Medical Dealer - August 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

AUGUST 2016 | WWW.MEDICALDEALER.COM

UDI COMPLIANCE TA K E S A NO T H E R S T E P F ORWA RD I N 2 0 1 6

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MEDICAL EQUIPMENT, PARTS & SERVICE

We find it most important to listen to our users’ needs. Without “We as an industry are trying to solve things so that the intent of this will be better

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them, MedWrench would not be where it is today.

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CONTENTS_Features 46 UDI COMPLIANCE

54 CORPORATE PROFILE: MEDWRENCH

Bringing device-makers into compliance with FDA regulations is one aspect of the Unique Device Identifier initiative. Helping them to centralize and access the data it gathers is a larger piece of that process, particularly when companies that have grown by acquisition store that information in disparate systems. Find out the latest on UDIs and what experts say we can expect in the future.

MedWrench is a free online resource and sharing network for users of medical equipment. It is an online community where those who use, service, and maintain medical equipment can get answers, find information and read what others think about the equipment they use. Find out all about MedWrench and how it helps industry professionals.

Medical Dealer (Vol. 20, Issue #8) August 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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CONTENTS_Departments

MEDICALDEALER | AUGUST 2016

INDUSTRY UPDATE 14 News & Notes 18 Wireless DR Panel Ownership 21 People On The Move MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

22 OEM Updates 28 Company Showcase: Axiomtek

MARKET ANALYSIS Radiology: PACS 31 Market Analysis 32 Product Showroom 36 Preferred Vendors Med/Surg: Patient Positioners 39 Market Analysis 40 Product Showroom

SLICE OF LIFE 58 The Other Side: Cleaning Your Closets 60 Dan Bobinski: The Cause of Micromanagement 64 Pay It Forward: Operation Smile

Accounting

66 Success story: CARTI Cancer Center

Circulation

75 Marketplace

Kim Callahan

Lisa Cover Laura Mullen

Web Department

76 Categorical Index 78 Alphabetical Index

Taylor Martin Adam Pickney Cindy Galindo

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MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_News and Notes

CAPMED+ LLC ACQUIRES LIGHTHOUSE MEDICAL IMAGING CapMed+ LLC has acquired Miami, Florida-based Lighthouse Medical Imaging, an independent service organizations (ISO) focused on PET-CT, CT and MRI in the southeastern United States. This acquisition allows CapMed+, a provider of financial-based ownership services and solutions, to expand its ability to provide enhanced service and repair to clients.

“This is a very exciting event for CapMed+ and our clients,” said Ric Arcadi, CEO of CapMed+. “By combining our core offerings of equipment and parts financing with Lighthouse’s service expertise, our clients will see improved service quality and lower pricing. For our clients, its a win-win.”

The acquisition will expand CapMed+’s expertise in that market, allowing clients to bundle service agreements into equipment purchases made from any approved CapMed+ equipment dealer.

“Lighthouse Medical Imaging has built longstanding relationships with our client base in the Southeast for one reason: our deep knowledge of PET-CT, CT and MRI, coupled with relentless work ethic,” said Lighthouse CEO Jeremy Hesser. “We are excited to join forces with CapMed+ and our clients are already seeing the benefit of marrying service with financing.” • 14 MEDICALDEALER | AUGUST 2016

Staff Reports

EIZO ACQUIRES ENDOSCOPY MONITOR BUSINESS FROM PANASONIC HEALTHCARE EIZO Corporation has announced that it has entered into a definitive agreement with Panasonic Healthcare Co. Ltd. of Japan to acquire Panasonic Healthcare’s endoscopy monitor business.

As a visual technology company, EIZO is expanding its business in specialty markets like health care, creative work and industry by offering product development and monitor solutions.

As per the mid-term business plan which EIZO announced in 2015, one of EIZO’s priorities is to expand its business in the health care market with a particular focus on the field of operating rooms.

Since 2010, Panasonic Healthcare has been developing its endoscopy monitor business. The company has built strong partnerships globally with manufacturers of endoscopy and other medical equipment and its products are in wide use in operating rooms around the world.

By this acquisition, EIZO can provide a complete lineup of endoscopy monitors including 3D and 4K. In addition, integrating the technologies of both companies gives EIZO an advantage in product development for accelerating the growth of its health care business. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

TECHVISION: HIGH-IMPACT TECHNOLOGIES PROPEL GROWTH OPPORTUNITIES IN HEALTH CARE TechVision, Frost & Sullivan’s technology consulting “The key to innovation in the health care industry is to division, has identified 10 medical devices and imaging develop a more collaborative and multi-industry convertechnologies expected to create opportunities and progence practice,” said Frost & Sullivan TechVision Senior pel the health care industry in the next 18 to 24 months.

Research Analyst, Bhargav Rajan. “The medical devices These technologies have been derived from hundreds of and imaging markets can benefit by leveraging innovative candidates, researched and profiled by TechVision through- technology platforms from other industries which will sigout the year. These 10 technologies have scored high on nificantly reduce development time, save investment costs numerous parameters such as market potential, intellectual and lower barriers to market entry.”

Important criterions distinguishing these technologies property (IP) activity, application diversity, size of innovafrom others are their market adoptability and suitabiltion ecosystem, amount of R&D funding received and the ity as well as their need in developed and under-developed global adoptability. markets.

Growth is sustained by the market demand for New TechVision analysis from Frost & Sullivan, 2016 improved devices and diagnostic support for an aging popTop Technologies in Medical Devices and Imaging ulation and increasing incidence of chronic diseases. To (http://utm.io/256825), finds innovations in industries address this, medical devices have been designed in-line with such as electronics, sensors, information technology (IT) and advanced manufacturing are that actively pow- global megatrends. A number of medical innovations fostering technology convergence are primed to support an ering product and technology advances in the medical increasingly “smart” world. • device market.

MCKESSON TO EXPLORE STRATEGIC ALTERNATIVES FOR ENTERPRISE INFORMATION SOLUTIONS the best options, the overall prioritance of the Electronic Medical McKesson Corp., a global health care ties for EIS remain unchanged, and Record (EMR) and other core inforservices and information technolwe will continue the many efforts we mation systems to the success of our ogy company, has announced that it have underway to serve the long-term provider customers,” said Pat Blake, is exploring strategic alternatives for interests of our customers.” executive vice president and group its Enterprise Information Solutions There is no assurance that this evalpresident, McKesson Technology (EIS) business, a division of McKuation will result in any transaction Solutions.

“As we embark on buildesson that provides core hospital being announced or consummated. ing a new, EMR-agnostic technology information systems.

McKesson will not disclose further company with Change Healthcare, we EIS serves hospitals and health developments during this probelieve that it is in the best interest systems with software solutions, cess until its Board of Directors has of our customers to identify a stramanaged services, and infrastructure approved a specifi c action or McKtegic alternative that will allow for and hosting services to enable them to esson has otherwise determined that more focus on core provider inforsucceed through health care reform further disclosure is appropriate.

EIS mation systems.

We are committed to and beyond. The portfolio includes is reported as part of our McKesson supporting our customers as we evalcore solutions such as: Paragon hosuate these options, ensuring a smooth Technology Solutions segment. pital information system; STAR and transition through this process.”

In a separate announcement, McKHealthQuest solutions for revenue “Exploring a new strategic path foresson announced the formation of a cycle management, financial and supward for Paragon, OneContent and new healthcare information technolply chain management; OneContent our ERP-related businesses provides ogy company with Change Healthcare document and content management; the best opportunity to accelerate Holdings Inc. that will include the and coding and other professional our ability to meet our customers’ majority of the McKesson Technology services to help maximize the total evolving needs,” said Nimesh Shah, Solutions businesses. • value of information technology. president, EIS. “While we evaluate “We appreciate the critical imporWWW.MEDICALDEALER.COM

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

RICHARDSON HEALTHCARE ANNOUNCES NEW IMAGE SYSTEMS N-SERIES DIAGNOSTIC DISPLAYS Richardson Healthcare, a Division of Richardson Electronics Ltd., has announced the new Image Systems N-Series family of diagnostic displays with models available in 2, 3, and 5MP formats. The display line features the C5MPn – a revolutionary 5MP Color display for breast imaging and multi-modality viewing on a full color monitor. Richardson showcased the new series at the 2016 Society for Imaging Informatics (SIIM) Annual Meeting in Portland, Oregon.

The Image Systems N-Series includes three color displays (C2MPn, C3MPn, C5MPn) and three grayscale models (M3MPn, M5MPn, M5MPnT). Radiologists viewing mammography images can select from the C5MPn for breast imaging on a color display; the M5MPn which features a unique user-selectable blue or clear tint; or the M5MPnT which maximizes brightness to facilitate Digital Breast Tomosynthesis interpretation.

The new N-Series features a sleek, slim case design, an IPS technology LCD Panel, and LED backlight technology. Displays in this series also have four sensors – front, backlight, ambient light, and temperature – for maximum control over performance. In addition, each display comes with a PrivateLight for document reading without eye distraction and CFS software tools to ensure proper calibration, enhance productivity, and facilitate asset management. •

16 MEDICALDEALER | AUGUST 2016

Staff Reports

EQ2 LLC MOVES HEADQUARTERS TO NORTH CAROLINA EQ2 LLC – a hospital computerized maintenance management system (CMMS) provider, hs announced that it is moving its headquarters from Burlington, Vermont, to Charlotte, North Carolina, effective July 5, 2016. The move co-locates EQ2 with parent company AMT Datasouth’s operations center.

“By moving to Charlotte, EQ2 and AMT Datasouth will be able to share certain facilities and overhead operations that will benefit both companies. Additionally, Charlotte will provide EQ2 a broader base from which the company will more easily be able to find people to help it continue to grow,” EQ2 CEO Joe Eichberger said.

The company is also anticipating opportunities for growth by gaining a presence in the South, where it can partner with numerous hospital systems there that can benefit from the HEMS CMMS which was designed for and has always been focused on hospitals, particularly their biomed and facilities operations.

Shortly after the move, EQ2 will be connecting with local biomedical professionals in their new home state at the 38th annual North Carolina Biomedical Association (NCBA) Symposium in Pinehurst. The symposium features educational sessions, networking, and an exposition over the three days beginning on August 24. EQ2 has many CMMS modules and dashboards designed specifically for the biomed department and will be showcasing them during the expo at booth 25 on Thursday, August 25.

The HEMS CMMS is designed for both the everyday user (for example a “technician” who performs maintenance activities and addresses compliance needs) and leadership (such as members of the C-suite who need advanced reporting and dashboards) to be able to make running their hospital operations significantly more efficient and cost-effective. • SEE WWW.EQ2LLC.COM FOR MORE INFO.

MEDICAL EQUIPMENT, PARTS & SERVICE

IMAGING PARTS, SUPPORT & EQUIPMENT

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

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INDUSTRY UPDATE_Block Imaging

By John Maher

WIRELESS DR PANEL OWNERSHIP

THE ‘WHAT IFS’

DR

panels are becoming an increasingly affordable option to extend the life of existing analog X-ray equipment and improve its performance. Even so, as with any up-and-coming product, after the tech questions and the pricing questions are answered, questions about the ownership experience arise.

We call these the “What ifs” and getting strong answers to them is every bit as important as learning technical spec.

John Maher

The following are some of the most common questions we get about DR panels in the clinical setting. Check out the answers to learn more about what you can expect after your DR panel is up and running.

What if our network Wi-Fi is down?

The DR panel is connected wirelessly to the workstation and simultaneously to the PACS. If the Wi-Fi network goes down in the clinic, the images will continue to be sent to the workstation and stored there temporarily. When the network Wi-Fi is re-established, the 18 MEDICALDEALER | AUGUST 2016

workstation will send the backlog of images along to the PACS. If there is an issue with the Wi-Fi from the DR panel to the workstation, the panel can store images and then the images can be transferred to the workstation via a Cat 5 cable.

Another option is to hardwire the workstation directly to the network eliminating reliance on Wi-Fi to send images to PACS. What if the workstation crashes?

If the workstation has an issue, the panel features onboard storage for your images while the workstation is

being repaired. If the repair is a software issue, the problem can typically be resolved remotely by a service representative, saving time and eliminating the need for an onsite call.

If the issue is more serious, the computer has a reboot key that will restore the software to the most recently saved configuration. While this option will require you to reset some of your customizations, it will minimize downtime versus a traditional service call.

In the most severe circumstances, manufacturer’s warranties on panel workstations can be found as long as three years. Warranties vary from manufacturer to manufacturer, but they offer more comprehensive solutions when other methods won’t suffice.

What if the panel is dropped?

The continued evolution of these products has increased their durability. To that end, several manufacturers have performed drop testing on their DR panels and documented the likelihood of damage in the event of a drop. This information is available on the spec sheets from those manufacturers and might be an important consideration as you shop around for your ideal DR panel.

Many manufacturers also offer MEDICAL EQUIPMENT, PARTS & SERVICE

_Block Imaging

drop insurance that covers repairs or replacements for panels that have been dropped. Secondary companies offer drop coverage as well and you may be able to obtain coverage simply by adding the DR panel to your facility’s current insurance coverage.

Similar to any other form of insurance, rates and deductibles will vary.

What if the panel needs repair?

Certain manufacturers will send you a loaner panel while your panel is being repaired. This will minimize downtime, so be sure to ask if loaner service is included for any prospective panel you’re considering. Again, manufacturer’s warranties vary and can be as high as three years.

Extensions can be added to warranty plans at the time of purchase.

This will add to your upfront costs, however, several years of coverage comes with a certain peace of mind.

For facilities that will be using their panel with a mobile unit, moving it more often and over longer distances, this could be especially valuable.

The takeaway DR panel manufacturers and providers have worked hard to build a support infrastructure for their product. The scenario now is that, with the exception of an outright act of God, there’s a contingency in place for just about every “What if” we can think of.

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

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MEDICALDEALER 19

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INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE The Latest Personnel Moves in the Medical Equipment Field

TriMedx has tapped Richard Schneider to be its new COO. Schneider, who brings years of executive-level Schneider experience from various roles with Asurion, where he most recently led the warranty operations team, will focus on overall operations as well as customer and employee relationships.

Schneider holds an MBA from the University of Michigan and a BA from Dartmouth. •

Lila Smith recently moved to a new position at J2S Medical. Smith, who has been with J2S Medical for two Smith years after starting her career as a sales and marketing intern, has accepted a promotion to join the team full time as an account executive. •

WWW.MEDICALDEALER.COM

Four Trisonics employees have been assigned new responsibilities with the company: Kenneth Brooms, Cameron McMillan, Brooms Andrew Kochvar, and Anthony Ficuciello.

Broome is the new Trisonics National Accounts Manager, responsible for increasing the McMillan brand presence nationally and regionally in hospital systems and strategic corporate accounts.

Kochvar As Customer Relations Manager, McMillan will build and foster customer relationships in Maryland, Virginia, and the southern U.S. regions. As a Ficuciello Technical Assistant, Kochvar will assist the Trisonics in-house team with maintaining control over inventory testing, repair, and refurbishment. Ficuciello is an Engineer in Training with the company’s Engineer Training Program (ETP), and will cover the company’s New Jersey territory. •

Ken Sandifer is no longer the President of Healthcare Technologies at Aramark Healthcare. Sandifer joined Aramark in 2013 after previously serving as senior vice president of service and operations at RF Technologies. Prior to RF Technologies, Sandifer was region vice presidentsales for GE Healthcare. •

Jens Viebke is the new President of the Acute Care Therapies Business Category Unit of Getinge Group, succeeding Heinz Jacqui. Viebke Viebke joins Getinge from Acute Care Therapies, where he served most recently as CTO, and was a prior president of Critical Care. His responsibilities will include leading the development of cardiac, pulmonary, and vascular solutions, and intensive care therapies. Viebke has a Ph.D. in Polymer Technology from the Royal Institute of Technology of Stockholm and an Executive MBA from the Stockholm School of Economics. •

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INDUSTRY UPDATE_OEM News

MASIMO RELEASES PRONTO WITH SPHB SPOT CHECK TECHNOLOGY Masimo has announced the full market release outside the U.S. of the Pronto Pulse CO-Oximeter with next-generation SpHb Spot Check technology.

Pronto features rainbow SET technology, for noninvasive spot checking of total hemoglobin (SpHb), oxygen saturation (SpO2), pulse rate (PR), and perfusion index (PI).

In addition to the SpHb technology, Masimo has also released the rainbow DCI-mini reusable sensor to accompany the Pronto. The DCI-mini is a universal sensor usable on patients greater than 3 kg, making Pronto an even more versatile solution.

The next-generation SpHb technology in Pronto offers motion tolerance and a 40 percent reduction in time to display SpHb results. Field accuracy has been improved in the range of 6 to 11 g/dL, and is comparable to certain portable invasive point of care devices.

“This is a significant enhancement to the noninvasive measurement we introduced 7 years ago,” Masimo CEO Joe Kiani said. “Since then, all of the clinical outcome studies we’re aware of on our continuous SpHb technology have been positive, which is something that couldn’t be said for standard pulse oximetry before the introduction of Masimo SET SpO2. We will continue to improve SpHb until it has the same measure-through motion and low perfusion performance as our SET SpO2 technology.”

An upgrade program will be available for qualified existing Pronto customers. Pronto with next-generation SpHb and the DCI-mini reusable sensor have not received FDA 510(k) clearance and are not currently available for sale in the United States. • 22 MEDICALDEALER | AUGUST 2016

Staff Reports

NIHON KOHDEN EXPANDS U.S. OPERATIONS WITH NEW FACILITY Nihon Kohden has announced that it is enhancing its support of customers across the U.S. by opening a technical support call center in Allentown, Pennsylvania.

The company’s 6,000-square-foot facility will complement its headquarters-based technical support call center in Irvine, California, allowing it to provide a rapid and robust response to customers across all U.S. time zones, especially to major institutions in and around the East Coast.

“We are always looking for ways to improve the level and quality of service and support we provide to our valued customers because we know that every minute counts when it comes to patient care,” said Dr. Wilson P. Constantine, CEO of Nihon Kohden America. “While our new Allentown facility will initially serve as a second U.S. technical support call center, increasing access to our knowledgeable support staff, we will have the ability to add other functions in the future as customer needs dictate.”

Initially, Nihon Kohden will hire 12 people to man the call center. Eventually, the facility could grow to 50 people, including technicians and nurse executives.

“The opening of our new U.S. East Coast facility is an important milestone in Nihon Kohden’s CHANGE 2020 initiative, which calls for us to achieve top share in key international markets over the next few years,” said Fumio Suzuki, chairman and CEO, Nihon Kohden. “It is only by providing the world’s finest quality products and services to customers where they are, when they need it that we will achieve this vision.”• MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

VARIAN MEDICAL SYSTEMS LAUNCHES PROTON THERAPY BLOG Varian Medical Systems has announced the launch of Spot ON, a company blog about proton therapy for the treatment of cancer. Targeted at clinicians, physicists and administrators of radiotherapy centers around the world, Spot ON will deliver information about new technology developments, system deployments, research and insights from clinicians.

The first Spot ON blog entry is from Dr. Carl Rossi, medical director of the Scripps Proton Therapy Center in San Diego, California. Rossi’s blog is an introduction to adaptive radiotherapy using intensity-modulated proton therapy.

Read the first blog entry at www.varian.com.

“Varian is creating the Spot ON blog to increase the awareness and understanding of proton therapy and the important role it plays in cancer treatment,” said Bill Hansen, director of marketing, Particle Therapy Division at Varian.•

SAMSUNG DEVICES SHOWCASED AT INNOVATION CELEBRATION Samsung has announced “We believe these innovawith Elite integrates Samthat its WS80A with Elite tions can benefit providers sung’s technologies featuring Ultrasound System and as they work to transform a 23-inch high-definition CereTom-equipped Mobile health care.”

LED display, tablet menu Stroke Unit were selected to Clinicians and other interface and the reliability be featured at the Premier Premier health system of a solid-state drive.

Inc. Innovation Celebration. members selected both the Samsung’s CereTom is an Samsung’s WS80A Elite and WS80A with Elite Ultra8-slice, portable CT scanner CereTom were among 14 sound System and the that delivers high-qualmedical innovations showCereTom-equipped Mobile ity diagnostic imaging in cased in front of thousands Stroke Unit to be showcased a variety of settings. The of health care providers at at the Innovation CelebraCereTom is a critical compothe conference. tion because of the products’ nent of mobile stroke units Premier’s annual Innovauniqueness, ability to have (MSUs), providing advanced tion Celebration occurred an impact on unmet clinical imaging capabilities includduring the company’s 2016 needs, and their potential to ing CT angiography. For Breakthroughs Conferimprove patient care. many stroke patients, time ence and Exhibition on Samsung’s WS80A with is critical for administering June 21. The event recogElite is a premium ultratreatment that can prevent nizes advances in health care sound system designed to or minimize brain injury, while highlighting industry meet the needs of womand MSU teams can act on suppliers committed to inno- en’s health care. The system diagnostic tests in the field. vation and improving patient delivers image clarity by The CereTom-equipped outcomes. leveraging Samsung’s S-ViMSU has proven to reduce “Samsung shares Presion hybrid beamformer time-to-treatment for stroke mier’s commitment to technology and S-Vue transpatients, as well as hospital providing valuable products ducers. The system provides length of stay. to our alliance members that unique advanced volumet“We are honored to be recare safe, high-quality and ric imaging applications such ognized by Premier for our cost-effective,” said Durral as 5D and Crystal Vue to latest breakthrough techR. Gilbert, president of supenhance user workflow and nologies,” said Phil Sullivan, ply chain services, Premier. reproducibility. The WS80A President & CEO, SamWWW.MEDICALDEALER.COM

sung NeuroLogica. “We believe these innovations will greatly benefit providers as they work to transform health care. We pride ourselves on designing and developing state-of-the-art imaging solutions that not only improve health care outcomes, but also enhance the patient experience and lower costs. We will continue to deliver on our promise of fast, reliable and smart diagnostic solutions for our customers in the health care community.” • MEDICALDEALER 23

INDUSTRY UPDATE_OEM News

Staff Reports

MR SOLUTIONS OFFERS 2 PRECLINICAL CRYOGEN-FREE MRI SCANNER RANGES system’s configuration,” MR Solutions Chief Executive MR Solutions is offering a choice of two cryogen-free preDr. David Taylor said. clinical scanner ranges – the Flexiscan and Powerscan.

The Flexiscan range is available with multi-modality Both the Flexiscan and Powerscan ranges share the accessories which can be mixed and matched accordadvantages of being cryogen-free. Not the least of which ing to research requirements. It is a flexible MRI system is a lower price, as being cryogen-free eliminates the as it can incorporate integrated multi-modality options need for the large and cumbersome helium cooling syssuch as PET or SPECT. The Flexiscan system requires tem, the emergency venting system to cope with the no specialist knowledge and can be operated simply by helium turning to gas, or the expensive building alterations needed to accommodate it. running pre-defined settings. There is no need to mateAnother key advantage is that with a stray field of a rially alter the parameters of the machine. few centimeters, the scanner can be placed near other The Powerscan range is available with adjustable scanners and sensitive equipment and does not require magnetic field strengths ranging from 0.1T to 9.4T. The its own room.

This speeds up transfer times between system allows physicists to alter the hardware, software, diff erent scanning technologies. pulse sequences and algorithms to customize the capaBoth systems can incorporate integrated PET and bilities of their preclinical imaging research.

SPECT imaging solutions, allowing researchers to carry “Our preclinical MRI product ranges now cover the out independent imaging using the PET or SPECT modbest of both worlds; the Flexiscan, a simple to operate ules, or sequential and simultaneous imaging. Software system which is ideally suited to most research laboraallows the co-registration of images to maximize the tories, and a second product family, the Powerscan, for acquisition and quality of imaging data.

• scientists who would like the ability to customize their

24 MEDICALDEALER | AUGUST 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

SIEMENS HEALTHINEERS ANNOUNCES FIRST INSTALL OF MULTITOM RAX TWIN ROBOTIC X-RAY SYSTEM Siemens Healthineers has productivity.” announced that University The unique open design of Utah Health Care in Salt of the Multitom Rax Twin Lake City is the first facilRobotic X-ray system feaity in the United States to tures a height-adjustable install the company’s Mulpatient table and two indetitom Rax Twin Robotic pendent, ceiling-mounted X-ray system, a universal robotic arms for the X-ray diagnostic imaging system tube head and the flatthat enables a wide range panel detector for almost of examinations in multiple unlimited positioning freeclinical areas in one room dom anywhere in the room. using a single X-ray system. Both robotic arms can be With the Multitom Rax, moved into position autousers can perform exams matically or manually pertaining to everything with servo motor support from emergency medito make fine adjustments. cine and interventional While one robotic arm to pain management and moves the X-ray tube, the orthopedics, and from con- other arm carries the 17” ventional 2D radiography x 17” flat panel detector, to fluoroscopy exams and which can acquire static, angiography applications. dynamic, and Real 3D “Patients are expected to sequences. benefit the most from this The Multitom Rax new Multitom Rax system Twin Robotic X-ray sysbecause it allows our phytem enables, for the first sicians to perform a much time, the acquisition of 3D broader array of clinical images under the patient’s imaging applications in a natural weight-bearsingle imaging room withing condition – whether out ever having to move the patient is seated, the patient,” says Satoshi lying down, or standing.

Minoshima, M.D., Ph.D., Images acquired in the professor and chair of the natural standing position Department of Radiology are essential because the and Imaging Sciences at knees, pelvis and spinal the University of Utah. “We column appear differently are very excited to be the when the patient’s body first facility in the U.S. to weight is applied comexplore the Multitom Rax’s pared to when the patient potential for efficiency and is lying down. • WWW.MEDICALDEALER.COM

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SONOSIM EXPANDS TRAINING COLLABORATION complexity of training users.

SonoSim Inc., a global provider of “We are committed to offering cliultrasound education and trainnicians and health care providers not ing, and GE Healthcare officially only exceptional ultrasound techannounced expansion of their colnology, but also a comprehensive laboration to cover ultrasound suite of education and training tools training and education for GE that helps to enable them to enhance Women’s Health and Urology Divitheir skills in the use of that technolsions. Following on the heels of a ogy, and ultimately provide better successful inaugural launch last patient care,” states Tracy Bury, GenJuly with GE Healthcare’s Point-oferal Manager GE Women’s Health Care Ultrasound division, SonoSim Ultrasound U.S. “SonoSim’s inno365 for GE Healthcare will now vative simulation platform allows also be offered to Women’s Health clinicians to gain confidence in their and Urology clients with qualifying scanning skillset by providing trainultrasound systems. This collaboraing on everything from the basics of tion will accelerate the adoption of bedside ultrasound by medical prac- scanning through to the navigation of complex, real-world, pathologic titioners by eliminating a historical cases from actual patients.” barrier to its use, the difficulty and

26 MEDICALDEALER | AUGUST 2016

The SonoSim Ultrasound Training Solution is a portable, virtual ultrasound training experience that utilizes real-patient cases with a broad spectrum of normal and pathologic conditions. SonoSim 365 for GE Healthcare delivers easy-touse and proven-effective ultrasound training through integrated didactic instruction, hands-on training, and knowledge assessment. With over 60 SonoSim Modules to choose from, GE Healthcare customers can customize their training solutions from a wide range of ultrasound topics and can obtain continuing medical education (CME) by completing CME-accredited SonoSim Modules.

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MEDICALDEALER 27

INDUSTRY UPDATE_Company Showcase

Special Advertising Section

FROM DEVELOPMENT TO DEPLOYMENT

Customization with Medical Device Design Services

F

ounded in 1990, Axiomtek is a major design and manufacturing company in the industrial and embedded computer field that has successfully gained worldwide recognition for its innovative designs and outstanding customer satisfaction.

“Our customers come to us when they want a single, reliable, and valuable source for their industrial computer and embedded platforms,” according to the Axiomtek website.

“As a leading industrial computer manufacturer, Axiomtek is devoted to producing state-of-the-art solutions that support users in achieving their goals.”

Axiomtek’s product offerings include many industrial-grade computer hardware items made to meet the stringent requirements of specific markets including medical panel PCs, embedded motherboards, embedded systems, transportation systems, automation controllers, IoT gateway devices, M2M systems, touch panel computers, gaming solutions, network appliance plat28 MEDICALDEALER | AUGUST 2016

forms, industrial network, and digital signage players.

“Our experienced design engineering services team is what sets us apart. We are not too small to handle large and complex integration requirements and yet not too big to provide very personalized services,” said Dave Starrett, Axiomtek VP of Eastern Regional Business Unit. “Our engineering team works with large- and medium-size medical device/equipment companies to help alleviate their development headaches and shorten their deployment time. We often work as an extended part of our customer’s engineering resources and go beyond the call of duty to accommodate the customer’s requests.”

AXIOMTEK EXCELS AT PROVIDING DESIGN AND CUSTOMIZATION ASSISTANCE

Axiomtek’s design assistance services were created to offer indispensable help to achieve critical development tasks during the development through deployment process.

These services can help medical system integrators deal with issues with board or system layout, computing performance requirements, electrical design, heat dissipation, verification tests, production quality

Axiomtek’s 24-inch medical-certified touch panel PC for health care applications.

control, documentation, certification requirements, etc. Axiomtek’s design assistance services will reduce design uncertainty and risks associated with a customer’s application deployment. Axiomtek’s teams have provided their products and services to many leading medical device equipment manufacturers and integrators. The company has a vast amount of medical device design support experience, great customization capabilities, and R&D resources to support projects of any size and complexity. As an extremely versatile turnkey manufacturer with the ability to turn concepts and ideas into real solutions, Axiomtek’s medical market customers have enjoyed personalized support and an innovative approach to design to meet the chalMEDICAL EQUIPMENT, PARTS & SERVICE

Axiomtek_Company Showcase

Axiomtek’s expert engineering team works as an extended part of their customer’s team.

“Our experienced design engineering services team is what sets us apart.

We are not too small to handle large and complex integration requirements and yet not too big to provide very personalized services.”

Dave Starrett, Axiomtek VP of Eastern Regional Business Unit WWW.MEDICALDEALER.COM

The highly customizable PICO500 combines ruggedness, rich I/Os and high computing power.

lenges of each unique application and shorten deployment time.

Axiomtek takes pride and ownership in its work through a commitment for excellence in quality and getting results. One example is how the company was selected to provide a customized, high-performance motherboard for a DNA sequencing machine that had many stringent requirements. Since the customer requested a single board computer (SBC) that was unlike any motherboard available at the time, Axiomtek’s design-in services provided crucial help throughout the entire development process for the customer, which resulted in a customized SBC that fit their application needs. Starting from initial planning, design, testing, and validation to the ready-to-ship phase, Axiomtek’s design-in services

offered key assistance in all facets of the customization process to ensure that the final product worked reliably in mission critical environments. This meant careful design and planning in order to produce an effective prototype for the customer that took into account a variety of critical factors including computing capability, processing speed, storage needs, communications and data transfer, and compatibility.

Axiomtek was selected for many critical projects because its teams offered customized and personalized services that went beyond expectations.

FOR MORE INFORMATION, about Axiomtek, its medical products and design assistance services, visit Axiomtek.com or contact us at Solutions@Axiomtek.com MEDICALDEALER 29

PRODUCT SHOWROOM_PACS_Market Analysis

Staff Reports

PACS MARKET FACES VNA COMPETITION

G

lobal Industry Analysts Inc. (GIA) released a comprehensive global report on Picture Archiving and Communication Systems (PACS) in March of last year.

“The global market for PACS is forecast to reach $7.1 billion by 2020, driven by the acute need to effectively manage the growing volumes of imaging data and the ensuing emphasis on digitizing health care information,” according to the GIA report.

The PACS market continues to grow even as it is competing with Vendor Neutral Archives (VNA) as a means to store images.

“Health care authorities in developed economies are contributing to replacement sales by upgrading legacy PACS as a part of compliance norms. Technological developments within PACS are also fostering growth in the market,” according to a GIA press release. “Advances in computational technologies are leading to a shift in PACS technologies from thick client to thin client solutions. Web-deployed PACS is growing in popularity by combining the benefits of thin and thick client architectures while overcoming efficiency bottlenecks caused by incompatibilities between media drivers on PACS interface and PC. Vendor-Neutral Archiving (VNA) is rapidly taking over the archiving functions of PACS, spurred by the growing need for interoperability among various departmental PACS. WWW.MEDICALDEALER.COM

A critical advantage of VNA is that it puts back health care facilities in charge of controlling PACS data, which was largely relinquished to vendors until now. The capability of VNA to address several DICOM related issues faced by PACS is also driving its adoption.”

Yet, the PACS market remains strong on a global scale with the United States leading the way.

“As stated by the new market research report on Picture Archiving and Communication Systems (PACS), the United States leads the global market. Developing economies are forecast to drive growth in the market, driven by aging population, growing volumes of diagnostic imaging procedures and increasing acceptance of PACS as a means to enhance health care services,” according to the GIA press release. “Asia-Pacific, spearheaded by China, is forecast to register the fastest CAGR of 14.2 percent over the analysis period.”

The 2015 HIMSS Analytics Imaging Technology Study report from December of last year provides insight from 144 U.S. hospital, health care system and ambulatory PACS and radiology leaders to explore providers’ imaging environment needs and drivers.

“Radiology PACS is reported to be in heavy use and the same entrenched vendors appear to dominate the market over the past several years. However, the findings show a market that is mixed on obtaining the next generation of storage and image sharing

“ Nearly 50 percent of respondents indicated the use of an enterprise image viewer to meet their imaging needs. ” technologies. Nearly 50 percent of respondents indicated the use of an enterprise image viewer to meet their imaging needs,” according to the executive summary of the HIMSS report. “While many organizations currently utilize multiple servers across their organization to address their storage needs, there was an increase in the adoption of image repositories with dynamic imaging capabilities and cloud solutions. With image sharing across organizations only expected to rise there is room across these storage solutions for growth.”

“One of the benefits to an enterprise image viewer is the ability to view images without location restriction. Respondents indicated continued heavy use of PACS workstations inside and outside of the radiology department, but there was an increase in the use of image enabled EHRs,” the executive summary states.

MEDICALDEALER 31

PRODUCT FOCUS_PACS _Product Showroom

AUGUST PRODUCTS: This month, Medical Dealer explores PACS

32 MEDICALDEALER | AUGUST 2016

Staff Reports

FUJIFILM MEDICAL SYSTEMS U.S.A. INC. Synapse PACS

T

he new Synapse PACS is designed with speed at the core.

It is next-generation secure server-side technology that enables instant access of massive datasets using the most popular browsers with at least half the bandwidth throughout the enterprise. Fujifilm’s most recent innovation in PACS offers enhanced speed, server-side, zero-download viewer, dramatic reduction in bandwidth requirements, ability to read large data sets and confidence and ease to work remotely and across multiple locations. For more information, please visit www.fujifilmhealthcare.com. •

MEDICAL EQUIPMENT, PARTS & SERVICE

PACS _Product Showroom

PHILIPS INTELLISPACE PACS

P

hilips IntelliSpace PACS provides a comprehensive enterprise-wide imaging and informatics solution. The introduction of the following applications can be added to expand the traditional capabilities with analysis, interpretation and presentation of critical patient information to be more than a PACS.

• Capture longitudinal record of quantitative findings in the routine PACS workflow with Measurement Assistant and present measurements in relation to disease and treatment events in the oncology workflow with Oncology Dashboard.

• Acquire images and short video clips with your iPhone or iPad, add notes to provide specialized clinical context, then securely send to IntelliSpace PACS to become part of the longitudinal patient record through IntelliSpace VL Capture.

• Control costs and improve operational efficiency by assessing departmental productivity regarding referral patterns, resource utilization, and radiologist efficiency through the webbased IntelliSpace PACS Radiology Analytics. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 33

PRODUCT FOCUS_PACS _Product Showroom

Staff Reports

GE HEALTHCARE Centricity Clinical Archive

F

or health care providers who need a unified view of patient images and documents to inform critical treatment decisions, Centricity Clinical Archive Solution helps them save time and lower costs. It’s a standards-based solution that intelligently weaves together a longitudinal view of patient data from different vendor systems and expands access through a web-based, zero-footprint viewer. As a result, Centricity Clinical Archive delivers clinical insight at the point of care helping reduce unnecessary tests and optimize total cost of ownership.•

34 MEDICALDEALER | AUGUST 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PACS_Product Showroom

SIEMENS SYNGO.PLAZA PACS

S

yngo.plaza is the smart PACS workhorse for reading and reporting a large variety of cases – from routine to complex. It brings 3D technology to everyday reading, within your PACS, and opens up powerful storage capacities, enabling vendor-neutral archiving, even enterprise-wide. Your PACS is the radiology centerpiece that should be designed for frequent, heavy use, robust performance, intuitive operation, and intelligent reading tools. With syngo.plaza you establish a state-of-the-art productivity driver for radiology and beyond, an IT solution that grows with your plans and makes reading and reporting a process that pays off, today and in years to come. •

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MEDICALDEALER 35

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MEDICALDEALER 37

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PRODUCT SHOWROOM_Patient Positioners_Market Analysis

Staff Reports

SURGERIES IMPACT PATIENT POSITIONER MARKET

“This market is

P

atient positioners are essential tools for surgeons, especially with advancements in robotic surgery and other minimally invasive surgery techniques worldwide.

Patient positioners facilitate surgery and prevent injury by ensuring patients do not move during procedures. They are among the many accessories used during surgery to assist health care professionals and promote positive outcomes. They can reduce patient stays by allowing for minimally invasive surgery that promote faster recovery times.

In May 2016, PRNewswire reported continued growth in the surgery market, including the patient positioner segment.

“The growth of the overall market is due to rise in number of hospitals, growing number of ambulatory surgical centers, surge in demand for hybrid operating rooms, growing number of regulations for operating room equipment, and increase in number of geriatric population coupled with high number of surgeries worldwide,” according to PRNewswire. “Globally, the operating room equipment market has been experiencing steady growth and the trend is expected to continue during the forecast period from 2015 to 2023.”

“Major drivers of demand and growth of the operating room equipment market include growing number of ambulatory surgical centers, product innovations driven by advances in WWW.MEDICALDEALER.COM

expected to reach $29.15 billion by 2020 from $24.31 billion

technology, rising demand for hybrid operating room, and increase in the number of surgeries,” PRNewswire adds. “Apart from this, innovations related to patient handling techniques will propel the operating room equipment market in the next few years.

Major restraints of the market include high cost of operating room equipment.

However, the report also highlights various opportunities that are expected to boost market growth during the forecast period.”

According to a market report published by Transparency Market Research “Operating Room Equipment Market - Global Industry Analysis, Size, Share, Growth, Trends, and Forecast 2015-2023,” the global operating room equipment market was valued at $23.9 billion in 2014 and is anticipated to expand at a compound annual growth rate (CAGR) of 6.9 percent from 2015 to 2023 to reach $42.9 billion in 2023.

A report by MarketsandMarkets also predicts growth in the operating room equipment and supplies market.

“This market is expected to reach $29.15 billion by 2020 from $24.31 billion in 2015, at a CAGR of 3.7 percent,” according to MarketsandMarkets.

“Growing investments, funds, and grants by government bodies world-

in 2015, at a CAGR of 3.7 percent” wide, rising number of hospitals, increasing patient preference for minimally invasive surgeries, growing number of regulatory approvals for operating room equipment, and growing number of geriatric population coupled with the increasing number of surgeries globally are some of the factors that are expected to drive the growth of the global operating room equipment and supplies market in the coming years,” MarketsandMarkets adds.

Transparency Market Research expects the minimally invasive surgery market, which includes patient positioners, to more than double from 2013 to 2019.

According to the Transparency Market Research market research report, the minimally invasive surgery market is “exhibiting a robust CAGR of 10.50 percent from 2013 to 2019, the minimally invasive surgery market is anticipated to expand from a value of $25 billion in 2012 to $50.6 billion in 2019.”

MEDICALDEALER 39

PRODUCT FOCUS_Patient Positioners_Product

Staff Reports

AUGUST PRODUCTS: This month, Medical Dealer explores Patient Positioners

MEDLINE Comfort Glide Drypad

T

he Comfort Glide Drypad from Medline is an ultra-absorbent drypad that draws in moisture and locks it away to keep patients dry. The drypads are air-permeable for optimal patient comfort.

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. •

40 MEDICALDEALER | AUGUST 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Positioners_Product Showroom

INNOVATIVE MEDICAL PRODUCTS INC. DE MAYO V2 E KNEE POSITIONER

T

he De Mayo V2 E Knee Positioner is designed with both the surgeon and patient in mind. The new positioner uses a patented sterile extension arm that extends the knee positioner base plate off the end of the OR table, enabling the surgeon to stand between the patient’s legs and allows the surgeon the ability to look straight down onto the surgical site. Surgeons no longer have to lean over the OR table when performing procedures. Innovative Medical Products Inc. is the first company in the marketplace to make and sell a sterile extension.•

WWW.MEDICALDEALER.COM

MEDICALDEALER 41

PRODUCT FOCUS_Patient Positioners_Product

Staff Reports

ACTION PRODUCTS Action Full Length Overlay

T

he Action Full Length Overlay (40101) is made of exclusive Akton polymer gel and gives head to toe protection from pressure injuries. The polymer gel will float your patient on the table pad and produce a surface that is approved by AORN Recommended Practices. The overlay will redistribute heat and weight across its length, extending the life of your table pads. The 360-degree stretch creates a skin equivalent environment suitable for your robotics and operating rooms alike. It is seen here with the Positioning Strap (40713) and Long Dome Positioner (40603L). •

42 MEDICALDEALER | AUGUST 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Positioners_Product Showroom

DAVID SCOTT COMPANY SAFE-T-SECURE STEEP TREND DISPOSABLE POSITIONER

D

avid Scott Company is proud to distribute Safe-T-Secure, an all-in-one integrated disposable solution for Steep Trendelenburg. Designed by a laparoscopic and robotic surgeon to maximize efficiency and minimize setup time and effort (approximately 1 minute). Safe-T-Secure’s single-use premium foam and impermeable perineal barrier are designed to eliminate direct patient skin contact decreasing the risk of contamination. Safe-T-Secure also allows for IV tubing and monitor wires to be easily tucked. This design includes the foam, Velcro and sheets necessary to secure the patient to the operating table. Sold in a case of five disposable units, item number DSC-STSNMED1. Visit our website www. davidscottco.com for video and more information.•

WWW.MEDICALDEALER.COM

MEDICALDEALER 43

Holding Our Repairs To The Highest Standard.

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UDI COMPLIANCE TA K E S A NO T H E R S T E P F ORWA RD I N 2 0 1 6

BY M AT T S KOU FA L O S

In theory,

Unique Device

Identifiers (UDIs) offer multiple benefits to health care original equipment manufacturers (OEMs) by standardizing markers that help identify a given device throughout the entirety of its life cycle.

Instead of relying on a variety of alphanumeric codes, UDI’s will allow health care professionals, patients, inventory managers and, most importantly, the U.S. Food and Drug Administration (FDA) to trace individual products with known issues all the way to the customers who purchased them.

Since 2013, the agency has implemented five benchmark deadlines in the process; in September 2016, the three-year anniversary of its final rule publication, Class II medical devices and standalone software must have UDIs on packaging, and that data must be entered into the FDA’s Global Unique Device Identification Database (GUDID) in a machine-searchable format. By the same time, Class III medical devices that are intended for multiple uses and are to be reprocessed before re-use must have permanent UDI markings (not just their packaging).

UDI COMPLIANCE TA KES

A NO T HER

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B

ringing device-makers into compliance with FDA regulations is one aspect of the UDI initiative. Helping them to centralize and access the data it gathers is a larger piece of that process, particularly when companies that have grown by acquisition store that information in disparate systems.

Mohan Ponnudurai, Director of Industry Solutions at Sparta Systems in Hamilton Township, New Jersey, called data centralization “a groundfloor challenge” related to life-cycle device management.

“UDI isn’t just ‘Do it and you’re done,’ ” he said. “If [manufacturers] change some packaging, labeling, components, they will be redoing things over and over, wasting a lot of time.”

Although manufacturers of Class III, Class II, and Class I devices “don’t have to go through the same degree of pain again” that they did in creating Class III UDIs, Class II and Class I products are “not at the same level of technology,” Ponnudurai said, and “the [FDA] rule set has a lot of ambiguity.”

“Really, what is the area that you need to file UDI for?” he said. “It’s easy when you know what they are, but it’s not easy to go through the UDI rulebook and say, ‘Is it proscriptive enough? What is an exemption, what is not?’ ” “I think FDA is also going through a very steep learning curve about UDI,” Ponnudurai said. “They don’t want their database and their servers crashing when the Class II and Class I [UDIs] come in, which are going to be much larger in terms of volume.”

James Laskaris, Emerging Technology Analyst at MD Buyline of Dallas, Texas, said the need for UDIs as an aspect of recall management has multiplied with the expansion of the marketplace for medical products.

“You used to see 10 to 15 [recalls] a month four or five years ago; now

48 MEDICALDEALER | AUGUST 2016

Mohan Ponnudurai, Director of Industry Solutions at Sparta Systems

“I think FDA is also going through a very steep learning curve about UDI. They don’t want their database and their servers crashing when the Class II and Class I [UDIs] come in, which are going to be much larger in terms of volume.”

there’s hundreds of recalls a month,” Laskaris said. “Once there’s a bar code, now the computer finds it and you don’t have to have people going through the whole inventory that they have. Hospitals buy millions of dollars worth of sutures a year, of Band-Aids; it’s tough to find these things.”

The onus has always been on vendors to provide recall information and on hospitals and health care systems to pull recalled products when the issues associated with them are identified, Laskaris said. UDIs should help hospitals to avoid incidents simply because they aren’t able to locate all of a particular batch of products, as well as keeping them in compliance with Joint Commission investigations, which involve the strength of onsite recall protocols.

“Before, when you used different numbering systems, one of the biggest problems is that the vendors sit back and say, ‘These serial numbers have been recalled,’ ” Laskaris said.

“It’s going to make it easier for [device customers] to find things. Everything within a facility has a serial number, a bar code associated, so you know you don’t have to do an alphanumeric search. You scan it these days, so the computer knows exactly what it is.”

The implementation should also allow the GUDID to be used for gathering and analyzing device metadata in a fashion similar to the efforts being made by the federal government to collect anonymized patient data through the electronic health record (EHR) initiative.

“That’s the direction the government has gone through for years; to make computers do the work for us,” Laskaris said. “It’s almost like barcode scanning: now you get to the checkout line a heckuva lot faster, there’s fewer errors involved. Instead of going through, as the user, a whole stack of sutures or syringes, the computer MEDICAL EQUIPMENT, PARTS & SERVICE

should know ‘Where’s the batch? Do I have it within my facility?’ because now we have a UDI to look up.”

Most of the data in the GUDID is being made public through AccessGUDID, a website developed in partnership with the National Library of Medicine, said FDA Press Officer Deborah Kotz. Although UDI requirements only apply directly to device labelers – usually manufacturers – she points out that “the success of the UDI systems depends on widespread, robust adoption and use of UDIs.” Kotz said that the medical device industry “has been very willing to work with” the FDA’s Center for Devices and Radiological Health (CDRH), “and we have experienced excellent efforts and strong feedback.”

“So far, we have received positive feedback from device manufacturers that implementation of UDI’s in accordance with federal law has been going well,” Kotz said. “We’ve redoubled our outreach and training efforts to make sure that industry has the resources and information they need to meet their obligations. Our UDI web page is replete with materials designed to assist device labelers to understand the requirements. We’re even doing periodic ‘real time’ troubleshooting (user group sessions) to help industry resolve their technical issues.”

The agency is also working to ease barriers to implementation, Kotz said, including a partnership with the Association for Healthcare Resource and Materials Management to convene and host a collaborative Learning UDI Community focused on “adoption issues affecting multiple stakeholders.” Its steering committee comprises health care leaders from “the association, clinical, distribution, physician, provider, regulatory, standards organization, and supplier/manufacturing communities,” and will include FDA representatives as well. It has engageWWW.MEDICALDEALER.COM

James Laskaris, Emerging Technology Analyst at MD Buyline of Dallas

throughout their distribution and use.”

However, Kotz also said that “device companies aren’t taking full advantage of these resources.” Manufacturers are often challenged in “organizing, collecting and validating data” before those data are submitted to the GUDID, “especially because the information they need may be housed in multiple in-house locations and systems.” Despite those challenges and others, Kotz said the FDA expects the industry “will be able to comply according to the specified timetables,” and pointed out that those entities that are not in compliance could be subject to enforcement action.

Kotz also pointed out that aftermarket device servicers, refurbishers, and remanufacturers “that apply labels with the intent to market those preowned devices” are subject to the same requirements as OEMs.

“Once there’s a bar code, now the computer finds it and you don’t have to have people going through the whole inventory that they have.” ment goals of “discovering and documenting real-world solutions” to implementation hurdles, Kotz said, and the strategies it uncovers will be compiled in an adoption and implementation repository for broader use.

“Capturing, storing, maintaining, and providing unrestricted access to this shared knowledge will increase the likelihood of success in accelerating UDI adoption practices while shortening the UDI adoption learning curve,” Kotz said. “Ultimately, the FDA believes the system will provide significant benefits for industry, health care professionals and patients by establishing a consistent and standardized way to identify devices

Once fully up and running, Kotz said the system will help FDA to rapidly and definitively identify devices and the key attributes that affect “their safe and effective use,” facilitating reporting and analysis of adverse events and medical errors, the efficiency of recalls, and offer “a standard and clear way to document device use in electronic data sources.”

The metadata information gathered and analyzed in the GUDID is “the foundation for a broader … national evaluation system for medical devices that will generate better evidence for more efficient medical device evaluation and for clinical and regulatory decision-making.”

MEDICALDEALER 49

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Greg Bylo, Vice President of Healthcare at the Lawrenceville, NJ-based GS1 US, which facilitates the implementation of standards for medical devices, said that UDI issues are a mixed bag among manufacturers. Some have been working on their FDA regulatory compliance for several years already, and are approaching “some of the best practices out there,” with the assistance of professional workgroups as well as organizations like his. Others are far behind meeting the FDA compliance standard.

“You have organizations that are calling us up in the last couple of weeks, manufacturers, who say, ‘What do we do? We have Class III products,’ ” Bylo said. “Class IIIs were supposed to be done three years ago. We have a lot of Class II [manufacturers] that are calling us up. A lot of these organizations don’t even know how to make a proper label for a med device.”

“It runs the gamut,” he said. “The large organizations with more money and larger revenue are on top of this, or right on track. Smaller organizations where people are possibly wearing multiple hats may be off.”

At almost every level of the compliance issue, concerns around implementation have as much to do with master data management as with device labeling. After the devices are properly labeled and packaged, the data must still be kept current, “integrating change management process into how you do UDI,” Bylo said.

“If you make changes, you have to put the data in the GUDID within 48 hours,” he said. “Then you have all your standard operating procedures up to speed, which then really requires quality assurance and regulatory affairs to oversee the entire product.”

50 MEDICALDEALER | AUGUST 2016

IN

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“We as an industry are trying to solve things so that the intent of this will be better patient safety, better outcomes, Greg Bylo, Vice President of Healthcare at GS1 US

The one thing that almost nobody in the industry has a firm command of is how much keeping in compliance with these regulatory directives is costing businesses. Bylo estimates that consultancies that specialize in inventory management and regulatory affairs “have a ton of projects right now.”

“You have good companies that need a little tweaking, and companies that have to do everything from the ground up, particularly if you’re hitting the systems that run that company,” he said.

Providers remain a unique case in the supply chain continuum, Bylo said, as they are unable to address their own business processes “until they get product that’s labeled flowing through their doors.” All new products must be in compliance with FDA regulations, but hospitals are going to get “marked and nonmarked product until 2019,” which means the industry is subject to a three-year ramp-up.

and hopefully lower cost.”

“If you were in the shoes of that hospital supply chain leader, and you’re looking at the numbers, you’ve got to update all the clinical systems to accept this,” he said. “I think the industry is struggling with these deadlines, but UDI awareness at this level is key because the organizations that will truly help drive patient safety are the providers.”

Bylo was also optimistic of the impact that the FDA-facilitated learning community can have in scaling up the number of individuals working on the implementation issues from hundreds of people to thousands. In such an environment, “you can go from a good idea to a great idea because you now have other input,” he said.

“I see the health care industry becoming much more associations working with associations,” Bylo said.

“We as an industry are trying to solve things so that the intent of this will be better patient safety, better outcomes, and hopefully lower cost.”

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MEDICALDEALER 51

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MEDICALDEALER 53

CORPORATE PROFILE

THE MEDICAL PRODUCT SUPPORT NETWORK M

edWrench (MedWrench.com) is a resource and sharing network for users of medical equipment. It is an online community where those who use, service, and maintain medical equipment can get answers, find information and read what others think about the equipment they use. It is free to join and easy to keep informed.

MedWrench users simply bookmark their communities (equipment, categories, or manufacturers) to their “My Bench” area and then they are given an intelligent feed of information from other professionals as they help each other troubleshoot and solve problems. The “My Bench” page can also help users: • Manage bookmarked equipment and adjust how they are notified about new information; • See what other professionals in their discipline are using; • Ask questions and get answers about equipment; • Talk to industry experts and manufacturers directly about issues; • Contribute to the community by providing accurate information about medical equipment; and connect with other medical equipment professionals and find out how they use their equipment effectively.

Medical Dealer interviewed the experts at MedWrench to find out more about the company and the services it offers to those in the medical equipment industry.

54 MEDICALDEALER | AUGUST 2016

Medical Dealer: Can you tell us a little

bit about the company’s history?

MedWrench: MedWrench was first

launched in 2009 by MD Publishing and LabX as a product support network where technicians, purchasers, manufacturers, nurses, doctors, product marketers, and industry experts could connect and discuss equipment that they use or service every day.

With an end goal in mind, the first year was dedicated to product research and data entry by a team of product specialists. They helped to bring a pool of information to each product page that included product descriptions, features, specifications, photos, manuals, articles, and much more. In 2010, and with more than 2,000 members and 10,000 monthly visits, MedWrench was introduced as the industry resource at it’s first MD Expo in Napa, California. With hard work and dedication, MedWrench has grown to include more than 38,000 members, over 60,000 monthly visits and 7,000 product pages.

Medical Dealer: What are some

advantages that your company has over the competition?

MedWrench: We like to think that

we do not have competitors. However, we can sometimes be confused with listing sites. The difference with MedWrench is that we feature products by providing product information. This not only gives our users a platform to easily discuss specific equipment, but it allows for us to provide a database of product knowledge without having to constantly “manage inventory.”

Our main goal is to be the go-to resource. We want our users and visitors to go to MedWrench and be able to find all the information needed to perform a specific task or to make a purchasing decision, without having to go anywhere else on the web.

Medical Dealer: What are the compa-

ny’s core competencies and unique selling points?

MedWrench: We provide many

resources to both visitors and members. One of MedWrench’s main, and most used, resources is our Q&A forums. Our forums provide a platform for members to discuss equipment that they are working on or have an interest in. It’s a great way to connect with others in the industry and solve tough medical equipment problems.

Another great feature of MedWrench is the ability to add categories, products, and/or manufacturers to your My Bench. This MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL SPECIAL ADVERTISING ADVERTISING SECTION SECTION

MedWrench is accessible from computers and mobile devices making it easy to stay connected.

allows for MedWrench members to build a digital bench of products that they have an interest in or are servicing. Adding products to your My Bench gives access to instant email notifications alerting you of discussions, new product resources, videos and much more.

MedWrench also has a bulletin board, where visitors can read our weekly blog, find expo/event information, continuing education opportunities and a job board.

And of course each product page provides an array of product information, articles, resources, videos and the option to request a quote.

Medical Dealer: What product or service

are you most excited about right now?

MedWrench: We recently launched

MedWrench Mobile. The mobile version of MedWrench has been in the works for over a year. We are excited to finally launch the same great features of MedWrench in a mobile version for our visitors. Now, users can easily access the website from their mobile devices, which makes using feaWWW.MEDICALDEALER.COM

The MedWrench team and founders gather during a visit to the MD Publishing offices.

tures such as our Q&A forums or downloading a manual much more convenient.

Medical Dealer: Can you tell us about

Medical Dealer: What is on the hori-

MedWrench: One of our favorites is

zon for your company?

MedWrench: We are working toward

launching a “Buy Now” portal. This will give visitors the option to purchase equipment from reputable vendors via MedWrench. It will first be launched on our mobile site and will eventually be offered on the desktop version. Purchasers will be able to add items to their cart, select their preferred shipping method and check out using PayPal.

a time that MedWrench “saved the day” for a customer?

when a MedWrench member came up to me at a conference. He shared with me that “MedWrench helps to save lives.” He told me about a time that he was working internationally with limited resources. He said that he turned to MedWrench for support and within minutes received an answer to his question and was able to solve his problem and help a hospital in need.

Until then, we never actually thought about how we help to save MEDICALDEALER 55

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

Members can add communities to their bench and interact with others using the same equipment. This will give you direct access to discussions, user manuals, videos, and more.

Post questions for medical equipment problems or share solutions to common issues other have had with the same equipment.

Watch videos on product launches, technical demonstrations, “how to” videos, or share your own videos about this product.

Members can provide feedback on previous product purchases and may critique product and company performance.

lives. Hearing his story made me feel extremely happy to be part of a company that helps to bring industry professionals together, worldwide, and allows them to solve problems together and, ultimately, save a patient’s life. Medwrench is doing bigger things then we could ever imagine and it took his story to put it into perspective for us.

Medical Dealer: Where is the com-

pany located?

MedWrench: We have an interna-

tional office in Midland, Ontario where our IT department works.

Our U.S. office is located in Peachtree City, Georgia, where we share an office building with MD Publishing.

Medical Dealer: Can you tell us about

some of your employees?

MedWrench: John Krieg, President of

MD Publishing, along with Bob Kafato and Ken Piech, Managing Partners

56 MEDICALDEALER | AUGUST 2016

We find it most important to listen to our users’ needs. Without them, MedWrench would not be where it is today. at LabX Media Group, formed a joint venture to create MedWrench. MD Publishing runs the sales/marketing, LabX Media handles all programming and website development. Our U.S. office consists of two full-time employees. Kaylee McCaffrey is the marketing and sales manager. She was the very first MedWrench employee and has worked there for almost six years now.

She helps to implement new projects and resources on MedWrench and also helps to promote companies on MedWrench through marketing campaigns.

Jonathan Payne is our media manager. He has been with MedWrench for four years now. He oversees all social media and eNews promotion, writes a weekly blog, is in charge of lead generation for clients and works as sales support.

We have additional employees who help support the site via IT, data entry and web support. However, everything on the front end is facilitated by Kaylee and Jonathan.

Medical Dealer: What is most important

to you about the way you do business?

MedWrench: We find it most important

to listen to our users’ needs. Without them, MedWrench would not be where it is today. We welcome suggestions from our users and have even developed and grown MedWrench based off of those suggestions. I find it important for our growth and future success.

FOR ADDITIONAL INFORMATION and to join the MedWrench cummunity visit www.medwrench.com MEDICAL EQUIPMENT, PARTS & SERVICE

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SLICE OF LIFE_The Other Side

By Jim Fedele

CLEANING YOUR CLOSETS, A MONUMENTAL CHALLENGE

T

hese economic times have certainly forced changes in the industry. These changes have hit home with me as we look at reorganizing the way we do business. Without getting into the mundane details of this project, it has required us to move a substantial number of services around. This requires the services to pack up their stuff and move it. As we are all aware, in our personal lives, when it is moving time, we find that our possessions have quickly multiplied in quantity and size.

lar for equipment is immediately upon its availability for sale. The reasons are, it has been functioning on a regular basis, and is still on the PM program. My experience has been once a piece of equipment enters “the closet of eternal backups” the gremlins get to it and it never functions properly again.

The other side of my quandary is

My experience has been once a piece of equipment enters “the closet of eter-

This rule also applies to the medical industry. With every moving nal backups” the service, there is a wake of stuff that has me wondering if they gremlins get to it really moved anything at all? In order to keep valuable equipand it never funtions ment from ending up in the scrap pile, I have been tasked with properly again. “cleaning the closets” in our system. I will say politely (in order to that if I explain to them that they avoid editorial censuring) that it have to let the old equipment go, has been a frustrating challenge. and tell them “The new piece of In theory, everyone knows it is equipment will work fine.” I am a good idea to sell his or her old sealing my own doom as a reputaequipment. In the real world, how- ble technician. It seems that when ever, people become so attached I say that phrase, it activates the to the “old reliable” that when hidden self-destruct program that the new replacement is delivered is included in every new piece of they need to keep the old equipequipment. I am left without any ment around for “back up.” This backup and one angry customer. puts me in a precarious position.

Even offering the compromise of I know the time to get top dolkeeping the old equipment for a 58 MEDICALDEALER | AUGUST 2016

month before selling it is seldom received as a solution.

What I have experienced lately with a light source built in the 1970s proves my point. The equipment was put “in storage” for that faithful time when it is needed for backup, however nobody remembers it is even in storage until it was time to move. It is always a thrill to hear a department head say, “What the heck is that?” “Hey, do you think you could sell that for us.” Sure, I say, “The Smithsonian Institute is always looking for ancient artifacts for display.” My point is that once a device ends up in a storage area the odds of it ever being used again are extremely slim.

The last issue is people generally do not routinely make time or want to make time to sift through storage areas to clean them. What I notice is that move directives are laid out and everyone is already busy with their “regular” job.

They don’t have to move stuff and just throw it away. This issue has prompted me to get involved and at least try to recoup some of the lost investment before it ends up in the dumpster.

My plan has two parts. First, I look at the inventory list with the department head and verify what is assigned to them and find out if they want to keep the equipment.

Second is a search of all the known and unknown closets and cubiMEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

cles for missed equipment adding anything that isn’t on the list. I also verify that any equipment found in the area doesn’t belong to another department. When those steps are completed, in most cases, I have a comprehensive list of everything.

What will I do with it? I have been working with some people that advertise in Medical Dealer. Over the years, I have fostered some relationships and have regular contacts that always help me out. I would recommend developing a relationship with a company ahead of trying to get rid of large quantities of equipment to ensure you are getting the best price for your items.

My recommendation for getting top dollar for your equipment and finding most of what is stored are as follows.

• Form the most comprehensive all-inclusive list you can. Enlist everyone in your facility to help in building the list.

• When you inspect the equipment make sure you have all the cables and peripherals that are required to use the device.

• Put your list out to as many companies as possible.

• If you have many pieces you may want to require the ber to take the entire lot. We have had various people come through and take only the choice equipment. This leaves me with several pieces of worthless old equipment that is extremely hard to sell or even donate.

WWW.MEDICALDEALER.COM

Not on our watch!

• Don’t get greedy, take bids and go with the best one that works for your timeline.

Remember, every dollar is a bonus when you consider the equipment was going to the dumpster. Don’t wait, or play games thinking you are going to get more money. It seldom works out. For example, we had a urotable that was 3 years old. We did not need it any more and tried to sell it. Our first bid was for $40,000, but we waited for a better one and it never came. Six months later we sold it for $5,000 – lesson learned.

There is one more issue, sometimes equipment in storage may still be under a service contract or part of a larger third-party agreement. Getting rid of unused equipment will equal an immediate reduction in service costs.

In the future, however, I will work harder at preventing equipment from entering “the back up storage closet.” I may have to resort to some underhanded tricks, but I care too much about our medical equipment to let it be doomed to an eternity of uselessness.

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

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SLICE OF LIFE_Bobinski

By Dan Bobinski

THE CAUSES OF MICROMANAGEMENT

A

•T hey’ll take back delegated tasks to do them more quickly or better themselves

ccording to their own press release, the U.S. Postal Service (USPS) lost $5.1 billion in fiscal year 2015. Don’t get me wrong, I think my postman is a great guy, and I don’t have too many issues with my mail. But the USPS is a classic example of an organization in which micromanagement has become a huge problem, and it’s costing them dearly.

For those who don’t know, the USPS is not a government agency, but it has so many government regulations that employees can't act outside of established, tightly enforced policies.

For example, employees are not allowed to choose more effective and efficient ways to do their jobs. The USPS is more concerned that employees follow regulations – which cover everything – including how you sort the mail you're going to deliver on your route. In many locations, even if you figure out a way to sort your mail that will save you an hour each day, you are not allowed to do it.

I'm all for workplace rules that keep people safe, but sometimes organizations start standardizing things too much, and it results in a culture of micromanagement. The result is an atmosphere that drains energy, initiative and profitability.

If you think of a micromanager as someone who dictates what every action and decision needs to be, you’re pretty much on target. Our friends at Webster’s dictionary define micromanagement as, “to manage with great or excessive control or attention to details.”

60 MEDICALDEALER | AUGUST 2016

Additionally, micromanagement may exist if some or all of the following is observed: •High turnover • Team members feel nothing they do is ever good enough • Team members are required to “check with the boss” before making any decision • Team members no longer take initiative • Team members are responsible for results, but have little or no input for how to achieve them Dan Bobinski Workplace Consultant

THE SYMPTOMS

As you are probably aware, micromanagement is not limited to the post office. If you are wondering whether you might be falling into such a mindset, consider these common tendencies of micromanagers (note: this list is not exhaustive): • They appear frustrated that nobody is “getting it” nor taking things as seriously as they do • They want frequent status updates, even when things are operating normally • They want everything done “their” way • They frequently jump down several levels on the chain of command • They get upset if they’re not consulted before decisions are made

THE CAUSE

It’s easy for micromanagement to emerge when top-performing frontline employees are promoted into management. Companies regularly make erroneous assumptions that because people are good front-line employees, they will likewise excel as managers. The problem is that these are totally different roles that require totally different skill sets.

Compounding the problem is a new manager’s drive to be seen as successful, and to gauge this, more often than not they listen for two key words: “Good job.”

To illustrate this, put yourself in the role of a front-line employee, where you’re responsible for moving some sort of raw product through a process to achieve a specific outcome. You’ve learned the nuances, capabilities and limitations of the raw product as well as the systems, and you know you’re doing well if you hear the magic words: “Good job.”

MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

“I learned the buzzwords, the accounting programs, and all about ‘management,’ but I never learned how to manage a group of people.”

Well, once we receive a promotion, our drive to succeed has not diminished.

In fact, it might even be stronger.

Therefore, when we get promoted, we want whoever promoted us to believe they made a good choice. In other words, we still want to hear, “Good job.”

Unfortunately, if we are unaware of how to perform the core responsibilities of a manager (ensure people get trained and coordinate to create efficient systems), it’s not uncommon to jump in and fix a production problem when one appears. After all, that’s how we heard, “Good job,” before. Or, if we don’t fix it ourselves, we might give people step-by-step directives without really training them. This causes the front line we’re managing to step back and label us as micromanagers.

MORE CAUSE: UNDERTREATING THE PROBLEM

Another cause for the emergence of micromanagement is management training that is well-intended, but does not accomplish its goals.

It’s similar to a growing problem in health care today where some doctors are undertreating medical conditions.

The unfortunate result is unnecessary pain for the patient. In the same way, undertraining a new manager often results in unnecessary pain for the manager – and his or her team.

To their credit, numerous companies provide training for new managers.

Unfortunately, many of these efforts provide inadequate results. The reason?

Most new manager classes provide basic knowledge and understanding about management responsibilities, but students receive very little practice in WWW.MEDICALDEALER.COM

actually applying what’s taught. Think of it as attending a class on how to ride a bicycle when you’ve never ridden one before. You could pass tests proving you know the names of the bicycle’s parts and even explaining the theory of how a bicycle works, but if they never let you get on a bike and actually ride it, your mental ability to recall data probably won’t help you with the needed skills of hand-eye coordination and balance.

Sadly, the core responsibilities of managers (ensuring people get trained and coordinating to create efficient systems) are also missing from many business degree programs. One middle manager I know has a Bachelor of Arts in Management. He tells me that his degree program did not equip him to think like a manager. He says, “I learned the buzzwords, the accounting programs, and all about ‘management,’ but I never learned how to manage a group of people.”

Hopefully you’ve been careful to avoid micromanagement and your organization is not hemorrhaging money like the Postal Service. Still, since I’ve used up all my space this month talking about the causes of micromanagement, next month I’ll be talking about its cure. Stay tuned.

DAN BOBINSKI This article is adapted from portions of Dan Bobinski’s best-selling book, “Creating Passion-Driven Teams.”

He is a certified behavioral analyst, and president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208-375-7606.

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

OPERATION SMILE I n 1982, plastic surgeon William Magee and his wife Kathleen took a trip to the Philippines with a team of medical volunteers. The Magees were there to help operate on children born with cleft lips and palates, congenital facial deformities that can leave them ostracized, isolated, and even underfed or developmentally delayed. When the couple returned home to their practice in Virginia, they knew their work wasn’t finished; the nonprofit organization they founded to continue it is Operation Smile.

Dr. Ruben Ayala, Senior Vice President of Medical Affairs at Operation Smile, regards the work done on those earliest medical missions as “human gratitude in its purest form in some of the most dire circumstances.” When the Magees started the company, they had no strategic plan; they knew only that the need they’d worked to address would still be there, and that they couldn’t ignore its existence. In the 34 years that followed, the nonprofit has grown into a multinational organization with a permanent presence in 10 countries, and which has completed medical mission work in 50 others.

“What we’ve seen is the evolution of an organization that grew to take care of kids in all these countries,” Ayala said. “We created entities to provide care year-round, and centers for training to integrate with the local health 64 MEDICALDEALER | AUGUST 2016

Dr. Ruben Ayala Seen on a medical mission in 2014

care system so there’s better collaboration and innovation. You have to invest in the local providers and local volunteers, who are also important in increasing the effort.”

Local engagement is critically important to the success of the organization, Ayala said. The first time he saw a child with a cleft lip was in his hometown in Panama, and he recalled being shocked. He was volunteering with Operation Smile as a student translator, and the only thing he could think was “Where have they been?”

“Could you imagine walking through this hallway and seeing all these kids who need help?” Ayala said.

“I’d never seen these kids. For me, the change that Operation Smile created

was not the change in how to take care of a kid, it was in how to get people engaged.”

The organization led by example in providing safe surgical care to children in need, but it also was well-managed in the areas required for its sustainability, including logistics, fundraising, advocacy, and awareness. Those pillars of growth were behind a January announcement that Operation Smile will invest $250 million in the next five years to “eradicate the backlog of hard-to-access cleft patients, and provide life-changing surgeries to countless children and young adults.”

The goal involves more than just performing free surgeries on the most vulnerable patients in the world; it means also giving health care professionals the training and resources to expand the impact of that work in the countries where they live.

“We want to feel that sense of pride when you can take care of your own,” Ayala said. “Today there are thousands of kids we take care of every year, and 70 percent of volunteers are from the countries where the kids are, who have the power, the training inspired by the spirit of volunteerism, and [who are] guided by a movement.”

In 2016, Operation Smile is adding new care centers in Ecuador, Nicaragua, and Paraguay, bringing its total to 28 globally. In addition to performing more of the 45-minute corrective surgeries that fix a cleft, the centers will allow the organization to train MEDICAL EQUIPMENT, PARTS & SERVICE

Pictured above is the operating room at the Operation Smile care center in Colombia.

“ No matter what we do, we want to make sure that we harvest the goodwill of people. ” local health care professionals to sustain those practices long after visiting specialists have departed. Ayala sees it as making good on the promises that Operation Smile doctors give to the parents of the children it cares for “that we will give the child a new life.”

“No matter what we do, we want to make sure that we harvest the goodwill of people,” he said. “Over time, as more people engage, there was greater need for efficiency in the way that people’s times and talents were being used; need for planning, partWWW.MEDICALDEALER.COM

nerships, [and] access to patients in a patient-centric way.”

Not all of the needs of the organization are necessarily medical, either.

Many of them have to do with providing lodging and hospitality for patients and their families who often travel hours or days for the surgeries. Others include creating awareness of the work or of the opportunities to help correct cleft lip and palate issues. One of the biggest is the need to form institutional partnerships with the agents of government and health policy in the countries in which the organization operates to ensure access to patients and infrastructure and the greatest quality of care available.

“The group spirit is the same, Ayala said; “over time we realized that we have to build a stronger infrastructure to support [it].”

In keeping with that philosophy, Operation Smile’s investments are intended to help drive the 17 sustainable development goals established by the United Nations Sustainable Development Summit for the elimination of poverty, disease, hunger, and

the reduction of economic inequality.

Ayala believes that the role of Operation Smile and similar health care organizations is at the forefront of that agenda.

“If you start reading all the targets, most of them start with the opportunity and the right to health,” Ayala said.

“If you have the right to health, you can tackle so many of the targets that are there. We have committed to trying to sustain that target of health and well being so that we might give people a chance to grow, heal, and have a future.

“For us, a child who has a cleft is a conduit,” he said. “Children tell us and they teach us what’s in their community. In the world of health, the ability to influence people’s lives for the better is not just the duty of the nurse; there’s economics involved, awareness involved, the need to have other people to coordinate.”

“They’ve given us the target; they just haven’t given us the map,” Ayala said.

Find out more or donate at www.operationsmile.org MEDICALDEALER 65

SLICE OF LIFE_Success Story

By Matt Skoufalos

CARTI CANCER CENTER/ TOSHIBA INFINIX 4D CT

I

n cancer treatment, so much of the patient experience can be tied up in the anxiety associated with waiting for diagnoses, the physical discomfort of certain clinical procedures, and the bedside manner of the physicians involved in treatment planning and support.

Leading-edge technologies and best-practices approaches to treatment that improve on any of the traditional benchmarks in these areas have a great opportunity to not only deliver a higher standard of care, but to drive cost efficiencies while doing so..

At the CARTI Cancer Center, a 170,000-square-foot, $90-million, multi-specialty treatment facility in Little Rock, Arkansas, a new technology is helping achieve many of those ends simultaneously. CARTI specializes in medical, surgical and radiation oncology and diagnostic radiology, and supports clinics dedicated to imaging, infusion, research, and support programs. This year, the center became the first U.S. provider to install a Toshiba Infinix 4D CT with the Infinix-i angiography system and Aquilion ONE ViSION Edition CT system.

The system is helping improve treatment planning in interventional radiology and oncology specialties, providing on-demand, real-time imaging that physicians like David 66 MEDICALDEALER | AUGUST 2016

David Hays Director of Diagnostic and Interventional Radiology at CARTI

Hays, the Director of Diagnostic and Interventional Radiology at CARTI, can use to identify and visualize tumors, provide whole organ body perfusion, and verify that their procedures are locating the areas of treatment with greater accuracy.

Although the technology in the Infinix system has been commercially available in Japan for a number of years, it is just starting to penetrate the North American market as a combination of CT and angiography, Hays said.

In concert, the two technologies enable CARTI physicians to scan and treat or scan and plan within the course of a single examination procedure.

“It’s really allowed us to be much more efficient,” he said.

Hays praised the advanced software capabilities of the Infinix as also allowing physicians to improve the safety of their procedures. In the emerging field of interventional oncology, which Hays described as an offshoot of interventional radiology, “we’re still at the basest level,” but the specialty is “gaining traction as the third cog in cancer care.”

“There’s all kinds of X-ray now, from conventional radiotherapy to proton machines to gamma knife,” he said. “As all medicine is going, it’s a different age. Twenty, 30 years ago if you needed a biopsy of your liver, they cut you open and took a piece of your liver. Now we do that with a needle.”

Diagnostic procedures increasingly rely upon miniaturized and minimally invasive technologies as health care pushes for higher, outcome-driven standards of care overall. Hays believes that the Toshiba Infinix enables him to demonstrate the viability and safety of the advanced interventional procedures in which he’s specializing precisely because of its limited physical impact to patients. Not only does it drive greater adoption of the clinical procedures, it gives patients more options for treatment beyond specialty settings when it does.

“Infinix 4D CT gives me multiple options that I can execute in the same arena where I’m not having to move patients or do one part of the procedure piecemeal,” Hays said. “This MEDICAL EQUIPMENT, PARTS & SERVICE

machine lets me be more accurate in my treatment. It’s safer because we’re not just putting needles in things, in and out.”

Hays said the Infinix system has enabled him to perform needle-guided biopsies on target areas that in some cases may be no more than a centimeter-and-a-half in size.

The improved accuracy allows Hays to drive a greater standard of care in addition to minimizing patient discomfort, table time, and the guesswork often associated with diagnostic imaging in cancer treatment.

“With the Infinix, I scan through the region, I tell the technologist, ‘Center on table position X,’ and I step on a fluoro pedal, and that thing can collect a 16-centimeter-wide block of data,” Hays said. “If I put a needle in the skin, the tech can find where the needle goes, find the tumor, draw a line. It basically does everything but put the needle in my hand. I can see my needle going right in along that line, and if it’s offline, I can redirect.

I can hit stuff that’s the size of my thumbnail in the center of the liver with one push.”

Hays said the Infinix system has allowed him to perform liver ablations in less than 15 minutes that he estimates would have previously taken him at least two hours. Since most of the time involved in executing the procedure involves positioning the needle, the device “has revolutionized the way I ablate things,” he said.

WWW.MEDICALDEALER.COM

“It’s made me incredibly accurate and time-efficient doing it,” Hays said. “On the business end, it creates throughput, decreases procedural time – time somebody has to be under anesthesia. It’s insane how fast we can do this stuff.”

Hays said the Infinix system elevates the overall efficiency of his treatment procedures in a way that he believes will ultimately reduce the cost of doing business at CARTI. In general, merged technologies and procedures in places like the interventional laboratory and imaging rooms should enable providers to better comply with mandates from the Affordable Care Act, make procedures safer and more efficient, and drive better health outcomes. By helping him turn the room over and increasing throughput, Hays said the Infinix system can also help enhance the overall patient experience at CARTI, keeping facility staff from having to transfer patients between departments as well as decreasing their table time.

“CARTI is showing how real CT imaging available on demand during interventional procedures may help clinicians to improve clinical work flow, offer anatomical and functional information and reduce procedure time,” Bill Newsom, Director of the X-ray Vascular Business Unit at Toshiba America Medical Systems, said in a statement.

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PLEASE CONFIRM THAT THE FOLLOWING AREPLEASE CORRECT CONFIRM THAT THE FOLLOWING ARE CORRECT Give us a call at 213-276-8209 LOGO PHONE NUMBER WEBSITE 800.323.4282 ADDRESS LOGO PHONE SPELLING NUMBER GRAMMAR WEBSITE ADDRESS SPELLING or email kevin@pmimagingmgmt.com www.alcosales.com TRIM 2.25”

PUBLICATION

MEDICAL DEALER BUYERS GUIDE

MONTH J

F

M

A

M

DESIGNER: JR

GRAMMAR

TRIM 2.25”

INJECTOR Services AD SIZE PUBLICATIONAD SIZE 1/6 Page Vertical 1/6 Page Vertical TECHNATION specific ORTODAY MEDICAL DEALER TECHNATION SUPPORT ORTODAY OTHER BUYERS GUIDE OTHER to your NOTES NOTES & SERVICE MONTH • Loaner injectors facility’s • Depot service No QR code, SPV identification J J A S needs..

O NJ DF M A M J J A S O • Parts N D DESIGNER: JR

and sales • Preventative maintenance tools • On-site service • Injector sales

TRIM 4.5”

TRIM 4.5”

OUR SERVICES • Onsite and Depot Services • Medfusion Flat Rate Repairs • 8300 EtCO2 Repair Solutions Philips Alaris Medfusion

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MEDICALDEALER 75

CATEGORICAL INDEX

ANETHESIA CIM med GmbH............................................37 Doctors Depot................................................2 ASSOCIATIONS IAMERS......................................................... 51 AUCTION/LIQUIDATION Government Liquidation..............................7 BATTERIES Eastern Diagnostic Imaging.......................72 BIOMEDICAL AIV Inc........................................................... 71 BETA Biomed Services, Inc..........................72 Conquest Imaging....................................... 13 Elite Biomedical Solutions.........................77 Global Medical Imaging............................. 30 iMed Biomedical..........................................75 Imprex International, Inc...........................74 InterMed Group.............................................9 Maull Biomedical Training, LLC..................70 Renovo Solutions........................................45 Retrieve.........................................................52 Rieter Medical Services...............................69 CARDIOLOGY Bionet America, Inc.....................................62 RSTI Exchange..............................................68 Southeastern Biomedical, Inc................... 20 C-ARMS Blue Ox Medical Technologies...................27 Clear Image Devices....................................73 Eastern Diagnostic Imaging.......................72 COMPUTED TOMOGRAPHY Blue Ox Medical Technologies...................27 Dunlee........................................................... 10 East Coast Medical Systems......................69 Ed Sloan & Associates................................. 17 Exclusive Medical Solutions, Inc............... 61 Metropolis International........................... 19 PM Imaging Management..........................75 Retrieve.........................................................52 RSTI Exchange..............................................68 Technical Prospects.....................................37 Tri-Imaging....................................................38 CONTRAST MEDIA Injector Support and Service, LLC.............75 Maull Biomedical Training, LLC..................70 DIAGNOSTIC IMAGING Blue Ox Medical Technologies...................27 Eastern Diagnostic Imaging.......................72 First Call Parts..............................................73 Injector Support and Service, LLC.............75 Multi Diagnostic Imaging Solutions........ BC ENDOSCOPY Endoscopy Specialists................................52 S.H. Medical Corporation............................26

76 MEDICALDEALER | AUGUST 2016

GENERAL ALCO Sales and Service......................... 53,75 Eastern Diagnostic Imaging.......................72 Government Liquidation..............................7 PartsSource, Inc.............................................8 Renovo Solutions........................................45 RSTI Exchange..............................................68 IMAGING Cool Pair Plus...............................................36 Injector Support and Service, LLC.............75 IMAGING/PARTS Ampronix........................................................6 Diagnostic Solutions...................................67 Eastern Diagnostic Imaging.......................72 InterMed Group.............................................9 PartsSource, Inc.............................................8 Technical Prospects.....................................37 Tri-Imaging....................................................38 INFUSION THERAPY AIV Inc........................................................... 71 Elite Biomedical Solutions.........................77 LASER IMAGERS Multi Diagnostic Imaging Solutions........ BC MODULE/TELEMETRY Bio-Medical Equipment Service Co...........53 Tenacore Holdings, Inc................................44 MONITORS/CRTs Advanced Ultrasound Elec./AUE................59 Ampronix........................................................6 CIM med GmbH............................................37 Technical Prospects.....................................37 Tenacore Holdings, Inc................................44 MRI Carolina Medical Parts................................62 Cool Pair Plus...............................................36 East Coast Medical Systems......................69 Ed Sloan & Associates................................. 17 Exclusive Medical Solutions, Inc............... 61 Imprex International, Inc...........................74 Retrieve.........................................................52 RSTI Exchange..............................................68 MOUNTING SOLUTIONS CIM med GmbH............................................37 NUCLEAR MEDICINE Global Medical Imaging............................. 30 International X-Ray Brokers.......................52 RSTI Exchange..............................................68 Southeast Biomedical, Inc........................ 20 PATIENT MONITORING BETA Biomed Services, Inc..........................72 Bio-Medical Equipment Service Co...........53 Bionet America, Inc.....................................62 CIM med GmbH............................................37 Doctors Depot................................................2 Gopher Medical, Inc.....................................74

Pacific Medical...............................................5 Southeastern Biomedical, Inc................... 20 Tenacore Holdings, Inc................................44 PROBES/PROBE REPAIR Conquest Imaging....................................... 13 Global Medical Imaging............................. 30 Probe Hunter................................................63 ONLINE RESOURCES MedWrench.............................................54-57 POSITIONERS Clear Image Devices....................................73 POWER SYSTEM COMPONENTS RADIOLOGY Eastern Diagnostic Imaging.......................72 Engineering Services.....................................4 First Call Parts..............................................73 Greenwich Instrument Co., Inc..................25 International X-Ray Brokers.......................52 InterMed Group.............................................9 Maull Biomedical Training, LLC..................70 Metropolis International........................... 19 Multi Diagnostic Imaging Solutions........ BC PM Imaging Management..........................75 Radon Medical LLC......................................73 Rayence, Inc..................................................78 RSTI Exchange..............................................68 Technical Prospects.....................................37 Varian Medical Systems................................3 X-Ray Parts, Inc............................................70 RECRUITING Renovo Solutions........................................45 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE................59 AIV Inc........................................................... 71 ALCO Sales and Service......................... 53,75 Ampronix........................................................6 Bio-Medical Equipment Service Co...........53 Carolina Medical Parts................................62 Conquest Imaging....................................... 13 Cool Pair Plus...............................................36 Eastern Diagnostic Imaging.......................72 Ed Sloan & Associates................................. 17 Elite Biomedical Solutions.........................77 Endoscopy Specialists................................52 Exclusive Medical Solutions, Inc............... 61 Global Medical Imaging............................. 30 Greenwich Instrument Co., Inc..................25 Injector Support and Service, LLC.............75 MTC/Medical Technologies Co...................69 Multi Diagnostic Imaging Solutions........ BC MW Imaging Inc......................................... IBC Pacific Medical...............................................5 PM Imaging Management..........................75 Radon Medical LLC......................................73 Rieter Medical Services...............................69 Southeast Biomedical, Inc........................ 20 Trisonics, Inc.................................................70

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

Lowest Price.

Highest Quality.

REPLACEMENT PARTS Advanced Ultrasound Elec./ AUE ..............................................59 AIV Inc. ........................................ 71 ALCO Sales and Service ........53,75 BETA Biomed Services, Inc. .......72 Carolina Medical Parts ..............62 Classic Diagnostic Imaging.......68 Conquest Imaging ..................... 13 Diagnostic Solutions.................67 Doctors Depot ..............................2 Dunlee ......................................... 10 Ed Sloan & Associates ............... 17 Elite Biomedical Solutions ....... 77 First Call Parts ............................73 Global Medical Imaging ............30 Government Liquidation ............ 7 MTC/Medical Technologies Co. 69 Multi Diagnostic Imaging Solutions ................................... BC PartsSource, Inc ...........................8 PM Imaging Management ........75 Radon Medical LLC ....................73 Rieter Medical Services .............69 Southeast Biomedical, Inc. ......20 Technical Prospects...................37 Trisonics, Inc. ..............................70 Varian Medical Systems..............3 X-Ray Parts, Inc ..........................70 SOFTWARE Probe Hunter. .............................63 STERILIZERS Government Liquidation ............ 7 SURGICAL Eastern Diagnostic Imaging .....72 Endoscopy Specialists ..............52 S.H. Medical Corporation..........26 SURPLUS MEDICAL Government Liquidation ............ 7

ULTRASOUND PARTS Advanced Ultrasound Elec./ AUE ..............................................59 Conquest Imaging ..................... 13 Global Medical Imaging ............30 InterMed Group ...........................9 MW Imaging Inc. ...................... IBC Trisonics, Inc. ..............................70 VCR REPAIR/SERVICES Advanced Ultrasound Elec./ AUE ..............................................59 Conquest Imaging ..................... 13 VENTILATORS Government Liquidation ............ 7 VIDEO Endoscopy Specialists ..............52 Multi Diagnostic Imaging Solutions ................................... BC X-RAY Blue Ox Medical Technologies .27 Classic Diagnostic Imaging.......68 Diagnostic Solutions.................67 Eastern Diagnostic Imaging .....72 Engineering Services ...................4 Exclusive Medical Solutions, Inc. ............................ 61 Government Liquidation ............ 7 PM Imaging Management ........75 Rayence, Inc. ...............................78 Retrieve .......................................52 Tri-Imaging ..................................38 X-Ray Parts, Inc ..........................70

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X-RAY PARTS Technical Prospects...................37 Greenwich Instrument Co., Inc 25 X-Ray Parts, Inc ..........................70 B. BRAUN

HOSPIRA

TEST EQUIPMENT Probe Hunter. .............................63 TUBES/BULBS Dunlee ......................................... 10 Government Liquidation ............ 7 Technical Prospects...................37 ULTRASOUND Advanced Ultrasound Elec./ AUE ..............................................59 AIV Inc. ........................................ 71 Conquest Imaging ..................... 13 Diagnostic Solutions.................67 Endoscopy Specialists ..............52 Exclusive Medical Solutions, Inc. ............................ 61 InterMed Group ...........................9 Probe Hunter. .............................63 Retrieve .......................................52

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MEDICALDEALER 77

ALPHABETICAL INDEX

Advanced Ultrasound Elec./AUE ………………59 AIV Inc. ………………………………………………………… 71 ALCO Sales and Service …………………………53,75 Ampronix ……………………………………………………… 6 BETA Biomed Services, Inc. ………………………72 Bio-Medical Equipment Service Co.…………53 Bionet America, Inc. ……………………………………62 Blue Ox Medical Technologies …………………27 Carolina Medical Parts ………………………………62 CIM med GmbH ……………………………………………37 Classic Diagnostic Imaging ………………………68 Clear Image Devices ……………………………………73 Conquest Imaging ……………………………………… 13 Cool Pair Plus ………………………………………………36 Diagnostic Solutions …………………………………67 Doctors Depot …………………………………………… 2 Dunlee…………………………………………………………… 10 East Coast Medical Systems ……………………69 Eastern Diagnostic Imaging ……………………72 Ed Sloan & Associates ……………………………… 17

78 MEDICALDEALER | AUGUST 2016

Elite Biomedical Solutions ……………………… 77 Endoscopy Specialists ………………………………52 Engineering Services ………………………………… 4 Exclusive Medical Solutions, Inc. …………… 61 First Call Parts ……………………………………………73 Global Medical Imaging ……………………………30 Gopher Medical, Inc. …………………………………74 Government Liquidation ………………………… 7 Greenwich Instrument Co., Inc…………………25 IAMERS ………………………………………………………… 51 iMed Biomedical …………………………………………75 Imprex International, Inc. …………………………74 Injector Support and Service, LLC ……………75 InterMed Group ………………………………………… 9 International X-Ray Brokers ……………………52 Maull Biomedical Training, LLC ………………70 MedWrench ……………………………………………54-57 Metropolis International ………………………… 19 MTC/Medical Technologies Co. …………………69 Multi Diagnostic Imaging Solutions …… BC

MW Imaging Inc. ……………………………………… IBC Pacific Medical …………………………………………… 5 PartsSource, Inc ………………………………………… 8 PM Imaging Management …………………………75 Probe Hunter. ………………………………………………63 Radon Medical LLC ……………………………………73 Rayence, Inc.…………………………………………………78 Renovo Solutions ………………………………………45 Retrieve …………………………………………………………52 Rieter Medical Services ……………………………69 RSTI Exchange ……………………………………………68 S.H. Medical Corporation …………………………26 Southeastern Biomedical, Inc. …………………20 Technical Prospects ……………………………………37 Tenacore Holdings, Inc ………………………………44 Tri-Imaging ……………………………………………………38 Trisonics, Inc. ………………………………………………70 Varian Medical Systems …………………………… 3 X-Ray Parts, Inc ……………………………………………70

MEDICAL EQUIPMENT, PARTS & SERVICE

BRINGING NEW LIFE INTO

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

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MW Imaging has been serving the ultrasound community for more than two decades.

We are ready to show you what we can do for you. Our knowledge and experience coupled with our extensive OEM inventory of parts & probes guarantee your satisfaction every time.

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MEDICALDEALER 79

WHY

BUY GE PARTS FROM MULTI?

FEATURING THE FULL LINE OF GE IMAGING & NON-IMAGING PARTS LARGE INVENTORY SAVE MONEY CREDIT CARD PURCHASING CUSTOM PARTS CONSIGNMENT PROGRAMS AFTER HOURS & CUSTOM ORDERING FOR INVENTORY DEMAND FORECASTING OEM PARTS ID & SUPPORT HASSEL FREE SHIPPING ON CUSTOMER FEDEX OR UPS ACCOUNTS INCLUDE IMAGING & NON-IMAGING PARTS ON A SINGLE PURCHASE ORDER FACTORY WARRANTY

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DIAGNOSTIC IMAGING & SURGICAL SOLUTIONS

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