Medical Dealer Magazine - March 2016 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

MARCH 2016 | WWW.MEDICALDEALER.COM

of The

Dual-Energy FIND YOUR PREFERRED VENDOR p. 38 COMPUTED TOMOGRAPHY

p. 52 INFUSION THERAPY Address Service Requested MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269

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“Dual-energy is primarily being implemented

“We will continue to foster

at the larger, magnet facilities within

strong relationships through

IDNs. Right now it’s within these magnet

solid performance and quality

facilities, but I deﬁnitely see dual-energy

workmanship at a fair price.”

being shifted to the smaller, standalone facilities in the future.”

CONTENTS_Features 54 RISE OF THE DUAL-ENERGY CT

When dual-energy computed tomography (CT) medical imaging was introduced to the health care world more than a decade ago, the growth of the technology in academic settings began to climb as physicians derived new and better use cases for the modality. Today, it not only drives client decisions to upgrade their existing installed devices but inspires OEM equipment purchases at times when capital budgets are shrinking.

64 INJECTOR SUPPORT & SERVICE

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Medical Dealer (Vol. 20, Issue #3 March 2016 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530. For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2016

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MEDICALDEALER 11

INDUSTRY UPDATE 15 News & Notes 22 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

MARKET ANALYSIS Radiology: CT 33 Market Analysis 34 Product Showroom 38 Preferred Vendors

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Kronen

Account Executives Jayme McKelvey Andrew Parker Warren Kaufman

Med/Surg: Infusion Therapy 45 Market Analysis 46 Product Showroom 51 Vendor Q&A 52 Preferred Vendors

SLICE OF LIFE 70 The Other Side 72 Dan Bobinski 76 Pay It Forward

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

Circulation

80 Off the Clock 83 Marketplace 84 Categorical Index 86 Alphabetical Index

Lisa Cover

Web Department Betsy Popinga Taylor Martin

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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.

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INDUSTRY UPDATE_News and Notes

Staff Reports

EXCLUSIVE MEDICAL SOLUTIONS, IMAGE QUEST ANNOUNCE TRANSITION rapid growth and is looking forward to more growth Exclusive Medical Solutions Inc., a preferred medin 2016 and beyond, according to the press release. ical imaging equipment supplier, has acquired the Image Quest CEO Diane Geddes said the decision ultrasound division of Image Quest Inc. effective to offset the ultrasound assets to Exclusive Medical January 1, 2016. Exclusive Medical Solutions and Image Quest Inc. Solutions was a perfect solution to ensure ultrasound customers continue to receive the customer have teamed together for the past two years providsupport they have come to rely on. ing customer support for ultrasound probe repairs, She added that RepairMED has experienced a parts and service. surge in growth in 2015 as the medical community “This acquisition will further our ability to meet became familiar with its work. the goal of providing top-notch customer service Geddes encourages her ultrasound customers across the country,” according to an Exclusive Medto continue working with Exclusive Medical Soluical news release. “It will solidify Exclusive Medical tions for a complete ultrasound solution, and looks Solutions of being the source for all your medical forward to supporting the HTM industry with comimaging demands.” ponent level depot repairs through RepairMED. • Exclusive Medical Solutions has experienced

ANALYST: SUSPENSION OF TAX WILL REJUVENATE U.S. MARKET the assumption that greater access The suspension of the medical to health care coverage would create device excise tax, which was implemented in 2013 as part of the Patient a larger market for medical devices. However, the first half of 2013 saw Protection and Affordable Care Act, the tax raising only 60 percent of the will have positive consequences for expected amount. the U.S. medical device market over “As well as lacking effectiveness, the next few years, says an analyst the tax had many costly consequences with research and consulting firm for manufacturers, and was particuGlobalData. larly crippling to smaller companies, The tax, which imposed a 2.3 which were forced to face challenges percent tax on the domestic sales such as layoff s, cuts to research and of medical devices in the U.S., to be development eff orts, and delayed paid by manufacturers or importers, was suspended on December 18, expansion plans,” Ryan says. “The tax also threatened to seize much of the 2015, after the Consolidated Appromoney spent on product innovation priations Act, 2016 was signed, and advancement in the U.S. mediwhich induces a two-year moratocal device market, which was already rium on the tax, effective January 1, struggling under stringent regulatory 2016 to December 31, 2017. and reimbursement procedures.” According to Jennifer Ryan, The analyst adds that there were GlobalData’s analyst covering medical further concerns that patient welfare devices, the tax was originally implemented to generate around $30 billion would be affected by U.S. companies in funds to support the PPACA, under looking to market products through WWW.MEDICALDEALER.COM

distribution channels overseas in order to avoid strict regulations, thereby preventing U.S. patients from accessing the latest technologies. GlobalData believes the repeal of the act will be a relief to small and mid-sized companies, which were struggling under its weight over the past three years. However, this will be short-lived unless further legislative action is taken, and as the medical device excise tax is set to be automatically reinstated on January 1, 2018. “While there are clear arguments for making the repeal permanent, there are other consequences to take into account, as funds originally garnered from the medical device excise tax, largely used to back the PPACA, will need to be found elsewhere to prevent any negative effects on the U.S. health care market,” Ryan concludes. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

CREATIVE FOAM MEDICAL SYSTEMS LAUNCHES NEW WEBSITE Creative Foam Medical Systems recently launched a new website – www. creativefoammedicalsystems.com. The website has been designed to enhance user experience with easier navigation and functionality throughout, allowing customers a clearer presentation of capabilities and value-added services. The site includes detailed information on manufacturing processes, new technologies and available materials; thus providing the user with a road map for taking a design from conception to production. The new Project Management feature will allow users to participate in each step of the process through individual portals that provide a dynamic and interactive experience. Understanding the importance of bringing medical products to market quickly, the new site highlights the different rapid prototyping options that are offered, as well as the numerous molding and fabricating processes that can be used for all volumes of production. With a dedicated area for safety and compliance information, regulatory professionals will now be able to easily access positive test results for: biocompatibility, cytotoxicity, flammability, skin sensitization and skin irritation on all CFMS materials. •

16 MEDICALDEALER | MARCH 2016

Staff Reports

MACH7 TECHNOLOGIES AWARDED U.S. PATENT Mach7 Technologies, a provider of enterprise image management systems, has been awarded a United States patent for handheld medical imaging modality. Core to Mach7’s iModality mobile application, this technology strengthens and advances Mach7’s leadership position in enterprise image management and further demonstrates the company’s belief that the patient should always be at the center of care delivery. The patent covers any mobile device that can capture and upload imaging data into a patient’s electronic medical record (EMR). Using the patented technology, Mach7’s iModality mobile application brings the power and sophistication of Mach7 Enterprise Imaging Platform to mobile devices. The HIPAA compliant solution enables clinicians to securely capture medical imaging data including photos, videos and notes using a web-enabled smart device (e.g., iPhone, iPad), send to an archive via Mach7 Enterprise Imaging Platform, and link to an EMR for immediate access. The current Mach7 Technologies patent authors include Eric Rice, CTO and Alexey Ulanov, chief engineer. •

HEALTHMYNE ANNOUNCES FDA CLEARANCE OF IMAGING ANALYTICS PACKAGE HealthMyne, an imaging informatics company, has announced 510(k) clearance from the U.S. Food and Drug Administration (FDA). The new analytics software package is designed to provide radiologists with significant workflow efficiencies related to oncology cases, as well as advanced decision support. New image characterization and tracking features are now provided in a comprehensive, quantitative imaging dashboard, which includes time-sequenced Epic EHR (Electronic Health Record) information. The analytics software also offers convenient tracking of a nodule or tumor over multiple, spatially registered imaging studies. This can reveal crucial information about whether the structure is growing, shrinking or stable. Structure change can be particularly useful in monitoring and/or adjusting a patient’s treatment regime. Importantly, with cancer treatment options continuing to increase in both number and specificity, the HealthMyne software can provide quantitative insight for improved clinical decision-making. Cancer screening programs can also benefit from nodule characterization. HealthMyne will be exhibiting at the Annual Meeting of the Society of Thoracic Radiology in Scottsdale from March 13-16. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

ALPHA SOURCE PUBLISHES ULTRASOUND SERVICE DATA ANALYSIS Alpha Source has announced the publication of a retroactive data study on the total cost of ownership of ultrasound imaging equipment. This study is based on the real-time experience of 673 ultrasound units in clinical use in U.S. hospitals and clinics. The report “Economic Value Analysis (EVA) on the Total Cost of Ownership of GE Healthcare LOGIQ 9 Ultrasound Imaging Equipment” is an evidence-based approach to considering the economic benefits and risks of comprehensive service contracts compared to billable hourly service and in-house biomed resources. The study tracks the service history of a large, nationwide installed base of this specific type of ultrasound equipment over the three-year time period of 20102014. The equipment was serviced either by the OEM or Alpha Source, a service provider for certain types of ultrasound equipment. “We think it’s important for the HTM community to make informed decisions on the best methods of service and support for medical equipment, whether that involves the OEM, a qualified ISO, or in-house biomed resources.” states Don Smith, VP of Service for Alpha Source and a co-author of the study. The study shows that the range of service and parts expenditures from unit to unit is wide. Although the average total annual spend across all units was $9,800 per year, the high end of the range is over five times the average. Furthermore, a significant number of hospitals (23 percent) will spend 50 percent more than the average cost of a contract and 10 percent will spend twice the average annual price of a service contract by purchasing hourly billable service (T&M) and parts. •

RSNA ANNOUNCES FIRST REGIONAL COURSE The Radiological Society of North America (RSNA) will offer its first regional course later this year in Mexico. “RSNA Spotlight: Radiología de Urgencias: Curso Interactivo con Casos Mexico 2016” will be held June 2-4, at the Grand Fiesta Americana Coral Beach Cancún Resort & Spa in Cancún, Mexico. The course launches a new RSNA initiative, providing quality education on important medical imaging issues in different regions. Cancún was selected as the site for the course debut, based on an assessment of the educational needs of RSNA members in Latin America. During the 2½-day program, presented entirely in Spanish, participants will explore the use of emergency radiology as part of daily practice. The course will include general and breakout sessions, Cases of the Day, and interactive RSNA Diagnosis Live sessions, and will offer credits for continuing medical education. “This spotlight course was designed to provide a high-level update on various aspects of one of the fastest growing fields in radiology: emergency imaging,” said Jorge Soto, M.D., from Boston University School of Medicine. “The need for 24-hour onsite coverage or off-site interpretations by well-trained radiologists is now commonplace in emergency centers throughout the world. The format of the course, with small group workshops and lectures with audience response, is well suited to allow the attendees to interact closely with the faculty.” Presented under the direction of Soto and Guillermo Elizondo Riojas, M.D., Ph.D., from University of Nuevo Leon in Monterrey, Mexico, the course will be taught by renowned leaders in the specialty of radiology. Many of the instructors are from Latin America and will discuss issues of special relevance to the region. •

To receive a complimentary copy of this report, visit www.alphasource.com/EVA.

Registration is now open. For detailed information, visit http://rsna.org/spotlight/.

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MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

Staff Reports

DIGIRAD CORP. ACQUIRES DMS HEALTH TECHNOLOGIES Digirad Corporation has closed the acquisition of DMS Health Technologies Inc. as of January 1, 2016. As previously announced, the company expects the new combined Digirad entity to generate pro forma annual revenue and adjusted EBITDA of over $125 million and $17 million, respectively. Headquartered in Fargo, North Dakota, DMS Health has approximately 250 employees. DMS Health’s diverse portfolio of medical equipment and diagnostic imaging services provide health care systems with access to the technology necessary to provide patient care in today’s rapidly changing health care environment throughout the United States. R. William Vogel will serve as the Chief Executive Officer of DMS Health Technologies Inc. •

BETA BIOMED SERVICES CELEBRATES 20TH ANNIVERSARY 1980s. He has a number of patents on Beta Biomed Services Inc. was emerging technology in pulse oximetry. established in 1996 by George Worley who spent over 50 years in the Beta Biomed Services Inc.’s electronic/medical field as an engineer design and attention to engineering and sales associate. details are what make its SPO2 He was involved in the early sensor cables among the best pioneering days of biomedical technology, replacements on the market. assisting in the design of the first DC Worley’s innovations and defibrillator, cardiac monitor, cardioverter commitment to the betterment of biomedical technology is one of the and macro oximeter. He served on core strengths that has kept BETA numerous new product committees that Biomed Services at the forefront of have brought about the development of the industry. such products as: demand pacemaker, BETA Biomed Services micro oximeter, invivo oximeter, heart is committed to producing lung oxygenator, portable defibrillator, quality rather than quantity. To fiber optic diagnostic instruments, accomplish this objective, the diagnostic cardiac catheters and company adheres to a preventative cardiac output computer. It was his quality system, which focuses on understanding of these and other the identification and solution medical devices that led him into the new field of pulse oximetry in the early of problems at the point of 18 MEDICALDEALER | MARCH 2016

C E L E B R AT E S

YRS

occurrence thereby eliminating them from the final product. BETA Biomed Services will continue to expand its design horizons to bring the best and most innovative products to the medical field, according to a press release. • Learn more about Beta Biomed Services Inc. online at www.betabiomed.com. MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

INDUSTRY PLAYERS JOIN FORCES TO LAUNCH COMBINED BRAND InterMed Biomedical, InterMed Ultrasound, InterMed Nuclear Medicine, and InterMed X-ray have joined forces with Wafra Partners LLC to form The InterMed Group. This restructuring positions The InterMed Group to become a thirdparty provider of medical equipment management and service solutions in the U.S., and opens avenues to new opportunities to provide the creative solutions and customer service for which the InterMed name has long been known.

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“The InterMed Group is uniquely positioned to capitalize on several avenues for enhancing its service proposition as an integrated, broad organization with diversified equipment management and service offerings,” Rick Staab, CEO of the newly combined entity, says. “Combining the modalities into a single company and streamlining services positions us for significant growth. The entire team is excited about this momentum.”

Staab will be joined by long-term industry leaders Dave Bauerle, Don Fletcher and Shawn Chatfield in key management roles. “Wafra believes that InterMed is an excellent platform in this highly fragmented sector,” Michael Goodman, Managing Director of Wafra Partners adds. “Rick Staab and his management team have earned a reputation for delivering superior and consistent services in each modality, and we look forward to supporting their growth initiatives and momentum.”•

MEDICALDEALER 19

WHAT IS 29 Z-DOSE

BENEFITS INCLUDE • Keep your existing equipment • Maximize your reimbursements • Keep your XR-29 upgrade costs low • Minimize upgrade delays • 99% uptime guarantee • Fast & Flexible Implementation

Z-Dose29 Software Was developed by a team of engineers, clinical and applications specialist based on customers’ needs and satisfies the NEMA XR-29 standard. It’s features include: patient dose monitoring and structured dose reporting; integrates with hospital’s paper compliant records, PACS systems and national patient registeries (optional); meets NEMA XR-29 standard; on-site and web-based solutions; lifetime product support and is transferable to future CT equipment!

Ask us how to meet XR-29 standards!

To schedule an online demo call 800-991-1021 or visit www.zettamed.com to learn more.

IMAGING PARTS, SUPPORT & EQUIPMENT

Back Where It All Started After selling his first business, Edward A. Sloan Sr. decided to retire in 2008. Less than a month later, he came out of retirement to establish Ed Sloan & Associates, which began as an equipment sales company, specializing in quality tested medical and diagnostic

started! where it all

imaging equipment. Now, with over 25 years of experience, Ed Sloan is coming full circle and expanding into the facility where it all began.

OUR FACILITY PROVIDES • 110,000 sq. ft. facility • Stocked inventory of quality tested parts • Free Technical Support

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INDUSTRY UPDATE_Block Imaging

By David Harns

CT SIMULATION EQUIPMENT FEATURES SOLUTION

f your facility intends to provide patients with radiation oncology services, a CT scanner with CT simulation (CT sim) capabilities is a tool you’ll need. These systems are used to create patient models that are the basis for radiation therapy treatments. Not just any CT scanner can be used for CT sim, although all CT sim scanners can be used for general diagnostic scanning. So, this leads us to the question: Which features differentiate a CT simulation-enabled scanner from a standard CT scanner?

Larger Bore Size According to the American Association of Physicists in Medicine (AAPM), “Conventional radiation therapy techniques often require patients to be in positions that can prevent them from entering the 70 cm bore opening found on the majority of CT scanners.” 1 Because of this, any scanner using CT sim to plan radiation therapy treatments should have a larger-than-conventional bore size. Here are the bore sizes of several CT sim models from major manufacturers: GE Lightspeed RT4 and RT16: 80 cm Philips Brilliance 16 Big Bore: 85 cm Siemens Open AS 20: 80 cm Toshiba Aquilion LB 16: 90 cm 22 MEDICALDEALER | MARCH 2016

This allows for greater flexibility and ease of use during the patient marking process.

David Harns

Flat Table Top A CT sim unit also needs to have a flat table top. This feature eliminates differences between the tables of the CT sim scanner used for planning and the linear accelerator used for administering treatment. If precise patient positioning is not reproducible between the two systems, errors can occur. External Lasers While we’re on the subject of patient positioning; a CT sim unit works best with external marking lasers. Patient marking can be done with lasers inside the CT bore, but as AAPM says, “these lasers can be difficult to use due to small aperture of scanner.” 2 Ideally, marking lasers should be mounted outside the CT gantry.

HighTube MHU Capacity Creating an accurate treatment plan requires a lot of images, which produces a lot of heat in a scanner’s X-ray tube over a short amount of time. A system with a high tube heat capacity (expressed in millions of heat units or MHU) is needed to accommodate this. CT scanners designed for simulation use generally have tubes rated at 5 MHU or above. Specialized Software Package Scanners used for CT sim use different software than their general diagnostic counterparts. Along with a full-body volumetric image, AAPM tells us that the CT sim system, “provides virtual representations of the geometric capabilities of a treatment machine.” 3 Essentially, a model of the patient and a targeted treatment path are created by the software from the raw scan data. The Cost Factor With all these additional, specialized features, you’ve probably guessed that a CT sim system costs more that standard diagnostic CTs. If so, you are correct. Fortunately, there’s good news on how you can remain budget-conscious while still stepping up your radiation MEDICAL EQUIPMENT, PARTS & SERVICE

oncology capabilities • The patient volume on a CT sim system is generally much lower than on a standard CT. Although the high-capacity tube is part of the cost, this is offset by the less frequent need to replace it. • Because of their unique capabilities, having a CT sim scanner in your facility affords you the opportunity to be reimbursed for an additional range of HCPCS codes. • CT sim systems are available on the refurbished market. A refurbished scanner is tested to the same standards of performance as new equipment, but costs significantly less. The Takeaway Broadening the scope of your patient services doesn’t need to be confusing or budget-busting. If radiation treatment planning is a service you want to provide to your patients, keep the four attributes mentioned above in mind as you shop around. And, if the price tags on CT sim units are looking a little intimidating, don’t forget that the secondary market can support your needs with a refurbished scanner that has CT sim capabilities. DAVID HARNS is the Product Specialist - CT for Block Imaging International. 1,2,3 Mutic, Palta, et. al., “Quality assurance for computed-tomography simulators and the computed-tomography-simulation process: Report of the AAPM Radiation Therapy Committee Task Group, No. 66.” Medical Physics 30, no. 10 (2003): 2762 – 2792

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MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

Staff Reports

FUJIFILM SONOSITE ANNOUNCES LAUNCH OF SONOSITE EDGE II SYSTEM FUJIFILM SonoSite Inc. recently true to the SonoSite legacy of Designed to be truly portable and announced CE mark and 510(k) durability, reliability and ease of used in the most rugged environments, clearance for its new portable use. However, we also incorporated the Edge II reinforces FUJIFILM ultrasound system, the SonoSite Edge enhancements to accelerate the SonoSite’s commitment to reliability II. Designed with emergency medicine time to image acquisition, enabling and durability with Armored Cable and critical care applications in mind, clinicians to make more confident Technology. With an embedded the Edge II features revolutionary decisions and focus on what metal jacket, armored cables protect transducer technology that delivers a matters most, the patient.” transducers from common abuse better imaging experience for the most In the acute care environment, accident scenarios, like being rolled rugged environments, according to a reducing the time to make an over, stepped on, or twisted, and help news release. accurate diagnosis is a critical need. maintain image quality over the life of “Since SonoSite introduced The Edge II features DirectClear transducers built on this cable platform. the first portable ultrasound technology, a novel, patent-pending With these technology innovations, system in 1999, it has continued process that is available on select an optimized design to enhance to build solutions that anticipate transducers. DirectClear elevates infection control management and the bedside provider’s needs,” transducer performance by increasing efficient use of common controls like said Diku Mandavia, MD, FACEP, penetration and contrast resolution. gain, the Edge II is the rugged, reliable, FRCPC, chief medical officer and This transducer innovation, combined and responsive ultrasound solution for senior vice president, FUJIFILM with a new wide-angle display that point-of-care. • SonoSite Inc. and FUJIFILM offers a 33 percent increase in viewing Medical Systems USA Inc. “The angles, contributes to a new imaging For information about FUJIFILM Edge II ultrasound system stays experience for the bedside clinician. SonoSite, visit www.sonosite.com. 24 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

CARESTREAM EARNED 61 U.S. PATENTS IN 2015 Carestream Health was awarded 61 new patents from the U.S. Patent and Trademark Office in 2015 for innovations in radiography, cone beam CT imaging, health care IT, dental imaging and other areas. The company also received 64 additional patents in European and Asian countries last year. “These patents demonstrate Carestream’s continued success in developing and protecting advanced technologies across our global businesses,” said Susan Parulski, chief patent counsel for Carestream. “We are committed to delivering new products and technologies that are reliable, easy to use, and enable our customers to improve the quality and value of their services.” New patents earned by the company’s scientists and engineers include: • New image capture technologies related to the development of cone beam computed tomography (CT) systems designed for orthopedic extremity imaging; • Enhancements to Carestream’s portfolio of health care IT systems that manage, store and share patient data

and medical imaging exams; • Continued technology advances in the portfolio of radiology systems that can enhance medical image quality for a wide range of health care providers; and • Continued developments in imagers and media that provide affordable printing of digital X-ray exams onto medical film and paper.

The company’s product portfolio includes digital imaging systems for general radiology and specialty areas such as women’s health, orthopedics and pediatrics; digital imagers that output medical images to film and paper; and health care IT solutions and cloud-based services for hospitals, clinics and physician practices.•

PHILIPS AND MARIN GENERAL HOSPITAL ANNOUNCE PARTNERSHIP Royal Philips and Marin General for Philips in North America in Hospital have announced a 15-year, the last six months. This latest $90 million strategic partnership strategic partnership signals a to transform and improve health growing trend within hospitals care for thousands of patients and health systems to better across Marin County, just north manage the cost and complexity of San Francisco. This is the of their technology investments, first large-scale partnership while expanding quality access to of its kind for an independent advanced medical care to improve community hospital and the third patient outcomes.

Through this strategic partnership, which is based on an enterprise managed services model, Philips will provide MGH with a comprehensive range of medical technologies including imaging systems, patient monitoring, telehealth and clinical informatics solutions as well as clinical education, consulting and design services.•

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MEDICALDEALER 25

INDUSTRY UPDATE_OEM Updates

FUJIFILM VISUALSONICS ANNOUNCES CE MARK FOR VEVO MD FUJIFILM VisualSonics Inc. the Vevo MD system, FUJIFILM has announced CE mark for the VisualSonics also introduces the Vevo MD, the world’s first Ultra UHF Series of transducers. This High Frequency (UHF) clinical patented transducer technology ultrasound system. With multiple is capable of operating in a range successes in preclinical research of frequencies up to 70 MHz, an over the last decade, this marks a increase in resolution compared to major milestone for FUJIFILM VisualSonics as it expands into the clinical market. “As the undisputed leader in ultra high frequency imaging systems, FUJIFILM VisualSonics once again advances the field of ultrasound with the launch of the Vevo MD,” said Masayuki Higuchi, president & CEO, FUJIFILM SonoSite Inc. “We are proud to be the first to bring to market this exciting innovation that is sure to have high impact on the medical imaging community while expanding the product portfolio of FUJIFILM SonoSite.” The Vevo MD is a unique ultrasound system, as it operates at much higher frequencies than any conventional ultrasound system currently available. Along with

VARIAN MEDICAL SYSTEMS APPOINTS V.P. OF CLINICAL AFFAIRS Varian Medical Systems has appointed Patrick Kupelian, M.D., to vice president of clinical affairs in the company’s oncology systems business. In this role he will be involved in several aspects of Varian’s oncology business including regulatory, product development, research and education, and crossfunctional clinical support on all medical affairs initiatives. Kupelian will report to Dee Khuntia, M.D., vice president medical affairs for the oncology business. “Dr. Kupelian is an internationally known expert in the development Patrick Kupelian, M.D. and evaluation of cutting edge

26 MEDICALDEALER | MARCH 2016

Staff Reports

conventional ultrasound systems. The Vevo MD is commercially available with CE mark in the majority of European Union countries. For information, visit www.vevomd.com.

technologies in radiation oncology,” said Khuntia. “He has played a significant role in the introduction and implementation of multiple image guidance techniques in radiotherapy, and will play a valuable role as Varian continues to develop market-leading technology in the fight against cancer.” Prior to joining Varian, Kupelian served as the vice-chair of clinical operations and clinical research at the University of California at Los Angeles where he will continue in his capacity as a professor of radiation oncology on a limited basis. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

GE HEALTHCARE SELECTS CHICAGO FOR GLOBAL HEADQUARTERS GE Healthcare has chosen Chicago as its global headquarters, effective early 2016. This move will enable the executive leadership team to be closer to operations in Chicago and Milwaukee, while remaining near an international transportation hub. Headquarters were previously in Amersham, UK, which remains a major location for GE Healthcare with its global Life Sciences head office and base for UK operations. “We are excited to strengthen GE’s roots in Chicago, where we will continue our focus on being the leading provider of outcome-based solutions for the health care industry,” John Flannery, president and CEO of GE Healthcare, said. “Chicago has a rich industrial heritage, terrific international transportation links and is close to some of the world’s leading health care and academic institutions. It is also ideally located for many of GE Healthcare’s operations.” GE Healthcare spokesman Benjamin Fox confirmed that Wisconsin will remain a center for the company’s global manufacturing and leadership, as well as the global headquarters for its CT, MR and X-ray businesses.•

HITACHI MEDICAL ANNOUNCES FIRST U.S. INSTALLATION OF SUPRIA CT Diagnostic Imaging Services Inc. (DIS) of Metairie, Louisiana, has upgraded its CT scanner services with the installation of Hitachi’s first Supria CT Scanner in the United States. The Hitachi Supria CT combines the latest radiation dose saving technologies in a compact design with enhanced patient access features to comfortably accommodate a wide range of patient sizes, including bariatric patients. “We are very excited about our relationship with Diagnostic Imaging Services and are proud to see our first U.S. Supria installation in a facility dedicated to the best patient experience, service, excellence and quality,” said Hitachi’s Sheldon Schaffer.• WWW.MEDICALDEALER.COM

MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

Staff Reports

SIEMENS RECEIVES FDA CLEARANCE FOR BIOGRAPH HORIZON PET/CT SYSTEM enabling Time-of-Flight acquisiing to replace their current PET/ Siemens Healthcare has received tion. Biograph Horizon’s capabilities CT scanner, as the system will fit 510(k) clearance from the U.S. Food are valuable for many indications, into virtually any existing PET/ and Drug Administration (FDA) like lung cancer – the most common CT exam room. Biograph Horizon for the Biograph Horizon positron PET/CT indication, at 29 percent offers low operating and mainteemission tomography/computed of the total exam mix. As more than nance costs to help manage the total tomography (PET/CT) system. half of lung cancer patients are cost of ownership, with automated The system leverages proven PET/ technologies such as gentle system diagnosed at a late stage and have CT technology to help providers warm-up and automatic standby an increased likelihood of distant address more clinical indications in that extend the system’s economic metastasis, more detailed patient oncology, neurology, and cardiology, life in addition to reducing power data can help clinicians more accuwhile also introducing new efficienconsumption. And Siemens’ Guardrately stage disease and evaluate cies and cost savings. ian Program predicts system issues therapy response, contributing to Biograph Horizon enables phybefore they occur, lowering costs more eff ective care pathways. sicians to visualize small lesions related to unplanned downtime by As the smallest PET/CT system early. The system’s 4 mm LSO crys43 percent. • with the lowest power requiretals scintillate faster and have ments, Biograph Horizon minimizes a higher light output than BGO the initial capital investment and is crystals, resulting in high resoluFor more information, a smart choice for institutions look- visit www.usa.siemens.com/horizon tion and better image quality, and

28 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

WWW.MEDICALDEALER.COM

MEDICALDEALER 29

PROOF SHEET

CONTRAST INJECTOR TRAINING TRAINING WHEN YOU NEED IT, WHERE YOU NEED IT

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30 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Dunlee Replacements Available Today!

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MEDICAL EQUIPMENT, PARTS & SERVICE

32 MEDICALDEALER | MARCH 2016

O N

PRODUCT SHOWROOM_CT_Market Analysis

Staff Reports

CT MARKET CONTINUES TO GROW

omputed tomography (CT) can be described as an imaging procedure that uses special X-ray equipment to create detailed scans of areas inside the body. It is also called computerized tomography and computerized axial tomography (CAT). “The term tomography comes from the Greek words tomos (a cut, a slice, or a section) and graphein (to write or record). Each picture created during a CT procedure shows the organs, bones, and other tissues in a thin ‘slice’ of the body,” according to the National Cancer Institute website. “The entire series of pictures produced in CT is like a loaf of sliced bread – you can look at each slice individually (2-dimensional pictures), or you can look at the whole loaf (a 3-dimensional picture). Computer programs are used to create both types of pictures.” “Most modern CT machines take continuous pictures in a helical (or spiral) fashion rather than taking a series of pictures of individual slices of the body, as the original CT machines did,” according to the website. “Helical CT has several advantages over older CT techniques: it is faster, produces better 3-D pictures of areas inside the body, and may detect small abnormalities better. The newest CT scanners, WWW.MEDICALDEALER.COM

Driven by supply-side called multislice CT or multidetector CT scanners, allow more slices to be initiatives to improve imaged in a shorter period of time.” CT is widely used to help diagworkﬂow, enhance nose cancer as well as circulatory system diseases and conditions, such as atherosclerosis, blood ves- image quality and reduce sel aneurysms, and blood clots; patient discomfort, spinal conditions; kidney and bladder stones; abscesses; inflammatory the global computed diseases, such as ulcerative colitis and sinusitis; and injuries to the head, skeletal system, and internal tomography (CT) market organs. CT can be a life-saving tool is expected to increase for diagnosing illness and injury in children and adults. to $5.9 billion. Driven by supply-side initiatives to improve workflow, enhance image quality and reduce patient discomfort, the global computed tomography (CT) market is “Companies such as Siemens expected to increase to $5.9 billion Healthcare and GE Healthcare by 2019, at a Compound Annual have set up manufacturing facilGrowth Rate (CAGR) of 7 percent, ities not only to meet domestic according to business intelligence demand, but also to export CT provider GBI Research. equipment to developed counThe GBI Research report states tries,” states Rashmi Nishtala, that, combined, only four comGBI Resarch’s Analyst covering panies accounted for more than Medical Devices. “This move is 75 percent of the CT market in expected to significantly reduce recent years. These were GE the operating costs of these firms, Healthcare, Siemens Healthcare, which will have a cascading effect Toshiba Medical Systems Corp. on improving profit margins.” and Philips Healthcare. Technological advances, such as According to GBI Research, lower imaging time and radiation these top firms are focusing on dose, are also expected to drive expanding their manufacturing future CT market growth. facilities into developing countries However, cost-cutting measures such as India and China in order and limited reimbursement rates to increase revenue. will hinder the CT market. MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

MARCH PRODUCTS: This month, Medical Dealer explores CT

GE HEALTHCARE REVOLUTION CT

E Healthcare’s Revolution CT is an ultra-fast CT scanner that allows clinicians to image the heart in just one heartbeat, freezing the heart’s motion. Its technology is designed to enable high-quality diagnostic images, even in challenging patients like those with high heart rates. Revolution CT provides the industry-leading combination of an 80-cm wide bore for patient comfort, high spatial resolution and high temporal resolution through the convergence of coverage, spatial resolution and temporal resolution. This can help increase speed and accuracy and lead to faster scan times.•

34 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

CT_Product Showroom

PHILIPS IQon Spectral CT

he IQon Spectral CT is the world’s first and only comprehensive CT diagnostic spectral solution for every patient delivering valuable clinical insights such as improved tissue characterization and visualization for confident disease management. Fully integrated with a user’s current workflow, this proprietary approach to CT delivers extraordinary diagnostic quality, with spectral results 100 percent of the time, in a single scan. IQon Spectral CT reviews and analyzes spectral data on PACS, providing results within five minutes. The IQon Spectral CT delivers valuable clinical insights that allow users to influence clinical workflow, patient care and economic outcomes while helping to lower costs.•

WWW.MEDICALDEALER.COM

MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS HEALTHCARE SOMATOM Definition Edge CT

he relaunched SOMATOM Definition Edge CT system from Siemens Healthcare features the TwinBeam Dual Energy X-ray tube, which enables, for the first time, simultaneous imaging at two different energy levels in a single-source CT scanner. This simultaneous generation of dual energy images offers tissue characterization in clinical situations such as difficult-to-diagnosis abdominal lesions that may demonstrate only subtle enhancement. The Edge’s acquired dual energy datasets are preprocessed intelligently directly after acquisition; the system also can send datasets automatically to the PACS via Siemens’ Fast DE Results technology. The Edge also offers the iterative metal artifact reduction feature iMAR, which enables simple artifact reduction even in challenging cases such as bilateral hip implants.•

36 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

CT_Product Showroom

TOSHIBA Aquilion Lightning

ombining premium CT technology with the economy of an entry-level system, the Aquilion Lightning is ideal for routine volumetric scanning and features the industry’s thinnest slices of 0.5 mm, a 78 cm bore and small installation and cost footprints. With premium features like the PUREViSION Detector and AIDR 3D Enhanced dose reduction, the system ensures customers don’t need to compromise quality in meeting business goals, while reducing total cost of ownership and meeting XR-29 compliance standards. In addition, Adaptive Diagnostics technologies Single Energy Metal Artifact Reduction (SEMAR), and SURESubtraction simplifies complex scans and makes outcomes more consistent.•

WWW.MEDICALDEALER.COM

MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

COMPUTED TOMOGRAPHY

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

ED SLOAN & ASSOCIATES SEE OUR AD ON PAGE 41

AllParts Medical is dedicated to servicing the needs of imaging service teams. AllParts provides OEM replacement, Dunlee and Philips parts from its 80,000 square foot facility in Nashville, TN. In addition to parts, AllParts provides: training, technical support, equipment disposition, equipment sales and software (Parts Wizard Customer Portal). Supporting multiple manufacturers (GE, Siemens, Toshiba, Philips) and multiple modalities (CT, MRI, CV/R&F, General Rad, Portable/C-Arm, Ultrasound) AllParts helps imaging teams do more of the work themselves.

Diagnostic Solutions 4935 S Prospect St, Ste D Ravenna, OH 44266 Phone: 330-296-XRAY (9729) Fax: 330-296-2555 Email: sales@diagnostic-solutions.com Website: www.diagnostic-solutions.com

SEE OUR AD ON PAGE 40

Diagnostic Solutions is a customer service based parts provider that specializes in all imaging Modalities and Manufacturers. Created to offer hospitals and ISOs a cost effective and time saving solution for ordering imaging replacement parts. We are confident you will see Diagnostic Solutions as THE Parts Solution.

38 MEDICALDEALER | MARCH 2016

Ed Sloan & Associates

101 Old Stone Bridge Road Goodlettsville, TN 37072 Phone: 615-448-6095 Fax: 615-448-6099 Email: sales@ed-sloanassociates.com Website: www.edsloanassociates.com

SEE OUR AD ON PAGE 21

Ed Sloan & Associates specializes in quality tested parts for GE CT, MRI, and X-ray. The companyâ&#x20AC;&#x2122;s 110,000-square-foot facility is equipped with 4 MRI bays, 8 CT bays, 4 X-ray bays and 2 C-Arm bays. Ed Sloan & Associates also offers complete systems sales as well as fixed and mobile system storage.

Injector Support & Service 322 E. Central Blvd., Unit 1911 Orlando, FL 32801 Phone: 888-667-1062 Fax: 888-667-1062 Email: ryan@injectorsupport.com Website: www.injectorsupport.com

SEE OUR AD ON PAGE 67

ISS serves the biomed community by providing professional, timely and superior support and service for medical contrast injectors. We offer telephone technical support, parts identification and sales, loaner systems, and both depot and field service programs. ISS is dedicated to providing the very best in contrast injector support and service.

MEDICAL EQUIPMENT, PARTS & SERVICE

CT_Preferred Vendors

International Medical Equipment & Service (A Division of Richardson Healthcare) 8190 Regent Parkway Fort Mill, SC 29715 Phone: 704-739-3597 Email: info@imesimaging.com Website: www.IMESimaging.com

SEE OUR AD ON PAGE 61

IMES (A Division of Richardson Healthcare) is a global provider of reliable, cost-saving solutions for your diagnostic imaging parts and systems needs. We support service organizations by being an unmatched source of certified equipment, QA3-tested parts inventory, CT service training, and 24/7 technical support and customer service.

Radiology Oncology Systems 6450 Lusk Blvd. Suite E 205 #THINKRSTI SEE OUR San Diego, CA 92121 AD ON PAGE 83 Phone: 858-454-8100 Fax: 858-454-8555 RADIOLOGICAL SERVICE TRAINING INSTITUTE Email: info@oncologysystems.com // Leading Diagnostic Imaging Systems Service ® Website: www.RadiologySystems.com Training for Over 30 Years

ENGINEERED FOR LEARNING

// The World’s Most Comprehensive Radiological

Service Training Facility Radiology Oncology Systems is a leading provider of refur// Highly Skilled Training Staff to Maximize Your bished and recycled linear accelerators, UnderstandingCT of BasicScanners, Imaging Modalities and MRI Advanced Imaging Systems Systems, and other diagnostic imaging and radiation oncology // Call 1.800.229.7784 to Register or View the equipment. Our extensive inventory of equipment 2016 Course Index and Schedule Onlinefrom all major manufacturers can ensure you will receive the system you EXPLORE // RSTI-TRAINING.COM want, when you need it. ©2015 RSTI | STATE OF OH REG. NO. 93-09-1377T

#RSTISUPPORT

ENGINEERED FOR LIFE RSTI-EXCHANGE.COM

RSTI EXCHANGE

M.I.T. / Medical Imaging Technologies 261 Quality Drive Thomson, GA 30824 Phone: 800-729-4776 Fax: 706-843-9638 Website: www.mit-tech.com

SEE OUR AD ON PAGE 62

M.I.T. has provided top quality refurbished products and service for over 28 years. We are proud to announce that we now offer new, as well as refurbished, CT, X-ray and PET/ CT equipment. We still have the same great service and quick resPonse time that we are known for, and pride ourselves in getting our customers up and running as quickly as possible.

WWW.MEDICALDEALER.COM

// Visit RSTI Exchange Online and Shop Our Full Line RSTI Exchange of Pre-owned Equipment Terry Speth- VP Director of Sales // Ask About Our On-Demand Service, Parts Installations and Tech Support in Conjunction 30745 Solon Road with Parts Purchases // FOLLOW US ONLINE // Solon, OH 44139 // Access a Constantly Expanding Inventory of Parts in Stock for Most Manufacturers and Modalities Toll-Free: 800-229-7784 SEE OUR // Phone: Call 440.349.4700 or Email 440-349-4700 AD ON Sales@RSTI-Exchange.com for Full Details PAGE 63 Fax: 440-349-2053 SHOP // RSTI-EXCHANGE.COM Email: tspeth@rsti-exchange.com Website: www.rsti-exchange.com

RSTI_Ad-FP-Combo-2016.1.indd 1

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Engineered for Life; Born in 2001 out of RSTI’s used equipment sales and a desire to add new layers of support for our students, RSTI Exchange provides fully tested, certified and warranted used equipment and replacement parts for most imaging modalities and manufacturers. Technical support and parts installation services are also available in conjunction with parts sales.

MEDICALDEALER 39

PRODUCT FOCUS_Radiology_Preferred Vendors

TECHNICAL

Staff Reports

PROSPECTS

Experts in Siemens Medical Imaging

Technical Prospects, LLC 1000 South County Road CB Appleton, WI 54914 Toll-Free: 877-604-6583 Phone: 920-757-6583 Fax: 920-757-6591 Email: sales@technicalprospects.com Website: www.technicalprospects.com

SEE OUR AD ON PAGE 2 & 86

Technical Prospects is your only alternative to new, pre-owned and refurbished Siemens medical imaging parts. Also offering engineer training on your siemens medical imaging equipment, and technical support on your parts purchases, technical prospects is your partner at every stage. No matter your need, we are here to help you help the patient.

SOLUTIONS

Tri-Imaging Solutions 10 Fant Industrial Dr. Madison, TN 37115 Toll-free: 855-401-4888 Email: sales@triimaging.com Website: www.triimaging.com

SEE OUR AD ON PAGE 32

Tri-Imaging Solutions is a replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts â&#x20AC;&#x201C; and can even help to install, we buy-sell-move equipment, and provide technical support. All replacement parts come with a 90-day warranty. Available 24/7/365.

40 MEDICALDEALER | MARCH 2016

LENDING A HELPING HAND AT EVERY STEP.

Diagnostic Solutions is a customer service based parts provider that specializes in all imaging modalities and manufacturers. Created to offer hospitals and ISOâ&#x20AC;&#x2122;s a cost effective and time saving solution for ordering imaging replacement parts, equipment moves, ultrasound probe repair and on-site service.

diagnostic-solutions.com

330.296.9729 MEDICAL EQUIPMENT, PARTS & SERVICE

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AllParts Image+

Many promise, we deliver The AllParts Image+ Partnership Program promises more than fast delivery of quality parts. We provide a wealth of ways to help you lower the cost of keeping your imaging systems performing at their peak. Image+ helps you do more for less with:

+ 24/7/365 access to online parts ordering + Reduced pricing on the largest inventory of Philips and OEM replacement parts B R I NGI NG P OWE R TO THE BIOM E D C OM M UNITY

MA G A Z INE WEB INA R S O NLINE COMMUNIT Y FOR A FREE SUBSCRIPTIO N, VISIT WWW.IAMTECH NATIO N.COM

+ Escalating discounts based on purchasing volume

+ Free technical support + Free training + No restocking fees + Reduced shipping fees + Discounted labor + Extended parts warranty Contact apmsales@philips.com or call 866-507-4793 to find out how we deliver on the promise.

AllParts Medical is a Philips company.

MEDICALDEALER 41

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44 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

CHRONIC DISEASES DRIVE INFUSION PUMP MARKET

nfusion therapy devices, including infusion pumps, are important when it comes to patient care, positive outcomes and patient satisfaction.

“Infusion therapy involves the administration of medication through a needle or catheter. It is prescribed when a patient’s condition is so severe that it cannot be treated effectively by oral medications,” according to the National Home Infusion Association (NHIA). Some common prescription drug therapies commonly administered via infusion include antibiotic, antifungal, antiviral, chemotherapy, hydration, pain management and parenteral nutrition. “Infusion therapy is also provided to patients for treating a wide assortment of often chronic and sometimes rare diseases for which ‘specialty’ infusion medications are effective,” according to NHIA. “While some have been available for many years, others are newer drugs and biologics.” A report from Markets and Markets indicates that the infusion pump market will exceed $10 billion by 2020. “The global infusion pump market was valued at $7,281.6 million in 2014. This market is expected to grow at a CAGR (Compound Annual Growth Rate) of 5.8 percent during WWW.MEDICALDEALER.COM

the forecast period (2015-2020) to reach $10,209.4 million by 2020,” according to Markets and Markets. An aging world population combined with an increase in the number of chronic illnesses is a factor that is impacting the market. “The growth in this market is mainly driven by the increasing prevalence of chronic diseases

“Infusion therapy is also provided to patients for treating a wide assortment of often chronic and sometimes rare diseases for which ‘specialty’ infusion medications are effective.” owing to the rising geriatric population; increasing use of infusion products in homecare with favorable reimbursement coverage; and technological improvements in infusion products,” according to Markets and Markets. However, the presence of stringent regulations for product approval and medication errors associated with infusion pump

(and related product recalls in the recent past) may restrain the growth of the market during the forecast period, according to the report. North America is the largest regional segment of the global infusion pump market. “In 2014, North America accounted for the largest share of 48.7 percent of the market, followed by Europe, Asia-Pacific, Latin America, and the Middle East and Africa,” according to Markets and Markets. “The large share of this region can be attributed to the high prevalence of chronic diseases; rising penetration of smart pumps; high adoption of ambulatory pumps in the management of chronic diseases; and well-established health care infrastructure in the region.” “Asia-Pacific countries (particularly China and India) are expected to offer significant growth opportunities for market players in the forecast period owing to the large patient population, increasing incidence of chronic diseases with changing lifestyles, increasing accessibility to advanced products, improving health care facilities, and increasing disposable income of the middle class population,” according to the report. Major players in the infusion pump market include CareFusion Corp., Baxter International Inc., Hospira Inc., B. Braun Melsungen AG and Fresenius SE & CO. MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MARCH PRODUCTS : This month, Medical Dealer explores Infusion Therapy

FRESENIUS KABI Agilia Series Infusion Pumps

esigned to empower nurses and pharmacists with its simplicity, Agilia® large volume pump with vigilant drug library software is the commonsense choice in smart infusion pumps that helps you put patient safety first. In one comprehensive offering, Agilia large volume pump combines a friendly, lightweight pump packed with features and functionality that can adapt to the way you work and grow, and offers steadfast support to get you up and running. It’s a smart approach using proven technology that makes transition today and transformation tomorrow an achievable goal. •

46 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Infusion Therapy_Product Showroom

BAXTER Sigma Spectrum Infusion System

axter’s Sigma Spectrum Infusion System was designed to help reduce programing errors. The system defaults to the drug library safety feature when powered on and offers wireless connectivity capability for sharing infusion data with EMR systems, updating drug libraries and also can provide internal support for Real-Time Location Systems (RLTS) asset management. Other features include configurable dose error reduction software with a reported, 97 percent average drug library compliance.*1 The Sigma Spectrum Infusion Pump with Master Drug Library is intended to be used for the controlled administration of fluids. These may include pharmaceutical drugs, blood, blood products and mixtures of required patient therapy. The intended routes of administration consist of the following clinically accepted routes: intravenous, arterial, subcutaneous, epidural or irrigation of fluid space. * Standard deviation: 2.89%, based on 1,485,414 infusions reported between November 1, 2011 – April 30, 2012, across 22 facilities. 1. Data on File, Baxter Healthcare Corporation. DERS new implementation compliance data 2015. WWW.MEDICALDEALER.COM

MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

CAREFUSION Alaris System

he Alaris System is the most comprehensive IV medication safety system on the market. Built on a modular platform, the Alaris System with Guardrails Suite MX software provides safety beyond just dose error reduction. It is the only smart pump that can protect every infusion, intermittents and all infusion modalities, including large volume pump, PCA and syringe. In addition, Alaris EMR interoperability delivers on true electronic medical record interoperability by offering seamless two-way connectivity between the Alaris System and leading HIT systems. Alaris EMR interoperability closes the loop on CPOE, BCMA and infusion pumps â&#x20AC;&#x201D; with just an additional scan. This eliminates manual programming that creates risk of IV medication errors while extending safety to infusion administration.â&#x20AC;˘

48 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Infusion Therapy_Product Showroom

B. BRAUN MEDICAL INC. OnGuard™ Closed-System Drug Transfer Device

Braun Medical Inc. is committed to protecting health care workers from hazardous drug exposure throughout the continuum of care. The OnGuard™ Closed-System Drug Transfer Device (CSTD) is an intuitive, easy-to-use system designed to integrate easily into current workflow. The OnGuard CSTD meets all necessary requirements of a CSTD including the NIOSH definition and the proposed USP<800> guidelines. It is also FDA cleared with ONB product code.•

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MEDICALDEALER 49

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

HOSPIRA Plum A+ Infusion System

ith more than 325,000 pumps installed worldwide, the Plum A+ general purpose infusion system remains the proven choice for caregivers and clinicians alike. The scalable platform can be initially deployed, and later upgraded to include Hospira MedNet safety software to meet your evolving patient care needs. The unique, innovative PlumSet cassette technology and time-saving features simplify medication delivery and help to enhance safety for patients, clinicians and caregivers.â&#x20AC;˘

50 MEDICALDEALER | MARCH 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

VENDOR Q & A_Infusion_Therapy

Staff Reports

VENDOR Q&A

INFUSION THERAPY

nfusion therapy plays an important role in health care. These medi-

cal devices are vital to positive patient outcomes and patient satisfaction. We contacted the experts at Elite Biomedical Solutions to find out the latest on infusion pumps and infusion therapy.

Q: What are the most important things to look for in a reputable third-party infusion therapy provider? The most important things to look for are ISO certification or a company that is in the process of getting certified. It shows the company youâ&#x20AC;&#x2122;re working with has a proven quality system in place and are daily striving for continual improvement. Also, a company that has a leadership team with an extensive history in the marketplace. Industry knowledge is priceless and takes years to gain. Lastly, a company that stands behind its product with long-term warranties and that is always available to answer questions or resolve concerns/issues. Q: Is it possible to keep up with infusion therapy technology without buying brand new? What are some of the newer technologies you offer? At Elite, we strive to help keep your current inventory up and running by saving you time and money for your parts needs. We offer parts and WWW.MEDICALDEALER.COM

services for the latest and greatest I.V. pumps in the marketplace. Q: Describe your infusion therapy device repair/refurbishment process. We have OEM-trained technicians along with standard operating procedures that are followed on all repairs. In regards to new replacement parts, we have invested back into the company in 2015 to do all reverse engineering in-house (2D, 3D and precision measuring). All parts are associated with lot numbers for trackability and are run through extensive testing to ensure the quality the customers expect. Q: What kind of custom options do you offer? We work hand-in-hand with biomed shops to develop products and services that would better suit their work load and day-today operations. We also try and innovate creative parts/processes to help save technicians additional time and money.

Jeff & Nate Smith President & Vice-President of Elite Biomedical Solutions

Q: Many rely on the OEM for service, but service contracts are expensive. How would you convince them that a reputable, independent service company can provide the same level of service as the OEM? Elite has factory-trained technicians, tracking ability, up-to-date test equipment and the passion to provide a quality, cost-effective solution. From there, you offer trial phases and send back detailed service reports of what was fixed in a timely manner and customers begin to appreciate the service thatâ&#x20AC;&#x2122;s provided. We also open our doors for any customer to come see our procedures and perform their own internal audit. MEDICALDEALER 51

PRODUCT FOCUS_Med/Surg_Preferred Vendors

PREFERRED VENDORS

INFUSION THERAPY

Staff Reports

Elite Biomedical Solutions SEE OUR 756 Old State Route 74 AD ON PAGE 53 Cincinnati, OH 45245 Phone: 855-291-6701 Fax: 866-941-4887 Email: customerservice@ elitebiomedicalsolutions.com Website: www.elitebiomedicalsolutions.com Manufacturer, assembler and distributor of replacement parts for medical equipment. We also provide depot repair and on site service for the Clinical Engineering department.

AIV, Inc 7485 Shipley Avenue Harmans, MD 21077 Toll-Free: 800-990-2911 Phone: 410-787-1300 Fax: 410-787-1337 Email: aivsales@aiv-inc.com Website: www.aiv-inc.com

SEE OUR AD ON PAGE 44

AIV offers a multitude of parts, services and repairs to support biomedical and clinical engineering professionals. Our ISO13485 accredited repair shop can service your infusion pumps, MMS/Tram Units, telemetry transmitters, and can source AIV-Certified refurbished parts and infusion pumps as you need them.

ALCO Sales & Service Co. 6851 High Grove Blvd. Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800.950.1167 Email: info@alcosales.com Website: www.alcosales.com

SEE OUR AD ON PAGE 54

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

52 MEDICALDEALER | MARCH 2016

Government Liquidation 15051 N Kierland Blvd #300 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com

SEE OUR AD ON PAGE 7

Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www.govliquidation.com. Search our inventory as new items are added daily.

SEE OUR AD ON

PAGE 9 USOC Bio-Medical 14 Hughes St. Irvine, CA 92618 Phone: 949-243-9109 Email: cusotmerservice@usocmedical.com Website: www.usocmedical.com

USOC Medical provides worldwide biomedical equipment repair/sales solutions to health care facilities, clinics and medical companies of all types and sizes.

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CALL: 1.855.291.6701 VISIT: ELITEBIOMEDICALSOLUTIONS.COM

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Pricing for new and used medical imaging parts is just seconds away and available upon request for all modalities of radiological and biomedical equipment. Simply submit your request here, call us toll-free or connect immediately via live chat — any of our qualified Classic reps will quickly deliver a reliable quote.

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WE gET ImAgIng. WhICh mEAnS... WE gOT yOuR bACk. Classic supplies new, refurbished and used medical imaging equipment and parts to hospitals and service companies across the globe. We back the quality of our replacement imaging parts and refurbished imaging equipment with rigorous testing, free technical support and an industry-leading 120-Day Warranty for all in-house refurbished parts.

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MEDICALDEALER 55

of The

Dual-Energy

BY MATT SKOUFALOS “You’re generating two separate data sets that can be reconstructed in different ways to visualize different materials, quantify different materials, and allow us to provide better clinical and diagnostic information.”

56 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

hen dualenergy computed tomography (CT) medical imaging was introduced to the health care world more than a decade ago, access to the technology was limited primarily to researchers and physicians in cutting-edge health care systems. Its underlying concept is simple: capture multiple images simultaneously at different kilovoltages (kV), thereby providing an additional depth of field for expanded diagnostic sophistication. The growth of the technology in academic settings began to climb as physicians derived new and better use cases for the modality. Matt Dedman, CT Product Marketing Manager for Siemens described dual-energy CT as “a technology that we’re very passionate about.” The company was the first to commercially launch dual-energy imaging, and claims to have been the only vendor to offer it “for many years,” he said, but it wasn’t until the technology evolved from a research-only modality into something relevant to the world of clinical imaging that its adoption really began to spread. “The research really proved the clinical value of this technology,”

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Dedman said. “You’re generating two separate data sets that can be reconstructed in different ways to visualize different materials, quantify different materials, and allow us to provide better clinical and diagnostic information.” From those obscure beginnings, dual-energy CT has become “a significant factor in many of our transactions,” Dedman said, with 90 percent of Siemens dual-source customers utilizing the technology as part of their daily routines at present. Today, he said, it not only drives client decisions to upgrade their existing installed devices — Siemens offers dual-energy upgrades to its equipment as well as providing the feature as an option on new purchases — but inspires OEM equipment purchases at times when capital budgets are shrinking. “We offer some level of dual-energy imaging on each of our scanners,” Dedman said. “We’ve developed tools to offer this technology on more economic scanners in our portfolio to put these techniques in the hands of more physicians, but it’s also driving customers to ‘buy up’ where everything else in the health care market is going the opposite way.”

Matt Dedman CT Product Marketiing Manager “We’re moving towards an outcome-based system, and technologies like dual-energy, where you’re getting more information from a single scan, really fits that well,” he said. In addition to limiting patients’ exposures to ionizing radiation by limiting table time and complying with low-dose protocols, one of the benefits of dual-energy CT is its ability to provide virtual, non-contrast image reconstruction. Allowing clinicians to determine whether they’re looking at deposits of calcium or of iodine when evaluating a scan, for example, can allow

MEDICALDEALER 57

THE RISE OF DUAL-ENERGY CT

Cris Bennett Clinical Analyst MD Buyline

you’ve been able to read for years to make a primary diagnosis, but when you have a case that calls for more information, you have the dual-energy data on demand.” From Dedman’s perspective, dual-energy technologies will become more widely adopted throughout the frequently consolidated imaging space as providers look to “establish consistency across their entire chain.” “Dual-energy is primarily being implemented at the larger, magnet facilities within IDNs,” Dedman said. “Right now it’s within these magnet facilities, but I definitely see dual-energy being shifted to the smaller, standalone facilities in the future.” Radiation dosage continues to be a critical point of dis-

However, Dedman said that the “almost instantaneous availability” CT provides is the key differentiator between MRI in a diagnostic setting, and with the possibility of even faster image capture at work in a dual-energy system, patient radiation exposure is also reduced simply by limiting the amount of time spent in session. “All vendors strive towards significantly reducing radiation exposure for patients,” Dedman said. “I see the benefits of the very fast and highly detailed information that CT provides far outweighing the relatively modest radiation doses that are being delivered today.” Although dual-energy imaging technology has been around for more than a decade, MD Buyline Clinical Analyst Cris Bennett, R.T. (R)(MR) sees a marketplace that is still coming around to its implementation, with sales of dual-energy CT

“A lot of systems now are aging, and if people are going to pay for the system, they want something that’s going to do everything they want to do in the future.” - Cris Bennett them to perform more precise bone removal procedures, diagnose gout by identifying uric acid, or pick up on faint and irregular lesions in areas of dense tissue, like the abdomen or heart. In a dual-energy system, those images can be acquired at 80 kilvolts (kV) and 140 kV at the same time instead of being limited to a traditional, 120-kV, single-energy acquisition. “That was a big step towards bringing this into clinical routine,” he said. “Right now we can tell health care providers that you’re still going to get a data set similar to what 58 MEDICALDEALER | DECEMBER 2015

cussion in determining when CT should be used versus other modalities. CT scanners comprise a much larger install base than MRI devices because they were earlier to market. They also acquire images faster than MRI, which makes them a primary diagnostic tool in triage settings. MRI, however, does not rely on ionizing radiation to capture the images that CT does, which is a critical difference when studying developing children, patients who require frequent imaging exams, and patients who have been exposed to significant radiation over a lifetime.

systems having shown solid growth in the past year among its four major manufacturers: GE, Philips, Siemens and Toshiba. The bulk of those purchasing gains have been seen in cardiac and abdominal imaging, where faster output increases patient throughput while limiting their length of exposure. “There’s some CT scanners that can image the heart in one beat,” Bennett said. “It’s all about table time nowadays. Most patients won’t last that long to sit through cardiac imaging. It takes 35-45 minutes to do cardiac with breath holds.” Bennett said that dual-energy technology is also being applied to lung MEDICAL EQUIPMENT, PARTS & SERVICE

“Today it almost doesn’t matter how much something costs if it’s reimbursed productively” - James Laskaris

screenings, hyper-vascular malignancies, and certain cancers where its early-detection capabilities are particularly useful. By simultaneously capturing images at two different kilovoltages, dual-energy CT provides tissue differentiation that allows for better visualization of specific disease states and keeps patients from having to return for repeat scans. “It’s a whole lot easier way for physicians to get a better diagnosis quicker,” he said. As prices of the technology continue to fall, Bennett also believes that more widespread adoption of dual-energy CT will be observable not only in university and teaching settings, but in community hospitals, freestanding imaging centers, and other small- to mid-sized health chains. “Dual-source CT [systems] have been out on the market for a couple of years, but now everybody’s in this game,” Bennett said. “I think a lot of people are starting to pay more attention to this technology. A lot of systems now are aging, and if people are going to pay for the system, they want something that’s going to do everything they want to do in the future. “They still have to be competitive,” he said. Bennett’s colleague, Emerging Technology Analyst James Laskaris, EE, BME, said that the key to broader adoption of dual-energy CT relies on purchasers understanding breakeven calculations as part of a return on investment (ROI) analysis. Although WWW.MEDICALDEALER.COM

dual-energy CT systems offer higher performance than traditional CT scanners, they can add another quarter-million dollars to the cost of a device and another $10,000 to annual service costs. However, dual-energy CT allows physicians to perform additional exams and therefore recoup additional reimbursements, making the investment recoupable on a shorter

James Laskaris, Emerging Tech Analyst MD Buyline timeline. With an annual patient load of roughly 2,000 scans, Laskaris estimates a dual-energy scanner can become profitable within five years. “Today it almost doesn’t matter how much something costs if it’s reimbursed

productively,” Laskaris said. “You’re going to make almost $900,000 more in additional revenue and profit margins with a dual-source CT scanner because it can do more procedures, and because it’s reimbursed more.” The diagnostic applications of dual-energy CT also make it a technology that can be more commonly relied upon for screening, which in the cost-sensitive and outcome-driven age of the Affordable Care Act, can lower overall health care spending while providing a higher quality of patient care. “The last thing you want to do is send your mother home with a hip pain and it really was a fracture,” Laskaris said. “Or a kid has appendicitis, and you think it’s just a bowel blockage, and it turns out to [demand] an appendectomy down the line.” “In diagnostics, the overlap is cath labs,” he said. “For every 100 patients in the cath lab, 80 would be diagnostic and 20 would be therapeutic. With better screening technologies, that’s become more of a 70/30 [split]. Cath lab [visits] start at $2,000, [and] you do not want to put these patients in a higher cost center.” Although MRI technology is often a preferred diagnostic tool because the technology is not reliant upon ionizing radiation, CT continues to be used in an emergency-room setting when faster access to test results are necessary. “Because this thing is non-invasive, now you have the ability to say, ‘Does this patient really need to be in a cath lab for therapeutics, or can it wait a while?’ ” Laskaris said. “A stent starts at $2,000 MEDICALDEALER 59

THE RISE OF DUAL-ENERGY CT

and goes up. You want to avoid doing those. That’s what CMS has in mind with those attractive reimbursements.” “Ten years ago, digital mammography was reimbursed at one-third or two-thirds more than standard mammography because it just made sense in health care,” he said. “If you can catch breast cancer when it’s moving inside, you can probably save the patient’s life for $5,000, $10,000, $15,000. If it goes farther down the line, it’s going to cost hundreds of thousands of dollars, and the life expectancy shrinks, and nobody wins.” Under a different model, “health care financing wins, the patient wins, the hospital wins,” Laskaris said. In the same respect, conversations about ROI have expanded to include the impact of the technology in many different areas of the hospital, making the investment in a technology like dual-energy CT something that counter-intuitively costs more up front, but can save more money elsewhere in the chain. If dual-energy CT can reduce physicians’ reliance on more invasive procedures like those performed in cath labs, it also has a positive downward pressure on infection control services — “[things] you’ll never get a penny on, but you have to spend money on,” Laskaris said — because fewer instruments are sent for cleaning. “There’s these negative reimbursement styles that are a little bit different these days than traditionally what we would think reimbursement would be,” he said. “Ten percent of leading-edge hospitals will adopt this stuff right off because they’re experimenting, teaching, they want to see how it goes. Farther down the line you’ll see more mainstream hospitals when you see proven outcomes, and it will trickle down the line eventually.” 60 MEDICALDEALER | DECEMBER 2015

SOMATOM Force, Siemens’ premium CT system (with dual energy capabilities) “Administrators are very in tune with value-based purchasing,” he adds. “Those are really driving a lot of those technologies. One’s going to make you money, one’s going to give you safety, and now safety’s going to save you money.” As dual-energy CT continues to be adopted by a broader segment of health

allowing them to approach a variety of patient populations. The real issue to be worked out, however, is the different forms of competition that he believes could arise among physicians of different specialties for reimbursements associated with reviews of the scans. “For area populations that have older

“Administrators are very in tune with valuebased purchasing ... One’s going to make you money, one’s going to give you safety, and now safety’s going to save you money.” - James Laskaris care practitioners at different levels of an increasingly consolidated imaging industry, Laskaris forecasts that the technology will help certain sectors of the business recapture market share by

patients, orthopedics and cardiovascular studies are a focus; in rural areas, it’s labor and delivery,” he said. “If you’re talking about freestanding centers to do this, there’s always this competition between physicians.” MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 2.25”

“Now you have a competition between radiologists and cardiologists,” Laskaris said. “Who’s going to read it?

Are they going to be working together? This is a whole different area that needs to be worked out, and it

DUAL ENERGY SOURCE

depends on how well the provider and the delivery system manages these relationships.”

SINGLE ENERGY SOURCE Single Energy Source Scenario

Purchase Price Residual or Buyout Value Term (Years) Warranty (Years)

$1,250,000 $125,000 5 1

$1,000,000 $100,000 5 1

Specific Procedure Volumes

(Year 1)

1,000

2,000

Total Procedures (Year 1)

5,000

4,000

Total Cost Over Term Total Procedures Over Term Cost Per Procedure Revenue Throughout Term

$6,015,000 25,000 $240 $8,905,000

$4,600,000 20,000 $230 $6,440,000

Profit Throughout Term

$2,890,000

$1,840,000

Procedure #1: APC 146 CT Angio Heart Procedure #2: APC 334 (Ab/Pelvis w/ Con) Procedure #3: APC 33 (CT w/ Con)

TRAINING

*Data Provided by MD Buyline

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MEDICALDEALER 61

TRIM 9.75”

Dual Energy Source Scenario

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MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 63

CORPORATE PROFILE

INJECTOR SUPPORT & SERVICE

oday, the health care industry in the United States requires hospitals and health care

facilities to maintain a laser focus on cost-saving measures. As a result, biomed departments are bringing the annual maintenance of their equipment in-house; this increase in self-service maintenance has created an increased need for quality, low-cost support alternatives beyond PMs – and beyond the OEM.

WHO WE ARE

The mission at Injector Support and Service (ISS) is to provide professional, timely, and superior support and service for medical contrast injectors. The family-owned and operated company started in 2011 in Ryan Clarke’s spare bedroom, and quickly grew to the present 2,700-square-foot space that serves as service department and depot center. Each of the eight employees is committed to providing outstanding customer service. Their genuine dedication, hard work, and ISS’s competitive pricing have contributed to the company’s success. WHAT WE DO

Clarke has served the biomed community in various capacities since 2001. He earned his Bachelor of Science in Electrical Engineering and Master of Engineering in Industrial and Systems Engineering with an 64 MEDICALDEALER | MARCH 2016

emphasis in business management. After a decade servicing injectors – his experience and educational background gave him a unique perspective of an emerging market and the need to provide support to on-site biomeds. “[I wanted to provide] an alternative to the practice of simply opening a service call ticket and charging extensive on-site service costs for what many times were simple resets,” he recalls. And that is how ISS was realized. Today it is the only company to provide national and international support solutions exclusively on contrast injectors. When dealing with extensive repairs, ISS offers invaluable and technical expertise through telephone technical support and parts hero kits for on-site troubleshooting. “We bring our comprehensive knowledge to our partner ISOs

Ryan Clarke, President of Injector Support & Service

to provide the end user hospitals and imaging centers with prompt, cost-effective solutions,” he says. ISS is there for customers when it comes to expert insights and options regarding medical contrast injectors via numerous services, including: • Error message explanation/ walk-through, as well as PM and calibration verification support via our telephone support service • Through years of experience, ISS has identified a multitude of high-risk and high-failure parts that should be replaced during each PM. From seals and gaskets to fans and batteries, these PM kits offer a comprehensive equipment reset, affording confidence in the injector’s reliability • ISS recognizes that it is not always financially viable for a trained service engineer to arrive at your location. The company’s depot services are an ideal reliable and MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

JC Photography 2015 The Injector Support & Service team includes, from left to right, Jonathan Clarke, Bruce Clarke, Debbie Clarke, Jennifer Clarke, Ryan Clarke, Ethan Decker, David Barnes and Scott Kimbrell.

cost-effective alternative to on-site service response • Limiting lab downtime is critical. ISS can offer loaner injection systems for use during repair, testing, or even lab retrofit. The company stocks injectors for most all modalities with rental periods to meet a customer’s specific needs • On-site service response options are also available and include: Preventative Maintenance/Calibration Verifications Corrective Maintenance Professional Install User Operations Training • ISS provides service and support for the leading injectors, including Avanta™, Stellant® D, Stellant® Sx, Envision CT™, Vistron® CT, MK IV™, MK IV/CT™, MCT™, MCT Plus™, MKV™, MKV Plus™, MKV ProVis®, Spectris™, Spec wer™ and Empower CTA®* WWW.MEDICALDEALER.COM

EXCEEDING EXPECTATIONS

A customer-centric business model has earned ISS global recognition. ISS has been known for “Saving the Day.” “A new site located in Hawaii called for immediate service on a Saturday afternoon,” Clarke recalls. “Calls to other vendors had ended with the requirement for a $10,000 minimum P.O. and an approximately two-week lead time to arrive on site. This […] was of course unacceptable!” Clarke quickly put together pricing options for an on-site visit and entertained the idea of getting on the next flight to Hawaii from Florida. However, it would be impossible to get to the location earlier than Monday evening. “I then offered our loaner with depot service option, which if shipped out on Monday, could arrive

on location Tuesday morning (only a few hours beyond the best possible arrival time for a technician). With the use of our loaner, the lab was back up quickly and the repair of the customer’s equipment was completed at a fraction of the cost to have someone arrive on-site,” Clarke says. FAMILY AND COMMUNITY

“As a family-run business, we believe that all employees are our family, and [we] strongly encourage personal and community growth beyond the doors of ISS. I am a strong advocate for continuing education and community involvement whenever possible and create a flexible work environment to accommodate the staff ’s needs,” states Clarke. He and his wife, Jennifer, actively support various charities; including Orlando-based Give Kids the World, Disabled American Veterans, MEDICALDEALER 65

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

National Multiple Sclerosis Society, and Leukemia & Lymphoma Society. Ethan Decker provides time to Team Red White and Blue, Operation Homefront, Homes for Hero’s, Wounded Warrior Project, all benefiting combat veterans. David Barnes contributes his time to Upward Basketball, a church outreach program – teaching teamwork, leadership, and respect to young kids and teens. Scott Kimbrell is a Life Scout and has contributed his time to local BSA Troop 198 since 2001. They are recognized as being the only troop within the Central Florida Council where all scouts have achieved the rank of Eagle Scout. Co-owner Bruce Clarke served 22 years in the U.S. Army. Lead Service Technician Jonathan Clarke served 10 years in the U.S. Marine Corps. Service Technician Ethan Decker also has a decade of service in the U.S. Marine Corps. Service Technician Assistant David Barnes has served six years in the U.S. Marine Corps, and continues his service. “Many of our employees are veterans or active reservists. I am proud to work with these men every day and am grateful for the sacrifices they have given to our country – it is an honor to work with them,” Clarke says. ISS FUTURE

In the upcoming year, ISS will be relocating to a new facility, effectively doubling its service center and inventory capacity. This will allow the company to continue to grow with each customer’s needs, increase inventory, and hire more technicians to ensure quality service response at the right price. 66 MEDICALDEALER | MARCH 2016

Ethan Decker services a Stellant

“We will continue to foster strong relationships through solid performance and quality workmanship at a fair price,” states Clarke. He is an active member of the HTM community participating in several industry conferences each year. He has been a regular presenter at FBS, teaching a course on Contrast Injector First Response. In 2016, ISS plans to exhibit at MD Expo Dallas, MD Expo New England, the annual AAMI conference, the North Carolina Biomedical Association conference and the Florida Biomedical Society conference.

“We will continue to foster strong relationships through solid performance and quality workmanship at a fair price.” – Ryan Clarke *Product and company names mentioned herein may be trademarks and/or services marks of their respective owners. Injector Sup-

FOR MORE INFORMATION ABOUT INJECTOR SUPPORT AND SERVICE please visit the company’s website at www.injectorsupport. com or call the company toll free at 888-6671062. The general email address for requesting information is Ryan@injectorsupport.com. Customers can order parts by sending an email to order@injectorsupport.com.

port and Service is neither affiliated with, sponsored nor endorsed by, any third party manufacturer. Reference to third-party products or services, including the products of Medrad, Inc., Covidien and Liebel-Flarsheim Company, is for informational purposes only and does not imply the endorsement, affiliation or recommendation of such third parties.

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MEDICALDEALER 69

SLICE OF LIFE_The Other Side

By Jim Fedele

WANT SERVICE MANUALS? PAY UP!

y colleagues are all telling the same story; their facilities are doing everything they can to drive cost out of their operations. At my facility we have a laser focus on cost and throughput in order to operate on a Medicare budget. As my team does its best to reduce costs, we continue to fight an uphill battle with OEMs. The most recent issue we have experienced is access to service literature. One OEM that we use has come up with a creative way to maintain a steady revenue stream by charging for something we should be getting for free. Unfortunately my discovery of this situation started with a problem with a piece of equipment as do most of these situations. This problem was not an emergency, or life threatening, it was routine and would seemingly be easy to solve. One of the nurses accidently damaged a monitor while using it on a transport. The case and handle had been broken off but the monitor still functioned. We swapped the monitor out with our spare and started an investigation to identify the parts that would need to be replaced. The technician examined the monitor carefully to ensure he identified all the parts that needed to be replaced and made a call to the OEM to get prices. After being transferred to several people, my tech finally got to talk to technical support and explained 70 MEDICALDEALER | MARCH 2016

what he needed. After a lengthy discussion, tech support determined that they would need the descriptions from the manual to accurately identify the part numbers. My technician tried to access the online manual. He was denied. The message on the screen stated his access had expired and he needed to call the OEM. After calling the OEM again, my technician came to me with

About a day later I got a call from a very nice lady named Linda who verified all our information. She confirmed the technicians’ names and email addresses and said she would get to work on our problem quickly. At the end of the day, I received and email from Linda with a quote for three subscriptions for my techs for $3,000 per year. I immediately called the sales rep and asked him if he

Medical equipment reliability has improved greatly, which is awesome for us and, more importantly, the patient. bad news. The OEM informed him that he must “re-subscribe” to get access to the manual and it would cost $1,000 for this annual access. Since we have around 100 of these monitors I have sent several techs to school for training, I asked if any of them had access to the manuals. They all said their access had expired. At this point I called the sales representative about the issue, he was surprised and told me he would look into it. After a couple of phone calls, the sales rep told me it was a service issue and that they were going to take care of us.

knew how they were going to “take care” of the problem? He apologized profusely and promised to get to the bottom of the situation and call me back. A call was scheduled with the district sales manager, the service manager and myself; I very passionately explained what I thought about their subscription. One of the major issues with the subscription product they use is even when you save the manuals to your computer when the subscription expires so does your access to the files you saved to your computer. The other issue is the access MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

Not on our watch!

is technician specific, which means because three different techs went to three different product schools we needed three subscriptions. Generally, I have a good relationship with this OEM and they have done a lot to ensure we are happy. However as they were telling me how their hands were tied because of the “system” I started to lose a little composure. At the end of the conversation, I started talking how their competition gives a five-year warranty, includes service manuals, is biomed friendly and is less expensive. I am hopeful they got the message. As of this writing, I do not know what they are going to do. I have been promised that they will make this right with us so we can have the access we need. We put on every purchase order “Service Manual Needed” to ensure we have the tools needed to do our job, and yet about 50 percent of the time we are fighting for the information. Between getting access to the service manuals and software keys we need to access the equipment the cost of service is needlessly being driven up. My experience is that medical equipment reliability has improved greatly, which is awesome for PROOF SHEET us and, more importantly, the patient. I would think we should see service cost going down in relationship to the reliability, unfortunately the opposite is occurring. JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@ mdpublishing.com.

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SLICE OF LIFE_Bobinski

By Dan Bobinski

ARE YOU A BUILDER OR A CLIMBER?

he concept of teams has been around since men worked together to hunt mammoth. Yet despite all that’s been studied on the topic, most teams today are nowhere near as effective as they could be. The problem is often a lack of structure, lack of communication and lack of well-defined roles and responsibilities. But perhaps the most predominant factor that causes teams to falter is a lack of passion. Passion is strongest when it radiates from its natural source – the true core of a person. When people are allowed to tap into their own passions, they develop deep commitment to what they're doing. That's important, because all teams are made up of individuals, and commitment by individuals is necessary for teams to flourish. All it takes is for one person to disengage and the entire team suffers. As it's often said, "a chain is only as strong as its weakest link." What’s important to know is that passion cannot be forced. Team leaders must create the right conditions for passion to emerge. Those conditions must be nurtured, not unlike a gardener creating the right conditions so his plants can flourish. Think about it. Gardeners don't make plants grow. The genetic coding inside each plant does that. A gardener simply creates conditions that are conducive for plant growth. If 72 MEDICALDEALER | MARCH 2016

Dan Bobinski Workplace Consultant

those conditions are maintained, then growth occurs. The point is that thriving gardens do not simply appear. The best gardeners are those who become ardent students of their plants. Similarly, managers and team leaders striving to excel must become students of their employees. Dozens of different management and leadership styles have been identified in recent decades, but a common thread running through all of them is, “How you create teams.” That thread has a spectrum, with what I call Builders on one end and Climbers on the other. Builders do what their name says: They devote efforts to building a

solid organization. They help others improve upon or gain new skills. They keep the blueprints in mind and stick to them so no extraneous projects take over the schedule. (The corporate parallel for "blueprints" is Vision, Mission, Values, and Strategies.) Also, Builders keep an eye on quality because they know whatever they leave behind will be a direct reflection on them. Climbers, like Builders, want to achieve, but they're more concerned about padding their own resume, not anyone else's. They seek the limelight, often at their coworkers' expense, and may even stand on the backs of others if they can get away with it. Climbers may look at the blueprints, but only to plan their next move. Their focus is on how they look, not on how well their team performs. Also, they don't care what happens to an organization after they leave. It's "not their problem." Where we think we are on the Builder-Climber spectrum may not be accurate. For example, when teaching this material to a group of C-level executives in a private corporation, I wasn’t surprised when each person identified him or herself as a Builder. A few months later, when I was working with the next level of managers in that organization, they, too, proclaimed themselves to be Builders. But they saw everyone at the C-level as Climbers. This is not uncommon. Many people see MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

themselves as Builders, with those around them usually described as Climbers. The following self-confrontation questions can give you a clearer view of yourself. Although these are simple yes or no questions, be ruthlessly honest with yourself. For example, your answer to a question might be "yes" 40 percent of the time, but that means your answer is "no" 60 percent of the time. Self Assessment: Builder or a Climber? • Do you encourage and even help other people work toward the same professional growth activities that you choose for yourself? • Do you sacrifice your time in the spotlight to train others to be better at what they do? • Do you ask for help on projects – and share the credit when accolades come? • Do you truly enjoy giving a boost to someone else's self-esteem? • Do you prioritize looking for ways to solve problems over looking for someone to blame? • When someone comes to you with a problem, do you listen more than talk? • Do you share new knowledge and information with those around you? • Do you look for ways to help others be better at what they do? WWW.MEDICALDEALER.COM

You can't shortchange the process for building passion in others ... Commit to being a Builder of people, and you have the foundation for creating passion-driven teams. • When things go wrong, do you take responsibility as quickly and to the same degree as you take credit when things go right? • When you do something for others, is it done without expectation of something in return? If you can answer "yes" to these questions, chances are you are a natural Builder. If you can answer yes to most but not all, that's a good sign, but there are still areas for improvement. But if you answer "no" to most or all of these questions, chances are you're a Climber and you are unaware of the negative impact you have on the teams within your organization. It's been my experience that some Climbers sincerely want to become Builders and contribute to a cause bigger than themselves. If that's you, then revisiting the 10 questions listed above and looking for ways to improve is as good a place to start as any. If you’ve discovered you’re a Climber and you don't want to be

a Builder, I recommend you avoid wasting everyone’s time (including your own) and give up trying to build a solid team. Facts are facts: Only Builders can truly create passion-driven teams. The bottom line is you can't shortchange the process for building passion in others. Granted, shortcuts may produce shortterm wins, but I guarantee that a consistent effort over the long term will give you much better results. Commit to being a Builder of people, and you have the foundation for creating passiondriven teams.

THIS ARTICLE 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. MEDICALDEALER 73

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MEDICALDEALER 75

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

COUPLE CONTINUES GOOD DEEDS IN RETIREMENT E ven before retiring fully from a business career that took him from the corporate world into adjunct professorships at community and technical colleges, Brecksville, Ohio resident Richard Dyke has been lending his labor and talents to the nonprofit medical device repurposing organization, MedWish International.

For the past 11 years, Dyke and his wife, Elizabeth, have spent hours volunteering with MedWish, which recycles medical equipment discarded by American hospitals and repurposes them for use in areas of need throughout the world. The couple “never know[s] what to expect” of its bi-monthly trips to the MedWish facility, Richard Dyke said, but they make a day of it, stopping for a relaxing weekend lunch

76 MEDICALDEALER | MARCH 2016

Richard and Elizabeth Dyke have worked with MedWish International for 11 years.

on the return trip. For a pair of retirees whose children have grown, it’s a fine way to spend a Saturday: delivering a bit of hands-on labor that makes a global impact. Although they have no specific background in health care — “If you start volunteering at a medical place, you start getting an idea for what those $25 words mean,” Richard Dyke said — the Dykes contribute by

sorting, cleaning, and repairing equipment, as well as helping to fundraise for the organization. The MedWish mantra of “Recover, Repurpose, Redistribute” describes its function in a health care supply chain that increasingly extends the life cycle of medical devices as far as possible. “Dr. Lee Ponsky started the organization as a nonprofit, charitable organization, and the

whole idea, originally, was just to take the waste that hospitals generate and see if we can make it usable,” Richard Dyke said. To facilitate the program in its infancy, the Cleveland Clinic provided thousands of square-footage of needed warehouse space at a nominal rental price of $1 annually; from those humble beginnings, the scope of the MedWish operations grew to fill a two-acre site. Cleveland Clinic was one of the earliest benefactors of its labors, as well, Richard Dyke said, since the hospital was dealing with the same level of waste that many health care institutions managed differently a decade ago, when MedWish was still getting off the ground. “Hospitals get rid of a lot of usable equipment,” Richard Dyke said. “One of the things a nonprofit organization can do is keep things from going into landfills.”

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

“There’s a lot of feelgood that goes along with giving your efforts to an organization without any thought of being compensated for that” “Any of the waste or excess that Cleveland Clinic came across, they would route it to MedWish, and then take the tax write-off,” he said. “It doesn’t pay Cleveland Clinic to sterilize surgical scissors and put them in a bag for reuse, [but] put them in your dishwasher once, and they’re good to go.” In his teenage years, Richard Dyke parlayed an interest in electronics and electricity into a side business repairing

WWW.MEDICALDEALER.COM

discarded televisions. When he started looking more closely under their hoods, he discovered an aptitude for it despite having no formalized training in engineering. That hobby resurfaced at MedWish, where Richard Dyke applied his efforts to repairing devices that had been donated to the warehouse. One such device was an old, pedal-operated, electric cauterizer from Bovie Medical, which

Left: Richard Dyke instructs volunteers how to use a grounding plate. Above: A teen learns about cautery techniques under Richard Dyke’s supervision.

presented a particular problem: without any original tips or probes available, an otherwise functional piece of medical equipment was unable to be pressed into service. Richard Dyke’s solution was to drill three holes in its side, installing banana jacks that would directly accommodate a threeprong pencil and probe from a manufacturer of similar equipment. “That took an old machine that was really

useless and made it modern enough to use a modern probe and pencil and blade,” Richard Dyke said. “I came in contact with a surgeon in Cameroon and sent him one of these Bovie cauterizers, and he was just so ecstatic. He used it to do C-sections, some deep muscle cutting, and since it cauterizes, there’s no bleeding and less chance of infection.” “Whenever he thought about cauterizers, he thought of me,”

MEDICALDEALER 77

SLICE OF LIFE_Pay It Forward

MedWish International volunteer Richard Dyke recently shared a pizza lunch with high school students who volunteered to help. He won the pizza lunch by submitting a What’s On Your Bench photo for use in TechNation Magazine.

Richard Dyke said. “I don’t know if that’s a good association, but that’s what he tells me.” Without a similar skill set, Elizabeth Dyke spends much of

78 MEDICALDEALER | MARCH 2016

her time at MedWish sorting and organizing donated hypodermic needles and syringes. That vital chore helps physicians make use of the unused elements of a sur-

gical kit that would otherwise be discarded after one trip to the operating room, regardless of their viability. “Doctors and surgeons will get a surgical kit: drapes to lay over the patient, scissors, syringes, a scalpel and sutures,” Richard Dyke said. “So they may use one or two things out of there, but the rest of that kit gets trashed. MedWish will get that, pull out the things that look usable, [and] make sure the syringes are still sterile. There’s a lot of things that, if a person were looking for them, would be useful to other people.” In 2015, MedWish sent 105 tons of medical supplies to recipients in more than 40 different

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

countries, and “that’s quite a job in itself,” Richard Dyke said. Although the organization routinely gathers and prepares such equipment for transport, it often looks to other sources to cover the expense of shipping entire containers of equipment. In 2009, the Dykes raised enough money, with the help of their community church, to pay for the shipment of 40-foot container to Cameroon. The box contained 27 hospital beds, a pair of 700-pound manual surgical tables, some exam tables and an ultrasound machine. Aside from the immediate impact of need that such a ship-

ment resolves, Richard Dyke said the act of charity is one that lingers for volunteers. “There’s a lot of feel-good that goes along with giving your efforts to an organization without any thought of being compensated for that,” he said; “knowing somebody somewhere at some point in time is going to benefit from that. You’re bringing some degree of modern medicine to a third-world country that can benefit from the sanitary use of things.” For information about MedWish International, visit medwish.org.

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SLICE OF LIFE_Off The Clock

By Matt Skoufalos

POET LAUREATE AMIT MAJMUDAR A mit Majmudar has put the lie to the dilemma of every emerging artist who’s been forced to choose between a life of impoverished struggle or abandoning dreams of aesthetic greatness. The son of a pair of Indian immigrant physicians, Majmudar grew up with medicine as “the family business” (his sister is also a doctor). Far from being a fallback plan for a career in the arts, health care was always the vocational plan for him. Instead of feeling limited by that perspective, the diagnostic nuclear radiologist from Dublin, Ohio said that the significant demands of his medical career have freed his writing career from bearing the weight of any expectations whatsoever. “I think there is something to be gained from having a job, and not relying on your art for a job,” Majmudar said. “It’s wonderful to have readers if you can naturally create best-sellers and that’s your mode and your goal, but it’s not a reliable thing. If you want to do something truly artistic with your work, you’re better off not relying on your medium.” “I was a writer who became a doctor,” he said. “I didn’t really feel angst or tension about it; I didn’t feel comfortable devoting my life to writing. Radiology is something that facilitates writing. It frees me up to write whatever I want. I don’t have to worry about a book becoming a bestseller or a book winning an award.” 80 MEDICALDEALER | MARCH 2016

Although he has published celebrated works of fiction and retains a blog of nonfiction writing, Majmudar was first published as a poet, and that mode remains at the center of his work. He describes himself as “pretty restless as far as theme and form,” and enjoys using a variety of forms and styles to communicate different ideas. Some stories are most efficiently told in prose, whereas musicality is the domain of poetry. “My theory is utilitarian,” Majmudar said. “I try not to use a hammer where a screwdriver is needed.”

“I think there is something to be gained from having a job, and not relying on your art for a job.”

Likewise, the content of his work varies in tone and subject as much as it does in form. Majmudar is not after any specific agendas in his prose or poetry; only telling the most interesting stories, turning the most interesting phrases, inventing the most interesting characters that he can. Precisely what has made some of the work he’s produced

so compelling is the fact that the scenarios from which he’s drawn are not based on any personal experiences. Majmudar’s debut novel, “Partitions,” deals with sectarian violence among Hindis and Muslims in India and Pakistan. The follow-up, “The Abundance,” discusses the connections between old-world traditions and new-world living. Both have been praised for the cultural authenticity of their settings and tone, and yet the circumstances of each are not derived from any recollections of Majmudar or of his family; rather they are the imaginings of an American-born author “inhabiting perspectives that aren’t [his] own,” he said. “I invented a character that was in a position and had an experience MEDICAL EQUIPMENT, PARTS & SERVICE

_Off The Clock

very different from mine precisely to explore that perspective, one that I didn’t actually have myself,” Majmudar said. “It’s all about imagination. You use your imagination to the point where people will attribute things to you that you don’t actually have in your own perspective.” Perhaps because his work deals with themes from his ethnic history, many first-time readers may make the assumption not only that Majmudar’s stories are biographical, but that his work is meant to be representative of life experiences in a country that is vastly diverse in culture, religion and other traditions. “Most places are not culturally uniform,” Majmudar said. “A lot of the communities in India just kind of live side by side; in Europe, they live side by side. In America, too, people self-isolate, and they stay with their own kin groups. I think that’s just a natural way that people exist.” “We talk about [America] being a melting pot; at one point that term was popular, but I don’t hear it that much any more,” he said. “The measure of a successfully integrated society is not that everyone’s homogenous, it’s that all these individual groups, which maybe in another country would be at each other’s throats, can actually live together harmoniously and productively. Peaceful coexistence.” If Majmudar’s fiction is culturally influenced, his poetry may be the thing that has benefited the most from his background in medicine. WWW.MEDICALDEALER.COM

Amit Majmudar is a novelist, poet, essayist, and diagnostic nuclear radiologist. He writes and practices in Dublin, Ohio, where he lives with his wife, twin sons and daughter.

Thematically, he uses both media to address ideas of religion, history and identity. But radiology is about visual pattern recognition, and Majmudar describes his poetry as exemplifying patterns and forms that may be atypical of American poetry. He believes this knack to be drawn from “the scientific sort of part of your brain that deals with repetition and patterns.” “That side of my mind is guiding me creatively to pursue pattern and form and structure and symmetry,” he said. “I try not to make [my work]

too goal-directed, because then it’s too much like work. I let things flow and form on their own, and go from there. Whenever I can make time for it, I make time for it.” Cultivating an emotionally laissez-faire attitude about his art certainly hasn’t limited Majmudar’s success. His writing has earned critical praise from numerous literary outlets, opened discussions on the nature of cultural identity, and fueled interviews on National Public Radio. “Dothead,” his latest collection of poetry, will be published worldwide by Alfred A. Knopf in March 2016. Last year, Majmudar was named poet laureate of Ohio. Although the title is a recent honor, he already has plans to establish a Future Laureates Program that would pair established writers with students from underprivileged schools. Perhaps unsurprisingly, he views the opportunity as a chance for interdisciplinary engagement among budding writers as well. “I want to engage high school students who have a true talent for the art of poetry, and encourage them,” Majmudar said. “Right now I’m working on a collaborative project with a bunch of dancers.” For someone whose mind has been shaped by a variety of left- and right-brained, it seems a natural course of action. Find out more about Amit Majmudar’s literary works at his website www.amitmajmudar.com. MEDICALDEALER 81

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CATEGORICAL INDEX

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84 MEDICALDEALER | MARCH 2016

DIAGNOSTIC IMAGING Digirad Corp.………………………………………………… 83 Eastern Diagnostic Imaging……………………… 42 Injector Support and Service, LLC………… 64-67 Multi Diagnostic Imaging Solutions…………BC Summit Imaging, Inc………………………………… IBC ENDOSCOPY Endoscopy Specialists………………………………… 43 S.H. Medical Corporation…………………………… 55 GENERAL ALCO Sales and Service………………………………… 54 Eastern Diagnostic Imaging……………………… 42 Government Liquidation………………………………7 RSTI Exchange……………………………………………… 63 Shattuck, LLC………………………………………………… 43 IMAGING ICE/Imaging Community Exchange…………… 68 Injector Support and Service, LLC………… 64-67 Mobilescan Imaging……………………………………… 54 IMAGING/PARTS Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 40 Eastern Diagnostic Imaging……………………… 42 InterMed Group…………………………………………… 82 Technical Prospects………………………………… 2, 86 Tri-Imaging……………………………………………………… 32 INFUSION THERAPY AIV Inc.…………………………………………………………… 44 CIM med GmbH……………………………………………… 19 Elite Biomedical Solutions……………………51, 53 LABORATORY MIT/Medical Imaging Technologies…………… 62 Ozark Biomedical………………………………………… 74 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 14 MOMMOGRAPHY RTI Inc.…………………………………………………………… 74 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 71 Ampronix……………………………………………………………6

CIM med GmbH……………………………………………… 19 Technical Prospects………………………………… 2, 86 MOUNTING SOLUTIONS CIM med GmbH……………………………………………… 19 MRI Carolina Medical Parts………………………………… 69 East Coast Medical Systems……………………… 69 Ed Sloan & Associates………………………………… 21 Exclusive Medical Solutions, Inc.……………… 79 KEI Medical Imaging Services…………………… 83 MIT/Medical Imaging Technologies…………… 62 Mobilescan Imaging……………………………………… 54 Retrieve Medical Equipment……………………… 43 RSTI Exchange……………………………………………… 63 Zetta Medical Technologies, LLC……… 10, 20 NUCLEAR MEDICINE Digirad Corp.………………………………………………… 83 E.L. Parts, LLC………………………………………………… 62 Global Medical Imaging……………………………… 29 International X-Ray Brokers……………………… 71 RSTI Exchange……………………………………………… 63 Southeast Nuclear Electronics………………… 75 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 14 Bionet America, Inc.……………………………………… 31 CIM med GmbH……………………………………………… 19 Gopher Medical, Inc.…………………………………… 69 Pacific Medical…………………………………………………5 USOC Medical……………………………………………………9 PHANTOMS ATS Laboritoires, Inc.…………………………………… 62 POWER COMPONENTS Interpower Corporation…………………………………4 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 29 ONLINE RESOURCES ICE/Imaging Community Exchange…………… 68 MedWrench…………………………………………………… 79 RADIOLOGY Asset Management Associates, LLC………… 30 Eastern Diagnostic Imaging……………………… 42 International X-Ray Brokers……………………… 71

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

InterMed Group…………………………………………… 82 Maull Biomedical Training, LLC………………… 30 Metropolis International…………………………… 23 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 30 Rayence, Inc.…………………………………………………… 78 RSTI Exchange……………………………………………… 63 Technical Prospects………………………………… 2, 86 Varian Medical Systems…………………………………3 RADIOLOGY PARTS InterMed Group…………………………………………… 82 Zetta Medical Technologies, LLC……… 10, 20 RECRUITING Adel-Lawrence Associates, Inc.………………… 83 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 71 AIV Inc.…………………………………………………………… 44 ALCO Sales and Service………………………………… 54 Ampronix……………………………………………………………6 Bio-Medical Equipment Service Co.…………… 14 Carolina Medical Parts………………………………… 69 Conquest Imaging………………………………………… 13 Digirad Corp.………………………………………………… 83 Eastern Diagnostic Imaging……………………… 42 Ed Sloan & Associates………………………………… 21 Elite Biomedical Solutions……………………51, 53 Endoscopy Specialists………………………………… 43 Exclusive Medical Solutions, Inc.……………… 79 Global Medical Imaging……………………………… 29 Injector Support and Service, LLC………… 64-67 International Medical Equipment & Service………………………………………………………… 61 KEI Medical Imaging Services…………………… 83 MIT/Medical Imaging Technologies…………… 62 MTC/Medical Technologies Co.…………………… 75 Multi Diagnostic Imaging Solutions…………BC Pacific Medical…………………………………………………5 Radon Medical LLC……………………………………… 30 Southeast Nuclear Electronics………………… 75 Summit Imaging, Inc………………………………… IBC Trisonics………………………………………………………… 54 USOC Medical……………………………………………………9 Zetta Medical Technologies, LLC……… 10, 20 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 71 AllParts Medical, LLC…………………………………… 41 AIV Inc.…………………………………………………………… 44 ALCO Sales and Service………………………………… 54 Carolina Medical Parts………………………………… 69

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Classic Diagnostic Imaging………………………… 55 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 40 Digirad Corp.………………………………………………… 83 E.L. Parts, LLC………………………………………………… 62 Ed Sloan & Associates………………………………… 21 Elite Biomedical Solutions……………………51, 53 Global Medical Imaging……………………………… 29 Government Liquidation………………………………7 International Medical Equipment & Service………………………………………………………… 61 KEI Medical Imaging Services…………………… 83 MIT/Medical Imaging Technologies…………… 62 MTC/Medical Technologies Co.…………………… 75 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 30 Southeast Nuclear Electronics………………… 75 Technical Prospects………………………………… 2, 86 Trisonics………………………………………………………… 54 Varian Medical Systems…………………………………3 Zetta Medical Technologies, LLC……… 10, 20 STERILIZERS Government Liquidation………………………………7 SURGICAL Eastern Diagnostic Imaging……………………… 42 Endoscopy Specialists………………………………… 43 International Medical Equipment & Service………………………………………………………… 61 S.H. Medical Corporation…………………………… 55 SURPLUS MEDICAL Government Liquidation………………………………7 TEST EQUIPMENT RTI Inc.…………………………………………………………… 74 TRAILERS Mobilescan Imaging……………………………………… 54 TUBES/BULBS AllParts Medical, LLC…………………………………… 41 Government Liquidation………………………………7 International Medical Equipment & Service………………………………………………………… 61 Ray-Pac.………………………………………………………31, 63 Technical Prospects………………………………… 2, 86 Zetta Medical Technologies, LLC……… 10, 20

Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 40 Endoscopy Specialists………………………………… 43 Exclusive Medical Solutions, Inc.……………… 79 InterMed Group…………………………………………… 75 Retrieve Medical Equipment……………………… 43 Summit Imaging, Inc………………………………… IBC Trisonics………………………………………………………… 54 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 71 AIV Inc.…………………………………………………………… 44 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 29 InterMed Group…………………………………………… 75 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 71 Conquest Imaging………………………………………… 13 VENTILATORS Government Liquidation………………………………7 VIDEO Endoscopy Specialists………………………………… 43 Multi Diagnostic Imaging Solutions…………BC X-RAY Asset Management Associates, LLC………… 30 Classic Diagnostic Imaging………………………… 55 Diagnostic Solutions…………………………………… 40 Eastern Diagnostic Imaging……………………… 42 Exclusive Medical Solutions, Inc.……………… 79 Government Liquidation………………………………7 Ray-Pac.………………………………………………………31, 63 Rayence, Inc.…………………………………………………… 78 Retrieve Medical Equipment……………………… 43 RTI Inc.…………………………………………………………… 74 Tri-Imaging……………………………………………………… 32 X-RAY PARTS Technical Prospects………………………………… 2, 86

ULTRASOUND Advanced Ultrasound Elec./AUE………………… 71 ATS Laboritoires, Inc.…………………………………… 62

MEDICALDEALER 85

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 83 Advanced Ultrasound Elec./AUE………………… 71 AIV Inc.…………………………………………………………… 44 ALCO Sales and Service………………………………… 54 AllParts Medical, LLC…………………………………… 41 Ampronix……………………………………………………………6 Asset Management Associates, LLC………… 30 ATS Laboritoires, Inc.…………………………………… 62 Bio-Medical Equipment Service Co.…………… 14 Bionet America, Inc.……………………………………… 31 Carolina Medical Parts………………………………… 69 CIM med GmbH……………………………………………… 19 Classic Diagnostic Imaging………………………… 55 Conquest Imaging………………………………………… 13

Endoscopy Specialists………………………………… 43 Exclusive Medical Solutions, Inc.……………… 79 Global Medical Imaging……………………………… 29 Gopher Medical, Inc.…………………………………… 69 Government Liquidation………………………………7 IAMERS………………………………………………………………8 ICE/Imaging Community Exchange…………… 68 iMed Biomedical…………………………………………… 83 Injector Support and Service, LLC………… 64-67 InterMed Group……………………………… 44, 75, 82 International Medical Equipment & Service………………………………………………………… 61 International X-Ray Brokers……………………… 71 Interpower Corporation…………………………………4

Multi Diagnostic Imaging Solutions…………BC Ozark Biomedical………………………………………… 74 Pacific Medical…………………………………………………5 Radiology Oncology Systems……………………… 83 Radon Medical LLC……………………………………… 30 Ray-Pac.………………………………………………………31, 63 Rayence, Inc.…………………………………………………… 78 Retrieve Medical Equipment……………………… 43 RSTI Exchange……………………………………………… 63 RTI Inc.…………………………………………………………… 74 S.H. Medical Corporation…………………………… 55 Shattuck, LLC………………………………………………… 43 Southeast Nuclear Electronics………………… 75 Summit Imaging, Inc………………………………… IBC

Diagnostic Solutions…………………………………… 40 Digirad Corp.………………………………………………… 83 E.L. Parts, LLC………………………………………………… 62 East Coast Medical Systems……………………… 69 Eastern Diagnostic Imaging……………………… 42 Ed Sloan & Associates………………………………… 21 Elite Biomedical Solutions……………………51, 53

KEI Medical Imaging Services…………………… 83 Maull Biomedical Training, LLC………………… 30 MedWrench…………………………………………………… 79 Metropolis International…………………………… 23 MIT/Medical Imaging Technologies…………… 62 Mobilescan Imaging……………………………………… 54 MTC/Medical Technologies Co.…………………… 75

Technical Prospects………………………………… 2, 86 Tri-Imaging……………………………………………………… 32 Trisonics………………………………………………………… 54 USOC Medical……………………………………………………9 Varian Medical Systems…………………………………3 Zetta Medical Technologies, LLC……… 10, 20

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86 MEDICALDEALER | MARCH 2016

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MEDICAL EQUIPMENT, PARTS & SERVICE

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