Medical Dealer - January 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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As of November 1, 2016, the MCS-8064 replacement tube comes with a full 12 month warranty!

Contact your Varian sales manager or e-mail us at: info.xray@varian.com for additional details. ®All trademarks are the property of the respective OEM’s. © 2016 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks. All rights reserved.

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52

60

CONTENTS_Features 52 FDA DOCKET FOLLOW UP – REGULATORY SHOWDOWN

60 CORPORATE PROFILE CONQUEST IMAGING

In October, the U.S. Food and Drug Administration (FDA) convened a workshop and representatives from trade groups, ISOs, and OEMs batted around the issues at the heart of the pre-owned medical equipment market: namely, whether patient safety is compromised if non-OEM technicians are permitted to service, repair, and maintain OEM equipment.

Medical Dealer interviewed stakeholders to take a closer look.

Conquest Imaging was built on the notion that hospitals and health care clinics of all sizes could lower their operational and maintenance costs without compromising their standards of care or quality.

Seventeen years later, the company is a leader in ultrasound as it prepares to enter the CT and MR markets in 2017.

Medical Dealer (Vol. 20, Issue #1) JANUARY 2017 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. © 2017

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MEDICALDEALER 11

INDUSTRY UPDATE 15 News & Notes 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

22 People on the Move 25 OEM Updates

MARKET ANALYSIS Imaging: Ultrasound Systems 31 Market Analysis 32 Product Showroom

Kristin Leavoy kristin@mdpublishing.com

40 Preferred Vendors

Editor

Med/Surg: Endoscopes

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

47 Market Analysis 48 Product Showroom 51 Preferred Vendors

SLICE OF LIFE 67 The Other Side 68 Dan Bobinski

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

72 Pay It Forward 74 Off the Clock 76 RSNA Scrapbook

Kim Callahan

Circulation

Lisa Cover Laura Mullen

79 Market Place 80 Categorical Index 82 Alphabetical Index

Web Department Taylor Martin Adam Pickney Cindy Galindo

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MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_News and Notes

Staff Reports

EVENA MEDICAL LAUNCHES ADVANCED MOBILE ULTRASOUND MEDICAL IMAGING SYSTEM Evena Medical introduced its enhanced DeepVu Ultrasound 4.0, offering clinicians the most advanced handheld ultrasound for use by clinicians of all skill levels.

Featuring wireless connectivity, Evena’s DeepVu system delivers clear, anatomically accurate, realtime bedside imaging in an agile, easy-to-use, cart-free system. With the DeepVu Ultrasound 4.0 platform, ultrasound can be deployed for viewing tissue by all levels of clinicians anywhere within the facility or by remote medical experts located anywhere in the world. Wireless connectivity enables images to be available on a variety of displays, including tablet PCs and iPads, or hands-free on the Evena Eyes-On Clinical Glasses for wearable imaging.

Other enhancements to the DeepVu Ultrasound 4.0 platform include a lightweight, streamlined transducer that can be easily carried in a pocket, and straightforward “one-button” operation. •

AUE EXPANDS PHILIPS CX50 REPAIR SERVICES Advanced Ultrasound Electronics (AUE) recently expanded its Philips CX50 Repair and Parts Department to provide greater and faster CX50 repair capabilities.

In addition, AUE has enlarged its CX50 loaner inventory to more than 25 systems in-house ready for overnight shipment while your system is being repaired at AUE. “We understand ‘Mission Critical’ when being down simply isn’t an option,” AUE Vice President of Operations Henry Dinneen said. “We have a vast inventory of parts and common failure components on hand. Not only do we provide a system while yours is being repaired, but our team of technicians – specializing in the CX50 – will get your system repaired and returned to you faster than anybody else! Period.”

Do you have multiple CX50 or CX30 systems in your facility? Let AUE help with a maintenance plan that includes preventive maintenance and priority service.

From power supplies to probes, and everything in between, AUE can provide CX50 service, repairs, or maintenance. AUE can help diagnose the issue over the phone and recommend the best course of action.

For more information, call AUE at 866-620-2831 or visit AUE’s new website at www.CX50REPAIR.com. •

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DILON DIAGNOSTICS, GE HEALTHCARE ANNOUNCE DISTRIBUTION AGREEMENT Dilon Diagnostics and GE Healthcare have announced that they have signed an agreement for Dilon to be the exclusive distributor of GE’s Discovery NM750b Molecular Breast Imaging system in North America. The signing of this exclusive agreement brings closer together two significant players in Molecular Breast Imaging. Last year, GE Healthcare and Dilon Diagnostics signed a global distribution agreement in select world markets.

The Discovery NM750b breast imaging system offers clinicians an important tool for imaging of a broad range of patients, including those with dense breasts who may be at higher risk for breast cancer.

The power of functional imaging to see early changes is a key factor in early detection in breast cancer.

“We are very pleased to continue collaborating with GE Healthcare, a world leader in innovation, in the fight against breast cancer. The relationship with GE Healthcare will enable us to offer a complete spectrum of BSGI/MBI solutions through our established sales channels in breast cancer diagnostics and surgery,” says Robert G. Moussa, Dilon Diagnostics Chairman and CEO. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

JPI HEALTHCARE SOLUTIONS INTRODUCES X-VUE DR SOLUTIONS JPI Healthcare has announced the release of X-Vue DR Solutions, a family of digital radiography product offerings. The new detectors employ Cesium technology and are a cost-effective, retro-fit DR solution for use in medical and veterinary applications.

Cassette sized, and featuring AED (Automatic Exposure Detection) allows for easy installation without the need to connect to a generator interface cable. The detectors fit into any standard bucky for fast and easy use. X-Vue DR Solutions are powered by JPI ExamVue acquisition software which offers features for image capture, processing and transmission to physician for interpretation. User-friendly tools such as DICOM Modality worklist, Procedure Code Mapping, CD/DVD with embedded viewer, Stitching, and Repeat-Reject with Statistics are standard features included with the packages. •

Staff Reports

MEDIC VISION PRESENTS FDA-CLEARED THIRD-PARTY XR-29 SOLUTION Medic Vision Imaging Solutions Ltd. showcased the FDAcleared SafeCT-29 at the Radiological Society of North America (RSNA) Annual Meeting, in Chicago.

SafeCT-29 is the first and only FDA-cleared third-party XR-29 solution that helps meet the NEMA XR-29 (Smart Dose) standard, hence avoiding CMS penalties, which rose to 15 percent in 2017 for non-compliant scanners. SafeCT-29 is CT-vendor neutral and compatible with the various makes and models of CT systems.

SafeCT-29 offers full compliance with all the XR-29 Dose Check and RDSR requirements. It is recommended by leading CT OEMs and keeps OEM warranty valid. SafeCT-29 is also the only third-party XR-29 solution that can ensure that health care facilities avoid rising non-compliance penalties.

SafeCT-29 is an add-on system that is easy to install and operate. It is fully automatic and enables the technologist to maintain his or her existing workflow. SafeCT-29 connects to the CT console, analyzes dose data in real time, alerts the operator if the dose is too high, and prevents the patient scan until dose levels are changed or confirmed and justified. After the scan, SafeCT-29 generates Radiation Dose Structured Reports (RDSRs), as required by the XR-29 standard. •

CTL MEDICAL CORPORATION ACHIEVES ISO 13485, CE CERTIFICATION CTL Medical Corporation, a Dallas-based medical device manufacturing and service company, has applied for and been granted both ISO 13485 and CE Mark certifications.

The International Organization for Standardization, based in Geneva, Switzerland, is an independent, non-governmental organization covering industry standards in a wide range of industries from technology to food safety, agriculture and health care. The ISO 13485 certification covers medical devices and states that CTL Medical’s line of spine device implants meets the internationally agreed upon requirements for a quality management system specific to the medical device industry. The certification demonstrates compliance with regulatory and legal requirements consistent with safe and effective medical devices.

The CE Mark certification identifies products as being in compliance with all safety requirements established by the European Union. It is required to do business within the European Economic Area.

“Achieving our ISO 13485 and CE Mark certifications is a tremendous milestone for our company,” stated Danny Chon, president of CTL Medical Corporation. “The certifications offer CTL Medical the validation required to replicate our record-breaking sales effort overseas within the EU, and we’re extremely excited about our future revenue projections.” • 16 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

NEURAL ANALYTICS RECEIVES U.S. FDA 510(K) CLEARANCE FOR BRAIN MONITORING INFORMATION SYSTEM Neural Analytics Inc., a medical device company developing technology to measure, diagnose and track brain health, has announced that it received 510(k) clearance from the U.S. Food and Drug Administration (FDA) for its next generation ultrasound device, the Lucid M1 Transcranial Doppler Ultrasound System (Lucid System). The Lucid System is the first FDA cleared fully portable all-in-one ultrasound system designed for rapid triaging and monitoring of patients with brain disorders. The system is the first product that Neural Analytics will sell commercially.

“Neural Analytics’ Lucid System is the first truly portable ultrasound system to assess brain blood flow, and is the first product we will commercialize in the United States,” said Leo Petrossian, Chief Executive Officer of Neural Analytics. “This is a significant milestone for our organization, and more importantly, represents a step forward in improving the care of all patients suffering from blood flow disorders.”

The Lucid System uses a type of ultrasound called Trans Cranial Doppler to assess the brain’s blood vessels from outside the body. This analysis is noninvasive, can be performed in the physician’s office, and can help the physician diagnose brain disorders, potentially without the need for additional, more invasive tests. Many significant brain disorders, such as severe traumatic brain injury (TBI), are caused by blood flow disruption. The Lucid System is a battery operated medical grade tablet device designed to be moved easily throughout a medical facility in a range of settings that require the rapid assessment of blood flow in the brain to expedite treatment. •

VARIAN, MCKESSON SPECIALTY HEALTH ANNOUNCE STRATEGIC AGREEMENT Varian Medical Systems and McKesson Specialty Health “McKesson Specialty Health and The U.S. Oncology have announced a strategic agreement for the deployment Network offer robU.S.t, comprehensive practice and servicing of Varian advanced radiotherapy equipment management capabilities, value-based care expertise, and software over a three-year period across The U.S. and state-of-the-art technology solutions to its Oncology Network and Vantage Oncology affiliated sites of affiliated practices, providing support as they navigate care. This multiyear agreement delivers significant value today’s challenging health care landscape,” said Kirk to oncology providers in The U.S. Oncology Network, Kaminsky, president of The U.S. Oncology Network and which now operates the largest system of radiotherapy Practice Management for McKesson Specialty Health. facilities in the U.S. following the acquisition of Vantage “Combined, Vantage Oncology and The U.S. Oncology Oncology earlier this year.

Network support more than 1,300 affiliated physicians Over the next two years, seven Varian TrueBeam and five and approximately 400 affiliated sites of care. Bringing VitalBeam medical linear accelerators will be installed in them together earlier this year and now executing this The U.S. Oncology Network and Vantage Oncology affiliated strategic agreement with Varian will help our affiliated cancer centers across the U.S. In addition, McKesson and practices simultaneoU.S.ly enhance clinical capabilities, Varian will collaborate to establish interoperability between workflow for physicians, and the quality of patient McKesson Specialty Health’s iKnowMed electronic care while improving the cost-effectiveness of their health record (EHR) system and Varian’s ARIA oncology operations. The specialized hardware, service offerings information system. The interoperability aims to deliver and roadmap for interoperability with iKnowMed gives direct value to all physicians U.S.ing these information clinicians greater efficiency and increased quality of systems in managing patient care. patient care benefits.” • WWW.MEDICALDEALER.COM

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

SHIMADZU MEDICAL SYSTEMS USA SELECTS RSTI TO DELIVER ITS AUTHORIZED TRAINING Radiological Service Training imaging systems.

Institute (RSTI) has entered into an Shimadzu will work with RSTI agreement with Shimadzu Medical to provide the lab equipment to be Systems USA that positions RSTI as staged at RSTI’s state-of-the-art the exclusive provider of Shimadzu’s training center in Solon, Ohio.

OEM training courses.

“We are proud that Shimadzu MedRSTI will be delivering closedical Systems USA has chosen RSTI door factory training on Shimadzu to provide their factory training for Trinias Cardiovascular, SONIALVIthem. It is an honor to be trusted by SION G4 Radigraphic/Fluoroscopic an OEM like Shimadzu to deliver and RADspeed Pro EDGE systems. the kind of high-quality training Through this agreement RSTI they need and validates our constant is also authorized to openly offer efforts to stay on the cutting edge,” training courses on all Shimadzu says, Dale Cover, President RSTI. portable X-ray and older Shimadzu “We are extremely excited about

Staff Reports

the RSTI training partnership.

RSTI has a long history of providing high-quality course offerings, and believe this will offer our students excellent course instruction in their state-of-the-art training facility,” says Jeffrey Seiler, National Service Business Manager SMS USA. Contact Shimadzu Medical Systems USA (shimadzu-usa.com) to inquire about closed-door training or RSTI (rsti-training.com) for the open courses. •

PHILIPS, MASIMO SIGN MULTI-YEAR BUSINESS PARTNERSHIP AGREEMENT Royal Philips and Masimo Corp. prediction and prevention of patient Philips. “I am very satisfied that we have announced a wide-ranging, deterioration, these integrated have reached an agreement that multi-year business partnership solutions aim to support clinical is beneficial for both companies involving both companies’ workflow and caregiver efficiencies, and that we have ended our legal innovations in patient monitoring and enhance patient care. In 2015, disputes. Going forward, Philips and therapy solutions. The an estimated 275 million patients and Masimo will completely focus partnership includes joint marketing were monitored using Philips’ on jointly delivering meaningful and sales programs in North America patient monitoring solutions. innovations to our customers, and certain markets in Asia and Sensor and signal processing such as the integration of Masimo Europe for Masimo’s non-invasive technologies are an essential rainbow technology across our sensor technologies, such as its component of patient monitoring IntelliVue patient monitoring rainbow and SET platforms, in solutions, and Masimo is an product range.” conjunction with Philips’ patient innovator in this field. Examples In conjunction with the monitoring and select therapy of Masimo’s non-invasive sensor appropriate Philips patient solutions. In addition, Philips will and signal processing technology monitoring platform, Masimo’s in the future integrate Masimo innovations include Masimo rainbow SET technology analyzes SedLine brain function monitoring, SET pulse oximetry, Masimo multiple wavelengths of light to O3 regional oximetry, and Nomoline rainbow Pulse CO-Oximetry and accurately measure total hemoglobin capnography technologies in certain Masimo total hemoglobin (SpHb) (SpHb), oxygen content (SpOC), Philips IntelliVue monitors. monitoring technology. carboxyhemoglobin (SpCO), Philips offers patient monitoring “This business partnership methemoglobin (SpMet) and solutions with a comprehensive agreement marks an important Pleth Variability Index (PVI) product portfolio ranging from day for us and our customers as non-invasively and continuously. multi-parameter bedside monitors two leaders in patient monitoring Continuous monitoring of SpHb on to wearable patient monitors collaborate to develop solutions a Philips monitor at the point of care combined with mobile applications designed to enhance clinical provides clinicians with real-time and clinical decision support outcomes and patient safety,” said visibility to changes in hemoglobin in tools. With a primary focus on Frans van Houten, CEO of Royal between invasive blood samplings. • 18 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

SODEXO TEAMS UP TO PROMOTE HEALTHIER KIDS Sodexo’s mission is to improve ica. To note one example of how the the Quality of Life for the 75 million company helps improve childhood people it serves globally – and that nutrition, it recently began using a includes children. With this in mind, student-approved mushroom-beef Sodexo made six commitments burger blend in school menus. This to the Partnership for a Healthier action alone removed 250 million calAmerica (PHA) to help improve the ories and 304 million milligrams of health and wellbeing of children, as sodium from student meals each year. well as adults. The Partnership for Beyond this, Sodexo knows that a Healthier America (PHA) fulfills it must create a culture that prioria critical mission: ending the childtizes healthy lifestyles for everyone, hood obesity crisis. especially children. One that inspires For children, by leveraging the young people to choose vegetables scale and scope, Sodexo can make over fries, grilled over fried foods, significant gains in helping to and healthy over unhealthy snacks. address childhood obesity.

Sodexo partnered with the CorFor example, Sodexo provides nell Center for Behavioral Economics services for children in nearly 500 in Child Nutrition Program on the school districts across North AmerSmarter Lunchroom movement to

help instill healthy eating behaviors in children. This movement encourages students to make healthy choices by making it easier to find fresh produce in the lunch line and serving healthy foods in more appealing ways. A Sodexo pilot program conducted with Cornell showed that this led to an increase in fruit, vegetable and milk consumption.

Based on this success, the company is committed to rolling out the Smarter Lunchroom program to 90 percent of the K-12 schools it serves.

It also is committed to providing 17 million free student breakfasts by 2018 to children in need.

As a result of these efforts, Sodexo was recognized as PHA’s inaugural Partner of the Year. •

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MEDICALDEALER 19

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INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field Paul Dunleavy has joined Cogmedix of Worcester, Massachusetts as its Vice President of Engineering. Dunleavy holds a bachelor’s of science in electrical engineering and a master’s degree in business administration from Northeastern University.

He is a U.S. Marine Corps veteran and has worked in medical device development for more than 25 years.

He has founded and co-founded two medical device companies and holds multiple medical equipment engineering patents. •

Robert Flora is the new Chief Academic Officer and Designated Institutional Officer for McLaren Health Care of Flint, Michigan. Flora will administer all McLaren Health Care graduate medical education (GME) programs, will ensure that the company remains compliant with professional, educational, accreditation and regulatory standards, and will supervise all academic-related scholarly activity within the McLaren system. He joins the organization from Providence-Providence Park Hospital in Southfield and from Novi, where he served as director of medical education and DIO. Flora is also a professor and associate chair for education of obstetrics and gynecology at Michigan State University College of Human Medicine. He has an MBA from the University of Tennessee, Knoxville and a master’s degree in public health from the University of Akron/ Northeast Ohio Medical University. •

22 MEDICALDEALER | JANUARY 2017

True Health Diagnostics of Frisco, Texas has named Gary L. Smith its COO. Smith joins True Health from Sonic Healthcare USA, where he was president. Smith is the former COO of Med Fusion and has held senior management roles with Laboratory Corporation of America (LabCorp). He has a Ph.D. in analytical chemistry from the University of Arizona and a bachelor’s degree in chemistry and economics from Park College.

Linda D. Norman has been named Vice-Chair of the Board of Directors of Span-America Medical Systems of Greenville, South Carolina. Norman has been with the board since 2006 and currently chairs its nominating and governance committee. She is currently the dean of Vanderbilt University Nursing School and has worked in the field of nursing and nursing education since 1969. Current board chair Tom Henrion is retiring from the board in 2018, after which Norman is expected to assume his post. •

Zipnosis of Minneapolis, Minnesota has named Medtronic alumnus Scott Brown its Vice-President of Product and Engineering. Brown was formerly Vice President of Software Development at XRS Corporation, Senior Engineering Manager at Medtronic, and operated his own software company developing outpatient care solutions. •

Exact Sciences Corp. of Madison, Wisconsin has named Jeff Elliott its new Chief Financial Officer.

Elliott joined the company as vicepresident of business development and strategy in June; prior to that, he was a senior research analyst at Robert W. Baird & Co. Elliott holds an MBA from the University of Chicago Booth School of Business and is a CFA charterholder. Elliott’s predecessor, CFO John Bakewell, will step down from that position and will focus on board of director assignments. •

Exclusive Medical Solutions of Schaumburg, Illinois has added Kenny Scally as account executive of its West Zone of Development. Scally is a fouryear veteran of medical imaging with a focus in ultrasound and quality patient care who earned his bachelor’s degree in nursing while playing NCAA football.•

Gregory W. Scott, Chairman of the Board of Adeptus Health of Lewisville, Texas, has assumed interim CEO duties due to the resignation of CEO Thomas S. Hall announced in September.

“Given the recent challenges at the company, Mr. Hall decided to accelerate his retirement,” the company announced in a statement that also noted its “recent financial and operational challenges.” Scott was formerly Co-President of Universal American Corporation, Chairman and CEO of APS Healthcare, and CFO of PacifiCare Health Systems. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

Trace Devanny is the new CEO of TractManager of Chatanooga, Tennessee.

Devanny was formerly the President of Nuance Communications’ Healthcare Business, Chairman and CEO of TriZetto Corporation, and spent 14 years with Cerner Corporation, including 11 as president of the

Patrick Pyers has been appointed the new Director of Business Development for Parker Medical Inc. (PMI), of Bridgewater, Connecticut. Pyers has been in the radiology field for more than 20 years, primarily in the non-invasive diagnostic X-ray test instrument market, holding top management positions. Pyers will help grow the PMI product line and will oversee the expansion of its newly acquired tube reloading business. •

company. •

PartsSource Inc. of Aurora, Ohio, has named Mark Tomasetti its new Chief Technology Officer. Tomasetti was most recently vice-president of product management for six different lines of business at TMW Systems. He has a bachelor’s degree in electrical and electronic engineering from Virginia Tech and an MBA from Carnegie Mellon University. •

Rebecca Capostagno has joined the Orlando, Florida-based Ziehm Imaging as a staff accountant.

Capostagno brings 17 years of accounting, operations, and software implementation experience. •

Elisha Finney is retiring as VicePresident and CFO of Varian Medical Systems of Palo Alto, California.

Finney has spent 18 years as Varian

HealthSouth President and CEO Jay Grinney will retire from the Birmingham, Alabama-based company at the end of 2016.

Current EVP and COO Mark Tarr will succeed Grinney as President, CEO, and a member of the board on a consultancy basis until March 31, 2017.

Additionally, EVP and CFO Doug Coltharp will assume expanded responsibilities after the move, assuming responsibility for the HealthSouth IT group and managed care contracting. Barb Jacobsmeyer, President of the HealthSouth Central Region inpatient rehabilitation segment, will be promoted to EVP of Operations. •

xG Health Solutions of Columbia, Maryland has promoted Steven B. Pierdon, MD, MMM, from Senior Medical Director to Chief Medical Officer. Pierdon was previously CMO for Geisinger Northeast, and has been CMO for Clinical Operations and the Community Practice Service Line at Geisinger Health System. •

Craig Pichanick has been named Chief Technology Officer of the Jacksonville, Florida-based Medical Tracking Solutions Inc. Pichanick joined Medical Tracking Solutions from OneCallCare Management, and boasts a background in global supply chain management and financial services. •

Mattias Perjos is the new President and CEO of Getinge Group, effective no later than May 2017. Perjos is the present CEO of Coesia Industrial Process Solutions and Managing Director of Coesia International, which produces high-tech machinery for the pharmaceutical, food, and packaging industries. Acting President and CEO Joacim Lindoff will continue in his role until Perjos assumes his post, after which time he will be responsible for Patient & Post-Acute Care, formerly Extended Care, which could be spun off with Lindoff at the helm and Johan Malmquist as its chairman of the board. •

CFO and 29 with the company overall, managing a team of about 400 employees worldwide and overseeing numerous business transitions. •

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MEDICALDEALER 23

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

Staff Reports

INDUSTRY UPDATE_OEM Updates

FUJIFILM’S SYNAPSE VNA ACHIEVES MILESTONE The TeraMedica Division of FUJIFILM Medical Systems U.S.A. Inc., has announced an important business milestone in serving global health care providers. The company’s Synapse VNA, an enterprise-wide medical information and image management solution, now manages nearly 10 billion objects – data and images – via 350 installations serving more than 1,000 facilities worldwide.

“The sheer scope and reach of Synapse VNA is undeniable and reflects Fujifilm’s strong foothold in the VNA marketplace,” said Greg Strowig, Vice President, TeraMedica Division of FUJIFILM Medical Systems U.S.A. Inc., “Large health care organizations around the world con-

FRESENIUS MEDICAL CARE ACQUIRES XENIOS AG XENIOS AG, a technology and therapy leader in lung and heart assist, is now part of Fresenius Medical Care & Co. KGaA, Germany’s largest medical device company.

“XENIOS AG will continue to manufacture and market their lung and heart assist product portfolio,” says Dr. Böhm, Co-CEO of XENIOS AG. “Our strategy remains in place, and the processes and contacts remain unchanged.

XENIOS AG will continue to serve their customers with the clinical support team and information on XENIOS Campus to advance minimally invasive lung and heart assist therapies.”

XENIOS AG’s Novalung product range for lung assist is a perfect match with renal dialysis.

“This acquisition is a unique opportunity for Fresenius Medical Care to add to their acute renal replacement offerings. Fresenius Medical Care enables us to establish our innovative therapies worldwide, and together we will offer an unrivalled product range for organ assist,” says Dr. Georg Matheis, Co-CEO of XENIOS AG. The integration of XENIOS and Fresenius Medical Care is a sound basis to establish worldwide market leadership from renal to lung and heart assist. XENIOS’ ongoing R&D projects, including a wearable artificial lung, will be continued.

The closing of the transaction is subject to approval by the authorities. • WWW.MEDICALDEALER.COM

tinue to rely on us for our unsurpassed experience in this field and our understanding of how technology must link back to better patient care.”

Synapse VNA manages all enterprise clinical imaging content, both DICOM and non-DICOM, using the most scalable single storage solution available. Equipped with advanced life cycle management tools, it offers organizations the ability to secure and control all image data across the enterprise. A true enterprise imaging solution, Synapse VNA allows users to connect imaging content from more specialty clinical areas than any other system. It also features an enterprise viewer that provides a single patient-centric view across the entire continuum of care. •

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MEDICALDEALER 25

INDUSTRY UPDATE_OEM Updates

FUJITSU’S WT-A533 UHF RFID LINEN TAG DEEMED ACCEPTABLE Fujitsu Frontech North America Inc. has announced that its WT-A533 UHF RFID Linen Tag has been tested by world renowned MRI test facility Magnetic Resonance Safety Testing Services (MRSTS) which confirmed that the Fujitsu WT-A53x family of UHF RFID Linen Tags, as well as the WT-A52x family of UHF RFID Linen Tags, are acceptable to use in association with all types of magnetic resonance imaging (MRI) systems operating at 1.5- and 3-Tesla.

Using state-of-the-art MRI testing facilities, MRSTS was able to characterize both the effects of worst-case MRI exposures, as well as possible MRI-related issues (magnetic field interactions, heating, and artifacts) using its sophisticated techniques. Based on the results, MRSTS recommended the labeling MR Conditional at 1.5and 3.0-Tesla MRI. Notably, this is the highest rating that can be applied for an RFID device. The results of tests conducted on the RFID Line Tags have been posted on the MRI safety resource website www.mrisafety.com.

The Fujitsu WT-A533 RFID Linen Tags are used worldwide in a multitude of applications, including health care garments, scrubs and flat lines. The rugged WT-A533 Linen tag is designed for industrial laundry applications and able to survive hundreds of washings under very harsh washing conditions. Confirmation by independent testing performed by MRSTS expands the product’s usability to include sheets and gowns that are actually present inside of the MRI equipment. •

Staff Reports

PHILIPS LAUNCHES WORLD’S FIRST DETECTOR-BASED SPECTRAL CT SCANNER IN CANADA Royal Philips has announced the launch of the Philips IQon Spectral CT in Canada. The Philips IQon Spectral CT is the world’s first and only spectral detector CT, designed specifically for spectral imaging. It delivers on-demand color quantification and the ability to characterize structures simply and at a low dose.

The Philips IQon Spectral CT provides multiple layers of retrospective, diagnostic data in a single, low-dose scan with seamless integration into existing hospital system protocols. It can provide sufficient information with only one scan to help clinicians make fast, confident diagnoses, driving improved clinical and economic outcomes.

The IQon Spectral CT adds spectral resolution to traditional CT scanning through a new dual-layer spectral detector. It identifies photons of high energy and low energy simultaneously, allowing not only the view of anatomy, but also uses color to characterize the material content of critical structures. •

MINDRAY INTRODUCES SPECIALIZED TRANSDUCER AND ENHANCED INEEDLE In conjunction with the American “The L20-5s is considered to Society of Anesthesiologists (ASA) be a breakthrough transducer meeting in Chicago, Mindray has in the ultrasound indusannounced the introduction of its try,” said Glen McLaughlin, new L20-5s ultra-high frequency Ph.D., chief product offilinear transducer with enhanced cer for Mindray. “Coupling iNeedle visualization technology. this ultra-high frequency The TE7 Touch Enabled Ultrasound transducer with our iNeeSystem, designed specifically for dle technology is particularly the demanding point-of-care (POC) useful in anesthesia POC to imaging environment, offers intuiprovide increased visualizative tablet-like operation, superior tion in the area of interest image quality with one-touch image and enhanced needle detecoptimization, and exam presets to tion. This can assist in improve both diagnostic confidence reducing stress on the patient and efficiency. and help reduce procedure time.” • 26 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

RAYENCE DEBUTS C-SERIES WIRELESS FLAT PANEL DETECTORS Rayence Inc. displayed its latest tionality that registers panels across entries to its growing line of wireless multiple workstations to maximize flat panel detectors at RSNA 2016 in continuous productivity between Chicago, Illinois. rooms or for portable use. Ideally The new, ergonomically designed formatted for all tabletop extremity Rayence C-Series Cesium Iodide exams as well as for pediatric or neoand Gadolinium Oxysulfide wirenate imaging, the Rayence 10”x12” less detectors with tapered, recessed wireless format, like the large format edges and a sure-grip backing are C-series, has built-in auto triggering designed to offer new levels of hantechnology that signals the start of dling, functionality and exceptional image capture without direct X-ray diagnostic image quality in the X-ray generator integration to expand room and beyond.

C-Series use across a wide range of Acquiring large patient body type any pre-existing analog or digital images is easy with the 17”x17” C-Se- X-ray equipment. ries, capturing the widest chest All Rayence C-Series wireless or pelvis. Each C-Series detector detectors are manufactured with incorporates user activated, intera seamless, IPX6 water-resistant, nal image storage capable of storing magnesium alloy and unibody conup to 200 images and even allows struction and combined with a image acquisition while a computer shock-, vibration-, and scratch-resisor network connection is unavailtant carbon fiber composition makes able. Optional magnetic battery them well-suited for demanding charger connection in an X-ray table imaging environments. and wall stand Bucky cabinet proThe C-Series detectors are vides the added benefit of constant equipped with a rechargeable lithbattery charging capability for the ium battery having a battery life of 17”x17” C-Series. All thin and lightfour hours, a dual bay battery charweight, the complete C-Series line ger, two additional batteries, and a provides detector room sharing func- three-year manufacturer warranty. • WWW.MEDICALDEALER.COM

DICOM SYSTEMS GRANTED PATENT FOR ENTERPRISE MEDICAL IMAGING Dicom Systems has announced that the United States Patent and Trademark Office has granted it a patent which encompasses core aspects of its flagship Workflow Unifier® platform.

The new patent, US 9,390,153, is entitled “User-configurable Radiological Data Transformation and Archiving” and relates to radiological data processing. Dicom Systems patented technology helps create various adapters and unique workflows to improve and integrate any Enterprise Imaging Software or platform without extensive development cycles. Workflow Unifier® is a flexible framework for PACS administrators, integrators, IT or clinical users to significantly improve processes by integrating different platforms into one efficient enterprise.

“Silicon Valley entrepreneurial spirit and culture is part of Dicom Systems’ DNA,” says Florent Saint-Clair, Dicom Systems Executive Vice President. “Customers routinely challenge us to help them circumvent complex workflow headaches; with each new use case solved, we remove workflow barriers for multiple other customers, and strengthen the platform’s core framework. Flexibility is the common denominator in each innovation.”

“This patent is consistent with Dicom Systems’ vision and innovative approach for streamlining Enterprise Imaging workflows; this technology is at the heart of our vision for improving productivity and patient care for our clients. Protecting our IP is our responsibility to customers who invest in Dicom Systems technology for the long run,” said Dmitriy Tochilnik, President and CTO of Dicom Systems. “Continuous improvement and innovation is a hallmark of Dicom Systems, and our Intellectual Property is a unique asset in which we continue to invest.” • MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

TELEMIS EXTENDS PACS CAPABILITIES Telemis has launched the next generation of its PACS software. Version 4.8 of the Telemis-Medical archiving software and image transmission platform features improved diagnostic mammography and comparison functionality alongside powerful visualization capabilities for users of mobile devices. The new version also further simplifies sharing of medical imaging data between medical practitioners and within and between medical facilities.

Telemis-Medical PACS 4.8 offers new tools to radiologists in specialized areas such as breast imaging as well as facilitating improved comparative monitoring of images obtained from examinations conducted by other radiological disciplines. The mammographic diagnosis module has been completely revised to enable the intelligent and efficient management of digital tomosynthesis images and to improve the management of multi-modal display data.

JOE KAESER, President and CEO of Siemens AG

28 MEDICALDEALER | JANUARY 2017

Staff Reports

The new version of the software can calculate the doubling time according to the RECIST analysis criteria and delivers instant fusion of image data obtained from multi-modal examinations. A re-designed viewing and treatment tool for DICOM-RT images will benefit radiation therapists by supporting collaboration and discussion across multiple disciplines. Telemis-Medical PACS 4.8 also now offers native support for PDF DICOM files.

In developing the latest version of its software, Telemis has continued its focus on communication and mobility. Tablet users have access to the full power of visualization applications to assess imaging information from multiple locations.

This includes secure transfer of images to and from external parties, including home doctors.

Telemis-Medical PACS version 4.8 was launched at the Radiological Society of North America Annual Meeting (RSNA) in Chicago. •

SIEMENS INTENDS TO FURTHER STRENGTHEN ITS HEALTH CARE BUSINESS Siemens intends to further develop its market presence. This move is now prachealth care business, Siemens Healthtically complete. ineers, and give it even greater flexibility “The public listing is now the next step in implementing its growth plans. To this in further strengthening Siemens Healthend, the company is planning to publicly ineers in Siemens for the future. We’re list its health care business. implementing this from an already lead“Healthcare technology is a highly ing position. Siemens Healthineers has attractive business in which we want already increased its market share and to further expand our leading position. has an outstanding portfolio of top techWith this step, we continue to implement nologies that we’re further developing,” Vision 2020 launched in May 2014. The added Kaeser. public listing will give Healthineers even Since May of this year, Siemens’ health more focus and flexibility in pursuing its care business has operated under the growth strategy,” said Joe Kaeser, Presiuniform brand name Siemens Healthdent and CEO of Siemens AG. ineers. The company will announce more In May 2014, Siemens announced its precise details regarding the planned intention to set up its health care busidate and scope of the placement when ness as a “company within the company” plans for the public listing have been so that the business could adjust to trans- concretized. The listing will also depend, formations in the health care market in a among other things, on the stock market flexible and focused manner with its own environment. • MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 29

We treat your probes like patients.

It’s time for a second opinion.

You would never cut corners with patient care, so why would you do it with ultrasound probes? For comprehensive, certified ultrasound probe repairs, call Bayer Multi Vendor Service.

Q Industry leading capabilities Q Proven quality Q Dedicated Customer Care Specialists Q Robust loaner program Q ISO Certified repair processes Q Warranted repairs and exchanges

Call Bayer Multi Vendor Service and get the quality, service and value you deserve.

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September 2015

PRODUCT FOCUS_Ultrasound_Market Analysis

Staff Reports

MARKET ANALYSIS ULTRASOUND

D

iagnostic ultrasound, sometimes called sonography or diagnostic medical sonography, is a noninvasive imaging method that utilizes high-frequency sound waves to produce images of structures within a body. The images can be used to acquire information for diagnosing and treating a variety of diseases and conditions.

The application of ultrasound as a diagnostic tool emerged during the 1950s when innovators pioneered the use of ultrasound in monitoring fetal development. Other early advances included the development of B-mode ultrasound imaging and contact scanning. These technological advances paved the way for the use of ultrasound in various clinical applications.

Some of the more recent innovations currently available on the market include the use of hand-carried ultrasound units for the anesthesia and emergency wards, the emergence of hand-carried ultrasound devices, and technological advances in three-dimensional and four-dimensional ultrasound imaging, as well as significant improvements in image quality, the use of ultrasound contrast agents to improve sensitivity for the detection of tumors, and the emergence of sonoelastography as a method of measuring tissue stiffness to help diagnose liver fibrosis staging, thyroid nodules, and lymph node and indeterminate breast lump characterization.

In addition, new development WWW.MEDICALDEALER.COM

includes the use of wireless and immediate transmission of ultrasound images using a variety of applications and dedicated cloud servers. It is anticipated that this trend toward inexpensive, portable and wireless ultrasound imaging is having a major impact on the efficiency of health care delivery and global accessibility to ultrasound imaging.

The global medical ultrasound market has experienced tremendous growth in recent years and it is forecast to continue.

A recent BCC Research report focuses on the global market for medical ultrasound devices by geographic region and by market segment and provides an in-depth discussion and analysis of the clinical applications of ultrasound equipment. It also reviews new and developing technology platforms.

The report also examines companies that are actively developing and marketing medical ultrasound devices around the world.

“The global market for medical ultrasound devices is expected to reach $9.9 billion by 2021 from $7.3 billion in 2016, rising at a compound annual growth rate (CAGR) of 6.4 percent from 2016 through 2021,” according to a PR Newswire statement on the BBC Research report.

It reports that the Asia-Pacific market is the largest regional market for medical ultrasound devices.

The market is expected to grow from $2.4 billion in 2016 to $3.7 million in 2021 at a CAGR of 9.5 percent for the

“ The global market for medical ultrasound devices is expected to reach $9.9 billion by 2021 from $7.3 billion in 2016, rising at a compound annual growth rate (CAGR) of 6.4 percent from 2016 through 2021.” period 2016-2021.

“The Latin American market for medical ultrasound devices is expected to grow from $576 million in 2016 to $847 million in 2021 at a CAGR of 8.0 percent for the period 2016-2021,” according to the news release.

MarketsandMarkets also predicts growth for the global ultrasound market.

“The global ultrasound market is expected to reach $6.86 billion by 2020 from $5.25 billion in 2015, at a CAGR of 5.5 percent from 2015 to 2020,” according to MarketsandMarkets.

MEDICALDEALER 31

PRODUCT FOCUS_Ultrasound_Product Showroom

Staff Reports

JANUARY PRODUCTS: This month, Medical Dealer explores Ultrasound Systems

GE HEALTHCARE LOGIQ E9 XDclear 2.0

W 32 MEDICALDEALER | JANUARY 2017

ith the LOGIQ™ E9 XDclear™ 2.0 ultrasound system, we’ve rethought virtually every element of the imaging chain, from the pulse of the probes to the clarity of the pixels. The result is our highest level of imaging performance yet – a leap forward you have to see to believe.

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Systems_Product Showroom

CARESTREAM Touch Ultrasound Systems

C

arestream Touch Prime and Touch Prime XE Ultrasound Systems offer a sealed, all-touch user interface, compact profile and easy maneuverability. Adjustable features improve ergonomics for sonographers. These systems provide exceptional image quality and streamline measurements to expedite clinician access to critical imaging information while boosting staff productivity. The Touch Prime platform offers an increased frame rate, improved penetration and uniform focus throughout the field of view. Wireless connectivity provides rapid transfer of images and data to PACS, RIS or other systems.

WWW.MEDICALDEALER.COM

MEDICALDEALER 33

PRODUCT FOCUS_Ultrasound Systems_Product Showroom

Staff Reports

FUJIFILM SonoSite X-Porte system

F

UJIFILM SonoSite Inc., develops cutting-edge ultrasound solutions and provides world-leading education to enable point-of-care visualization access to clinicians around the world. The highly portable, SonoSite X-Porte system incorporates Extreme Definition Imaging (XDIâ„¢) with a user-friendly, customizable touchscreen interface that offers real-time educational visual guides and tutorials. FUJIFILM SonoSite builds durability into every ultrasound device which is why an industry-leading 5-year warranty is standard and expedited service ensures you never go without ultrasound visualization.

34 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Systems_Product Showroom

ESAOTE MyLab™Eight Ultrasound SystemLabel

E

saote introduces the MyLab™Eight Ultrasound System*; the flagship platform in its Ultrasound portfolio. The MyLab™Eight system is the culmination of Esaote’s commitment to R&D to meet the increasing demands of the modern healthcare environment of outstanding image quality and ease of use. The MyLab™Eight system incorporates the new eMPowered Engine to optimize high-density single crystal transducers to enable images to be captured deeper in the body, with unprecedented quality, even for difficult-to-scan patients. The new WideView visualization technology offers sharp diagnostic image clarity with enhanced spatial and contrast resolution. With high-frequency imaging, advanced hemodynamic evaluation tools such as XFlow and HD CFM, and a complete portfolio of probes, Esaote offers solutions covering radiology, cardiovascular, obstetrics and gynecology as well as interventional and surgery. * This device is currently not available for sale in the USA; pending FDA clearance.

WWW.MEDICALDEALER.COM

MEDICALDEALER 35

PRODUCT FOCUS_Ultrasound Systems_Product Showroom

Staff Reports

MINDRAY TE7 Touch Enabled Ultrasound System

M

indray’s TE7 Touch Enabled Ultrasound System offers fast focused assessment with superior image quality, responsive operation, and simplified workflow. It supports rapid and confident evaluation in multiple point-of-care (POC) settings. The gesture-driven, intuitive interface, superior image quality with one-touch image optimization, and exam presets improve both diagnostic confidence and efficiency. Simply tap to open or close functions, drag to adjust parameters or move objects, pinch to zoom in or out, slide for selections, and even swipe to expand the image – all with the touch of a finger.

36 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Systems_Product Showroom

TOSHIBA MEDICAL Aplio i-series ultrasound platform

T

oshiba Medical is launching the Aplio i-series ultrasound platform. The Aplio i-series’ helps increase diagnostic confidence and offers a more cost-effective, less invasive and safer solution than other radiation emitting modalities. The Aplio i-series is a highly advanced and scalable ultrasound solution made up of the Aplio i700 and Aplio i800, which are both FDA cleared and are ideal for shared service departments with a high patient throughput. Both systems include iPerformance technologies that deliver extreme processing power and allow health care providers to see more. A new beam-forming technology, iBeam, optimizes efficiency of the beam, increasing penetration, spatial resolution and contrast resolution, while at the same time reducing artifacts and clutter. The i800 offers advanced clinical applications, including an ultra-high frequency transducer (24 MHz) that makes it easier for clinicians to image superficial structures and expand the use of diagnostic ultrasound.

WWW.MEDICALDEALER.COM

MEDICALDEALER 37

PRODUCT FOCUS_Ultrasound Systems_Product Showroom

Staff Reports

PHILIPS EPIQ 7

P

hilips EPIQ ultrasound system features Philips’ most powerful architecture ever applied to ultrasound imaging, allowing users to truly experience ultrasound’s evolution to a more definitive modality. EPIQ is supported

by Philips’ family of proprietary xMATRIX transducers, providing enhanced clinical information from each scan, and faster and more consistent exams that are easier to perform and allow for a high level of confidence, even for technically difficult patients. EPIQ features HeartModel, which brings advanced Live 3D quantification, automated 2D views and robust reproducibility to echocardiography. HeartModel automatically detects, segments, and quantifies the left atrium and left ventricle from a 3D volume. For more information about the EPIQ system, visit www.

Philips.com/EPIQ.

38 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Is It Clear?

January

July

December

Is it clear how your team identifies image degradation in your ultrasound equipment? Are you certain that your PM procedures comply with all OEM requirements? Is your documentation ready for ACR validation site survey?

Alpha Source is the clear choice for ultrasound parts and service. Our national field service team of ultrasound equipment experts will keep your equipment delivering top performance. Our best-in-class ALPHA PMTM includes probe quality assurance that definitively shows image degradation over time while capturing all the documentation you need to meet regulatory requirements.

Choose Alpha Source for ultrasound parts and service

think SOLUTIONSTM ®

To learn more, visit us at www.alphasource.com/isitclear or phone us at 1-800-971-4701 Alpha Source, Inc., 6619 West Calumet Road Milwaukee, WI 53223 • 800-654-9845

ULTRASOUND WWW.MEDICALDEALER.COM

PAR TS & SER VICE | BATTERY & DEVICE MANUFACTURING | SER VICE PAR TS MEDICALDEALER 39

PRODUCT FOCUS_Ultrasound Systems_Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND Advanced Ultrasound Electronics 9522 East 47th Place Tulsa, OK 74145 Toll-Free: 866-620-2831 SEE OUR AD ON Phone: 918-628-2831 PAGE 43 Fax: 918-628-2833 Email: Sales@auetulsa.com Website: www.auetulsa.com AUE is a leader in refurbishing ultrasound parts, systems equipment, peripherals and service by using cutting edge technology to repair parts down to component level. It is our goal to provide high quality workmanship and customer service on every part and system that we offer.

AllParts Medical, LLC 400 Brick Church Park Drive Nashville, TN 37207 SEE OUR AD ON Toll-Free: 866-507-4793 PAGE 41 Fax: 615-690-5055 Email: apmsales@philips.com Website: www.allpartsmedical.com AllParts Medical is dedicated to servicing the needs of imaging service teams.

AllParts provides OEM replacement, Dunlee and Philips parts from its 80,000 square foot facility in Nashville, TN. In addition to parts, AllParts provides: training, technical support, equipment disposition, equipment sales and software (Parts Wizard Customer Portal).

Supporting multiple manufacturers (GE, Siemens, Toshiba, Philips) and multiple modalities (CT, MRI, CV / R&F, General Rad, Portable/C-Arm, Ultrasound) AllParts helps imaging teams do more of the work themselves.

40 MEDICALDEALER | JANUARY 2017

Because Quality Matters.

Alpha Source Inc. SEE OUR 6619 W. Calumet Road AD ON PAGE 39 Milwaukee, WI 53223 Phone: 800-654-9845 Fax: 615-851-8213 Email: steve.heintze@alphasource.com Website: www.alphasource.com Alpha Source is your single source for medical equipment replacement parts, Ultrasound and Bone Mineral Densitometry service. We stock and distribute a wide range of OEM service parts, for all modalities, specializing in Ultrasound and GE Imaging service parts and consumables. We also manufacture battery packs with an unsurpassed com­mitment to quality.

SEE OUR

AD ON Bayer Multi Vendor Service PAGE 30 625 Alpha Drive Pittsburgh, PA 15238 Phone: 1-844-MVS-5100 Email: mvscustomercare@bayer.com Website: www.mvs.bayer.com

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

Conquest Imaging Corporate Technology and Logistics Center SEE OUR 1815 Industrial Drive AD ON PAGE 60-63 Stockton, CA 95206 Toll-Free: 866-900-9404 Fax: 209-942-2572 Website: www.conquestimaging.com Conquest Imaging delivers the highest quality ultrasound parts, probes, service, training and technical support in the industry. Powered by our exclusive Quality 360° reconditioning and testing processes and ISO 9001:2008 certification, you can count on cost effective ultrasound material support that outlast the others including the OEM. Conquest Imaging.

Because Quality matters.

Exclusive Medical Solutions 455 E. State Pkwy, Suite 101 Schaumburg, IL 60713 Toll-Free: 866-676-3671 Email: info@emedicalsol.com Website: www.emedicalsol.com

SEE OUR AD ON PAGE 21

Exclusive Medical Solutions is dedicated to providing the highest quality medical imaging equipment, services and parts at the best price possible. Established from a group of factory trained engineers with over five decades of combined medical imaging equipment experience, Exclusive Medical Solutions provides services, parts, and equipment to hospitals, imaging centers, orthopedic clinics and independent practitioners throughout the United States. The company has the capability of setting up a turnkey ready imaging clinic with all the equipment needed.

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Preferred Vendors

SEE OUR AD ON

SEE OUR AD ON PAGE 45

BBS Medical/Probe Hunters Email: info@probehunter.com Website: www.probehunter.com The development team behind ProbeHunter is a Swedish-based medical business company, BBS Medical AB. They have been in the ultrasound business for more than 30 years, and are specialists within Ultrasound Transducer Testing. The goal of ProbeHunter is to provide the market with an advanced but easy to use Quality Assurance device.

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

PAGE 7 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 19

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

Government Liquidation (GL) provides buyers with access to an unparalleled variety and volume of surplus assets from organizations and the Department of Defense. We’re committed to delivering world-class buyer experiences through intuitive search functionality and accurate, detailed lot listings. GL invites you to purchase assets in over 500 different commodity categories including Medical, Dental, Test & Laboratory Equipment via inter net auction.

Reimagine what’s possible

Even more resourceful for you www.allpartsmedical.com

WWW.MEDICALDEALER.COM

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)

AllParts Medical, a Philips company

MEDICALDEALER 41

PRODUCT FOCUS_Ultrasound _Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND (CONTINUED)

SEE OUR AD ON PAGE 4

InterMed Group 13351 Progress Blvd.

Alachua, FL 32615 Phone: 386-462-5220 Email: Sales@intermed1.com Website: www.intermed1.com

SEE OUR AD ON PAGE 14

The InterMed Group is a premier provider of integrated technology management services. We are focused on enhancing the overall quality, cost, and confidence in your equipment asset management.

Our biomedical, diagnostic imaging specialists and unique “Jump Teams” are empowered to deliver unmatched customer service and the industry’s best technology at competitive rates. We invite you to discover how our innovative technology, operational excellence, and deeply experienced and passionate professionals have earned us a blemish-free track record and reputation for consistently exceeding our clients’ expectations. We always bring the best.

Metropolis International LLC 21-11 44th Avenue, 3rd Floor SEE OUR Long Island City, NY 11101 AD ON PAGE 70 Phone: 718-371-6026 Fax: 718-371-6032 Email: info@metropolismedical.com Website: www.metropolismedical.com Metropolis is one of the largest stocking dealers in the world with a large warehouse and office in the heart of New York City.

Metropolis provides all imaging systems; C-arms, DEXA, Ultrasounds, Mammography, Portables, CTs’, MRI and Cath/ Angio. Metropolis has it all, that is the reason costumers are 110% satisfied with the Metropolis team.

42 MEDICALDEALER | JANUARY 2017

Summit Imaging, Inc. 15000 Woodinville-Redmond Road NE MW Imaging Corp.

Building #THINKRSTI B, Suite 800, 920 Hemsath Rd., Ste. 102 SEE OUR Woodinville, WA 98072.

St. Charles, MO 63303 AD ON PAGE 66 Phone: 866-586-3744 Phone: 877-889-8223 Fax: 866-586-3740 Fax: 636-925-0070 RADIOLOGICAL SERVICE TRAINING INSTITUTE Email: Info@mysummitimaging.com Email: info@mwimaging.com Website: www.mysummitimaging.com // Leading Diagnostic Imaging Systems Service ® Website: www.mwimaging.com

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Summit Imaging is an Ultrasound Parts and Transducer Repair company that can ence, MW Imaging offers world-class // Highly Skilled Training Staff to Maximize Your Understanding ofquickly Basic Imaging Modalities and address specific technical needs ultrasound service, OEM ultrasound Advanced Imaging Systems based on a foundation of outstanding parts, free 24x7 tech support for any // Call 1.800.229.7784 to Register or View the rapid customer service.

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Our trained technicians put patients first with every piece of equipment they touch, including refurbished equipment for sale.

IDN’s have adopted Tenacore’s techniques which compliments biomed departments by lowering cost, increases training and consolidates vendors.

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

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

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MEDICALDEALER 43

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MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT SHOWROOM_Endoscopes_Market Analysis

Staff Reports

MARKET ANALYSIS ENDOSCOPES

D

espite some patient safety concerns and a spot on a list of technology hazards, endoscopes continue to be an important and valuable health care tool in the United States and throughout the world.

A report from Market Research Store forecasts continued growth for the endoscope market for at least the next five years.

“The global endoscopy devices market is estimated to be $30.1 billion in 2014 and is poised to reach $47.6 billion by 2022, growing at a CAGR of 5.90 percent from 2014 to 2022,” according to Market Research Store.

“Some of the key factors driving the market growth are rising preference for minimally invasive surgeries, technological advancements and aging population. Whereas factors such as lack of skilled professionals and high investment costs for endoscopic equipment are restraining the market growth. Growing economic conditions, high income, developing health sectors and a large consumer base in emerging countries like India and China will drive the endoscopy device market opportunities.”

“By geography, the global endoscopy device market is segmented into North America, Europe, Asia Pacific and Rest of the World. The North America (segment) holds the largest share of the global endoscopy equipment market, followed by Europe and Asia,” Market Research Store reports.

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“ The global endoscopy devices market is estimated to be $30.1 billion in 2014 and is poised to reach $47.6 billion by 2022, growing at a CAGR of 5.90 percent from 2014 to 2022.”

Another report also predicts continued market growth.

“The global endoscopy devices market is a fast growing market with huge potential for growth due to rapid technological advancements and large sum of public and private investment in medical infrastructure and health care,” according to Occams Business Research. “The global endoscopy devices market was valued at $31 billion approximately in 2015, and it is estimated to cross the $47 billion mark by 2022 with a healthy CAGR of around 6 percent for the forecast period 2015-2022.”

BCC Research also projects continued growth for the endoscope market.

“The global endoscopy device market is expected to grow from

$32.5 billion in 2015 to roughly $45.2 billion by 2020, with a compound annual growth rate (CAGR) of 6.8 percent for the period of 20152020,” according to BCC Research.

MarketsandMarkets is another research group that predicts growth for the endoscope market.

“This market is expected to reach $33.6 billion by 2020 from $23.8 billion in 2015, at a CAGR of 6.1 percent,” MarketsandMarkets reports.

An increase in the number of minimally invasive surgeries is among factors propelling the growth of the global endoscope market, according to MarketsandMarkets.

“Rising investments, funds, and grants by government bodies worldwide, rising number of hospitals and growing hospital investments in the expansion of endoscopy instruments, growing patient preference for minimally invasive surgeries, technological advancements, favorable reimbursement coverage in selected countries slated to propel the capsule endoscopy market, rising geriatric population, and rising prevalence of diseases that require endoscopy procedures are major factors driving the endoscopy equipment market,” according to the report.

Some major players in the endoscope market include Ethicon Inc., Olympus Corp., Fujifilm Holding Corp., Boston Scientific Corp., Pentax Medical Corp., Stryker Corp., KARL STORZ GmBH, Smith & Nephew plc, Medtronic plc, Richard Wolf GmBH, CONMED Corp. and Cook Medical Inc. MEDICALDEALER 47

PRODUCT FOCUS_ Endoscopes _Product Showroom

Staff Reports

JANUARY PRODUCTS: This month, Medical Dealer explores Endoscopes

FUJIFILM Therapeutic Double Balloon endoscope

T

he Endoscopy Division of Fujifilm Medical Systems U.S.A., Inc. supplies high quality, technologically advanced endoscopes to the medical market. Fujifilm’s new Therapeutic Double Balloon endoscope (EN-580T) is engineered to unlock access to difficult to reach pathways within the digestive tract. It features a 3.2 mm working channel, an observation range as close as 2 millimeters, and superior imaging. The EN-580T further expands Fujifilm’s already pioneering “gold-standard” when it comes to diagnosis and treatment in the small bowel.

48 MEDICALDEALER | JANUARY DECEMBER 2017 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Endoscopes _Product Showroom

KARL STORZ Flex-Xc Flexible Video Ureteroscope

T

he KARL STORZ Flex-Xc flexible video ureteroscope is renowned for its brilliant image quality, high torque stability and exceptional maneuverability. KARL STORZ introduces the Flex-X2S, and economical fiberscope. The Flex-X2S ureteroscope meets the needs of urologists seeking diverse treatment options for day-to-day clinical routines. The Flex-X2S offers true-to-detail image quality and a sheath diameter of 7.5 Fr., making the instrument well suited to difficult anatomies and an excellent option for use with pediatric patients.

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MEDICALDEALER 49

PRODUCT FOCUS_ Endoscopes _Product Showroom

Staff Reports

XENOCOR Xenoscope

X

enocor is launching the Xenoscope, the world’s first single-use laparoscope offered terminally sterile to provide exceptional diagnostic accuracy for minimally invasive laparoscopic procedures at significantly lower cost of care. It is indicated for use in diagnostic procedures within the thoracic and peritoneal cavities including the female reproductive organs. Amongst its many differentiating features and benefits are the elimination of the need for cleaning and disinfection of the scope between cases, elimination of the need to eliminate costly service contracts and a pre-white balanced illumination designed to eliminate the need for intra-operative adjustments.

50 MEDICALDEALER | JANUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Endoscopes _Preferred Vendors

Staff Reports

PREFERRED VENDORS

ENDOSCOPES ALCO Sales & Service Co. 6851 High Grove Blvd.

SEE OUR AD BELOW! Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800.950.1167 Email: info@alcosales.com Website: www.alcosales.com 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 compliment our new online ordering web site that offers over 70,000 products for your facility.

Capital Medical Resources LLC 214 Ann Arbor St SEE OUR Manchester, MI 48158-9710 AD ON PAGE 46 Phone: 614.657.7780 Fax: 734.336.4100 Email: Info@capitalmedicalresources.com Website: www.capitalmedicalresources.com Capital Medical Resources specializes in the sales, leasing and financing of new and pre-owned surgical and endoscopic equipment such as instruments, scopes, video equipment, powered surgical devices, pumps, generators, and more!

CMR also offers a line of endoscopic testing devices to help CS and Biomed users maintain the safety and effectiveness of their existing scope inventory.

Please contact us for more information!

S.H. Medical Corporation 3061 N.W. 82nd Ave. SEE OUR AD ON Miami, FL 33122 PAGE 46 Phone: 305-406-2222 Fax: 305-406-2113 Email: shmedical@shmedical.com Website: www.shmedical.com S.H. Medical Corp, a leading company in the distribution and export of new, refurbished and pre-owned medical equipment with nearly 20 years of experience. Specializing in rigid and flexible endoscopy equipment and repairs, video towers and surgical instruments. S.H. Medical offers the best service, warranty, and prices in the used market! “Se habla español” “Falamos portugues”

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MEDICALDEALER 51

By Matt Skoufalos

ISOs, OEMs and the FDA In the medical device market, independent service organizations (ISOs) have weathered allegations for years that their general craft is dangerous to patient safety almost exclusively by virtue of existing outside of the scope of the business structure established by original equipment manufacturers (OEMs). The same criticisms that have dogged the third-party device, parts, sales, and service industry frequently neglect to mention that so many of the largest ISOs – Aramark, Sodexo, Crothall,

et al. – routinely maintain OEM equipment under long-term partnerships with large OEM customers (as do the in-house service teams at many health care systems), or that OEMs have increasingly consolidated the most successful such organizations within their corporate structures, either buying them outright or forming exclusive channel partnerships for the distribution of OEM products in key markets.

In recent years, those criticisms have softened, in part to account for the increasing

frequency of these vertical integrations, and also as very little statistical evidence has been uncovered to substantiate the breadth of allegations that ISOs are prima facie more dangerous than OEMs that are also involved in the after-market sales, service, repair, and refurbishment of medical devices. At its most charitable, the rhetoric has been couched in tiered pronouncements focused on driving a wedge in the market on the basis of quality.

It’s not a measuring stick to which most

ISOs specifically object; after all, many seek to distinguish themselves from their competitors on the basis of quality and service after the sale rather than on pure price comparison. But with dollars and cents still being both the biggest differentiators among companies in the business and the fundamental reason for all parties to be involved in the conversation, it’s competition and not patient safety, that seem to be at the root of the latest round of questioning.

In October, the U.S. Food and Drug Administration (FDA) convened a workshop entitled, “Refurbishing, Reconditioning, Rebuilding, Remarketing, Remanufacturing, and Servicing of Medical Devices Performed by Third-Party Entities and Original Equipment Manufacturers.”

For two days, representatives from trade groups, ISOs, and OEMs batted around the issues at the heart of the pre-owned medical equipment market: namely, whether patient safety is compromised if non-OEM technicians are permitted to service, repair, and maintain OEM equipment.

Peter Weems, Director of Policy and Strategy for the Medical Imaging Technology Alliance (MITA), testified that the concerns of the companies represented by his organization are rooted in problems exacerbated by unskilled or uncertified device maintenance. These can include improper servicing or alterations to the device, interference with future preventive maintenance, firmware or software upgrades, field corrections, a lack of required regulatory reporting, voided certifications, and other liability concerns.

“Because our member companies and their service departments regularly encounter these challenges, we have raised these issues with the FDA several times over the past few years,” Weems testified. “It is not our goal to limit competition or drive anyone out of the business.

We recognize that many third 54 MEDICALDEALER | JANUARY 2017

“ It is not our goal to limit competition or drive anyone out of the business.

We recognize that many third parties, including in-house teams, ISOs and others, are currently performing quality service. There is the problem that only service activities performed by the OEM are regulated by the FDA.” parties, including in-house teams, ISOs and others, are currently performing quality service. There is the problem that only service activities performed by the OEM are regulated by the FDA.” In support of his position, Weems offered a number of unattributed images of the ill effects of improper equipment servicing, which he claimed was the work of third-party service providers. But if patient safety and device performance are the exclusive domain of OEMs, argued Robert Kerwin, general counsel for the International Association of Medical Equipment Remarketers and Servicers (IAMERS), then an awful lot of them are soliciting help

from ISOs when it’s time to get the job done.

“It is common for an OEM to contract with IAMERS members for the supply of parts, as well as service, as well as assisting in the installing, uninstalling, transporting, and storing of equipment,” Kerwin testified. He went on to claim that “the greatest outlet for equipment taken in trade by the OEMs appears to us to be IAMERS members,” many of whom, he pointed out, are themselves alumni of the OEM business.

“Pre-owned doesn’t mean safety concerns,” Kerwin said. “It may prove convenient for some to show pictures of equipment without MEDICAL EQUIPMENT, PARTS & SERVICE

attribution … and to suggest that certain levels of uneven performance are being implemented, and to claim that minimum requirements are not being met.

“In a market that demands exactitude and quantification, we find such supposed evidence less than helpful,” Kerwin said.

“We are confident the FDA will not regulate by anecdote.”

To Tom Green, president of Paragon Service, of Saline, Michigan, the workshop was an excuse for OEMs to argue for regulatory endorsement of business practices that he said are anti-competitive.

“The only reason that we were there in Silver Spring, Maryland, was the desire by OEMs to put ISOs out of business by restricting their operations,” he said. “It was an anti-competitive move by the OEMs to increase their bottom lines and put their competition out of business so they can charge higher rates.”

Green said the lack of alignment among many ISOs into trade groups or associations undercuts any efforts from a fairly diverse collection of businesses to participate in the conversation to the same degree as its OEM counterparts. While that absence of structure may make for a scattershot arrangement of stakeholders on the ISO side of the equation, it also speaks to the variety of business models affected by any potential increase in the stringency of regulations aimed at the third-party medical equipment industry. Instead of foisting new restrictions upon the segments of the business that most drive price competition by offering alternatives to monolithic institutions, Green suggested that the FDA could pursue patient safety and performance improvement by simply requiring broader access to OEM device training and service information.

“Imposing more regulation, therefore increasing the costs to ISOs and refurbishers, simply eliminates competition for the OEMs,

WWW.MEDICALDEALER.COM

which is good for them, but drives up costs to the patient, and could reduce the quality of patient care by eliminating competition,” Green said.

Green testified that OEMs can eliminate competition simply by charging exorbitant fees to third-party service organizations for equipment training, by limiting access to device update information, or by refusing to support their equipment outside of

“Imposing more regulation, therefore increasing the costs to ISOs and refurbishers, simply eliminates competition for the OEMs, which is good for them, but drives up costs to the patient, and could reduce the quality of patient care by eliminating competition.”

– Tom Green manufacturer-exclusive service contracts.

Refusing to sell parts at list price to an ISO can also drive up costs and wait times for their replacements. Software updates that ISOs require in order to calibrate, service, or upgrade OEM equipment may be passwordprotected or otherwise controlled by the manufacturers themselves. These controls are not put in place for patient safety, Green

MEDICALDEALER 55

argued, but to protect corporate interests.

“The problems continue to fall on the lack of training and the lack of parts,” Green said. “Require OEMs to provide service schools at a reasonable cost to any entity that wants to go to the school and be properly trained. Require that companies have access to the service codes to properly service and calibrate a piece of equipment in the name of patient safety.”

“I think the biggest issues are due to a lack of availability of parts and service training,” he said.

Daniel Giesberg has been in the medical imaging equipment business as a broker since 1981.

His company, AMD Technologies of Los Angeles, California, sells pre-owned medical equipment as-is, and although Giesberg is not in the repair business, he has followed the FDA proceedings with more than the interest of a casual observer. If the body were to take any action regarding the regulation of non-OEM treatment, sale, or service of medical devices, he fears that his operations could come under the same umbrella as those of other ISOs. Like Green, Giesberg said he’s wary of the pretenses for the investigation into third-party practices as being competitiondriven by a “quasi-monopolistic” group of OEMs. He shares Green’s perspective that software licenses and technical access to devices need not come at the expense of jeopardizing intellectual property in order to provide for patient safety and device functionality.

“If you’re a reputable ISO, if you’re a reputable refurbisher, and 56 MEDICALDEALER | JANUARY 2017

the FDA requires certain criteria, we should have an open market and we should be able to compete,” Giesberg said. “[Otherwise], on the ownership side, what do you really own? GE sent out a letter six months ago, which reminded owners and resellers that the owners of the equipment don’t necessarily own the software. The OEMs are not 100 percent wrong, but they should be open to having a relationship with the owners of their equipment to allow owners to minimize the cost of ownership.”

Giesberg noted that it’s not much of a slippery slope from regulatory officials granting OEMs technical exclusivity in the name of patient safety or device performance to providing them with parts exclusivity, which will only balloon the costs for customers.

Naturally, he wonders whether the next logical extension would be to regulate equipment dealers similarly.

“There’s the X-ray dealer who buys CR and the software doesn’t work, but then he puts on new software for it,” Giesberg said.

“That’s not the original equipment anymore, is it? How does the FDA govern that? You’d think it would be OK because the acquisition software is FDA-registered, but it’s not necessarily the same. It may be better, but it’s different. It’s all about revenues, and for OEMs, they see software as their entry into that.”

Giesberg said that even after following the meeting closely, he’s not sure what direction the FDA will take subsequently, including possibly backing out of the issue entirely and letting the courts

decide. If hospitals, for example, no longer have the right to service OEM equipment they purchase with their in-house staff of biomedical technicians, “that opens up a different type of competitive advantage, from one OEM over another,” he said.

“You’re starting to really potentially be very disruptive into a much larger part of the industry,” Giesberg said. “The inquiry is very broad. Nobody knows where it’s going. I think [the FDA have] bitten off a huge issue, and they haven’t yet clearly defined what area it is they need to address.

Looking at that food chain, from the OEMs to the distributor level, the dealer level, the broker level; all these different types of people are servicing equipment in hospitals and medical groups. [The FDA] haven’t really yet defined who they want to address, and I think they’re going to have to address those different groups individually.”

David Anbari, Vice-President and General Manager of Mobile Instrument Service and Repair of Bellefontaine, Ohio, said his general takeaway from the workshop is that the FDA is still considering its role in terms of improving the marketplace for medical device performance, safety, and reliability.

“The complaint from OEMs is that once they are not the servicing entity on a device, how can we be sure that all critical failures are being reported consistently?

Beyond reporting, if they were to hold many of the companies involved to the same standard, it’s going to send prices up, reduce the number of players in the market, MEDICAL EQUIPMENT, PARTS & SERVICE

and hospitals are not going to benefit,” Anbari said.

Fundamentally, ISOs have existed in a market niche that allows hospitals and health care providers to save money by offering a significant reduction in fees for medical equipment, parts, and service; sometimes as much as one-third to one-half the cost of OEM pricing. In general, Anbari said, that value adds a second or a third lifespan for equipment that many health care facilities don’t have the operating capital to replace. Extending the useful life of medical devices by extending the support for them doesn’t mean compromising on quality, he said; however, subjecting the ISO market to the same regulations as the OEM market wouldn’t solve all the problems OEMs claim are a failure of regulation.

“What is often missed is the local support at the provider location that is delivered by ISOs because OEMs do not have the field resources to meet customer needs,” Anbari said. “Even if I’m following the quality systems reporting, it’s not like that data we collect and the OEMs collect will be synchronized.”

“I think the case to regulate is too weak and the framework is not applicable for the FDA to apply existing OEM rules to independent service organizations,” he said. “I think it’s essential that if they’re going to hold companies like mine to FDA quality regulations, they must compel manufacturers to sell parts and share technical details with ISOs. The complexities are going to mean that the FDA is going to have to get some people at the WWW.MEDICALDEALER.COM

table to help design the solution as opposed to getting it on their own.

“I agree fully with the comments from the Federal Trade Commission,” Anbari said. “There has to be a really well-defined problem, and

In a request for comment on the outcome of the workshop, the FDA only offered a brief, generic reply, indicating, as Anbari guessed, that any answers will not be soon in coming:

“I think it’s essential that if they’re going to hold companies like mine to FDA quality regulations, they must compel manufacturers to sell parts and share technical details with ISOs.” – David Anbari

the solution being proposed by the rules has to solve the problem; the net gain needs to be meaningful and measureable. I honestly believe the FDA is open to finding the right answer. I think if somebody could magically bring them the answer, they’d accept it in a minute.”

“The FDA is in the process of evaluating the information presented during the workshop and has not decided on next steps,” the statement read. “The Agency appreciates all of the input provided by the workshop participants.”

MEDICALDEALER 57

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CORPORATE PROFILE Because Quality Matters ISO 9001:2008 CERTIFIED

EVERYTHING IMAGING Industry leader entering CT, MR markets

A

fter 15 years selling equipment in the ultrasound industry, Mark Conrad envisioned a business model that would allow him to improve purchasing outcomes for delivery systems as well as health care outcomes for patients. Together with his late wife, Jean, he founded Conquest Imaging in 2000 to do just that.

Conquest Imaging was built on the notion that hospitals and health care clinics of all sizes could lower their operational and maintenance costs without compromising their standards of care or quality through better testing, analysis and an reconditioning of ultrasound parts and probes. Seventeen years later, Conquest is a respected leader for quality assurance and reliability in the medical device aftermarket business.

Conquest Imaging has not only emerged as a leading provider of quality but also as one of the premier leaders of technology training among independent service organizations (ISOs).

Conquest’s expert trainers teach client’s in-house biomed teams on preventive maintenance issues and device service updates, enabling them to fix problems on the spot, and help keep organizations and their equipment operating smoothly. This approach reflects Conrad’s initial vision and commitment to push the health care industry forward over making profits.

Every year, the company’s in-house experts host hundreds of HTM professionals for technical courses on the maintenance and servicing of their own 60 MEDICALDEALER | JANUARY 2017

equipment, the better to achieve greater efficiencies and a higher standard of care. Its technical support video library helps technicians complete simple operations remotely, and complements its trainings with quarterly ultrasound technical webinars and regularly distributed tips and tricks update e-mails – all in support of the larger clinical engineering community.

Helping his team stay one step ahead of the industry for knowledge and training is another reflection of Conrad’s dedication to putting patient care first while also supporting customers’ returns on their investments.

“What differentiates us is how customer-centric we are,” Conrad said.

“If there’s an issue, whether it’s the middle of the night, or on a Saturday morning, we solve the issue. We make the customer’s problem our problem.

So many people don’t take ownership of problems when they arise. We don’t look and point fingers, we just solve that problem, no matter what or who caused the problem at hand.”

One of Conquest’s biggest distinctions is its “first-time fix” rate which is well above the industry average. This

shows their ability to properly diagnose a problem and fix it right the first time.

“After 16 years of collecting data, we know what fails on a machine,” Conrad said. “For years, we have maintained our 90 percent first-time fix rate – while the industry average hovers around 70 percent – because of the analytics we do.

We’ve done such a great job of tracking data that we can manage our workflow and our people so much more effectively, and we can offer customers better solutions and quicker responses.”

“Our mission is to be the difference every biomed professional needs to make the difference they seek to achieve on their job,” Conrad said. “We know biomed professionals are under more pressure than ever to maintain peak operation levels without increasing costs. Our goals are to be the advisors and suppliers that make this happen more efficiently, reliably, and affordably than anyone else.”

“Our research efforts are not just designed to advance our company, but to help advance the entire industry,” he said. “As we all move forward with cost-effective health care solutions, everybody wins.”

MEDICAL EQUIPMENT, PARTS & SERVICE

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Mark Conrad walks the repair floor often to discussing the latest technology issues and solutions with his engineers.

“ If there’s an issue, whether it’s the middle of the night, or on a Saturday morning, we solve the issue. We make the customer’s problem our problem.” – Mark Conrad The people at Conquest Imaging are just as committed as Mark in furthering the industry first, Conquest second. These people include: • Technical Support Specialist Mike Davis, who has more than 20 years in the industry, and troubleshoots problems all day long. Davis is the vehicle for all hero kit approvals, warranty claims, parts ID, and trouble shooting.

• Service Coordinator Angie Jenkins, who, with 15 years in customer service, dispatches field service engineers throughout the country, and loves being the main point of customer contact.

• Inside Sales Manager Adrianna England who leads a team of designated account managers who maintain relationships with their parts and probes customers, filling orders by phone, email, webchat, and instant messaging.

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“Our mission is to provide superior customer service and quality products,” England said. “When you talk, we listen. Need order confirmations? Done. Need core reminders?

Done. Pre-paid return labels? Done.”

England also gave birth to the signature Conquest Imaging rubber duck – a fun token of appreciation she includes in order shipments as a reminder that the order shipped directly from Conquest Imaging headquarters. When the themed rubber duck appears in the box, it’s a signature that the rest of the shipment has been packed with the same standard of care.

“Our front-line personnel nurture, care, and provide answers to our customers every day,” Conrad said. “End-users, asset managers, and dealers appreciate their diligence and attitude as much as we do. They are the face and heart of Conquest Imaging.”

“Over and over again, I hear from customers about the ease of dealing with Conquest Imaging and the quality of our product,” he said. “Instead of an automated phone system with numerous triages, we answer the phone ourselves, making it easy to access whoever our customers need to reach, and quickly. We staff our operations daily to be able to respond to a client’s need within 24 hours. We also carry a large inventory and can send items out the same day as requested in many cases.”

The level of attention Conquest Imaging staffers provide to customers allows the company to be prepared to make big things happen for its clients.

Recently, Conquest was able to quickly and accurately help a panicking customer who was about to lose ACR certification without an immediate quality check. The Conquest Imaging team arrived within a day, completed the QC check and service report, and processed the ACR report, too.

“Our order response is unmatched, and being on the West Coast certainly has its advantages,” Conrad said. “We can receive orders late into the afternoon and can ship last-minute orders to customers across the nation. It is not uncommon for our local customers to receive personal deliveries by MEDICALDEALER 61

CORPORATE PROFILE our staff or for our staff to drive to a Greyhound station for same-day delivery, all to eliminate system downtime for our customer.”

The company’s 35,000-square-foot facility in Stockton, California hosts the research team, service and training team, and executive leaders. Operations executives maintain critical levels of ready-to-go inventory, making them available as quickly as the same day the equipment is requested.

Sales executives are located in the field where they can better serve customers, and facilitate training and preventative maintenance.

Conquest Imaging has won the respect and trust of the industry through its services such as its Quality Assurance 360, its exclusive program for analyzing, researching, and testing each piece of equipment processed and sold. This is the same process by which staff pre-emptively repair any potential problems before equipment leaves the business inventory. Their large inventory of ultrasound parts and probes available at its facility helps assure the high quality of customer service Conquest Imaging provides. Currently in development is Conquest’s in-house probe repair program which enable biomed departments to achieve even greater efficiencies with the same quality seal of approval. Probe services include industry-standard program options: exchange, loaner, and straight repair, as well as the technologically advanced flying probe system that allows developers to quickly complete test programs with automated, accurate, and reliable results that allows the company to troubleshoot, test and even reverse-engineer electronics.

“We are purchasing the facilities, technology and expert technicians to bring quality transducer repair to our customers,” Conrad said. “Our objective is to keep our customers’ operations running efficiently at all times and get probes to our customers as quickly as possible. Being transparent with our tiered pricing matrix helps eliminate a common step in the in62 MEDICALDEALER | JANUARY 2017

Jim Rickner conducts a week-long Ultrasound Bootcamp week where students learn technical basics, DICOM, and hands-on training for two systems.

dustry of having to send in their probe to get a repair quote, which saves our customers days of downtime.”

With its probe repair and exchange price matrix, Conquest Imaging helps customers calculate their maximum costs before ordering, adding to their confidence. The company has not increased its prices overall in five years, in part by focusing its strategies in becoming more profitable in other areas of its business, from technological expertise to logistics to data collection and firstcall problem diagnosis.

“We’re in a unique position to grow because of our infrastructure,” Conrad said. “We’re introducing a new ERP (enterprise resource planning) that we’re going live with in January; it’s an automated, all-in-one package that handles CRM, service, product flow and inventory so we don’t have to build bridges. Now we don’t have to add headcount because we’ve automated our processes.”

Putting the customer first is not a strategy, but is precisely the vision the Conrads espoused since founding the company 17 years ago.

“We are truly a partner, and in today’s competitive environment, you are not going to find a more trustworthy, transparent partner,” Conrad said. “Our mantra is to never quit learning and innovating, and as we do so, we are excited to share new knowledge with delivery systems to help them save mon-

ey and time, and pass that savings on to our customers.”

In its quest to become “everything imaging,” Conquest Imaging is working to enter the CT and MR markets in 2017.

Those changes are a direct response to customer requests to deliver the same high quality of service in its work across an expanded range of products. It’s nothing that the company hasn’t done before in its path to expanded customer service, but is merely another horizon to expand.

“I got into the line of work because I wanted to give back to health care,” Conrad said. “I saw the costs were escalating, and working for the manufacturer, I saw how and why it was so expensive. People kept asking me for an alternative solution to the OEM. The OEMs aren’t flexible; they’re big, they’re rigid. When you’re a company like Conquest Imaging, we listen to you. If you want to change something and it seems to make sense, we’re going to change it because we are flexible.”

In addition to giving back to healt care with its exclusive quality assurance processes and training programs, Conquest Imaging gives back by donating thousands of dollars to the Pancreatic Cancer Association in donations and fundraising associated with their walkathons. Conquest’s mission to support research and funding for pancreatic cancer research and victims is in honor of Jean Conrad who was taken by this disease in 2014.

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Hold the Vision.

Trust the process.

These words have inspired Mark Conrad of Conquest Imaging since 2000 when he and his wife Jean acted on their vision to change the ultrasound industry. And they did.

Their vision lead to a process for reconditioning ultrasound parts and probes in ways that extend life cycles and enable facilities to lower costs while increasing ROI, customer and patient satisfaction.

HERE’S HOW: • Conquest Imaging analyzes and inspects every detail of all parts and probes sold through an exclusive Quality Assurance 360 process • Any potential future problems identified are pre-empted by fixing them before they can go bad.

• Expert technicians are trained continuously to master all brands and equipment available, making them experts on whatever equipment you own.

It’s processes like these that give you 20/20 vision on what to expect from your ultrasounds, how to manage your investments and provide uninterrupted care for your patients. Conquest’s process is trusted by hundreds of delivery systems nationwide to help them provide accurate, affordable diagnostic care 24/7.

Call us today to learn how our Quality Assurance 360 process can help you reach your business and patient care goals. 866-900-9404.

Visit conquestimaging.com for video demos of our process and products. And to learn about our new Sr. Director of Strategic Sales, Laci Yocum, who has been advising clients of all sizes to higher ROI for years.

Because Quality Matters ISO 9001:2008 CERTIFIED

866-900-9404 • www.conquestimaging.com Conquest Imaging is a proud and passionate supporter of PANCAN – the Pancreatic Cancer Action Network, donating more than $10,000 annually to support research and victims, in honor of co-founder, Jean Conrad, who was taken by this disease in 2015.

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MEDICALDEALER 65

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SLICE OF LIFE_The Other Side

By Jim Fedele

THE NEW YEAR, REFLECTION, AND UNCERTAINTY

I

know I sound like a broken record about this, but the New Year does afford us unique opportunity to review where we are and make new goals and resolutions.

From starting new projects, working on your career or just your physical appearance and health, the New Year does provide an opportunity to hit the reset button and leave our past behind and start anew.

I find comfort in what New Years symbolizes. It provides me with the necessary closure to a year’s worth of experience, good and bad.

It provides a natural catalyst to goal setting and career planning that I just can’t seem to do in the middle of the year. I know many people that use this time of year to resolve to better themselves physically and professionally. The national media and merchants also help facilitate that this is a time to make some changes by providing news stories and products to help us set and achieve new goals. QVC and The Home Shopping network will be advertising fitness equipment all day on January 1 because they also know it is a time of renewal.

As I reflect on the past year, I feel good about my accomplishments.

We completed some major projects, got my techs a lot of training and we passed our Joint Commission inspection. There are always things I could have done better, like learnWWW.MEDICALDEALER.COM

ing a little more about my customers changing needs or improving my data collection efforts. However, I feel like I accomplished what was most important.

Looking at the future though I do see uncertainty. We will have a new administration that has committed to changing the Affordable Care Act, the health system I work for recently merged with a larger health system and The Joint Commission promises to introduce new changes in 2017. For me, uncertainty will be the new normal for a while. With that in mind, I think everyone who supports this industry should think about creating our own success. I think innovative ideas will be necessary to support our customers and the challenges they are facing.

I believe we as an industry need to update ourselves, and our customers. I think we need to let go of the antiquated ideas of preventative maintenance and safety inspection.

Modern medical equipment simply does not require the service attention it needed 15 or 20 years ago.

Yet I see people defending these practices like the world is going to end. We must position ourselves to be viewed as innovators so we can remain relevant and necessary in this changing environment.

I am not sure what the magic formula is going to be for 2017, I think it will be different for everyone depending on his or her situation. I feel like we need to

“I think innovative ideas will be necessary to support our customers and the challenges they are facing. I believe we as an industry need to update ourselves, and our customers.” change our narrative to be innovators and not be obstructionist. That being said, sticking to sound customer service principals should point us in the right direction and from there we will need to use our creativity to provide unique solutions to our customers.

With that, I would like to wish all my readers a Happy New Year!

Thanks for your past and future support. I would also like to thank the Medical Dealer staff for their support and help over the past year.

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 15 years.

He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

MEDICALDEALER 67

SLICE OF LIFE_Bobinski

By Dan Bobinski

FOUNDATIONAL UNDERSTANDINGS OF EMOTIONAL INTELLIGENCE

I

your to-do list. Two thirds of the difference between average and top performers in skilled professions and middle management is emotional intelligence. And EQ is even more important for people in positions of senior leadership, where it comprises four fifths of the difference between average and top performers.

f you’ve not become a student of Emotional Intelligence you should, especially if you want to be a top performer. Two powerful reasons back up that statement. First, research shows that the overwhelming difference between top performers and average performers is higher levels of Emotional Intelligence.

The second reason? Emotional Intelligence is learnable.

Emotional Intelligence (what many call “EQ”) is a type of skill or intelligence that enables you to perceive and assess the emotions, desires, and tendencies of yourself as well as of those around you, and choose the best decision for all concerned that moves everyone in the direction of a common goal.

There’s a lot in that definition.

It’s something I created to be more practical than EQ definitions found elsewhere. The verbs perceive, assess and choose are important, as that’s what we must do to practice EQ. The various differences in emotions, desires and tendencies are what we must study.

To make it simple, we can examine emotions, desires and tendencies in terms of cognitive style, behavioral style and internal motivators. Thankfully, studying these areas has been made easy because of several popular 68 MEDICALDEALER | JANUARY 2017

LAYING THE FOUNDATION

Dan Bobinski Workplace Consultant

assessment tools that exist. The Myers-Briggs Type Indicator measures our preferences in cognitive styles. DISC assessments are used to identify preferences in behavioral style. And an assessment called Driving Forces is used to determine preferences in internal motivation.

To learn what makes people tick, all one needs to do is study what each of these assessments measures.

The more you understand these facets of personality, the easier it becomes to perceive, assess and make choices that move people forward. If you want to be a top performer, this needs to be on

What follows are 10 essential understandings about self-awareness and relationship management that will help anyone strengthen their emotional intelligence.

For some, this list will be things you already know. If so, know that you have a good foundation on which to build more EQ knowledge. For others, this list will lay the groundwork needed to move in the direction of becoming a top performer.

1. In the realm of personality styles, we should drop the ideas of “good” and “bad.” People are just different.

2. People often equate “different” with “difficult.” In reality, different is difficult only because people haven’t learned to work effectively with the differences.

3. In the same way that a stick has two ends, people have strengths and weaknesses. All strengths have an associated weakness, and all weaknesses have an associated strength. We choose which end of the stick will receive our attention.

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_Bobinski

4. All personality styles add to team strength, it’s just a matter of choosing to focus on strengths rather than weaknesses. By focusing on strengths we get stronger. By focusing on weaknesses, we get weaker.

5. Seeking the strengths in differing styles does not come naturally – it takes conscious choice and constant effort.

6. We cannot be effective if we expect everyone else to meet us on “our turf.”

7. We cannot assume we know another person’s definition of “win.” We may have a general idea, but to be effective we must ask, and truly seek to understand.

8. If we place personal goals over those of others, the team, and/ or the organization’s vision and mission, we create divisions. This severely weakens our ability to maximize results.

9. Effectiveness has to do with doing the right thing, efficiency has to do with getting things done quickly.

When working with people, we should prioritize effectiveness over efficiency. The best results usually come when we take the time in our relationships to do things right.

10. It’s one thing to understand these things, it’s another thing to do them. When applying the truth found in this list, the longest road can be the 18 inches between our head and our heart.

one or two of the facets associated with cognitive or behavioral preferences, and start examining their own preferences in those areas.

As an example, let’s look at the “problem solving” facet. Some people see problems and want to solve them immediately. Others see problems and want to step back to analyze them. In truth, different situations call for different approaches, but knowing our own preference on this behavioral spectrum is a good starting line for developing stronger EQ. If you think your problem-solving style is exceptional, be careful, because every strength has a corresponding weakness. On the other hand, if you think your approach to problemsolving is not good, take heart, for every weakness has a corresponding strength.

A starting point in developing EQ is perceiving and assessing the strengths and weaknesses of our own emotions, desires, and tendencies, and then choosing the best course of action to get the best result for everyone involved.

The good news is that no matter what your experience or position, you will become more effective in your role if you can perceive and assess your own and others emotions, desires and tendencies, and then choose the best course of action that moves everyone in the direction of a common goal.

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THE BEST PLACE TO START

After absorbing these essential understandings, many people want to start analyzing those around them.

Although this will be needed down the road, it’s not a good place to start. According to the majority of literature on leadership and the EQ model itself, the best place to start is by becoming more self-aware. I always suggest that people identify WWW.MEDICALDEALER.COM

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 create excellent workplaces. He is also the author of numerous books, including “The EQ Factor” (due in the spring) and the best-selling “Creating Passion-Driven Teams.” Reach him at daniel@eqfactor.net

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

SPECIAL OLYMPICS NORTH CAROLINA

A

lthough Special Olympics is commonly known for its support of athletic competition among individuals with various disabilities, the nonprofit is also a critical source of primary health care screenings and preventive care for that same population.

Rachel McQuiston, Vice President of Communications for Special Olympics North Carolina, said most of the barriers to adults and children with intellectual disabilities getting the care they need are related to barriers of access or communication.

In response, the agency is working to bridge the gap with free, non-invasive health screenings for athletes who participate in the games. The process helps to identify health issues among the population it serves as well as putting patients with intellectual disabilities in contact with medical professionals who may never have worked with such patients.

“The hope is that medical practitioners who are involved with our healthy athlete screenings will take that base that they’ve built and welcome people with intellectual disabilities into the medical community,” McQuiston said. “It may happen that they treat more people with intellectual disabilities, or treat them with more knowledge.”

One of seven healthy athletes disciplines, and probably the longest-running in North Carolina, is the Special Smiles initiative, which works to screen athletes for dental and oral health concerns. The others – Healthy Hearing, Open Eyes, Health Promotion, Medfest, and Strong Minds, Strong Bodies – help in the 72 MEDICALDEALER | JANUARY 2017

Dr. Michael Milano has supported the Special Olympics for 20 years.

areas of hearing, vision, flexibility and conditioning, physical check-ups, and stress management, respectively.

“If you’re not healthy, you can’t compete well on the field,” McQuiston said. “That’s what inspired us to be more than just a sports organization. It’s very important that we’re looking at our athletes as athletes.

That includes the way they’re eating, exercising, dental health, and Special Olympics as a worldwide organization has taken a very strong position on that. You can’t just focus on sports, you have to focus on the disciplines around sports as well.”

Every year, Special Smiles screens hundreds of athletes for dental issues at each of the state-level competitions held in North Carolina. The success of the program is owed in large part to the efforts of its certified clinical director, Dr. Michael Milano,

a pediatric dentist who also teaches at the University of North Carolina as a clinical associate professor. For the past 20 years, Milano has given his time to support the efforts of Special Olympics, even traveling from Texas to Alaska to complete his clinical training for the organization.

Moreover, Milano also routinely recruits a group of volunteers for every event, many of them UNC dental school students or residents, and performs the screenings with their assistance. At the organization’s fall tournament in High Point, North Carolina, Milano brought more than 40 volunteers, and screened 160 athletes – more than any other discipline at the event, McQuiston said – providing free dental exams, oral hygiene instruction, and free, custom mouth guards. The process is just as important to the athletes as it is to the organization, she said.

“Dr. Milano specifically and clinical directors in other fields have access to people that we as a nonprofit do not have access to,” McQuiston said. “Dr. Milano is an educator. He teaches other people how to be pediatric dentists. By getting them familiar with treating people with intellectual disabilities and communicating with them, he is setting it up so 20, 30, 40 years down the road, they’re doing this.”

“The fact that he’s continuing that legacy and that education for folks is very, very important,” she said. “If a resident goes back to school after a screening and treats more people with disabilities in school, they go to whatever town they came from, and now they are a practice that supports and welcomes people with intellectual disabilities. As each person MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Dr. Michael Millano , right, brought more than 40 volunteers and screend 160 athletes at a recent trournament.

leaves, they take it with them.”

McQuiston estimates that roughly 200,000 adults with intellectual disabilities live in North Carolina, and nearly 40,000 of whom are registered as Special Olympic athletes.

Yet even with that volume of persons served through its efforts, she believes the organization has “a lot of work to do.”

“Generally speaking, people with intellectual disabilities, based on Special Olympics research, are more likely to have chronic health conditions than the general population,” she said. “We find that individuals with intellectual disabilities do have a higher rate of dental disease or cavities than individuals without intellectual disabilities. That’s the key part of healthy athlete screenings.

We’re finding the problem, and then we’re helping to fix that problem.”

To that end, Milano has worked to compile a list of people throughout the state who are willing to treat athletes with special needs, sometimes at a greatly reduced cost, McQuiston said.

Milano described his experience with the program as “an absoWWW.MEDICALDEALER.COM

lute privilege” that he has found “incredibly rewarding” in his practice. Alongside working to lower the barriers to accessing care for individuals with disabilities, he said he’s refined his patient practice through years spent interacting with different kinds of people.

“If you’ve treated one patient with a particular condition or disability, you’ve treated just one patient with that disability,” Milano said. “As long as you approach each patient as an individual, it becomes a very rewarding experience because you find some way to connect with them.”

Milano said that working with Special Olympians has helped him hone his approach for patients of different developmental ages, noting that the “intellectual” and “chronological” ages of the people he has seen through the program are not always aligned.

“We use whatever we need to make that visit as easy as possible for them,” he said. “For that time, they’re our boss. We’re working for them.”

Although Milano is a teacher as well as a private practitioner, the philosophy he espouses can be

extended beyond the educational setting. He hopes the techniques he is able to access from this perspective of service are carried out by the next generation of dentists, but also understands that even neurotypical patients can have a high degree of anxiety around the experience of visiting the dentist. That means it’s even more incumbent upon practitioners with extra training to vouchsafe the security of a compassionate experience for special-needs patients.

“Anyone who has the ability to help anyone who needs dental care, any way you can help them, do it,” he said. “You find that one individual who you can help, and maybe you provide care for them; donate to an organization that provides care; all of those things matter.”

“We fool ourselves and think we need to do the one big thing to change the world,” Milano said. “A lot of little steps can do it too.”

Those wishing to contribute to the efforts of Special Olympics North Carolina from a donor, sponsor, volunteer or clinical background are invited to contact health director Ellen Fahey at efahey@sonc.net.

MEDICALDEALER 73

SLICE OF LIFE_Off the Clock

By Matt Skoufalos

FOXHUNTING IN BELLE MEADE A

s a child, Mary Poppins was Sarah Lee’s favorite movie growing up. In one of its many memorable scenes, Dick Van Dyke and Julie Andrews disrupt a traditional English foxhunt on carousel horses, scooping up the fleeing fox before crashing headlong into an oncoming race. Today, Lee is Vice-President of Medical Imaging Technologies of Thomson, Georgia, and although her childhood was full of equestrian lessons in English riding, she never thought she’d take in a foxhunt.

Lee belongs to the Belle Meade Hunt Club, where its annual foxhunt is a tradition that has been carried on for half a century. Her father has been an observer for many of those years, and for the past six, Lee has joined him. They’re among a group of locals who regularly attends the season opening of the Belle Meade foxhunt, but the event is by no means merely a local draw. Guests from around the globe travel there to take in the English tradition and mainstay of Southern culture, and it’s easy to lose yourself in the landscape. Spanning 40,000 acres, Belle Meade sprawls across some of the biggest foxhunting land in America, Lee said.

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When the hounds are not tracking a fox they stay right by the horse and rider.

The practice used to be more common in other parts of the country, but the tradition is difficult to sustain, at least in part because it requires uninterrupted greenspace to give the dogs room to pursue their prey (and foxes the space to evade them). Hounds are still reared and kenneled at Belle Meade, and so are the field hunters, the horses that are used in the chase.

For the opening of the foxhunting season, spectators will arrive around noon and set up their trailers with some kind of food and dessert. Lee’s father made their trailer from an old peanut wagon that he lined with benches and a small table, she said.

The ceremony begins with a blessing of the riders and their horses from the foxhunt chaplain.

Observers then continue on to the first stop on the route, where the hunters drag fox scent through the woods, and then release the hounds in view of the crowd. From the trumpeting of the hunting horns to the barking of the hounds to the clatter of hooves, the scene is unforgettable, Lee said. Guests follow in a line, and the horses and hounds track in the woods beside them; periodically, the caravan pauses to take in the scene.

“It’s usually beautiful weather,” Lee said. “It’s the first Saturday in November, and the trees change color, and you go through beautiful countryside.”

“It’s amazing that they can train those hounds to do that; to follow that scent so intensely,” she said.

“They love it. It’s their job. You can hear them howling through the woods when they smell the scent and get on the trail. You do get some stragglers that went for a dip in the pond, [but] they all end up in the same place.”

The foxhunters will allow their hounds to tree a fox or follow it to ground for sport, but typically do not kill the animal at the end of a hunt.

Foxes are not used for food, and their furs have long gone out of fashion.

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_Off the Clock

M.I.T. employees enjoy a fun day of foxhunting. From left to right: Sarah Lee, Brett Lee, Rick Player, Frank Watts, and Megan Prescott

“It’s always just a peaceful, fun fellowship with friends. I feel like before I started going to this, [I thought] that this kind of stuff was [only] in movies.”

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Animal rights activists have condemned the practice as cruel, but Lee views it as “a tradition for sport.”

“It’s not really mean,” she said.

“I’m real outdoorsy and I like farming and hunting, and I love animals.

It’s a piece of horse country culture.”

Coyotes, on the other hand, are dangerous and plentiful, and if the hounds pick up their scent on the hunt, they are likely to pursue. Lee’s family no longer keeps horses, but they do operate a 30-acre farm on the outskirts of Augusta, Georgia, where they raise goats, chickens, and turkeys. In Lee’s neighborhood, coyotes are troublesome: they grow to the size of her 80-pound Labrador retriever, and they’re fond of snacking on her livestock. They’re enough of a problem to make her frequently nervous about the fate of her miniature dachshund who likes to stay out in the evenings. As the coyotes aren’t shy about taking down goats and turkeys, they’re certainly willing to take a run at smaller dogs and cats.

“They do a lot of coyote hunting out there because in Georgia,

they’re a big problem,” Lee said.

“There’s an abundance of them.”

At the end of the day, spectators gather on “Champagne Hill,” where guests meet the dogs and riders and children enjoy pony rides. Everyone chats about the hunt, mounts the horses, and enjoys a toast. The day winds down around 6 p.m., leaving everyone time to go to dinner.

The foxhunting season itself isn’t very long, but for the limited availability of the opportunity it presents to explore the Georgian countryside in autumn, families like the Lees will enjoy it as often as they are able to.

“It’s always just a peaceful, fun fellowship with friends,” Lee said.

“I feel like before I started going to this, [I thought] that this kind of stuff was [only] in movies. You always see paintings in restaurants in the South of people in red coats at foxhunts, and you don’t think that stuff still goes on.”

“It’s not that you hear about it every day,” she said. “It’s important to keep the tradition alive and let other people see this and do this. To me, it’s a fun sport.”

MEDICALDEALER 75

SCRAPBOOK_RSNA 2016

Staff Report

RSNA 2016 1. Craig Diener of UMRi networking with Chandin Kinkade at the annual IAMERS cocktail party.

2. IAMERS members gather at the Intercontinetal Hotel in Chicago for the annual IAMER’s cocktail party.

3. Sarah Rodgers and David Neffinger of DirectMed meet with attendees in the exhibt hall.

4. RSNA attendees interact with Konica Minolta’s new digital displays.

5. Attendees receive up-todate information from Radcal Corporation.

6. The GE Innovations booth was a popular spot for live demos.

7. Bayer Healthcare showcases its offerings in multiple modalities.

8. RNSA attendees participate in a Think-Tank discussion at the McKesson booth.

9. Attendees recieve handson experience at the GE Innovation booth.

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