Medical Dealer - September 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

SEPTEMBER 2016 | WWW.MEDICALDEALER.COM

Image Intensifier or Flat Panel?

WAY S T O M O V E F O R WA R D

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BUILT TO LAST! The MCS-6074 GE PerformixÂŽ Replacement Tube now with a 12 month full replacement warranty!

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We are dedicated to bringing our customers the highest quality products with great reliability.

The MCS-6074 CT tube is compatible with GE LightSpeed, Discovery, and BrightSpeed series CT scanners.

To learn more, visit our website at www.varian.com/mcs-6074 VARIAN IMAGING COMPONENTS tel: 843.767.3005 or 800.468.3729 e-mail: interay.sales@varian.com The GE Performix trademark is owned by General Electric Company. Š 2015 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks. All rights reserved.

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“Flat-panel TVs were originally a few thousand

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critical to our success. It is in our

hundred. This is a parallel in the market.

DNA at Pacific Medical to first

The reasons for moving towards flat-panel

provide quality in everything

detectors are a lot of the same.”

we do and second to service our customers like they are family.”

58

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CONTENTS_Features 58 IMAGE INTENSIFIER OR FLAT PANEL?

We look at the pros and cons of each and the overall market. Each of these technologies has advantages. Finding the best one for a practice depends on many factors including the types of studies being performed, budget and more.

66 PACIFIC MEDICAL

Pacific Medical, headquartered in San Juan Capistrano, California, is recognized worldwide for the repair and refurbishment of patient monitoring equipment. Andy Bonin shares more about the growing company, including a new partnership with Jordan Health Products (JHP).

Medical Dealer (Vol. 19, Issue #9) September 2016 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2015

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MEDICALDEALER 11

INDUSTRY UPDATE 14 Company Showcase: Integrity Biomedical 17 News & Notes 22 Imaging Conference & Expo Recap MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090

24 Letter to the Editor 26 Block Imaging 28 People on the Move 31 OEM Updates

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

Accounting

Kim Callahan

Circulation

Lisa Cover Laura Mullen

Web Department Taylor Martin Adam Pickney Cindy Galindo

MARKET ANALYSIS Imaging: Ultrasound Probes 35 Market Analysis 36 Product Showroom 40 Preferred Vendors Med/Surg: Patient Monitors 47 Market Analysis 48 Product Showroom 53 Vendor Q &A 54 Preferred Vendors

SLICE OF LIFE 72 Off the Clock 74 Dan Bobinski 78 Pay It Forward 80 Success Story 87 Marketplace 88 Categorical Index 90 Alphabetical Index

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

12 MEDICALDEALER | SEPTEMBER 2016

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MEDICAL EQUIPMENT, PARTS & SERVICE

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To us, getting your “ducks in a row” means having the right parts and probes lined up and ready to go 24/7. We do this by having on-staff technicians that analyze and test each item we sell, identifying at-risk parts and fixing them before they can go south. We go a few steps further. Not only are we lined up to deliver the most tested probes and parts in the industry, we deliver training programs to help your entire team operate efficiently. Just another way we cut the headwinds and enable you to fly.

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INDUSTRY UPDATE_Company Showcase

Special Advertising Section

COMPANY SHOWCASE

INTEGRITY BIOMEDICAL

I

ntegrity Biomedical Services started just six years ago and continues to grow thanks to top-quality work and excellent customer service. Owner/President Michele Shahbandeh was recently joined by community leaders for a ribbon-cutting ceremony marking a move into a new facility to accommodate the growing enterprise.

In an interview about the company, Shahbandeh shared her secret to success and more about Integrity Biomedical Services.

Q: Can you tell us a little bit about your company and its success?

Shahbandeh: The start of Integrity Biomedical was all about timing. I always had a dream and a vision of owning my own company. I was given the opportunity in 2010, which was extremely welcoming. The unknown of starting a business required a leap of faith, but with 60 years of combined expertise and knowledge between myself, Brad Sailsbury and Matt Carney, we felt we were more than capable of such a monumental task. Along with the support and guidance from my husband, Norik, the four of us began our journey with Integrity Biomedical.

Q: What are some advantages 14 MEDICALDEALER | SEPTEMBER 2016

that your company has over the competition?

Shahbandeh: We are ISO certified. We have years of expertise and knowledge. We have a large inventory. We have qualified and certified technicians and cross-trained employees to go along with our excellent customer service.

“Integrity Biomedical will provide the highest quality products and service that meets or exceeds or customers’ expectations. We will achieve this goal by continually improving everything we do.”

– Michele Shahbandeh

Q: What are some challenges that your company faced last year? How were you able to overcome them?

Shahbandeh: We outgrew our facility and that prompted us to begin looking for a new building for Integrity Biomedical. We found it and held a ribbon-cutting ceremony in

April 2016 to celebrate the move.

Q: Can you explain your company’s core competencies and unique selling points?

Shahbandeh: Our core competencies and unique selling points include: highly trained and qualified personnel and technicians; a large amount of older equipment along with the latest new products in our inventory; being a customer-driven business; and a five-business day turn around on repairs.

Q: What product or service that your company offers are you most excited about right now?

Shahbandeh: The newest portable monitor offered by the OEM. The Spacelabs Qube and Aria Telemetry along with the Xprezzon monitoring system.

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

Shahbandeh: Continued growth in the international market is on the horizon for Integrity Biomedical.

Also, we want to service the different Indian tribe hospitals and facilities in Oklahoma and to grow our product line with ELO Touch Systems Q: Can you tell us about the company’s facility?

Shahbandeh: Integrity Biomedical’s home is 8,000-square-feet with a reception area, conference room, MEDICAL EQUIPMENT, PARTS & SERVICE

Integtity Biomedical_Company Showcase

six offices, a kitchen, a huge warehouse, three bathrooms, a shop area and a shipping/receiving area.

Q: Can you give us an update on the company?

Shahbandeh: We purchased a new building and moved into it in January of this year (2016). Also, we have partnered with a company in acquiring a huge inventory of the latest Spacelabs equipment available to continue our mission to stay up to date on the latest technology. It is just one way that we are able to make sure we provide the outstanding quality and customer service our customers have come to expect based on our previous work and our reputation.

Q: Can you tell me about your staff ?

Shahbandeh: We are a team made

up of 12 employees. Each and every one is inspired and motivated by a desire to create satisfied WWW.MEDICALDEALER.COM

customers.

We are customer driven, technically qualified, highly trained, knowledgeable, cross-trained and fun! We are like “one big happy family.” We enjoy working together and we also have group outings where we spend time with each other outside of work for team building. One such outing was to Pinot’s Palette where we created paintings with an instructor showing us the way. It was great fun for everyone!

Q: What is your company’s mission statement, or if you don’t have a specific one, what is most important to you about the way you do business?

Shahbandeh: Integrity Biomedical will provide the highest quality products and service that meets or exceeds our customers’ expectations.

We will achieve this goal by continually improving everything we do.

Q: Is there anything else you want readers to know about your company?

Shahbandeh: We ALL are Integrity Biomedical. There is not one single person more valuable or important than another at Integrity. As leaders of Integrity that is all we do – lead.

We invest back into our company and employees.

I thank God each day that we have been given the opportunity to achieve this dream and success.

For more information about Integrity Biomedical Services please visit www.integritybiomed.com or call 877-789-9903.

MEDICALDEALER 15

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INDUSTRY UPDATE_News and Notes

TRISONICS RECEIVES ACCREDITATION FOR QUALITY MANAGEMENT SYSTEM PRI Registrar recently recognized Trisonics for its commitment to continual improvement in management system.

“We are very proud to have received certification to the ISO 9001:2008 standard. Trisonics is committed to setting the gold standard in ultrasound solutions through meeting and/or exceeding our customers’ requirements and expectations. We will accomplish this through our commitment to continually improve our quality management system, service and processes,” Trisonics COO Jennifer Riner says.

Trisonics has received accreditation for demonstrating its ongoing commitment to quality by satisfying customer requirements and industry specifications.

“Trisonics has demonstrated its commitment to worldclass quality management by implementing and becoming certified to the ISO 9001 standard. They have joined an elite number of organizations worldwide who have achieved certification to this globally recognized quality standard,” said Randy Daugharthy, director of the registrar program at the Performance Review Institute Registrar. “PRI Registrar is proud to partner with Trisonics in this accomplishment and looks forward to continued support of their objective of quality excellence.”• WWW.MEDICALDEALER.COM

Staff Reports

NEW DEVICE OFFERS INCREASED COMFORT DURING CT SCANS The Easy Trip XR allows patients to comfortably keep their arms raised during chest-abdomen-pelvis CT scans.

Today, more than ever, hospitals live and die by patient discharge satisfaction numbers.

With more than 80 million CT scans performed annually and growing, more patients are in the medical imaging suite. They are regularly put into uncomfortable positions for good diagnostic imaging. Often patients must hold their arms over their head and stay still during 5 to 15 minute chest-abdomen-pelvis CT scans. Staying in this position can lead to patient discomfort and fidgeting, which can lead to distorted images. Patients naturally want something to hold onto.

“It’s a difficult position for many patients to get their arms over your head. Particularly, patients that may be older or have previous shoulder problems,” said David E. Huizenga, CEO of Imalin.

Imalin invented and launched a new device to increase patient comfort and satisfaction during CT scans with an increased emphasis on patient satisfaction.

The Easy Trip XR device gives patients something to hold onto while their arms are overhead.

“The images turn out better because patients are better able to comfortably stay still and because they are able to stabilize themselves. If they start out comfortable, they’re more likely to hold still,” said Huizenga.

The Easy Trip XR has been shipped and tested by customers in CT suites across the United States.• MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

KUBTEC ANNOUNCES NEW WEBSITE LAUNCH Kubtec Digital X-Ray has launched a new website. This website and brand make-over comes at a perfect time, in light of its recent Innovation Breakthrough Awards and news media attention.

The new website at www.kubtec.com reflects Kubtec’s position as a leader in innovation in the clinical arenas of breast specimen imaging, neonatal imaging, and pathology, and offers easy navigation for physicians, patients and other visitors interested in these disciplines.

“At Kubtec, we are completely redesigning our online presence to better involve medical practitioners, patients, and scientists around the globe,” says Kubtec CEO Vikram Butani.

“We are developing medical technology to improve quality of care and reduce costs. Our new website better reflects our

Staff Reports

strategy while at the same time making it easy for our customers to find what they are looking for.”

The new site represents a move toward a more user friendly experience and a modern, cleaner aesthetic and allows visitors to easily navigate through product information, clinical data and videos. An extensive file library is available for download and includes brochures, specification sheets, videos and clinical images.

A “News” section features the latest in Kubtec news from events, conferences, news media coverage and product updates.

A mirror site at www.kubtec.com/non-clinical focuses on Kubtec’s non-clinical business in forensic science, research and non destructive testing. •

RICHARDSON HEALTHCARE ANNOUNCES DISTRIBUTION AGREEMENT, XR-29 COMPLIANCE SOLUTION Richardson Healthcare, a Division and high-value components. Richof Richardson Electronics Ltd., has ardson Healthcare and Cool Pair Plus an exclusive distribution agreement share a commitment to OEM-quality with Cool Pair Plus (CPP), an indethrough on-site testing and repairs, pendent equipment sales and service which serves as the foundation for company. Under the terms of the this relationship. agreement, Richardson Healthcare Richardson Healthcare also has will be responsible for the sale of announced the addition of Medic cryogenic replacement components Vision Imaging Solutions’ SafeCT-29 including MRI coldheads, compresthat helps achieve XR-29 compliance sors, Flexlines and adsorbers to its to its diagnostic imaging product customers within the United States. portfolio. This solution allows hosCool Pair Plus (CPP) was founded pitals and imaging facilities to avoid in 1995 and provides MRI cryogenic facing reimbursement penalties or equipment and parts to the health investing in new equipment, ulticare industry. CPP offers technimately saving significant costs. cal support, exchange and repair Medic Vision specializes in services for MRI coldheads and com- image enhancement and CT radipressors across many brands. ation management solutions. The With its International MediSafeCT-29 solution offers Richcal Equipment and Service (IMES) ardson Healthcare customers the division based in South Carolina, only non-OEM solution to comply Richardson Healthcare provides with XR-29 that is cleared by the reliable, cost-saving solutions world- FDA. SafeCT-29 meets the guidewide for major brands of CT and lines required by CMS in the NEMA MRI equipment. This agreement XR-29 “Smart Dose” standard for complements Richardson HealthCT imaging equipment. care’s product portfolio and supports SafeCT-29 is vendor-neutral, and the expansion of its offerings of diag- seamlessly integrates with the CT nostic imaging replacement parts scanner’s existing configuration. The 18 MEDICALDEALER | SEPTEMBER 2016

product creatively uses the system’s own software to prevent scanning when assigned dosage exceeds per-patient targets. Installation is completed within hours, requires minimal workflow interruption, and is cost-effective compared to other solutions on the market.

“XR-29 compliance represents a crucial challenge for our customers,” Richardson Healthcare Executive Vice President and General Manager Pat Fitzgerald said. “It was important for us to help find a reliable, FDAcleared product that lets providers keep their current technology in place without losing valuable reimbursement revenues. We believe SafeCT-29 is a great, affordable answer to this challenge, and we are proud to help bring it to our market.” • TO LEARN MORE about this new solution and other diagnostic imaging solutions, contact Richardson Healthcare at healthcare@rell.com or 888-735-7373.

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

RENOVO LAUNCHES DIGITAL DETECTOR SOLUTIONS Renovo Solutions has announced the launch of Digital Detector Solutions to provide a cost-effective alternative to traditional full-service agreements for digital detector replacement coverage.

“In this era of value-based care, every hospital radiology department is required to stay within budget,” says Sandy Morford, CEO of Renovo Solutions. “They have to fully insure for the risk of breakage or failure of digital detectors, as they do with their other specialized imaging equipment. With no comparable alternative, these service agreements are expensive and provide little flexibility in coverage options.”

Digital Detector Solutions creatively manages risk to provide the equivalent service and coverage of a traditional full service plan at a fraction of the cost. The program is unique because it provides separate replacement coverage for digital detectors, which typically have a greater risk of damage and financial loss. By covering the digital detectors separately from other imaging equipment, the program more appropriately calculates and manages the risk, and by extension, the cost.

The cost savings realized through Digital Detector Solutions are substantial, with average cost reductions of 20 to 50 percent for digital detector coverage. Digital Detector Solutions provides manufacturer equivalency in terms of coverage, protection, and warranty.

Mike Bohl is a Renovo Solutions client using Digital Detector Solutions.

“This enables my ability to contain budgets and continually deliver, which was the primary decision factor in choosing the Digital Detector Solutions program over a traditional OEM full service agreement,” says Bohl, a board-certified radiology technologist and CEO and Director of GenRad Imaging Group.

“The creation of this Digital Detector Solutions product will now empower the clinical equipment owner both financially and operationally from being tied to expensive service agreements or catastrophic replacement expenses,” says Alan Moretti, Vice President of Advanced Imaging and Radiation Oncology for Renovo Solutions.

Renovo Solutions has partnered with ProTek to create Digital Detector Solutions. • WWW.MEDICALDEALER.COM

PACIFIC MEDICAL JOINS JORDAN HEALTH PRODUCTS Founded in 2005 by Andy Bonin, Pacific Medical repairs, services and sells new and refurbished medical equipment, specializing in patient monitoring devices and corresponding accessories. Since inception, Pacific Medical has expanded to cover many different facets of patient monitoring equipment by repairing devices and accessories, selling equipment/parts, and providing technical support.

“We are really excited about the partnership with Jordan Health Products,” says Bonin. “I anticipate JHP will help us expand into the rapidly growing, highly fragmented global equipment market.”

The partnership reflects JHP’s optimistic outlook for Pacific Medical and the success of Pacific Medical’s business.

“JHP is the perfect partner to help us go after new customers in new markets, as well as introducing us to the untapped market segments that JHP has already penetrated,” Bonin concluded.

JHP’s health care equipment and service business is focused on the complete life cycle of medical, surgical, diagnostic imaging and oncology equipment, including sales, install, service, repair, sourcing and refurbishing.

Pacific Medical will be part of the JHP group of health care companies, providing incremental resources, networking and cross-selling opportunities. JHP is focused on a strategic expansion into the rapidly growing, highly fragmented global equipment market. Pacific Medical joins the following companies as part of the JHP portfolio: • Global Medical Imaging, LLC, Charlotte, NC • DRE Medical Group, Inc., Louisville, KY • Integrated Rental Services, Inc., Louisville, KY • Oncology Services International Inc., Montebello, NY JHP expects additional acquisitions to further augment service expansion and growth across these platforms. • MEDICALDEALER 19

INDUSTRY UPDATE_News and Notes

Staff Reports

VARIAN MEDICAL SYSTEMS ANNOUNCES COMPANY NAME FOR IMAGING COMPONENTS BUSINESS Varian Medical Systems has announced that Varex Imaging Corp. will be the name for its imaging components business upon the completion of the planned spin-off of that business as a new, stand-alone public company via a tax-free distribution to Varian stockholders in a transaction anticipated to be completed by the end of calendar year 2016.

The Varex Imaging name will draw from the 65-plus years of technology and brand recognition of Varian. As an independent company, Varex Imaging will pursue new growth strategies by leveraging its position as a components, software and services provider for expanded imaging applications and markets.

Varian Imaging Components President Sunny Sanyal, who will assume the role of CEO of Varex Imaging upon completion of the spin-off, stated, “As a trusted imaging components partner, we have a laser focus on providing our customers with high-quality and cost-effective products that enable them to develop and deliver new next-generation imaging systems.

Excellence in imaging is a top priority and this is evident in the new company name.”

Varian Imaging Components is a supplier of components, software and engineering services for imaging equipment manufacturers and system integrators in the medical diagnostics, dentistry, veterinary care, security and industrial inspection industries. It manufactures X-ray tubes, high energy X-ray sources, flat panel image detectors, connectors, collimators and image processing software; all key components of X-ray imaging systems.

The planned spin-off of Varian Imaging Components is subject to numerous conditions, including final approval by the Varian board of directors, effectiveness of a Registration Statement on Form 10 to be filed with the Securities and Exchange Commission, and receipt of an opinion of counsel regarding the federal income tax treatment of the spin-off. •

FDA RELEASES DRAFT GUIDANCE ON USE OF REAL-WORLD EVIDENCE FOR MEDICAL DEVICES sion-making for medical devices when aggregating it, can help improve the The Food and Drug Administration it concludes that the clinical data conunderstanding of medical device risks (FDA) has released a draft guidance tained within RWD sources(s) used document and is seeking comments and benefits, the guidance said, and to generate the RWE are of suffion how real-world data (RWD) colis part of the FDA’s efforts to balance cient quality to provide confidence lected from outside the clinical trial safety with the availability of new in the analyses necessary to inform process should be used when makdevice technology. However, data coling pre- and postmarket decisions for lected from clinical environments may or support the regulatory decision medical devices. not have the same data quality controls throughout the total product life cycle.

The threshold for sufficient quality as clinical trials. To that end, the FDA The draft guidance, “Use of will depend on the specific regulatory said it will assess the “relevance and Real-World Evidence to Support Reguse of the evidence.” reliability” of the data source to deterulatory Decision-Making for Medical Marilyn Neder Flack, vice presimine whether it is “reliable, complete, Devices,” is a “cornerstone of our stradent of patient safety initiatives and consistent, accurate, and contains all tegic priority of creating a national executive director of the AAMI Founcritical data elements necessary for evaluation system for medical devices,” dation, said she’s pleased that the evaluating the performance of a device the FDA wrote in an email. “That sysdraft guidance includes the flexibilin the applied regulatory context.” tem would build on and leverage the ity to determine when real-world data The FDA said the new guidance vast amount of data and information should be used, given the benefits and will not change its standards for makcollected during the treatment and risks for a particular device. ing regulatory decisions.

However, management of patients.”

Comments can be submitted online the FDA said it will “consider the use The use of RWD, and the realat www.regulations.gov until Oct. 25. • world evidence (RWE) derived from of RWE to support regulatory deci20 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

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

Now that’s refreshing!

SOLUTIONS

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

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VISIT WWW.TRIIMAGING.COM OR CALL 855.401.4888 WWW.MEDICALDEALER.COM

MEDICALDEALER 21

INDUSTRY UPDATE_ICE 2016

Staff Reports

ICE 2016 EXCEEDS EXPECTATIONS T he Imaging Conference and Expo (ICE) in Chicago included new features in 2016. The ICE 18 Leadership Summit and Reverse Expo brought imaging equipment sales and service vendors together with radiology and imaging directors from some of the nation’s top hospitals. It provided a unique opportunity for decision makers to meet, network and share ideas.

ICE 2016 continued over the next two days with an exhibit hall filled with leading vendors, top-tier educational opportunities, networking events and entertainment in the same intimate setting seen at all of MD Publishing’s conferences and expos.

Some highlights of the conference included the Industry Roundtable where a valuable discussion forged bridges as service providers and C-suite hospital professionals engaged in meaningful dialogue about pertinent issues.

Steven Jung, director of diagnostic imaging at Alexian Brothers Medical Center, gave the conference high marks, especially the educational sessions.

“I can’t say enough about it because they are so applicable to our day-today work and what is happening with our environments,” Jung said about the classes.

“You should check it out if you get a chance,” he added when asked if he would recommend ICE 2017 to a colleague.

John Garrett, BS, Imaging Specialist, BMET, said attendance at just one 22 MEDICALDEALER | SEPTEMBER 2016

educational session proved the value of conference attendance.

“I’m going to be able to go back and next week I’ll be able to take an idea I was working on and actually package it in a way that I can sell it,” Garrett said.

He said his interactions with vendors may also pay dividends.

“We may have a vendor that we can help by getting them into our company and that will allow them to actually show what they can do and help us in the process,” Garrett said. “So, it’s a winwin and there’s nothing better than a win-win in business.”

Kyle Grozelle, manager of global education and training at Summit Imaging, is a fan of ICE. “We were able to participate in the Reverse Expo at this show which has got to be by far one of the best ways to meet and greet some new people,” Grozelle said. “And, then, we were able to back it up with a great trade show experience where we got to meet those people and have longer conversations.”

“This is a great show to come to because of the audience – how specific

“This is a great show to come to because of the audience – how specific it is and the depth of knowledge that most customers have already you can really get great feedback as well as identify new customers that way.” it is and the depth of knowledge that most customers have already. You can really get great feedback as well as identify new customers that way,” Grozelle added.

ICE 2017 will be held in Washington, D.C. on July 24-25. For additional information, visit AttendICE.com.

MEDICAL EQUIPMENT, PARTS & SERVICE

_ICE 2016

ICE SCRAPBOOK 1. Vendors and attendees enjoyed networking during the Exhibit Hall Welcome Reception sponsored by Technical Prospects.

2. Nicole Serwetnyk is presented with a door prize by Wendy Kroeker from Exclusive Medical Solutions.

7. An informative expert panel discussion provided helpful insights from different perspectives.

8. Angie McDonald’s class on using data to drive innovation in imaging management drew a crowd.

01

3. Exhibitors reported great exhibit hall traffic and high-quality attendees at ICE 2016.

4. The Reverse Expo offered a unique opportunity for imaging equipment sales and service vendors to meet with radiology and imaging directors from some of the nation’s elite health care facilities.

02

03

04

05

5. The Chi-Town Summer Cookout, spronored by RSTI, provided a relaxed atmosphere ideal for networking. It was the perfect way to wrap up the conference.

6. Tri-Imaging Solutions Vice President of Operations John Drew’s presentation “Reducing Service Costs by Brining Imaging Service In-house” was one of the most popular sessions at ICE 2016.

07

06

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08 MEDICALDEALER 23

INDUSTRY UPDATE_Letter to the Editor

LETTER TO THE EDITOR H

aving attended the Imaging Conference and Expo (ICE) the last two years, I feel compelled to review this year’s conference. The 2015 conference was well worth the trip and the reason for my attendance and participation in the 2016 conference. However, the 2016 ICE was on a completely different level. It struck me that ICE has hit its stride. What really made this year different was the addition of a few key events. Having a keynote speaker, ICE18 Leadership Summit,* and the industry panel discussion made a good event into a great event.

I was given the opportunity to present this year. That was a great experience. Participating in ICE18 Leadership Summit, however, had a much bigger impact. The ICE18 was a group of industry professionals that included a radiologist, imaging directors, biomedical imaging specialists, and a mix of various others. Everyone in the room was an imaging department stakeholder. There were four presentations that were more guided discussions that allowed everyone to participate. These allowed interaction from various viewpoints on the subjects presented. The discussions were lively and fairly intense as each individual contributed concerns, questions, and ideas for improvement. It was by far one of the most productive and interesting events I have taken part of as an imaging professional.

The industry panel discussion, which focused on moving from OEM contracts to third party service, was eye opening. The panelists were wonderful, and I cannot thank them enough for their participation. They gave a look at service from the viewpoint of the users and department management. There was a great deal of audience participation. Again it allowed for a dialog that involved a wide variety of people from the across the industry. The kind of dialog so many in the industry desire and could benefit from.

With 20 years of experience in the imaging field, I have to say that this year the ICE conference was the refreshing experience that the industry needs. The two days are intense and focused. There is a lot of information to absorb, great idea exchange, and a chance to run into old industry friends you haven’t seen in a while. The only way I can really explain how great the experience was is to say that I know where I will be July 24-25, 2017. I will be in Washington, D.C. at the Imaging Conference and Expo.

John Garrett * The ICE 18 Leadership Summit is an elite group of 18+ thought leaders from the Imaging Community (Radiology Directors, Imaging Service Directors, Imaging Technologists, etc.) from the country’s most prestigious hospitals, imaging centers and health systems. These 18 plus will gather for the “ICE Talks” where you can learn and share innovative and creative ideas to help you personally and professionally. If you are interested in participating in the ICE 18 for 2017, email info@attendice.com

24 MEDICALDEALER | SEPTEMBER 2016

EDITOR’S NOTE: We received this letter shortly after returning from ICE 2016. The Imaging Conference and Expo (ICE) is dedicated to Imaging Directors & Imaging Service Professionals, including Technologists and Directors of Imaging Services. ICE offers continuing education, networking opportunities and an exhibit hall filled with the industry’s leading companies.

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MEDICALDEALER 25

INDUSTRY UPDATE_Block Imaging

By Chris Sharrock

FLAT PANEL

Detector C-Arms vs.

Image Intensifier C-Arms

O

ver the last few years, more and more C-arm technology has begun embracing the same trends the industry has seen in interventional labs – namely, a move from traditional image intensifiers to digital flat panel detectors (FPD). As FPD options become more available, anyone considering the purchase of a C-arm is increasingly likely to be confronted with the big decision: analog or digital?

Keep in mind that, apart from acquisition, proper technique, quality of monitors, and post-processing have a significant effect on image quality. If these aspects are not properly accounted for and maintained, it is also possible that an II can outperform an FPD.

Chris Sharrock

Below are some aspects of C-arm hardware that buyers should bear in mind when making this choice: The Image Intensifier (II) The II is the current standard for C-arms and is found on the vast majority of systems in use today.

They are capable of providing high-quality images for a number of years but, eventually, they all lose image gain and the image quality decreases gradually. They can be a pricey component to replace but, fortunately, used and refurbished IIs are easy to find on the secondary market.

In place of an II, an FPD C-arm has a flat detector like those you might see on GE’s Innova series cath labs or Hologic’s Selenia mammos. These exhibit very limited 26 MEDICALDEALER | SEPTEMBER 2016

image degradation and over a much longer period of use than an II. Magnification Modes A fact of using an II is the need to collimate down for higher magnification. More detail becomes visible, but the field of vision is reduced with each step up in magnification.

On the other hand, magnification on an FPD system doesn’t reduce scale at all.

Resolution FPD C-arms have the potential for higher image resolution than their II predecessors. Resolution varies from model to model, but overall, FPDs have the ability to produce a more consistent high-quality digital image.

Why an II System Might Be a Better Fit So far, everything you’ve read points to FPD systems as superior. If the only factor you’re considering is image quality, it’s true – FPD systems have the capacity to produce clearer, sharper images than your average II system. However, for many facilities, there are more variables that come into play. Below you’ll find a few areas where an II-equipped C-arm might make more sense.

System Price New FPD units costs around 2 to 3 times more than their II counterparts.

Also, because FPD technology is so new, it’s virtually impossible to find a used or refurbished system, leaving new as the only likely recourse for the facility that “must have” the latest.

Refurbished II C-arms are common and encompass a far wider range of price points.

Service & Parts Price Unless we’re talking about baseball cards or classic cars, newer items MEDICAL EQUIPMENT, PARTS & SERVICE

cost more than older ones. When you place your FPD C-arm under service coverage, your agreement will likely cost 50-60 percent more.

You are also at the mercy of the OEM for spare parts. There are no used detectors on the market for any of the three big OEMs that are currently making FPD C-arms. While it’s no fun to pay thousands for a used II, they’re readily available. On top of that, it’s even harder on the budget (tens of thousands) to buy a brand-new digital detector.

The Long and the Short There are countless want vs. need. vs. budget scenarios out there, but, in spite of all these variables, we can offer this relative to choosing between an FPD and an II: On the high end of C-arm systems, an FPD C-arm will give you optimum image quality. Keep in mind, though, that a good portion of your budget should be reserved to handle the larger parts and service costs.

For facilities with a smaller budget, we suggest a late-model, used II system. While the image quality capabilities won’t be as high as those of a digital system, II technology has been used for years and is still reliable for use in your general case load.

The long and the short of it is: FPD C-arms have some powerful hardware advantages. If you can afford one, you won’t be disappointed. If an FPD is outside your limits, an II C-arm can still serve you and your patients well until circumstances change.

CHRIS SHARROCK is the VP of C-arms and X-ray at Block Imaging. Sometimes referred to as the “The C-Arm Guy”, Chris has a passion for music, fitness and genuinely enjoys helping others make decisions about C-arms.

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MEDICALDEALER 27

INDUSTRY UPDATE_People on the Move

Staff Reports

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

August Calhoun has been named Senior Vice President (SVP) of North America Services at Siemens Healthineers. His responsibilities include Siemens U.S. Service business lines, including customer, enterprise, and digital services. Calhoun joins the company from the cloud-based healthcare firm Truven Health Analytics of Ann Arbor, Michigan, where he served as SVP and general manager of provider solutions.

Calhoun has a Ph.D. in Physical Chemistry from the University of Pennsylvania. •

After two years with J2S Medical of Milford, Ohio, Lila Smith has been promoted to full-time Account Executive. Smith began with the company as an intern in its sales and marketing department. •

28 MEDICALDEALER | SEPTEMBER 2016

Crothall Healthcare of Wayne, Pennsylvania, reassigned Bill Rothgery, Vice President of its Technical Resource Group, to Vice President of Sales and Service in order to oversee and build out its 2015 acquisition of New York, New Yorkbased Modern Medical. •

Business Development Executive Krista Bryan is the newest member of Numed Inc. of Denton, Texas, where she will move from “the parts side of things to the service side,” in trying to grow Numed’s outside services business. Bryan joins the company from Technical Prospects of Appleton, Wisconsin. •

Southeastern Biomedical Associates of Granite Falls, North Carolina, recently expanded its roster of BMETs with the additions of Reed Bumgarner and Scott Haas.

Graduates of Caldwell Technical Institute, Bumgarner and Haas both began their careers at UNC Healthcare. •

Health IT developer Cerner has added Jeff Hurst as its Senior Vice President of Cerner Revenue Cycle Management and President of Cerner RevWorks. The appointment takes effect September 1; Hurst is currently the senior vice president of finance at the Florida Hospital in Orlando, where he has worked for 19 years in various leadership and financial roles. Hurst holds an MBA from Creighton University. •

The Innovation Institute’s biomedical engineering firm Tech Knowledge Associates (TKA) of La Palma, California, named clinical engineer George Hampton its president and Jeffrey Niederhausen its CFO. Hampton, who will be based in Dayton, Ohio, and Niederhausen, who will be based in Cincinnati, Ohio, both join TKA from Catholic Health Initiatives (CHI). Hampton was a CHI area manager in and around Southwest Ohio, but has also worked with TKA as a consulting director, and holds degrees in biomedical electronics and health care leadership from the Kettering College of Medical Arts. Niederhausen worked at CHI for 18 years in a variety of accounting and finance roles; most recently, he was its director of business development and operations.

Niederhausen has also worked for the clinical engineering firm Novare Services of Cincinnati. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

Dan Meiser has been added as Head of Product Development at Elite Biomedical in Cincinnati, Ohio. Meiser, a health care industry veteran, is in charge of new product development initiatives. His role there will be to expand the presence of the company from I.V. therapies into new modalities. •

Robert Dewey is Siemens Healthineers of North America’s new Vice President of Surgery. Dewey will be charged with growing the company’s surgical business into spinal, orthopedic, and general surgery and will lead its crossmodality CT and MR initiatives for inter-procedural imaging. Dewey has been with Siemens for more than 35 years, during which he has been Senior Director of Marketing for Angiography Imaging Systems, Senior Director of Cardiology and Hybrid OR, and Zone Business Manager for Angiography and X-ray Systems. He first joined Siemens in 1981 as a service engineer. •

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Michael W. Kaba has been named chief human resources officer at The Joint Commission (TJC), a role in which he will oversee all human resources activities, including talent acquisition and development, employee relations, benefits and compensation, professional education and the company resource center. Kaba joins TJC from Fiat Chrysler Automobiles, where he was its North American director of talent, diversity and organization; he has served in executive roles with Case New Holland (CNHi) and Hewitt Associates, and holds both an MBA from Northwestern and an MS in chemical engineering from Carnegie Mellon.•

3M executives Dr. Michael G. Vale and Dr. Joaquin Delgado will swap roles as the Executive Vice Presidents of the company’s health care and consumer business groups. Vale joined the company in 1992, and has been the managing director of 3M Spain and 3M Brazil; since 2011, he has been the executive vice president of the 3M consumer business group.

Delgado joined 3M in 1987, and has been managing director of 3M Korea and executive vice president of the 3M electronics and energy business group.

Since 2012, he has been the executive vice president of the 3M health care business group.•

InterMed of Alachua, Florida, has added biomedical engineer Sean Brunelle to its Jump Team of shortterm biomeds. Brunelle first started with the company in 2011 as an intern.

He rejoins InterMed with an additional five years of experience under his belt.•

Mark Little has been named Manager of Business Development for the Canadian Market for Rayence, Inc. of Fort Lee, New Jersey, which in April 2016 became a publicly traded corporation. Little, the 14-year ownerCEO of the Edmonton, Alberta-based Nuon Imaging will be responsible for introducing the company to the Canadian market, and establishing a country-wide dealer network for Rayence there. •

TO SHARE your company’s employee news visit medicaldealer.com/people

MEDICALDEALER 29

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INDUSTRY UPDATE_OEM News

Staff Reports

VARIAN MEDICAL SYSTEMS RECEIVES FDA REGISTRATION FOR CLAYMOUNT OPTICA COLLIMATORS Varian Medical Systems has received U.S. Food and Drug Administration (FDA) registration for its Claymount Optica 20 and Optica 40 collimators. Claymount’s Optica collimators are used to narrow the focus of X-ray beams in film-based and digital radiography systems for improving image quality and minimizing dose to patients.

The manually operated Optica 20 collimator is designed for use in human and veterinary radiography systems and can be readily installed into new or existing imaging systems. The motorized Optica 40 collimator is intended for integration into human radiography and fluoroscopy imaging systems. When integrated with the control software of the X-ray system, the Optica 40 can be used to remotely adjust the X-ray beam collimator. The Optica collimators feature a robust, lightweight design with a range of filtration options, including the ability to prevent patients from being exposed to useless low-energy X-ray spectrums and to meet requirements for pediatric imaging.

“The launch of the Claymount Optica collimators is part of Varian’s commitment to offer our customers one-stop shopping with a complete portfolio of X-ray components,” said Carl LaCasce, vice president of sales and marketing for Varian’s Imaging Components. •

PHILIPS TO ACQUIRE WELLCENTIVE Royal Philips has signed an agreement to acquire Wellcentive, a U.S.-based provider of population health management software solutions. Financial details of the transaction will not be disclosed.

In population health management, Philips already offers enterprise telehealth, home monitoring, personal emergency response systems (PERS) and personal health services that address multiple groups within a population from intensive ambulatory care for high-risk patients to prevention and personal health programs for the general population. Wellcentive complements Philips’ portfolio with WWW.MEDICALDEALER.COM

FDA APPROVES MRI-GUIDED FOCUSED ULTRASOUND DEVICE TO TREAT ESSENTIAL TREMOR The U.S. Food and Drug Administration has approved the first focused ultrasound device to treat essential tremor in patients who have not responded to medication. ExAblate Neuro, manufactured by InSightec in Dallas, Texas, uses magnetic resonance (MR) images taken during the procedure to deliver focused ultrasound to destroy brain tissue in a tiny area thought to be responsible for causing tremors.

“Patients with essential tremor who have not seen improvement with medication now have a new treatment option that could help them to avoid more invasive surgical treatments,” said Carlos Peña, Ph.D., M.S., director of the division of neurological and physical medicine devices in the FDA’s Center for Devices and Radiological Health. “As with other treatments for essential tremor, this new device is not a cure but could help patients enjoy a better quality of life.”

To determine if the ExAblate Neuro treatment is appropriate, patients should first have MR and computerized tomography (CT) scans. Those undergoing treatment with the MRI-guided device lie in an MRI scanner that takes images to help a doctor identify the targeted area in the brain’s thalamus for treatment.

Treatment with transcranial focused ultrasound energy is administered with incremental increases in energy until patients achieve a reduction of tremor. Patients are awake and responsive during the entire treatment. •

cloud-based IT solutions to import, aggregate and analyze clinical, claims and financial data across hospital and health systems to help care providers deliver coordinated care that meets new health care quality requirements and reimbursement models.

Upon completion of the transaction, Wellcentive and its employees will become part of the Population Health Management business group within Philips. Tom Zajac, CEO of Wellcentive, will be appointed to lead this business group.

“With this strategic acquisition, we will strengthen our Population Health Management business and its leader-

ship, as health systems gradually shift from volume to value-based care, and provide more preventative and chronic care services outside of the hospital,” said Jeroen Tas, Philips’ CEO Connected Care & Health Informatics.

“Our sweet spot is at the point of care as we give consumers, patients, care teams and clinicians the tools, such as remote monitoring solutions and therapy devices, to optimize care.

Wellcentive’s solutions will provide our customers with the ability to collect data from large populations, detect patterns, assess risks and then deploy care programs tailored to the needs of specific groups.” • MEDICALDEALER 31

INDUSTRY UPDATE_OEM News

SAINT ALPHONSUS ADDS TOSHIBA CT SYSTEMS Saint Alphonsus Health System said Scott Christensen, regional is improving its workflow and director, Medical Imaging, Saint enhancing diagnostic quality and Alphonsus Health System. safety across its network with The Aquilion CT systems allow Toshiba’s Aquilion CT systems.

Saint Alphonsus to closely track The health care system, serving patient safety on an ongoing basis communities throughout Idaho through Radimetrics’ eXposure and Oregon, added a new Aquilsoftware, which automatically ion PRIME 80, complementing its records and calculates cumulaseven other Toshiba CT systems. tive patient radiation dose. The “Standardizing a platform across addition of the Aquilion PRIME our hospitals has been important 80 to the health system’s imagto ensuring system-wide patient ing portfolio also improves clinical safety and diagnostic efficiency,” productivity, allowing physicians 32 MEDICALDEALER | SEPTEMBER 2016

Staff Reports

to diagnose quickly with the industry’s fastest image reconstruction speed of up to 60 images per second.

“We believe health care providers shouldn’t have to choose between safety and quality imaging,” said Dominic Smith, senior director, CT, PET/ CT, and MR Business Units, Toshiba.

“The Aquilion family of CT systems allows health systems like Saint Alphonsus to provide customized service to patients with a wide variety of needs without sacrificing image quality, dose reduction or productivity.” • MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 33

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PRODUCT FOCUS_Ultrasound Probes_Market Analysis

Staff Reports

ULTRASOUND MARKET POISED FOR GROWTH

T

he global medical ultrasound systems market, with its developing handheld and portable technologies, grew to $6.5 billion in 2015, according to Kalorama Information.

“Ultrasound continues to be a low-cost and effective imaging technology that can help radiologists and other health care providers gather significant clinical data about patients. Ultrasound is safe, patient-friendly, and inexpensive compared to other medical imaging methods. Its flexibility, ease of use, and relatively low cost are among the features of ultrasound that will continue to spur its growth,” according to Kalorama Information.

The health care market research firm’s report, “The World Market for Ultrasound Systems,” analyzes the current and potential world market for medical ultrasound systems, which includes ultrasound probes and transducers.

“Helping to fuel growth is miniaturization and the adoption of handheld and portable ultrasound systems, which have opened up new market niches for the imaging modality, such as emergency medicine and anesthesiology,” said Bruce Carlson, publisher of Kalorama Information, in a July 18, 2016, news release. “Handheld ultrasound systems are easier WWW.MEDICALDEALER.COM

“Ultrasound is safe, patient-friendly, and inexpensive compared to other medical imaging methods. Its flexibility, ease of use, and relatively low cost are among the features of ultrasound that will continue to spur its growth.” to use and more convenient, for instance, when diagnosing patients with physical disabilities.”

The ultrasound that used to be the size of a kitchen refrigerator is now the size of a smartphone or tablet, like the VISIQ from Philips, and yet does even a better job than it did before, according to the news release.

“Ultrasound systems eventually will not need any configuration,” according to Kalorama. “The systems are becoming smarter thanks to software enhancement tools, such as Toshiba’s Aplio Platinum Systems. In general, group practices and hospital departments are turning to advanced analytics tools for data to streamline their work flow and improve efficiency for ultrasound and other imaging modalities.

With such developing technology, it becomes possible to clinically apply ultrasound as an initial diagnostic tool for identifying some diseases, which was not

the case before. In addition, ultrasound can reduce the cost and pain associated with treatment because surgery – a biopsy – is not required, nor is the use of a radiocontrast agent as with computed tomography (CT) or magnetic resonance imaging (MRI), which may sometimes prove hazardous and unsafe.

Research and Markets, a research firm, released a news release in August 2016 regarding a new report on the ultrasound market titled “North America Ultrasound Devices Market - Growth, Trends And Forecasts (2015 - 2020).” The report indicates additional growth in the ultrasound market.

The North America market for ultrasound devices is poised to reach $1.973 billion by the end of 2020 growing at a CAGR (compound annual growth rate) of 3.0 percent, according to a news release from Research and Markets.

MEDICALDEALER 35

PRODUCT FOCUS_Ultrasound Probes_Product Showroom

Staff Reports

SEPTEMBER PRODUCTS : This month, Medical Dealer explores current trends in Ultrasound Probes.

OLYMPUS TGF-UC180J

O

lympus is a pioneer of endoscopic ultrasound, which combines ultrasound technology with endoscopy to better visualize the tissues of the digestive tract and adjacent anatomical structures inside the human body. With EUS, the transducer is inserted into the body endoscopically via the digestive tract, putting it closer to the region of interest to obtain higher resolution images. Olympus’ TGF-UC180J forward-viewing curvilinear ultrasound gastrovideoscope boasts enhanced maneuverability and handling for physicians. With a 180° upwards angulation, physicians have a comprehensive view of the digestive tract, an improvement over other conventional convex scopes. An auxiliary water channel within the gastrovideoscope enables blood and residue to be flushed away without the need for a balloon.•

36 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Product Showroom

ESAOTE HOCKEY STICK PROBE IH 6-18

T

he Esaote high-frequency hockey stick probe IH 6-18 is a solution for the most demanding clinical needs: a small and efficient probe for MSK and rheumatology, as well as vascular, intraoperative, thyroid and pediatric care. The lightweight and ergonomic design enables a comfortable hold and a small footprint: characteristics especially useful for precise maneuverability of the probe in any application. The hockey stick probe IH 6-18 offers superior images and outstanding Doppler sensitivity with imaging frequency up to 18 MHz and Doppler frequency over 14 MHz. Elastosonography technology is available with the full measurement package. •

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MEDICALDEALER 37

PRODUCT FOCUS_Ultrasound Probes_Product Showroom

Staff Reports

SIEMENS HEALTHCARE ACUSON SC2000™ Z6M True Volume 3D TEE Probe

T

he ACUSON SC2000™ Z6M True Volume 3D TEE Probe is engineered to arm you with a complete, anatomically precise picture of your patient’s heart for informed clinical decisions without missing a beat. It features sophisticated imaging tools, such as true real-time volume color Doppler (90 x 90) and rapid, automated valve modeling to deliver the reliable, actionable knowledge you need in the moments when it matters most. •

38 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Product Showroom

GE HEALTHCARE VOLUSON E10 WITH E4D

A

ddress your most difficult women’s health cases with GE Healthcare’s electronic 4D imaging technology with the Voluson E10 with e4D. Helping you deliver a higher level of imaging excellence to assess fetal health at early stages and help increase productivity of your practice. It features fast volume acquisition to help increase success rates. Flexible imaging formats allow evaluation of two orthogonal planes in real-time, helping efficiency and diagnostic confidence. Its superb resolution in all imaging planes provides excellent image quality to support clinical decision-making and its ultra-fast volume rates for real-time display of motion allow for visibility of anatomical structures and functionality. •

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MEDICALDEALER 39

PRODUCT FOCUS_Ultrasound Probes _Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND PROBES

Advanced Ultrasound Electronics 9522 East 47th Place Tulsa, OK 74145 Toll-Free: 866-620-2831 Phone: 918-628-2831 Fax: 918-628-2833 Email: Sales@auetulsa.com Website: www.auetulsa.com

SEE OUR AD ON PAGE 75

AUE is a leader in refurbishing ultrasound parts, systems equipment, peripherals and service by using cutting edge technology to repair parts down to component level. It is our goal to provide high quality workmanship and customer service on every part and system that we offer.

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

SEE OUR AD ON PAGE 16

Bayer HealthCare Multi Vendor Service is your trusted provider for MRI coil, ultrasound transducer, CR reader and dry film printer repair. With exceptional repair capabilities, quality solutions and dedicated customer care, we provide excellent value in third-party service.

Because Quality Matters.

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

40 MEDICALDEALER | SEPTEMBER 2016

Bayer HealthCare Multi Vendor Service 625 Alpha Drive Pittsburgh, PA 15238 Toll-Free: 1-844-MVS-5100 Email: mvscustomercare@bayer.com Website: www.mvs.bayer.com

Conquest Imaging Corporate Technology and Logistics Center 1815 Industrial Drive Stockton, CA 95206 Toll-Free: 866-900-9404 Fax: 209-942-2572 Email: mtomory@conquestimaging.com Website: www.conquestimaging.com

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Conquest Imaging delivers the highest quality ultrasound parts, probes, service, training and technical support in the industry.

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

MEDICAL EQUIPMENT, PARTS & SERVICE

// The World’s Most Comprehensive Radiological Service Training Facility // Highly Skilled Training Staff to Maximize Your Understanding of Basic Imaging Modalities and Advanced Imaging Systems // Call 1.800.229.7784 to Register or View the 2016 Course Index and Schedule Online

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ENGINEERED FOR LIFE RSTI-EXCHANGE.COM

RSTI EXCHANGE

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

SEE OUR AD ON PAGE 34

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

InterMed Group 13351 Progress Blvd.

Alachua, FL 32615 Toll-Free: 800-768-8622 Phone: 386-462-5220 Fax: 386-462-5330 Email: sales@intermed1.com Website: www.intermed1.com

KenQuest Medical is a leading provider of new, used, & refurbished C-Arms, C-arm tables, operating room equipment, and medical equipment for hospitals in the United States.

In addition, we offer a variety of maintenance, service, and repair programs for C-Arm Fluoroscopic Machines and Medical Devices.

Kenquest is also the largest provider of C-arm parts and disposables.

Financing is available! Contact us today to learn more.

SEE OUR AD ON PAGE 43

The InterMed Group is a premier provider of integrated technology management services. We are focused on enhancing the overall quality, cost, and confidence in your equipment administration. Our Biomedical, Ultrasound, X-Ray, and NucMed specialists and unique “Jump Teams” are empowered to deliver unmatched customer service and the industry’s best technology at competitive rates. We invite you to discover how our innovative technology, operational excellence, and deeply experienced and passionate professionals have earned us a blemish-free track record and sterling reputation for consistently exceeding our clients’ expectations.

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KenQuest Medical 6340 S. Sandhill Rd, Suite 8.

Las Vegas, NV 89120 SEE OUR AD ON Toll-Free: 1-888-316-2205 PAGE 9 Phone: 702-384-0085 Fax: 702-384-0089 Email: suppprt@kenquestmedical.com Website: www.kenquestmedical.com

MW Imaging Corporation 920 Hemsath Rd., Ste. 102 St. Charles, MO 63303 Phone: 877-889-8223 Fax: 636-925-0070 Email: info@mwimaging.com Website: www.mwimaging.com

SEE OUR AD ON PAGE 2

With 25 years of service and experience, MW Imaging offers world-class ultrasound service, OEM ultrasound parts, free 24x7 tech support for any ultrasound system, free loaners including TEE with your ultrasound transducer repair, and hero kits.

®

// Visit RSTI Exchange Online and Shop Our Full Line RSTI Exchange of Pre-owned Equipment Terry Speth- VP Director of Sales // Ask About Our On-Demand Service, Parts Installations and Tech Support in Conjunction 30745 Solon Road with Parts Purchases // FOLLOW US ONLINE // Solon, OH 44139 SEE OUR // Access a Constantly Expanding Inventory of Parts AD ON in Stock for Most Manufacturers and Modalities Toll-Free: 800-229-7784 PAGE 70 // Phone: Call 440.349.4700 or Email 440-349-4700 Sales@RSTI-Exchange.com for Full Details Fax: 440-349-2053 SHOP // RSTI-EXCHANGE.COM Email: tspeth@rsti-exchange.com Website: www.rsti-exchange.com

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

Summit Imaging, Inc. 15000 Woodinville-Redmond Road NE Building B, Suite 800, Woodinville, WA 98072 SEE OUR AD ON Phone: 866-586-3744 PAGE 4 Fax: 866-586-3740 Email: Info@mysummitimaging.com Website: www.mysummitimaging.com Summit Imaging is an Ultrasound Parts and Transducer Repair company that can quickly address specific technical needs based on a foundation of outstanding rapid customer service. Our philosophy is simple; make our customers heroes.

MEDICALDEALER 41

PRODUCT FOCUS_Ultrasound Probes _Preferred Vendors

Staff Reports

SOLUTIONS

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

SEE OUR AD ON PAGE 21

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

42 MEDICALDEALER | SEPTEMBER 2016

Trisonics, Inc. 3535 Walnut St. Harrisburg, PA 17109 Toll-free: 877-876-6427 Phone: 717-939-6860 Fax: 717-939-6864 Website: www.trisonics.com

SEE OUR AD ON PAGE 42

Trisonics, Inc. is your ultrasound imaging partner specializing in ultrasound service, support, systems, transducers and parts.

Our goal is to provide cost effective solutions with an emphasis on personalized service.

MEDICAL EQUIPMENT, PARTS & SERVICE

We believe we must earn our clients’ business every day, in every way.

InterMed is now The InterMed Group, with a seamless integration of all our modalities and a focus on asset management.

We execute the basics with excellence, and routinely exceed our clients’ expectations.

Let us demonstrate The InterMed Group difference.

Call 800-768-8622 or email sales@intermed1.com

BIOMEDICAL IMAGING

ASSET MANAGEMENT JUMP TEAMS www.tylershope.org

The InterMed Group | 800-768-8622 | www.intermed1.com | 13351 Progress Blvd., Alachua, FL 32615

When It Comes To

CENTRIFUGES, One Name Stands Out

BIOMEDICAL Your Centrifuge Solutions Center • Free Tech Support

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Contrast Injector Training WHEN you need it, WHERE you need it with a 100% Money-Back Guarantee!

www.MaullBiomedical.com | 440-724-7511 44 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

WIDTH 7”

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INJECTOR SUPPORT & SERVICE • Loaner injectors • Depot service • Parts identification and sales • Preventative maintenance tools • On-site service • Injector sales

To learn more visit www.injectorsupport.com or call 888.667.1062

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46 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Patient Monitors_Market Analysis

PATIENT MONITORING MARKET EXCEEDS $30 BILLION

T

he global advanced patient monitoring market is currently worth about $31.4 billion, inclusive of devices, peripherals, software, packaged services and other applications, according to Kalorama Information.

The market has benefited from the demand to move to a more wireless and streamlined operation both within major health facilities and in the home treatment markets, according to Kalorama’s report, “Advanced Remote Patient Monitoring Systems.”

Electronic medical records along with the potential to save capital funds are both key factors in the market’s performance.

“Cost savings are the major driver of sales, but the demand to integrate data into an EMR has also helped fuel purchases of new PM (patient monitor) systems,” said Bruce Carlson, publisher of Kalorama Information. “There is also an increasing trend to upgrade to ambulatory and handheld devices.”

New technology is another important aspect of the global market.

“Advanced patient monitoring systems are focused on utilizing WWW.MEDICALDEALER.COM

the technologies recently introduced to the health care field,” according to Kalorama Information. “Advances in remote patient monitoring include: new peripherals; real-time audio and video for ‘face-to-face’ interaction between clinicians and patients; wireless communication systems that ‘sort’ the vast amount of data collected in order to put it into the context of a patient’s condition; portable and ambulatory monitors; web-based access to the patient record; systems that transfer data to an electronic medical record (EMR); and full-service outsourcing that includes a clinician to evaluate data and send a report to the attending physician.

The U.S. and Europe are pushing the patient monitor market to new heights.

“The global advanced patient monitoring market has continued its expansion in both the institutional and home segments of the health market with the United States and many European countries at the forefront of implementation,” according to Kalorama Information.

A report by MarketsandMarkets predicts growth in the patient monitor market.

The global patient monitoring devices market will reach $24.762 billion by 2020 growing at a CAGR

Staff Reports

“The global advanced patient monitoring market has continued its expansion in both the institutional and home segments of the health market with the United States and many European countries at the forefront of implementation” (compound annual growth rate) of 5.6 percent during the forecast period (2015–2020), according to MarketsandMarkets. “The driving factors of the patient monitoring market include growing population size of the elderly, rising incidences of unhealthy lifestyle, and technological developments like portability of equipment. The cardiac monitors segment had the largest share in 2015 of the total patient monitoring devices market, whereas neuromonitoring devices segment will be the fastest growing segment by 2020.”

Some key players in the patient monitoring devices market are Abbott Laboratories, GE Healthcare, Nihon Kohden, Omron Healthcare, Philips Healthcare and Roche Diagnostics Limited, according to MarketsandMarkets.

MEDICALDEALER 47

PRODUCT FOCUS_Patient Monitors_Product Showroom

Staff Reports

SEPTEMBER PRODUCTS : This month, Medical Dealer explores current trends in Patient Monitors.

GE CARESCAPE VC150

T

he CARESCAPE VC150 vital signs monitor helps support patient comfort while maintaining high clinical accuracy. Common tasks require only one step, making it fast and easy to use. Now with touch screen capability, and trusted DINAMAP SuperSTAT non-invasive blood pressure algorithm, the CARESCAPE VC150 vital signs monitor helps improve patient care, streamline clinical operations and is designed to reduce monitoring downtime.•

48 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Monitors_Product Showroom

DRÄGER INFINITY ACUTE CARE SYSTEM

T

ransform your clinical workflow with the Infinity Acute Care System monitoring solution. This innovative two-screen solution opens the door to a new dimension of patient mobility, connectivity and configurability – providing for seamless transition of the patient and their information with a single monitor that travels with the patient throughout the care path. The system consists of the Infinity M540 patient monitor, integrated with the Dräger Infinity C500 or C700 Medical Cockpit. The M540 is a compact vital signs engine that acquires data at the bedside and on transport, without having to disconnect the patient as they move from care area to care area.•

WWW.MEDICALDEALER.COM

MEDICALDEALER 49

PRODUCT FOCUS_Patient Monitors_Product Showroom

Staff Reports

MASIMO Root

R

oot is a patient monitoring and connectivity platform that offers rainbow and Masimo SET measurements with other parameters in an integrated, clinician-centric platform. With docking capabilities for the Radical-7 handheld monitor or Radius-7 patient-worn monitor, an instantly interpretable display, and multiple networking/connectivity options, Root integrates multiple streams of data and simplifies patient care workflows, empowering caregivers to help make quick patient assessments throughout the continuum of care. •

50 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Monitors_Product Showroom

NIHON KOHDEN LIFE SCOPE G9

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ihon Kohden’s Life Scope G9 is a new bedside monitor that provides comprehensive parameter observation and allows clinicians to quickly and easily customize the monitor to each patient regardless of health status or care setting. Created with the goal of improving outcomes and enhancing the patient experience, the multimodality Life Scope G9 is fully optimized for use in any clinical setting as part of Nihon Kohden’s premium-as-standard philosophy. When used with Nihon Kohden’s BSM-1700 transport monitor, the Life Scope G9 continues to record data even during transport, which can be one of the most critical times in patient care. •

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MEDICALDEALER 51

PRODUCT FOCUS_Patient Monitors_Product Showroom

Staff Reports

SUNTECH MEDICAL CT40

B

lood pressure technology expert SunTech Medical has received FDA approval for U.S. distribution of its next generation spot-check vital signs device – the SunTech CT40. Driven by SunTech’s clinical-grade Advantage BP technology, the new spot-check vital signs device provides accurate and reliable automated measurements of blood pressure, temperature and pulse oximetry with clinical-grade performance, advanced features and digital connectivity. The instrument’s modular design allows clinicians to easily make adaptations to the device, enabling them to add thermometry, SpO2 and Wi-Fi while in the field and based solely on the needs of their patient. Available modules include Covidien’s FILAC 3000 thermometry and Masimo’s SET Sp02 technology for market-leading performance. •

52 MEDICALDEALER | SEPTEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

VENDOR Q & A_Patient Monitors

Staff Reports

VENDOR Q&A

PATIENT MONITORS

S

outhwestern Biomedical Electronics (SBE) Vice President Tracy

Neilson recently took some time to share her insights regarding patient monitor technology, service and repairs.

only we stand behind

Neilson: Longevity of company, customer service, solid warranty policy (in writing). A reputable company should provide service after the sale. Customers are always pleased when we follow-up with even just a quick phone call or email to make sure the equipment we sold them is working properly. Don’t be afraid to ask for references!

our repairs and exchanges for 12 months versus the 90 days you get from the OEM.

Q: Is it possible to keep up with patient monitor technology without buying brand new? What are some of the newer technologies you offer?

Q: Can you describe your patient monitors refurbishment process?

Neilson: Once we receive a purchase order for a refurbished piece of equipment, we begin the refurbishment process. Refurbishing the equipment as it is ordered ensures that WWW.MEDICALDEALER.COM

exchange and repair services as the OEM,

Q: What are the most important things to look for in a reputable patient monitor provider?

Neilson: It is possible to an extent. SBE is typically able to begin selling newer technology about two years after it hits the market.

It takes a year or more before we see newer patient monitoring equipment available for us to purchase. Once we are able to purchase a large lot of the newer technology, we then have about a six-month learning curve before we offer the refurbished equipment to the end user. The six-month period of learning the product allows us to give in-service training and to provide service after the sale. We currently have the Spacelabs Xhibit, Xprezzon, qube, and Aria available for sale with a 12-month warranty. Extended warranties, beyond 12 months, are also available.

We offer the same

Tracy Neilson Vice President, Southwestern Biomedical Electronics your refurbished equipment is not sitting on a shelf for months before it ships to you.

The refurbishment process begins with us completely stripping the unit to replace known failure components. The unit is then completely cleaned, re-assembled and tested for two or more days. Once it passes all inspections, it is then ready to ship.

Q: Many department directors believe the OEM is the safest option for patient monitor service, but service contracts are expensive. How would you convince them that a reputable, independent service company provides the same level of service as the OEM? Neilson: We offer the same exchange and repair services as the OEM, only we stand be-

hind our repairs and exchanges for 12 months versus the 90 days you get from the OEM. Being a small service organization we are able to keep our prices very low compared to the OEM without sacrificing quality.

Q: Can you tell us about the exchange and repair options you offer?

Neilson: We repair/exchange circuit boards, or entire units. Repair/exchanges also come with a 12-month warranty.

Q: What are the most important things to look for when seeking service for patient monitors?

Neilson: Look for the warranty offered.

Ask the company for references. Finding out what other hospitals have experienced with a service company is one of the best ways to know what type of service you are likely to receive.

FOR MORE INFORMATION about Southwestern Biomedical Electronics, visit www.swbiomed.com.

MEDICALDEALER 53

PRODUCT FOCUS_Patient Monitors _Preferred Vendors

Staff Reports

PREFERRED VENDORS

PATIENT MONITORS

ALCO Sales & Service Co. 6851 High Grove Blvd.

Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800.950.1167 Email: info@alcosales.com Website: www.alcosales.com

SEE OUR AD ON PAGE 57&87

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

Beta Biomed Services, Inc. 2804 Singleton Street Rowlett, TX 75088 Toll-Free: 800-315-7551 Fax: 972-475-9814 Email: info@betabiomed.com Website: www.betabiomed.com

SEE OUR AD ON PAGE 56

BETA Biomed Services, Inc. specializes in high quality, cost effective, repair or replacement of patient cables. While we specialize in PULSE OX SENSOR CABLES, we also repair, or replace FETAL MONITORING CABLES (Toco & Ultrasound), as well as other specialty patient cables. All work is covered by our ONE-YEAR WARRANTY. Call today to experience our service and quality.

54 MEDICALDEALER | SEPTEMBER 2016

Bionet America, Inc. 2691 Dow Ave., Ste. B Tustin, CA 92780 Toll-Free: 877-924-6638 Phone: 714-734-1760 Fax: 714-734-1761 Email: sales@BionetUS.com Website: www.BionetUS.com

SEE OUR AD ON PAGE 57

Bionet is a leading manufacturer of biosignal medical equipment such as ECGs, fetal and patient monitoring systems. With innovative yet affordable new technology, Bionet brings you products designed to make diagnosis easier, quicker, and more economical.

Bio-Medical Equipment Service Company 2709 South Park Road Louisville, KY 40219-3545 Toll-Free: 888-828-2637 Phone: 502-361-4500 Fax: 502-361-4526 Email: sales@bmesco.com Website: www.bmesco.com

SEE OUR AD ON PAGE 65

BMES is a national medical equipment depot repair center founded 26 years ago. We specialize in telemetry, bedside module, AGM, and patient monitoring repairs. In addition to the service we provide, we also offer a variety of refurbished equipment and accessories options in those same core areas.

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Monitors_Preferred Vendors

ONE SOLUTION FOR ALL YOUR PATIENT MONITORING NEEDS

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

SEE OUR AD ON PAGE 7

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

Integrity Biomedical Services, LLC 800 N. 16th Street Broken Arrow, OK 74012 Toll-Free: 877-789-9903 Fax: 866-332-4142 Email: michele@integritybiomed.com Website: www.integritybiomed.com

SEE OUR AD ON PAGE 14-15

We transcend the competition in Expertise, Cost, Customer Service, and Quality.

As an ISO 9001-2008 certified company, we have set high standards for Accountability & Quality Assurance. We take pride in serving the biomedical community with the best in repairs, exchanges, and equipment with technicians who continually use proven techniques that exceed industry standards. Choose INTEGRITY for your Spacelabs patient monitoring needs.

SEE OUR Pacific Medical AD ON PAGE 66-69 Repairs & Equipment 32981 Calle Perfecto San Juan Capistrano, CA 92675 Phone: 800-449-5328 Fax: 800-369-9804 Email: info@pacificmedicalsupply.com Website: www.pacificmedicalsupply.com

Experience our quality on all purchase and repairs: • Monitors • Modules • Telemetry • Patient Cables • Fetal Transducers • Infusion Pumps • Endoscopes • O2 Blenders • Gas Analyzers • Suction Regulators From a wide variety of OEMs: Philips, GE, Datex Ohmeda, Datascope and more.

Call for OEM quality without the cost.

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

SEE OUR AD ON PAGE 85

Rieter Medical Services, an ISO9001:2008 certified organization, provides support services for most medical equipment.

Our electronic repairs consist of component-level repair, including difficult surface mount components and multi-layer boards.

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MEDICALDEALER 55

PRODUCT FOCUS_Patient Monitors _Preferred Vendors

Staff Reports

Tenacore Holdings Inc. Southwestern Biomedical Electronics 2511 S. Harvard Ave Tulsa, OK 74114 SEE OUR AD ON Phone: 918-749-3204 PAGE 8 Fax: 918-744-0716 Email: tracya@swbiomed.com

Independent service organization specializing in the sale and service of Spacelabs patient monitoring and telemetry, Datascope Passport 2s, and Drager transmitters. SBE works closely with other service providers to offer service for GE and Philips patient monitoring.

56 MEDICALDEALER | SEPTEMBER 2016

USOC Bio-Medical 14 Hughes St. SEE OUR Irvine, CA 92618 AD ON PAGE 46 Phone: 949-243-9109 Email: cusotmerservice@usocmedical.com Website: www.usocmedical.com USOC Medical provides worldwide biomedical equipment repair/sales solutions to health care facilities, clinics and medical companies of all types and sizes.

1525 E. Edinger Ave. Santa Ana, CA 92705 Phone: 800-297-2241 Fax: 866.776.3101 Email: customerservice@tenacore.com Website: www.tenacore.com

Tenacore is an ISO-13485:2003, CE, and FDA 510(K) cleared medical device manufacturer. Tenacore applies the same stringent quality, monitoring and tracking requirements to both service repairs and manufacturing of new OEM style replacement parts. Tenacore is also a leading provider of refurbished medical equipment while providing programs designed specifically to remove your organization’s surplus medical equipment.

MEDICAL EQUIPMENT, PARTS & SERVICE

800-323-4282

www.alcosales.com

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

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Quality, Reliable Medical Equipment with 4-Year Warranties* *4-year warranty only applies to Bionet ECGs, spirometer and patient monitor (BM3).

3-year warranty applies to fetal monitors.*

ECGs and SPIROMETERS Cardio7-S

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• • • •

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FETAL MONITOR TwinView FC1400 • Detects and Displays Twin Fetus Heart Rates and Uterine Activity in Real Time • 5.7” Color Screen • Durable Probes • Stores Up to 12 Hours of Data

7” Color Touch Screen Pan-Tilt Display Z-Fold Printer Supports JPG, PDF, XML, MFER, DICOM Files • Advanced Reports, Including: Beat, Guide and Vector

PATIENT MONITOR BM3

• ECG, SpO2, NIBP, Resp, Optional Temp and EtCO2 • 7” Color TFT LCD Monitor • 128 Hours of Trends Data Stored

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

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

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MEDICALDEALER 57

HEIGHT 4.5”

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

Image Intensifier or Flat Panel?

WAY S T O M O V E F O R WA R D

A

s efficiency, productivity, and quality of care continue to drive health care purchases in an environment anchored by quality of care and

health outcomes, equipment purchasers are always looking to balance the opportunity to gain a competitive edge with the ability to provide the highest possible standard of care.

Hospitals and health care systems continue to integrate freestanding surgery centers within their patient networks, making opportunities for lowering the cost and improving the quality of minimally invasive surgeries perennially attractive options. Visualization plays a critical role in those technologies, and in most surgical environments, equipment managers are looking either to flat-panel detectors or image intensifiers to communicate imaging information to physicians in real-time. The greatest movement in this space has been among mobile surgery units, and until recently, most of the chief technology in such settings, the C-arm, has only been equipped with image intensifiers.

By Matt Skoufalos

Image Intensifier or Flat Panel?

Lisa Reid, Director of Product Marketing for Siemens Mobile Surgery and Urology, is the product manager for the Siemens Cios Alpha and Cios Fusion mobile C-arm systems, which feature both image intensifiers and digital flat-panel detectors.

Flat-panel technology first made inroads in angiography and catheterization laboratory equipment, and has been moving toward fluoroscopy applications, with manufacturers adding them to C-arms for use in mobile environments – which also tend to be the least expensive of the three installations, Reid said. As prices fall further thanks to the maturation of the technology and commoditized prices for its components, flat-panel technology, which used to be prohibitively expensive as compared with the legacy technology of image intensifiers, has emerged as a financially viable alternative. Factor in the versatility of an installation that adds a detector to a mobile C-arm rather than building a rad or fluoro room around it, and suddenly the flat-panel detector is fiscally poised to compete in an ambulatory surgical setting, even before considering the differences in its image quality.

Reid likens the technology migration in the imaging space to the growth of the flat-panel television industry, as older, cathode-ray tube (CRT) TVs were phased out by their digital descendants for reasons of finances and functionality.

“Flat-panel TVs were originally a few thousand dollars; now you can get them for a few hundred,” she said. “This is a parallel in the market. The reasons for moving towards flat-panel detectors are a lot of the same. You have better spatial resolution on flat-panel systems than you do on image intensifiers.”

For interventional fluoroscopy applications, whether in an operating room or catheterization lab, physicians need to be able to see very small guide wires in order to direct their procedures.

Improved-quality spatial resolution allows them to perceive smaller objects and imaging contrast agents at higher rates and better pulses, Reid said.

60 MEDICALDEALER | SEPTEMBER 2016

Lisa Reid, Director of Product Marketing for Siemens Mobile Surgery and Urology

"Flat-panel TVs were originally a few thousand dollars; now you can get them for a few hundred. This is a parallel in the market. The reasons for moving towards flat-panel detectors are a lot of the same."

“Pretty much almost all rad fluoro systems are now only sold with flat-panel detectors,” she said. “C-arm manufacturers started introducing them maybe three to four years ago. They are a little more expensive than an image intensifier, so it’s taking the market a little to get used to budgeting more for their C-arms.”

Reid estimates that about one-quarter of the C-arm market comprises flat-panel detector technology, adding that Siemens has a number of customers who insist on installing it exclusively. The market also includes a number of small painmanagement clinics that are "just looking for an inexpensive solution," she said.

“They’re not doing vascular and high-end procedures, and the image intensifier works well for them," Reid said. “We were seeing them more in the vascular arena as a backup to a fixed C-arm in an OR, or as a primary system for vascular procedures. We don’t see a lot of the flat-panel systems being sold right now in the lower-end market. We’re seeing a lot more of the Cios Fusion moving into the orthopedic segment, where you need a physically smaller unit to position it in procedures.”

Jim Brantley, Senior Applications Specialist at Siemens, described the C-arm as “one of the last things to get the flat-panel detectors,” in no small part because the technology is more sensitive to temperature changes, which can be a factor in a mobile environment.

“In a fixed realm you can regulate the temperature, but a detector has to be calibrated for the best image quality,” Brantley said. “When it comes to the C-arm, how do you regulate some of that in a mobile system when you don’t know where it’s going to go?” Siemens C-arms flat detectors compensate for temperature in real time during the image acquisition process, he said.

Brantley described image intensifier technology as “no longer able to be improved,” and “subject to interference with magnetic fields.” Additionally, its electronic components add several intermediate steps from the raw image to the visible, intensified image. That process can lend to distortion, and that’s without considering the electronic optical components of an image intensifier that can degrade in quality throughout a lifetime of use.

“There’s six steps in the image intensifier,” Brantley said. “There’s two kinds of flat detectors, direct and indirect.

MEDICAL EQUIPMENT, PARTS & SERVICE

The Siemens Cios Alpha and Cios Fusion mobile c-arm systems feature image intensifiers and digital flat-panel detectors.

“I imagine at some point, image intensifiers will be phased out. Now that the price has come down, we’re able to put [flat-panel technology] on the less-expensive equipment without raising the price significantly.”

Jim Brantley, Senior Applications Specialist at Siemens

An indirect detector adds a scintillator that converts X-ray to light then to an electrical signal; a direct detector uses direct X-ray for the electrical conversion, both are designed to keep the radiation dose down."

Another of the big benefits of having a flat detector involves its ability to magnify an image several times, without using as high of a dose as compared to an image intensifier, he said.

Bringing flat-panel technology to the C-arm market also capitalizes on the extreme durability of a product that Reid said customers "tend to hang onto until they are no longer functional.” The least expensive of the newest C-arms can cost around $50,000-$60,000, and the highestend, fully-loaded model can cost five times WWW.MEDICALDEALER.COM

that amount. That’s still less expensive than building a fixed room for vascular imaging, she said, but by no means an insignificant amount of money.

In such an environment, the aftermarket can provide a reasonable business opportunity for both third-party equipment resellers and customers looking for a price break. Of course, Siemens is among a number of original equipment manufacturers (OEMs) looking to recapture its pre-owned inventory.

“There is a good market for refurbished systems, but there are a lot of brokers out there,” Reid said. “Competing in that market is huge. When we sell our systems used, we offer warranty and provide factory-certified trainers.”

C-arms are the last X-ray technology to be transitioned to flat-panel displays, Reid said, noting that even the Siemens portable X-ray system is powered by wireless, digital flat-panel detectors. Yet she foresees that, “This is where the market is, and where it will go.”

“I imagine at some point, image intensifiers will be phased out,” Reid said.

“Now that the price has come down, we’re able to put [flat-panel technology] on the less-expensive equipment without raising the price significantly.”

Chris Sharrock, the Vice-President of C-arm and X-ray at Block Imaging of Holt, Michigan, said Siemens technology has opened the door for flat-panel detector systems to make major inroads at both the top and bottom of the market. He called the Cios Alpha and Fusion “gamechangers” in terms of affordability, and said he believes the systems will give their much more broadly installed competitors in the image intensifier market “a run for their money.”

“Flat-panel technology price points are backed into a corner as to who can afford it, who can actually use it, and who gets the benefit,” Sharrock said. “A high-end cardiac facility is a whole other ballgame from pain management. [But] at this price point and this accessibility level, I think MEDICALDEALER 61

Image Intensifier or Flat Panel? [the Cios line] actually finally is going to start impacting the market. Up until this point, I don’t think it has.”

The dominant player in the image intensifier market is GE, which manufactures the OEC 9800 and 9900 systems, and which Sharrock said commands more than 70 percent of the U.S. market for such technologies. As the market leader, GE hasn’t yet rolled out any flat-panel technology systems, and without a key financial motivator, such as the federal reimbursements that drove the migration from computed radiography to digital radiography, he doesn’t think the company will be in any great hurry.

“It shows you the market hasn’t been pushed at this point,” Sharrock said. “C-arm is still the leading technology, and the market leader doesn’t even have a flat-panel technology.”

Sharrock does believe that flat-panel detectors represent superior technology as compared with image intensifiers, which lose gain over time by their very nature. Flat-panel detectors offer a larger peripheral view of an image because they don’t have the rounded view that an image intensifier does, making them of particular use in peripheral vascular studies. Among the downsides to flat-panel technology, atop the list of which is cost, Sharrock also foresees future financial concerns about proprietary technologies that could limit its market impact; namely, service prices for maintenance, replacement parts, or software upgrades.

“Let’s say you don’t want to pay the ungodly service fees,” Sharrock said. “If that detector goes down, you are screwed. You’re talking an estimated three to five times the cost of an image intensifier to repair or replace it. Certain parties aren’t going to be as willing or as capable to service those, which is going to drive prices up.”

Even if more digital flat-panel detector models do emerge at a commercially viable price point, Sharrock is doubtful that the market will undergo any significant shift in the share held by GE; a large gain from any competitor would be reflected in five- or 62 MEDICALDEALER | SEPTEMBER 2016

GE’s OEC 9800 and 9900 systems feature image intensifiers.

10-percent increments, he said. However, he regards the emergence of the Siemens Cios line as the proverbial throwing of the gauntlet to competitors.

“Everybody else has to keep up,” Sharrock said.

The variety of procedures in which C-arms are being used is as broad as the demand for quality in the detector technology itself, Sharrock said. It’s not a technology that necessarily will help recruit physicians outside of “more specialized, PET procedures.”

“The people who couldn’t afford it before, you’re just going to open up that gap,” Sharrock said. “If you’re only practicing a few days a week or a low volume, you’re probably not going to be able to justify the latest and greatest technology. If you’re only doing extremities, it’s not that hard to get a beautiful image on a system because you’re not penetrating that much anatomy.”

“But if you’re doing 400-pound patients and you’ve got to do cross-lateral shots, or if you’re doing study that require fluoro for longer periods of time, you have to have a system that has those power makeups,” he continued. “If that is your market, and that is a high volume for you, you need a system that has enough power and image quality to see things like image placement in that regard.”

Sharrock foresees “a really, really long time” before image intensifiers are phased out of service, a perspective shared by Linda Milano, Region Product Marketing

Manager for Surgery at GE Healthcare. The company entered the U.S. C-arm market in 1972, and has an install base of some 24,000 image-intensifier-equipped C-arms.

Milano said it’s not for a lack of interest that the company hasn’t pushed into flatpanel detectors; rather, the company doesn’t believe that the amorphous silicon technology at the heart of its competitors’ units is the best fit for its economies.

GE is in development of a C-arm flat-panel detector technology using CMOS (complementary metal oxide semiconductor) technology, which is built around a different crystalline structure that reduces “noise” in the image, and which has been perfected in mobile environments from cellphones to cameras, she said. The company already has released its first Mini C-arm to feature CMOS technology, the OEC Elite MiniView.

“We had no intention of abandoning the image intensifier market, but with the promise of having better image quality and lower dose, we wanted to explore [flat-panel] technology,” Milano said. “In our view, amorphous silicon was not the right technology for the mobile market. It works in certain environments, like a fixedroom, but is more complicated in a mobile environment. As long as we can deliver better image quality and lower dose [with image intensifiers], we’ll continue to pursue those as our goals, and we’re managing to do that with the C-arm today.”

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“We have a very firm commitment to image intensifier technology and maximizing everything we can from it for our customers. You won’t see us leaving that market any time soon,

Linda Milano, Region Product Marketing Manager for Surgery at GE Healthcare

an eye on the future and technology that can bring value to our customers.”

As that process evolves internally, GE will continue to focus on its OEC-9000 series C-arm units, products that have been on the market for decades, and for which demand remains significant. GE image intensifier products continue to draw such interest that some of the hardest sales the company must make are against aftermarket competitors offering pre-owned versions of its OEC systems, Milano said.

“Our biggest competitor in the marketplace is us,” she said. “There are a tremendous number of deals that we are engaged in where the competing vendor technology is another OEC product at a lower cost from a third-party competitor.

We got into the refurbishment business ourselves with great earnest. It’s why we still manufacture 9800s. It’s a good product.”

Milano said that image intensifiers have lasted so long because flat-panel detectors WWW.MEDICALDEALER.COM

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but we certainly have were traditionally much more expensive, more fragile, and subject to power and filtration issues. Customers will continue to weigh those cost/value propositions when deciding on which equipment to purchase amid “a very dramatic split at the high end and the low end,” of the market for medical equipment, she said.

“You’ve got facilities in the environment where it’s competitive, where they need to wear the banner of the most advanced technology both to cultivate a clinical following and position themselves to deliver on some of the complex procedures,” Milano said. “You have the movement from acute-care hospitals doing complex procedures to those procedures moving outpatient. They want to ensure that they’re up to the challenge with ensuring that they have equipment capable of meeting that need so that that’s never a challenge for them.”

“We have a very firm commitment to image intensifier technology and maximizing everything we can from it for our customers,” she said. “You won’t see us leaving that market any time soon, but we certainly have an eye on the future and technology that can bring value to our customers.”

MEDICALDEALER 63

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MEDICALDEALER 65

CORPORATE PROFILE

ONE SOLUTION FOR ALL YOUR PATIENT MONITORING NEEDS

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ndy Bonin’s search continues. It is another perfect 75-degree day in Southern California and the president of Pacific Medical is scouting for another new building. Just having added another 10,000 square foot building, Bonin knows that they’re going to need more space to keep up with not only demand, but the new partnership Pacific Medical announced with Jordan Health Products (JHP). In addition to Pacific Medical’s accelerated revenue growth, JHP will provide resources, networking and cross-selling opportunities. “We are really excited about the partnership with Jordan Health Products,” says Bonin. “I anticipate JHP will help us expand into the rapidly growing, highly fragmented global equipment market.”

Pacific Medical, headquartered in San Juan Capistrano, California, is already recognized worldwide as the the best solution for the repair and refurbishment of patient monitoring equipment – including OEM-compatible accessories and parts from all major manufacturers (GE, Philips, Masimo, Nellcor and Welch Allyn to name just a few). Talk to most Biomeds and they’ll tell you Pacific Medical is the most trusted and by far, the default leader for the purchasing and servicing of patient monitoring equipment.

By design, the company is usually first to meet emerging industry demands and trends in patient safety and quality. Pacific Medical specializes in Patient Monitors, modules, telemetry, infusion pumps, suction regulators, fetal transducers, SpO2/ECG/TEMP/ NIBP cables, O2 blenders, endoscopes and gas analyzers. The company prides itself on a very large inventory, 66 MEDICALDEALER | SEPTEMBER 2016

reducing slow turn times and backorders.

Service. Service. Service.

“It’s good to get out of the office once in a while,” Bonin continues. But Bonin’s real passion is growing Pacific Medical while still adhering to one of his core philosophies – servicing a customer like they’re the only one you have. “Much easier said than done,” Bonin smiles.

How does a company grow at such a substantial clip year after year and still satisfy the needs of their customers?

“Service. Service. Service,” Eric Hatteberg, Director of Sales answers in a quick authoritative tone. “Of course it is our goal to be a profitable company, but it doesn’t dictate how we relate to the customer.”

Pacific Medical doesn’t shy away from bringing more sales and customer service people on board.

“If it takes more than a few minutes for us to get back to a client and answer their questions, we are not doing our job,” Hatteberg says.

Pacific Medical trains its sales and customer service teams to stay off script and really listen to their customers. “We find out what worries them, what makes them happy, what they need and we deliver that,” says Hatteberg.

Quality is in their DNA

While service is a priority, the entire Pacific Medical team understands that without quality as a driving force, you’re not going to have any customers to service. “Service and quality really do make up what our brand is,” says Hatteberg. Pacific Medical believes that their “Brand” is not just a logo and color scheme. It is how a customer experiences the interaction with the company, and its services and products.

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“Every single interaction is critical to our success. It is in our DNA at Pacific Medical to first provide quality in everything we do and second to service our customers like they are family.”

“Staying true to the brand is critical, regardless of how large the company becomes,” states Bonin. “Every single interaction is critical to our success. It is in our DNA at Pacific Medical to first provide quality in everything we do and second to service our customers like they are family.”

Core Beliefs

When details fall prey to higher aspirations, management knows they must look inward to their core beliefs.

Pacific Medical is quality and service to its core.

Back out on the road, looking at new real estate, Bonin likes the energy and the closeness that bursting at the seams brings his company.

“I think that our employees are unmatched in the industry,” he says.

There is definitely a buzz in the company’s facilities. It feels as if everyone has a specific responsibility WWW.MEDICALDEALER.COM

and everyone works together like clockwork. Whether it is the culture of the organization or a realization of the brand reflected in Pacific Medical’s employees, it works.

“A company’s brand should not only resonate with customers,” says Senior Vice President Damon Kelley. “It has to have a lasting impact on our employees as well. Quality and service are drilled into our employees every day; I believe it’s hard for them not to impart that onto the customer.”

Family

As you walk through the building and into the repair depots that house the certified technicians that work on patient monitors, modules, telemetry, infusion pumps, gas analyzers O2 blenders, etc., you feel a little quieter, more serious vibe.

“These folks know the importance of the work they do,” states Kelley.

“They know someone’s life depends on the quality of their work. That is a massive responsibility, one that we all take very seriously.”

Again, the earlier theme of family comes into play. Speaking with an engineer, he mentions how strange, and at the same time eye-opening, it was last summer to see the same equipment that he works on, monitoring his mom’s vital signs in her ICU room.

“The realization that someone is really depending on me is challenging, but I’m trained so well that I feel very confident that I’m up to the task,” he says.

A Passion for Operational Excellence

Pacific Medical management speaks to “Operational Excellence” daily.

Whether it’s in a quality control meeting or a customer service training session, employees are challenged to MEDICALDEALER 67

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

be at their best each and every day.

“We are taught to be competitive,” says Brandon Smith. “We want to succeed. We really feel like this is our business too! From shipping to engineering to marketing, we all strive to outperform our competitors – I love the environment and the culture here. We definitely have a passion for excellence.”

New Markets

While not willing to divulge just what new markets Pacific Medical is exploring, Bonin and his management team are very excited about the new partnership with Jordan Health Products. The partnership reflects JHP’s optimistic outlook for Pacific Medical and the success of Pacific Medical’s business.

“JHP is the perfect partner to help us go after new customers in new markets, as well as introducing us to the untapped market segments that JHP has already penetrated,” Bonin adds “JHP is successfully deploying a strategy of acquiring, partnering and 68 MEDICALDEALER | SEPTEMBER 2016

growing with medical, surgical, and diagnostic imaging equipment companies to become a major industry player in North America and internationally. That fits our plan perfectly.”

Bonin provides one caveat however.

“New markets cannot come at the cost of quality or service. It doesn’t do us any good to grow by leaps and bounds, if we only end up failing in the long run, because we got away from what we do best,” Bonin adds.

“We share the same core beliefs; quality and service with JHP and we’ll continue to teach operational excellence in every department.”

JHP’s health care equipment and service business is focused on the complete life cycle of medical, surgical and diagnostic imaging equipment, including sales, install, service, repair, sourcing and refurbishing, dovetailing with Pacific Medical in just about every philosophical and operational way possible.

Bonin takes a quick look back at the last building. “Not big enough.”

Pacific Medical provides hospitals and surgery centers worldwide a reliable source for the repair and refurbishment of patient monitoring equipment. Their full service repair depot houses numerous certified engineers working with the latest equipment to ensure each piece of equipment is ready for patient use.

Pacific Medical carries an enormous inventory of recertified monitoring equipment for sale along with OEM compatible accessories and parts from all major manufacturers. As part of their new partnership with Jordan Health Products, Pacific Medical joins the following companies as part of the JHP portfolio: Global Medical Imaging, LLC; DRE Medical Group, Inc.; Oncology Services International, Inc.; and Integrated Rental Services, Inc. Through these companies, JHP and their partners are able to offer a wide variety of new and refurbished medical, surgical, diagnostic imaging, and oncology equipment, as well as the rental, service, repair, and installation of this equipment.

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SLICE OF LIFE_The Other Side

By Jim Fedele

BUYER BEWARE, NO PMs UNDER WARRANTY

I

feel like there are tremendous financial pressures on medical equipment companies today.

Some of my recent experiences indicate that they are getting as creative as possible to sustain their profitability.

Let’s face it, between government regulation and the rise of super large buying groups, OEMs are really feeling the squeeze. Biomeds need to be aware of this fact and ask questions.

I recently experienced this firsthand with a trusted OEM deciding not to include PMs during the warranty period. I feel everyone should be aware of this and wanted to share my story.

I was notified by our anesthesia machine vendor, that our units will be coming off warranty and that a service contract was recommended to keep the units running to OEM specifications. As usual, I thanked them for the email and started a dialog about contract options and pricing. As I was working out the details of our service options with the contract sales rep, he was pushing me hard to quickly sign the agreement. I initially felt he was just trying to make his end of the quarter numbers. I did not feel any real urgency to make a decision. As I tried to slow the negotiations down, the contract sales rep stated that the units would need PMs soon and that they would be out of certification.

At that point, I felt I needed more 72 MEDICALDEALER | SEPTEMBER 2016

information and said I would call him back shortly.

I asked my technician to pull all the PM records on the anesthesia units to find out when the units were actually due. To my surprise, the units had not had a PM performed by the OEM since they were installed. I contacted the OEM service rep and asked why the units had not been PMed under warranty? In addition, I asked him for the recommended PM frequency? He said, without missing a beat, that the OEM does not do PMs under warranty anymore. PMs must be purchased at the time of sale and they recommend that PMs be done semi-annually. I explained to the rep that nobody notified us of that fact and he calmly said it was a sales issue.

I promptly called my sales rep about the situation and asked if it was true that PMs were no longer done during warranty. She confirmed that the company had decided that PMs were to be included on the sales document as part of the sale. I then asked how the OEM can recommend PMs be done on a semi-annual basis and then not follow its own recommendations during the warranty period? She had no real answer.

At that point I started informing the purchasing people, anesthesiologists, and the vice president in-charge of our purchasing contract. They were as surprised as I was

Let’s face it, between government regulation and the rise of super large buying groups, OEMs are really feeling the squeeze. Biomeds need to be aware of this fact and ask questions.

that PMs were not included. After a barrage of emails from the aforementioned group, the salesperson admitted that it was her job to tell us and she had forgotten.

With a little negotiating we were able to get the annual PM included under warranty, they said the semi-annual was just a function check so it was not as important.

However, I still find it difficult to understand how an OEM can tell you that they recommend PMs semi-annually, make a case that a service contract is necessary to keep the unit operational and PMs up to date per their specifications and then not do MEDICAL EQUIPMENT, PARTS & SERVICE

ROVED

_The Other Side

them under warranty. This information would have been very useful to know as we evaluated different units for purchase. The additional cost for under warranty PMs could have swayed the decision to purchase these units from their competitor.

Sadly, as I write this article, we have had a second issue from another company that has decided not to do PMs under warranty. I am finding out after the fact, fortunately my staff is trained on the unit (gas module) and we can PM the items ourselves. However, it is costing us money for PM kits that should have been covered under warranty.

Moving forward, we are adding a “must include PMs under warranty” clause to every new equipment purchase order. I would recommend everyone reading this article do the same. The cost of a PM could be enough to change your selection and if the PM is not done you could be cited by CMS or the department of health. As companies try to improve their bottom line, I can see this as a real issue for biomedical departments in the future. We need to ensure this is on our PROOF SHEET radar so we are not surprised.

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LENDING A HELPING HAND AT EVERY STEP.

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 ONFIRM THAT THE FOLLOWING in Williamsport, Pa. HeARE can CORRECT be reached for questions and/or comments by email at GO PHONE NUMBER WEBSITE ADDRESS SPELLING GRAMMAR info@mdpublishing.com.

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330.296.9729 MEDICALDEALER 73

SLICE OF LIFE_Bobinski

By Dan Bobinski

THE CURE FOR MICROMANAGEMENT

L

ast month, I talked about the causes of micromanagement.

This month, I’m providing a briefing on the cure for that ailment.

To start, it’s vital that managers know their key job responsibilities.

When managers are promoted, they must become accustomed to their new level in the organization. This new level not only requires focusing on new things, it also requires a different set of actions combined with a new level of thinking.

Let’s start with what managers must focus on to avoid micromanagement. Too often people receive promotions because they excelled at what they were doing on the front line. By learning the nuances of the raw product and the tools and systems available to them, they produced the best product or service they could.

The managers above them said, “Good job,” a lot, and that led to a promotion.

However, as I’m fond of saying, “The only skill that made you successful as a front line worker that will also make you successful at the supervisor/manager level is the ability to learn.” In other words, if you were making widgets on the front line and received a promotion, your new responsibilities are no longer the widgets, but the people who remain on the front line still making widgets, plus the systems people are using to make widgets.

Allow me to repeat that the main focus is no longer the widgets. To minimize or eliminate 74 MEDICALDEALER | SEPTEMBER 2016

Dan Bobinski Workplace Consultant

micromanagement, managers must instead focus on their people and learn what makes them tick. What is each employee’s behavioral style?

How does each person perceive and process information? How does each one make decisions? What about each person’s motivations?

The other shift in focus has to do with the system people are using to make widgets. On the front line, people are working “in” the system of widget production.

But at the managerial/supervisory level, we must step back and look at the system overall. It’s not necessarily learning deeper details of the system, but more like seeing the system as if from a distance, and becoming a student of how the system works. Even better is becoming a student of all the other

systems that interact with the system you manage.

The next part of the prescription in the cure for micromanagement is taking on new responsibilities.

I’m not talking about budgeting, scheduling or conducting disciplinary actions, although these are all very important and must be learned. No, the responsibilities needed to reduce or eliminate micromanagement have to do with the new areas of focus we just discussed – the front line employees and the systems they use.

The two responsibilities that go a long way to minimize or eliminate micromanagement are training and coordinating.

Training is a vital component.

Whereas a manager may have been promoted because they were very good on the front line, supervisors and managers must avoid stepping in to fix something should anything go wrong with widget production.

It’s easy for people who formerly worked on the front line to fall into the practice of fixing production problems. A manager might think of himself as a “super tech” or the widget guru, and therefore the perfect person to fix a problem. He might even think, “This is why they promoted me – because I know how to handle these situations.”

But think about how this plays out. When a manager or supervisor comes over to tell people exactly what to do, the front line workers may or may not be learning. And even if they are learning, if the manager is always showing up to MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

“It’s always much better when a manager sees himself or herself as the person responsible for getting his or her employees trained. ”

oversee every detail of what’s being done, motivation and initiative start to atrophy.

Even worse is when the supervisor or manager is dictating every aspect of how anything should be done, even when no problems exist. In these environments, it doesn’t take long for employees to either stop thinking for themselves or to resent being made to feel stupid or inept.

It’s always much better when a manager sees himself or herself as the person responsible for getting his or her employees trained.

Too many managers perceive training to be the responsibility of Human Resources or the Training Department, but in the big scheme of things, it’s the manager or supervisor who has the most direct contact with his or her team. With that, managers and supervisors need to step up and take responsibility for seeing that everyone gets the training they need, even if it’s a manager who has to do the training!

This can be a formidable mental obstacle for many, because so many managers do not see themselves as trainers. Compounding the problem, the ability to stand up and talk does not a trainer make. Therefore, I always recommend that managers and supervisors take a short course on how to train other people. Even a half-day session learning how to transfer knowledge, skills, and attitudes to other people will pay for itself many times over. Either way, whether the manager is doing the training or just ensuring WWW.MEDICALDEALER.COM

that training occurs, this is a core responsibility to help managers stop their cycle of micromanagement!

Finally, the second responsibility in the cure is to coordinate with others to improve the systems used to make widgets. Managers do not (and should not) spend their days making widgets, so they cannot possibly be aware of needs that arise. But if they strive to keep their communication lines open and active, and if they develop a solid birds-eye view of all the processes surrounding widget making, managers can actively seek cooperation and coordination to improve the systems used to make it all happen.

With changing one’s focus to the employees doing the work and not the work itself, and by developing a clearer birds-eye view of the systems employees are using, managers can work to coordinate for more efficient systems, as well as ensure that their teams are getting trained. With these in place, the likelihood of micromanagement disappears.

DAN BOBINSKI – This article is adapted from portions of Dan Bobinski’s best-selling book, “Creating Passion-Driven Teams: How to Stop Micromanaging and Motivate People to Top Performance.”

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.

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PAY IT FORWARD : PROJECT MEND O ne of the biggest obstacles to supporting disabled Americans is raising awareness of the ubiquity of the conditions of their lives, said Denise Bennett, Development Director for Project MEND of Austin, Texas.

Unless people know someone in the family who faces such issues or whose lives have been touched by them, the disability community “tends to be invisible,” she said.

“Disabilities don’t get funded unless it’s kittens, puppies, or children,” Bennett said. “When you do fundraising, unless you have somebody in a chair, holding a puppy, it doesn’t attract a lot of attention. People don’t want to go there in their minds.”

But pediatric patients only comprise about seven percent of the persons served by Project MEND; half the number of adults the program reaches, less than half the number of veterans, and one-seventh the number of its senior clients. The largest and oldest nonprofit medical equipment reuse facility in Texas, Project MEND is licensed by the Texas Department of State Health Services to provide reusable medical equipment. The agency maintains a warehouse in San Antonio and a headquarters in Austin; both are inspected annually and clients must have a prescription for the equipment they’re seeking.

Volunteers and a small staff manage the warehouse, a pair of full-time technicians, and a parttime technician. Operating funds are scarce enough that the agency is still seeking funding to return 78 MEDICALDEALER | SEPTEMBER 2016

Warehouse Manager Joe Talamantez helps a client find the correct wheelchair.

another part-time technician to work there.

“A lot of the DME companies have Dr. Ruben Ayala finally figured out that we’re not Seen on a medical mission in 2014 their competition,” Bennett said.

“We’re serving a completely different clientele: people who are uninsured, underinsured, maybe in between jobs; senior citizens for whom maybe Medicare covers two pieces of medical equipment but they need multiple pieces of equipment to stay in their home.

Oftentimes we’re filling in the gaps for people whose insurance may not be available.”

About 10 percent of the donations gathered by Project MEND come from a cooperative partnership with Goodwill Industries, which gathers them through its regular operations, Bennett said. Donors also include

community members, hospices, nursing homes, retirement facilities, and churches. Individuals with a relative at the end of life, or with children who outgrow their equipment, are also frequent contributors.

Despite the volume of those donations, the agency is not always able to meet the needs of the people who connect with it. This year, Project MEND is operating a new program that secures donations to stock its shelves in order to meet that recurring demand with an inventory of medical equipment that helps make up the shortfall.

“We turn away approximately seven people a day because we don’t have the particular piece of equipment they need,” Bennett said. “This week I might get 10 wheelchairs in the door; next week I might get zero, but the need and the demand remains pretty consistent.”

“Since we recognize that demand outpaces supply, we have been going to certain foundations to buy brand new wheelchairs and hospital beds, which are our most requested items, so we can build up a stock,” she said. “But there’s a time delay; there’s this flux between what equipment gets donated on a daily basis and refurbishing the equipment [to put it back in service].”

Other partnerships help the organization secure dollars for customized assistive devices that are specific to the patients themselves; prescriptive cranial devices – which are considered cosmetic, and which are not covered by insurance, Bennett said – are customized to the heads of individual children who need them. For those clients, Project MEND established an assistive technology fund that dedicates as much MEDICAL EQUIPMENT, PARTS & SERVICE

Eli Flores assists a client with her new wheelchair. Her power chair, though needed, did not allow her to play basketball. The smaller profile chair allows her to be more active and independent.

“Everyone is entitled to the equipment that will provide them with mobility. ” as $1,000 annually for any child who has any need for them; a similar fund provides up to $500 for adult patients.

Of course, even privately insured patients can need access to services and equipment in the interim. The money required to pay for a hospital bed while insurance claims are being settled may be enough to keep someone from making rent, paying for utilities, or choosing between food and medical needs.

Fully half the people served by Project MEND are senior citizens, and that population is getting larger, Bennett said.

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Pediatric patients face a similar shortfall in their need; as children outgrow equipment before their insurance companies are willing to replace it, the agency is often filling in the gaps until they qualify for a new piece of equipment. Like the veterans served by the organization, many of the children require prostheses or similar adaptive devices. That’s why Project MEND also collaborates with the San Antonio Amputee Foundation to help fit amputees with a new piece of prosthetic equipment that may have been otherwise unaffordable.

In addition to its agency-to-agency partnerships, the program relies upon cooperation among social networks of family, friends, and caregivers who dedicate their time and efforts to making sure that Project MEND keeps a fully stocked inventory of vital medical equipment. To help provide access to the same, whether it’s through county-wide local delivery or other individual arrangements, the organization doesn’t only help connect people with the devices they need to improve the quality of their lives, but “environmentally, it just makes

sense,” Bennett said.

“Our dream would be to see some sort of a facility like this available in every state across the country,” Bennett said. “Some of this stuff is perfectly good equipment that is going to end up in a landfill. The aging and disability population continues to grow across the country; we would like to see reuse programs pop up across the country.”

Bennett regards the work Project MEND does as a community investment to help average Americans who may have been disabled by injury, illness, birth defects, or simply aging.

“I’ve never heard anybody say, ‘When I’m old, I can’t wait to get into a nursing home,’ ” she said. “Each one of us wants to stay in our home for as long as possible. We’re all going to end up there eventually, whether it’s us or our parents or an elderly parent or an older sibling. We’re all going to end up somewhere being touched by disability [and] mobility issues.”

“Everyone is entitled to the equipment that will provide them with mobility,” Bennett said; “that will allow them to be as active members of their community as they can be.”

MEDICALDEALER 79

SLICE OF LIFE_Success Story

Staff Report

SUCCESS STORY DRÄGER I t was the second week of September 2015, and Dräger Clinical Trainer Ron Snelling got a phone call from one of his sales reps. A hospital in Minnesota was having issues with a third-party manufactured circuit and looked to Dräger’s anesthesia expertise in evaluating possible solutions.

Working together, the hospital’s anesthesia technician and Snelling discovered that when the thirdparty adapter hose came loose, there was debris in the bottom of the plastic disposable breathing circuit. Snelling said that even though the issue wasn’t with the anesthesia machine itself, but rather with a plastic hose and adapter provided by a third-party manufacturer, he relied on his anesthesia experience to assist the customer in resolving their issue.

“We quickly got their infectious disease people involved, and they wisely pulled all of the circuit adapters. Upon inspection, they found two more with the same issue,” said Snelling.

80 MEDICALDEALER | SEPTEMBER 2016

As a solution, the customer decided to migrate to Dräger-manufactured anesthesia circuits.

“Swapping out third-party circuits had been nothing new for us at all,” Snelling said.

In fact, he’d been to the client site not long before the incident occurred, conducting an in-service on how to maintain the customer’s Apollo anesthesia machine.

“My role there was to in service the sterile processing people and to make sure they knew how to break the breathing system down for steam sterilization. And the breathing circuit is a vital part of the breathing system,” Snelling said.

“Once a decision was made to go to the Dräger breathing circuits, we quickly put in a rush order for them, and they were soon cruising down the road,” he added.

In hindsight, Snelling said the two classes he ended up holding at the hospital cemented a process that had begun with the in-service he’d conducted earlier that month; securing the replacement hoses to the machines, and sterilizing the equipment.

Furthermore, he said, the

Ron Snelling Dräger Clinical Trainer

interaction helped solidify his relationship with the Chief Certified Registered Nurse Anesthetist onsite, “and they were impressed with our work.”

“I’ve always said that my role is to come in, make everybody happy, and then leave,” Snelling said. “It’s one more example of it. We’re here to help people. This is what my entire career has been. This is something very different, and it’s a chance for me to think my way through and make suggestions. It’s what we’re here for, and I certainly enjoy it.”

Snelling said that the experience is just one more example

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He said that his hope is that the example that the hospital uncovered would be able to help other customers identify the process for diagnosing similar issues.

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CATEGORICAL INDEX

ANETHESIA Paragon Service…………………………………………… 10

POSITIONERS Clear Image Devices……………………………………… 83

ASSOCIATIONS IAMERS…………………………………………………………… 76

GENERAL ALCO Sales and Service………………………… 57, 87 Eastern Diagnostic Imaging……………………… 82 Government Liquidation………………………………7 RSTI Exchange……………………………………………… 70

AUCTION/LIQUIDATION Government Liquidation………………………………7

IMAGING Injector Support and Service, LLC……………… 45

BATTERIES Eastern Diagnostic Imaging……………………… 82

IMAGING/PARTS Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 73 Eastern Diagnostic Imaging……………………… 82 InterMed Group…………………………………………… 43 Technical Prospects……………………………………… 90 Tri-Imaging……………………………………………………… 21

RADIOLOGY Asset Management Associates, LLC………… 33 Eastern Diagnostic Imaging……………………… 82 First Call Parts……………………………………………… 83 Greenwich Instrument Co., Inc…………………… 33 International X-Ray Brokers……………………… 73 InterMed Group…………………………………………… 43 KenQuest Medical, Inc.……………………………………9 Maull Biomedical Training, LLC………………… 44 Metropolis International…………………………… 27 Multi Diagnostic Imaging Solutions…………BC PM Imaging Management…………………………… 87 Radon Medical LLC……………………………………… 71 Rayence, Inc.…………………………………………………… 45 RSTI Exchange……………………………………………… 70 Technical Prospects……………………………………… 90 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 33

BIOMEDICAL BETA Biomed Services, Inc.………………………… 56 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 34 Imprex International, Inc.…………………………… 84 Integrity Biomedical Services, LLC……… 14-15 InterMed Group…………………………………………… 43 Maull Biomedical Training, LLC………………… 44 Ozark Biomedical………………………………………… 44 Retrieve Medical Equipment……………………… 81 Rieter Medical Services……………………………… 85 CARDIOLOGY Bionet America, Inc.……………………………………… 57 Southwestern Biomedical Electronics… 8, 53 RSTI Exchange……………………………………………… 70 C-ARMS Blue Ox Medical Technologies…………………… 64 Clear Image Devices……………………………………… 83 Eastern Diagnostic Imaging……………………… 82 COMPUTED TOMOGRAPHY Blue Ox Medical Technologies…………………… 64 East Coast Medical Systems……………………… 71 Ed Sloan & Associates……………………………………5 Exclusive Medical Solutions, Inc.……………… 25 International Medical Equipment & Service…………………………………… 63 Metropolis International…………………………… 27 PM Imaging Management…………………………… 87 Retrieve Medical Equipment……………………… 81 RSTI Exchange……………………………………………… 70 Technical Prospects……………………………………… 90 Tri-Imaging……………………………………………………… 21 CONTRAST MEDIA Injector Support and Service, LLC……………… 45 Maull Biomedical Training, LLC………………… 44 DIAGNOSTIC IMAGING Blue Ox Medical Technologies…………………… 64 Eastern Diagnostic Imaging……………………… 82 First Call Parts……………………………………………… 83 Injector Support and Service, LLC……………… 45 Multi Diagnostic Imaging Solutions…………BC Summit Imaging, Inc.………………………………………4 ENDOSCOPY Endoscopy Specialists………………………………… 81 S.H. Medical Corporation…………………………… 84

LABORATORY Ozark Biomedical………………………………………… 44 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 65 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 75 Ampronix……………………………………………………………6 Technical Prospects……………………………………… 90 MRI Bayer Healthcare- MVS………………………………… 16 Carolina Medical Parts………………………………… 77 East Coast Medical Systems……………………… 71 Ed Sloan & Associates……………………………………5 Exclusive Medical Solutions, Inc.……………… 25 Imprex International, Inc.…………………………… 84 Retrieve Medical Equipment……………………… 81 RSTI Exchange……………………………………………… 70 NUCLEAR MEDICINE E.L Parts, LLC………………………………………………… 85 Global Medical Imaging……………………………… 34 International X-Ray Brokers……………………… 73 RSTI Exchange……………………………………………… 70 Southeast Nuclear Electronics………………… 87 PATIENT MONITORING BETA Biomed Services, Inc.………………………… 56 Bio-Medical Equipment Service Co.…………… 65 Bionet America, Inc.……………………………………… 57 Gopher Medical, Inc.…………………………………… 83 Integrity Biomedical Services, LLC……… 14-15 Pacific Medical………………………………………… 66-69 Southwestern Biomedical Electronics… 8, 53 USOC Medical………………………………………………… 46 PHANTOMS ATS Laboratories, Inc.…………………………………… 77 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 34 ONLINE RESOURCES MedWrench…………………………………………………… 82

88 MEDICALDEALER | SEPTEMBER 2016

POWER SYSTEM COMPONENTS Interpower Corporation……………………………… 30

RECRUITING Adel-Lawrence Associates, Inc.………………… 87 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 75 ALCO Sales and Service………………………… 57, 87 Ampronix……………………………………………………………6 Bayer Healthcare- MVS………………………………… 16 Bio-Medical Equipment Service Co.…………… 65 Carolina Medical Parts………………………………… 77 Conquest Imaging………………………………………… 13 Eastern Diagnostic Imaging……………………… 82 Ed Sloan & Associates……………………………………5 Endoscopy Specialists………………………………… 81 Exclusive Medical Solutions, Inc.……………… 25 Global Medical Imaging……………………………… 34 Greenwich Instrument Co., Inc…………………… 33 Injector Support and Service, LLC……………… 45 Integrity Biomedical Services, LLC……… 14-15 International Medical Equipment & Service…………………………………… 63 MTC/Medical Technologies Co.…………………… 77 Multi Diagnostic Imaging Solutions…………BC MW Imaging Inc.………………………………………………2 Pacific Medical………………………………………… 66-69 PM Imaging Management…………………………… 87 Radon Medical LLC……………………………………… 71 Rieter Medical Services……………………………… 85 Southeast Nuclear Electronics………………… 87 Trisonics, Inc.………………………………………………… 42 USOC Medical………………………………………………… 46 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 75 AllParts Medical, LLC…………………………………… 71 ALCO Sales and Service………………………… 57, 87 BETA Biomed Services, Inc.………………………… 56 Carolina Medical Parts………………………………… 77 Classic Diagnostic Imaging………………………… 70 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 73 E.L Parts, LLC………………………………………………… 85 Ed Sloan & Associates……………………………………5 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

First Call Parts……………………………………………… 83 Global Medical Imaging……………………………… 34 Government Liquidation………………………………7 International Medical Equipment & Service…………………………………… 63 MTC/Medical Technologies Co.…………………… 77 Multi Diagnostic Imaging Solutions…………BC Ozark Biomedical………………………………………… 44 PM Imaging Management…………………………… 87 Radon Medical LLC……………………………………… 71 Rieter Medical Services……………………………… 85 Southeast Nuclear Electronics………………… 87 Technical Prospects……………………………………… 90 Trisonics, Inc.………………………………………………… 42 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 33 STERILIZERS Government Liquidation………………………………7 SURGICAL Eastern Diagnostic Imaging……………………… 82 Endoscopy Specialists………………………………… 81 International Medical Equipment & Service…………………………………… 63 S.H. Medical Corporation…………………………… 84 SURPLUS MEDICAL Government Liquidation………………………………7

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TUBES/BULBS AllParts Medical, LLC…………………………………… 71 Government Liquidation………………………………7 International Medical Equipment & Service…………………………………… 63 Technical Prospects……………………………………… 90

VENTILATORS Government Liquidation………………………………7

ULTRASOUND Advanced Ultrasound Elec./AUE………………… 75 ATS Laboratories, Inc.…………………………………… 77 Bayer Healthcare- MVS………………………………… 16 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 73 Endoscopy Specialists………………………………… 81 Exclusive Medical Solutions, Inc.……………… 25 InterMed Group…………………………………………… 43 Retrieve Medical Equipment……………………… 81

X-RAY Asset Management Associates, LLC………… 33 Bayer Healthcare- MVS………………………………… 16 Blue Ox Medical Technologies…………………… 64 Classic Diagnostic Imaging………………………… 70 Diagnostic Solutions…………………………………… 73 Eastern Diagnostic Imaging……………………… 82 Exclusive Medical Solutions, Inc.……………… 25 Government Liquidation………………………………7 KenQuest Medical, Inc.……………………………………9 PM Imaging Management…………………………… 87 Ray Pac………………………………………………………… IBC Rayence, Inc.…………………………………………………… 45 Retrieve Medical Equipment……………………… 81 Tri-Imaging……………………………………………………… 21 X-Ray Parts, Inc……………………………………………… 33

ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 75 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 34 InterMed Group…………………………………………… 43 MW Imaging Inc.………………………………………………2 Trisonics, Inc.………………………………………………… 42 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 75 Conquest Imaging………………………………………… 13

VIDEO Endoscopy Specialists………………………………… 81 Multi Diagnostic Imaging Solutions…………BC

X-RAY PARTS Technical Prospects……………………………………… 90 Greenwich Instrument Co., Inc…………………… 33 X-Ray Parts, Inc……………………………………………… 33

MEDICALDEALER 89

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 87 Advanced Ultrasound Elec./AUE ……………… 75 ALCO Sales and Service ……………………… 57, 87 AllParts Medical, LLC ………………………………… 71 Ampronix …………………………………………………………6 Asset Management Associates, LLC ……… 33 ATS Laboratories, Inc. ………………………………… 77 Bayer Healthcare- MVS ……………………………… 16 BETA Biomed Services, Inc. ……………………… 56 Bio-Medical Equipment Service Co.………… 65 Bionet America, Inc. …………………………………… 57 Blue Ox Medical Technologies ………………… 64 Carolina Medical Parts ……………………………… 77 Classic Diagnostic Imaging ……………………… 70 Clear Image Devices …………………………………… 83 Conquest Imaging ……………………………………… 13 Diagnostic Solutions ………………………………… 73 E.L Parts, LLC ……………………………………………… 85 East Coast Medical Systems …………………… 71 Eastern Diagnostic Imaging …………………… 82 Ed Sloan & Associates …………………………………5 Endoscopy Specialists ……………………………… 81

Exclusive Medical Solutions, Inc. …………… 25 First Call Parts …………………………………………… 83 Global Medical Imaging …………………………… 34 Gopher Medical, Inc. ………………………………… 83 Government Liquidation ……………………………7 Greenwich Instrument Co., Inc………………… 33 IAMERS ………………………………………………………… 76 Imprex International, Inc. ………………………… 84 Injector Support and Service, LLC …………… 45 Integrity Biomedical Services, LLC …… 14-15 InterMed Group ………………………………………… 43 International Medical Equipment & Service ………………………………… 63 International X-Ray Brokers …………………… 73 Interpower Corporation …………………………… 30 KenQuest Medical, Inc. …………………………………9 Maull Biomedical Training, LLC ……………… 44 MedWrench ………………………………………………… 82 Metropolis International ………………………… 27 MTC/Medical Technologies Co. ………………… 77 Multi Diagnostic Imaging Solutions ………BC MW Imaging Inc. ……………………………………………2

Ozark Biomedical ……………………………………… 44 Pacific Medical ……………………………………… 66-69 Paragon Service ………………………………………… 10 PM Imaging Management ………………………… 87 Radon Medical LLC …………………………………… 71 Ray Pac ……………………………………………………… IBC Rayence, Inc.………………………………………………… 45 Retrieve Medical Equipment …………………… 81 Rieter Medical Services …………………………… 85 RSTI Exchange …………………………………………… 70 S.H. Medical Corporation ………………………… 84 Southeast Nuclear Electronics………………… 87 Southwestern Biomedical Electronics 8, 53 Summit Imaging, Inc. ……………………………………4 Technical Prospects …………………………………… 90 Tri-Imaging …………………………………………………… 21 Trisonics, Inc. ……………………………………………… 42 USOC Medical ……………………………………………… 46 Varian Medical Systems ………………………………3 X-Ray Parts, Inc …………………………………………… 33

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90 MEDICALDEALER | SEPTEMBER 2016

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