Medical Dealer - February 2017 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

FEBRUARY 2017 | WWW.MEDICALDEALER.COM

IMAGING on THe HORIZON A LOOK AT THE FUTURE OF IMAGING

FIND YOUR PREFERRED VENDOR:

p. 31

SURGICAL IMAGING

p. 39

INFUSION THERAPY

Interpower® Hospital-Grade Cords

THE CLEAR CHOICE

Interpower is your source for North American hospital-grade replacement cords, power cords, and cord sets. Made in Iowa, we have no minimum order requirements which means you can order just what you need—whether it’s 1, 5, 100, or more! Custom labeling is available. Mark your cords with labels that contain your specific information. Interpower offers a number of different labeling options which can be customized to your specifications. If you have specialized requirements for a replacement cord set, we can do custom orders. Identify a certain location—such as Operating Room 1, ER 2, or OR 3. With your cords specially labeled, hopefully they will stay in the correct location. And if you need to replace one, you only have to order one! Order only the exact number that you need. All Interpower manufactured cords are 100% electrically tested for safety. We offer a variety of options with an extensive range of clear, black, and gray North American hospital-grade plugs on power cords, cord sets, and replacement cords. Contact our Customer Service Representatives who can answer questions about pricing availability and technical aspects, such as application and/or approvals, help in obtaining required documentation, and assist you in designing specialty products. QUICK PICK REPLACEMENT OPTIONS P/N 86610400 Rating: 10A/125VAC

Conductor Size: 3 x 18AWG

Length: 3.05m/10.0ft

Conductor Size: 3 x 18AWG

Length: 3.05m/10.0ft

Conductor Size: 3 x 14AWG

Length: 3.05m/10.0ft

P/N 86610810 Rating: 10A/125VAC

P/N 86611610 Rating: 15A/125VAC

Order Online! www.interpower.com

We always bring the best Asset Management

We wrap all of your biomedical and imaging needs into a proven unique, comprehensive program. Our program includes regulatory compliance, complete equipment life cycle administration and creative solutions through tailored plans at competitive rates.

Clinical Engineering

We provide full service maintenance, budget friendly preventive maintenance plans, time and material services and tailored cooperative plans for all of your biomedical equipment needs.

Diagnostic Imaging

We provide comprehensive imaging services, unbiased vendor advice, and creative approaches to providing the best and most cost effective imaging services you may need. InterMed has highly trained engineers in all of the imaging modalities.

Jump Teams

InterMedâ&#x20AC;&#x2122;s unique rapid deployment teams provide skilled engineers for all of your temporary needs. Whether it is filling in for engineers, special projects, or compliance preparation we have proven experience and we always bring the best.

www.tylershope.org

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

REPAIRED ON TIME EVERY TIME

MRI COILS AND COMPONENTS • Competitive Rates • Fast Repair Turnaround • Replacement Coil Cables

• 1 day Service available • Cosmetic Repairs • Volume discount available

FOR GE, PHILIPS, AND SIEMENS SYSTEMS

We invite you to see for yourself why doing business with Carolina Medical Parts will save you time and money. As the largest independent depot level MRI coil and component repair company in the industry, we have the experience to handle your entire MRI coil and component repair needs. We offer competitive pricing on every repair, the shortest possible repair times, replacement coil cables, industry leading 6 month warranty, and a knowledgeable staff that’s ready to help you. 985 Pinebrook Knolls Dr.,Winston Salem, NC 27105 EMAIL: sales@cmparts.com PHONE: 1.877.267.2784 WEB: www.carolinamedicalparts.com

The Next Generation of Healthcare Products and Services Unsurpassed quality. Industry leading support. Lowest pricing. Pacific Medical is the industry leader in medical device sales and repair for a reason. We understand the competing priorities of quality and lower costs and we always deliver on both. Rely on Pacific Medical to deliver a simple and convenient purchasing, exchange, and service experience. We canâ&#x20AC;&#x2122;t wait to outperform your expectationsâ&#x20AC;Śand our competition.

pacmed.com

800.449.5328

Let's talk. We're listening. Have medical equipment you want to sell? We're a buyer. Need refurbished & warrantied medical equipment? We're a seller.

We understand all of this because we are an OEM medical supply manufacturing company with one of the longest running and best service and repair divisions in the business.

866.952.2144 - Tenacore.com

ISO 13485 Certified - FDA Registered & Insured - ÂŠ 2017

R O

a s d r an ffe o n tio hat itu y t st in pan ng om ! ni ai s c nce t tr

a ar ere R T p s i iff a O U d ns ot M L n he tio O is lu tt O .C 65) So . It ou y S b G g in an s a IN 7/3 ag mp k u G m s o A 24/ c A i-I . ts Tr r IIM 8 ( ng R pa ni ai .T 88 tr W 1.4 W 0 W 5.4 IT 85 IS L L A C

U IP s M Sy tal E l Se ste s, D NT m e rv Sa -In ic e st l Su es al ls pp , , or t*

NI AI

R Ph TS as N ew e 1 ex ca te pa qu pab st ba nsi ili al tie ity ys on an co im s t m d ag o p pl ro exp in et g vi e a de pa nd !! rt e m s! or d e

0 PA

EM TH E P EN O G W IN E EE R R I N 01

-d e tw de pth T br e ve id re pr RA en g IN al lo o e tr pe gr I w am NG or ain the d i ld n to ga se g a p nd rv ic e.

EQU IP

tr ai Tri -I n a ne ing ma g an w c st en ing d te a â&#x20AC;&#x2122;s is ne de te o r f "E di f t eat w O c t m h u U po ate e a res ech R d n r w SE er to t tr 15 t ica a in es l a g our ini RV tl nd n th a e mis g w bs IC En si , i ES gi on ng ne o C er f EN ".

ING

PARTS

IMAGING on THe HORIZON A LOOK AT THE FUTURE OF IMAGING

“ If society’s not going to offer

“ In fields like biomedical research and

these guys a second chance,

medical device development, progress

starting their own businesses is a

occurs exponentially, and we’re right at the

way around that.”

inflection point of the curve.”

CONTENTS_Features 40 IMAGING ON THE HORIZON

Diagnostic imaging continues to evolve with exciting new technologies every year. Medical Dealer interviews industry professionals to find out more about the leading trends in medical imaging in 2017 and beyond.

57 PRISON ENTREPRENEURSHIP PROGRAM

The Prison Entrepreneurship Program (PEP) in Texas works to create an environment in which ex-convicts can thrive once they have paid their debt to society. The program offers business development training and skills to overcome obstacles.

Medical Dealer (Vol. 20, Issue #2) FEBRUARY 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

WWW.MEDICALDEALER.COM

MEDICALDEALER 9

INDUSTRY UPDATE 12 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

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

18 People on the Move 21 OEM Updates

MARKET ANALYSIS Imaging: Surgical Imaging 25 Market Analysis 26 Product Showroom 31 Preferred Vendors Med/Surg: Infusion Therapy 33 Market Analysis 34 Product Showroom 39 Preferred Vendors

SLICE OF LIFE 48 Dan Bobinski 52 The Other Side

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

Circulation

57 Pay It Forward 62 Off the Clock 65 Alphabetical Index 66 Categorical Index

Lisa Cover Laura Mullen

Web Department Taylor Martin Adam Pickney Cindy Galindo

Proud supporters of

Like us on Facebook! www.facebook.com/MedicalDealer

10 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

25 years of experience

12 month warranty

Service + Sales Patient Monitors • Bedside Module / MMS • Telemetry & Telemetry Stations • Fetal Transducer Systems • Infusion Pumps • AGMS / Anesthesia • Suction Regulators • Oxygen Blenders • Cables-ECG, SP02, NIBP, Pressure • Endoscopes • C02

20 Morgan • Irvine, CA 92618 • 949.243.9109 • Toll Free: 1.855.888.8762 • USOCMEDICAL.COM

INDUSTRY UPDATE_News and Notes

VARIAN MEDICAL SYSTEMS TO ACQUIRE PERKINELMER’S MEDICAL IMAGING BUSINESS Varian Medical Systems has announced an agreement to acquire the medical imaging business of PerkinElmer Inc. as an addition to the Varian Imaging Components business, which is slated to become an independent public company, Varex Imaging Corporation, through a previously announced separation expected to be completed early in 2017. The acquisition is expected to close after the planned separation of Varex from Varian and following receipt of required regulatory approvals. Varex will pay $276 million to acquire PerkinElmer’s Medical Imaging business, which is a supplier of digital flat panel X-ray detectors that serve as components for industrial, medical, dental and veterinary X-ray imaging systems. This business, which has about 280 employees, is headquartered in Santa Clara, California with operations in Germany, the Netherlands and the United Kingdom. The acquisition, which is contingent on the satisfaction of customary closing conditions, including obtaining third-party and regulatory consents, is expected to be immediately accretive to Varex following the closing. “This is a natural fit for our Varex business with complementary digital imaging products that will serve to accelerate our profitable growth with more than $140 million in new revenue,” said Sunny Sanyal, the current president of Varian’s Imaging Components business who is expected to become CEO of Varex. “This acquisition would add new digital imaging technology to our portfolio that would enable us to offer customers a broader range of imaging solutions and provide us with additional cross-selling opportunities. This would also expand our footprint in the industrial imaging sector. Furthermore, on a combined basis, this acquisition would give us the ability to strengthen our manufacturing productivity.” Varex plans to finance the acquisition through an expansion of its bank credit facilities to approximately $600 million. As announced previously, Varex is expected to transfer approximately $200 million in cash to Varian as part of the separation. • 12 MEDICALDEALER | FEBRUARY 2017

Staff Reports

MEDICAL EQUIPMENT SALES AND SERVICE

SOUTHEASTERN BIOMEDICAL ASSOCIATES EARNS ISO 9001:2015 Southeastern Biomedical Associates earned ISO 9001:2015, applicable to sales, service and calibration of medical and analytical test devices, after a review by ABS Quality Evaluations. Southeastern Biomedical Associates achieved this milestone in November 2016. “Our goal in obtaining our ISO certification was to further ensure that we continue to provide superior customer service, on-time delivery, and verified order accuracy and to prove that we are committed to continuously improving our company through our quality management system to meet and exceed our customers’ requirements,” Southeastern Biomedical Associates Inc. co-founder Boyd S. Campbell, CBET, CRES, said. “We are proud to have all segments of our company including sales, service, and calibration of medical as well analytical test devices certified.” “Obtaining our ISO certification was very important to us for a number of reasons,” Southeastern Biomedical Associates Inc. co-founder Greg Johnson, CBET, CHFM, added. “It has enabled us to consistently provide unsurpassed quality, service and value to our customers. The process also supports our commitment to continuously improve the products and services we offer.” Southeastern Biomedical is an independent sales and service organization. In addition to new and refurbished product sales, a variety of PM, parts and repair services are available as well as onsite and depot calibration services for biomedical test equipment. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

COOL PAIR PLUS EARNS ISO CERTIFICATE Cool Pair Plus has been awarded the ISO 13485:2003 Quality Management System certificate for Calibration, Service and Repair of Testing, Measurement and Process Control Equipment and Devices. Certification was awarded by Orion Registrar Inc. of Arvada, Colorado. ISO 13485:2003 specifies requirements for a quality management system where an organization needs to demonstrate its ability to provide medical devices and related services that consistently meet customer requirements and regulatory requirements applicable to medical devices and related services. The primary objective of ISO 13485:2003 is to facilitate harmonized medical device regulatory requirements for quality management systems. “We are extremely proud of our team and their efforts to attain the ISO 13485 certification,” says Dave Baldwin, Vice President of Cool Pair Plus. “This certification demonstrates our commitment to follow a quality control process that allows us to provide consistently superior products and services to our customers worldwide.” •

ACERTARA RECEIVES ADDITIONAL U.S. PATENTS Acertara, an independent ISO/IEC can quickly triage if a probe can be 17025:2005 accredited medical repaired or needs to be replaced. ultrasound acoustic measurement, The omni connector Accept is testing, and calibration laboratory, part of a transducer electrical leakand ISO13485:2003 certified probe age suite. Accept’s unique design repair and new product developwill connect to virtually every ment facility has been awarded ultrasound manufacturer and United States patent #9,513,237 for probe model eliminating the need its probe testing system Active-Z for hospital’s to purchase multiple and United States patent #9,525,257 adapters. Accept was introduced to for its electrical leakage omni conassist hospitals with accreditation nector Accept. under the Intersocietal AccreditaActive-Z is a portable, pointtion Commission’s requirements of-care test device for ultrasound to test probes for electrical leakage probes that enables field personbefore every case. nel and sonographers to verify the “Our approach has always been proper functioning of their probe. to develop novel test devices that By measuring the complex impedposition our customers to proance of a probe the Active-Z user vide safe and effective care in an WWW.MEDICALDEALER.COM

environment that controls costs,” Acertara President and CEO G. Wayne Moore said. “The Active-Z and Accept patents are examples of that approach that will enable better patient outcomes.” The research and development team at Acertara has been awarded more than 45 United States and international patents ranging from 3D ultrasound products to devices that deliver super-saturated levels of oxygen to myocardial tissue of heart attack patients. • MEDICALDEALER 13

INDUSTRY UPDATE_News and Notes

Staff Reports

M.I.T. PRESENTED NEUSOFT ROOKIE OF THE YEAR AWARD Rick Player, President of M.I.T., recently accepted the Neusoft Medical Rookie of the Year award on behalf of the entire Medical Imaging Technologies staff. This distinguished achievement was awarded to M.I.T. for its work and dedication to bringing Neusoft Medical diagnostic imaging equipment to the U.S. market. This work began early in 2016 when M.I.T. announced they would be a new contact for sales and service of Neusoft Medical equipment. The service team at M.I.T. underwent training on various Neusoft modalities throughout 2016. The M.I.T. staff was honored to be the company that installed the first Neusoft NeuViz 64 CT in North America. Neusoft Medical is a manufacturer of medical equipment and service. Currently, Neusoft Medical’s products have been exported to over 100 countries and regions around the world, serving more than 9,000 customers, including M.I.T. M.I.T. offers system sales, parts and service on various Neusoft Medical Imaging products. •

AUE OPENS NEW FACILITY IN THE UK Advanced Ultrasound Electronics inventory warehouse, and the (AUE) has opened a new sales, second floor houses administration repairs, and inventory warehouse offices complete with a new facility in Northampton, England. training facility for our biomedical This new company is Advanced technician training classes. Ultrasound Electronics LTD. It is This is a state-of-the-art facility located in Northampton, England. conceived from the ground up for “While we have been doing ISO compliance and to provide the business overseas for quite a few same level of technical expertise years, the increased demands for the and service customers have come to services we offer, and business we expect from Advanced Ultrasound have from both OEM and hospital Electronics. customers in the UK and Western AUE LTD launched the Europe, have made the need for announcement of the new facility a full service repair, inventory, at the Medica Show in Dusseldorf, and sales facility in the U.K a Germany on November 14-17, where logical expansion to our growing the company received “very positive ultrasound business,” according feedback and interest.” to John Hryshchuk, President of Advanced Ultrasound Electronics, Advanced Ultrasound Electronics was founded in Tulsa by John and AUE LTD. Hryshchuk in 2001, with a vision to The new facility boasts two floors provide a dedicated repair facility of modern space. The first floor is specifically for medical ultrasound the repair and parts and systems systems. The company sells, repairs, 14 MEDICALDEALER | FEBRUARY 2017

and services all major brands of ultrasound systems and has a vast inventory of parts and probes instock to keep customers up and running. AUE currently offers sales and service to customers in all 50 states as well as Canada, Central America, and Western Europe. • FOR ADDITIONAL INFORMATION, visit www.aueltd.co.uk. MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

BAYER UNVEILS LATEST RADIOLOGY OFFERINGS AND RAD-AID INTERNATIONAL COLLABORATION Bayer announced the launch of customers that they want to X-rays, MR imaging or CT scans its U.S. Radiology myORDERS streamline how they engage with and is at risk for widespread losses eCommerce website at the 2016 us and are eager for new ways to and deaths that could potentially be Radiological Society of North connect digitally,” said Dennis avoided or treated, if radiology were America (RSNA) Annual Meeting in Durmis, Head of Commercial available. Chicago. Operations, Radiology Americas at “This collaboration between In addition, Bayer has established a Bayer. “myORDERS is the first of RAD-AID and Bayer substantially new collaboration with the non-profit multiple eCommerce tools that Bayer reinforces global radiology charitable organization RAD-AID International is building as part of our ongoing efforts for medically underserved to help advance its mission to commitment to meeting the needs of populations of the world by increase and improve radiology hospitals, radiologists and patients. leveraging RAD-AID’s international technology and medical imaging We will continue to move forward volunteer networks and on-site inin developing and impoverished with technologies that improve our country hospital teams with Bayer’s countries around the world. customers’ workflow, always with a expertise and resources in radiology The myORDERS digital ordering focus on what will be best for serving health services,” said Daniel J. platform – one of the first of its kind the patient.” Mollura, MD, President and CEO of in radiology – will allow customers As part of its long-standing RAD-AID International. • to place and track shipments of commitment to the radiology radiology-related disposables, such community, Bayer’s ongoing as syringes and tubing, online. collaboration with RAD-AID will Customers also will be able to use the help support training and resourcing site to access Bayer’s full catalog of for radiology services in hospitals radiology supply offerings. The site in low-resource regions around will provide customers expanded the world. According to the World control over their orders and help Health Organization (WHO), limit the potential for human error approximately half of the world’s associated with manual data entry. population does not have access “We’ve heard from our radiology to radiology technologies such as

SAFETY IS PRIORITY FOR VENTILATORS AND RESUSCITATORS MARKET, SAYS GLOBALDATA Product safety is the leading conrecalls associated with ventilator be suppressed unintentionally, cern for ventilation equipment and resuscitator use were reported whereas others allow clinicians to manufacturers to address and from 2015 to 2016, with almost all disable all alarms including critiwill be one of the primary barriflagship ventilators from leading cal ones. Both cases are hazardous ers to the respiratory ventilators companies on the list. About a third and can result in very serious and resuscitators market, which is of the adverse events indicated an harm,” Tina Deng, GlobalData’s expected to grow slowly to $1.2 bil- alarm-related issue. Analyst covering Medical Devices, lion by 2023, according to research “Ventilation equipment is subexplained. and consulting firm GlobalData. ject to a variety of problems, from Key opinion leaders interviewed The company’s report states software to hardware, associated by GlobalData noted the importhat safety is paramount, as in with breathing circuits, control sys- tance of reliability, patient safety many cases the patient depends tems, monitors, alarms, and other and comfort when making purentirely on the ventilator or resuscomponents. Among all these malchases of ventilation equipment, citator for breathing. However, functions, alarm management is which indicates the areas of focus FDA figures showed that more one of the most common safety for players wishing to enter this than 1,700 adverse events and 15 concerns. Some alarm systems can device space.• WWW.MEDICALDEALER.COM

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

FDA CLEARS ENSITE PRECISION CARDIAC MAPPING SYSTEM St. Jude Medical Inc. has announced FDA clearance of its EnSite Precision cardiac mapping system and Advisor FL Circular Mapping Catheter, Sensor Enabled. The new EnSite Precision cardiac mapping system is the latest addition to the company’s electrophysiology portfolio, and is designed to provide automation, flexibility and precision in cardiac mapping during the treatment of patients with abnormal heart rhythms (cardiac arrhythmias). Prominent European electrophysiology labs and hospitals have embraced this next-generation platform, which has been used in thousands of cases in Europe since receiving CE Mark in January 2016. When physicians use catheter ablation to treat abnormal heart rhythm, a small area of heart tissue under the tip of the ablation catheter is heated by high-frequency energy, creating a lesion or tiny scar. As a result, this tissue is no longer capable of conducting or sustaining the arrhythmia. Cardiac mapping provides a live view of the heart so physicians can visualize and navigate cardiac anatomy to deliver more precise ablation therapy. The new EnSite Precision cardiac mapping system offers a new dual-technology platform that provides highly detailed anatomical models and maps to enable more efficient treatment of a wide range of arrhythmias — including complex arrhythmias, such as atrial fibrillation or ventricular tachycardia. 16 MEDICALDEALER | FEBRUARY 2017

“The new EnSite Precision cardiac mapping system allows more mapping data to be collected in a shorter amount of time compared to today’s technologies,” said Dr. John Day, medical director of the Intermountain Heart Rhythm Specialists at the Intermountain Medical Center Heart Institute in Salt Lake City, who is set to perform the first case in the United States. “We look forward to implementing the EnSite Precision cardiac mapping system and the new St. Jude Medical Sensor Enabled tools to help guide therapy and provide expanded procedural options to tailor care for patients in simple to complex ablation scenarios, as well as deliver a new level of accuracy and speed in our procedures.” The EnSite Precision cardiac mapping system is based on the St. Jude

Staff Reports

Medical EnSite Velocity cardiac mapping system, which is utilized in more than 2,000 electrophysiology labs around the world. “Our new EnSite Precision cardiac mapping system was designed to give the physician a means to precisely navigate within the heart, provide higher density diagnostic data to better inform their diagnosis and allow them to use the tools that make sense for each individual patient and situation,” said Dr. Srijoy Mahapatra, vice president of clinical, medical and scientific affairs for St. Jude Medical. “The system’s intelligent automation tools enable faster, more accurate high-density maps with greater consistency across cases, which are important factors in addressing the needs of today’s EP labs.” • MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 3.25”

EXPERIENCE MATTERS Specializing in CT and MRI Repairs, Support, Equipment, Installation and Parts

TRIM 4.5”

• • • •

MRI & CT Service, Parts and Coil Repair Customized Service Plans Completely refurbished MRI & CT Systems Site Planning and Installations/De-Installations

PROOF SHEET

ROVED

OFF:

CHANGES NEEDED

www.ecmedsys.com ph: 770.667.3267 Fax: 770.667.3061

CONFIRM THATEmail: THEinfo@ecmedsys.com FOLLOWING ARE CORRECT PHONE NUMBER WEBSITE ADDRESS

SPELLING

GRAMMAR

TRIM 3.25”

ALER

AD SIZE 1/4 Page Vertical

YOUR ORTODAY TECHNATION OTHER SOURCE FOR IMAGING J J A S O N D PARTS

NOTES

TRIM 4.5”

We are a leading X-ray parts distribution company in the United States and around the world with quality preowned replacement parts for all X-ray Modalities. SEARCH OVER 15,000 PARTS IN-STOCK We provide specialized De-Installation service throughout the United States.

330-998-6837 facebook.com/xrayparts18 WWW.MEDICALDEALER.COM

www.xraypartsinc.com MEDICALDEALER 17

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field Ziehm Imaging Inc. of Orlando, Florida has added Duane Day as a Region Account Manager in the Central Florida Region. Day will be responsible for providing client support and generating new business. With 13 years of medical sales experience, Day has sold a variety of products, from radiofrequency generators to ablation devices, ultrasound systems, radiology review workstations, biopsy equipment, and more. He holds a bachelor’s of science in business management from Florida State University. •

Robert P. Jordheim has been promoted from EVP and CFO to interim CEO of RTI Surgical of Alachua, Florida. Jordheim succeeds retiring PresidentCEO Brian K. Hutchison, who has also stepped down from the company’s board of directors. RTI Surgical VP and controller Wy Louw has been named interim CFO. •

McLaren Health Care of Flint, Michigan has named Michael P. Lacusta its vice president of business development. Lacusta spent 20 years in senior management positions at Detroit Medical Center, and was most recently its executive vice president and chief business development officer. Lacusta holds an MBA from Marquette University and a bachelor’s of science in industrial and operations engineering from the University of Michigan. •

Jina Tweed has been named the head of healthcare quality initatives for PartsSource of Aurora, Ohio. Tweed handled similar responsibilities at GE Healthcare and Philips Healthcare, and has 13 years of quality assurance experience in the field of medical products. •

Hologic of Marlborough, Massachusetts has added Medtronic executive Amy Wendell to its Board of Directors as well as to its Audit and Finance Committee. Wendell also serves on the boards of Ekso Bionics, AxoGen, Inc., and the nonprofit Por Cristo. She holds a master’s degree in biomedical engineering from the University of Illinois. •

Siemens Corporation CEO Eric Spiegel left the company and is succeeded by Chair and CEO Lisa Davis, and Judith Marks, who will be the CEO of Siemens U.S. Marks has been with the company since 2011, when she was President and CEO of Siemens Government Technologies, Inc., and will also retain her current role as executive vice president at Dresser-Rand, a Siemens business. •

Catholic Health Initiatives COO Michael Rowan is leaving the company at the end of the year, according to published reports. Rowan’s departure was attributed to a desire to explore a number of other opportunities in the health care industry. The Englewood, Colorado-based company is divesting itself of a health insurance business as it approaches a planned merger with Dignity Health. •

Richard Staub III has been named president of the research and development solutions business unit of Quintiles IMS Holdings Inc. of Danbury, Connecticut. Staub III is the current president of Novella Clinical, a Quintiles company. Paul Spreen, formerly president of the Quintiles customer solutions management group of Quintiles, will be rejoining the company as its executive vice president and chief customer officer, and vice-chairman Tom Pike, president of the company’s R&D solutions division, is retiring. The company described the management transition as “part of a planned succession … accelerated by the rapid implementation of strategic and operational changes.”

Curtis P. Langlotz, M.D., Ph.D., was named to the Board of Directors of RSNA of Chicago, Illinois. Langlotz will serve as the board liaison for information technology. Director Valerie P. Jackson, M.D., was named board chair, and Matthew A. Mauro, M.D., will become its education liaison. Langlotz is a professor of radiology and biomedical informatics and associate chair for information systems at Stanford University; he also serves as the medical informatics director for Stanford Health Care, and has been a longtime member of the RSNA Radiology Informatics Committee. •

Quest Diagnostics of Madison, New Jersey, has appointed President and CEO Stephen H. Rusckowski the Chairman of its Board of Directors, effective January 1, 2017. He succeeds Daniel C. Stanzione, Ph.D., who was named Lead Independent Director.

18 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

Oystein Valberg has been appointed CFO of the Oakland, New Jersey-based Collagen Matrix Inc. Valberg will oversee finance, administration, and human resources for the collagenand mineral-based medical device manufacturer. He joins the company from Medtronic, where he served as CFO and Vice President of Finance, Strategy, and Business Development for its Surgical Technology business unit.”

Blue Cross and Blue Shield of Eagan, Minnesota has named Aaron Friedkin, MD, its medical director for key accounts and Dan Trajano, MD, its senior medical director for the BCBS STARS and Risk Adjustment Center of Excellence. Friedkin was most recently vice president of operations and business development at Imaging Advantage, and is a former management consultant with McKinsey and Co. Trajano joins BCBS from HealthEast Care System of St. Paul, where he was a vice president and executive medical director of population health. •

Tyler Murphy has been named the new Executive Vice President of Finance for Medical Facilities Corporation of Toronto, Ontario, Canada, and is expected to assume the position of CFO by the end of the year, when current CFO Michael Salter retires. Salter has been company CFO since its inception in 2004. Murphy brings to the position 15-plus years in senior financial management in the health care industry, including at Tenet Healthcare and HealthSouth. He will direct the financial management and oversight business of the company.”

Kin Y. Lee is the new chief information and security officer for The Joint Commission of Oakbrook Terrace, Illinois. Lee will be responsible for developing and executing IT and computer systems for TJC, the TJC Center for Transforming Healthcare, Joint Commission Resources, and Joint Commission International. Lee was most recently senior vice president of IT for Kforce of Tampa, Florida. He holds an MBA in finance and statistics from the University of Chicago, a master’s degree in operations research from Northwestern, and a bachelor’s degree in quantitative methods from the University of Illinois at Chicago. •

California Association of Hospitals & Health Systems (CAHHS) and California Hospital Association (CHA) President and CEO C. Duane Dauner has announced his intention to retire at the end of December 2018. Dauner has held his position since 1985, and was formerly CEO of the Missouri Hospital Association. The firm of Witt/Kieffer will conduct a nationwide search for his replacement; once that person has been identified, Dauner will serve the associations as a consultant until the end of 2018. •

Siemens Healthineers North America has named Matt Hoffman Vice President of Interventional Radiology and Advanced Therapies Sales Management. Hoffman will drive go-tomarket strategies for IR and will lead the company’s angiography field sales team. He was most recently the Siemens Healthineers Modality Regional Vice President in South Texas. Hoffman is a graduate of Boston University, and holds a BSBA in management. •

WWW.MEDICALDEALER.COM

Brooke Patterson is the new senior vice-president of government services for health care management and IT consulting firm ARDX of Norfolk, Virginia. Patterson will be responsible for developing new business among government agencies as well as growing connections within the U.S. Department of Health and Human Services. Patterson is a member of the National Contractor Management Association and Project Management Institute. •

Mats Wahlström has been named the chairman of the Board of Directors of Surefire Medical of Westminster, Colorado, succeeding Norman Weldon, who will continue to serve on the board. Wahlström is also the Executive Chairman of KMG Capital Partners LLC, Chairman of PCI | HealthDev, and Chairman of Caduceus Medical Holdings Inc., and the Lead Director and Chairman of the Audit/Finance Committee of Coherus Biosciences. He also serves on the boards of Getinge AB and Alteco Medical AB, Triomed AB, and Circuit Clinical Inc . •

Kaiser Permanente of Oakland, California, has named Bechara Choucair, MD, MS, its first chief community health officer and SVP of Community Health and Benefit for Kaiser Foundation Health Plan and Kaiser Foundation Hospitals. Choucair will oversee the agency’s philanthropic giving, guide its participation in governmentsubsidized programs, and work to form connections to address the broader social issues that have an impact on public and individual health. He was most recently the senior vice president of Safety Net Transformation and Community Health at Trinity Health, and has been commissioner of the Chicago Department of Public Health, executive director of Heartland Health Centers in Chicago, and medical director of Crusader Community Health in Illinois.

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

MEDICALDEALER 19

We Are

TO YOU Dedicated Imaging Solutions Our mission is to provide our customers with real time solutions to their medical imaging needs by offering • Quality & Affordable PARTS • 24 HOUR tech support • Fully Refurbished MEDICAL EQUIPMENT • Global & Local CUSTOMER SERVICE

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

20 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

SIEMENS HEALTHINEERS RECEIVE FDA CLEARANCE FOR SOMATOM CONFIDENCE RT PRO CT SYSTEM Siemens Healthineers has received 510(k) clearance from high-quality care, the SOMATOM Confidence RT Pro the Food and Drug Administration for the SOMATOM enables personalized scans by delivering images that Confidence RT Pro computed tomography scanner with are optimized for both contouring and dose calculation. features dedicated to radiation therapy planning. Together No longer limited to the traditional 120 kV tube voltage, with the new, advanced version of the company’s optional radiation oncology professionals can now, through the syngo.via RT Image Suite software, the SOMATOM Confi- SOMATON Confidence RT Pro and its new DirectDendence RT Pro helps customers achieve personalized scans sity technology, provide personalized imaging for each RT while simultaneously enabling them to reach unprecpatient. edented heights of standardization and efficiency. The Additionally, the new syngo.via RT Image Suite software SOMATOM Confidence RT Pro is designed to increase from Siemens Healthineers complements the SOMAefficiency and to reduce costs. TOM Confidence RT Pro by helping radiation oncology The new SOMATOM Confidence RT Pro is designed to professionals increase efficiency with integrated image deliver new RT images that challenge current practices in assessment, contouring, and patient marking features in RT treatment planning, which favor standardization over one solution. Its flexible client-server based architecture personalization. For example, the standard RT treatment enables easy adaptation to the needs of RT staff regardless plan of every patient – regardless of age, gender, disease of location – be it the CT console, the physician’s office, or state, or imaging system – is built on 120 kV CT images, the dosimetry lab. And developed with an eye toward scalwhich aren’t optimized for precise contouring but enable a ability, syngo.via RT Image Suite grows with the needs of highly controlled workflow. the RT department, from straightforward simulation tools Taking into account the trend toward more advanced to complex, interdepartmental, multi-modality workflow treatment techniques where precision is critical to and task support. • WWW.MEDICALDEALER.COM

MEDICALDEALER 21

INDUSTRY UPDATE_OEM Updates

Staff Reports

NEW MRI MAGNET TECHNOLOGY USES LESS HELIUM At RSNA16, GE Healthcare unveiled Freelium, a magnet technology designed to use one percent of liquid helium compared to conventional MRI magnets. Instead of the average 2,000 liters of precious liquid helium, Freelium is designed to use only about 20 liters. MRI uses superconducting magnets cooled to minus 452 degrees Fahrenheit in order to take high-definition pictures of a patient’s brain, vital organs, or soft tissue. The only way to keep MRI magnets currently in clinical use that cold is by using thousands of liters of liquid helium mined from below the earth’s crust. Magnets with Freelium technology are designed to be less dependent on helium, much easier to site, and eco-friendly. Thanks to Freelium technology, hospitals would no longer need extensive venting that often necessitates siting a magnet in a separate building or newly constructed room. Additionally, a Freelium magnet would not need any refilling during transportation nor throughout its lifetime. Therefore, when the Freelium technology is integrated into a commercialized product in the future, it could make MRI more accessible and less expensive to site and operate. This is particularly important in developing regions that lack necessary infrastructure, and in major metropolitan cities where siting a magnet can cost more than the magnet itself. Patients who currently do not have access to the diagnostic benefits of MRI may have access in the future due to this technology. •

LG ENTERS MEDICAL IMAGING MARKET LG Electronics USA Business Soludisplay technologies and as the tions is introducing clinical and largest provider of hospital patient surgical monitors designed to room TVs in the U.S.” empower health care professionThe new monitors and an als to make accurate and informed advanced new radiography device life-saving decisions. LG’s entry into were previewed at the annual the growing global medical imagmeeting of the Radiological Sociing devices market leverages the ety of North America in Chicago. company’s years of experience in The LG 8MP Clinical Review advanced flat-panel display technolMonitor is a 27-inch IPS monitor ogy, according to Kimun Paik, senior driving 3840 x 2160 pixels specifivice president, LG Electronics USA cally designed to increase hospital Business Solutions. staff efficiency by enabling stream“LG is diving head-first into lined work flows and multitasking. the U.S. medical imaging device The 27-inch LG 8MP Surgical market with advanced display Monitor was developed for a wide technologies designed to improve range of uses in the operating thethe accuracy, quality and effiater. In particular, surgeons who ciency of diagnostic procedures,” favor minimally invasive surgisaid Paik. “To serve this highly cal techniques will benefit greatly competitive market, we plan to as they make precise observabuild on LG’s position both as a tions while viewing LG’s wide and worldwide leader in premium highly accurate monitor.

22 MEDICALDEALER | FEBRUARY 2017

In today’s hospitals, medical technology that is portable, lightweight and durable is key to providing outstanding patient care. Previewed at RSNA 2016, the LG DXD (digitalized X-ray detector) produces high quality radiography images within seconds using its 16-bit image processing capabilities and a pixel pitch range as small as 127 micrometers, producing super-high-resolution images for radiographers and radiologists to quickly and accurately identify health issues. A magnesium and carbon fiber body make the LG DXD well-suited to serve patients in a range of medical settings and the IP41 rating for water and dust resistance helps assure optimal performance even when this DXD comes in contact with powders or liquids. The LG DXD is planned for sale in the second half of 2017. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

IBM UNVEILS WATSON-POWERED IMAGING SOLUTIONS FOR HEALTH CARE PROVIDERS IBM has previewed new imaging also present challenges that need other health-related data sources to solutions from Watson Health and to be addressed. The volume of enable providers to compare new Merge Healthcare (Merge; an IBM medical images can be overwhelmmedical images with a patient’s Company) designed to help health ing to even the most sophisticated image history as well as populacare providers pursue personalized specialists; radiologists in some tions of similar patients to detect approaches to patient diagnosis, hospital emergency rooms are prechanges and anomalies. treatment, and monitoring. The sented with thousands of images “The breadth and depth of solutions benefit from more than each day. Watson-powered solutions on disa decade of machine learning and Tools to help clinicians extract play at RSNA 2016 from Watson artificial intelligence (AI) work insights from medical images Health’s imaging group and from conducted in IBM Research. remain limited, requiring most Merge are unmatched among the Medical images are by far the analysis to be done manually. This AI community, and showcase how largest and fastest-growing data has created an opportunity to anaIBM is bringing cognitive comsource in the health care industry lyze and cross-reference medical puting to health care in clinically – IBM researchers estimate that images against a deep trove of lab meaningful ways,” said Anne LeGthey account for at least 90 percent results, electronic health records, rand, Vice President of Imaging for of all medical data today – but they genomic tests, clinical studies and IBM Watson Health. • WWW.MEDICALDEALER.COM

MEDICALDEALER 23

24 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT SHOWROOM_Surgical Imaging_Market Analysis

Staff Reports

SURGICAL IMAGING MARKET WORTH $1.25 BILLION BY 2019

he global surgical imaging market is expected to eclipse the $1 billion mark by the end of the decade.

A report from MarketsandMarkets that studies the global surgical imaging market during the forecast period of 2014 to 2019 predicts continued growth for this imaging segment of the heath care market. The global surgical imaging market was estimated at $933.6 million in 2014 and is expected to reach $1.25 billion by 2019, according to MarketsandMarkets. The report also indicates that the market will increase at a compound annual growth rate of 6 percent during the forecast period. Based on products, the surgical imaging market is comprised of mobile C-arms and mini C-arms. The application areas of surgical imaging are categorized into mobile C-arm applications and mini C-arm applications. The applications for mobile C-arms are orthopedic and trauma, neurosurgery, cardiovascular, and gastroenterology surgery, while the applications for mini C-arms are hand and wrist, foot and ankle, and pediatric surgery. “The major driver of this market is changing trends toward advanced cooling and flat-panel technology, more intuitive platforms with high speeds up workflow,” according to MicroMarket Monitor. “Less overheatWWW.MEDICALDEALER.COM

ing also drastically improves safety and efficiency. Also, continued growth in minimally invasive surgery, spine surgery and hip surgery, and improved workflow such as improved ergonomics, easier usage, and facilitating efficient feeding of data into the PACS archive and EMR are the major driving factor of this market.” “The availability of private and public funding for the purchase of surgical imaging equipment is a major driver for the market in North America,” MicroMarket Monitor adds. “Furthermore, regional governments have taken the initiative to modernize their hospitals in their respective regions. This has resulted in an increased demand for surgical equipment such as mobile C-arms in North America. In the Asian market, the rise in the number of hospitals is a major driver for the market. Furthermore, the availability of competitively priced mobile C-arms and increase in aging population aid market growth in the region.” “North America accounted for the largest share of the surgical imaging market followed by Europe and Asia,” according to MarketsandMarkets. “The dominance of the North American market can be attributed (to) the increasing prevalence of sports injuries in this region as well as the availability of private and government funding for the purchase of surgical imaging equipment. However, the Asian market is expected to experi-

“ The major driver of this market is changing trends toward advanced cooling and flat-panel technology, more intuitive platforms with high speeds up workflow.” ence the highest growth in the surgical imaging market. The high growth in the Asian region can be attributed to (an) increase in aging population, rise in the number of hospitals, government funding, and the availability of competitively priced surgical imaging equipment in this region.” GE Healthcare, Siemens AG, Koninklijke Philips N.V., Ziehm Imaging, Toshiba Corp., Shimadzu Corp., Hologic Inc., OrthoScan and Eurocolumbus are listed by MarketsandMarkets as some of the prominent players in the global surgical imaging market. MEDICALDEALER 25

PRODUCT FOCUS_Surgical Imaging_Product Showroom

Staff Reports

FEBRUARY PRODUCTS: This month, Medical Dealer explores Surgical Imaging

BRAINLAB ExacTrac

he Brainlab ExacTrac 6.2 is a new version of its successful room-based patient positioning system providing full interoperability with the PerfectPitch six-degrees of freedom couch from Varian Medical Systems. This full integration enables customers who have a Varian TrueBeam linear accelerator equipped with PerfectPitch and ExacTrac to reap the combined benefits of the two systems. Clinicians are now able to utilize the highly accurate patient positioning and monitoring capabilities of ExacTrac with the precise 6D robotic alignment of Perfect Pitch for all radiosurgery cases in the brain and body.

26 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Surgical Imaging_Product Showroom

GE HEALTHCARE OEC Elite MiniView C-arm

ntended for limb extremity procedures in orthopedics and emergency medicine, the OEC Elite MiniView C-arm focuses on enhancing the user experience by minimizing positioning struggles with fluid, balanced and smooth movements. The mini C-arm offers an exclusive feature called SmartLock, a simple and convenient button that automatically locks the C-arm in place to reduce drift concerns and further enhance surgical procedure efficiency and flow. Its design fosters greater clinical imaging confidence by providing a high displayed resolution and large displayed image size for both primary and reference images to provide physicians with real-time general fluoroscopic visualization of patientsâ&#x20AC;&#x2122; anatomies of all shapes and sizes.

WWW.MEDICALDEALER.COM

MEDICALDEALER 27

PRODUCT FOCUS_Surgical Imaging_Product Showroom

Staff Reports

GE HEALTHCARE DirectOR

he DirectOR* is an integrated surgical suite solution that allows customers to streamline the renovation or completion of their surgical care suites in one stop, including planning, purchasing, managing, installing and servicing equipment and infrastructure needs. With a legacy of quality OR equipment and years of clinical expertise in the surgical environment, GE Healthcare is uniquely positioned to customize a plan and deliver a solution to meet the demanding needs of healthcare providers. Whether itâ&#x20AC;&#x2122;s lights, booms, tables, monitors, integration, imaging or anesthesia, this solution now allows GE Healthcare to be a partner in the transformation of a healthcare providerâ&#x20AC;&#x2122;s surgical care areas. *GE Healthcare OEC is an authorized distributor of DirectOR Suite products that are manufactured by third parties and sold in the United States only.

28 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Surgical Imaging_Product Showroom

CV MEDICAL NuCART

uCART is the worldâ&#x20AC;&#x2122;s first mobile operating room visualization and boom system. Utilizing a wireless tablet to route and switch 15 available video inputs to its displays, the award-winning NuCART turn-key design adapts older ORs to function efficiently for image guided surgery where mobile fluoroscopy, ultrasound, and surgical video are used. It improves viewing ergonomics and provides an equipment organization system that removes trip hazards and clutter, to improve staff and patient safety. NuCART meets the budgetary and technical requirements of hospitals that are adopting modular image guided hybrid ORs and since NuCART is mobile, it eliminates all construction.

WWW.MEDICALDEALER.COM

MEDICALDEALER 29

PRODUCT FOCUS_Surgical Imaging_Product Showroom

Staff Reports

SIEMENS HEALTHINEERS ARTIS pheno Angiography System

he robot-supported ARTIS pheno angiography system*, which was developed for use in interventional radiology, minimally invasive surgery, and interventional cardiology, possesses a zen40HDR flat panel detector and GIGALIX X-ray tube for outstanding image quality. The ARTIS pheno boasts new 2k recording technology capable of delivering 2D imaging resolution that is four times higher in all recording processes than prior Siemens Healthineers systems. The systemâ&#x20AC;&#x2122;s StructureScout feature can adapt and optimize imaging parameters to suit the X-rayed area, potentially resulting in less radiation dose than prior Siemens Healthineers systems. The ARTIS pheno also supports the treatment of multimorbid patients and can be fitted with a comprehensive range of optional software applications for complex cases. And to aid with infection control, the ARTIS pheno has large, sealed surfaces with fewer spaces, which are easy to clean and disinfect. * The 510(k)-pending ARTIS pheno robotic C-arm system, which is the successor to our Artis zeego robotic C-arm, is still being reviewed by the FDA

30 MEDICALDEALER MEDICALDEALER ||FEBRUARY FEBRUARY2017 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Surgical Imaging_Preferred Vendors

PREFERRED VENDORS

SURGICAL IMAGING Ampronix, Inc. 15 Whatney Irvine, CA 92618 Phone: 800-400-7972 Fax: 949-788-0595 Email: info@ampronix.com Website: www.ampronix.com

SEE OUR AD ON PAGE 7

As a Word-Class Leader in medical imaging technology since 1982, AMPRONIX delivers customer-centric solutions tailored to meet the unique needs of your medical environment. We develop, distribute, and service medical imaging peripherals: diagnostic and surgical displays, medical grade recorders, signal converters, ultrasound machines and more. We have sold products in over 130 countries so we are able to provide you with the best price possible. Call Ampronix today for sales, service, or repair.

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 3

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.

WWW.MEDICALDEALER.COM

and a premier supplier of flat panel detectors (FPD) for digital radiography imaging systems. We provide a complete line #THINKRSTI of high quality a-Si TFT and CMOS X-ray Metropolis International LLC detectors in a variety of sizes that are speSEE OUR AD ON 21-11 44th Avenue, 3rd Floor cifically designed to deliver a customized PAGE 46 Long Island City, NY 11101 R A D I O L O G I C A L solution S E R V I C E T R A I Nfor I N G I Ndiagnostic STITUTE medical, dental, Phone: 718-371-6026 veterinary, and non-destructive testing // Leading Diagnostic Imaging Systems Service ® Email: info@metropolismedical.com At Rayence, we continually Training for Overapplications. 30 Years Website: www.metropolismedical.com our development and manufac// The World’s Mostredefine Comprehensive Radiological Service Training Facility turing process to assure that our digital // Highly Skilled Training Staff to Maximize Your Metropolis is one of the largest stocking imaging solutions provide images that Understanding of Basic Imaging Modalities and dealers in the world with a large warehouse Advanced Imaging Systems exceed the expectations of our customers and office in the heart of New York City. // Call 1.800.229.7784 or View the a low cost of ownership to andto Register generate 2016 Course Index and Schedule Online Metropolis provides all imaging systems; the various markets we serve. EXPLOREDEXA, // RSTI-TRAINING.COM C-arms, Ultrasounds, Mammography, Portables, CTs, MRI and Cath/Angio. Metropolis has it all, that is the reason costumers are 110% satisfied Shared Imaging

ENGINEERED FOR LEARNING

#RSTISUPPORT

SEE OUR

RSTI EXCHANGE

AD ON 801 Phoenix Lake Avenue PAGE 64 RSTI-EXCHANGE.COM Streamwood, IL 60107 Toll-Free: 800-606-0266 ® Email: info@sharedimaging.com Website: www.sharedimaging.com

ENGINEERED FOR LIFE

RSTI Exchange // Visit RSTI Exchange Online and Shop Our Full Line of Pre-ownedSolon Equipment Road 30745 SEE OUR AD ON // Ask About Our On-Demand Service, Parts Solon, OH 44139 PAGE 24 Shared Imaging provides comprehensive Installations and Tech Support in Conjunction with Parts Purchases800-229-7784 Toll-Free: diagnostic imaging solutions via a // FOLLOW US ONLINE // // Phone: Access a Constantly Expanding Inventory of Parts 440-349-4700 functional service model by managing the in Stock for Most Manufacturers and Modalities Email: tspeth@rsti-exchange.com product lifecycle. We offer CT, MRI and // Call 440.349.4700 or Email Website: www.rsti-exchange.com Sales@RSTI-Exchange.com for Full Details PET technology from all OEMS; in-house, mobile and modular configurations; fullSHOP // RSTI-EXCHANGE.COM Engineered for Life; Born in 2001 out time, part-time or interim placement; of RSTI’s used equipment sales and a flexible deal structures, including desire to add new layers of support for upgrades during the contract; customized our students, RSTI Exchange provides service; and quality-tested parts. fully tested, certified and warranted used equipment and replacement parts for most imaging modalities and manufacturers. Technical support and parts installation services are also available in Soma Technology, Inc. conjunction with parts sales. 166 Highland Park Dr. SEE OUR AD ON Bloomfield, CT 06002 PAGE 24 Toll-Free: 800-GET-SOMA Phone: 860-218-2575 Email: soma@somatechnology.com SEE OUR Website: www.somatechnology.com Rayence Co. Ltd AD ON PAGE 53 2200 Fletcher Ave Ste 705B Soma Technology provides high quality Fort Lee, NJ 07024 demo, new, and refurbished capital OR Phone: 82-31-8015-6245 equipment; including surgical suite Website: www.rayence.com/en/ equipment, ventilators, infusion pumps, Rayence Co Ltd., headquartered in South imaging / c-arms and much more. Korea, is a global leading manufacturer

RSTI_Ad-FP-Combo-2016.1.indd 1

11/24/15 4:22 PM

MEDICALDEALER 31

800-323-4282

www.alcosales.com

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

Scan this QR code or go to our website to join our email list and receive a FREE gift!

One FREE gift choice: OR Pocket Screwdriver

Pen Stylus

Extend the Life of Your BiPAP Vision Repairs & New AIV-Manufactured Parts Compatible with BiPAP Vision • • •

New AIV-Manufactured Parts Repairs Now Available ISO 13485 Registered Facility

Looking to sell your BiPAP Vision? Call Ben for details!

888.656.0755 • aivsales@aiv-inc.com

The manufacturers listed are the holders of their respective names and/or trademarks, and are not to be taken as an endorsement or affiliation with AIV, Inc.

638A

32 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT SHOWROOM_Infusion Pumps_Market Analysis

Staff Reports

INFUSION PUMP MARKET PROJECTED TO REACH $13B

everal research reports indicate continued growth for the infusion pump and infusion pump accessories market over the next 10 to 15 years. Infusion pumps are a class of drug delivery devices that have found wide adoption across different application areas, according to a press release. “Their popularity can be attributed to their reliable, user friendly features and ergonomic design,” according to PR Newswire. “The market has a wide array of different types of infusion pumps (volumetric, syringe, implantable, elastomeric, ambulatory and others); combined, they offer a large range of infusion volume, flow rate, occlusion alarm pressure range and many other technical parameters that can be adjusted according to the patient’s requirements and care areas. These pumps have strengthened their position in a variety of application areas including oncology, diabetes, pain management, enteral feeding and general infusion.” Despite the fact that the current market is significantly mature, a number of technological advancements from established and new players have sustained the growth momentum. Companies are continuously on the lookout for new avenues of growth in terms of novel features; this is expected to result in an even wider adoption going forward. WWW.MEDICALDEALER.COM

The analysts at MarketsandMarkets agree that the infusion pump and accessories market will reach new heights in the coming years. Global Industry Analysts Inc. (GIA), a worldwide business strategy and market intelligence source, issued a press release last year in which its analysts report that the global market for infusion pumps is projected to reach $13 billion by 2022. GIA’s experts indicate that a rise incidence and prevalence of chronic disease, migration of treatment towards home care settings and improving health care infrastructure in emerging markets are all factors benefitting the market. The analysts at MarketsandMarkets agree that the infusion pump and accessories market will reach new heights in the coming years. “The global infusion pumps and accessories market is expected to reach $10.2 billion by 2020 at a CAGR (compound annual growth rate) of 5.8 percent during the

forecast period,” according to MarketsandMarkets. “Growth in this market is mainly attributed to the increasing prevalence of chronic diseases owing to the rising geriatric population; increasing use of infusion products in home care with favorable reimbursement coverage; and technological improvements in infusion products. However, the stringent product approval process and occurrence of several cases of medication errors associated with infusion pumps (and related product recalls in the recent past) may restrain the growth of the infusion pumps and accessories market during the forecast period. Product innovations focusing on improving the safety features of infusion pumps are at the center of the R&D efforts of leading players in this market.” Home care is a growing segment, but hospitals remain the largest sector of the market. “The infusion pumps and accessories market, by end user, is segmented into hospitals, home care, ambulatory surgery centers, and others. The hospitals segment accounted for the largest share – 54.9 percent – of the global infusion pumps and accessories market in 2014. This can be largely attributed to the financial capabilities of hospitals to purchase high-priced infusion devices as well as the availability of trained professionals to operate infusion devices,” according to MarketsandMarkets. MEDICALDEALER 33

PRODUCT FOCUS_ Infusion Therapy _Product Showroom

Staff Reports

FEBRUARY PRODUCTS: This month, Medical Dealer explores Infusion Therapy

B. BRAUN MEDICAL INC. Infusomat Space Infusion System

esigned for acute care adult and pediatric facilities, the compact Infusomat Space large volume pump weighs just 3 pounds. The lightweight large volume pump allows for flexibility and easy transport within a number of care settings. Along with industry-leading safety features, the lightweight mobile design allows you to quickly and easily stack up to 24 pumps in a single bedside tower. Equipped with an extensive drug library, easy navigation and intuitive interface, this small infusion pump packs state-of-the-art versatility that promotes efficiencies across numerous care settings.

34 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Infusion Therapy _Product Showroom

B. BRAUN MEDICAL INC. OnGuard Closed-System Drug Transfer Device

Braun Medical Inc. is committed to protecting healthcare workers from hazardous drug exposure throughout the continuum of care. The OnGuard Closed-System Drug Transfer Device (CSTD) is an intuitive, easy-to-use system designed to integrate easily into current workflow. The OnGuard CSTD meets all necessary requirements of a CSTD including the NIOSH definition and the proposed USP<800> guidelines. It is also FDA cleared with ONB product code.

WWW.MEDICALDEALER.COM

MEDICALDEALER 35

PRODUCT FOCUS_Infusion Therapy _Product Showroom

Staff Reports

HOSPIRA LifeCare PCA 7.0

ospira’s LifeCare PCA 7.0 is a next-generation infusion system that enables device auto-programming and streamlines documentation of infusion data to help improve the safety and efficiency of pain management medication administration. It’s the first and only PCA pump with integrated bar code identification of prefilled and pharmacy-filled drug vials, substantially eliminating the potential for drug and concentration errors at the bedside.

36 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Infusion Therapy_Product Showroom

BAXTER Sigma Spectrum Infusion System

axterâ&#x20AC;&#x2122;s Sigma Spectrum Infusion System hardware works in concert with the pumpâ&#x20AC;&#x2122;s software to encourage use of innovative features that are designed to help enhance patient safety and clinician efficiency. The system defaults to the drug library safety feature when powered on and offers wireless connectivity capability for interoperability with EMR systems and wireless drug library updates. The system also can provide internal support for Real Time Location Systems (RTLS) asset management, is the only pump with a Dose/Rate Change Error Prevention Feature, which helps clinicians protect high-risk infusions during titrations, and boasts industry-leading drug library compliance1. Smart Pumps 2016: The Quest for Patient Safety, August 2016, (C) KLAS All Rights Reserved, www.klasresearch.com

The Sigma Spectrum Infusion Pump with Master Drug Library is intended to be used for the controlled administration of fluids. These may include pharmaceutical drugs, blood, blood products and mixtures or required patient therapy. The intended routes of administration consist of the following clinically accepted routes: intravenous, arterial, sub-cutaneous, epidural or irrigation of fluid space.

WWW.MEDICALDEALER.COM

MEDICALDEALER 37

PRODUCT FOCUS_Infusion Therapy _Product Showroom

Staff Reports

IRADIMED MRidium 3860+

he MRidium 3860+ MRI compatible IV infusion pump system provides a seamless approach that enables accurate, safe and dependable fluid delivery before, during and after an MRI scan, which is important to critically-ill patients who cannot be removed from their vital medications, and children and infants who must generally be sedated in order to remain immobile during an MRI scan.

38 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Infusion Therapy _Preferred Vendors

Staff Reports

PREFERRED VENDORS

INFUSION THERAPY SEE OUR AD ON PAGE 32

AIV, Inc 7485 Shipley Avenue Harmans, MD 21077 Toll-Free: 800-990-2911 Phone: 410-787-1300 Fax: 410-787-1337 Email: aivsales@aiv-inc.com Website: www.aiv-inc.com AIV is your biomedical and clinical engineering solutions partner for repairs, parts, and service. AIV’s PowerMATE® is a UL 1363A rated IV-pole mountable SPRPT for use in patient care areas. Our ISO 13485 registered facility services infusion pumps, MMS/Tram Units, telemetry transmitters, and provides AIV-Certified refurbished parts and infusion pumps. SEE OUR AD ON PAGE 32, 65

ALCO Sales & Service Co. 6851 High Grove Blvd. Burr Ridge, IL 60527 Phone: 800-323-4282 Fax: 800-950-1167 Email: info@alcosales.com Website: www.alcosales.com Since 1952, our family has been providing quality medical equipment and replacement parts to the health care industry. We provide our customers with multiple ordering options. Our four “full line” catalogs and various “product specific” catalogs compliment our new online ordering website that offers over 70,000 products for your facility.

WWW.MEDICALDEALER.COM

Elite Biomedical Solutions 756 Old State Route 74 SEE OUR Cincinnati, OH 45245 AD ON PAGE 47 Phone: 855-291-6701 Fax: 866-941-4887 Email: customerservice@ elitebiomedicalsolutions.com Website: www.elitebiomedicalsolutions.com Manufacturer, assembler and distributor of replacement parts for medical equipment. We also provide depot repair and on site service for the Clinical Engineering department.

Efficient, Reliable, Cost Effective Solutions

J2S Medical

SEE OUR

AD ON 1002 Ford Circle Suite D PAGE 21 Milford, OH 45150 Phone: 844-DIAL-J2S Email: j2smedical@j2smedical.com Website: www.j2smedical.com

J2S Medical provides cost-effective solutions for medical products, replacement parts and service options for hospitals and alternate site health care organizations in the U.S., Canada and Latin America.

Soma Technology, Inc. SEE OUR 166 Highland Park Dr. AD ON PAGE 21 Bloomfield, CT 06002 Toll-Free: 800-GET-SOMA Phone: 860-218-2575 Fax: 860-218-2565 Email: soma@somatechnology.com Website: www.somatechnology.com Soma Technology provides high quality demo, new, and refurbished capital OR equipment; including surgical suite equipment, ventilators, infusion pumps, imaging / c-arms and much more.

SEE OUR

USOC Medical AD ON PAGE 11 20 Morgan Irvine, CA 92618 Toll-free: 855-888-8762 Phone: 949-243-9109 Email: customerservice@usocmedical.com Website: www.usocmedical.com USOC Medical provides worldwide biomedical equipment repair/sales solutions to health care facilities, clinics and medical companies of all types and sizes.

MEDICALDEALER 39

IMAGING

THe

HORIZON A LO O K AT T HE F UTU RE OF IMA G IN G

B Y M AT T S K O U F A L O S

IMAGING on THe HORIZON E

ver since its development was funded by the popularity of The Beatles (or the sustained research contributions of the British government, take your pick) medical imaging technologies have touched innumerable lives and become indispensable to the practice of health care. As imaging and the access to it continues to be the window into which medicine views not only its patients but, in a way, its entire practice, the iterations and influences that will shape the next wave of its development are not long in coming. Neurosurgeon Neal Kassell believes focused ultrasound is one such technology on the threshold of a major leap forward, having expanded the number of mechanisms whereby it can affect tissue from three to 18 in the past decade. Kassell, founder of the Focused Ultrasound Foundation, calls it “a platform technology” with the potential to treat more than 70 known conditions, including brain tumors, Parkinson’s and Alzheimer’s diseases, epilepsy, and depression. “This is a terrific example of the biological effects of physical energy, and it has the potential to be as revolutionary to therapy as MR scanning was,” he said. It works by focusing multiple beams of energy through an acoustic lens, targeting a point deep in the body “with extreme precision and accuracy,” while sparing the adjacent, normal tissue, Kassell said. Focused ultrasound can destroy tissue, disrupt cell membranes, or even deliver high concentrations of pharmaceuticals with greater accuracy than intravenous or oral mechanisms. It can even reduce dramatically the sys-

42 MEDICALDEALER | FEBRUARY 2017

cal mass of evidence” that found its tipping point in tumor research, and could expand to as many as 10,000 sites worldwide, Kassell said. “In fields like biomedical research and medical device development, progress occurs exponentially, and we’re right at the inflection point of the curve,” Kassell said. “It’s still called medicine’s best-kept secret.” Another of the leading trends in medical imaging relates to the outgrowth of artificial intelligence (AI) and machine learning, said Tomer Levy, General Manager, Workflow and Infrastructure at McKesson of Coquitlam, British Columbia, Canada. Although he regards AI as “still an open question,” the answers to which have yet to emerge, Levy said much of the hype around the technology is centered on realizing its full

temic complications of other forms of radiotherapy, thereby enhancing the body’s immune response and augmenting the effectiveness of immuno-oncology drugs, Kassell said. “People have become very excited about the fact that this is a totally noninvasive, therapeutic technology,” Kassell said. “It fulfills the criteria for the Holy Grail of modern therapeutic technology in that it improves outcomes and simultaneously decreases costs, “ In fields like biomedical research if the potential and medical device development, is fully realized. progress occurs exponentially, and It could be used to treat millions we’re right at the inflection point of worldwide.” the curve.” – Neal Kassell Since the advent of focused ultrasound, more than 30 manufacturers have entered the automation. To Levy, the Watson marketplace – up from five as cognitive system from IBM demonrecently as 10 years ago – and 175 strates how the company has set global research sites are pursuing itself apart in the marketplace, various technical, preclinical, and not only through its pioneering clinical trials. As the cost of the approach to AI development, but technology continues to decrease, also in its formation of partnerthe industry is reaching “a critiships with vendors positioned to

MEDICAL EQUIPMENT, PARTS & SERVICE

design a variety of applications for its technology. Even subsequent to its acquisition of Merge Healthcare, IBM has made its source code open and available for any vendor to incorporate into its own solutions. Levy said that strategy reflects the company’s maintenance of a commitment to advancing the entire industry. “If Watson were only going through Merge, that limits the adoption of the technology,” he said, “but by opening it to other vendors, it can reach more [of an audience].” A similar approach is being pushed by Zebra Medical Vision of Shefayim, Israel, a machine-learning, imaging analytics vendor that in November 2016 launched Profound, a web-based service that allows patients to upload their imaging studies for analysis by its algorithms. So far, the service is operating in Asia, Latin America, Europe, and the Pacific Rim, and the company says Profound can analyze cases of osteoporosis, compression fractures, fatty liver, coronary calcium, emphysema, and aortic aneurysms. But the service is a patient-facing companion to consultations that can help cut back on the wait times and possibly reduce anxiety among those awaiting a professional diagnosis. “It’s not fully automatic and it will not replace a second opinion, but they have a few algorithms, and they will be able to run those algorithms on your image,” Levy said. “It goes along with the trend of consumerism and allowing patients to have access to their data.” Levy also foresees greater atten-

WWW.MEDICALDEALER.COM

Tomer Levy

“Interoperability is key, and a challenge to innovation if it’s not adopted quickly,” – Tomer Levy

tion to enterprise-class imaging needs, from data storage, retrieval, and access, to cybersecurity and workflow. Data systems vendors are pressed to design their products for interoperability as well as for information portability and patient privacy, and how capably they are able to do so will have a dramatic influence on the market, he said. “Enterprise imaging is taking different shapes and forms; different providers use different parts of enterprise imaging to solve different problems,” Levy said. “As those diverse business strands are further integrated, we’re dependent on shifting from one side to another. Vendors need to align, but even if some vendors make a commitment

to adopt the standards, we see the actual adoption in the market going low and slow.” Enterprise PACS solutions offer a one-system-meets-all-needs approach, but a single database doesn’t offer enough flexibility in a mergers- and acquisitions-focused climate. When new facilities come online, a monolithic solution can slow full integration. On the other side of the fence, “a completely deconstructed PACS,” offers best-of-breed performance but raises the challenge of creating system-wide consistency and economies of scale when dealing with multiple vendors,” Levy said. “I think now the industry is changing; looking for something in between,” he said. “Providers do prefer to have a single imaging [vendor] partner, but interoperability is a strategy or a goal. They may consolidate around a VMA or a single analytics solution but allow flexibility to sub-business units.” The market for workflow solutions among enterprise imaging customers is another area of business Levy expects will evolve as OEMs work to balance interoperability and best-of-breed considerations. Centralized image storage and access demands mean that much of the focus on volume issues relies on efficiency. “A lot of potential for quality of care is leading from workflow,” he said. “How do you decide who gets to read which study, and how do you prioritize these studies on the physicians’ workspace? If I make sure that the images are being read by the most qualified physicians in my entire enterprise, I can com-

MEDICALDEALER 43

IMAGING on THe HORIZON bine qualities and efficiencies that I couldn’t before.” Levy foresees the imaging industry “trending very strongly towards two giant islands of information,” as niche providers turn to electronic medical records (EMR) management to resolve their data access and integration issues “for anything that is not imaging.” These “mega-VNAs” (vendor-neutral archives), which store imaging information enterprise-wide, are turning data itself into a platform, he said. When interoperability opens the door to innovation, a variety of companies will add analytical value to the handling and management of that data, and machine learning will both accelerate and complicate the outgrowth of this process. “Interoperability is key, and a challenge to innovation if it’s not adopted quickly,” Levy said. For Pablo R. Ros, professor and chairman of the radiology department at Case Western Reserve University and the University Hospitals of Cleveland Medical Center, workflow is certainly a linchpin consideration in the future of medical imaging. As the industry turns its eye toward managing, interpreting, and integrating the various streams of information comprising imaging data into better patient outcomes, the role of the clinician becomes one of absorbing and processing the depth of information available to him or her. The emergent field of radiomics, which maps imaging findings to laboratory results and genetic profiles, will further support the advancement of this integrated diagnosis, Ros said.

44 MEDICALDEALER | FEBRUARY 2017

Pablo R. Ros

“One of the potentials for the future is to have a radiologist or a diagnostician that will orchestrate all of these three areas, and basically say, ‘Give me the patient and I will give you perhaps the most tailored possible therapy.’ ” – Pablo R. Ros “One of the potentials for the future is to have a radiologist or a diagnostician that will orchestrate all of these three areas, and basically say, ‘Give me the patient and I will give you perhaps the most tailored possible therapy,’” he said. Ros doesn’t think the same appetite for advancement applies as much to the market for scanning devices themselves; in a world where “nobody really has high-end money anymore,” he said the indus-

try “is beginning to produce very solid workhorses” for the American market, just as it has done in those of emerging countries. Where manufacturers will make up the difference is in continuing to hybridize devices to facilitate highend, multimodal applications, and adding complementary imaging techniques to other areas of health care, like the operating room. “We still produce the Ferraris, but we produce more reliable, good, solid cars that don’t need much repairs,” he said. Equipment spending isn’t only down, but radiologists are being pushed to do more with less, and for less money. When the onus on health care professionals is more on “first-time right” diagnoses, manufacturers are responding with technologies that better facilitate decision support and overall efficiency of process, said Rob Cascella, CEO of Diagnosis and Treatment Business at Philips. “It puts a lot of pressure on equipment to communicate,” Cascella said. “The modality will really be taken for granted at some point. It will be the applications on the modality, the advanced acquisition, and the streamlined workflow, that will have to exist.” Cascella agrees with Ros that iterative advances in high-end equipment won’t be as attractive to purchasers as systems that support post-image-acquisition services and which create a value chain that make the experience “more predictable” to patients, especially in hub-and-spoke health networks. “I think the whole out-of-hospital market is thriving for things like

MEDICAL EQUIPMENT, PARTS & SERVICE

Rob Cascella

that,” Cascella said. “They want a gantry that works every day that is reliable and easy to use. Where the investment comes into play is going to be what you use with this daisy-chain of gantries to help your team of radiologists become much more efficient and more clinically appropriate.”

operation, or better disease quantification – basically expanding its functionality to meet the demands of the procedures it performs while improving workflow at the same time it improves detection and disease quantification capabilities. “A significant amount of R&D is going to how can we make equipment operate more efficiently,” Cascella said. “There’s [also] this whole notion of broader applications that are very disease-specific; a tremendous amount in that arena to make procedures easier to do with greater standardization and accuracy.” At the intersection of these specialties, Cascella agrees with Levy that the incorporation of AI within the interpretation and interrogation of images will aid the decision-support focus, using deep machine learning to improve dis-

“ No matter what the machine does, the radiologist should still provide the reason in terms of the interpretation. I think we have a long way to go to have the machine standardize what the radiologist is doing.” – Rob Cascella

That doesn’t mean that Philips isn’t working on advancing the technological sophistication of its gantries. Cascella said the company is placing a focus on “creating a gantry that changes the level of activity,” whether in terms of better dose management, more efficient

WWW.MEDICALDEALER.COM

ease recognition algorithms, and “turn[ing] data into wisdom.” Integrating computer-aided diagnostics with pathology data, imaging data, and genomic informatics allows providers to offer more precise personalized medicine; the radiomics of which Ros spoke.

The more interesting question that follows is, “When does the machine start to practice medicine?”

“We’ve developed a library of genomic algorithms, and there’s a bunch of informatics on the operating pathway side,” Cascella said, “while the other side of the shop is working on all the things to help the clinician get better at what they’re doing. This is so evolutionary that we’re right at the beginnings of this process.” The ultimate terminus of the conversation ends with the next fundamental question, which Cascella said is eventually posed by every radiologist with whom he interacts: “When is the machine going to replace me?” He says that if medical devices can be leveraged to “wring out the efficiencies of a radiology department,” then the role of a clinician changes, but it isn’t eliminated altogether. The more interesting question that follows is, “When does the machine start to practice medicine?” “No matter what the machine does, the radiologist should still provide the reason in terms of the interpretation,” Cascella said. “I think we have a long way to go to have the machine standardize what the radiologist is doing.”

MEDICALDEALER 45

AFFORD NEXT GEN EQUIPMENT

Retrieve Medical Equipment purchases retired imaging and biomedical equipment helping you turn the old into new.

CALL NOW

for quick offers and generous valuation

Service that Outperforms 330-573-5706 retrievemedicalequipment.com 46 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

WIDTH 7”

W E D E S I G N R E P L A C E M E N T PA R T S T H AT A R E

PRECISION ENGINEERED CareFusion Large Screen Front Case Assembly with Keypad for Alaris 8015 Infusion Pump part number TC10008335EBS

HEIGHT 4.5”

PROOF SHEET

Our parts are compatible with: PROOF APPROVED CHANGES NEEDED

CLIENT SIGN–OFF:

Visit: www.elitebiomedicalsolutions.com

Call: 1.855.291.6701 PLEASE CONFIRM THAT THE FOLLOWING ARE CORRECT LOGO PHONE NUMBER WEBSITE ADDRESS

SPELLING

GRAMMAR

WIDTH 7”

CONTRAST INJECTOR TRAINING

ON-SITE

PUBLICATION

MEDICAL DEALER

TECHNATION

BUYERS GUIDE

OTHER

ORTODAY

MONTH Operation and Service F

NOTES

Contrast Injector Training with a

100% Money-Back Guarantee!

“

HEIGHT 4.5”

AD SIZE HALF PAGE HORIZONTAL

DESIGNER: JL

Class is very hands-on and the training manuals and procedures are high quality. I highly recommend it. – Matt S.

”

www.MaullBiomedical.com | 440-724-7511 | steve@maullbiomedical.com WWW.MEDICALDEALER.COM

MEDICALDEALER 47

SLICE OF LIFE_Bobinski

By Dan Bobinski

KEEPING A WORKLIFE BALANCE T he beginning months of each year seem to be a common time for us to take inventory of our lives. As well we should. Research published by the Society for Industrial and Organizational Psychology reveals that employees with a good sense of work-life balance experience greater job satisfaction and have lower rates of turnover and absenteeism. So bring on the setting of both personal and professional goals, right? Of course. But, as with anything, we need to ensure balance. Sometimes people miss setting goals or routines in important facets of their lives. In his book, “The Seven Habits Of Highly Effective People,” the late Stephen Covey suggested we keep ourselves sharp by setting goals in four areas: physical, mental, spiritual, and social/emotional. Personally, I think that model is overgeneralized. Conversely, my personal mentor in the 1980s recommended I set goals in 14 areas. I thought that was too many. Consequently, over the years, I have toyed on and off with creating a user-friendly model that helps me categorize the practical facets of my life. My rules were simple. The model had to be easy to remember and it had to represent a wellbalanced life without being too 48 MEDICALDEALER | FEBRUARY 2017

Dan Bobinski Workplace Consultant

detailed nor to general. Nearly a decade ago I settled on a system that I think works well. It has held up and has proven to be practical, so about a year ago I began sharing it with my clients. I was surprised at how well-received it was. It’s like people were hungry for something like this, and many of them ate it up. I present it here in overview form in hopes that it will help people set goals to create a more balanced life. After all, I’ve never been to a funeral at which the deceased was praised for being stressed out about work. The idea behind any work-life balance system is to evaluate what’s

going on in our lives and then set goals or routines to maintain balance. In his “Seven Habits” book, Covey suggested we do weekly planning and daily adapting. In other words, we will be more effective if we look at the facets of our lives at least once a week and readjust our activities to match our priorities. To quote Covey, we shouldn’t prioritize our schedule, we should schedule our priorities. To make the model easy to remember, each facet starts with the letter F. They’re also in alphabetical order, in three basic groups: two facets start with the letters “fa,” two start with “fi” and three start with “fo.” Of course, what’s life without fun, so that last category wraps it all up. Here are the facets with a little explanation for each one. Feel free to modify them to your liking. It has to work for you or it won’t be useful. 1. FAITH .This facet is about your spiritual life. It doesn’t matter if you attend church seven days a week or if your faith has a humanistic flavor, pretty much everyone has a spiritual component in their lives. Goals or routines in this category should help you on your spiritual walk, such as attending services regularly or maybe participating more in ministry. They might also include reading books or attending studies that align with your spiritual perspective. MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

2. FAMILY & FRIENDS. This facet is

about your relationship with your family and others. Examples might include spending regular time with specific people or doing special activities with them throughout the year. 3. F INANCES. The financial facet can include everything from balancing your checkbook regularly to managing your investment portfolio or even estate planning. Anything having to do with finances can be placed in this category. 4. F ITNESS. This is a broad category that I use to address things related to mental, physical, and/or emotional health. Educational goals might go here (unless you’re a fulltime student – if so, see the next category). It might also include going regularly to the gym or even keeping a journal or diary. Dietary goals or routines also fall into this facet. 5. FORTE. This unique category has to do with wherever you spend most of your time. For many this is one’s job or career. In these cases, this category can be used for creating goals or routines that have to do with work projects or with professional development. For those who are full-time students, this category can be about accomplishing school projects. If a person’s forte is being a stay-at-home mom, this section can be used to create or monitor goals and routines related to being a great parent. 6. FORTRESS. This facet is about setting goals and routines regarding your residence, whatever that might be. It could include regular maintenance activities as well as remodeling goals. Even people livWWW.MEDICALDEALER.COM

ing in apartments have things that must be done to protect and maintain their Fortress. By the way, I happen to include car maintenance in this category, because when my car is in my garage, it’s in my fortress. I thought about creating a “Flywheels” category, but I’m not that big of a car nut, so I include cars here. 7. FOUNDATIONS. This category is about your involvement in community activities or civic organizations. It can include goals ranging from attending certain community events to participating in service clubs or being involved with government action committees. This facet will vary widely person-to-person. 8. FUN. This is the category I use for things like vacations, hobbies and concerts. Whatever a person classifies as “fun” that does not fit into the other categories can go here. To keep one’s life balanced, it’s a good idea to have goals and/or routines established in each of these categories. If this model appeals to you, give it a try. If it doesn’t work for you, I’m not offended, but I do recommend you find something that resonates and helps you reinforce a healthy work-life balance. DAN BOBINSKI is president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes on issues of team building to create excellent workplaces. He is also the author of numerous books, including the best-selling “Creating Passion-Driven Teams.” Reach him at dan@ workplace-excellence.com MEDICALDEALER 49 410002 INTERNATIONAL MEDICAL TechNation AD 09102015.indd 9/10/15 1 4:08 PM

Find The Medical Equipment You Need! Easily search 1,000s of listings online...

12 Watt Newstar And Lasercsope Holmium Lasers Requip Medical

Alcon Accurus ZRG

Anesthesia Syste Government Liquidation

GE 2005 LightSpeed 64 VCT CT PM Imaging

VCT Collimator 32 + 64 SliceDirectMed

Hospital Stretcher Government Liquidation

EQUIPMENT ADDED DAILY! MEDICALDEALER.COM

50 MEDICALDEALER | FEBRUARY 2017

With thousands of listings offered and more added daily, youâ&#x20AC;&#x2122;re sure to find exactly what you need. Medical Dealer offers reputable vendors and trusted reviews so that you can buy with confidence! MEDICAL EQUIPMENT, PARTS & SERVICE

POPULAR CATAGORIES INCLUDE: Anesthesia • Beds, Stretchers, and Furniture • Cardiology • Defibrillator • Endoscopy • Exam Equipment • Imaging • Isolation Equipment • Laboratory • Lasers • Medical Refrigerators/Freezers • Monitors/ICU/CCU • Neurology • Ophthalmology • Other Equipment • Parts • Physical Therapy • Pumps • Radiation Therapy • Respiratory • Sterilization • Surgical • Test Equipment

Philips BV ENDURA Coast2Coast

GE Logiq 400 PRN

AXIOM ARISTOS MX-VX Nationwide Imaging

BIOGRAPH TRUE POINT 40 Nationwide Imaging

OLYMPUS LUS Physicians Resource Network

Trumpf Saturn Operating Table Hilditch

Ziehm Vista Plus Coast2Coast

Four Way Float Table TowerMedical

VENDORS: START A FREE 90-DAY TRIAL TODAY!

See what’s new today and discover the difference!

MEDICALDEALER.COM The Simple Way To Buy, Sell And Review WWW.MEDICALDEALER.COM

MEDICALDEALER 51

THE OTHER SIDE_Fidele

By Jim Fidele

WE HAVE THE DATA I

am inspired by recent discussions about what we can learn from our Computerized Maintenance Management System (CMMS). Harnessing the data (and knowledge) buried in our CMMS system can provide meaningful information that is otherwise mostly anecdotal at this point. However, I know from the seminars I have taught on failure codes and AEM processes that convincing my peers is not an easy task.

I have had the privilege to work with Dr. Binseng Wang on a project we started back in 2007 to create a standardized set of codes in our CMMS to easily analyze how maintenance activities affect medical equipment reliability. We have attempted to help our peers embrace Evidence-Based Maintenance (EBM) to help justify utilizing our limited resources on important high-risk equipment (CT scanners, balloon pumps) and not on safety and performance checks on low-end to medium-risk equipment (manual blood pressure units and vital sign monitors). However, as recently as October 2016 when I presented this concept at the MD Expo in New England there is still considerable resistance to implementing a system to mine data from a CMMS and adopt EBM. I have been reflecting on why

52 MEDICALDEALER | FEBRUARY 2017

I have been having difficulty convincing my peers that they should adopt EBM at their facility. I remember it was challenging to get our committee members to adopt the failure codes. We had many meetings to decide how to do it, for a long time we made very little progress. What I found with my group was resistance to any idea that couldnâ&#x20AC;&#x2122;t be implemented perfectly. This is actually true for the dissenters who have attended some of the presentations I have given. They zero in on the lowest probability exception and thusly dismiss the entire concept. Finally, my committee decided to trial it and to make corrections as we learned more about the process. Even today, as my team has been utilizing the codes, I still review them and talk to my staff about their code selection. We are always learning and getting better at it. I think our industry needs to uncover the knowledge hidden in our databases. The tools now exist to aptly mine the information contained in our CMMS systems. Will it be perfect the first time you try? Probably not, but by working through the issues you will learn and eventually you will get the answer you want. We have been documenting our maintenance activities since the beginning of time, initially on paper

and now on computers. Technology has afforded us an opportunity that we have not really taken advantage of as an industry. When we were documenting on paper it would have been a monumental task to try to analyze our activities on a large scale, but today it should be easy. I understand that there are many different CMMS systems from complex programs that can manage all aspects of a technicianâ&#x20AC;&#x2122;s life to a simple Microsoft Access database or Excel file. The basic activity is still the same. There is an equipment list, and work activities on equipment are documented. Imagine what we can learn from this information if we take the time to analyze the data. Imagine how we could leverage this information to help influence change in medical equipment design and improve safety. To me, this activity makes us more valuable than checking an electronic thermometer to see if it still works. This is something the HTM community can do and we can help each other as needed. JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com

MEDICAL EQUIPMENT, PARTS & SERVICE

WWW.MEDICALDEALER.COM

MEDICALDEALER 53

LOGO

PHONE NUMBER

WEBSITE

SPELLINGPROOF GRAMMAR SHEET

ADDRESS

CHANGES NEEDED TRIM 3.25”

PROOF APPROVED

TRIM 3.25”

CLIENT SIGN–OFF:

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

SPELLING

GRAMMAR

TRIM 3.25”

“Serving Diagnostic Imaging Markets since 1989” Looking to buy or sell pre-owned

Looking to buy or sell pre-owned diagnostic imaging equipment? For over 25 years of sales and procurement diagnostic imaging equipment? expertise at your service contact Looking to buy or sell pre-owned expertise at your service contact

Equipment Listing: www.AMAasset.com

Contact: DickLane@AMAasset.com

PUBLICATION MEDICAL DEALER

TECHNATION

ORTODAY

IONBUYERS GUIDE OTHER TION LAL DEALER TECHNATION DEALER TECHNATION MONTH

SGUIDE GUIDE J

OTHER OTHER

M AA MM J J

ORTODAY ORTODAY

N N

TRIM 4.5”

860-674-0755 860-674-0755

TRIM 4.5” TRIM 4.5”

For overdiagnostic 25 years of sales and procureimaging equipment? 860-674-0755 Forexpertise over 25 yearsat of sales procurement ment yourand service contact

AD SIZE 1/4 Page Vertical

AD SIZE SIZE AD 1/4 Page PageVertical Vertical 1/4

NOTES

NOTES NOTES

: JR JL

54 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging is Everything We Do!™

SUPPORT THAT SUSTAINS. KNOWHOW THAT SAVES.™

REQUEST A QUOTE

CALL TOLL-FREE 1.866.818.9729 TO CONNECT WITH CLASSIC! ABOUT US

NEWS

REFURBISHED IMAGING SYSTEMS

REFURBISHED IMAGING PARTS

REQUEST A QUOTE

SIGNUP FOR E-ALERTS

REPLACEMENT IMAGING PARTS

LIVE CHAT CUSTOMER SERVICE

REFURB IS THE WORD™

Pricing for new and used medical imaging parts is just seconds away and available upon request for all modalities of radiological and biomedical equipment. Simply submit your request here, call us toll-free or connect immediately via live chat — any of our qualified Classic reps will quickly deliver a reliable quote.

FIRST NAME *

LAST NAME *

EMAIL *

PHONE *

OCCUPATION *

COMPANY *

ALL GE AMX IV/IV+ CORD REELS ON SALE

ADDRESS * ® Street Address

WE GET IMAGING. WHICH MEANS... WE GOT YOUR BACK. Classic supplies new, refurbished and used medical imaging equipment and parts to hospitals and service companies across the globe. We back the quality of our replacement imaging parts and refurbished imaging equipment with rigorous testing, free technical support and an industry-leading 120-Day Warranty for all in-house refurbished parts.

DOT MED CERTIFIED

DOT MED TOP 100

ASK ABOUT GE AMX TOTAL REFURBISHMENT

Apt, Suite, Bldg. (optional)

A WORLD LEADER IN TOTAL REFURB?

State / Province / Region

City

Postal / Zip Code

Country

MODALITY *

MANUFACTURER / MODEL *

YEP.

WATCH US REFURBISH A PROTEUS RAD ROOM

MANUFACTURER / MODEL / SERIES PREFERENCE

REQUEST A QUOTE

CHECKOUT OUR ONLINE CATALOG! REQUEST QUOTE

NAVIGATION

LEARN MORE ABOUT OUR REFURBISHED AMXIV+ WITH NEW DR UPGRADE CLASSIC DIAGNOSTIC IMAGING

Sitemap

First

Legal Terms

Last

1333 HIGHLAND RD. SUITE F

Company

MACEDONIA, OHIO 44056 FAX: 330.425.4400

PHONE: 866.818.9729

ISO 9001:2008 CERTIFIED

TRAINED IN SIX SIGMA

CDI-HalfPage-Q42016.indd 1

WWW.MEDICALDEALER.COM

10/7/16 12:49 PM

MEDICALDEALER 55

TRIM 4.5”

BUYING & SELLING pre-owned diagnostic imaging equipment dosen’t have to be a...

PAIN IN THE NECK TRIM 4.5”

Since 1987 We’ve Been Relieving The Pain

LENDING A HELPING HAND AT EVERY STEP.

All Manufactures & Modalities 508-559-9441 | www.InternationalXrayBrokers.com | admin@intxray.com

AD SIZE 1/3 Page Square 4.5”x4.5” We Buy, Recondition,

PUBLICATION MEDICAL DEALER

Diagnostic Solutions is a GUIDE customer serviceBUYERS based parts provider that specializes in MONTH and all imaging modalities manufacturers. Created to offer hospitals andJ ISO’s F aMcostA M effective and time saving solution for ordering imaging DESIGNER: JL replacement parts, equipment moves, ultrasound probe repair and on-site service.

TECHNATION

ORTODAY

& Sell Sterilizers, NOTES & Washing Equipment.

OTHER

WE SPECIALIZE IN: AMSCO/STERIS,GETINGE/CASTLE, BASIL, S O NFINN D AQUA, ELECTROSTEAM GENERATORS

We have the largest inventory of parts in the Midwest. • Reconditioned Eagle 3000 P/C Boards & New Power Supplies • AMSCO/Steris Printers & Printer Boards • Loading Cart Parts • Printer Paper and Ribbons

• Eagle 2000, 3000 & Century Pressure Transducers • Door Gaskets: AMSCO, Castle, Getinge, Finn Aqua • Steam Generator Heaters • And Many More Parts In Stock

MEDICAL TECHNOLOGIES CO. diagnostic-solutions.com

330.296.9729 56 MEDICALDEALER | FEBRUARY 2017

Toll Free: (800) 280-3220 (636) 343-8928 • Fax (636) 349-2262 6 Grandview Park Dr. Arnold, Missouri 63010

www.medical-technologies.com • email:MedTechl@Primary.Net

MEDICAL EQUIPMENT, PARTS & SERVICE

SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PRISON ENTREPRENEURSHIP PROGRAM

n the state of Texas, approximately 140,000 men are currently incarcerated in 100 different prison units, and finding ways to rehabilitate them once their debt to society has been paid is a daunting task. But for the past 12 years, the Prison Entrepreneurship Program (PEP) has been working to create an environment in which ex-convicts can thrive in their lives outside the jail walls. Since 2004, PEP has focused on serving men in Texas state prisons who are within three years of their release dates. Applicants must complete an intensive, 12-page form that asks about their backgrounds, requires them to disavow any gang affiliation, and explores their character at various levels. About a quarter of eligible inmates will apply, and about a quarter of those are accepted into the program. Convictions for sexual crimes can disqualify an applicant from participating. “We’ll accept any man into the program who we believe demonstrates a desire to change,” said Tony Mayer, PEP Chief Development Officer. The program operates from the perspective that ex-convicts have the social standing of modern-day lepers, and that by offering them business development training, the organization can give them the skills to sidestep institutions from which they may otherwise be disqualified. “If society’s not going to offer these guys a second chance, starting their own businesses is a way around that,” he said. “We’re [also] blessed in Texas WWW.MEDICALDEALER.COM

Mark Fishlock is seen with PEP participants within the Texas penal system.

with a lot of companies who are willing to be second-chance employers.” PEP is successful at its aims, too: within 90 days of release, 100 percent of the program participants are employed, Mayer said. The program served nearly 800 inmates in 2016 and just shy of 300 more men who were released that year. They typically find jobs in hospitality, warehousing, personal services, and construction work. PEP also places them in transitional housing centers that it operates in the Dallas and Houston areas for three to six months. PEP also offers a singular opportunity for the men it serves to enter an executive coaching program that is unlike any other rehabilitation effort of its kind. Part “SharkTank”-style pitch session, part business-school competition, it allows inmates to meet with corporate executives to develop

concepts for standalone businesses that they could conceivably launch on their own once released. It functions as the second phase of the program, which introduces prisoners to different men from the business world to help coach them up. “There’s a think tank piece, helping formulate the idea for their plan; then giving a two-minute pitch and getting help finalizing things, and then writing and putting it together,” Mayer said. “Then, a month later, a six- to seven-minute pitch, and they’re getting feedback and constructive criticism from a panel of executives.” The experience culminates in a daylong business competition through which 85 men are narrowed to a group of four who pitch their ideas to a large group of executives in a 12-minute form. Every panelist is given a notional $10,000 MEDICALDEALER 57

_Pay It Forward

28 members of the Prison Entrepreneurship Program pose for a photograph at the completion of their experience, which is designed to help them think through a business plan for life after their release.

with which to vote, and a winner is crowned from among the participants. The 2016 winner proposed a business performing offshore catering and laundry and grocery services for workers on oil rigs and work boats in the Gulf of Mexico – a fairly sophisticated proposal that impressed the judges not only for its intricacy but feasibility. “He’d worked as an executive steward for an offshore company, and he’s hoping to get back into that and rebuild his contacts and his network,” Mayer said. “He’s got some regulatory challenges that he’s got to get around, but there’s no reason for him to not start and try to build his business as soon as he can.” While most executives never had any contact with the men they meet through the program, Mayer said a few of them will make “fairly small investments” in some of the participants’ businesses; maybe $1,000 or $2,000. Others may find support for their ideas from microlending services like Kiva. But for those whose ideas still await their angel investors, PEP volunteer executives also provide valuable coaching experiences. 58 MEDICALDEALER | FEBRUARY 2017

PEP mentors like FOBI Medical marketing director Mark Fishlock say they participate in the program because of the opportunities it offers for them to have an impact on people who can most benefit from their volunteerism. “Some of the confidence and dignity necessary for these men to walk the path that PEP provides, all of that builds up,” Fishlock said. “But what good is it if you don’t have a way to use it? What PEP does is instead of saying, ‘Get your act together and move forward,’ they take these guys by the hand, give them a project, which is this business entrepreneurial program, and say, ‘You’ve got to think these things through.’ ” “These guys can walk out of this prison now, with a document in their hand that says, ‘I understand what it takes, at least in a theoretical way, to put together a thought process, start a business, and fund a business,’ ” Fishlock said. “When they go to get a job where they’re going back into business with a skill, they know more now than they did then.” Fishlock was a first-time mentor participating in the project recently. He said the experience gave him the oppor-

tunity of being involved in a long-term rehabilitative effort unlike any other. “PEP is teaching men how to behave, how to think differently, in society, for the rest of their lives,” Fishlock said. “I’m participating in a program now that is long-term.” Although PEP is exclusively in Texas at the moment, Mayer said the organization wants to grow its operations to be able to serve fully 10 percent of those inmates released annually from the state penal system. It has, however, inspired similar programs in Tennessee and Virginia; a developmental model is in the works in Illinois, and similar programs are gaining ground in the United Kingdom and Germany. But the program still needs operational support, whether through volunteers, financial contributions, or connections to second-chance employers. “Open that door of opportunity for a man who’s, in 95-percent of cases, going to be a top-notch employee,” Mayer said. MEDICAL EQUIPMENT, PARTS & SERVICE

TRY A SIMPLE

SOLUTION,

LET’S KEEP IT

SIMPLE ONE SOLUTION FOR ALL

YOUR ULTRASOUND NEEDS CAPITAL EQUIPMENT

PROBE REPAIR

NATIONWIDE SERVICE

TRAINING

24/7 TECHNICAL SUPPORT

CONTRACTS

GMI. GMI is the only choice for sales, service and support for all aspects of diagnostic ultrasound. Call us today or go online to learn more & see the difference.

1.800.958.9986 www.gmi3.com

PARTS

Extend the life of your Siemens medical imaging equipment ● Pre-owned tested parts up to 90% lower than OEM prices ● New and pre-owned x-ray tubes in stock ● DOA rate less than the OEM ● Engineer training courses

877.604.6583 | technicalprospects.com

WWW.MEDICALDEALER.COM

MEDICALDEALER 59

ADVANCING THE BIOMEDICAL/HTM PROFESSION

ABOUT MD EXPO Supported by CMIA, MD Expo returns to California after six years, bigger and better than ever. MD Expo has set the bar for HTM conferences for over 15 years by providing world-class educational sessions, top-flight networking opportunities and an exhibit hall filled with the latest technology, service and equipment options. It also provides opportunities for meaningful interactions with HTM thought leaders and peers from around the nation.

“Love this show where you can actually have a conversation!” Alison F., Director of Purchasing

EDUCATION OVERVIEW (Visit mdexposhow.com for class descriptions) SUNDAY, APRIL 9 9 am-4:30 pm CBET Review* David Scott, CABMET Certification Study Group Organizer, Children’s Hospital Colorado

2:30-4 pm Business Body Language - How to See the Real Message Manny Roman, Business Operations Manager, AMSP

1-4 pm Medical Imaging Modalities Introduction for Managers and Biomedical Engineers Dale Cover, President and Chief Operating Officer, Radiological Service Training Institute

MONDAY, APRIL 10 8-9:15 am Rapid Process Improvement of Project Planning & Coordination George Scarlatis, Biomedical Engineer VA Northern Indiana Healthcare System

1-2:15 pm Cybersecurity and Integrated Systems Management Assessment Strategies 101 A Panel Discussion Panel Members: Inhel Rekik, Clinical Engineering Manager at Georgetown University Hospital, Priyanka Upendra, Compliance Manager, Intermountain Healthcare, Benjamin Larson, Informatics Specialist, Atlantic Health Systems, Greg Scott, Director of Integrated Systems Management, Renovo Solutions. Moderator: Alan Moretti, Vice President, Renovo Solutions 2:30-4 pm Cybersecurity Case Study Presentations

Developing Deployment Competencies for HTM Services in Mergers and Acquisitions Perry Kirwan, Vice President - Technology Management, Banner Health Relationship Goals: Clinical Engineering & Nursing Departments Ken Scally, Account Executive, Exclusive Medical Solutions Alarm Management Strategies – The Journey to Support TJC NPSG and Beyond Izabella Gieras, Director, Clinical Technology, Huntington Hospital Maximizing Efficiencies and Saving Money = First Time Fix Jim Rickner, National Training Director, Conquest Imaging

“This was my First MD Expo and I think overall it was very well done. Everything was easy to find. The staff was great.” Vasilios F., Biomedical Specialist

9:45-11 am Emerging Trends in Healthcare Technology Management Jennifer Jackson, Director of Clinical Engineering & Device Integration, Cedars Sinai Health System The Customers Is Always Right! Right? - Understanding Your Customers Expectations Alan Moretti, Vice President, Renovo Solutions Comparing Compliance Requirements: TJC, DNV, HFAP Tobey Clark, Director, Technical Services Partnership, University of Vermont Minimizing Downtime and Service Costs Associated with MRI Coils Ted Lucidi, Technical and Clinical Specialist, Bayer MVS Introduction to Servicing the Sterrad NX Scope Reprocessor Neil Blagman, Product Engineer, RPI 11:30 am-12:45 pm Mitigating Fraud Risk: Using Analytics to Detect Potential Fraud of High-Value Assets Benjamin Larson, Informatics Specialist, Atlantic Health Systems

Irvine, California • April 9-11, 2017 PROUDLY SUPPORTED BY THE CALIFORNIA MEDICAL INSTRUMENTATION ASSOCIATION

NETWORKING

EDUCATION

EXHIBIT HALL

FUN

“I had a wonderful time. This was my first MD Expo experience and I hope to attend again. I really enjoyed the seminars and the chance to network.” Katherine C., Biomedical Equipment Technician

Cost of Service Ratio Comparison: A tale of two health care systems Douglas Dreps, Director Clinical Engineering, Mercy Hospital St. Louis and Dave Dickey, CHC, CCE, FACHE, Corporate Director, McLaren Clinical Engineering Services Women in Healthcare Technology Management Jennifer Jackson, Clinical Engineering & Device Integration Director, Cedars-Sinai Health System Izabella Gieras, Director, Clinical Technology, Huntington Hospital To Regulate or Not? Perspectives on FDA Regulation of Non-OEM Service David Anbari, VP and General Manager, Mobile Instrument Service and Repair Ventilator Maintenance for the Beginner to the Specialist Dustin Telford, Director of Clinical Engineering, earthMed The BMET/Imaging Split Within the Civilian Sector: Why it’s there, and how to bridge the gap? Robert C. Bell, Director of Education, Tri-Imaging Solutions, John Drew, VP of Operations, Tri-Imaging Solutions

TUESDAY, APRIL 11 Tuesday 8-9:15 am Keynote Presentation John D. Maurer, SASHE, CHFM, CHSP, Department of Engineering, The Joint Commission. 9:45-11 am IT Network Basics Wired vs. Wireless Edgardo Garcia Guel, CES Site Senior Manager, Banner Health An Enterprise Financial Structure for HTM Steve Vanderzee, System Director of Clinical Engineering, Advocate Healthcare ECRI Institute’s Top 10 Health Technology Hazards for 2017 Thomas Toczylowski, Managing Editor, Health Devices Alerts, ECRI Institute Considering All Service Options for Imaging Equipment: A Technology Managers Playbook Dustin Telford, Director of Clinical Engineering, earthMed Certification Renewal Requirements David Scott, CABMET Study Group Organizer, Children’s Hospital Colorado

11:15 am-12:30 pm Transforming the Healthcare Supply Chain with UDI-compliant Ultra High Frequency RFID Technology Lana Makhanik, COO, VUEMED Clinical Engineering’s Role in Major Construction and Renovation Projects Rodney Nolen, Central Region Manager, Clinical Engineering, University of Minnesota Health Are you just doing PMs? How to build a high-performing HTM Program Alan Koreneff, VP Clinical Engineering, Novant Health Compliance Does Mean Following the OEM Recommendations; Patient Safety is Our First Priority Dustin Telford, Director of Clinical Engineering, earthMed Development and Implementation of the Alternate Equipment Management (AEM) Program James Stewart, Operations Manager, Tech Knowledge Associates BMET Education and Internships for Career Changers Tobey Clark, Director, Technical Services Partnership, University of Vermont

Irvine, California • April 9-11, 2017

SLICE OF LIFE_Off the Clock

By Matt Skoufalos

OFF THE CLOCK BEN PRIDGEON B en Pridgeon describes himself as a country boy, with all the familiar trappings of one. Growing up in a small Southern town, he’s spent much of his life camping, hunting, fishing; anything outdoors. It was the way the family recreated, and remains a tradition he’s carried on with his sons.

Somewhere in his teenage years, Pridgeon took things to the next level, and started backpacking with only the basics – a sleeping mat, some fishing gear, a survival knife – and started staying for three nights to a week. Pridgeon grew up in Florida, and usually confines his adventures to a plot of family marshland. After a couple-hours hike into the wilderness, however, things can get quite eerie, he said. Friends have tried to convince him to tackle something out of his comfort zone, like the Appalachian trail, but for now, he’s sticking to the land he knows best, because that knowledge is one of the only things keeping him alive. “I have yet to try to get outside of an area or a territory that I know,” Pridgeon said. “This is my area and where I grew up. It’s my knowledge base.” Some times were better than others. Once, a weeklong outing marked the first time Pridgeon can remember ice forming along the swamps of the Sewanee River. Since he only eats what he can catch, the conditions made food difficult to come by. “It was somewhere in the 20s, and I remember not wanting to get my clothes wet, so I dropped down 62 MEDICALDEALER | FEBRUARY 2017

Ben and Carrie Pridgeon enjoy spending time outdoors and encourage their children to experience nature.

to my boxers, and broke ice barefoot to get into the water so I could fish,” Pridgeon said. “I fished for an hour that day, and caught one brim that was maybe the size of a dollar bill or half a dollar bill. As I brought it up, it flipped off the hook and got away.” Pridgeon ended up eating some gooseberries that time – think blueberries with a lot more seeds and a lot less juice – which he said “give you enough energy to get to the next bush, but that’s about it” and foraged roots. None of it tasted good, he said, but it replaced the energy he’d expended fishing, and set him up for the next day. “I’ve eaten some animals that live in trees and birds; I don’t think I’ve ever been lucky enough to kill a hog,” Pridgeon said. “After the third or fourth day you haven’t had that much to eat, you will boil feathers if you have to.”

In just two to three days of camping, Pridgeon said he’ll shed eight to ten pounds from walking, foraging, and exposure to the elements. One trip offered no game, 25-knot winds, and 20-degree weather, which he said introduces “the wait factor,” an aspect of the survivalist encounter that tests mental and emotional fortitude. Complicating matters, he suffered an injury early in the going. “I ended up cutting my finger pretty hard getting my lean-to set up,” Pridgeon remembered. “My knife was a little sharper than I expected, and it cut through very deep. Then I had to wrap it with leaves and grass, and it bled for a while.” Pridgeon knew his Jeep was about a half-a-day’s walk through thick swamp, but he wanted to press on. The next day, his wound continued to bleed, and he felt himself weakening from blood loss. For another day after that, when Pridgeon went without any food whatsoever, he started to feel vulnerable, like prey. The encounter was trying but also enlightening. “You’re in the swamp, you’re injured, there’s so much that can go on,” he said. “If you go in there either mentally or physically unprepared, it can be damaging. In putting myself in that situation, it’s sheer determination not to give up [that keeps me alive].” The trick, he’s found, is to keep his mind and hands occupied in between hunting and gathering. “You always have to stay busy, even if it’s making your lean-to bigger, softer,” Pridgeon said. “Staying busy, sheer determination, and MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 2.25”

_Off the Clock

IMAGING PARTS, SUPPORT & EQUIPMENT

YOUR KEY TO QUALITY MEDICAL IMAGING RESULTS

ED SLOAN & ASSOCIATES

a set time that I give myself out there, to say, ‘Ben, you just have to last until this.’ You always look for the opportunity, whatever it is, for food. If it’s a squirrel, a bird, you’ve got to be ready.” So why push himself to such unforgiving limits? Pridgeon says the discipline that survival in the wilderness requires helps him to appreciate the comforts of home. “It’s to see if you can do it,” he said. “I always like pushing myself to the limit. You definitely come back and you appreciate life; how easy we do have it.” Absent the amenities of modern life – cellphones, cars, food, technology – Pridgeon says he finds self-awareness and humility. The weakness that overtakes the body after going a day without food brings with it a realization that people live similarly in certain parts of the world, and that far more people lived the same way not very long ago. “It’s a realization that when you come home you’ve got a roof over your head,” Pridgeon said. “You go WWW.MEDICALDEALER.COM

inside, you lock your doors; you don’t have to worry about something coming in to physically eat you. I’ve run into bobcats. I’ve seen bears in the territory that I’ve been in. It’s intimidating knowing that something out there is that big.” To impart similar lessons on his children, Pridgeon takes them camping, too. The boys are younger, so he doesn’t push them to the same limits by which he tests himself, but the experiences build confidence and character, he said. Everyone has a role to play, from hunting for game to building shelter to keeping the fire going. The combination of challenges gives everyone opportunity for growth. “It’s them growing up; it’s us growing up together,” Pridgeon said. “This is life. This could be life. Any time for a teenager to come up realizing that they can fend for themselves is true growth. It’s a confidence booster when you can make it through a couple of nights relying on yourself.”

TRIM 9.75”

Everyone has a role to play when the Pridgeon family goes camping on family land in Florida.

Over 25 years of experience • 100,000+ sq. ft. facility • Stocked inventory of quality tested parts • Free Technical Support • 26 CT, MRI & XRAY QA bays • Hands-on training from industry professionals Find us on Facebook!

Email: sales@ed-sloanassociates.com Web: www.edsloanassociates.com Phone: 888-652-5974 Address: 101 Old Stone Bridge Road, Goodlettsville, TN 37072

MEDICALDEALER 63

MEDICAL EQUIPMENT, PARTS, SALES & SERVICE

64 MEDICALDEALER | FEBRUARY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

ALPHABETICAL INDEX

Advanced Ultrasound Elec./AUE………………… 17

Global Medical Imaging……………………………… 59

Pacific Medical…………………………………………………5

AIV Inc.…………………………………………………………… 32

Injector Support and Service, LLC……………… 65

Radon Medical LLC……………………………………… 54

ALCO Sales and Service………………………… 32, 65

InterMed Group………………………………………………3

Rayence Inc.…………………………………………………… 53

Ampronix……………………………………………………………7

International Medical

Retrieve Medical Equipment.…………………… 46

Asset Management Associates, LLC………… 54

Equipment & Service…………………………………… 49

RSTI Exchange……………………………………………… 24

Bio-Medical Equipment Service Co.…………… 54

International X-Ray Brokers……………………… 56

S.H. Medical Corporation…………………………… 55

Carolina Medical Parts……………………………………4

Interpower Corporation…………………………………2

Shared Imaging LLC……………………………………… 64

Classic Diagnostic Imaging………………………… 55

J2S Medical,LLC……………………………………………… 53

Soma Technology, Inc.………………………………… 24

Cool Pair Plus………………………………………………… 20

KEI Medical Imaging Services…………………… 65

Technical Prospects……………………………………… 59

Dedicated Imaging Solutions…………………… 20

Maull Biomedical Training, LLC………………… 47

Tenacore Holdings, Inc……………………………………6

Diagnostic Solutions…………………………………… 56

MedWrench………………………………………………… IBC

Tri-Imaging…………………………………………………………8

East Coast Medical Systems……………………… 17

Metropolis International…………………………… 46

USOC Medical………………………………………………… 11

Ed Sloan & Associates………………………………… 63

MTC/Medical Technologies Co. ………………… 56

X-Ray Parts, Inc……………………………………………… 17

Elite Biomedical Solutions………………………… 47

Multi Diagnostic Imaging Solutions…………BC

PROOF APPROVED

CHANGES NEEDED PROOF APPROVED

CLIENT SIGN–OFF:

PROOF SHEET

CHANGES NEEDED

CLIENT SIGN–OFF:

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

TRIM 2.25”

KEI Med PARTS is Direct You need it? We send it!

from KEI inventory direct to your site

MRI and CT Parts Philips • Picker Marconi • Siemens

Bed & Stretcher Parts Wheelchair Parts • Casters

SPELLING

INJECTOR SUPPORT & SERVICE TRIM 4.5”

TRIM 4.5”

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

Call (512) 477-1500 Any time. Any Day. Save Time. Save Money.

Med

WWW.MEDICALDEALER.COM

800.323.4282 www.alcosales.com

GRAMMAR

TRIM 2.25”

NEW • RECONDITIONED• REPAIR

Need Tech Support and Part Installation, too? We provide Efficient, Expedited Service!

www.keimedparts.com

PROO

888.667.1062 www.injectorsupport.com

MEDICALDEALER 65

CATEGORICAL INDEX ANESTHESIA Soma Technology, Inc.………………………………… 24 ASSET MANAGEMENT Shared Imaging LLC……………………………………… 64 BIOMEDICAL AIV Inc.…………………………………………………………… 32 Elite Biomedical Solutions………………………… 47 Global Medical Imaging……………………………… 59 InterMed Group………………………………………………3 Maull Biomedical Training, LLC………………… 47 Retrieve Medical Equipment.…………………… 46 USOC Medical………………………………………………… 11 CARDIOLOGY RSTI Exchange……………………………………………… 24 COMPUTED TOMOGRAPHY Classic Diagnostic Imaging………………………… 55 Carolina Medical Parts……………………………………4 Dedicated Imaging Solutions…………………… 20 East Coast Medical Systems……………………… 17 Ed Sloan & Associates………………………………… 63 International Medical Equipment & Service…………………………………… 49 KEI Medical Imaging Services…………………… 65 Metropolis International…………………………… 46 Retrieve Medical Equipment.…………………… 46 RSTI Exchange……………………………………………… 24 Technical Prospects……………………………………… 59 Tri-Imaging…………………………………………………………8 CONTRAST MEDIA Injector Support and Service, LLC……………… 65 Maull Biomedical Training, LLC………………… 47 DIAGNOSTIC IMAGING Injector Support and Service, LLC……………… 65 Multi Diagnostic Imaging Solutions…………BC Shared Imaging LLC……………………………………… 64 ENDOSCOPY J2S Medical,LLC……………………………………………… 53 S.H. Medical Corporation…………………………… 55 GENERAL ALCO Sales and Service………………………… 32, 65 RSTI Exchange……………………………………………… 24 IMAGING Cool Pair Plus………………………………………………… 20 Injector Support and Service, LLC……………… 65 IMAGING/PARTS Ampronix……………………………………………………………7 Diagnostic Solutions…………………………………… 56 InterMed Group………………………………………………3 Technical Prospects……………………………………… 59 Tri-Imaging…………………………………………………………8 INFUSION THERAPY AIV Inc.…………………………………………………………… 32 Elite Biomedical Solutions………………………… 47 J2S Medical,LLC……………………………………………… 53 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 54 Tenacore Holdings, Inc……………………………………6

66 MEDICALDEALER | FEBRUARY 2017

MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 17 Ampronix……………………………………………………………7 Bio-Medical Equipment Service Co.…………… 54 Soma Technology, Inc.………………………………… 24 Technical Prospects……………………………………… 59 Tenacore Holdings, Inc……………………………………6 MRI Carolina Medical Parts……………………………………4 Classic Diagnostic Imaging………………………… 55 Carolina Medical Parts……………………………………4 Cool Pair Plus………………………………………………… 20 Dedicated Imaging Solutions…………………… 20 East Coast Medical Systems……………………… 17 Ed Sloan & Associates………………………………… 63 International Medical Equipment & Service…………………………………… 49 KEI Medical Imaging Services…………………… 65 Retrieve Medical Equipment.…………………… 46 RSTI Exchange……………………………………………… 24 NUCLEAR MEDICINE Global Medical Imaging……………………………… 59 International X-Ray Brokers……………………… 56 RSTI Exchange……………………………………………… 24 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 54 J2S Medical,LLC……………………………………………… 53 Pacific Medical…………………………………………………5 Tenacore Holdings, Inc……………………………………6 USOC Medical………………………………………………… 11

Multi Diagnostic Imaging Solutions…………BC Pacific Medical…………………………………………………5 Radon Medical LLC……………………………………… 54 Shared Imaging LLC……………………………………… 64 USOC Medical………………………………………………… 11 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 17 AIV Inc.…………………………………………………………… 32 ALCO Sales and Service………………………… 32, 65 Classic Diagnostic Imaging………………………… 55 Carolina Medical Parts……………………………………4 Classic Diagnostic Imaging………………………… 55 Dedicated Imaging Solutions…………………… 20 Diagnostic Solutions…………………………………… 56 Ed Sloan & Associates………………………………… 63 Elite Biomedical Solutions………………………… 47 Global Medical Imaging……………………………… 59 International Medical Equipment & Service…………………………………… 49 KEI Medical Imaging Services…………………… 65 MTC/Medical Technologies Co. ………………… 56 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 54 Soma Technology, Inc.………………………………… 24 Technical Prospects……………………………………… 59 X-Ray Parts, Inc……………………………………………… 17 STERILIZERS MTC/Medical Technologies Co. ………………… 56 SURGICAL S.H. Medical Corporation…………………………… 55

POWER SYSTEM COMPONENTS Interpower Corporation…………………………………2

TELEMETRY J2S Medical,LLC……………………………………………… 53

PROBES/PROBE REPAIR Global Medical Imaging……………………………… 59

TUBES/BULBS International Medical Equipment & Service…………………………………… 49 Technical Prospects……………………………………… 59

ONLINE RESOURCES MedWrench………………………………………………… IBC ULTRASOUND SYSTEM REPORT J2S Medical,LLC……………………………………………… 53 RADIOLOGY Asset Management Associates, LLC………… 54 International X-Ray Brokers……………………… 56 InterMed Group………………………………………………3 Maull Biomedical Training, LLC………………… 47 Metropolis International…………………………… 46 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 54 Rayence Inc.…………………………………………………… 53 RSTI Exchange……………………………………………… 24 Technical Prospects……………………………………… 59 X-Ray Parts, Inc……………………………………………… 17 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 17 AIV Inc.…………………………………………………………… 32 ALCO Sales and Service………………………… 32, 65 Ampronix……………………………………………………………7 Bio-Medical Equipment Service Co.…………… 54 Carolina Medical Parts……………………………………4 Classic Diagnostic Imaging………………………… 55 Carolina Medical Parts……………………………………4 Cool Pair Plus………………………………………………… 20 Dedicated Imaging Solutions…………………… 20 Ed Sloan & Associates………………………………… 63 Elite Biomedical Solutions………………………… 47 Global Medical Imaging……………………………… 59 Injector Support and Service, LLC……………… 65 KEI Medical Imaging Services…………………… 65

ULTRASOUND Advanced Ultrasound Elec./AUE………………… 17 AIV Inc.…………………………………………………………… 32 Diagnostic Solutions…………………………………… 56 InterMed Group………………………………………………3 Retrieve Medical Equipment.…………………… 46 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 17 Global Medical Imaging……………………………… 59 InterMed Group………………………………………………3 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 17 VIDEO Multi Diagnostic Imaging Solutions…………BC X-RAY Classic Diagnostic Imaging………………………… 55 Carolina Medical Parts……………………………………4 Diagnostic Solutions…………………………………… 56 Rayence Inc.…………………………………………………… 53 Retrieve Medical Equipment.…………………… 46 Tri-Imaging…………………………………………………………8 X-Ray Parts, Inc……………………………………………… 17 X-RAY PARTS Asset Management Associates, LLC………… 54 Technical Prospects……………………………………… 59 X-Ray Parts, Inc……………………………………………… 17

MEDICAL EQUIPMENT, PARTS & SERVICE

HAVE A MEDICAL EQUIPMENT QUESTION

? ASK THEM HERE!

The Medical Product Support Network. Check us out on your mobile device!