Medical Dealer - February 2016 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

FEBRUARY 2016 | WWW.MEDICALDEALER.COM

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p. 32 NUCLEAR MEDICINE

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“VNAs facilitate the exchange of data. Let’s

“There’s a lot of people trying

figure out how to exchange images among

to help and solve problems, If

disparate systems so they look the way

we can make power something

they’re supposed to look, and since we’re

that those people don’t have

spending a fortune, let’s figure out how to

to deal with so they can do

never have to do it again.”

their jobs, it’s something we’d love to help with.”

CONTENTS_Features 44 VNAS AND THE CENTRALIZATION OF CLINICAL DATA

Centralization of clinical data is a huge trend. Collaboration is a must for health facilities. No department can be left out of the patient experience equation. Vendor neutral archives (VNAs) are evolving beyond being a repository for radiology. The evolution is allowing the capability to store and exchange clinical content in DICOM and/or non-DICOM formats.

60 THE POWER OF INNOVATION

New Jersey high-school friends found off-grid energy solution for areas with energy insecurity, including areas stricken by natural disasters and power outages. Starting with a plan for a rapidly deployable solar device designed for use in areas with unstable electricity, Gridless soon shifted its focus to energy storage and deployment.

Medical Dealer (Vol. 20, Issue #2 February 2016 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. © 2016

WWW.MEDICALDEALER.COM

MEDICALDEALER 11

INDUSTRY UPDATE 14 News & Notes 20 Block Imaging 24 OEM Updates 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

MARKET ANALYSIS Radiology: Nuclear Medicine 27 Market Analysis 28 Product Showroom 32 Preferred Vendors Med/Surg: Disinfection Robots 36 Market Analysis 37 Product Showroom

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Account Executives Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

SLICE OF LIFE 54 The Other Side 56 Dan Bobinski 60 Pay It Forward 64 Success Story 66 Marketplace 68 Categorical Index 70 Alphabetical Index

Kim Callahan

Circulation

Lisa Cover Laura Mullen

Web Department Betsy Popinga Taylor Martin

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

12 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Please Probe Around, Take Our Pulse, and Scan our Parts

Mark Conrad, President and Co-Founder mconrad@conquestimaging.com

Matt Tomory, EVP - Sales and Marketing mtomory@conquestimaging.com

Our products pass the most stringent of tests for reconditioned ultrasound parts, probes, and equipment. Guaranteed. At Conquest Imaging, all parts, probes and systems pass our exclusive Quality 360° process for technical reliability and clinical performance. Our team of ISO 9001:2008 certified technicians are setting new standards for quality assurance, giving you the confidence you deserve that your imaging equipment will operate at its peak 24 hours a day. For over 15 years, we’ve partnered with small to large facilities to deliver a level of purchasing strategies, equipment, service, parts, probes, and training programs you won’t find anywhere else. What sets us apart is our best-in-class service and value, and our processes that enable us to identify potential problems before they happen, letting you rest assured your equipment won’t let you down. As you search for reliable imaging partners, we invite you to put us under the microscope to see what makes us the best in the industry.

The Ultimate in Ultrasound Contact us, Mark and Matt, to chat about your long-term imaging equipment and support needs. Visit conquestimaging.com for product demo videos, and to see how we deliver the ultimate ultrasound experience. 866-900-9444 • www.conquestimaging.com

INDUSTRY UPDATE_News and Notes

Staff Reports

Because Quality Matters. CONQUEST IMAGING ANNOUNCES GSA SCHEDULE 65IIA CONTRACT AWARD Conquest Imaging, a supplier of Philips, Siemens, Toshiba and GE ultrasound equipment, has announced that it has been awarded a Federal Supply Schedule 65IIA contract by the VA National Acquisition Center. Under delegated authority by GSA, the VA manages multiple award contracts for medical equipment, supply, pharmaceutical, and service Schedule programs. With over $10 billion in sales, the VA FSS Service supports the health care requirements of the VA and other federal government agencies by providing federal customers with access to over 1 million state-of-theart commercial products and services. The five-year contract allows for federal healthcare facilities to efficiently purchase a wide-range of ultrasound equipment, services, and training products. Matt Tomory, Conquest’s Executive Vice President of Sales, stated, “We are pleased to expand our long-standing relationship with our government customers, and proud to provide assistance to the VA in their mission to care for America’s veterans.” •

BC TECHNICAL ANNOUNCES SIXTH ACQUISITION OF 2015 BC Technical has acquired Legacy Medical Imaging, a diagnostic imaging service company. This acquisition expands the expertise and capabilities of BC Technical as well as its ability to provide innovative, affordable solutions for customers, according to a news release. “BC Technical is singularly focused on providing first-class service and solutions to our growing list of clients,” President and CEO of BC Technical Mark Alvarez said. “The addition of Legacy Medical Imaging to our team solidifies our position as the only true alternative to the OEM.” Legacy Medical Imaging, headquartered in the Dallas/Fort Worth area, services CT and MR systems throughout the United States. This acquisition will give BC Technical more highly experienced engineers in the field, allowing them to provide advanced technical support to their large customer base, and strengthen their capabilities within these modalities. BC Technical also acquired MagnaServ Enterprises Inc., an independent service organization (ISO) focused on MRI and CT in the United States, in the final quarter of 2015. •

14 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

MEDISURG OFFERS ALCON XENON LAMP BULBS MEDiSURG is now offering Alcon Xenon lamp bulbs. There is no longer a need to purchase through the OEM and experience a costly installation fee. The pricing of the lamps offered by MEDiSURG has the cost of a rebate included. Customers can return the broken lamp to MEDiSURG in the supplied packaging for a credit to their account. If a customer does not wish to return the broken bulb, then no discount or rebate will be applied. If Alcon installs the lamp, they will charge for the lamp plus the installation fee. Instead, customers can contact MEDiSURG for additional information needed to install the lamp. It is generally a good idea to test the lamp output after installation. Each lamp is tested and the output is logged. MEDiSURG says each lamp is tested by three people using different methods of checking the output. This insures that each lamp meets or exceeds specifications. • Learn more by visiting www.medisurg.com

EQ2 LLC ANNOUNCES PRICING OPTIONS EQ2 has unveiled new pricing models to meet the specific needs of the biomedical/clinical engineering and facilities/plant engineering markets. Modularly priced, customers now have several choices to find the best fit including a perpetual license; three different limited term license programs; and a SaaS cloud-based solution. The flagship HEMS CMMS has several modules that integrate to meet each customer’s specific needs for managing everything from work orders, to maintenance schedules on medical devices and facilities equipment, to compliance inspection preparation. Solutions are customized per specific hospital needs and pricing is now based on the license program selected, features selected, number of users, and number of locations involved. Between the modular pricing and various license choices, HEMS can now be sized to fit almost every hospital and budget. Modularity allows users to add new functionality as they need it or grow into it. • For information, visit www.eq2.com.

WWW.MEDICALDEALER.COM

PERNILLE FABRICIUS APPOINTED CFO OF GETINGE GROUP Pernille Fabricius is the new chief financial officer of Getinge Group. Pernille will be part of the Getinge Executive Team and will succeed Ulf Grunander, who has decided to retire after 23 years as CFO of Getinge. “I am very pleased to welcome Pernille to the Group. She has a strong track record in terms of growing businesses, restructuring initiatives, shared service set-ups and M&As,” Getinge Group President and CEO Alex Myers said. “Pernille will be a great asset in the transformation we are currently undertaking.” Fabricius most recently served as an independent advisor to Silverfleet Capital among others. Previously, she has served as global CFO of Damco International (part of AP Møller Maersk), group CFO and partner of TMF Group and senior vice president of ISS World Services A/S. Fabricius is a Danish citizen and has been based in such cities as London, Dubai and the Hague. She holds an MSc in auditing and accounting, an MSc in finance, an MBA and a LLM in European Union Law from CBS in Copenhagen and Leicester University in the UK. Pernille will assume her new position as CFO of Getinge Group on February 22, 2016. “It’s an honor to take on the position of CFO at Getinge Group during an extremely exciting period at the company,” Fabricius said. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

ENTECH NAMED AUTHORIZED SERVICE PROVIDER FOR MIDMARK ENTECH Clinical Equipment Services has been named an authorized service provider for Midmark products. Midmark offers a wide range of medical and health care products, including power procedure tables and chairs, exam tables, lights, workstations and more. ENTECH’s service agreement extends to Ritter products as well and its line of automatic sterilizers. Midmark utilizes authorized service providers across the nation and internationally. With ENTECH added to its exclusive list of service providers, hospitals and health care facilities can be assured that scheduled maintenance and repairs to Midmark medical equipment will be handled professionally by Midmark-trained ENTECH technicians. ENTECH is Midmark’s primary authorized service provider for all hospitals and health care facilities in the Tucson, Arizona area. In order to be considered an authorized service provider for Midmark, a company’s technicians must complete an intensive training program at Midmark’s Ohio facility. This includes a combination of classroom instruction as well as hands-on training on all Midmark and Ritter products, from procedure and exam tables to specialty stools, equipment carts and sterilizers. For warranty repairs on Midmark products, customers should contact Midmark and they will then be directed to the nearest service provider. For ENTECH customers in Arizona requiring Midmark service, click on Service Request at ENTECH’s website www.entechbiomedical.com or call the main dispatch/service line at 800-451-0591. • 16 MEDICALDEALER | FEBRUARY 2016

Staff Reports

RADNET AND IMAGING ADVANTAGE LAUNCH STRATEGIC RELATIONSHIP Imaging Advantage LLC and RadNet Inc. have entered into a multi-year strategic relationship. Under the terms of the agreement, the parties will collaborate to deploy innovative models of delivering radiology services, combining the best-in-class outpatient expertise of RadNet with Imaging Advantage’s cloudbased professional radiology physician and technology capabilities. Imaging Advantage, a provider of radiology services and technology to five of the 10 largest hospital systems in the United States, will employ and integrate RadNet’s California based radiologists onto its cloud-based platform to enable RadNet to optimize utilization of current radiologist capacity, target specialization and reduce turnaround times. Among other things, RadNet will share its expertise in billing and collecting, risk management, marketing and payor contracting with Imaging Advantage. In markets where RadNet does not own facilities, RadNet will lend its outpatient imaging expertise and resources to certain Imaging Advantage hospital system partners to help them compete more effectively with freestanding outpatient imaging centers and other hospital providers in those markets. The intention is to drive new revenue opportunities for Imaging Advantage and its hospital partners in these markets. The parties’ expansion plans in 2016 may include additional markets.• MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

DIMPLEX THERMAL SOLUTIONS OFFERS COOLING SOLUTIONS Dimplex Thermal Solutions, the North American chiller manufacturer of Koolant Koolers, has announced its new strategic partnership with Glen Dimplex Deutschland, the German manufacturer of Riedel process cooling equipment to offer global distribution of both product lines. Dimplex Thermal Solutions and Glen Dimplex Deutschland are both owned by the Glen Dimplex Group, of Ireland. Both manufacture similar products for industrial process cooling, but now the two brands will be aligned together through the DTS sales network to offer customers the best possible cooling solution for the application, coupled with the confidence of global service and support. Combined together, Riedel and Koolant Koolers have more than 100 years of experience designing and manufacturing auxiliary equipment (also known as chillers) to remove heat from medical equipment, such as MRI, CT, and Linear accelerators. For every application that needs heat removed, customers will now have two engineering design teams who can offer the best solution for the application requirements. • For information on Dimplex Thermal Solutions, visit www.dimplexthermal. com, or for information on Koolant Koolers visit www.koolantkoolers.com or call 800-YOU-KOOL.

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MEDICALDEALER 17

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18 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PARTS • TRAINING • EQUIPMENT • SUPPORT

LET US EMPOWER YOUR TEAM! Tri-Imaging Solutions is a replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts, buy-sell-move equipment, and provide technical support. All replacement parts come with a 90-day warranty. Available 24/7/365.

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MEDICALDEALER 19

INDUSTRY UPDATE_Block Imaging

By John Maher

3 QUESTIONS TO FIND YOUR BEST PACS SOLUTION

very imaging facility needs a secure, reliable, and spacious place to store their images, right? This is why facilities purchase PACS systems. But, choosing a PACS system isn’t as simple as acknowledging the need and placing an order. There are many PACS options that, depending on your volume, your staff, your comfort with data technology, and any number of other factors relative to your unique usage, may or may not work the best for you.

Will It Be at Your Facility? The “it” in this question (and the subsequent questions) refers to your PACS server – the data “real estate” where all your images will live. In some cases, a PACS server is kept at the facility that uses it. In others, the server resides in an off-site data center. An in-house PACS server makes sense for hospitals and larger imaging centers. These types of facilities not only have the physical space to accommodate a server room, they also scan a high volume of patients and are more likely to fill their space and need to expand it at a faster rate. These larger facilities are also more likely to have a dedicated IT staff. 20 MEDICALDEALER | FEBRUARY 2016

John Maher

Will You Own It? Many PACS solutions allow you to rent a particular amount of storage space on a remote server located in a data center for a set monthly rate. Your data is segmented to a single location, but the overall server is shared among any number of other imaging facilities. Don’t worry – this is a common practice in data storage and, with proper management, is every bit as secure as a private server housing only data from a single client. If your storage needs will be basic (low-moderate volume, 1-3 machines, X-ray based) this can be a more affordable option for you. The downside to renting on

a shared server is the possibility of limitations and/or fees for data use. Some PACS services place a cap on the number of images you can send each month. The cap can be raised for a higher monthly rate. There may also be additional fees to store “premium” images from more advanced modalities like MRI, CT or PET. The final common limitation is routing, that is, how many pre-set paths to different workstation locations can be programmed before incurring a higher fee. If you choose to use your own your server, you have the option to store it in-house, or to store it at a data center. There is a higher up-front cost for the hardware, but a lower monthly cost. If your server lives at your facility, there is no monthly rate. If it lives at a data center, the monthly rate is lower, as you are only paying for the physical space in which it resides. Owning your own server also eliminates all limitations on how many and what type of images are stored on it. The space is yours – you can fill it however you like. Owning a server is a good option for facilities that use advanced modalities, scan a high volume of patients, or need to route to a number of satellite locations. MEDICAL EQUIPMENT, PARTS & SERVICE

_Block Imaging

Will You Manage It? A PACS server requires management and periodic upkeep including, but not limited to: security updates, adding memory, installing applications, and data clean-up. You can either have this done by someone on your team, or by hiring a third-party IT professional. If your staff includes an IT professional, this could be a good option for you. If that type of knowledge isn’t present in your team and if you have no plans to add it in the near future, outsourcing your PACS management may be a wise choice. The Takeaway While there is no “one size fits all” answer for choosing the best PACS setup, taking some time to deliberate on your needs and how they will affect your answers to these 3 big questions will help ensure that your next PACS purchase is your best pick for up-front cost, ongoing cost, and the practical needs of your imaging department.

JOHN MAHER is the Product Specialist for X-ray Equipment at Block Imaging. At home, he is a husband, father of two daughters, endurance athlete, and volunteers as a certified athletic trainer. WWW.MEDICALDEALER.COM

MEDICALDEALER 21

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MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

GE HEALTH CLOUD UNVEILED The GE Health Cloud was unveiled at the 101st annual Radiological Society of North America (RSNA) meeting in Chicago. Designed for the health care industry, the new cloud ecosystem and its applications can connect radiologists and clinicians to speed efficiency and collaboration across care pathways and multidisciplinary teams – both inside and outside the hospital setting. “Our ultimate goal is to help improve patient care and drive superior clinical, financial and operational outcomes alongside health care providers,” said Jeff Immelt, Chairman and CEO of GE. “As the digital industrial leader, we are betting big on the GE Health Cloud. By connecting clinicians with the insights needed, when and where they need them, clinicians can take action to improve health care outcomes and delivery around the globe.” Survey data shows that up to 35 percent of patient cases are misdiagnosed, partly due to a lack of access to images, data and records. Industry consolidation and cost pressures are squeezing margins and pushing providers beyond hospitals’ four walls. The interoperability of systems could save health care ecosystems $30 billion per year. The cloud-based apps quickly connect clinicians with imaging, data, analytics, insights – and other clinicians – to increase efficiency, effectiveness and collaboration. “Health care devices are generating enormous amounts of data, and that data is expected to increase 50-fold by 2020,” said John Flannery, President and CEO for GE Healthcare. “The GE Health Cloud can help unlock the value of this data, quickly and seamlessly for better patient care. The GE Health Cloud will help clinicians turn data into insights, and insights into tangible actions for decision-makers to drive better outcomes.” The new cloud will connect to more than 500,000 GE imaging machines, shifting image post-processing from on-site machines to the cloud. From the cloud, 3-D images can then be viewed on multiple devices – inside and outside the hospital setting. The GE Health Cloud and apps will give clinicians on-demand, flexible computing power that can scale up or down. By opening its cloud for third-party app development, GE intends to attract independent software vendors (ISVs) to develop apps in the new cloud ecosystem.•

24 MEDICALDEALER | FEBRUARY 2016

Staff Reports

FDA CLEARS SIEMENS CT SCANNERS FOR LOW-DOSE LUNG CANCER SCREENING The Food and Drug Administration has cleared Siemens Healthcare’s SOMATOM computed tomography (CT) systems for low-dose lung cancer screening. Siemens offers a comprehensive approach to lowdose lung cancer screening – both on all of Siemens’ new CT scanners sold as well as on the company’s installed base of non-end-ofsupport systems – using standard low-dose lung protocols that are already delivered on Siemens CT scanners. From the SOMATOM Scope 16-slice CT system to the ultra-premium SOMATOM Force, Siemens now makes low-dose lung cancer screening broadly available to its customers. “Lung cancer screening represents one of the most significant opportunities to improve population health through earlier detection and improved follow-up opportunities for high-risk patients,” said David Pacitti, president of Siemens Healthcare North America. “That’s why Siemens pursued the most expansive indication for lung cancer screening, bringing this valuable tool to all varieties of our current SOMATOM CT scanners.” Obtaining this indication for low-dose CT lung cancer screening is a milestone not just for Siemens Healthcare, but for CT as an imaging modality. With this indication, an imaging modality that has long been a benchmark diagnostic tool for symptomatic patients is becoming a viable screening tool for a subset of high-risk asymptomatic patients. For the right patient population, this technology can have a significant impact on mortality for a disease that is often diagnosed too late. The indication for low-dose lung cancer screening is available for the following CT systems: SOMATOM Force, SOMATOM Definition Flash, SOMATOM Definition Edge, SOMATOM Definition AS/AS+, SOMATOM Perspective, SOMATOM Scope, and the SOMATOM Emotion 16. • To learn more about Siemens solutions for lung cancer screening, visit www.usa.siemens.com/ lungcancerscreening.

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

ZIEHM IMAGING, TOSHIBA JOIN FORCES the flexibility, efficiency and Through a new partnership with advanced safety features to help Ziehm Imaging Inc., Toshiba Toshiba customers provide the America Medical Systems Inc. right imaging and treatment for is now making mobile C-arms their patient’s needs. Additionavailable to its customers in the ally, Toshiba’s Infinix line will United States. give Ziehm Imaging customers This strategic relationthe image quality, flexible system ship offers Toshiba customers mechanics and patient safety feaa broader range of vascular and tures that are necessary for more surgical imaging technologies, complex cases. Product offerwith access to mobile C-arms ings in cardiac, neuro and even from Ziehm Imaging Inc., while combined angiographic and CT Ziehm Imaging customers beneimaging will give Ziehm Imaging fit from fixed C-arm systems of Inc.’s customers the right capaToshiba’s Infinix product line. bilities for a variety of situations. Mobile C-arm technol“We are excited to strateogy allows for portable and cost-effective solutions for inter- gically align ourselves with Toshiba America Medical Sysventional and surgical imaging. tems, to be able to offer U.S. Ziehm Imaging Inc., a leader in customers best-in-class solutions mobile C-arm technology, offers

TOSHIBA OFFERS NEW ULTRASOUND SOLUTION Giving customers a worry-free experience and a cost-effective solution to help improve patient care, Toshiba America Medical Systems Inc., introduces the newest addition to its ultrasound portfolio. The Xario 100 is a small, versatile and easy-touse ultrasound system that is ideal for any clinical setting in small hospitals, clinics, private offices and imaging centers. The Xario 100 features a 19-inch LCD monitor with advanced imaging technologies that come from Toshiba’s high-end ultrasound units, including Advanced Dynamic Flow (ADF) and Differential Tissue Harmonics (D-THI). It’s designed to increase efficiency with a fully customizable console and Toshiba’s iStyle Productivity Suite, an adaptable user interface providing workflow WWW.MEDICALDEALER.COM

for both mobile C-arm and fixed imaging solutions for inpatient and outpatient environments,” said Johnny Drake, vice president of sales in the U.S. for Ziehm Imaging Inc. “By listening to customers, we know when mobile C-arm technology will be a good solution for their case mix and when a fixed C-arm solution is the right technology for their procedures,” said Satrajit Misra, vice president, marketing and strategic development, Toshiba America Medical Systems. “This agreement means we can now offer a complete solution to U.S. customers so they can deliver the best possible care to patients with no compromise.”•

automation tools for faster exams. “Toshiba’s Xario 100 puts customers first by combining optimal image quality with easy operation, allowing clinicians to make diagnoses quickly and with confidence,” said Maria Piazza, director, Ultrasound Business Unit, Toshiba. “The system’s outstanding mobility and consistent high performance across a wide range of clinical applications make it a versatile ultrasound solution for this changing health care environment. Amid today’s financial pressures, Toshiba is making it possible for health care facilities of all sizes to provide quality care to their patients.” Toshiba featured the Xario 100 ultrasound system at the 2015 Radiological Society of North America (RSNA) annual meeting in Chicago.• MEDICALDEALER 25

26 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

NUCLEAR MEDICINE MARKET TO EXCEED $2 BILLION

he nuclear medicine equipment market is expected to exceed $2 billion by 2020 according to industry research organizations. The MarketsandMarkets report “Nuclear Medicine Equipment Market by Product (SPECT (Hybrid SPECT, Standalone SPECT), hybrid PET, & Planar Scintigraphy), by Application (Cardiology, Oncology & Neurology), by End user (Hospitals, Imaging Centers) - Global Forecasts to 2020,” analyzes and studies the major market drivers, restraints/challenges and opportunities. “This report studies the global nuclear medicine equipment market for the forecast period of 2015 to 2020. This market is expected to reach $2.13 billion by 2020 from $1.78 billion in 2015, and is poised to grow at a CAGR (Compound Annual Growth Rate) of 3.6 percent during the forecast period,” according to the MarketsandMarkets report. A Market Research Report “MediPoint: Nuclear Imaging - PET and SPECT Equipment - Global Analysis and Market Forecasts” says the U.S. market will remain stable. It says that Japan and China will present the greatest opportunities for growth, with respective market shares increasing by 75 percent and almost 100 percent during the forecasted period. WWW.MEDICALDEALER.COM

“This nuclear imaging market report on PET and SPECT equipments states, that, while the U.S. market will remain steady at around $1.15 billion throughout the forecast period, the country will see its global share fall from 69 percent in 2013 to 53 percent by 2020,” according to the report from RnRMarketResearch. com. “Meanwhile, the Asia-Pacific (APAC) region will see its share rise from 16 percent to 29 percent over the same time frame.” In 2015, the SPECT products segment is estimated to account for a major share of the nuclear medicine equipment market, according to the MarketsandMarkets report. Based on application, the market is segmented into oncology, cardiology, neurology and other applications which includes orthopedics, urology, thyroid-related disorders, and gastroenterology. In 2015, the cardiology segment is estimated to account for a major share of the nuclear medicine equipment market, according to the MarketsandMarkets report. The incessant introduction of new and advanced products, investment in modernization of diagnostic imaging centers, development of new radiotracers, and rising incidence and prevalence of cancer and cardiovascular diseases are the key factors driving the growth of the global nuclear medicine

“This [nuclear medicine equipment] market is expected to reach $2.13 billion by 2020 from $1.78 billion in 2015.”

equipment market, according to MarketsandMarkets. Additionally, factors such as increasing prevalence of diseases associated with aging population, strong product pipeline, and growing demand for nuclear medicine procedures in the emerging market are also expected to fuel market growth in the coming years. On the other hand, high cost of nuclear medicine equipment, decreasing reimbursements for radiology, and unfavorable health care reforms in the U.S. are key factors limiting the growth of this market, according to the MarketsandMarkets report. In addition to this, hospital budget constraints and increasing adoption of refurbished systems are major challenges faced by industry players in the global nuclear medicine equipment market. MEDICALDEALER 27

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

FEBRUARY PRODUCTS : This month, Medical Dealer explores Nuclear Medicine

DDD DIAGNOSTIC QuantumCam

uantumCam is a “no-nonsense” general-purpose camera with minimal room size requirement. In fact, no other SPECT system in the market has such a small footprint and still full flexibility in detector positioning, offering versatile use for both whole-body procedures, SPECT, Cardiac SPECT and planar imaging procedures. With its translating gantry and fixed patient bed, QuantumCam offers a very open, non-claustrophobic, modern and appealing design for improved patient comfort and ease of use. For additional information, visit www.ddd-diagnostic.dk/index.html.•

28 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Nuclear Medicine_Product Showroom

GE HEALTHCARE DiscoveryTM NM/CT 670Pro with Q.Metrix

iscovery NM/CT 670Pro with Q.Metrix includes the latest GE 16-slice CT technology, which delivers excellent image quality to explore the deepest regions where diseases arise to see beyond what once was thought possible. This innovative hybrid technology seamlessly integrates the functional images of advanced SPECT imaging with precise anatomical detail of a multi-slice high-resolution CT. With a 0.5 second rotation speed, a 70cm chest-abdomen-pelvis examination can be completed in as little as 10 seconds with IQE pitch booster*. Combined with the power of Q.Metrix for the absolute quantitative SPECT uptake results across any organ and any tracer** opens the doors to discover what lies beyond the horizon. â&#x20AC;˘

TM Trademark of the General Electric Company *Image Quality as defined by an Artifact Index in phantom testing **Must be supported by the Evolution resolution recovery

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MEDICALDEALER 29

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS HEALTHCARE Symbia Evo

he Symbia Evo SPECT system – the most recent addition to Siemens’ all-new Symbia™ family of SPECT and SPECT/CT systems – sports unique features to help users read with greater confidence and image a wide range of patients. Symbia Evo automates routine manual tasks due to Automated Quality Control and Automated Collimator Changer. The IQ•SPECT ultra-fast cardiac imaging solution enables vastly improved scan times. Symbia Evo offers industry-leading3 collimator sensitivity and 24 percent3 higher reconstructed image resolution for high-quality images that permit a more confident diagnosis. The system’s detector flexibility supports stretcher and hospital bed imaging; the patient bed supports patients up to 500 pounds. •

³ Based on competitive literature available at time of publication. Data on file.

30 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Nuclear Medicine_Product Showroom

TOSHIBA Celesteion PET/CT

o advance the care clinicians provide, Toshiba’s Celesteion PET/CT system delivers a more comfortable patient experience with the industry’s largest bore, widest field-of-view, dose reduction technology and fastest imaging. The versatile system combines high-performance PET and CT for all radiation and oncology imaging needs, including tumor detection, treatment evaluation and CT simulation. As health care reform puts a greater emphasis on patient satisfaction, the Celesteion’s numerous patient-friendly features are designed for this new landscape. •

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MEDICALDEALER 31

PRODUCT FOCUS_Nuclear Medicine_Preferred Vendors

Staff Reports

PREFERRED VENDORS

NUCLEAR MEDICINE

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

SEE OUR AD ON PAGE 26

GMI sells, services and supports ultrasound systems, nuclear cameras and PACS networks across the USA. At GMI, we focus on one thing. Transparency. The truth is that we serve our customers with confidence knowing that we can provide the best experience in the industry. From sales to service and world class support, we have the products and services you need to support your business today and grow tomorrow. Call us today to learn how we can help your business.

Intermed 13351 Progress Blvd. Alachua, FL 32615 Phone: 800-768-8622 Fax: 386-462-5330 Email: sales@intermed1.com Website: www.intermed1.com

SEE OUR AD ON PAGE 34

Your Medical Equipment Sales and Service Experts: • Multi-Vendor Repair Services, All Levels of Coverage • 24/7 availability • National Ultrasound: Service, Sales & Training • East Coast Nuclear Medicine: Sales, Service & Training • Southeast Biomedical Services: Comprehensive Programs & Equipment Repairs • Jump teams available

32 MEDICALDEALER | FEBRUARY 2016

International X-Ray Brokers Bob Feldman 25 Conant Drive Brockton, MA 02301 Phone: 508-559-9441 Fax: 508-559-9440 Email: admin@intxray.com Website: www.internationalxraybrokers.com

SEE OUR AD ON PAGE 58

International X-Ray Brokers buys and sells preowned medical imaging equipment including Nuclear Medicine, C/T, MRI, Radiographic Rooms with and without Fluro, C-Arms, Portables, Laser Cameras, Ultrasounds and Special Procedure Rooms.

Metropolis International LLC 21-11 44th Avenue, 3rd Floor Long Island City, NY 11101 Phone: 718-371-6026 Fax: 718-371-6032 Email: info@metropolismedical.com Website: www.metropolismedical.com

SEE OUR AD ON PAGE 21

Metropolis International LLC is one of the largest stocking dealers of all types of quality pre-owned diagnostic imaging equipment. With over 45 years of combined industry experience, we work with all X-ray, C-arms, CT, mammography, DEXA, MRI, ultrasound systems. Located in New York, in a large warehouse, we provide vendors, dealers and end-users, with equipment and services that are second to none!

MEDICAL EQUIPMENT, PARTS & SERVICE

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SOLUTIONS

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TECHNICAL

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SEE OUR AD ON PAGE 63

Technical Prospects is a dedicated supplier of parts, training and support for Siemens CT, X-ray, angiography, cardiac catheterization, mammography and mobile/portable imaging units. We also offer new and used tubes with installation. Our recent $1.5 million training center expansion provides functional training/testing bays, two classrooms and OEM-trained engineers with almost 100 years of combined experience to lead our training initiatives.

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TRIM 4.5”

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MEDICAL EQUIPMENT, PARTS & SERVICE

CT & MRI S E R V I C E • PA R T S • E Q U I P M E N T • S U P P O R T • R E M O T E D I A G N O S T I C S

Customer Satisfaction is our Passion Zetta is a high performance independent service organization offering preowned / used medical equipment, dedicated CT , MRI & PET/CT service and quality replacement parts to the medical imaging industry. The name Zetta is a mathematical term meaning 1021 and it simply reflects our dedication to achieve the highest levels of customer satisfaction.

Ask us how to meet XR-29 standards! Z E T T A I S T H E M O S T T E C H N I C A L L Y A D VA N C E D I S O I N T H E B U S I N E S S

Call 800-991-1021 or visit www.zettamed.com to learn more.

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

DISINFECTION ROBOT MARKET CONTINUES TO GROW

he market for disinfection robots is expected to grow from $30 million in 2014 to $80 million by 2017, according to published reports. In recent years, hospitals and other health care facilities have turned to robots, or portable enhanced environmental disinfection systems, that feature ultraviolet-C (UV-C) light or hydrogen peroxide vapor (HPV) to complement infection control protocols already in place to battle multi-drug-resistant organisms.

“Introducing these technologies could have large positive implications for infection prevention practices and capital and operational budgets”

The growth of the market can be attributed to the ongoing fight against hospital-acquired infections (HAIs). Many health care facilities are turning to robots to help combat Clostridium difficile (C. diff ), methicillin-resistant Staphylococcus aureus (MRSA) and more as pathogens mutate to resist antibiotics and disinfectants. According to the U.S. Centers for Disease Control and Prevention, a survey of acute care hospitals found 1 in 25 hospital patients has at least 1 HAI on any given day and that 75,000 deaths per year are due to HAIs. The thoroughness of terminal cleaning of patient rooms in acute care hospitals is one area of focus to reduce HAIs and improve patient care. 36 MEDICALDEALER | FEBRUARY 2016

These robots help fight HAIs without additional labor costs. While disinfection robots remain fairly new, the two sources they use for fighting infections are not. UV-C light has been used to decontaminate drinking water and air handling systems for quite some time, and UV-C and HPV have both been used in clean room environments by the pharmaceutical industry for years. According to a report by Allied Market Research titled “UV Disinfection Equipment Market - Size, Industry Analysis, Trends, Growth, and Forecast, 2013-2020,” the

global UV disinfection equipment market has a potential to reach $2.8 billion by 2020, registering a compound annual growth rate of 15.3 percent during 2014-2020. The growth of the health care and chemical industry is creating tremendous opportunities for the UV disinfection equipment market. UV disinfection finds its uses in diversified areas, including surface disinfection in health care facilities. However, water treatment leads the market, accounting for almost 60 percent of the total market share, as it is a volume-driven application (in terms of number of UV equipment utilized). The ECRI Institute, realizing the growing use of these devices, included disinfection robots on its 2015 C-Suite Watch List along with Google Glass and telehealth among other hot topics. “Introducing these technologies could have large positive implications for infection prevention practices and capital and operational budgets. In addition, administrators could see a return on investment due to fewer staff-contracted infections and loss of work time. Implementing disinfection robotics might not only improve patient health outcomes, but also bring about significant savings and cost avoidance for health care systems,” according to The ECRI Institute’s 2015 C-Suite Watch List. MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

FEBRUARY PRODUCTS : This month, Medical Dealer explores Disinfection Robots.

TRU-D SmartUVC

ru-D SmartUVC is the only portable UV disinfection system that can deliver an automated measured dose of UV-C to consistently disinfect an entire room from a single position, ensuring 99.99 percent pathogen reduction in direct and indirect shadowed areas and eliminating the threat of human error in the disinfection process. As the UV disinfection device of choice for the $2 million Centers for Disease Control-funded study, “The Benefits of Enhanced Terminal Room Disinfection” by the Duke University Prevention Epicenter Program, hospital leaders invest in more than the technology – it’s an investment in every patient who enters the operating room. Validated by more than 12 independent studies, Tru-D’s combined automated measured dosing capabilities and real-time usage-tracking feature, iTru-D, make Tru-D the most precise and advanced automated UV disinfection system available. . • WWW.MEDICALDEALER.COM

MEDICALDEALER 37

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

STERIS PATHOGON UV Disinfection System

he PATHOGON UV Disinfection System from STERIS provides assurance and sense of security that the room has been terminally cleaned to the highest standard of care and is ready for the next case. There is often a lack of confidence among OR staff that the operating room suite has been cleaned as well as it should have been. Knowing that PATHOGON was used in the room gives them confidence that a redundant or overkill step, if you will, has been used. PATHOGON UV reduces the risk of infection and cross contamination in the OR for patients and operating room staff. It delivers a calculated dose of germicidal UV-C energy in as little as 4 minutes to kill pathogens on environmental surfaces and has been shown to deliver a 3-4 log reduction of C-Diff spores and 5-7 log reduction of bacteria and viruses. The system employs a wireless controller that makes it easy to initiate and monitor cycles from outside the room and automatically tracks cycle data and usage. It uses redundant heat/ motion sensors to protect staff against accidental exposure. â&#x20AC;˘

38 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Disinfection Robots_Product Showroom

CLOROX HEALTHCARE™ Optimum-UV Enlight™ System

he Clorox Healthcare™ Optimum-UV Enlight™ System provides powerful surface treatment enhanced by ultraviolet radiation (UV-C) technology to inactivate dangerous and persistent pathogens, combined with advanced data collection and reporting capabilities. The Optimum-UV Enlight™ System kills more than 30 healthcare-associated infection-causing pathogens in five minutes at a distance of eight feet and is designed to supplement manual surface disinfection with EPA-registered disinfectants. The system’s smart data capabilities track in real-time where, when and how the device is working to help facilities maximize device usage and comply with external reporting requirements and internal tracking procedures. For more information, visit www. CloroxHealthcare.com.•

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MEDICALDEALER 39

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

SPECTRA254 Spectra 900 Series Overhead Sanitization System

he Spectra 900 Series Overhead UVC Sanitization System is a fixed decontamination system similar to an overhead permanently installed UVC light fixture that is designed to kill pathogens in enclosed rooms with typical dimensions of 8 x 8 x 8 feet. The remote-controlled Spectra 900 uses three high-output UVC bulbs to eliminate pathogens on all surfaces and is ideal for laboratories, surgical suites, operating rooms, self-service kiosk medical stations, patient dressing rooms, patient exam rooms and mobile medical stations used for telemedicine. Independent laboratory tests find that the Spectra 900 Series Overhead Sanitization System is 99.9 percent effective in killing C. difficile spores, MRSA and an Ebola surrogate pathogen in as little as five minutes. •

40 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Disinfection Robots_Product Showroom

XENEX Germ-Zapping Robot™

he Xenex Germ-Zapping Robot™ is the only Full Spectrum™ room disinfection technology proven, in multiple peer-reviewed studies, to reduce HAI rates. Hospitals using Xenex robots have published 14 peer-reviewed studies, including five outcome studies showing greater than 50 percent decreases in MRSA, C.diff and VRE infection rates. Designed for speed, effectiveness and ease of use, the robot destroys viruses, bacteria and bacterial spores in five-minute disinfection cycles. Xenex uses high-intensity Full Spectrum™ pulsed xenon UV light to disinfect.•

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MEDICALDEALER 41

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By Matt Skoufalos

“

VNAs facilitate the exchange of data. Let’s figure out how to exchange images among disparate systems so they look the way they’re supposed to look, and since we’re spending a fortune, let’s figure out how to never have to do it again.

t the advent of PACS – the picture archiving and communication system associated with the storage and transmission of medical images – hospitals and health care providers were less concerned with the movement of patient data among different internal departments, or even between different institutions, than with the movement of patient data from the site of its capture to a central, in-house repository. The medical imaging market has become more complex, more demanding, more competitive, and certainly much bigger since that time, however; and is now bound by various standards and strictures that govern not only the security of those images, but their portability as well. Complicating the picture is the ubiquity and variety of personal mobile devices in the health care setting, those used by practitioners and not, as well

as their connection to that central data network responsible for storing, accessing, and cataloguing those images sourced from different medical devices. The technological solution to those problems that has emerged is an overlying framework to network that information: a vendor-neutral archive, or VNA. VNAs have been on the market for about six years, estimates medical imaging consultant Michael Gray. Although the concept is fairly straightforward – an image viewing, retrieving, and catalogue system that’s interoperable with software and hardware from various developers – implementing one is a complicated task that involves connecting proprietary technologies that competing vendors have been producing for some 30 years. “VNAs facilitate the exchange of data,” Gray said. “Let’s figure out how to exchange images

among disparate systems so they look the way they’re supposed to look, and since we’re spending a fortune, let’s figure out how to never have to do it again.” The ubiquity of various medical imaging modalities across multiple health care segments, each with its own demands, has complicated the management of patient data throughout organizations of every size and specialization. When multiple practices are purchased and consolidated, so is their data. That information must be accessible securely, reliably, and distributed to various users across a variety of platforms, particularly in support

of institutional transitions to Electronic Medical Records (EMRs). Unfortunately, Gray said, when many organizations migrated to EMRs, they may not have considered how their new, digital infrastructure would handle imaging workflow, diagnostic display, or archiving; as a result, piecemeal solutions emerged that could handle each, allowing “best-of-breed” developers to dominate the current market. “Large IDNs that have good IT departments and are reasonably smart and can see their way to managing a three-piece PACS system are doing it,” Gray said. “The core of

Michael Gray

body has a problem of some sort. They’ve got a really good PACS system for radiology or cardiology, and whether they’re happy or not, they’ve got a contract.” As VNA developers continue to develop various advanced features and functions into their software – as well as the ability to turn each of these off and on, depending upon the sophistication of the system and the client’s price point – shop shoppers in turn must know the ends they’re trying to achieve before they buy, Gray said. “If you don’t have a good descrip description of where you’re trying to get,

“If you don’t have a good description of where you’re trying to get, you’re more than likely going to make some mistakes buying pieces today that should have had that endpoint in consideration” that PACS out of pieces is the VNA.” It wouldn’t necessarily be if PACS itself weren’t subdivided into various and sundry categories comprising images captured in different formats from radiology, cardiology, endoscopy, and other departments. But a true VNA must not only manage images sourced from those various entities, it also must handle “informal” or nonPACS images from mobile devices, digital cameras, and tablets – usually, JPEG and MPEG files. “Images in three sources need a common denominator [and] a viewing application that’s able to see them all and find them,” Gray said. “A VNA, a universal viewer for EMR, and a diagnostic display application that pushes all 46 MEDICALDEALER | FEBRUARY 2016

the boundaries. You put them all together, and they become an application that is really an enterprise-class system.” The best-of-breed approach is equally useful for EMR early adopters as well as for health care systems that manage their own PACS systems because it augments rather then precludes installed technology, Gray said. A comprehensive system will use a VNA to bridge the gap between a viewer that handles “80-85 percent of the images and a few specialty apps for nuclear medicine and others,” he said. “You like your PACS system?,” Gray said. “Good, we’ll plug it in. You don’t? We’ll throw it away and get one you want. Every-

you’re more than likely going to make some mistakes buying pieces today that should have had that endpoint in consideration,” he said. “That generally applies to everyone – a five-guy radiology practice and a five-hospital IDN.” Although purchases of standalone VNA systems are “cost-plus” for facilities that have already invested in PACS systems but need a standalone archive, and despite the fact that data migration is “a rather daunting task,” every health care system will be headed toward the eventual roll-out of a VNA because “you can’t manage these things in interfacing systems,” Gray said. “After you’ve realized that you’re making a decision that is basically a career challenge, the only other MEDICAL EQUIPMENT, PARTS & SERVICE

“You really need to look at what functionality is necessary within a department from a computational standpoint” thing you have to worry about is looking at the quality of the interfaces available from that vendor to the outside world,” he said. “Can you communicate change back and forth from the studies? How far along are your various vendors?” “Early on, it became obvious that even though it was difficult to track, we saw PACS as being an efficiency improvement,” Gray said. “Today you walk into a department that doesn’t have PACS, and it’s not in business. VNA is now a brickand-mortar decision.” For someone like Keith Dreyer, DO, Ph.D., FACR, FSIIM, who’s vice chairman of radiology at Massa-

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chusetts General Hospital and an associate professor of radiology at Harvard Medical School, VNA represents the intersection of his job duties in both informatics and enterprise medical imaging – even when those duties don’t run parallel. “It was always the responsibility of the department of radiology to make images available to folks via film, hard copy, or electronics,” Dreyer said. “It wasn’t until the rapid growth of EHRs that people were looking for a way to deliver these in a consistent and common way across the enterprise. People needed to deconstruct PACS to say what needs to happen in the department and along economies of scales.” Of the image acquisition, routing, storage, and display functions of a PACS system, the data repository is “essentially a commodity” that Dreyer said can be handled as part of a broader storage system within the walls of a health care provider. Acquisition and workflow, however, are departmentally specific demands that require individual autonomy, and therein lies the test of a worthwhile VNA. “You really need to look at what functionality is necessary within a department from a computational standpoint,” Dreyer said. “There’s the display for the purposes of workflow inside a department, and there’s the display for clinical review, patient access, HIE, image sharing. If you split it that way, there is a

Keith Dreyer

core component that’s necessary inside the department.” “We read 2,200 cases a day at Mass General alone,” he said. “That doesn’t necessarily mean that’s what the 5,000 physicians or 3 million patients we serve need to be able to take a look at those images. So you need to abstract a solution that probably has less functionality but works on more devices.” Wholesale changes to the operations of health systems only transpire through federal mandate, concerns over risk or compliance with such mandates or financial motivation. Dreyer believes that creating a centralized patient data center is a financial issue; creating a common, enterprise-wide visualization tool is too, but more because efficiencies of scale can be derived from the workflow improvements of multiple departments able to access their imaging data in any format and whenever needed. “The best VNAs need to be able to input from any image source,” Dreyer said. “Then they need to be able to communicate to a master patient index so they can handle MEDICALDEALER 47

Eric Rice

various sources from multiple departments, but also multiple hospitals. Then, they need to have their own form of cache to be able to have a storage facility behind them.” “Ideally, they would provide a cloud solution for that storage as either backup or primary,” he said, “and then they would need to be able to abstract that data as a common access point. Then, they need to have a thin visualization tool or be able to support outside visualization.” Although the task of uniting such disparate interests can be daunting, Dreyer agrees with Gray: that resolving it will involve giving consideration to “the final evolution of what medical imaging informatics is going to look like.” Whether cloud-stored data is cheaper and safer than locally stored data; whether an enterprise-wide VNA does or doesn’t support an enterprise-wide PACS system; whether modalities bypass a PACS system altogether and go straight to the VNA. “Technology evolves, and so you really have to think through, now that it’s 2015, what’s the best way to design 48 MEDICALDEALER | FEBRUARY 2016

“As patients are getting more control of their purchasing decisions, they’re going to be a little more picky about which health care provider they go to” this technology,” Dreyer said. “It probably isn’t to have it come off a modality, sit in a department, get stored; maybe it just goes to a central storage instantly, then it goes to the departments for primary interpretation, but it can also go directly for clinical review. Right now, it goes from a CAT scan to a PACS system to a VNA.” Mach 7 Technologies CTO Eric Rice said that the chief goals of VNA developers, which includes his company, are to create enterprise imaging platforms that consolidate data while allowing clinicians to have better control over it. “Specialists want to be able to choose best-of-breed [products]; CIOs want to be able to consolidate,” Rice said. “We have to make a solution that can store any kind of data object, that can communicate any kind of data object, but we spend time with R&D making sure clinical applications can plug into it as well.” Health care technology vendors feel pressure to implement interoperability standards, Rice said, be they are related to federal standards or incen-

tives around meaningful use, or from customers who want additional functionality, better pricing, or more reliable uptime. “The biggest pressure of any singular vendor is a customer saying, ‘If you want to continue to live within my ecosystem, you need to do X, Y, and Z,’ ” Rice said. “It’s tough for a vendor to say, ‘We’re not going to do that.’ They will often commit to it, and as they commit to it, that standard becomes less of an issue for the next one.” The future of the VNA market isn’t going to be driven exclusively by particular customer demands, however, as much as it is by an institutional consolidation of unstructured health system data – not just images, but patient reports and interviews, Rice said. This “federated approach” will create federated repositories of structured and unstructured data, the fluidity of which vendors like Mach 7 will be tasked with enabling, for the benefit of providers and patients alike. “As patients are getting more control of their purchasing decisions, they’re going to be a little more picky MEDICAL EQUIPMENT, PARTS & SERVICE

about which health care provider they go to,” Rice said. “It’s beneficial knowledge to the patient that they can exchange their data from one repository to another and vice versa.” For providers, he said, capturing more patients equates to more revenue at a system level. As patients get more access and control over how their information is shared, Rice believes they are going to be able to assist more in their own diagnoses, treatments, and scheduling. “The consumerization of this data and how patients get access to it, as we have these bigger repositories of data, we’ll see more around prescriptive analytics, whether in the hip pocket of your iPhone or elsewhere, and from that, give you some kind of treatment plan that your physician can work through,” Rice said. “The one thing you can predict is that there’s always going to be change,” he said. “New standards will come out in the future, but we should be able to grow with the industry as these new trends, new application, new data emerge. As these institutions are consolidating through mergers and acquisitions and building up their patient populations, the interoperability at play is really, really important. The technology is really a good core differentiator for us.” WWW.MEDICALDEALER.COM

MEDICALDEALER 49

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Do You Need..

SLICE OF LIFE_The Other Side

By Jim Fedele

SELLING COST AVOIDANCE

recently attended an annual meeting with the hospitalâ&#x20AC;&#x2122;s senior leadership to review our program and talk about the future. The meeting was well attended by stakeholders and all support services were represented. Conversations are usually lively and engaging as the group navigates the issues from the past year. It was no surprise that cost reduction dominated most of the discussion. During one discussion led by the CFO the room felt uncomfortable as he focused on what cost reductions mean to him. I will elaborate.

These meeting are generally very good meetings. It allows the support services team to understand what the real needs are from a senior leadership perspective. It allows us to hear first hand where the organization is going and what challenges they are facing daily. This information, most times, is not support services specific, which allows us to discuss how we can apply a support services solution to the problem. The spirit of the meeting is always collaborative and solution based. The meeting loosely follows a presentation format that is used to provoke discussion and thought. It is interesting to watch as the group becomes more comfortable with each other and everyone becomes engaged. It was during this time that the new CFO for the system spoke thoughtfully about cost reduction. His message was simple; we needed to be able to show that we are reducing 54 MEDICALDEALER | FEBRUARY 2016

the cost of service per patient. As he was delivering the message he spoke about cost avoidance and hinted that he did not necessarily feel it provides that much value. When he was done speaking, the room became quiet as the team digested his words As I heard the words I felt my heart sink, thinking that the majority of my contribution is cost avoidance.

From this list, I was easily able to filter out parts and labor that were second sourced to identify the savings. One issue I identified is that we do not always know what the OEM would have charged which makes it difficult to capture the savings. To address this, I selected work orders that were $1,500 or more and called the OEM for a quote. I looked at work

The savings or cost avoidance easily gets lost in the operation because there is not a need to focus specifically on it. Everything I do is based off repairing things cheaper than the OEM. When equipment breaks, it needs to be fixed and there will be a cost, the only way to make this not affect expense per patient is to not fix the equipment. However, after deeply thinking about this, I realized that I had not done a great job communicating the savings achieved by my team. When I got back to my office, I started analyzing my work order history. I pulled a yearâ&#x20AC;&#x2122;s worth of data and grouped them by the amount spent, parts and outside labor. This allowed me to focus on the work that had an expense associated with it.

requests that stated physical damage was the problem and documented how much they spent on these repairs. I followed this report with a list of actions to reduce these types of repairs. Once completed, I had a spreadsheet that listed the specific instances and savings for these work orders. The total exceeded $100,000. Finally, after I completed the work orders, I analyzed the inventory. I focused on illustrating how much the inventory had grown by number and cost over the past year. I then calculated what the OEM service cost would have been and compared it to the actual cost. This illustration MEDICAL EQUIPMENT, PARTS & SERVICE

Not on our watch!

_The Other Side

showed significant savings over what they would have spent had they utilized OEM service contracts for service. This showed that significant investments in technology had been made to accommodate patient and physician demands. Newer technology usually cost more to service than the technology it replaced. However, I am not sure improved outcomes or patient throughput had been achieved – which would offset the increase in service cost. I am not sure if anyone is ever held accountable to ensure that the promised benefits are realized. ROVED CHANGES NEEDED I have not presented these findings to my boss and the CFO; however OFF: I am hopeful that the details I have ONFIRM THAT THE FOLLOWING ARE CORRECT will be enough to persuade him that GO PHONE NUMBER is important. WEBSITE It ADDRESS cost avoidance is a challenge when the biomed program

is mature and has the processes in place that ensure the most cost-effective options are selected for service. The savings or cost avoidance easily gets lost in the operation because there is not a need to focus specifically on it. That being said, we are always looking for ways to lower costs and provide value to the organization. I just need to ensure that I am always talking about how we save them money.

PROOF SHEET

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 SPELLING GRAMMARby email at questions and/or comments info@mdpublishing.com.

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SLICE OF LIFE_Bobinski

By Dan Bobinski

CREATING SUCCESS FOR NEW MANAGERS AND SUPERVISORS

t’s always exciting to promote someone into a managerial or supervisory role, but if we’re not careful, we could be setting that person up for failure. Overseeing a team requires skills that do not come by osmosis, so it’s vital that we check to make sure new supervisors and managers have the skills needed for their new position. If those skills are weak or missing, then we must either do some teaching or make arrangements to get that person adequately trained.

Allow me to underscore this. New managers and supervisors will be operating at a new level in the organization, and that requires a different level of thinking. Unfortunately, there’s a persistent misconception that top-performing front line employees can be promoted into management or supervisory roles, and they will continue to be top performers even without much training. This mistake happens more often than you may think. It’s been my observation that one main overlooked skill for supervisors and managers is the difficult job of being a translator. What I mean by that is translating the vision of the leaders into tangible, practical actions for the front line. 56 MEDICALDEALER | FEBRUARY 2016

Dan Bobinski Workplace Consultant

Think of it this way: Those at the leadership level are looking at the big picture. It’s like they’re flying at 40,000 feet, looking around at the forests and observing the trends on the horizon. Then, after analyzing what they see, they decide on the best direction for the organization. They set goals and then communicate those goals to managers. But often times leadership’s goals are created using terminology that isn’t familiar to front line workers. After all, most front-line employees have not been up in the leadership airplane looking at the view from 40,000 feet. They don’t know the language, and so, the

manager has the important job of being a translator. But, like I said, translating can be difficult. That’s because most managers don't spend much time flying around at 40,000 feet, either. With that, I hope you see that your new managers have a better likelihood of success if you ensure they know how to interpret organizational goals accurately, translate them, dice them up into specific action items for front line employees, and then delegate those tasks accordingly. That leads me to my second point, which is learning how to delegate. Although some people pick it up quickly, delegation can be a difficult skill to learn. Delegation requires thinking and planning before acting, which can be hard for new managers who are accustomed to jumping right in and getting a job done themselves. The skill of delegation involves learning how to first think through the big picture set forth by leadership and then deciding the best way to divide it into puzzle pieces. After that, they must decide who should do what tasks, and then ensure the people being assigned those tasks have the proper knowledge and skills to do what’s being asked. Don’t assume people will intuitively know how to do this! If your new manager has never done any planning at this level before, MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

EXPERIENCE MATTERS MINIMIZE DOWN TIME!

provide some training on this skill. Then, after teaching how to plan things out, teach them how to truly delegate. This means that when communicating with the people who will be doing the work, the new manager should be able to fully delegate (or transfer) three things: • Responsibility (the burden or obligation to complete the work) • Authority (the power or control to do the work) • Accountability (the obligation to explain or justify the results) It is not uncommon for new managers to take back one or more of those areas, sometimes quickly. Whenever a manager takes back any of these things, it creates frustrated front line employees and an unhealthy atmosphere of micromanagement. Something else you want to ensure your managers are aware of is when to switch hats. Many first-time managers are placed in positions that require a combination of both managerial and front line work. In fact, research by the Emerge Leadership Group found that some managers spend as much as 85 percent of their time doing front line production work. Sometimes this is necessary, but know that it can severely inhibit the effectiveness of their managerial responsibilities. Often times it’s not necessary for new managers to be doing all that front line work – it’s just that they are unsure of how to perform their new responsibilities, so they revert to doing that which they’re comfortable doing – activities that earned them praise in the past. What I’ve listed here are just a few of the core responsibilities for managers and supervisors. Although WWW.MEDICALDEALER.COM

they might be second-nature to you, they may be unfamiliar concepts to your new manager. So, again, if you want your newly appointed managers to succeed, I strongly recommend you get them trained well for the role. Why do I keep saying this? Because it used to be that only 25 percent of people who transitioned from front line work into managerial positions successfully made the switch. In recent years that number has dropped to a mere 16 percent. In other words, without good training, you’re looking at only a 1 in 6 chance that your newly minted manager will work out. So here's my suggestion: Put ongoing training in place. A one-day class will not cut it. For that matter, a one week class will not cut it. Ongoing, intermittent training with feedback and coaching gives managers the best way to learn, practice, and improve their efficiency and effectiveness in the job. Are you afraid of the cost? I've heard many business owners express concerns that they'll pay for someone to become a better manager only to have that person leave. But the chief financial officer of a major regional bank has a great perspective to counter that concern. His take on it was, "What's the cost of not investing in them, and having them stay?" THIS ARTICLE is adapted from portions of Dan Bobinski’s best-selling book, “Creating Passion-Driven Teams.” Dan is a certified behavioral analyst, and president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes. Reach him at dan@ workplace-excellence.com or 208-375-7606.

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SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

THE POWER OF INNOVATION

hen Patrick Murphy and his Collingswood, New Jersey high-school friends Jason Halpern and Andrew Leonard founded their off-grid energy startup, Gridless Power, the trio envisioned creating a technological solution to global problems in areas of energy insecurity. “The mission with the company was always to create a big, positive impact, and we saw the opportunity to help in disaster situations,” Murphy said. “In these remote situations, a tiny bit of energy is powering something that can save a life. It was easy to focus on those high-impact situations.” Starting with a plan for a modular, rapidly deployable solar device that was designed for use in areas with unstable or nonexistent electricity, Gridless soon shifted its initial focus from energy capturing to storage and deployment. The flagship product, the Gridless CORE, is

a ruggedized “smart” battery with geolocation, power distribution, and performance monitoring functions. What it’s been able to do in some of the world’s most demanding environments is provide a necessary lifeline for lifesaving outreach. To date, Gridless has seen its most extensive medical deployment in relief of earthquake victims in Nepal. Since April 2015, UNICEF has relied upon the Gridless CORE and a handful of solar panels to keep communications and

60 MEDICALDEALER | FEBRUARY 2016

medical equipment in the field up and running. That on-demand power is essential in an area that lacks significant infrastructure and the means to connect it to the devices that guide people struggling during the aftermath of an environmental disaster. “They don’t have power,” Murphy said. “There’s not much infrastructure. If they’re lucky, they have a generator that they tie into.” In Liberia, the Gridless CORE was deployed with a group called the Liberian Energy Net-

work during the Ebola virus outbreak of 2015. Circumstances on the ground were fragmented, Murphy said, with hospitals either powered intermittently by generators, or not at all. The Gridless CORE was used to help create what he described as an ersatz “nano-grid” comprising solar panels, the battery system, and the medical devices they powered. “This is not an emergency, it’s 24-7 operation,” Murphy said. “If they have the power grid [operational], the battery charges; if they have the sun, the battery charges off the sun.” “The situation before, if someone got into a motorcycle accident at night, they were doing the surgery by cellphone light,” he said. “So even that basic level of lighting provides a huge increase to the quality of care they’re able to provide and the amount of care they’re able to provide.” For the group of longtime high-school friends, lending a hand in international relief

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

The Gridless CORE, is a ruggedized “smart” battery with geolocation, power distribution, and performance monitoring functions.

efforts was exciting, Murphy said, and the fledgling company still has room to grow. The CORE is assembled in York, Pennsylvania with American labor, but after having set up shop only a few years ago, Gridless is still working to expand its installation base. “We had to pick our battles in terms of where we could go and provide power,” Murphy said. “We had a meeting at the U.N., and they asked if we could deliver 1,000 units in a week, and we had to say no. We’re starting to be able to build the infrastructure so we can stock them now.” Sales of the units to WWW.MEDICALDEALER.COM

local Offices of Emergency Management (OEM), non-governmental organizations, and other, larger buyers who require off-grid power have been brisk, Murphy said, but the company is also seeing growth in its rental business that he said will enable Gridless to provide more on-demand power on a temporary basis in the wake of an emergency. “Now we’re turning the corner on the medical side, and starting to get involved in the ways that medical personnel respond in the event of an outage or deployment,” he said. Domestically, the Gridless CORE has been

deployed in various circumstances, often just because Murphy and his team were proximate to the disasters. During Hurricane Sandy, the units helped power OEM first responders along the Jersey shore. After an Amtrak train derailed in Philadelphia in early 2015, Gridless offered its units to the American Red Cross, who used them to power cellphones in a triage area so that victims of the crash could contact their families. After Amtrak saw how valuable the technology was, it placed an order for COREs of its own. Next up for Gridless, Murphy believes, are home health care and

hospital deployments. “We know hospitals are pushing more life-sustaining equipment to the homes,” he said. “Before, you just had to back up power in the hospital; now there’s an entire network of people in recovery centers who have all this equipment and virtually no back-up. They might have an hour or two in the devices, but if the power goes out, they’re in trouble.” When home health care devices are threatened in a power failure, it creates a huge infrastructure burden on communities, Murphy said. City workers in Bayonne, New JerMEDICALDEALER 61

SLICE OF LIFE_Pay It Forward

sey have told him that every time power is threatened at the home of a resident with critical care equipment, the local government dispatches $900,000 worth of assets to respond; the cost of an idling fire truck with a power line and police to divert traffic at the scene. “We started going into medical equipment because first responders were powering breathing machines, suction, anything you would find in the back of an ambulance,” Murphy said. “Right now if they have equipment that they need to deploy, they will sometimes use a generator. But when you’re on the scene, noise is a huge issue;

A power solution that enables first responders to perform their duties with greater ease of access and less corded tethering, can have a significant impact on the level of care delivered. starting the generator is sometimes a huge issue.” By comparison, the Gridless CORE, which does not run on a combustible fuel (and therefore produces no noise or exhaust) makes a necessary difference. Murphy believes that

62 MEDICALDEALER | FEBRUARY 2016

whether domestically or overseas, a power solution that enables first responders to perform their duties with greater ease of access and less corded tethering can have a significant impact on the level of care delivered.

“There’s a lot of people trying to help and solve problems,” Halpern added. “If we can make power something that those people don’t have to deal with so they can do their jobs, it’s something we’d love to help with.”

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MEDICALDEALER 63

SLICE OF LIFE_Success Story

By Matt Skoufalos

NUBOOM DELIVERS FOR VASCULAR SURGEON

hen vascular surgeon Chris LeSar goes to work, he’s typically not thinking of his own comfort, but that of his patients. The endovascular operations he performs are often conducted minimally invasively, the better to speed recovery and limit intrusion into the body. His work requires such fine control that it is conducted with the aid of fluoroscopy and an injectable, radioactive dye that allows him to trace the location of arterial blockages. Once LeSar locates those blockages, he can use catheters to inflate the artery with a balloon or prop it open with a stent to return normal blood flow to the area. LeSar practices in Chattanooga, Tennessee, the heart of the South – which, as he describes it, is riddled with peripheral artery disease. Many of his patients suffer from diabetes, high blood pressure, and high cholesterol, and most of them smoke, he said. “It’s an endemic area for that,” LeSar said. “I operate on people 35 years old all the way to 95 years old. Some people who are 35 have been smoking for 20 years. They smoke one to two packs a day, and that’s going to damage and destroy your arteries.” “A lot of people know that smoking can give you cancer, but they don’t know that it can block your arteries and damage your arteries,” he said. 64 MEDICALDEALER | FEBRUARY 2016

Arterial issues can present as leg pain, discomfort when ambulating, or sores on the feet that won’t heal or which display necrotic tissue. Sometimes the blockages are so severe that patients don’t have the blood flow they need to keep their limbs alive, LeSar said. Once he can address the problem of the blocked artery, he can often save the legs of his patients, allowing them to walk again, and therefore, to exercise, which can facilitate the weight loss and improved cardiovascular health they are lacking. “I’m really trying to help

[The NuBoom is] just a way to enhance the doctor’s ability to make decisions and see what needs to be seen.

people save their legs and become healthy again,” LeSar said. “If someone has pain when they walk, or a sore on their foot that doesn’t heal, they have high risk of losing their leg.If they can get there, a doctor can save their life.” While LeSar concerns himself with helping his patients to move more comfortably, he is himself often performing the operations

Chris LeSar that allow them to do so in 40 pounds of lead. To protect his body from the ionizing radiation of a fluoroscopy unit and the realtime internal view it provides him of his patients’ bodies, the surgeon must work in a fully leaded gown. “You get your workout, that’s for sure, but I want to live long, and I want to do this for a while,” he said. “Radiation is cumulative. I have to hold all that off me if I can.” Although it affords him necessary protection, the leadlined gown also limits the versatility of LeSar’s movement, particularly if the visualization array in his operating theater is provided by a traditional, stationary monitoring system. “If the monitor’s only in one place, I have to turn my body or my neck sometimes to see what I’m doing,” LeSar said. “It doesn’t give you the versatility. You get MEDICAL EQUIPMENT, PARTS & SERVICE

_Sucess Story

uncomfortable, fatigued, and nobody wants a surgeon who’s tired. A surgeon who’s tired is not optimized to do his job. You want to have a comfortable environment, you need to see what you need to see, and you might want to have multiple views at once.” Most of the C-arms in the angiography and fluoroscopy suites consist of a single monitor attached to a tower with a variety of peripheral devices connected to it, LeSar said. The setup is visible to the surgeon, but typically is situated fairly far away from the bedside. But in other operating suites in which LeSar practices, those problems are addressed with the aid of the CV Medical NuBoom visualization platform. “It allows me to bring [things] up close and personal so I can see it very, very well,” LeSar said. “When you’re navigating [the human body], you need to see where you’re going. I can look at a magnified image the size of a quarter on the big screen.” The NuBoom provides surgical visualization by allowing doctors like LeSar to align different views of the operating field through multiple monitors mounted on multiple arms. Just like a pilot relies upon his cockpit and radar displays to navigate in space, LeSar makes use of the variety of visualizations provided by the NuBoom to reach the surgical targets in the body and make necessary repairs. He can WWW.MEDICALDEALER.COM

The CV Medical NuBoom is a valuable tool for vascular surgeon Chris LeSar

compare pre-surgery imaging with the patient’s internal topology, monitor vital signs, and adjust his approach accordingly. “[Surgery] is a dynamic situation,” LeSar said. “Things move pretty quickly in those environments and I’ve got to make quick decisions. [The NuBoom is] just a way to enhance the doctor’s ability to make decisions and see what needs to be seen.” “We can move the C-arm, we can move the patient, and we can see in different parts of the body,” he said. “We can start at the ankle and look all the way up to the brain.” Although he has worked in hospital systems with expensive

angiography suites and large, mounted C-arms, much of LeSar’s work also can be performed in a smaller outpatient surgery center with the aid of a smaller NuBoom C-arm without him compromising on the visualization he needs to do his job. “The NuBoom gives me the feel of being in an operating room,” LeSar said. “[It] allows me to have a functioning operating space where I can visualize everything in an outpatient environment. I can turn my body to be in the most comfortable spot and my vision to the most comfortable spot. This helps with that fatigue factor.” MEDICALDEALER 65

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TRIM 4.5”

• Install & Deinstall

CATEGORICAL INDEX

ANESTHESIA

DIAGNOSTIC IMAGING

MRI

Doctors Depot ………………………………………………2

Asset Management Associates, LLC ……… 53

Carolina Medical Parts ……………………………… 34

Digirad Corp.………………………………………………… 67

Cool Pair Plus ……………………………………………… 42

ASSOCIATIONS

Eastern Diagnostic Imaging …………………… 58

East Coast Medical Systems …………………… 51

IAMERS ……………………………………………………………8

Injector Support and Service, LLC …………… 18

Ed Sloan & Associates ……………………………… 10

Multi Diagnostic Imaging Solutions ………BC

Exclusive Medical Solutions, Inc. …………… 57

AUCTION/LIQUIDATION

Mobilescan Imaging …………………………………… 66

Government Liquidation ……………………………7

ENDOSCOPY

RSTI Exchange …………………………………………… 70

JD Imaging Corp. ………………………………………… 67

Endoscopy Specialists ……………………………… 58

Zetta Medical Technologies ………… 9, 35, 59

Shattuck, LLC ……………………………………………… 52

S.H. Medical Corporation ………………………… 18

BATTERIES

GENERAL

Digirad Corp.………………………………………………… 67

Eastern Diagnostic Imaging …………………… 58

ALCO Sales and Service ……………………………… 43

Global Medical Imaging …………………………… 26

Biomedical Equipment Services LLC.……… 53

InterMed NucMed ……………………………………… 34

BIOMEDICAL

Eastern Diagnostic Imaging …………………… 58

International X-Ray Brokers …………………… 58

AIV Inc. ………………………………………………………… 51

Government Liquidation ……………………………7

Northeast Electronic, Inc. ………………………… 23

BETA Biomedical Services, Inc. ………………… 55

RSTI Exchange …………………………………………… 70

Biomedical Equipment Services LLC.……… 53

Shattuck, LLC ……………………………………………… 52

Southeast Nuclear Electronics………………… 33

Global Medical Imaging …………………………… 26

IMAGING

PATIENT MONITORING

Integrity Biomedical Services, LLC ………… 63

Cool Pair Plus ……………………………………………… 42

BETA Biomedical Services, Inc. ………………… 55

InterMed Biomed ……………………………………… 53

ICE/Imaging Community Exchange ………… 50

Bio-Medical Equipment Service Co.………… 42

Maull Biomedical Training, LLC ……………… 52

Injector Support and Service, LLC …………… 18

Bionet America, Inc. …………………………………… 22

NUCLEAR MEDICINE

Conquest Imaging ……………………………………… 13

Rieter Medical Services …………………………… 49

Doctors Depot ………………………………………………2 IMAGING/PARTS

Gopher Medical, Inc. ………………………………… 66

CARDIOLOGY

Ampronix …………………………………………………………6

Integrity Biomedical Services, LLC ………… 63

Bionet America, Inc. …………………………………… 22

Asset Management Associates, LLC ……… 53

Pacific Medical ………………………………………………5

RSTI Exchange …………………………………………… 70

Diagnostic Solutions ………………………………… 66

Southeast Nuclear Electronics………………… 33

Eastern Diagnostic Imaging …………………… 58

POWER SYSTEM COMPONENTS

InterMed Ultrasound ………………………………… 43

Interpower Corporation ………………………………4

C-ARMS

InterMed NucMed ……………………………………… 34

Eastern Diagnostic Imaging …………………… 58

Technical Prospects …………………………………… 63

PROBES/PROBE REPAIR

Tri-Imaging …………………………………………………… 19

Conquest Imaging ……………………………………… 13

CENTRIFUGES

Global Medical Imaging …………………………… 26 INFUSION THERAPY

COMPUTED TOMOGRAPHY

AIV Inc. ………………………………………………………… 51

East Coast Medical Systems …………………… 51

ONLINE RESOURCES ICE/Imaging Community Exchange ………… 50

Ed Sloan & Associates ……………………………… 10

LASER IMAGERS

Exclusive Medical Solutions, Inc. …………… 57

Multi Diagnostic Imaging Solutions ………BC

Metropolis International ………………………… 21

MedWrench ………………………………………………… 67 RADIOLOGY

Mobilescan Imaging …………………………………… 66

MODULE/TELEMETRY

Asset Management Associates, LLC ……… 53

RSTI Exchange …………………………………………… 70

Bio-Medical Equipment Service Co.………… 42

Eastern Diagnostic Imaging …………………… 58

Technical Prospects …………………………………… 63 Tri-Imaging …………………………………………………… 19

International X-Ray Brokers …………………… 58 MONITORS/CRTs

InterMed Ultrasound ………………………………… 43

Advanced Ultrasound Elec./AUE ……………… 55

InterMed NucMed ……………………………………… 34

CONTRAST MEDIA

Ampronix …………………………………………………………6

JD Imaging Corp. ………………………………………… 67

Injector Support and Service, LLC …………… 18

Technical Prospects …………………………………… 63

Maull Biomedical Training, LLC ……………… 52

68 MEDICALDEALER | FEBRUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

Metropolis International ………………………… 21

Classic Diagnostic Imaging ……………………… 51

InterMed Ultrasound ………………………………… 43

Multi Diagnostic Imaging Solutions ………BC

Conquest Imaging ……………………………………… 13

Mobilescan Imaging …………………………………… 66

Radon Medical LLC …………………………………… 52

Diagnostic Solutions ………………………………… 66

Rayence ………………………………………………………… 22

Digirad Corp.………………………………………………… 67

ULTRASOUND PARTS

RSTI Exchange …………………………………………… 70

Doctors Depot ………………………………………………2

Advanced Ultrasound Elec./AUE ……………… 55

Technical Prospects …………………………………… 63

Ed Sloan & Associates ……………………………… 10

AIV Inc. ………………………………………………………… 51

Varian Medical Systems ………………………………3

Global Medical Imaging …………………………… 26

Conquest Imaging ……………………………………… 13

Government Liquidation ……………………………7

Global Medical Imaging …………………………… 26

RADIOLOGY PARTS

Interpower Corporation ………………………………4

InterMed Ultrasound ………………………………… 43

MTC/Medical Technologies Co. ………………… 66

InterMed NucMed ……………………………………… 34

Multi Diagnostic Imaging Solutions ………BC

VCR REPAIR/SERVICES

Zetta Medical Technologies ………… 9, 35, 59

Radon Medical LLC …………………………………… 52

Advanced Ultrasound Elec./AUE ……………… 55

Rieter Medical Services …………………………… 49

Conquest Imaging ……………………………………… 13

REPAIR/REFURBISH

Southeast Nuclear Electronics………………… 33

Advanced Ultrasound Elec./AUE ……………… 55

Technical Prospects …………………………………… 63

VENTILATORS

AIV Inc. ………………………………………………………… 51

Varian Medical Systems ………………………………3

Government Liquidation ……………………………7

Ampronix …………………………………………………………6

SOFTWARE

VIDEO

Bio-Medical Equipment Service Co.………… 42

Zetta Medical Technologies ………… 9, 35, 59

Endoscopy Specialists ……………………………… 58

ALCO Sales and Service ……………………………… 43

Biomedical Equipment Services LLC.……… 53

Multi Diagnostic Imaging Solutions ………BC

Carolina Medical Parts ……………………………… 34

STERILIZERS

Conquest Imaging ……………………………………… 13

Government Liquidation ……………………………7

X-RAY

Cool Pair Plus ……………………………………………… 42

InterMed Biomed ……………………………………… 53

Asset Management Associates, LLC ……… 53

Digirad Corp.………………………………………………… 67

Classic Diagnostic Imaging ……………………… 51

Eastern Diagnostic Imaging …………………… 58

SURGICAL

Diagnostic Solutions ………………………………… 66

Ed Sloan & Associates ……………………………… 10

Eastern Diagnostic Imaging …………………… 58

Endoscopy Specialists ……………………………… 58

Exclusive Medical Solutions, Inc. …………… 57

S.H. Medical Corporation ………………………… 18

Government Liquidation ……………………………7

Global Medical Imaging …………………………… 26

Ray-Pac. ……………………………………………………… IBC

Injector Support and Service, LLC …………… 18

SURPLUS MEDICAL

Rayence ………………………………………………………… 22

Integrity Biomedical Services, LLC ………… 63

Government Liquidation ……………………………7

Tri-Imaging …………………………………………………… 19

MTC/Medical Technologies Co. ………………… 66

TEST EQUIPMENT

X-RAY PARTS

Multi Diagnostic Imaging Solutions ………BC

Interpower Corporation ………………………………4

Technical Prospects …………………………………… 63

Interpower Corporation ………………………………4

Northeast Electronic, Inc. ………………………… 23 Pacific Medical ………………………………………………5

TUBES/BULBS

Radon Medical LLC …………………………………… 52

Government Liquidation ……………………………7

Rieter Medical Services …………………………… 49

Ray-Pac. ……………………………………………………… IBC

Southeast Nuclear Electronics………………… 33

Technical Prospects …………………………………… 63

Zetta Medical Technologies ………… 9, 35, 59

REPLACEMENT PARTS

ULTRASOUND

Advanced Ultrasound Elec./AUE ……………… 55

AIV Inc. ………………………………………………………… 51

Conquest Imaging ……………………………………… 13

ALCO Sales and Service ……………………………… 43

Diagnostic Solutions ………………………………… 66

BETA Biomedical Services, Inc. ………………… 55

Endoscopy Specialists ……………………………… 58

Carolina Medical Parts ……………………………… 34

Exclusive Medical Solutions, Inc. …………… 57

WWW.MEDICALDEALER.COM

MEDICALDEALER 69

ALPHABETICAL INDEX

Advanced Ultrasound Elec./AUE ……………… 55

Ed Sloan & Associates ……………………………… 10

Metropolis International ………………………… 21

AIV Inc. ………………………………………………………… 51

Endoscopy Specialists ……………………………… 58

Mobilescan Imaging …………………………………… 66

ALCO Sales and Service ……………………………… 43

Exclusive Medical Solutions, Inc. …………… 57

MTC/Medical Technologies Co. ………………… 66

Ampronix …………………………………………………………6

Global Medical Imaging …………………………… 26

Multi Diagnostic Imaging Solutions ………BC

Asset Management Associates, LLC ……… 53

Gopher Medical, Inc. ………………………………… 66

Northeast Electronic, Inc. ………………………… 23

BETA Biomedical Services, Inc. ………………… 55

Government Liquidation ……………………………7

Pacific Medical ………………………………………………5

Bio-Medical Equipment Service Co.………… 42

IAMERS ……………………………………………………………8

Radon Medical LLC …………………………………… 52

Biomedical Equipment Services LLC.……… 53

ICE/Imaging Community Exchange ………… 50

Ray-Pac. ……………………………………………………… IBC

Bionet America, Inc. …………………………………… 22

Injector Support & Services, LLC ……………… 18

Rayence ………………………………………………………… 22

Carolina Medical Parts ……………………………… 34

Integrity Biomedical Services, LLC ………… 63

Rieter Medical Services …………………………… 49

Classic Diagnostic Imaging ……………………… 51

InterMed Ultrasound ………………………………… 43

RSTI Exchange …………………………………………… 70

Conquest Imaging ……………………………………… 13

InterMed NucMed ……………………………………… 34

S.H. Medical Corporation ………………………… 18

Cool Pair Plus ……………………………………………… 42

InterMed Biomed ……………………………………… 53

Shattuck, LLC ……………………………………………… 52

Diagnostic Solutions ………………………………… 66

International X-Ray Brokers …………………… 58

Southeast Nuclear Electronics………………… 33

Digirad Corp.………………………………………………… 67

Interpower Corporation ………………………………4

Technical Prospects …………………………………… 63

Doctors Depot ………………………………………………2

JD Imaging Corp. ………………………………………… 67

Tri-Imaging …………………………………………………… 19

East Coast Medical Systems …………………… 51

Maull Biomedical Training, LLC ……………… 52

Varian Medical Systems ………………………………3

Eastern Diagnostic Imaging …………………… 58

MedWrench ………………………………………………… 67

Zetta Medical Technologies ………… 9, 35, 59

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