Medical Dealer - June 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

JUNE 2016 | WWW.MEDICALDEALER.COM

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CONTENTS_Features 56 GAUGING THE AFTERMARKET Diagnostic imaging is taking on novel dimensions in health care as well as migrating from hospitals to ambulatory clinics and urgent care centers. Buyers are turning increasingly to the aftermarket as purchases are driven by variables like reimbursement potential, total cost of ownership, and the ability to achieve better health outcomes. And demand isn’t going away any time soon.

64 PRECISE BIOMEDICAL Precise Biomedical Inc. is a dedicated independent contrast injector company that prides itself on offering a quality alternative to the OEM for everything from preventative maintenance to complex repairs as well as a full line of preowned equipment and parts. It also offers a full range of supporting consumables, accessories and training.

Medical Dealer (Vol. 20, Issue #6) June 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 20 Company Showcase: CIM med 24 MD Expo Dallas MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

27 OEM Updates 32 MedicalDealer.com Update 34 CMS Cuts

MARKET ANALYSIS Radiology: Point-of-Care Imaging 37 Market Analysis 38 Product Showroom 43 Preferred Vendors

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Kronen

Med/Surg: Sterlizers 47 Market Analysis 48 Product Showroom 53 Preferred Vendors

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

SLICE OF LIFE 70 The Other Side: RPT mayhem 72 Dan Bobinski: The value of self-worth in the workplace 74 Pay It Forward: Mr. I Children’s Charity 76 Off the Clock: David Nusz, M.D.

Circulation

Lisa Cover Laura Mullen

Web Department Betsy Popinga Taylor Martin Adam Pickney

79 Marketplace 80 Categorical Index 82 Alphabetical Index

Proud supporters of

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Follow us on Twitter! twitter.com/Medical_Dealer MEDICAL EQUIPMENT, PARTS & SERVICE

We Stay Up So You’re Never Down!

Some things you just can’t plan for. Like wrecking your car at 2 AM, or uncontrollable pain well after doctors’ hours. In your job, you do plan to be able to help your patients 24/7. And that means having a trusted team you can call any hour of the day or night to keep your ultrasound equipment up and running.

At Conquest Imaging, we not only have an experienced team of ultrasound technicians standing by, we preempt problems before they can happen. We research which parts have a high failure rate, and replace them on every reconditioned part, probe and system we sell, even if they are working perfectly at the time, assuring you are never down when your patients need you to be up.

Knowing we don’t sleep at night so you can is peace of mind both you and your patients can depend on.

The Ultimate in Ultrasound Learn more about our quality assurance programs, unmatched inventory for refurbished and new ultrasound parts, probes and systems, and 24/7 services and support at conquestimaging.com. Or call us around the clock at 866.900.9404.

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INDUSTRY UPDATE_News and Notes

Staff Reports

ACCRUENT ACQUIRES MAINSPRING HEALTHCARE SOLUTIONS Accruent has announced the acquisition of Mainspring Healthcare Solutions.

“We are excited to welcome Mainspring’s customers as part of the Accruent family,” said Mark Friedman, chief executive officer, Accruent. “Within the health care industry, we’ve experienced significant growth in the past 18 months. We look forward to driving even more value for our customers with the addition of Mainspring’s services-oriented platform to further meet the unique needs of health care organizations.”

In addition to its computerized maintenance management solution (CMMS), Mainspring offers technology to address operational challenges across the hospital. With its suite of mobile solutions – iNeedIt, iGotIt and iTrackit – Mainspring focuses beyond clinical engineering and facility management, where Accruent traditionally specializes.

“Our health care system is under a tremendous amount of pressure to improve patient care and reduce costs,” said Jason Beem, general manager of health care, Accruent. “Mainspring’s unique suite of workflow automation solutions complement Accruent’s existing health care solutions and will give our health care customers the technology they need to adapt to today’s market dynamics.”

Mainspring, which has served the health care market for nearly 25 years, will extend Accruent’s suite of purpose-built health care solutions into hospital service departments to drive efficiencies in operations. With the addition of Mainspring, the company’s solutions are now used by more than 55 percent of U.S. hospitals. •

TOWERBROOK CAPITAL PARTNERS TO INVEST IN ASCENSION SUBSIDIARY TRIMEDX Ascension, the nation’s largest nontechnology management organizaand expanded offerings for clients profit health system, has reached an tion. The value proposition contained both domestically and internationally, agreement with TowerBrook Capital in its original vision – creating an including Ascension’s sites of care,” said Partners, an investment management independent, provider-driven techJohn Doyle, Executive Vice President, firm, designed to invest in and strateginology management company – has Ascension, and President and Chief cally develop the Ascension subsidiary been validated by the company’s rapid Executive Officer, Ascension Holdings.

TriMedx, an independent market growth domestically and internationIn addition to TriMedx, the transleader in the provision of healthcare ally. Today, TriMedx serves more than action includes affiliated subsidiaries technology management services to 1,800 health care providers across 28 TriMedx International, founded in health care providers and medical states, including all of Ascension’s hos2011 to serve clinical engineering equipment and device manufacturers. pitals and related facilities; has serviced needs around the world; Axess UltraUnder the agreement, TriMedx and and maintains data on more than a mil- sound, a leader in gastrointestinal several related subsidiaries will become lion medical devices; and has saved and transesophageal echocardiogan independent business owned by more than $450 million in capital raphy probe repair; and eProtex, the Ascension and TowerBrook through a expenditures and operating costs for its nation’s first dedicated medical device new partnership vehicle. client partners. As TriMedx has signifi- security firm.

As part of the transaction, Ascension cantly grown outside of Ascension over The Medxcel subsidiary Medxcel will enter into a new long-term custhe past decade, it has become a meanFacilities Management, which enables tomer contract with TriMedx for the ingful and important strategic partner health care providers to optimize their provision of clinical engineering and to some of the nation’s most promifacility assets, systems and in-house other healthcare technology asset man- nent health care providers, including capabilities while reducing expenses, is agement services at Ascension’s sites a broad range of nonprofit health sysnot part of the transaction and will conof care. In addition to TowerBrook’s tems, academic medical centers and tinue to be operated by Ascension. The investment at closing, TowerBrook and for-profit health systems.

TriMedx Foundation, a separate entity Ascension have agreed to make signif“This investment, coupled with which partners with hospitals that care icant capital commitments to further access to TowerBrook’s managefor those who are poor and vulnerable invest in TriMedx to fund potential ment and investment expertise, is in the developing world by providing acquisitions and other growth initiatives. expected to help TriMedx and its talequipment repair services and medical Started in 1998, TriMedx is an indeented leadership achieve its potential technology support, also is not part of pendent, provider-driven healthcare for rapid growth, enhanced service the transaction.• WWW.MEDICALDEALER.COM

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

ABBOTT TO ACQUIRE ST. JUDE MEDICAL Abbott and St. Jude Medical Inc. have announced a definitive agreement for Abbott to acquire St. Jude Medical, creating a medical device company with top positions in high-growth cardiovascular markets, including atrial fibrillation, structural heart and heart failure as well as a position in the neuromodulation market. Under the agreement, St. Jude Medical shareholders will receive $46.75 in cash and 0.8708 shares of Abbott common stock, representing total consideration of approximately $85 per share. At an Abbott stock price of $43.93, this represents a total transaction equity value of $25 billion. The combined company will have an industry-leading pipeline expected to deliver a steady stream of new medical device products across cardiovascular, diabetes, vision and neuromodulation patient care.

St. Jude Medical’s positions in heart failure devices, atrial fibrillation and cardiac rhythm management complement Abbott’s positions in coronary intervention and transcatheter mitral repair. Together, the company will compete in nearly every area of the cardiovascular market and hold the No. 1 or 2 positions across large and high-growth cardiovascular device markets.

“Bringing together these two great companies will create a premier medical device business and immediately advance Abbott’s strategic and competitive position,” said Miles D. White, chairman and chief executive officer, Abbott. “The combined business will have a powerful pipeline ready to deliver next-generation medical technologies and offer improved efficiencies for health care systems around the world.”•

16 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

UCLA MEDICAL AND ENGINEERING EXPERTS TEAM UP TO IMPROVE HEALTH CARE The David Geffen School of Medicine test health care devices and systems Dr. Arash Naeim, an associate proat UCLA and the UCLA Henry Samu- — including mobile technology, big fessor of medicine and the Geffen eli School of Engineering and Applied data analytics, screening technologies School’s chief medical officer for clinScience have formed a new center and medical robotics — in order to ical research, and Majid Sarrafzadeh, whose mission is to improve the qual- address challenges in the way health a distinguished professor of computer ity and reliability of new health care care is delivered. science and electrical engineering at technologies, reduce the length and The center’s first project, called the UCLA Engineering, and a co-founder cost of hospital stays, and allow more SMART Home Lab, is a mock resiof the UCLA Wireless Health Institute. patients to heal in their own homes. dence where researchers can simulate Both are members of UCLA’s B. John The UCLA Center for Systematic, patients’ responses to treatment and Garrick Institute for the Risk Sciences.

Measurable, Actionable, Resilient and the reliability and resilience of home “UCLA has some of the greatest Technology-driven Health, or Cenhealth sensors. The lab is in UCLA’s medical and engineering minds in the ter for SMART Health, will foster Engineering VI building. world, and the SMART Health Cencollaboration among engineers, comOther projects, to be based at the ter represents a great opportunity puter scientists, clinicians, biomedical Geffen School, will focus on a range of for them to collaborate on solutions researchers and information technoldiagnostic and treatment technologies. to some of the biggest challenges in ogists. Researchers will develop and The center’s co-directors are health care delivery,” Neaim said. • WWW.MEDICALDEALER.COM

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

ETHICON ANNOUNCES ACQUISITION OF NEUWAVE MEDICAL INC. Ethicon, a medical device company of the Johnson & Johnson family of companies, has completed its acquisition of NeuWave Medical Inc. This acquisition is consistent with the Johnson & Johnson Medical Devices’ strategy of advancing innovation and investing in areas of unmet medical needs such as surgical oncology.

“Currently, there are limited treatment options for soft-tissue, non-resectable lesions,” said Michael del Prado, company group chairman of Ethicon. “Together with NeuWave Medical, Ethicon can bring minimally invasive treatment options to make a difference for patients around the world. This is especially important for patients who may not be medically eligible for traditional surgery. We can now offer physicians and patients more choice in treatment options for soft-tissue lesions.”

NeuWave Medical’s products are currently used by physicians in over half of the top cancer centers in the United States. NeuWave Medical’s Certus 140 ablation system’s high-powered computer and intuitive touchscreen interface enables activation of single or simultaneous multiple probe procedures for patients with soft-tissue lesions. This allows physicians to effectively tailor ablations for lesions of varying shapes and sizes. NeuWave Medical’s probe family includes conventional probes and the only Precision PR probe to limit the ablation length, allowing precise and controlled ablations.

“NeuWave Medical’s unique ablation technology was originally developed by physicians and microwave scientists from the University of Wisconsin to maximize energy delivery to tissue, minimize invasiveness and provide physician-friendly workflow,” said Dan Sullivan, the CEO and President of NeuWave Medical. “This acquisition now provides NeuWave Medical with the ability to accelerate our innovation pipeline and expand the global footprint of our unique technologies, while allowing Ethicon to reach new patients by expanding the availability of a novel intervention that goes beyond surgical options in wide use today.”

Financial terms of the transaction have not been disclosed.

18 MEDICALDEALER | JUNE 2016

Staff Reports

GLOBALDATA: CONTRAST MEDIA MARKET TO SURPASS $6B The global market for contrast media, which are substances used in medical imaging which enhance the visibility of structures or fluids within the body, is set to rise from just over $4.3 billion in 2015 to over $6 billion by 2022, representing a compound annual growth rate of 4.9 percent, according to research and consulting firm GlobalData.

The company’s report states that this growth, which will occur across the 10 major markets of the U.S., France, Germany, Italy, Spain, the UK, Japan, Brazil, China, and India, will be driven by a number of factors, including increases in the number of annual computed tomography, magnetic resonance imaging, and echocardiogram procedures as well as an increasing disease burden across the 10MM. Amendeep Sanghera, GlobalData’s Analyst covering Medical Devices, explains: “The contrast media market is old and well-established, with products being used in a wide array of indications. As populations rise across the globe, disease rates inevitably grow, along with the need for diagnostic investigations and therefore contrast media.”

“Better health care systems and education across numerous regions are also driving the contrast media market. For example, there is a particular focus in developed countries to screen patients for certain diseases such as breast and colorectal cancer in order to catch disease early and increase the likelihood of a patient’s survival, and this practice is now spreading to developing countries,” he adds.

GlobalData’s report also states that the market has no real competition besides the players already in it, as no other non-invasive imaging modality is able to provide comparative results as quickly, safely, and easily to patients. However, generic contrast media manufacturers may acquire market share if they are able develop a reputable brand provided at a lower cost than the four leading market players: GE Healthcare, Bayer, Bracco, and Guerbet.• MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_Company Showcase

Special Advertising Section

COMPANY SHOWCASE

C

IM med® was founded in 2007 with the idea to develop medical mounting systems for all manufacturers. At the same time, the company applied for a patent for its integrated cable management and acquired the patent three years later. Since 2008, CIM med® has been using an ISO 9001:2008 accredited quality management system that ensures effectiveness at all levels of operation.

The company’s experience in the medical field makes it a reliable partner for the health care industry. Medical Dealer interviewed industry veteran and company founder Manuela Deverill to find out more about CIM med®.

Q: What are some advantages that your company has over the competition?

Deverill: From the very outset the CIM range was designed for the medical market and especially for areas of critical care. It’s not an area that has been truly catered to until CIM med® came up with the solutions. We’ve really raised the standards in medical mounting solutions. CIM med® products are tested to current EN 60601, 3rd edition standards, independently tested and certified by the world renowned test house TUEV. Our products are as medical grade as the products we support.

Considering our all-inclusive fiveyear warranty, zero maintenance 20 MEDICALDEALER | JUNE 2016

Manuela Deverill CIM med® Company Founder requirement and a six fold safety factor, we are proud to say that we manufacture the highest grade medical mounting solutions of their kind in the world. We are the first company in the world to offer complete cable integration. Cable integrated mounts create the highest hygienic and aesthetic environment while preventing cable damage. Also, large one-wipe-clean surfaces improve infection control at the patients’ bedside.

Q: What are some challenges that your company faced last year?

Deverill: The medical technology industry is growing and it is not surprising that this development is accompanied by a growth in competition. The requirements in this industry are high; the products must comply with many directives and regulations.

Safety guidelines must be consid-

ered. It is important to be one step ahead of the competition with innovative and high-quality solutions. Safety is key with everything we do. All of our products run through an internal quality management system. Beginning with production up to delivery, all products are checked for quality, functionality and conformity. Only fully examined support systems leave our facility. Furthermore, our products are manufactured according to the Medical Products Law MDD 93/42 ECC and are CE marked. Also service plays an elementary role for us. In addition to a large selection of standardized products, we also offer customized solutions. The ability and willingness to exactly meet our customers’ requirements make us a competent and reliable partner for OEMs. We not only develop the right solution in cooperation with our customers, we also accompany our partners during mock-ups, at on-site presentations and final installations.

Q: Please explain your company’s core competencies and unique selling points.

Deverill: From design to construction, project engineering and manufacturing or technical documentation and testing – everything is done in Germany. We offer the highest medical grade mounting solutions in the world with our integrated cable management system.

We set the standard in medical mounts and meet each and every requirement in function, quality and design. We are a partner for our customers. We are here to assist and support our customers whenever they need us.

MEDICAL EQUIPMENT, PARTS & SERVICE

CIMmed_Company Showcase

“We set the standard in medical mounts and meet each and every requirement in function, quality and design.We design. We are a partner for our customers.” – Manuela Deverill Q: What product or service are you most excited about right now?

Deverill: We are really excited about our service team. We do not just manufacture the highest medical grade mounting solutions for critical care applications, we also match these standards when it comes to our service.

At some point in the planning of the final installation and project management the customer has to consider what mounting solutions to use. We advocate that this is done as early as possible and to provide a full mock-up of the proposed layout.

Q: What is on the horizon for your company? How will it evolve in the coming years?

Deverill: In general, the U.S. market for medical technology offers a WWW.MEDICALDEALER.COM

lot of potential. We have already realized several large projects and have equipped renowned hospitals with our support systems. Our goal, first and foremost, is constant and continuous growth and to increase our market share. The key to constant growth is quality in everything we do. This not only refers to our product, but also to our service and philosophy.

Q: Please highlight any recent changes to your company, inventory, services, etc.

Deverill: The current facilities provide enough space to optimally equip different departments, in particular the production department. The goal was, and is, to be able to handle as many processes internally as possible. Quality management at all levels plays an essen-

tial role for us. We are currently about to be certified according to ISO 13485, which is an international standard defining the requirements of a quality system for engineering, designing and manufacturing medical devices.

In order to better serve our American customers, we are currently setting up a representation of CIM med® in the USA. In cooperation with a U.S. partner, who offers more than 20 years of experience in the medical environment, we will not only hold stock for rapid and cost-effective deliveries overcoming obstacles like time, additional shipping costs for our customers or customs, but also offer at-site service and sales support whenever our customers need assistance.

FOR MORE INFORMATION,

about CIM med®, visit www.cim-med.com MEDICALDEALER 21

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MEDICALDEALER 23

INDUSTRY UPDATE_MD Expo

By John Wallace - Editor

NEW FEATURES VERY POPULAR AT MD EXPO DALLAS

T

exas is known for cowboys and barbecue. The state also has an unofficial motto in “Everything is bigger in Texas.” The saying proved true in April with the biggest MD Expo ever.

A partnership with HTMATexas garnered local support and intensified interest in the Lone Star State. Attendee registration eclipsed the all-time high weeks before the biannual conference and a large number of walk-up attendees equated to a packed exhibit hall. Booths sold out early with more than 100 medical equipment and service provider companies exhibiting at the conference.

The industry-leading conference was bigger and better than ever with new features, including the Leadership Summit and Reverse Expo. These new additions kicked off the MD Expo with executivelevel hospital personnel and medical equipment and service professionals.

MD Publishing President and Founder John Krieg said the idea was to create a community and encourage the sharing of ideas.

“Despite being leaders in their field, these professionals face the same issues and obstacles as everyone else, so the goal was to get them together so that they could share ideas and best practices,” Krieg explained.

24 MEDICALDEALER | JUNE 2016

Ray Laxton, Administrative Director at Sutter Health, attended the Leadership Summit and the Reverse Expo. He admitted to being a little skeptical going in, but said he was blown away by the experience.

“The Leadership Summit was excellent,” Laxton said. “I hope they carry on with that (tradition).

The content was great and the flow of the Q&A was excellent.”

“The Reverse Expo was absolutely a great experience, and that surprised me,” he added.

Laxton said what he “loved” about the Reverse Expo is that he was “forced, and I don’t mean that in a bad way, to talk with people.”

He said the five-minute intervals were ideal.

“You had to get to the point and create interest,” Laxton explained.

“I found some vendors that do different things that I didn’t know they did. I discovered some things that could help me.”

“I will absolutely do it again if given an opportunity,” he said.

“I also came out and told other vendors that they need to do it.”

The first day was capped off with the Poolside Welcome Reception sponsored by Modern Biomedical & Imaging Inc. The weather was perfect as vendors and attendees enjoyed great food, cold beverages and unlimited networking opportunities in a casual setting.

Ozark Biomedical sponsored the Continental Breakfast the next morning as everybody geared up for

“ Despite being leaders in their field, these professionals face the same issue and obstacles as everyone else, so the goal was to get them together so that they could share ideas and best practices.” the top-notch educational sessions.

The first morning of the MD Expo also featured a special panel discussion on the new FDA Docket “Refurbishing, Reconditioning, Rebuilding, Remarketing, Remanufacturing, and Servicing of Medical Devices Performed by Third-Party Entities and Original Equipment Manufacturers; Request for Comments.”

Experts from throughout the industry shared their insights. It was an educational and thoughtprovoking event. Attendees were reminded to submit their comments by the FDA deadline, which has since been extended to June 3. The comment period was extended “due to the unanticipated high level of interest from interested persons,” MEDICAL EQUIPMENT, PARTS & SERVICE

_MD Expo

MD Expo registration eclipsed the all-time high weeks before the biannual conference and a large number of walk-up attendees equated to a packed exhibit hall.

The Leadership Summit was kicked off with 20+ thought leaders from the HTM Community.

according to a notice posted in the Federal Register. The “high level of interest” was evident at the MD Expo.

The Exhibit Hall was open from 1-4 p.m. the first day followed by the Networking Happy Hour sponsored by AIV. Sodexo sponsored a special career insights panel discussion and reception later in the evening.

Atlantic Health System Biomed Informatics Specialist Benjamin Larson praised the conference.

“The Expo was great. It was good to see a lot people attending. I was able to meet some new people and discuss how they are handling some of the same issues I am facing,” Larson said. “I also got to meet some new vendors and saw some products and services I want to take back to my department to discuss the possibility of using.”

“My favorite part of the Expo was the educational seminars. I picked up some great tips from some leaders in the field,” he added.

The second day of the MD Expo started with a continental breakfast and educational seminars and a keynote address by John Maurer from The Joint Commission. The exhibit hall opened at 12:30 p.m. with the Door Prize Extravaganza at 3:15 p.m. followed by a future of WWW.MEDICALDEALER.COM

The first annual Reverse Expo featuring hospital personnel was a success.

Attendees and vendors enjoy refreshments at the Poolside Welcome Reception.

the industry panel discussion at 3:30 p.m.

Laxton said MD Expo stands out because of the great networking opportunities and the “intimate” setting that allows HTM professionals and medical device and service providers to exchange ideas at scheduled conference events as well as at casual interactions in the hotel.

“It was a great conference and all the feedback I got (from others in attendance) was about how great it was,” Laxton said. “I had some meaningful conversations with people.”

“There was a real camaraderie feeling,” he added. “The content of the sessions were really good, too.

There was a good mix of exhibit hall and classes.”

Laxton said he plans to attend future MD Expos.

“I highly recommend it,” he said when asked what he would tell somebody considering attending the next MD Expo at Mohegan Sun Casino Resort in Connecticut on October 4-6.

To conclude the event was the Dallas Hoedown, sponsored by Sodexo, that Saturday evening with delicious Texas barbecue, line dancing and refreshing drinks. It was the perfect ending to a busy, educational and fun MD Expo.

Sponsors played a big part in the successful MD Expo. The sponsors included Sodexo, Modern Biomedical Imaging Inc., USOC Bio-Medical Services, SPBS Clinical Equipment Service, AIV, Pacific Medical, Direct Med Parts & Service, MW Imaging, Select Biomedical, RPI, Ozark Biomedical, GMI, Technical Prospects, Southwestern Biomedical Electronics, Imaging Conference & Expo, MedWrench and Alpha Source Inc. Without their support, the MD Expo would not be possible.

MEDICALDEALER 25

WHAT IS BLENDED LEARNING? At Tri-Imaging we offer blended learning that includes hands-on training at our Nashville, TN facility and education through our online platform. Reducing time away from your facility, without compromising the quality of your learning experience.

Now that’s refreshing!

SOLUTIONS

EMPOWERING THE ENGINEER Tri-Imaging Solutions is a training institution and a parts company.

It is not a parts company that offers training. Ask us about the difference!

VISIT WWW.TRIIMAGING.COM OR CALL 855.401.4888

INDUSTRY UPDATE_OEM Updates

FUJIFILM SONOSITE ANNOUNCES LAUNCH OF THE NEW SONOSITE SII mountable legacy system by offering FUJIFILM SonoSite Inc. has more functionality, and an even announced CE mark and 510(k) better user experience from start clearance for its mountable ultrasound system, the SonoSite SII. Developed for to finish. We listened to clinicians, regional anesthesia, vascular access and and delivered a product designed to maximize the efficiency of their trauma applications, the SII empowers ultrasound use. The SII captures efficiency for clinicians through a the epitome of the SonoSite brand, simple, yet smart user interface that allowing clinicians to confidently use adapts to the user’s imaging needs. the system from day one.”

The system is portable and can be used For regional anesthesiologists, across multiple hospital environments, enhancing patient throughput is including a zero footprint option for a critical need, especially as they space-constrained rooms. perform an increasing number of “SonoSite introduced the first ultrasound-guided procedures on a mountable ultrasound system in 2007, daily basis. The SII features a new providing an unparalleled solution touchscreen user interface with a for clinicians who valued and needed clinician-driven menu logic that to accelerate their clinical workflow,” said Brian Leck, Vice President, Global adaptively adjusts to the use case – “what you need, is what you see.” An Direct Sales, FUJIFILM SonoSite Inc. “The new SII ultrasound system embedded dual transducer connector also allows quick switching between expands on the design goals of our

WWW.MEDICALDEALER.COM

Staff Reports

transducers with two simple taps of the screen, ensuring that the right transducer is always readily available.

To further accelerate end-to-end workflow, the SII comes with a new stand, offering elevated transducer holders and additional storage, all while minimizing footprint.

For trauma patients, the speed and ease of image acquisition is vital, as a few minutes can alter a patient’s care path.

The SII features DirectClear technology, a novel, patent-pending process that is available on select transducers. DirectClear elevates transducer performance by increasing penetration and contrast resolution. This transducer innovation contributes to an unsurpassed imaging experience for the clinician.

For more information, visit www. sonosite.com

MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

CARESTREAM JOINS INTEL STORAGE BUILDERS PROGRAM Carestream Health is the only use of cloud-ready, next-generahealth care company involved in tion storage options by fostering the Intel Storage Builders program greater innovation in the and currently manages more than cloud ecosystem.

15 billion images in 13 public and “Carestream demonstrated that private cloud data centers across use of Intel’s new solid-state drive the globe.

(SSD) data center family of techCarestream and Intel are colnologies tripled the speed of data laborating to ensure practical, throughput for a critical portion high-performance solutions for of our image-intensive workflow,” enterprise imaging and information said Ishai Tal, Carestream’s head platforms that can be deployed in of platform architecture. “We offer secure clouds or on-site data censecure cloud solutions that include ters. A recent white paper from the latest technology innovations Intel and Carestream explains the while reducing operating costs.” advantages health care providers This new cloud architecture can gain from adopting the latest can help health care providcloud technology. ers securely manage data growth The new Intel Storage Buildwhile preparing for new advances ers program aims to accelerate the in medical imaging data analytics.

28 MEDICALDEALER | JUNE 2016

Staff Reports

“Deploying our cloud technology also increases throughput, which provides faster access to data and greater productivity for clinicians,” Tal reports.

Carestream’s Vue for CloudBased Services is a fully managed IT solution for medical image sharing and archiving, and its secure cloud infrastructure is monitored and supported by the company’s top IT experts. Health care providers receive proactive reporting of usage and activity and Carestream’s cloud-based services offer the ability to avoid capital investment and reduce total cost of ownership by as much as 30 percent with predictable, pay-asyou-go operating costs.• MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

TOSHIBA’S AQUILION LIGHTNING CT RECEIVES CLEARANCE Toshiba America Medical Systems offers the same PUREViSION CT Inc.’s Aquilion Lightning has been Detector technology that is used FDA cleared with a more powerin premium Toshiba CT systems and includes AIDR 3D Enhanced ful 50-kW generator. The Aquilion to help reduce dose and improve Lightning meets the business and clinical needs of hospitals looking patient safety. To simplify complex for a reliable, premium-component, scans for more consistent imaging, the system comes standard entry-level CT system that maxiwith Adaptive Diagnostic solumizes their equipment investment. tions, such as Single Energy Metal The Aquilion Lightning is a Artifact Reduction (SEMARTM) 16-detector row system designed and SURESubtraction. These techfor routine volumetric scanning. It nologies, along with the industry’s has a small footprint to allow prothinnest slices, at 0.5 mm, and a viders to save on both space and 78-cm bore that is the widest in cost, without sacrificing excepthe 16-row detector radiology segtional technology. The system

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ment, help optimize workflow and patient comfort.

“Toshiba CT puts customers first by providing top-tier solutions on every scanner, including our entry-level systems with a low cost of ownership,” said Dominic Smith, senior director, CT, PET/CT, and MR business units, Toshiba. “With numerous features found in our high-end Aquilion scanners, the Aquilion Lightning ensures our customers don’t need to compromise quality to meet their business goals.”•

MEDICALDEALER 29

INDUSTRY UPDATE_OEM Updates

SIEMENS ANNOUNCES FDA CLEARANCE OF MRI APPLICATIONS Siemens Healthcare has announced MRI brain examinations, which can that the U.S. Food and Drug Adminisvary significantly, to times compatitration has cleared two new magnetic ble with the clinical routine and bring resonance imaging applications – Simul- clinical relevance to advanced neurotaneous Multi-Slice (SMS) and GOBrain logical applications. SMS can be used in – that are designed to dramatically the treatment of patients who possess reduce the time required for MRI exam- limited tolerance for longer scan times, inations of the brain. Shorter scans are including pediatric or geriatric patients. increasingly important at a time when In brain surgery cases, SMS may facilbrain scans account for approximately itate surgical mapping and improve 1 out of every 4 MRI examinations, and efficiency in the OR. when the number of brain MRI exams Enabling clinically validated brain is expected to swell to 45 million world- examinations in just five minutes, the wide this year. new GOBrain application allows acquiUsing a technique that acquires MR sition of clinically essential image images simultaneously as opposed to orientations and contrasts with a single sequentially, Siemens’ new SMS applibutton-push, thanks in part to Siemens’ cation reduces 2D acquisition times high-channel density coils and the comby as much as a factor of 8. Using SMS, pany’s unique MRI scanning software physicians can reduce the length of DotGO. GOBrain helps improve patient

Staff Reports

throughput and potentially reduce costs per scan. Shorter scan times, which are better tolerated by patients, can help curb lengthy and potentially expensive rescans as well as potentially reduce sedation.

“Siemens Healthcare is excited to offer the Simultaneous Multi-Slice (SMS) and GOBrain applications, which can enable our customers to dramatically cut MRI scan acquisition times and provide a significantly more patientfriendly brain MRI examination,” says Murat Gungor, vice president of magnetic resonance at Siemens Healthcare.

The SMS application is available on Siemens’ Aera 1.5T, Skyra 3T, and Prisma and Prismafit 3T MRI systems.

The GOBrain application is featured on the Aera and Skyra systems. •

䔀砀瀀攀爀椀攀渀挀攀 匀椀攀洀攀渀猀 洀攀搀椀挀愀氀 椀洀愀最椀渀最 攀焀甀椀瀀洀攀渀琀 琀爀愀椀渀椀渀最 椀渀 漀甀爀 猀琀愀琀攀ⴀ漀昀ⴀ琀栀攀ⴀ愀爀琀 昀愀挀椀氀椀琀礀⸀ 圀攀 栀愀瘀攀 ㄀㘀 栀愀渀搀猀ⴀ漀渀 儀䄀 戀愀礀猀 椀渀 愀 挀氀椀渀椀挀愀氀 攀渀瘀椀爀漀渀洀攀渀琀Ⰰ 琀眀漀 挀氀愀猀猀爀漀漀洀猀Ⰰ 愀渀搀 攀砀瀀攀爀椀攀渀挀攀搀 攀渀最椀渀攀攀爀 椀渀猀琀爀甀挀琀漀爀猀⸀ 䐀漀渀ᤠ琀 樀甀猀琀 挀漀洀攀 昀漀爀 琀爀愀椀渀椀渀最⸀ 䌀漀洀攀 昀漀爀 琀栀攀 攀砀瀀攀爀椀攀渀挀攀⸀

圀攀 栀愀瘀攀 琀栀攀 洀椀猀猀椀渀最 瀀椀攀挀攀⸀ 䌀漀洀攀 椀渀 甀渀搀攀爀 戀甀搀最攀琀Ⰰ 愀栀攀愀搀 漀昀 猀挀栀攀搀甀氀攀Ⰰ 愀渀搀 挀甀琀 漀甀琀 琀栀攀 伀䔀䴀⸀ 䔀渀最椀渀攀攀爀 琀爀愀椀渀椀渀最 挀漀甀爀猀攀猀 昀爀漀洀 吀攀挀栀渀椀挀愀氀 倀爀漀猀瀀攀挀琀猀⸀

30 MEDICALDEALER | JUNE 2016

琀攀挀栀渀椀挀愀氀瀀爀漀猀瀀攀挀琀猀⸀挀漀洀⼀琀爀愀椀渀椀渀最 㠀㜀㜀⸀㘀 㐀⸀㘀㔀㠀㌀ 琀爀愀椀渀椀渀最䀀琀攀挀栀渀椀挀愀氀瀀爀漀猀瀀攀挀琀猀⸀挀漀洀

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

ELEKTA AND PHILIPS BEGIN INSTALLATION OF MRGUIDED LINEAR ACCELERATOR Elekta, Royal Philips and The Netherlands Cancer Institute have announced the installation of a high-field (1.5 Tesla) MR-guided linear accelerator (MR-linac) system. The Elekta MR-linac is designed to capture high-quality images of tumors and surrounding tissue, allowing physicians to rapidly assess and respond by modifying the radiation treatment, a responsive intervention approach.

The Netherlands Cancer Institute is a member of the Elekta MR-linac Consortium, founded in 2012 by Elekta and technology partner Royal Philips. The consortium partners are committed to demonstrating that the use of the MR-linac will enable them to elevate the standard of care for the most prominent cancers that account for more than half of cancer mortality worldwide as well as less prevalent cancers that are currently not well controlled.

Elekta’s MR-linac integrates a state-of-the-art radiotherapy system and a high-field MRI scanner with sophisticated software that allows a physician to clearly see the patient’s anatomy in real time. The MR-linac is designed to improve targeting of tumor tissue while reducing exposure of normal tissue to radiation beams. It will allow physicians to precisely locate a tumor, as well as lock onto it during delivery, even when tumor tissue is moving during treatment or changes shape, location or size between treatment sessions.

“MR-linac is an obvious evolution in radiation therapy that has the potential to significantly improve the way we treat cancer,” says Professor Uulke van der Heide, PhD, medical physicist and group leader, Department of Radiation Oncology, The Netherlands Cancer Institute. “The ability to actually see that we are delivering the correct radiation dose to the intended target has the potential to reduce side effects and improve quality of life, allow for escalated dose delivery and ultimately increase our ability to control tumors.

The NKI is the third site to install the MR-linac system, which is already under functional evaluation at University Medical Center Utrecht, the Netherlands and The University of Texas MD Anderson Cancer Center, Houston, Texas, USA. By year end 2016, all seven leading cancer centers participating in the consortium will have installed the Elekta MR-linac.

Consortium members are currently engaged in various stages of evaluation of the technology and are collaborating to establish new clinical protocols and develop methods for data collection and analysis.

Elekta’s MR-linac is a work in progress and not available for sale or distribution. •

AllParts Image+

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AllParts Medical is a Philips company.

MEDICALDEALER 31

WWW.MEDICALDEALER.COM AllParts Print Ad-Round2_3.25x9.75.indd 1

12/2/14 2:32 PM

INDUSTRY UPDATE_All New MedicalDealer.com

By John Wallace - Editor

MEDICALDEALER.COM FEATURES MARKETPLACE

T

he new MedicalDealer. com website delivers the industry’s best online medical equipment marketplace for vendors and buyers.

Designed specifically for the health care industry, the website delivers a one-stop shop to list equipment, buy medical devices and find/post vendor reviews.

“Medical Dealer provides more than 16,000 medical equipment purchasers with comprehensive information about new and preowned medical equipment, parts and service, including in-depth coverage of timely issues, industry and regulatory updates, new product news and profiles of people in the industry,” according to the website. “Readers include radiology administrators, department managers, purchasing officers, materials managers, clinical engineers, C-level executives, OR supervisors and others involved in equipment purchasing at hospitals and medical facilities.”

Market demand sparked the decision to launch the new MedicalDealer.com. Parent company MD Publishing stays 32 MEDICALDEALER | JUNE 2016

abreast of the health care industry via three trade publications including Medical Dealer magazine, TechNation magazine and OR Today magazine. The magazines’ websites, online communities and MD Publishing’s signature conferences combine to provide in-depth knowledge regarding industry trends.

“For over 20 years, MD Publishing has set the standard for medical equipment industry news,” President and Founder John Krieg says. “Today, a broad demographic of national readers recognize MD Publishing's industry-leading magazines and events as critical tools for their success. That's because our brands break the news and set the trends.

Whether in print or digital media, conferences, or contract design and web services – you'll hear about it first at MD Publishing.”

“With three award-winning magazines serving niche audiences, an annual medical equipment buyers guide, and our everexpanding conferences – the MD Expo, the Imaging Conference & Expo (ICE), and OR Today Live! Surgical Conference – MD Publishing continues to innovate.

We are changing the way medical

equipment professionals get information and do business – for the better of the industry,” he adds.

The new MedicalDealer.com website offers a free trial period for vendors to list medical equipment.

This service is combined with trusted customer reviews of the vendors to empower those seeking to purchase medical equipment with confidence that they will receive quality at every turn.

The site is already a destination for vendors and buyers.

Med-E-Quip Locators Inc. President/CEO Bob Caples has equipment listed on the new website and has high expectations based on the company’s previous experiences with MD Publishing.

“There are a lot of people out there who have sites, but they are not as well known as Medical Dealer,” Caples said. “Medical Dealer magazine has been out there for 20 years. It will take a little while to get the word out, but I think it will be successful.”

Many vendors have already received positive reviews on MedicalDealer.com.

Industry experience and dedicated support from a proven industry leader will power the website to success.

MEDICAL EQUIPMENT, PARTS & SERVICE

_All New MedicalDealer.com

Not on our watch!

“There aren’t many viable options for third-party vendors and hospitals to buy and sell

AUE enjoys one of the lowest DOA rates in the industry!!

equipment that are affordable. This is an opportunity to provide a needed

1.5 % for the last 12 months!

service.”

When looking for quality systems, parts, service, and repairs, at better than OEM pricing, look no further than…

“After 20 years of building loyal and dedicated readers, we felt the time was right,” Krieg says about launching the new website. “There aren’t many viable options for third-party vendors and hospitals to buy and sell equipment that are affordable.”

“This is an opportunity to provide a needed service,” Krieg adds.

WWW.MEDICALDEALER.COM

MedicalDealer.com is a commission-free service where vendors pay to list for as little as $5 or $10 per item for a month.

“We know we are the not the first to do this, but our technology and experience will lead us to be the best,” Krieg says.

The #1 source for all your Ultrasound needs!

www.auetulsa.com Tel. 1-866-620-2831 MEDICALDEALER 33

INDUSTRY UPDATE_Block Imaging

By John Maher

WHAT NEW CMS CUTS MEAN FOR X-RAY FILM PROCESSING

W

ell, we all knew this time was coming, some of us just weren’t sure how quickly. Film-based X-ray has been in decline for years, but now it’s looking more like an aging boxer struggling on the ropes in the 12th round. The 2016 Consolidated Appropriations Act (div. O, title V, sec. 502), which became law on 12/18/15, landed a significant body blow to film processing for X-ray. With a 20 percent decrease in reimbursement from CMS for film X-ray in 2017, many providers need to determine in the next six months or so if the transition to a digital detector is feasible for their practice. The other option is to get out of the X-ray business altogether.

In the imaging field, the decision to purchase capital equipment has a lot to do with patient volume.

We’ll take a deeper look at some examples below to help illustrate what the time to ROI for upgraded 34 MEDICALDEALER | JUNE 2016

If you chose to get out of X-ray, there is a trade-off: although reimbursement revenue (or 80 percent of it, as of 1/1/17) would disappear, so would the monthly expense of film and chemicals and maintenance for your processor equipment.

There may also be value in your X-ray room itself. This equipment can be sold and revitalized with a digital upgrade.

John Maher

equipment looks like at several volume levels.

Low-Volume Clinics Clinics with low volume (50 exams or fewer/month) could take up to three years to begin seeing ROI on a digital detector upgrade for their system. If you operate at that volume, and waiting that long seems daunting, you may want to consider discontinuing X-ray services and refer your imaging.

Moderate-Volume Clinics Clinics that see a medium number of patients (50-100 exams/month) could easily transition to digital images with a small capital investment in a refurbished CR system.

This is a temporary fix, however, as the Consolidated Appropriations Act will begin to cut CR reimbursements as well beginning in 2018.

Upgrading an existing analog X-ray room with a digital detector, while more expensive than CR, is a more long-term solution that is not subject to any reimbursement cuts. At the medium volume level, a clinic could expect to begin seeing ROI from a digital detector upgrade somewhere between 18 and 24 months.

MEDICAL EQUIPMENT, PARTS & SERVICE

High-Volume Clinics If your clinic’s volume is 100-150 exams/month, it’s reasonable to forecast the beginning of ROI for a digital detector at 12-18 months. If a clinic operating at this volume has not made the move to DR flat panel detectors, now is the time.

Not only will you be able to avoid reimbursement cuts, you’ll also be able to take advantage of the other benefits of digital X-ray, like increased efficiency and image quality.

The Takeaway Depending on your level of X-ray patient volume, the passage of these new reimbursement cuts is likely to be the punch that finally knocks X-ray film processing out for good.

Now, before reimbursement cuts take effect, is the time to begin making your plans for the future of X-ray service at your practice.

Upgrading your analog system with a digital detector is, ultimately, one of the more cost-effective ways to do so.

JOHN MAHER is the Product Specialist, X-ray for Block Imaging International.

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MEDICALDEALER 35

YOU CAN JOIN IAMERS TODAY! IAMERS - INTERNATIONAL ASSOCIATION OF MEDICAL EQUIPMENT REMARKETERS & SERVICERS

A SYMBOL OF ADVOCACY, ETHICS, & NETWORKING Become an IAMERS member and ensure your customers feel confident doing business with you. IAMERS’ members each have made a commitment to provide a quality product to their customers while pledging to conduct business in an honorable and ethical manner. Today IAMERS is comprised of more than 130 organizations worldwide conducting business.

TO BECOME AN IAMERS MEMBER, APPLY AT WWW.IAMERS.ORG 36 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT SHOWROOM_Point-Of-Care Imaging_Market Analysis

Staff Reports

POINT-OF-CARE IMAGING MARKET GROWING

T

echnology continually takes health care to new heights and that is certainly the case with diagnostic imaging.

The ability to see inside the human body has come a very long way since the first X-ray was taken. Numerous modalities help doctors fix broken bones, ensure a safe pregnancy, fight cancer and more.

The discovery of new ways to see inside the body is impressive, but advances in the equipment are just as stunning with smaller devices, faster exams times and more cost-effective solutions.

Point-of-care imaging is a combination of advances that is having a positive impact on patient care, quality outcomes and patient satisfaction.

A column written by Kamran Zamanian, Ph.D., CEO, and Lucas Parker, senior research analyst, iData Research Inc., examine the growth of point-of-care imaging and the impact it is having on a growing market.

“Point-of-care (POC) applications represented the fastest growing segment of the ultrasound equipment market in 2014, and will continue to outstrip other segments over the next decade,” the duo write in Med Device online.

“The POC ultrasound equipment market comprises a large number of subsegments corresponding to different medical service delivery sites. Examples include emergency department, critical care, anesthesiology and musculoskeletal applications,” they add. “These areas WWW.MEDICALDEALER.COM

of medical service delivery have not traditionally relied on ultrasound for their diagnostic evaluations. However, due to technological improvements and reductions in the cost of ultrasound equipment, these areas are rapidly adopting ultrasound as a tool for diagnostic and guidance procedures.”

The authors expect growth in this market as technology continues to advance.

“The U.S. market for POC ultrasound systems was not saturated in 2014.

There are many health care facilities that do not own POC ultrasound systems, and those that do are likely to purchase additional units in the future.

Additional units are especially useful in hospital emergency rooms where multiple patients require treatment simultaneously,” they wrote.

The research firm Markets and Markets predicts healthy growth in the overall ultrasound market through 2020 and includes POC imaging as a factor powering the growth.

“The global ultrasound market is expected to reach $6.86 billion by 2020 from $5.25 billion in 2015, at a CAGR (compound annual growth rate) of 5.5 percent from 2015 to 2020, according to MarketsandMarkets.

Frost & Sullivan also sees POC imaging as a market booster. Analysis from Frost & Sullivan, “Assessing Ultrasound’s Market Potential within Emerging Clinical Points of Care” (http://www.frost.com/ mb31), finds that the market earned $3.66 billion in 2014, with emerging clinical segments accounting for 21.8

percent of total revenues.

“Greater awareness of the harmful effects of radiation exposure in other imaging modalities, and the ability to provide additional care at the patient site, are driving the market for point-of care ultrasonography,” said Frost & Sullivan Healthcare Research Analyst Srikanth Kompalli. “This trend is causing emerging clinical segments to outstrip the established ones such as radiology, cardiology and obstetrics and gynaecology (OB/GYN) in North America, Latin America and Western Europe.”

To interest end users across a wide range of applications, ultrasound manufacturers are producing more mobile systems with real-time imaging, volume imaging, and 3D and 4D transducers. These functionalities will address the diagnostic and image guidance needs of interventional procedures. Going forward, ultrasound is expected to find substantial adoption in dermatology, breast imaging and therapeutic applications.

“With improving functionality, performance and affordability, advanced, portable systems will stoke the adoption of ultrasound systems in emerging clinical points of care,” concluded Kompalli. “In fact, the uptake of portable and ultra-portable ultrasound systems is expected to exceed that of cartbased ultrasound systems by 2019, as demand grows in clinical segments such as emergency care, anaesthesia and pain management, musculoskeletal applications, primary care, OB/GYN and general imaging radiology.”

MEDICALDEALER 37

PRODUCT FOCUS_Point-Of-Care Imaging _Product Showroom

Staff Reports

JUNE PRODUCTS: This month, Medical Dealer explores Point-OfCare Imaging

CARESTREAM DRX-Revolution Mobile X-ray System

C

arestream’s award-winning DRX-Revolution Mobile X-ray System delivers high-resolution images that can help physicians quickly and accurately assess and treat acute care and inpatients. Images are available in five seconds for viewing and can be wirelessly transmitted to RIS and PACS systems. This compact, maneuverable system has a dual-motor drive that makes it easy to move while a fully automatic collapsible column provides excellent visibility. Advanced imaging software provides a companion image (created from the original image) that delivers optimized visualization of tubes and lines as well as pneumothorax.

Carestream’s new detectors offer high DQE for lower dose and improved image quality, extended battery life and protection against water that meets IEC Level 7 standard. •

38 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Point-Of-Care Imaging _Product Showroom

CLARIUS MOBILE HEALTH Point-and-Shoot Ultrasound

C

larius Mobile Health showcased the world’s first handheld ultrasound scanner with a mobile application for iOS and Android smart devices at the American Institute of Ultrasound in Medicine Conference in New York last March.

The Clarius ultrasound scanner is wireless and works with a mobile app that is compatible with most iOS and Android smart devices. With automated adjustments and an intuitive interface, the personal ultrasound device is designed to be carried around for quick exams and to guide procedures such as nerve blocks and targeted injections. Compact ultrasound systems for use at the bedside have become the norm in most hospitals and many private clinics. But with costs ranging from $25,000 to $70,000 for a high-quality system, price has been a barrier for more widespread adoption. Pending regulatory clearance from the FDA, CE and Health Canada, Clarius Mobile Health will offer several mobile scanners for the price of a single traditional compact system. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 39

PRODUCT FOCUS_Point-Of-Care Imaging _Product Showroom

Staff Reports

FUJIFILM SONOSITE IVIZ

I

Viz is a powerful new solution for the evolving needs of point-of-care users. With iViz, clinicians can access learning resources and patient information, store exam findings, submit reports, and consult with remote providers for near real-time assessment making it especially suited for field use and for the growing area of telemedicine. iViz is a milestone in advancing Fujifilm’s integration of ultrasound with medical IT. As a next generation architecture and platform, iViz is the first medical visualization solution that is enabled for bi-directional EMR connectivity through the Synapse VNA. The system is designed to be highly accessible and lightweight. It features a high-resolution, seven-inch display touchscreen, a wide dynamic range, and vibrant color flow images, as well as imaging modes and exams to meet the clinical needs of different medical providers. •

40 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Point-Of-Care Imaging _Product Showroom

KONICA MINOLTA SONIMAGE HS1 Version 2.0 Wireless Ultrasound System

K

onica Minolta introduces Version 2.0 of SONIMAGE HS1. Version 2.0 combines new enhancements to image quality, ease-of-use and wireless connectivity to provide a more streamlined approach for radiologists treating at the point-of-care. The SONIMAGE HS1 Version 2.0 includes better differentiation, allowing clinicians to view subtle variations in the far field of the image to provide more accurate care for the patient. Additionally, due to an increase of sensitivity to color flow in the next generation of the SONIMAGE HS1, physicians will now have the ability to more clearly see the blood flow within a specific area of the body. An added benefit includes better sensitivity to simple needle visualizations. The SONIMAGE HS1 also gives physicians a wireless hand carry ultrasound that will help in workflow efficiency during diagnosis and treatment when hard wire connection is not possible. •

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MEDICALDEALER 41

PRODUCT FOCUS_Point Of Care Imaging _Product Showroom

Staff Reports

MINDRAY TE7 Touch Enabled Ultrasound System

M

indray ‘s TE7 Touch Enabled Ultrasound System offers fast focused assessment with its superior image quality, responsive operation and simplified workflow. The TE7 supports rapid and confident evaluation in multiple point-of-care (POC) settings. The intuitive tablet-like operation, superior image quality with one-touch image optimization, and exam presets improve diagnostic confidence and efficiency. Simply tap to open or close functions, drag to adjust parameters or move objects, pinch to zoom in or out, slide for selections, and even swipe to expand the image – all with the touch of a finger. •

42 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Point Of Care Imaging _Preferred Vendors

Staff Reports

PREFERRED VENDORS

POINT-OF-CARE IMAGING AllParts Medical, LLC 400 Brick Church Park Drive Nashville, TN 37207 SEE OUR AD ON Toll-Free: 866-507-4793 PAGE 31 Fax: 615-690-5055 Email: apmsales@philips.com Website: www.allpartsmedical.com 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.

Bayer HealthCare Multi Vendor Service SEE OUR 625 Alpha Drive AD ON PAGE 23 Pittsburgh, PA 15238 Toll-Free: 1-844-MVS-5100 Email: mvscustomercare@bayer.com Website: www.mvs.bayer.com Bayer HealthCare Multi Vendor Service is your trusted provider for MRI coil, ultrasound transducer, CR reader and dry film printer repair.

With exceptional repair capabilities, quality solutions and dedicated customer care, we provide excellent value in third-party service.

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MEDICAL EQUIPMENT SALES AND SERVICE

Because Quality Matters.

Conquest Imaging Corporate Technology and Logistics Center 1815 Industrial Drive SEE OUR AD ON Stockton, CA 95206 PAGE 13 Toll-Free: 866-900-9404 Fax: 209-942-2572 Email: mtomory@conquestimaging.com Website: www.conquestimaging.com Conquest Imaging delivers the highest quality ultrasound parts, probes, service, training and technical support in the industry.

Powered by our exclusive Quality 360° reconditioning and testing processes and ISO 9001:2008 certification, you can count on cost effective ultrasound material support that outlast the others including the OEM. Conquest Imaging. Because Quality matters.

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

SEE OUR AD ON PAGE 19

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

Government Liquidation 15051 N Kierland Blvd #300 SEE OUR AD ON Scottsdale, AZ 85254 PAGE 7 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com

Rieter Medical Services 735 Landers Rd. SEE OUR Spartanburg, SC 29303 AD ON PAGE 63 Phone: 800-800-5402 Fax: 864-699-5359 Email: federico.beltran@rieter.com Website: www.rietermedical.com

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

Search our inventory as new items are added daily.

Rieter Medical Services, an ISO9001:2008 certified organization, provides support services for most medical equipment. Our electronic repairs consist of component-level repair, including difficult surface mount components and multi-layer boards.

Southeastern Biomedical, Inc. P.O. Box 654 Granite Falls, NC 28630 SEE OUR AD ON Phone: 888-310-7322 PAGE 46 Fax: 828-396-6030 Email: info@sebiomedical.com Website: www.sebiomedical.com Southeastern Biomedical is an independent sales and service organization. In addition to new and refurbished product sales, a variety of PM, parts and repair services are also available. Our strengths include depot repair, technical support and parts for all GE Marquette, Critikon and Corometrics product lines.

SOLUTIONS

Tri-Imaging Solutions SEE OUR 10 Fant Industrial Dr. AD ON PAGE 26 Madison, TN 37115 Toll-free: 855-401-4888 Email: sales@triimaging.com Website: www.triimaging.com Tri-Imaging Solutions is a replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts – 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.

MEDICALDEALER 43

800-323-4282

www.alcosales.com

Bed & Stretcher Parts - Wheelchair Parts - Casters NEW - RECONDITIONED - REPAIR

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44 MEDICALDEALER | JUNE 2016

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MEDICAL EQUIPMENT, PARTS & SERVICE

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Interested in Becoming a Dealer? Visit www.BionetUS.com and Complete “Become a Dealer” Application.

Bionet America, Inc. 2691 Dow Ave., Ste. B, Tustin, CA 92780 – 877-924-6638

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HEIGHT 4.5”

7” Color Touch Screen Resting ECG and HRV Tests FVC, SVC, MVV Pulmonary Test Fast and Easy with Disposable Mouthpieces • Supports USB Flash Drive or LAN

YOUR SOURCE FOR GE EQUIPMENT SALES AND SERVICE WE SPECIALIZE IN • Maintenance & Repair • GE Parts • Consulting • Asset Management • Technology Management • On-Site Test Equipment Calibration

Providing healthcare facilities a viable option to acquire and maintain medical equipment in a cost effective manner while maintaining superior quality.

888.310.7322 | www.sebiomedical.com

PRODUCT SHOWROOM_Sterilization_Market Analysis

Staff Reports

STERILIZATION EQUIPMENT MARKET TO SURPASS $6 BILLION

S

terilization equipment is vital when it comes to health care.

The prevention of infections and other complications can be directly related to the use of proper sterilization equipment and supplies.

The shift in the U.S. health care industry caused by the Affordable Care Act and other legislation makes the safety of patients even more important as extended patient stays, readmitted patients, healthcare-acquired infections and other negative outcomes can decrease reimbursements and otherwise punish health care providers.

The sterilization market is expected to hit new highs by the close of the decade.

“The global sterilization market is expected to reach $6,142.7 million by 2020 from $4,258.4 million in 2015, at a CAGR (compound annual growth rate) of 7.6 percent,” according to the research firm MarketsandMarkets.

“On the basis of type, sterilization equipment market is segmented into heat sterilization/high-temperature sterilization, low-temperature sterilization, ionizing radiation sterilization, and filtration sterilization. The heat sterilization/high-temperature sterilization segment is expected to account for the largest share of the global sterilization equipment market in 2015,” according to the report. “Governments in various countries are taking regulatory actions to fortify hospitals with essential sterilization standards and prevent infections, which is a major driving factor for this market.”

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“The sterilization equipment market, by product and service, is segmented into equipment, consumables and accessories, and contract sterilization services. The consumables and accessories segment is poised to be the fastest-growing segment during the forecast period,” the report adds. “The contract sterilization services market, by site of sterilization, is segmented into offsite sterilization and onsite sterilization. The offsite segment is expected to be the largest segment of the contract sterilization services market in 2015.”

North America is a major player in this market. Asia is a fast-growing segment of the global market.

“Geographically, the sterilization equipment market was dominated by North America, followed by Europe, Asia, and the Rest of the World (RoW).

In 2015, North America accounted for the largest share of the market, while Asia witnessed the highest growth rate,” according to MarketsandMarkets.

A report from Global Industry Analysts Inc., a worldwide business strategy and market intelligence source, predicts the sterilization equipment and supplies market will eclipse $7 million by 2022.

‘The global market for sterilization equipment and supplies is projected to reach $7.7 billion by 2022, driven by aging population and its susceptibility

“Geographically, the sterilization equipment market was dominated by North America, followed by Europe, Asia, and the Rest of the World (RoW).”

to infections, alarming rise in hospital-acquired infections (HAIs), and growing awareness over the importance of infection control,” according to Global Industry Analysts Inc. “Other factors such as increasing public and professional awareness, need for reducing hospital stays and health care costs, shifting of patient care from acute care to alternate sites, growth of less invasive surgical and diagnostic procedures and the rising number of transmittable and antibiotic-resistant infectious diseases, are leading to increased demand for safe and efficient sterilization equipment.”

Major players in the sterilization equipment market include STERIS Corp., Getinge Group, Advanced Sterilization Products, 3M Company, Belimed AG and Sterigenics International Inc. MEDICALDEALER 47

PRODUCT FOCUS_Sterilization_Product Showroom

Staff Reports

JUNE PRODUCTS: This month, Medical Dealer explores Sterilization

3M Steri-Vac Sterilizer/Aerator GS series

T

he 3M Steri-Vac Sterilizer/Aerator GS series uses 100 percent ethylene oxide (EO) in single-dose cartridges to safely, effectively, and economically sterilize heat- and moisture-sensitive equipment. Within the sterilization chamber, ethylene oxide is converted to a highly penetrating gas to effectively penetrate complex medical devices, including the long, narrow lumens of flexible endoscopes. 3M Steri-Gas Cartridges are engineered for operator safety, punctured only when the chamber door is sealed and the proper vacuum has been drawn to ensure that gas remains safely inside the chamber. Featuring three-zone temperature control and a state-of-the-art, dynamic humidification process, Steri-Vac Sterilizer/Aerators can help meet the challenges of modern sterile processing departments. •

48 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Sterilization_Product Showroom

ADVANCED STERILIZATION PRODUCTS INFINIX-I

S

TERRAD Systems from Advanced Sterilization Products (ASP) are designed to meet the device sterilization needs of health care facilities today and in the future. ASP Digital Transfer Interface (DTI) is now available to seamlessly integrate STERRAD Systems and customer hospital IT networks.

DTI improves efficiency and productivity by providing automated and electronic record keeping. This new feature can enhance and simplify facility data management by automatically transferring system data to hospital servers. DTI may allow for an increased focus on delivering high-quality patient care. •

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MEDICALDEALER 49

PRODUCT FOCUS_Sterilization_Product Showroom

Staff Reports

CPAC ENVIRONMENTAL SOLUTIONS COX Rapid Heat Model 6000

T

he COX Rapid Heat Model 6000 provides FDA-cleared instrument sterilization of wrapped instruments in 12 minutes (6 minutes unwrapped) with no drying cycle. This HVHA (High-Velocity High Temperature) sterilization system does not require the use of any water, steam or toxic chemicals. Drying cycles are eliminated in HVHA systems and with the absence of water, steam and chemicals there is no corrosion, pitting or dulling of instruments. The COX Rapid Heat Sterilizer has been recently proven by an independent third-party to average 84 percent less energy per sterilization cycle than competitive steam sterilizers, and can sterilize in double-decker cassettes over 200 instruments per hour. The fast turnaround of the COX Rapid Heat Sterilizer eliminates the temptation of medical staff to bypass or shorten cycles that can jeopardize instrument sterility when instruments are still wet.

In addition to rapid dry heat sterilizers, the company offers a full complement of instrument sterilization pouches, instrument organizers, cassettes, holding racks, spore test kits, incubators and indicator strips. •

50 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Sterilization_Product Showroom

STERIS AMSCO V-PRO® 60 LOW TEMPERATURE STERILIZATION SYSTEMS

T

he AMSCO V-Pro® 60 Low Temperature Sterilization System offers you the flexibility and efficiency you won’t find anywhere else … helping you meet the demands of today’s high performing ORs. Increase your productivity by using the right cycle for the right instrument: • 28-minute non lumen cycle • 38-minute flexible cycle • 60-minute lumen cycle

The right cycle combined with a chamber that features twice the usable volume of the competitor’s sterilizer makes V-Pro 60 the obvious choice. After your purchase you’ll enjoy 30 percent more savings1 resulting from 40 percent less consumable cost and 24% less service cost2. • 1. Savings based on Federal Supply Schedule Price List and current as of 8/6/12. 2. Over 7 year lifetime when compared to STERRAD NX.

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MEDICALDEALER 51

PRODUCT FOCUS_Sterilization_Product Showroom

Staff Reports

TUTTNAUER EZPlus and EZ series of fully automatic autoclaves

T

he new EZPlus Series offers all of the benefits of the EZ Series: closed door drying, exceptionally deep chamber, a comprehensive two-year parts and labor warranty, and ease of use. The EZPlus Series expands on these features and offers a newly designed EZGlide door, an innovative EZView multi-color display, front and top water filling, a USB port and a network port. Tuttnauer continues to offer a large selection of autoclaves with the choice of a 9-inch (EZ9PLUS and EZ9), 10-inch (EZ10 and EZ10K) or 11-inch (EZ11Plus) diameter chamber, closed door drying, and a two-year parts and labor warranty. • 52 MEDICALDEALER | JUNE 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Sterilization_Preferred Vendors

Staff Reports

PREFERRED VENDORS

STERILIZATION PROOF APPROVED CLIENT SIGN–OFF:

CHANGES NEEDED

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.

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made you look HEIGHT 4.5”

i-spy-the-c.i.™ Indicator Holders

www.ghscorp.net (800)548-1004

Life would be easier if SPD used these!

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MEDICALDEALER 53

Imaging is Everything We Do!™

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MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 55

GAUGIN

AFTERMARK AFTERMA AFTERMAR RK

By Matt Skoufalos

56 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

NG

THE

KET

Niche competitors continue to thrive by keeping older equipment in service with pre-owned sales, parts, and as service providers.

T

he medical device aftermarket in many ways closely follows the market of original equipment

manufacturers, with the pathways for out-of-box equipment often dictating the course of pre-owned purchases.

Even as manufacturers like GE Healthcare, Siemens, Philips, Toshiba, and Hitachi work to recoup investments on their new technologies in a secondary market, niche competitors continue to thrive by keeping older equipment in service with pre-owned sales, parts, and as service providers.

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MEDICALDEALER 57

GAUGING

THE

AFTERMA KET

With diagnostic imaging taking on added and novel dimensions in health care as well as migrating from hospitals to ambulatory clinics and urgent care centers – not all of which will have the budgets or resources for capital purchases of brand-new equipment – buyers are turning increasingly to the aftermarket. Purchases are driven by increasingly complex variables like reimbursement potential, total cost of ownership, and ability to drive better health outcomes. And according to market projections, demand isn’t going away any time soon.

Globally, ultrasound is the most frequently used diagnostic imaging procedure, with more than 900 million exams annually; X-ray, computed tomography (CT), magnetic resonance imaging (MRI), and nuclear imaging are close behind. Specialized uses in the treatment of cardiovascular disease, oncology, neurology, gastrointestinal illness, orthopedics, gynecology, and obstetrics have driven these procedure counts, even as reimbursement rates are declining.

Within the next six years, the global market for new diagnostic imaging equipment is expected to reach $38.3 billion, according to a report from industry analysts at Markets and Markets. The report also identifies the medical device aftermarket as a constraint on OEM growth in a purchasing environment further complicated by “[the] high cost of diagnostic imaging systems, growing preference of hospitals towards refurbished devices due to budget constraints, and reimbursement cuts.”

Matt Tomory, Executive Vice President of Sales for Conquest Imaging, describes the market for ultrasound technology as having somewhat plateaued.

Ultrasound is a mature technology, but one for which adaptive uses are increasing as the months and years drag on. It’s inexpensive as compared with CT, MR, 58 MEDICALDEALER | JUNE 2016

or radiography; it’s non-invasive, and doesn’t rely on ionizing radiation.

“I met with a really large IDN recently, and they told me that they are refocusing on ultrasound because of all the advantages that ultrasound provides,” Tomory said. “Ultrasound was somewhat ignored over the years, but they’re refocusing on it because of all the different capabilities. It’s used in echocardiography, vascular, labor and delivery; where it’s really expanding is breast ultrasound. Women would much rather have the ultrasound than the mammography. There’s no compres-

“Ultrasound was somewhat ignored over the years, but they’re refocusing on it because of all the different capabilities. It’s used in echocardiography, vascular, labor and delivery; where it’s really expanding is breast ultrasound.”

-Matt Tomory sion; no potential long-term effect from the exposure to ionizing radiation.”

Price is another variable working in the favor of ultrasound technology, Tomory said. The ballpark figure for a cutting-edge, reconditioned ultrasound system only a year or two out of its manufacturing cycle is somewhere around $100,000; a year-old CT scan-

ner or MRI can cost anywhere from 10 to 20 times as much. The challenge for an aftermarket vendor is maintaining its knowledge base of contemporary ultrasound systems to stay ahead of the influx of new models that reach the aftermarket, to say nothing of the new manufacturers whose systems are penetrating U.S. health care facilities from Asian markets.

“Our challenge, and what we’ve excelled at, is research and development,” Tomory said. “We ensure that we are able to support these new technologies from various manufacturers.

The machines that I worked on had upwards of 80 circuit boards, seven different power supplies, and miles and miles of cables; nowadays, some more compact ultrasounds are in a laptop form. [Devices are] getting smaller, more compact, and the technology is getting a little more sophisticated.”

The probe market also has expanded as much as the ultrasound device market has, Tomory said; sophisticated matrix array probes are more difficult to repair than traditional transducers, and evolving lens technology has become more complicated. As a result, aftermarket vendors must change their approaches to the repair and support of the equipment. Sometimes that requires a hardware approach, and sometimes it can be achieved with software, Tomory said. At a minimum, it’s changed his company’s approach to staffing.

“Many years ago, we just had hardware people, and their job was just to dive into the hardware and determine how it works and how to repair it,” Tomory said. “Now we have to understand the software as much. As these machines get smaller and smaller and more software-driven, I anticipate there will be a time where the scan converter portion of an ultrasound machine could someday be up in the cloud, where a probe just gathers raw data and sends it off to a remote location.”

MEDICAL EQUIPMENT, PARTS & SERVICE

Tomory also observes a close correlation among the most popular OEM units and the most popular aftermarket devices. When he sees the market shifting its buying preferences towards or away from a particular manufacturer, make, or model, “we place emphasis,” he said.

“Our job is to support those machines as they come off of warranty,” Tomory said. “When a machine is made, if we believe it will gain some significant market share, we have a year to a year-and-a-half to get up to speed to support those units. That’s always our challenge. We place an emphasis on units, and then we start doing our due diligence, understanding that product, how it works, and how to do repairs, but then the clock starts ticking.”

Cheryl McCarron, Carestream Regional Business Manager for X-ray Solutions for U.S. and Canada, sees that the market for computed radiography, which was robust for years, is in a state of flux amid evolving technology and an overall migration to digital X-ray.

“Lots of vendors have a large footprint of legacy products out there,” McCarron said; “as technology has changed, we have had programs to address how to move a customer from one product to another within CR.” Carestream has worked to recapture the business of price-conscious shoppers who fall within the “value tier” of customer, which McCarron describes as “smaller locations who need to make the leap to digital radiography (DR).”

The company offers a loyalty program that provides trade-in value for CR equipment, which can be credited toward the purchase of a new DR system.

“It brings the original technology back to Carestream, and provides the customer with a discount plus the trade-in,” she said. “Bringing the CR back was important to us. That helps move people to keeping their WWW.MEDICALDEALER.COM

Within the next six years, the global market for new diagnostic imaging equipment is expected to reach

$38.3 billion According to a report from industry analysts at Markets and Markets

product refreshed or move them to a different technology.”

Another factor influencing the aftermarket is the Consolidated Appropriations Act of 2016, which suspended the excise tax for sales of taxable medical devices until December 31, 2017, delayed the effective date of the health insurance “Cadillac Tax” until after 2019, and absolved health insurance providers from annual fees for the 2017 calendar year (but not 2016).

“As people budget and think about that, this appropriations act has moved them to either hold off right where they are making decisions about that technology, or motivated them to consider redefining what their X-ray department might look like,” McCarron said. “There’s still a big piece of what manufacturers and vendors have to do in understanding how this affects their facility. Whether it’s a huge IDN in a group of large hospitals or they’re talking to a large collection of service centers, it can get confusing, as most legislation does.”

Many original equipment manufacturers operate their own refurbishment programs, and some of their channel dealers “have very defined service plans and service organizations of their own,” McCarron said, allowing them to refurbish and reinstall any of their new-in-box equipment according to “its age and upgrade path.”

“Now we’re seeing that refurbished, DR-based equipment is making its way

into the marketplace,” she said. “You can affordably get into digital with a reconditioned CR. Some folks are making the leap still from film to a digital solution. It depends on the type of customer, but they all have to take a look at this and where are they going to take that leap. Our CRs have evolved over the years, and of course, we’re still selling CR; the aftermarket worldwide is even more so.”

At AllParts Medical, Director of Operations Mike Hughes foresees solid growth not only for the CT and X-ray equipment in which his company trades; despite that, he said, “as we’re moving along, we’re finding we have to branch out beyond our normal bread-and-butter to find additional business.”

“Being a Philips-owned company we have that and we have other ISO organizations that we sell to,” Hughes said. “[But] it’s a competitive environment in that you don’t need much capital to start in this business. Starting in this business the right way is a different story; anybody can consign some equipment and garner the cash to get a little bit bigger.”

Purchases of CT equipment are connected to advances in imaging processes and algorithms as well as to low-dose protocols and technology. Hughes believes those mechanisms can drive greater competitive advantages for CT versus MR, but anticipating the trends by which modality leaps forward can be as tricky a business as anticipating regulatory actions.

MEDICALDEALER 59

GAUGING

THE

AFTERMA KET

“I’ve heard sources say that MR could really become commoditized,” Hughes said. “We’ve seen some prototypes of an ultrasound being plugged into an iPad. What happens from an FDA perspective can also change. Does it become more cost-prohibitive to get into this business because you have to be certified with the FDA? Some of the larger guys will survive that, and some of the smaller guys won’t.”

Hughes said his company and other parts suppliers will continue to bank on CT and X-ray technology, as the Affordable Care Act demands that health care providers continue to face outcome-based reimbursements.

“If you don’t have the income to buy a new car, you’re going to keep it on the road as long as possible,” he said. “With the recent XR-29 regulations that came

out, dosages are a concern, and you’ve got to balance that with what’s going on in the MR space. There’s no fear of over-exposure with an MR because you’ve got no radiation, but I’ve seen a lot of X-ray rooms that have been around for a long time, and I think they’ll continue to be for a long time.

I don’t see the demand going away.”

As the aftermarket continues to diversify by manufacturer and product, companies like AllParts work to distinguish themselves in an increasingly competitive landscape, Hughes said. The best way to do that, he said, is to drive customer loyalty through greater availability and higher quality of inventory; however, certain drivers of business remain constant.

“The joke is that it’s all about quality until price comes into play,” Hughes said.

“We want to give that full value proposi-

tion to the customer. We want to have the right parts at the right time, right quality, right price.”

As customers look for more ways to verify that they are dealing with trusted vendors, Medical Dealer is working to help make important connections in the medical equipment marketplace. Its newly redesigned website, MedicalDealer.com, connects the national readership of the magazine with a state-of-the-art, commission-free e-commerce site for equipment sales, purchases and vendor reviews.

“This is an opportunity to provide a needed service,” said Medical Dealer Publisher John Krieg. “There aren’t many viable options for third-party vendors and hospitals to buy and sell equipment that are affordable. We felt the time was right.”

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60 MEDICALDEALER | JUNE 2016

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MEDICALDEALER 63

CORPORATE PROFILE

PRECISE BIOMEDICAL INCORPORATED P

recise Biomedical Inc. is your single

source for anything in the contrast injector industry.

Precise Biomedical Inc. is a dedicated independent contrast injector company that prides itself on offering a quality alternative to the OEM for everything from preventative maintenance to complex repairs as well as a full line of pre-owned equipment and parts. Precise Biomedical Inc. also offers a full range of supporting consumables, accessories and training.

The company’s mission statement is spelled out on its website, but it isn’t hidden under an “About Us” or “FAQ” tab. Precise Biomedical shares its mission statement with visitors as soon as they land on the website’s homepage.

“It is our goal at Precise Biomedical Inc. to provide our customers with the highest level of service possible. We strive to build lasting customer relationships and generate 64 MEDICALDEALER | JUNE 2016

Jeffrey J. Mangione President/Owner and Founder of Precise Biomedical new relationships based upon quality work and dedication to maintaining equipment to the highest standards; resulting in exceptional patient care,” according to the website.

It is a mission that has served Precise Biomedical Inc. and its customers since the inception of the company by President/Owner and Founder Jeffrey J. Mangione more than 20 years ago.

“I started off in field service and ended up at Picker International as

a systems engineer. I then left Picker and went to work for ServiceMaster as a medical imaging manager over multiple sites and eventually became a manager of biomedical engineering at Parma Community Hospital (still working for ServiceMaster). During that time, I called in many service organizations to deal with problems on equipment that was my responsibility,” Mangione said.

It was this early work that led to the creation of Precise Biomedical Inc. in order to provide a more cost-effective approach for health care facilities.

“After seeing how these companies charged their customers with their travel and service minimums, I was inspired to start a company that got rid of all the ‘old school’ thinking as far as how travel and service minimums were billed,” he added. “In 1992, I left ServiceMaster and started a service company that was fair and reasonable and that is how Precise Biomedical Inc. came to be.”

“Precise Biomedical Inc. has maintained contrast injectors since its inception 24 years ago. We maintained the injectors as part of the X-ray equipment we had under contract and 13 years ago, we took MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

“Precise Biomedical Inc. service personnel have over 45 years combined experience maintaining injectors, as well as other high-tech medical equipment.”

PRECISE BIOMEDICAL FIELD ENGINEERS

our contrast injector program nationwide. It met with tremendous success,” Mangione said.

“Since then, Precise Biomedical Inc. has become a dedicated contrast injector sales, service and training company.”

The three-pronged approach of sales, service and training provides Precise Biomedical Inc. a unique advantage when it comes to meeting customers’ needs. It also has experienced technicians who use their expertise to exceed expectations.

“Precise Biomedical Inc. service personnel have over 45 years combined experience maintaining injectors, as well as other high-tech medical equipment,” Mangione said.

“Precise is the only ISO 9001:2008 third-party, certified contrast injector company and is currently working to become ISO 9001:2015 certified.”

WWW.MEDICALDEALER.COM

“Precise Biomedical Inc. is working toward becoming ISO 9001:2015 certified in the next year.

Being up-to-date on our ISO certification means that we have a solid quality system in place that ensures that our customers receive the best possible service, thoroughly tested parts and meticulously tested certified pre-owned machines,” he added. “We will continually work toward maintaining our ISO certification and will constantly improve our methods and processes to ensure the highest level of customer service.”

The cumulative range of knowledge of the Precision Biomedical Inc. staff is unmatched and cost-savings are a common benefit of its repair capabilities.

“Precise Biomedical Inc. is capable of working and repairing almost every make and model of contrast injector in the market,” Magione said. “Our years

of experience allow us to repair the machines at a level that might have resulted in a component swap done by the OEM. Because of this knowledge, we save our customers thousands of dollars; couple this with our free use of loaner equipment and 24/7 technical support and our customers see tremendous value.”

The company’s training is excellent with field service representatives working with students to provide the latest tips and expert insights.

“Our training programs offer two types of curriculum; preventative maintenance only or corrective maintenance, which includes the preventative maintenance. Precise Biomedical Inc. is the only company that is offering the corrective maintenance program, which allows our customers to maintain their own injectors, supported by our free loaner program,

24/7 technical support and our vast inventory of parts,” Mangione said. “Our students are taught utilizing our custom written manuals and are trained by actual service personnel who are out in the field maintaining and repairing the injectors.”

Helping people, whether students or customers, is just a part of what Precise Biomedical Inc. represents.

One example is how the company was able to save the day for a hospital.

“Precise had received a call from a local hospital that was under contract with the OEM at the time. They had inadvertently contaminated their new injector with contrast. The OEM stated that particular failure was not covered under their contract and it would require an injector head swap,” Mangione said. “The hospital contacted us at Precise and we went out the same day and exchanged the contaminated head with our loaner device. Within 24 hours of MEDICALDEALER 65

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

receipt of the call, Precise had decontaminated, repaired and thoroughly tested the unit and returned it to the customer fully functional. Because of this repair, that particular hospital opted out of their new contract with the OEM and has been doing business with Precise Biomedical Inc. ever since.”

The company’s approach is ringing true with customers.

“In the past two years, Precise Biomedical Inc. has experienced just under 60 percent growth as well as taking on the challenges of becoming ISO 9001:2008 certified,” Mangione said. “Precise was able to overcome the challenges, as well as regulate our growth without sacrificing the quality of our service and products. Precise has expanded our team to accommodate the growing business and we have made internal changes to our processes to ensure the continual quality of all aspects of our business.”

“The expansion of our vast inventory of parts is something we are extremely excited about. Every day we add different parts to our inventory, which allows us to offer more to our customers,” Mangione added. “Precise prides itself on the fact that we have various parts in stock for machines that have been obsolete for quite some time. Customers know they can call us and there is a good chance we have what they are looking for and at a very reasonable price. We also pride ourselves on the fact that we stock injectors for sale, unlike others who go searching for the machine when a request for purchase is made.”

Customer service is very important to Precise Biomedical Inc. and that is obvious in several ways, including how the company is preparing for the future.

“One of the most recent changes includes the creation and devel66 MEDICALDEALER | JUNE 2016

THE PRECISE BIOMEDICAL ADMINISTRATIVE STAFF

“Precise Biomedical Inc. is very proud of all of our employees who help deliver the quality service our customers have come to expect.”

– Jeffrey J. Mangione opment of our Customer Service Support Center,” Mangione said when asked about recent developments. “We created this with the expectation that a customer can call up any one of our customer service representatives and order a part, request maintenance or repair, get a quote, etc. With that vision in mind, we also made a big change to our phone system so that customers can dial direct or by department and reach who ever they need to speak with, immediately.”

Of course, when you consider Precise Biomedical Inc.’s approach to sharing its goal on its website’s homepage it isn’t a surprise that it is taking steps to not just maintain

great customer service and support, but improve it every step of the way.

Every member of Precise Biomedical Inc. strives to provide outstanding customer service from the man who founded the company 24 years ago to the newest hire.

“Precise Biomedical Inc. is very proud of all of our employees who help deliver the quality service our customers have come to expect. It is our people who are responsible for the tremendous growth and success that we have achieved,” Mangione said.

FIND ADDITIONAL INFORMATION about Precise Biomedical online at www.precisebiomedical.com MEDICAL EQUIPMENT, PARTS & SERVICE

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Maintaining contrast injectors since 1992 with over 48 years combined experience.

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330.296.9729 MEDICALDEALER 69

SLICE OF LIFE_The Other Side

By Jim Fedele

RPT MAYHEM I

t was only a year ago when the Biomed community was buzzing about relocatable power strips (RPT) and their permitted use in hospitals. Many industry leaders have covered the subject of RPTs extensively. I am not going to cover those details here. I want to tell you about an incident I learned about from a colleague that may prove how necessary managing RPTs is for the safety of your facility.

The issue was first noticed by the equipment distribution team. They reported that one of the stands used to configure a single IV pump into a three-channel pump was loose. The stand is very basic, its parts are a flat piece of metal, three short pole stubs (to hold the pump), a pole clamp, and a four-plug outlet strip. It is an ingenious setup that easily facilitates multiple pump treatments for patients without having to purchase a special triple pump. The nurse just needs to put the three single pumps on the pole stubs, plug them into the built in RPT and it is ready to infuse three different drugs or products for the patient.

When the issue was investigated it was found that one of the AC outlets had become loose and it was making it difficult to plug the pump into it. When the biomed looked close, he saw that the outlet was held in with screws that had managed over time to work loose.

Once it was identified what the issue was with the RPT on the stand, the biomed team became concerned that this could be a serious issue if 70 MEDICALDEALER | JUNE 2016

the screws fell completely out. The biomed team called the OEM that supplied the pumps and stands to make them aware of the issue and to request how the situation should be remediated. The OEM was not concerned with solving the problem. The biomed team talked with the salesperson and the service manager but no one was willing to admit it was a problem. They did not understand how loose screws could be a problem. In an effort to try to mitigate the problem, the biomed team notified nursing and equipment distribution to be sure to visually inspect the outlets before plugging anything into them. However, my colleague shared with me that because of the configuration of the outlets on the stand the nurses typically plug in the pumps blindly because the outlets face away from them. The biomed team decided that they would gather all the stands, remove the screw, add thread locker to it and refasten it to keep the screw from coming loose.

My colleague said because the RPTs are a fixed part of the triple mount they did not treat it like a RPT that is purchased specifically to address an outlet problem. She said the OEM did not have any inspection requirements other than a visual one before use. She also identified that since the pumps do not stay on the stands they would not necessarily make it to biomed for an inspection as well. As we talked out the situation, we came to the conclusion that they should manage it like all other RPTs in the hospital. They should be inventoried and inspected on a regular basis to ensure they are in good shape. This convinced me

that the units need to be on a diligent inspection program.

In my opinion, stands with this type of RPT are real electrical safety risks.

The combination of the metal case and use of screws to hold the outlets is a recipe for trouble. My colleague continues to address this with the OEM, but they are still are not willing to admit it is a problem. My college has submitted a voluntary FDA report that hopefully gets some attention. I think this issue does illustrate why RPTs can be a real risk in a facility if not managed appropriately.

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/ or comments by email at info@mdpublishing.com.

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MEDICALDEALER 71

SLICE OF LIFE_Bobinski

By Dan Bobinski

THE VALUE OF SELF-WORTH IN THE WORKPLACE

E

ntrepreneur Fritz Maytag says, “If you ask people confidentially what they want most in their job – if they’re paid anything decent at all – they say, ‘A greater sense of self-worth.”

That statement resonates with everything I’ve been reading the past few decades on workplace retention and productivity. It also ties with Maslow’s hierarchy of needs. After food, shelter, and safety have been taken care of, people want to feel like they belong to something worthwhile, that they are accepted and that they matter.

One of the most disheartening things I ever heard was when a supervisor openly told an employee that he was worthless in front of the whole team.

The employee was distraught for weeks. “Why show up?” he asked.

“Why should I put forth any effort at all when my supervisor calls me worthless in front of my coworkers?”

You can see the devastating rippleeffects to that one worker, but can you image what regularly went through the minds of the rest of the team?

Here are a few things to do to build self-worth in others: • Give them the big picture. Let them see how their work affects the end product.

• Involve them in decision-making.

Their input not only provides a balanced perspective, but also gains 72 MEDICALDEALER | JUNE 2016

Dan Bobinski Workplace Consultant

their buy-in on the decision.

• Sincerely listen. Look people in the eye and tune everything else out – especially when they have an issue that’s troubling them.

Obviously there’s a lot more you can do, but this is a good start.

Some managers avoid giving their workers the big picture.

This happens for several reasons.

Sometimes it’s insecurity. Other times it’s a belief that front line employees don’t have a “need to know.” And at other times it’s just because the managers don’t want to

burden their employees with things outside their circle of influence.

Although I agree there’s no reason to divulge every detail of a strategic plan, providing a big picture to everyone helps them see – and therefore buy into – the organization’s vision. One of the most common complaints I hear from people in my private conversations with them is that their company leaders keep things too close to the chest and nobody knows the end goal or how their work contributes to it.

Granted, armchair quarterbacks exist in many organizations who will strongly suggest alternative visions, and it may feel like a lot of effort is spent explaining the big picture to some people, but I believe the return on investment is worth it.

One reason I believe sharing the big picture brings value links to my second point: More employee input.

When people are asked their opinions about the big picture, they provide perspectives that are sometimes missed by upper management. For example, at one manufacturing plant, plans were in place to alter the physical plant and change production flow. Although the alteration was going to be expensive, the payoff annually was to be in the millions. Thankfully, someone from upper management took the plans to the shop floor to share the big picture with the employees. As the employees reviewed the plans, they found several MEDICAL EQUIPMENT, PARTS & SERVICE

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“ People want to feel heard and they want to feel they’re doing something worthwhile. Show them that what they’re doing is worthwhile, and you build loyalty, appreciation, increased productivity. ”

WWW.MEDICALDEALER.COM

what goes through your own mind in each situation.

Therefore, to truly build self-worth in others, we must listen to others with our full attention. Questions to ask yourself while someone is talking can be, “What is the other person thinking?” or, “What is he feeling?”

Also, paraphrasing back their input lets them know that you’ve understood, as well as allowing you to ensure you heard things correctly.

This can be as simple as starting your paraphrase with, “So if I understand you correctly, you’re saying …”

You’d be surprised what these three things can do to build selfworth in others. People want to feel heard and they want to feel they’re doing something worthwhile. Show them that what they’re doing is worthwhile, and you build loyalty, appreciation, increased productivity.

That creates a better workplace, and also a better world.

TRAINING

DAN BOBINSKI is president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes on issues of team building to create excellent workplaces. He is also the author of several books, including the best-selling “Creating Passion-Driven Teams.” Reach him at dan@ workplace-excellence.com or 208-375-7606.

MEDICALDEALER 73

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unneeded items, plus they had a few suggestions for a better design.

The manager considered their input, and after crunching the numbers, he found that not only did their ideas save on the initial cost of the project, but the annual payback would be even higher than what was originally projected.

The key for managers here is not letting egos or insecurities get in the way of listening to employees. As one manager says, “I used to be part of the crew, and I always had ideas on how something could be better, but nobody would listen to me. Now that I’m a manager, I haven’t forgotten what that was like – I always seek input from others.”

Still another leader I know tells me his employees are always more committed to a project when he’s taken the time to listen to their input, even if he didn’t incorporate their suggestions. “The fact that I listen to them and genuinely consider what they have to say is a huge factor in team cohesiveness,” he says.

And that leads me to my third point, which is listening. Much of developing self-worth in others is tied together with sincere listening.

Think about it. You can tell when people are listening intently to you and when they’re “sort of” listening, but it’s obvious they have other things on their mind. And you know

SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

MR. I CHILDREN’S CHARITY W

hen Sami Newman was eight years old, she was diagnosed with an endocrinological problem that was affecting her growth. Her physician was flummoxed as to the cause, and to rule out tumor-related issues, Newman was sent for diagnostic MRI. It wouldn’t have been her first choice of diagnostic modality. The device was frightening to her as a little girl, the results of the scan were inconclusive, and she was soon sent back for a second round of imaging.

“I was able to listen to music that time,” Newman recalled. “I came out of it, and I thought they were done; that’s it. I was dripping sweat when I came out.”

Newman had to go back for more testing, and wasn’t having any of it.

She “absolutely refused to go in,” frightened of the volume of noise and claustrophobic feeling she had inside the machine. Her memory of the situation is nothing short of traumatic.

“I was kicking and screaming and punching my body,” Newman said.

“It was the fact that I had to keep going through it; knowing I had to keep still but hearing the loud noises over and over again.”

It wasn’t until representatives from the hospital’s Social Services unit made their way down to the room that a solution presented itself.

With a teddy bear in hand, they told Newman she would have to go back into the scanner, but that she could bring the stuffed animal with her.

Almost immediately, she was able to calm down and go ahead with the 74 MEDICALDEALER | JUNE 2016

study. She called the bear “Mr. I.” After the scan was complete, Newman was able to rule out certain mitigating factors in her diagnosis, and within a year, her testing was completed. Once her physician had a concrete diagnosis, Newman underwent about three years of treatment, and was able to resolve her condition. With a target goal of reaching legal driving height by the time she was old enough to get behind the wheel, doctors were able to help Newman hit 5 feet.

Even with the ordeal behind her, Newman never forgot the terror she felt at the prospect of medical imaging. Even after a childhood full of medical testing, as doctors worked to resolve her health issues, the thing that most comforted her was Mr. I. As she prepares to enter college to pursue a career in medicine, the memory still holds firm.

“When I was going for blood tests, I’d sit next to kids, like a girl who was puffed up from steroids, or a boy who was going through

chemo,” Newman said. “I wished they had a Mr. I.” For her bat mitzvah service project, Newman saw an opportunity to give back to children in similar circumstances. She collected several bears to donate to the Ann and Robert H. Lurie Children’s Hospital of Chicago (then Children’s Memorial Hospital) in the hopes that her efforts would aid children in similar circumstances. Although Newman was unable to meet with patients personally due to HIPAA regulations, delivering the Teddy bears gave her a sense of connection to children in need. Last summer, she decided to formalize her donation efforts with the help of her mother and grandmother with a 501c3 organization she called “The Mr. I Children’s Charity.”

“We have people donate money, either through fundraisers [or individually] for us to buy the bears, which we then deliver to the hospitals,” Newman said.

“We’ve partnered with four hospitals, and there are more looking to receive them.”

Together with toy manufacturer Gund, and the Deerfield, Illinois-based JelliGoods, Newman has donated nearly $2,000 to the purchase and outfitting of more than 100 Mr. I bears, complete with logo T-shirt. For the time being, NewMEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

LEFT: Donation to Evanston Hospital Child Life Services. Sami Newman, Michelle Matero, Child Life Intern, Deanna Cadena, Child Life Intern. RIGHT TOP: Donation to Lurie Children’s Hospital of Chicago. Justyna Griffin, Activity and Donations Coordinator, Dawid Lipiszko, Children’s Services Donations Assistant, and Sami Newman. RIGHT BOTTOM: REMOC Comer mascot, Sami Newman, Erica Luciano, Child Life Assistant Comer Children’s Hospital, University of Chicago

man’s charity is operating within the Chicagoland area on a permanent basis, and continuing to fundraise to keep the stuffed toys coming to children in need, “no matter how many bears it takes,” she said.

“I go to every drop off and delivery and meet the child specialists, the social service specialists; the people who deal with the children,” Newman said. “We keep in contact with them after the bear deliveries.

Just hearing how much it helps the kids and how much they love them and the staff loves them, it’s heartwarming to me. Just knowing that is enough for me.”

A junior at Deerfield High School in Illinois, Newman founded the charity during the summer of an offWWW.MEDICALDEALER.COM

year in between being an attendee and eventual counselor at Eagle River summer camp. That’s not all that’s on her slate, either — the 17-year-old plays for her school’s badminton team, leads a service club called Girls Inspiring Meaningful Actions, and is the co-community chair of her school’s medical careers club. If that weren’t enough, Newman also serves as a chair of the prom committee, sits on the executive board of her class student government, and participates in Operation Snowball, a leadership and team-building retreat.

Her parents are University of Michigan alums, and Newman thinks she might like to pursue plastic surgery as a specialty there. Wherever

her college career takes her, she plans to continue with the Mr. I Children’s Charity, and has established a board of governors that includes 11 friends. Their hope is that the charity would be something to which they could dedicate collegiate sorority efforts.

“We all want to be in a sorority when we go to college, and one of the main components is philanthropy,” Newman said. “Our goal is to continue the charity and start a division where we can get involved. Each of us has the vision to bring the charity to our school.”

MEDICALDEALER 75

SLICE OF LIFE_Off The Clock

By Matt Skoufalos

OFF THE CLOCK: DAVID NUSZ, M.D. I “I started doing that

n his free time, Atlanta-based anesthesiologist David Nusz has long enjoyed managing his investments, from retirement funds to stocks, bonds, and precious metals.

When he became interested in diversifying his portfolio through real estate, however, investment opportunities were often either too labor-intensive – buy a house, rehab it, and flip or rent it – or too capital-intensive to fund on his own.

Nusz began researching peer-topeer lending. He came across a site called Prosper, which assists borrowers in ways that conventional lending sources can’t or won’t. Aggregate lenders, like Nusz, make monthly payments through the site, which disburses the funds to borrowers.

“I started doing that five years ago, and I have been enjoying a 9 percent return, and you’re feeling good about helping someone out,” he said. “You’re not a big bank, so you can feel good about that too.”

From peer-to-peer lending, Nusz turned his eye toward real estate crowd-funding, a concept based on similar mechanisms, but with a stronger base of collateral. He did some homework as the crowd-funded real estate market bloomed; today he has accounts with about 25 sites, some for research purposes, and some for investment.

Real estate crowd-funding is similar to the peer-to-peer lending model, in that a group of investors lend homeowners money to repair or flip their 76 MEDICALDEALER | JUNE 2016

five years ago, and I have been enjoying a 9 percent return, and you’re feeling good about helping

someone out, you’re not a big bank, so you David Nusz, M.D.

houses at 10 to 15 percent interest.

Investors (backers) in the loan draw a monthly return, recouping their investment plus the interest. Other investments are structured as equity loans, in which crowd-funders actually purchase a stake in a building project: they either own a loan that’s collateralized by the building or a piece of the property itself. The pool of funds helps office buildings reach capacity for leasing thresholds and can give a project the infusion of cash necessary to break ground or wrap. The risk is more significant in some cases, but so is the return; in either circumstance, Nusz said, “you have to have a lot of patience.”

“That’s another big decision that one has to weigh,” he said. “A lot of these [loans] are five years, and there’s really no way to cash out.

“The benefit that I find with doing these real estate loans is that there’s

can feel good about that too.” the equity or the collateral of the home,” Nusz said. “Say a person falls on hard times and they cannot pay that loan back. Then they have the house as collateral; the money you’ve lost isn’t going to a collection agency, it’s being repaid directly to you.”

Investors who are more risk-averse but better capitalized can invest in straightforward building project loans, but the money required is significant.

“You have to be an accredited investor,” Nusz said. “You have to have a million-dollar net worth or a verified income of $200,000 for the past two years. Then, typically to invest in a lot of these projects, at minimum, it’s $5,000. A lot of them, it’s at least $25,000 a unit if you’re going to be an equity partner [in an apartment or MEDICAL EQUIPMENT, PARTS & SERVICE

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office building].”

Some websites have half-million-dollar investment minimums; other crowd-funding sites focus on smaller projects. At Groundfloor.com, as little as $10 can help contribute to individual rehabilitations. Those kinds of projects interest Nusz as much as the larger-scale build-outs. Often he’ll invest in a community he’s visited or in which he’s lived because the pride of ownership of helping bring it along appeals to him.

“A dilapidated building in New Jersey that a bank doesn’t want to deal with, you’re turning that into a nice house,” Nusz said. “I’ve invested in some of these house flips in Atlanta, and I’m making my city better. It feels good to know that you’re investing alongside with someone else who’s owning the property versus a real estate investment trust or the stock market.” “[In those arrangements], you’re just paying your money to someone else who will manage your funds, and you don’t really know where the money is going,” he said. “This is your own part of the building, and there’s no real middle man to take a piece of it.”

The crowd-funding market is still “extremely new,” Nusz said; younger than five years as compared with the 134-year-old Dow Jones, and its track record is still being established.

He describes it as “a new horizon in investing,” yielding returns of 8 to 12 percent, with equity deals offering something more than 15 percent. Nusz WWW.MEDICALDEALER.COM

said his activity is limited to his current liquidity; bucking up for a project usually means parting with money for six to 12 months, or sometimes for far longer. Those calculations affect his likelihood of investment.

“I’ve seen a lot of good deals come and go because I don’t have the money to invest,” Nusz said. “I go for the longer-term equity ones, and that’s usually a five-year time horizon. Am I able to part with $25,000 for five years, or just invest this in Microsoft and sell it in six months to get to the money?”

As crowd-funded real estate gains greater notoriety, Nusz believes the market will also make strides toward mainstream appeal. In the meantime, it will remain an investment opportunity in which the broader lending market is still weighing its own interest.

“Not a lot of people are aware of it, or people that do know about it, I don’t know if they trust it yet,” he said. “I think there’s a lot of scrutiny and a lot of regulations. A lot of these crowd-funding websites have been getting a lot of venture capital to build the site, and I think there’s a lot of hope from these venture capitalists.”

“I’ve been fortunate and happy with investing [in crowd-funding real estate],” Nusz said. “I enjoy learning about it. It gets me seeing how businesses run and how other things are done outside of the medical field. There’s a plethora of choices out there, and there’s all different amounts of risk one can take.”

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CATEGORICAL INDEX ANETHESIA CIM med GmbH……………………………………20-22,55 Doctors Depot…………………………………………………2 ASSOCIATIONS IAMERS…………………………………………………………… 36 AUCTION/LIQUIDATION Government Liquidation………………………………7 BATTERIES Eastern Diagnostic Imaging……………………… 82 BIOMEDICAL Conquest Imaging………………………………………… 13 Elite Biomedical Solutions………………………… 68 Global Medical Imaging……………………………… 19 iMed Biomedical…………………………………………… 79 Integrity Biomedical Services, LLC…………… 54 InterMed Group………………………………………………8 Maull Biomedical Training, LLC………………… 62 Precise Biomedical, LLC………………………… 64-67 Rieter Medical Services……………………………… 63 CARDIOLOGY Bionet America, Inc.……………………………………… 45 RSTI Exchange……………………………………………… 45 Southeastern Biomedical, Inc…………………… 46 C-ARMS Blue Ox Medical Technologies…………………… 14 Eastern Diagnostic Imaging……………………… 82 COMPUTED TOMOGRAPHY Blue Ox Medical Technologies…………………… 14 East Coast Medical Systems……………………… 71 Ed Sloan & Associates……………………………………9 Exclusive Medical Solutions, Inc.……………… 77 International Medical Equipment & Service………………………………………………………… 73 KEI Medical Imaging Services…………………… 79 Metropolis International…………………………… 35 Precise Biomedical, LLC………………………… 64-67 RSTI Exchange……………………………………………… 45 Technical Prospects……………………………………… 30 Tri-Imaging……………………………………………………… 26 CONTRAST MEDIA Injector Support and Service, LLC……………… 79 Maull Biomedical Training, LLC………………… 62 Precise Biomedical, LLC………………………… 64-67 DIAGNOSTIC IMAGING Blue Ox Medical Technologies…………………… 14 Eastern Diagnostic Imaging……………………… 82 First Call Parts……………………………………………… 71 Injector Support and Service, LLC……………… 79 Multi Diagnostic Imaging Solutions…………BC ENDOSCOPY Endoscopy Specialists………………………………… 69 80 MEDICALDEALER | JUNE 2016

S.H. Medical Corporation…………………………… 23 GENERAL ALCO Sales and Service…………………………… 44,79 Eastern Diagnostic Imaging……………………… 82 Government Liquidation………………………………7 RSTI Exchange……………………………………………… 45 IMAGING Cool Pair Plus………………………………………………… 44 Injector Support and Service, LLC……………… 79 IMAGING/PARTS Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 69 Eastern Diagnostic Imaging……………………… 82 InterMed Group………………………………………………8 Technical Prospects……………………………………… 30 Tri-Imaging……………………………………………………… 26 INFUSION THERAPY Elite Biomedical Solutions………………………… 68 LABORATORY Bulb Direct……………………………………………………… 71 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 61 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 33 Ampronix……………………………………………………………6 CIM med GmbH……………………………………20-22,55 Technical Prospects……………………………………… 30 MRI Bayer Healthcare Services ………………………… 23 Cool Pair Plus………………………………………………… 44 Carolina Medical Parts………………………………… 10 East Coast Medical Systems……………………… 71 Ed Sloan & Associates……………………………………9 Exclusive Medical Solutions, Inc.……………… 77 KEI Medical Imaging Services…………………… 79 Precise Biomedical, LLC………………………… 64-67 RSTI Exchange……………………………………………… 45 MOUNTING SOLUTIONS CIM med GmbH……………………………………20-22,55 NUCLEAR MEDICINE Global Medical Imaging……………………………… 19 International X-Ray Brokers……………………… 62 RSTI Exchange……………………………………………… 45 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 61 Bionet America, Inc.……………………………………… 45 CIM med GmbH……………………………………20-22,55

Doctors Depot…………………………………………………2 Gopher Medical, Inc.…………………………………… 68 Integrity Biomedical Services, LLC…………… 54 Pacific Medical…………………………………………………5 Southeastern Biomedical, Inc…………………… 46 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 19 ONLINE RESOURCES MedWrench………………………………………………… IBC RADIOLOGY Asset Management Associates, LLLC……… 63 Eastern Diagnostic Imaging……………………… 82 First Call Parts……………………………………………… 71 International X-Ray Brokers……………………… 62 InterMed Group………………………………………………8 Maull Biomedical Training, LLC………………… 62 Metropolis International…………………………… 35 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 63 Rayence, Inc.…………………………………………………… 55 RSTI Exchange……………………………………………… 45 Technical Prospects……………………………………… 30 Varian Medical Systems…………………………………3 RADIOLOGY PARTS InterMed Group………………………………………………8 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 33 ALCO Sales and Service…………………………… 44,79 Ampronix……………………………………………………………6 Bayer Healthcare Services ………………………… 23 Bio-Medical Equipment Service Co.…………… 61 Cool Pair Plus………………………………………………… 44 Carolina Medical Parts………………………………… 34 Conquest Imaging………………………………………… 13 Eastern Diagnostic Imaging……………………… 82 Ed Sloan & Associates……………………………………9 Elite Biomedical Solutions………………………… 68 Endoscopy Specialists………………………………… 69 Exclusive Medical Solutions, Inc.……………… 77 Global Medical Imaging……………………………… 19 Injector Support and Service, LLC……………… 79 Integrity Biomedical Services, LLC…………… 54 International Medical Equipment & Service………………………………………………………… 73 KEI Medical Imaging Services…………………… 79 MTC/Medical Technologies Co.…………………… 68 Multi Diagnostic Imaging Solutions…………BC MW Imaging Inc.………………………………………………4 Pacific Medical…………………………………………………5 Radon Medical LLC……………………………………… 63 Rieter Medical Services……………………………… 63 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 33 ALCO Sales and Service…………………………… 44,79 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index AllParts Medical, LLC ………………………………… 31 Bulb Direct …………………………………………………… 71 Carolina Medical Parts ……………………………… 10 Classic Diagnostic Imaging ……………………… 54 Conquest Imaging ……………………………………… 13 Diagnostic Solutions ………………………………… 69 Doctors Depot ………………………………………………2 Ed Sloan & Associates …………………………………9 Elite Biomedical Solutions ……………………… 68 First Call Parts …………………………………………… 71 Global Medical Imaging …………………………… 19 Government Liquidation ……………………………7 International Medical Equipment & Service ……………………………………………………… 73 KEI Medical Imaging Services ………………… 79 MTC/Medical Technologies Co. ………………… 68 Multi Diagnostic Imaging Solutions ………BC Radon Medical LLC …………………………………… 63 Rieter Medical Services …………………………… 63 Technical Prospects …………………………………… 30 Varian Medical Systems ………………………………3 STERILIZERS Government Liquidation ……………………………7 SURGICAL Bulb Direct …………………………………………………… 71 Eastern Diagnostic Imaging …………………… 82 Endoscopy Specialists ……………………………… 69 International Medical Equipment

& Service ……………………………………………………… 73 S.H. Medical Corporation ………………………… 23 SURPLUS MEDICAL Government Liquidation ……………………………7 TUBES/BULBS AllParts Medical, LLC ………………………………… 31 Bulb Direct …………………………………………………… 71 Government Liquidation ……………………………7 International Medical Equipment & Service ……………………………………………………… 73 Technical Prospects …………………………………… 30 ULTRASOUND Advanced Ultrasound Elec./AUE ……………… 33 Bayer Healthcare Services ……………………… 23 Conquest Imaging ……………………………………… 13 Diagnostic Solutions ………………………………… 69 Endoscopy Specialists ……………………………… 69 Exclusive Medical Solutions, Inc. …………… 77 InterMed Group ……………………………………………8 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE ……………… 33 Conquest Imaging ……………………………………… 13 Global Medical Imaging …………………………… 19 InterMed Group ……………………………………………8 MW Imaging Inc. ……………………………………………4

VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE ……………… 33 Conquest Imaging ……………………………………… 13 VENTILATORS Government Liquidation ……………………………7 VIDEO Endoscopy Specialists ……………………………… 69 Multi Diagnostic Imaging Solutions ………BC X-RAY Asset Management Associates, LLLC …… 63 Bayer Healthcare Services ……………………… 23 Blue Ox Medical Technologies ………………… 14 Classic Diagnostic Imaging ……………………… 54 Diagnostic Solutions ………………………………… 69 Eastern Diagnostic Imaging …………………… 82 Exclusive Medical Solutions, Inc. …………… 77 Government Liquidation ……………………………7 Rayence, Inc.………………………………………………… 55 Tri-Imaging …………………………………………………… 26 X-RAY PARTS Technical Prospects …………………………………… 30

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ALPHABETICAL INDEX Advanced Ultrasound Elec./AUE ………………………………………………………… 33 ALCO Sales and Service …………………………………………………………………… 44,79 AllParts Medical, LLC …………………………………………………………………………… 31 Ampronix ……………………………………………………………………………………………………6

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InterMed Group ………………………………………………………………………………………8 International Medical Equipment & Service ……………………………………69 International X-Ray Brokers ……………………………………………………………… 62 KEI Medical Imaging Services …………………………………………………………… 79 Maull Biomedical Training, LLC ………………………………………………………… 62 MedWrench ………………………………………………………………………………………… IBC Metropolis International …………………………………………………………………… 35 MTC/Medical Technologies Co. ……………………………………………………………68 Multi Diagnostic Imaging Solutions …………………………………………………BC MW Imaging Inc. ………………………………………………………………………………………4

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RSTI Exchange ……………………………………………………………………………………… 45 S.H. Medical Corporation …………………………………………………………………… 23 Southeastern Biomedical, Inc …………………………………………………………… 46 Technical Prospects ………………………………………………………………………………30 Tri-Imaging ……………………………………………………………………………………………… 26 Varian Medical Systems …………………………………………………………………………3

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