Medical Dealer - March 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

MARCH 2017 | WWW.MEDICALDEALER.COM

TIGHTENING UP

THE CHAIN With the looming threat of ACA

FIND YOUR PREFERRED VENDOR

repeal/reform and uncertainty over trade agreements, how are providers approaching value-based purchasing?

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TIGHTENING UP

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CONTENTS_Features 48 TIGHTENING UP THE CHAIN

Supply chains can account for up to 40 percent of the overall budgets of health care institutions and can be the cloudiest part of the financial picture at any hospital group. Medical Dealer shares expert tips and advice on how to generate cost savings and thrive in the ever-shifting health care landscape.

54 USOC BIO-MEDICAL SERVICES

USOC Bio-Medical Services is a leader in the third-party repair industry with a laser focus on quality and patient safety.

The company continues to grow without losing sight of its core values of quality, integrity and innovation.

Medical Dealer (Vol. 20, Issue #3) MARCH 2017 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2017

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MEDICALDEALER 11

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

14 News & Notes 21 AAMI 2017 22 People on the Move 25 OEM Updates

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

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

MARKET ANALYSIS Imaging: Cardiac Imaging 31 Market Analysis 32 Product Showroom 36 Preferred Vendors Med/Surg: Patient Monitors 39 Market Analysis 40 Product Showroom 45 Preferred Vendors

SLICE OF LIFE 60 Dan Bobinski 62 The Other Side 66 Pay It Forward

Kim Callahan

Circulation

Lisa Cover Laura Mullen

Web Department Taylor Martin Adam Pickney Cindy Galindo

Proud supporters of

70 Marketplace 72 Categorical Index 74 Alphabetical Index

Shop multiple vendors in a single online marketplace. www.medicaldealer.com

12 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_News and Notes

Staff Reports

VARIAN ANNOUNCES SUCCESSFUL SEPARATION OF IMAGING COMPONENTS BUSINESS Varian Medical Systems has successfully completed the “We are very pleased that we were able to complete separation of its Imaging Components Business, which is this successful separation and create two strong indenow established as Varex Imaging Corporation. The trans- pendent companies,” said Dow Wilson, CEO of Varian action was completed via a distribution of Varex stock to Medical Systems. “Varian is now focused exclusively Varian stockholders of record on January 20, 2017. on expanding its position as the leader in systems and Under the terms of the separation, Varian stockholdsoftware for the treatment of cancer. As a cancer-fighters received 0.4 shares of Varex for every one share of ing company we are increasing our efforts to make Varian they held as of the record date of January 20, 2017. the treatment of cancer more effective, affordable and Varex shares were distributed at 12:01 PT on January 28, accessible for patients around the world.”

2017 in a distribution that is intended to be tax-free for Varex is focused on being a high-volume manufacU.S. federal income tax purposes. Varian has approxiturer of X-ray tubes, flat panel detectors and high-voltmately 94 million shares outstanding and Varex has apage connectors as well as a supplier of imaging softproximately 38 million shares outstanding. In connection ware and specialized accelerators for high-energy with the separation, Varian received a $200 million cash X-ray imaging. • payment from Varex.

CHECK-CAP ENROLLS PATIENT IN TRIAL Check-Cap Ltd., a clinical stage not require bowel preparation, which medical diagnostics company is a significant obstacle to screening. developing a capsule-based system Designed to improve the patient for preparation-free, colorectal experience and maximize the number cancer (CRC) screening, has anof people who complete screening, nounced the enrollment of the first C-Scan works in concert with the patient in its multi-center study of natural functioning of the colon, and the C-Scan system in support of its does not require sedation or changes CE Mark submission. to diet and normal daily activities.

C-Scan employs proprietary, ulThe current multi-center, protra-low-dose X-ray technology in an spective trial, designed to demoningestible capsule to create a 3D map strate the safety and clinical perforof the inner colon to detect polyps, mance of C-Scan, will evaluate polyp which may be, or may become, candetection as compared to colonoscocerous. Unlike existing imaging mopy. Check-Cap expects to submit for dalities, Check-Cap’s approach does a CE Mark in the first half of 2017. •

14 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

DEDICATED IMAGING SOLUTIONS EXPANDS SERVICES Dedicated Imaging Solutions has announced the addition of a 12x 16 channel GE MRI QA Bay for testing parts and coils. This addition will help Dedicated Imaging Solutions reach the needs of its growing customer base.

“Quality parts and service is, and has always been, our main focus and having the capability to test MRI parts and coils is going to further support this,” says Chad Fowlkes, Owner/Chief Manager. “Having the QA Bay will allow us to offer customer repairs as well.”

In addition to the new QA Bay, Dedicated Imaging Solutions offers GE CT and GE MRI training with some of the most qualified and experienced instructors in the industry.

Dedicated Imaging Solutions was created to provide dependable, cost-effective solutions that exceed customer expectations in the medical imaging marketplace.

“Our mission is to provide our customers with real time solutions to their medical imaging needs and to provide refurbished medical imaging parts and equipment that exceed industry standards,” according to the Dedicated Imaging Solutions website. •

ECRI INSTITUTE JUMPSTARTS SAVINGS FOR HOSPITALS DURING MERGERS AND ACQUISITIONS The No. 1 reason hospital mergers or acquisitions don’t make it? Failure to integrate. A precursor to any successful integration is a systematic review of contract portfolios and equipment inventories.

Unfortunately, many hospitals don’t have the resources to perform a complete assessment in these areas – essentially risking millions of dollars in potential savings and inadvertently creating new safety and quality risks.

ECRI Institute has announced a mergers and acquisitions service that empowers new hospital alliances to control their spending and plan for the future by eliminating waste and redundancy in medical-surgical supplies and capital medical equipment.

For supplies, ECRI Institute identifies the greatest opportunities for savings by negotiating to the lowest price available. For example, by analyzing purchase order histories and pricing data for merging organizations, ECRI Institute’s price parity reports identified $3.2 million in potential savings for one transaction, and nearly $1.3 million for another.

ECRI experts highlight product categories with significant overlap and compare them to the categories that will require product conversion.

“With supply costs set to eclipse labor costs in just a few years, hospitals can use ECRI Institute’s independent benchmarking capabilities and market analytics to negotiate the best pricing and deepest discounts from their suppliers,” says Timothy Browne, director of ECRI Institute’s PriceGuide service.

For capital equipment, ECRI Institute’s new service reduces expenditures by helping newly merged health systems develop a data-driven predictive replacement plan for equipment acquisition, replacement, and redeployment.

Based on clinical, safety, operational, and obsolescence criteria, the plan focuses on maximizing use of existing medical equipment and expanding capital availability in key technology areas such as radiology, surgery, and cardiology.

In the case of one hospital system that was preparing to put itself on the market, ECRI Institute uncovered $6.7 million of potential capital savings from the redeployment, replacement, and retirement of key technologies over a 12-month period. •

For information, call 615-357-0261 or email sales@dedicatedis.com.

To learn more about ECRI Institute’s hospital mergers and acquisitions service, visit www.ecri.org/merger.

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MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

REPORT: CT SYSTEMS REACHES $4.9 BILLION According to Kalorama Information, the global medical computed tomography (CT) systems market is valued at $4.9 billion for 2016. The growing number of clinical applications for CT, coupled with an aging population with significant diagnostic needs, along with a growing incidence of chronic disease, is propelling the market for the modality. The health care market research firm’s report, “Computed Tomography Markets,” focuses on the worldwide market, providing market size and forecasts.

“Among all medical imaging systems, CT scanners are expected to be the fastest growing imaging equipment segment,” said Bruce Carlson, Publisher of Kalorama Information. “Technological developments in the last decade have made it possible to acquire very high quality images in a very short time.” • The report is available at Kalorama Information www.kaloramainformation.com.

IBM WATSON HEALTH ANNOUNCES COLLABORATION TO STUDY THE USE OF BLOCKCHAIN TECHNOLOGY IBM Watson Health has signed a research initiative with the U.S. Food and Drug Administration aimed at defining a secure, efficient and scalable exchange of health data using blockchain technology. IBM and the FDA will explore the exchange of owner mediated data from several sources, such as Electronic Medical Records, clinical trials, genomic data, and health data from mobile devices, wearables and the “Internet of Things.” The initial focus will be on oncology-related data.

Transformative health care solutions are possible when health care researchers and providers have access to a 360-degree view of patient data. Today, patients have little access to their health data and cannot easily share with researchers or providers. Giving patients the opportunity to share their data securely, for research purposes or across their health care providers, creates opportunities for major advancements in health care. Blockchain technology, which enables organizations to work together with more trust, is designed to help make this a reality.

By keeping an audit trail of all transactions on an unalterable distributed ledger, blockchain technology establishes accountability and transparency in the data exchange process.

IBM and the FDA will explore how a blockchain framework can potentially provide benefits to public health by supporting important use cases for information exchange across a wide variety of data types, including clinical trials and “real world” evidence data.

The collaboration will also address new ways to leverage the large volumes of diverse data in today’s biomedical and health care industries. A secure owner-mediated data sharing ecosystem could potentially hold the promise of new discoveries and improved public health.

The initiative with the FDA is a two-year agreement. IBM Watson Health and the FDA plan to share initial research findings in 2017 •

16 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

MR SOLUTIONS OFFERS CRYOGEN-FREE SYSTEMS The high field Flexiscan and Poweronly 8 square meters. scan cryogen-free systems from MR The cryogen-free dry magnet Solutions have a compact design and technology requires no helium and are simply wheeled in and connectis almost four times lighter than wet ed to the mains and other services magnet technology, meaning that to provide state-of-art imaging. no floor reinforcement is necessary.

The capital and running costs are MR Solutions’ magnet technology insubstantially less than a larger, wet cludes superconducting wire which magnet system. eliminates the need for a bulky heliWith a magnet weight of less um cooling system and external vent. than 350 Kg for the 7T cryoThe height of the system is a 138 cm. gen-free preclinical imaging “We have been able to design system and magnet dimensions of our 3T to 9.4T Flexiscan and Pow88 cm x 82 cm width, for site plan- erscan systems within a compact ning purposes, the recommended footprint where the availability of minimum space requirement is space has been a problem for many

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of our clients,” MR Solutions CEO David Taylor said. “Our new scanners can fit into relatively small spaces and in close proximity to other preclinical imaging technologies as they have a stray field of only a few centimeters.”

MR Solutions has also pioneered multi-modality imaging which dispenses with the need for separate systems. PET-MRI or SPECT-MRI imaging either for independent acquisition, sequential acquisition, or simultaneous acquisition can be added to the MRI system for multi-modality imaging. •

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

Staff Reports

MRICOILREPAIR.COM MOVES MRIcoilrepair.com has been a division of Creative Foam Medical Systems, headquartered in Bremen, Indiana, since it’s inception in 2005.

Having shared a space within Creative Foam Medical System’s Manufacturing Facility, MRIcoilrepair.com is ready to spread out due to growth and new opportunities in the refurbishment and replacement of MRI coils, patient positioning pads and other imaging equipment.

The latter half of 2016 was spent renovating a 20,000-square-foot facility, just a few miles from the CFMS location, into a brand new state-of-the-art refurbishment and repair facility that will serve as the new permanent home of MRIcoilrepair.com.

“We are excited for the ease at which this new facility will enable us to not only serve our customers’ wide variety of needs, but also to explore new frontiers to relieve the stress of repair and refurbishment of your MRI equipment,” according to an email announcing the news.

The company began operating at its new location on January 23. The new address is 510 East Second Street, Bremen, IN 46506. The new phone number is 574-413-6862.

MRIcoilrepair.com is not leaving Creative Foam Medical Systems. The company’s billing and accounting will still be handled through Creative Foam Corporation. Creative Foam Medical Systems will still operate at 405 Industrial Drive in Bremen. •

PARTSSOURCE EARNS ISO 9001:2015 CERTIFICATION PartsSource has announced receipt of the ISO 9001:2015 certification after successfully completing a yearlong project to pass the requirements of the new quality standard.

“This certification validates the strength of the quality management system in place at PartsSource, its commitment to continuous improvement and the company’s customer-centric focus,” according to a press release.

As an early adopter, PartsSource achieved the latest ISO certification 22 months in advance of the deadline.

“PartsSource was ahead of the game for meeting ISO’s requirements,” said Jina Tweed, Vice President of Quality Assurance. “The evaluation process to achieve this new certification can be a long one, but PartsSource moved quickly and aggressively to be among one of the first companies to bring this level of certification to our customers.”

“The commitment to ISO further validates the multi-layered quality assurance strategy the company

18 MEDICALDEALER | MARCH 2017

has had in place for some time,” according to the press release. “PartsSource customers benefit from numerous quality programs including the extensive use of key performance indicators and the application of a patented Supplier Ranking Module built into its proprietary order management system.”

“Every day we are relentless in our efforts to drive better evidence-based procurement outcomes for our customers,” said Philip Settimi, MD, President and Chief Executive Officer at PartsSource. “Everything we do is driven by data and enabled by our technology. The ISO 9001:2015 certification further validates that our business processes, information systems and employee training are all aligned to give our customers a single destination to access four million SKUs and the absolute assurance they’re receiving the highest quality products and services from PartsSource.” • For information, visit www.partssource.com

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

ZETTA MEDICAL TECHNOLOGIES PARTNERING FOR PATIENT SAFETY WITH ZIA Zetta Medical Technologies announces the release of its iterative reconstruction solution that enables the use of low-dose CT protocols for CT scanners. Zia is a vendor neutral product and is compatible with CT equipment from the major manufacturers. Zia utilizes standard DICOM communications protocol to receive low-dose images, processes it and automatically transfers the enhanced images to PACS. Zia was developed by Zetta to help its customers and partners obtain their goals with patient safety at an affordable cost.

Zia will be joining Zetta’s suite of creative software solutions designed and developed with hospitals and imaging centers in mind. •

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MEDICALDEALER 19

Reimagine what’s possible

Even more resourceful for you www.allpartsmedical.com

20 MEDICALDEALER | MARCH 2017

With expanded services, support, and training we’re able to be an even more valuable resource for you.

To make your job easier, we now cover more types of manufacturers and more types of imaging systems. Because we’re part of Philips, we can do more than ever to help you and the people who rely on you. Count on us to enhance the great experience you’ve come to expect over the past 10 years.

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

AllParts Medical, a Philips company

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_AAMI 2017

Staff Reports

INNOVATE, CONNECT, ADVANCE AT THE AAMI 2017 CONFERENCE & EXPO

A

AMI 2017 Conference & Expo attendees can expect an enhanced experience this year with interactive sessions and more opportunities to network and learn from peers.

AAMI 2017 will offer more than 50 education sessions and panels ranging from 30 minutes to 60 minutes and consisting of about 100 speakers. Topics include patient safety, C-suite interactions, best practices in healthcare technology, new technologies and innovations, trends in HTM, and cross-collaboration between nurses, technicians, and others.

This year’s conference offers a strong slate of general session speakers who will give practical advice that health care professionals can take back to their facilities. Dr. J. Randall Moorman, MD, who currently serves as a professor of medicine, biomedical engineering and molecular physiology and biological physics at the University of Virginia, will kick off the conference with an opening presentation June 10. Dr. Kevin Fu’s presentation at the Dwight E. Harken Lecture will focus on medical devices and cybersecurity. In addition, George Mills, the director of the Department of Engineering at The Joint Commission, will be back to provide an update on accreditation activities.

The Interoperable Experience in Patient Safety will return in 2017, offering an expanded interactive exhibit along with presentations discussing different aspects of interoperability and showcasing products used in the Experience. If you are interested in being part of the WWW.MEDICALDEALER.COM

Experience, please contact Wil Vargas at wvargas@aami.org or Deborah Reuter at dreuter@aami.org.

As in years past, the conference will offer opportunities for networking and personal development in the career center. This year, there will be more communal spaces where people can gather and network.

Among those encouraged to attend the AAMI 2017 Conference & Expo are biomedical equipment technicians, clinical engineers, biomedical engineers, hospital information technology specialists, nurses, technology consultants, wireless experts, and other technology-oriented professionals.

The AAMI 2017 Conference & Expo will be held June 9-12 at the Austin Convention Center in Austin, Texas. For more information, go to www.aami.org/ac.

AAMI 2017 Highlights Advance your personal development by attending more than 50 education sessions offered over three days.

Engage with more than 200 of the world’s leading medical equipment manufacturers and service providers during expanded exhibit hours. Free one-day expo-only registration is available.

Celebrate AAMI’s last five decades at the AAMI’s 50th Anniversary & Appreciation Reception on Sunday, June 11 from 6-8 p.m.

AAMI 2017 will also offer several other networking opportunities that will allow individuals to connect with the more than 2,300 healthcare technology management professionals in attendence.

Register by March 20 and save.

Visit www.aami.org/ac/registration!

MEDICALDEALER 21

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field HIMSS President and CEO H. Stephen Lieber announced his intention to retire from the Healthcare Information and Management Systems Society by end-2017, a post he has held since April 2000. The Chicago, Illinois-based nonprofit has contracted with executive search firm Egon Zehnder to develop candidates for Lieber’s replacement, and expects to have its new head in the fold by the summer of 2017. Lieber holds honorary life memberships at the American Hospital Association and the American Society of Healthcare Risk Management, and serves on the Board of Directors of HIMSS and its related corporations. He is among the founders of the federally funded interoperability groups: the Certification Commission for HIT and the Health Information Technology Standards Panel.

Wright Lassiter III is the new president and CEO of the Henry Ford Health System of Detroit, Michigan. Lassiter has been its system president since December 2014, and ascended to his new position as part of a planned transition subsequent to the retirement of Nancy Schlichting at the end of 2016. He is the former CEO of the Alameda Health System in Oakland, California, and serves on the board of the American Hospital Association, America’s Essential Hospitals, and the Federal Reserve Bank of Chicago – Detroit Branch. Lassiter holds a master’s degree in healthcare administration from Indiana University and a bachelor’s degree in chemistry from LeMoyne College in Syracuse.

22 MEDICALDEALER | MARCH 2017

David Bailie is the new CMO and Chairman of the Surgeon Advisory Board for Integrated Endoscopy of Rancho Santa Margarita, California. The founder and president of the Arizona Institute for Sports, Knees and Shoulders, Bailie has nearly 30 years of experience in orthopedic surgery, including as team physician for national professional sports teams.

West Health of San Diego, California named executive vice-president Timothy A. Lash its Chief Strategy Officer. Lash will also continue as executive vice president of successful aging for West Health and president of the West Health Policy Center. Lash joined the company in 2013, having previously held leadership roles at Johnson & Johnson and elsewhere. He holds an MBA from the NYU Stern School of Business and bachelor’s degree in biology from Union College.

Alain Beaudet, president of the Canadian Institutes of Health Research (CIHR) of Ottawa, Ontario, Canada, will retire from his position in March 2017.

Beaudet led Canada’s Strategy for Patient-Oriented Research, reformed the CIHR open programs and peer review processes, and serves as the board chair for the Global Alliance for Chronic Diseases. His position will be filled by appointment.

ResMed of San Diego, California has named Carlos M. Nunez, MD its Chief Medical Officer. Nunez joined ResMed from Becton, Dickinson, and Company, where he was senior vice president of medical affairs. Nunez has 20 years of medical leadership experience, including positions with the Optum division of United HealthCare Group, CareFusion, and healthcare informatics company Picis. Current ResMed CMO Glenn Richards will become medical director for its product development teams.

Brian Delphia has been named VP of Imaging Support and Operations for Nationwide Imaging Services of Manasquan, New Jersey. The 11-year industry veteran will help expand Nationwide’s service department.

Anthony Medigo has been named Vice President of Cardiovascular Solutions at Siemens Healthineers North America of Malvern, Pennsylvania. Medigo joined the company in 2016 from Cardiovascular Systems Inc., where he was its Northeast Regional Director of Sales; he has also held sales leadership positions with AccessClosure and Boston Scientific. Siemens Healthineers North America has also named Hanno Dotzel its VP of Radiation Oncology. Dotzel will head up marketing, sales, and collaborations for the company’s CT, MR, and PET-CT radiation therapy portfolio. Dotzel has been with the company since 2007, having held various roles.

MEDICAL EQUIPMENT, PARTS & SERVICE

_People On The Move

Kristen Pugh has been named vice-president of advocacy and government relations for MemorialCare Health System of Los Angeles, California. Pugh has more than 20 years’ experience in government and community strategies locally, statewide, and nationally. Her role also will include publicity for Miller Children’s & Women’s Hospital Long Beach and identify opportunity to support the unique services it offers.

MedNet Solutions of Minnetonka, Minnesota has named Derek Gamber its VP of Sales, Marci Mogg its VP of Technical Project Operations, and Rob Lovinger its Senior Director of Marketing and Business Development.

A leadership shakeup prompted by the retirement of Robert J. Henkel, EVP of Ascension and President-CEO of Ascension Healthcare, will lead to a trio of changes for the St. Louis, Missouri-based health care organization. Effective July 1, Henkel will yield both posts to Patricia A. Maryland, who is currently President of Healthcare Operations for Ascension Healthcare. Maryland will assume responsibility for strategy and operations of the 141-hospital, 2,500-site network.

Rev. Dennis H. Holtschneider, the 13-year President of DePaul University in Chicago, will become Ascension’s EVP and COO, overseeing its national strategy and advocacy functions as well as its subsidiaries, Ascension Information Services and the Ascension Ministry Service Center. Holtschneider will also relinquish his chairmanship of the Ascension Board of Directors. Ascension is also forming a new subsidiary, Consulting Network LLC, whereby retirees like Henkel can “continue to offer their gifts and talents to serve the Catholic health ministry in various capacities,” the company said in an announcement.

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The Ray and Jan Dalton Foundation of Aurora, Ohio has named Tim Elliott the Executive Director of its re-entry program. Elliott will work to further the mission of the Foundation to support vulnerable populations, including women and children, people released from incarceration, and expanding its focus on those suffering from addiction.

Conquest Imaging of Stockton, California has named Michael Lubliner its National Accounts Manager as part of a broader reorganization of its account management team. Lubliner, who joined the company in 2015 from Royce Medical, will be responsible for managing key national accounts and the company’s West Coast Regional Account Executives. At the same time, Laci Yocum has been named Conquest’s Senior Director of Strategic Sales, and will lead sales for new product development and expansions of the company’s product lines, including its in-house probe repair service. Yocum joined Conquest Imaging in 2013 from MedRad, where she was National Account Manager.

Vocera Communications of San Jose, California, has named Benjamin Kanter, MD, FCCP, its Chief Medical Information Officer. Kanter was previously CMIO of Extension Healthcare and of Palomar Health. At Vocera, he will work to improve patient care and physician-nurse communication, and to understand the technology needs of hospital customers to better inform the product roadmap and development priorities of Vocera.

Kanter is board-certified in internal medicine, pulmonary disease, and medical informatics, and has served on the corporate advisory boards of Cisco, Nuance, AirStrip Technologies, and Spyglass Consulting.

Rockport Healthcare Services of Los Angeles, California, has named Michael Wasserman its Chief Medical Officer and Dolly Greene its Director of Infection Control. Wasserman brings 30 years of experience to the position, having most recently served as Executive Director of Care Continuum at Health Services Advisory Group, the Quality Improvement Network for the state of California.

Greene has been working in health care for 23 years with experience in public health departments nationwide, and has delivered nurse education on infection control and related topics.

Healthtel of Minneapolis, Minnesota named Jeff Fritz its President and CEO. Fritz has spent 20 years in the health care and financial services technology industries; EVP Jason McAthie, who led the search that resulted in Fritz’s hiring, will be working closely with him while continuing in his own role.

Robert J. Rossi has been named Senior Vice President and Chief Compliance Officer of the Frisco, Texas-based True Health Diagnostics.

Rossi is a former Chief Deputy Attorney General of Pennsylvania who oversaw the state’s Medicaid Fraud Unit, and has roots in the office of the Delaware County District Attorney, where he began his career at a local prosecutor’s office in Pennsylvania. Rossi has worked in health care compliance and legal affairs with a variety of companies, taught as an adjunct at Bay State College and is a graduate of Temple University and Temple Law School.

Find weekly installments of People on the Move at MedicalDealer.com/magazine.

MEDICALDEALER 23

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24 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_OEM Update

Staff Reports

CARESTREAM HEALTH EARNS 43 U.S. PATENTS

SIEMENS HEALTHINEERS, BIOGEN DEVELOP MRI TOOLS FOR MULTIPLE SCLEROSIS Siemens Healthineers and Biogen plan to jointly develop magnetic resonance imaging applications with the intent of quantifying key markers of multiple sclerosis (MS) disease activity and progression. Biogen is a leading biotechnology company with a deep focus on neurological and autoimmune conditions, which for two decades has been at the forefront of delivering therapies to MS patients. Siemens Healthineers aims to enable health care providers to meet their current challenges and excel in their respective environments.

To execute this strategy in the field of neurology, Siemens Healthineers will cooperate with Biogen and contributes its strength in medical imaging.

“By bringing together the shared expertise of both Siemens Healthineers and Biogen in imaging and neurology, respectively, we seek to develop new measurement tools that meet the particular technical challenges of MS,” said Dr. Christoph Zindel, Senior Vice President of Magnetic Resonance Imaging at Siemens Healthineers.

“Our shared goal is to create a solution that can be integrated into the existing radiology workflow, so it can become a seamless part of routine care – delivering new and valuable information to treating neurologists without increasing the cost or burden on the health care system.”

MRI is routinely used to support physicians in diagnosing MS, measuring disease activity and monitoring response to therapy. Clinicians qualitatively evaluate MRIs by comparing the current MRI to the previous MRI. Numerous studies have demonstrated that quantitative MRI measures may provide additional information about disease prognosis and therapeutic effect, but today quantitative measurement techniques with the precision and sensitivity required for MS are typically only available in the research setting.

With the development and validation of automated MRI applications to quantify key markers of MS, including new T2 lesions and brain atrophy, patients could benefit from the availability of enhanced data at the point of care. • WWW.MEDICALDEALER.COM

Carestream Health was awarded 43 new patents from the U.S. Patent and Trademark Office in 2016 for innovation in radiography, cone beam CT imaging, healthcare IT, dental imaging and other areas. The company also received 52 additional patents in European and Asian countries last year.

“These patents demonstrate Carestream’s continued success in developing advanced imaging and healthcare IT technologies that serve providers around the world,” said Susan Parulski, Chief Patent Counsel, Carestream.

“We are committed to delivering new products and services that can enhance image quality, deliver greater productivity and offer new capabilities to help improve quality of care.”

New patents earned by the company’s scientists and engineers include: • New medical image capture technologies related to the development of cone beam computed tomography (CT) systems designed for orthopedic extremity imaging; • Enhancements to Carestream’s portfolio of healthcare IT systems that manage, store and share patient data and medical imaging exams; • Continued technology advances in Carestream’s growing portfolio of radiology systems; • New technology and features for dental imaging, dental image processing and software and dental restoration systems; and • Continued advancements in Carestream laser imagers that provide affordable output of digital X-ray exams onto medical film and paper.

The company’s product portfolio includes digital imaging systems for general radiology and specialty areas such as women’s health, orthopedics and pediatrics; digital laser imagers that output medical images to film and paper; and the latest healthcare IT solutions and cloud-based services for hospitals, clinics and physician practices. • MEDICALDEALER 25

INDUSTRY UPDATE_OEM News

Staff Reports

FDA APPROVES FUJIFILM’S DIGITAL BREAST TOMOSYNTHESIS OPTION FUJIFILM Medical Systems U.S.A. Inc. has announced Known as AMULET Innovality outside of the United that its Digital Breast Tomosynthesis (DBT), as an opStates, Fujifilm’s optional DBT upgrade has been widely tional software upgrade for its ASPIRE Cristalle digital available in Europe, Asia and Latin America since May mammography system, has received premarket approval 2013. The ASPIRE Cristalle FFDM system with DBT (PMA) from the U.S. Food and Drug Administration. The combines Fujifilm’s hexagonal close pattern (HCP) optional DBT upgrade for the ASPIRE Cristalle system is detector design, advanced image processing and image now available in the United States. acquisition workflow to optimize patient dose while “Receiving FDA approval for DBT is a momentous maximizing image quality. occasion for Fujifilm,” said Rob Fabrizio, Director of With the DBT software option, the X-ray tube moves Strategic Marketing, Digital Radiography and Women’s through an arc around the breast, acquiring a series of Health, FUJIFILM Medical Systems U.S.A. Inc. “The low-dose image slices at different angles, producing a unique dose savings and patient comfort innovations three-dimensional view that allows radiologist to see already available in the ASPIRE Cristalle FFDM system through tissue less obstructed. The acquired images are are now coupled with the new 3D imaging capabilireconstructed into a series of high-resolution 1 millities – an exciting advancement that U.S. providers have meter slices displayed individually or dynamically in long been waiting for in their fight for early detection of a cine mode – making it easier to identify lesions that breast cancer.” might be difficult to see in traditional 2D mammography Radiologists using the ASPIRE Cristalle FFDM sysimages due to overlapping breast structures. This will tem with DBT will realize valuable enhanced clinical bring a new level of diagnostic confidence in screening, efficiency compared to using FFDM alone, this includes and especially for those women with dense breast tissue superior diagnostic accuracy and lower recall rates for who are at higher than average risk and more difficult to non-cancer cases. screen with traditional 2D only. • 26 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

WHALE IMAGING LAUNCHES NEW G-ARM DUO IMAGING SYSTEM Whale Imaging Inc., leading designer and manufacturer of the G-Arm and Sigma Series ultrasound medical imaging systems, announces FDA 510(k) clearance of the G-Arm B6 Duo. The B6 Duo is the next generation of the G-Arm with major improvements including axial tilt and greater table access.

“We’re thrilled to be launching this sooner than our original intended date,” said Laurence Heron, SVP of Sales and Marketing at Whale. “We feel that getting the B6 Duo into our customer’s OR will really revolutionize surgical imaging for orthopedic, spine and neuro surgeons as well as pain practitioners.”

The Whale Imaging R&D team’s mission was to help the user improve accuracy while reducing time, infection and radiation. Engineers at Whale made the B6 Duo compatible with all surgical tables, and added many new “Within a few years, we expect the B6 Duo to be a features including axial tilt. Whale’s unique ability to fire common fixture in orthopedics and spine departments two X-ray beams asynchronously provides the customer across the U.S.,” says Phil Posa, VP of the G-Arm Diviwith bi-lateral video and images, giving the user a more sion. “It has many advantages over C-Arms for various comprehensive picture than a traditional C-arm. procedures, so why add another C-Arm to your inventory G-Arm utilizes this X-Beam technology, as well as when a G-Arm can accomplish so much more?” iC-Clear algorithms to provide the best image possible, The G-Arm B6 Duo is FDA 501(k) approved and is using the smallest dose of radiation. available for sale from Whale Imaging. •

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INDUSTRY UPDATE_OEM Update

BRAINLAB, ELEKTA CELEBRATE MILESTONE Brainlab and Elekta have announced therapy (RT) solution that removes the installation of the 50th fully traditional treatment constraints, integrated system at Southampton offering the capability to deliver General Hospital, which consists of SRS and SBRT in routine, standard Elekta’s Versa HD linear accelerator treatment slots, with end-to-end and ExacTrac X-Ray, patient posiprecision and accuracy. tioning and monitoring technology ExacTrac adds the flexibility to

by Brainlab. The integrated system image the patient at any couch or provides delivery of stereotactic gantry angle either prior to or during radiosurgery (SRS) and stereotactic treatment delivery, helping to ensure body radiation therapy (SBRT). no planning compromises need to “Integrating the treatment delivbe made due to in-room verification ery potential of all our Versa HD sys- limitations. ExacTrac allows fast and tems with the imaging capabilities of reliable independent room-based ExacTrac provides our service with imaging, creating a highly advanced the advanced technology to deliver frameless system that helps to assure a safe and effective SRS program to the patient is adequately immobilized. our patients,” stated Claire Birch, “Elekta has a leading reputation Head of Radiotherapy Physics at in advancing stereotactic radiosurSouthampton General Hospital. gery as well as providing customVersa HD is a versatile, multiers freedom to fully accommodate functional, high-definition dynamic workflows through an open-systems stereotactic and conventional radiophilosophy. By enabling the interop28 MEDICALDEALER | MARCH 2017

Staff Reports

erability of two leading stereotactic radiosurgery solutions, Versa HD and the Brainlab ExacTrac system, we bring together greater value to our customers with additional capabilities to provide a more seamless workflow experience,” said Maurits Wolleswinkel, Chief Marketing and Strategy Officer at Elekta.

“The Versa HD and ExacTrac solution provides customers with a streamlined workflow that can simplify the complexities associated with stereotactic radiation delivery for individuals with cancer,” commented Claus Promberger, Director Product Definition at Brainlab. “This is due to its accuracy and the ability to efficiently detect and manage intra-fractional patient motion during treatment delivery.” •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

HITACHI EXPANDS HEALTH CARE BUSINESSES Hitachi Ltd. is forming a new Americas business group focused on consolidating its various medical imaging offerings while expanding its focus on Healthcare Innovation & Informatics. Hitachi will combine Hitachi Aloka Medical America Inc. into Hitachi Medical Systems America Inc. on April 1, 2017, which will then change its name to Hitachi Healthcare America Corp.

The newly formed company will function as the regional headquarters providing sales and maintenance services while driving an enhanced customer-focused strategy for growing the company’s current medical modality segments. The company will also drive the expansion of its health care innovation and strengthen its informatics-related medical businesses in the Americas.

Hitachi’s health care business, one of the four major focuses of the company’s Social Innovation business, provides diagnostic and clinical solutions aimed at achieving more efficient quality in medical service. These solutions range from diagnostic/clinical systems, such as particle therapy systems, to testing/reagents such as clinical analyzers and informatics that include IT services and integrated community care systems.

“We are focused on the long-term future of Hitachi’s Healthcare commitment in the Americas and are taking deliberate, strategic actions to improve the company’s overall operations while enhancing our competitive position and future growth,” said Yasuhiko Taniguchi, Senior Vice President and General Manager of Healthcare Division, Hitachi America, Ltd. Hitachi also reiterated its commitment to increasing its product offerings and service expertise to key health care partnerships in the region.

“Integrating our medical imaging operations will allow us to accelerate the design and development of cost-effective healthcare technology and services offerings, while continuing to provide a superior level of service, and support to our customers and partners in the Americas,” said Donald Broomfield, President and CEO, Hitachi Medical Systems America Inc. “The scale and scope of this new organization will also enable us to provide a growth platform to further advance our medical imaging solutions.”

Hitachi also announced its intention to integrate its Innovation and Informatics Division, which currently belongs to Hitachi America Ltd. into the new Hitachi Healthcare America Corporation. The company will focus on collaborative creation with its Americas-based key partners and customers to realize advanced medical technology and informatics solutions, such as using radiation therapy treatment data and artificial intelligence to support creating better treatment plans, for example. • WWW.MEDICALDEALER.COM

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MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Imaging_Market Analysis

Staff Reports

CARDIAC IMAGING PART OF GROWING MARKET

C

ardiac imaging has evolved to include probes connected to a smart device. Of course, the imaging needs dictate which modality is needed but advances continue in this market. Innovative technologies also include 2D, 3D and even 4D images generated by ultrasound devices.

Technavio, a market research company, has prepared several reports on medical imaging and expects the global medical imaging market, which includes cardiac imaging, to exceed $37 billion by 2020.

One Technavio market research analyst predicts that the global market for medical imaging will grow at a compound annual growth rate (CAGR) of nearly 5 percent by the end of this decade.

“The growing focus on R&D to provide high-quality imaging for better diagnosis and treatment of diseases is a critical factor that drives the global demand for medical imaging devices during the forecast period,” according to a Technavio report.

The report includes “a detailed segmentation of the global medical imaging market by equipment type (MRI, CT scanners, general X-rays, SPECT/PET, and ultrasound).”

“In this market research, analysts have estimated eminent factors, such as the advent of 4D medical imaging technology, to spur market growth WWW.MEDICALDEALER.COM

during the forecast period. Since 4D imaging technology enables doctors to create a 3D picture in real time, its augmented application in ultrasound systems will foster the prospects for growth in this market during the predicted period,” according to Technavio.

Technavio is not alone in its belief that the market will continue to grow.

Zion Market Research published a report in the fourth quarter of 2016 that states that the global diagnostic imaging market was valued at approximately $23.5 billion in 2015 and is expected to reach approximately $33.5 billion by 2021, growing at a CAGR of approximately 6 percent between 2016 and 2021.

“Increasing geriatric population and growing occurrences of chronic diseases are some of the major factors driving the global diagnostic imaging market. Growth in the pharmaceutical industry is another major factor that is expected to help the growth of the diagnostic imaging (market) in the coming years,” according to Zion Market Research.

“Government support and investments coupled with research and development activities, especially in countries such as the U.S. and U.K. is anticipated to boost the market growth in the near future. However, the high cost of machinery and its installation is a major restraining factor for the market growth. In addition, the risk of high radiation

“ Increasing geriatric population and growing occurrences of chronic diseases are some of the major factors driving the global diagnostic imaging market. ” exposure will limit the use of CT scanners coupled with a shortage of helium – a major concern for MRI manufacturers and health care facilities (that) can restrict the growth of the global diagnostic imaging market. Nonetheless, ongoing research and development in the medical diagnostic sector are likely to bring growth avenues in the market.”

Cardiac imaging among older individuals due to heart disease and other conditions is among factors propelling the market.

“The X-ray imaging systems dominated the market with over 31 percent share of the total market in 2015 followed by CT scanner which accounted for approximately 17 percent of total diagnostic imaging market,” according to Zion market research. “MRI and ultrasound also accounted for significant share owing to the increasing disabled and aging populations who are commonly diagnosed with different diseases and other complications.”

MEDICALDEALER 31

PRODUCT FOCUS_Imaging_Product Showroom

Staff Reports

MARCH PRODUCTS: This month, Medical Dealer explores Cardiac Imaging

PHILIPS

Lumify

L

umify is Philips’ smart device ultrasound solution. Designed with the user in mind, setup of Lumify is simple. Users download the app and plug the Philips transducer into their compatible smart device. Applying Philips’ 30 years of expertise in image innovation and technology, Lumify provides high-quality mobile imaging at the point-of-care. With the S4-1 transducer and clinical pre-sets, Lumify extends the reach of ultrasound for routine cardiac exams, facilitating a more intimate connection between clinicians and their patients. Lumify gives providers the power to go beyond listening with a stethoscope and actually see what’s going on with their patients’ hearts to provide more clinical information •

32 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging_Product Showroom

DISCOVERY NM/CT 670 CZT

GE Healthcare

D

iscovery NM/CT 670 CZT, the first commercially available general purpose SPECT/CT system powered by CZT technology. Help bring your theories to life with a system designed to leverage all that CZT can do. Engineered for improvements in lesion detection1, image quality and patient comfort and combined with advanced quantitative applications provided through Xeleris 4.0, this system renews the promise of nuclear medicine’s potential for true discovery. •

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MEDICALDEALER 33

PRODUCT FOCUS_Imaging_Product Showroom

Staff Reports

SIEMENS HEALTHINEERS

ACUSON SC2000

T

he ACUSON SC2000 ultrasound system is engineered to go beyond basic cardiovascular ultrasound to deliver fast, actionable understanding. The True Volume TEE Release features innovations in simultaneous anatomy and blood flow visualization as well as valve modeling and quantification. With solutions for 2D and 3D transthoracic (TTE), transesophageal (TEE), and intracardiac echocardiography (ICE), the system delivers comprehensive, anatomically precise information to enable informed decisions without missing a beat. •

34 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging_Product Showroom

INFINIX-I SKY+

Toshiba Medical

T

oshiba Medical’s Infinix-i Sky+ offers interventional radiology labs an imaging system that provides clinicians flexibility to perform a wide array of procedures. The ceiling mounted system features a double sliding C-arm that allows the C-arm to be positioned in more ways to help clinicians increase their coverage, speed and patient access. The new C-arm can deliver 3D imaging anywhere for high-quality exams with 210 degrees of anatomical coverage on both sides of the patient and a high-speed 3D rotation of 80 degrees per second. The Infinix-i Sky+ also incorporates an extensive set of automated and user-selectable dose management tools designed to help clinicians minimize X-ray exposure to patients and clinicians. •

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MEDICALDEALER 35

PRODUCT FOCUS_Imaging_Preferred Vendors

Staff Reports

PREFERRED VENDORS

CARDIAC IMAGING .

Advanced Ultrasound Electronics 9522 East 47th Place Tulsa, OK 74145 SEE OUR Toll-Free: 866-620-2831 AD ON PAGE 19 Phone: 918-628-2831 Fax: 918-628-2833 Email: Sales@auetulsa.com Website: www.auetulsa.com AUE is a leader in refurbishing ultrasound parts, systems equipment, peripherals and service by using cutting-edge technology to repair parts down to component level. It is our goal to provide high-quality workmanship and customer service on every part and system that we offer.

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

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

36 MEDICALDEALER | MARCH 2017

InterMed Group 13351 Progress Blvd.

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

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The InterMed Group is a premier provider of integrated technology management services. We are focused on enhancing the overall quality, cost, and confidence in your equipment asset management. Our biomedical, diagnostic imaging specialists and unique “Jump Teams” are empowered to deliver unmatched customer service and the industry’s best technology at competitive rates. We invite you to discover how our innovative technology, operational excellence, and deeply experienced and passionate professionals have earned us a blemish-free track record and reputation for consistently exceeding our clients’ expectations. We always bring the best.

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

SEE OUR AD ON PAGE 30

Rayence Co Ltd., headquartered in South Korea, is a global leading manufacturer and a premier supplier of flat panel detectors (FPD) for digital radiography imaging systems. We provide a complete line of high quality a-Si TFT and CMOS X-ray detectors in a variety of sizes that are specifically designed to deliver a customized solution for diagnostic medical, dental, veterinary, and non-destructive testing applications. At Rayence, we continually redefine our development and manufacturing process to assure that our digital imaging solutions provide images that exceed the expectations of our customers and generate a low cost of ownership to the various markets we serve.

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PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

PATIENT MONITORING MARKETS REACH NEW HIGHS

W

orldwide patient monitoring markets are poised to achieve significant growth as a resurgence in tracking vital signs extends from the intensive care unit and emergency department to all areas of the hospital, to patient transport venues, and to home outpatient treatment locations.

The patient monitor market was reported to be at $11 billion in 2015 and is anticipated to reach $26.2 billion by 2022, according to Market Reports Hub. “Strong growth is predicated on the increasing reliance on multi-parameter patient monitors in every bed of the hospital, in multiple areas of specialized clinics, and in many rehab centers,” according to the Market Reports Hub report.

Market growth is happening via the expansion of multi-parameter patient monitors connected to a central station beyond the intensive care unit to all floors of a hospital and because clinical care depends on monitoring.

“Vital signs monitors transmit data wirelessly directly to the electronic patient record, generating alerts if data is outside preset parameters. Patient monitors are expanding the use base in the hospital and expanding use in rehab centers, clinical settings, and home,” according to Market Reports Hub. WWW.MEDICALDEALER.COM

Patient monitoring systems are making a market resurgence because smaller, lighter, wireless units are less costly and more valuable in the context of treatment evaluations and recommendations.

“Revitalization of patient monitor markets is occurring because units are smaller, less costly, and more useful across a variety of venues.

Patient monitoring is moving toward the ability to help with wellness and to participate in the wearables markets,” according to Market Reports Hub. “As people shift resource toward medical treatment, patient

conditions and cancer, are expected to witness substantial growth over the forecast period,” Grand View Research reports. “Increasing incidences of cardiovascular diseases, rising geriatric population base and the growing demand for independent and healthy living by them are high impact rendering drivers for remote patient monitoring devices market.”

“Moreover, improving health care infrastructure, increasing post-acute care management and growing focus of key market players on emerging economies is also expected to fuel

“ Remote patient monitoring devices, due to their capability to monitor various chronic conditions such as diabetes, cardiovascular conditions and cancer, are expected to witness substantial growth over the forecast period.” monitoring equipment becomes a priority.”

Grand View Research reports that the global remote patient monitoring devices market is expected to reach $1.9 billion by 2025.

“Remote patient monitoring devices, due to their capability to monitor various chronic conditions such as diabetes, cardiovascular

the growth of this market,” the report continues. “Rapid technological advancement occurring in remote patient monitoring devices market is expected to lead toward the availability of better options for health care practitioners and the patients, thereby promoting the growth of the remote patient monitoring devices market.”

MEDICALDEALER 39

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MARCH PRODUCTS: This month, Medical Dealer explores Patient Monitors.

GE

CARESCAPE VC150

T

he CARESCAPE VC150 vital signs monitor helps support patient comfort while maintaining high clinical accuracy. Common tasks require only one step, making it fast and easy to use. Now with touch screen capability, and trusted DINAMAP SuperSTAT non-invasive blood pressure algorithm, the CARESCAPE VC150 vital signs monitor helps improve patient care, streamline clinical operations and is designed to reduce monitoring downtime. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

DRÄGER

Infinity Acute Care System

T

ransform your clinical workflow with the Infinity Acute Care System monitoring solution. This innovative two-screen solution opens the door to a new dimension of patient mobility, connectivity and configurability – providing for seamless transition of the patient and their information with a single monitor that travels with the patient throughout the care path. The system consists of the Infinity M540 patient monitor, integrated with the Dräger Infinity C500 or C700 Medical Cockpit. The M540 is a compact vital signs engine that acquires data at the bedside and on transport, without having to disconnect the patient as they move from care area to care area. •

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MEDICALDEALER 41

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

IRADIMED

3880 Monitoring System

T

he IRADIMED 3880 MRI-compatible patient vital signs monitoring system has been designed with non-magnetic components and other special features in order to safely and accurately monitor a patient’s vital signs during various MRI procedures. The IRADIMED 3880 has a compact, lightweight design allowing it to travel with the patient from a critical care unit, to the MRI and back, resulting in increased patient safety through uninterrupted vital signs monitoring and decreasing the amount of time critically ill patients are away from critical care units. The features of the IRADIMED 3880 include: wireless ECG with dynamic gradient filtering; wireless SpO2 using Masimo algorithms; non-magnetic respiratory CO2; non-invasive blood pressure; patient temperature, and; optional advanced multigas anesthetic agent unit featuring continuous Minimum Alveolar Concentration measurements. •

42 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

NIHON KOHDEN

BSM-3500

N

ihon Kohden has launched its BSM-3500, the latest advancement in its line of bedside monitors. In addition to a range of standard monitoring features, the BSM-3500 offers a number of critical capabilities to ensure uncompromising care in low acuity settings. These include the ability to spot real-time mini trends for early detection of vital sign variability during outpatient procedures. In addition, the new monitor works with Nihon Kohden’s proprietary cap-ONE® Mainstream CO2 Sensor Kit, which is the world’s first wearable mainstream CO2 sensor for non-intubated patients. As with all Nihon Kohden monitoring systems, the BSM-3500 is also designed to seamlessly integrate with electronic medical records systems. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

SUNTECH

Oscar 2

T

he next generation SunTech Oscar 2 24-hour ambulatory blood pressure monitoring system comes standard with SunTech’s proprietary motion tolerance technology, which eliminates failed readings and repeated studies caused by motion-related artifacts. The device uses the SunTech Medical patented Orbit cuff, designed specifically to provide compliance, reliability and patient comfort during ABPM use. It is powered by the newly redesigned AccuWin Pro 4 software for efficient programming and analysis. It is available with the True24 ABPM Patient Diary mobile app, which links to the Oscar 2 via Bluetooth. It is also available with the widely validated SphygmoCor Inside technology from AtCor Medical to measure central blood pressure. •

44 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Preferred Vendors

Staff Reports

PREFERRED VENDORS

PATIENT MONITORS ALCO Sales & Service Co. SEE OUR 6851 High Grove Blvd.

AD ON PAGE 47 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.

BETA Biomed Services, Inc. 2804 Singleton Street SEE OUR Rowlett, TX 75088 AD ON PAGE 59 Toll-Free: 800-315-7551 Fax: 972-475-9814 Email: info@betabiomed.com Website: www.betabiomed.com BETA Biomed Services, Inc. specializes in high quality, cost effective, repair or replacement of patient cables. While we specialize in pulse ox sensor cables, we also repair, or replace fetal monitoring cables (toco & ultrasound), as well as other specialty patient cables. All work is covered by our one-year warranty. Call today to experience our service and quality.

WWW.MEDICALDEALER.COM

Bio-Medical Equip. Service Company 2709 South Park Road Louisville, KY 40219-3545 Toll-Free: 888-828-2637 SEE OUR AD ON Phone: 502-361-4500 PAGE 10 Fax: 502-361-4526 Email: sales@bmesco.com Website: www.bmesco.com BMES is a global depot repair center founded 27 years ago that specializes in the repair of patient monitoring equipment.

This includes telemetry, bedside modules, patient monitors, infusion pumps, as well as oxygen blenders, suction regulators, and fetal transducers. Additionally, BMES offers reconditioned equipment, accessories, and repair support for various other products within the medical environment across multiple OEMs.

Integrity Biomedical Services, LLC 800 N. 16th Street SEE OUR Broken Arrow, OK 74012 AD ON PAGE 17 Toll-Free: 877-789-9903 Fax: 866-332-4142 Email: michele@integritybiomed.com Website: www.integritybiomed.com We transcend the competition in Expertise, Cost, Customer Service, and Quality.

As an ISO 9001-2008 certified company, we have set high standards for Accountability & Quality Assurance. We take pride in serving the biomedical community with the best in repairs, exchanges, and equipment with technicians who continually use proven techniques that exceed industry standards. Choose INTEGRITY for your Spacelabs patient monitoring needs.

Efficient, Reliable, Cost Effective Solutions

J2S Medical

SEE OUR 1002 Ford Circle Suite D AD ON PAGE 24 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.

pacmed.com

Pacific Medical Repairs & Equipment 32981 Calle Perfecto San Juan Capistrano, CA 92675 Phone: 800-449-5328 Fax: 800-369-9804 Email: info@pacmed.com Website: www.pacmed.com

SEE OUR AD ON PAGE 5

Experience our quality on all purchase and repairs on Monitors, Modules, Telemetry, Patient Cables, Fetal Transducers, Infusion Pumps, Endoscopes, O2 Blenders, Gas Analyzers, and Suction Regulators.

From a wide variety of OEMs: Philips, GE, Datex Ohmeda, Datascope and more.

Call for OEM quality without the cost.

MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Preferred Vendors

RepairMED 5865 Shelby Oaks Circle, Suite 306 Memphis, TN 38134 Toll-Free: 855-813-8100 Fax: 877-716-5577 Email: biomed@repairmed.net Website: www.repairmed.net

SEE OUR AD ON PAGE 47

RepairMED is the leader in component-level depot repair capabilities that provides biomedical services to healthcare facilities, medical equipment resellers, and independent service providers of various sizes. Our company has brought together innovative and proprietary technical expertise from the high tech industries of electronic manufacturing, aeronautics, biomedical engineering, and military applications to take the repair of medical equipment to the next level in quality, turnaround, service, and cost-reduction.

Soma Technology, Inc. 166 Highland Park Dr. SEE OUR Bloomfield, CT 06002 AD ON PAGE 30 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.

Staff Reports

Tenacore Holdings, Inc. 1525 E. Edinger Ave. SEE OUR Santa Ana, CA 92705 AD ON PAGE 38 Phone: 800-297-2241 Fax: 866-776-3101 Email: customerservice@tenacore.com Website: www.tenacore.com Tenacore has expertise in driving the cost out of owning capital equipment. Our multi-vendor repair lab houses factory trained technicians that specialize in infusion pumps, vital signs monitors, ventilators, ESUs, telemetry, wall suctions, cables and more.

Our trained technicians put patients first with every piece of equipment they touch, including refurbished equipment for sale. IDNs have adopted Tenacore’s techniques which compliments biomed departments by lowering cost, increases training and consolidates vendors.

SEE OUR

AD ON USOC Medical PAGE 54-57 20 Morgan Irvine, CA 92618 Toll-free: 855-888-8762 Phone: 949-243-9109 Email: cusotmerservice@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.

Southwestern Biomedical Electronics 2511 S. Harvard Ave Tulsa, OK 74114 SEE OUR Phone: 918-749-3204 AD ON PAGE 2 Fax: 918-744-0716 Email: tracya@swbiomed.com Independent service organization specializing in the sale and service of Spacelabs patient monitoring and telemetry, Datascope Passport 2s, and Drager transmitters. SBE works closely with other service providers to offer service for GE and Philips patient monitoring.

46 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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

RepairMed is a one-stop component-level repair depot whose services include the most comprehensive and cost effective flat rate repair pricing in the industry!

RepairMed repairs all models of these devices to component level: • Patient Monitors

• LCD/Surgical Displays

including Baxter

• EKG Carts

• Video Recorders/Printers

Sigma Spectrum

• Vital Signs Monitors

• Electro Surgical Units (ESU)

• Feeding Pumps

• Pulse Oximeters

• External Pacemakers

• Syringe/PCA Pumps

• Defibrillators/AED

• Many other devices not listed.

• Infusion Pumps

RepairMed offers a

NO-HASSLE WARRANTY on all repairs!

P: 855-813-8100 | E: biomed@repairmed.net | W: www.repairmed.net WWW.MEDICALDEALER.COM

MEDICALDEALER 47

TIGHTENING

BY MATT SKOUFALOS

THE

UP

CHAIN With the looming threat of ACA

repeal/reform and uncertainty over

trade agreements, how are providers

approaching value-based purchasing?

TIGHTENING UP

THE CHAIN

F

rom logistics to management to material goods, supply chains can account for anywhere from 25 to 40 percent of the overall budgets of health care institutions. That huge chunk of capital can also be the cloudiest part of the financial picture at any hospital group – and in a political climate that threatens to repeal the value-based reimbursement standards toward which national health care reforms have been pivoting in the past eight years, keeping a tighter grip on the purse strings may prove more of a challenge than the years of those readjustments.

Todd Ebert, President and CEO of the Healthcare Supply Chain Association (HSCA), said health care providers “continue to need to pay very close attention to their supply chain,” seeking the best-quality products to deliver value-based care. The challenge, however, remains finding ways to implement these priorities within the structure of resource management itself.

“How do you integrate value-based purchasing into the supply chain?”

Ebert said. “If there’s a[n equipment] failure, how do you then go back and invoke value-based purchasing?

There’s a lot to be figured out so that when organizations spend their money they do so with the understanding that they’re going to get quality and value.”

As in many areas of value-based care, pinpointing the intersection of responsibilities among patients, providers, and suppliers to leverage the greatest patient outcome –and the greatest rate of reimbursement – can lead to various parties trying to offload responsibilities or claim successes that will minimize obligation and maximize profitability. Addressing those concerns in an environment that has been focused on outcome-based procedures requires a greater granularity of process so that it works for all parties.

50 MEDICALDEALER | MARCH 2017

to tear up trade agreements, invoke protectionist tariffs, and de-regulate the domestic economy. But American health care is increasingly swung by global influences, including the sourcing and shipment of parts, materials, equipment, and pharmaceutical ingredients that may be complicated in ways as yet unanticipated by those policies.

Todd Ebert President and CEO of the Healthcare Supply Chain Association

“If you have a biomedical department that’s standardized on GE, do you buy Toshiba? There’s a whole bunch of things that you look at relative to the network that you buy.”

Ebert points out that capping prices for disease state management didn’t work, and neither will value-based purchases without defined metrics, clear lines of responsibility, and a lot of up-front agreement. Delineating the boundaries of those arrangements requires risk management expertise, solid negotiating tactics, and patient compliance.

“You need good data, and you need to be very particular up front to develop the deal so you can measure it appropriately so that everyone agrees upon what happens next,” he said.

Of course, complicating the entire process is the looming threat of the Republican political majority promising to repeal or replace the Affordable Care Act (ACA), which was the major driver in performance-based U.S. health care. Compounding that uncertainty, newly inaugurated President Donald Trump has promised

Ebert, whose background is in pharmacy, said that price competition in this field hinges on group purchasing arrangements, the availability of biosimilar drugs, price spikes in generic drugs, and prescription shortages.

When regulatory changes begin to alter the course of the manufacturing side of pharmaceutical production, the wrinkles they introduce can reverberate even more resoundingly throughout the system.

“A lot of pharmaceutical companies have turned to their raw material sourcing overseas and they do their finished product here,” Ebert said. “I wonder how the Trump administration may address that because that’s where the market is.”

The same considerations may soon more prominently affect the cost of equipment manufacturing, he said. If sourcing internationally manufactured technology or its component or reMEDICAL EQUIPMENT, PARTS & SERVICE

TIGHTENING UP

THE CHAIN placement parts becomes cost-prohibitive, how does that affect the already dwindling resources purchasers have available for capital equipment?

“Where is the new technology coming from?” Ebert said. “If you have a biomedical department that’s standardized on GE, do you buy Toshiba? There’s a whole bunch of things that you look at relative to the network that you buy.”

“The amount of uncertainty that’s out there, I would anticipate that a number of organizations, if they can, will put off capital acquisitions until they have a better understanding and certainty as to what health care of the future might look like,” he said.

Regardless of the mechanics of government, Guillermo Ramas, CEO of the Los Angeles, California-based Genesis Automation USA, believes these system issues will be balanced by price controls at one stage or another on the macro level.

ply-chain strategies will take “much more of a center stage in the hospital setting,” especially as device-tracking initiatives like the FDA Universal Device Identifier mandate will help catalogue equipment throughout its life cycles. He said companies like Genesis Automation, which produces health care and technology value-chain solutions, can help institutions better manage the overall traceability of their supply chain.

“If you do trace equipment properly from beginning to end, from receiving

Guillermo Ramas CEO of the Los Angeles, California-based Genesis Automation USA

“ If you do trace equipment properly from beginning to end, from receiving doc and supply chain all the way to patient, then you can analyze better.”

“Somebody is going to adjust the pain somehow with price; upwards, probably,” he said. “When these global supply chains get disrupted, at the end of the day, you’re going to get the feeling of understanding less of what’s going on rather than more. As long as there’s less transparency and less ability for people to trace things properly, there will be more issues.”

But Ramas also believes that 2017 seems to be the year in which supWWW.MEDICALDEALER.COM

doc and supply chain all the way to patient, then you can analyze better,” Ramas said. “Today, I can tell you that 95 percent of hospitals are not doing this programmatically. There seems to be this antagonistic approach where the hospital sits on one side and the supplier sits on the other.”

“A lot of them don’t even know what they have in consignment,” he said. “They’ll say, ‘The rep tells me.’

Suddenly you have the C-suite asking

[purchasing managers] to take cost out of the equation. They think the magic bullet is contracted.”

Ramas believes that as much as 13 percent of all of hospital supply costs can be recouped from wastage in the operating room. Instead of applying overly detailed management to lowcost, high-volume supplies, he said institutions could stand to mete that same level of scrutiny among surgical supplies, which have the highest peritem cost of such inventory.

“If you look at a medium- to smallsized children’s hospital, they might have half a million dollars worth of stock in their general storeroom, and that’s the stuff that goes out to general inpatients,” Ramos said. “Then in surgery, they have $6 million of stock. If you ask the DMM what happens with that surgical stuff, he has no idea. The guys in OR actually manage the surgical inventory. There’s like this dark wall that allows for very little visibility into what’s going on.”

That lack of oversight harms bottom lines in two ways, Ramos said: first, in the expiry of inventory that is never used before the clock runs out on it, and second, in the discarding of equipment that is prepped for surgery but which goes unused, and which can’t be restocked, or for which there is no system to recapture it.

“This gets thrown away, and because there’s no traceability, nobody’s the wiser,” he said. “If that surgeon is doing 100 surgeries that month, every single item gets prepped, and he might be throwing away the same item.”

Ramos said the same pitfalls affect many hospitals’ inventories of implantable devices, which are among the most expensive of all supplies.

Another cost of the dearth of oversight can emerge not with the expiration of equipment, but during the accreditation process, he said. When staff separate expired equipment out from the remainder of the inventory, “then JCHAO comes and opens up a drawer and finds potentially expired supplies, MEDICALDEALER 51

TIGHTENING UP

THE CHAIN and the hospital gets dinged.” viders were driving towards making Those who can control the cost will Contributing to the cloudiness of themselves more efficient, treating win the game; those who don’t have this oversight is a health care industry themselves as more of a business. You tight controls will see costs increase as that Ramos said has grown accuscan measure defects in the production manufacturers get what is promised in tomed to single-use applications for line and costs of manufacturing [but] the contract.” every need. The byproduct of such in chasing value-based care, there DeLuca said hospital systems have one-shot fixes is a diminishment of were variations to it that did not exist understood that if they can’t improve strategic thinking. In an environment in a manufacturing world.” their brick-and-mortar square-footage in which long-term thinking and Although health care is not bound along with the scope of their patient solutions planning is instrumental to by the same dictates as manufacturing, populations, then they must create resolving larger distribution issues supply-chain contracts with manuinternal efficiencies in patient managearound equipment inventory and facturers are “layered, complex, and ment systems to recoup the revenues pricing, too many executives have a have volume commitments in them,” that growth would otherwise provide. short-term mindset.

DeLuca said, which obligates supHe foresees that more will implement “It’s not something you can just ply-chain management professionals closely managed cost controls as deal with in a couple of months,” he to be cognizant of how those commitsystems can diversify their risk across said. “Instead of keeping their cool, ted contracts affect internal costs. If a variety of cradle-to-grave continuum they basically say, ‘I need of care services, particularly something that will solve if the threat of ACA repeal a problem in the next or replacement persists. quarter.’ People are doing “You’re going to see a things because it gives them continued effort for hospital short-term benefit. These systems to get into other guys aren’t interested in a lines of business: post-acute five-year plan. They think, ‘I care, ambulatory care, diverwon’t be here.’ ” sifying revenue streams into “I’m hoping that things for-profit consulting,” he that are happening now said. “If parts of the ACA with supply chain, now are repealed and replaced, that it’s coming out of the what you’ll see more of is basement of the hospital, lowering the costs on other will elevate the discussion,” parts of the bill. Increased Ramos said. competition forces people Michael DeLuca, Exto provide more care and be ecutive Vice-President of more efficient.”

Michael DeLuca Technology and Client SerAlong with that tight Executive Vice-President of Technology and Client Services at vices at Prodigo Solutions, control, DeLuca also beProdigo Solutions, Inc. Inc. of Cranberry Township, lieves that group purchasing Pennsylvania, believes that organizations and large the key to controlling cost hospital distributors are on management lies in better managethe costs of materials used for a knee the way out, coming back in-house ment of supply chain contracts. Of the surgery escalate, that defined list of and under administrative control amid 5,700 hospitals in the country, he said items can change based on equipment those revenue-generating and budget those systems with a growth patient consumption rates, which often drive efficiency efforts. revenue command about $2.3 trillion purchasing discounts.

“They are realizing that to be more in net patient revenue and spend $466 “That drives the cost of the bill up efficient, they need to take out the billion, or 20 percent, in their supply on top of the variation in how the promiddle men in health care,” he said. chains. cedure’s actually performed,” he said.

“There is strength in being able to “Our clients have the same prob“Value-based care is going to continue take product, negotiate directly with lem: ACA forced them to really change to be important to health care providthe manufacturer, and ship product their view from volume to value,” ers; cost as a component is going to be to a distribution center that they DeLuca said. “As providers transicritical because it will delineate or dethen leverage among their growing tioned to value-based care, large protail the operating margins of hospitals. network.”

“Those who can control the cost will win the game; those who don’t have tight controls will see costs increase as manufacturers get what is promised in the contract.”

52 MEDICALDEALER | MARCH 2017

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CORPORATE PROFILE

CORPORATE PROFILE

USOC Bio-Medical Services U SOC Medical is a leader in the third-party repair industry whose main focus is quality and patient safety. The company’s core values are quality, integrity, and innovation.

USOC Medical’s core values were established in the company’s humble start.

USOC Medical was founded in 2009 to offer “simple solutions for complex devices.” This meant finding more cost-effective ways to maintain patient monitoring equipment. The company’s main concentrations are patient physiological monitoring, infusion pumps, endoscopy, and oxygen blenders. The goal of creating an efficient and reliable repair company is what continues to motivate the entire USOC Medical team.

Today, USOC employs more than 95 people who provide biomedical equipment repair solutions to health care facilities, clinics and medical companies of all types and sizes. The company’s commitment to providing high-quality, cost-effective equipment and services is reflected in its ISO 9001:2008 certification.

USOC, located in Irvine, California, has a proven approach designed to keep medical equipment running in peak condition at a cost savings. USOC 54 MEDICALDEALER | MARCH 2017

Medical sets the bar high for other repair and sales companies in the patient monitoring market. Additionally, the USOC team strives to help biomeds who may not specialize in patient monitoring, infusion pump, oxygen blender, or endoscopy devices.

Biomeds have their hands full when faced with the daunting task of maintaining every type of medical device.

The company partners with the HTM community and is present at biomed tradeshows and educational gather-

One of the keys to USOC’s success lies in its commitment to understanding not just the equipment, but each customer’s unique situation, level of expertise and needs.

ings throughout the world, including the upcoming MD Expo in Irvine, California this April 9-11.

We interviewed USOC personnel to find out more about the company’s services, goals, customer service and plans for the future.

Q:

lease share a little about your P company’s history and how you achieve success.

USOC: One of our keys to success lies in our commitment to understanding not just the equipment, but each customer’s unique situation, level of expertise and needs. We have achieved success by understanding the pressures today’s health care professionals face. Our innovative practices and expert engineers have allowed us to reduce the price of patient monitoring service without sacrificing quality. It often seems like a race to the bottom for biomedical engineers, on the first day of the job they are told to keep equipment safe/maintained and to cut costs, in that order. It’s not always so easy to cut the costs while keeping quality high. These two goals oftentimes don’t go hand in hand and it’s the obligation of companies like ours to come up with creative solutions. We do the things that hospital biomeds typically can’t – like sourcing quality parts for repairs from original equipMEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

We are more than a repair facility for our customers, we act as a partner to help facilitate the repair process. We build a partnership with biomeds and do whatever it may take to support them. ment manufacturers as well as reputable aftermarket manufacturers.

Q:

hat are some advantages your W company has over the competition?

USOC: We are more than just a repair facility for our customers, we act as a partner to help facilitate the repair process. We build a partnership with biomeds and do whatever it may take to support them. We are an extension of the in hospital biomed shop, we are your partners down the street. Here 24 hours a day, seven days a week to provide technical support and help. We understand more than anyone else the biomed’s needs as our company owner is a biomed and electrical engineer who serves as our head engineer. We have leveraged our experience to create a unique repair facility that meets WWW.MEDICALDEALER.COM

the quality standards and turn times of each valued customer. Our quality is the reason we have the confidence to offer such extensive warranties for each repair. We help facilitate biomeds’ daily tasks with innovative tools like our customer portal that is used to create RGA’s and shipping labels as well as to track an order’s progress from start to finish. Our online portal also acts as a technical support tool with many OEM manuals right at your fingertips as well hints and tricks for software and hardware issues. We also offer “crash kits” for our customer’s where the most common items that go down in the hospital can actually be stored at their facility using a kit that can be drawn from when the need arises. It’s like having a loaner waiting to go into use and offers a zero down time solution when sending out devices for repair.

Q:

lease explain your company’s P core competencies and unique selling points.

USOC: We provide biomedical equipment repair solutions to hospitals, health care facilities, clinics and medical companies throughout the world.

Here’s how it works: The clinical engineer calls for troubleshooting and, if necessary, sends equipment to us for depot repair. We test, diagnose and repair it at our facility and then send it back to them. We offer a warranty that allows the biomed shop to send the equipment back free of charge if there is ever a problem. We also offer continuing troubleshooting over the phone. If the equipment needs to be sent in for repair, we will send a loaner set up for the hospital’s needs and expedite shipping to the facility.

MEDICALDEALER 55

CORPORATE PROFILE

SPECIAL ADVERTISING SECTION

USOC recently opened its new high-tech facility in Irvine, California. The new facility is four times larger than its previous headquarters.

Q:

Q:

USOC: We are excited about the opening of our new facility in Irvine, California which more than quadruples our physical size and allows us much more opportunity for growth. We also have our sights set on furthering our physical footprint and expansion into new locations worldwide. We continue to be enthusiastic about building our partnerships on the customer side as well as on the strategic sourcing and business partnership side.

USOC: Our vision is empowering better patient care with technical insights. Our goals are to promote a healthier world, build value and create an inspiring workplace. Our fivepoint strategy to achieve our goals are innovative growth, drive operational excellence, simplify the organization, focus on technical information services and deliver great products and services. An important part of the USOC environment is our behaviors, which are customer focused, performance oriented, united as one team, transparent and agile. The core values here at USOC are quality, integrity, innovation, accountability, collaboration and leadership.

hat is USOC Medical most W excited about right now?

Q:

hat is on the horizon for your W company? How will it evolve in the coming years?

USOC: Hopefully, continued growth as well as the addition of new product lines and services are on the horizon. We are also spearheading new ways of doing things and performing repairs while developing relationships and partnering with market-leading companies to advance our services and offerings.

56 MEDICALDEALER | MARCH 2017

hat is most important to you W about the way you do business?

Our goals are to promote a healthier world, build value and create an inspiring workplace.

Q:

Much of our workforce has served the biomed societies and have carried roles from president of a chapter to treasurer. We do whatever we can to further the education and understanding of the HTM professional as well as the up and coming student population.

USOC: Our staff members are all very involved in the HTM community.

For more about USOC Bio-Medical Services, visit them online at www.usocmedical.com.

SOC has always been active in U the HTM community. Can you tell us about the ways you give back?

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

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It’s said that we can do it all. Plus, it is no secret we are more affordable than the expensive OEMs. Elite Biomedical Solutions’

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service and repairs support hospital biomed departments, to keep clinical equipment performing at optimal levels. No other supplier does it better.

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MEDICAL EQUIPMENT, PARTS & SERVICE 10/7/16 12:49 PM

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MEDICALDEALER 59

SLICE OF LIFE_Bobinski

By Dan Bobinski

TECHNOLOGY, CHANGE AND TRAINING THE NEW WORKFORCE C

hange is a constant, and with that change is an ongoing need for learning. New equipment, new employees and new policies are just a few reasons. But as our workplaces and the people staffing them change, how do we keep up with training?

It would be wonderful if we could hook people up to USB cables and download needed information, but for the foreseeable future, humans still need knowledge, skills and safety/quality concerns taught to them. Therefore, the question is, “In these changing times, what are the most effective and efficient ways to do training?”

Part of our answer must come from studying people in today’s workplace.

In an Influencer presentation by researcher Josh Bersin, we discover that 60 percent of the incoming generation believes they are being loyal to an employer if they stay employed there for a mere seven months. They also expect weekly feedback on their work and annual progression to another level in the company.

Even more interesting, a company’s culture and values are deemed more important than the quality of its senior leadership and employee’s compensation package.

All of this might be fine if it weren’t for a few trends. According to U.S. Bureau of Labor statistics, productivity in America shot up 60 MEDICALDEALER | MARCH 2017

drastically (over 10 percent) between 2007 and 2011, but it has pretty much leveled off since then. Coincidently, 2007 is when the iPhone was introduced, and 2011 is when Twitter hit 100 million users. Correlation does not equal causation, but let me toss out a few more figures.

Research aggregated by the consulting firm Deloitte tells us that in the 1990s, people went online an average of five times per day. Today people are going online 27 times per day, and it’s not just to check the weather. Self-authored videos like what we see on Snapchat make up more than 55 percent of all Internet traffic. And regardless of whether they’re going online with their handheld devices, today people are unlocking their smartphones an average of nine times every hour. That’s an average of once every 6.6 minutes.

Think about all that. Productivity shot up when smartphone communication became ubiquitous, but it leveled off when platforms such as Twitter and Facebook became all the rage.

I know several professionals who’ve sworn off Facebook, calling it nothing but a massive productivity vacuum, but I’ll guarantee that we’re not going to see a generation that’s been raised on this technology give up their social media for the sake of their company’s productivity. Not when culture and values are more important than the quality of senior leadership or even one’s own compensation package.

I’ve been asked by many companies how to deal with this dilemma,

Dan Bobinski Workplace Consultant

and my response always mirrors what I see in all the training and development journals and blogs: Incorporate more e-learning and more micro-learning. After all, if the Internet is now deeply woven into society, it makes sense to train people using an online medium. You could think of it as following the old maxim, “If you can’t beat ‘em, join ‘em.”

Just how a company goes about this requires additional information.

For example, e-learning creators will benefit by knowing that most Millennials don’t like watching videos that are longer than four minutes, and that if a video isn’t grabbing their attention in the first 10 seconds, the viewer is likely to mentally check MEDICAL EQUIPMENT, PARTS & SERVICE

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your specific needs and then shop for a provider that will meet those needs so you don’t end up paying for more than you need.

Also, to create short, engaging content quickly, you’ll need a Rapid E-Learning Authoring Tool. I like to think of these as platforms that operate much like PowerPoint on steroids, allowing you to embed video and create branching scenarios to keep courses interactive. But if you don’t want to create e-learning in-house, consider hiring a company to do it for you. Again, because the quality of what you get can vary greatly, be sure to do your homework before signing any agreements.

The bottom line in all of this is that our workforce is changing, and so is the way the workers want to learn. Organizations won’t do well in the long term sticking with traditional training methods. If today’s employers won’t adapt the new methods of delivering training, today’s workforce will likely move on to an employer that aligns more with their culture and values.

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 to help them 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 or 208-375-7606.

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out or just click away. Additionally, the Corporate Learning Factbook tells us that employees perceive that they have only one percent of their workweek available for training and development. That’s 24 minutes for a 40-hour work week.

Taking a birds-eye view of all this, our challenge becomes creating short, easy-access and engaging e-learning lessons that can be viewed on mobile devices. If you consider the fact that more than 70 percent of people now grab their smartphones to find quick answers to unpredicted problems, you can see how job-specific solutions delivered in short, catchy video bursts will be valued and used.

If your company has classroom trainers, their responsibilities may need some modification. Eight years ago, 77 percent of all corporate training was “instructor-led.” Today, only about 30 percent of training is delivered that way. In that same timeframe, online self-study and virtual instructor-led training has grown from 14 percent to almost 40 percent.

That means that to meet the needs of current and future training, trainers need to be gaining skills in online delivery and e-learning creation.

Many different Learning Management Systems (LMS) are now available to meet various needs, but I want to strongly encourage companies to do their homework before making any purchases. Some LMS providers boast a lot but provide very little. You also want to first clarify

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MEDICALDEALER 61

SLICE OF LIFE_The Other Side

By Jim Fidele

SALESPEOPLE FRUSTRATION W

orking with salespeople is part of my daily life because there are always requests from customers that require information from a salesperson. Whether it is a quote for a new product or information about an accessory, I interface with salespeople regularly. Most of these interactions are with salespeople who I have developed relationships with over the years. They know my personality and how I like to have information. Generally speaking, the majority of my interactions are good. However, lately, I have become very frustrated with a couple of people who are fairly new to me. I am struggling to get things done for my customers.

My customers are used to working directly with me and my team for equipment questions and needs. We are often asked to obtain quotes, part numbers and suggest models for our customers. They like using us because it insulates them from having to deal with salespeople. Plus, it saves them time. Since we try to maintain a standardized inventory we work with the same salespeople regularly. We are all comfortable with each other and the salespeople are familiar with our needs. We have excellent relationships with a couple of salespeople. They get back to us quickly and thoroughly with just the 62 MEDICALDEALER | MARCH 2017

information we need. Alternatively, we have some fairly new ones that are not meeting my expectations.

One of these new salespeople works for a monitoring company that we have not done business with in the past. After seeing their products at MD Expo, I felt like they had a solid monitor that could be an alternative to our present standard – which we are not happy with. Our early meetings were great, the salesperson gathered lots of information, competently showed me the units and we came up with a plan to introduce the monitor to my customers. Everything was going as planned until we actually needed a quote. The quote we received was incomplete and did not match anything we had discussed. I had to send it back for several revisions. My frustration increased when we received the monitors. They came without notice and without field service help to assemble and check them. I called the salesperson to get the issues addressed and to reinforce my expectations for the next project. The salesperson was extremely apologetic, let me know where the break down occurred, and promised to correct it in the future. I felt like we had overcome the issues in a constructive way. However, the salesperson has avoided me (he is working directly with my techs) and has not followed up with me or my customer regarding the purchase.

Another issue is that we have been

At this point, they have lost a sale worth $1 million because my customer became tired of waiting and decided to go with another company. working hard to integrate our monitoring systems with the different communication tools used throughout the hospital. We have settled on a company that is an industry leader and offers many products that appear to be exactly what we need. The salesperson is great at introducing products, but terrible at executing the quote and implementation. I think the products can meet a real need for my customer and truly help keep patients safe. I have taken these products to my nursing customers and watched them become excited only to be left waiting for a quote.

I have never had a salesperson fail to produce a quote like this person.

I have begged for a quote only to have our deadline pass. I became so annoyed that I escalated my request via a group call and the quote still MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

has not been delivered. At this point, they have lost a sale worth $1 million because my customer became tired of waiting and decided to go with another company. I was disappointed because we paid twice as much for another product that has half the functionality.

I am not sure what is going on.

These salespeople aren’t young so I can’t blame it on them being Millennials. Maybe the salespeople are spread too thin.

I have heard some of my regular salespeople state that their territories keep increasing in size. When someone leaves the company they do not hire a new person, they just split up the territory among those who are left. If the salespeople are able to accommodate the customers in the new territory that is great, however, I have feeling that many struggle.

I think that may be what the problem is with the couple of examples I have cited here. I think they are trying hard to do a good job. They are trying to please everyone, however, they are spread so thin that the details of their work suffer. I do not know the solution. We all have hectic lives. Everyone is going a thousand miles an hour trying to get things done. I always felt that a good salesperson delivers what you asked for, and a great anticipates your needs.

When people are stretched too thin those details get lost and have a negative impact on customer service.

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MEDICALDEALER 63

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MEDICALDEALER 65

SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PAY IT FORWARD: RAD-AID I

f the future of health care is medical imaging, then about 3 to 4 billion people across the planet are being left in the past. According to estimates from the World Health Organization, about one-half to two-thirds of the Earth’s population has not had access to basic medical imaging services like X-ray and ultrasound – treatments to which most Americans take their access for granted – since the 1970s. But delivering that standard of care throughout the developing world requires international business acumen and the kinds of resources that are still in demand in many places throughout the United States.

Enter Daniel Mollura, in whom resides the skill sets of a physician and a global businessman. Trained in economics and international commerce, Mollura leveraged a Cornell University education into a high-paying job with the multinational finance corporation Goldman Sachs – and then left it all behind to attend medical school. After graduating Johns Hopkins, Mollura became a radiologist, and in 2008, founded RAD-AID International, a nonprofit dedicated to sustainably advancing the cause of medical imaging in impoverished nations.

“It was the adventure of a lifetime, and it arrived in a place that I’m very pleased with,” Mollura said. “There’s so much cynicism in the world 66 MEDICALDEALER | MARCH 2017

around most things, but I found so much gratification in being a doctor.

I was fortunate to find more gifted and skilled people who wanted to give back and do charitable work. Our profession is full of people who have poured into RAD-AID at a fast rate.”

The biggest challenge, Mollura said, is that radiology has never played “a central part, or even a peripheral part, in global health.” At the time he founded RAD-AID nearly a decade ago, fewer than even 10 percent of radiology institutions had any global health opportunities for their residents. Today, 53 universities in 23 countries have a RAD-AID chapter, and global health “is moving into a new period where it’s about high technology,” Mollura said.

“The common story I heard is that people interested in global health would turn away from radiology, believing that radiology had nothing to offer in the global health space,” he said. “It’s been a real vindication for that sense that radiology is not only relevant but can be a leader in global health.”

Traditional viewpoints of global health focused on “tents and stethoscopes” for crisis management and support for refugees of foreign wars and natural disasters, Mollura said.

Despite sustaining global outreach to vulnerable populations, triaging health emergencies only addresses “a small part of world death and world suffering,” he said. Just like in America, most people in the developing world die from cancer and heart disease, he said; however, without the

required capacity build abroad, the bigger-picture practices of advanced imaging are never realized.

To address these circumstances, RAD-AID has created a data collection and analysis tool called Radiology-Readiness. It’s an advanced assessment that gauges the imaging infrastructure of a country before the agency intercedes with aid, either in the form of donated equipment or services.

“Does it make sense to run a mammography program if you have no way to do a biopsy and treat a patient for cancer?” Mollura said. “Does it make sense to donate a CT scanner if nobody’s got an electrical grid to run it?

If you’re going to use digital archives and cloud systems, how are you going to accomplish that if you don’t even know if they have broadband access or computer workstations? It’s a very simple question but those things have to be answered first.”

The readiness assessment allows RAD-AID to tailor its approach based on the needs of the regions in which its aid is deployed. In areas of poor infrastructure, mobile staging of screening programs may be more effective than trying to build permanent health care centers. Mollura offers the example of Korle-Bu Teaching Hospital in Accra, Ghana.

The facility was “very advanced,” supported by purchases from its ministry of health across a variety of modalities, but the RAD-AID assessment revealed that its plan did not include the framework for an IT infrastructure. In turn, RADMEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

The World Health Organization in Washington D.C. hosted the 2016 RAD-AID international conference, the objectives of which included a look at global radiology health objectives, how to implement imaging in resource-limited areas of the world, and managing an international volunteer base.

AID donated a PACS system and got those various pieces of equipment connected, “and now it’s one of the most robust digital facilities in that country,” Mollura said.

In Guyana, where RAD-AID coordinated the donation of two Philips CT scanners and an ultrasound workstation, there was no radiology residency program, which meant no way for the country to train future radiologists. RAD-AID designed such a program in partnership with Hofstra University, thereby boosting the overall imaging capacity of Guyana in a more sustainable fashion.

“You’re not reinventing the wheel every time, but you’re not using the same cookie-cutter approach,” Mollura said. “You really want things to be tailored to the local circumstances. You balance it out by having an efficient process. We don’t hand off machinery WWW.MEDICALDEALER.COM

to people and hope for the best.”

Although RAD-AID draws the bulk of its resources from a wide range of funders, including a 6,000-member volunteer base that produced approximately 20,000 hours across its various programs, the organization leverages some larger partnerships as well. One such agreement with Bayer has allowed RAD-AID to deliver radiologic pharmaceuticals to places of the world that they might not otherwise reach.

Mollura described these efforts as adding “leverage and sustainability” to its mission.

“Access to radiology and imaging solutions in developing regions around the world remains an extremely important area of unmet need, and one in which Bayer is strongly committed,” said Dennis Durmis, Head of Commercial Oper-

ations, Radiology Americas at Bayer in a statement. “If we can help close the gap to improve access to these technologies, we can advance public health and improve lives.”

A deeper partnership with companies like Lockheed Martin and Straightline Aviation have allowed RAD-AID to collaborate on a medical hybrid airship program that will deliver medical equipment directly to a given location. A project with IBM and Merge will help deliver PACS projects to a number of needy hospitals. Donations of heavy imaging equipment from donors like the Philips Foundation help to put equipment in places where it can do the most good.

“The great part about this is that it all stitches together,” Mollura said.

“We can help hospitals go up the learning curve.

MEDICALDEALER 67

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CATEGORICAL INDEX

ANESTHESIA Multi Diagnostic Imaging Solutions..........BC Soma Technology, Inc. .................................30

IMAGING PARTS Diagnostic Solutions ..................................... 4 PartsSource .................................................... 3

ASSET MANAGEMENT Shared Imaging............................................. 29

INFUSION PUMPS J2S Medical, LLC............................................ 24

AUCTION/LIQUIDATION Government Liquidation .............................71

INFUSION THERAPY AIV Inc............................................................ 65 Elite Biomedical Solutions ......................... 58 RepairMed..................................................... 47

BIOMEDICAL AIV Inc............................................................ 65 Ampronix ........................................................ 7 BETA Biomedical Services, Inc. ................... 59 Elite Biomedical Solutions ......................... 58 Global Medical Imaging .............................. 27 Integrity Biomedical.....................................17 InterMed Group.............................................13 Maull Biomedical Training, LLC .................. 69 Multi Diagnostic Imaging Solutions..........BC Southwestern Biomedical Electronics, Inc.......2 USOC Medical .......................................... 54-57 CARDIOLOGY International X-ray Brokers......................... 59 Multi Diagnostic Imaging Solutions..........BC CENTRIFUGE Ozark.............................................................. 64 COMPUTED TOMOGRAPHY Dedicated Imaging Solutions..................... 65 East Coast Medical Systems ...................... 65 Ed Sloan & Associates ..................................61 KEI Medical Imaging Services ......................71 Metropolis International ............................ 63 MTC/Medical Technologies Co. ................... 68 Multi Diagnostic Imaging Solutions..........BC RSTI Exchange...............................................20 Technical Prospects...................................... 24 Tri-Imaging Solutions..................................... 8 CONTRAST MEDIA INJECTORS Injector Support and Service.......................71 DIAGNOSTIC IMAGING Injector Support and Service.......................71 Shared Imaging............................................. 29 ENDOSCOPY J2S Medical, LLC............................................ 24 GENERAL ALCO Sales & Service Co..........................47,70 Government Liquidation .............................71 Multi Diagnostic Imaging Solutions..........BC PartsSource .................................................... 3 Southeast Nuclear Electronics ..............64,71 IMAGING Injector Support and Service.......................71 InterMed Group.............................................13

72 MEDICALDEALER | MARCH 2017

LABORATORY MTC/Medical Technologies Co. ................... 68 Ozark.............................................................. 64 LASER Multi Diagnostic Imaging Solutions..........BC MONITORS/CRTS Advanced Ultrasound Elec./AUE..................19 Ampronix ........................................................ 7 Bio-Medical Equipment Service Co. ........... 10 Jet Medical Electronics................................ 64 Multi Diagnostic Imaging Solutions..........BC Soma Technology, Inc. .................................30 Tenacore Holdings, Inc................................. 38 MRI Carolina Medical Parts .................................. 6 Dedicated Imaging Solutions..................... 65 East Coast Medical Systems ...................... 65 Ed Sloan & Associates ..................................61 International X-ray Brokers......................... 59 KEI Medical Imaging Services ......................71 MTC/Medical Technologies Co. ................... 68 Multi Diagnostic Imaging Solutions..........BC NUCLEAR MEDICINE Global Medical Imaging .............................. 27 InterMed Group.............................................13 International X-ray Brokers......................... 59 ONLINE RESOURCES MedWrench .................................................. 53 PATIENT MONITORING BETA Biomedical Services, Inc. ................... 59 Bio-Medical Equipment Service Co. ........... 10 Integrity Biomedical.....................................17 J2S Medical, LLC............................................ 24 Jet Medical Electronics................................ 64 Multi Diagnostic Imaging Solutions..........BC Pacific Medical ..........................................5,70 RepairMed..................................................... 47 Southwestern Biomedical Electronics, Inc.......2 Tenacore Holdings, Inc................................. 38 USOC Medical .......................................... 54-57 PHANTOMS ATS Laboratories........................................... 68

PROBE REPAIR Global Medical Imaging .............................. 27 RADIOLOGY Ampronix ........................................................ 7 InterMed Group.............................................13 International X-ray Brokers......................... 59 Maull Biomedical Training, LLC .................. 69 Metropolis International ............................ 63 Multi Diagnostic Imaging Solutions..........BC Radon Medical .............................................. 69 Rayence Inc....................................................30 RSTI Exchange...............................................20 Technical Prospects...................................... 24 X-Ray Parts, Inc............................................. 68 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE..................19 AIV Inc............................................................ 65 ALCO Sales & Service Co..........................47,70 Carolina Medical Parts .................................. 6 Dedicated Imaging Solutions..................... 65 Ed Sloan & Associates ..................................61 Elite Biomedical Solutions ......................... 58 Global Medical Imaging .............................. 27 Government Liquidation .............................71 Injector Support and Service.......................71 Integrity Biomedical.....................................17 KEI Medical Imaging Services ......................71 MTC/Medical Technologies Co. ................... 68 MW Imaging.................................................... 9 Pacific Medical ..........................................5,70 Radon Medical .............................................. 69 Shared Imaging............................................. 29 REPAIR/SERVICES Ampronix ........................................................ 7 Bio-Medical Equipment Service Co. ........... 10 Jet Medical Electronics................................ 64 Multi Diagnostic Imaging Solutions..........BC RSTI Exchange...............................................20 Southwestern Biomedical Electronics, Inc.......2 Trisonics ........................................................ 69 USOC Medical .......................................... 54-57 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE..................19 AIV Inc............................................................ 65 ALCO Sales & Service Co..........................47,70 AllParts Medical ...........................................20 BETA Biomedical Services, Inc. ................... 59 Carolina Medical Parts .................................. 6 Classic Diagnostic......................................... 58 Dedicated Imaging Solutions..................... 65 Diagnostic Solutions ..................................... 4 Ed Sloan & Associates ..................................61 Elite Biomedical Solutions ......................... 58 Global Medical Imaging .............................. 27 Government Liquidation .............................71 Jet Medical Electronics................................ 64 KEI Medical Imaging Services ......................71 Multi Diagnostic Imaging Solutions..........BC Ozark.............................................................. 64

MEDICAL EQUIPMENT, PARTS & SERVICE

_Categorical Index

PartsSource ....................................................................................... 3 Radon Medical ................................................................................. 69 RSTI Exchange.................................................................................. 20 Soma Technology, Inc. .................................................................... 30 Southwestern Biomedical Electronics, Inc.................................... 2 Technical Prospects......................................................................... 24 Trisonics ........................................................................................... 69 X-Ray Parts, Inc................................................................................ 68

NETWORKING

EDUCATION

EXHIBIT HALL

FUN

Irvine, California April 9-11, 2017

STERILIZERS InterMed Group................................................................................13 SURGICAL Ampronix ............................................................................................7 SURPLUS MEDICAL Government Liquidation ................................................................ 71 TELEMETRY J2S Medical, LLC............................................................................... 24 RepairMed........................................................................................ 47 Southwestern Biomedical Electronics, Inc.................................... 2 Tenacore Holdings, Inc.................................................................... 38

Advancing the Biomedical/ HTM Professional

TRAINING Maull Biomedical Training, LLC ..................................................... 69 TUBES/BULBS AllParts Medical .............................................................................. 20 Technical Prospects......................................................................... 24 Tri-Imaging Solutions........................................................................ 8 ULTRASOUND Advanced Ultrasound Elec./AUE.....................................................19 AIV Inc............................................................................................... 65 ATS Laboratories.............................................................................. 68 Diagnostic Solutions ........................................................................ 4 InterMed Group................................................................................13 MW Imaging....................................................................................... 9 Trisonics ........................................................................................... 69 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE.....................................................19 Global Medical Imaging ................................................................. 27 ULTRASOUND SYSTEM SUPPORT J2S Medical, LLC............................................................................... 24 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE.....................................................19 X-RAY Classic Diagnostic............................................................................ 58 Diagnostic Solutions ........................................................................ 4 International X-ray Brokers............................................................ 59 MTC/Medical Technologies Co. ...................................................... 68 Ray-Pac.............................................................................................IBC Rayence Inc....................................................................................... 30 RSTI Exchange.................................................................................. 20 Technical Prospects......................................................................... 24 Tri-Imaging Solutions........................................................................ 8 X-Ray Parts, Inc................................................................................ 68 X-RAY TUBES Ray-Pac.............................................................................................IBC WWW.MEDICALDEALER.COM

“MD Expo is a great way to keep up with changes in the Health Technology Management field.”

G. Seeley, Associate Professor of Biomedical Equipment Technology, Texas State Technical College

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MEDICALDEALER 73

ALPHABETICAL INDEX

Advanced Ultrasound Elec./AUE..................19 AIV Inc............................................................ 65 ALCO Sales & Service Co..........................47,70 AllParts Medical ...........................................20 Ampronix ........................................................ 7 ATS Laboratories........................................... 68 BETA Biomedical Services, Inc. ................... 59 Bio-Medical Equipment Service Co. ........... 10 Carolina Medical Parts .................................. 6 Classic Diagnostic......................................... 58 Dedicated Imaging Solutions..................... 65 Diagnostic Solutions ..................................... 4 East Coast Medical Systems ...................... 65 Ed Sloan & Associates ..................................61 Elite Biomedical Solutions ......................... 58 Global Medical Imaging .............................. 27

Government Liquidation .............................71 Injector Support and Service.......................71 Integrity Biomedical.....................................17 InterMed Group.............................................13 International X-ray Brokers......................... 59 J2S Medical, LLC............................................ 24 Jet Medical Electronics................................ 64 KEI Medical Imaging Services ......................71 Maull Biomedical Training, LLC .................. 69 MedWrench .................................................. 53 Metropolis International ............................ 63 MTC/Medical Technologies Co. ................... 68 Multi Diagnostic Imaging Solutions..........BC MW Imaging.................................................... 9 Ozark.............................................................. 64 Pacific Medical ..........................................5,70

PartsSource .................................................... 3 Radon Medical .............................................. 69 Ray-Pac......................................................... IBC Rayence Inc....................................................30 RepairMed..................................................... 47 RSTI Exchange...............................................20 Shared Imaging............................................. 29 Soma Technology, Inc. .................................30 Southeast Nuclear Electronics ..............64,71 Southwestern Biomedical Electronics, Inc.... 2 Technical Prospects...................................... 24 Tenacore Holdings, Inc................................. 38 Tri-Imaging Solutions..................................... 8 Trisonics ........................................................ 69 USOC Medical .......................................... 54-57 X-Ray Parts, Inc............................................. 68

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74 MEDICALDEALER | MARCH 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Announcing Ray-Pac’s

Shimadzu Calibration Class Open to Distributors and Installers of Shimadzu RadII Portables ©

Introducing a FREE one day class and certification on how to calibrate the new

RadII Inserts for Your Shimadzu dArt and Art Portables from Ray-Pac. ©

Spend the day with us at Ray-Pac and we will instruct and train you to calibrate all single and dual calibration steps of your Shimadzu Portable and be a pro at calibrating by the time you leave.

We are located in Charleston, SC just minutes from the airport and invite you to enjoy the area during your trip.

Classes start at 10:00 AM include lunch and conclude at 4:00 PM. In most cases we can have you instructed, certified and back on your plane the same day.

©

by Ray-Pac

Our Class is FREE If you attend our Shimadzu Calibration Class, you will receive a $1,000 credit towards your next purchase of a Shimadzu dArt or Art X-ray tube Replacement from Ray-Pac. ©

Shimadzu Purchase Voucher

$1,000 Ray-Pac Cash

It’s simple... Take our one day Calibration Class you’ll receive a voucher to submit with your next Shimadzu replacement order.

Send in with your payment to deduct $1,000 off your next purchase of a Shimadzu Portable Replacement from Ray-Pac.

This offer is valid thru 1-1-2018

by Ray-Pac

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

Reserve your class NOW!.

Call Ray-Pac at 843.767.8090 Available dates Starting in February 2017

www.Ray-Pac.com 7290 Pepperdam Ave., N. Charleston, SC 29418 - USA

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