Medical Dealer - October 2016 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

OCTOBER 2016 | WWW.MEDICALDEALER.COM

ADVANCING THE CASE FOR WOMENâ&#x20AC;&#x2122;S HEALTH

FIND YOUR PREFERRED VENDOR:

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MAMMOGRAPHY

COMPANY SHOWCASE:

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

Varian Imaging Components is continuously investing in new technology and engineering to improve our product portfolio. 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. ÂŠ 2015 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks. All rights reserved.

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“ We don’t know when, we just know [dystonia] is curable.”

“ Nothing contributes to the survival rate of breast cancer diagnoses more than early detection.”

CONTENTS_Features 50 COVER STORY

In general, the market for women’s health screening has increased in the last decade primarily because new breast imaging technologies offer greater accuracy, faster results, and fewer false positives. We look at the latest advances and the potential for additional revenue.

64 PAY IT FORWARD

Tyler’s Hope for a Dystonia Cure recently celebrated The Hope Weekend with family-friendly activities and an update on research for regarding the neurological condition. As the work of Tyler’s Hope continues, InterMed CEO Rick Staab remains confident that larger gains are just around the corner.

Medical Dealer (Vol. 19, Issue #10) October 2016 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530. For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2016

WWW.MEDICALDEALER.COM

MEDICALDEALER 11

INDUSTRY UPDATE 15 News & Notes 18 Company Showcase: First Call Parts 22 Block Imaging MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

24 OEM Updates 30 People on the Move

MARKET ANALYSIS Imaging: Mammography 33 Market Analysis 34 Product Showroom 37 Preferred Vendors

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Med/Surg: Endoscope Cleaners 41 Market Analysis 42 Product Showroom 46 Preferred Vendors

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

SLICE OF LIFE 58 The Other Side 60 Dan Bobinski 64 Pay It Forward 68 Off the Clock

Kim Callahan

Circulation

Lisa Cover Laura Mullen Jena Mattison

79 Marketplace 80 Alphabetical Index 80 Categorical Index

Web Department Taylor Martin Cindy Galindo Alicia Dent Adam Pickney

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

12 MEDICALDEALER | OCTOBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

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Sometimes life’s best lessons come from unexpected sources. Like ducks. Ducks move swiftly, focused on a goal, following leaders forging through obstacles and clearing the way. Silly as it may seem, that’s how we view our role at Conquest Imaging: Move swiftly to discover and implement new ways imaging providers can streamline processes to improve ROIs, remove obstacles, and reach goals on time and on budget. 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_News and Notes

UDI SURVEY REVEALS SCRAMBLE TO MEET DEADLINE Loftware Inc. and USDM Life Sciences have announced availability of a report uncovering the status of UDI (Unique Device Identification) readiness of medical device manufacturers nationwide. The report shows that 15 percent of respondents are currently compliant with the next phase of regulation (labeling regulations are being phased through 2020) and are in need of a sustainable labeling solution, which would allow them to make the necessary adjustments to achieve compliance across their enterprise and be prepared for ensuing phases of the regulation. The survey, which polled approximately 120 medical device industry professionals responsible for regulatory, IT and labeling, showed that 93 percent reported that UDI requirements have had a major or at least noticeable impact on their existing labeling processes. Also, only half felt that their current barcode labeling software solution would be able to scale to meet long-term UDI regulations and other evolving international requirements, as well as allow them to expand into new markets. This, in part, is due to the fact that many companies are not standardized on a single solution, with over 70 percent reporting that they currently maintain between two and four barcode labeling software solutions. • WWW.MEDICALDEALER.COM

Staff Reports

GETINGE GROUP, GE LAUNCH HYBRID OR SOLUTION Getinge Group has announced the launch of a new, highly flexible angiography solution for surgery, interventional and hybrid operating room procedures in the United States. Jointly developed with GE Healthcare this integrated solution pairs the MAGNUS OR table system from Getinge Group’s Maquet brand with GE’s Discovery IGS 730 angiography system. The combination of these two systems enables hospitals to expand the range of surgical procedures and interventions they offer patients as well as optimize the use of their hybrid OR. Getinge Group and GE Healthcare showcased the new angiography integrated solution during the Society for Vascular Surgery’s (SVS) 2016 Vascular Annual Meeting. The Maquet MAGNUS OR table system can be used for advanced imaging applications as well as surgical procedures. It is versatile and has a “floating” function that enables quick and precise movements during catheter-based interventions. It can utilize interchangeable table tops for multiple clinical applications, ranging from 360-degree 3D diagnostic imaging to specialized surgical procedures. The Discovery IGS 730 has a laser-guided mobile gantry that allows it to be positioned throughout the OR with high predictability to provide the medical team with full patient access. It also enables high-quality 2D imagery as well as cone-beam CT HD and multimodality 3D Fusion imaging. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

BC TECHNICAL OFFERS XR-29 COMPLIANCE SOLUTION The Protecting Access to Medicare Many older CT Scanners do not Act of 2014 went into effect in include all of the attributes required of January of this year. The law NEMA Standard XR-29 and software/ requires CT scanners to be compliant hardware upgrades are not available with NEMA Standard XR-29. from the OEM. Purchasing an expenThe penalty for non-compliance is sive, new CT scanner from the OEM reduced reimbursement on certain is not your only option. BC Technidiagnostic CT scans. While 2016 saw cal offers a XR-29 solution that makes a 5 percent reduction, the penalties older systems XR-29 compliant. are set to triple in 2017 for a total “As the health care landscape reduction of 15 percent. evolves, we will continue to provide

Staff Reports

creative and innovative solutions for our customers,” explains Mark Alvarez, President and CEO of BC Technical. “We’re committed to providing high-quality solutions at a lower cost.” BC Technical has a solution for compliance that’s cost-effective and customized for your equipment. To learn more, visit http://bctechnical. com/xr-29-compliance/. •

SIEMENS, INSIGHTEC EXPAND ACCESS TO EXABLATE NEURO INSIGHTEC has announced the signing of a strategic agreement with Siemens Healthineers. The collaboration will involve the development of compatibility between Exablate Neuro and Siemens 1.5T and 3T clinical MRI systems, MAGNETOM Aera and Skyra. With this agreement, Siemens Healthineers follows its strategy of broadening and complementing its diagnostic imaging portfolio with advanced therapy solutions. Both parties will work toward providing access to Exablate Neuro for installed base, as well as new product installation customers. Exablate Neuro is CE and FDA-approved device for the non-invasive application of MR guided focused ultrasound to treat essential tremor and other conditions. Clinical research, development and regulatory approvals are ongoing for additional neurosurgical applications and markets. “Our agreement with Siemens Healthineers will allow us to significantly expand Exablate Neuro’s market presence. Siemens has embraced our technology and together we will bring our therapy to significantly more patients and providers,” said Maurice R. Ferré, M.D., INSIGHTEC Chief Executive Officer and Chairman of the Board. • 16 MEDICALDEALER | OCTOBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

WIDTH 3.25”

_News and Notes

BRING YOUR DYNALYZER BACK TO LIFE N OTTE FORG AD E D OT BUT N

REPORT: X-RAY DETECTORS MARKET WORTH $2.89 BILLION BY 2021

WWW.MEDICALDEALER.COM

with Dr. Jonathan S. Shapiro

At Greenwich, we offer a rebuild program for old Dynalyzers. We will replace most of the internal parts with new parts manufactured to work better than the original design, bringing your instrument back to life.

MENTION THIS AD FOR 10% OFF units 5 years or more out of calibration! Greenwich is an ISO 17025 Accredited Company

MEDICALDEALER 17

HEIGHT 9.75”

The global X-ray detectors market is projected to reach $2.89 billion by 2021, growing at a compound annual growth rate (CAGR) of 5.5 percent during the forecast period, according to the MarketsandMarkets report “X-Ray Detectors Market by Type (Flat Panel, CR, CCD, Line-Scan), Panel Size (Large, Small), Portability (Fixed, Portable), Type of System (Retrofit, New Digital), Application (Medical, Dental, Security, Veterinary, Industrial) - Global Forecast to 2021.” The growth of this market is mainly driven by factors such as technological advancements, rising geriatric population, government and venture capital funding, rising incidences of orthopedic and cardiovascular procedures, and reimbursement cuts for analog systems. Moreover, factors such as development of wireless detectors, growing medical tourism in Asian countries, and untapped emerging markets offer growth opportunities to players in the X-ray detectors market. However, high initial cost of digital X-ray systems and stringent regulatory procedures for product launch may hinder the growth of this market. North America is expected to dominate the market, followed by Europe. The converging trends of aging population, technological advancements, and reimbursement cuts for analog systems are driving the X-ray detectors market in North America. However, Asia is poised to be the fastest-growing region during the forecast period. The high growth in this market is attributed to the growing geriatric population, growing adoption of digital imaging systems, rising disposable income, growing number of awareness programs and symposia, and growing venture capital investments driving growth in the Asian market. •

INDUSTRY UPDATE_Company Showcase

Special Advertising Section

COMPANY SHOWCASE FIRST CALL PARTS

irst Call Parts recently celebrated its 20th anniversary with 10 of those years being in the parts business. The company quickly became a leader in the replacement parts industry because of its dedication to quality, consistency and reliability. “Our engineers have over 70 years combined experience in this industry and are committed to ensuring excellence,” First Call Parts President Steve Bush explains. “We strive to provide customer service and quality replacement parts that set the bar high and promote customer loyalty.” “We know that the parts we sell have a direct impact on the lives of people, so we make every effort to ensure that we provide parts that are of the highest quality and that we make it easy for customers to get them,” he adds. First Call Parts focuses on replacement parts for GE, Philips, and Siemens in the Cath/Angio, RAD, and R/F modalities, but they also offer training to customers. Along with their Axiom Artis course, they are now offering an Artis Zee class taught by the Director of Engineering, Frank Irelan. Their next Axiom Artis course is October 24 through November 4, 2016. Their upcoming Artis Zee 18 MEDICALDEALER | OCTOBER 2016

class is October 10 through October 14, 2016. First Call Parts is an individually owned and operated small business that is doing big things. “The size of the company allows us to have a quick reaction time and proactive approach to handling our customers’ needs. We can provide custom solutions without the red tape

“Our certification shows that we have a quality management system that is built to foster continual improvement and to provide a product that meets the needs of our customers.” – STEVE BUSH First Call Parts President

that a lot of our competitors face,” Bush says. First Call Parts shows dedication to delivering customized and effective solutions through its TechVantage Plus program. Customers who are interested in learning the details of this program should contact their

sales representative. “From the rolling out of our web app and portal to the progression of our website, we have put parts pictures, part identification, inventory levels, and a host of other technical support and installation support documentation at the fingertips of customers,” Bush states. “We are in the final stages of our ERP transition and will soon be able to offer our customers even more opportunity, such as the ability to shop for parts online.” Integration of technology is something that First Call Parts has on the horizon. “This technological expansion will allow us to work together with our customers to solve their pain points and meet their needs all while saving them money and promoting efficiency,” Bush explains. “We will be able to anticipate preventive maintenance needs and streamline the process of purchasing parts from both our perspective and that of our customers.” First Call Parts is committed to providing new opportunities to customers and also to providing education in the midst of challenges posed by the health care industry. “We believe it is our responsibility to help our customers understand the difference between a ‘used part’ and a ‘tested part’ when they are faced with challenges of cost control measures,” Bush says. “We want our customers to know what it means to buy a part that was harvested ‘from a MEDICAL EQUIPMENT, PARTS & SERVICE

First Call Parts_Company Showcase

Steve Bush and Ashley Wood display their new ISO certification proudly.

working system’ versus buying a part that was tested in a test bay.” “First Call Parts is not just harvesting and selling parts; we have over 30 installed test bays that allow our engineers and technicians to truly confirm a customer is getting the best product for their money,” he continues. “Our parts rival OEM replacement parts and we stand behind them with our warranty. With over 80,000 parts in stock, we are devoted to getting our customers the part they need and ensuring that it is of the quality they deserve and depend on.” “Among the uncertainty of pending FDA regulations and with the upcoming election year, First Call Parts has faced many of the same challenges as others in the industry. We believe that both the manufacturer and the third party have a place in every clinical engineering departWWW.MEDICALDEALER.COM

ment. We recognize the importance of balance between the OEM and third party and are invested in maintaining that balance,” Bush states. As testament to their quality management system, First Call Parts gained certification to ISO 9001:2015 in August 2016 for the breakdown of diagnostic imaging systems and the repair, refurbishment, and testing of imaging system parts. “Our certification shows that we have a quality management system that is built to foster continual improvement and to provide a product that meets the needs of our customers,” Bush explains. “First Call Parts pursued this certification so that our customers could have the confidence of knowing that they are buying from a company whose quality management system has been tried, tested, and proven effective by a third party.”

First Call Parts is also working toward certification to ISO 13485:2016. This will help refine its quality management system even further as the company looks to expand its business into the manufacturing realm. “With the speed at which technology is advancing and the rate at which cost is decreasing, we believe that 3D printing and additive technology will have a place in the medical field in the near future,” Bush says. “First Call Parts is looking forward to progressing so that we can provide our customers with even more options.” FOR MORE INFORMATION, please visit www.firstcallparts.com MEDICALDEALER 19

WIDTH 7”

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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FETAL MONITOR TwinView FC1400

PATIENT MONITOR BM3

• 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

• 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

PUBLICATION MEDICAL DEALER

TECHNATION

BUYERS GUIDE

OTHER

ORTODAY

AD SIZE HALF PAGE HORIZONTAL NOTES

MONTH

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DESIGNER: JL

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20 MEDICALDEALER | OCTOBER 2016

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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

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MEDICALDEALER 21

INDUSTRY UPDATE_Block Imaging

By Garth Immelman

MAMMOGRAPHY VS. BREAST MRI

FOR BREAST CANCER DETECTION

One disadvantage of MRI studies is that they have been known to sometimes miss calcifications, which can eventually develop into tumors. Additionally, because of the magnetic field generated by an MRI, patients with ferrous implants of any kind are disqualified from being screened on this equipment. Finally, MRI procedures require an expensive injection of contrast dye into the arm that helps create a clearer image but, unfortunately, is not always covered by insurance providers.

e are often asked the question: “What is the difference between getting a breast MRI scan versus a regular mammogram using a standard mammography machine?” This is a great question, the answer to which provides an opportunity to highlight the separate strengths of these two modalities.

Each machine has advantages and disadvantages that result in one type being more suitable for general screening (mammography) and the other more suitable for diagnosis and staging (MRI). Mammography Mammography is the recommended method of screening and diagnosis for the majority of patients. Mammography is generally more reliable than MRI when detecting suspicious calcifications and remains the best modality for patients with ferrous metal implants that are unable to go through an MRI. Patients with a personal or family history of breast cancer or dense breasts could arguably benefit more from an MRI study but, with 3D tomography technology increasing its presence on 22 MEDICALDEALER | OCTOBER 2016

Garth Immelman

the market, image quality and recognition of calcifications and/ or lesions will likely improve for mammography. Breast MRI During a breast MRI procedure, unlike mammography, there is no risk of radiation exposure because MRI scanners use magnetic fields to create images. According to recent studies, one distinct advantage of MRI studies is their ability to better detect small breast lesions that are sometimes missed on a mammography machine. MRI scanners are also more effective in detecting breast cancer in patients with dense breasts and patients with breast implants.

A Place for Everything In most cases, a physician will elect to start a patient out with a regular mammogram screening. If suspicious or inconclusive results are found (along with a history), they may elect to order a more expensive breast MRI scan as well. Balancing what is best for the patient with cost management certainly factors into a physician’s decision, but the bottom line remains the same: doctors carefully leveraging the separate strengths of both breast MRI scans and traditional mammography to detect breast cancer earlier and save more lives. GARTH IMMELMAN is a customer service representative for Block Imaging. MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_OEM News

VARIAN TO EQUIP PROTON CENTER IN CHINA Varian Medical Systems has been center in China. When completed, selected to install and service its the center will feature three proProBeam proton therapy system in ton therapy treatment rooms with the new multi-room Hefei Ion Med- full 360-degree rotational gantries ical Center (HIMC) being built in as well as facilities for fixed-beam Hefei, Anhui Province, China. The treatments and research. Equipment company booked the order for the installation is expected to take place equipment as well as its ARIA infor- in late 2017 and be in use by the end mation management and Eclipse of 2018. treatment planning software in the Varian’s ProBeam system offers third quarter of its fiscal year 2016. fully integrated intensity modulated HIMC will be the first govproton therapy (IMPT) to enable ernment-owned proton therapy more efficient adaptive proton ther24 MEDICALDEALER | OCTOBER 2016

Staff Reports

apy. The Varian’s pencil beam scanning technology gives clinicians the ability to deliver the dose precisely in the tumor to minimize dose to healthy tissue. When combined with cone beam computed tomography (CBCT), the ProBeam system enables advanced adaptive therapy during the course of treatment helping to make it a precise form of proton therapy. Varian is also working on system installations at 10 other sites around the world. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM News

KONICA MINOLTA DEBUTS UNIQUE DIGITAL U-ARM SYSTEM Konica Minolta has announced the release of its most advanced X-ray Digital Radiography (DR) system. Combining the unique built-from-the-ground-up design with the Ultra image processing software, the system offers unprecedented workflow, clinical, patient convenience and satisfaction benefits. The new DR system was unveiled at the annual Association of Medical Imaging Management (AHRA 2016) conference in Nashville. “This new Konica Minolta U-Arm simply reinvents the way imaging is delivered and we are extremely excited about the many unique and proprietary features it offers,” said Bruce Ashby, Vice President of DR, Konica Minolta. “The new U-Arm system offers technologists greater flexibility while providing patients with a more comfortable exam.” The DR U-Arm system is a floor-mounted system that provides faster exams, smoother positioning, and improved stitching processes for advanced studies. The Ultra software uses a full console screen right at the point of patient contact for accepting or rejecting images so the technologist can remain with the patient without returning to the workstation. With the ability to view results at the tube stand, X-ray exams are quicker and more comfortable for patients, and enable increased throughput for the facility. •

GE HEALTHCARE INTRODUCES OEC ELITE MINIVIEW C-ARM GE Healthcare has announced the release of the OEC Elite MiniView C-arm, a new imaging system designed to change the mini C-arm experience for surgeons. This product is available for patient use in the United States with 510(k) FDA clearance, European countries with CE marking, and Japan with clearance from Ministry of Health Labor and Welfare. The features of this new mini C-arm focus on enhancing the user experience by minimizing positioning struggles and increasing imaging confidence to help remove frustrations and distrac-

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tions in the operating room. Designed for limb extremity surgeries suitable for ambulatory surgical centers, sports facilities, physician offices, and hospital emergency and operating rooms. With fluidity, balance and smooth movements, the OEC Elite MiniView C-arm enables surgeons to maneuver this C-arm single-handedly with speed and ease. Less physical force is needed to position the C-arm around patient anatomy and when maneuvering in and out of the surgical field. This mini C-arm provides natural balance that resists drift and stays in position with

features including a carbon-fiber arm that is 30 percent lighter than prior models and an orbital rotational access point design that leverages gravity for more fluid movement. To further enhance surgical procedure efficiency, GE Healthcare introduces SmartLock, a new feature on the OEC Elite MiniView C-arm. With this feature, users will no longer need to reach and manually turn multiple levers and dials to

secure the C-arm position. Instead, with the touch of one button, SmartLock automatically locks the C-arm in place to reduce drift concerns. •

MEDICALDEALER 25

INDUSTRY UPDATE_OEM News

Staff Reports

FDA CLEARS SOMATOM DRIVE CT SYSTEM Siemens Healthineers has announced that the Food and Drug Administration (FDA) has cleared the SOMATOM Drive computed tomography (CT) system. This new dual source scanner is designed to drive precision in diagnostic imaging across a wide range of clinical disciplines – from pediatrics and emergency medicine to cardiology and oncology – as well as deliver a new level of quality in patient care with the potential to reduce examination time, preparation, and follow-up care. “Siemens Healthineers is proud to introduce the high-performance SOMATOM Drive dual source CT system, which provides our customers with the flexibility to deliver more

26 MEDICALDEALER | OCTOBER 2016

precise imaging – and potentially further reduce patient dose through the utilization of multiple KV settings,” says Douglas Ryan, Vice President of Computed Tomography at Siemens Healthineers North America. The SOMATOM Drive CT system is equipped with the new Straton MX Sigma X-ray tubes and Sigma generators, which allow for more targeted beam focusing and enable examinations using high energy levels at low voltages. These lower voltages may allow clinicians to use less contrast, which can be burdensome for patients who are seriously ill or have reduced kidney function. And because the X-ray tube voltages of the SOMATOM Drive

are adjustable in 10 kV increments ranging from 70 kV to 140 kV, clinicians can tailor the voltage and, therefore, the dose to each patient. Scanning at a lower kV level reduces patient radiation exposure. This technology helps enable CT lung scans to be performed at an extremely low dose, which could prove beneficial for lung cancer screening. With this combination of low doses and high diagnostic reliability, the SOMATOM Drive is also ideal for spinal diagnostics and orthopedic examinations. Additionally, the scanner’s Dual Energy mode can help clinicians accurately differentiate between tissue and bone. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM News

AGFA HEALTHCARE AWARDED U.S. GOVERNMENT AGREEMENT Agfa HealthCare has announced that the U.S. government has awarded the company its DIN-PACS IV (Digital Imaging Network/Picture Archiving and Communication System) contract. The contract term includes one five-year base period and one five-year option period. According to a recent announcement by the U.S. Department of Defense, the potential maximum value for Agfa’s contract is up to $768 million over the 10 years. The DIN-PACS IV contract allows U.S. government health care providers to purchase diagnostic imaging IT and related technology solutions on-demand, providing flexibility, cost savings, and quality enhancement in service to its health care consumers. “Agfa HealthCare has worked extremely hard over nearly 20 years to establish our dominant position in the U.S. government’s DIN-PACS market,” said Tim Artz, vice president and general manager of Agfa HealthCare’s Global Government Program. “The high value partnerships we have developed and continue to grow with our government customers demonstrate our unwavering commitment to deliver the most advanced solutions and level of quality and security that this complex, demanding market requires.” Under the previous three DIN-PACS contracts, Agfa HealthCare has delivered more than $600 million in products and services. The new DIN-PACS IV contract includes departmental (e.g., radiology, cardiology, etc.) and enterprise imaging informatics solutions (e.g. VNA, image sharing, etc), integration services, and support programs to be used by U.S. Federal agencies. •

FUJIFILM ANNOUNCES 510(K) CLEARANCE FUJIFILM Medical Systems U.S.A. Inc., has announced the 510(k) clearance from the U.S. Food and Drug Administration (FDA) for the marketing of its FDR Visionary Suite and the simultaneous release of its FDR Clinica X-Ray Components. While the Visionary Suite is a digital X-ray suite designed for mid- to large-sized hospitals and health systems, the FDR Clinica X-ray Components were specifically created with outpatient facilities in mind. “We take great pride in our ability to develop digital radiography solutions that uniquely benefit patient outcomes, technologist productivity, WWW.MEDICALDEALER.COM

enhanced patient safety and bring maximum ROI,” said Rob Fabrizio, director of strategic marketing, digital radiography and women’s health, FUJIFILM Medical Systems U.S.A. Inc. “These newly-released innovations are welcomed additions to our full portfolio of DR room offerings and meet the exacting standards in performance the market has come to expect from Fujifilm.” The FDR Visionary Suite is Fujifilm’s next generation complete X-ray room system. It was designed to deliver optimized imaging workflow while expanding clinical capabilities. A flexible fully automated position-

ing system, offering a broad range of easy-to-use advanced applications including tomosynthesis, energy subtraction, and long length imaging – giving facilities the tools they need to better support challenging exams and diagnosis. The system’s automated features, coupled with Fujifilm’s advanced cesium iodide (CsI) detectors and unique image processing enhance positioning repeatability and workflow while optimizing image quality and diagnostic visibility for challenging views and fine detail exams. Fujifilm is presently taking orders for Visionary Suite. • MEDICALDEALER 27

INDUSTRY UPDATE_OEM News

Staff Reports

VA MEDICAL CENTER TO OFFER PHILIPS INGENIA MRI WITH IN-BORE AMBIENT EXPERIENCE Alexandria VA Medical Center The Alexandria VAMC offers Lafayette, Lake Charles and (VAMC) and Royal Philips announced comprehensive acute and Natchitoches, as well as an active recently that the VAMC’s Pineville, extended health care in areas of patient roster of over 32,000 Louisiana, facility will be the first VA medicine, surgery, psychiatry, patients. site to adopt the Philips Ingenia 1.5T physical medicine and rehabilitaUnlike traditional X-rays, magMagnetic Resonance Imaging (MRI) tion, oncology, dentistry, geriatrics netic resonance imaging does not with in-bore Ambient Experience and extended care. The VAMC use ionizing radiation to provide technology. The clinical suite offers serves a potential veteran popuhigh-quality images of the body, and a soothing patient experience with lation of over 100,000 veterans, includes contrast detail of soft tisimagery, sound and light, helping to including community-based sersue and anatomic structures like put patients at ease. vices at Fort Polk, Jennings, gray and white matter in the brain.• 28 MEDICALDEALER | OCTOBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field

Laura Collier has joined AIV Inc. of Harmans, Maryland, as its new Marketing Associate. Collier, a former college athlete, holds an MBA from the University of North Florida, and joins the company from the Spa at Sawgrass Mariott Golf Resort. •

Trisonics of Harrisburg, Pennsylvania, has named Chief Operating Officer Jennifer Riner its new CEO. In 11 years with the company, Riner has previously served as its Director of Operations. In her new role, she will direct key strategic and operational initiatives at Trisonics. The company also formed a Board of Directors comprising founding partners Stuart Latimer, Bryan Hoffman, and Alan Pettenati. •

30 MEDICALDEALER | OCTOBER 2016

Salim Kai, MSPSL, CBET, has left his position in the Office of Clinical Safety at the University of Michigan Health System to manage the Biomedical Engineering department at Kettering Health Network in Dayton, Ohio. Kai leads a team of 30-plus health professionals across a sevenhospital network in keeping medical equipment safe and well-maintained. •

Varian Medical Systems has shuffled some chairs at its Board of Directors, adding Judy Bruner, retired SanDisk executive vice-president and CFO, while accepting the retirement of Venkatraman Thyagarajan. Bruner previously held management positions with 3Com, Ridge Computers, and Hewlett Packard Company. She currently serves on the Board of Directors of Brocade Communications Inc., and has formerly served on the boards of Vermillion Inc. and SanDisk. Thyagarajan was with the board for about eight years, and contributed to its audit, nominating and compensation committees. •

Siemens Healthineers North America has named Terry Coutsolioutsos its Senior Vice President of Marketing, Sales Operations, and Communications. Coutsolioutsos joins the company from Abbot Vascular, where he was Senior Director of Enterprise Solutions. In his role with Siemens, Coutsolioutsos heads up a cross-business marketing role. He brings with him 25 years of medical device experience across multiple market segments. •

Ehsan Samei, Ph.D., DABR, FAAPM, FSPIE, has been named to the Clinical Advisory Board of Imalogix in King of Prussia, Pennsylvania. Samei is a tenured professor of radiology, medical physics, biomedical engineering, physics, and electrical and computer engineering at Duke University, where he directs the Carl E. Ravin Advanced Imaging Laboratories. Prior appointments have included director of the clinical imaging physics group, the graduate studies of the Duke medical physics graduate program, and the co-founder of the Society of Directors of Academic Medical Physics Programs (SDAMPP). Samei is presently researching image quality and dose metrics to be used in developing advanced imaging techniques. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

The board of Getinge AB has appointed Joacim Lindoff, President of Getinge Surgical Workflows, the company’s acting President and CEO. Lindoff has been with the company since 1999 in various leadership positions, including as its Executive Vice President of Infection Control. The company has begun a search for a permanent replacement. •

RTI Surgical President and CEO Brian Hutchison has announced his intention to retire from his positions with the company, including with its Board of Directors. Hutchison will remain in those roles during the executive search for his replacement. He joined the Alachua, Florida-based company in 2001, when it was a tissue bank and helped oversee its transition to a biologics-based implant corporation with 1,100 employees and four manufacturing facilities. •

Seno Medical Instruments of San Antonio, Texas has named Tammy Garcia its Senior Vice President of Sales & Marketing. Garcia formerly served as General Manager of Breast Imaging for GE Healthcare, and will be focused on helping bring the Seno Imagio breast imaging system to market. •

Bob Barrett has been named vice-president of marketing and commercial operations of HealthTell Inc., of San Ramon, California. Barrett has held previous executive positions at Chiron, Roche, Qiagen, and Applied Biosystems/LIFE Technologies. •

Notal Vision, Ltd., of Chantilly, Virginia has named Susan Orr, OD, its Chief Medical Officer and Vice President of Medical Affairs. Orr was Leader of Global Medical Affairs, Strategy, and Search & Evaluation for the Ophthalmology franchise at Janssen Pharmaceuticals, Inc., a division of Johnson & Johnson, and previously held several key leadership positions with Alcon over 17 years. •

Profound Medical Corp. of Toronto, Ontario, Canada shuffled its C-suite leadership with the appointment of Arun Menawat as CEO and Rashed Dewan to vice-president of finance. Menawat will replace current Profound Medical CEO Steven Plymale, who will become its president and COO. Dewan was promoted from corporate controller. Menawat has been a member of the company’s board of directors since 2014, and was most recently president and CEO of Novadaq Technologies Inc., and has held senior management positions at Cedara Software Corp., Tenneco Inc. and Hercules Inc. Menawat holds a Ph.D. in chemical engineering from the University of Maryland. •

Bioniz Therapeutics of Irvine, California has appointed Dr. David Pyott Chairman of its Board of Directors. Pyott is the past Chairman and CEO of Allergan Inc. The company also named Ilan Zipkin, Senior Investment Director of Takeda Ventures, and Joe Kiani, Chairman and CEO of Masimo Corporation, to its board. •

Frank Witney has joined the board of directors of RareCyte Inc., of Seattle, Washington. Witney has been the president and CEO of both Affymetrix Inc. and of Dionex Corp., president of PerkinElmer’s Drug Discovery Tools, and has held leadership positions at BioRad Laboratories. He earned a Ph.D. in molecular and cell biology from Indiana University and a bachelor’s degree in microbiology from the University of Illinois. Witney also serves on the boards of PerkinElmer Inc., Cerus Corp., Exagen Diagnostics, and Gyros Protein Technologies AB. •

Jorgen B. Hansen has been named the President and CEO of Cantel Medical Corporation of Little Falls, New Jersey. Hansen will also join Cantel’s Board of Directors. He succeeds Andrew A. Krakauer, who will serve as a Senior Advisor for Cantel until mid-October. Hansen has served as Cantel’s Executive Vice-President and Chief Operating Officer, and led the company’s endoscopy business unit. •

Dave Sheehan has been named the Chief Marketing Officer of ContextMedia:Health. He previously spent 14 years as president of the Chicago-based ad firm HY Connect, which he sold in 2015 to Myelin Communications. Sheehan has WWW.MEDICALDEALER.COM served in various advisory roles to ContextMedia:Health for the past seven years. •

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MEDICALDEALER 31

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MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT SHOWROOM_Mammography_Market Analysis

Staff Reports

BREAST IMAGING MARKET IN THE BILLIONS B reast cancer, one of the most common types of cancer affecting women worldwide, represents about a quarter of all cancer deaths in women. This high mortality indicates the unmet needs of patients diagnosed with breast cancer and has resulted in a surge in demand for mammography devices in developing countries and upgrades or replacements to digital mammography systems, according to a report from Ace Business & Market Research group.

“This has enhanced the growth of the global mammography market which is projected to be $2.8 billion by 2020,” according to the report. A recent report by MarketsandMarkets titled “Breast Imaging Market by Type (Ionizing Technologies (Mammography, Digital Mammography, 3D Mammography, MBI, PET-CT, CBCT, PEM) Non-ionizing Technologies (Breast MRI, Breast Ultrasound, AWBU, Breast Thermography, Optical Imaging)) - Forecast to 2021,” analyzes and studies the major market drivers, restraints, opportunities, and challenges in North America, Europe, Asia-Pacific, and the Rest of the world (RoW). The report studies the breast imaging market over the forecast

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period of 2016 to 2021 and forecasts continued growth. MarketsandMarkets indicated that it expects the market to reach $4.14 billion by 2021, at a CAGR (compound annual growth rate) of 8.5 percent from 2016 to 2021. “Growth in the breast imaging market is driven by factors such as the rising incidence of breast cancer globally; growing government investments and funding for breast cancer treatment and related research; increasing awareness about early detection of breast cancer; rising geriatric population; technological advancements in breast imaging modalities; and launch of advanced breast imaging systems capable of detecting cancer in women with dense breast tissues,” according to MarketsandMarkets. “In addition, the growing demand for breast imaging in emerging Asian countries, and technological advancements in breast cancer detection are expected to offer high growth opportunities for market players. However, factors such as high installation cost of breast imaging systems, side-effects of radiation exposure, and errors in breast cancer screening and diagnosis are restricting the growth of the global breast imaging market.” North America is estimated to be the largest regional segment in the global breast imaging market in 2016, followed by Europe. However, the

“In addition, the growing demand for breast imaging in emerging

Asian countries, and technological advancements in breast cancer detection are expected to offer high growth opportunities for market players.

Asia-Pacific market is expected to grow at the highest CAGR of 9.5 percent from 2016 to 2021. Hologic Inc., GE Healthcare, Siemens Healthcare, Philips Healthcare, Fujifilm Holdings Corp., Gamma Medica Inc. and Toshiba Corporation are some of the key players operating in the global breast imaging market, according to MarketsandMarkets.

MEDICALDEALER 33

PRODUCT FOCUS_Mammography_Product Showroom

Staff Reports

OCTOBER PRODUCTS: This month, Medical Dealer explores Mammography

HOLOGIC Selenia® Dimensions® system’s Genius™ 3D MAMMOGRAPHY™

ologic has always been at the forefront of breast cancer screening and offers the first and only breast tomosynthesis technology with proven superior clinical performance to 2D mammography. The Selenia Dimensions system, which has set the new standard in mammography screening, provides: • Exceptionally sharp images • The world’s first and only tomosynthe• Seamless transition between imaging modes sis-guided biopsy • Sophisticated user tools that simplify operation • Ergonomic design for patient comfort • Advanced clinical applications and ease of operation •

34 MEDICALDEALER | OCTOBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Mammography_Product Showroom

PHILIPS MicroDose SI

he Philips MicroDose SI solution is a unique photon counting technology that provides an objective measure of breast density for women through its Spectral Breast Density Measurement tool. This solution supports the ongoing movement toward informing women of their density so they can make an educated choice of screening method because high breast density is a risk factor for developing breast cancer while simultaneously, high breast density can obscure a lesion. Philips is also developing a spectral tomosynthesis* solution based on the same unique MicroDose technology and working on other advanced technologies for the characterization of lesions through quantification of suspected abnormalities. â&#x20AC;˘Â *Spectral tomosynthesis is a work in progress

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MEDICALDEALER 35

PRODUCT FOCUS_Mammography_Product Showroom

Staff Reports

SIEMENS HEALTHINEERS Mammomat Inspiration with Tomosynthesis Option

he digital breast tomosynthesis add-on option for the Mammomat Inspiration and Mammomat Inspiration PRIME Edition digital mammography systems from Siemens Healthineers features an algorithm that reconstructs multiple 2D breast images into an approximation of a 3D image to enable detection of tumors hidden by overlapping breast tissue. The company’s tomosynthesis platform is the first in the industry to offer stand-alone 3D screening. •

36 MEDICALDEALER | OCTOBER 2016

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MEDICALDEALER 37

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PRODUCT FOCUS_Endoscope Cleaners_Market Analysis

Staff Reports

ENDOSCOPE ISSUES PROPEL MARKET

irty endoscopes made headlines in 2015 for all the wrong reasons. These helpful medical devices become problematic when they are not cleaned properly or completely.

The global infection

A series of fatal Carbapenem-resistant Enterobacteriaceae (CRE) infections that attracted national media attention in 2014 and 2015 – combined with ECRI Institute’s studies into endoscope cleaning and disinfection practices — prompted ECRI safety engineers to elevate flexible endoscope reprocessing to the top of the organization’s 2016 list of hazards. This year’s top hazard specifically addresses the need to adequately clean flexible endoscopes before disinfection to help prevent the spread of deadly pathogens. The focus on endoscopes caused by bad news the past two years is expected to help fuel the growth of the endoscope reprocessing and cleaners market in the future. A report from the market research firm MarketsandMarkets predicts significant growth in the endoscope reprocessing and cleaners market. The MarketsandMarkets report “Infection Control Market by Disinfection (Endoscope Reprocessing, Disinfectant, Disinfector, Surgical Drapes, Gowns, Disinfectant Wipes, Face Mask), Sterilization (Moist Heat, Dry Heat, Ethylene Oxide, E-beam, Contract Services) – Global Forecast to 2020” forecasts that the

ing at a compound

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control market is estimated to reach $16.7 billion by 2020, growannual growth rate of 6.7 percent.

global infection control market is estimated to reach $16.7 billion by 2020, growing at a compound annual growth rate of 6.7 percent during the forecast period (2015 to 2020). The report lists hospital-acquired infections among the reasons for the growth of this market. “The infection control market witnessed healthy growth in the last decade owing to rising aging population and prevalence of chronic diseases, an increase in the number of surgeries performed, and the rising occurrence of hospital-acquired infections,” according to MarketsandMarkets. “However, stringent regulations and saturation in developed economies will restrict the growth of the market to a certain extent.” “However, endoscope reprocessors is the fastest growing segment in the disinfection technologies market

during the forecast period,” according to MarketsandMarkets. “This market is expected to grow at a highest CAGR of 9 to 10 percent during the forecast period. Growing importance of diagnostic and therapeutic endoscopy procedures and increasing number of minimally invasive surgeries across the globe are some of the key factors contributing to the growth of this market.” The entire endoscopy market is also expected to grow in coming years thus propelling the reprocessing and cleaners segment of the market. According to a market report published by Transparency Market Research, “Endoscopy Devices Market (Endoscopes, Endoscopic Operative Devices, and Visualization Systems) – Global Industry Analysis, Size, Share, Growth, Trends and Forecast, 2013-2019,” the global endoscopy devices market was valued at $24.9 billion in 2012 and is expected to grow at a compound annual growth rate of 6.8 percent from 2013 to 2019, to reach an estimated value of $36.9 billion in 2019. On the basis of end user, the infection control market is segmented into hospitals, life sciences, medical device companies, pharmaceutical companies, food industry, and others, according to MarketsandMarkets. “In 2014, the hospitals segment accounted for the largest share of the infection control market, whereas the medical device companies segment is expected to grow at the highest CAGR from 2015 to 2020,” according to the research firm’s report. MEDICALDEALER 41

PRODUCT FOCUS_Endoscope Cleaners _Product Showroom

Staff Reports

OCTOBER PRODUCTS: This month, Medical Dealer explores Endoscope Cleaners

EVOTECH Endoscope Cleaner and Reprocessor

he EVOTECH Endoscope Cleaner and Reprocessor is the first commercially available system that both cleans* and high-level disinfects endoscopes. Developed by Advanced Sterilization Products (ASP), a Johnson & Johnson company, the EVOTECH System makes endoscope reprocessing a highly automated process, eliminating tedious brushing* resulting in confidence that endoscope reprocessing is effective and consistent. This can save valuable time, improve healthcare professional safety and reduce the risk of infection. • *Does not eliminate bedside pre-cleaning. Manual cleaning of qualified medical devices (endoscopes) is not required prior to placement in the EVOTECH® ECR when selecting those cycles that contain a wash stage (for those endoscopes qualified for clean & disinfection only). Not all endoscopes can be automatically cleaned, but may be high-level disinfected. The EVOTECH® ECR will only disinfect an EUS scope. The customer will be responsible for the manual leak testing and manual cleaning of the scope per the manufacturer’s instructions for use. Please refer to the EVOTECH® ECR User’s Guide and specific connection diagrams for more detailed information regarding cycle capabilities.

42 MEDICALDEALER | OCTOBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Endoscope Cleaners _Product Showroom

HEALTHMARK INDUSTRIES Elevator Mechanism Brush

ealthmark Industries has added the Elevator Mechanism Brush to its ProSys Instrument Care line. Its uniquely designed for cleaning endoscope elevator mechanisms; the small-scale brush head is comprised of polyamide brush filaments attached to a plastic-coated wire core for efficient scrubbing in and around the endoscope elevator mechanism. The Elevator Mechanism Brush also features an ergonomic handle fashioned from recyclable polypropylene for intentions of controlled grip and precision movement, the adjoining flexible neck provides ease of access when cleaning endoscope elevator wires and the immediate area of the wire channel opening (when present) surrounding it. â&#x20AC;˘

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PRODUCT FOCUS_Endoscope Cleaners _Product Showroom

Staff Reports

RUHOF ScopeValet™ Valvesafe™

alvesafe™ is a single-use endoscope valve cage for the safe storage of endoscope valves ensuring they remain as part of a unique set with the parent endoscope. It helps meet national and international recommended guidelines (AORN, ANSI/AAMI, SGNA, BSG, ESGE) stating endoscope valves (including rinsing valves) stay with the named endoscope throughout the cleaning process. Valves (including rinsing valves) should stay with a named endoscope as a set, to prevent cross-infection and enable full traceability. This is a single-use product which cannot be reused and thus aids in the reduction of cross-contamination. For more details, visit ruhof.com. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

Endoscope Cleaners_Product Showroom

OLYMPUS OER-Pro Automated Endoscope Reprocessor

he Olympus OER-Pro Automated Endoscope Reprocessor is designed to comply with the most rigorous industry standards while simplifying and expediting proper cleaning and reprocessing between procedures. Up to two flexible endoscopes can be simultaneously cleaned and disinfected in 26 minutes. The OER-Pro is FDA cleared to automate seven of the 11 manual endoscope cleaning steps, including the most labor-intensive and variable parts of the process: manual flushing of the endoscope channels with detergent, water and air. Its built-in Radio Frequency Identification (RFID) management system automatically traces the endoscope serial and model numbers, operator and time of reprocessing for additional time savings and improved accountability, eliminating cumbersome manual input from a keypad or barcode. â&#x20AC;˘

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PRODUCT FOCUS_EndoscopeCleaners _Preferred Vendors

Staff Reports

PREFERRED VENDORS

ENDOSCOPE CLEANERS Healthmark Industries Matt Smith 33671 Doreka Dr. Fraser, MI 48026 Toll-Free: 800-521-6224 Email: msmith@hmark.com Website: www.hmark.com Since 1969, Healthmark Industries Company, Inc. has developed and marketed innovative solutions to aid healthcare facilities in their delivery of surgical instruments and other lifesaving medical devices to patients. Healthmark Industries mission is to continue to innovate, support and serve the healthcare provider industry and support services that make it possible to deliver quality healthcare. Visit www.hmark.com for more information or call 800-521-6224.

46 MEDICALDEALER | OCTOBER 2016

Ruhof Corporation 393 Sagamore Avenue Mineola, NY 11501 Toll-Free: 1-800-537-8463 Local: 516-294-5888 Email: ruhof@ruhof.com Website: www.ruhof.com Ruhof is an innovator and leading manufacturer world renowned for offering reliable solutions and individualized service to help you meet and exceed your decontamination and materials management challenges. We have dedicated ourselves to the research, development and manufacturing of stateof-the-art products to ensure the complete cleaning and reprocessing of all surgical instruments and scopes. Visit www.ruhof.com for more information or call 1-800-537-8463.

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Photo Courtesy: Siemens Healthineers

By Matt Skoufalos

ADVANCING THE CASE FOR WOMENâ&#x20AC;&#x2122;S HEALTH

othing contributes to the survival rate of breast cancer diagnoses more than early detection, which is why mammograms are recommended for womenâ&#x20AC;&#x2122;s health. As

detection rates have improved, thanks to advanced imaging modalities like breast tomosynthesis and 3D ultrasound, competition for routine imaging studies is increasing. Because women are seen as the gatekeepers to family health care spending, the greater availability of this technology corresponds with a greater potential for revenue throughout a health system. But will technological advances be enough to spur additional spending on new imaging equipment? And is the capital investment behind such purchases itself enough to offer a higher standard of care?

ADVANCING THE CASE FOR WOMEN’S HEALTH

Jennifer Okken, Director of Women’s Imaging for Siemens Healthineers, said that increased reimbursements for 3D imaging modalities have been the biggest drivers of adoption of the technologies in the past five years. Along with the passage of state-by-state breast density inform laws, which require physicians to notify women of the density of their breast tissue (which may dictate the value of a secondary screening modality in determining their cancer risk) tomosynthesis and 3D ultrasound are the driving technologies in women’s health. “There hasn’t been a clinical study done showing the comparisons of tomosynthesis versus 3D ultrasound, but research has proven that there is a secondary screening need for this dense-breasted population,” Okken said. Hospitals and freestanding facilities are investing in breast imaging because women are the drivers of health care spending for their families, Okken said. Along those lines, boutique women’s imaging clinics have become “very popular,” especially if they offer patients the opportunity to receive their imaging results onsite, or undergo multiple studies in the same day. “Health care reform is really

Jennifer Okken, Director of Women’s Imaging for Siemens Healthineers

driving towards that screening methodology, and how an imaging center can become more friendly in a screening modality,” Okken said. In general, she noted, the market for women’s health screening has increased in the last decade primarily because the new breast imaging technologies offer greater accuracy, faster results, and fewer false positives. Yet only 60 percent of the eligible population undergoes

routing screening, and that number is declining slightly. Okken attributed those figures to the significant anxiety in the event of a false positive mammogram result – only 20 percent of patients going for a biopsy actually have cancer, she said – combined with increased awareness of the dangers of increased radiation dose. Secondary, 3D screening technologies can alleviate both circumstances, she said. “Fewer people are going all the way through to biopsy unnecessarily,” Okken said. “That was encouraging, and that will impact the quality of care.” Another contributing factor is anticipation of a new, revised standard from the U.S. Preventive Services Task Force and the American Cancer Society expected to raise the age at which women should undergo routine, annual mammograms from 40 to 45 to help curb unnecessary ultrasound scans. “The question is will reimbursement companies follow this?” Okken said. “If your insurance is going to cover you at the age of 40, [when] will you get that [scan]?” Part of the work for providers is clarifying the messaging around routine screening for patients who need to know about the new

T h e m a r k e t f o r w o m e n ’ s h e a l t h screening has increased in the last decade primarily because the new breast imaging technologies offer g r e a t e r a c c u r a c y, f a s t e r r e s u l t s , a n d f e w e r f a l s e p o s i t i ve s .

52 MEDICALDEALER | OCTOBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

guidance. Okken said Siemens’ response has been to provide a customer toolkit for purchasers of its breast imaging systems to help provide plain-language marketing materials for referring physicians and patients. The package is hosted through Shutterfly, which also allows them to download a full, print-quality marketing kit. “It’s not necessarily a common practice just yet, but we have seen a lot of interest from our customers,” Okken said. “The attach rate for our systems is extremely high with this marketing toolkit.” Among the two modalities, Okken said tomosynthesis is leading 3D ultrasound by a broad margin; she described the market for the latter technology as “still relatively small” and contingent upon facilities’ clinical preferences. 3D ultrasound reads add extra time for physicians, which often makes workflow the deciding factor when investing in the technology. “Mammography is strong within calcification areas; ultrasound is within the dense breast tissue,” Okken said. “Ultrasound will never be a full screening technology, but the reason it hasn’t taken off as a secondary screening tool is that physicians don’t want to implement a clinical change within their department for the reader and the technologist.” Tomosynthesis has been a secondary screening tool for densebreasted women for a few years, and “that market has really picked up quite quickly in the last three years,” Okken said. “About 30 percent of providers are using tomosynthesis now, which is a pretty high attachment rate for a new technology,” she said, adding that the technology is becoming a primary method of detection. WWW.MEDICALDEALER.COM

“ T h e t re n d t h a t we s e e a n d s u p p o r t i s to t u r n m a m m o g ra p hy s c re e n i n g f ro m something that is a o n e - s i ze - f i t s a l l a p p ro a c h i n to Jonas Rehn, Senior Product Manager of Mammography Solutions, Global Diagnostic X-Ray at Philips Healthcare.

Siemens is the only vendor to have FDA approval for tomosynthesis as a primary breast cancer screening modality, she noted; 3D ultrasound is not a direct competitor. Right now the market for breast imaging is still dictated by which vendors have the best technology, Okken said, which means the market for opportunity lies with providing the latest and greatest, but also that it’s driven by a keeping-up-with-theJoneses attitude. “There’s areas and pockets of the country that have no interest in investing in 3D mammography until their competition down the street gets it,” she said. “In some of these cases it will take a new standard to be released within the industry before they purchase new equipment.” When determining how best to meet the needs of a target patient population, manufacturers seek to marry technological solutions to

s o m e t h i n g t h a t ’s a p e r s o n a l i ze d p ro to co l .” –Jonas Rehn patient populations to provide the highest standard of care for the greatest number of patients. In the case of breast cancer detection, the question is increasingly relating to the ways in which manufacturers can personalize the standard of care each patient receives to the best available technology. “The trend that we see and support is to turn mammography screening from something that is a one-size-fits-all approach into something that’s a personalized protocol,” said Jonas Rehn, Senior Product Manager of Mammography Solutions, Global Diagnostic X-Ray at Philips Healthcare. “To do that, you need to look at the risk factor of the individuals attending the screening.” Mammography offers less sensitivity of detection for women with dense breast tissue, which makes the development of standardized, objective measurements for breast density MEDICALDEALER 53

ADVANCING THE CASE FOR WOMEN’S HEALTH

Kalavathi G V, Business Leader of Mammography Solutions, Global Diagnostic X-ray, for Philips Healthcare

all the more important to provide, Rehn said. Philips MicroDose technologies are being developed around spectral mammography, which yields additional information for breast exams. Spectral breast imaging can be used to objectively identify dense breast tissue types by their correspondent X-ray energy attenuation. “We have a numerical value that has been correlated to the subjective evaluation by radiologists,” Rehn said. “Moving forward, we believe that personalized screening protocols need to be based on objective, numeric measurements of breast density. Likely there is a need to refine and define the thresholds for such protocols based on accurate data. Having the measurement in place is the first step; more work needs to be made to define the thresholds.” Personalized breast care reflects a change in the paradigm of understanding how using different 54 MEDICALDEALER | OCTOBER 2016

imaging technology options in parallel can optimize individual patient results rather than on a population level. Its advancement is contingent upon the changes in reimbursement schemes, and how much money is made available to provide additional – and more technologically complex – scans for women with dense breast tissue, Rehn said. Breast tomosynthesis reflects a shift from 2D to 3D imaging similar to that of the evolution of mammography from an analog to a digital technology, said Kalavathi G V, Business Leader of Mammography Solutions, Global Diagnostic X-ray, for Philips Healthcare. Although tomosynthesis in many studies represents a reduction in false positive scans and offers an increase in sensitivity for dense-breasted women, Kalavathi foresees “delays” in adopting it as a primary screening procedure globally. “One thing that has been a problem is the increased X-ray dose – more than a factor of two,” she said. “The other challenge for tomosynthesis is the increased interpretation time, approximately by a factor of two.” A third concern involves data storage and network transmission complications owing to the increased data volumes associated with the additional information captured by the technology. Nonetheless, providers who invest in higher-end breast imaging technologies are doing so because they see a market advantage in offering a higher standard of patient care and early detection for breast cancers. Hospital systems in the United States continue to lead the technological transition to tomosynthesis, but in other parts of the world where health care

spending is not as rich, the transition is lagging, Kalavathi said. “Slowly, people are asking can they get an upgradable system,” she said. “From my experience, many of the big hospitals would like to keep up with the technology. In developing countries, there are hospitals that would like to have the latest and greatest technology in their main hospitals, and in the satellite centers, they go with upgradeable options. It depends on the choices that they have; there are multiple factors which are reasons for them to make a certain decision. Quite a lot of things that can be done on the technology side to improve the overall experience for women that will increase attendance rates, reduce recall rates, and spread the benefits of the technology.” Steve Deaton, Vice President of Healthcare Information Technology for Konica-Minolta Medical Imaging of Wayne, New Jersey, said that 3D mammography is “surging” amid hospital consolidation of freestanding and ambulatory imaging clinics, because “reimbursement is tough to survive if you’re an independent clinic.” Strategically, Deaton observes a number of larger hospital networks making inroads into rural markets with the intention of using those distributed locations “as a catcher’s net” to filter larger patient volumes into their urban centers for surgical procedures when needed. By prioritizing women’s health, hospital networks are focusing on women as the entry point to family care via routine screenings. “Screening is some serious stuff,” Deaton said. “Breast cancer is very aggressive. Women are the ones who are going to go every year on the dot and get [their mammograms] done.” However, he added, women who MEDICAL EQUIPMENT, PARTS & SERVICE

EXPERIENCE MATTERS

P r ov i d e r s who invest i n higher-end breast imaging technologies are doing so because they see a market advantage in offering a higher standard of patient care and early detection for b r e a s t c a n c e r s .” WWW.MEDICALDEALER.COM

enjoy their treatment at such places are more inclined to bring other family members to facilities within the same network, thereby opening the door for greater health care spending throughout a household. Pushing advanced breast imaging modalities in a distributed setting is a hospital marketing and sales strategy that allows hospital networks to “immediately deploy and have steak where everybody else is considered chicken,” Deaton said. “I can be established as the only Mercedes in town,” he said. “It’s part of the core strategy. The market made it work really well because it was such an attractive way to capture patients in this network.” Even after reimbursement adjustments were made to increase fees for 3D breast imaging, many providers did not raise their rates as a way to entice customers to try out the new technology, Deaton said. “They’re billing the same 2D mammo, or eating the extra cost, and telling the customer they need them to come an extra $50 out of pocket to get the best technology in the world because insurance will pay for it,” he said. With reimbursement incentives evolving in concert with outcomesdriven health care, imaging providers who have “less than brand-new, awesome stuff ” are at a disadvantage, Deaton said. He pointed out that five years ago, computed radiography comprised the standard for mammography, and it was “good enough.” Today, reimbursement rates are 10 to 13 percent lower because the standard of care has evolved. Whether additional financial incentives will come through to help drive even greater adoption of secondary screening modalities – and hopefully, earlier detection of aggressive cancers – remains to be seen.

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IMAGING PARTS, SUPPORT & EQUIPMENT

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

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SLICE OF LIFE_The Other Side

By Jim Fedele

WHO KNOWS THE TEMPERATURE? W e are in our survey window for The Joint Commission and, as every biomed knows, this means a continuous barrage of consultants visiting our facility. The consultants are necessary to help us open our eyes and to look differently at our environment. They help to identify areas that need improvement. We recently had a consultant come through our facility and she identified discrepancies with temperatures of blanket warmers. I was asked to help correct the problem and felt it would be simple. I soon discovered that it was anything but simple.

The issue was discovered when the consultant was walking through our same-day surgery area and noticed blanket warmers set at various temperatures from 130 to 150 degrees. After questioning staff and the department manager, the consultant and our compliance officer began a thorough review of the policy and visited every blanket warmer in the facility. They discovered that our policy states that all blanket warmers will not exceed 130 degrees Fahrenheit per ECRI recommendations. Since we were not following our stated policy, the consultant included this in her report to hospital leadership. Leadership promptly decreed that all recommendations required an action plan by the end of the week! 58 MEDICALDEALER | OCTOBER 2016

Because I am the administrator of our remote temperature monitoring solution, the nursing team came to me to help them with a solution. It was assumed by hospital leadership that automatic monitoring would be the answer to the problem. I, however, wanted to do a little more research. I sent my team out to locate and record the temperatures of all the blanket warmers. We found blanket warmers at temperatures between 130 and 160 degrees Fahrenheit. However, when my staff tried to adjust the temperatures to the stated policy temperature of 130 degrees they received a fair amount of push back from nursing. In some areas of the hospital, the nursing staff felt that the blankets were too cold for their patient population. They wanted to keep them at 150 degrees. Also, the nursing staff was not too excited about automated temperature monitoring. I met with several key stakeholders to discuss their blanket warmer usage and their thoughts about the automatic temperature monitoring solution. On the surface, automatic temperature monitoring seems like the natural solution. It documents the temperature in real time and sends alerts to the nursing staff when the unit is out of range. It ensures compliance by keeping an electronic record of the temperature and any alarms. However, when

you factor in the cost and maintenance of the tags and addressing the alerts, the nursing staff turned cold to the idea. It seemed expensive and time consuming to them. They asked me questions like, “Why do I care what the temperature is off hours? What happens if the unit is out of range and the person the system notifies is busy? Isn’t there a simpler solution?” After these meetings, I spent time researching what others do in the industry to help us find a simple solution. The first issue I researched was the appropriate temperature for a blanket warmer. The ECRI Institute recommends warmers should not be more than 130 degrees. I also found a study published in the AORN Journal evaluating the effect of blankets at 150 degrees. There is not a nationally recognized standard for blanket warmer temperature. We decided to do our own risk assessment based on information gathered from various sources. The second issue we addressed is the monitoring of the temperature. After walking through the process of utilizing automatic monitoring, we found holes in the process. The biggest issue is that our temperature monitoring system sends alerts through email and pages, but do not alarm locally. It is conceivable that staff could remove a “too hot” blanket and put it on a patient. It was MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

Not on our watch!

â&#x20AC;&#x153;After walking through the process of utilizing automatic monitoring, we found holes in the process.â&#x20AC;?

discovered that because everyone knows the system records automatically no one pays attention to the actual temperature. After more discussion with users, and some observations of staff using blanket warmers, I proposed a solution. To address temperature, we decided to adopt 130 to 150 degree standard. However, the default temperature setting is 130 degrees. If departments request 150 degrees for their blanket warmer, we (biomedical) conduct a risk assessment on the unit based on the following criteria: How far is the blanket warmer from the care area? Are blankets applied to unconscious patients? Has there ever been a patient complaint of a too hot blanket? And, are blankets resupplied more than once a day? Depending on the answers to these questions, we determine if 150 degrees was a safe temperature for the unit. To address monitoring, we decided that when staff removes a blanket they look at the posted WWW.MEDICALDEALER.COM

temperature range on the unit and observe the internal temperature readout to ensure that the unit is in range. If the unit is out of range, they are to not use the blanket and document their action on an attached action sheet. We felt this is better than automatically monitoring because staff will be trained to notice the temperature real time and to react appropriately. I was surprised at how long this took to solve. Most of the nurses I worked with shared that they felt this was silly because if they grabbed a blanket from a warmer and it was too hot for them to handle it they would never put it on a patient. I agree with them; however we often have to prove to our inspectors that we are doing the right things for our patients. JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 15 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com

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SLICE OF LIFE_Bobinski

By Dan Bobinski

CONSEQUENCES OF BAD CUSTOMER SERVICE

very business has a customer service component, but many companies don’t know when they’re not doing well until serious damage is done. What’s important to remember is that every human interaction impacts how others see our companies. Consider the story of Jill, who serves on the board of her local Home Owners Association (HOA). One of Jill’s duties is responding to email from mortgage companies that inquire about association fees on homes that recently sold in the neighborhood. Every time someone sends an email to the HOA, the association’s email system sends back an instant autoreply that says, “We received your message, someone will get back to you within 48 hours. If you don't receive a reply within 48 hours, please contact the Webmaster.” Jill wears many hats and is not the kind of person who checks her email every 10 minutes, but she always responds to these requests within the promised 48-hour window. Not too long ago, after receiving such a request from someone at a mortgage company, Jill received another email from the same person 24 hours later, only this second email was ALL CAPS. The second letter was quite rude, demanding that Jill provide the requested information immediately. Two hours later, Jill received an even ruder email from the person’s supervisor. 60 MEDICALDEALER | OCTOBER 2016

Dan Bobinski Workplace Consultant

As I listened to this story from Jill, three age-old axioms came to mind: 1. You get more flies with honey than with vinegar. 2. Lack of planning on YOUR part does not justify an emergency on MY part. 3. Your approach determines your response. I shook my head as I realized that some people have not learned these truths. When I asked Jill how she dealt with this rudeness, she said, “Normally I just consider that someone is having a bad day, but after receiving the nastygram from the supervisor, I realized that this rudeness must permeate their organization.”

“What did you do about it?” I asked. “I decided not to be confrontational, but I did decide to have a long memory. When people I know are buying or selling a home, I strongly recommend they steer clear of that company and use one with employees who demonstrate respect.” I happen to know that when Jill refinanced her house, her mortgage broker recommended she use that particular company. Jill immediately and emphatically said, “No way.” Think about it. The woman at the mortgage company did not have to be rude in her second email. A simple message from her could have said, "I know you guys respond to requests within 48 hours, but I'm under a deadline. Can you please give me this info as soon as possible?" It’s likely this would have generated a quick response from Jill, resulting in an easy interaction that left no bad taste in Jill’s mouth. Instead, that company has lost business because of the rudeness of two employees. I, too, had a recent situation in which I had several choices to select a company to provide a service. At first I selected the company owned by an acquaintance, but the person who initially worked with me was very slow to respond. When we did connect, he was quite abrupt, acting as if I was wasting his time. I ended up spending my money with one of their competitors, mainly because I didn’t want to reward poor customer service. MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

“ 91 percent of people experiencing bad customer service will simply say nothing and never come back.”

I eventually wrote a note to my acquaintance, telling him about my experience, but not everyone will do that. People like Jill are everywhere, taking their business elsewhere and recommending others do the same. In fact, in the book, “Understanding Customers,” author Ruby NewellLegner says that only 4 percent of people who have a bad experience will tell a company about it, and an amazing 96 percent will not. She also says that 91 percent of people experiencing bad customer service will simply say nothing and never come back. What’s the ripple effect of that? Consider how far bad news travels as opposed to good news. Research from the government’s Office of Consumer Affairs tells us that if someone has a good experience they will tell (on average) three people about it. But if someone has a bad experience, they will tell seven people about it. Research conducted by the credit card giant American Express found that 59 percent of Americans are willing to switch to a new brand WWW.MEDICALDEALER.COM

if they will have a better customer service experience, and that 70 percent of Americans are willing to spend more on a product or service if they perceive they are receiving excellent customer service. I can easily believe those numbers. The company that processes my credit cards provides me absolutely phenomenal customer service. Every time I call they give me the impression that I am their most important client. As a business owner, my office is regularly inundated with phone calls from companies telling us they can give us better rates on our credit card processing. To their dismay, we quickly tell them that because of the awesome customer service we receive, no amount of savings will get us to switch. So who are your customers? What kind of experiences are they having whenever they interact with your company? Allow me to underscore the fact that sometimes it’s the receptionist who can make or break a client relationship, but it remains everyone’s responsibility to be on their “A” game with every client interaction. And, as we saw with Jill’s story earlier, customer service is not confined to only our paying clients. Every human interaction counts. If we remember that everyone deserves respect and we deliver that in droves, we have a much better chance of gaining new clients – and keeping the ones we have. DAN BOBINSKI holds a Masters Degree in Training and Development, and is president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes. He is also the author of several books, including the best-selling “Creating Passion-Driven Teams.” Reach him at dan@workplace-excellence.com or 208-375-7606.

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

TYLER’S HOPE FOR A DYSTONIA CURE I nterMed CEO Rick Staab has been adamant that a cure will be discovered for Dystonia ever since his children, Tyler and Samantha, were diagnosed with the neurological movement disorder.

It’s not a hollow conviction, either; dystonia is non-degenerative and entirely curable. Essentially a product of crossed wires in the brain, the disorder can cause painful muscle spasms, cramping, repetitive involuntary movements, and more. Staab has dedicated himself to helping increase the visibility of dystonia, coordinate research around a cure, and raise funds to accelerate the timeline of the work. Each year, Tyler’s Hope for a Dystonia Cure, the foundation through which those efforts have been channeled, continues to drive a little closer to that goal, and in 2016, it has made significant strides. In the past year, Tyler’s Hope sponsored a $2.5-million alignment grant to coordinate the work of pharmaceutical researcher Nicole Calakos at Duke University, animal researcher Bill Dauer at the University of Michigan, and fMRI studies from David Vaillancourt and Yuqing Li at the Center for Movement Disorder and Neurorestoration at the University of Florida. “We had to jump through a bunch of hoops to get the universities to share and work together,” Staab said. “They 64 MEDICALDEALER | OCTOBER 2016

Florida State Senator Rob Bradley, Rick Staab, Chip Green and Brian Scarborough are seen on the golf course during The Hope Weekend.

don’t want somebody else to take something or use their knowledge or information to run with it.” “We said, ‘OK, bar the doors, forget who you’re working for; all we’re trying to do is find a cure. Think about the research that’s going to get us to this cure. Don’t worry about writing papers and NIH grants. We’ll fund the research.’ ” For past year, the scientists held frequent meetings, shared their animal models, and coordinated other gains that “never happened before,” Staab said, especially given the physical distance that separates each of them. Together, the group comprises a discrete research laboratory that is dedicated to curing dystonia, with each arm complementing the work of

the others. Thanks to Dauer’s work, the group has an animal model from which research can be used to derive boundaries for clinical trials. Calakos’ studies are helping advance a pharmaceutical solution, and Vallaincourt and Li’s work is helping refine the location of dystonia in the human brain. Almost eight years ago, the foundation backed dystonia researcher Rose Goodchild, who, within the past year, has made a breakthrough in connecting torsin, a protein found in dystonia patients, with the symptoms it produces at a cellular level. Staab is hopeful that her research can be paired with that of scientists at U.S. universities who have been working on the same thing, and Tyler’s Hope will continue to raise funds to help support their efforts. MEDICAL EQUIPMENT, PARTS & SERVICE

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“These are brilliant people, neurosurgeons, neurologists, who are saying it’s [only] a matter of time and money,” he said. “All our money goes to finding this cure and nothing else, really. Events like the Hope Weekend, that’s how we do it.” The Hope Weekend started years ago as a golf tournament and fundraiser, but has evolved into a weekend-long celebration that Staab said is more inclusive to non-golfers. Held annually in August, the opening event of the weekend is a VIP house party in Gainesville, Florida, on Thursday evening; Friday night, the action moved to the University of Florida Hilton ballroom for a talk by leading dystonia researchers on their work and its progress. Then, the weekend concluded with the Saturday golf outing. Expanding its scope to Thursday and Friday has allowed Tyler’s Hope to add another 100 seats at the banquet, Staab said. “It’s really laid back, and people are there to celebrate doing a good thing and funding the research,” he said. Future events will do more to raise dystonia awareness through various channels. A think-tank summit at the University of Florida recently coordinated research from top dystonia scientists, and an oyster roast at Blackbeard’s Cove in Charleston, South Carolina, will bring families WWW.MEDICALDEALER.COM

together for a cookout and miniature golf. The group is also planning a 5K race for December. Beyond special events, Tyler’s Hope also works to expand awareness of dystonia in the general population, efforts that Staab said have been successful at least in the area around Gainesville, where Tyler’s Hope car decals are familiar and local media has embraced coverage of the cause over the years. The group posts regular social media updates on dystonia for Tyler’s Hope Tuesdays. Staab also points to the patient load at Vallaincourt’s and Li’s Center for Movement Disorder as shifting to a 3:1 ratio from a 15:1 ratio of Parkinson’s to dystonia patients as evidence that awareness is growing. “I think a lot of people come there because they hear about the movement disorder center, and it’s increased the population,” Staab said. “For the last 10 years or so, every expert I’ve spoken to says 500,000 [Americans live with dystonia]. We’ve constantly talked with people who didn’t know they have dystonia, and now they’re being diagnosed because they saw a doc who put it there with genetic testing, or now they’re seeing the right person.” “From the human side of it, until we find a cure, the awareness creates compassion and people who can connect that know what they’re going

through in treatment,” he said. Staab’s own children are growing, too. Tyler, 18, started college this fall, and is taking a light courseload to ease his transition to campus life; 15-yearold Samantha is getting good marks in high school, and takes many advanced courses. The youngest child, 11-yearold Luke, is symptom-free for dystonia, and is shaping into a diehard lacrosse player. Deep brain stimulation therapy, which involves placing electrodes within the children’s brains to regulate the signals transmitted to their muscles, is still the primary means of relief for both Samantha and Tyler, who will require a battery replacement surgery soon. As the work of Tyler’s Hope continues, Staab remains confident that larger gains are just around the corner. “With still relatively little funding in a short amount of time, we found the gene and the protein that cause these symptoms, and now we’ve focused that protein even further into what part of the things that it controls causes the symptoms,” he said. “We don’t know when, we just know [dystonia] is curable,” Staab said. “The more money we can put to research, the faster that timeline happens. Hopefully it’s going to be in my lifetime. That’s my goal.” FOR MORE INFORMATION, visit TylersHope.org MEDICALDEALER 65

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SLICE OF LIFE_Off The Clock

By Matt Skoufalos

OFF THE CLOCK : KYLE GROZELLE T

hanks to movies like “Drumline” and the popularity of Saturday afternoon NCAA football, most Americans have more than a passing familiarity with marching bands. Many may recognize the level of dedication and commitment required to carry an instrument and hit the football field, but fewer have as much of an understanding about the demands of the complementary cast of performers that shares the stage with them – the color guard, a coordinated group of dancers and performers who showcase routines with banners, flags, batons, and mock rifles. The color guard tradition stems from VFW marching bands; over time, its pageantry and dance routines have grown into larger-scale productions until finally, color guard routines became separate from marching band performances themselves. For someone like Kyle Grozelle, a color guard member since his high-school days, the organization is a physical and mental outlet. “It’s surrounded me with people who show compassion and care beyond that of a regular friend,” Grozelle said. “It makes you part of the community.” Since 2008, Grozelle has been a member of the Rhapsody Winterguard, a color guard troupe based out of the Pacific Northwest; today, he 68 MEDICALDEALER | OCTOBER 2016

Grozelle and the Rhapsody Winterguard head to Deception Pass State Park in Washington to hone their craft.

is its executive director. Every summer, the organization hosts a camp for high-schoolers and college students that’s specifically dedicated to improving their skills at the activity. “There’s nowhere for them to go during the summer to increase their skill; to be around kids that they perform with,” Grozelle said. “It’s a nice chance to bring kids who compete against each other to come together.” Every summer, Grozelle and the Rhapsody Winterguard head to Deception Pass State Park in Washington to hone their craft. Despite the occasional interruption from Navy jets at the

nearby Whidbey Island air station, the park is a serene retreat, and the most commonly visited in the state. Over the course of a week, 80 to 90 campers spend their days training and connecting with fellow students of marching drills. “We connect with nature, we go on hikes, we go up to the lookouts,” Grozelle said. “We have classes focused on dance, leadership, and drill props — flags and [wooden] weapons.” Like Grozelle, the camp is staffed by campers from prior years, which means “the kids are learning from the people they look up to; people who are learning on an international scale.” It’s an opportunity that’s rare enough within the state of Washington, but in recent years, the camp has drawn attendees from as far away as Maryland and Arizona. “They saw it online and had a family vacation in the area, and broke off to come to camp,” he said. “During the regular season, half the kids are in college, and the other kids go to a high school that don’t have programs. So we find a home for them, or we create a program of our own.” For high-school campers who don’t attend a school where color guard is offered, Rhapsody works to help coordinate separate rehearsals around their schedules. About 40 to 50 such students train with the group during the academic year, MEDICAL EQUIPMENT, PARTS & SERVICE

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coordinating with a nearby high schools and local advisers. “We give them the best experience we can while not stressing their highschool life,” Grozelle said. When the summer season ends, campers return home with new skills, new friends, and a base from which they can build relationships at future competitions. They also come home with a deeper knowledge of marching music and what it takes to push their performances to the next level. “For members in our yearly organization, we try to win the world championship every year,” Grozelle said. Within the past decade, the Rhapsody Winterguard has won titles in the A class and open class, in 2007 and 2009, with a couple of finals appearances to its name, too — respectable achievements for a group that’s only one in a field of 300 such guards. “We take inspiration from popular culture, history, anything we can do,” Grozelle said. “A lot of the inspiration comes from other programs, or maybe something our creative staff has experienced that year.” One of the group’s winning performances was inspired by the Black WWW.MEDICALDEALER.COM

Crowes song “She Talks to Angels”; the other was based around Debussy’s “Clair de Lune” and an exploration of the Greek mythological approach to the human soul. One of its finalist programs was based around Gnarls Barkley’s hit “Crazy,” and was set in an asylum. It’s heady stuff topically, and that’s before you consider that the performance itself is something like a five-minute dance-choreography sprint. Acts aren’t allowed to dawdle; they’re expected to hit the performance area and leave as soon as their set ends. “Your time on the floor is all you get,” Grozelle said. “You are coming onto the performance area and leaving as fast as you showed up. It’s usually about a 6-minute interval.” From September to April, Grozelle spends three or four evenings a week planning the Rhapsody logistics, and then two months in the summer planning with another camp director. His responsibilities are pretty much nonstop; everything from budgeting and logistics to planning the 19-hour weekend rehearsal sessions. The workload can be overwhelming at times, he said, especially when the demands of his

leadership intersect with those of the workplace. “As a [student] member, [Rhapsody] taught me to manage my time. I was working, going to school, and doing this,” Grozelle said. “I learned how to be a responsible person. A lot of our members now work with the young program as interns, choreography advisers; even becoming actual teachers. I try to keep everything off their shoulders so they can keep focused on the kids.” Grozelle credits a dedicated volunteer staff and understanding employers with allowing him to keep up with both at a high level; he credits the guard with helping him grow as a professional. Grozelle always wanted to be a teacher; instead, his career led him into corporate training. It’s not the same thing as being in the classroom per se, but it still gives him an outlet to give back to the community. “[Color guard] has helped me with my career because it taught me how to be focused on the details and to be responsible for my own time, as I work during the day at Summit Imaging,” Grozelle said. “Summit has always been supportive of the time I need in order to work with the organization.” MEDICALDEALER 69

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Advanced Ultrasound Elec./AUE………………… 59 ALCO Sales and Service………………………… 62, 79 AllParts Medical, LLC…………………………………… 67 Ampronix……………………………………………………………6 Bayer Healthcare- MVS………………………………… 56 BETA Biomed Services, Inc.………………………… 47 Bio-Medical Equipment Service Co.…………… 48 Bionet America, Inc.……………………………………… 20 Blue Ox Medical Technologies…………………… 72 Bulb Direct Holding, LLC……………………………… 73 Capital Medical Resources, LLC………………… 79 Carolina Medical Parts………………………………… 23 Classic Diagnostic Imaging………………………… 48 Clear Image Devices……………………………………… 39 Conquest Imaging………………………………………… 13 Cool Pair Plus………………………………………………… 62 Dedicated Imaing Solutions……………………… 14 Diagnostic Solutions…………………………………… 47 Doctors Depot……………………………………………… 10 Dunlee…………………………………………………………………9 East Coast Medical Systems……………………… 74 Eastern Diagnostic Imaging……………………… 61

Ed Sloan & Associates………………………………… 57 Elite Biomedical Solutions………………………… 73 Endoscopy Specialists………………………………… 47 ENMET, LLC……………………………………………… 71, 79 Exclusive Medical Solutions, Inc.……………… 62 First Call Parts………………………………………… 18-19 Global Medical Imaging……………………………… 29 Gopher Medical, Inc.…………………………………… 74 Government Liquidation………………………………7 Greenwich Instrument Co., Inc…………………… 17 IAMERS…………………………………………………………… 49 Imprex International, Inc.…………………………… 71 Injector Support and Service, LLC……………… 79 Integrated Medical Systems……………………… 40 InterMed Group…………………………………………… 66 International X-Ray Brokers……………………… 71 KEI Medical Imaging Services…………………… 73 KenQuest Medical, Inc.………………………………… 32 Maull Biomedical Training, LLC………………… 76 MedWrench…………………………………………………… 76 Metropolis International…………………………… 70 MTC/Medical Technologies Co.…………………… 67

Multi Diagnostic Imaging Solutions…………BC MW Imaging Inc.………………………………………………2 Pacific Medical…………………………………………………5 PartsSource…………………………………………………… 82 Radon Medical LLC……………………………………… 67 Ray Pac………………………………………………………… IBC Rayence, Inc.…………………………………………………… 39 Retrieve Medical Equipment……………………… 70 Rieter Medical Services……………………………… 74 RSTI Exchange……………………………………………… 56 S.H. Medical Corporation…………………………… 46 Southeastern Biomedical, Inc.…………………… 63 Southwestern Biomedical Electronics………8 Summit Imaging, Inc.………………………………………4 Technical Prospects……………………………………… 20 Tenacore Holdings, Inc………………………………… 79 Tri-Imaging……………………………………………………… 38 USOC Medical………………………………………………… 21 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 39

Dunlee…………………………………………………………………9 East Coast Medical Systems……………………… 74 Ed Sloan & Associates………………………………… 57 Exclusive Medical Solutions, Inc.……………… 62 KEI Medical Imaging Services…………………… 73 Metropolis International…………………………… 70 Retrieve Medical Equipment……………………… 70 RSTI Exchange……………………………………………… 56 Technical Prospects……………………………………… 20 Tri-Imaging……………………………………………………… 38

Eastern Diagnostic Imaging……………………… 61 Government Liquidation………………………………7 PartsSource…………………………………………………… 82 RSTI Exchange……………………………………………… 56

CATEGORICAL INDEX ANETHESIA Doctors Depot……………………………………………… 10 ASSOCIATIONS IAMERS…………………………………………………………… 49 AUCTION/LIQUIDATION Government Liquidation………………………………7 BATTERIES Eastern Diagnostic Imaging……………………… 61 BIOMEDICAL BETA Biomed Services, Inc.………………………… 47 Conquest Imaging………………………………………… 13 Elite Biomedical Solutions………………………… 73 Global Medical Imaging……………………………… 29 Imprex International, Inc.…………………………… 71 InterMed Group…………………………………………… 66 Maull Biomedical Training, LLC………………… 76 Retrieve Medical Equipment……………………… 70 Rieter Medical Services……………………………… 74 CARDIOLOGY Bionet America, Inc.……………………………………… 20 Southwestern Biomedical Electronics………8 RSTI Exchange……………………………………………… 56 Southeastern Biomedical, Inc.…………………… 63 C-ARMS Blue Ox Medical Technologies…………………… 72 Clear Image Devices……………………………………… 39 Eastern Diagnostic Imaging……………………… 61 COMPUTED TOMOGRAPHY Blue Ox Medical Technologies…………………… 72 Dedicated Imaing Solutions……………………… 14 80 MEDICALDEALER | OCTOBER 2016

CONTRAST MEDIA Injector Support and Service, LLC……………… 79 Maull Biomedical Training, LLC………………… 76 DIAGNOSTIC IMAGING Blue Ox Medical Technologies…………………… 72 Eastern Diagnostic Imaging……………………… 61 ENMET, LLC……………………………………………… 71, 79 First Call Parts………………………………………… 18-19 Injector Support and Service, LLC……………… 79 Multi Diagnostic Imaging Solutions…………BC Summit Imaging, Inc.………………………………………4 ENDOSCOPY Bulb Direct Holding, LLC……………………………… 73 Capital Medical Resources, LLC………………… 79 Endoscopy Specialists………………………………… 47 ENMET, LLC……………………………………………… 71, 79 Integrated Medical Systems……………………… 40 S.H. Medical Corporation…………………………… 46 GAS/AIR MONITORS ENMET, LLC……………………………………………… 71, 79 GENERAL ALCO Sales and Service………………………… 62, 79

IMAGING Cool Pair Plus………………………………………………… 62 Injector Support and Service, LLC……………… 79 PartsSource…………………………………………………… 82 IMAGING/PARTS Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 47 Eastern Diagnostic Imaging……………………… 61 InterMed Group…………………………………………… 66 Technical Prospects……………………………………… 20 Tri-Imaging……………………………………………………… 38 INFUSION THERAPY Elite Biomedical Solutions………………………… 73 LABORATORY Bulb Direct Holding, LLC……………………………… 73 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 48 Tenacore Holdings, Inc………………………………… 79 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 59 Ampronix……………………………………………………………6 Technical Prospects……………………………………… 20 Tenacore Holdings, Inc………………………………… 79

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

MRI Bayer Healthcare- MVS………………………………… 56 Carolina Medical Parts………………………………… 23 Cool Pair Plus………………………………………………… 62 Dedicated Imaing Solutions……………………… 14 East Coast Medical Systems……………………… 74 Ed Sloan & Associates………………………………… 57 ENMET, LLC……………………………………………… 71, 79 Exclusive Medical Solutions, Inc.……………… 62 Imprex International, Inc.…………………………… 71 KEI Medical Imaging Services…………………… 73 Retrieve Medical Equipment……………………… 70 RSTI Exchange……………………………………………… 56 NUCLEAR MEDICINE Global Medical Imaging……………………………… 29 International X-Ray Brokers……………………… 71 RSTI Exchange……………………………………………… 56 PATIENT MONITORING BETA Biomed Services, Inc.………………………… 47 Bio-Medical Equipment Service Co.…………… 48 Bionet America, Inc.……………………………………… 20 Doctors Depot……………………………………………… 10 Gopher Medical, Inc.…………………………………… 74 Pacific Medical…………………………………………………5 Southwestern Biomedical Electronics………8 Tenacore Holdings, Inc………………………………… 79 USOC Medical………………………………………………… 21 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 29 ONLINE RESOURCES MedWrench…………………………………………………… 76 OTHER Cool Pair Plus………………………………………………… 62 PATIENT MONITORING Southeastern Biomedical, Inc.…………………… 63 POSITIONERS Clear Image Devices……………………………………… 39 RADIOLOGY Eastern Diagnostic Imaging……………………… 61 First Call Parts………………………………………… 18-19 Greenwich Instrument Co., Inc…………………… 17 International X-Ray Brokers……………………… 71 InterMed Group…………………………………………… 66 KenQuest Medical, Inc.………………………………… 32 Maull Biomedical Training, LLC………………… 76 Metropolis International…………………………… 70 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 67 Rayence, Inc.…………………………………………………… 39 RSTI Exchange……………………………………………… 56 Technical Prospects……………………………………… 20 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 39 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 59

WWW.MEDICALDEALER.COM

ALCO Sales and Service………………………… 62, 79 Ampronix……………………………………………………………6 Bayer Healthcare- MVS………………………………… 56 Bio-Medical Equipment Service Co.…………… 48 Carolina Medical Parts………………………………… 23 Conquest Imaging………………………………………… 13 Dedicated Imaing Solutions……………………… 14 Eastern Diagnostic Imaging……………………… 61 Ed Sloan & Associates………………………………… 57 Elite Biomedical Solutions………………………… 73 Endoscopy Specialists………………………………… 47 Exclusive Medical Solutions, Inc.……………… 62 Global Medical Imaging……………………………… 29 Greenwich Instrument Co., Inc…………………… 17 Injector Support and Service, LLC……………… 79 KEI Medical Imaging Services…………………… 73 MTC/Medical Technologies Co.…………………… 67 Multi Diagnostic Imaging Solutions…………BC MW Imaging Inc.………………………………………………2 Pacific Medical…………………………………………………5 Radon Medical LLC……………………………………… 67 Rieter Medical Services……………………………… 74 USOC Medical………………………………………………… 21 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 59 AllParts Medical, LLC…………………………………… 67 ALCO Sales and Service………………………… 62, 79 BETA Biomed Services, Inc.………………………… 47 Bulb Direct Holding, LLC……………………………… 73 Dedicated Imaing Solutions……………………… 14 Carolina Medical Parts………………………………… 23 Classic Diagnostic Imaging………………………… 48 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 47 Doctors Depot……………………………………………… 10 Dunlee…………………………………………………………………9 Ed Sloan & Associates………………………………… 57 Elite Biomedical Solutions………………………… 73 First Call Parts………………………………………… 18-19 Global Medical Imaging……………………………… 29 Government Liquidation………………………………7 KEI Medical Imaging Services…………………… 73 MTC/Medical Technologies Co.…………………… 67 Multi Diagnostic Imaging Solutions…………BC PartsSource…………………………………………………… 82 Radon Medical LLC……………………………………… 67 Rieter Medical Services……………………………… 74 Technical Prospects……………………………………… 20 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 39 RESPIRTORY ENMET, LLC……………………………………………… 71, 79 STERILIZERS ENMET, LLC……………………………………………… 71, 79 Government Liquidation………………………………7 SURGICAL Bulb Direct Holding, LLC……………………………… 73 Capital Medical Resources, LLC………………… 79 Cool Pair Plus………………………………………………… 62 Eastern Diagnostic Imaging……………………… 61 Endoscopy Specialists………………………………… 47

Integrated Medical Systems……………………… 40 S.H. Medical Corporation…………………………… 46 SURPLUS MEDICAL Government Liquidation………………………………7 TUBES/BULBS AllParts Medical, LLC…………………………………… 67 Bulb Direct Holding, LLC……………………………… 73 Dunlee…………………………………………………………………9 Government Liquidation………………………………7 Technical Prospects……………………………………… 20 ULTRASOUND Advanced Ultrasound Elec./AUE………………… 59 Bayer Healthcare- MVS………………………………… 56 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 47 Endoscopy Specialists………………………………… 47 Exclusive Medical Solutions, Inc.……………… 62 InterMed Group…………………………………………… 66 Retrieve Medical Equipment……………………… 70 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 59 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 29 InterMed Group…………………………………………… 66 MW Imaging Inc.………………………………………………2 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 59 Conquest Imaging………………………………………… 13 VENTILATORS Government Liquidation………………………………7 VIDEO Endoscopy Specialists………………………………… 47 Multi Diagnostic Imaging Solutions…………BC X-RAY Bayer Healthcare- MVS………………………………… 56 Blue Ox Medical Technologies…………………… 72 Classic Diagnostic Imaging………………………… 48 Diagnostic Solutions…………………………………… 47 Eastern Diagnostic Imaging……………………… 61 Exclusive Medical Solutions, Inc.……………… 62 Government Liquidation………………………………7 KenQuest Medical, Inc.………………………………… 32 Ray Pac………………………………………………………… IBC Rayence, Inc.…………………………………………………… 39 Retrieve Medical Equipment……………………… 70 Tri-Imaging……………………………………………………… 38 X-Ray Parts, Inc……………………………………………… 39 X-RAY PARTS Technical Prospects……………………………………… 20 Greenwich Instrument Co., Inc…………………… 17 X-Ray Parts, Inc……………………………………………… 39

MEDICALDEALER 81

12 of the Top 15 U.S. Hospitals Rely on PartsSource. (And another 3,000 hospitals are pretty fond of us, too.)

From many of the very largest healthcare systems to smaller rural providers, over 7,000 total clinical sites rely on PartsSource for medical replacement products and technology solutions.

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82 MEDICALDEALER | OCTOBER 2016

Source: U.S. News & World Report. MEDICAL EQUIPMENT, PARTS & SERVICE

Portables and C-Arms in stock at Ray-Pac. ORIII and ORIIIB

AMX 4

AMX 4+

Shimadzu Portables Ray-Pac Product Number

Focal Spot

Target Angle Heat Unit

Shimadzu Portable (KL-70) 0.7U163CS-36

0.7

14.5°

300 kHU

Shimadzu Portable (KL-70) 0.7/1.3U163C-36

0.7/1.3

14.5°

300 kHU

ORIII (RAD-99)

.3/.6

10°

300 kHU

ORIIIB (RAD-99B)

.3/.6

10°

300 kHU

AMX 4 (RAD-10)

.75/1.25

16°

300 kHU

AMX 4+ (RAD-11)

14°

196 kHU

(Single Focus) (Dual Focus)

Ray-Pac is committed to keeping up with the ever-changing technology in quality X-ray tube replacements.

Ray-Pac®

Call 843.767.8090 for the Dealer Nearest You. RAY-PAC

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7290 Pepperdam Ave., N. Charleston, SC 29418 - USA

Inventory

*All trademarked names and terms are property of the respective manufacturer.

Prevent Damage to Your Wireless DR Panels. Protect your investment with our custom storage bin with its form fitted panel slots.

Drawer slides out to reveal large internal storage compartment.

The XDR Hybrid DR Storage Bin puts everything you need within arm’s reach. The XDR Hybrid DR Storage Bin Offers: Seamless integration with GE AMX4+ Mobile X-ray Large internal storage to hold your latex gloves, disinfectant and accessories Form fitted slots for two DR panels (1) 14”x17” and (1) 10”x12”

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