Medical Dealer - December 2016 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

DECEMBER 2016 | WWW.MEDICALDEALER.COM

Radiologists’

The Technologies and Trends Advancing Medical Imaging in 2017 and Beyond

FIND YOUR PREFERRED VENDOR:

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CONTENTS_Features 50 RADIOLOGIST WISH LIST- THE TECHNOLOGIES AND TRENDS ADVANCING MEDICAL IMAGING IN 2017 AND BEYOND

58 CORPORATE PROFILE-RAY-PAC Ray-Pac continues to offer innovatied solutions for its customers.

Technology and interoperability are among the items radiologist are seeking in 2017. Medical Dealer (Vol. 19, Issue #12) DECEMBER 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

MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

INDUSTRY UPDATE 14 MD Expo Recap 17 News & Notes 24 Block Imaging 26 People on the Move 29 OEM Updates

MARKET ANALYSIS Imaging: Tubes 33 Market Analysis 34 Product Showroom 38 Preferred Vendors Med/Surg: Instrument Transport 43 Market Analysis 44 Product Showroom 48 Preferred Vendors

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

Circulation

Lisa Cover Laura Mullen

Web Department Taylor Martin Adam Pickney Cindy Galindo Alicia Dent

SLICE OF LIFE 64 The Other Side 66 Dan Bobinski 70 Pay It Forward 72 Success Story 76 Categorical Index 78 Alphabetical Index

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12 MEDICALDEALER | DECEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

WHEN IT COMES TO GETTING ALL YOUR DUCKS IN A ROW Sometimes life’s best lessons come from unexpected sources. Like ducks. Ducks move swiftly, focused on a goal, following leaders forging through obstacles and clearing the way. Silly as it may seem, that’s how we view our role at Conquest Imaging: Move swiftly to discover and implement new ways imaging providers can streamline processes to improve ROIs, remove obstacles, and reach goals on time and on budget. To us, getting your “ducks in a row” means having the right parts and probes lined up and ready to go 24/7. We do this by having on-staff technicians that analyze and test each item we sell, identifying at-risk parts and fixing them before they can go south. We go a few steps further. Not only are we lined up to deliver the most tested probes and parts in the industry, we deliver training programs to help your entire team operate efficiently. Just another way we cut the headwinds and enable you to fly.

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INDUSTRY UPDATE_MDEXPO 2016

Staff Reports

MD EXPO EXCEEDS EXPECTATIONS M D Expo just keeps getting better. For more than 15 years, MD Expo has served as a must-attend event for medical equipment sales and service professionals. The biannual conference has expanded and continues to offer new experiences each year. In 2016, the spring conference in Dallas was one of the biggest ever for parent company MD Publishing. The fall conference, recently held at Mohegan Sun in Uncasville, Connecticut, was MD Expo’s first venture to New England.

“The New England MD Expo provided an opportunity to meet many new attendees who were attending MD Expo for the first time mainly because it was local and their facility didn’t have to pay travel expenses,” MD Publishing Vice President Kristin Leavoy said. “We pride ourselves in providing a quality product at an affordable price – it’s free for health care professionals to attend! This is our way of supporting the HTM community with each and every event we host.” More than 600 people attended to take advantage of more than 30 hours of accredited CE education and a world-class exhibit hall featuring the latest technology, products and services. MD Expo also provided its signature brand of networking events throughout the conference. The 2016 TechNation and Medical Dealer award winners were introduced via short videos immediately 14 MEDICALDEALER | DECEMBER 2016

following the keynote address by The Joint Commission and included TechNation Professional of the Year – Jennifer DeFrancesco, TechNation Department of the Year – New York Presbyterian Hospital Biomedical Engineering Department, 2016 Medical Dealer Humanitarian – Greg Goll, and Medical Dealer Lifetime Achievement – Myron Hartman. Sponsors played a role in the success of MD Expo New England and included Sodexo, DirectMed, PartsSource, USOC Bio-Medical Services, AIV, Elite Biomedical Solutions, Northeast Electronics Inc., MedWrench, Varian Medical Systems, RPI, TriMedx, MW Imaging, Mobile Medical Repair, Philips, Select Biomedical, Connectiv, Technical Prospects and GE Healthcare. For the spring of 2017, MD Expo is headed west.

“More than 600 people attended to take advantage of more than 30 hours of accredited CE education and a world-class exhibit hall featuring the latest technology, products

and services.” MD EXPO 2017 will be held in Irvine, California on April 9-11. Find the latest information online at www.MDExpoShow.com. MEDICAL EQUIPMENT, PARTS & SERVICE

_ICE 2016

MD EXPO SCRAPBOOK 1. Attendees gather for the Tribal Blessing presneted by Chief Many Hearts, the 18th Chief of the Mohegan Tribe. 2. Alan Moretti leads a panel discussion titled Biomed to Hybrid HTM Service Professionalâ&#x20AC;&#x201C;Are you prepared for the leap?

3. Vendors network in the exhibit hall as they watch a product demonstration. 4. Kaylee McCaffery and Jonathan Payne educate attendees on their medical equipment support network, MedWrench.com. 5. AIV mingled with attendees prior to their sponosored happy hour on Wednesday, October 5th.

6. Attendees participated in a full lineup of ACI-accrediated continueing education seminars. 7. Sodexo and GMI co-sponosed the Ping-Pong tournament during exhibit hall hours. 8. MD Expo ended on a high note with our wrap party at Margaritaville sponosored by Northeastern Electronics.

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8 MEDICALDEALER 15

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_News and Notes

INDUSTRY VETERAN MAX ENDE DIES After a brief illness, Max Ende died at the age of 61. He founded BMX-ray Inc. in December 2010. He was a U.S. Navy Veteran with 20 years experience in video imaging electronics and 16 years experience in the medical imaging field. His vision was to create a company that could offer great service, repairs, imaging products and technical support for biomedical engineers in the field of radiology imaging from troubleshooting problems to helping them get all the information they needed to make their job a little easier. More importantly, he wanted to create a company where everyone – employees and customers – felt like family. He brought people into the company and took them under his wing and helped them to grow. Over the past year, he inspired every employee to spread their wings, not only to work and solve problems independently, but also to work together as a team and as a family. •

LOFTWARE PARTNERS WITH PTC, ANNOUNCES NEW MEDICAL DEVICE SOLUTION pan Jha, Vice President, GTM, IoT data sources to generate and Loftware Inc. has partnered with Solutions Group, PTC. “Now manprint compliant labels. Centralized PTC Inc. to provide medical ufacturers can more easily support device companies with technollabel designs from Loftware inte‘case for quality’ initiatives with ogy to more easily meet evolving grate directly with PTC Windchill complete oversight of label conregulations and increasing labelfor proper review and approval. ing complexities. Loftware’s Also, label content including IFUs, tent, while having seamless control over label formatting and printing new integrated labeling solution warnings and artwork managed allows manufacturers to create in PTC’s Arbortext Advanced Print as well as label retention.” Providing a fully closed loop Publisher is submitted to PTC and author content, configure forsolution, a full digital replica of Windchill, which manages change mat, review and approve, manage the label is saved and made availcontrol, content, UDI information changes, generate and print labels able to support future CAPA and serves as a digital system with UDI information, and retain (Corrective And Preventative of record. digital replicas. Actions) events to streamline “Pairing Loftware Spectrum’s To create this comprehentracking and recalls. In addiEnterprise Labeling capabilisive offering, Loftware Spectrum tion, the ability to leverage mobile ties with PTC Windchill creates a integrates directly with PTC’s devices to scan UDI barcodes and comprehensive solution for medWindchill Product Lifecycle Manrendezvous back to PTC Windchill ical device manufacturers that agement (PLM) software to access allows users to easily view eIFUs require unparalleled quality and correct, approved content, which (electronic Instructions For Use). • control over labeling,” said Swais combined with data from other

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MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

Staff Reports

INTRODUCING STERIS INSTRUMENT MANAGEMENT SERVICES A recent email announced the combination of STERIS Corporation, IMS and Synergy Health. This new combination creates a global service supplier, providing customers with a network of 16 regional repair and sterilization facilities and 200-plus on-location service vehicles in the U.S. “As a combined organization, we deeply value our customers and you remain our top priority as we continue to improve the long-term value of our instrument and device repair and OR/SPD services,” the email signed by Greg Sharp, General Manager, Instrument Management Services, STERIS, reads. “We’re excited to announce that, effective 5 DECEMBER 2016, the new name for this division of our organization is STERIS Instrument Management Services. This name builds on the brand recognition of IMS and Synergy Health’s Hospital Sterilization Services business, combining both previous organizations into one under the STERIS corporate umbrella.” The name Instrument Management Services (IMS) will be used primarily to identify the business unit within STERIS. The name change has no impact on existing legal entities, customer agreements, quality documentation or regulatory bodies. “The entire global team of STERIS Instrument Management Services remains committed to the fundamental principle of creating value for our customers. We are excited to keep you updated on our progress and welcome any questions you may have,” the email adds. • IN THE U.S. AND CANADA, please contact the company with any questions at 800-783-7251 or info@imsteris.com

SEALED AIR TO PURSUE SPIN-OFF BUSINESS Sealed Air Corporation plans to pursue action is expected to be completed in the spin-off of its Diversey Care divithe second half of 2017 and is intended sion and the food hygiene and cleaning to qualify as a tax-free distribution to business within its Food Care division Sealed Air shareholders for U.S. federal (together “New Diversey”), while the income tax purposes. remaining Sealed Air business (“New Upon completion of the spin-off: Sealed Air”) will continue as an inde• New Sealed Air will continue to be a pendent public company. Under the provider of food, product and medical plan, if effectuated, Sealed Air’s sharepackaging solutions. holders would own 100 percent of the • New Diversey will be led by Dr. Ilham common stock of New Diversey folKadri, President of Diversey Care. lowing completion of the spin-off. The “Sealed Air has created significant plan is intended to allow New Sealed shareholder value by delivering leadAir and New Diversey to focus on a dis- ing innovations to our global customers, tinct set of strategic objectives, creating improving our quality of earnings and enhanced shareholder value. The trans- executing a disciplined capital alloca18 MEDICALDEALER | DECEMBER 2016

tion strategy,” said Jerome A. Peribere, Sealed Air’s President and Chief Executive Officer. “Our board and management team continually evaluate options to enhance shareholder value and we believe this spin-off will allow both New Sealed Air and New Diversey to realize their full potential. Following the spin-off, each company will be well-positioned for profitable growth through a proven business model and enhanced strategic focus, improved operating efficiencies and optimized capital allocation to enable investments in new disruptive technologies.” • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

MR SOLUTIONS TO SUPPLY IMAGING SYSTEM FOR STUDY MR Solutions has received an order for a high-powered 7T, cryogenfree, preclinical PET-MRI multimodality imaging system from the newly formed pre-clinical imaging resource at the Zilkha Neurogenetic Institute (ZNI) at the Keck School of Medicine of the University of Southern California (USC). The simultaneous acquisition of PET and MR images marries the sensitivity of PET with the high spatial resolution and soft tissue contrast of MRI. MR Solutions is the only company in the world to be able to deliver this cryogen free technology. Dr. Russell Jacobs, professor of research physiology and biophysics at the Zilkha Neurogenetic Institute commented: â&#x20AC;&#x153;In collaboration with MR Solutions we are seeking to optimize imaging tools and apply them in preclinical model systems in such a manner that they are directly useable in the clinic. We are working in collaboration with a number of researchers at the Keck School of Medicine of USC on a wide range of applications. The Zilkha Neurogenetic Institute is a leader in the field of neuroscience research, with multi-disciplinary research teams who study the cause and effect of neurodegenerative disease and psychiatric disorders as well as potential therapies. Students and world-class researchers study the circuitry and mechanisms of the brain and neurological disorders. â&#x20AC;˘ WWW.MEDICALDEALER.COM

MEDICALDEALER 19

INDUSTRY UPDATE_News and Notes

CARESTREAM EARNS NEW PRODUCT INNOVATION AWARD Based on its recent analysis of the spatial resolution in all three direccomputerized tomography (CT) tions, it bridges the gap between the market for extremity imaging, Frost market and customer needs.” & Sullivan recognizes Carestream The system produces 3-D images Health with the 2016 North Ameriof high diagnostic value at the pointcan Frost & Sullivan Award for New of-care to evaluate subtle or occult Product Innovation. Carestream’s fractures and their healing. The FDA-approved cone beam computdevice can improve the visibility of erized tomography (CBCT) device, patient anatomy even in the presence the OnSight 3D Extremity System, of metal implants, which are a comis proving to be a game-changer mon cause of noise in CT images. It with its ergonomic design and improves workflow and productivity unparalleled features. Compared due to its ability to perform both 2-D to multi-detector computerized and 3-D scans on the same device. tomography (MDCT) systems, For the OnSight 3D Extremity this device delivers lower dosage System, the company has a dediand provides the ability to capture cated team that provides technical weight-bearing images. assistance to medical professionCarestream’s OnSight 3D Extremals in hospitals and private clinics. ity System’s intuitive design is eXceed, a corporate initiative from distinct from conventional doughCarestream, is intended to crenut-shaped CT scanners. It consists ate a customer-centric culture; for of a wide door opening that provides instance, it collects and analyzes data easy, step-in patient access. The large regarding customers’ experiences imaging bore accommodates heavier to identify and address the system’s patients, while enabling a wide field- deficiencies. of-view image capture. To facilitate For exceeding customer expectaconvenient equipment-positioning, tions with its outstanding product it has a dual-side positioning joystick. On the top of the device, two detachable patient-support handles enhance safety and comfort. Finally, a monitor attached to the system displays the patient’s demographic details and the imaging status for individualized diagnoses of extremities. “Carestream’s OnSight 3D Extremity System utilizes advanced interactive reconstruction techniques and generates exceptional image quality in both bone and soft tissue,” said Frost & Sullivan Research Analyst Karan Verma. “Similarly, weight-bearing applications are better evaluated using this system. By delivering volumetric reconstruction that has isotropic 20 MEDICALDEALER | DECEMBER 2016

Staff Reports

and services, Frost & Sullivan is pleased to present Carestream with the 2016 North American Frost & Sullivan Award for New Product Innovation. Each year, Frost & Sullivan presents this award to the company that has developed an innovative element in a product by leverage leading-edge technologies. The award recognizes the value added features/benefits of the product and the increased ROI it offers customers, which in turn increases customer acquisition and overall market penetration potential. Frost & Sullivan Best Practices awards recognize companies in a variety of regional and global markets for demonstrating outstanding achievement and superior performance in areas such as leadership, technological innovation, customer service, and strategic product development. Industry analysts compare market participants and measure performance through in-depth interviews, analysis, and extensive secondary research to identify best practices in the industry. •

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INDUSTRY UPDATE_Block Imaging

By Jordan Batterbee

How to Measure CT Tube Usage:

3 Methods Compared for CR Image Processing

elling, inspecting, buying, servicing – there are a number of reasons to access usage information for a CT scanner’s X-ray tube. Coincidentally, there are also a number of ways to measure tube usage that, taken together, can create an approximation of how much and how hard a tube has been used. We’ll discuss three usage metrics you’re likely to run across and exactly what they mean for the X-ray tube in question.

their X-ray tube much harder than a facility that performs primarily sinus studies.

Jordan Batterbee

Total Patient Exams Total patient exams is the sum of individual cases conducted with a particular tube. Patient exam count is useful as a ballpark metric of tube usage. Unfortunately, its reliability as a definitive indicator of tube usage is limited. These limitations stem from the fact that not all types of CT studies are conducted at the same power level or for the same duration of time. When checking total patient count, an additional factor to con24 MEDICALDEALER | DECEMBER 2016

sider is the specialty of the facility using it. What kind of studies are they doing most often? Think of the difference between flooring the accelerator in your car to win a drag race and giving your grandma a ride to church on Sunday morning – both may rack up only a few miles on your odometer, but one creates much more wear and tear on your engine than the other. In CT scanners, a trauma facility, for example, will use

mAs (milliampere seconds) An X-ray tube’s mAs count represents the total number of seconds that power has been applied to the tube, whether it was scanning a patient, testing, or performing quality assurance calibrations. The real usefulness of the mAs count is to determine the average mA a site has been running their tube at. To do this, divide the total mAs reading by the number of scan seconds. Speaking of which... Scan Seconds This metric tells how many seconds the tube was both powered and scanning a patient. Once again, in this case, the metric will not tell you exactly how much power was applied during all of those seconds, so noting the specialty of the facility will be helpful in determining a typical current level across the life of the tube. MEDICAL EQUIPMENT, PARTS & SERVICE

The Takeaway Ultimately, it is best to have as many of these numbers as possible. Together, they form a composite of what usage a tube has undergone. This, combined with an understanding of which techniques were most frequently performed on the system, will help you form reasonable expectations of the remaining lifespan on a given X-ray tube. 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. JORDAN BATTERBEE is the Content Manager for Block Imaging International, refurbished medical imaging equipment, parts and service company. WWW.MEDICALDEALER.COM

MEDICALDEALER 25

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field Medical imaging veteran Matt Tomory is the new Head of Strategic Advancement at Bayer HealthCare. He will be responsible for developing long term partnerships with health care providers, manufacturers and imaging support organizations for patient-centric cost-effective solutions for ultrasound transducer repair, MRI coil repair and computed and digital radiography support and sales. Tomory previously served as Executive Vice President of Sales and Marketing at Conquest Imaging. •

James Gorman is the new VicePresident of Strategic Planning and Portfolio Management for Agenus, Inc. of Lexington, Massachusetts. Gorman boasts two decades of experience in portfolio management, global pharmaceutical licensing, and corporate development, much of it gained at Abbott Laboratories. He was most recently the cofounder, CEO, and CMO of BioAssets Development Corporation and the cofounder, CEO, and CSO of 121 Bio, LLC. •

Dornier MedTech America of Kennesaw, Georgia, has added Bob Evensen as its new VP of Sales and Marketing. Evensen is a 20-year industry veteran who holds a business degree from the University of Utah. •

26 MEDICALDEALER | DECEMBER 2016

Ortho Regenerative Technologies Inc. of Montreal, Quebec, Canada named Brent Norton its Executive Chairman of the Board and acting CEO. Norton succeeds Edward Margerrison, who is taking an executive position with a federal agency. Norton is a founding Director of Novadaq Technologies, a venture partner at Lumira Capital, and an Advisory board member for the Ivey International Centre for Health Innovation and Director of Alpine Ontario. •

Augustus Wiesel has been named the new CEO of MFI Medical Equipment of San Diego, California, replacing Arnold Wiesel, who moves into an advisory role as CPO and board member. Wiesel has been with the company for nine of its 35 years. •

James Piepenbrink is the new Deputy Executive Director of the AAMI Foundation, having joined the foundation from Boston Medical Center in Massachusetts, where he was director of clinical engineering. Piepenbrink has more than 30 years of clinical engineering experience and has been an active member of the AAMI Foundation National Coalition for Alarm Management Safety since its inception. •

Dynatronics Corporation of Cottonwood Heights, Utah, has appointed David A. Wirthlin its new CFO, replacing Terry M. Atkinson, who has been named Director of Accounting. Wirthlin has previously served as the CFO of ArmorWorks Enterprises, LLC, Integrated Information Systems, Inc., and SkyMall, Inc., and has led the IPO process at each. •

CVRx, Inc. of Minneapolis, Minnesota has named Tom Moore its new VicePresident of U.S. Market Development. Moore rejoins the company after having left to become president of a start-up focused on urological disorders. He began his career at Medtronic in sales and marketing leadership roles and has 20 years of global market development experience. •

A. Marc Harrison is the new President and CEO of Intermountain Healthcare, succeeding the retiring Charles W. Sorenson. Harrison was most recently Chief of International Business Development for Cleveland Clinic and CEO of Cleveland Clinic Abu Dhabi. He has also been the Chief Medical Operations Officer for Cleveland Clinic. Sorenson will continue as founding director of the upcoming Intermountain Healthcare Leadership Institute, scheduled to launch in 2018. •

Siemens Healthineers North America has named Libba Sapitsky its Senior Vice President for Customer Services. Sapitsky joins the company from Medtronics, where she was Vice President of Customer Care; she has also held leadership positions at American Airlines. Sapitsky is a certified Lean Six Sigma Green Belt and Covey Certified Instructor. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

Integer of Frisco, Texas has added Jeremy Friedman as its Chief Operating Officer and Executive Vice President. Friedman has been with the company since 2007, most as president of its cardio and vascular product category, a role that Integer’s VP of Operations John Harris will oversee in the interim. Friedman has a Harvard MBA and has held three prior COO positions. •

H. James Dallas has joined the board of directors of Tampa, Floridabased WellCare Health Plans, Inc. Dallas, the former CIO and senior vice president of quality and operations for Medtronic, Inc., operates his own eponymous consulting firm. He is also a member of the boards of KeyCorp, Capella Education Company, Grady Memorial Hospital, and the Atlanta Community Food Bank. Dallas holds an MBA from Emory University.•

Exer More Than Urgent Care of Los Angeles, California has named Rob Mahan its CEO. His hiring will allow President-CEO and Exer founder Cherlin Johnson to focus on the company’s clinical models. •

Mauricio Camargo has been named Senior Vice President of planning and business intelligence for HCA Gulf Coast Division. Camargo joins HCA from the Houston office of consultants McKinsey & Company, and has worked at Novartis and bioMerieux. He holds an MBA from Harvard Business School and a master’s of science in health sciences and technology from the Harvard-MIT Division of Health Sciences and Technology.•

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James H. Hinton has been named the President and CEO of the Dallas, Texas-based Baylor Scott & White Health, the largest nonprofit healthcare system in Texas. Hinton joined the company from Presbyterian Healthcare Services of New Mexico, and succeeds retiring President and CEO Joel T. Allison, who oversaw Baylor Scott & White Health for 23 years. Hinton spent four years on the Board of Trustees of the American Hospital Association, one of which he spent as its chair. •

Todd Caliva is the new CEO of Clear Lake Regional Medical Center, a 531-bed, fullservice, acute-care hospital, in Webster, Texas. Caliva has spent the past decade as the CEO of West Houston Medical Center, and has previously been the CEO of the East Houston Regional Medical Center and the COO of The Women’s Hospital of Texas. All four hospitals are affiliated with HCA Gulf Coast Division. Caliva is co-chair of the Southeast Texas Regional Advisory Council (SETRAC) Cardiac Care Committee, president/chairman of the Educational Foundation of the Southeast Texas Chapter of the American College of Healthcare Executives, and sits on the board of the Houston West Chamber of Commerce. •

Bill Bohr has been named President of Dimplex Thermal Solutions of Kalamazoo, Michigan. Bohr, who joins the company from Hydromotion, Inc., where he was general manager, has spent 20 years in the Dover Corporation pump solutions group. He holds a bachelor of science in engineering from Grand Valley State University and University of Chicago MBA.•

JenaValve Technology of Irvine, California has added Greg Mirigian as its Vice President of Research and Development. He joins the company after having headed up a medical device consultancy for the past seven years. Mirigian has also been the CTO of the Fremont, California-based INCUMEDX, and has worked at Boston Scientific. He holds a bachelor’s degree in mechanical engineering from San Jose State University. •

VasoDiagnostics CEO Randy Hill has been added to the Board of Directors of the Raleigh, North Carolina-based Mycardial Solutions. Hill is a member of the VasoHealthcare board of directors and a former chairman of the Medical Imaging and Technology Alliance (MITA). •

Integer Holdings Corporation of Frisco, Texas added Donald Spence to the Science and Technology Committee of its Board of Directors. Spence was most recently chairman and CEO of Lake Region Medical, which Integer Holdings acquired in 2015. He has been president of the Sleep and Home Respiratory Group for Philips Respironics and CEO of Philips Home Healthcare Solutions. •

The Seattle, Washington-based Accolade has added Ivor Horn as its CMO. Horn is a board-certified pediatrician who joins the company from Seattle Children’s Hospital, where he was Medical Director of the Center for Diversity and Health Equity. An NIHfunded investigator and member of the Academic Pediatric Association and American Academy of Pediatrics, Horn has worked on improving health disparities among pediatric patients. •

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MEDICALDEALER 27

L E S S IS NO T A LWAY S

GET THE EQUIPMENT YOUR FACILITY NEEDS

AT PRICES YOU CAN AFFORD.

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. Items we buy and sell include flexible and rigid endoscopes, power and video equipment including accessories. Contact 800-783-9251, ext. 3639, or robbi_adamson@imsteris.com today to learn more.

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INDUSTRY UPDATE_OEM News

Staff Reports

PHILIPS RECEIVES FDA 510(K) CLEARANCE FOR LUMIFY’S S4-1 TRANSDUCER completed rigorous environmenemergency care situations can take Royal Philips has received 510(k) tal and durability testing to ensure advantage of every crucial moment clearance from the U.S. Food and reliability for emergency, critical without the time and mobility Drug Administration to market its care, and ambulance use. The S4-1 restrictions of locating an ultrasound S4-1 cardiac transducer for Lumify, transducer and cable weighs 152 cart, which is often in use and/or in its smart-device diagnostic ultragrams and is smaller than a smartanother department. sound solution. The pocket-sized phone, adding to its versatility “Lumify is a game-changing and lightweight S4-1 transducer and mobility. Beyond integrating innovation,” said Dr. John Bailitz, offers advanced sensitivity and with everyday technology, such emergency ultrasound physician high-resolution 2D image quality, as off-the-shelf, compatible smart and leader with ACEP and the Social along with new exam pre-sets, allowdevices, Lumify also uses cloud-enMedia and Critical Care (SMACC) ing clinicians to quickly triage and abled technology to connect with organization. “The aff ordability, fl exassess patients like never before. PACS, shared networks and system ibility and versatility of Lumify make Lumify is the first Philips ultradirectories. Additionally, data will it appealing to those working in emersound device for ambulatory use, be accessible on the Philips Healthand with the S4-1 transducer, its clin- gency settings, and now with the S4-1 Suite Digital Platform, an open cardiac probe and FAST exam preical applications are expanded to and secure, cloud-based IT infrasets, we can conduct critical exams at include a full offering of in-demand structure, allowing clinicians and the point-of-care, resulting in more cardiac, abdominal including lung, health systems access to powerful efficient triage of patients.” OB/GYN, and FAST exam pre-sets. data and analytics to help improve The Lumify app and all three With Lumify’s full suite of pointpatient care. • transducers (L12-4, C5-2, and S4-1) of-care transducers, physicians in

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MEDICALDEALER 29

INDUSTRY UPDATE_OEM News

Staff Reports

CANCER CENTER ADDS BODYTOM CT FOR PROTON THERAPY Samsung has announced that the University of Texas MD features an 85 cm gantry and a 60 cm field of view, the Anderson Cancer Center in Houston, Texas added Bodylargest field of view available in a portable CT scanTom CT to its Proton Therapy Center and is treating ner. Uniquely designed to accommodate patients of all patients at the facility using images from the scanner as sizes, BodyTom provides point-of-care imaging wherpart of the process. ever high-quality CT images are needed, including the Sometimes tumors shift locations or change in size from operating room, intensive care unit, oncology treatment the time treatment is planned to when it is administered. facilities and the emergency department. The combinaUsing a portable CT to confirm a tumor’s location and size tion of rapid scan time, flexible settings and immediate before each treatment session can ensure the most accurate image viewing makes the BodyTom a valuable tool to any delivery of proton therapy. Building on the use of CT imagfacility needing versatile real-time portable imaging. • ing in the proton therapy treatment planning process, MD Anderson is now using BodyTom’s diagnostic-quality imaging daily for tumor-site checking, said Steven J. Frank M.D., Medical Director of MD Anderson’s Proton Therapy Center. “Proton therapy is among the best cancer-fighting tools we have, and we are taking advantage of the newest technology available with the hopes of improving patient outcomes,” Frank said. “By incorporating three-dimensional imaging guidance into our treatment process, we aim to enhance the accuracy of proton therapy. Knowing the tumor’s exact location each time we treat a patient ensures radiation is deposited directly to the tumor while sparing adjacent, healthy tissue.” BodyTom is a self-shielded, multi-departmental imaging solution capable of transforming any room in the hospital into an advanced imaging suite. The system

TOSHIBA INTRODUCES NEW DOUBLE SLIDING C-ARM Interventional labs now have an imaging system that provides clinicians flexibility to perform a wide array of procedures with the launch of Toshiba’s Infinix-i Sky+. The ceiling mounted system features a double sliding C-arm and 12” x 16” flat panel, offering clinicians the potential to increase coverage, speed and patient access. The unique C-arm design delivers numerous clinical benefits to interventional radiologists and vascular surgeons. The new system can deliver 3D imaging anywhere with 210 degrees of anatomical coverage on both the right and left side of the patient, and a high speed 3D rotation of 80 degrees per second. The Infinix-i Sky+ is capable of having its C-arm in a lateral position over or under the table, enabling clinicians to prioritize versatility and safety, particularly in a sterile OR environment. By allowing the flat panel detector to be positioned above or below the patient, the system offers increased flexibility for procedures that require additional space, including long needle biopsies, aspirations and vertebroplasty. The double sliding C-arm system mechanics supports low contrast imaging from the head-end or either side of the patient. Ensuring positioning is never a hassle for clinicians, 30 MEDICALDEALER | DECEMBER 2016

the system’s Access Halo offers 270-degree C-arm rotation that allows for easy head-end access. The Infinix-i Sky+ incorporates an extensive set of automated and user-selectable dose management tools, designed to help clinicians minimize X-ray exposure. This includes technology like the Dose Tracking System that estimates peak skin dose exposure in real time. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

HITACHI OFFERS ‘A NO-CHARGE UPGRADE TO FULL SCENARIA SE CAPABILITIES’ Varian Medical Systems has announced With HyperArc, clinicians should advances in its technology for be able to deliver more compact high-definition radiotherapy and radiation doses that closely conradiosurgery. Varian featured its new form to the size, shape, and location HyperArc High Definition Radiotherof tumors while sparing more surapy (HDRT) technology at the 2016 rounding healthy tissue. American Society for Radiation OncolHyperArc is designed to capitalize ogy (ASTRO) Annual Meeting. on the unique capabilities of Varithroughout the body. Clinicians have “This exciting new technology an’s TrueBeam and EDGE treatment been collaborating with Varian on the unlocks the potential of using highly platforms including the PerfectPitch development and preliminary testing of non-coplanar treatment strategies couch. The HyperArc treatment deliv- this technology. to usher in a new era of precision ery technology is currently FDA 510(k) “In the testing we have done to in radiotherapy and radiosurgery pending. Treatment planning support- date, we have found that the Hyperfor cancer patients,” said Kolleen ing HyperArc is a Works in Progress Arc technology showed a significant Kennedy, president of Varian Oncol- and is being developed to do virtual improvement in both the dose covogy Systems. “HyperArc is the first dry runs to evaluate treatment quality erage to the targeted tumor and an step into our OnComand ecosystem before the dose is delivered. associated reduction in the dose to that Varian introduced to the comThe company is aiming to make the the organs at risk,” said Garry Curmunity last year. It is designed to HyperArc technology clinically availrie, head of Radiotherapy Physics automate and simplify sophisticated able beginning in 2017. First generation at Beatson West of Scotland Cantreatments such as Stereotactic HyperArc products will be designed cer Centre in Glasgow, U.K. “We are Radiosurgery (SRS), and make them for the radiosurgical treatment of brain excited about the potential of this available to more cancer patients metastases, with subsequent products technology and the impact it could around the world.” being developed for other treatments make in the fight against cancer.” •

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MEDICALDEALER 31

Score!!! Score!!! AAnew newDunlee Dunlee

tube tubefor formy myGE GECT CTsystem! system! Introducing Introducing the the Dunlee Dunlee P40 P40 forfor for the the GEGE GE Optima Optima CT660* CT660* CTCT CT system system Introducing the Dunlee P40 the Optima CT660* system –a – smart a smart choice choice for for shrinking shrinking budgets. budgets. The The newest newest addition addition to to our our – a smart choice for shrinking budgets. The newest addition to our portfolio portfolio of of replacement replacement CT CT tubes, tubes, the the P40, P40, is not is not only only identical identical in in portfolio of replacement CT tubes, the P40, is not only identical in fit,fit, fit, form, form, and and function function to to the the original original tube, tube, it carries it carries the the same same exact exact form, and function to the original tube, it carries the same exact warranty. warranty. Like Like allall all products products wewe we bring bring to to to market, market, it’sit’s it’s designed designed to to to perform perform warranty. Like products bring market, designed perform better better and and last last longer, longer, yet yet costs costs considerably considerably less less than than the the original. original. better and last longer, yet costs considerably less than the original. For For predictable predictable costs costs to to to help help manage manage your your monthly monthly budget, budget, ask ask usus us For predictable costs help manage your monthly budget, ask about about covering covering your your Optima Optima CT660 CT660 CTCT CT scanner scanner under under our our exclusive exclusive about covering your Optima CT660 scanner under our exclusive Glassware Glassware Solutions Solutions and and NEW NEW Glassware Glassware Solutions Solutions + programs. + programs. programs. Glassware Solutions and NEW Glassware Solutions + Take Take advantage advantage of of of advanced advanced engineering, engineering, extensive extensive training, training, expert expert Take advantage advanced engineering, extensive training, expert technical technical advice, advice, and and ongoing ongoing support support programs programs from from Dunlee Dunlee and and technical advice, and ongoing support programs from Dunlee and AllParts AllParts Medical, Medical, your your ultimate ultimate partners partners for for tubes tubes and and parts. parts. AllParts Medical, your ultimate partners for tubes and parts. Learn Learn more more about about the the Dunlee Dunlee P40, P40, asas as well well asas as our our other other products products Learn more about the Dunlee P40, well our other products and and services, services, at at 800.238.3780 800.238.3780 or or visit visit www.dunlee.com www.dunlee.com and services, at 800.238.3780 or visit www.dunlee.com

Please Pleasevisit visitusus usatat atRSNA RSNA2015 2015–– –Booth Booth2700 2700 Please visit RSNA 2015 Booth 2700 Discover Discoverthe theDunlee Dunleedifference. difference. Discover the Dunlee difference. Dunlee Dunlee and and AllParts AllParts Medical Medical areare are Philips Philips companies. companies. Dunlee and AllParts Medical Philips companies. *Products *Products listed listed maymay be trademarked be trademarked by the by referenced the referenced OEM. OEM. *Products listed may be trademarked by the referenced OEM.

PRODUCT SHOWROOM_Tubes_Market Analysis

Staff Reports

MARKET ANALYSIS: X-RAY TUBES

edical imaging devices do not last forever. The ability to replace a tube and other parts often extend the life of the imaging equipment. According to recent reports, the X-ray tube market will see continued growth in coming years. “The X-ray tubes market is growing tremendously over the past decade. (The) X-ray tube market is expected to grow to $2.89 billion by 2020 growing at a CAGR of 5.32 percent during the forecast period (2016-2020),” according to a report from Mordor Intelligence, a market research and consulting firm. “The growth is fueled by factors such as rapid technological advancements in X-ray tube technologies over the past few years, changes in lifestyle, and rise in cancer and other disease incidences. The presence of many manufacturers in the market has lead to the evolution of technologies for better image quality.” The North American market is expected to reach almost $1 billion by 2020 growing at a CAGR of 3.97 percent during the forecast period (2016-2020), Mordor Intelligence reports. A report from P&S Market Research looks at the future of the global X-ray market. The global X-ray imaging market was valued at $8.9 billion in 2016, and it is expected to grow at a CAGR (compound annual growth rate) of 4.9 percent from 2016WWW.MEDICALDEALER.COM

“The X-ray tubes market is growing tremendously over the past decade. (The) X-ray tube market is expected to grow to $2.89 billion by 2020 growing at a CAGR of 5.32 percent during the forecast period (2016-2020).” 2022, according to P&S Market Research. “The global X-ray imaging market is growing at a significant rate, due to increasing health care expenditure, and growing geriatric population. The increasing prevalence of chronic diseases and improving health care infrastructure in developing countries are also driving the growth of the global X-ray imaging market,” according to the report. Grand View Research, a market research and consulting firm, also predicts continued growth. The global medical imaging systems market was valued at $25.7

billion in 2016 and is expected to grow at a CAGR of 5.7 percent over the next six years, according to a report by Grand View Research. Key product segments analyzed in the Grand View Research study include X-ray, MRI (magnetic resonance imaging), CT (computed tomography), nuclear imaging and ultrasound. “X-ray dominated the overall market in terms of share in 2016 at 31.4 percent,” according to the report. “This segment is further segmented into portable, handheld and stationary systems. High market penetration of these products in emerging and underdeveloped markets coupled with the presence of a relatively larger application base is one of the factors accounting for its large share.” “Furthermore, the introduction of filmless X-ray systems as a cost effective and environment friendly option and the growing demand for retrofitted systems are expected to further boost demand during the forecast period,” according to the report. “Nuclear imaging including PET (positron emission tomography) and SPECT (single photo emission computed tomography) on the other hand is expected to grow at the highest CAGR of 6.7 percent during the forecast period. Increasing use of nuclear imaging in combination with MRI and CT scan systems in minimally and non-invasive interventional medical procedures is expected to drive market growth of this segment during the forecast period.” MEDICALDEALER 33

PRODUCT FOCUS_Tubes _Product Showroom

Staff Reports

DECEMBER PRODUCTS: This month, Medical Dealer explores Tubes

DUNLEE DA200 P40

unlee specializes in replacement CT tubes for GE scanners and has a full portfolio including tubes for the LightSpeed*, BrightSpeed*, LightSpeed VCT*, HiSpeed* and ProSpeed* scanners. The newest addition to our portfolio, the DA200 P40, is a smart choice for your Optima* CT660 scanner. Like all products we bring to market, it’s designed to perform better and last longer, yet costs considerably less than the original. • *denotes OEM trademark

34 MEDICALDEALER | DECEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Tubes _Product Showroom

RAY-PAC Toshiba Replacement X-ray Tubes

ay-Pac has recently extended their product line with a new Toshiba family of X-ray tubes. Ray-Pac uses Varian and RadII inserts which are an exact replacement for Toshiba E7239, E7242, E7252, and DRX 3724. By using our Toshiba replacements there is no need for technicians to adapt their current equipment to a different X-ray tube type. These are available in both X (270°) and FX (90°) configurations. These X-ray tubes are used on equipment ranging from doctor’s offices to hospitals. •

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MEDICALDEALER 35

PRODUCT FOCUS_Tubes _Product Showroom

Staff Reports

VARIAN Mammography Housing B-121

he B-121 mammography housing, designed for high throughput and performance in specialized mammography systems. This air-cooled housing, which was developed for digital mammography and tomography applications, fits a standard 3 inch X-ray tube insert. It is available with two shroud configurations; with D/C fans or without fans. “The B-121, when equipped with fans, has a 200% increase in continuous heat dissipation over standard mammography housings,” said Carl LaCasce, Vice President of Sales and Marketing for Varian Imaging Components. “This allows our customers higher throughput rates and significant workflow efficiencies.”

36 MEDICALDEALER | DECEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Tubes _Product Showroom

VARIAN MCS 6074 Rotating Anode X-ray Tube

arian’s MCS 6074 is designed as a replacement tube for the GE LightSpeed and BrightSpeed families of CT Scanners. The tube has a 200mm (7.9-inch) 140kV, 4.7 MJ (6.3MHU) maximum anode heat content, rotating anode insert. The insert features a 7-degree tungsten-rhenium facing on molybdenum with a graphite backed target. The tube is available with a small or large focal spot: 0.9 x 0.7 or a 1.2 x 1.2. The MCS 6074 calibrates like the original, has long life bearings with 0.5 second full scans.•

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MEDICALDEALER 37

PRODUCT FOCUS_Tubes _Preferred Vendors

Staff Reports

PREFERRED VENDORS

TUBES

ALCO Sales & Service Co. 6851 High Grove Blvd. Burr Ridge, IL 60527 Phone: 800.323.4282 Email: info@alcosales.com Website: www.alcosales.com

SEE OUR AD ON PAGE 49

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

SEE OUR AD ON PAGE 7

Government Liquidation 15051 N Kierland Blvd #300 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www. govliquidation.com. Search our inventory as new items are added daily.

38 MEDICALDEALER | DECEMBER 2016

Dunlee 555 North Commerce Street Aurora, IL 60504 Toll-Free: 800-238-3780 Email: sales@dunlee.com Website: www.dunlee.com

SEE OUR AD ON PAGE 32

ED SLOAN & ASSOCIATES

Ed Sloan & Associates

Dunlee, a division of Philips Healthcare, is a leading manufacturer of OEM and replacement tubes for CT and radiographic applications. Our customer service and technical support teams are available 24x7 to assist with any questions you may have. Visit dunlee. com to see our complete product portfolio and access our technical resources.

Dedicated Imaging Address: 756 Hickory Industrial Drive Old Hickory, TN 37138 Phone: 1-844-293-2057 Website: dedicatedis.com

SEE OUR AD ON PAGE 42

SEE OUR AD ON PAGE 78

Dedicated Imaging provides dependable, cost effective solutions that exceed customer expectations. We are committed to setting inxdustry standards by focusing on continual advancements in the innovation and education of our team. Our mission is to provide customers with real time solutions to their medical imaging needs and to provide refurbished medical imaging parts and equipment that exceed industry standards.

101 Old Stone Bridge Road Goodlettsville, TN 37072 Phone: 615-448-6095 Email: sales@ed-sloanassociates.com Website: www.edsloanassociates.com

Ed Sloan & Associates specializes in quality tested parts for GE CT, MRI, and X-ray. The company’s 100,000+ square-foot facility is equipped with 4 MRI bays, 8 CT bays, 4 X-ray bays and 2 C-Arm bays. Ed Sloan & Associates also offers complete systems sales as well as fixed and mobile system storage.

Ray-Pac® Ray-Pac 7290 Pepperdam Ave. N. Charleston, SC 29418 Phone: 843-767-8090 Website: www.ray-pac.com

SEE OUR AD ON PAGE 61

Ray-Pac builds quality X-ray tube replacements for GE, Siemens, Phillips, Varian, Dunlee, Toshiba and Shimadzu. Devotion to our distributors along with unmatched speed, quality and service is the reason our customers continuously count on Ray-Pac. Try our new Free inventory APP. With just one touch of a button, our free APP shows inventory ready to ship today or tomorrow. Visit Ray-Pac.com and click on “Inventory”.

MEDICAL EQUIPMENT, PARTS & SERVICE

Tubes_Preferred Vendors

Varian Medical Systems 3235 Fortune Drive North Charleston, SC 29418 Toll-Free: 800-INTERAY Phone: 843-767-3005 Email: interay.sales@varian.com Website: www.varian.com/interay

SEE OUR AD ON PAGE 3

SEE OUR AD ON PAGE 39

X-Ray Parts Inc. 1333 Highland Rd Macedonia, OH 44056Phone: Phone: 330-998-6837 Website: www.xraypartsinc.com Email: Info@Xraypartsinc.com

Varian is the world’s largest independent manufacturer of medical X-ray tubes, flat panel detectors, and diagnostic imaging software. Varian distributes OEM and Replacement Imaging Components around the globe for independent service PROOF APPROVED CHANGES NEEDED organizations, asset managers, and equipment manufacturers.

CLIENT SIGN–OFF:

X-ray Parts, Inc. was founded in 1987. Today, we have 11,000 square feet of warehouse space filled with over 14,000 quality pre-owned replacement products for all X-ray modalities. We also provide de-installation services for RAD, R/F, Special Procedure, C.T. and Mammography. Visit xraypartsinc.com to learn more.

PROOF SHEET

PLEASE CONFIRM THAT THE FOLLOWING ARE CORRECT LOGO PHONE NUMBER WEBSITE ADDRESS

SPELLING

GRAMMAR

WIDTH 7”

YOUR SOURCE FOR IMAGING PARTS

We are a leading X-ray parts distribution company in the United States and around the parts for all X-ray Modalities.

SEARCH OVER 13,000 PARTS IN-STOCK We provide specialized De-Installation service throughout the United States 330-998-6837 WWW.MEDICALDEALER.COM

www.xraypartsinc.com

facebook.com/xrayparts18 MEDICALDEALER 39

HEIGHT 4.5”

world with quality pre-owned replacement

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03 OUR SERVICES CENTER AROUND YOU! PARTS

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Tri-Imaging Solutions is a training institution and a parts company. It is not a parts company that offers training. Ask us about the difference!

VISIT WWW.TRIIMAGING.COM OR CALL 855.401.4888 (24/7/365)

IMAGING PARTS, SUPPORT & EQUIPMENT

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

started! where it all

imaging equipment. Now, with over 25 years of experience, Ed Sloan is coming full circle and expanding into the facility where it all began.

OUR FACILITY PROVIDES • 100,000+ sq. ft. facility • Stocked inventory of quality tested parts • Free Technical Support

Find us on Facebook!

• 26 CT, MRI & XRAY QA bays • Hands-on training from industry professionals

ED SLOAN & ASSOCIATES

101 Old Stone Bridge Road, Goodlettsville TN 37072 w w w. e d s l o a n a s s o c i a t e s . c o m | 8 8 8 - 6 5 2 - 5 9 7 4

PRODUCT SHOWROOM_Instrument Transport_Market Analysis

Staff Reports

MARKET ANALYSIS: INSTRUMENT STORAGE, TRANSPORT MARKETS UP

urgical instruments must remain sterile as they are moved from central sterile processing to the operating room. Trays and carts are among the tools used to maintain the cleanliness of instruments as they are delivered to the operating room. Moving used instruments to an area to be cleaned as soon as possible after a procedure is another factor all health care facilities consider when it comes to how they transport these tools.

The surgical instrument transport device market and the surgical instrument storage market are both expected to experience continued growth with the surgical equipment market. Increases in the number of minimally invasive procedures as well as an aging population are powering growth. The global surgical equipment market, which impacts the surgical instrument transport device market, is expected to grow at a CAGR (Compound Annual Growth Rate) of 4.2 percent from 2016 to 2019. The global surgical equipment market is expected to grow to $11.28 billion by 2019, according to a research report released by WWW.MEDICALDEALER.COM

Transparency Market Research. The growth in the global surgical equipment market will help fuel continued growth in the surgical instrument transport and storage markets. More advanced surgical tools often require specialized trays and other devices to maintain sterile instruments. This need for specialization, common for robotic surgical instruments, is a growing segment of the market. “The key driver for the global surgical equipment market is an increase in demand for sophisticated surgical tools that help perform minimally invasive surgeries,” according to a news release from Business Wire. “The report says that this demand has increased due to a growing number of accidents – road and other accidents – that require quick surgical assistance. Another factor is an increasing geriatric population, which requires a high level of medical and surgical attention.” Medical carts and cabinets play an important role in the health care industry. They provide safe storage and transport options for a variety of medical equipment and supplies, including imaging equipment, surgical instruments, medications and more. The medical carts and cabinets market is a part of the larger-

The Global Medical Furniture Market is mainly driven by population aging This market was valued at $2.1 billion in 2016 and is expected to reach $3 billion by 2018. medical furniture market and is expected to experience continued growth in the coming years. “The Global Medical Furniture Market is mainly driven by population aging. This market was valued at $2.1 billion in 2016 and is expected to reach $3 billion by 2018, at a CAGR of 7.2 percent. The medical furniture market is the largest segment of $2.1 billion home health care market,” according to MicroMarket Monitor.

MEDICALDEALER 43

PRODUCT FOCUS_Instrument Transport_Product Showroom

Staff Reports

DECEMBER PRODUCTS: This month, Medical Dealer explores Instrument Transport

KEY SURGICAL Scope Baskets

ew Scope Baskets from Key Surgical are the perfect containment device to use in the sterilization process of rigid scopes. Constructed of durable stainless steel, the baskets feature fixed silicon brackets that help hold a rigid scope in place during sterilization and transportation. A fully removable lid allows for easy placement of the scope in the basket. The lid slides into place on the basket and locks with an easy-to-use locking mechanism. Available in various sizes. The largest basket includes a small mesh basket to hold scope accessories. Compatible with steam, EtO, and gas plasma sterilization.

44 MEDICALDEALER | DECEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Instrument Transport_Product Showroom

HEALTHMARK INDUSTRIES Transportation Identification Label

he Transportation Identification Label is the first of its kind designed for compliance with OSHA standard CFR 1910.1030. It features one perforated tab, a green top tab with “CLEAN” in black text, a fluorescent orange/red bottom tab with “DIRTY” in black text, and the removable OSHA approved “Biohazard Label” adhesive backing. It labels transporting materials considered a biohazard, while acting as an essential communication tool in the process. Furthermore it has a checklist for all departments to ensure adequate delivery of the case cart or container in question. Identification is made easy with this new innovative label.

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MEDICALDEALER 45

PRODUCT FOCUS_Instrument Transport_Product Showroom

Staff Reports

MAC MEDICAL INC. Stainless Steel Case Carts

AC Medical Inc. manufactures a full line of stainless steel case carts that feature fully welded construction for strength and durability. Choose from several designs including open and closed case carts, and our new ergonomically friendly vertical handle case carts for instrument storage and transport. Our engineering capabilities allow us to custom design a specific case cart to satisfy any need your facility may have..

46 MEDICALDEALER | DECEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Instrument Transport_Product Showroom

SUMMIT MEDICAL InstruSafe Instrument Protection Trays

ake your organization and protection of instrument sets to the next level with InstruSafe Instrument Protection Trays. The customizable trays – made of durable, highly perforated aluminum and silicone instrument holders – lock down delicate instruments with 360 degrees of cushioned protection during sterilization, transportation, storage and the OR. InstruSafe trays are made with you in mind – constructed with strong, quality materials to reduce breakage and frequent replacement, as well as to meet your unique instrument set needs. With a variety of FDA 510(k) sterilization cycle clearances, these trays are a smart, easy upgrade for use with both wrap and rigid containers.

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MEDICALDEALER 47

PRODUCT FOCUS_Tubes _Preferred Vendors

Staff Reports

PREFERRED VENDORS

INSTRUMENT TRANSPORT ALCO Sales & Service Co. 6851 High Grove Blvd. Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800.950.1167 Email: info@alcosales.com Website: www.alcosales.com

SEE OUR AD ON PAGE 49

48 MEDICALDEALER | DECEMBER 2016

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

SEE OUR AD ON PAGE 7

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MEDICALDEALER 49 2/12/15 10:05 AM

Radiologists’

The Technologies and Trends Advancing Medical Imaging in 2017 and Beyond

Since its inception, medical imaging has represented the forefront of everything that technology has to offer the business and practice of health care, and all the advancements that have transformed and expanded its reach have only entrenched it more deeply into a broader variety of clinical applications. That doesn’t mean, however, that imaging devices themselves couldn’t use a few improvements. Whether in terms of speed, accuracy, applicability, or breadth of service, radiologists continue to seek technological solutions to the challenges that affect their daily practices. Scott Seidelmann, founder and CEO of the Waltham, Massachusetts-based Candescent Health, foresees two significant challenges for radiologists that any technological solution will be aimed at ameliorating: declining reimbursement and growing patient volume. The industry anticipates a 25 to 30 percent greater workload at a 15 to 20 percent reduction in fees for those services, which Seidelmann says raises a larger question about the treatment of medical imaging as a commodity service in the context of value-based care.

Radiologists’

s reimbursements are on the decline, “lots of radiologists are overworked and frustrated, feeling like they’re on a treadmill to nowhere,” Seidelmann said. As more clinical specialists take ever-more complicated imaging procedures in-house, there may be less of a need for general radiologists overall. “One of the big challenges [for radiologists] is to figure out what real value they provide and how radiologists demonstrate outcomes in a quantifiable way,” Seidelmann said. “Unabated, incomes are going to decline, and life can get a lot worse if the risk- or value-based world determines [imaging is] a commodity.” Seidelmann believes the technological advancements that free up radiologists to improve patient outcomes also create opportunities for medical imaging to demonstrate its downstream value. Any equipment that allows physicians to avoid unnecessarily invasive procedures or improves patient care at the point of treatment will yield greater returns on investment. “I see the big technology needs are maybe decidedly very lowtech,” Seidelmann said. “How do we think about what [radiologists] do on a daily basis, and can we

52 MEDICALDEALER | DECEMBER 2015

Scott Seidelmann Founder and CEO of Waltham, Candescent Health

use non-radiologists to do some of these administrative things? Can we create new workflows that tie into the EMR that trigger the radiologist to do something different?” Seidelmann believes that about one-quarter to one-third of a radiologist’s work is administrative. By removing those demands from the job, a skilled professional can focus more closely on point-ofcare services and patient needs. Candescent Health provides a techenabled service that radiologists can use to oﬄoad the time spent tracking down clinicians or patient information in order to devote more of their hours to case readings or patient consultations. “The amount of information a radiologist has to process is growing exponentially,” Seidelmann said. “[It’s] creating an environment where people are spending more and more time on the technology, being more and more scrutinized,

and nothing they can do is going to change the dynamic that they’re going to be making less money in five years than they are today.” Advances in imaging technology “absolutely drive down-stream improvements,” he said, but without giving clinicians the ability to concentrate on processes instead of administrative work, patients won’t benefit from those advancements. “There are things that we can do more efficiently, that we should be doing, that they don’t need to be doing,” he said. “Let’s get the physicians back to treating patients; let’s get them back to what they should be doing. It’s about process automation and getting the right support, and outsourcing a job that radiologists don’t need to be doing.” Seidelmann said he believes that further improvements to RIS and PACS systems are long overdue, and “realistically haven’t seen any meaningful updates in a decade.” As the total cost of ownership of such systems are affected more greatly by the expansion of cloud-based storage and delivery technologies, he foresees oﬄoading the licensing fees and associated costs of hardware, administration, and IT support that are currently tied up in RIS and PACS. Finding vendorneutral PACS stations could also open up the marketplace to greater competition, whether through an open-source model or the tighter integration of such technologies at the manufacturer level. “Think about what the cloud’s done in other industries, like financials and HR,” Seidelmann said. “I think the way hospitals’ margins are getting squeezed, the ability of a

MEDICAL EQUIPMENT, PARTS & SERVICE

cloud-based PACS system to replace all that structurally ensures that the radiologist, from a workforce perspective, is connected with the episode and the outcome.” Peter Weems, Director of Policy and Strategy at the Medical Imaging Technology Alliance (MITA), said that device-making trends in medical imaging have focused primarily on dose-reduction technologies and advanced, computing-aided diagnostics. From radiopharmaceuticals to highertesla magnets in imaging devices to more sophisticated detection equipment, advancements in imaging quality can be derived with lower doses of ionizing radiation and improved algorithms.

to big data and more powerful algorithms, the nuance and power of that computer-assisted diagnosis will increase.” Being able to gather greater information from higherresolution studies means additional advancements will come along the same lines, reducing the need for invasive surgeries, Weems said. Procedures like CT colonography and prostate MR are examples of improved information-gathering techniques that also improve patient comfort while minimizing their invasiveness.” “It’s more patient-friendly, it’s less invasive,” Weems said. “[These therapies] can provide more information, better information,

patients receive, offering earlier and more accurate diagnosis.” Gloria Cascarino, Director of Medical Equipment Planning and a Senior Associate with the architecture and interior design firm Francis Cauffman, believes broader imaging technology trends are centered on automation, whether reducing keystrokes, improving image quality, or standardizing elements of procedures, trying to marry together “throughput and patient satisfaction and patient comfort,” Cascarino said. “As a patient, I would prefer that they would concentrate on that than worry about image storage,” she said.

"I think the way hospitals' margins are getting squeezed,

the ability of a cloud-based PACS system to replace all that structurally ensures that the radiologist, from a workforce perspective, is connected with the episode and the outcome." - Dr. Howard Fleishon

“On the analytics side, there’s a great hope that computer-assisted detection will continue to evolve, either allowing the computer to assist more in the diagnosis or make the diagnosis itself,” Weems said. “I think the expectation is that, thanks

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perhaps mitigating the need for biopsies, or making biopsies more minimally invasive.” “I think the trend is that progress will continue,” he said. “We’ll be able to collect more and better information from the scans that

Cascarino said many hospitals and ambulatory care centers are also selecting technologies that either improve energy efficiency or offer a reduced equipment footprint. In environments where real estate costs are often

MEDICALDEALER 53

Radiologists’

Gloria Cascarino Director Director of Medical of Medical Equipment Equipment Planning Planning

prohibitive, purchasers embrace advancements that trend towards miniaturization; generationally, she said, MR and CT gear is trending 15 to 20 percent smaller than legacy scanners. Modular units that allow purchasers to expand on systems provide the option of starting out with a lessexpensive investment that can reach sophisticated modalities like PET-CT in subsequent years and with additional investment. Alternately, hybrid operating rooms allow for the provision of an expanded range of minimally invasive interventional radiology services that hospitals and health systems are looking to provide. “Using image guidance to find and ablate a tumor; brachytherapy, pain management – some of these procedures can be done in an outpatient setting or a short hospital

54 MEDICALDEALER | DECEMBER 2015

stay,” Cascarino said. hosen health organization.” Howard Fleishon, MD, FACR, MMM, Director for Community Radiology Specialists for the Emory Department of Radiology and Imaging Services and Chief of Radiology Services at Emory Johns Creek Hospital in Johns Creek, Georgia, suggests that a practical clinical radiologist’s wish list would contain technologies that improve about eight or nine specific areas of the field. Chief among them is interoperability among EMR vendors for improved data exchange and image-sharing. “Right now the systems are inefficient and frustrating for

and delays in care. Fleishon said consumers should demand the elimination of “vendor silos and proprietary walls.” “At this point in the evolution of radiology, barriers should be considered legacy issues,” he said. “We need to move forward. I think it’s incumbent on anybody who buys equipment to really make demands that interoperability is contingent on sales. There’s technical obsolescence that doesn’t make sense anymore.” Since clinical context is critical to the interpretation of images, Fleishon also believes radiologists need greater point-of-care access to clinical information. Despite the

"When radiologists embrace this future, our practices and departments will be seen as even more critical in integrating care delivery systems." - Dr. Howard Fleishon

everyone,” Fleishon said. “Lack of real interoperability creates barriers, which increases costs, takes additional time, and limits our capabilities.” When access is stymied by interoperability issues, patients can be subjected to repeat imaging

growing availability of electronic medical records, he criticized the user interfaces in which they are contained as being “difficult to navigate and time-consuming.” “There are some tools available, but they are not ubiquitous enough,”

MEDICAL EQUIPMENT, PARTS & SERVICE

Fleishon said. “Being able to use clinical information is something that we want to do, and it is something that is going to be a quality performance metric going forward.” Along similar lines, Fleishon said he’s hopeful that OEMs will find ways to create more cost-effective cross-platform workstation communication tools to electronically send reports and images to a variety of health care providers as part of radiology workflow. Systems would have to be able to maintain accurate physician contact information amid complex organizational roles, which is admittedly a challenge, he said. But offering instantaneous communication, either by text, e-mail, or other electronic means, could spare radiologists the investment of sitting on hold with automated attendants trying to track down a piece of information, “which soaks up a lot of time,” he said. Among the most sophisticated and elusive technological advancements are the advancement of tumor-specific agents for therapy and diagnostic imaging, which Fleishon said remains the “holy grail of radiology.” Personalized medicine can help improve nonsurgical options for cancer treatment so significantly that it “remains high on the hit list of what we really want to add,” he said. Advanced detectors and postprocessing algorithms will help drive continued reductions in radiation dose. Platforms that enable more innovative functions to be plugged right into radiologists’ workflow, rather than sitting outside of it, can also improve patient throughput and health outcomes.

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Howard Fleishon MD, FACR, MMM, Chief of Radiology Services at Emory Johns Creek Hospital

Modalities like PET-CT and nuclear medicine are prime candidates for these improvements. “Supporting vendors who reduce dose will make our practices safer for our patients,” Fleishon said. “We need to keep pushing the physics as much as we can.” Fleishon also would like to see device-makers focus on finding ways to enhance voice recognition functionality with natural-language processing. Current platforms are error-prone and rely on self-editing “to avoid embarrassing if not impactful reporting mistakes based on inaccurate voice recognition,” he said. “Sometimes the word ‘no’ either gets inserted or left out,” Fleishon said. “You can imagine the impact of that. Clinicians want to sync reporting as well, so a lot of them only listen to the conclusions.” Fleishon said he awaits nextgeneration software that can anticipate and auto-correct verbal

miscues based on context and user profiles; such technology can increase reporting efficiency while reducing medical errors. Future improvements could also perhaps include real-time analysis tools that check for institutional goals like completeness, compliance, or billing information. The same technology could be used to create patient-level summaries of complex information; or even reformat an unstructured report into something consistent with in-house style. Also on the horizon, Fleishon said radiologists will be watching for imaging technologies to benefit from advancements in deep machine learning. The possibilities of more sophisticated pattern recognition yielded therein can help expand the toolset of clinicians to offer “more accurate and actionable reporting data” that he said will help advance patient care and automate elements of diagnosis. “When radiologists embrace this future, our practices and departments will be seen as even more critical in integrating care delivery systems,” Fleishon said. Such technologies can “really make [radiology] a mature, usable, functional, clinically relevant tool that can enhance the modalities that we bring to patient care,” he said.

MEDICALDEALER 55

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MEDICALDEALER 57

CORPORATE PROFILE ®

INNOVATION

THE KEY TO X-RAY TUBE REPLACEMENTS

sing YouTube video instruction to successfully calibrate Shimadzu portables with the new RADII INSERTS.

X-ray tube replacements from Ray-Pac have recently taken an innovative turn. Ray-Pac now includes a precalibrated spec sheet that is the result of pre-calibrating each mA station of their Shimadzu portables X-ray tubes! When Ray-Pac’s customer receives their replacement, it is easier than ever to calibrate their machines to the required specifications. Calibrating has been and can be a complex and confusing process. To avoid confusion and mistakes, Ray-Pac has produced videos that include each step of the calibration process. Customers have free access to these videos through Ray-Pac’s channel on YouTube. These videos are clear and concise and show the step by step procedure on how to enter the pre-calibrated settings on the Shimadzu Dual and Single portables. Ray-Pac provides a chart with pre-calibrated settings needed to seamlessly install their new tube.

Another service Ray-Pac provides is a large inventory of X-ray tubes resulting in not needing to send in your old X-ray tube to have it reloaded. All they ask is that you send your old X-ray tube back after you receive your new one. In fact, they supply a return shipping label in the box making a X-ray tube replacement as easy as possible for their customers. 58 MEDICALDEALER | DECEMBER 2016

The making of a YouTube video used for easy calibration of a Shimadzu Portable A Ray-Pac technician is filmed demonstrating how easy it is to calibrate a Shimadzu Portable through the keypad by following the calibration sheet that Ray-Pac provides with all their Shimadzu portable X-ray tube replacements.

Go to Ray-Pac.com/video

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SPECIAL ADVERTISING SECTION

Ray-Pac pre-calibrates all Shimadzu replacement X-ray tubes by hand to minimize calibration errors. Below is a sample of our calibration sheet provided with the Shimadzu Dual. Itâ&#x20AC;&#x2122;s imperative to enter all of the data on the sheet provided. Watch our video and see how easily this can be entered through the key pad.

METHOD 1

METHOD 2

TWO METHODS USED TO INPUT THE DATA METHOD 1 involves taking off the side panel. Then the user must flip dip switch SW3-8 on the NEX-H board. This allows the user to Immediately enter the calibration mode. METHOD 2 only requires use of the key pad. It involves pressing the two buttons shown in sequence within three seconds. FOR MORE INFORMATION on these methods watch our YouTube videos at ray-pac.com/video.

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MEDICALDEALER 59

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

VISUAL LEARNING Ray-Pac felt it was a beneficial service to our customers to be able to see how to properly calibrate their new X-ray tube. One of the best techniques for learning how to calibrate is visual. Our customers can learn from watching a easier way to calibrate their equipment through YouTube. YouTube has quickly become the clearest way to actually see the proper calibration method and the results have been phenomenal.

RAY-PAC IS COMMITTED TO QUALITY Everything Ray-Pac makes is put through a stringent series of tests to ensure quality. X-ray tubes that do not meet Ray-Pac specifications will not leave their facility. Ray-Pac has a top notch crew that believes that quality comes first. Ray-Pac offers a wide variety of diagnostic X-ray tube replacements along with the Shimadzu Portable. Ray-Pac also offers Shimadzu RX-80’s and RX’85’s. Ray-Pac uses Rad-21 and Rad-60 inserts in these housings. Ray-Pac offers many more X-ray tubes than just Shimadzu. Ray-Pac also offers GE, Siemens, Phillips, Varian, Dunlee, Toshiba, and of course Shimadzu.

by Ray-Pac

60 MEDICALDEALER | DECEMBER 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

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

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MEDICALDEALER 63

SLICE OF LIFE_The Other Side

By Jim Fedele

FUN WITH THE JOINT COMMISSION

ur industry has many regulatory and accrediting organizations, including the Department of Health, DNV, and The Joint Commission to name a few. Meeting the requirements imposed by these organizations is part of our daily activities, however when these organization come in it is always a little stressful. We recently had our Joint Commission inspection and I would like to share our experience with the survey. Anyone who uses The Joint Commission as their accreditation body knows that their surveys are unannounced. Once in the survey window they can show up at any time to survey the hospital, this is done to encourage facilities to ensure a constant state of readiness and compliance. Our three-year anniversary date was closing in and we were expecting them any day. We were told our survey this year was going to be just three days however they were sending five surveyors. It was funny to hear the prediction on when they were coming as if someone knew the secret to their schedule. Most of us had concluded that if we made it past Tuesday in any given week our 64 MEDICALDEALER | DECEMBER 2016

survey would not be happening that week. We rationalized that they certainly would want to keep Friday free as a travel day given our location to major airports. I was scheduled to present at the MD Expo in Connecticut on October 6, my plan was to work in my office Monday and Tuesday and drive up Wednesday once the “coast was clear.” I had warned the MD Expo staff that I may have a conflict if TJC came, and we prepared a back-up plan. Tuesday came and went, we all felt we were in the clear for that week, I informed the MD Expo team that I was on my way and was excited to see them. I started my drive to Connecticut at 6 a.m. and was just settling in for a 70-mile stretch of highway when my cellphone rang. It was our compliance executive and when I answered the phone all she said was “they’re here” in the tone from the 1982 movie “Poltergeist.” My heart sank as I looked for the next exit to turn around. As I was walking into the hospital my phone lit up, I was getting calls left and right. As you can imagine with five surveyors, there were many people at one time looking for information. I wrote everything down and sprung into action. I have to say

it was incredibly stressful as my colleagues seemed to forget everything we put into place and needed to be reminded of what they were doing. This went on for three days. In most cases, we were able to provide them with everything they needed, and even though the survey was stressful I felt good about it. At the end of each day, they provided a debriefing of what they found and the next day’s schedule. I felt like they were really digging deep to find things. At 4 p.m. on Friday they gave us an exit report, they were very complimentary of our programs and called us a “learning organization.” We made it! Here are some of the things they focused on. Life safety guy: • Looked at every smoke door • Looked at the RPTs in OR • Looked hard for penetrations EOC • Looked at annual evaluation, said plans were adequate but would like them to be more robust • Stressed the plans should be a living document, changing as things change within the facility •L ooked for clutter and for med gas valves being blocked or mislabeled • Explained importance of scope, MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

“It was our compliance executive and when I answered the phone all she said was “they’re here” in the tone from the 1982 movie “Poltergeist.” objectives and policies for EOC • Also liked that all work request for equipment under OEM contract were in the CMMS • Said all medical equipment needs to be on an inventory for CMS, including IT equipment and facility equipment • Asked for three pieces of equipment, lift and Hi-Lo table The nurse surveyor inspected the radiology department and offsite centers. She asked to see imaging records. I showed her our computer system. We went through the imaging inventory. I showed her some histories and we looked at a couple work orders together. At the end of the day, our survey was pretty good. We did not have any immediate jeopardy items, but we still have some opportunities for improvement. For me, I was able to give my presentation via Go To Webinar, it wasn’t ideal but I think it went OK. Although I am glad to have this survey behind me, I am sorry I was not able to attend the MD Expo. Now, I am just waiting for DOH at another one of our facilities. 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 65

SLICE OF LIFE_Bobinski

By Dan Bobinski

THE TIMES THEY ARE A-CHANGIN’

hange happens all the time, but sometimes it happens faster than others. This is one of those times. The tumultuous presidential election season has resulted in change, and wise is the person who keeps an eye on the horizon. In the business world, learning to adapt to change is often fundamental to survival. Remember Blockbuster, the video rental store? They were at their peak just 12 years ago with 9,000 stores and 60,000 employees. But then Netflix and Redbox entered the picture, and now Blockbuster is a fond memory. All of Blockbuster’s corporate stores closed long ago, and, as of this writing, only 11 of their franchise locations are still in operation. Hollywood Video encountered the same winds of change, but they simply closed all of their stores quickly and let everyone go. Perhaps you also remember Waldenbooks and Borders book stores. Just six years ago the company that owned these two brands had nearly 20,000 employees at almost 700 locations. But they, too, shut down operations because they couldn’t find a way to keep up with changes occurring in the book industry. Then there’s the department store, Kmart. Twenty-five years ago they were the second-largest retailer in the country. Today Kmart is a ghost of its former self, with most of its stores closed and their annual sales are less 66 MEDICALDEALER | DECEMBER 2016

Dan Bobinski Workplace Consultant

than 4 percent of Walmart’s numbers. The common thread in all of these examples I’ve listed is failure to make appropriate adaptations to changing market conditions. To succeed in surviving change, I firmly believe it’s necessary to have an attitude of focused flexibility. By this I mean staying focused enough on what’s working for you now while making contingency plans for how to change or adjust your operations based on emerging trends. Take Apple, for example. Fifteen years ago they were known as Apple Computers, and they were struggling to gain market share against the IBM clones, the most predominant of which was Microsoft. Thinking long term, Apple Computers marketed heavily

to school districts, giving discounts to that market in the hopes of raising up a generation that was familiar with and therefore preferred Apple’s computers. Microsoft took the route of marketing to government agencies. Why? Because if you did any business with the government, it pretty much had to be done on one of Microsoft’s platforms. I recall an industry expert telling me at the time that Apple had only about eight percent of the computer market, and he was pretty confident they would never increase much beyond that. As we now know, that industry expert was wrong. Steve Jobs had his eye on the horizon, and he shifted his company’s business model to capitalize on emerging trends in consumer electronics. In 2007 he even dropped the word “computer” from the company’s name because they no longer limited themselves to merely computers. As a result of Jobs’ vision, the world is now flooded with iPods, iPhones and iPads, and Apple has changed the world of computing – and the world of cellular phones – forever. And now, in 2016, Apple has 40 percent of the global market share in mobile phones and the iPod is the standard device for delivering mobile music. Unfortunately for Apple, the iPad has not maintained its dominance in the market. Five years ago it owned the market with a 90 percent share of all tablet devices. That number is now down to 20 percent. It would seem that Tim Cook, the new head of Apple, has MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

not shown himself as capable as Steve Jobs when it comes to interpreting what he sees on the horizon. All that said, we need to keep in mind that “the horizon” means looking at more than market trends. One must also keep an eye on changes in government regulations. For instance, the Affordable Care Act added new layers of federal oversight in the health care industry. Some things that health care providers used to be able to do are no longer allowed, and if they’re found to be doing them, the result is heavy fines. That can seriously impact an organization’s bottom line! Government regulations can also be confusing. For example, the United States has approximately 56,000 retail pharmacies. These pharmacies are overseen by state regulations, but the companies that make and distribute the drugs sold by these pharmacies are overseen by two different federal agencies: the Food and Drug Administration and the Federal Trade Commission. And separate from the regular pharmacies are the nation’s 3,000 compounding pharmacies. Interestingly, they’re regulated by all three: the states, the FDA and the FTC. Whether one likes it or not, government regulations can appear and disappear with very little notice, and these changes can greatly impact the way one does – or does not do – business. Here’s one thing that you can count on to be consistent: Change will always occur. Sometimes it’s painful, and sometimes it’s not. But if you WWW.MEDICALDEALER.COM

think about it, most folks you know probably prefer traveling by airplanes and automobiles than by steam locomotives and horse-drawn buggies. And how many people would want to give up the Internet and email? How many want to give up mobile phones and go back to using only land lines with curly phone cords attached to a unit on the wall? You can also look at your own industry. What improvements have been made in the past 10 years? The past 20? Would you want to go back to doing things the way they were done 40 or 50 years ago? Along the way in these past decades, people have seen changes looming on the horizon and made adjustments to foster improvement for their organization’s survival as well as growth. This is what I’m saying we need to be doing now. The amount of change we’re experiencing these days is ever-increasing, so looking out at the horizon and adjusting accordingly is a necessary action for any company that wants to be around 10 years hence. The times are definitely changing. Where will you put your focus? 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 numerous 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

DIRECT RELIEF’S EFFORTS IN POSTFLOODING LOUISIANA

he floods that surged through Baton Rouge, Louisiana in the summer of 2016 killed 13 people and did $20 billion of damage to an estimated 110,000 homes. More than 122,000 people filed for federal disaster relief aid, with FEMA approving $205 million in direct aid and advance payments to flood insurance policyholders. The federal government also provided clean water, food, cots, and blankets to those displaced by the floods. Delivery of a secondary wave – of medical supplies, pharmaceuticals, and other health care aids – was coordinated by the nonprofit Direct Relief of Goleta, California. Since 1948, Direct Relief has worked to support communities of need with donations of medical equipment from throughout the health care industry. Although the agency has an international presence that reaches about 70 countries, in the past decade, it has focused on growing sustainable responses to medical equipment shortages caused by domestic emergencies. Whether abroad or at home, the organization takes the approach of establishing a strong distribution infrastructure so that, in times of urgent need, the groundwork has been laid upon which logistics can be organized. 70 MEDICALDEALER | DECEMBER 2016

“The most successful way to be doing relief work is to be doing it all the time,” said Damon Taugher, Director of the U.S. Program for Direct Relief. “Challenges occur when you don’t have operational actors. Our approach has always been to do what we do on a day-to-day basis, so when it’s pressurized, we can act quickly.” Direct Relief encourages the facilities with which it connects to develop business continuity plans for such contingencies, which Taugher said can be a challenge. Whether resolving needs of access, equipment, or power, emergency response plans can save precious time connecting people who have skills and training to help those displaced by a disaster. “One of our organizational practices is to work closely with folks who are rooted in the community who are going to be there long after an emergency happens,” Taugher said. “[Our role involves] aligning shipments of standing inventory to make specific requests of [equipment manufacturers for] items we can distribute.” In 2006, Direct Relief had begun some of its U.S.-based work by piloting a free distribution network to deliver medications to community centers and clinics in its home state of California. After Hurricane Katrina decimated New Orleans, Direct Relief linked up with the National Association of Community Health Centers,

In response to flooding in Louisiana, Direct Relief staff members load medical supplies from California warehouse onto a FedEx truck bound for health centers in flood-affected regions.

a nationwide network of nonprofit clinics, to extend its pharmaceutical distribution license on a provisional basis in Louisiana, Mississippi, and Texas in order to support hurricane victims. “We recognized that there really weren’t any nonprofit networks in the country that were licensed to ship pharmaceuticals nationwide,” Taugher said. “We had access to great companies that were willing to help, and the need was clear to us. These institutions provide a really good source of health care, which is important for emergencies if you’re trying to keep MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Volunteers pack hygiene kits at Direct Relief’s California headquarters for families affected by flooding in Louisiana.

people out of hospitals and manage chronic diseases.” After Katrina, Direct Relief leaders wondered whether “there’s a role we can play together trying to stitch together the front door of the health system,” Taugher said. In the time since, the agency has coordinated efforts at 1,300 facilities around the country that activate 4,900 clinical delivery sites, caring for more than 12 million people nationwide. That network was tapped into during the most recent flooding in Baton Rouge. Initially, the organization worked closely with RKM Primary Care in nearby Clinton, Louisiana, which needed clinical products to replace those it had lost at a flooded site. “In those first couple of days, we heard a lot of requests regarding chronic disease medicine,” Taugher said. “Whenever you have a major event that displaces people, if they have their medicines at home and they don’t take them with them, it WWW.MEDICALDEALER.COM

can lead to worse health; potentially an admission to an ER.” In the two months following the floods, Direct Relief sent 61 shipments of medical aid valued at $1.1 million to nine different health centers in the path of the storm. Most of the shipments were medications needed for the management of chronic health conditions like diabetes, asthma, and hypertension. Direct Relief also shipped other essential supplies like inhalers, vaccines, antibiotics, wound-care products, and personal care items. Nearly 40 companies made in-kind contributions. Direct Relief sustained those efforts with the federally qualified health center Care South in Baton Rouge, with which the organization had worked since the days right after Katrina. In flood- and hurricane-prone areas of the country, Taugher said Direct Relief has tried to “pre-position” medical preparedness packs containing

emergency hygiene kits and pharmaceuticals, which give providers “something that they can outreach with,” he said. Prior to the Baton Rouge floods, 50 of those packs had been placed in shelters throughout the immediate community, so when the flooding started, a contact onsite was able to outfit local shelters receiving more people than its inventory was able to support. Eight weeks out, as families still return to their homes to try to put their lives in order, there’s still a lot of work to be done. “There’s the emergency itself and the emergency that happens months and years after,” Taugher said. “What we’ve seen is really the importance of community health. This network of nonprofit primary care providers is pretty important and often overlooked. They care for one in 15 people in our country. Our goal is to support these providers for the long term. The value of the services they provide is really critical.” MEDICALDEALER 71

SLICE OF LIFE_Success Story

By Matt Skoufalos

KONICA MINOLTA/ ORTHOTEXAS/ SOUTHWEST X-RAY

ometimes, speed and professionalism aren’t enough to overcome a technological disadvantage. When the multi-site orthopedic practice OrthoTexas Physicians and Surgeons found its patient experience bogged down in an outdated technological solution, a well-supported new equipment purchase was the answer. In the last four years, OrthoTexas has purchased four Konica Minolta U-arms and one straight arm, streamlining operations at its seven-site orthopedic and sports medicine practices across a distributed patient network. The linchpin of its seventh office, which opened in December 2016, is the floor-mounted Konica Minolta digital radiography (DR) U-arm. X-ray technician Cortney McAda said the device provides faster exams, smoother positioning, and facilitates advanced imaging studies in a digital environment. With a console-mounted screen, the U-arm allows technologists to view results at the tube stand, helping improve the time spent on exams, keeping patients more comfortable, and improving throughput at the institution. “It’s completely interactive,” McAda said. “You don’t have to be in the control booth. You can control and do everything right there while you’re with the patient. If you need to change pace or change the exam, you’re right there.” Prior to the installation of the U-arm, McAda had been working on a computed radiography (CR) GE fluoroscopy unit that dated back to

72 MEDICALDEALER | DECEMBER 2016

Tracy Jackson, Vice-President of Operations at OrthoTexas.

1987. She recalled it as the same unit on which she’d trained while earning her certificate, and for all the years in between, the system was starting to show its age in the high-volume orthopedic clinic. To capture three X-rays per patient study, McAda would have to follow a process that was time-consuming and awkward, all while negotiating its single-plate, cartridge-based system. “I would shoot the first X-ray, and while that one X-ray was processing, I would be able to shoot three more,” she said. “I would already have three more able to be processed; that’s how quick I was with shooting, but the software really held me back.” Since installing the Konica Minolta system, McAda said patient wait times have improved, the overall length of appointments has fallen, and the overall patient experience is better. As OrthoTexas generally has at least two

doctors requesting studies continually throughout the day, her ability to improve throughput has “improved the whole clinic and the whole patient experience,” McAda said. “[The GE unit] was a pretty outdated system,” she said. “Now that I’ve got this, it’s a lot faster; it’s a lot easier. The patient seems to be more impressed. I get a lot of ‘oohs’ and ‘aahs’ out of them over how quickly we can move and how fast the machine is. I still see usually about 50 patients a day.” Sourcing the Konica Minolta U-arm was made easier thanks to a preexisting relationship OrthoTexas had with its equipment supplier at the El Paso, Texas-based Southwest X-Ray. “There’s a trust there,” said Tracy Jackson, Vice-President of Operations at OrthoTexas. “We called and said, ‘Here’s what we need.’ They reviewed the site and the building, and went back with what the physicians wanted. It was a process to select the right one.” Jackson said his representatives at Southwest X-ray helped the staff at OrthoTexas negotiate the installation of the U-arm. Its setup there was one of the first in the country, and despite a few adjustments, Jackson said the arrangement has been “very successful with a brand-new product that is cutting-edge technology.” “We had a whole software applications team with us the first few weeks,” McAda said. “They completely coded it from the ground up to do everything that it does. Any time I have an issue, they are able to remote login to my computer, get everything fixed up, and get right on track. Konica Minolta

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X-ray technician Cortney McAda enjoys using the floor-mounted Konica Minolta digital radiography U-arm.

will drop what they’re doing and focus on us, which is great to have that customer service.” Personal attention and service from Southwest X-ray is what Jackson said gave staff the confidence of a trusted vendor to go along with the new equipment. As important as finding an affordable piece of equipment is, attention to the needs of the institution after the sale is just as much a part of what sustains a trusted partnership, he said. “I’m relying on my vendor [to select the right equipment], and then once the deal’s done, servicing that deal, implementing, installing when I need to have it installed,” Jackson said. Even when the move-in date to the new OrthoTexas building changed three different times because the building wasn’t yet ready, the technicians at Southwest X-ray were unfazed, he said. “If I didn’t have a good partner who was flexible in service stuff, it wouldn’t have worked well,” Jackson said. “But they flexed. I’m sure it was a big hassle on their side, but I never heard it. We were in and shooting on Monday, our first day.” WWW.MEDICALDEALER.COM

That attention to detail and ability to adjust on the fly allowed the staff at OrthoTexas to focus on ways in which the Konica Minolta U-arm could improve patient experiences instead of whether the bleeding-edge technology was operational, Jackson said. The diversity of technological services the practice has consolidated through its relationship with Southwest X-Ray, even across locations, has further smoothed the flow of its operations, Jackson said. “If we have a problem, it gets solved very quickly,” he said. “Everything’s integrated, and I don’t have to worry about calling three different vendors even though I have seven locations. [Southwest X-Ray] knows us; they know what equipment we’re using. I don’t have to be involved; my staff can call and get the answers they need.” With a responsive technological partner in his corner, Jackson said his staff are able to concentrate on what they do best. “We’re a service business,” Jackson said. “Patients have a choice, and my staff is all about how to improve that service experience.”

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CATEGORICAL INDEX ASSOCIATIONS IAMERS…………………………………………………………… 10 AUCTION/LIQUIDATION Government Liquidation………………………………7 BATTERIES Eastern Diagnostic Imaging……………………… 77 BIOMEDICAL AIV Inc.…………………………………………………………… 68 BETA Biomed Services, Inc.………………………… 69 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 21 Imprex International, Inc.…………………………… 57 InterMed Group…………………………………………… 23 Maull Biomedical Training, LLC………………… 62 Retrieve Medical Equipment……………………… 69 Rieter Medical Services……………………………… 63 CARDIOLOGY Southwestern Biomedical Electronics………8 RSTI Exchange……………………………………………… 31 C-ARMS Blue Ox Medical Technologies…………………… 56 Eastern Diagnostic Imaging……………………… 77

IMAGING Injector Support and Service, LLC……………… 22 IMAGING/PARTS Ampronix……………………………………………………………9 Diagnostic Solutions…………………………………… 67 Eastern Diagnostic Imaging……………………… 77 InterMed Group…………………………………………… 23 Technical Prospects……………………………………2,62 Tri-Imaging……………………………………………………… 41 INFUSION THERAPY AIV Inc.…………………………………………………………… 68 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 40 Tenacore Holdings, Inc………………………………… 75 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 65 Ampronix……………………………………………………………9 Technical Prospects……………………………………2,62 Tenacore Holdings, Inc………………………………… 75

COMPUTED TOMOGRAPHY Blue Ox Medical Technologies…………………… 56 Classic Diagnostic Imaging………………………… 78 Dunlee……………………………………………………………… 32 East Coast Medical Systems……………………… 68 Ed Sloan & Associates………………………………… 42 Exclusive Medical Solutions, Inc.……………… 73 International Medical Equipment & Service …………………………………… 16 Metropolis International…………………………… 25 Retrieve Medical Equipment……………………… 69 RSTI Exchange……………………………………………… 31 Technical Prospects……………………………………2,62 Tri-Imaging……………………………………………………… 41

MRI Carolina Medical Parts………………………………… 22 Classic Diagnostic Imaging………………………… 78 East Coast Medical Systems……………………… 68 Ed Sloan & Associates………………………………… 42 Exclusive Medical Solutions, Inc.……………… 73 Imprex International, Inc.…………………………… 57 Retrieve Medical Equipment……………………… 69 RSTI Exchange……………………………………………… 31

CONTRAST MEDIA Injector Support and Service, LLC……………… 22 Maull Biomedical Training, LLC………………… 62

PATIENT MONITORING BETA Biomed Services, Inc.………………………… 69 Bio-Medical Equipment Service Co.…………… 40 Gopher Medical, Inc.…………………………………… 63 Pacific Medical…………………………………………………5 Southwestern Biomedical Electronics………8 Tenacore Holdings, Inc………………………………… 75

DIAGNOSTIC IMAGING Blue Ox Medical Technologies…………………… 56 Eastern Diagnostic Imaging……………………… 77 Injector Support and Service, LLC……………… 22 Multi Diagnostic Imaging Solutions…………BC Summit Imaging, Inc.………………………………………4 ENDOSCOPY Endoscopy Specialists………………………………… 77 S.H. Medical Corporation…………………………… 48 STERIS Instrument Management Services………………………………… 28 GENERAL ALCO Sales and Service………………………… 49, 75 Eastern Diagnostic Imaging……………………… 77 Government Liquidation………………………………7 RSTI Exchange……………………………………………… 31

76 MEDICALDEALER | DECEMBER 2016

NUCLEAR MEDICINE Global Medical Imaging……………………………… 21 International X-Ray Brokers……………………… 69 RSTI Exchange……………………………………………… 31

PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 21 ONLINE RESOURCES MedWrench…………………………………………………… 68 RADIOLOGY Asset Management Associates, LLLC……… 63 Eastern Diagnostic Imaging……………………… 77 Engineering Services………………………………………6 International X-Ray Brokers……………………… 69 InterMed Group…………………………………………… 23 Maull Biomedical Training, LLC………………… 62

Metropolis International…………………………… 25 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 75 Rayence, Inc.…………………………………………………… 57 RSTI Exchange……………………………………………… 31 Technical Prospects……………………………………2,62 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 39 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 65 AIV Inc.…………………………………………………………… 68 ALCO Sales and Service………………………… 49, 75 Ampronix……………………………………………………………9 Bio-Medical Equipment Service Co.…………… 40 Carolina Medical Parts………………………………… 22 Conquest Imaging………………………………………… 13 Classic Diagnostic Imaging………………………… 78 Eastern Diagnostic Imaging……………………… 77 Ed Sloan & Associates………………………………… 42 Endoscopy Specialists………………………………… 77 Exclusive Medical Solutions, Inc.……………… 73 Global Medical Imaging……………………………… 21 Injector Support and Service, LLC……………… 22 International Medical Equipment & Service …………………………………… 16 MTC/Medical Technologies Co.…………………… 75 Multi Diagnostic Imaging Solutions…………BC Pacific Medical…………………………………………………5 Radon Medical LLC……………………………………… 75 Rieter Medical Services……………………………… 63 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 65 AIV Inc.…………………………………………………………… 68 AllParts Medical, LLC………………………………… IBC ALCO Sales and Service………………………… 49, 75 BETA Biomed Services, Inc.………………………… 69 Carolina Medical Parts………………………………… 22 Classic Diagnostic Imaging………………………… 49 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 67 Dunlee……………………………………………………………… 32 Ed Sloan & Associates………………………………… 42 Global Medical Imaging……………………………… 21 Government Liquidation………………………………7 International Medical Equipment & Service …………………………………… 16 MTC/Medical Technologies Co.…………………… 75 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 75 Rieter Medical Services……………………………… 63 Technical Prospects……………………………………2,62 Varian Medical Systems…………………………………3 X-Ray Parts, Inc……………………………………………… 39 STERILIZERS Government Liquidation………………………………7 SURGICAL Eastern Diagnostic Imaging……………………… 77 Endoscopy Specialists………………………………… 77 International Medical Equipment & Service …………………………………… 16 S.H. Medical Corporation…………………………… 48

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CATEGORICAL INDEX STERIS Instrument Management Services ……………………………… 28 SURPLUS MEDICAL Government Liquidation ……………………………7 TUBES/BULBS AllParts Medical, LLC ……………………………… IBC Dunlee…………………………………………………………… 32 Government Liquidation ……………………………7 International Medical Equipment & Service ………………………………… 16 Technical Prospects …………………………………2,62 ULTRASOUND Advanced Ultrasound Elec./AUE ……………… 65 Conquest Imaging ……………………………………… 13 Diagnostic Solutions ………………………………… 67 Endoscopy Specialists ……………………………… 77 Exclusive Medical Solutions, Inc. …………… 73 InterMed Group ………………………………………… 23 Retrieve Medical Equipment …………………… 69

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MEDICALDEALER 77

ALPHABETICAL INDEX Advanced Ultrasound Elec./AUE ……………… 65 AIV Inc. ………………………………………………………… 68 ALCO Sales and Service ……………………… 49, 75 AllParts Medical, LLC ……………………………… IBC Ampronix …………………………………………………………9 Asset Management Associates, LLLC …… 63 BETA Biomed Services, Inc. ……………………… 69 Bio-Medical Equipment Service Co.………… 40 Blue Ox Medical Technologies ………………… 56 Carolina Medical Parts ……………………………… 22 Classic Diagnostic Imaging ……………………… 49 Conquest Imaging ……………………………………… 13 Classic Diagnostic Imaging ……………………… 78 Diagnostic Solutions ………………………………… 67 Dunlee…………………………………………………………… 32 East Coast Medical Systems …………………… 68 Eastern Diagnostic Imaging …………………… 77 Ed Sloan & Associates ……………………………… 42 Endoscopy Specialists ……………………………… 77

Engineering Services ……………………………………6 Exclusive Medical Solutions, Inc. …………… 73 Global Medical Imaging …………………………… 21 Gopher Medical, Inc. ………………………………… 63 Government Liquidation ……………………………7 IAMERS ………………………………………………………… 10 Imprex International, Inc. ………………………… 57 Injector Support and Service, LLC …………… 22 InterMed Group ………………………………………… 23 International Medical Equipment & Service ………………………………… 16 International X-Ray Brokers …………………… 69 Maull Biomedical Training, LLC ……………… 62 MedWrench ………………………………………………… 68 Metropolis International ………………………… 25 MTC/Medical Technologies Co. ………………… 75 Multi Diagnostic Imaging Solutions ………BC Pacific Medical ………………………………………………5 Radon Medical LLC …………………………………… 75

Ray Pac …………………………………………………… 58-61 Rayence, Inc.………………………………………………… 57 Retrieve Medical Equipment …………………… 69 Rieter Medical Services …………………………… 63 RSTI Exchange …………………………………………… 31 S.H. Medical Corporation ………………………… 48 Southwestern Biomedical Electronics………8 STERIS Instrument Management Services ……………………………… 28 Summit Imaging, Inc. ……………………………………4 Technical Prospects …………………………………2,62 Tenacore Holdings, Inc ……………………………… 75 Tri-Imaging …………………………………………………… 41 Varian Medical Systems ………………………………3 X-Ray Parts, Inc …………………………………………… 39

We Are

TO YOU Dedicated Imaging Solutions Our mission is to provide our customers with real time solutions to their medical imaging needs by offering • • • •

Quality & Affordable PARTS 24 HOUR tech support Fully Refurbished MEDICAL EQUIPMENT Global & Local CUSTOMER SERVICE

1-844-293-2057 | www.dedicatedis.com

78 MEDICALDEALER | OCTOBER 2014

MEDICAL EQUIPMENT, PARTS & SERVICE

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)

www.allpartsmedical.com

AllParts Medical, a Philips company