Medical Dealer - December 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

“ It is a community for anyone who is interested in the healthcare technology management profession because the content is

“ Hospitals are looking for businesses that are

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54

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CONTENTS_Features 54 2015 MEDICAL TRENDS

Experts from throughout the industry share what they expect to see in 2015 and beyond. Some of the hot topics discussed include robotic-assisted devices, equipment management, portable technology and advances around the globe that will soon be available in the U.S.

62 CORPORATE PROFILE

Industry veteran Manny Roman has created the Imaging Community Exchange to serve as a gathering place where medical imaging service professionals can network, share knowledge, receive continuing education and seek career advancement assistance.

Medical Dealer (Vol. 18, Issue #12) December 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

11/13/14 2:57 PM

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MEDICALDEALER 11

INDUSTRY UPDATE 17 News & Notes 24 Company Showcase: First Call Parts MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain

28 OEM Updates 32 Block Imaging

MARKET ANALYSIS Radiology: Cardiovascular Imaging 37 Market Analysis 38 Product Showroom 42 Preferred Listings Med/Surg: Hospital Beds 47 Market Analysis 48 Product Showroom 51 Preferred Listings

Account Executives Sharon Farley Warren Kaufman Jayme McKelvey Andrew Parker

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting Sue Cinq-Mars

Circulation

Bethany Williams bethany@mdpublishing.com

SLICE OF LIFE 66 The Other Side 70 Pay It Forward 72 Off the Clock 76 Dan Bobinski 78 Subscription Form 79 Marketplace 80 Categorical Index 82 Alphabetical Index

Web Department Betsy Popinga Taylor Martin

Proud supporters of Like us on Facebook! www.facebook.com/MedicalDealer

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

Staff Reports

MEDXCEL NAMES ROBERT DUFFY VICE PRESIDENT OF VALUE CHAIN

HAFNER EXITS DUNLEE, JOINS VARIAN Dunlee, also known as the Generators, Tubes and Components Division of Philips Healthcare, appears to be undergoing a transition.

Laura Hafner, the former senior director for Global Sales and Marketing that was expected to replace former president Pat Fitzgerald, and Tom Spees, a former director of sales, have both moved on.

Hafner is now the director of global marketing for the Imaging Components Business at Varian Medical Systems. Her objective is to help create programs and services to go hand-in-hand with product sales.

“Laura Hafner recently joined Varian Medical Systems Imaging Components in the newly created position as the director of global marketing reporting to Carl LaCasce, vice president of sales and marketing,” Elaine Rebele, Marketing Communications Manager, wrote in an email.

“Hafner’s knowledge of the X-ray market will be an asset to the organization. She will be a valuable contributor to our sales and marketing team and will focus on building on the current product line and expanding on the growth potential of the business,” said LaCasce.

Hafner earned a bachelor’s degree in marketing and management information systems from Ohio University and an MBA, with a focus on leadership, change management, and entrepreneurship from DePaul University.

From 2005-14, she worked for Dunlee, a division of Philips Medical Systems, most recently in the position of Senior Director, Global Sales and Marketing.

“Laura will be instrumental in helping us develop new programs to package our imaging components into product offerings rather than just being limited to selling individual components,” added LaCasce.

Hafner and her family will relocate to Salt Lake City, Utah, where Varian Imaging Components is based.

Spees is the new vice president of sales for the healthcare division of Richardson Electronics, according to published reports. •

WWW.MEDICALDEALER.COM

Medxcel, a growing family of healthcare service organizations focusing on healthcare technology and facilities management, has announced the appointment of Robert Robert Duffy Duffy as the Vice President of Value Chain and the promotion of Jason Smith to Director of Marketing.

Duffy will lead the planning, development, and coordination of Medxcel’s global supply chain. He has more than 25 years of leadership experience in supply chain, procurement, and logistics management.

Aside from serving in the United States Army for five years, Duffy has a proven track record of process improvement, change management and cost savings in roles within respected healthcare organizations like Harlan Laboratories Inc. and Roche Diagnostics as well as logistics firms like APL Logistics and Schneider Logistics. He joins Medxcel after serving as Global Director of Supply Chain and Logistics for Harlan Laboratories Inc. He graduated from the United States Military Academy at West Point with a bachelor’s of science in engineering.

“Rob’s leadership experience in procurement and global supply chain coupled with excellent problem-solving skills makes him an ideal leader for our organization and for our customers,” said Greg Ranger, President and CEO of Medxcel.

In his new role, Smith will oversee the marketing strategy of the Medxcel subsidiaries: TriMedx, TriMedx International, eProtex, Axess Ultrasound, Medxcel Facilities Management and the TriMedx Foundation.

Prior to joining Medxcel in 2012 as a marketing consultant, Smith worked in marketing at The Children’s Museum of Indianapolis for nine years. He is a graduate of Franklin College.

For more information about Medxcel, visit www.medxcelglobal.com. •

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

Staff Reports

SUMMIT ADDRESSES CLINICAL ENGINEERING PARTS PROCUREMENT Healthcare and technology leaders came together in Cleveland to collaborate, educate and partner toward a mutual goal of streamlining hospital supply chain operations.

The two-day summit, hosted by PartsSource, assembled some of the industry’s most recognized innovators to offer insight and inspiration. With a focus on supply chain technology and how it can cost-effectively help providers transition from a volume-based patient care model to that of a value-based model. The summit’s C-level presenters included the Cleveland Clinic, Summa Health, Hyland Software, Explorys Inc., and all major healthcare CMMS leaders.

Clinical engineering and imaging departments from across the nation actively engaged in peer-led roundtables, industry-moderated panel discussions and top-ofmind keynote addresses. Amongst other topics, discussions emphasized healthcare ecosystem leadership, transforming clinical engineering through technology, the necessity of actionable big data, and overcoming silo thinking to achieve collaboration and innovation.

“Historically, hospital supply chains focused only on material management, price negotiation and order placement,” observes Dr. Phil Settimi, President and CEO of PartsSource. “With the Affordable Care Act, that’s all changed. Now, hospital supply chains are seen as disciplines that cross clinical and financial management to eliminate waste and enhance patient care. By creating forums for meaningful interaction, PartsSource hopes to assist – and accelerate – the industry with this dramatic cultural and operational shift.”

“We are going to look back on this timeframe five years from now and fondly recall it as the good old days. Declining single digit margins are here to stay. I appreciate – and need – forums, such as these, to help my hospital system compete, manage and excel in the new age of the Affordable Care Act,” added Carl Jones, Community Health Systems.

PartsSource hosted the 2014 Healthcare Technology Summit at Cleveland’s Global Center for Health Innovation. The annual event is open to all hospital-based clinical engineering departments and is held every September in Cleveland. •

18 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

ARAMARK OPENS NEW HEALTHCARE TECHNOLOGY AND INNOVATION CENTER IN CHARLOTTE With clinical equipment spending accounting for a significant portion of hospital revenue, Aramark has opened a new Healthcare Technology & Innovation Center in Charlotte, N.C., to drive more efficient ways for hospitals to manage clinical equipment assets.

The new center strengthens Aramark’s position to provide versatile and cost-effective hospital clinical equipment management programs by increasing its research and development expertise, centralizing training and engineering capabilities, and integrating Aramark’s clinical equipment parts sourcing organization into a single center of excellence.

“Innovation is a vital cultural and competitive strength across Aramark and we are focused on fostering an environment of dreaming and doing among our engineers and technicians,” said Victor Crawford, COO of Aramark’s Healthcare Sector.

“The Aramark Technology & Innovation Center brings together all of our subject matter expertise – from supply chain to research and development to bolster our capabilities to plan and manage customized programs that optimize our hospital partners’ investment in clinical equipment assets.”

Aramark’s new state-of-the-art 105,000 square foot Technology & Innovation Center employs more than 140 people and features: • Simulated patient care suites with more than 32 active Magnetic Resonance Imaging (MRI), Computed Tomography (CT) Scan, Catheterization laboratory, and X-ray systems. These suites provide the ability for hands-on technical training and quality assurance testing. They’re designed so that new systems from any manufacturer can be quickly introduced. Engineers now have greater ability to keep pace with technical advancement and train on specific systems in Aramark’s customer hospitals, regardless of the equipment manufacturer; • The integration of Aramark’s wholly owned ReMedPar organization, a leading provider of diagnostic and imaging parts and components. The company’s more than $40 million parts inventory is now housed in a 90,000 square foot facility, with the latest in quality control design - including a near clean room environment for sensitive electronic components; • A focused group of highly skilled testing and software engineers that drive research and development to enhance Aramark’s diagnostic and repair capabilities on complex electronic systems; • Improved remote monitoring capabilities that enable engineers at the Center to digitally interface with specific equipment located within Aramark’s client locations to troubleshoot and correct issues in real time, often before the hospital realizes a problem; and • A fully staffed 24×7 customer service center, with live technical and part ordering support, to quickly address client needs so that equipment critical to patient care gets back in use faster.

“Innovation comes in many shapes and sizes and when clinical equipment in hospitals is not operable, it impacts patient care,” Crawford added. “Aramark’s aim is to extend our mission to enrich and nourish lives by leveraging the resources of this Technology & Innovation Center across our Healthcare Sector to help hospitals improve patient, physician and nurse satisfaction.” •

WWW.MEDICALDEALER.COM

MEDICALDEALER 19

INDUSTRY UPDATE_News and Notes

Staff Reports

RAYENCE PARTNERS WITH NATIONAL HEALTHCARE DISTRIBUTORS Rayence Inc. has announced that they have partnered with National Healthcare Distributors, making them a preferred vendor for digital flat panel detectors.

Under the terms of the agreement, Rayence will supply the sales and service companies of NHD with their Xmaru line of digital flat panel detector solutions that includes their latest line of wireless products and their newly enhanced Rayence XmaruView V1 image acquisition workstation.

“Becoming an NHD Preferred Vendor illustrates that industry-leading sales and service companies, such as those in NHD, recognize the quality Rayence brings to the market in our digital solutions,” said Bill Cioffi, Director of Sales and Marketing for Rayence Inc. The NHD organization, comprised of independent, local sales and service companies of medical imaging products and services with national depth, is acknowledged as one of the most prominent organizations of its type.

“NHD is pleased to be working with Rayence in offering their high-quality detector products with valuable customer features at affordable prices to our customers,” said Ron Cronin, Director of NHD. “Already, our customers see Rayence as a valued offering and we look forward to a long standing relationship.” •

BD TO ACQUIRE CAREFUSION FOR $12.2 BILLION BD and CareFusion have announced a definitive agreement under which BD will acquire CareFusion for $58 per share in cash and stock, or a total of $12.2 billion, to create a global leader in medication management and patient safety solutions. The agreement has been unanimously approved by the Boards of both companies.

The combination of the two companies’ complementary product portfolios will offer integrated medication management solutions and smart devices, from drug preparation in the pharmacy, to dispensing on the hospital floor, administration to the patient, and subsequent monitoring. The combination will improve the quality of patient care and reduce healthcare costs by addressing unmet needs in hospitals, hospital pharmacies and alternate sites of care to increase efficiencies, reduce medication administration errors and improve patient and healthcare worker safety. In addition, the company will have solid positions in patient safety to maximize outcomes in infection prevention, respiratory care, and acute care procedural effectiveness.

Under the terms of the transaction, CareFusion shareholders will receive $49 in cash and 0.0777 of a share of BD for each share of CareFusion, or a total of $58 per CareFusion share based on BD’s closing price as of October 3, 2014. The transaction is subject to regulatory and CareFusion shareholder approvals and customary closing conditions, and is expected to close in the first half of calendar year 2015. Upon closing, BD shareholders will own approximately 92 percent of the combined company and CareFusion shareholders will own approximately 8 percent.

BD has put in place a detailed execution plan to ensure a seamless integration. A designated integration team, comprised of senior members of both organizations, will be led by BD Chief Operating Officer William A. Kozy.

BD is confident in its ability to achieve identified cost synergies as it builds a dynamic organization that brings together two world class companies and offers opportunities for employees as part of a global leader.

CareFusion will operate as part of BD’s Medical segment, and BD is committed to maintaining an active presence in San Diego where CareFusion is headquartered. •

20 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

STERIS TO ACQUIRE SYNERGY HEALTH FOR $1.9B STERIS Corp. and Synergy Health plc have announced that STERIS is commencing a “recommended offer” under U.K. law to acquire Synergy in a cash and stock transaction valued at $31.35 per Synergy share, or a total of approximately $1.9 billion, based on STERIS’s closing stock price of $56.38 per share on October 10, 2014.

Upon closing, the combined business (New STERIS) will have approximately $2.6 billion in annual revenues from over 60 countries, approximately 14,000 employees, and will bring together geographically complementary businesses. For medical device manufacturers, STERIS’s Isomedix and Synergy’s Applied Sterilization Technologies (AST) will create a leading global supplier to best serve medical device customers with a network of 58 facilities covering 18 countries. For hospitals, the combination of STERIS’s infection prevention and services businesses with Synergy’s hospital sterilization services will strengthen the breadth and depth of the offering, accelerating the development of hospital sterilization outsourcing worldwide.

“Synergy’s focus on achievement, accountability, integrity and innovation has enabled it to deliver remarkable growth for its customers, people and shareholders since its founding,” said Walt Rosebrough, President and CEO of STERIS Corp. “We have great respect for the performance that Dr. Richard Steeves and his people have achieved, and look forward to welcoming them to the STERIS team. Together, we create a balanced portfolio of products and services that can be tailored to best serve the evolving needs of our global customers. Once the transaction is completed, New STERIS will be a stronger global leader in infection prevention and sterilization, better-positioned to provide comprehensive solutions to medical device companies, pharma companies, and hospitals around the world.”

“Synergy shares STERIS’s commitment to growth for all of its customers and partners, and this acquisition joins two great companies that share a similar set of values and a strategic vision,” said Dr. Richard Steeves, CEO of Synergy Health. “The combined entity brings together the strengths of both businesses, allowing New STERIS to accomplish much more than either one of us could separately.”

New STERIS will be incorporated in the U.K., while its operational and U.S. headquarters will remain in Mentor, Ohio. Walt Rosebrough, current President and CEO of STERIS, will be the CEO of New STERIS. STERIS plans to expand the New STERIS board to 13 members, of whom 10 will be the current STERIS directors and three will be current members of Synergy’s board of directors. Included in the three new directors will be Synergy CEO Dr. Richard Steeves. New STERIS is expected to be listed on the New York Stock Exchange under the ticker STE. The boards of directors of both companies have unanimously recommended the transaction. • WWW.MEDICALDEALER.COM

MEDICALDEALER 21

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MEDICALDEALER 23

INDUSTRY UPDATE_Company Showcase

Special Advertising Section

FIRST CALL PARTS Redefining Replacement Medical Parts

F

irst Call Parts has been working for over a decade to supply the highest quality imaging replacement parts while providing top notch customer service. “We have always maintained controlled growth,” President Steve Bush explains, “but we are looking to continue expanding through partnerships, not just customers and transactions.” From facility and infrastructure upgrades to advances in technology, First Call Parts is working in more ways than one to grow and continue redefining replacement medical parts.

The process started last December with a remodel of their main office.

With the modifications came seven new offices and an Inside Sales space large enough for 12 to 15 customer service representatives. This physical transformation was the first step on the path to expansion, and First Call Parts took that step at exactly the right time.

“In an industry that is as rapidly evolving as ours, expansion is often necessary in order to meet customer demands,” Sales Manager Tim Smith says. “We recently saw that need, and Steve Bush came to me with a proposition and a vision that would satisfy our customers’ requirements while establishing company growth.”

Part of Bush’s vision was to make an investment in expanding sales staff, and his proposition was to offer Smith the role of Sales Manager.

Previously an outside sales representative for the company for six years, Smith gladly accepted the leadership position.

24 MEDICALDEALER | DECEMBER 2014

Frank Irelan leads the Siemens Axiom Artis course.

“I have been in customer service for more than 25 years and still find my greatest passion to be building customer relationships that are full of trust and confidence so that we can offer the unmatched level of service that our customers truly deserve,” he states.

He goes on to explain that it is for this reason that he is thrilled to announce that filling up some of their newly built offices are three

new outside sales representatives.

According to Smith, these fresh faces bring new energy and previous sales success and experience to the table.

“They play a vital part in providing the level of support that our customers require, and I look forward to seeing them grow and create relationships of their own,” Smith says.

With the expansion of their staff comes the ability for First Call Parts to transfer customer accounts and MEDICAL EQUIPMENT, PARTS & SERVICE

_Company Showcase

LEFT: Customer service representatives, from left, Isaac Podyma, Stephanie Stafford, Amy Belcher, Michelle Tyree, Kevin Burrows and Customer Service Supervisor Brooke Odenwelder are seen in the newly remodeled CSR area. RIGHT: The members of the Outside Sales team are, from left, Steve Dunn, Michael Pennington, Nolan Hamilton, and Sales Manager Tim Smith.

divide them between the new outside sales team. This transition will provide customers with easier, faster contact with a sales representative and ultimately to the replacement parts they seek. Access is perhaps the key to Bush’s vision. He aims to not only expand the staff, but to also extend the reach of the company by adopting new technology that will allow customers to find parts and place orders with ease. This technology comes in the form of a new mobile app developed with the vision of First Call Parts in mind.

“Our main objective for 2015 is to focus on making our new mobile app and portal available to our customers,” Bush explains. “This app will offer the opportunity for our customers to have multiple points of access to us.”

Not only will customers be able to contact First Call Parts by telephone, email and their website, but they will soon have a portal that will function as a point of contact while centralizing data and making business with them more efficient than ever before. With benefits such as access to custom reporting, installation instructions, core notifications, account history, and key performance indicators, this mobile app is going to change the way First Call Parts is able to provide service. The ultimate goal of the portal is automation of routine WWW.MEDICALDEALER.COM

“I have been in customer service for more than 25 years and still find my greatest passion to be building customer relationships that are full of trust and confidence.”

Tim Smith transactions, and Bush believes this is likely to come to fruition by late next year. Companies will be able to contact their sales representative for a demonstration and credentials.

First Call Parts not only aims to gain more partnerships, but they want to continue improving how they reach their customers and how those customers can reach them.

“The First Call Parts culture has always been one of quality and exemplary customer service, so we are very motivated about the future and confident in our efforts to expand with new offerings for our customers,” Smith says.

Even with all the advances they are making, they have not lost sight of the things that have set them apart

in the industry previously. Passing on the knowledge of their veteran staff, First Call Parts continues to offer their two-week, hands-on training course on the Siemens Axiom Artis platform to students who service this equipment for companies all over the United States. Because the students come to know and understand the quality offered at First Call Parts, they turn to them without hesitation when they need to source parts for their employing companies. As such, First Call Parts is changing the industry and expanding their customer base simultaneously.

First Call Parts seeks to continue improving their previously established customer relationships all while creating new lifelong partnerships. They want more people to know that they are the best source for quality parts and service that exceed expectations, and they are on course to continue redefining everything the trade knows about imaging parts replacement. With their ever-increasing quality, dependability and accessibility, First Call Parts remains on the forefront of the industry offering parts and services unmatched in this field.

FOR MORE INFORMATION about First Call Parts please visit www.firstcallparts.com or call 800-782-0003.

MEDICALDEALER 25

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MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

Staff Reports

CARESTREAM’S VUE RIS ACHIEVES STAGE 2 MEANINGFUL USE CERTIFICATION Carestream’s Vue RIS achieved Stage 2 Meaningful Use certification and is one of the first RIS platforms to achieve certification for both Stage 1 and Stage 2 Meaningful Use capabilities. This certification allows Vue RIS to exchange patient medical records and clinical documents with other certified EHR providers. The latest version of Vue RIS with these capabilities will be available in the United States in December 2014. Current users of Vue RIS can purchase an upgrade to the latest version when it becomes available.

The new generation of Vue RIS will include the following Stage 2 capabilities: family health history, health information portability and sharing, online patient access to information and communication as well as changes to comply with the way information is tracked so it can be more effectively shared to improve overall patient outcomes.

When coupled with Carestream’s MyVue patient portal, patients will be able to view their exam results; view future appointments and reschedule those appointments; and share their exam results with their primary care physicians.

Carestream’s Vue RIS streamlines reporting with auto-insertion of patient and exam information and integrates tightly with Vue PACS. It offers customized reporting, critical results tracking and peer reviews, and offers a worklist that can be tailored to meet workflow needs. The RIS also integrates with a wide array of applications, tools, accessories and network peripherals, and delivers user-friendly tools that equip RIS/PACS administrators to optimize staff and equipment resources. The platform delivers a full suite of standard reports, customized management reports and advanced management functions. •

FDA CLEARS ACUSON SC2000 PRIME ULTRASOUND SYSTEM Siemens Healthcare has announced that the Food and Drug Administration has cleared the new Prime edition of its ACUSON SC2000 premium cardiovascular imaging system. The system offers live full-volume color Doppler imaging of heart valve anatomy and blood flow using a new true volume transesophageal echo (TEE) probe. With this technology, physicians can obtain a more anatomically accurate view of the heart and dynamic blood flow in one view during interventional valve procedures, even in patients with electrocardiogram (ECG) abnormalities. This information helps physicians make faster, more accurate critical decisions.

During 3D TEE imaging, the physician guides a flexible probe into the esophagus to acquire close-range, detailed cardiac images to assess valve function. TEE helps guide placement of devices such as MitraClips and artificial valves during cardiac interventions to correct valve dysfunction.

Current 3D TEE imaging methods require stitching – the fusion of multiple heartbeats – to form a complete image of cardiac function and blood flow. This gated acquisition eliminates almost all patients with any ECG abnormalities and often results in image artifacts that may skew results. However, the new Z6Ms true volume TEE probe on the ACUSON SC2000 Prime is the first Siemens transducer to use true volume 3D TEE with 90° x 90° real-time acquisition and full-volume color Doppler, enabling complete 3D images of the heart, in every heartbeat.

By eliminating the need for multiple beats to form an image and adding volume color Doppler capabilities, the Z6Ms true volume TEE probe allows the surgeon to visualize and assess blood flow in real-time during a procedure to ensure proper function of the repaired or replaced valve, potentially reducing the need for a secondary intervention to correct any remaining regurgitation or the leakage of blood back into the heart chambers due to a dysfunctional valve.

Also introduced on the ACUSON SC2000 Prime is the eSie Valves advanced analysis semi-automated software package, which measures heart valves during cardiac procedures. While standard quantification software requires several minutes to provide heart valve measurements, eSie Valves provides semi-automated aortic and mitral valve measurements in seconds. This quantitative information allows physicians to quickly and easily evaluate valvular anatomy and physiology, which aids in device sizing and surgical repair.

Siemens’ new Prime cardiovascular ultrasound technologies, including the Z6Ms true volume TEE transducer and the eSie Valves package, are also available as an upgrade for users of previous versions of the ACUSON SC2000 system. • 28 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

FDA CLEARS PORTABLE SPO2 PATIENT MONITORING SYSTEM Covidien plc has announced U.S. Food and Drug Administration 510(k) clearance for the Nellcor Portable SpO2 Patient Monitoring System (PM10N). The system is a portable oximeter that is equipped with home care and sleep study modes and complies with IEC 60601-1-11 standards for devices used in the home healthcare environment.

Part of a comprehensive Covidien respiratory function monitoring portfolio, this convenient, handheld patient monitor is simple to use and ideal for fast, accurate, motion-tolerant monitoring of pulse rate and blood oxygenation (SpO2). The Nellcor Portable SpO2 Patient Monitoring System’s compact design and ability to perform in challenging conditions make it an ideal tool for multiple critical clinical screenings including: Six-Minute Walk Test, Critical Congenital Heart Disease Screening and Car Seat Challenge Test.

The lightweight system is user-friendly and features a home care mode that expands the utility of the monitor beyond the hospital to home-use environments. With a simplified user interface, patients can clearly view their vital sign readings, and the patient cannot easily alter the settings, so clinicians can feel confident prescribing the homeuse of this monitor. The system also features a sleep study mode that enables dimming the LCD display and silencing alarms to prevent disrupting patients’ sleep.

The monitoring system includes a three-inch color LCD screen, as well as connectivity to analytics tools and patient management systems. It is compatible with the entire line of Nellcor sensors with OxiMax technology and offers a robust monitoring feature set including SpO2, pulse rate, SatSeconds alarm management, pleth waveform, blip bar and tabular trend information. The monitor incorporates Nellcor digital signal processing technology to deliver accurate, reliable SpO2 and pulse rate values even during challenging conditions, such as patient motion, noise, signal interference and low perfusion, all of which can interfere with assessing a patient’s respiratory status. • WWW.MEDICALDEALER.COM

OLYMPUS EXPANDS VISIGLIDE GUIDEWIRE Olympus has announced the commercial availability of its 510(k) cleared, single-use VisiGlide 2 guidewires.

Designed for use in endoscopic treatment of the biliary and pancreatic ducts, the enhanced flexibility of VisiGlide 2 tip makes this guidewire ideal for difficult cannulations and tight anatomy during biliary endoscopies.

Biliary endoscopy, or endoscopic retrograde cholangiopancreatography (ERCP), is a procedure that combines endoscopy and fluoroscopy (internal imaging to obtain real-time, moving X-ray images of internal structures). ERCP enables physicians to diagnose and treat problems in the gallbladder, bile ducts, pancreas and liver, such as gallstones, strictures, leaks resulting from trauma or surgery, and cancers. According to Truven Health Analytics data, more than 559,000 ERCP procedures were performed in the United States in 2012.

During ERCP, guidewires are frequently used to obtain initial access to a target duct or confined space and then help advance bulkier devices to the desired location.

“The navigational ability of the VisiGlide 2 exceeds any wire that I’ve used previously,” said Dr. David Diehl, Director of Interventional Endoscopy at Geisinger Medical Center in Danville, Pa. “The tip can negotiate difficult strictures, and with its one-to-one torque control, I can directly steer the wire exactly where I want it to go.”

Olympus VisiGlide guidewires are part of the V-System, designed to enhance the success rate of ERCP. These guidewires include advanced fluoroscopic and endoscopic markings to assist with stricture measurement and a hydrophilic tip improves ductal navigation.

Both 0.025- and 0.035-inch guidewires are available in 270 cm and 450 cm working lengths, with both straight and angled tips.

Coupled with the same hydrophilic coating of the standard VisiGlide, the VisiGlide 2 provides optimal tip flexibility for smooth ductal navigation, reducing risk of tissue trauma and making it an excellent choice for pancreatic anatomy. It can be used for guiding and exchanging endoscopic accessories in the biliary system, including the common bile, cystic, pancreatic and right and left hepatic ducts. The VisiGlide 2 is also safe to use during sphincterotomy. •

MEDICALDEALER 29

30 MEDICALDEALER | DECEMBER 2014

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31

INDUSTRY UPDATE_Block Imaging

By David Harns

NEMA STANDARD XR-29 FOR CT – WHAT DOES IT MEAN FOR YOU?

O

n April 1, 2014, the president signed into law the Protecting Access to Medicare Act of 2014 (HR 4302). Beginning in 2016, Medicare will pay less for certain diagnostic CT scans performed on CT equipment that does not meet the XR-29 CT standard (MITA Smart Dose).

What does this mean for you?

For some, not a lot. Your CT may already meet the requirements or only need a field upgrade.

For others, this legislation could mean replacing your system altogether or facing the applicable reimbursement cuts. To help you get a better idea of where you fall on the spectrum, we’ve taken a closer look at the law and the penalties below.

The Law HR 4302 applies the following requirements from MITA Smart Dose Standard XR-29: Automatic exposure controls (AEC) — Without AEC, every time a CT scan is conducted, a clinician adjusts radiation dose to the individual patient’s anatomy in order to achieve the necessary image quality at minimal dose.

However, this is challenging to do manually for every patient and every exam. AEC automatically 32 MEDICALDEALER | DECEMBER 2014

does this part of the job for a consistently minimized dose.

Adult and pediatric protocols — Protocols are sets of predetermined parameters for the CT equipment operator to choose from. They allow the radiation that the patient receives to be better tailored to the specific exam and clinical question. Manufacturers develop these parameters based on their knowledge of the equipment’s specific performance characteristics.

MITA Dose Check — Dose Check technology informs CT operators when scan settings are likely to exceed established dose threshold levels. This is an automatic check that helps clinicians confirm correct settings prior to a scan.

DICOM structured reporting — This software produces standardized reports from a CT and lists the amount of ionizing radiation emitted per scan. It allows

David Harns is a CT Product Specialist for Block Imaging

for radiation dose information to be included in the patient record.

Attestation of compliance by providers will be verified through the periodic supplier accreditation process (e.g. Joint Commission, ACR, IAC, etc.).

The CT dose standard is applicable to CT-designated HCPCS codes in which the payment source originates from the Medicare Physician Fee Schedule (PFS) or the Hospital Outpatient Prospective Payment System (HOPPS or OPPS).

MEDICAL EQUIPMENT, PARTS & SERVICE

_Block Imaging

In light of these impending cuts, it might be time to do some analysis and see what will actually happen to your bottom line before you run out to purchase a new CT scanner.

If you have the time, you can read all 46 pages of the legislation at www.congress.gov.

If you’d rather not read the whole thing, we can offer a summary of the portion applicable to CT reimbursement concerns.

In Title II, Section 218, Congress amended Section 1834 of the Social Security Act by adding a portion titled “Quality Incentives to Promote Patient Safety and Public Health in Computed Tomography.” This section of legislation applies to the following HCPCS codes: • 70450–70498 • 71250–71275 • 72125–72133 • 72191–72194 • 73200–73206 • 73700–73706 • 74150–74178 • 74261–74263 • 75571–75574 The legislation refers to your CT scanner and its consistency with the “CT equipment standard” as they define it. In short, if your CT scanner does not meet

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each of the attributes of National Electrical Manufacturers Association (NEMA) Standard XR-29, your reimbursement under the above HCPCS codes will be reduced by 5 percent for 2016 and by 15 percent for 2017 and beyond.

Examples For these examples, we’ll calculate with 2014 reimbursement rates ( just keep in mind they will likely change between now and January 2016 when the penalties would begin to apply).

HCPCS code 70488 (CT maxillofacial without and with dye) is currently reimbursed at $302.70 per scan. If your CT scanner does not meet the XR-29 requirements in 2016, this reimbursement would be cut to $287.56. If your CT scanner does not meet XR-29 in 2017 and beyond, the reimbursement rate would be $257.29.

HCPCS code 72125 (CT neck spine without dye) is currently reimbursed at $197.38 per scan.

If your CT scanner does not meet the XR-29 requirements in 2016,

this reimbursement would be cut to $187.51. If your CT scanner does not meet XR-29 in 2017 and beyond, the reimbursement rate would be $167.77.

The Takeaway Are these significant decreases? Yes. But are they enough of a decrease to make you rush out and spend hundreds of thousands of dollars on a new CT scanner before the end of 2015?

In light of these impending cuts, it might be time to do some analysis and see what will actually happen to your bottom line before you run out to purchase a new CT scanner. Depending on your patient volume and which types of scans you do most often, it may actually cost less to accept the cuts for a year or two. If your circumstances preclude you from accepting the cuts, now is the time to begin discussing your options with CT vendors.

DAVID HARNS is a CT Product Specialist for Block Imaging.

MEDICALDEALER 33

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MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

CARDIOVASCULAR IMAGING MARKET EXPECTED TO GROW

C

ardiovascular imaging is an important tool in healthcare, especially when it comes to heart health. Cardiac imaging is a critical tool. Invasive/ cardiac catheterization/angiography, intravascular ultrasound, optical coherence technology and electrophysiology are also tools in the diagnosis of heart disease.

A report from ReportBuyer.com indicates that the cardiovascular imaging market will experience growth over the next five years.

Demand for cardiovascular diagnostics slowed in 2012 due to a weakened global economy, cost-cutting measures and healthcare reform issues. However, global demographics worldwide and an aging population remain key factors in growth, according to the report.

“By 2020, 16 percent of the U.S. population will be over the age of 65, up from 13 percent in 2010. People are also living longer, needing more healthcare, further fueling the market. In 1980, the U.S. life expectancy at birth was 74 years, today the average American lives to be 78 years old,” the report states.

Intense competition is expected to continue in this market and increased demand is expected to create additional opportunities.

“The global cardiac diagnostic industry is a diverse and highly comWWW.MEDICALDEALER.COM

petitive market. It is anticipated that provider demand for cardiac diagnostic products and services will continue to rise providing opportunities for both existing market participants and emerging market participants,” according to the report.

“Manufacturers should look for ways to distinguish themselves in the marketplace by keeping abreast of key market drivers, restraints, and trends that are affecting the market and the economy as a whole. More than ever before, manufacturers are facing survival challenges in today’s marketplace while the need for innovative and safe products continues to grow.”

A report from Research and Markets echoes the potential for market growth based on its in-depth analysis of the global market for medical imaging devices.

“Global market for medical imaging devices, estimated at $30.2 billion in 2013 and forecast to be $32.3 billion in 2014, is further projected to exceed $49 billion by 2020, thereby maintaining a CAGR of about 7 percent between 2010 and 2020,” according to the Research and Markets report.

“The medical imaging device industry has been evolving ever since its inception, with assurance of cost and clinical advantages offered furthering access to a range of imaging modalities in several medical applications.

Demographics, such as an aging pop-

ulation pool, constitute a key factor in bolstering market growth, though device manufacturers are faced with the prospect of providing innovative and patient-friendly solutions that support enhanced safety and ease of operation.”

A 2013 analysis by Frost & Sullivan titled “Global Trends in Medical Imaging – Cardiology Applications” reported a shift in the adoption pattern for imaging modalities.

The Frost & Sullivan report indicates that by 2030, almost 23.6 million people will die from cardiovascular diseases, mainly from heart disease and stroke. The report also states that the clinical and economic advantages of CT scan have helped it gain a larger market penetration.

New advances in imaging technology are also impacting the market.

Cardiologists and radiologists are willing to replace some older technology systems with 1.5T and 3.0T MRI systems because of the cardiovascular applications offered, according to Frost & Sullivan.

Advances in 3D and 4D techniques also are promoting growth in echocardiography, according to the research presented by Frost & Sullivan.

Some of the major manufacturers of cardiovascular imaging equipment include Toshiba, GE Healthcare, Siemens Healthcare, Philips Healthcare and Epsilon Imaging.

MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

DECEMBER PRODUCTS : This month, Medical Dealer explores Cardiovascular Imaging.

PHILIPS iCT ELITE WITH IMR

W

ith advanced cardiovascular imaging capabilities through an outstanding acquisition speed of 0.27 sec/rotation, iCT Elite with IMR is ready for your most challenging imaging studies. The system offers wide coverage for whole organ perfusion imaging and advanced acquisitions through iPatient, which puts you in control of innovative workflow solutions. Iterative Model Reconstruction (IMR) sets a new direction in CT image quality with virtually noise-free images and industry-leading low-contrast resolution. It’s all right here, in the iCT Elite with IMR. With iCT, premium capabilities and performance are designed to help you drive and keep referrals through excellence in patient-centric imaging. •

38 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Cardiovascular Imaging_Product Showroom

CARESTREAM VUE CARDIO

V

ue Cardio PACS streamlines enterprise and remote access to medical images and information for faster diagnosis, reporting, storage and distribution of clinical data. The web-based PACS consolidates review of echocardiography, cardiac cath, ECG, nuclear cardiology and hemodynamic results with easy comparison of priors for better patient care. A zero-footprint viewer allows on-site or remote clinicians, cardiologists and referring physicians to access imaging data, reports and patient information. This viewer utilizes a native browser and supports smartphone and tablet mobile devices. •

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MEDICALDEALER 39

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS HEALTHCARE ARTIS ONE ANGIOGRAPHY SYSTEM

T

he Artis one angiography system is designed to address a broad range of angiographic procedures, from diagnosing and treating coronary artery disease and peripheral vessel occlusions to performing electrophysiology procedures.

Enjoying a positioning flexibility similar to ceiling-mounted systems, the Artis one occupies just 269 square feet. The system has multiple axes capable of moving independently of one another, enabling easy positioning of the system where needed. Artis one’s Clearstent Live application for interventional cardiology procedures freezes motion in the stent region, allowing the physician to mask out movement of the beating heart and place the stent in precisely the correct position. •

40 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Cardiovascular Imaging_Product Showroom

TOSHIBA INFINIX ESSENTIAL

F

eaturing Toshiba’s revolutionary C-arm design and WorkRite technology, Infinix Essential provides unprecedented access and coverage during interventional cardiac procedures. As facilities grow, they can add advanced features to their system to perform procedures such as TAVR or left atrium appendage closures. Based on Toshiba’s commitment to achieve the highest image quality at the lowest possible dose on all systems, Infinix Essential is available with a comprehensive set of dose management optimizing tools, including Spot Fluoroscopy, Dose Tracking System (DTS) and Advanced Image Processing (AIP). •

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MEDICALDEALER 41

Industry Specialists • Over 30 years of experience in molecular imaging • Exceptional equipment services • Large network of resources PRODUCT FOCUS_Radiology_Preferred • ProvenVendors track record of success • Expertise in working with any size facility

Staff Reports

Solutions

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MEDICALDEALER 45

O.R. ACCESSORIES OR

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46 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

HOSPITAL BED MARKET TO ECLIPSE $4 BILLION BY 2020

H

ospital beds are much more than just beds. They are beds with a vast array of features. They have many moving parts and it seems like new options are made available every year. Hospital beds play a huge role when it comes to increasingly important aspects of healthcare, including patient comfort and patient satisfaction.

The increased emphasis placed on patient satisfaction in the U.S. healthcare system will play a role in the hospital bed market in coming years.

New technology and the introduction of new manufacturers into the marketplace will also serve to drive the growth of the hospital bed market.

Additional factors expected to fuel market growth include an aging population, increased global access to high-quality healthcare, cost-cutting measures, customization and an increase in the number of obese patients. Safe patient handling is an area of concern among healthcare workers and is becoming a factor in the hospital bed marketplace.

A recent report by Global Industry Analysts Inc. indicates that the medical bed market is expected to reach new heights in the near future.

“Improving per capita healthcare spends in developing markets, increasing geriatric population, rising obesity levels continue to fuel the demand for hospital beds across the globe,” according to the GIA report. “With hospitals focusing on reduced inpatient stays, WWW.MEDICALDEALER.COM

beds that are designed with safety features are gaining interest among caregivers. Manufacturers are partnering with hospitals to design beds that enable safe patient handling, reduce patient falls, eliminate side rail entrapment and offer infection control.”

Technology is bringing popular new features to hospital beds. Being able to offer the latest features is very important for manufacturers as they compete for market share.

“Hospital beds are increasingly being equipped with vital signs monitors and critical indicators that automatically notify caregivers of deteriorating patient condition. Progressive mobility features are also gaining in importance in bed design especially for immobile patients,” according to the report. “Growing preference for home care is resulting in manufacturers focusing on designing beds that can accommodate the requirements of patients looking for comfort at home.

Growing obesity rate is also resulting in increased demand for specialty beds that support heavier patients.”

GIA’s comprehensive report on the

Technology is bringing popular new features to hospital beds. Being able to offer the latest features is very important for manufacturers as they compete for market share. global market for hospital beds indicates it will exceed $4.5 billion by 2020.

North America and Asia are important regions for the medical bed industry.

“The United States constitutes the single largest market worldwide, while Asia-Pacific with a CAGR of 5.9 percent over the analysis period ranks as the fastest growing market,” according to the GIA report. “Rapid growth in several Asian economies such as China and India, expanding urban population, increased healthcare spending, shifting demographics, availability of advanced treatments for chronic diseases, and active participation of regional governments are factors driving growth in the region.”

MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

DECEMBER PRODUCTS : This month, Medical Dealer explores current trends in Hospital Beds.

CHG SPIRIT ONE

T

he CHG Spirit One bed is the latest all-in-one innovation when it comes to hospital beds. Spirit One combines the features of a Med-Surg bed, a Bariatric Bed, and a Low Bed while maintaining CHG’s commitment to exceeding safety standards. This unique product is equipped with an expandable bed deck, fully tuckable rails, a 1,000-pound weight capacity, a 10.5-inch low height from the ground and much more. Designed for supreme flexibility, yet simple enough to use in any setting, Spirit ONE offers hospitals the best of three worlds in one smart, functional package. •

48 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

HILL-ROM VERSACARE®

H

ill-Rom provides a complete Med-Surg solution for mid- to high-acuity patients. The VersaCare® bed combines state-of-the-art innovation with features and technologies that focus on both patient and caregiver safety, comfort and ease-of-use. The VersaCare bed features are also designed to help reduce patient falls in conjunction with a hospital’s fall prevention protocol. Connectivity, flexibility, and utility are just some of the reasons that the VersaCare bed is one of the most trusted names in Med-Surg. •

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MEDICALDEALER 49

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

LINET AMERICAS MULTICARE® LE ACUITY ADAPTABLE HOSPITAL BED

T

he Multicare LE hospital bed from LINET is designed to meet the needs of higher acuity patients in a multitude of care settings. Used in medical-surgical, step-down and critical care units, Multicare LE offers innovative technologies that adapt to the clinical needs of patients while providing caregivers the necessary tools to administer care safely and efficiently – all at an affordable price. Features include improved patient comfort and pain management during turning, repositioning and standing, with unique features like frame-based Lateral Tilt and Mobi-Lift® stand assist. In-bed scale, i-Brake® automatic braking system, multi-zone bed exit alarm and battery back-up offer additional benefits to help staff meet future patient care demands with today’s budget. •

50 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Preferred Vendors

PREFERRED VENDORS

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Bryton has specialized in quality remanufacturing of surgical tables and lighting systems for over 30 years. Bryton is also a leading manufacturer and supplier of surgical table accessories, patient positioning pads, transfer devices, cordless headlights, stainless steel equipment, warming cabinets, scrub sinks and numerous other products for the medical industry.

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52 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 53

2015 HEALTHCARE TRENDS

2015

HEALTHCARE TRENDS

C

ould surgeons come to rely on cellphones to help monitor patients in the operating theater, or on Facebook for a second consultation?

Would it be faster to take a trip to Europe to get access to a life-saving technology that could take years to arrive in the United States? Will cost pressures force hospitals to bring more repairs in-house than they had previously been prepared to manage?

Some of those concepts seem too far off to ponder, but a year is a lifetime in the technology field. So on the cusp of 2015, we talked with a trio of experts in the medical device field to solicit their projections for the next 365 days.

Dr. Paul Wetter, chairman of the Society of Laparoendoscopic Surgeons, believes that the biggest technological advancements in the healthcare device industry for 2015 will undoubtedly occur at the intersection of mobile computing power and medicine.

WWW.MEDICALDEALER.COM

Wetter, who said he has been “tracking the things related to these technologies for a number of years,” predicts a “tsunami of change” in the field of programs “that interact with that supercomputer in your pocket, your phone.”

Although robotics-assisted surgery is known as an expensive technology — sometimes prohibitively so — Wetter believes that additional advances in the field can help offload the computing power required to support such high-end techniques.

“Just about everything in our lives today has been robot-assisted,” he said.

“There are computers in our refrigerators, in our cars, just about every place else. Those same things are coming into the surgical field. Even though it’s an expensive technology … prices are going to come down, technologies are going to evolve.”

Hospitals have so much invested in their existing equipment infrastructure, Wetter said, that it will only make sense for them to harness the power of those systems in the future build-outs of their inventory.

MEDICALDEALER 55

2015 HEALTHCARE TRENDS

“As they see some of these devices come online, they’ll see them as being more useful,” he said. “Why would someone build an expensive computing thing to run a piece of equipment in the operating room when you have more computing power in your cellphone? They’ll bring a lot more benefit to their programs as those technologies come up more.”

If such a scenario seems too farfetched to conceive, Wetter points out that the processing power in a cell phone is greater than that used by NASA to put a man on the moon. He calls distributed cellphone computing power “probably one of the least known things in most areas of medicine that’s going to have the most impact and be the most disruptive.”

“Just like you look at Yelp to tell you what’s a good restaurant, or you use Uber to get a ride, there are hundreds of devices that are going to

Dr. Paul Wetter Chairman of the Society of Laparoendoscopic Surgeons

“ Just like you look at Yelp to tell you what’s a good restaurant, or you use Uber to get a ride, there are hundreds of devices that are going to allow us to link a cellphone to things we would have monitored in an ICU 10 years ago.” – Dr. Paul Wetter allow us to link a cellphone to things we would have monitored in an ICU 10 years ago,” Wetter said. “Just like computers were to the music industry and Yelp was to restaurants, this is going to be very, very disruptive.”

Wetter also believes that maintenance, which “has been a big problem because it requires an entire team” to manage, will become easier as technology advances; from the development of preventive maintenance apps to other technologies that could 56 MEDICALDEALER | DECEMBER 2014

notify maintenance crews to come and fix the problem. After all, he said, “I have a fire alarm system and a smoke alarm system for my house accessible on my cellphone.”

Just as processing power and maintenance can be crowdsourced, Wetter said that he expects professional education for healthcare to follow a similar tack. As surgical technologies intensify in complexity and ubiquity, avenues for training healthcare professionals in their specialties

are likely to expand to offer additional opportunities for group education. He pointed to the fellowship programs offered through his own professional society as valuable in “exposing folks to changes in technologies” and “making different fellowships around the country into groups,” as social media pages are run.

Under current conditions, Wetter said, “people are training in one place, and the exposure they get is to the surgeons in one hospital, and they might practice in one way.”

“Cleveland Clinic did a study that said 20 to 30 percent of all second opinions were different opinions,” he said. “If medicine were really a science, all second opinions would be the same. If you can crowdsource information, with each person contributing a little bit of the knowledge, then you can get that up to 100 percent of the people agreeing what should be done in the best interests of the patient.”

Wetter, who was among the first authors of interactive medical textbooks, said that educational software is expected to proliferate in the coming years as well. He described the number of medical app developers as “astounding.” Approaching 9 million in 2014, that figure represents a 50 percent increase over year-ago totals, he said; “a number that’s growing logarithmically.”

For a field such as surgery, which represents significant cost opportunity as well as significant insurance liability, he expects that technological solutions in education, advanced training, or peer-to-peer communication can help to provide better outcomes as well as reduce costs.

Social networks and related avenues can help music performers, community organizers, and athletes to reach their audiences, and Wetter believes MEDICAL EQUIPMENT, PARTS & SERVICE

“Europe is becoming the leader in standards and the leader in terms of technology.”

– Karl Leinsing that technology can help surgeons “take better care of their patients and make better decisions.” He blamed “this very toxic malpractice climate that doctors have been in” for creating an atmosphere of “defensive medicine [that] has become so ingrained.”

“It’s like soldiers going into these war zones and they’re going to try to have every kind of resource available to help them do the job they need to do,” Wetter said. “Our most expert human beings — our sports figures, our heroes — they can’t shoot every basketball perfectly. You can have a scientist or a surgeon who’s the best in the world, but they don’t do everything perfectly.” “[There are] 2.5 billion surgical procedures performed around the world annually,” he said. “If we can slowly lift the bar for two to three percent of patients, we can have an effect.”

Engineer Karl Leinsing, President of ATech Designs Inc., foresees that the technological expansion that’s coming in medicine might not necessarily be one of brand-new innovation, but of importation. Of the major nations whose governments oversee the approval of new medical devices — a list that includes the European Union, Canada, Japan, Australia, and the United States — America is “the hardest, the costliest, and takes the longest” to grant access to new devices, Leinsing said.

WWW.MEDICALDEALER.COM

Karl Leinsing President of ATech Designs Inc. Leinsing is currently in clinical trials to bring a cardiovascular device to market in Europe, he said.

The requirements overseas are 50 patients and six months of trials, figures he estimated could have to be multiplied by a factor of five or six to bring to the U.S. market.

“It costs $80 million to do some of these clinical trials, and people can’t risk it anymore,” Leinsing said. “The FDA will change standards and policies in the middle of a program. You’ll start with them and have to go back and repeat all the clinical studies. I’ve seen companies go out of business.”

Under those conditions, Leinsing said, Europe is frequently a gatekeeper for technologies that are eventually expanded to markets in Asian and South American nations, where earning a CE mark will serve as an indicator of the viability of a device.

“Europe is becoming the leader in standards and the leader in terms of technology,” Leinsing said. “Some people say the devices are not as robust, but if you’re looking for a life-saving device, and you’re on your last breath, then you want to go to Europe because all the devices are there.”

“India is one of the most cutting-edge countries in the world, but they don’ t have their own regulatory body,” he said. “They say, ‘Go get that approved in one of the other five [nations], and you can sell it here.’ ” The end result, Leinsing said, is that “European people are going to get these devices first, and if you want these technologies, you have to go to Europe first.” Once a device is approved in Europe, however, it may be considered salable in the United States, he said. And although the European markets are desirable, there is no other nation in the world that spends as much on healthcare products as the United States.

“While you’re still doing stuff with the FDA, you can be selling products in quite a few markets in other parts of the world,” Leinsing said. “It helps you with another round of funding when you’ve got approval and you’re already selling it to patients.”

The dilemma, Leinsing said, is when the cost of bringing a potentially life-saving device to market potentially exceeds the timeline of its development. When hospital liability exceeds the cost of purchasing new equipment, however, health networks aren’t willing to chance it.

Conversely, Leinsing said, if a technology can be proven to reduce risks of infection, recurrence, or similar issues, its retail price increases because the added safety is worth the added cost.

“Everybody gets sick and everybody wants the best,” he said. “People don’t want to pay for it, but they want MEDICALDEALER 57

2015 HEALTHCARE TRENDS

the government to make sure it’s safe.

At some point, the human race has got to understand that there’s some level of risk you have to take for cutting-edge technology and to get it early.”

But that cost is still a defining characteristic of every purchasing decision a healthcare system makes, Larry Nguyen said. Nguyen, president of the Woodinville, Wash.-based ultrasound repair company, Summit Imaging, believes that much of it is driven by the continued impact of consolidation

calls, “there’s going to be some fallout” as hospitals feel pressures to eliminate service calls.

“They’re looking to provide the support without sending a service engineer to the hospital,” Nguyen said. “We’re going to see field service teams shrink in the independent market.”

Nguyen also expects that these cost pressures will affect repair methodologies and the quantification of components and hardware used to repair medical equipment. He

In the next 365 days, Nguyen said, “imaging is still the dominant technology” in healthcare. As the useful life of the installed base of X-ray, CT, and MR equipment may approach two or three decades, he said, maintaining it is “really a business case issue” for healthcare facilities. But for a mature yet versatile modality like ultrasound, which isn’t advancing as much on the device side as it is the software side, customers may be taking the retrofit approach to keeping their equipment operational.

“Hospitals are looking for businesses that are looking to support what they’re trying to do: taking that equipment in-house to leverage the current infrastructure.”

– Larry Nguyen on the bottom lines of hospitals and healthcare facilities. As they do so, he believes that more of them will begin to look for ways to save on outsourcing, including on repair costs.

“It’s more expensive to outsource service calls because you’re paying for the time of outside service engineers to maintain the equipment as well as additional downtime,” Nguyen said.

“Hospitals are looking for businesses that are looking to support what they’re trying to do: taking that equipment in-house to leverage the current infrastructure.”

Health facilities are trying to escape OEM pricing pressures for sales and service, Nguyen said, which drives them to the independent market. The pressure of cost savings is an opportunity cost endured in the pursuit of revenues in that market, he said, and for the ISOs whose field service technicians support hospital 58 MEDICALDEALER | DECEMBER 2014

predicts that an improved repair process, from both cost and outcomes perspectives, will be the focus of reimbursements under the Affordable Care Act. That’s where businesses like Summit Imaging could stand to compete by streamlining repairs via remote dial-in tech support, and thereby limiting the length and number of service calls, Nguyen said.

“The reason is because we’re seeing parts going into the equipment to repair them, but it’s kind of a gray area as to the quality of repairs,” he said. “As of the moment, it’s kind of all over the board, but the companies that are really generating high-quality products are the ones that are repairing the parts and the probes with the OEM parts.”

Nguyen believes that alternatives to outsourced service costs are driving healthcare facilities “to really analyze and look at how they support their equipment.”

Larry Nguyen President of Summit Imaging

“If I have the equipment, I’m going to use it for its useful life,” Nguyen said. “There’s still no replacement. The way that they can get those savings is by eliminating outsourced service calls. That’s going to squeeze down on independent companies that rely on those equipment teams to generate their revenues. I think that hospitals are trying to peel back that layer.”

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MEDICALDEALER 59

60 MEDICALDEALER | DECEMBER 20134

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MEDICALDEALER 61

CORPORATE PROFILE

ICE

IMAGING COMMUNITY EXCHANGE

Connect

Share

Engage

ICE CONNECTS MEDICAL IMAGING SERVICE IMAGING PROFESSIONALS FORGET FACEBOOK AND CHECK OUT ICE. COMMUNITY T EXCHANGE

ICE

he Imaging Community Exchange (ICE) is the exciting and new free online community for the diagnostic imaging industry that can be found at ImagingIgloo.com.

ICE serves as a gathering place where medical imaging service professionals can network, share knowledge, receive continuing education and seek career advancement assistance.

ICE founder Manny Roman envisions ICE as a community with the flexibility to always meet the needs of its members.

Roman, a leader in the industry who continues to serve medical imaging professionals with his signature approach, helped establish DITEC and was a co-founder of RSTI. He is a force in the industry as a teacher, mentor, role model and trailblazer.

A trailblazer whose desire to serve the medical imaging community led him to create ICE. “We rolled this out in October at MD Expo show in Florida,” Roman said. “We’ve had nearly 200 members join in less than a month.”

ICE members include professionals with diagnostic imaging and HTM backgrounds.

“It is really a cross section. We have vendors, we have OEM representatives, we have service professionals 62 MEDICALDEALER | DECEMBER 2014

Connect

Share

– both biomeds and imaging people,” Roman said.

“It is a community for anyone who is interested in the healthcare technology management profession because the content is relevant to everyone,” he added. “We even have radiologists and directors of radiology who have joined.”

ICE is growing daily.

“This is an evolving community that is driven by the members,” Roman said. “We’ve always wanted the members to be the driving force that makes things happen and we realize that the content that we’ve put on there is not just for imaging people, its for anybody.

So even though it began with the imaging community in mind it has really evolved into a HTM community.”

It is easy to join ICE. “Just go to ImagaingIgloo.com and hit the register button and give us a little bit of information. One thing that I want to stress is that the information that is provided will always be held in the strictest confidence,” Roman said.

Each member selects a username when registering and the username is what appears on the website to pro-

Engage

Manny Roman CRES, Founding Member of I.C.E. vide anonymity, Roman explained.

ICE was created to serve the imaging and HTM community, but how it does that will depend heavily on input from its members.

“The goal of ICE, essentially, is to establish a place where Healthcare Technology Management professionals can go and be a part of a community that belongs to them and that is driven by the members,” Roman explained. “There are personal development and professional development topics, videos and MEDICAL EQUIPMENT, PARTS & SERVICE

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“ It is a community for anyone who is interested in the healthcare technology management profession because the content is relevant to everyone.”

articles, a great wall for them to post pictures, a forum for the things that they are interested in and a way for them to communicate with each other.”

“The bottom line is to have a place where people can go and see things that relate to who they are and what they do. We do the research and the legwork and put together a place for them,” he said.

Membership also has additional benefits.

“Membership is free and we don’t ever anticipate creating any fee-based memberships. We are going to be putting together some members-only content,” Roman said.

An example of members-only content is a video of Roman delivering his most popular presentation. The session focuses on customer relationships and is the most-requested presentation from his years of speaking at industry shows and conferences.

“We are going to make that for members only,” Roman said. “We want people to participate, so we are going to have a lot of members-only content.”

“I want to point out one thing. The first question we always get asked is WWW.MEDICALDEALER.COM

why are you doing this and how are you going to make money,” he said.

“We are doing this because there is a need and we are filling a need. As for the money, it will always be free to be a member. The expectation is that vendors will support the community by sponsoring the website.”

The way the community is being shaped and directed by the members is exciting for Roman as he watches ICE continue to meet the needs of members.

3.

It is also a gateway to services where members can have their unique needs met whether it be information about a medical device or tips for finding a job.

“The whole concept is to be driven by the needs and wants and desires of the community itself,” Roman said.

“We have even begun to have people ask for resume assistance. Just recently we did a review of an individual’s resume and made some suggestions on what I thought the resume should look like.”

The goal is to deliver what the members desire.

“You can’t build a community without the people expressing their desires and needs and wants. That is what a

community is,” Roman said.

“I would just ask people to give it a shot. It doesn’t hurt to join and become a member of a community that supports the industry. Just check it out,” he added.

“Don’t be left out in the cold.”

The formation of ICE began as Roman was preparing for the inaugural MD Imaging Expo. Roman said that he and his wife, Ruth, realized that there are many biomed specific organizations, but there wasn’t a specific association for imaging professionals.

“When the MD Publishing people decided to do the Imaging Expo in July, and it was so well received, that is what demonstrated that we needed to do something,” he added.

He shared the idea with MD Publishing President John Krieg.

“ICE is a collaboration,” he said.

“We know the profession. We know the professionals in the industry and we share with the MD Publishing group a commitment to enhancing the profession and the professionals in the industry.”

TO LEARN MORE ABOUT ICE please visit www.imagingigloo.com.

MEDICALDEALER 63

64 MEDICALDEALER | DECEMBER 2014

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MEDICALDEALER 65

SLICE OF LIFE_The Other Side

By Jim Fedele

SNEAKY TRICK

BY OEMS

E

ven with 25 years in the business there is always something that catches me by surprise, most recently it has been the OEMs not including Scheduled Maintenance (SM) during the warranty period. Some have even extended the “first SM” to a cycle of 18 months after purchase, which clearly takes the SM activity to post warranty, thus making it a billable event. As the biomed community scrambles to meet the recently clarified requirements from CMS and the Joint Commission, trying to ensure safety and effectiveness of our programs, the OEMs seem to be going in a different direction. It appears as if their goal is building their revenue and not necessarily improving safety.

We have been methodically replacing our anesthesia machines for the past three years, our existing units averaged 15 years old and the manufacturer had been warning us of impending discontinuance of service and support on the units. Over the past three years, we have spent an estimated $1.5 million on new anesthesia machines preparing for the impending “sun setting” of our present model. The OEM gave us great pricing, training, and payment terms. Frankly, I was very 66 MEDICALDEALER | DECEMBER 2014

satisfied with the effort that was made to help us with the transition to the new machines. Unfortunately, my opinion changed six months after our purchase of the first group of machines.

My disappointment started, as with all my woes, with a phone call from a tech. My tech called me to ask if I knew we needed to give the manufacturer a PO to perform the semi-annual SM on our anesthesia machines. I stated that I was not aware and would call the salesperson immediately. When I discussed the issue with the salesperson she stated that it was true that SMs were no longer included during the warranty. I pressed her asking if it meant that SMs were no longer necessary and if so I needed documentation for the equipment file in the event someone had questions about it. She stated that SMs were necessary it was a new policy that they would not be including them during warranty unless it was put on the sales quote. After a lengthy dialog on the issue, and the fact that I did not have any prior knowledge of this change, the salesperson agreed to work on getting the SMs included. It took a little time, but to her credit the salesperson did deliver on her promise.

My advice to my fellow biomeds is don’t assume SMs are included during the warranty. It needs to be a question that is asked before quotes are put together and accepted.

The second issue that occurred, I believe I have previously written about this, was when one of our imaging equipment vendors decided to extend the first SM period to 18 months. We received a letter in the mail from the OEM with a list of models that they would be adjusting to the 18-month frequency. The biggest issue for me was the fact that we negotiated SMs to be included during the warranty and had it written on the PO for the equipment. To me, this meant that we MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

were owed the cost of a SM if the OEM was going to try and bill us post warranty for the SM. I escalated this issue to the senior leadership at the facility so they were aware of this change.

I do find it a little ironic as the biomed community is gearing up to address the new restrictions on SM programs that OEMs seem to get a free pass. We are analyzing repairs to ensure we can justify our programs. I wonder if the OEMs are doing the same. It feels like the motivation is monetary not safety, however without knowing if analysis was done by the OEM I am really just guessing.

My advice to my fellow biomeds is don’t assume SMs are included during the warranty. It needs to be a question that is asked before quotes are put together and accepted. With the renewed focus on our programs, telling a surveyor that the SM was not completed during a warranty period because of cost may get you in trouble.

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.

WWW.MEDICALDEALER.COM

MEDICALDEALER 67

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MEDICALDEALER 69

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

RANSE JONES STROKE AWARENESS FUND

A

bout how many people — athletes, musicians, artists, craftsmen, chefs — has it been said that they died doing what they loved?

And even if they were able to choose the hour and circumstances of their departure, how many of them might have traded it all for just a little more time with their loved ones?

For the friends and family of the late Ranse Jones, a 34-year-old Flagler County, Fla. firefighter-EMT, 20-year pro volleyball player, and pillar of his South Florida community, those questions must still linger, even four years after his death.

But in testament to Jones’ legacy, those left behind in the wake of his passing are unwilling to let their friend — and his memory — go quietly.

In May 2010, Jones suffered a ruptured brain aneurysm in the middle of a Panama City Beach beach volleyball tournament qualifier.

Everyone was stunned. Jones had led an active life, was physically healthy, athletic, and strong. He showed no signs of illness. Although he was sped to the hospital, the young man succumbed to the after-effects of his injuries six months later.

Just prior to his passing, Jones received word that his friends in the beach volleyball community 70 MEDICALDEALER | DECEMBER 2014

had raised about $30,000 to cover the cost of his treatment through a charity tournament. The success of that outreach inspired them to hold another, equally successful tournament the following year, which raised money for children in distress.

But by 2012, Jones’ friends were interested in finding a different way of continuing his legacy; one more closely connected to the condition that claimed his life. They approached staff at Broward Health in Fort Lauderdale, Fla., inquiring whether there were any stroke funds to which they could donate the proceeds of the next tournament. Media Relations Manager Lyn Clark’s answer was, “Let’s make one.”

With that, the Ranse Jones Stroke Awareness Fund was conceived. The money is used for public and professional stroke education, said Broward Health spokesperson Victoria Israels. With some of it, the health system established a Florida Stroke Symposium that draws physicians from all over the country to its facility. The Ranse Resource Room on the Broward North stroke floor brims with literature on the warning signs and symptoms of stroke, and the hospital is consistently looking for ways to expand the reach of its operations.

“When families [of stroke patients] come in, they can see and

Participants compete in the Ranse Volleyball Classic.

find ways of explaining what’s happened to their family members,” Israels said. “We’re finding ways to raise awareness in our own community and around the country for Ranse and other families going through the things that they’ve been through.”

Now in its third year, the Ranse Volleyball Classic has raised between $40,000 and $50,000 since that initial conversation with Jones’s friends and family. The hospital is hoping to raise another $30,000 to add to that total this MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Participants pose for a group photo at the Ranse Volleyball Classic fundraiser.

year in the two-day tournament, which draws professional volleyball players, non-professionals, and well-wishers to its Fort Lauderdale headquarters. More than 90 volunteers from the hospital support the efforts of the weekend by selling raffle tickets for gift baskets, performing blood pressure checks, and generally raising awareness about the signs and symptoms of stroke, Israels said.

“We have a huge support system in place,” she said.

The day, Israels said, can get emotional at times. Jones is survived by a wife as well as his mother and father, who attend every tournament. In addition to the love from the volleyball community, members of the local community also show up in droves, Israels said — a testament to the lasting impact of Jones’s life.

“They play for him; they talk about him,” she said. “Ranse’s legacy has truly lived on in this tournaWWW.MEDICALDEALER.COM

ment and in these players’ hearts.”

The most touching moments can be “seeing [how] his mom, [Sherry Marthinuss, is] really proud of her son, and seeing that he’s really making a difference even though he’s not here.”

“I love seeing Sherry during the tournament,” Israels said. “You can tell she doesn’t know whether to smile or cry. Most of all she’s really proud of her son, leaving a huge legacy and he’s not even here.”

Israels said that Marthinuss recollected that “every time she would call [Jones], he was at a tournament,” and he is remembered by his friends as someone who “didn’t need stuff.” He was known as a man more interested in making memories and playing volleyball; known for his love of his dog and his community impact — which many didn’t realize was as great as it was until he was gone.

“We as a hospital didn’t know

him, but we feel like we did,” Israels said. “He had a charismatic personality, and you can tell from everyone that you talk to about him.”

Tragically, the loss of such a vibrant figure is what also makes Jones an ideal candidate for stroke awareness, she said.

“We talk about stroke, and [Jones] was a 34-year-old active person,” Israels said. “He ate well and he was a firefighter. This can happen to anybody. Stroke is something that’s been happening for a really long time. There needs to be a movement to raise awareness and research.”

“Stroke has been around for a really long time,” she said. “I know we’re getting farther into the medical intervention[s]. We’re getting the information out to the community and saying, ‘Know where your comprehensive stroke center is.’ ”

MEDICALDEALER 71

SLICE OF LIFE_Off the Clock

By Matt Skoufalos

TRISONICS’ STUART LATIMER COMPLETES CROSS-COUNTRY BIKE TRIP

I

t was a type 2 diabetes diagnosis that put Stuart Latimer on a bicycle some three years ago, and it was an engineer at Trisonics Inc., his Highspire, Penn. ultrasound business, who connected him with a local group of mountain bikers that got him on the path to better health.

It was a big goal, but one with practical steps to realize. After weeks and months of pedaling, Latimer started to get better reports from his physician. Cycling — and cyclists — became a part of his life.

But as big a goal as Latimer had in rescuing himself from disease, one of his two-wheeled compatriots, Rod Keeney, was a man with an equally big dream: Keeney wanted to ride his bicycle across the United States.

“He’d been thinking about it for years,” Latimer said. “He didn’t want to go by himself, but he didn’t want to go with a big group. He was kind of waiting to find somebody that would just do it with him. I was thinking in my mind, ‘I might be able to do this.’ ” Latimer got the green light from his wife, his physician, and his business partners, and the pair began a year of planning for the trip. They purchased the map for the Trans-Am Route from the Adventure Cycling Association; the same route, Latimer noted, used in the 1976 Bikecentennial cross-country bicycle tour.

The duo would also be leaving their mountain and road bikes behind in favor of touring bikes with rack mounts for their gear. As they were traveling without a support vehicle, Latimer and Keeney would be carrying their sleeping bags, tents, food, 72 MEDICALDEALER | DECEMBER 2014

“To see the United States on a bike, riding through the Teton Mountains, Yellowstone National Park, the Flint Hills in Kansas, it’s just incredible.” water, and clothes with them, which meant extra training for the trip. The fall before they embarked, the pair headed up to the Adirondacks for a week in New York for a test run, riding about 350 miles in a week.

“We were training in Pennsylvania between January and April before we left for the trip,” Latimer said. “When it got closer, I was doing three nights a week at the gym. I probably had 1,200 miles in before we even left.”

Keeney, Latimer said, “was completely over-prepared” for the trip, logging some 1,600 miles of outdoor riding under tough conditions. “[Keeney] is a planner, and I’m a fly-by-the-seat-of-my-pants kind of guy,” he said. “We were a match made in heaven.”

“Where I live, we have a mountain behind our house,” Latimer said. “It’s about a 14- to 18-degree climb, and about a mile up each side of it. Rod used to do that mountain on a regular basis, and he

would throw water gallons in his tanyards for weight. He could ride his bike up a straight wall if he wanted to.”

With the test run under their belts, the duo pushed off from Yorktown, Va., on April 27. They bid farewell to their wives at the beachhead of the Atlantic Ocean, and set off on a threemonth journey that ended July 7 in Astoria, Ore. The trek took them completely across Virginia, Kentucky, Illinois, Kansas, and Colorado, into Wyoming, Montana, through Idaho to Oregon and clear through to the west coast. Averaging 65.2 miles a day, the 4,544-mile trip was fraught with on-the-fly planning, roadside attractions, and many moments marked by the kindness of strangers.

“To see the United States on a bike, riding through the Teton Mountains, Yellowstone National Park, the Flint Hills in Kansas, it’s just incredible,” Latimer said. “The wildlife we saw, the people we met, were just fantastic. You MEDICAL EQUIPMENT, PARTS & SERVICE

have an instant conversation-starter.”

Most of the little towns in Kansas all had city parks in which the duo would make camp, and community pools in which they could swim at the end of a day’s ride before turning in, Latimer recalled. They stayed in churches, bike tourist hostels, even a fire company training room. Sometimes they would do “off-the-grid” camping, Latimer said, where they would pull off the road, hike about 10 miles in, and then make camp in the woods. He recalled only a handful of nights in hotels, including one in Kansas when a huge storm moved in overnight, and a couple with their wives, who met them along the road for a visit or two.

“The night before we met our wives [in Breckenridge, Colo.], we camped on Hoosier Pass, which was the highest point of our trip,” Latimer said. “As we got close, we had to take a few rest days to slow down because we were way ahead of schedule. It was early June, and there was still a bit of snow cover.

We bundled up, and we had 12 miles to go down to Breckenridge, so we didn’t even have to pedal.”

Cycling on the nation’s highways was somewhat perilous at times, Latimer said, and although the route WWW.MEDICALDEALER.COM

they had planned kept him and Keeney off “some of the real busy roads” and on a more scenic route, there were days in which the shoulder was narrow, and traffic was heavy. For the most part, he said, the big rigs “were very conscientious,” but the last leg of the trip was somewhat harrowing: Fourth of July weekend on the Oregon coast with a shoulder ranging from one to three feet

“When we got done with the trip, I thought, ‘Another two or three years, I’ve got to do this again.’ ” in width, with a steady stream of cars all day long.

“We had rearview mirrors hooked to our helmets,” Latimer said. “That was the day that we actually saw the Pacific Ocean.”

At the end of the trip, the travelers took their bikes to a local bike shop, tore them down, and sent them

home. For the momentousness of the achievement, they didn’t waste any time on the frivolity of celebrating, either, Latimer said.

“We enjoyed a few cold beers, took a plane the next day, and went home,” he said.

The real testament to the journey was the physical change that Latimer noticed in himself at its end. In three months, he’d gone from 222 pounds to 198, “and I ate more food in those two-and-a-half months than I ever have,” he said.

“As you’re bike touring like that, you’re burning 6,000 to 8,000 calories a day,” Latimer said. “Our bikes with all the gear on them are 85 pounds. It’s like pedaling a motorcycle.”

Beyond the physical testament to his efforts, however, Latimer was left with a sense of significance incomparable to any of his other achievements. Of course, he said, the pair can’t wait to hit the road for another trek.

“By day three or four, I knew this would not be the last time I would do this,” Latimer said. “When we got done with the trip, I thought, ‘Another two or three years, I’ve got to do this again.’ ”

MEDICALDEALER 73

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MEDICALDEALER 75

SLICE OF LIFE_

By Dan Bobinski

HOW TO DEMORALIZE YOUR WORKFORCE SO THEY LEAVE

D

ams don’t just break. Cracks develop that are often unseen. Then, as more cracks occur and pressure is applied, the integrity of the dam finally gives way and water pours out.

The following is a true story that happened years ago (names and places have been changed to protect the innocent). It is my desire that by reading it, you will realize that much of the core responsibilities for managers involves dealing with people, not just focusing on “the numbers.”

Melinda was the director for a 45-person department. Her employees were clinical laboratory scientists who performed medical tests on patient samples, so “no errors” was a must.

Even though the department worked 24/7 with three different shifts and two locations, they were tightly knit and operated with high morale. However, the high morale was not due to Melinda’s leadership. She was known as a task master with little regard for people. The high morale was a result of the department supervisors running interference, taking the brunt of Melinda’s verbal snipes while keeping a vibrant spirit of teamwork alive among the two locations.

Scheduling people to work three shifts at two locations was rather tricky, but fortunately, the loca76 MEDICALDEALER | DECEMBER 2014

Dan Bobinski Workplace Consultant

tions were within a 20-minute drive of each other. If one location was short-handed, it was fairly easy to get someone else there in just a few minutes.

The first crack in Melinda’s dam occurred without notice. A supervisor who had worked in the lab for nearly 20 years came down with a debilitating disease, and he eventually took a medical retirement. Other supervisors were covering his shift during the 10 months he was unable to work, but when he retired, Melinda chose not to replace him. That was the initial strain.

Other cracks also happened without notice. One of the more competent employees went to school to

study nursing, and after getting her degree she transferred to the nursing department. Another employee who’d been there for years got pregnant and left to raise her baby. Still another moved to the West Coast so he could be closer to family after his parents became ill.

One-by-one people were leaving, and always for valid reasons — it was never because they didn’t like their work or the work environment.

Because fewer people were doing the same amount of work, the stress load on everyone increased, but Melinda didn’t seem to notice. In fact, she viewed the attrition as a gift.

The reason? The company was in a budget crunch, so with all the attrition, Melinda didn’t have to be seen as ruthless by making personnel cuts.

When the supervisors asked when they would be hiring replacements for the people who were leaving, Melinda simply told them about the budget crunch and asked them to “step up” to cover the workload. Melinda also said once the budget crunch subsided they could get back to normal staffing.

The effects of a reduced workforce had been noticeable, but the supervisors were dedicated.

And, after the initial shock of the news that no replacements would be hired, most of the employees adopted the supervisors’ “can-do” attitude. But, as one can imagine, MEDICAL EQUIPMENT, PARTS & SERVICE

In just three short years, sky-high morale had it wasn’t long before the pressure caused more serious cracks to occur.

In addition to the added stress was the problem of scheduling vacations. Many people had been employed long enough to have four weeks of vacation each year. During that first year of lean staffing levels, many people were forced to change their vacation plans just so everyone could get their allotted vacation time. The supervisors had approached Melinda about the problem, but her response was terse: “We don’t staff for vacations.” During the second year of the so-called budget crunch, the department was so short-staffed that some people could not get all the vacation time they had coming to them. Many employees were forced to sell their vacation time back to the company.

The stress and slipping morale also caused other problems. It was company policy that all mistakes be documented and placed in an employee’s personnel file. As production pressure and stress rose, the number of mistakes increased, too. This meant people were getting written up on a regular basis.

Not surprisingly, other departments began losing respect for them.

Cracks in the dam were being felt by everyone, and department personnel started whispering that the situation couldn’t hold together much longer.

WWW.MEDICALDEALER.COM

dissipated and employees were finding other jobs, mainly because the manager was more concerned about her numbers than her people.

Then, in an act that shocked many, Melinda hired a consulting firm to analyze the department’s efficiency to see how she could save even more money.

Amazingly, one of the firm’s findings was that the department was overstaffed – especially on the second shift. It turns out the consulting firm had given the first shift credit for work that had been accomplished mostly on the second shift, making it look like the second shift was slacking off. Supervisors tried talking to Melinda about their error, but she believed the consultants.

The final blow came when Melinda announced that with the findings of the consulting firm, the department would not be hiring any new people. She said the department had been keeping up with the work load for almost two years with the people they had, and she believed they could continue to do so.

That announcement broke the dam.

That very day, people began making plans to find other jobs, and were talking about it openly. Even the supervisors, who had been dedicated to the department for years, wondered aloud about why Melinda was throwing them under the bus.

In just three short years, sky-high morale had dissipated and employees were finding other jobs, mainly because the manager was more concerned about her numbers than her people.

Let me restate that the story above is true. As food for thought, what can you do to prevent turning into a Melinda? And, if you’re a supervisor, manager or leader in any capacity, what can you do to prevent this kind of tragedy at your workplace?

DAN BOBINSKI is a certified behavioral analyst, author of the best-selling “Creating Passion-Driven Teams” and president of Workplace-Excellence.com. He travels internationally helping organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208-375-7606.

MEDICALDEALER 77

78 MEDICALDEALER | DECEMBER 2014

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CATEGORICAL INDEX

ANESTHESIA

J & M Trading…………………………………………………… 53

MAMMOGRAPHY

Doctors Depot…………………………………………………3

Multi Imager Service……………………………………BC

Digitec Medical Service Corp.……………………… 34

Paragon Service…………………………………………… 26

TROFF Medical……………………………………………… 52

ASSOCIATIONS

ENDOSCOPY

IAMERS…………………………………………………………… 14

Endoscopy Specialists………………………………… 68

MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 35

HMB Endoscopy Products…………………………… 61

MONITORS/CRTs

AUCTION/LIQUIDATION

Mobile Instrument Service & Repair……………7

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

Government Liquidation………………………………8

S.H. Medical Corporation…………………… 22, 79

Ampronix……………………………………………………………6

Hilditch Group Ltd………………………………………… 27 MedWrench…………………………………………………… 75

Gopher Medical, Inc.…………………………………… 68 GENERAL

Technical Prospects……………………………………… 15

Eastern Diagnostic Imaging……………………… 64

TROFF Medical……………………………………………… 52

BATTERIES

Government Liquidation………………………………8

Eastern Diagnostic Imaging……………………… 64

MedWrench…………………………………………………… 75

MRI

Holden Battery Services……………………………… 53

PartsSource, Inc.………………………………………………4

East Coast Medical Systems……………………… 43

Puma Export, Inc.………………………………………… 65

Ed Sloan & Associates………………………………… 22

Remarket Medical………………………………………… 60

Field MRI Services………………………………………… 79

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

KEI Medical Imaging Services…………………… 79

Conquest Imaging………………………………………… 13

IMAGING/PARTS

MIT/Medical Imaging Technologies…………… 61

Integrity Biomedical Services, LLC…………… 35

Ampronix……………………………………………………………6

ScanMed………………………………………………………… 44

InterMed Biomed………………………………………… 60

BMX-Ray………………………………………………………… 21

Maull Biomedical Training, LLC………………… 30

Diagnostic Solutions…………………………………… 43

NUCLEAR MEDICINE

Medical Specialties Distributors… 23, 27, 51

Eastern Diagnostic Imaging……………………… 64

E.L. Parts………………………………………………………… 74

MedWrench…………………………………………………… 75

Field MRI Services………………………………………… 79

InterMed NucMed………………………………………… 69

InterMed Ultrasound…………………………………… 30

International X-Ray Brokers……………………… 60

CABINETS/CARTS

InterMed NucMed………………………………………… 69

J & M Trading…………………………………………………… 53

Bryton Corporation……………………………………… 46

J & M Trading…………………………………………………… 53

Nuclear Camera Services……………………………… 36

PartsSource, Inc.………………………………………………4 CARDIOLOGY

Technical Prospects…………………………………… 15

PATIENT MONITORING

J & M Trading…………………………………………………… 53

Tri-Imaging……………………………………………………… 59

Bio-Medical Equipment Service Co.…………… 35

TROFF Medical……………………………………………… 52

Gopher Medical, Inc.…………………………………… 68

C-ARMS Eastern Diagnostic Imaging……………………… 64

Integrity Biomedical Services, LLC…………… 35 INFUSION THERAPY

Pacific Medical……………………………………………… 31

Medical Specialties Distributors… 23, 27, 51

Sage Services Group……………………………………… 52

East Coast Medical Systems……………………… 43

INFORMATION TECHNOLOGY

PROBES/PROBE REPAIR

Ed Sloan & Associates………………………………… 22

Tesseract………………………………………………………… 34

Conquest Imaging………………………………………… 13

J & M Trading…………………………………………………… 53

INTERNET RESOURCES

RADIOLOGY

KEI Medical Imaging Services…………………… 79

MedWrench…………………………………………………… 75

Eastern Diagnostic Imaging……………………… 64

COMPUTED TOMOGRAPHY

Imaging Affiliates………………………………………… 74

Metropolis International…………………………… 67

First Call Parts……………………………………16, 24-25

MIT/Medical Imaging Technologies…………… 61

LABORATORY

Holden Battery Services……………………………… 53

Technical Prospects……………………………………… 15

MIT/Medical Imaging Technologies…………… 61

International X-Ray Brokers……………………… 60

Tri-Imaging……………………………………………………… 59 DIAGNOSTIC IMAGING

InterMed Ultrasound…………………………………… 30 LASER IMAGERS

InterMed NucMed………………………………………… 69

Multi Imager Service……………………………………BC

J & M Trading…………………………………………………… 53

Brandywine Imaging, Inc.…………………………… 69

Maull Biomedical Training, LLC………………… 30

Eastern Diagnostic Imaging……………………… 64

LIGHTS

Metropolis International…………………………… 67

First Call Parts……………………………………16, 24-25

Bryton Corporation……………………………………… 46

Multi Imager Service……………………………………BC

80 MEDICALDEALER | DECEMBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

Radon Medical……………………………………………… 74

First Call Parts……………………………………16, 24-25

Diagnostic Solutions…………………………………… 43

ScanMed………………………………………………………… 44

Government Liquidation………………………………8

Endoscopy Specialists………………………………… 68

Technical Prospects……………………………………… 15

J & M Trading…………………………………………………… 53

InterMed Ultrasound…………………………………… 30

TROFF Medical……………………………………………… 52

KEI Medical Imaging Services…………………… 79

Medcorp, LLC……………………………………………………5

Varian Medical Systems…………………………………9

MTC/Medical Technologies Co.…………………… 53

Mobile Instrument Service & Repair……………7

Multi Imager Service……………………………………BC

National Ultrasound…………………………………… 65

RADIOLOGY PARTS

National Ultrasound…………………………………… 65

InterMed Ultrasound…………………………………… 30

PartsSource, Inc.………………………………………………4

ULTRASOUND PARTS

InterMed NucMed………………………………………… 69

Radon Medical……………………………………………… 74

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

J & M Trading…………………………………………………… 53

Technical Prospects……………………………………… 15

Conquest Imaging………………………………………… 13

TROFF Medical……………………………………………… 52

TROFF Medical……………………………………………… 52

InterMed Ultrasound…………………………………… 30

Varian Medical Systems…………………………………9

Medcorp, LLC……………………………………………………5

RECRUITING Adel-Lawrence Associates, Inc.………………… 79

Mobile Instrument Service & Repair……………7 RESPIRATORY Medical Specialties Distributors… 23, 27, 51

REPAIR/REFURBISH

VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 10

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

SOFTWARE

Ampronix……………………………………………………………6

Tesseract………………………………………………………… 34

Bio-Medical Equipment Service Co.…………… 35

Conquest Imaging………………………………………… 13 VENTILATORS

Bryton Corporation……………………………………… 46

STERILIZERS

Conquest Imaging………………………………………… 13

Continental Equipment Company…………… 69

Government Liquidation………………………………8

Continental Equipment Company…………… 69

Government Liquidation………………………………8

VIDEO

Digitec Medical Service Corp.……………………… 34

InterMed Biomed………………………………………… 60

Endoscopy Specialists………………………………… 68

Eastern Diagnostic Imaging……………………… 64

MTC/Medical Technologies Co.…………………… 53

Multi Imager Service……………………………………BC

Endoscopy Specialists………………………………… 68

SURGICAL

X-RAY

Integrity Biomedical Services, LLC…………… 35

Bryton Corporation……………………………………… 46

BMX-Ray………………………………………………………… 21

KEI Medical Imaging Services…………………… 79

Eastern Diagnostic Imaging……………………… 64

Brandywine Imaging, Inc.…………………………… 69

MedWrench…………………………………………………… 75

Endoscopy Specialists………………………………… 68

Classic Diagnostic Imaging………………………… 65

MIT/Medical Imaging Technologies…………… 61

Mobile Instrument Service & Repair……………7

Diagnostic Solutions…………………………………… 43

Mobile Instrument Service & Repair……………7

S.H. Medical Corporation…………………… 22, 79

Eastern Diagnostic Imaging……………………… 64

Ed Sloan & Associates………………………………… 22

Multi Imager Service……………………………………BC

Government Liquidation………………………………8

Nuclear Camera Services……………………………… 36

SURPLUS MEDICAL

Holden Battery Services……………………………… 53

Pacific Medical……………………………………………… 31

Government Liquidation………………………………8

Imaging Affiliates………………………………………… 74

Radon Medical……………………………………………… 74

Hilditch Group Ltd………………………………………… 27

MIT/Medical Imaging Technologies…………… 61

Sage Services Group……………………………………… 52 TROFF Medical……………………………………………… 52

Tri-Imaging……………………………………………………… 59 TABLES Bryton Corporation……………………………………… 46

REPLACEMENT PARTS

X-RAY PARTS BMX-Ray………………………………………………………… 21

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

TUBES/BULBS

Imaging Affiliates………………………………………… 74

ALCO Sales and Service………………………………… 23

AllParts Medical…………………………………………… 44

J & M Trading…………………………………………………… 53

AllParts Medical…………………………………………… 44

Imaging Affiliates………………………………………… 74

Technical Prospects……………………………………… 15

Classic Diagnostic Imaging………………………… 65

J & M Trading…………………………………………………… 53

TROFF Medical……………………………………………… 52

Conquest Imaging………………………………………… 13

Technical Prospects……………………………………… 15

Continental Equipment Company…………… 69 Diagnostic Solutions…………………………………… 43

ULTRASOUND

Digitec Medical Service Corp.……………………… 34

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

E.L. Parts………………………………………………………… 74

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

Ed Sloan & Associates………………………………… 22

Conquest Imaging………………………………………… 13

WWW.MEDICALDEALER.COM

MEDICALDEALER 81

ALPHABETICAL INDEX Adel-Lawrence Associates, Inc.………………… 79 Advanced Ultrasound Elec./AUE………………… 10 ALCO Sales and Service………………………………… 23 AllParts Medical…………………………………………… 44 Ampronix……………………………………………………………6 Bayer Healthcare Services.……………………………2 Bio-Medical Equipment Service Co.…………… 35 BMX-Ray………………………………………………………… 21 Brandywine Imaging, Inc.…………………………… 69 Bryton Corporation……………………………………… 46 Classic Diagnostic Imaging………………………… 65 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 69 Diagnostic Solutions…………………………………… 43 Digitec Medical Service Corp.……………………… 34 Doctors Depot…………………………………………………3 E.L. Parts………………………………………………………… 74 East Coast Medical Systems……………………… 43 Eastern Diagnostic Imaging……………………… 64 Ed Sloan & Associates………………………………… 22 Endoscopy Specialists………………………………… 68 Field MRI Services………………………………………… 79 First Call Parts……………………………………16, 24-25

ED SLOAN & ASSOCIATES

&

Gopher Medical, Inc.…………………………………… 68 Government Liquidation………………………………8 Hilditch Group Ltd………………………………………… 27 HMB Endoscopy Products…………………………… 61 Holden Battery Services……………………………… 53 IAMERS…………………………………………………………… 14 Imaging Affiliates………………………………………… 74 Injector Support and Service, LLC……………… 43 Integrity Biomedical Services, LLC…………… 35 InterMed Ultrasound…………………………………… 30 InterMed NucMed………………………………………… 69 InterMed Biomed………………………………………… 60 International X-Ray Brokers……………………… 60 J & M Trading…………………………………………………… 53 KEI Medical Imaging Services…………………… 79 Maull Biomedical Training, LLC………………… 30 Medcorp, LLC……………………………………………………5 Medical Specialties Distributors… 23, 27, 51 MedWrench…………………………………………………… 75 Metropolis International…………………………… 67 MIT/Medical Imaging Technologies…………… 61 Mobile Instrument Service & Repair……………7 MTC/Medical Technologies Co.…………………… 53

Multi Imager Service……………………………………BC National Ultrasound…………………………………… 65 Nuclear Camera Services……………………………… 36 Pacific Medical……………………………………………… 31 Paragon Service…………………………………………… 26 PartsSource, Inc.………………………………………………4 Puma Export, Inc.………………………………………… 65 Radon Medical……………………………………………… 74 Remarket Medical………………………………………… 60 S.H. Medical Corporation…………………… 22, 79 Sage Services Group……………………………………… 52 ScanMed………………………………………………………… 44 Technical Prospects……………………………………… 15 Tesseract………………………………………………………… 34 Tri-Imaging……………………………………………………… 59 TROFF Medical……………………………………………… 52 Unfors RaySafe, Inc.……………………………………… 45 Varian Medical Systems…………………………………9

PRACTICED PERFECTED At Ed Sloan, our 25 years of experience is reflected in the science and fine art of selling imaging parts.

82 MEDICALDEALER | DECEMBER 2014

• 48,000 sq. ft. facility

• 4 CT & MRI test bays

• De-installs and installs

• Customer parts repairs

• Service on a contract or T&M basis • Remote magnet monitoring services for GE MRIs

• Warehouse storage and mobile bays with electrical hookup

GE MRI & CT PARTS ARE OUR SEPCIALTY! Email: sales@ed-sloanassociates.com Web: www. edsloanassociates.com Phone: 888-652-5974 Fax: 615.448.6099

MEDICAL EQUIPMENT, PARTS & SERVICE

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TOTAL IMAGING SOLUTIONS Serving the Medical Community Worldwide Since 1983

• DR Solutions & Upgrades • CR Solutions • PACS Solutions • X-Ray Systems • Surgical C-Arms

• Rental Program & Financing • Factory Trained and Certified • Technical Support and Training • Parts and Supplies

Convert your existing mobile x-ray or any other analog x-ray system to digital with our DR solutions.

1.877.591.6444 (1.909.591.6444) www.multiimager.com 990 E. Cedar Street Ontario, Calif. 91761 USA