patient care from a single source – from prevention and early detection to diagnosis, and on to treatment and aftercare.

PROSPECTS

Experts in Siemens Medical Imaging

Technical Prospects, LLC 1000 South County Road CB SEE OUR Appleton, WI 54914 AD ON PAGE 5 Toll-Free: 877-604-6583 Phone: 920-757-6583 Fax: 920-757-6591 Email: sales@technicalprospects.com Website: www.technicalprospects.com At Technical Prospects, we are experts in Siemens Medical Imaging because Siemens is all we do. We offer training, technical support, preventative maintenance, and high quality replacement parts. We also buy your used Siemens equipment. We have moved way beyond a parts company. Technical Prospects is a Siemens Imaging Solutions Center.

MEDICALDEALER 41

ED SLOAN & ASSOCIATES I n t e g r i t y | E x p e r i e n c e | Te c h n i c a l S u p p o r t

ED SLOAN & ASSOCIATES

508 Kasper Way, Goodlettsville, TN 37072 www.edsloanassociates.com Email: sales@ed-sloanassociates.com Phone: 888-652-5974 or 615.448.6095 Fax: 615.448.6099

THE SCIENCE AND FINE ARTS OF SELLING IMAGING PARTS HAS BEEN

&

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42 MEDICALDEALER | AUGUST 2014

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44 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

TECHNOLOGICAL HORIZONS ENTERPRISES

DEPENDABLE PROFESSIONAL COMPETITIVE WILL PROVIDE EQUIPMENT FOR PRICE OF SERVICE CONTRACT

BECAUSE IMAGE IS EVERYTHING EQUIPMENT, PARTS AND SERVICE PRODUCT LINES

• Nuclear: ALL OEMs • GE PET, MRI & CT • Picker MRI & CT • Equipment Refurb www.themedicalsystems.com info@themedicalsystems.com

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• Parts Sales & Repair • Service & Support • Sales & Financing • Rental & Leasing 877.496.8272 or 706.271.2800

MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Market Analysis

By John Wallace

TEMPERATURE MANAGEMENT Patient temperature management is a vital element in many instances of healthcare.

Medical devices to lower or increase body temperature are valuable tools, especially when it comes to surgical settings.

Temperature management can be used for patient comfort and can also improve health outcomes.

Therapeutic cooling can reduce fevers and serve a vital role in preserving the functionality of the brain and the nervous system.

Devices used to warm patients can provide assistance when treating sports injuries, patients suffering from trauma and is an important element of neonatal care.

A recent report by TechNavio indicates that this market of medical devices is on the rise. The analysts predict that the global patient temperature management market will grow at a compound annual growth rate of 7.4 percent from 2013 through 2018.

“The global patient temperature management market has also been witnessing an increase in mergers and acquisitions among the leading vendors to increase their global presence and to WWW.MEDICALDEALER.COM

achieve economies of scale,” according to ResearchAndMarkets. “However, the unavailability of adequate scientific support for the systematic and protocol-driven application of these devices could pose a challenge to the growth of this market.”

“The global patient temperature management market is witnessing an increase in the number of mergers and acquisitions among the leading vendors in the market,” an analyst said.

“Vendors opt for the mergers and acquisitions strategy to gain more market share, increase their global presence, and to achieve high economies of scale. For instance, GE Healthcare acquired Vital Signs Inc. in 2008; Philips Healthcare acquired InnerCool Therapies Inc., and ZOLL Medical Corp. acquired Alsius Corp. in 2009; Stryker Corp. acquired Gaymar Industries Inc. and 3M

Health Care acquired Arizant Inc. in 2010; and C.R. Bard Inc. acquired Medivance Inc. in 2011.

These acquisitions by the leading vendors have enabled them to maintain their position in the global patient temperature management market and develop a variety of offerings, which will boost their revenue during the forecast period.”

According to the report, one of the major drivers is the increasing prevalence of cardiac and CNS disorders.

The rise in cardiac, brain, and spinal surgery is leading to the growth of the market as hot and cold therapy products are used in these surgeries to provide patient comfort and improve outcomes.

The United States traditionally leads the worldwide market with Europe a close second.

Key vendors in this include 3M Health Care, Cincinnati SubZero Products Inc., Covidien plc, Smiths Medical, and Stryker Corp.

Other vendors mentioned in the report are Augustine Temperature Management LLC, Belmont Instrument Corp., C. R. Bard Inc., Ecolab Inc., EMIT Corp., Enthermics Medical Systems Inc., GE Healthcare Ltd., Geratherm Medical AG, Philips Healthcare, Pintler Medical LLC, The 37 Co., WElkins LLC, and ZOLL Medical Corp.

MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

AUGUST PRODUCTS : This month, Medical Dealer explores current trends in Temeperature Management.

C CHANGE SURGI SLUSH™

S

urgical teams use sterile slush therapeutically during complex surgical procedures to reduce an organ’s need for oxygen, slow cellular damage and provide doctors more time for treatment. The SurgiSLUSH™ system lowers costs, simplifies slush production, saves space and reduces the risk of unintended contamination. SurgiSLUSH™ users reduce direct costs by producing soft, smooth sterile slush inside C Change Surgical’s innovative, re-sterilizable slush containers. The re-sterilizable containers save money whenever slush must be on hand. SurgiSlush™ simplifies slush production and increases sterile field efficiency by moving slush out of the sterile field. Just insert re-usable bottles, press a button and perfect slush is ready when needed. SurgiSLUSH™ units save space and are mobile. SurgiSLUSH™ users reduce the risks of unintended contaminations by eliminating the use of vulnerable slush drapes. •

48 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

CINCINNATI SUB ZERO KOOL-KIT® AND BLANKETROL®

T

he Kool-Kit® when combined with the Blanketrol® III is a whole body cooling system for induced hypothermia and other patient temperature applications. It contains three high-quality cooling blankets and wraps; the heap wrap, vest, and lower body blanket. The self-sealing hoses keep water from spilling when disconnecting the blankets.

The random flow design of the blankets/wraps ensures that the therapy will be constantly delivered regardless of the patient’s positioning. This high-quantity, high-quality coverage is not matched by any other and allows for therapy to be provided to all of the major vasculature. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 49

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

THERMOFLECT HEAT REFLECTIVE TECHNOLOGY PRODUCTS

A

ttaining and maintaining normothermia before, during and after surgery can be a matter of life and death. Thermoflect products provide an easy addition to any facility’s warming protocol, using no wires or external heat source, just proven reflective warming that works immediately for the patient. Thermoflect Heat Reflective Technology banks the patient’s heat by capturing and reflecting it back to the skin, as well as preventing windchill. Thermoflect Heat Reflective Technology products are available in a wide range of products, including blankets, caps, patient gowns, pediatric products, and staff apparel. For more information visit www.thermoflect.com. •

50 MEDICALDEALER | AUGUST 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

ZOLL INTRAVASCULAR TEMPERATURE MANAGEMENT

Z

OLL’s Intravascular Temperature Management (IVTM™) system provides cooling and warming from a catheter inserted into a patient’s vein. This provides rapid and precise control of the core body temperature by directly cooling or warming the patient’s blood as it flows through the body. This catheter is connected to the Thermogard XP® console, which circulates ice-cold saline solution inside a multi-balloon catheter. The Thermogard XP precisely maintains target temperature within 0.2C and can slowly rewarm the patient to normal body temperature. Since the saline flows only within the catheter, no fluid is infused into the patient. The ZOLL IVTM system is efficient, precise and easy to use, and enables unhindered access to the patient. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 51

PRODUCT FOCUS_Med/Surg_Preferred Vendors

PREFERRED VENDORS

TEMPERATURE MANAGEMENT SEE OUR AD ON PAGE 52

ALCO Sales & Service 6851 High Grove Blvd.

Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800.950.1167 Email: info@alcosales.com Website: www.alcosales.com

Since 1952, our family has been providing quality medical equipment and replacement parts to the healthcare industry. We provide our customers with multiple ordering options. Our four “full line” catalogs and various “product specific” catalogs compliment our new online ordering web site that offers over 70,000 products for your facility.

Government Liquidation SEE OUR AD ON 15051 N Kierland Blvd #300 PAGE 46 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www.govliquidation.com. Search our inventory as new items are added daily.

Hilditch Group - Medical Auctioneers Gloucester Road Trading Estate Malmesbury, Wiltshire, SN16 9JT SEE OUR AD ON United Kingdom PAGE 21 Phone: 0044-01666-822-577 Website: www.hilditchgroup.co.uk Specialist medical equipment auctioneers, leading the European market.

Buyers from around the world buy from our sales, in person or on our website.

Medical engineering department offers condition reports, repairs, servicing.

800-323-4282

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RTI US Office

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info@rtielectronics.com

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www.rtielectronics.com

Phone: +1-973-439-0242

MEDICALDEALER 53

MD IMAGING EXPO

By John Wallace

THE IMAGING EXPO ROCKS INDY

MDEXPO

IMAGING The Show for Imaging Service Professionals

New Imaging Community Exchange Launched at Event

T

he first-ever MD Imaging Expo exceeded expectations with rave reviews from industry veterans and a strong showing from throughout the United States. More than 200 attendees registered for the event hosted by the same people behind the popular MD Expo.

Attendees enjoy a free breakfast prior to the first educational sessions at the MD Imaging Expo.

Held July 16-17 at the JW Marriott in downtown Indianapolis, the MD Imaging Expo was created in response to a demand for a specialized conference on medical imaging.

Attendees were treated to the same world-class level of speakers and exhibitors that they have come to expect at MD Expo.

The inaugural Imaging Expo featured 46 booths and sold out more than a month before the summer showcase where vendors displayed their wares. Hundreds of attendees benefited from educational opportunities with a variety of ASRT-certified classes.

54 MEDICALDEALER | AUGUST 2014

MD Publishing President and founder John Krieg was thrilled by the success of the inaugural Imaging Expo.

“The show was in response to a demand expressed to us from industry leaders,” Krieg explained.

“We are excited to be able to host an event for the men and women responsible for the medical imaging devices at hospitals and medical facilities throughout the United States.”

Industry veteran Manny Roman agreed.

“I think this is great for imaging professionals. They’ve been ignored

long enough,” Roman said during his keynote address.

Roman’s keynote focused on the history of medical imaging. He delivered a humorous and informative review from the discovery of X-rays in the 1800s all the way to the latest technologies available today.

He ended his presentation with a glimpse into the future with the announcement of the Imaging Community Exchange (ICE).

He described the brand new community for imaging professionals as a venue where members of this vital group can network, experience personal and professional development, stay up to date on the latest news and notes, learn ways to enhance their careers and other interesting items.

Roman asked medical imaging professionals to visit the ICE “landing page” at www.imagingigloo.com to share their ideas, thoughts and insights as to what they want to be made available via the new community. He stressed that their input is vital to make ICE everything it can be to serve them and their colleagues.

“We are planting a tree today,” Roman said explaining that the fruits of the tree will be there for all medical imaging professionals in the future.

Krieg said the support of the Indiana Biomedical Society was vital in the success of the Imaging Expo.

“IBS has truly been a gigantic supporter,” Krieg said. “Our goal was 120 to 125 attendees. We had 190 pre-registered attendees and MEDICAL EQUIPMENT, PARTS & SERVICE

Attendees visit booths in the packed exhibit hall at the inaugural MD Imaging Expo in Indianapolis.

Danny Hamm, Joni Krieg, Rick Staab and Ben Pridgeon pose for a photo at the InterMed booth.

Industry veteran Manny Roman talks about the history of medical imaging during his keynote address.

Karen Waninger from Community Health Network chats with Jenifer Brown from Health Tech Talent Management in the exhibit hall at the Imaging Expo.

100 people from Indiana alone. I want to thank the great people of the Hoosier state.”

Networking opportunities in a relaxed setting served as the perfect backdrop to the busy exhibit hall floor. Several exhibitors commented on the high level of traffic at their booths in the expo hall.

“I’ve seen the people I needed to see. I’ve been very impressed by the quality of the people here,” Bob Mahl from RTI said. “I didn’t expect this many people.”

Pat Lynch, CCE, CBET, CPHIMS, from Global Medical Imaging presented an educational session at the inaugural Imaging Expo. His class on how to work with the C suite to gain their supWWW.MEDICALDEALER.COM

port was well attended. He was impressed by the volume of medical imaging people at the show.

“I think it’s a smashing success,” Lynch said while touring the packed exhibit hall. “(The thing I like the most) is that imaging engineers are getting to meet and network with each other and can get in a room with a bunch of companies who want to help them do their jobs better.”

“Other than RSTI there is nowhere that these guys get to meet the imaging engineers from other hospitals and although everybody has their own personal network of contacts it’s a very limited group of people,” Lynch added. “The Imaging Expo allows them to meet people

they would never come into contact with otherwise.”

Roman shared his views on the first-ever Imaging Expo shortly before the exhibit hall closed on the final day of the event.

“I think that this is a great thing that you are doing for the imaging professionals. It’s long overdue, specifically for that part of the industry,” Roman said. “I think it was well attended, well run.”

Roman said he is looking forward to the next Imaging Expo.

“I think that anybody who did not attend the Imaging Expo missed a great opportunity,” Roman said.

“They should make every effort to attend the next one.”

MEDICALDEALER 55

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MEDICALDEALER 57

one of the most powerful equalizers in any system is technology,

and as medical equipment manufacturers work to improve their positions in an increasingly competitive and outcomes-based marketplace, some are considering the specific needs of women in their product development.

TECHNOLOGY:

THE GREAT GENDER EQUALIZER

By Matthew N. Skoufalos

A look at trends in women’s health

D

ifferences in the way men’s and women’s health has been studied in the United States have been observable for decades. By way

of example: prior to 1990, women were almost universally excluded from clinical research, despite accounting for more than 50 percent of the population, according to the Society for Women’s Health Research (SWHR).

TECHNOLOGY: THE GREAT EQUALIZER

The issue is still in the air nearly a quarter-century later, when the Research for All Act, introduced in June 2014, calls for the separate analysis of “male and female animals, tissues, and cells in basic research,” according to U.S. Representative Jim Cooper (D-TN), one of the sponsors of the legislation.

But one of the most powerful equalizers in any system is technology, and as medical equipment manufacturers work to improve their positions in an increasingly competitive and outcomes-based marketplace, some are considering the specific needs of women in their product development.

“doesn’t find everything we want it to find” and “doesn’t answer all the questions we want to figure out.” As healthcare becomes more personalized overall, she said, device-makers “are having more of a patient-centric approach.” “[Individual] women are very different as far as their breast consistency, shape, size, family history, risk factors, personal history, biopsy results,” Jacob said. “There’s a lot of different things that come into play, and you can’t really say one thing will fit for everybody.”

One ongoing concern in breast imaging, Jacob said, is dense breast tissue, an indicator of breast cancer risk that can be difficult to detect.

mammography may detect 65 percent fewer cancers because of that complication, Jacob said.

“Women are aware of breast cancer,” she said. “They are aware they should get a mammogram.

The majority don’t necessarily know what dense breast tissue means.”

Manufacturers are working to develop technologies that can assist in providing greater information to patients while eliminating or avoiding the complications from scanning dense breast tissue — another driver of the multi-modality approach to breast imaging.

GE, for example, has developed a supplemental mammography device called the SensorySuite, which allows patients to modify their sensory environment to look, smell, and sound like a junglescape, seashore, or garden in order to help them relax during the examination.

PATIENT-CENTRIC CARE Chief among women’s health issues is breast cancer, second only to lung cancer in the leading causes of death in women. Among the most common trends in breast imaging is an increased multi-modality approach, said radiologist Jessie Jacob.

Jacob, the Director of Ultrasound at Northern California Women’s Imaging Center and Vice President of Medical Affairs at U-Systems, said the “one-size-fits-all” mammogram 60 MEDICALDEALER | AUGUST 2014

“When you have more glandular tissue than you have fatty tissue, it’s very white on the mammogram,” Jacob said. “The things we are looking for on the mammogram are also white. Radiologists are not able to tease out the glandular tissue from the mass.”

Informing patients of their breast density has become a subject of statewide legislation that’s pushing to a national level. Forty to 50 percent of all women are dense-breasted, and

“I’m looking at things that will change [disease] management, change outcomes for the patient,” Jacob said. “Molecular imaging definitely has a role … contrast-enhanced spectral mammography.”

Some of these technologies, including MRI, are expensive, Jacob said; but the alternative — punch biopsy — can “turn every patient into a pincushion.”

“I think that’s why we need to have other technologies,” she said.

MEDICAL EQUIPMENT, PARTS & SERVICE

TECHNOLOGY: THE GREAT EQUALIZER

“We can’t just have one answer for everything. Everybody should have the ability to have early-detected cancers. If you find a breast cancer in the early stage, the chance of survival is over 98 percent. That isn’t something that should be given only to the elite few.”

shore, or garden in order to help them relax during the examination.

“What’s our main concern when a patient comes in?” Jacob said.

“That she’s nervous, anxious; that it’s not fun to have a mammogram.

What can I do to have them relax?

Making the experience better is

“It is an enabling technology, but the reality is it hasn’t been out that long, and even though a lot of robotics are being done for hysterectomies, endometriosis, and other surgeries, people are still going to try to make a comparison to laparoscopics. It’s not an apples to apples comparison.”

— Jeff Berkley, CEO and Founder of Mimic Technologies

Jacob admits that there is a de facto tiering of care, especially in women’s health, where some procedures are reimbursable only as adjuncts to mammography. Moreover, she said, the majority of imaging centers in the country do not have fellowship-trained breast imagers to read breast imaging studies.

“There are many pockets where accessibility is a concern, so things like molecular breast imaging, or contrast-enhanced spectral mammography are going to help,” Jacob said. “Automated breast ultrasound allows you to screen much larger volumes of patients, [too].”

But as alternative imaging methods become more widely available, providers are looking to offer a variety of experiences for patients beyond even the imaging modalities themselves. GE, for example, has developed a supplemental mammography device called the SensorySuite, which allows patients to modify their sensory environment to look, smell, and sound like a junglescape, sea62 MEDICALDEALER | AUGUST 2014

very important [and] definitely improves compliance.”

Other technological advancements in breast imaging will be those that help diagnose interval cancers, reduce patient recalls, and inconclusive mammograms, Jacob said.

“Any technology that addresses any of those needs, that’s a promising technology,” she said.

PLATFORMS AND ENHANCEMENTS Jennifer Okken, Women’s Health Products Manager at Siemens Healthcare in Allentown, Pa., said that given the variety of imaging modalities available and the frequency with which new improvements are made, manufacturers are favoring the development of platform systems that are upgradeable with next-generation technologies.

“As healthcare continues to change and we do more for less, this is the thing that all companies are looking into: how do we use the base platform and have companies do more than that?” Okken said.

MEDICAL EQUIPMENT, PARTS & SERVICE

With Maestro AR (Augmented Reality), Mimic introduces the first robotic surgery simulation technology that provides 3D virtual instruments for interaction with anatomy in a 3D video environment. It addresses demand from the robotic community for truly interactive procedure-specific simulation.

Attachments for 3D breast imaging technologies can help address dose-reduction issues in patients while catching additional cancers and reducing patient callback rates, Okken said. Adjunctive ultrasound, which is typically more accurate than mammography or X-ray on women with dense breasts, is getting a boost from automated volume scanning technologies that can help cut exam times in half. Other improvements can even reduce the need for breast compression during mammography, which increases patient comfort while acquiring a better image.

WWW.MEDICALDEALER.COM

“We’ve used technology to optimize the compression so that we can tell the technician so they’re not over-compressing the breast,” Okken said.

Yet although supplemental imaging techniques add value from the perspective of patient customization, many of these technologies do not have reimbursement codes, which means patients must pay out of pocket for those procedures. Mammograms are still encouraged, Okken said, because “it’s affordable and is the proven standard of care for breast cancer.”

But if and when these additional modalities are approved for reimburse-

ment, she said, manufacturers still don’t know how that will affect clinical workflow for patients (i.e., who should get an MRI versus an ultrasound versus a standard mammogram).

“The out-of-pocket costs that we’re seeing right now for breast tomosynthesis is $100-150 per patient,” Okken said. “It absolutely affects how we develop equipment and how we submit these products to the FDA. As of today, the way vendors have it approved, it’s as an adjunct to screening, not a replacement to screening.

There’s not enough data; there’s not enough accessibility to patients.”

MEDICALDEALER 63

TECHNOLOGY: THE GREAT EQUALIZER

“ We can’t just have one answer for everything.

Everybody should have the ability to have early-detected cancers. If you find a breast cancer in the early stage, the chance of survival is over 98 percent. That isn’t something that should be given only to the elite few.” — Jessie Jacob, Director of Ultrasound at Northern California Women’s Imaging Center and Vice President of Medical Affairs at U-Systems

What Okken believes is needed most is an effort to focus innovation on defining patient care pathways instead of introducing additional devices into a market that is saturated with different types of breast imaging technology.

“We have some customers offering one thing, others offering another, and patients get confused,” she said.

“What we as vendors will continue to do is make what we have better,” Okken added.

SIMULATION AND ROBOTICS Despite the priority that breast cancer receives among women’s health issues, Jeff Berkley argues that an improvement in surgical techniques — especially for procedures such as hysterectomies — can have just as profound an impact on health outcomes.

Berkley is the CEO and Founder of Mimic Technologies, which creates training and simulating software for the Da Vinci surgical robot (see a video demonstration online at MedicalDealer.com). He believes that women’s healthcare can benefit from an emphasis on minimally invasive surgeries, particularly if the

64 MEDICALDEALER | AUGUST 2014

barrier of training surgeons is removed from the equation.

“I personally think that the impact simulation can make on women’s health is probably more profound than it would be on other disciplines,” Berkley said.

“People have been doing laparoscopic hysterectomies since the 1970s, and yet there is still some resistance to adopting what is clinically a better approach,” he added. “We feel a lot of this has to do with the fact that people don’t have access to the training.”

“It is an enabling technology,” Berkley said, “but the reality is it hasn’t been out that long, and even though a lot of robotics are being done for hysterectomies, endometriosis, and other surgeries, people are still going to try to make a comparison to laparoscopics. It’s not an apples to apples comparison.”

Robotics can allow surgeons to achieve “expert status” faster, Berkley said, and even carry advantages over the traditional laparoscopic approach. Wristed instruments allow greater access to tissue. A trimmer scales back motion to allow for greater precision and accuracy. Surgical robots even offer 3D vision.

But the key advantage, potentially, is that surgical robotics also offers the possibilities of simulation, which helps keep surgeons primed for practice.

“If you’re a urologist, you might do three to seven prostatectomies a day,” Berkley said; “but if you’re an OB-GYN, you’re very likely helping people deliver babies. It’s not uncommon that a GYN may only do a surgery once a month. People are going to have less practice on the job and your skills can deteriorate pretty fast in a month.”

“If you have 24-7 access to a simulator and you have some time between cases, or you want to simulate a case, you can maintain your skills,” he said.

Practitioners who specialize in women’s health can even develop patient-specific procedures, Berkley said, with the aid of augmented-reality “ride-along” training simulators that model similar cases and allow doctors to “almost participate in the case after the fact.”

“You get to predict where you’re going to grab the tissue and where it’s going to be cut,” he said. “You get to make clinical decisions going forward, and then you get to see if you did it right by seeing what the surgeon did.”

“We can generate augmented reality content very fast, and rather than introduce [the doctor] to one patient, introduce them to hundreds of patients,” Berkley said. “We can expose them to hundreds of scenarios.”

It’s a heady prediction, but Berkley foresees a future in which “some of the tools we have available for training [will] eventually merge with the real surgery,” allowing doctors to “essentially do a rehearsal with the patient’s anatomy or with a patient’s anatomy

MEDICAL EQUIPMENT, PARTS & SERVICE

Surgeons can use q robotic surgery training simulator to keep their skills sharp.

that’s very similar to the patient you’re dealing with.” He even believes that surgical performance assessments, which hospitals are beginning to track with their staff, will improve with greater access to surgical simulators.

WHAT’S NEXT The biggest question that still remains, looming over much of the U.S. healthcare system, is one of access.

Technological solutions that address screening or surgical improvements may not find their way into the lives of patients who need them if they can’t afford to pay out-of-pocket for these procedures, or if their closest health center doesn’t offer them.

WWW.MEDICALDEALER.COM

An August 2013 issue brief on the implications for women’s access to care under the current healthcare reform laws published by the Kaiser Family Foundation showed that “just over half of uninsured women (53 percent) had incomes less than 138 percent of the federal poverty level.”

The document also noted that “women with employer-based insurance are almost twice as likely as men to be covered as dependents,” making them more vulnerable to losing their insurance should they become widowed, divorced, or if their husbands lose their jobs.

Furthermore, as women are “disproportionately low-income,”

they are “consistently more likely than men” to feel out-of-pocket costs as a barrier to care, causing them not to receive tests or buy medicine they might otherwise need. That doesn’t even take into account that the leading causes of hospitalization, according to the report, are “childbirth and pregnancy-related conditions.”

Until technology is leveraged to cultivate a solution to these broader, national issues, the standard of care cannot truly be elevated beyond the current environment of haves and have-nots, especially when women are so often placed in the latter camp.

MEDICALDEALER 65

66 MEDICALDEALER | AUGUST 2014

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MEDICALDEALER 67

CORPORATE PROFILE

PartsSource Inc. P

artsSource, with almost 15 years of outstanding service in the healthcare industry, continues to evolve to meet the needs of its customers. The company’s innovative history speaks for itself, but the latest development of ePartsFinder® featuring SmartPrice® instant pricing, OEMDirect®, and an online multi-modality and multi-vendor catalog is a breakthrough for the industry.

The technologoical advances by PartsSource are the result of listening to consumers and delivering tools that meet the needs expressed during years of serving the healthcare industry. ePartsFinder® started when PartsSource recognized the need for an online platform to procure medical replacement parts. The vision quickly evolved into an all-encompassing online catalog service that provides customers with a variety of features that improve their procurement process. ePartsFinder, the industry’s only patented, web-enabled parts procurement and lifecycle management application, offers instant pricing and availability on more than 800,000 medical replacement parts via SmartPrice® technology. It has 68 MEDICALDEALER | AUGUST 2014

been described as the Amazon.com of medical replacement parts, with the ability to manage hospital budgets, and perform administrative tasks that streamline the procurement process – all in one. The one-stop shop allows technicians to quickly get back to the job at hand.

Web-enabled parts procurement is not the only feature ePartsFinder has to offer. The website allows for customers to quickly order biomedical and imaging replacement parts with features like the “Favorite Part” and “Favorite Order” functions.

A demonstration is the best way to find out all that ePartsFinder and PartsSource has to offer. A dedicated team at PartsSource is readily available for a demonstration to show you just

how easy their technology is to use. It is easy to set up a demonstration by calling (877) 497-6413.

The technology is one aspect of this amazing tool. Equally impressive is the catalog of parts available.

The inventory would fill several volumes if printed, but everything is quick and easy to find in the online format.

Combining ePartsFinder solution suite with the most comprehensive catalog of inventory in the industry, creates an end-to-end value proposition that is unmatched. It is no surprise that tens of thousands of healthcare professionals spanning more than 3,300 providers turn to PartsSource for their parts needs.

In its never-ending quest to find ways to benefit its customers, PartsSource made ePartsFinder portable so professionals are able to have it with them at all times.

PartsSource expanded its offering with ePartsFinder Mobile Application. As a result, customers can research, order, and procure parts from anywhere, regardless of the mobile device or operating system (iPhone, iPad, Window’s tablets, etc.). This means that PartsSource customers are assured the highest quality experience from a familiar, easy-to-use interface.

Customers can even acquire OEM parts through ePartsFinder.

Everything is available in one place eliminating the hassle of entering information into multiple websites.

MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

ePartsFinder, the industry’s only patented, web-enabled parts procurement and lifecycle management application, offers instant pricing and availability on more than 800,000 medical replacement parts via SmartPrice® technology.

Ordering a part to replace one that was ordered last year or last week is finally made simple with the order history tool. Customers can search previous orders quickly and easily by requestor name, purchase order number, date, etc., then export it to Excel for easy data mining.

PartsSource’s OEMDirect® program provides online access to replacement parts direct from the OEM with original warranty. This offering extends the depth and breadth of the solution by providing constant updates and real-time access directly to OEM inventory.

This added element is proving to be time-saving for clinical engineers and technicians who no longer have to wait on the phone for information.

The management tools aspect of ePartsFinder really separates it from other vendors and other online parts procurement sites. Customers can WWW.MEDICALDEALER.COM

manage all of their exchanges, 3. repairs, and returns in one easy-to-use destination. The management tools even help prevent unnecessary charges such as add-bills with a detailed view of outstanding returns and core exchanges. ePartsFinder sends out aging notification emails to remind its customers and thus help them avoid extra fees.

Ordering a part to replace one that was ordered last year or last week is finally made simple with the order history tool. Customers can search previous orders quickly and easily by requestor name, purchase order number, date, etc.,

then export it to Excel for easy data mining.

PartsSource also offers a variety of integrated solutions for customers including, but not limited to, a hospital’s ERP and CMMS systems.

Integration with these core systems creates maximum cost reduction, efficiency, and adoption giving technicians the ability to request parts through their native asset management system. Another amazing feature is the ability to order replacement parts directly from a hospital’s current CMMS/ERP with ePartsFinder integration.

MEDICALDEALER 69

CORPORATE PROFILE

PartsSource’s OEMDirect® program provides online access to replacement parts direct from the OEM with original warranty. This offering extends the depth and breadth of the solution by providing constant updates and real-time access directly to OEM inventory.

With a single sign-on, users can send and receive part orders, quotes and confirmations through the CMMS work order screen.

PartsSource has once again exceeded customers’ expectations with ePartsFinder, but it should not surprise anybody who has dealt with the innovative, cutting-edge company over the years.

PartsSource is the nation’s largest multi-vendor, multi-modality supplier of medical replacement parts. The company’s patented sourcing process and Vendor Ranking Module™ measure and 70 MEDICALDEALER | AUGUST 2014

rank suppliers on a daily basis using seven metrics. Like ePartsFinder this is an example of what PartsSource does – develop solutions to increase productivity within the medical procurement process for hospitals.

PARTSSOURCE HAS A HISTORY OF SERVICE PartsSource was created in 2001 and is currently an industry leader with more than 24,000 customers, including 3,300 hospitals. The customer demand for the company’s expert services

equates to more than 1.3 million transactions per year or an average of 250,000 parts annually.

PartsSource is the nation’s only multi-modality, multi-vendor supplier of medical replacement parts.

The company’s headquarters are centrally located in Aurora, Ohio.

Additionally, there is a West Coast office, as well as multiple warehouses nationwide, and thousands of vendors across the USA. ADDITIONAL INFORMATION about PartsSource and ePartsFinder is available online at www.partssource.com.

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SLICE OF LIFE_The Other Side

By Jim Fedele

FEEL LIKE YOU ARE ON AN ISLAND?

T

he world of the biomed and healthcare technology manager feels like it is in constant change. In today’s fast-paced world as soon as a strategy is implemented it quickly becomes outdated. With the changes coming in healthcare, the advances in technology, and demands of everyday life, it is easy to feel overwhelmed and ineffective. I have had many conversations with colleagues and I am surprised to hear them say they feel like they are on island, on their own to solve problems. I attended the recent AAMI conference in Philadelphia and have to say there is no reason to feel you are alone in this industry.

I have always been an advocate for conference attendance because, to me, there is really not a substitute for the learning and networking that occurs at them. However when budgets become tight, the training and education line seems to be the first to go. When looking at the balance sheet it seems like the right thing to do, it doesn’t immediately impact operations and seems like an unnecessary expense. I would argue that just because it may be difficult to assign a hard dollar result to not attending training there certainly is one. A very simple example of this is when I attended the AAMI confer74 MEDICALDEALER | AUGUST 2014

ence I found a vendor that may help me solve a problem in our OR that could save the facility $50,000. This certainly offsets the $2,000 it cost to go to the conference.

Conferences create networking opportunities that cannot be found in any other place. When I think about all the places biomeds/HTMs gather, like training courses, association meetings and company meetings, in my opinion none of them equal the quality of networking that occurs at a conference. The variety of people who attend conferences allows for exposure to many different perspectives. There are sales people, technicians (in-house and ISO), regulators, students, teachers, and leaders all converging in one place under the umbrella of healthcare technology management. I have noticed that, at least while at the conference, we are all united under one cause. I do not feel like anyone is an adversary or competitor, we are there to learn.

What I enjoy discovering is that we all have similar problems and challenges; it doesn’t matter if your facility is 100 beds or 1,000 beds. Those issues that are driving you crazy are most likely happening to 80 percent of your peers. Talking to these people always opens my eyes to the different ways people deal with and solve these common problems. I can’t think of a time

When I attended the AAMI conference I found a vendor that may help me solve a problem in our OR that could save the facility $50,000.

I did not learn a new way to solve an old problem that made my life easier.

Finally a conference is a great place to get training; most venues include equipment, professional, and regulatory training elements.

Most of the courses are “cliff note” versions but they certainly offer enough information to know if the subjects interest me and if I should pursue a more detailed course for more information. I always try to make time to attend any regulatory sessions. AAMI did a great job having George Mills from The Joint Commission speak and MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

answer questions. I have a hard time reading the regulations and understanding how they are applied, the interactive nature of the training at conferences gives me a chance to ask questions live. It also affords the opportunity to hear other people’s questions and learn from them.

Even though the training might be a bit abbreviated, at most conferences I have attended, the classes have always been interactive and high quality, with plenty of applicable subject matter.

I think it is easy to get stuck in a rut being a manager or technician in this industry. Our workday can be hectic and challenging, from

having a surprise regulatory inspection to a critical equipment failure.

There are plenty of reasons to say you don’t have time to attend a conference. However, I say that the learning and sharing that occurs will pay you back many times over. I know whenever I, or one of my techs, return from a conference we are energized and put our new knowledge into practice.

I always realize at the end of the conference that I am part of a great industry with great people and I am not alone to solve problems. There are plenty of conferences out there to attend; I personally like the MD Expo

and the AAMI conference. Between them, you should be able to find one fairly close to you so that you do not have travel very far, thus saving a little money on the trip. I challenge you, if you feel like you are on an island, to get to a conference. I bet you will be surprised at how many people out there are just like you.

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years.

He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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MEDICALDEALER 75

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

MICHAEL HURLEY/BOSTON MEDICAL CENTER It started with an email.

In December 2012, clinical engineer Michael Hurley got the note that Boston Medical Center was going to begin a therapy dog program. Even without a lick of training, Hurley said, “I knew my boxer would be amazing at it.”

That instinct set in motion a chain of events that catapulted Hurley and his nine-year-old boxer, Dexter, to relative stardom against long odds.

For starters, Dexter had not been trained as a therapy dog, and there was a waiting list for the classes to train him. Secondly, as a breed, boxers are known for their energy and boisterousness; not necessarily for their calm demeanor.

Thirdly, biomedical staff are not typically the first specialists that program staff would have expected to volunteer for this particular type of outreach. In fact, Hurley said, he was told as much from the outset by the director of the program.

“She’s said to me, ‘I didn’t think that a clinical engineer with a boxer was ever going to be accepted into the program,’ ” he said.

Finally, as the third-ever dog in the fledgling therapy program — the first moved out of state, and the second dog had puppies — Dexter was “pretty much on his own,” Hurley said.

“The program was either going to sink or swim,” he explained.

But like countless people in the nearly two years since Hurley and Dexter took on the volunteer work, 76 MEDICALDEALER | AUGUST 2014

x

Two women greet Dexter, a therapy dog, as his owner and clinical engineer Michael Hurley looks on at Boston Medical Center. The popular boxer helped save a struggling therapy dog program at the hospital.

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Dexter is a boxer with an adorable face and kind demeanor that helps him make friends instantly. His work as a therapy dog at Boston Medical Center included working with victims of the Boston Marathon bombing.

everybody just fell in love with the boxer. Their first day on the job, April 11, 2013, Dexter and Hurley visited a surgical floor. Hurley remembers thinking, “this is really going to work.”

“And then four days later, a couple of bombs went off at the Boston Marathon,” he said.

Hurley got the call asking whether he and Dexter could come in to visit with patients and their families in the emergency room.

“I had no idea that there were going to be so many people or the emotional condition that they were in,” he said — but, as usual, Dexter shone in the spotlight.

“He’s so lovable that he would instantly become best friends with whoever you introduced him to,” Hurley said. “His new best friend is his next friend.”

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“[Then] I realized: this is really working,” he said. “Here I was actually doing something.”

Hurley soon was being asked whether Dexter would be available to greet patients coming out of surgery or intensive care. He brought the dog in for two weeks straight, and in that time, came to know personally a number of the families most intimately connected to the tragedy at the marathon.

Moreover, Hurley said, Dexter was working to help adjust the attitudes of the beleaguered departments that were also struggling with the emotional weight of the mass tragedy.

Every day, the two were off to tour a different department.

“I think the marathon really pushed the therapy dog program and Dexter into the light,” Hurley said.

“What he did for the patients and the

staff when they had unconditional love from this dopey-looking boxer, it helped them.”

Dexter quickly went from accompanying Hurley to work once a week to working almost 14 days straight. His impact on so many people in their hour of need compressed three or four months of training into a very short period, and ultimately preserved the program, Hurley believes.

“If the marathon bomb hadn’t gone off, it would have taken that much longer for the program to take off,” Hurley said. “It was overdrive.” “[Today] we can almost guarantee that almost any day you could get a visit from a therapy dog if you request it,” he said. “The head of the program says that it’s because of Dexter. It would have taken years for this program to take off [otherwise].”

MEDICALDEALER 77

SLICE OF LIFE_Pay It Forward

Dexter, second from right, and three other therapy dogs wait attentively for a chance to meet with a patient or a patient’s family at the Boston Medical Center.

As Dexter’s owner, Hurley understands his dog’s charm and appeal.

But as a medical professional, he’s still somewhat floored by the proportion of the response as compared with the work that hospital staff does to get their patients back to health.

“I love him,” Hurley said. “He’s literally my best friend. But there’s a person attached to the leash, and there are nurses and doctors who helped you more than this dog.”

“It’s amazing still how many people and families still want to take a picture of my dog,” he said. “And the minute it’s taken, it’s texted out.”

At the outset of this journey, Hurley said, he couldn’t have anticipated the demand for how many patients would want a visit from a therapy dog, much less the number who would want to meet and interact with his pet.

Dexter works every Wednesday on his regular therapy rotation, but he is so popular that he’s frequently requested for departmental events and staff meetings.

78 MEDICALDEALER | AUGUST 2014

“I think the marathon really pushed the therapy dog program and Dexter into the light,” Hurley said. “What he did for the patients and the staff when they had unconditional love from this dopey-looking boxer, it helped them.” — Michael Hurley “I get to bring him everywhere I go now,” Hurley said. “I think he’s been a therapy dog for 14, 15 months, and it still shocks me that there’s a new person or someone that he’s known for weeks, that says, ‘Can I have some Dexter love?’ ” After 14 years in the hospital, Hurley said, it’s also something of a surprise to become known as “Dexter’s dad.” He tells a story of getting a call to do some repair work and being told by staff that

they were waiting for the clinical engineering team.

“I said, ‘I’ve been working here for 14 years fixing your equipment,’ ” Hurley said. “They said, ‘OK, give it a shot.’ ” “It’s all about perception,” he said. “Who cares who fixes your car or does all your little background work as long as it’s working great? It’s who gives you entertainment and who shows you affection [that] is going to stick in your mind.”

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MEDICALDEALER 81

SLICE OF LIFE_

By Dan Bobinski

THE BENEFITS OF HAVING COACHES AND MENTORS

I

f you happen to be the entity running the universe, I’ll go out on a limb to say you don’t need a coach or a mentor. For everyone else, huge benefits abound in such relationships, and I recommend you look into them.

Let’s start with definitions, because terms have blurred in recent years. A “coach” is someone in your organization that has been assigned to you. A coach’s job is helping you improve specific skills and develop relationships with key people, with the intent of shortening your learning curve so you can more quickly impact your company’s bottom line.

A coach is usually more directive and instructive, because the goal of a coach is to help you achieve explicit workplace objectives quicker. In other words, a coach operates with an organizational focus.

Conversely, a “mentor” operates with a personal focus. Mentors are selected by you to help you grow in areas you want to address, and the agenda is set by you. Traditionally, a mentor works more like Socrates, asking questions to stimulate your critical thinking and facilitating growth in areas that are of interest to you.

So you know, a cross-over role also exists that helps in both areas, commonly known as “consultants.”

These people are usually contracted 82 MEDICALDEALER | AUGUST 2014

So you know, a cross-over role also exists

that helps in both areas, commonly known as “consultants.” These people are usually contracted to help team members develop interpersonal skills so that the team operates more efficiently and effectively. to help team members develop interpersonal skills so that the team operates more efficiently and effectively. As someone who performs work in this role, I wish a different name could be found because the word consultant can mean so many different things. But someone performing this role blends and weaves the Socratic method uniquely into an instructive approach so people learn and grow to make the organization more efficient and effective.

Frankly, I’m not so much concerned about which type of relationship you establish or what term you use so long as you know what you want or need. Is it someone within your workplace who can help you meet organizational goals, someone you select to help you focus on your individual growth, or someone you hire to help the people in your

organization work more efficiently and effectively as a team?

As an example of the importance of knowing what you want and what you’re getting, the human resources manager for a company that makes golf equipment once called me to help address tension on her company’s leadership team. At the initial meeting, a senior vice president challenged my associate with “So — what do you guys know about golf clubs?”

Without batting an eye, my associate responded, “Nothing. And we don’t want to know anything about golf clubs. We’re experts in workplace relationships.” The vice resident thought we would be operating as coaches, telling them how to make better golf equipment. Once he understood our role, things went fine.

Regardless of whether you get a coach, a mentor, or a consultant, MEDICAL EQUIPMENT, PARTS & SERVICE

benefits are abundant. Let’s explore some of the ways that these three relationships can help you.

1. You’ll gain clarity. Perhaps you’ve heard the expression that you’re too close to something to see it? Take your chin, for example. It’s part of who you are, but you can’t see it very well. Having another person point out that you’ve got a dab of whipped cream on your chin is quite helpful. Similarly, having someone provide an objective perspective on what they observe about you will be valuable information for you being more effective.

2. You’ll have accountability. It’s too easy to put personal or professional growth on the back burner, mainly because you rarely have a deadline for it. Hence, being accountable to yourself for growth is not impossible, but it can be quite difficult. Having someone to whom you’re accountable helps you stay on track with those personal and professional development action items that are important, but rarely urgent.

3. Your growth map is custom tailored to you. You can — and should — read books and attend workshops on personal and professional development, but they will always be designed for the middle of the bell curve. In coaching and mentoring relationships, everything is customized to meet your individual needs. The extreme value of oneWWW.MEDICALDEALER.COM

Dan Bobinski Workplace Consultant

on-one dialog just can’t happen in a workshop or by reading a book.

Having been an “executive coach” (more accurately, a mentor) and consultant over the past 25 years, allow me to offer some tips for getting the most from any personal or professional improvement endeavor you undertake.

First, be brutally honest. Not just with yourself, but with your coach, mentor, or consultant, too.

Our human nature tries to cover up weaknesses (what I call blind spots) so we can present ourselves in the best possible light. That’s good advice when you’re building brand loyalty, but bad advice when you’re trying to better yourself. You don’t go

to a doctor for your annual checkup and say everything is fine when you know it’s not. If you want something to be better, you have to be forthcoming about it. A good coach/mentor/ consultant knows how to create what I call an “emotionally safe environment,” allowing you to explore sensitive issues without condemnation.

Second, make personal or professional development a high priority.

Going through the motions gets you nothing, because you’ll always get out of life what you put into it. Think of it this way: The more energy you put into pushing down on the shovel, the more gold you get on the shovel.

Third, expect change to take time.

You’ve succeeded in the workplace all these years using techniques you picked up along the way, even if those techniques have left damage in your wake. Becoming a better leader often means changing the way you do things, and frankly, an aircraft carrier moving along at top speed does not turn on a dime. Put forth the effort, but know improvements don’t all happen overnight.

DAN BOBINSKI is author of the best-selling “Creating Passion-Driven Teams”, and president of Workplace-Excellence.com.

He is a trainer, speaker and consultant on workplace issues who travels internationally helping organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208-375-7606.

MEDICALDEALER 83

CATEGORICAL INDEX ANESTHESIA BETA Biomedical Services Inc..…………………… 30 Paragon Service…………………………………………… 79 Soma Technology, Inc..………………………………… 44 ASSOCIATIONS IAMERS…………………………………………………………… 14 AUCTION/LIQUIDATION Government Liquidation…………………………… 46 Hilditch Group Ltd………………………………………… 21 MedWrench…………………………………………………… 80 BATTERIES Eastern Diagnostic Imaging……………………… 43 Holden Battery Services……………………………… 66 BIOMEDICAL AMX Solutions.……………………………………………… 57 BETA Biomedical Services Inc..…………………… 30 Conquest Imaging………………………………………… 13 Crothall…………………………………………………………… 15 Integrity Biomedical…………………………………… 72 InterMed Biomed………………………………………… 67 Maull Biomedical Training, LLC………………… 56 Medical Specialties Distributors… 21, 25, 33 MedWrench…………………………………………………… 80 Rieter Medical Services……………………………… 45 Tenacore Holdings, Inc.………………………………… 32 CABINETS/CARTS Bryton Corporation…………………………………………3 CARDIOLOGY J & M Trading…………………………………………………… 66 C-ARMS Eastern Diagnostic Imaging……………………… 43 Engineering Services………………………………………8 COMPUTED TOMOGRAPHY East Coast Medical Systems……………………… 72 Ed Sloan & Associates………………………………… 42 German Electronics……………………………………… 56 Imaging Affiliates………………………………………… 80 Metropolis International…………………………… 73 MIT/Medical Imaging Technologies…………… 81 Plan B Imaging……………………………………………… 25 Tri-Imaging……………………………………………………… 16 CONSULTING Ageron…………………………………………………………… IBC CT PARTS German Electronics……………………………………… 56 Imaging Affiliates………………………………………… 80 KEI Medical Imaging Services…………………… 21 84 MEDICALDEALER | AUGUST 2014

Siemens Medical Solutions USA, Inc..…………2 CT SCANNERS East Coast Medical Systems……………………… 72 Ed Sloan & Associates………………………………… 42 J & M Trading…………………………………………………… 66 KEI Medical Imaging Services…………………… 21 Siemens Medical Solutions USA, Inc..…………2 Technical Prospects…………………………………………5 DIAGNOSTIC IMAGING AMX Solutions.……………………………………………… 57 Brandywine Imaging, Inc.…………………………… 16 Eastern Diagnostic Imaging……………………… 43 J & M Trading…………………………………………………… 66 Multi Imager Service……………………………………BC TROFF Medical……………………………………………… 26 ENDOSCOPY Endoscopy Specialists………………………………… 75 HMB Endoscopy Products…………………………… 57 Mobile Instrument Service & Repair………… 22 S.H. Medical Corporation………………………16, 33 GENERAL Ageron…………………………………………………………… IBC Eastern Diagnostic Imaging……………………… 43 Government Liquidation…………………………… 46 MedWrench…………………………………………………… 80 Parts Source……………………………………………… 68-71 The Alternative Source Medical.………………… 30 Remarket Medical………………………………………… 42 IMAGING/PARTS Ampronix……………………………………………………………6 AMX Solutions.……………………………………………… 57 BMX-RAY………………………………………………………… 30 Diagnostic Solutions…………………………………… 56 Eastern Diagnostic Imaging……………………… 43 Engineering Services………………………………………8 InterMed Ultrasound…………………………………… 44 InterMed NucMed………………………………………… 53 J & M Trading…………………………………………………… 66 Parts Source……………………………………………… 68-71 Technical Prospects…………………………………………5 Tri-Imaging……………………………………………………… 16 TROFF Medical……………………………………………… 26 INFUSION Medical Specialties Distributors… 21, 25, 33 INFUSION THERAPY Medical Specialties Distributors… 21, 25, 33 INTERNET RESOURCES MedWrench…………………………………………………… 80

LABORATORY MIT/Medical Imaging Technologies…………… 81 LASER IMAGERS Multi Imager Service……………………………………BC LIGHTS Bryton Corporation…………………………………………3 MAMMOGRAPHY Digitec Medical Service Corp.……………………… 41 Siemens Medical Solutions USA, Inc..…………2 MARKET RESEARCH Ageron…………………………………………………………… IBC MEDICAL IMAGING Ampronix……………………………………………………………6 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 24 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 10 Ampronix……………………………………………………………6 Gopher Medical……………………………………………… 81 Soma Technology, Inc..………………………………… 44 Technical Prospects…………………………………………5 The Alternative Source Medical.………………… 30 TROFF Medical……………………………………………… 26 MRI East Coast Medical Systems……………………… 72 Ed Sloan & Associates………………………………… 42 Engineering Services………………………………………8 KEI Medical Imaging Services…………………… 21 Kopp Development, Inc.……………………………… 42 MIT/Medical Imaging Technologies…………… 81 Siemens Medical Solutions USA, Inc..…………2 T.H.E. Medical Systems………………………………… 45 NUCLEAR MEDICINE E.L. Parts………………………………………………………… 25 InterMed NucMed………………………………………… 53 International X-Ray Brokers……………………… 72 J & M Trading…………………………………………………… 66 T.H.E. Medical Systems………………………………… 45 PATIENT MONITORING BETA Biomedical Services Inc..…………………… 30 Bio-Medical Equipment Service Co.…………… 24 Gopher Medical……………………………………………… 81 Integrity Biomedical…………………………………… 72 Pacific Medical……………………………………………… 20 Sage Services Group……………………………………… 26

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

PROBE REPAIR Conquest Imaging………………………………………… 13 Sentinel Imaging Group, Inc.…………………………7

Sage Services Group……………………………………… 26 Sentinel Imaging Group, Inc.…………………………7 TROFF Medical……………………………………………… 26

RADIOLOGY Eastern Diagnostic Imaging……………………… 43 Holden Battery Services……………………………… 66 International X-Ray Brokers……………………… 72 InterMed Ultrasound…………………………………… 44 InterMed NucMed………………………………………… 53 J & M Trading…………………………………………………… 66 Kopp Development, Inc.……………………………… 42 Maull Biomedical Training, LLC………………… 56 Metropolis International…………………………… 73 Multi Imager Service……………………………………BC Radon Medical……………………………………………… 66 Technical Prospects…………………………………………5 TROFF Medical……………………………………………… 26 Varian Medical Systems…………………………………9

REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 10 ALCO Sales and Service………………………………… 52 AllParts Medical…………………………………………… 33 E.L. Parts………………………………………………………… 25 Classic Diagnostic Imaging………………………… 67 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 45 Diagnostic Solutions…………………………………… 56 Digitec Medical Service Corp.……………………… 41 Ed Sloan & Associates………………………………… 42 Government Liquidation…………………………… 46 J & M Trading…………………………………………………… 66 KEI Medical Imaging Services…………………… 21 MTC/Medical Technologies Co.…………………… 80 Multi Imager Service……………………………………BC Parts Source……………………………………………… 68-71 Plan B Imaging……………………………………………… 25 Radon Medical……………………………………………… 66 Rieter Medical Services……………………………… 45 Soma Technology, Inc..………………………………… 44 T.H.E. Medical Systems………………………………… 45 Technical Prospects…………………………………………5 TROFF Medical……………………………………………… 26 Varian Medical Systems…………………………………9

RADIOLOGY PARTS AMX Solutions.……………………………………………… 57 InterMed Ultrasound…………………………………… 44 InterMed NucMed………………………………………… 53 J & M Trading…………………………………………………… 66 TROFF Medical……………………………………………… 26 RECRUITING Adel-Lawrence Associates, Inc.………………… 25 REFURBISH AMX Solutions.……………………………………………… 57 Bryton Corporation…………………………………………3 Eastern Diagnostic Imaging……………………… 43 Integrity Biomedical…………………………………… 72 Multi Imager Service……………………………………BC

RESPIRATORY Medical Specialties Distributors… 21, 25, 33 Tenacore Holdings, Inc.………………………………… 32

REPAIR/SERVICE Advanced Ultrasound Elec./AUE………………… 10 Ampronix……………………………………………………………6 Bio-Medical Equipment Service Co.…………… 24 Bryton Corporation…………………………………………3 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 45 Crothall…………………………………………………………… 15 Digitec Medical Service Corp.……………………… 41 Eastern Diagnostic Imaging……………………… 43 Ed Sloan & Associates………………………………… 42 Endoscopy Specialists………………………………… 75 Integrity Biomedical…………………………………… 72 KEI Medical Imaging Services…………………… 21 MedWrench…………………………………………………… 80 MIT/Medical Imaging Technologies…………… 81 Mobile Instrument Service & Repair………… 22 Pacific Medical……………………………………………… 20 Radon Medical……………………………………………… 66 Rieter Medical Services……………………………… 45

STERILIZERS Continental Equipment Company…………… 45 Government Liquidation…………………………… 46 InterMed Biomed………………………………………… 67 MTC/Medical Technologies Co.…………………… 80

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SAFETY Kopp Development, Inc.……………………………… 42

SURGICAL Bryton Corporation…………………………………………3 Eastern Diagnostic Imaging……………………… 43 Endoscopy Specialists………………………………… 75 Mobile Instrument Service & Repair………… 22 S.H. Medical Corporation………………………16, 33 The Alternative Source Medical.………………… 30 SURPLUS MEDICAL Government Liquidation…………………………… 46 Hilditch Group Ltd………………………………………… 21

TUBES/BULBS AllParts Medical…………………………………………… 33 Imaging Affiliates………………………………………… 80 J & M Trading…………………………………………………… 66 Technical Prospects…………………………………………5 ULTRASOUND Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 56 Endoscopy Specialists………………………………… 75 InterMed Ultrasound…………………………………… 44 Medcorp, LLC……………………………………………………4 Mobile Instrument Service & Repair………… 22 Sentinel Imaging Group, Inc.……………………………7 Siemens Medical Solutions USA, Inc..…………2 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13 InterMed Ultrasound…………………………………… 44 Medcorp, LLC……………………………………………………4 Mobile Instrument Service & Repair………… 22 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13 VENTILATORS Government Liquidation…………………………… 46 VIDEO Endoscopy Specialists………………………………… 75 Multi Imager Service……………………………………BC X-RAY Brandywine Imaging, Inc.…………………………… 16 Classic Diagnostic Imaging………………………… 67 Diagnostic Solutions…………………………………… 56 Eastern Diagnostic Imaging……………………… 43 German Electronics……………………………………… 56 Government Liquidation…………………………… 46 Holden Battery Services……………………………… 66 Imaging Affiliates………………………………………… 80 MIT/Medical Imaging Technologies…………… 81 Plan B Imaging……………………………………………… 25 Tri-Imaging……………………………………………………… 16 X-RAY PARTS AMX Solutions.……………………………………………… 57 BMX-RAY………………………………………………………… 30 J & M Trading…………………………………………………… 66 RTI Electronics, Inc.……………………………………… 53 Technical Prospects…………………………………………5 TROFF Medical……………………………………………… 26

TABLES Bryton Corporation…………………………………………3 MEDICALDEALER 85

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 25

Engineering Services ……………………………………8

Mobile Instrument Service & Repair ……… 22

Advanced Ultrasound Elec./AUE ……………… 10

German Electronics …………………………………… 56

MTC/Medical Technologies Co. ………………… 80

Ageron ………………………………………………………… IBC

Gopher Medical …………………………………………… 81

Multi Imager Service …………………………………BC

ALCO Sales and Service ……………………………… 52

Government Liquidation ………………………… 46

Pacific Medical …………………………………………… 20

AllParts Medical ………………………………………… 33

Hilditch Group Ltd ……………………………………… 21

Paragon Service ………………………………………… 79

Ampronix …………………………………………………………6

HMB Endoscopy Products ………………………… 57

Parts Source …………………………………………… 68-71

AMX Solutions. …………………………………………… 57

Holden Battery Services …………………………… 66

Plan B Imaging …………………………………………… 25

BETA Biomedical Services Inc.. ………………… 30

IAMERS ………………………………………………………… 14

Radon Medical …………………………………………… 66

Bio-Medical Equipment Service Co.………… 24

Imaging Affiliates ……………………………………… 80

Remarket Medical ……………………………………… 42

BMX-RAY ……………………………………………………… 30

Integrity Biomedical ………………………………… 72

Rieter Medical Services …………………………… 45

Brandywine Imaging, Inc. ………………………… 16

InterMed Ultrasound ………………………………… 44

RTI Electronics, Inc. …………………………………… 53

Bryton Corporation ………………………………………3

InterMed NucMed ……………………………………… 53

S.H. Medical Corporation ……………………16, 33

Classic Diagnostic Imaging ……………………… 67

InterMed Biomed ……………………………………… 67

Sage Services Group…………………………………… 26

Conquest Imaging ……………………………………… 13

International X-Ray Brokers …………………… 72

Sentinel Imaging Group, Inc. ………………………7

Continental Equipment Company ………… 45

J & M Trading………………………………………………… 66

Siemens Medical Solutions USA, Inc.. ………2

Crothall ………………………………………………………… 15

KEI Medical Imaging Services ………………… 21

Soma Technology, Inc.. ……………………………… 44

Diagnostic Solutions ………………………………… 56

Kopp Development, Inc. …………………………… 42

T.H.E. Medical Systems ……………………………… 45

Digitec Medical Service Corp.…………………… 41

Maull Biomedical Training, LLC ……………… 56

Technical Prospects ………………………………………5

E.L. Parts ……………………………………………………… 25

Medcorp, LLC …………………………………………………4

Tenacore Holdings, Inc.……………………………… 32

East Coast Medical Systems …………………… 72

Medical Specialties Distributors 21, 25, 33

The Alternative Source Medical.……………… 30

Eastern Diagnostic Imaging …………………… 43

MedWrench ………………………………………………… 80

Tri-Imaging …………………………………………………… 16

Ed Sloan & Associates ……………………………… 42

Metropolis International ………………………… 73

TROFF Medical …………………………………………… 26

Endoscopy Specialists ……………………………… 75

MIT/Medical Imaging Technologies ………… 81

Varian Medical Systems ………………………………9

86 MEDICALDEALER | AUGUST 2014

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