Medical Dealer - November 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

NOVEMBER 2016 | WWW.MEDICALDEALER.COM

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GUIDE TO RSNA 2016 HN

MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269

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Experts in Siemens Medical Imaging

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Calculating the ROI of Hybrid ORs

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“ If you’re moving procedures from one room to

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to determine an ROI valuation.”

aspects, from quality, inventory and shipping to sales process and accounting.”

48

56

CONTENTS_Features 48 WHAT’S THE ROI? CALCULATING THE ROI OF HYBRID ORs

How does a facility balance the cutting-edge promise of a hybrid OR with the financial realities of building one? We look at the challenge of installing the correct system for your facility without breaking the budget.

56 TECHNICAL PROSPECTS

After very humble beginnings, Technical Prospects has positioned itself as an expert in Siemens Medical Imaging equipment replacement parts, engineer training and technical support.

Medical Dealer (Vol. 19, Issue #11) November 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

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MEDICALDEALER 11

INDUSTRY UPDATE 15 News & Notes 20 Block Imaging 22 People on the Move MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Account Executives

25 OEM Updates

MARKET ANALYSIS Imaging: Digital Radiography 31 Market Analysis 32 Product Showroom 37 Preferred Vendors Med/Surg: Laboratory Equipment 41 Market Analysis 42 Product Showroom 46 Preferred Vendors

SLICE OF LIFE

Jayme McKelvey Chandin Kinkade Warren Kaufman

62 The Other Side

Contributors

68 Pay It Forward

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

Circulation

Lisa Cover Laura Mullen

64 Dan Bobinski 70 Off the Clock 87 Marketplace 88 Categorical Index

GUIDE TO RSNA 2016 P. 79

90 Alphabetical Index

Web Department Taylor Martin Adam Pickney Cindy Galindo

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INDUSTRY UPDATE_News and Notes

OEMS, THIRD-PARTY AGREEMENTS PROPEL REFURBISHED MEDICAL EQUIPMENT MARKET The report “Refurbished Medical Equipment Market - Global Forecast to 2021” by marketsandmarkets.com forecasts continued growth.

The refurbished medical equipment market is expected to reach $11.91 billion by 2021 an increase from $6.55 billion in 2016.

Increasing privatization in the health care sector, poor reimbursement scenario for various medical treatments, large patient population base, and presence of a large number of hospitals/clinics with budget constraints in developing countries are the major factors driving the growth of this market.

Growing initiatives undertaken by leading market players (such as GE Healthcare, Philips Healthcare, and Siemens Healthineers) to establish refurbishment facilities in mature and developing markets are further adding to the growth prospects of the refurbished medical equipment market.

Emerging markets, including India, offer high growth potential for companies engaged in the development and distribution of refurbished medical devices.

Growing initiatives by market players, increasing patient population base, and rising number of partnerships and agreements among OEMs and third-party refurbishers are the key factors propelling the growth of the refurbished medical equipment market in emerging markets. • WWW.MEDICALDEALER.COM

Staff Reports

NEW PRODUCT PROTECTS RADIOGRAPHIC WALL BUCKY FACEPLATE In the radiographic field, ongoing pressures to maintain quality while serving more people puts demands on every budget. Many hospitals and clinics are deeply focused on large expenditures in technology, while working on increasing patient satisfaction and healthy outcomes. Simple devices are often overlooked, but now is the time to consider accessories that could reap benefits beyond their cost.

One new product the budget-conscious radiology department may consider comes from Clear Image Devices LLC. The company will be presenting a new product at the 2016 Radiological Society of North America Annual Meeting in Chicago. The newest product is designed to avoid wall bucky faceplate damage, which can be incurred during positioning, exam room cleaning, or other activities. This product is the Bucky Protector, an easy to attach, easy to remove, easy to clean, shield against wall bucky faceplate damage.

The Bucky Protector can extend the life of a bucky faceplate and prevent imaging delays or costly repairs. The new product will be on display at the RSNA 2016 Annual Meeting, Booth 6711. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

MR SOLUTIONS ACCELERATES SALES OF CRYOGEN-FREE SCANNERS MR Solutions continues to grow sales of its cryogen free, pre-clinical range of scanners including its PET-MR and high field MR systems. These include sales of its large bore cryogen free 7T MR systems to the University of Sydney, the Academic Medical Centre (AMC) in Amsterdam, and the USC-Zilkha Neurogenetic Institute in California which incorporate the MR Solutions PET insert for simultaneous imaging. As well as these multi-modality systems, MR has recently delivered regular bore 7T MRI systems to research centers in Russia and China.

MR Solutions displayed its latest combined PET-MRI multi-modality imaging systems for preclinical research at the ninth annual 2016 World Molecular Imaging Congress (WMIC) in New York. MR Solutions is the only manufacturer to offer a complete range of cryogen-free MRI systems (3T, 4.7T, 7T and 9.4T) and offer simultaneous or sequential PET and SPECT in combination with these scanners. •

SIEMENS HEALTHINEERS DEBUT HARDWARE At the 2016 Annual Meeting of The new SOMATOM Confithe American Society for Radiadence RT Pro dedicated CT system tion Oncology (ASTRO), Siemens is designed to deliver images that Healthineers debuted hardware serve the needs of radiation oncoland software offerings for radiogists and physicists. The system ation therapy (RT). The new is intended to reduce unnecessary SOMATOM Confidence RT Pro workflow steps and features techdedicated CT scanner is designed nology created to advance quality to reduce unnecessary workflow care while enabling personalized steps and features technology that scans. SOMATOM Confidence is intended to advance quality care RT Pro is the first CT system that while enabling personalized scans. provides relative electron denBolstering the new SOMATOM sity images with a “single-energy” Confidence RT Pro is the new ver- scan, thanks to the optional new sion of the company’s optional DirectDensity algorithm. Directsoftware syngo.via RT Image Density images unlock a wider Suite, which is designed to help range of tube voltages while supradiation oncology professionals porting better image quality and increase efficiency with integrated yielding equivalent tissue characimage assessment, contouring and terization compared to standard patient marking in one solution. practice. These images can be used 16 MEDICALDEALER | NOVEMBER 2016

for dose calculation, thereby helping to simplify the current practice.

And thanks to metal artifact reduction with iMAR1, adaptable kV settings with DirectDensity, and an all-new detector, the SOMATOM Confidence RT Pro is designed to generate personalized images for all RT patients. These images are intended to enable optimal precision along the entire RT chain for both confident contouring and dose calculation.

Complementing the SOMATOM Confidence RT Pro, syngo. via RT Image Suite is designed to deliver a fast, seamless, and less error-prone workflow for patient marking with its Direct Laser Steering and Virtual Laser View features.• MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

BAYER MVS OFFERS NEW SERVICE Bayer MVS now offers full repair capabilities on the 6T and 6Tc family of ultrasound transducers. According to an email, this means that transducers that have been deemed unrepairable may now be able to be recovered. This service from Bayer MVS provides health care professionals with a cost-efficient repair option, eliminating the need for a full market-priced exchange or replacement.

The Bayer MVS business formed as an extension of the Medrad MRI coil manufacturing business to repair multi vendor coils in 1996.

Although Medrad (a part of Bayer) discontinued coil manufacturing in 2010, MVS continued to grow. The MVS third-party service business expanded by adding ultrasound transducer repair in 2001 and CR system and dry film printer service in 2006. MVS continued to evolve by expanding into product distribution and manufacturing. The DR product line was added to the MVS portfolio in 2014 and the MRI accessories product line was added in 2015.

MVS operates three depot repair centers located in Pittsburgh, Pennsylvania, (MRI coil, ultrasound transducer), Tulsa, Oklahoma, (ultrasound transducer) and Maastricht, the Netherlands (ultrasound transducer). Each depot maintains an ISO 13485 certification. •

VARIAN UNVEILS SOFTWARE PLATFORM FOR COORDINATING CANCER CARE Varian Medical Systems has “Until today, cancer care teams announced the 360 Oncology care were challenged in trying to pull management platform, the first together all the relevant health software system designed to inteinformation across disparate sysgrate and coordinate key elements tems and specialists to make the of cancer care so patients and best decisions regarding care,” their cancer teams can collaborate said Kolleen Kennedy, president decision making that also engages on achieving the best outcomes. of Varian’s Oncology Systems the patient in determining the best 360 Oncology brings together in business. “With 360 Oncology, care plan.” a single platform, radiation, medVarian is leveraging its expertise 360 Oncology offers several key ical and surgical oncology, social to deliver a solution that supports features to present a dashboard services, primary care physicians, the unique interoperability needs view of clinical and operational as well as the patient, to facilitate and workflows of cancer treatment data to simplify care coordination, true collaborative and coordincenters and oncology practices, increase patient engagement and ated care. and allows efficient data driven enable more informed decisions. • WWW.MEDICALDEALER.COM

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

PHILIPS UNVEILS RADIATION ONCOLOGY IMAGING AND TREATMENT PLANNING INNOVATIONS Royal Philips has announced its latest integrated imaging and treatment planning solutions for radiation oncology that will be featured at the American Society for Therapeutic Radiology and Oncology’s (ASTRO) 58th Annual Meeting in Boston. Designed to fit the unique needs of radiation oncology clinicians and patients, these solutions have been developed to put more control in the hands of the clinician, with the intent to improve workflow and operational efficiencies, drive procedure accuracy and ultimately improve care.

“As radiotherapy continues to evolve, our focus needs to remain on quality and timeliness, which can be eroded by the standard work process,” said Rob Cascella, CEO, Diagnosis and Treatment, Philips.

“To address these issues, Philips’ radiation oncology solutions use intelligent automation to simplify workflow and enhance consistency from imaging through treatment planning so clinicians can be confident in consistently delivering the best possible care with a patient-centric approach.”

The Philips booth at ASTRO 2016 showcased the company’s advanced solutions enhancing its integrated radiation oncology approach with a full suite to help clinicians deliver quality cancer care to improve both the patient and staff experience. • 18 MEDICALDEALER | NOVEMBER 2016

Staff Reports

MR SOLUTIONS ACCELERATES SALES OF CRYOGEN-FREE SCANNERS MR Solutions continues to grow sales of its cryogen free, pre-clinical range of scanners including its PET-MR and high field MR systems. These include sales of its large bore cryogen free 7T MR systems to the University of Sydney, the Academic Medical Centre (AMC) in Amsterdam, and the USC-Zilkha Neurogenetic Institute in California which incorporate the MR Solutions PET insert for simultaneous imaging. As well as these multi-modality systems, MR has recently delivered regular bore 7T MRI systems to research centers in Russia and China.

MR Solutions displayed its latest combined PET-MRI multi-modality imaging systems for preclinical research at the ninth annual 2016 World Molecular Imaging Congress (WMIC) in New York. MR Solutions is the only manufacturer to offer a complete range of cryogen-free MRI systems (3T, 4.7T, 7T and 9.4T) and offer simultaneous or sequential PET and SPECT in combination with these scanners. • MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_Block Imaging

By John Maher

WHAT UPCOMING CMS CUTS MEAN

FOR CR IMAGE PROCESSING

M

any of our readers, friends, and contacts across the imaging field have heard about the CMS reimbursement cuts to film processing that will come into effect in 2017. As a result, we’ve been flooded with requests from people looking to update their equipment stables ahead of the cuts. Many of them are sensing an even deeper turn in the direction of digital imaging and are inquiring after the ongoing viability of CR processing as a solution.

What many people haven’t heard is that the same legislation cutting reimbursements to film (The Consolidated Appropriations Act) will also cut reimbursements to CR processing in 2018 and again in 2023. In light of this additional wave of cuts, we want to share with you exactly what the law says will happen to CR reimbursements as well as how you can calculate your facility’s position and form an upgrade plan.

What the Law Says Section 502 of The Consolidated Appropriations Act initiates the reduction of reimbursement of CR. The condensed version of this pas20 MEDICALDEALER | NOVEMBER 2016

John Maher

sage, without all the parenthetical statements, says this: “In the case of an imaging service ... that is an X-ray taken using computed radiography technology... during 2018, 2019, 2020, 2021, or 2022, the payment amount for the technical component of such service ... shall be reduced by 7 percent; and ... during 2023 or a subsequent year, the payment amount ... shall be reduced by 10 percent.”

Based on what we’re seeing here, it looks like 2018 will kick off a war of attrition between CMS and CR, one which CR is all but guaranteed to lose.

How to Calculate Your Response If you’re currently processing on film, your best response to The

Consolidated Appropriations Act, is to update with fully digital equipment as soon as possible and skip over CR processing entirely.

If you already have a CR system, these two steps will help you figure out if you should take action in the very near future to upgrade to a DR solution or if you can defer the investment for a few more years.

1. Evaluate your current cost of ownership with these considerations: • D o you still owe on your CR reader? What are your remaining lease payments?

• How much did you spend on maintenance last year?

• W hat condition are your cassettes in? Any that are damaged will cost $1,500 each to replace.

12 more payments + annual maintenance + ($1,500 x number of damaged cassettes) The equation above will give you a rough estimate of what you can expect to spend on your CR reader in the next year. Next, we’ll see how that cost lines up with the revenue you can expect it to generate.

2. Evaluate your X-ray revenue stream: • W hat are the 5-10 exam types you process via CR most often?

MEDICAL EQUIPMENT, PARTS & SERVICE

_Block

fully Warranted remanufactured • W hat is your average monthly volume for these exams?

• W hat has been your average reimbursement for these exams in the last six months?

(Exam volume x average reimbursement) x 12 Repeat this equation for each of your most common exams, then add the totals for a rough estimate of the revenue your CR reader will generate in 2017. Now, subtract seven percent from that total for an estimate of how the reimbursement changes will affect your revenue in 2018.

Your Options Once you have an idea of the cost of ownership and revenue stream of your CR reader, your choices will be to act now or ride out the system and defer an upgrade.

Act Now If your cost of ownership is low and your revenue stream is relatively high, consider acting now on a DR panel upgrade. The high revenue will allow for a quicker pay-off of the new capital equipment purchase and the ongoing cost of ownership will drop significantly due to the elimination of cassettes and the minimal maintenance that panels require. Your new DR panel will also come with a manufacturer’s warranty. On top of that, the price of drop protection for wireless and tethered panels has been declining over the past few years.

You should also consider the final disposition of your CR. Trade-in value on CR readers will WWW.MEDICALDEALER.COM

drop as 2018 approaches. Falling domestic demand for CR readers will impact the price on the secondary market. Without an international outlet for sales it may be difficult for you to find a buyer for your used CR.

GE AMX-4+

Ride It Out If your cost of ownership and your revenue stream are both low, you may consider riding out your current CR until it “dies of natural causes.” At low patient volumes, a seven percent reduction in revenue may not justify the cost of upgrading. Additionally, DR panel prices have fallen over the last few years and riding out your CR may result in slightly lower DR prices when you are eventually ready to upgrade.

The Takeaway The Consolidated Appropriations Act is certainly putting on the pressure to take the U.S. X-ray equipment base digital sooner rather than later but, before you make a call on your upgrade strategy, be sure you’re calculating all the costs – not just the sticker price on a DR panel.

In any case, whether you act now or ride it out with your current CR, the DR panel market will be ready to offer you all the benefits of digital imaging at prices far more manageable than replacing your entire X-ray room with a factory-born digital system.

JOHN MAHER is the product specialist for X-ray equipment at Block Imaging.

Our processes have been perfected over a 25 year history of remanufacturing GE AMX portables. You won’t believe the difference from our competitors, and you won’t see the difference from new. We stand behind every product that leaves our facility. Every remanufactured system is sold with a full warranty and life time technical support.

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MEDICALDEALER 21

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field Leif Murphy has been named the President and CEO of the Knoxville, Tennessee-based TeamHealth Holdings, succeeding retiring President-CEO Michael D. Snow.

Murphy was most recently the Executive Vice President of LifePoint Health, and has been the CEO of DSI Renal Inc. •

Arvind Subramanian has been named CEO and Board Member of HealthMyne of Madison, Wisconsin.

Subramanian joins the company from Wolters Kluwer Health, where he spent 10 years as the President and CEO of its Clinical Solutions business.

He has worked in executive positions at GE and at a pair of venture capitalbacked tech start-ups, including ProVation Medical.•

Fred Lee Jr., M.D., has joined the Board of Directors at HistoSonics of Ann Arbor, Michigan. Lee is a Founder and Board member of NeuWave Medical, and is a professor of radiology, biomedical engineering, and urology at the University of Wisconsin in Madison as well being the university’s Robert Turrell Professor of Medical Imaging and Chief of Abdominal Intervention. He is an expert in tumor ablation. •

22 MEDICALDEALER | NOVEMBER 2016

Jason M. Hannon has been appointed President and COO of the San Diego, California-based NuVasive, succeeding Patrick S. Miles, who has been named ViceChairman of the company’s Board of Directors. Hannon has spent 11 years with the company, having led its strategy, corporate development, legal, and regulatory businesses in that time. Prior to his promotion, Hannon has been the executive vice-president of the NuVasive International business. Miles will help assist the company in its strategic plans for spine surgery research and development. •

New Jersey Hospital Association President and

David Grauer is the new Senior Vice President of Health Catalyst of Salt Lake City, Utah. Grauer joins the company from Intermountain Healthcare of Utah, where he spent the last 23 years in executive leadership roles, the last nine of which as the CEO/Administrator of the 502-bed Intermountain Medical Center.

Grauer was formerly the CEO of both the Intermountain Cottonwood Hospital and The Orthopedic Specialty Hospital/TOSH. He has an MBA and a master’s degree in health services administration, both from the University of Michigan •

Reinhard Mayer is the new CFO of Getinge Group, and Magnus Lundbäck returns to the company as its new Executive Vice President of Human Resources & Sustainability.

Mayer most recently was President of the Getinge Supply Chain business and has been CFO of its Medical Systems business from 2002-15; he is replacing the outgoing Pernille Fabricius.

Lundbäck succeeds Andreas Quist, rejoining the company after three years as the Senior Vice President at Gunnebo AB.

CEO Betsy Ryan is stepping down after nine years as head of the Princeton, New Jersey-based organization. Ryan was the first woman to head up the 300-member, 98-year-old trade group, and has served as its general counsel and COO. Ryan’s resignation takes effect in July 2017. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_People on the Move

James McDermid has been named the Chief Human Resources Officer at CryoLife Inc., of Atlanta, Georgia.

McDermid was most recently the Group Vice President of Human Resources for the Cardiac and Vascular Group of Medtronic. •

Sharron Gargosky has been named Chief Clinical and Regulatory Officer of OncoSec Medical Incorporated of San Diego, California. Since February, Gargosky has been OncoSec’s Head of Clinical Development and Operations on a consulting basis. She has previously served as the Chief Technical and Operations Officer at Prima Biomed Ltd. •

Dr. Richard Guyer has joined the scientific advisory board of the St. Paul, Minnesota-based St. Theresa Medical.

Guyer is a board-certified orthopedic spine surgeon, and president and co-founder of the Texas Back Institute.

He presently chairs the Texas Back Institute Research Foundation board of directors, and has directed the Spine Surgery Fellowship program since 1986. Guyer is widely published, holds multiple patents in spine surgery, and has pioneered minimally invasive surgery techniques in lumbar and cervical disc replacement. •

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FOR MORE PEOPLE ON THE MOVE NEWS or to submit your own news, visit medicaldealer.com/category/ people-on-the-move/.

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Even more resourceful for you

Reimagine what’s possible With expanded services, support, and training we’re able to be an even more valuable resource for you. To make your job easier, we now cover more types of manufacturers and more types of imaging systems. Because we’re part of Philips, we can do more than ever to help you and the people who rely on you. Count on us to enhance the great experience you’ve come to expect over the past 10 years.

Contact us for sales and support: apmsales@philips.com or 866-507-4793 (24x7)

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INDUSTRY UPDATE_OEM News

Staff Reports

CARESTREAM’S ONSIGHT 3D EXTREMITY SYSTEM RECEIVES FDA 510(K) CLEARANCE The Carestream OnSight 3D Extremity System that uses cone beam CT (CBCT) technology to capture weight-bearing and other types of extremity exams has received FDA 510(k) clearance.

This compact system offers high-quality, lower-dose 3D imaging studies for use by orthopedic and sports medicine practices, hospitals, imaging centers, urgent care facilities and other health care providers.

“Our extremity imaging system can help in treating a host of orthopedic conditions that affect the biomechanical behavior of the joints such as arthritis, meniscus loss, instability and malalignment syndromes,” said Helen Titus, Carestream’s Worldwide Marketing Director for Ultrasound & CT Solutions. “This new system offers less radiation than traditional CT systems while delivering excellent image quality.”

Carestream’s new extremity imaging system enables health care providers to capture high-quality 3D images and conduct a patient consultation in a single visit – which helps improve productivity and convenience for specialists and patients. An additional benefit is the ability for patients to view a 3D image that illustrates their condition or injury to help them understand the reason for a treatment or surgical procedure. •

TOSHIBA’S CONTRAST-ENHANCED ULTRASOUND OFFERS SAFER EXAMS To show the benefits of the recent expensive exams like CT or MRIs,” health care providers the right tools FDA approval of ultrasound consaid Dr. Steven Feinstein, co-president, to assist in the diagnosis of patients as trast for characterizing liver lesions in International Contrast Ultrasound quickly as possible, and our contrast adults and pediatrics, Toshiba AmerSociety. “There are long wait times imaging package expands their diagica Medical Systems Inc.’s Aplio 500 to get a CT or MRI exam, and connostic tool box.”• Platinum ultrasound system, with trast-enhanced ultrasound imaging its comprehensive contrast imaging helps patients get a diagnosis faster, package, was used during a live case often within 24 hours.” following the International Contrast Toshiba’s Aplio 500 Platinum Ultrasound Society (ICUS) Bubble ultrasound system provides powerConference, in Chicago. ful clinical imaging technology for “Toshiba’s Aplio 500 Platinum ultra- advanced visualization, quantification sound offers a comprehensive and and intervention. Both Toshiba’s Aplio integrated technology package that 500 Platinum and Aplio 300 Platinum allows clinicians to make diagnoses offer a comprehensive contrast imagwith confidence,” said Dr. Stephanie ing package that allows clinicians to Wilson, co-president, International assess perfusion dynamics in a wide Contrast Ultrasound Society. “The sys- range of clinical settings. tem offers excellent resolution and “The FDA approval of contrast-enimage quality with a complete suite of hanced ultrasound for liver lesions tools to perform contrast-enhanced in both adults and pediatrics is an ultrasound, spectral and color Doppler important step in improving the clinor elastography. This allows clinicians ical utility of ultrasound, offering less to evaluate the entire patient.” expensive, safer and faster exams with “Contrast-enhanced ultrasound pro- no radiation,” said Satrajit Misra, vice vides clinicians with clearer images so president, Marketing and Strategic they can diagnose accurately, which Development, Toshiba. “We designed reduces the need for additional and Toshiba ultrasound systems to give WWW.MEDICALDEALER.COM

MEDICALDEALER 25

INDUSTRY UPDATE_OEM News

Staff Reports

HEALTH SYSTEM ADOPTS SAMSUNG BODYTOM FOR BRACHYTHERAPY SUITE Samsung has announced that the Willis-Knighcountry’s leading brachytherapy practices, and based on ton Cancer Center in Shreveport, Louisana, added early observations, adding the BodyTom scanner to our BodyTom CT, the world’s first portable, full-body, brachytherapy suite has reduced treatment times by 20 32-slice CT (computed tomography) scanner to its to 30 minutes per patient. Additional benefits include brachytherapy suite. increasing comfort, ease and safety for patients as well Willis-Knighton Cancer Center’s five radiation as enhancing accuracy. We are quite pleased with the oncologists and eight medical physicists are incorporesults we’ve seen to date.”• rating BodyTom into treatment workflow processes that daily serve about 100 patients, including up to six brachytherapy treatments. BodyTom eliminates the need to transfer patients to a CT simulator room, eliminating the challenges associated with moving patients, including risk of displacing brachytherapy applicators and adding time to brachytherapy procedures. The increased efficiency has enabled Willis-Knighton Cancer Center to increase use of its CT simulator room for patients who also require imaging as part of their treatment modality.

“Due to the large size of our brachytherapy practice, our CT simulator was incapable of keeping up with demand,” said Lane R. Rosen, M.D., Willis-Knighton Cancer Center Director of Radiation Oncology. “Efficiency is vital to maintaining our status as one of the

OLYMPUS LAUNCHES VISERA 4K UHD SYSTEM Olympus has announced that big screen surgery with 4K UHD endoscopy is now available for ear, nose and throat (ENT) surgeons through the Olympus VISERA 4K UHD System.

VISERA 4K UHD, the first of many products from the Sony Olympus Medical Solutions (SOMED) joint-venture, is a state-of-the-art big screen surgical system that Olympus unveiled earlier this year to a broad surgical base. The VISERA 4K UHD System delivers four times the resolution of HD with better light and a wider color spectrum to help surgeons operate with increased precision and confidence.

The only fully integrated 4K imaging chain available for health care use, VISERA 4K UHD allows operating room personnel to get closer to the operating field as they view cases live on a 55-inch operative display that magnifies anatomical features to deliver more visual information to the entire surgical team. The VISERA 4K UHD System was created to address unmet needs in surgical imaging by improving the visual elements essential for sinus surgery – light, color and resolution – via an optimized 26 MEDICALDEALER | NOVEMBER 2016

4K imaging chain that works to improve visibility.

Among the procedures identified as potentially benefiting from 4K UHD are skull base procedures (such as those for the removal of cysts or benign or malignant tumors) and functional endoscopic sinus surgery.•

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM News

HITACHI OFFERS ‘A NO-CHARGE UPGRADE TO FULL SCENARIA SE CAPABILITIES’ Hitachi Medical Systems America enhancements that are highlighted value of our customer support by proInc. has announced FDA clearance by a 40 percent increase in both stanviding a no-charge upgrade to full to market two new models within dard Recon Speed (to up to 50 images Scenaria SE capabilities for our entire its Scenaria Platform, the new Sceper second) and MPR Recon Speed installed base of Scenaria 128 cusnaria SE 64 and SE 128. The Scenaria with added automation of frequent tomers, covered by warranty or full SE models feature added work-flowuse operator functions, all combinservice agreements. This upgrade is speed and ease of use capabilities ing to enhance workflow. Scenaria SE in addition to our exceptional comto facilitate the higher daily scanalso includes an upgrade of the stanmitments of unlimited no-charge ning volumes of busy CT facilities. dard patient table weight capacity Applications Training revisits and full Scenaria SE models are Smart-Dose to 550 pounds, for bariatric patient replacement coverage of X-ray tubes (XR-29) compliant, including lower accommodation. without cost proration, under our dose patient safety capabilities.

“With Scenaria SE, Hitachi is warranty,” said Sheldon Schaffer, VP Scenaria SE adds platform demonstrating again the unmatched & General Manager MR/CT.•

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WIDTH 7”

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EQUIPMENT M.I.T. has been providing top quality products and service for over 28 years. We sell and service diagnostic imaging equipment and provide a full line of services that can be individually tailored to meet each of our customers’ needs. Rely on us for de-installs/reinstalls, transportation, storage and construction.

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MEDICAL EQUIPMENT, PARTS & SERVICE

BRING DIAGNOSTIC SERVICES IN-HOUSE

without the capital risks.

DIAGNOSTIC IMAGING

LAB SERVICES

Blue Ox Medical Technologies has a diverse set of products and services that add value in today’s capital constrained environment. Our product line includes almost any multi-modality product or lab service used in private practices today, along with the software platforms to bill for your ancillary services. For practices who are not ready to take on the capital, we provide managed services with a minimal cost of service.

LEARN MORE about our cost effective and diverse set of products and solutions. Contact the Blue Ox team today!

704 350 5768

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DIAGNOSTIC IMAGING & HARDWARE MRI, CT, CR, DR, Portable X-ray, Cath Labs, Angio Suites, C-arms, Mammography, Bone Densitometry, Stress Systems, Patient Monitoring, EKG Systems LAB SERVICES Toxicology, Pharmacogenetics, Allergy Testing PHYSICIAN DISPENSING Software Solutions, Clinical Applications, Seamless Integration

DEFY CONVENTION.

Upgrade with confidence from a leader in healthcare technology.

The high quality, easy to use upgrade — from Bayer Multi Vendor Service.

Now you can afford to upgrade your suite to digital, with the Acuity DR™ 14x17 Wireless detector. This cassette-sized detector features cutting-edge DR wireless technology to easily transform a conventional x-ray room into an efficient, digital radiography suite.

Upgrade in a few short hours— and get fast high-resolution digital images. And, because the Acuity DR™ 14x17 is lightweight and wireless, you can capture images easily and efficiently, taking advantage of its design to increase patient throughput.

To learn more about this amazing detector, simply contact your Bayer Multi Vendor Service Representative.

Bayer, and the Bayer Cross are trademarks of the Bayer group of companies.

Acuity HD™ is a trademark of RadmediX and is used with permission.

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DR SYSTEM SALES AND SERVICE

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PRODUCT SHOWROOM_Digital Radiography_Market Analysis

Staff Reports

FACTORS SPARK DR MARKET GROWTH

D

igital radiography is described as a form of X-ray imaging, where digital X-ray sensors are used instead of traditional film.

Some advantages of DR include time efficiency and the capability of digital transfer. Another plus, is the use of less radiation to produce quality images.

The DR market is expected to see continued growth because of its advantages over using film, but also because of a reduction in reimbursements for traditional X-rays.

According to CMS, reimbursements for film X-rays will be cut by 20 percent in the coming year. Also, the reimbursement for computed radiography (CR) will decrease by 7 percent starting in 2018.

According to a February 2016 market research report published by MarketsandMarkets, the global digital X-ray market is expected to reach $10.46 billion by 2020.

Technavio, a technology research and advisory company, recently reported on the global digital X-ray systems market and trends expected to impact the market through 2020.

“The global digital X-ray systems market is expected to grow at a CAGR of more than 13 percent during the forecast period,” Barath Palada, a lead analyst from Technavio, says.

“This is owing to various factors such as increasing incidence of diseases along with the advantages of digital X-ray systems. Digital X-ray systems offer benefits such as improved image WWW.MEDICALDEALER.COM

quality, less processing speed, and reduced radiation dosage all of which help drive the growth of the market.”

The top three emerging trends driving the global digital X-ray systems market, according to Technavio healthcare and life sciences research analysts are a reduction in reimbursements for film-based X-rays and CR, new product launches coupled with technological advances, and the emergence of portable digital X-ray systems.

The market has witnessed a reduction in reimbursements for film-based X-rays and computed radiography (CR), which will fuel the market for digital X-ray systems. This is a clear indication to incentivize the transition from traditional X-ray imaging to digital X-ray systems. With such acts in the market, the vendors are seeking to adopt digital X-ray systems to gain cost advantages.

The new products featuring advanced technologies will substantially drive the market. The advances in technology of radiographic systems used in routine examinations (chest, neck/spine, and limbs), specialty services (dental and mammography), and emergency services (ICU, neonatal ICU, and hospital wards) have resulted in the development of new radiation sources and technologies by using neutrons and X-rays. The advance to digital X-rays has led to the development of many applications and radiation-based imaging techniques. The introduction of flat panel CR in X-ray machines has increased their efficiency and imaging quality.

Digital imaging has revolutionized the imaging industry by replacing con-

According to a February 2016 market research report published by MarketsandMarkets, the global digital X-ray market is expected to reach $10.46 billion by 2020. ventional film-based radiography that uses X-rays/neutrons. Images can be stored in electronic format, which can then be enhanced to achieve optimum results. In addition, reducing the radiation dose and using high-sensitivity plates enhances the sharpness and resolution of the images.

The vendors in the market are launching new software that is compatible with the existing digital X-ray systems. Such new product launches enable vendors to generate substantial revenue and thereby boost market growth.

The market is witnessing a growing use of portable digital X-ray systems owing to its advantages such as low weight, easy mobility, and easy operability. The portable X-ray systems circumvent the need of a technician to develop the X-ray, or physically transport it from one location to another.

MEDICALDEALER 31

PRODUCT FOCUS_Digital Radiography_Product Showroom

Staff Reports

NOVEMBER PRODUCTS: This month, Medical Dealer explores Digital Radiography

VARIAN MEDICAL SYSTEMS Nexus DR Digital X-Ray Imaging System

T

he Nexus DR is a high-resolution imaging system for X-ray imaging using a digital X-ray detector. The Nexus DR is designed to replace conventional film techniques, or existing digital systems, in multipurpose or dedicated applications.

The system is a single common imaging platform intended for general radiographic procedures (excluding fluoroscopy, angiography, and mammography). The major components of the Nexus DR include an image detector, a computer, a high-resolution monitor, and Varian’s proprietary image processing software. Each system can be set up to process data from multiple detectors. Nexus DR builds on Varian’s current line of digital imaging software and workstation products, designed for installation into new or existing radiographic rooms or for use in mobile X-ray systems. • 32 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Digital Radiography_Product Showroom

GE HEALTHCARE Discovery XR656 Plus

D

iscovery XR656 Plus, a premium digital radiographic system, helps increase clinical confidence and is equipped with advanced applications such as VolumeRAD and Dual Energy. A fully automated overhead tube positioning and tracking system speeds up workflow over traditional manual tracking. Automated image pasting software available at the wallstand or table offers additional productivity. A new bariatric table capable of handling patients up to 705 pounds moves in multiple directions for great flexibility in imaging patients. At the heart of the Discovery XR656 Plus is FlashPad, GE’s wireless, digital detector. FlashPad is unique in that it can be shared with other compatible GE digital radiographic products.

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MEDICALDEALER 33

PRODUCT FOCUS_Digital Radiography_Product Showroom

Staff Reports

SIEMENS Multitom Rax Robotic X-ray System

S

iemens Healthcare’s Multitom Rax (Robotic Advanced X-ray) is a universal diagnostic imaging system that enables a wide range of examinations in multiple clinical areas – from emergency medicine and interventional to pain management and orthopedics, and from conventional 2D radiography to fluoroscopy examinations and angiography applications – all in one room using one X-ray system. The world’s first Twin Robotic X-ray system, the Multitom Rax boasts a unique design that enables, for the first time, the acquisition of 3D natural weight-bearing images. •

34 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Digital Radiography_Product Showroom

TOSHIBA RADREX-i Wireless

T

oshiba’s RADREX-i Wireless digital radiographic (DR) X-ray system offers clinicians more flexibility while improving patient safety and workflow. The RADREX-i Wireless features a lightweight, cableless, 14” x 17” panel that is easy to use and maneuver, enabling high-quality imaging and exam efficiency. The system’s RexSpeed technology and RexView with image preview automate exams, allowing technologists to make point-of-care decisions, while its RexProtect dose savings technology makes exams safer for patients without sacrificing image quality. The RADREX-i wireless system provides versatile imaging with high throughput capabilities, which makes it ideal for urgent care situations.

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MEDICALDEALER 35

PRODUCT FOCUS_Digital Radiography_Product Showroom

Staff Reports

VIRTUAL IMAGING DR Tablet Solution

V

irtual Imaging, a Canon company, has a new DR Tablet Solution that will consist of a tablet* and choice of a wireless CXDI Digital Radiography (DR) System, which includes CXDI Control Software NE. The CXDI Control Software NE features an auto-detection mode that allows the CXDI detector to automatically detect X-rays for exposure without the use of a typical X-ray generator interface and cables.• *Will be manufactured by a third party.

36 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Digital Radiography_Product Showroom

PREFERRED VENDORS

DIGITAL RADIOGRAPHY

Bayer HealthCare Multi SEE OUR AD ON Vendor Service PAGE 30 625 Alpha Drive Pittsburgh, PA 15238 Toll-Free: 1-844-MVS-5100 Email: mvscustomercare@bayer.com Website: www.mvs.bayer.com Bayer HealthCare Multi Vendor Service is your trusted provider for MRI coil, ultrasound transducer, CR reader and dry film printer repair. With exceptional repair capabilities, quality solutions and dedicated customer care, we provide excellent value in third-party service.

Classic Diagnostic Imaging, LLC 1333 Highland Road, Ste. F Macedonia, OH 44056 Toll-Free: 866-818-9729 Phone: 330-425-4400 Fax: 330-425-4525 Email: sales@classic-imaging.com Website: www.classic-imaging.com

SEE OUR AD ON PAGE 38

Classic Diagnostic Imaging is a world leader in medical device refurbishment and repair. Classic offers an extensive inventory of quality tested and refurbished parts and equipment. From free tech support to rapid-fire response, Classic simply redefines medical service for all imaging modalities and manufacturers.

Blue Ox Medical Technologies 11016 Rushmore Dr #160 Charlotte NC 28277 Phone: 704-350-5768 Fax: 509-275-9442 Email: info@blueox1.com Website: www.blueox1.com

SEE OUR AD ON PAGE 29

Blue Ox has a diverse set of products and services that add value in today’s capital constrained environment. Our product line includes almost any multi-modality product or lab service used in private practices today, along with the software platforms to bill for your ancillary services. For practices who are not ready to take on the capital, we provide managed services with a minimal cost of service.

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KenQuest 6340 S. Sandhill Rd Las Vegas NV, 89120 Phone: 702-384-0085 fax: 702-384-0089 Website: www.kenquestmedical.com

SEE OUR AD ON PAGE 19

KenQuest Medical is a leading provider of new & refurbished C-Arms, C-arm tables, and portable x-ray systems for hospitals and surgical centers in the United States. In addition, KenQuest offers a variety of service and repair programs for C-Arm Fluoroscopic Machines. Kenquest is also the largest provider of C-arm parts and disposables.

MEDICALDEALER 37

PRODUCT FOCUS_Laboratory Equipment _Preferred Vendors

Staff Reports TECHNICAL

PROSPECTS

Experts in Siemens Medical Imaging

Multi Diagnostic Imaging 990 E. Cedar Street Ontario, Calif. 91761- USA Toll-Free: 800-400-4549 Phone: 909-591-6444 Fax: 909-591-5293 Email: sales@multiimager.com Website: www.multiimager.com

SEE OUR AD ON PAGE BC

Multi, Inc. is a premier global provider of diagnostic imaging and surgical solutions. Specializing in Radiology, Surgical, Chiropractic, Orthopedic, podiatry and Mammography. Multi is able to meet the imaging needs of the smallest private and specialty practices to the largest in enterprise hospital facilities.

Multi, Inc. High quality Solutions for a higher quality of Care.

SEE OUR AD ON PAGE 39

Rayence Co. Ltd 2200 Fletcher Ave Ste 705B Fort Lee, NJ 07024 Phone: 82-31-8015-6245 Website: www.rayence.com/en/

Rayence Co Ltd., headquartered in South Korea, is a global leading manufacturer and a premier supplier of flat panel detectors (FPD) for digital radiography imaging systems. We provide a complete line of high quality a-Si TFT and CMOS X-ray detectors in a variety of sizes that are specifically designed to deliver a customized solution for diagnostic medical, dental, veterinary, and non-destructive testing applications.

At Rayence, we continually redefine our development and manufacturing process to assure that our digital imaging solutions provide images that exceed the expectations of our customers and generate a low cost of ownership to the various markets we serve.

Technical Prospects, LLC SEE OUR 1000 South County Road CB AD ON PAGE 56-59 Appleton, WI 54914 Toll-Free: 877-604-6583 Phone: 920-757-6583 Fax: 920-757-6591 Email: sales@technicalprospects.com Website: www.technicalprospects.com Technical Prospects is your only alternative to new, pre-owned and refurbished Siemens medical imaging parts.

Also offering engineer training on your siemens medical imaging equipment, and technical support on your parts purchases, technical prospects is your partner at every stage. No matter your need, we are here to help you help the patient.

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Let us purchase the equipment you no longer use and help you upgrade to the equipment you want. Each of our Certified Pre-Owned devices has undergone a multi-point functionality inspection, ensuring that each one performs like new. These devices also come with a one-year repair warranty. Customized acquisition options are also available.

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PRODUCT SHOWROOM_Laboratory Equipment_Market Analysis

Staff Reports

LABORATORY EQUIPMENT MARKET ON THE RISE

L

aboratory equipment plays an important role in health care. These devices are used to provide accurate diagnoses and assist with a variety of treatment options.

ing focus of companies on clinical research are factors that are expected to drive the growth of the laboratory centrifuges market, according to the report.

The laboratory A recent BCC Research report states that the global market for general labware was valued at nearly $4.9 billion in 2014. This market was expected to reach $5.4 billion in 2015 and $9.4 billion by 2020, with a compound annual growth rate (CAGR) of 11.7 percent from 2015 to 2020. The North American market for general labware is expected to increase from $1.8 billion in 2015 to $3 billion by 2020, with a CAGR of 10.4 percent from 2015 to 2020, according to BBC Research.

MarketsandMarkets, a market research firm, recently released the report “Laboratory Centrifuge Market by Product (Equipment (Microcentrifuge/Ultracentrifuge), Accessories), Rotor Design, Intended Use, Application (Diagnostic/Microbiology/Proteomics/Genomics), End User (Hospital/Biotech/Pharmaceutical) - Global Forecast to 2020.” The laboratory centrifuge market is expected to reach $1.74 billion by 2020 from $1.53 billion in 2015, growing at a CAGR of 2.5 percent from 2015 to 2020, according to MarketsandMarkets.

Increasing prevalence and incidence of diseases and growWWW.MEDICALDEALER.COM

centrifuge market is expected to reach $1.74 billion by 2020 from $1.53 billion in 2015.

Some of the prominent players in the laboratory centrifuge market include Thermo Fisher Scientific Inc., Beckman Coulter Inc., Eppendorf AG, Kubota Corp., and Sigma Laborzentrifugen GmbH. The laboratory centrifuge market is just one segment of the overall medical laboratory equipment market.

Another segment is the microscope market and it too is expected to see growth in the near future.

The MarketsandMarkets report “Microscopy Market by Product (Optical Microscopy-Fluorescence & Super Resolution Microscope), Confocal Microscopy, Electron

Microscopy), Application - Semiconductor, Life Sciences) & End Users (Academic Institutes, Industries) Global Forecast to 2021,” forecasts that the global microscopy market is poised to reach $6.72 billion by 2021 from $4.68 billion in 2016, at a CAGR of 7.5 percent from 2016 to 2021.

Factors such as rising global focus on nanotechnology, favorable government and corporate funding, and technological advancements such as super resolution microscopy, high-throughput techniques, and digitization of microscopes are driving the microscopy market.

However, the high cost of advanced microscopes; implementation of excise tax by the U.S. government; and the heavy custom duty on medical devices are hindering the growth of this market.

On the other hand, novel application areas such as optogenetics and high potential emerging markets such as China, Japan, and Middle East represent significant growth opportunities for the key players in the microscopy market. Further, time-consuming sample preparation process for advanced microscopes and requirement of high degree of technical expertise to handle complex microscopes may pose challenges to the growth of this market during the forecast period.

Major players operating in the microscopy market are Carl Zeiss, Danaher Corp., Nikon Corp., FEI Co. and Olympus Corp.

MEDICALDEALER 41

PRODUCT FOCUS_Laboratory Equipment _Product Showroom

Staff Reports

NOVEMBER PRODUCTS: This month, Medical Dealer explores Laboratory Equipment

OLYMPUS CX Microscopes

T

he Olympus CX family of biological microscopes is ideal for teaching and routine applications. All user controls are situated close together, enabling efficient operation with minimal movement. Ease of use is further enhanced by the integrated Abbe condenser, which increases visibility and contrast of the specimen under different magnifications, without the need for time-consuming adjustments. Olympus objectives ensure bright, clear observation images with excellent flatness. Olympus digital cameras can be easily incorporated for efficient digital imaging and documentation. Whether the observation need is for basic brightfield viewing or fluorescence imaging, the CX microscopes are a cost-effective solution. •

42 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Laboratory Equipment_Product Showroom

EPPENDORF Centrifuge 5920 R

T

he new refrigerated Eppendorf Centrifuge 5920 R combines high capacity with enhanced temperature management in a compact and ergonomic product design. Centrifuge 5920 R can accommodate up to 4 x standard 1 Liter Nalgene bottles, as well as up to 108 x 15mL conical tubes, and 52 x 50mL conical tubes, enabling researchers to spin large volumes at any one time, in applications such as bioprocessing or cell culture. Additionally, the universal rotor bucket design means researchers can spin both plates and tubes in the same bucket without the need to purchase separate plate buckets. •

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MEDICALDEALER 43

PRODUCT FOCUS_Laboratory Equipment _Product Showroom

Staff Reports

THERMO SCIENTIFIC Medifuge small benchtop centrifuge

W

hen coupled with the Thermo Scientific DualSpin rotor, the versatile Thermo Scientific Medifuge small benchtop centrifuge provides the flexibility to perform several applications on a single platform. The unique 2-in-1-rotor is designed to improve productivity and increase cost efficiencies by eliminating the need to exchange or purchase additional rotors, or even a different centrifuge, to meet the application demands of the lab. The Medifuge centrifuge incorporates safety and environmental sustainability features such as an emergency lid-lock release, in case of power failure; quiet operation at less than 56 dBA; and a lightweight composite rotor that is easy to handle and saves energy during acceleration/deceleration. The compact footprint makes this new benchtop centrifuge an ideal choice for labs with limited space. •

44 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Laboratory Equipment_Product Showroom

SIEMENS Xprecia Stride

T

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MEDICALDEALER 45

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What’s the ROI? Calculating the ROI of Hybrid ORs

By Matt Skoufalos

As

advancements in minimally invasive surgery continue to trend smaller, the technology, staffing, and physical infrastructure required to perform ever-more complex procedures have outgrown many of the rooms designed to house them. Rather than struggling to shoehorn the components of such processes into spaces and circumstances for which they are no longer ideally suited, many hospitals are investing capital in hybrid operating rooms (ORs), which enhance the surgical suite with the technological sophistication of imaging guidance.

Finding a way to balance the cutting-edge promise of a hybrid OR with the financial realities of building one is a challenge that hinges on defining the components of the system, its uses, and the existing infrastructure within which it is to be integrated. For as many health care institutions as would like to construct hybrid ORs, doing so puts them in “pretty expensive real estate,” said Thomas Skorup, Vice-President of the Applied Solutions Group at the ECRI Institute, which has consulted on the design of about a dozen such rooms nationwide.

What’s the ROI?

Calculating the ROI of Hybrid ORs

H

ybrid ORs are “at the next frontier” of minimally invasive surgeries that not long ago were conducted either laparoscopically, or fully open, and can now be undertaken through catheters, Skorup said. These more complex procedures naturally offer a higher level of reimbursement, but depending upon the health system and its areas of specialization, may not be demanded at a significant enough volume to be the only services upon which to base the construction of a hybrid OR. However, they are standard-ofcare operations that a full-service cardiovascular site will be required to provide in the future, Skorup said.

“These are services that you need to be able to provide,” he said. “Those services require investment; that investment is based on capital that can be difficult to come by. [How do we] maximize investment?”

To Skorup, the best way to maximize that investment is to design a hybrid OR that is capable of supporting the work done by physicians in four key areas of specialization: invasive cardiology/ cardiac surgery, vascular surgery, neurology, and electrophysiology.

“There’s a lot of commonality as to who your clinical players are,” he said.

When stakeholders from all four of those core disciplines are involved in the planning process, from the selection of technology to the consideration of workflow needs to the placement of instrumentation in the space, the outcomes are more likely to be successful.

Configuring the layout of a hybrid OR room is a proverbial rubbermeets-road moment that requires mapping out physical dimensions, workflow for in-room staffing, placement of power equipment, and routes for emergency evacuation

50 MEDICALDEALER | NOVEMBER 2016

Thomas Skorup Vice-President of the Applied Solutions Group at the ECRI Institute

“ If you’re moving procedures from one room to another, but you haven’t grown in procedure volume, that’s the way you should be trying to determine an ROI valuation.”

Thomas Skorup in the event of a patient worsening during a procedure. Consideration must also be paid to creating systems to rebound from equipment failures, and adding in extra functionality for future areas of specialization.

Sometimes running through a mock procedure or two with proxy gear will help iron out wrinkles that might otherwise arise deeper into

the process: simulating three or four key procedures from each of the specialties from setup to completion, and transition among them to higher levels of care.

“There’s a likelihood that if things go wrong you have to crack the chest,” Skorup said. “That’s why you’re in an operating room at the end of the day.”

Ultimately, Skorup believes a lot of the recouping of the investment in a hybrid OR should come down to a distilled question: what new revenues will be realized to offset the cost of building it?

“If you’re moving procedures from one room to another, but you haven’t grown in procedure volume, that’s the way you should be trying to determine an ROI valuation,” Skorup said. “What’s the purpose of building the room? ROI may not be positive for the room, but this is what the numbers get you to.”

“There’s a halo effect sometimes from having a hybrid OR,” he said.

“What other standard of business does that bring in from doing that?

What’s my target for new revenue? It may not be a sexy number, but it is a real number, and you can plan off it.”

Skorup also points out that hybrid ORs aren’t a static concept. As they continue to emerge and the technology within them finds newer and deeper applications, the needs of such spaces will likewise continue to evolve.

“These labs started with the advent of the abdominal aortic grafts for aneurysms,” Skorup said. “That was the first clinical need for these types of rooms; being able to go in and put in a graft, to do a catheter approach versus an open surgery approach, was really a big deal.”

“We often use this term ‘technology in search of a patient,’ ” he said. “As hybrid ORs have grown, we’re not sure where this will end as far as MEDICAL EQUIPMENT, PARTS & SERVICE

what we can do through a catheter.”

For hospitals that have “solid cardiovascular programs,” a hybrid OR has become “a necessity,” Skorup said.

“The value shows many of these patients would not have survived without this procedure,” he said.

“These types of technologies can have an impact.”

Sudhir Kulkarni, Segment Director Hybrid OR at Siemens Healthineers, said the company currently has more than 300 hybrid OR rooms installed across the United States in a variety of applications, and in each setting, determining the value associated with the space is dependent upon the way the hospital accounting system works.

Some facilities look to calculate the time and money saved by installing a hybrid OR and performing more technically complicated but less invasive surgeries, or by improving workflow in the operating suite.

Others consider the value of limiting post-surgical complications due to the integration of various discrete services in a single distribution point. Still others regard things like reduced length of patient stay (and the reduced treatment costs that follow) as influencing improvements in health outcomes, including lower radiation doses.

“How do you measure an outcome?”

Kulkarni said. “[Some of ] the benefits are clinically better or operationally better; financially, in some cases you can quantify, in some cases you cannot.

Financial benefits will follow from taking care of patient safety, optimal clinical outcome, and complication management.”

Certain technologies are common to a hybrid OR, Kulkarni said – anesthesia machines, electrosurgery machines, cardiac machines, lights, booms, video systems – but in determining how to derive maximum efficiency from the setup, health facilities must manage WWW.MEDICALDEALER.COM

“Keep the room occupied. Look at some of the institutions who started with one and now have two, three, four, or five hybrid systems. Obviously they wouldn’t be doing it if it wasn’t profitable.” Sudhir Kulkarni

their manpower as well as their institutional flexibility.

Variables that extend beyond the control and knowledge of those involved with building a hybrid OR include time, clinical operations, workflow, and the ability levels of the personnel involved. In planning, he said consultants generally recommend that systems should inventory the available expertise on staff in order to build procedural volumes for the new room and improve health outcomes from its use.

“Keep the room occupied,” Kulkarni said. “Look at some of the institutions who started with one and now have two, three, four, or five hybrid systems. Obviously they wouldn’t be doing it if it wasn’t profitable. Now the name of the game is utilization with maximum potential, no matter which discipline.”

According to Professor Alan D. Kaye, Program Director and Chairman of Anesthesiology at the LSU School of Medicine at New Orleans, Louisiana, one of the critical reasons hybrid ORs are catching on is because interventional radiology rooms are traditionally smaller than what is needed to tackle the scope and complexity of the procedures typically brought to a hybrid OR. But another key use of them involves trauma intervention.

“What goes on in our hybrid OR is very different from what goes on in another place that may not have trauma at all,” Kaye said.

“If you have the world’s greatest endografter, his needs are going to have to be considered in the development of what’s in there. The larger the place, you may have more than one hybrid room.”

“It’s the perfect example of stakeholders getting together with administration and saying, ‘What can we do that would be the most effective related to what could be?’ “ he said. “It’s an answer key to most hospitals’ needs in the advancement in technology that we’ve had in imaging.”

MEDICALDEALER 51

What’s the ROI?

Calculating the ROI of Hybrid ORs

Alan Kaye Program Director and Chairman of Anesthesiology at the LSU School of Medicine at New Orleans, Louisiana

Hospitals must also navigate uses of the room and accordant reimbursement rates therein. A clinician who receives a nightly stipend for covering a night shift or a trauma shift, or a hospitalist whose work is contingent upon patient volumes in the ER will have different interests in a hybrid OR from someone who’s using it for advanced surgery planning purposes.

“If you’re paying someone all night to work these cases, and you don’t have a way for that person to do his work, he’s not going to be very happy,” Kaye said. “If you have a room that does all these things, but the doctor is supposed to make it on his own, he may not make anything because the patient he sees is indigent. That’s all going to be failed systems.”

To prevent such occurrences, and to derive maximum value from the installation of a hybrid OR, Kaye suggests procedural improvements on the staffing side of things. Forming an hybrid OR committee or building administrative ownership among 52 MEDICALDEALER | NOVEMBER 2016

“ There has to be effective systems and buy-in and support. Usually it’s a combination of good and bad experiences that gets people to a system that’s the win-win scenario for everybody involved.”

Alan Kaye

various clinical leaders can help, as can the recruitment of specialists who operate within the realm of the hospital’s population needs.

“It’s an all-of-the-above-type thing if you build it that way,” Kaye said. “We’ve had meetings of who gets to go in the room and under what circumstances. There has to be effective systems and buy-in and support. Usually it’s a combination of good and bad experiences that gets people to a system that’s the win-win scenario for everybody involved.”

Kaye also cautions that adding a hybrid OR doesn’t necessarily involve rebuilding a facility from the ground up, or constructing a new room specifically for the use of hybridized cases. Many health facilities don’t have an ER or trauma room “that’s gone through a lot of evolution in the last 10-20 years,” he said.

“We used to have a room that was empty all day long for the trauma that might or might not happen,” Kaye said. “You could identify a room and

say, ‘This is the hybrid room, and this is what we’ve got in it.’ As it is, in any room, you could call up radiology, and they could roll in a fluoro machine.

You don’t have to do all those things if it doesn’t make sense for you.”

Beyond those simple planning efficiencies, Kaye said it’s also imperative that lines of communication are clear once a hybrid OR is created. Conflicts can arise among staff over which patients are brought into the space, and under what conditions. In at least one case, he spoke of a patient who was brought into a hybrid OR in unstable condition, and for whom even the advanced technology inside wasn’t going to be “a game-changer.”

“It’s still relatively new everywhere,” Kaye said. “These rooms did not exist in the recent past. Weighing different health care models and systems from one facility to another begs the need for communication from all the stakeholders, and review of the use of the hybrid room, and considerations of modification of the systems.”

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MEDICALDEALER 55

CORPORATE PROFILE

TECHNICAL

PROSPECTS

Experts in Siemens Medical Imaging

CORPORATE PROFILE Technical Prospects

T

echnical Prospects was founded by Bob Probst in 1997. The 18-year Siemens CT service engineer decided to branch out and use his knowledge to start a company that would provide a viable alternative to OEM sales and service. When he first established the company, Probst’s sole mission was to service facilities’ medical equipment. However, after recognizing the need for a medical imaging parts supplier, he ventured to provide a dual service: equipment engineering and quality pre-owned tested parts. By providing replacement parts at a cost up to 90 percent lower than original equipment manufacturers, Probst served a unique purpose.

For the first five years of business, he focused exclusively on Siemens CT parts. He soon realized that if he wanted to break into new imaging modalities, he would need some help.

Robert brought in his son, Jeremy Probst, who had the necessary education to help his father take Technical Prospects to the next level.

Q:

How has the company grown over the years?

PROBST: The company started in a 10-foot-by-10-foot bedroom in Greenville, Wisconsin. In August of 2009, the company moved into its current 60,000-square-foot state-ofthe-art facility on 15 acres. The headquarters were designed around the Technical Prospects business model with growth in mind.

We did just that in 2013 when we added 12,000 square feet of training and Quality Assurance (QA) bay space to our existing building. Today,

56 MEDICALDEALER | NOVEMBER 2016

Technical Prospects has positioned itself as the experts in Siemens Medical Imaging equipment replacement parts, engineer training and technical support. The company provides its customers several OEM replacement parts and several hundred refurbished parts at 30 percent less than the manufacturer’s price. Field-tested parts are available at an even more significant savings.

The company installed an enterprise resource planning (ERP) software system to help streamline processes and better manage all aspects of the company.

“We put in a full enterprise management system to control our business from all different aspects, from quality, inventory and shipping to sales process and accounting,” Jeremy Probst says. “As a result, the company can tell you what parts they have available almost immediately, at all times. All parts and orders are

traceable and accountable. Having this backbone infrastructure allows us to grow and is going to allow us to grow indefinitely.”

We have been working very hard over the years to establish process and quality management solutions that mirror ISO standards to assure that our customers receive the very best product and support solutions in the world. In our business, we take quality and service very, very seriously!

Q:

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

PROBST: Technical Prospects is the only parts company in the industry that focuses solely on solutions for Siemens Medical Imaging parts, training and support. Some other companies in our industry offer multiple lines of OEM replacement parts and service that can spread dedicated resources too thin. Our Siemens-specific focus allows us to be the true experts for our customers.

We have over 32,000 parts in our warehouse and are able to fill 70 percent of requests immediately from our stock. Our DOA rate is also lower than industry standards. These attributes combine to make us the only reasonable choice for Siemens Medical Imaging solutions for replacement parts.

MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

Q:

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

PROBST: At Technical Prospects we have three pillars that make up the business; Parts, Training and Technical Support. Siemens Medical Imaging parts are the backbone of the business, making up almost 90 percent of our gross revenue. We offer New OEM, used and refurbished parts for Siemens X-ray, CT, f luoroscopy, cardiac, vascular and mobile systems.

Our team of technical engineers ensures each part is in working order before it leaves the facility by testing it in one of our 26 QA bays. We also take it one step further, cosmetically refurbishing housings, handles and other visible parts. We make sure that we achieve 180 degrees of quality on

WWW.MEDICALDEALER.COM

each part that leaves our facility.

Several of our replacements parts have been restored to better-thanOEM quality standards.

Our technical training offers engineers the opportunity to expand their knowledge of Siemens Medical Imaging equipment, in turn expanding their careers. The majority of the classes are Siemens specific focusing on the whole system be it X-ray, CT, portables, f luoroscopy or cardiac. The 10-day courses introduce students to the inner workings of the system with a mix of lectures and hands-on lab time. Students explore the system interface, learn the parts, troubleshoot common issues, and learn how to access and interpret error codes.

The technical support team assists customers with their Siemens Medical Imaging equipment issues. From

troubleshooting questions to installation help, our team will work with you to diagnose the problem and purchase the right part to fix your equipment.

We have a dedicated team of knowledgeable representatives who meet with engineers and staff at our customer sites to be sure we gain a full understanding of what is important to our customers.Our Customer Service team is very experienced and second to none in assuring customers receive the best service in the business.

Q:

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

PROBST: The beginning of 2016 brought about continuous course development to round out the offerings at our training center. We

MEDICALDEALER 57

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

Q:

Can you describe your company’s facility?

PROBST: Technical Prospects is located in Appleton, Wisconsin. Our 72,000-square-foot facility houses high-tech offices and 60,000 square feet of warehouse space that contains our more than 32,000 Siemens medical imaging parts, our harvesting bays and our shipping department.

The training center boasts 16 leadlined quality assurance bays with operational equipment, two training classrooms, an employee kitchen and a common area for students to relax and network in when not in classes.

have added three new Siemens Medical Imaging equipment training courses, as well as opened up new online offering, “Introduction to X-ray”. These additions are helping us assist customers. Having trained engineers means less reliance on OEM contracts and service providers, creating more self-service opportunities and helping reduce operating costs by generating significant savings for the hospital.

Q:

What is on the horizon for your company?

PROBST: We continue to focus on providing valuable solutions for Siemens Medical Imaging parts, training and support. This year Technical Prospects introduced our first online training course, “Introduction to X-Ray.” In 2017 we are planning on rounding out our online offerings with “Introduction to Computed Tomography” and syngo training as well as blended courses. With the demands placed upon service engineers, being out of the field for a two-week course is becoming more and more difficult.

58 MEDICALDEALER | NOVEMBER 2016

Online and blended classes allow these Individuals to work on their education while performing their work duties.

We have also increased our training offering for 2017 with specific training for the Artis Zee/ dFC/FA course, Aristos MX/ VX and Fluoroscopy course that includes instruction for the Luminos TF, Sireskop and Uroskop Access.

Q:

Can you tell our readers about a time that you “saved the day” for a customer?

PROBST: We had a customer who purchased a Straton MXP Tube from us. After 11 months of use and 125,000 scan seconds of usage during part of 2015 and 2016, the tube was failing. We ordered a new tube for the customer and sent it to them for installation. Once we received the defective tube back, we sent it back to our supplier and we were able to secure a full warranty on the tube. We saved the customer from purchasing another tube for the amount of $163,500.

Q:

Have there been any recent changes to Technical Prospects?

PROBST: We now stock a wide range of OEM X-ray, angiography and CT tubes. These are new tubes, packaged with the highest quality packing and best containers available, ready to ship. We have also expanded our business development team.

Q:

What is most important to you about the way you do business?

PROBST: Technical Prospects will provide the global medical imaging community pre-owned OEM quality standard imaging parts at less than OEM pricing with an honest and consistent reputation due to quality shipping, friendly service and knowledgeable staff. Technical Prospects is committed to meet or exceed our customer requirements and to provide continuous improvement to our processes. At Technical Prospects, quality is paramount in all we do.

FOR MORE INFORMATION, visit www.technicalprospects.com MEDICAL EQUIPMENT, PARTS & SERVICE

Replacement parts, engineer training, and technical support Replacement parts, engineer training, and technical support for all of your Siemens diagnostic imaging equipment. for all of your Siemens diagnostic imaging equipment.

TECHNICAL PROSPECTS TECHNICAL PROSPECTS Experts in Siemens Medical Imaging Experts in Siemens Medical Imaging

WWW.MEDICALDEALER.COM 1-877- 604- 6583

1-877- 604- 6583

10 0 0 S. County Road. CB, Appleton, WI 54914 10 0 0 S. County Road. CB, Appleton, WI 54914

technicalprospec ts.com MEDICALDEALER 59 technicalprospec ts.com

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SLICE OF LIFE_The Other Side

By Jim Fedele

EMERGENCY PLANNING I

n today’s world, a focus on disaster planning and emergency preparedness is integral to hospital operations. However, some Biomeds may think this doesn’t apply to us. I would suggest every biomedical department become very familiar with disaster and emergency planning. I am suggesting that from a medical equipment management perspective. We (the biomedical engineering department) should ensure our facilities have plans in place to address the medical equipment needs of the facility in the event of an emergency.

We have come to rely on technology for almost every aspect of medicine. One look in an ER or an ICU and the amount of hightech equipment needed and depended on is obvious – sometimes there is barely enough room for the patient. What happens when this equipment is not available or does not work?

Biomedical technicians know firsthand how important technology is to our customers. I would guess that just about everyone in this field has a story about a user/physician becoming unreasonable because a piece of equipment is not available or went down. Some of my brethren have stated they felt like the user was suggesting that the 62 MEDICALDEALER | NOVEMBER 2016

Biomed had caused the device to break. This experience makes the biomedical technician the best resource for helping facilities develop good emergency/disaster plans.

Disaster planning is a requirement for hospitals, and the plans and drills are under continuous scrutiny by state and local officials. On a large scale, hospitals do a good job planning and preparing for disasters. Hospitals are required to have documented drills and to follow up on all findings and deficiencies that are identified. Because our community hosts the Little League World Series, we have had mass casualty drills that incorporate multiple counties and agencies.

But what about at the department level? For instance, what if the main monitoring system in the ICU goes down? Does the staff know what do? This is were Biomed can really help.

Typically, for a small emergency related to medical equipment, Biomed is going to be involved on the front end.

Obviously, the department will page the on-call technician for immediate response. But, what happens if there is a delay in response? Should the department know what to do next? Or, what happens if the technician on call is not familiar with the equip-

ment and cannot contact the specialist?

My experience is that there are often “plans” or “procedures” to implement but they seldom are effective. The situation quickly degrades to a reactive, stressful and unsafe situation.

The real solution is to have drills that test the procedures and plans developed to handle these technology issues. It is only through drills that we can identify issues that may not have been identified initially. For instance, running equipment on emergency power may identify that the equipment is overly sensitive to emergency power and needs to be connected to a power conditioner. This is something that may not be foreseen when procedures are being developed. Also by having the users experience firsthand how their department is going to work with a disruption or lack of medical equipment assets, they will be better prepared to handle the situation.

A tabletop drill is a safe way to at least go through motions of an emergency. We use table top drills to find out how versed people are with their local departmental plans and illuminate any shortcoming with the procedures.

Biomedical engineers should be involved with all aspects of MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

“Biomedical engineers should be involved with all aspects of this process. They possess the necessary experience and knowledge to be able to help formulate plans.�

this process. They possess the necessary experience and knowledge to be able to help formulate plans. During drills, they are going to know the answer to important questions like, where to acquire loaner equipment? Or, what can be effectively substituted in the event of a critical monitoring system failure?

The best solution is to plan, drill and make changes. Everyone should be involved.

This will help ensure everyone knows what to do in the event of an emergency.

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

MEDICALDEALER 63

SLICE OF LIFE_Bobinski

By Dan Bobinski

LIFE IS TOO SHORT TO BE GROUCHY H ave you ever been so frustrated with a supervisor that you want to quit your job? A friend of mine, let’s call her Janet, is in one of those situations. Her story aligns with the saying, “People don’t quit their jobs, they quit their boss.”

I’ve known Janet for many years, and people like working for her because of her energy and enthusiasm. She’s a dynamic person who readily engages others and keeps things moving.

Unfortunately, Janet’s boss is known as a killjoy. Her boss believes that if you’re having fun, you’re not working hard enough.

Janet told me, “Working for someone who is inflexible and doesn’t allow people to have fun is stifling. It doesn’t allow for creativity. The attitude my boss displays diminishes workplace morale and it makes the job a grind for everyone.”

After joining her company a year ago, Janet immediately earned the respect of her staff. Most of them had been there six years or more, and they said the work environment became much more enjoyable after Janet came on as a manager. They were amazed when Janet got them together her first month on the job and asked them for ideas on how to improve the workplace. “No one has ever asked us that,” they said.

I believe that Janet’s “engagement” approach to 64 MEDICALDEALER | NOVEMBER 2016

Dan Bobinski Workplace Consultant

supervising others is a profitable strategy, because research shows that discouraging fun in a workplace limits both productivity and creativity. Don’t misunderstand: Too much fun can diminish productivity to the point that people don’t get much done. But to squelch people’s ability to have fun in any capacity?

That produces a tremendously negative ripple effect. Sadly, many grouchy people are oblivious to this fact. They can’t see the damage caused by their wet blankets, such as the negative impact they’re having on employee morale and even the bottom line.

As an example of this, Janet recently received her department’s annual financial reports. Her labor

costs are down, her supply costs are down and profits are up for the first time in several years. Did her boss congratulate her? Amazingly, no. Her boss said the figures didn’t matter because Janet doesn’t take things seriously enough and doesn’t have a sense of urgency.

Yes, you read that correctly.

Translated, Janet is not liked by her boss because Janet is a happy person.

The Janet I know is a businessperson through and through. She stays positive and gets results, and she refuses to run around like a chicken with its head cut off when things aren’t going right. Janet says, “If I stress out, my employees stress out and the domino effect is bad for morale.

I handle stress with humor and everyone on my staff likes that. That creates hope instead of despair, and solutions come a whole lot faster.”

Sadly, grouches like Janet’s boss exist everywhere. My guess is that everyone reading this can think of at least one supervisor with whom they’ve worked in the past – and maybe still do – who was (or is) an absolute killjoy. It’s also my guess that these sourpuss supervisors impacted the workplace in negative ways.

If you’re interested in finding ways to change a pessimistic atmosphere, breathing fresh energy into the workplace is the subject of the book, “Permission: A guide to generating more ideas and being more of yourself and having more

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fun at work,” by Pamela Meyer and Brandy Agerbeck. These two believe that work doesn’t have to be bland and boring, and that having fun at work makes the workplace more productive.

Meyer and Agerbeck believe that permission to have fun is a strategic weapon for increasing productivity and employee satisfaction.

Specifically, “When people have permission to innovate, learn and engage, significant business results follow.” They also say that, “The permission-giver is one of the most important roles anyone can play to encourage innovative thinking, significant learning and engagement at work.”

In addition to the abovementioned book, you might also check out the YouTube video “Fish Philosophy,” about the Pike Place Fish Company in Seattle. Maybe you’ve heard of it: Guys who throw fish around. The fish philosophy promotes fun as a way to increase both customer and employee loyalty.

The video demonstrates the kind of performance that is unleashed when each member of an organization is empowered to be creative.

Obviously, not every company can have fun by throwing things around, but finding ways to make work a fun place to be has a positive effect on productivity. This is especially true for millennials. A recent study by the company BrightHR and psychologist Professor Sir Cary Cooper found that young employees WWW.MEDICALDEALER.COM

who have fun in the workplace take less sick leave, work harder and are more productive. Considering that within 10 years, millennials will comprise 75 percent of the workforce, creating an atmosphere in which people have permission to have fun seems like a vital component of any organization’s operational norms.

When it all boils down, some grouchy people will always be grouchy, and there’s not much others can do about it. After all, when Janet’s boss saw that Janet’s department was more productive and more profitable, it didn’t matter.

In the boss’s eyes, Janet wasn’t serious enough. It’s sad, really. My perspective is that such grouches are addicted to their anger and bitterness and it takes a miracle to change them.

But I know Janet, and I’m confident she will stick to having fun in spite of her grouchy boss, even if she ends up quitting. I also hope that those reading this would follow her lead to stay positive no matter what. Life is just too short to not enjoy it – even at work.

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

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PAY IT FORWARD: PRIME MEDICAL O

ne of the chief aims of the Affordable Care Act is to improve health outcomes by tying reimbursement rates to readmission rates. With hospital-associated infections an ever-present challenge, Prime Medical of Largo, Florida has developed a new microfiber technology designed to reduce bacterial growth with an assist from common household bleach.

SAF-T scrubs are designed to combat bacterial infection through a technology that draws chlorine out of EPA-registered (8.25-percent) laundry bleach. Developed with a polymer that pulls a light layer of chlorine from the laundry process, the scrubs are capable of holding that chemical on the surface of the garments for 90 to 120 days, killing 99.9 percent of bacteria; a 3-Log reduction, said Prime Medical CEO Jim Sampey. Future iterations of the technology, which was developed by Milliken & Company of Spartanburg, South Carolina, are being developed to offer as much as a 5-Log or 6-Log reduction in bacterial colonization, he said. The bactericidal effects are believed to be capable of lasting through as many as 75 wash cycles.

“We’ve done the skin testing to make sure there’s no absorption of 68 MEDICALDEALER | NOVEMBER 2016

chlorine,” Sampey said. “It’s less than a swim in a swimming pool.

Put it around the patient, and put it around the staff; you create a cocoon of safety.”

Although the company was only just launched in June 2016, Prime Medical has already donated 550 sets of its SAF-T scrubs to three different hospitals affiliated with the New Cumberland, Pennsylvania-based CURE International. Since 1998, CURE International has provided more than 2 million patient visits to children worldwide, and operates teaching hospitals in nearly a dozen nations. The Christian nonprofit manages charitable hospitals and programs in 29 countries overall, with a focus on pediatric patients who suffer from disabling orthopedic conditions, untreated injuries, and hydrocephalus. Prime Medical has also pledged to provide more of its products – a significant portion of its first inventory to hit the market – to the Tebow CURE Hospital in the Philippines (established in partnership with a foundation begun by former NFL quarterback Tim Tebow).

“When we started this company, one of our core missions was philanthropic,” Sampey said. “We selected CURE for the output of this philanthropic effort. It made sense to take care of the people who are taking care of the kids.”

SAF-T scrubs are designed to combat bacterial infection

As significant a concern as hospital-associated infections are in U.S. health centers, infection rates in comparable institutions in developing countries can be several times greater. More than 100,000 patients die from such infections each year in the United States, according to the World Health Organization, which also estimates that 10 of every 100 patients hospitalized in a developing country will acquire at least one such infection.

“When you’re fighting bacteria, there’s so much opportunity around the world,” Sampey said.

Prime Medical has used the same polymer technology woven into SAF-T scrubs in the manufacturing of sheets, curtains, and other hospital MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Nurses at Beit CURE International Zambia Hospital wear SAF-T™ scrubs, a bactericidal line of healthcare apparel that protects patients and staff from pathogens that can lead to deadly infections.

soft surfaces. In developing countries, or places where water is harder to obtain, the company believes the technology can help conserve resources by allowing facilities to do fewer loads of laundry. In Zambia, where Prime Medical donated 88 sets of SAF-T scrubs for a CURE International teaching hospital, one of the biggest hurdles Sampey said CURE staff encountered was convincing staff that adding bleach to their dark-colored scrubs wouldn’t stain or ruin them.

“As long as they can get a bucket of water and bleach, that activates the polymer,” Sampey said. “The product keeps that chlorine on there for days. Where water is precious, you don’t have to wash it every day to keep it clean.”

During clinical trials at King Hussein Medical Center in Amman, Jordan, Prime Medical staff have discussed ways in which they might be able to further apply the technology WWW.MEDICALDEALER.COM

behind SAF-T scrubs to assist refugees of war. Since the camps in which victims of armed conflict are traditionally received are areas where infection can breed, Prime Medical believes that providing antibacterial fabrics – tents, cots, sheets, etc.

– could be used to help reduce disease rates for three or four months.

“You start to hear of the diseases that are born again when they come out of those refugee camps,” Sampey said; “diseases that we killed 100 years ago that are starting to come back. We’re having some conversations, but it’s early yet.”

Other discussions that emerged from the clinical trials in Jordan revolved around the cultural differences there. Women in the Middle East might prefer a long-sleeved scrub in keeping with their religious tenets; such a garment could also be useful more broadly in health care environments to help protect the transmission of diseases by

simply covering more of the skin.

Prime Medical is also working on a lower-cost version of its products that can be effectively distributed throughout health care systems in emerging nations.

“It’s been interesting watching how to make the product better and innovate,” Sampey said.

Whatever the future of the technology at work in the SAF-T scrubs, the good that it has already been able to do to limit surgical site infections in places where resources are limited and children are at risk is significant. CURE International Vice-President of Operations Andrew H. Groop said in a statement that the product “is helping us raise the standard of treatment for the children in our care.”

“These children deserve the very best we can give them, and preventing infection is so critical to the quality of care we can provide,” Groop said.

MEDICALDEALER 69

SLICE OF LIFE_Off The Clock

By Matt Skoufalos

OFF THE CLOCK: ERIC WRIGHT S

print car driver Eric Wright got his start in racing as a youngster tearing up mud with a four-wheeler on a homemade track on the rear of his grandfather’s property. At 15, his father moved him up two levels to a bigger, traveling racing series, and by that point, he was truly hooked.

“You can’t explain to anyone why it’s fun or what it is about,” Wright said. “There’s something about racing that gets in your blood, and you can’t get it out.”

The older he got, the more Wright raced, “until after college, the real world started,” he said.

His family founded the Madison, Tennessee-based diagnostic imaging replacement parts business, Tri-Imaging Solutions in 2013, “and the racing took a back seat,” he said. After 40-hour workweeks, there just wasn’t another 20 hours to wrench on cars in the garage.

“We’re not a small-time race team, we just don’t have a lot of time to race anymore,” Wright said.

“We say we’re going to race more every year, but work takes over.”

The passion Wright feels for the sport has remained undimmed, however. These days, his team, Legate Motor Sports, limits its participation to fewer, higher-purse races, splitting eight to 10 track dates among a pair of cars in Nashville and one in Fresno, California 70 MEDICALDEALER | NOVEMBER 2016

Eric Wright

that’s co-owned with Driven Performance, makers of its chassis.

They win, too; often taking home $5,000 to $10,000 per victory.

Driven Performance owner Jake Hagopian shares driving duties with Wright, who maintains the vehicles’ motors, electrical and fuel systems. Wright’s father, Andy Legate, handles all the setups and the shocks; all three men work on the vehicles between starts, he said, because the best drivers are “completely in touch with their cars [and] every subtle change [they] make,” Wright said.

Entering the world of Sprint car racing isn’t for the casual, the weak-willed, or the underfunded.

A top-of-the-line, race-ready car retails for around $30,000; a com-

petitive vehicle could likely be bought for a third of that price, and drivers in the upper echelon of the national scene regularly invest more than a few hundred thousand dollars in their racing teams.

Legate Motor Sports vehicles are built on Yamaha R6 engines, which Wright said retail for around $1,000 and can cost 12 times as much after a trip to the workshop, replacing cranks, rods, and pistons, and boring out cylinders by another 2 millimeters over stock to increase the engine displacement.

Fully modified, the engine can produce about 150 horsepower, which is enough to take a car that weighs about 750 pounds with the 6-foot1-inch, 180-pound Wright inside around a quarter-mile dirt track at an average speed of 85 to 100 miles per hour. Even for Wright, who’s had experience with high-pressure competition as a college athlete, the feeling of getting behind the wheel is definitely “a different experience.”

“After you do it, and get involved in it, you want to be a part of it any way you can,” he said; “whether you do it, or a kid does it, or a buddy does it.”

Dirt track racing has a much bigger local following than it does a national one, Wright said. For as much attention as motor sports can draw across sections of the country that follow circuits like NASCAR, Formula 1, or IndyCar, dirt track races generally only find media MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward _Off The Clock

“ You can’t explain to anyone why it’s fun or what it is about, there’s something about racing that gets in your blood, and you can’t get it out.” attention in the wakes of tragedies that injure or claim the lives of drivers, he said.

“Every small town in America usually has a dirt track, especially in the south, the northeast; Pennsylvania, Indiana,” Wright said.

“People go there religiously every Saturday night. It’s so much bigger than the mainstream sport. It’s a different world.”

The notion that a driver could be seriously injured or killed in a race is something that everyone involved tries to push to the back of his or her mind by keeping safety gear up to date and knowing who’s on the track at all times. At larger races, there can be as many as 100 cars and drivers on hand, and “you’ve got to watch who your biggest competition is,” Wright said.

“Even the guys that you want WWW.MEDICALDEALER.COM

to stay away from, you know their reputations,” he said. “Maybe there’s some guys you can race hard and clean, and some guys you’ve got to push the issue with. When we’re on our average track, it’s really about being smooth and not breaking your momentum. Know how you’re going to pass them before you ever get to them.”

On the morning of a big weekend race, the Legate Motor Sports crew will pack up the family motor home and hit the road. The biggest races are generally in the fall season, and it’s not uncommon for Wright to dial up some college football or race footage on the way to the track. Andy Legate is often behind the wheel of the open-cab hauler, while Eric Wright rides in the back with his wife, Kara, mom, Wanda, and children, 4-year-old

Shelby and 2-year-old Lane. The RV pulls an 80-foot hauler with the primary and backup car inside, and a deep enough inventory of spare parts to rebuild them both. Bringing the family along isn’t just about carting in a mobile cheering section, however; it’s because they’ve contributed as much of their time to the team as anyone else.

“Races are won in the shop,” Eric Wright said. “I think it’s hard for people to understand how much time goes into something like that, building the cars from the ground up, getting them dynotuned, getting them ready, keeping them ready.”

“It’s a huge juggling act and you need help from everyone,” he said.

“People make huge sacrifices for it. That doesn’t go unnoticed for sure.”

MEDICALDEALER 71

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MEDICAL DEALER’S GUIDE TO RSNA 2016

GUIDE TO RSNA 2016 T

he Radiological Society of North America (RSNA) is gearing up for the 102nd Scientific Assembly and Annual Meeting. The annual event kicks off on November 27 and concludes on December 2. It will once again be held at McCormick Place in Chicago.

The top imaging minds from around the world will descend upon Chicago for the Scientific Assembly and Annual Meeting. In 2016, “Beyond Imaging: Maximizing Radiology’s Role in Patient Care” is the theme for the conference.

RSNA 2016 invites radiologists to think “Beyond Imaging” and explore new ways to collaborate. From discovering unexpected learning opportunities to broadening participation in the larger medical community, this year’s theme encourages radiologists to envision their profession beyond imaging.

This year, RSNA offers 435 educational courses, more than 1,700 scientific paper presentations and 659 exhibitors in the huge exhibit hall space.

Highlights for this year, according to the official RSNA website, include an image contest, 5k fun run, liver symposium and an expanded Virtual RSNA 2016.

WWW.MEDICALDEALER.COM

New for 2016 is the Connections Center with an R&E Donor Suite, Discovery Theater, Digital Support, the RSNA Shop and an information desk. The Connections Center also features a expanded lounge area with seating for attendees to relax and recharge. The lounge is bigger than ever before and the ideal setting for networking with new beverage options including gourmet coffee, wine and beer. There is even a place to recharge a phone or tablet.

In addition, virtual meeting capabilities are expanding in 2016.

“Due to the growing popularity of the virtual meeting option for meeting attendees and others, virtual offerings will be expanded to 80 courses during RSNA 2016, and on-demand courses will be available for three weeks following the annual meeting,” according to RSNA. RSNA 2016 is taking shape with timely

topics, according to a news release.

“In addition to the many honored lectures and plenary sessions, scientific presentations, and educational courses and exhibits, the Board has approved Special Interest Session topics to include Image Wisely and Image Gently, value over volume in patient care, psychiatric neuroscience, an introduction to QIBA, and understanding the new American Cancer Society Breast Cancer Screening Guidelines,” according to a new quarterly update provided by RSNA. “A number of controversies and hot topics sessions were also approved.

The RSNA/AAPM Symposium will focus on precision imaging in medicine.”

RSNA 2016’s important plenary sessions, including at least one each day, feature industry leaders. The President’s Address by Richard L. Baron, MD, is titled “Beyond Imaging: Ensuring Radiology Impact in Clinical Care MEDICALDEALER 79

MEDICAL DEALER’S GUIDE TO RSNA 2016

and Research” on Sunday. Opening session lectures include “When Machines Think: Radiology’s Next Frontier” by Keith J. Dreyer, DO, PhD, and “Hope, Hype, and Harm as Medicine Enters the Digital Age: Lessons From (and For) Radiology” presented by Robert M. Wachter, MD. Additional plenary sessions include the Annual Oration In Diagnostic Radiology, the New Horizons Lecture, Annual Oration in Radiation Oncology, and the RSNA/ AAPM Symposium.

RSNA 2016, November 27 to December 2 in Chicago, is designed to benefit radiology professionals and increase their contributions to their organizations through new ideas, enhanced knowledge, and innovative techniques that add to their organization’s position as a leading radiology provider or 80 MEDICALDEALER | NOVEMBER 2016

research institution.

RSNA 2016 features 435 educational courses and 1,728 scientific paper presentations in a variety of subspecialties. Refresher courses, scientific sessions, plenary sessions, and education exhibits allow attendees to discover health care’s latest technological innovations, learn the latest techniques, and deepen their understanding of best practices in patient care. RSNA courses also qualify for CME credit.

RSNA hosts the world’s largest medical equipment exhibitions, featuring products from more than 600 leading manufacturers, suppliers and developers of medical information and technology. Attendees will have the opportunity to meet with manufacturer representatives to discuss their

radiology products and services and learn how they can use them in their practice to streamline operations and enhance patient care.

Networking is another huge benefit of attendance. More than 51,000 total attendees are expected at RSNA 2016, including 26,000 health care professionals, representing more than 130 countries. These radiologists, medical specialists, administrators and staff will be among their peers for the week – sharing experiences, exchanging contact information, and building networks of colleagues that each attendee can draw from in the coming year and beyond.

For a complete listing of companies presenting at the 102nd Scientific Assembly and Annual Meeting, visit https://rsna2016.rsna.org/exhibitor/.

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MEDICAL DEALER’S GUIDE TO RSNA 2016

INTERVIEW WITH THE PRESIDENT

T

he RSNA 102nd Scientific Assembly and Annual Meeting at McCormick Place in Chicago is the place to be this year. Medical Dealer caught up with 2016 RSNA President Richard L. Baron to discuss achievements realized thus far during his tenure, the challenges radiologists face and prognostications for 2017 and into the future.

MD: What are some of RSNA’s achievements that you are the most proud of as you continue to serve as president?

BARON: I am quite proud of RSNA’s continuing commitment to helping young researchers bring their ideas to fruition. RSNA has provided invaluable support to young investigators through its annual meeting, its journals, and, of course, through the great work of the RSNA Research and Education (R&E) Foundation. In 2016, the R&E Foundation will award 101 grants totaling a record $4 million in funding. Supporting research ensures that radiology will remain at the forefront of detection, diagnosis and treatment of a multitude of diseases and conditions.

82 MEDICALDEALER | NOVEMBER 2016

MD: Are there any causes that you feel strongly about? What is the status of these causes?

BARON: Global collaborations with our international colleagues provide a unique perspective and allow us to establish important connections and relationships with radiology communities throughout the world. These collaborations allow for an exchange of diverse ideas and offer us a better understanding of the issues affecting RSNA members and the practice of our specialty on a global scale. By working together and combining our knowledge and expertise, we are able to strengthen radiology as a whole.

RSNA continues to engage in important collaborations with other societies. We have enjoyed a very successful partnership with the

Radiological and Diagnostic Imaging Society of São Paulo (SPR) in jointly planning the JPR congresses in 2014 and 2016 and look forward to working with SPR again on JPR 2018. We are also partnering with the American Society of Neuroradiology to present a new comparative effectiveness training program, and we continue to seek out opportunities for engagement with international radiology organizations and our growing international base.

MD: Also, can you discuss radiology’s evolution from volume-based to value-based practice?

BARON: Health care is changing, and – to remain relevant – we must change with it. Trying to convert from a volume-based practice to a MEDICAL EQUIPMENT, PARTS & SERVICE

value-based one has been challenging, but far-reaching patient-centered initiatives, such as RSNA’s Radiology Cares and ACR’s Imaging 3.0, have been instrumental in helping radiologists to transition to a thriving patient-centered practice. Many radiologists have now embraced the importance of creating a welcoming atmosphere, communicating with patients, and providing timely reports. But to truly offer value, the radiology community must think of patient-centered care as requiring us to find ways to maximize our ability to provide impactful examination reports that answer key questions and move away from descriptive reporting. This will require us not only to widen our thinking beyond just the images we create and evaluate, but to be more knowledgeable in clinical medicine and increase our multidisciplinary participation.

MD: What are some of the challenges radiologists are facing now? How can they navigate these obstacles?

BARON: As I mentioned, moving from a volume-based to a value-based model of practice continues to be a challenge. Radiologists must shift their focus away from reimbursement, adapt to new methods of practice, and improve the efficiency of health care delivery. Radiologists also have an obligation to work with other physicians, technologists, hospitals and manufacturers to ensure that current protocols and the best available equipment are used to provide optimal care. In doing so, they will solidify their position with patients, referring physicians, and others as an essential member of the health care team.

Another challenge that radiologists face is a rising trend toward subspecialty medicine, so it is imperative that radiologists remain proficient at the subspecialty level through practice reconfigurations and meaningful continuing education.

MD: What do you see as the biggest challenges radiologists will face in the coming years?

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imagined the remarkable technological breakthroughs that we consider commonplace today. With the introduction of imaging modalities such as CT, MRI, ultrasound, minimally invasive image-guided therapies and nuclear medicine, radiology revolutionized the practice of medicine. The modalities of CT and MR were so revolutionary that they set the record for the shortest time from invention to awarding of Nobel Prizes! Now we are at the forefront of digital imaging and precision medicine, which will allow us to provide care tailored to the individual needs of our patients at an unprecedented level.

Richard L. Baron2015

RSNA President

BARON: Technology is advancing at an incredible rate. While technology has allowed radiologists to claim a central role in disease detection and treatment, it also carries a danger of detachment. Machine learning and other recent innovations are important tools but must not be allowed to isolate radiologists from active collaboration with patients and other members of the patient’s medical team. The upcoming RSNA annual meeting in Chicago will feature a number of sessions where we examine both the challenges and possibilities presented by the latest technological advances and offer attendees valuable insight into how to continue to evolve beyond image interpretation to incorporate these new technologies and ideas into a robust patient-centric practice.

MD: Technological advances seem to come faster and faster in every aspect of health care. What have been some of the most amazing technological advances you have seen in radiology since earning your medical degree in the 1970s?

BARON: In 1970, we couldn’t have even

MD: What advice would you offer radiologists who are entering the field?

BARON: Radiology as a specialty is constantly changing. Radiologists entering the field must become proficient in new technologies, especially information technologies, while demonstrating a keen awareness of patient-centered practice. They must also strive to optimize reporting practices and communicate effectively with patients and referring physicians. Perhaps the hardest task of all will be capturing the immense expanded knowledge that is now inherent in medical imaging, but at the same time maintaining and expanding knowledge in the fields of general medicine. The best radiologists bring a clear understanding of clinical medicine to their interpretations of imaging examinations.

MD: Thank you for your time. Is there anything else you would like to share with our readers?

BARON: I hope you will join us at RSNA’s 102nd Scientific Assembly and Annual Meeting in Chicago. The theme for RSNA 2016 is “Beyond Imaging,” and we’ll explore in-depth many of the topics we touched on here. In addition to our outstanding meeting program and technical exhibition, we’re unveiling the new Connections Center, which replaces the Services area and promises to greatly enhance the attendee experience!

MEDICALDEALER 83

MEDICAL DEALER’S GUIDE TO RSNA 2016

FEATURED EXHIBITORS

Ampronix Inc 15 Whatney Irvine, CA 92618 Toll-Free: 800-400-7972 www.ampronix.com Booth: North - Hall B: 7708

SEE OUR AD ON PAGE 9

With more than 30 years experience in the medical imaging arena, we here at Ampronix are committed to bringing optimal solutions to the medical imaging world while maintaining superior quality and customer service. We are an authorized distributor for all major bands along with having a very large service/repair center and 2 certified Clean Rooms. Today, we remain committed to the same level of innovation that started Ampronix back in 1982. We are proud to be known and relied on for providing unparalleled customer service, superior quality, technologically advanced, performance-based imaging equipment and peripherals. Ampronix, an ISO 9001, ISO 13485 & ANSI/ESD certified company. Ready when you are.

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Bayer PO Box 915 Whippany NJ 07981 Phone: 862-404-3000 www.radiologysolutions.bayer.com Booth: South - Hall A: 2529

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Transforming Diagnostic Imaging Insights into Innovations.

Bayer has its roots in radiology. Its commitment to imaging began more than 75 years ago, when its parent company became a contrast-media manufacturer, and continued with the integration of the Medrad portfolio of power injectors and radiology accessories. With such a foundation, Bayer has established a long tradition of bringing imaging products to the healthcare marketplace. Over the years, Bayer’s radiology products have helped revolutionize imaging technology. As a leading global supplier and trusted innovator, Bayer is committed to expanding and improving solutions for optimum patient care. Our growing product portfolio also includes unique technologies that refine workflow while helping to enhance patient care in radiology.

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84 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Cool Pair Plus 2812 Corporate Pkwy Algonquin IL 60102-2564 Phone: 224-293-6060 Toll-Free: 800-861-5956 http://coolpair.com/ Booth: South - Hall A: 4047

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Cool Pair Plus provides cryogenic equipment for MRI equipment, including cold heads, compressors, oil adsorbers and flexible gas lines. We support equipment used in GE, Siemens, Philips, Hitachi, Toshiba, Elscint, Picker and Marconi MRI equipment. New and reconditioned parts and field service are available.

DirectMed Parts 9401 Waples St Ste 125 San Diego CA 92121 Phone: 855-463-3727 Booth: South - Hall A: 3741 DirectMed Parts is the most trusted and knowledgeable source for medical imaging parts and services. Specializing in CT and MRI parts and coils from GE, Siemens and Philips, DirectMed Parts understands the importance of working with service professionals to quickly and accurately deliver quality parts to their customer sites. We know systems do not breakdown on a convenient schedule which is why we are available 24 hours a day 7 days a week. We pride ourselves on our exceptional customer service and strive for excellence in our industry. We are ISO 9001:2008 Certified.

We know you will be pleased with the response and service at DirectMed Parts. Guaranteed Parts, Guaranteed Delivery, Guaranteed Service.

Advanced X-ray Measurements

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EASY The Complete X-ray QA Solution kV, time, dose, dose rate, HVL, TF, mA, mAs for R/F, Dent, Mam, and CT. RTI US Office RTI Inc

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info@rtigroup.com www.rtigroup.com

Phone: + 1-800-222-7537 Phone: +1-973-439-0242

MEDICALDEALER 85

MEDICAL DEALER’S GUIDE TO RSNA 2016

FEATURED EXHIBITORS

Dunlee 555 N Commerce St Aurora, IL 60504 Toll-Free: 800-238-3780 www.dunlee.com Booth: South - Hall A: 2707

SEE OUR AD ON PAGE 6

Dunlee, a division of Philips Healthcare, remains at the forefront of medical imaging as an international leader in research, design, and manufacture of high performance replacement tubes for CT and glassware programs. Dunlee markets and distributes products to OEMs, service providers, and end users all over the world. Dunlee will be featuring the Dunlee Reevo 240G, replacement tube for GE LightSpeed VCT Systems. Dunlee also offers Glassware Solutions, an innovative and all inclusive program designed around the needs of radiology departments to protect imaging budgets with predictable monthly fees for replacement CT tubes.

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IAMERS 85 Edgemont Pl Teaneck NJ 07666-4605 Phone: 201-357-5400 www.iamers.org Booth: South - Hall A: 1802 The International Association of Medical Equipment Remarketers and Servicers is dedicated to creating a professional, secondary market by bringing together leading dealers, lessors, refurbishers, and services committed to ethics and professionalism. Member companies represent a wide variety of medical specialties but are bound together by their commitment to IAMERS’ written and enforceable code of ethics.

86 MEDICALDEALER | NOVEMBER 2016

Oxford Instruments Healthcare 1027 SW 30th Ave Deerfield Beach FL 33442 Phone: 954-596-4945 Toll-Free: 888-673-5151 www.oxford-instruments.com Booth: North - Hall B: 6524

SEE OUR AD ON PAGE 95

Oxford Instruments Healthcare specializes in providing quality CT & MRI equipment sales, maintenance service, quality parts, mobile CT & MRI units and biomedical support options to healthcare practitioners across the North America Market. With a dedicated team of highly skilled professionals, a unique Customer portal, and nationwide service, Oxford Instruments Healthcare continues to deliver world­class service and support. Oxford Instruments Healthcare is ISO 9001:2008 & 13485:2003 certified and has achieved an unmatched reputation for quality and integrity while providing much needed cost savings and value to its customers.

Radcal 426 W Duarte Rd Monrovia CA 91016 Phone: 626-357-7921 Radcal.com Booth: South - Hall A: 2329

Radcal is proudly releasing the Accu-Gold Software 2.0 sporting a new streamlined look and numerous usability enhancements. Version 2.0 is compatible with your 1.0 session files, so the upgrade is smooth and seamless. The software is free to owners of Radcal’s Accu-Gold Family of meters. In keeping with Radcal’s modular systems approach, this Software in combination with the Accu-Gold Family makes a powerful diagnostic X-ray system. Parameters such as kVp, Dose, Dose Rate, HVL, exposure time with waveforms for all modalities provides all the measurement values with ease and accuracy.

Radcal is also releasing the first-to-market Nugget WiFi device to transmit wirelessly your measurement sessions to Accu-Gold Software. With WiFi, your connection is stable and secure with no dropped sessions as with other Bluetooth systems. The Nugget employs a point-to-point WiFi connection, no other WiFi infrastructure is required. Visit us in Booth 2329 for a demonstration. Radcal also offers, Survey meters, VacuTec DAP meters and Leeds Test Objects phantoms to complement your diagnostic system.

MEDICAL EQUIPMENT, PARTS & SERVICE

Richardson Healthcare 40W267 Keslinger Rd LaFox, IL 60147 Toll-Free: 888-735-7373 www.rellhealthcare.com Booth: North - Hall B: 7913

SEE OUR AD ON PAGE 78

Richardson Healthcare provides flexible, efficient, high-value diagnostic imaging components and technical support to hospitals, diagnostic imaging centers, medical institutions, independent service organizations and more.

International Medical Equipment and Service, Inc. (IMES), acquired by Richardson Electronics in June 2015, provides reliable, cost-saving solutions worldwide for major brands of CT and MRI equipment. This acquisition positions Richardson Healthcare to provide cost effective diagnostic imaging replacement parts and training. Our goal is to provide peace of mind, great value and a hassle-free experience to healthcare institutions around the world.

RTI Inc 33 Jacksonville Rd Bldg 1 Towaco NJ 07082-1100 Phone: 973-439-0242 http://rtigroup.com Booth: South - Hall A: 2316

SEE OUR AD ON PAGE 85

RTI specializes in test instruments for X-ray QA and Service.

Based in Mölndal, Sweden, RTI has lead the X-ray industry for over 30 years in the development, manufacture, sales, and support of non-invasive X-ray QA tools. RTI’s presence is worldwide with over 70 distributors and includes the US subsidiary, RTI Inc. in Towaco, NJ. RTI’s product offerings range from simple kV meters to complete Quality Control kits--represented by the multi-meter Black Piranha and single modality Cobia.

This new generation of meters for X-ray QA and Service can integrate seamlessly with RTI’s database Ocean 2014 software to provide simple, quick measurements (Ocean Quick Check) or more in depth analysis and reporting (Ocean Professional).

Connection is wireless via BT, and templates are customizable, helping make RTI the best solution in X-ray QA.

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

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

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

MEDICALDEALER 87

MEDICAL DEALER’S GUIDE TO RSNA 2016

TECHNICAL

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PROSPECTS

Experts in Siemens Medical Imaging

Technical Prospects, LLC 1000 S County Rd CB Appleton WI 54914 Phone: 920-757-6583 Toll-Free: 877-604-6583 www.technicalprospects.com Booth: South - Hall A: 2106

Unfors RaySafe Inc., A Fluke BIomedical Company 6045 Cochran Rd Cleveland OH 44139 Phone: 508-435-5600 Toll-Free: 866-486-3677

SEE OUR AD ON PAGE 56-59

RaySafe.com Booth: South - Hall A: 1517

Technical Prospects is a dedicated supplier of parts, training and support for Siemens CT, X-ray, angiography, cardiac catheterization, mammography and mobile/porTogether Unfors RaySafe and Fluke Biomedical strive to table imaging units. We also offer new and used tubes in improve the quality of global health, one measurement stock. Our training center provides functional training/ at a time. We provide the best and most reliable quality testing bays, two classrooms, and OEM-trained engineers assurance solutions to make medical equipment safer with almost 100 years of combined experience to lead our to use. We serve biomedical engineers, quality-assurAPPROVED CHANGES NEEDED training initiatives. We are the largest, most specialized ance technicians, medical physicists, oncologists, radiaprovider of pre-owned tested and refurbished Siemens GN–OFF: tion-safety professionals and are continually expanding medical imaging replacement parts. We also offer OEM CT our range of solutions to a broader range of health and ASE CONFIRM THAT THEproactive FOLLOWING ARE CORRECT brushes, maintenance components, and new and safety professionals.

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Varian Medical Systems 1678 Pioneer Rd Salt Lake City UT 84104 Toll-Free: 800-432-4422 www.varian.com Booth: South - Hall A: 4301

SEE OUR AD ON PAGE 3 SEE OUR AD ON PAGE 3

Varian Medical Systems is the world’s leading manufacturer of medical devices and software for treating cancer and other medical conditions with radiation. The company provides comprehensive solutions for radiotherapy, radiosurgery, proton therapy and brachytherapy. Varian is also a premier supplier of X-ray imaging components, including tubes, digital detectors, and image processing software and workstations for use in medical, scientific, and industrial settings, as well as for security and non-destructive testing.

Varian Medical Systems employs approximately 6,900 people who are located at manufacturing sites in North America, Europe, and China and approximately 70 sales and support offices around the world.

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MD EXPO_Scrapbook

Staff Reports

MD EXPO 2016 01. David Scott, CABMET Study Group Organizer, teaches the BMET Review course.

02. Attendees networking at the Welcome Reception sponsored by Sodexo.

03. The Welcome Reception was the place to be for food, fun and fellowship.

06. The MD Expo awards also highlighted the NewYork-Presbyterian Hospital Biomedical Engineering Department as the TechNation Department of the Year.

07. The exhibit hall featured industry leaders and hands-on demonstrations.

08. Alan Moretti was among those providing insightful educational opportunities on Wednesday and Thursday.

09. Exhibitors and attendees made connections in the exhibit hall, during networking events and throughout the three-day conference.

04. Gregory Goll was announced as the Medical Dealer Humanitarian of the Year at the MD Expo.

05. Jennifer A. DeFrancesco was honored as the TechNation Professional of the Year.

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03 92 MEDICALDEALER | NOVEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_Scrapbook

10. The wrap-up party at Margaritaville was the perfect end to the MD Expo as industry professionals were able to unwind and reflect on a successful conference.

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Empowering THE BIOMEDICAL/HTM PROFESSIONAL

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CATEGORICAL INDEX ANESTHESIA Paragon Service…………………………………………… 10

Integrated Medical Systems……………………… 40 S.H. Medical Corporation…………………………… 28

RSTI Exchange……………………………………………… 39 Southeast Nuclear Electronics………………… 77

ASSOCIATIONS IAMERS…………………………………………………………… 81

GAS/AIR MONITORS ENMET, LLC…………………………………………………… 77

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

GENERAL ALCO Sales and Service……………………………55, 77 Eastern Diagnostic Imaging……………………… 21 Government Liquidation………………………………7 RSTI Exchange……………………………………………… 39

PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 66 Gopher Medical, Inc.…………………………………… 72 Pacific Medical…………………………………………………5 Southwestern Biomedical Electronics………8 Tenacore Holdings, Inc………………………………… 47

BATTERIES Eastern Diagnostic Imaging……………………… 21 BIOMEDICAL AIV Inc.…………………………………………………………… 60 Conquest Imaging………………………………………… 13 Elite Biomedical Solutions………………………… 75 Global Medical Imaging……………………………… 53 Imprex International, Inc.…………………………… 55 Integrity Biomedical…………………………………… 98 InterMed Group…………………………………………… 73 Maull Biomedical Training, LLC………………… 60 Ozark Biomedical………………………………………… 46 Retrieve Medical Equipment……………………… 90

IMAGING Cool Pair Plus………………………………………………… 84 Injector Support and Service, LLC……………… 77

CARDIOLOGY Southwestern Biomedical Electronics………8 RSTI Exchange……………………………………………… 39

INFUSION THERAPY AIV Inc.…………………………………………………………… 60 Elite Biomedical Solutions………………………… 75

C-ARMS Blue Ox Medical Technologies…………………… 29 Eastern Diagnostic Imaging……………………… 21

LABORATORY Bulb Direct Holding, LLC……………………………… 60 MIT/Medical Imaging Technologies…………… 28 Ozark Biomedical………………………………………… 46

COMPUTED TOMOGRAPHY Blue Ox Medical Technologies…………………… 29 Dedicated Imaging Solutions…………………… 74 Dunlee…………………………………………………………………6 East Coast Medical Systems……………………… 72 Ed Sloan & Associates………………………………… 67 Exclusive Medical Solutions, Inc.……………… 65 International Medical Equipment & Service …………………………………… 78 KEI Medical Imaging Services…………………… 88 Metropolis International…………………………… 89 MIT/Medical Imaging Technologies…………… 28 Oxford Instruments……………………………………… 95 Retrieve Medical Equipment……………………… 90 RSTI Exchange……………………………………………… 39 Technical Prospects…………………………… 56-59,87 Tri-Imaging……………………………………………………… 54 CONTRAST MEDIA Injector Support and Service, LLC……………… 77 Maull Biomedical Training, LLC………………… 60 DIAGNOSTIC IMAGING Blue Ox Medical Technologies…………………… 29 Eastern Diagnostic Imaging……………………… 21 ENMET, LLC…………………………………………………… 77 First Call Parts……………………………………………… 97 Injector Support and Service, LLC……………… 77 M.E.P.S., Inc.………………………………………………………2 Multi Diagnostic Imaging Solutions…………BC Summit Imaging, Inc.………………………………………4 ENDOSCOPY Bulb Direct Holding, LLC……………………………… 60 Capital Medical Resources, LLC………………… 77 Endoscopy Specialists………………………………… 90 ENMET, LLC…………………………………………………… 77

96 MEDICALDEALER | NOVEMBER 2016

IMAGING/PARTS Ampronix……………………………………………………………9 Diagnostic Solutions…………………………………… 23 Eastern Diagnostic Imaging……………………… 21 InterMed Group…………………………………………… 73 Technical Prospects…………………………… 56-59,87 Tri-Imaging……………………………………………………… 54

LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MAMMOGRAPHY RTI, Inc.…………………………………………………………… 85 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 66 Tenacore Holdings, Inc………………………………… 47 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 63 Ampronix……………………………………………………………9 Technical Prospects…………………………… 56-59,87 Tenacore Holdings, Inc………………………………… 47 MRI Bayer Healthcare- MVS………………………………… 30 Carolina Medical Parts………………………………… 61 Cool Pair Plus………………………………………………… 84 Dedicated Imaging Solutions…………………… 74 East Coast Medical Systems……………………… 72 Ed Sloan & Associates………………………………… 67 ENMET, LLC…………………………………………………… 77 Exclusive Medical Solutions, Inc.……………… 65 Imprex International, Inc.…………………………… 55 KEI Medical Imaging Services…………………… 88 MIT/Medical Imaging Technologies…………… 28 Oxford Instruments……………………………………… 95 Retrieve Medical Equipment……………………… 90 RSTI Exchange……………………………………………… 39 NUCLEAR MEDICINE E.L. Parts, LLC………………………………………………… 66 Global Medical Imaging……………………………… 53 International X-Ray Brokers……………………… 90

PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 53 OTHER Cool Pair Plus………………………………………………… 84 PATIENT MONITORING Integrity Biomedical…………………………………… 98 POSITIONERS POWER SYSTEM COMPONENTS Interpower Corporation……………………………… 14 RADIOLOGY Asset Management Associates, LLLC……… 66 Eastern Diagnostic Imaging……………………… 21 First Call Parts……………………………………………… 97 International X-Ray Brokers……………………… 90 InterMed Group…………………………………………… 73 KenQuest Medical, Inc.………………………………… 19 Maull Biomedical Training, LLC………………… 60 Metropolis International…………………………… 89 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 75 Rayence, Inc.…………………………………………………… 39 RSTI Exchange……………………………………………… 39 Technical Prospects…………………………… 56-59,87 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 88 RECRUITING Adel Lawrence Associations, Inc.……………… 77 Health Tech Talent Management, Inc……… 72 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 63 AIV Inc.…………………………………………………………… 60 ALCO Sales and Service……………………………55, 77 Ampronix……………………………………………………………9 Bayer Healthcare- MVS………………………………… 30 Bio-Medical Equipment Service Co.…………… 66 Carolina Medical Parts………………………………… 61 Conquest Imaging………………………………………… 13 Dedicated Imaging Solutions…………………… 74 Eastern Diagnostic Imaging……………………… 21 Ed Sloan & Associates………………………………… 67 Elite Biomedical Solutions………………………… 75 Endoscopy Specialists………………………………… 90 Exclusive Medical Solutions, Inc.……………… 65 Global Medical Imaging……………………………… 53 Injector Support and Service, LLC……………… 77 Integrity Biomedical…………………………………… 98 International Medical Equipment & Service …………………………………… 78 KEI Medical Imaging Services…………………… 88 MIT/Medical Imaging Technologies…………… 28 MTC/Medical Technologies Co.…………………… 75

MEDICAL EQUIPMENT, PARTS & SERVICE

Multi Diagnostic Imaging Solutions……………………………………BC Pacific Medical……………………………5 Radon Medical LLC………………… 75 Southeast Nuclear Electronics……77 Trisonics, Inc……………………………… 91 REPLACEMENT PARTS Advanced Ultrasound Elec./ AUE……………………………………………… 63 AIV Inc.……………………………………… 60 AllParts Medical, LLC……………… 24 ALCO Sales and Service………55, 77 Bulb Direct Holding, LLC………… 60 Dedicated Imaging Solutions…74 Carolina Medical Parts…………… 61 Classic Diagnostic Imaging…… 38 Conquest Imaging…………………… 13 Diagnostic Solutions……………… 23 Dunlee……………………………………………6 Ed Sloan & Associates…………… 67 Elite Biomedical Solutions…… 75 E.L. Parts, LLC…………………………… 66 First Call Parts………………………… 97 Global Medical Imaging………… 53 Government Liquidation………… 7 International Medical Equipment & Service ……………… 78 KEI Medical Imaging Services…88 M.E.P.S., Inc.…………………………………2 MTC/Medical Technologies Co.… 75 Multi Diagnostic Imaging Solutions……………………………………BC Ozark Biomedical…………………… 46 Radon Medical LLC………………… 75 Southeast Nuclear Electronics………………………………… 77 Technical Prospects……… 56-59,87 Trisonics, Inc……………………………… 91 Varian Medical Systems……………3 X-Ray Parts, Inc………………………… 88 RESPIRATORY ENMET, LLC……………………………… 77 STERILIZERS ENMET, LLC……………………………… 77 Government Liquidation………… 7 SURGICAL Bulb Direct Holding, LLC………… 60 Capital Medical Resources, LLC………………………… 77 Cool Pair Plus…………………………… 84 Eastern Diagnostic Imaging… 21 Endoscopy Specialists…………… 90 International Medical Equipment & Service ……………… 78 S.H. Medical Corporation……… 28 STERIS Instrument Management Services…………… 40 SURPLUS MEDICAL Government Liquidation………… 7 TEST EQUIPMENT RTI, Inc.……………………………………… 85

WWW.MEDICALDEALER.COM

TUBES/BULBS AllParts Medical, LLC……………… 24 Bulb Direct Holding, LLC………… 60 Dunlee……………………………………………6 Government Liquidation………… 7 International Medical Equipment & Service ……………… 78 Technical Prospects……… 56-59,87 ULTRASOUND Advanced Ultrasound Elec./ AUE……………………………………………… 63 Bayer Healthcare- MVS…………… 30 Conquest Imaging…………………… 13 Diagnostic Solutions……………… 23 Endoscopy Specialists…………… 90 Exclusive Medical Solutions, Inc.…………………………… 65 InterMed Group……………………… 73 Retrieve Medical Equipment… 90 Trisonics, Inc……………………………… 91 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE 63 AIV Inc.……………………………………… 60 Conquest Imaging…………………… 13 Global Medical Imaging………… 53 InterMed Group……………………… 73 VCR REPAIR/SERVICES Advanced Ultrasound Elec./ AUE……………………………………………… 63 Conquest Imaging…………………… 13 VENTILATORS Government Liquidation………… 7 VIDEO Endoscopy Specialists…………… 90 Multi Diagnostic Imaging Solutions……………………………………BC X-RAY Asset Management Associates, LLLC…………………………………………… 66 Bayer Healthcare- MVS…………… 30 Blue Ox Medical Technologies…29 Classic Diagnostic Imaging…… 38 Diagnostic Solutions……………… 23 Eastern Diagnostic Imaging… 21 Exclusive Medical Solutions, Inc.……………………………………………… 65 Government Liquidation………… 7 KenQuest Medical, Inc.…………… 19 M.E.P.S., Inc.…………………………………2 MIT/Medical Imaging Technologies…………………………… 28 Ray Pac…………………………………… IBC Rayence, Inc.……………………………… 39 Retrieve Medical Equipment… 90 RTI, Inc.……………………………………… 85 Tri-Imaging………………………………… 54 X-Ray Parts, Inc………………………… 88 X-RAY PARTS Technical Prospects……… 56-59,87 X-Ray Parts, Inc………………………… 88

MEDICALDEALER 97

ALPHABETICAL INDEX

Adel Lawrence Associations, Inc.……………… 77 Advanced Ultrasound Elec./AUE………………… 63 AIV Inc.…………………………………………………………… 60 ALCO Sales and Service……………………………55, 77 AllParts Medical, LLC…………………………………… 24 Ampronix……………………………………………………………9 Asset Management Associates, LLLC……… 66 Bayer Healthcare- MVS………………………………… 30 Bio-Medical Equipment Service Co.…………… 66 Blue Ox Medical Technologies…………………… 29 Bulb Direct Holding, LLC……………………………… 60 Capital Medical Resources, LLC………………… 77 Carolina Medical Parts………………………………… 61 Classic Diagnostic Imaging………………………… 38 Conquest Imaging………………………………………… 13 Cool Pair Plus………………………………………………… 84 Dedicated Imaging Solutions…………………… 74 Diagnostic Solutions…………………………………… 23 Dunlee…………………………………………………………………6 E.L. Parts, LLC………………………………………………… 66 East Coast Medical Systems……………………… 72 Eastern Diagnostic Imaging……………………… 21 Ed Sloan & Associates………………………………… 67 Elite Biomedical Solutions………………………… 75

Endoscopy Specialists………………………………… 90 ENMET, LLC…………………………………………………… 77 Exclusive Medical Solutions, Inc.……………… 65 First Call Parts……………………………………………… 97 Global Medical Imaging……………………………… 53 Gopher Medical, Inc.…………………………………… 72 Government Liquidation………………………………7 Health Tech Talent Management, Inc……… 72 IAMERS…………………………………………………………… 81 Imprex International, Inc.…………………………… 55 Injector Support and Service, LLC……………… 77 Integrity Biomedical…………………………………… 98 InterMed Group…………………………………………… 73 International Medical Equipment & Service …………………………………… 78 International X-Ray Brokers……………………… 90 Interpower Corporation……………………………… 14 KEI Medical Imaging Services…………………… 88 KenQuest Medical, Inc.………………………………… 19 Maull Biomedical Training, LLC………………… 60 M.E.P.S., Inc.………………………………………………………2 Metropolis International…………………………… 89 MIT/Medical Imaging Technologies…………… 28 MTC/Medical Technologies Co.…………………… 75

Multi Diagnostic Imaging Solutions…………BC Oxford Instruments……………………………………… 95 Ozark Biomedical………………………………………… 46 Pacific Medical…………………………………………………5 Paragon Service…………………………………………… 10 Radon Medical LLC……………………………………… 75 Ray Pac………………………………………………………… IBC Rayence, Inc.…………………………………………………… 39 Retrieve Medical Equipment……………………… 90 RSTI Exchange……………………………………………… 39 RTI, Inc.…………………………………………………………… 85 S.H. Medical Corporation…………………………… 28 Southeast Nuclear Electronics………………… 77 Southwestern Biomedical Electronics………8 STERIS Instrument Management Services………………………………… 40 Summit Imaging, Inc.………………………………………4 Technical Prospects…………………………… 56-59,87 Tenacore Holdings, Inc………………………………… 47 Tri-Imaging……………………………………………………… 54 Trisonics, Inc…………………………………………………… 91 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 88

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98 MEDICALDEALER | NOVEMBER 2016

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