Medical Dealer - September 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

SEPTEMBER 2014 | WWW.MEDICALDEALER.COM

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Sentinel Imaging offers a full range of new and pre-owned ultrasound imaging equipment and repair services. Our staff has over 40 years combined experience in the industry. Our professionally refurbished and reconditioned ultrasound equipment, parts and transducers enable healthcare providers to save thousands of dollars without sacrificing image quality, performance or reliability. As one of the nation’s fastest growing ultrasound refurb companies, we service all products we sell, as well as our customer’s existing equipment at a fraction of the Manufacturer’s costs.

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Crothall Healthcare Technology Solutions has grown 215% in just two years because we do more than just repair and manage your equipment. We are the only equipment service provider that’s focused on patient and nurse satisfaction. We have a response team that maintains the equipment patients use every day. We provide better access and use of medical equipment for nurses through Clear Connect. And, because we’re not tied to specific manufacturers, we give you best-in-class service and solutions.

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MEDICAL EQUIPMENT, PARTS & SERVICE

MEDICALDEALER | SEPTEMBER 2014

“We are thrilled to be returning to Orlando and once again partner with the FBS. Our Orlando event is always a tremendous conference, and with the full support and reputation of the FBS, we are gearing up for another blockbuster event.”

54

CONTENTS_Features 54 MD EXPO PREVIEW

The fall MD Expo is returning to Orlando, Fla. on Oct. 1-3. The annual fall show includes countless opportunities for professional development with an array of ASRT-certified continuing education classes. Attendees craft priceless relationships through the many networking opportunities offered. The exhibit hall will be packed with the latest technology from the healthcare industry.

Medical Dealer (Vol. 18, Issue #9) September 2014 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. 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 | SEPTEMBER 2014

INDUSTRY UPDATE 16 News & Notes 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

22 OEM Updates 27 Block Imaging

MARKET ANALYSIS Radiology: Ultrasound Probes 31 Market Analysis 32 Product Showroom 36 Preferred Listings

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Yareia Frazier Jessica Laurain

Med/Surg: Surgical Lights 43 Market Analysis 44 Product Showroom 49 Preferred Listings

Account Executives Sharon Farley Warren Kaufman Jayme McKelvey

Contributors

Jim Fedele Myron Hartman Matthew N. Skoufalos Dan Bobinski

Accounting Sue Cinq-Mars

Circulation

SLICE OF LIFE 66 The Other Side 70 Pay It Forward 76 Dan Bobinski 81 Success Story 88 Categorical Index 90 Alphabetical Index

Bethany Williams bethany@mdpublishing.com

Web Department Betsy Popinga Taylor Martin

Like us on Facebook! www.facebook.com/MedicalDealer

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Proud supporters of Editor’s note: In the August issue of Medical Dealer the mammography market analysis incorrectly stated the global market for medical breast imaging equipment was forecast to exceed $4 million by 2020. This figure is actually projected to be $4.6 billion by 2020. We apologize for this error and any confusion that it may have caused.

12 MEDICALDEALER | SEPTEMBER 2014

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INDUSTRY UPDATE_News and Notes

DUNLEE EXCITED ABOUT THE FUTURE A new tube, leadership changes and work on the “Product Roadmap” add up to excitement for Dunlee, a division of Philips Healthcare.

Laura Hafner, director for global sales and marketing, recently took a few minutes for a telephone interview with Medical Dealer Editor John Wallace.

There have been some hints about a new Dunlee product and Hafner did not shy away from questions about what people can expect at the RSNA annual meeting in Chicago this winter. She said that Dunlee will be exhibiting in the South Hall.

“There will be a new replacement product that we will have and announce at the show this year,” Hafner said.

“We have the new tube coming out at RSNA,” Hafner said later in the interview when asked about what is next for Dunlee.

She added that the company is busy preparing for the future.

Talks about Philips divesting Dunlee ended earlier this year and the focus is on new products. Hafner said a decision was made in June to keep Dunlee as a division of Philips.

“We have some exciting things in the works,” Hafner said.

Hafner also confirmed that former Dunlee President Pat Fitzgerald left the company. Mark Szewczyk is now the site manager 16 MEDICALDEALER | SEPTEMBER 2014

for the Aurora, Ill., facility.

Royal Philips also recently announced the departure of Deborah DiSanzo, CEO of Philips Healthcare. The healthcare divisions now report directly to Philips Chief Executive Officer Frans van Houten.

In other news, Dunlee is pleased to announce that all of its X-ray tube housing assemblies, which are eligible to bear the CE mark, are in conformity with European Restriction of Hazardous Substances (RoHS).

RoHS, which originated from the European Union, regulates the maximum amount of specific materials in electrical and electronic products which pose a threat to the environment and the occupational exposure during manufacturing as well as recycling. Under RoHS, the six hazardous substances include lead (Pb), mercury (Hg), cadmium (Cd), hexavalent chromium (Cr VI), polybrominated biphenyls (PBB), and polybrominated diphenyl ethers (PBDE).

The Dunlee X-ray tube housing has been designed, manufactured and tested to be found compliant with the legislation laid out in the RoHS Recast Directive 2011/65/ EC. The effective RoHS date for products has varied by model, starting in March 2014, but as of May 24, 2014, all CE marked products are RoHS compliant. •

Staff Reports

AceVision offers ultrasound service, parts and pre-owned equipment online AceVision Ultrasound, a provider of ultrasound servicing, same day parts and pre-owned equipment, has launched a new website designed to improve customer experience.

Visitors to AceVisionInc. com can access information on the scheduling of ultrasound service calls, selection of a maintenance plan, ordering of same day ultrasound parts or review a selection of high-quality, pre-owned ultrasound machines for sale. Located in Schamuburg, Ill., AceVison Ultrasound has the expertise, georgrahic reach and product selection to be the service and product provider of choice for any medical office utilzing an ultrasound machine.

“The launch of our new website signals our commitment to provide our clients with the best possible customer service experience,” said Kevin Champion, Service and Sales Manager at AceVison Ultrasound.

“We look forward to helping our clients schedule service calls or find the ultrasound part or machine they need in the most effective way possible. Our goal is to improve client ultrasound equipment uptime by making interaction with AceVision Ultrasound as quick and pleasant as possible.” • FOR MORE INFORMATION, visit www.acevisioninc.com.

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

Francisco Herrera

Peter Ramirez

WWW.MEDICALDEALER.COM

4MED ADDS TO BUSINESS DEVELOPMENT TEAM 4med Imaging Solutions announces the addition of two industry veterans to the company’s business development team in Francisco Herrera and Peter Ramirez.

Herrera is the new Business Development Director for the central United States. In this new position, he is responsible for implementing 4med’s innovative imaging service concepts; tailoring service solutions that enable hospitals to better manage costs, allowing them to invest in future capabilities.

Herrera has 15 years of experience in sales and marketing. He brings a wealth of experience in new business development, B2B sales management and technical sales leadership across diverse markets and industries to 4med. His proven track record includes accolades such as No. 1 Service Sales Specialist in the Nation at Philips Healthcare, Best Business Practice Award at Pepsi Bottling Group, and Winners Circle Award at Harte-Hanks Inc. “We consider Texas and the Mid-America region as one of our key growth areas. We are happy to have a proven leader in Francisco spearheading the initiative in that market,” said Vyto Kab, CEO of 4med Imaging Solutions.

Also, 4med has announced that Ramirez has joined the company as a Business Development Executive for the western United States. In this position, he will work with the director to leverage existing business relationships to grow 4med’s footprint in the California, Arizona and Nevada markets. This position will be key in assisting 4Med expand the breadth and depth of its flexible partnership offerings that help hospitals manage costs, allowing them to invest in future capabilities.

Ramirez is an accomplished sales representative with over 25 years in the healthcare industry. He has a solid background in diagnostic imaging and biomedical engineering service. Formerly employed by GE Healthcare, Ramirez was most recently responsible for managing service relationships in diagnostic imaging and clinical services for business growth, service value and operational efficiency improvement for his customers. In addition to multiple positions with GE, he previously worked for Siemens and Philips.

“We are very excited to have a professional with the experience that Peter brings with his background at all three major OEMs. I am confident he will be successful in growing our business in Southern California, as well the rest of the state,” Kab said.• MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

SUMMIT IMAGING CEO LAWRENCE NGUYEN RECEIVES 40 UNDER 40 AWARD Summit Imaging Founder and CEO Lawrence Nguyen has been recognized by the Puget Sound Business Journal as one of the region’s 40 most influential business leaders under age 40. As a 2014 recipient of the 40 Under 40 Award, Nguyen joins past and present honorees, including executives at Microsoft, Zillow, Umpqua Bank, and Clear Channel Outdoor.

“It is an honor to be selected for this award and to join the company of such an esteemed group of business leaders in our community,” Nguyen said. “I share this acknowledgement with a team of dedicated employees whose technical and customer service contributions enable the continued success of Summit Imaging and inspire my own growth as a leader.”

Nguyen founded Summit Imaging in 2006, refurbishing and selling parts for ultrasound systems out of his garage. Over the past eight years, Summit Imaging has grown to become a profitable 40-person operation providing technology enabled services to support high-end ultrasound systems across many different brands, due in large part to Nguyen’s commitment to core values including innovation, reliability, outstanding quality and customer satisfaction. Dedication to these core values has resulted in a 93 percent customer retention rate and consistent referrals from satisfied customers, which allow the company to continue growing without a dedicated sales and marketing team.

Each year, the Puget Sound Business Journal reviews more than 400 applications to identify the area’s most influential young business leaders.

These applications are reviewed by an independent panel of past honorees of the 40 Under 40 Award and business leaders in the community.

Nguyen and this year’s other honorees will be celebrated with a special issue of the Puget Sound Business Journal and a 40 Under 40 Awards ceremony. •

Staff Reports

Lawrence Nguyen

GMI SIGNS AGREEMENT WITH SIEMENS HEALTHCARE Global Medical Imaging (GMI) has announced a new agreement with Siemens Healthcare to distribute its ultrasound products and services within defined markets and geographies in the United States.

The agreement, which became effective July 1, 2014, gives GMI distribution rights to Siemens’ comprehensive line of diagnostic ultrasound equipment. The Siemens portfolio is designed to meet any imaging need, ranging from compact, portable systems like the Freestyle system to full-featured, multi-disciplinary systems like the ACUSON SC2000.

The leadership team at GMI is excited about the agreement with Siemens Healthcare.

“This is a great opportunity for our customers who are looking for brand new equipment at a wide range of price points,” Dave Lamoureux, Director of Sales and Marketing at GMI, said. “Siemens has shown a real commitment to breaking new ground in ultrasound technology, and we are excited to add their innovative product line to our offerings.” • FOR ADDITIONAL INFORMATION, visit www.GMI3.com.

18 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

U.S. Food and Drug Administration

Logo Sheet 1298.01

FDA TAKES STEPS TO HELP ENSURE THE RELIABILITY OF CERTAIN DIAGNOSTIC TESTS The U.S. Food and Drug Administration has taken within a single laboratory. They include some genetic steps to ensure that certain tests used by healthcare tests and tests that are used by health care profesprofessionals to help diagnose and treat patients prosionals to guide medical treatment for their patients. vide accurate, consistent and reliable results.

The FDA already oversees direct-to-consumer tests First, the FDA is issuing a final guidance on the develregardless of whether they are LDTs or traditional opment, review and approval or clearance of companion diagnostics. diagnostics, which are tests used to identify patients who “Ensuring that doctors and patients have access will benefit from or be harmed by treatment with a certo safe, accurate and reliable diagnostic tests to help tain drug. Companion diagnostic tests are intended to guide treatment decisions is a priority for the FDA,” said FDA Commissioner Margaret A. Hamburg, M.D. aid physicians in selecting appropriate therapies for indi“Inaccurate test results could cause patients to seek vidual patients. These tests are commonly used to detect unnecessary treatment or delay and sometimes forgo certain types of gene-based cancers. treatment altogether. Today’s action demonstrates Second, consistent with the requirements of the the agency’s commitment to personalized medicine, Food and Drug Administration Safety and Innovation which depends on accurate and reliable tests to get Act of 2012 (FDASIA), the agency is notifying Conthe right treatment to the right patient.” gress of its intention to publish a proposed risk-based oversight framework for laboratory developed tests (LDTs), which are designed, manufactured and used FOR ADDITIONAL INFORMATION, visit www.fda.gov.

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INDUSTRY UPDATE_OEM Updates

Staff Reports

ESAOTE LAUNCHES MyLab SIX Esaote is launching MyLab Six, a fast, accurate and highly flexible enhanced ultrasound system at European Society of Cardiology, Barcelona. Configured for an extensive range of applications, MyLab Six delivers a solution for shared ultrasound services across any busy clinical setting.

MyLab Six is a complete cartbased system that can be used across a broad range of applications from cardiovascular to general imaging and women’s health.

It comes with highly advanced CV features, including Compass M-Mode, Tissue Velocity Mapping, Stress Echo, XStrain and QIMT. “MyLab Six has been designed as the most advanced and hardest working ultrasound system in its class,” explains Giovanni Altobelli, Ultrasound Marketing Product Manager at Esaote. “It offers a premium yet affordable solution to customers in terms of performance, flexibility of applications and mobility. Easy workflow options and automation of key options maximize patient throughput without compromising image quality or diagnostic confidence.

MyLab Six represents the extra steps we are taking in order to optimize the use of ultrasound in any specific clinical setting.”

The system has been designed to meet the increasing demand from physicians, clinics and group practices wishing to offer high-quality, on-site ultrasound services for their patients. MyLab Six has been conceived with the comfort of the user as a key priority. The rotating keyboard can easily be made higher or lower according to user preference.

Similarly, an articulated arm for the screen increases comfort, as well as 22 MEDICALDEALER | SEPTEMBER 2014

enabling the sharing of results with a patient or colleague quickly and easily. Ergonomic features include appleprobes – transducers that are specially shaped to keep the hand and wrist in their natural grip, helping to prevent tension in the hand from building up.

In keeping with its aim of maximizing workflow and performance for a multitude of purposes and individual users, MyLab Six has a simplified control panel including a high-resolution touchscreen display. The system has a clear and intuitive Touch function for quick and easy access to the system’s main functions. Operators can access measurement and report, and can also recall at the touch of a single button the settings they have customized and organized according to clinical preferences.

Integrated wireless connectivity facilitates easy one-click networking, and an integrated printer allows the outcome of the examination to be printed without delay.

MyLab Six features a 19-inch widescreen LCD monitor mounted on an articulated arm for improved viewing of high sensitivity images and increased operator comfort. The system is also noiseless – enabling the sonographer to focus fully on the examination and diagnosis. Its highly efficient core is ultra low in terms of power consumption, presenting a more environmentally friendly “green” option which costs less to run.

“Incorporating advanced technologies, post processing capabilities, and supporting a range of probes, the MyLab Six is an option for a range of applications,” according to Esaote. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

PHILIPS RECEIVES FDA 510(K) CLEARANCE FOR VISIQ ULTRASOUND SYSTEM

Royal Philips has announced that it has received 510(k) clearance from the U.S. Food and Drug Administration to market its ultra mobile ultrasound system, VISIQ, in the U.S. VISIQ is the first Philips ultrasound system to combine the benefits of greater mobility, performance and simplicity into a single miniaturized solution, helping clinicians increase access to quality diagnostic scans for more OB patients.

The ultrasound device can be easily transported wherever care is needed, and its quick-start technology and long battery life make it an ideal system for physician offices, hospitals and other clinical settings.

“VISIQ marks a new vision in ultrasound for Philips by allowing physicians to perform on-the-spot diagnostic scans, limiting the need for patients to go to multiple locations or schedule return visits,” said Gene Saragnese, CEO, Imaging Systems, Philips Healthcare.

“VISIQ is the latest example of Philips’ continued commitment to create advanced innovative technology solutions to deliver better care at lower cost and to help improve patient outcomes.”

VISIQ’s touchscreen gesture controls are familiar to anyone who has used a smartphone or tablet. It allows users to easily capture images, take measurements and share data. In addition, VISIQ offers many of the automatic image optimization features found on Philips’ premium EPIQ system, as well as built-in Wi-Fi for DICOM data transfer to hospital or cloud-based PACS. • FOR MORE INFORMATION, visit: http://www.philips.com/VISIQ. WWW.MEDICALDEALER.COM

FUJIFILM SONOSITE OFFERS PATIENT-SAFETY PROGRAM FUJIFILM SonoSite Inc. applauds the U.S. Senate Subcommittee on Primary Health and Aging for having a hearing to explore ways to stem the more than 1,000 preventable patient deaths a day in the U.S. healthcare system.

“This crisis needs to be addressed at the highest levels sooner rather than later, and we applaud the Senate for taking action,” said Diku Mandavia, MD, Senior Vice President and Chief Medical Officer at FUJIFILM SonoSite. “The fact is that there are many tools and methods to prevent these deaths if adopted broadly across a hospital, including those to significantly reduce a major threat to patient safety –hospital-acquired conditions.”

Hospital-acquired conditions (HACs) are complications that a patient may develop during a stay in a hospital or medical facility. To reduce this patient risk, many leading hospitals now mandate that their physicians adopt proven best practices.

As an example, the Agency for Healthcare Research and Quality (AHRQ), as well as other medical groups recommend ultrasound-guided central line insertion for safer vascular access, based on overwhelming scientific evidence of its safety benefits.

“Central Venous Catheter (CVC) insertion can be risky,” Mandavia said. “Both mechanical complications, such as a pneumothorax, or a Central Line-Associated Blood Stream Infection (CLABSI) can occur during the procedure. An iatrogenic pneumothorax is deemed a high-cost and preventable event at many hospitals and healthcare systems and, as of October 2012, the Center for Medicare and Medicaid Services (CMS) will not compensate hospitals for additional costs incurred from this complication.”

During the hearing, several testimonials were given emphasizing the importance of evidence-based protocols and well-trained healthcare professionals in reducing the risk of patient harm and even deaths.

Recognizing these needs, FUJIFILM SonoSite recently announced the availability of a new patient-safety program, called The SonoSite Solution for Safer Central Venous Catheterization that was specifically designed to help hospitals reduce complications during CVC insertion.

The SonoSite Solution is designed to be a collaboration between SonoSite and the healthcare provider. The objective is to provide a ready-made, but highly modifiable and scalable, clinical pathway to reduce CVC-insertion complications that can be prevented and may contribute to higher rates of mortality. The program is rooted in quality-improvement science and includes the support of Solutions Advisors who can help guide an institution through the improvement cycle. • FOR INFORMATION on SonoSite Solutions: www.sonosite.com/solutions.

MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

CARESTREAM DIGITAL DRX X-RAY DETECTOR SHIPMENTS SURPASS 9,000 UNITS Carestream Health has Imaging that is sold through shipped more than 9,000 DRX the company’s network in the detectors since launching the United States and Canada.

Carestream DRX-1, a wireless Quantum Medical Imaging is X-ray detector that quickly ret- a division of Carestream. rofits existing X-ray rooms or In addition to the DRX-1 portable diagnostic imaging detector, the DRX portfosystems from CR to DR techlio includes the Carestream nology, or powers new DR DRX-1C that utilizes cesium rooms and mobile systems. iodide technology. The DRX-1C Carestream DRX systems detector can be used to treat and detectors are used in surpatients in trauma, orthopaedic gical suites, ER/ICU areas and and other clinical environradiology departments — as ments. Carestream’s newest well as clinics, imaging cencesium-iodide-based detector, ters, nursing homes and field the Carestream DRX 2530C, military hospitals. fits into pediatric incubator These detectors deliver trays and is also used for orthohigh-quality, affordable digpaedic and extremity imaging. ital X-ray images in about The small-format DRX 2530C five seconds. detector is intended for use “Our innovative family of with DRX-Revolution systems wireless DRX detectors, imagor DRX-Mobile Retrofit Kits ing systems and specialized for mobile imaging of neonatal software delivers excellent and pediatric patients. It also image quality while enabling can be used with DRX-Evoluhealthcare providers to tion and DRX-Ascend systems, improve productivity and conas well as DRX-1 room retrofit trol costs,” said Diana L. Nole, systems, for orthopaedic appliPresident, Digital Medical cations and other tabletop Solutions, Carestream. exams that can benefit from a Carestream’s DRX-based smaller detector. portfolio includes: CarePatient care in ED, ICU, stream DRX-Revolution pediatric ICU and other enviMobile X-ray Systems, Carronments can be enhanced estream DRX-1 Systems, with advanced Carestream Carestream DRX-Mobile software that uses a single Retrofit Kits, Carestream exposure to produce a comDRX-Evolution Systems, panion image with algorithms Carestream DRX-Transportdesigned to accentuate specific able Systems, Carestream devices or conditions. • DRX-Ascend Systems, and FOR MORE INFORMATION, the Q-Rad-Digital DRX-Sevisit www.Carestream.com. ries from Quantum Medical

24 MEDICALDEALER | SEPTEMBER 2014

Staff Reports

TOSHIBA INTRODUCES NEW MR SOFTWARE FOR MORE EFFICIENT EXAMS To ensure healthcare providers have access to the most advanced technology for efficient exams, Toshiba America Medical Systems Inc. recently introduced its newest M-Power software version for the Vantage Titan 1.5T MR system and a new software version for its Vantage Titan 3T MR. Toshiba will also offer the new software versions with enhanced automated tools at no charge to existing Titan customers with previous M-Power software versions that have a current service contract with Toshiba.

The new software versions for the Titan 1.5T and 3T MR systems feature several workflow enhancements and new clinical applications: • M-Power’s PathFinder: Improved automated tools to streamline exams and workflow efficiencies, including DirectPAS, EasyTech and InScan.

• 3D Arterial Spin Labeling (ASL): Clinically enhanced non-contrast suite with 3D ASL non-contrast perfusion for the whole brain.

• DelayTracker: Automation of delay times for non-contrast Fresh Blood Imaging from renal to feet vessels.

• 3D Spectroscopy (optional): Improved functionality to perform 3D Spectroscopy, including during prostate imaging.

• 3D Gradient Distortion Correction: Features capabilities for 3D correction of image distortions and is only available for the Titan 3T MR. “Toshiba puts customers’ business needs first when developing software advancements so that healthcare providers can deliver the best patient experience with the latest technology available,” said Beverly Plost, director, MR Business Unit, Toshiba. “The M-Power software for Toshiba’s Titan 1.5T and Titan 3T MR includes enhancements to a comprehensive suite of innovative applications for faster and easier exams.”

MEDICAL EQUIPMENT, PARTS & SERVICE

When Plan A doesn’t work, Plan B is the Solution!

Lower Costs, Great Services

• X-ray sales and service organization founded in 1980.

• Nationwide coverage for most of our products including c-arms, dry printers, dry film and much more.

• A good source for finding competitive bids on x-ray equipment, digital products, etc.

• Member of AMSP (association of over 30 companies nationwide) with access to most products on the market today.

1. We purchase CT, Xray and Cath/Angio equipment

4. Sells hard to find parts for CT, Xray and Cath/Angio

2. Provide competitive offers

5. We specialize in tubes

3. Handles removal of equipment anywhere in US

6. Will ship parts anywhere in US

800-541-0632 • Email: Brandywineimaging@comcast.net www.Brandywineimaging.net • Online Catalog: www.radiologystore.net

Plan B Imaging 713.589.9800

Medical Specialties Distributors, LLC

WE OFFER…

THE BEST QUALITY NEW AND PRE-OWNED EQUIPMENT IN THE MARKET. Enteral nutrition, soft goods, disposables & supplies Exceptional service and competitive pricing.

Factory trained service technicians.

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Mention this ad and receive free ground shipping on your order! *Within the continental US

Call today for pricing and availability on any of your equipment needs or visit our website for a free quote

WWW.MEDICALDEALER.COM

1.800.947.1277 ext. 6610

equipmentsales@msdistributors.com www.msdistributors.com/equipmentsales

MEDICALDEALER 25

DIAGNOSTIC ULTRASOUND SYSTEMS, SERVICE, PARTS, PROBES & PROBE REPAIR • • • •

ComPlete systems exPert rePair serviCe Preventive maintenanCe full Coverage & Pm only ContraCts • general & 3D/4D/tee Probes outright or exChange • general & 3D/4D/tee Probe rePair

• loaner Probes & evaluations – free • oem Parts – Power suPPlies, CirCuit boarDs, Control Panels/ui, monitors etC… • free teChniCal suPPort 24x7 • hero Kits available

Professional engineers available • miDwest • miDDle atlantiC

• northeast • southeast

free tech support

24x7 MW IMagIng has been servIng the ultrasound coMMunIty for More than tWo decades. We are ready to shoW you What We can do for you. our knoWledge and experIence coupled WIth our extensIve oeM Inventory of parts & probes guarantee your satIsfactIon every tIMe.

877.889.8223 // www.mwimaging.com

Down SyStem? call us anytime. saMe day shIppIng on In-house parts

brand and website development by:

// www.ipsocreative.com

INDUSTRY UPDATE_Block Imaging

By Jason Block

RELOADED X-RAY TUBES VS. REPROCESSED X-RAY TUBES

H

ave you ever had someone try to sell you a “refurbished” X-ray or CT tube?

Do you know what the phrase “refurbished tube” means?

Your guess is as good as mine, because calling a tube “refurbished” doesn’t really tell the story of what’s been done. A tube that is not brand new can only fall into one of three categories: 1. IT'S A USED TUBE This category includes tubes that have been pulled off working systems and may come with a warranty for future performance.

2. IT'S A REPROCESSED TUBE This typically means that the tube’s insert remains untouched, but the oil inside the housing has been replaced and a vacuum device has been used to process out any air bubbles that could cause the tube to arc. This process, if done correctly, can add 20 to 50 percent more life to the tube than it would otherwise have.

3. IT’S A RELOADED TUBE This means that the entire insert has been replaced with a new one and processed with new oil. For all intents and purposes, you can conWWW.MEDICALDEALER.COM

process(es) it has undergone, be careful! A few questions will serve to make sure you’re not being misled, whether knowingly or by an unintentional misnomer.

YOU SHOULD BE ABLE TO ASK THE FOLLOWING: • Has the oil been replaced recently? If so, when?

• Is the insert new, or original?

• When was the tube last in use on a system?

Jason Block, President of Block Imaging Parts and Service

“If you feel the seller of an X-ray or CT tube is being vague on what condition it is in or what process(es) it has undergone, be careful!”

— Jason Block sider a reloaded tube to be a new tube with a comparable average life expectancy. Consequently, the price and warranty offered by the seller should reflect this.

If you feel the seller of an X-ray or CT tube is being vague on what condition it is in or what

If a vendor can answer these questions for you, not only does it suggest a higher level of credibility, you’ll also know what to expect from the tube you’re considering, regardless of the terminology being used to describe it.

MEDICALDEALER 27

Sales * Rentals * Trade-ins

28 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

THE BEST SOLUTION FOR PROBE REPAIR GMI provides a one stop shop for all your imaging needs. We provide state of the art transducer repair of both general use and TEE probes. We are unmatched and have the broadest range of OEM coverage in the industry.

Since GMI performs all probe repair services in our own 30,000 sq ft Charlotte, NC facility, we offer quick turn around times as well as certified quality control processes to insure that your probe meets or exceeds industry standards. Our dedicated probe repair team is among the best in the industry and will manage your repairs in an efficient manor saving you both time and money.

We Do It All In-House, Or We Don’t Do It At All. • HotSwap™ Program • A la carte repair options • Free Evaluations • Free Next Day Loaners • Capped probe program

CALL TODAY TO LEARN MORE

1.800.958.9986 www.gmi3.com

Ultrasound | Nuclear | PACS | Sales | Service | Parts | Repair | Training | Technical Support

Ultrasound probe repair done right — period.

www.acertaralabs.com 303.834.8413 | sales@acertaralabs.com 1860 Lefthand Circle, Suite H | Longmont, Colorado 80501 USA Š 2014 Acertara Acoustic Laboratories.

All Rights Reserved.

PRODUCT FOCUS_Radiology_Market Analysis

By John Wallace

ULTRASOUND MARKET TO EXCEED $8 BILLION BY 2017

T

he global ultrasound market was valued at $4.6 billion in 2012 and was forecast to grow at a compound annual growth rate of 7 percent, according to GBI Research. The United States was the largest market for ultrasound systems in 2012 – valued at $1.5 billion, according to the GBI report.

“The U.S. market accounted for 33 percent of global revenue in 2011, is highly penetrated and is primarily a replacement market for ultrasound systems,” according to a summary of the GBI report. “An increasing number of applications, and the adoption of fusion technologies such as Magnetic Resonance Imaging (MRI) guided High Intensity Focused Ultrasound (HIFU), are also expected to be major drivers for future growth.”

A report from MarketsAndMarkets.com predicts the global ultrasound market will exceed $8 billion by 2017 thanks to a 6.2 percent compound annual growth rate.

The report indicates that cartbased system will continue to drive the growth of the ultrasound market.

As with most medical technologies, ultrasound is evolving.

“Cart-based systems command the largest share of the ultrasound systems and are predicted to remain so for the coming decade,” according to MarketsAndMarkets.com.

“Devices such as Vscan (GE Healthcare), Acuson p10 (Siemens) and by other niche players such as Mobisante (U.S.) are expected to propel the growth of the hand-held segment of ultrasound devices.

Meanwhile, the market such as WWW.MEDICALDEALER.COM

High Intensity Focused Ultrasound (HIFU) and lithotripters is driven by the increasing demand from changing trends in fields such as cosmetology, ablative procedures, and lithotripsy applications in kidney stones, bladder stones and others.”

Ultrasound is also being used more often in the United States as an aging population has begun to need more medical care.

“Technological advancement, an increased number of applications and portability of ultrasound systems are expected to drive future growth,” according to GBI. “Technological advancements such as 3D/4D imaging, contrast imaging, directional flow imaging, and software applications provide benefits such as enhanced image quality, real time diagnosis, and improved examination of patient.”

“An increasing number of applications such as electrograph, Endoscopic Bronchial Ultrasound (EBUS) and Endoscopic Ultrasound (EUS) due to improved portability are other drivers for future growth,” the summary continued.

Ultrasound is also gaining a foothold in emerging economies throughout the world.

“The rapid aging of the global population and the low penetration of ultrasound systems in developing economies such as India and China continue to be major drivers for the future growth of the market,” according to GBI. “The aging of the global population is resulting in the increased prevalence of chronic disease conditions. Worldwide, there were almost 810 million people aged 60 years or older in 2012, and this number is expected to exceed 2 billion in 2050 (United Nations, 2012). The increased prevalence of chronic disease conditions will continue to drive ultrasound procedure volumes during the forecast period.”

The GBI report forecasts that the global ultrasound market will exceed $7 billion by 2019.

The global diagnostic market is led by key market players such as GE Healthcare, Philips Healthcare, Siemens Healthcare, Esaote Group, Toshiba Medical Systems Corp., HITACHI-Aloka Medical Corp., SonoSite Inc., Misonix Inc., Ultrasonix Medical Corp., Zonare Medical Systems, Mindray Medical, Terason Corp., Verathon Inc., Supersonic Imagine, Analogic Corp. and TomTec Imaging Systems GMBH. The global therapeutic market is led by companies such as EDAP TMS, Dornier Medtech, InSightec, Siemens Healthcare, Philips Healthcare and Misonix Inc. MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SEPTEMBER PRODUCTS : This month, Medical Dealer explores current trends in Ultrasound Probes.

OLYMPUS TGF-UC180J

O

lympus is a pioneer of endoscopic ultrasound, which combines ultrasound technology with endoscopy to better visualize the tissues of the digestive tract and adjacent anatomical structures inside the human body. With EUS, the transducer is inserted into the body endoscopically via the digestive tract, putting it closer to the region of interest to obtain higher resolution images. Olympus’ TGF-UC180J forward-viewing curvilinear ultrasound gastrovideoscope boasts enhanced maneuverability and handling for physicians. With a 180° upwards angulation, physicians have a comprehensive view of the digestive tract, an improvement over other conventional convex scopes. An auxiliary water channel within the gastrovideoscope enables blood and residue to be flushed away without the need for a balloon.•

32 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Product Showroom

ESAOTE APPLE PROBE

A

s part of Esaote’s latest innovations in ultrasound, the award-winning appleprobe represents an innovative approach in ergonomics, receiving the IDEA and reddot award for outstanding design. The flexible design of the appleprobe enables the user to easily switch between a grip, palm or the conventional pincer hold. The flexibility of use and natural hand position helps reduce tension, leaving the clinician pain-free to focus on the examination. The appleprobe can be connected to various ultrasound systems including Esaote’s newest launches – MyLab GammaTM and MyLab SixTM. For more information, visit www.esaote.com. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

GE HEALTHCARE VSCAN WITH DUAL PROBE

G

E Healthcare introduces the firstof-its-kind Vscan with Dual Probe, for focused body imaging with a 2-in-1 probe. GE’s battery-powered and pocket-sized device offers both phased and linear array transducers in one probe for a wide range of clinical uses such as deep and shallow body imaging and high-performance grey scale anatomy and color blood flow imaging. AutoOptimize adjusts gain for all depths and AutoCycle detects full heart cycle for fast review or storage. GE’s innovative device covers 80 percent of core ultrasound procedures, according to the ACEP, enabling efficient triage and faster workflow, as well as time and cost savings. •

34 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Product Showroom

ACUSON FREESTYLE ULTRASOUND SYSTEM

T

he ACUSON Freestyle™ ultrasound system from Siemens Healthcare delivers advanced wireless ultrasound transducer technologies that bolster clinical and operation efficiencies across all points of care. The ACUSON Freestyle system provides excellent image quality with Pixelformer™ imaging architecture by forming the image pixel by pixel for great contrast and detail resolution as well as uniform focus throughout. The user has the freedom to operate the three wireless transducers available up to three meters away from the system through proprietary wireless technology, which includes an ergonomic interface that enables remote control of scanning parameters from within the sterile field. The ACUSON Freestyle system covers a range of imaging for diagnostic and procedural ultrasound visualization from general imaging, vascular, musculoskeletal, and nerve imaging. The system console has a large 38 cm, high-resolution LED-LCD display and can be mounted easily on a lightweight cart and VESA mount compatible. The system and transducers operate on battery power for a portable imaging solution. • WWW.MEDICALDEALER.COM

MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND PROBES

Acertara Acoustic Laboratories 1860 Lefthand Circle, Suite H Longmont, CO 80501 Phone: 303-834-8413 Email: sales@acertaralabs.com Website: www.acertaralabs.com

SEE OUR AD ON PAGE 30

Acertara is an independent ISO/IEC 17025:2005 accredited diagnostic ultrasound measurement laboratory. Additionally certified to ISO9001:2008 and ISO13485:2003 Acertara designs and develops ultrasound probe test equipment such as the Aureon™ and Atlas™ devices.

Acertara was founded by G. Wayne Moore and Jim Gessert; both founders of Sonora Medical Systems and the designers of the FirstCall probe testing system. Acertara also provides advanced probe repair services at its Longmont Colorado facility.

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

SEE OUR AD ON PAGE 21

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.

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 39

AllParts Medical, established in 2006 and acquired by Philips in 2011, is dedicated to servicing the needs of imaging service teams. AllParts provides OEM replacement, Dunlee and Philips parts from its 80,000 square foot Center of Technical Excellence in Nashville TN. In addition to Parts, AllParts provides: Training, Technical Support, Equipment Disposition Services, Equipment Sales and Procurement Management Software (Parts Wizard Customer Portal). Supporting multiple manufacturers (GE, Siemens, Toshiba, Philips) and multiple modalities (CT, MRI, CV/R & F, General Rad, Portable/C-Arm, Ultrasound) AllParts has enjoyed consistent growth as it helps its customers move along the service maturity path, doing more and more of the image equipment maintenance work with their own in-house teams.

Advanced Ultrasound Electronics George Hryshchuk 6935 E. 38th St., Ste. A Tulsa, OK 74145 Toll-Free: 866-620-2831 Phone: 918-628-2831 Fax: 918-628-2833 Email: georgeh@auetulsa.com Website: www.auetulsa.com

SEE OUR AD ON PAGE 10

AUE is a leader in refurbishing ultrasound parts, systems equipment, peripherals and service by using cutting edge technology to repair parts down to component level. It is our goal to provide high quality workmanship and customer service on every part and system that we offer.

36 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Preferred Vendors

Bayer HealthCare 100 Bayer Blvd.

Whippany, NJ 07981 Phone: 862-404-3000 Email: anne.osbourne@bayer.com Website: www.ri.bayer.com

Because Quality Matters.

SEE OUR AD ON PAGE 2

Bayer HealthCare Services offers the flexible solutions and quality you need for your Medrad® equipment, now including VirtualCare® - the remote support solution that offers remote diagnostics and software support for a faster recovery. Bayer HealthCare’s Multi Vendor Service provides repair solutions for MR coils, CR systems, dry film printers, and ultrasound probes.

Choice Medical Systems, Inc. 1426 Pasadena Avenue South St. Petersburg, FL 33707 Toll-Free: 800-368-9337 Phone: 727-347-8833 Fax: 727-347-7140 Email: choice@choicemedical.com Website: www.choicemedical.com

SEE OUR AD ON PAGE 13

Conquest Imaging is the largest supplier of ultrasound parts, probes/transducers, probe/transducer repair, training, service and free, 24/7 technical support. Our exclusive Quality Assurance 360° program ensures that you not only get a part that performs to OEM specifications upon installation but outlasts the competition. Conquest Imaging.

Because Quality Matters.

SEE OUR AD ON PAGE 28

With over 50 years combined experience, we specialize in providing new and reconditioned diagnostic ultrasound systems for sale or rent. We offer PMs and service and have a large inventory of replacement parts/probes/ systems in stock. Pre-owned systems undergo rigorous reconditioning and warranty is provided. Distributor of Medicapture Image Capturing devices. Authorized Sony dealer for medical products.

WWW.MEDICALDEALER.COM

Conquest Imaging Corporate Technology and Logistics Center 1815 Industrial Drive Stockton, CA 95206 Toll-Free: 866-900-9404 Fax: 209-942-2572 Email: mtomory@conquestimaging.com Website: www.conquestimaging.com

Global Medical Imaging 222 Rampart St. Charlotte, NC 28203 Toll-Free: 800-958-9986 Phone: 704-940-7755 Fax: 704-940-7756 Email: info@gmi3.com Website: www.gmi3.com

SEE OUR AD ON PAGE 29

GMI enables healthcare providers to consistently deliver high quality care with a positive financial outcome. GMI sells, services and supports ultrasound systems, nuclear cameras, and PACS networks across the USA. GMI also has unique technical repair capabilities and training capabilities to support our customers and hospital system partner.

Please call or visit www.gmi3.com for more information.

MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Preferred Vendors

Government Liquidation SEE OUR AD ON 15051 N Kierland Blvd #300 PAGE 80 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.

SEE OUR

J & M Trading, Inc. AD ON PAGE 62 409 Space Park North 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.

38 MEDICALDEALER | SEPTEMBER 2014

Staff Reports

Medcorp, LLC 5735 Benjamin Center Drive SEE OUR AD ON Tampa, FL 33634 PAGE 40 Toll-free: 866-828-1800 Fax: 813-630-5999 Email: info@medcorpllc.com Website: www.medcorpllc.com MedCorp is a leading distributor of new and reconditioned ultrasound equipment. Our vast inventory includes systems, parts and probes from Siemens/Acuson, GE, Philips, HP, ATL, Biosound, Sonosite and other major manufacturers. We also can provide service contracts at reasonable cost.

MedCorp is a major supplier to both distributors and end-users.

National Ultrasound 2730 Berkeley Lake Road, Ste B400 SEE OUR AD ON Duluth, GA 30096 PAGE 39 Toll-free: 800-797-4546 Phone: 770-551-8797 Fax: 770-551-8598 Email: info@nationalultrasound.com Website: www.nationalultrasound.com Since our founding in 2003, we have focused on a single product category: new and used ultrasound systems, parts and probes. We are a company of technicians with more than 250 years of collective experience working with equipment from six largest ultrasound manufacturers. We have made the Inc. 5000 list for the sixth consecutive year.

SEE OUR AD ON PAGE 26

MW Imaging 920 Hemsath Road, Ste. 102 St. Charles, MO 63303 Toll-Free: 877-889-8223 Phone: 636-925-0030 Fax: 636-925-0070 Email: info@mwimaging.com Website: www.mwimaging.com For over 20 years MW Imaging has specialized in ultrasound systems, probe sales & repair, and OEM parts.

MW Imaging provides customized full service and PM contracts, T&M service, free loaner probes and evaluations, hero kits, and unprecedented 24/7 Tech Support. We carry a vast inventory of parts, probes, and complete systems.

Trisonics, Inc. 533 2nd Street Highspire, PA 17034 Toll-free: 877-876-6427 Phone: 717-939-6860 Fax: 717-939-6864 Website: www.trisonics.com

SEE OUR AD ON PAGE 7

Trisonics, Inc. is your ultrasound imaging partner specializing in ultrasound service, support, systems, transducers and parts. Our goal is to provide cost effective solutions with an emphasis on personalized service.

MEDICAL EQUIPMENT, PARTS & SERVICE

Tools & Data That Empower Your costs have dropped, your team is more productive, financial incentives are growing, warranty rates have shrunk, uptime is improving, you have even leveraged the web for further efficiencies and you have the data to prove it.

PARTS WIZARD CUSTOMER PORTAL PROVIDES: • • • •

Real-time data on all KPIs Dashboards Parts availability Pricing & order placement

BETTER MANAGEMENT OF: • Core exchanges • Returns • Order tracking

Committed To Your Success.

Call 866.507.4793 Visit www.allpartsmedical.com

AllParts Medical is a Philips owned company

The Largest Dedicated Seller of Ultrasound Probes, Parts & Systems At National Ultrasound, we pride ourselves on our expert knowledge of ultrasound. Our staff is trained to help you find the right ultrasound equipment that meets your application and budget requirements.

OVER 10,000 PARTS IN STOCK

Authorized Re-seller for GE, Siemens, Toshiba & Mindray TOLL FREE: (800) 797-4546 PHONE: (770) 551-8797 WWW.NATIONALULTRASOUND.COM

WWW.MEDICALDEALER.COM

2730 NORTH BERKELEY LAKE RD SUITE B-400 DULUTH, GEORGIA 30096

MEDICALDEALER 39

Medical Specialties Distributors, LLC

WE OFFER…

THE BEST QUALITY NEW AND PRE-OWNED EQUIPMENT IN THE MARKET. Infusion related soft goods, disposables and supplies.

Exceptional service and competitive pricing.

Factory trained service technicians.

Attractive lease financing options available

Mention

this ad for free ground shipping on your order. *Within the continental U.S.

Call today for pricing and availability on any of your equipment needs or visit our website to request a quote.

1.800.947.1277 ext. 6610

equipmentsales@msdistributors.com www.msdistributors.com/equipmentsales

Highly tested… always trusted medical imaging parts

THANK YOU Thank you to all of our customers for your continued support.

We can help with a tested and guaranteed replacement overnight. troffmedical.com/inventory 800.726.2314

WWW.MEDICALDEALER.COM

MEDICALDEALER 41

New & Refurbished Anesthesia Equipment

Oral Surgery Unit w/ vaporizer & stand $6,133

Refurbished Cardiocap/5 $3,500-$7,500

Refurbished Aestiva/5 $14,900-$19,900

New Mindray DPM5 $4,250-$6,250

Refurbished Fabius GS $15,900-$19,900

SimpleBlend O2 & Air Mixer $845-$1,145

Refurbished Avance $25,900-$32,900

Refurbished Zoll Defibrillators $3,950-$6,950

Refurbished Narkomed GS $5,500-$7,500

800-448-0814

Paragon Service www.ParagonService.com

New&Refurbished Paragon/Penlon $16,900-$19,900

Fax 734-429-3197

PRODUCT FOCUS_Med/Surg_Market Analysis

By John Wallace

SURGICAL LIGHTS MARKET ON THE RISE The operating room is filled with a number of very important medical devices from the patient monitoring equipment to the operating table to the specially designed lighting.

Staff members in hospitals, surgical centers and other healthcare facilities use the lights for surgical procedures including neurosurgery, endoscopic surgery, and a variety of other procedures to illuminate the focus area. These high-tech lighting solutions empower surgeons and medical professionals to obtain a better resolution of the surgical area and help the surgical team complete needed tasks more effectively and thus improve outcomes.

An aging world population, especially in the United States, as well as a predicted increase in the number of surgery centers is expected to fuel the growth of these markets.

The total world operating room equipment market was valued at $770 million in 2010 and is forecast to grow 3.6 percent per year to reach $989.6 million in 2017, according to GlobalData’s “Operating Room Equipment – Global Opportunity Assessment, Competitive Landscape and Market Forecasts to 2017.” The market researcher predicts an increase in the number of WWW.MEDICALDEALER.COM

ambulatory surgery centers (ASCs), growth in medical tourism in emerging economies, decreasing material costs and technological innovations to drive the market.

In the U.S., the growth is forecast to be closer to 4 percent annually through 2017.

The market for operating room equipment in the U.S. was valued at $288 million in 2010. GlobalData predicts annual growth of 3.9 percent – a slightly higher rate than predicted growth in the world market. According to those figures, the market will reach a value of $377 million in 2017, driven by an increasing demand for specialized operating tables and hybrid operating rooms.

The growth of the surgical lights market is expected to be slower than that of operating room equipment in general.

Slow growth is expected in the operating room lights market; growth in the U.S. market is a result of many facilities’ shift from halogen lights to LED lights. While they cost significantly more than halogen, LED lights

offer as much as 40 percent greater light intensity, twice the adjustable spot size, and a wide variety of settings and light adjustments. They emit less heat than halogen lights, keeping the operating room cooler and more comfortable for clinicians.

Advances in surgical lighting continue as the market shifts and grows.

These new technologies are driving growth in the surgical light market, according to a report by ResearchMoz.us.

“Advent of new advanced surgical lighting systems and technology advancements drives the demand of global surgical lighting systems market. Also, development of advanced filters and reflection systems that enhance the quality of light also attracts a greater number of medical professionals and ultimately increases the uptake of surgical lighting systems,” according to the report.

“In addition, development of technologically advanced systems also drives the demand for these products,” ResearchMoz.us reports.

However, the report cautions that competition may lead the price erosion of surgical light equipment and that could hinder the market’s growth going forward.

Key players in the surgical lights market include A-dec Inc., Getinge USA Inc., Skytron, Derungs Licht AG, Berchtold Corp., Burton Medical Products Inc., Integra LifeScience Corp., MAQUET Holding B.V. & Co. KG and Welch Allyn.

MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

SEPTEMBER PRODUCTS : This month, Medical Dealer explores current trends in Surgical Lights.

WELCH ALLYN GREEN SERIES 600 MINOR PROCEDURE LIGHT

D

esigned specifically for demanding viewing conditions, with the ability to control the light output, the Green Series 600 Minor Procedure Light features three, white LEDs in a wider head with integrated handle for easy maneuverability. •

44 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

BERCHTOLD CHROMOPHARE F GENERATION SURGICAL LIGHTS

B

y combining reflector technology with the latest breakthroughs in LED lensing technology, CHROMOPHARE F Generation Surgical Lights enhance the OR experience like never before. CHROMOPHARE’s Precision Beam Technology™ focuses 650 beams of overlapping light into one homogenous column, creating ideal depth of field and excellent shadow prevention. The light head boasts four color temperature settings and a full 360º of rotation, giving surgical teams an unprecedented level of control at every step. CHROMOPHARE F Generation Surgical Lights provide surgical teams with a lighting solution inspired by the best technology, designed for easy operation and constructed to deliver value for years to come. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

SKYTRON SURGICAL LIGHTS

S

kytron brings today’s most advanced technology to LED surgical lighting.

Designed with caregivers in mind, the lighting solutions deliver everything needed for quality patient care – all while keeping cost of ownership low. Innovative features include: • Focus control – Industry-exclusive Aurora 3 lights can be focused directly from the center sterile handle.

• Reduced shadows – Unique Vertically Segmented Reflector Design (VSRD) gives the clearest spot possible.

• Simple positioning – Lightweight polymer construction and 360° rotation provide ease of maneuverability.

• Brilliant intensity – Energy-efficient LEDs achieve intensity up to 160,000 lux per light head.

• Options for every budget – Choose from variable focus or fixed focus technologies. • 46 MEDICALDEALER | SEPTEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

WELCH ALLYN HEADLIGHT

C

ord-free, LED illumination provides complete mobility when and where you need shadow-free illumination. Available with a rigid or terrycloth Headband and weighing only 4 ounces, the Green Series Diagnostic Headlight will help improve staff satisfaction and enhance patient care. •

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MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MAQUET VOLISTA LIGHTING SYSTEM

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urgical Lights by MAQUET provide a deep column of light with even distribution and true color clarity.

Engineered with specialized lenses, high lux is not routinely needed but can be accessed with MAQUET’s patented BOOST™ technology. Additional patented technologies include: AIM™ which reduces the light to obstructed LEDs while increasing illumination to surrounding LEDs, FSP™ that compensates for light fluctuation ensuring consistent lighting throughout surgery, and LMD™ to adjust illumination levels for better light consistency. A cost-effective choice, LED life is 60,000 hours. Easily maneuverable arms are integration-friendly and the SATELITE mounting system allows for simplified upgrades. • 48 MEDICALDEALER | SEPTEMBER 2014

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Paragon Service is the premier refurbisher of anesthesia systems in the United States for over 23 years. Paragon Service is an anesthesia specialist which sells new patient monitors, refurbished patient monitors, defibrillators and new anesthesia accessories. Regional biomedical service and depot repair services are also available. We are your anesthesia specialty company.

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MD EXPO PREVIEW

The M Equipmeendical and Servic t Sales e Expo is Ret urnin Sunshine g to the State

T

he fall MD Expo, the premiere conference for clinical engineers, biomeds and HTM professionals, will be at the Hilton Orlando Bonnet Creek on Oct. 1-3. Attendees can register online at www.MDExpoShow.com/Orlando. Registration is free for all hospital employees, military personnel and students.

MD Publishing President John Krieg says the hotel is spectacular.

Located in the heart of central Florida, the Hilton Bonnet Creek is nestled in a nature preserve on Disney’s doorstep. It features extraordinary amenities and award-winning restaurants. The property is also home to the acclaimed Rees Jones designed Waldorf Astoria Golf Club.

Each year the fall show presents countless opportunities for professional development with an array of ASRT-certified continuing education classes. Attendees craft priceless relationships through the many networking opportunities offered. There are also several avenues for career advancement.

MD EXPO PREVIEW

Attendees and exhibitors will not want to miss the fourth annual MD Expo Awards Gala and After Party sponsored by AIV on the final evening of the threeday event. Presented awards will include the TechNation Department of the Year, TechNation Professional of the Year, Medical Dealer Humanitarian of the Year and Medical Dealer Lifetime Achievement.

The MD Expo is fortunate to have a host of sponsors make attendance more affordable for HTM professionals who often struggle to find funding in cash-strapped hospital budgets. A continental breakfast will be available on Thursday morning as well as break stations with snacks throughout the day. The breakfast and break stations are sponsored by RPI, TROFF Medical and Trisonics.

The Manager’s Networking Breakfast, sponsored by Health Tech Talent Management, on Friday morning will feature John Maurer of The Joint Commission. He will discuss standards and strategies for a successful TJC inspection.

Lunch will be provided within the exhibit hall on Thursday and Friday courtesy of Block Imaging and International X-Ray Brokers. The networking venues are also sponsored and include free food and beverage care of Advanced Ultrasound Electronics and InterMed. Pat Lynch with Global Medical Imaging (GMI) encourages all HTM professionals to find time to attend the MD Expo.

“Any MD Expo is the best place for biomeds and imaging engineers to experience networking, education and exhibitor interactions,” Lynch says. “And at a price and quality that can’t be beat!”

Industry veteran Manny Roman stressed the importance of attending the MD Expo.

56 MEDICALDEALER | SEPTEMBER 2014

“FBS is very pleased with the educational opportunities. They are both relevant and timely. This is especially good for those frontline techs seeking to expand into supervision or management roles.”

– Frederick McMurtrie, CBET, 2014 Florida Biomedical Society Past-President and Webmaster

…

“Enhancing your personal and professional self should be a daily priority. MD Expo offers the opportunity to accelerate your progress,” Roman says. “The MD Expo is a well-run, well-attended, well-respected part of our industry not to be missed.”

The MD Expo is a top-notch tradeshow that provides an ideal platform for the medical equipment service industry. The event will showcase new trends, display innovative products and afford insight into the latest products and services.

“The exhibit hall is the best ever,” Lynch says. “Because of MD Publishing’s reputation for supporting and promoting the in-house HTM professional, the exhibit hall is full of companies who want to provide lower cost alternatives to the manufacturer’s services and parts. You won’t just see the same old companies there year after year – I always discover a new gem to add to my collection of ‘good guy’ companies.”

Karen Waninger, Clinical Engineer Director for Community Health Network, expects a strong

showing because of the value of the MD Expo.

“I encourage attendance for all MD Expo events. The one in Orlando, presented in partnership with FBS, should be one of the best,” Waninger says. “Having the support of the various Florida biomedical societies should help draw even more members of the profession to attend. With more attendees, the learning opportunities are exponentially increased for everyone, as we can learn from one another and not just from the scheduled sessions.”

“For FBS members and attendees, the exhibit hall is an important part of the Expo,” says Frederick McMurtrie, CBET, 2014 Florida Biomedical Society Past-President and Webmaster. “It allows attendees to meet and speak with OEMs, vendors, ISOs and other service providers related to the medical device industry. They are afforded the chance to examine new products, services and alternative parts sources.

The bottom line for attendees that participate in the exhibit hall is, there is no doubt they will find opportunities to save their institutions money, time or both.”

MEDICAL EQUIPMENT, PARTS & SERVICE

SCHEDULE

O CT O B E R 1-3, 2014

at a glance

WEDNESDAY, OCTOBER 1, 2014 9 AM - 4:30 PM .......................... REGISTRATION

8 AM - 2 PM ............................... 2014 MD EXPO GOLF TOURNAMENT

5 PM - 7 PM ............................... WELCOME RECEPTION

FLORIDA BIOMEDICAL SOCIETY MD Publishing is also excited to be back in the Sunshine State because of the support it receives from the Florida Biomedical Society. The two groups teamed up in 2008 and in 2011 and it proved to be a win-win situation.

The return to Florida is a continuation of that partnership with the popular state biomedical association. McMurtrie says the association is excited about its partnership with MD Publishing.

“FBS is proud and honored to support and partner with MD Publishing for this year’s MD Expo in Orlando, Fla.,” McMurtrie says. “In the past, this event was always a huge success and well attended. It is especially beneficial to the FBS membership because it provides many opportunities to meet with their peers and vendors on a national and international scale.”

The continuing education courses are especially beneficial for attendees.

“FBS is very pleased with the educational opportunities. They are both relevant and timely. This is especially good for those frontline techs seeking to expand into supervision or management roles,” McMurtrie says.

“For managers of HTM departments, there are presentations dealing with benchmarking and with the ever complex changes in compliance in the profession. Frontline techs will also find opportunities to expand their technical skills with classes WWW.MEDICALDEALER.COM

THURSDAY, OCTOBER 2, 2014 7 AM - 4:30 PM .......................... REGISTRATION

7 AM - 11 AM .............................. EXHIBITOR BOOTH SET-UP

8 AM - 12:15 PM ......................... EDUCATIONAL SEMINARS

NOON – 4 PM ............................ EXHIBIT HALL GRAND OPENING

4 PM - 5 PM ............................... ATTENDEE/VENDOR HAPPY HOUR

FRIDAY, OCTOBER 3, 2014 7 AM - 5 PM ............................... REGISTRATION

8 AM - 9:30 AM .......................... MANAGER’S BREAKFAST

9:30 AM - 12:15 PM .................... EDUCATIONAL SEMINARS

NOON - 3 PM ............................. EXHIBIT HALL OPEN

6 PM - 7:30 PM .......................... MD EXPO AWARD GALA

8 PM - 10 PM .............................. MD EXPO AFTER PARTY MEDICALDEALER 57

MD EXPO PREVIEW

The MD Expo once again lives up to its reputation of providing relevant, top-notch continuing education opportunities for medical equipment service professionals with a comprehensive offering of courses in Orlando.

The educational calendar boasts 25 classes, many of which are accredited by the American Society of Radiological Technologists (ASRT). …

pertaining to ultrasound, PACs and medical equipment networking.”

“FBS is grateful to MD Publishing for acquiring ASRT certifications for their educational presentations,” he adds. “This provides members who are CBETs to show they are continuing their education as required, and for managers of HTM departments to provide proof to regulatory bodies that their professional staff is maintaining their technical edge.”

Krieg says the partnership with FBS is ongoing.

“We are going to continue to come to Florida every three years as part of a partnership with FBS,” he says. “FBS always has a great show and we add a national presence with world-class speakers and exhibitors.”

“We are thrilled to be returning to Orlando and once again partner with the FBS. Our Orlando event is always a tremendous conference, and with the full support and reputation of the FBS, we are gearing up for another blockbuster event,” Krieg adds.

“As a long-standing board member of Florida’s biomed society, I look forward to the partnered 58 MEDICALDEALER | SEPTEMBER 2014

event of MD Publishing’s MD Expo. 2014 will be no different,” says former FBS President Bill Hascup. “The biomeds of Florida should mark their calendar for another outstanding social, educational and networking event which is the MD Expo!”

Another former FBS president also expressed praise for the ongoing partnership.

“The Florida Biomedical Society is excited to hold the MD Expo again in Orlando, Florida,” Bill Hart says.

“This Expo presents members and non-members unique educational, career and networking opportunities and is poised to deliver great value to attendees. As one member mentioned, ‘The Florida Biomedical Society along with the MD Expo is one of the best events ever – you don’t want to miss it!’ ” Everybody is excited about the MD Expo.

“MD Publishing is a wonderful host for our attendees and vendors and provides a cheerful and relaxed atmosphere to make for a great experience. FBS is looking forward to seeing and meeting with all,” McMurtrie says. “See you in October!”

EDUCATION The MD Expo once again lives up to its reputation of providing relevant, top-notch continuing education opportunities for medical equipment service professionals with a comprehensive offering of courses in Orlando. The educational calendar boasts 25 classes, many of which are accredited by the American Society of Radiological Technologists (ASRT). Classes will be offered Thursday and Friday mornings.

In one of the educational sessions, James Fedele and Binseng Wang will present “How to Comply with the Revised Equipment Management Standards Issued by CMS and TJC.” MEDICAL EQUIPMENT, PARTS & SERVICE

Fedele says he and Wang have years of information incorporated into their presentation.

“We are teaching a class about how to meet the requirements to go to an alternative equipment PM program,” Fedele says. “We have the data to say that we can reduce the PM frequency based on the data that we have collected.”

Fedele also promises new data that will be helpful for biomeds.

“We have three research papers out there that show how we coded everything. We have some new findings and we are going to adjust some of the definitions to match up to the TJC and CMS,” Fedele explains. “It will be really helpful for biomeds.”

“The general flavor is here are some strategies on how to reduce PM frequencies and collect data effectively to prove that you are meeting the CMS and TJC requirements. Then, you have the data to show that you are not impacting patient safety (in a negative way),” Fedele says.

“We are going to talk about how we did it and how they can do it,” he adds.

Abbe Meehan, president of TEC Resource Center, will present a class on dealing with confrontational customers and co-workers.

“It’s going to be good for anybody who is on the front lines with the person who is using the equipment on the patient,” Meehan says. “It’s important for people to know how they fit in that role.

Everybody impacts the patient experience.”

“No matter what aspect it is, they are involved with the patient experience because they are WWW.MEDICALDEALER.COM

either supporting the people who are using the equipment on the patient or the people who are dealing directly with the patients,” she adds. “A negative interaction can be carried over to the patient.”

Behavior and how you treat everybody really has an effect on patient experience, Meehan says.

“We will cover different things that can diffuse tense customer situations,” she says about the class.

Meehan points out that biomeds often deal with frustrated co-workers.

“Things go wrong, people need things fixed and they might not be happy campers when they call you,” Meehan says adding that she will teach how to have a calming effect and make a bad situation better.

Lynch says the quality of the educational sessions is unbelievable.

“The educational opportunities are delivered by some of the best in the industry. Here is your chance to schmooze with the true leaders of the profession, hear their lessons and have the opportunity to ask questions and engage them oneon-one outside of the lecture hall,” Lynch says.

The classes are great for all MD Expo attendees.

“It has been my experience that offering the ASRT certification for the sessions is drawing attendees with a wider range of roles in healthcare. Any time we can connect the users and the servicers, both teams have the opportunity to develop a better understanding of the other’s perspectives,” Waninger says.

FOR A COMPLETE LIST OF CLASSES visit www.MDExpoShow.com/Orlando.

“It has been my experience that offering the ASRT certification for the sessions is drawing attendees with a wider range of roles in healthcare.

Any time we can connect the users and the servicers, both teams have the opportunity to develop a better understanding of the other’s perspectives.”

– Karen Wanninger, Clinical Engineer Director for Community Health Network

…

MEDICALDEALER 59

MD EXPO PREVIEW

“MD Publishing structures the events so that there is always a reception, meet-and-greet or something else fun to do to encourage people to stay long after the formal classes are over.”

– Pat Lynch, CBET, CCE

60 MEDICALDEALER | SEPTEMBER 2014

NETWORKING Conferences, conventions, expositions, symposiums – whatever word is used one of the most valuable aspects of these events is the opportunity to add trusted sources, colleagues and industry experts to one’s network of professional contacts.

The MD Expo offers an almost endless number of opportunities to connect and network. These opportunities include scheduled events like the 2014 MD Expo Golf Tournament sponsored by DirectMed Parts on Wednesday, Oct. 1 and the AllParts Medical sponsored Welcome Reception that evening as well as a Happy Hour on Thursday and the Awards Gala and After Party on Friday.

New for the MD Expo will be an expanded lounge area near the registration desk where colleagues can hold informal meetings, make new connections and share valuable information throughout the three-day event.

Waninger says the show floor is a great place to network.

“The exhibit hall is a must for all who attend! The vendors have information and ideas to help us all better manage our responsibilities around the healthcare technology in our environments,” she says.

“With the relaxed atmosphere, everyone feels like they ‘belong’ and that sparks great conversations. I have met so many people at the different MD Expo events that I cannot begin to list them,” Waninger says. “There are people who have helped me solve specific and immediate issues my team was facing. In other instances, I have reached out to someone months afterwards, just because of something we happened to be discussing that becomes relevant later. I have been able to help make connections between other people and organizations, who otherwise may not have learned of one another.”

Yet, unscheduled networking opportunities also exist and are often even more valuable.

The Hilton Bonnet Creek is one of Orlando’s newest hotels. The four-diamond AAA hotel offers an array of venues to mingle and interact with other attendees and company representatives. These chance encounters often result in mutually beneficial relationships between colleagues.

“With many shows, the attendees leave right after the formal events and go back home for the night. They are deprived of a major benefit of the MD Expos,” Lynch explains. “MD Publishing structures the events so that there is always a reception, meet-andgreet or something else fun to do to encourage people to stay long after the formal classes are over.

I, for one, always meet several new people and come back with a ton of new business cards. My extensive business and personal connections grow significantly MEDICAL EQUIPMENT, PARTS & SERVICE

at each MD Expo. Being involved now in international biomed training, I am finding lots of potential volunteers who speak the language of the country we are traveling to. Finding qualified HTMs who can explain technical issues in the native language is a huge benefit.”

“The awards ceremony is always fun and inspiring. The pride generated as fellow industry professionals are recognized for their contributions is a source of motivation for all.”

– Manny Roman …

AWARDS GALA It is only fitting that the fourth annual awards presentation be in Orlando since the first-ever awards were presented there in 2011.

“The awards are a very special part of the MD Expo,” Krieg says.

“They have really become a significant part of the MD Expo and we enjoy being able to recognize the top performers from our industry.”

The MD Expo Awards Gala, sponsored by AIV, will be held in the hotel beginning at 6 p.m. on Friday, Oct. 3. It is the perfect event to wrap up an exciting three days as top achievers from the industry are recognized. MD Publishing is honored to draw attention to those who set the bar and provide outstanding examples for others to emulate.

All attendees and exhibitors are encouraged to attend as MD Expo presents the TechNation Department of the Year Award, the TechNation Professional of the Year Award, the Medical Dealer WWW.MEDICALDEALER.COM

Humanitarian Award and the Medical Dealer Lifetime Achievement Award. Previous award winners include the likes of Manny Roman, Malcolm Ridgeway, Children’s Hospital Colorado, Dalton Foundation and many more.

FBS will also present its annual awards, including BMET of the Year, which recognizes an outstanding HTM professional. FBS will also award up to three scholarships in memory of Bruce McGuire, Kevin Joyce and Bob White. The FBS President’s Award will be presented to a vendor, OEM or ISO at the discretion of FBS President John Alvenus.

“It is always a pleasure to reward our fellow professionals and those who serve the HTM profession. MD Publishing has a long tradition of providing a venue, finding ways to identify those deserving members of our field and seeing them rewarded,” McMurtrie says. “FBS is always proud to participate and share the stage with MD Publishing, it gives us the opportunity to present our annual awards on a national stage.”

The MD Expo Awards Gala presentation creates a sense of anticipation throughout the industry.

“I always look forward to seeing who the award recipients will be.

I appreciate how MD Publishing has created opportunities to bestow some recognition on deserving HTM professionals,” Waninger says. “It gives us all a sense of belonging to a profession that is contributing to the greater good.”

Roman says the awards ceremony is always fun and inspiring.

“The pride generated as fellow industry professionals are recognized for their contributions is a source of motivation for all,” Roman says.

Lynch says it is the ideal ending for the MD Expo.

“The Awards Gala is a very fun event. It is a time to totally relax and watch while the hardworking recipients are justly rewarded with recognition by their peers,” he says. “I love it.”

Everyone is invited to stay for the After Party immediately following the awards ceremony. The After Party will be held in the same location with a DJ, dance floor and a fun atmosphere.

It is the perfect way to cap off the MD Expo.

FOR MORE INFORMATION, visit www.mdexposhow.com/orlando.

MEDICALDEALER 61

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MEDICALDEALER 65

SLICE OF LIFE_The Other Side

By Jim Fedele

DOES WORK REALLY EVER GO AWAY? R eporting to the CIO has given me a bird’s eye view of all the systems and programs that are being implemented and planned for on a daily basis. As I look at the list it is breathtaking to see so many things going on. Many of the projects have a common purpose, to make us more efficient. As I think about these items and the projects my team has completed lately, I am not so sure that the “efficiencies” ever actually exist.

Computers, software, networks and equipment have enjoyed significant advances. These advances have opened the doors to innovations that we never dreamed of before.

In today’s world, we can connect a computer to just about anything to gather, analyze and report data.

Almost daily I hear about a new product that will interface medical equipment to a computer, collect vitals and electronically input data into a patient’s record. The promise is efficiency and accuracy; no longer will pen and paper be needed in your organization.

However, as I look at the growth of the IT workforce and my own experiences, I wonder if all these 66 MEDICALDEALER | SEPTEMBER 2014

Almost daily I hear about a new product

that will interface medical equipment to a computer, collect vitals and electronically

input data into a patient’s record. The promise is efficiency and accuracy; no longer will pen and paper be needed in your organization. things really save time? I am noticing the advancements seem to do more shifting of labor than actually saving it. It starts with the project planning; a group of stakeholders and technical folks are convened to implement the software. This group is never less than six people and some projects here have had as many as nine. The time commitment is usually a one or two hour meeting plus homework for 90 to 120 days. The man-hours to get a project implemented can easily exceed 250 depending on the complexity of the project. However the largest demand and transfer of labor is in the form of technical support.

We recently implemented a surgical information integration

program to capture vitals electronically during surgery and recovery of patients. This system eliminates human entry errors and allows the users to be more efficient. It also increases the focus on the patient.

However to achieve these gains super-users and a program administrator needed to be created to manage the system.

When the system doesn’t work correctly, someone from IT or my team is called to help identify and fix problems. I have discovered that the problems quickly become complex because a single department/ service line doesn’t own the system.

We all have parts of the system, my staff is called for the medical equipMEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

ment, IT hardware is called for the interface computer and IT software or super-users are called when there are program problems.

The OEM also complicates the issue by falsely indentifying whose problem it is when staff calls them.

When I add up all the time needed to solve problems on this system, I think we spend more time on it then the time it took to manually document it. So, essentially we just moved the labor to someone else. I have other examples, including our wireless temp monitoring. Before wireless temp monitoring staff members checked the refrigerators every shift and recorded the temperature.

Now, it is done automatically so they do not have to write it down. However my staff has to assign, calibrate and replace batteries on the tags. The labor to do this is quite substantial; I would bet it is more than just writing down the temps.

I am not advocating that these projects are not worthwhile; removing the human element from recording data improves consistency and accuracy. This translates into reliable records that improve patient care. I am just stating that advocating for these systems on the premise that they save time and labor is flawed.

Another element to all this automation is people are slow to change.

Imagine spending a million dollars to implement a system that is designed to do a function automatically. To remove a tedious task of writing entries or filing papers, to collect data without user intervention. Then, imagine after six months of implementation the staff is now using both the old written system and the new automatic system. I have witnessed this, the staff doesn’t trust the new system, or the system doesn’t exactly address their need which causes WWW.MEDICALDEALER.COM

them to keep using the old method.

Sometimes it is an interpretation of a regulatory requirement that also prevents people from giving up the old system. When staff members continue to run both systems the work load increases and nobody wins, money is wasted and ultimately the vendor supplying the product will receive negative feedback as well.

My purpose for writing about this is to share with you that these advancements in integration and technology may impose a labor demand on your operation. This fact is seldom pointed out by the vendors when selling systems to our customers. Most of the requests I see for these types of new products always include labor savings in their justification. However, as I have pointed out, the savings may only be within the using department because every system needs support. I am not suggesting we should resist these advances, we should be engaged and ask the question “Who is going to support it and how much time will it take?” There is a higher success rate asking for labor before implementation than after, especially when you are the only one suffering because of the workload. I think we need to be ready to address the labor shift that is sure to come as healthcare continues to be squeezed and people start trying to capitalize on technological advancements to reduce labor and be more efficient. We need to be ready to address the labor shift that is sure to come.

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.

MEDICALDEALER 67

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MEDICALDEALER 69

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

HERNIA REPAIR FOR THE UNDERSERVED T here are three chief limitations to achieving better-quality medical care in the developing world, says Dr. David Chen, Associate Professor of Surgery at the University of California Los Angeles: mentorship, education, and resources.

Many doctors who perform medical missions have the ability and the interest to provide the first two, but thanks to partnerships with technology companies like Google, GoPro, and Cisco Systems, they are gaining access to the third as well.

“There’s always been asymmetry in the world between developing countries and the first world because of resources,” Chen said.

“Companies like Google and Apple and GoPro, their whole business model is to connect people,” he said.

“We can close that gap with some of the infrastructure that someone else built. The quality of care can really get better because you’re connected.”

Chen participates in a charity called Hernia Repair for the Underserved, the goal of which is to provide free surgery to patients in America’s poorest hemispheric neighbors; countries like Haiti, Paraguay, and Brazil.

In the course of a week, surgeons will perform 60 to 80 cases, 70 MEDICALDEALER | SEPTEMBER 2014

UCLA surgeon Dr. David Chen (left) stands with Brazilian surgeon Dr. Sergio Roll (right) in São Paulo, Brazil, after surgical training utilizing Google Glass.

Credit: Dr. Justin Wagner/UCLA

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GOOGLE GLASS LIVESTREAM FEED Dr. Martin Chenu, a local surgeon from Luque, Paraguay, wears Google Glass during a procedure. The surgery was viewed “live” via wireless streaming in the United States to a select group of leading surgeons who could watch and oversee the procedures.

This is part of an education project spearheaded by UCLA surgeon Dr. David Chen and the non-profit organization Hernia Repair for the Underserved to bring the latest hernia surgical techniques to surgeons around the world.

Credit: Dr. Justin Wagner/UCLA

Chen said. Added to that mission work, however, is a bit of infrastructure-building that involves identifying surgeons from the local main teaching hospitals “and putting them through a training program so they won’t need us anymore,” he said.

“The hernia operation is something that we can do and we can leave,” Chen said. “The outcomes are pretty reproducible, and we can train [doctors for] it in a short period of time.”

“We really want to make them able to take care of their local populations,” he said.

In as few as five supervised procedures, Chen said, training physicians can know that their charges are capable of replicating the results of the surgeries successfully in the absence of supervision. But when the doctors return to the United States, they are still available for consultation at more and deeper levels than before, thanks to technology.

“We’ve been able to build everything really on very little of a budget because we just use what’s there,” Chen said. “We use GoogleDocs, and every surgeon we train, we track them. We have a rating scale that we use for U.S. residents that determines competency. I can give them a report card at the end of their trainWWW.MEDICALDEALER.COM

MEDICALDEALER 71

SLICE OF LIFE_Pay It Forward

ing. Right after a case, everyone sits down with a smartphone, tablet, and data, and decides if you’re competent or not based on metrics.”

Chen will return to Brazil in September 2014, and to Haiti a month later. When he departs from the facilities, however, he and his fellow volunteer surgeons will leave behind tele-networking equipment that will enable them to continue mentoring the native surgeons in those places as well.

“We’re leveraging all this technology because the world is connected,” Chen said. “In Haiti, I can do grand rounds while sitting in a conference room in Santa Monica.

“Their greatest need is education,” he said. “When the earthquake hit [Haiti], people died and people left. That’s what they’re missing.”

The post-mission support began with the very sophisticated teleconferencing equipment—a couple of pairs of Google Glass enable supervising surgeons to effectively be in the room with their trainees during the procedure —and has been distilled to the simpler interactions of a closed Facebook group of some 700-plus international surgeons and medical industry professionals.

“GoPro and Google Glass help identify if you have problems with a case,” Chen said. “They can log every patient they operate on; they just don’t have the resources to do it. When you can do it off your smartphone – it’s amazing. They all have smartphones – they can do these things.

“We can help them look at their outcomes, look at their quality, publish their outcomes, and become 72 MEDICALDEALER | SEPTEMBER 2014

“The way that we see it is we’re training people in countries that are developing, and by subsequent generations being trained, the poor and the wealthy in these countries get treated.”

— David Chen leaders in the field,” he said.

What the Facebook group offers, Chen said, is an opportunity for medicine by immediate consensus, which is almost entirely antithetical to the tradition of medical publishing. The “room” in this case comprises 600plus surgeons and medical industry professionals of varying levels of ability, all of whom can weigh in on a question, whether procedural, technological, or philosophical. That freedom of discussion creates an experience that leverages “power in numbers” and an attitude of collaboration, Chen said.

“It used to be that people would protect what they learned and did because the culture of academia is that you’re only given credit for what you publish,” he said, “but it’s a new world where people are so connected and so excited about things, they put it right out there.

“The turnaround time to ask a question on Facebook and Twitter, you have your answer in one day, as opposed to in the scientific community where we ask a question and do a study and get results five years later,” he added.

As inspirational and empowering a message as the collective spirit of such a movement can engender, putting that collective knowledge

to use for charitable ends is the true focus of the efforts of Chen and his cohorts. The doctors who operate on patients in the areas of need are fully vetted by the organization to have achieved a certain level of competence. The treatment they provide is reserved as a preferential option for the poor; Chen notes that “concierge” patients of means are often turned away, and entire trips have been cancelled “where the situations aren’t ideal.” And regardless of the clinical setting, which can be meager in certain circumstances, “we treat everyone there as we would treat our own family members,” he said.

“We’re really trying to build something sustainable, and partnering at the very top level with the best universities or directly with the ministry of health and trying to identify the best surgeons,” Chen said.

“The way that we see it is we’re training people in countries that are developing, and by subsequent generations being trained, the poor and the wealthy in these countries get treated,” he said. “We make sure that the patients are vetted and vested and the staff and the patients get first-rate care.

“I’m busy to the hilt, but I believe in it.”

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MEDICALDEALER 75

SLICE OF LIFE_

By Dan Bobinski

WHY EVERYONE SHOULD PAY ATTENTION TO TRAINING

H

ave you ever noticed that we rarely, if ever, see line items in budgets for the “financial impact of training?” Subsequently, much training is relegated to the back burner because only that which gets measured tends to get managed. It has been my observation that when organizations place a high priority on training, it’s because they know their efforts will have a substantial, positive impact on the bottom line.

Thankfully, it’s not just me saying this. In a study conducted by the United States Council on Competitiveness, it was found that a 10 percent increase in employee training impacted productivity more than a 10 percent increase in work hours or a 10 percent increase in stock options.

Also, according to research published by the American Society for Training and Development, firms that train more than 80 percent of their workforce are able to attract and retain employees better than competitors of similar size in their industries that don’t invest in training.

Then we can look at the Emerging Workforce Study, which found that in organizations where training is considered poor, 41 percent of employees are planning to leave within a year. However, in companies where training is considered good, only 12 percent are thinking about 76 MEDICALDEALER | SEPTEMBER 2014

Dan Bobinski Workplace Consultant

leaving. Even if nobody leaves, think about the impact such attitudes have on day-to-day productivity. You might also have a short talk with your HR people about the costs of employee turnover.

CAUSES OF POOR TRAINING Perhaps the largest factor in any organization’s attitude toward training is the leader’s attitude about it.

If the leader thinks training is an expensive waste of time, it’s common for almost everyone around the leader to adopt a similar attitude.

Likewise, if a leader sees the value of training, it’s likely those surrounding the leader will, too.

Interestingly, bad attitudes toward training can exist even if the leader is a training advocate.

For example, years ago I had a client whose leader placed a high value on training, and all of his direct reports did the same, except one. I had a long-term training contract with this company, and although employees from every other department were eager to learn, those in the detractor’s department adopted his attitude. They scoffed at and even mocked the idea of learning new things.

To be fair, a supervisor, manager, or director can value training even if those at the top do not, and while the focus on training’s value may not be as strong, an impact will still be felt.

In either case, these situations confirm a workplace principle: For employees to engage training, whoever they report to must communicate that training is valuable.

Another cause of poor training is thinking that “show-and-tell” is effective. Show-and-tell is the term I use for the technique of showing someone how to do something while telling that person how to do it, and then believing that is all that’s needed for a successful transfer of knowledge, skills, and attitudes.

People learn in different ways and at different speeds. Sure, it would be nice if human beings had a USB port in the back of their heads so MEDICAL EQUIPMENT, PARTS & SERVICE

Perhaps the largest factor in any we could download whatever people needed to know in just a minute or two, but that’s not the case. Along these same lines, too many managers and leaders believe that learning new concepts and skills can be completed in short time frames. Both employees and their organizations get shortchanged with these false beliefs.

New employees must learn the skills to perform their jobs efficiently and accurately. Seasoned employees and those rising through the ranks will need training for new procedures and new responsibilities. If six hours of learning is squeezed into a four-hour window, managers may think they’ve saved a few hours of payroll and gotten people back into productivity mode, but I can practically guarantee that those few hours that were “saved” will be squandered in very short order. Those not-quitefully-trained employees will waste those two extra hours plus many more stumbling through bewildered guesses and fixing mistakes, all while trying to figure out the content they didn’t learn in those two hours of “saved” training time.

WAYS TO PROVIDE QUALITY TRAINING The first key to success in training is to think like a doctor. A good doctor analyzes a problem before writing a prescription. The more thorough the WWW.MEDICALDEALER.COM

organization’s attitude toward training is the leader’s attitude about it. If a leader sees the value of training, it’s likely those surrounding the leader will, too. analysis, the more confident a doctor can be that the right prescription has been made. Many people have experienced the frustration of a doctor who doesn’t ask many questions and then misdiagnoses a problem. Take the time to analyze. After all, throwing training at a problem might not solve the problem. All the customer service training in the world will not fix a situation in which a bad supervisor forces customer service reps to adhere to poor or outdated policies.

Also, no matter what delivery method is used, any quality training seeks to answer four basic questions for employees: • Why should I learn this?

• What do I need to know/do/be concerned about?

• How am I supposed to do it?

• What if unusual or atypical cir cumstances exist?

By ensuring that all training addresses these four questions, the four basic learning styles are addressed and all employees will be more connected to the training.

Additionally, employees should be made aware of how any training will help them in their work and how it contributes to the company achieving its goals. Having employees attend a training session without telling them how it contributes to the company’s goals comes across to them as a waste of time.

When people’s learning styles are addressed, when they see how training contributes to the bottom line, and when people up and down the chain of command openly convey their belief that training is vitally important, then employees will engage it more and a positive impact will be seen on the bottom line.

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 77

78 MEDICALDEALER | SEPTEMBER 2014

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MEDICALDEALER 79

SLICE OF LIFE_Success Story

By Matthew N. Skoufalos

NORTHWEST MICHIGAN SURGERY CENTER

W

hen the Northwest Michigan Surgery Center of Traverse City, Mich., decided to replace its anesthesia machines, “Of course we went to the big guys on the block that we had dealt with for years,” said CEO LoAnn Vande Leest.

But when the center makes capital equipment purchases, “we always look for a second and maybe a third quote to make sure we’re doing our due diligence and getting the best possible equipment at the best price,” she said.

“Paragon [Service, of Saline, Mich.] asked for a shot, and they really did a great job.”

Staff at the Northwest Michigan Surgery Center, which was already a service client of Paragon, knew the quality of work of which the company is capable, Vande Leest said. Anesthesia equipment specialist Steve Anthony, who had already been supporting some Paragon technology onsite at the center, further left a mark with them throughout the sale.

The center’s clinical director, Tina Piotrowski, noted that Anthony first distinguished himself from his counterparts at the OEM competitors during the pitch meetings.

“The presentations that they did when they came out to present their proposal were both totally different presentations,” WWW.MEDICALDEALER.COM

“We had an evaluation sheet for the staff to complete to say what they liked, what they wanted to see,” Petersen said. “Paragon did an outstanding job of educating and answering all the questions, and the staff were excited about the possibilities.”

Piotrowski said. “Steve was able to speak to us from a more realistic standpoint. He came in like we would see him in the center every time he was here, dressed in the khaki pants and the company logo golf shirt. It didn’t feel like it was as much of a hard sell. He seemed much more believable.”

“The other companies kind of thought that they had it all in the bag, and they didn’t really impress us that much,” said Vande Leest.

The surgery center hosted day sessions during which “we invited anybody who would touch the anesthesia machine,” said materials management coordinator Marsha Petersen.

“We had an evaluation sheet for the staff to complete to say what they liked, what they wanted to see,” Petersen said. “Paragon did an outstanding job of educating

and answering all the questions, and the staff were excited about the possibilities.”

That enthusiasm didn’t flag during the trial and implementation phase, Petersen said, as Paragon representatives helped nursing and surgical staff test out the anesthesia equipment.

“Thinking about my 35 years in materials management, thinking back through all of the evaluations and negotiations that I have been involved in, I can say that I am proud to be part of the Paragon trial and implementation because that really is one of the best I have ever gone through,” she said.

The trial, although successful, was no small feat to execute so well, Piotrowski said; it left staff at the surgery center feeling more confident about the future of their partnership with Paragon Service.

MEDICALDEALER 81

SLICE OF LIFE_Success Story

By Matthew N. Skoufalos

Marsha Peterson, Materials Management Coordinator, says Paragon Service provided one of the best purchasing experiences she has had in her career.

LoAnn Zande Leest, CEO of Northwest Michigan Surgery Center, says that Paragon Service worked in a way that was comfortable for her facility.

Dr. John Stratton uses one of the anesthesia machines at the surgery center.

Tina Piotrowski, Clinical Director, says that her staff members were assisted on a number of cases to get them comfortable with the anesthesia equipment.

82 MEDICALDEALER | SEPTEMBER 2014

“One of the [Paragon] guys that was assisting with the trial said, ‘When I go home from here I am exhausted,’ ” she said. “We are a fairly large center. It was like him trying to take on a small hospital as far as the volume, and he kept calm, cool, and took as much time as the staff needed to learn the equipment.

“He went from department to department, and we felt like it was a legitimate service that we would see after the sale,” Piotrowski said.

Service and support are key parameters in choosing any equipment suppliers, but so are financial considerations. Paragon Service “really worked hard to meet our price point,” Vande Leest said, even offering financing terms to make the sale as attractive as possible.

What lent additional value to the deal was knowing that the equipment was favorably priced but also of significant quality. That was a key consideration for Piotrowski, who was used to working with new, OEM devices.

“I’ve always thought that if I’m going to use something, I want to own it,” Piotrowski said. “I want to have the control of knowing that I own something, and I’ve purchased something, and they’re going to take care of the maintenance aspect of it, the holding of it.

I feel that when it’s paid for, I should have a dollar value left of something.

“Quite often when you have [pre-owned] equipment, you don’t have anything left,” she MEDICAL EQUIPMENT, PARTS & SERVICE

_Success Story

said. “You have something in the end when you’ve purchased it new.”

For Vande Leest, the consideration to weigh is “the trust factor” of where the equipment has been in service prior to the sale, how well it’s been maintained, and who’s responsible for its upkeep. The products from Paragon, a mix of new and pre-owned, contained some demonstration models that had been used at trade shows, trials, and in other lightweight environments.

“From what Paragon was offering with the demo models, we knew

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they’d used them, but they’d serviced them and taken care of them,” she said.

That level of service was present after the surgery center completed its purchase and installed the equipment on a permanent basis, Piotrowski said. In addition to coordinating with the anesthesia staff to ensure their comfort with the machines in a variety of clinical situations, Paragon staff helped establish custom settings for alarm limits on patient monitoring equipment it also sold the center.

“It was first-class the way they

did the entire operation, from a surgery perspective,” Piotrowski said. “They didn’t miss a beat or drop the ball.”

For Vande Leest, that level of attention to detail is what helped staff at the Northwest Michigan Surgical Center feel like they had gotten the partnership that was advertised to them during the sales process.

“After the sale, [Paragon] came in, they really were just right by our sides, and they did as much as they needed to do to get everybody up to a point of comfort,” she said.

MEDICALDEALER 83

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MEDICALDEALER 87

CATEGORICAL INDEX ANESTHESIA BETA Biomedical Services Inc..…………………… 69 Doctors Depot.…………………………………………………8 Paragon Service…………………………………………… 42 ASSOCIATIONS IAMERS…………………………………………………………… 14 AUCTION/LIQUIDATION Government Liquidation…………………………… 80 Hilditch Group Ltd………………………………………… 19 MedWrench…………………………………………………… 85 BATTERIES Eastern Diagnostic Imaging……………………… 50 Holden Battery Services……………………………… 75 BIOMEDICAL AIV Inc.…………………………………………………………… 84 AMX Solutions.……………………………………………… 64 Bayer Healthcare Services.……………………………2 BETA Biomedical Services Inc..…………………… 69 Conquest Imaging………………………………………… 13 Crothall………………………………………………………………4 Global Medical Imaging (GMI)…………………… 29 InterMed Biomed………………………………………… 78 Maull Biomedical Training, LLC………………… 75 MedEquip Biomedical………………………………… 68 Medical Specialties Distributors……25, 41, 51 MedWrench…………………………………………………… 85 Trisonics……………………………………………………………7 CABINETS/CARTS Bryton Corporation…………………………………………5 CARDIOLOGY J & M Trading…………………………………………………… 62 Southeastern Biomedical, Inc.…………………… 53 C-ARMS Eastern Diagnostic Imaging……………………… 50 Engineering Services…………………………………… 73 CETRIFUGES Ozark Biomedical………………………………………… 65 COMPUTED TOMOGRAPHY East Coast Medical Systems……………………… 78 Ed Sloan & Associates………………………………… 84 Imaging Affiliates………………………………………… 84 Metropolis International…………………………… 79 MIT/Medical Imaging Technologies…………… 87 Plan B Imaging……………………………………………… 25 Tri-Imaging……………………………………………………… 62 CT PARTS A+ Medical Company Inc.…………………………… 63 Asset Management Associates, LLC.………… 86 Imaging Affiliates………………………………………… 84 KEI Medical Imaging Services…………………… 51

88 MEDICALDEALER | SEPTEMBER 2014

CT SCANNERS A+ Medical Company Inc.…………………………… 63 Asset Management Associates, LLC.………… 86 East Coast Medical Systems……………………… 78 Ed Sloan & Associates………………………………… 84 International Medical Equipment & Service …………………………………… 67 J & M Trading…………………………………………………… 62 KEI Medical Imaging Services…………………… 51 Technical Prospects……………………………………… 15 DIAGNOSTIC IMAGING A+ Medical Company Inc.…………………………… 63 AMX Solutions.……………………………………………… 64 Brandywine Imaging, Inc.…………………………… 25 Eastern Diagnostic Imaging……………………… 50 J & M Trading…………………………………………………… 62 Multi Imager Service……………………………………BC TROFF Medical……………………………………………… 41 ENDOSCOPY Endoscopy Specialists………………………………… 87 HMB Endoscopy Products…………………………… 68 Mobile Instrument Service & Repair………… 20 S.H. Medical Corporation……………………… 21, 41 GENERAL Eastern Diagnostic Imaging……………………… 50 Government Liquidation…………………………… 80 MedWrench…………………………………………………… 85 Remarket Medical………………………………………… 65 The Alternative Source Medical.………………… 69 IMAGING/PARTS A+ Medical Company Inc.…………………………… 63 Ampronix……………………………………………………………6 AMX Solutions.……………………………………………… 64 Diagnostic Solutions…………………………………… 78 Eastern Diagnostic Imaging……………………… 50 Engineering Services…………………………………… 73 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 52 J & M Trading…………………………………………………… 62 National Ultrasound…………………………………… 39 Technical Prospects……………………………………… 15 Tri-Imaging……………………………………………………… 62 TROFF Medical……………………………………………… 41 INFUSION AIV Inc.…………………………………………………………… 84 Medical Specialties Distributors……25, 41, 51 INFUSION THERAPY Medical Specialties Distributors……25, 41, 51 INTERNET RESOURCES MedWrench…………………………………………………… 85 LABORATORY MIT/Medical Imaging Technologies…………… 87 Ozark Biomedical………………………………………… 65

LASER IMAGERS Multi Imager Service……………………………………BC LIGHTS Bryton Corporation…………………………………………5 MAMMOGRAPHY Digitec Medical Service Corp.……………………… 83 MEDICAL IMAGING Ampronix……………………………………………………………6 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 64 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 10 Ampronix……………………………………………………………6 Technical Prospects……………………………………… 15 The Alternative Source Medical.………………… 69 TROFF Medical……………………………………………… 41 MRI Asset Management Associates, LLC.………… 86 Carolina Medical Parts……………………………… IBC Cool Pair Plus………………………………………………… 86 East Coast Medical Systems……………………… 78 Ed Sloan & Associates………………………………… 84 Engineering Services…………………………………… 73 KEI Medical Imaging Services…………………… 51 MIT/Medical Imaging Technologies…………… 87 T.H.E. Medical Systems………………………………… 75 NUCLEAR MEDICINE E.L. Parts………………………………………………………… 62 Global Medical Imaging (GMI)…………………… 29 InterMed NucMed………………………………………… 52 International X-Ray Brokers……………………… 52 J & M Trading…………………………………………………… 62 T.H.E. Medical Systems………………………………… 75 Universal Medical Resources……………………… 51 PATIENT MONITORING BETA Biomedical Services Inc..…………………… 69 Bio-Medical Equipment Service Co.…………… 64 MedEquip Biomedical………………………………… 68 Pacific Medical……………………………………………… 74 Sage Services Group……………………………………… 63 Southeastern Biomedical, Inc.…………………… 53 PHANTOMS ATS Laboratories, Inc.…………………………………… 85 PROBES/PROBE REPAIR Choice Medical Systems……………………………… 28 Conquest Imaging………………………………………… 13 Global Medical Imaging (GMI)…………………… 29 Sentinel Imaging Group, Inc.…………………………3 RADIOLOGY A+ Medical Company Inc.…………………………… 63

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

Asset Management Associates, LLC.………… 86 Eastern Diagnostic Imaging……………………… 50 Holden Battery Services……………………………… 75 International X-Ray Brokers……………………… 52 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 52 J & M Trading…………………………………………………… 62 Maull Biomedical Training, LLC………………… 75 Metropolis International…………………………… 79 Multi Imager Service……………………………………BC Radon Medical……………………………………………… 52 Technical Prospects……………………………………… 15 TROFF Medical……………………………………………… 41 Varian Medical Systems…………………………………9 RADIOLOGY PARTS AMX Solutions.……………………………………………… 64 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 52 J & M Trading…………………………………………………… 62 TROFF Medical……………………………………………… 41 RECRUITING Adel-Lawrence Associates, Inc.………………… 25 REFURBISH AMX Solutions.……………………………………………… 64 Bryton Corporation…………………………………………5 Eastern Diagnostic Imaging……………………… 50 Multi Imager Service……………………………………BC REPAIR/SERVICE Advanced Ultrasound Elec./AUE………………… 10 AIV Inc.…………………………………………………………… 84 Ampronix……………………………………………………………6 Bio-Medical Equipment Service Co.…………… 64 Bryton Corporation…………………………………………5 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 86 Crothall………………………………………………………………4 Digitec Medical Service Corp.……………………… 83 Eastern Diagnostic Imaging……………………… 50 Ed Sloan & Associates………………………………… 84 Endoscopy Specialists………………………………… 87 Global Medical Imaging (GMI)…………………… 29 International Medical Equipment & Service …………………………………… 67 KEI Medical Imaging Services…………………… 51 MedEquip Biomedical………………………………… 68 MedWrench…………………………………………………… 85 MIT/Medical Imaging Technologies…………… 87 Mobile Instrument Service & Repair………… 20 National Ultrasound…………………………………… 39 Pacific Medical……………………………………………… 74 Radon Medical……………………………………………… 52 Sage Services Group……………………………………… 63 Sentinel Imaging Group, Inc.…………………………3 TROFF Medical……………………………………………… 41 REPLACEMENT PARTS A+ Medical Company Inc.…………………………… 63

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Advanced Ultrasound Elec./AUE………………… 10 AIV Inc.…………………………………………………………… 84 ALCO Sales and Service………………………………… 21 AllParts Medical…………………………………………… 39 Carolina Medical Parts……………………………… IBC Classic Diagnostic Imaging………………………… 85 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 86 Diagnostic Solutions…………………………………… 78 Digitec Medical Service Corp.……………………… 83 E.L. Parts………………………………………………………… 62 Ed Sloan & Associates………………………………… 84 Global Medical Imaging (GMI)…………………… 29 Government Liquidation…………………………… 80 J & M Trading…………………………………………………… 62 International Medical Equipment & Service …………………………………… 67 KEI Medical Imaging Services…………………… 51 MTC/Medical Technologies Co.…………………… 65 Multi Imager Service……………………………………BC MW Imaging…………………………………………………… 26 Ozark Biomedical………………………………………… 65 Plan B Imaging……………………………………………… 25 Radon Medical……………………………………………… 52 T.H.E. Medical Systems………………………………… 75 Technical Prospects……………………………………… 15 TROFF Medical……………………………………………… 41 Varian Medical Systems…………………………………9 RESPIRATORY Medical Specialties Distributors……25, 41, 51 STERILIZERS Continental Equipment Company…………… 86 Government Liquidation…………………………… 80 InterMed Biomed………………………………………… 78 MTC/Medical Technologies Co.…………………… 65 SURGICAL Bryton Corporation…………………………………………5 Eastern Diagnostic Imaging……………………… 50 Endoscopy Specialists………………………………… 87 International Medical Equipment & Service …………………………………… 67 Mobile Instrument Service & Repair………… 20 S.H. Medical Corporation……………………… 21, 41 The Alternative Source Medical.………………… 69 SURPLUS MEDICAL Government Liquidation…………………………… 80 Hilditch Group Ltd………………………………………… 19 TABLES Bryton Corporation…………………………………………5 TUBES/BULBS AllParts Medical…………………………………………… 39 Imaging Affiliates………………………………………… 84 J & M Trading…………………………………………………… 62 International Medical Equipment & Service …………………………………… 67

Technical Prospects……………………………………… 15 ULTRASOUND Acertara Acoustic Laboratories………………… 30 Advanced Ultrasound Elec./AUE………………… 10 AIV Inc.…………………………………………………………… 84 ATS Laboratories, Inc.…………………………………… 85 Bayer Healthcare Services.……………………………2 Choice Medical Systems……………………………… 28 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 78 Endoscopy Specialists………………………………… 87 InterMed Ultrasound…………………………………… 28 Medcorp, LLC………………………………………………… 40 Mobile Instrument Service & Repair………… 20 National Ultrasound…………………………………… 39 Sentinel Imaging Group, Inc.……………………………3 Trisonics……………………………………………………………7 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13 Global Medical Imaging (GMI)…………………… 29 InterMed Ultrasound…………………………………… 28 Medcorp, LLC………………………………………………… 40 Mobile Instrument Service & Repair………… 20 MW Imaging…………………………………………………… 26 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13 VENTILATORS Government Liquidation…………………………… 80 VIDEO Endoscopy Specialists………………………………… 87 Multi Imager Service……………………………………BC X-RAY A+ Medical Company Inc.…………………………… 63 Brandywine Imaging, Inc.…………………………… 25 Classic Diagnostic Imaging………………………… 85 Diagnostic Solutions…………………………………… 78 Eastern Diagnostic Imaging……………………… 50 Government Liquidation…………………………… 80 Holden Battery Services……………………………… 75 Imaging Affiliates………………………………………… 84 MIT/Medical Imaging Technologies…………… 87 Plan B Imaging……………………………………………… 25 Tri-Imaging……………………………………………………… 62 X-RAY PARTS A+ Medical Company Inc.…………………………… 63 AMX Solutions.……………………………………………… 64 J & M Trading…………………………………………………… 62 Technical Prospects……………………………………… 15 TROFF Medical……………………………………………… 41

MEDICALDEALER 89

ALPHABETICAL INDEX

A+ Medical Company Inc. ………………………… 63

E.L. Parts ……………………………………………………… 62

Metropolis International ………………………… 79

Acertara Acoustic Laboratories ……………… 30

East Coast Medical Systems …………………… 78

MIT/Medical Imaging Technologies ………… 87

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

Eastern Diagnostic Imaging …………………… 50

Mobile Instrument Service & Repair ……… 20

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

Ed Sloan & Associates ……………………………… 84

MTC/Medical Technologies Co. ………………… 65

AIV Inc. ………………………………………………………… 84

Endoscopy Specialists ……………………………… 87

Multi Imager Service …………………………………BC

ALCO Sales and Service ……………………………… 21

Engineering Services ………………………………… 73

MW Imaging ………………………………………………… 26

AllParts Medical ………………………………………… 39

Global Medical Imaging (GMI) ………………… 29

National Ultrasound ………………………………… 39

Ampronix …………………………………………………………6

Government Liquidation ………………………… 80

Ozark Biomedical ……………………………………… 65

AMX Solutions. …………………………………………… 64

Hilditch Group Ltd ……………………………………… 19

Pacific Medical …………………………………………… 74

Asset Management Associates, LLC. ……… 86

HMB Endoscopy Products ………………………… 68

Paragon Service ………………………………………… 42

ATS Laboratories, Inc. ………………………………… 85

Holden Battery Services …………………………… 75

Plan B Imaging …………………………………………… 25

Bayer Healthcare Services. …………………………2

IAMERS ………………………………………………………… 14

Radon Medical …………………………………………… 52

BETA Biomedical Services Inc.. ………………… 69

Imaging Affiliates ……………………………………… 84

Remarket Medical ……………………………………… 65

Bio-Medical Equipment Service Co.………… 64

InterMed Ultrasound ………………………………… 28

S.H. Medical Corporation …………………… 21, 41

Brandywine Imaging, Inc. ………………………… 25

InterMed NucMed ……………………………………… 52

Sage Services Group…………………………………… 63

Bryton Corporation ………………………………………5

InterMed Biomed ……………………………………… 78

Sentinel Imaging Group, Inc. ………………………3

Carolina Medical Parts …………………………… IBC

International Medical

Southeastern Biomedical, Inc. ………………… 53

Choice Medical Systems …………………………… 28

Equipment & Service ………………………………… 67

T.H.E. Medical Systems ……………………………… 75

Classic Diagnostic Imaging ……………………… 85

International X-Ray Brokers …………………… 52

Technical Prospects …………………………………… 15

Conquest Imaging ……………………………………… 13

J & M Trading………………………………………………… 62

The Alternative Source Medical.……………… 69

Continental Equipment Company ………… 86

KEI Medical Imaging Services ………………… 51

Tri-Imaging …………………………………………………… 62

Cool Pair Plus ……………………………………………… 86

Maull Biomedical Training, LLC ……………… 75

Trisonics …………………………………………………………7

Crothall ……………………………………………………………4

Medcorp, LLC ……………………………………………… 40

TROFF Medical …………………………………………… 41

Diagnostic Solutions ………………………………… 78

MedEquip Biomedical ……………………………… 68

Universal Medical Resources …………………… 51

Digitec Medical Service Corp.…………………… 83

Medical Specialties Distributors …25, 41, 51

Varian Medical Systems ………………………………9

Doctors Depot. ………………………………………………8

MedWrench ………………………………………………… 85

90 MEDICALDEALER | SEPTEMBER 2014

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