Medical Dealer - April 2017 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

ARIL 2017 | WWW.MEDICALDEALER.COM

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ENHANCED PERFORMANCE At Varian Imaging Components we are continuously investing in engineering and new technology to improve our product portfolio. Our team has engineered and built in multiple enhancements to the MCS-8064. The MCS-8064 is a replacement CT tube for the Hercules® and Performix® Pro that can be used in many GE CT scanner models including: Lightspeed 16 Pro, Lightspeed 32, Lightspeed 64, and the Optima 540.

As of November 1, 2016, the MCS-8064 replacement tube comes with a full 12 month warranty! Contact your Varian sales manager or e-mail us at: info.xray@varian.com for additional details. ®All trademarks are the property of the respective OEM’s. © 2016 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks. All rights reserved.

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CONTENTS_Features 48 BENEFITS OF BRINGING IMAGING SERVICE IN-HOUSE Many hospitals view the in-house service arrangement as being more cost-effective over an outsourcing agreement with an OEM. An independent service organization is another option. We look at different solutions. Which solution is best for your facility?.

54 CAROLINA MEDICAL PARTS Carolina Medical Parts has more than a decade of experience and is an ISO 9001:2008 registered MRI coil and component repair center providing a full range of repair and testing services for many coils and MRI components on GE, Philips and Siemens systems.

Medical Dealer (Vol. 20, Issue #4) APRIL 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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INDUSTRY UPDATE MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

13 News & Notes 18 People on the Move 21 OEM Updates

MARKET ANALYSIS Imaging: MRI 27 Market Analysis 28 Product Showroom 31 Preferred Vendors Med/Surg: Sterilization 37 Market Analysis 38 Product Showroom 42 Preferred Vendors

Account Executives Jayme McKelvey Chandin Kinkade Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 56 Dan Bobinski 58 The Other Side 63 Pay It Forward

Accounting

Kim Callahan

Circulation

Lisa Cover Laura Mullen

Web Department

68 Marketplace 72 Categorical Index 74 Alphabetical Index

Taylor Martin Adam Pickney Cindy Galindo

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

10 MEDICALDEALER | APRIL 2017

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INDUSTRY UPDATE_News and Notes

Staff Reports

ICU MEDICAL COMPLETES ACQUISITION OF HOSPIRA INFUSION SYSTEMS ICU Medical Inc. has completed its acquisition of the Hospira Infusion Systems business from Pfizer Inc. Several published reports state that ICU Medical paid about $900 million in the transaction. The Hospira Infusion Systems business includes IV pumps, solutions, and devices that, when combined with the company’s existing businesses, makes ICU Medical one of the world’s leading pure-play infusion therapy companies. “We are pleased that Hospira Infusion Systems is now part of ICU Medical and welcome our new Hospira colleagues to the ICU team. We look forward to working together to continue providing quality, innovation and value to our clinical customers worldwide,” said Vivek Jain, chairman and chief executive officer at ICU Medical. The Hospira Infusion Systems acquisition complements ICU Medical’s existing business to create a company with a complete IV therapy product portfolio from solutions to pumps to non-dedicated infusion sets. In addition, the acquisition gives ICU Medical a significantly enhanced global footprint and platform for continued competitiveness and long-term growth. With an integrated product offering, the company now holds industry-leading positions in key segments and has access to the full U.S. infusion marketplace with a compelling product portfolio. •

CONQUEST IMAGING’S ULTRASOUND MAINTENANCE TRAINING PROGRAMS REACH NEW LEVEL Conquest Imaging, a leader for training programs in ultrasound maintenance and operations, is taking its “best-in-class offerings” to a new level. Company Founder and President Mark Conrad has announced that the company is investing more than $100,000 in its Stockton, California training facility. These investments will include current technology tools Because Quality Matters that address how we learn today, and will make it easier for participants to ISO 9001:2008 CERTIFIED incorporate their learnings into their existing digital assets. Training program enhancements include a new interactive touch panel whiteboard, tablets and smartphones that allow students to interact with presentations, a new dedicated printer that produces high-quality manuals and supplements, new state-of-the-art systems (GE Voluson E10, Aplio 500) and new updated manuals with videos when viewed electronically. “Our philosophy is that when we train people how to service and maintain their ultrasound equipment, we are furthering our entire industry through better and more reliable performance, and improved access to services for patients,” Conquest Imaging Global Training Director Jim Rickner said. “This is why investing in training facility improvements is one of our top priorities and will continue to be so.” Conquest’s programs are highly interactive, which helps students learn by “doing” versus “listening.” Each participant receives a digital tablet with the course curriculum so that they can interact with the course material and instructor in ways that are memorable and actionable and fully customized for their needs. Hands-on instruction with actual Toshiba, GE, Philips and Siemens systems in the classroom is an essential component to every training course offered. Rickner is a highly sought after training expert industry wide and is often a speaker at national events covering imaging and medical instrumentation. He has been leading Conquest’s training programs for the past 11 years. • For information about Conquest Imaging’s courses and facility, and customized on-site programs, visit www.conquestimaging.com or call 866-900-9404.

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MEDICALDEALER 13

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INDUSTRY UPDATE_News and Notes

Staff Reports

TRI-IMAGING SOLUTIONS ACHIEVES ISO 9001:2015 Tri-Imaging Solutions, an independently owned diagnostic imaging parts, technical training, technical support, and support services company for the diagnostic imaging market, has achieved ISO 9001:2015 certification. SOLUTIONS This standard is based on a number of quality management principles including a strong customer focus, the motivation and implication of top management, the process approach and continual improvement, according to the International Organization for Standardization (ISO) website. “This certification not only reflects the consistent quality standard our reputation has been built on by providing quality products and services but also demonstrates our continued commitment to customer satisfaction,” Tri-Imaging President Eric Wright said. “This is a great accomplishment for our team. I am proud to work with a group focused on quality and outstanding customer service.” ISO 9001:2015 specifies that Tri-Imaging Solutions meets or exceeds requirements for a quality management sysPROOF tem that includes the ability to consistently provide products and SHEET services that meet customer and applicable statutory and regulatory requirements. ISO 9001:2015 also indicates that Tri-Imaging Solutions aims to enhance customer ROOF APPROVED satisfaction CHANGES NEEDED through the effective application of its quality management system. “At Tri-Imaging Solutions, we strive to live up to our name and be a solution for our customers and Empower the ENT SIGN–OFF: Engineer,” Wright says. “Our mission is to impact lives by creating individual, customer-centric experiences based on PLEASE CONFIRM THAT THEcore FOLLOWING CORRECT a shared belief inARE bettering patient care through personal accountability, integrity and admiration.” • LOGO

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14 MEDICALDEALER | APRIL 2017

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_News and Notes

ORLANDO HEALTH AND MEVION OFFER ADVANCED DIAGNOSTIC IMAGE GUIDANCE FOR PROTON THERAPY models for cancer centers of all ing Orlando Health’s leadership in Mevion Medical Systems, a leadIGRT. CT imaging provides superior, sizes.” er in compact proton therapy, and “Proton therapy is the most adhigh-resolution images that can be UF Health Cancer Center-Orlando vanced treatment in radiation theraused for both positioning and adapHealth have announced the first papy and has allowed us to significantly tive treatment. tient treatment on a MEVION S250 reduce harmful radiation to healthy “The stereotactic integration of proton therapy system in conjunctissue, which is especially important in-room diagnostic CT scanning for tion with Airo, a mobile, diagnostic computed tomography (CT) scanner. high-precision positioning and adap- for cancers near sensitive, hard-toreach locations, both in children and The advanced 3D CT-based localiza- tive proton therapy represents the adults,” said Naren R. Ramakrishna, most advanced IGRT in a compact tion is integrated to Verity Patient M.D., Ph.D., director of neurologic proton therapy system,” said Joseph Positioning System, a component and pediatric radiation oncology at K. Jachinowski, president and CEO of the MEVION S250 Series, and is Orlando Health. “Integrating proton of Mevion Medical Systems. “Combased on high-precision stereotactic therapy within our cancer center localization and tracking technology. bining the diagnostic image quality has given us the ability to provide a This solution improves treatment ac- of the Airo’s CT imaging with the comprehensive range of services, alprecision of the MEVION S250 Securacy and reduces patient positionries advances our mission of delivlowing us to keep our patients in our ing uncertainties. ering transformative proton therapy. system to receive the best treatment Orlando Health has been a With six clinical Mevion centers possible. In-room diagnostic CT impioneer in the implementation of and more than 10 years combined aging for positioning and treatment image-guided radiation therapy operational experience; we continue adaptation allows us to provide the (IGRT). The MEVION S250 is the to demonstrate that Mevion proton most accurate treatment localization first compact proton therapy system therapy delivers high-quality proton with protons.” • to integrate an in-room CT scantherapy treatments with successful ner for high-precision positioning clinical, operational and business and adaptive treatment, enhancWWW.MEDICALDEALER.COM

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INDUSTRY UPDATE_News and Notes

VENTION MEDICAL ACQUIRES LITHOTECH MEDICAL Vention Medical has announced its acquisition of Lithotech Medical, an industry leader in complex nitinol wire-based technologies based in Israel. The acquisition will expand Vention’s portfolio of advanced components and technologies for the development and manufacturing of medical devices for the interventional market. In addition to supplying discrete nitinol components, Vention will now have the capability to seamlessly integrate nitinol into customers’ design and development projects. With its ability to scale, Vention will be able to leverage nitinol-based technologies for the manufacturing and assembly of devices from low-volume prototypes to high-volume production. “Partnering with this talented group of nitinol experts expands our portfolio of advanced components and technologies as well as our applications expertise,” said Tom Testa, President of Vention’s Advanced Technologies business. “Together, we can further provide more leading-edge technologies to advance our customers’ medical device innovations faster and more cost effectively.” Founded in 2001, Lithotech Medical employs a multidisciplinary team of technical experts including physicists, material and mechanical engineers, and regulatory and quality control experts. The team has designed and developed more than 100 products for customers worldwide, with dozens of products currently on the market. • 16 MEDICALDEALER | APRIL 2017

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Staff Reports

JPI HEALTHCARE NOW REPS CARESTREAM HEALTH JPI Healthcare has announced that it is now representing the Carestream Health product line. “JPI is pleased to be able to provide a greater range of digital solutions to our growing dealer network,” according to a news release. “JPI Healthcare will represent the Carestream Vita Flex and Image Suite Software portfolio in the USA, Canada, and Latin America. Carestream Health will benefit from the international network footprint of JPI Healthcare dealer partners. In addition, JPI Healthcare will represent the DryView Laser Imager portfolio in the USA.” “JPI Dealers will greatly benefit from this new business relationship,” the release states. “JPI is extremely proud to be able to offer its dealer’s access to Carestream Health Digital Solutions. These world-class products will undoubtedly open up new markets and new sales opportunities for both companies.” •

KUBTEC CELEBRATES OFFICIAL OPENING OF NEW FACILITY In January, Kubtec officially commenced operations at its new corporate and manufacturing headquarters in Stratford, Connecticut. Connecticut Governor Dannel P. Malloy was the guest of honor and helped as Kubtec marked its relocation to larger facilities with an official ribbon cutting ceremony, performed by Gov. Malloy, Kubtec CEO Vikram Butani, Mayor John A. Harkins and members of the Bridgeport Chamber of Commerce. Connecticut House Minority Leader Themis Klarides also attended the celebration. Klarides has a special interest in breast cancer care, having been instrumental in driving legislation to mandate availability of 3-D mammography to women in Connecticut. Kubtec develops and manufactures innovative imaging products for clinical and research applications using digital X-ray technology as the core platform. Particularly, the Kubtec Mozart System uses proprietary 3-D Tomosynthesis technology to enable breast surgeons to obtain the clearest views of tumors while in the OR, enabling them to provide the best quality of care for their patients. Kubtec is focused on creating imaging solutions for breast care, neonatal care, and pathology, in addition to applications for forensic science, research, and non-destructive testing. • MEDICAL EQUIPMENT, PARTS & SERVICE

3/16/17 4:05 PM

COLLIMARE YOUR FIRST CHOICE

NEURAL ANALYTICS RECEIVES CE MARK FOR PORTABLE BRAIN MONITORING DEVICE

Neural Analytics Inc., a medical device company developing technology to measure, diagnose and track brain health, has received CE Mark for its next generation ultrasound device, the Lucid M1 Transcranial Doppler Ultrasound System (Lucid System). The Lucid System, which received 510(k) clearance from the U.S. Food and Drug Administration in October 2016, is a portable allin-one ultrasound system designed for rapid triaging and monitoring of patients with brain disorders. Neural Analytics expects to begin commercially selling the Lucid System in Europe immediately. “The CE Mark for our Lucid System represents an important milestone for Neural Analytics as it will allow us to bring a non-invasive device to patients with blood flow disorders in Europe who may benefit from this portable monitoring system,” said Leo Petrossian, Chief Executive Officer of Neural Analytics. The Lucid System is a battery operated medical grade tablet device. It uses a type of ultrasound called Transcranial Doppler to assess the brain’s blood vessels from outside the body. This analysis can be performed in the physician’s office, and can help the physician diagnose brain disorders, potentially without the need for additional, more invasive tests. Many significant brain disorders are caused by blood flow disruption. “The development of accurate and portable brain monitoring technology like the Lucid System is critical to expanding brain care in the 21st century,” said Dr. Kyriakos Lobotesis, Neuroradiologist at the Imperial College Healthcare NHS Trust, United Kingdom. “Health care professionals will be able to utilize this diagnostic tool in a variety of clinical settings to accurately measure the brain’s blood flow to expedite medical care across a range of neurological disorders.” • WWW.MEDICALDEALER.COM

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INDUSTRY UPDATE_People on the Move

Matt Skoufalos

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field TROFF Medical President and Founder Michael Helms is retiring. Helms established the company in 1991 and is closing its operations effective April 1, 2017. Helms said he will entertain future opportunities, but looks forward to focusing on family and his hobbies.

Corporate restructuring at Rayence Inc. has led to the promotion of its Northeast Regional Zone Manager Christian Anderson to Director of U.S. Sales. Bill Cioffi, its Vice President of Business Development, will retain that role, and Marketing Manager Bill Nicholas, who joined the company in August 2016, has been elevated to Director of Marketing.

Royal Philips of Amsterdam, the Netherlands named Roy Smythe, MD, its Chief Medical Officer for Health Informatics. Smythe joins Philips from Valence Health, where he was CMO; he has also been CMO at Avia, Medical Director for Innovation for Baylor Scott & White Healthcare, the Roney Endowed Chair and Professor of Surgery, Medicine and Molecular Medicine and Chairman of the Department of Surgery at Baylor Scott & White Health System and for the Texas A&M Health Science Center College of Medicine. Smythe’s clinical career began at the University of Texas M.D. Anderson Cancer Center.

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Novant Health has named Rick Brajer its SVP of business strategies. Brajer, the former Secretary of the North Carolina Department of Health and Human Services, has been brought on to support “strategic acquisitions and partnerships,” the company said in a statement. Brajer has spent 20 years in health care and medical technology industries.

Shields Health Solutions has named Eric Suchecki its VP of Business Development. Suchecki will handle sales strategy and U.S. hospital partnerships. He was formerly President and CEO of EMG Surgical Inc., which was acquired by Smith & Nephew Inc., was past President-CEO of ERS Inc., and is an active member on several advisory boards for medical device companies.

The Joint Commission (TJC) of Oakbrook Terrace, Illinois, has promoted Patrick Phelan, MBA, to executive director of Hospital Business Development, and Julia Finken, RN, BSN, MBA, CSSBB, CPHQ, to executive director of Behavioral Health Care and Psychiatric Hospital Accreditation. Phelan will lead strategy and growth for the TJC Hospital Accreditation Program and Strategic Business Unit for Certification. Finken will serve as the TJC primary representative to behavioral health organizations and industry leaders. Phelan was most recently TJC associate director of Business Development; Finken was its associate director of Home Care Accreditation.

AIV Inc. recently promoted Jeff Taltavull to Vice President of Sales and Product Development. Taltavull is responsible for the strategic sales direction and C level management of North American Sales. He is also tasked with increasing AIV’s corporate partnerships and parts development programs. “I look forward to expanding AIV’s position as the industry’s leader in cost-effective solutions,” Taltavull said.

Amid the spin-off of its imaging components business into Varex Imaging Corporation, Varian of Palo Alto, California has also made changes to its senior leadership. Magnus Momsen will replace Clarence Verhoef as Varian’s SVP and corporate controller; Verhoef will in turn become the Varex Imaging CFO. Ruediger Naumann-Etienne and Eric R. Reinhardt are leaving the Varian board of directors to join the board of Varex Imaging. Varian has reduced the size of its board to eight members.

Camille Farhat is the new CEO of RTI Surgical Inc., effective March 15, 2017. Farhat succeeds interim CEO Robert P. Jordheim, who will resume his role as the company’s CFO. Farhat is the past president and CEO of American Medical Systems. Farhat has also held senior leadership roles with Baxter Healthcare, Medtronic Inc., and General Electric.

MEDICAL EQUIPMENT, PARTS & SERVICE

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_People On The Move

Larry Schlesinger has been named President and CEO Texas Biomedical Research Institute, effective May 31, 2017. Schlesinger chairs the Ohio State University Department of Microbial Infection and Immunity and directs its Center for Microbial Interface Biology. Schlesinger’s studies have translated into drug discovery platforms, and he will continue his research at Texas Biomed. He is a member of the NIH National Institute of Allergy and Infectious Diseases Council, a Fellow of the American Association for the Advancement of Science, and a member of the Association of American Physicians and American Academy of Microbiology. Schlesinger has a bachelor’s degree in biology from Cornell University and a medical degree from Rutgers Medical School.

ProHealth Care in Wisconsin has named Deb Parkhurst its new Biomed Tech Procurement Specialist. Parkhurst replaces the recently retired Mickie Wong. Parkhurst may be contacted at 262-928-4081 or via email at debra.parkhurst@phci.org.

David Young is the new CFO of Nobilis Health Corp., succeeding Kenny Klein, who will remain with the company in a finance leadership role. Young joined Nobilis from St. Jude Medical Inc., where he was SVP and CFO of its Americas Division. Young has also been VP of Finance at Thermo Fisher Scientific, and began his career at KPMG. He is a licensed CPA with an MBA from the University of Texas.

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The InterMed Group has announced the hiring of Scott Nudelman as Chief Operating Officer effective immediately. Nudelman will report directly to CEO Rick Staab and will be responsible for all operations including Imaging Services, Biomed Services, Asset Management and Jump Team (including Project Support, Physical Inventories and Cybersecurity Assessments). The InterMed Group supports all areas of Healthcare Technology Management. Nudelman has built a successful 30-year career in the industry. Prior to joining InterMed, he served more than 21 years as General Manager of Biomed Services and MV Operations Manager for GE Healthcare. His educational background includes a degree from Rochester Institute of Technology in Electrical Engineering Technology.

HCA Gulf Coast Division has named Holly Elliott its VP of women’s and children’s services. Elliott joins HCA Gulf Coast from Memorial Hermann Healthcare System, where she was VP and COO of Children’s Memorial Hermann Hospital. Elliott has a bachelor’s degree in biology from Baylor University, a master’s degree in healthcare administration from Trinity University, and is a member of the American College of Healthcare Executives.

Wake Forest Baptist Medical Center has named Julie Ann Freischlag its new CEO. Freischlag will succeed John D. McConnell on May 1; McConnell has led the center since 2008 and will transition to a new position there. Freischlag will oversee the Wake Forest Baptist academic health system, and will report to the medical center board of directors. She will join Wake Forest from the University of California Davis in Sacramento, California, where she is Vice Chancellor for Human Health Sciences and Dean of the School of Medicine. Freichslag is a vascular surgeon, member of the National Academy of Medicine, and is the immediate past president of the Society for Vascular Surgery Foundation.

Medical Imaging Technologies (MIT) of Thomson, Georgia, has added sales representative Billy Anguish. Anguish, a recent graduate of University of Central Florida, will handle sales and service for MIT customers in central and southern Florida.

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

MEDICALDEALER 19

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INDUSTRY UPDATE_OEM Update

Staff Reports

FDA APPROVES DIGITAL BREAST TOMOSYNTHESIS OPTION FOR ASPIRE CRISTALLE of low-dose image slices at different breast cancer.” FUJIFILM Medical Systems U.S.A. angles, producing a three-dimensionRadiologists using the ASPIRE Inc. has announced that its Digital al view allowing radiologist to see Breast Tomosynthesis (DBT), as an op- Cristalle FFDM system with DBT through tissue less obstructed. The tional software upgrade for its ASPIRE will realize valuable enhanced clinical acquired images are reconstructed into Cristalle digital mammography sysefficiency compared to using FFDM a series of high-resolution 1 millimetem, has received premarket approval alone, this includes superior diagnoster slices displayed individually or from the U.S. Food and Drug Admintic accuracy and lower recall rates for dynamically in a cine mode – making istration. The optional DBT upgrade non-cancer cases. it easier to identify lesions that might Known as AMULET Innovality for the ASPIRE Cristalle system is now be difficult to see in traditional 2D outside of the United States, Fujifilm’s available in the United States. optional DBT upgrade has been widely mammography images due to overlap“Receiving FDA approval for DBT ping breast structures. This will bring available in Europe, Asia and Latin is a momentous occasion for Fujifilm,” a new level of diagnostic confidence said Rob Fabrizio, Director of Strategic America since May 2013. The ASPIRE in screening, and especially for those Cristalle FFDM system with DBT Marketing, Digital Radiography and women with dense breast tissue who combines Fujifilm’s state-of-the-art Women’s Health, FUJIFILM Medical are at higher than average risk and hexagonal close pattern (HCP) detecSystems U.S.A. Inc. “The unique dose tor design, advanced image processing more difficult to screen with traditionsavings and patient comfort innovaal 2D only. and image acquisition workflow to tions already available in the ASPIRE Fujifilm’s ASPIRE Cristalle FFDM optimize patient dose while maximizCristalle FFDM system are now cousystem with DBT will be on display ing image quality. pled with the new 3D imaging capaat the Society of Breast Imaging (SBI) bilities – an exciting advancement that With the DBT software option, the X-ray tube moves through an arc Symposium, April 6-9, 2017, Los AngeU.S. providers have long been waiting around the breast, acquiring a series les, California. • for in their fight for early detection of WWW.MEDICALDEALER.COM

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INDUSTRY UPDATE_OEM Update

Staff Reports

HOLOGIC COMPLETES DIVESTITURE OF BLOOD SCREENING BUSINESS Hologic Inc. has completed the divestiture of its blood screening business to long-time commercial partner Grifols for a purchase price of $1.85 billion in cash, the company announced. “Completing the divestiture of our blood screening business will strengthen our efforts to build a sustainable growth company by accelerating top- and bottom-line growth rates, while significantly increasing financial flexibility,” said Steve MacMillan, the company’s Chairman, President and Chief Executive Officer. “We are immensely proud of the contributions we have made to global blood safety over nearly 20 years, and wish our former employees and partner much continued success in the field.” •

SIEMENS HEALTHINEERS ESTABLISHES GLOBAL DIGITAL ECOSYSTEM At the 55th Annual Meeting for the Health Information ineers plans to contribute to value-based healthcare by and Management Systems Society (HIMSS), Siemens enabling fast, simple and seamless interaction between Healthineers announced a digital platform for healthproviders of data and knowledge. care providers as well as for providers of solutions and Through the Digital Ecosystem Siemens Healthineers services, aimed at covering the entire spectrum of health will provide its customers with aggregated data that are care. The platform is to foster the growth of a digital usable for different evaluations. For example tools for ecosystem linking health care providers and solution predictive analysis could enable users to discern new providers with one another as well as bringing together correlations and trends to help improve diagnoses and their data, applications and services. guide therapy choices. Global knowledge exchange is a In the Siemens Healthineers Digital Ecosystem, data very important instrument in medicine to improve pafrom imaging, in-vitro diagnostics and medical documen- tient care. The Siemens Healthineers Digital Ecosystem tation is combined and assessed. This data is generated will allow experts to link and communicate with their in one of the health care industry’s largest installed bases, peers worldwide, and health care providers can benefit i.e. the Siemens Healthineers customers who have agreed from Siemens Healthineers’ extensive expertise in nearly to participate in the ecosystem. Furthermore it will allow all clinical areas, including experience in data security in its users to exchange data and knowledge with other the health care market. experts beyond their own institution. With the Digital Because a digital ecosystem thrives if as many serEcosystem Siemens Healthineers aims to set new trends vice providers as possible contribute to it, the Siemens in health care together with its customers and partners Healthineers Digital Ecosystem comes with open Applito enable health care providers around the world to meet cation Programming Interface’s (API) to enable applitheir current challenges and to excel in their respective cation developers and solution providers to efficiently environments. create, market and offer services which are seamlessly Digitalization in health care is expected to drive the integrated into a shared digital health care platform. much-needed change towards widespread value-based Partner companies will be able to access one of the care and dramatically reduced costs. Deep insights, i.e. largest pools of in-vivo and in-vitro data, and share into the clinical or operational performance of a health their solutions with health care providers in markets all care facility, are essential for the digital transformation of across the world. • health care. With its Digital Ecosystem, Siemens Health22 MEDICALDEALER | APRIL 2017

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MEDICAL EQUIPMENT, PARTS & SERVICE

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_OEM Update

TRU-D SMARTUVC AWARDED SUPPLIER CONTRACT WITH VIZIENT Tru-D SmartUVC recently signed a supplier contract agreement with Vizient Inc. “Becoming an approved Vizient supplier gives Tru-D the opportunity to deliver enhanced savings on its unique, automated UV disinfection robot’s clinical differentiation and value proposition to Vizient’s membership of academic medical centers, pediatric facilities, community hospitals, integrated health delivery networks and non-acute health care providers who access the Vizient contract portfolio,” said Chuck Dunn, CEO and President of Tru-D SmartUVC. “We are excited to work with Vizient and look forward to a long-term relationship while delivering a rapid return on investment of its kind backed by a CDC-funded, to members.” Tru-D is a pioneer of no-touch randomized clinical trial. Results of the UV disinfection taking to market the landmark Benefits of Enhanced Terworld’s first UV robot in 2007 and con- minal Room Disinfection (BETR-D) tinually providing innovation over the study showed that enhanced terminal past decade. Tru-D is the only device room disinfection strategies including

Tru-D decreased the risk of acquiring an infection among patients admitted to the same room by a cumulative 30 percent. Tru-D works by generating UV energy that kills harmful pathogens that can remain behind from manual cleaning. After traditional cleaning methods are performed, Tru-D is rolled in to the room to complete the disinfection process. Activated by a remote control outside the room, Tru-D operates from one position and administers a single cycle of UV light. Using patented Sensor360 technology, Tru-D compensates for room variables such as size, shape and the amount of equipment in the room, calculating the precise time necessary to disinfect the room. Once the cycle is complete, the operator is notified via audio and/or text message that the robot is ready to proceed to the next targeted room. • For more information, visit Tru-D.com.

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INDUSTRY UPDATE_OEM Update

Staff Reports

PHILIPS COLLABORATION TACKLES KEY HEALTH CARE TECHNOLOGY ISSUES Philips and The Health Management Academy are team- addition, Philips is helping to establish best practices in population health management as part of large-scale vening up for the next three years on an educational initiative to launch The Academy Philips Innovation Institute, dor partnerships with health systems, like Bon Secours Charity Health System, part of the Westchester Medical which will allow executives from the nation’s leading Center Health Network. Working with key Academy health systems to collaboratively study the effects of departners like Banner Health on industry leading technollivery reform programs and help establish best practices. ogies around connected care, and pilot projects such as Moreover, as part of The Academy Collaboratives (The the Intensive Ambulatory Care Program and Tele-iCU, Collaboratives), Philips will act as a participant, bringing Philips has helped Banner reduce hospital admissions by its expertise, insights and best practices to foster dialog nearly 50 percent in part by managing high-cost patients and brainstorming in support of discussion by health through Philips’ telehealth program. These best practices care executives on key challenges facing U.S. health can also be shared with other Academy members. systems. These include discussions around population Philips showcased its broad range of population health management (PHM), big data, cybersecurity, health management, acute healthcare informatics and Medicare Access and CHIP Reauthorization Act (MACpersonal health solutions, fully integrated in a highly RA) and consumerization. The Academy Philips Innovation Institute is the latest secure, cloud-based ecosystem at the Healthcare Information and Management Systems Society (HIMSS) 2017 Philips effort to drive health care transformation, which includes working with leading academic institutions. In Annual Meeting and Exhibition. • BARD PERIPHERAL VASCULAR OEM PRODUCTS CELEBRATES 40TH ANNIVERSARY angioplasty balloon catheters. These used in state-of-the-art customer This year marks the 40th anniversacatheters can be used for typical devices such as heart valves and left ry of Bard Peripheral Vascular OEM balloon angioplasty, stent delivery, Products, a provider of a wide range of ventricle assist devices (LVADs). and even drug coated by the customer. Over the years, Bard PV OEM has products and services for the medical Bard ClearStream Technologies has expanded its offerings to include device industry, including implantable PTFE & PET felts, and ePTFE for use the ability to design, develop and manePTFE and textiles, for use as comufacture angioplasty balloon catheters as components in the most advanced ponents in cardiovascular devices. specifically for OEM and medical cardiovascular devices. The company, a division of C.R. Bard, device customers. Bard Peripheral Vascular OEM’s combines best-in-class technologies “For 40 years, we have been proud latest offering for other medical device with a proven commitment to quality to provide our esteemed custommanufacturers is its ePTFE encapsuand recognized regulatory heritage to ers with the component products, lation capabilities, originally develmeet the needs of some of the world’s technical support, and regulatory oped for Bard’s own branded stents. leading OEMs and emerging medical information they need to develop Bard PV OEM customers now have device companies. Bard Peripheral the highest quality medical devices access to the material and processes Vascular OEM now offers ePTFE enfor cardiovascular applications,” said they need for encapsulating their own capsulation services to cardiovascular component or device. ePTFE encapsu- Bill Gemma, director, OEM sales and device manufacturers for creation of lation is ideally suited for transcatheter marketing, Bard PV OEM. “We stand custom medical solutions. heart valves and other medical devices with our customers from device For four decades, Bard’s prodwhich benefit from its thin, high inception to production to regulaucts, expertise and legacy regulatory strength, micro-porous, and biocomtory approval, leveraging our team’s information has freely been shared patible properties. engineering expertise and the proven with other companies using its OEM In addition to its textile and ePTFE quality of Bard products to enable products. Since the 1970s, Bard has them to efficiently and effectively offerings, Bard PV OEM provides, offered a full line of more than 20 bring new and innovative medical on an OEM basis, a comprehensive styles of implantable textiles, many device solutions to market.” • range of standard size PTA and PTCA of which are still available today and 24 MEDICALDEALER | APRIL 2017

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_OEM Update

XENEX LIGHTSTRIKE GERM-ZAPPING ROBOTS TO DISINFECT HEALTHCARE FACILITIES IN ITALY ab medica spa, an Italian provider of medical technologies, and Xenex Disinfection Services, a market leader in ultraviolet (UV) light room disinfection technology, have announced that ab medica spa is the exclusive distributor of Xenex LightStrike Germ-Zapping Robots at hospitals and health care facilities in Italy. Infections caused by superbugs like Clostridium difficile (C.diff ), Methicillin-resistant Staphylococcus aureus (MRSA), Middle East respiratory syndrome (MERS) and Carbapenem-resistant Enterobacteriaceae (CRE) are a global problem and Xenex’s pulsed xenon UV light robots are a proven solution to destroy these deadly microorganisms before they can harm patients and health care workers. Xenex robots take room disinfection to the next level by pulsing xenon, an environmentally friendly contain toxic mercury and require noble gas, to create full spectrum, high special hazardous waste handling. intensity UV light that quickly destroys Xenex is proven and published in infectious germs. Multiple hospitals peer-reviewed journals to work in the utilizing Xenex robots have published hospital environment and reduce the peer-reviewed patient infection reduc- rates of patient infections.” tion outcome studies showing 50-100 The Xenex robot is designed for percent decreases in C.diff, MRSA and speed, effectiveness and ease of use, surgical site infection rates in highly which allows hospital cleaning staff to regarded scientific journals. operate the robot without disrupting “We carefully evaluated the hospital operations. With a proven peer-reviewed research and were five-minute disinfection cycle for impressed with the number of hosC.diff and less than 90 seconds for pitals that have reported dramatic other pathogens like MRSA, VRE, infection rate reductions after using and Acenitobacter, the robot can Xenex robots for room disinfection. disinfect 30-62 hospital rooms per Bringing this technology to Italy is a day (according to Xenex customers), game changer for Italian health care including: patient rooms, operating facilities and the patients they treat rooms, equipment rooms, emergency because we finally have a weapon to rooms, intensive care units and public help stop superbugs and dangerous areas. LightStrike is ideal for use in bacteria before they pose a risk to hospitals worldwide because Xenour patients and employee safety,” ex has patented protocols for use in said ab medica Business Director, multi-bed wards. The robot’s speed Filippo Pacinotti. “We are pleased to enables it to disinfect areas and rooms join other international distributors quickly so it can be used throughout of Xenex’s technology like Terumo in the entire facility, including multi-bed Japan. We chose Xenex because Xenwards, to enhance patient and health ex does not utilize mercury bulbs that care worker safety. • WWW.MEDICALDEALER.COM

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410002 INTERNATIONAL MEDICAL TechNation AD 09102015.indd 9/10/15 1 4:08 PM 3/16/17 4:05 PM

SAFETY 7.75”

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TO YOU • Quality & Affordable PARTS • 24 HOUR tech support • Fully Refurbished MEDICAL EQUIPMENT • Global & Local CUSTOMER SERVICE • 12x16 Channel GE MRI QA bay and 3 CT QA bays READY FOR TESTING parts and coils.

DEDICATED IMAGING SOLUTIONS Our mission is to provide our customers with real time solutions to their medical imaging needs.

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PRODUCT FOCUS_Imaging_Market Analysis

Staff Reports

NORTH AMERICA DOMINATES MRI MARKET M

agnetic resonance imaging (MRI) is a radiology technique health care providers use to diagnosis, assess and treat medical conditions. It uses strong magnetic field, radio frequency pulses and a computer to produce detailed image of internal body structures.

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These scans can be used to examine musculoskeletal injuries, sports injuries, alignments of brain, vascular abnormalities, prostrate problems, female pelvic problems, gastrointestinal tract conditions, soft tissue and bone pathology or conditions and some ear, nose and throat conditions. A report from BCC Research predicts continued growth for the medical MRI market. “The global market for MRI systems reached $5.8 billion in 2015. The market should reach nearly $6.1 billion and $8.0 billion in 2016 and 2021 respectively, growing at a compound annual growth rate (CAGR) of 5.7 percent from 2016 to 2021,” according to BCC Research. “The North American market for MRI systems should reach $3.1 billion in 2021 and $2.4 billion in 2016, growing at a CAGR of 5.4 percent from 2016 to 2021. The MRI systems market in the Asia-Pacific region should reach nearly $2.1 billion in 2021 from $1.5 billion in 2016, growing at a CAGR of 7.3 percent from 2016 to 2021.” WWW.MEDICALDEALER.COM

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MarketsandMarkets forecasters also expect continued growth. “The global MRI systems market is projected to reach $7.19 billion by 2021 from $5.61 billion in 2016, at a CAGR of 5.1 percent from 2016 to 2021,” according to MarketsandMarkets. The global MRI market is expected to grow at a compound annual growth rate (CAGR) of 5.0 percent during 2016-2022, according to a report from P&S Market Research.

“The global MRI systems market is projected to reach $7.19 billion by 2021 from $5.61 billion in 2016,, at a CAGR of 5.1 percent from 2016 to 2021.” “Based on architecture, the open MRI segment is expected to witness the faster growth during the forecast period, at a CAGR of 7.8 percent in the global market. Among the various field strengths, the high field MRI segment is expected to witness the fastest growth during the forecast period,” according to the report.

Several factors are powering the market’s continued growth. “The global magnetic resonance imaging market is growing at a significant rate, due to growing geriatric population, increasing prevalence of chronic diseases such as cancer, lung diseases and rheumatoid arthritis, increasing incidence of injuries, increasing awareness about early diagnosis, and increasing health care expenditure,” according to P&S Market Research. “In addition, the improving health care infrastructure in developing countries, such as China and India, and technological advancement in MRI are also driving the growth of the global MRI market. The restraints associated with the growth of the global MRI market include stringent regulations for the approval of MRI devices, high cost and lack of trained professionals, and shortage of helium gas deposits.” North America is expected to maintain its dominance in the global market of magnetic resonance imaging through 2022, according to the report. “This is due to increasing health care expenditure, growing geriatric population, improved health care infrastructure, and growing prevalence of chronic diseases. In addition, the increasing research activity for the advancement of imaging technology is also driving the growth of the North American market,” according to P&S Market Research. MEDICALDEALER 27

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PRODUCT FOCUS_MRI_Product Showroom

Staff Reports

APRIL PRODUCTS: This month, Medical Dealer explores MRI

SIEMENS HEALTHINEERS

MAGNETOM Sempra

he MAGNETOM Sempra from Siemens Healthineers is a highly efficient, 60-cm 1.5 Tesla (1.5T) MRI system distinguished by its low operating costs, innovative technologies, and full-coverage service contract, which help radiological practices and groups, as well as small- and medium-sized hospitals, operate profitably despite rising industry cost pressures. Additionally, the system’s standardized workflows are designed to help facilities achieve consistent, user- and patient-independent levels of quality. Designed to automate and streamline workflow, the system’s three Day optimizing throughput (Dot) workflow engines for brain, spine, and large joint procedures enable the user to adjust to each clinical case and to the condition of each patient while maintaining exam standardization. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

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MRI_Product Showroom

GE HEALTHCARE

SIGNA Architect

IGNA Architect, a 3.0T MRI system, is a premium wide bore scanner designed to increase productivity and improve diagnostic confidence for clinicians. This new MRI system features the new SIGNAWorks applications portfolio and the SIGNAWorks Innovation application suite delivering beyond the standard productivity and clinical capabilities. SIGNAWorks Innovation Applications feature four innovative application suites that deliver improved image quality, higher efficiency, and a more streamlined workflow: HyperWorks, ViosWorks, SilentWorks, and ImageWorks. SIGNA Architect is supported by both an advanced 96 channel and 128 channel RF architectures and cutting-edge applications. SIGNA Architect’s eXpress table, with a memory foam surface, delivers feet-first or head-first imaging for everyone. •

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PRODUCT FOCUS_MRI_Product Showroom

Staff Reports

TOSHIBA MEDICAL

MR Theater

vailable on Toshiba Medical’s Vantage Galan 3T and Vantage Titan 1.5T/cS Edition, the MR Theater projects peaceful, virtual reality images onto a dome-shaped screen inside the bore. The images move with the patient table for continuous display and the visual experience helps clinicians put their patients at ease. Combined with Toshiba Medical’s Pianissimo quiet scan technology, patients are able to listen to in-ear audio as the MR Theater provides continuous projections for a truly engaging experience. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Imaging_Preferred Vendors

Staff Reports

PREFERRED VENDORS

MRI

Bayer Multi Vendor Service SEE OUR 625 Alpha Drive AD ON PAGE 2 Pittsburgh, PA 15238 Phone: 844-MVS-5100 Email: mvscustomercare@bayer.com Website: www.mvs.bayer.com Bayer Multi Vendor Service is your trusted provider for MRI coil, ultrasound transducer, CR reader and dry film printer repair. With exceptional repair capabilities, quality solutions and dedicated customer care, we provide excellent value in third-party service.

Carolina Medical Parts 985 Pinebrook Knolls Dr. SEE OUR AD ON Winston Salem, NC 27105 PAGE 50-53 Phone: 877-267-2784 Fax: 336-661-6207 Email: sales@cmparts.com Website: www.carolinamedicalparts.com As the largest independent depot level MRI coil and component repair company in the industry, CMP has the experience to handle your entire MRI coil and component repair needs for GE, Siemens and Philips models. We are a team of dedicated professionals, with over 35 combined years’ experience, ready to handle your entire MRI coil and component repair needs.

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Coast to Coast Medical, Inc. 100 Waldron Rd. Fall River, MA 02720 Toll-Free: 800-388-4078 Phone: 774-888-1000 Fax: 508-672-4061 Email: sales@c2cmed.com Website: www.c2cmed.com

SEE OUR AD ON PAGE 70

Quality refurbished and pre-owned medical equipment since 1989. Serving the industry for decades with distinction as one of the leading pre-owned medical equipment distributors worldwide. Pre-owned equipment sales, equipment rental, refurbishing and service, replacement parts, consultation and more. Over 20,000 sq. ft. of quality refurbished and pre-owned medical equipment with a range of innovative logistical solutions.

Cool Pair Plus Dave Baldwin SEE OUR AD ON 2812 Corporate Parkway PAGE 34 & 48 Algonquin, IL 60102 Phone 224-293-6060 Fax 224-293-6061 24/7 SERVICE: 800-861-5956 Email: dbaldwin@coolpair.com Website: www.coolpair.com Since 1995, Cool Pair Plus has been proving the cryogenic industry with Coldheads, Compressors and Cryocoolers. Our OEM certified engineers travel worldwide providing on-site turkey installations and MRI magnet service for Sumitomo, Balzers, Leybold and APD systems. We are ISO 13485 Certified and strive to provide only the best products and service to our customers.

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PRODUCT FOCUS_Med/Surg_Preferred Vendors

Staff Reports

SEE OUR AD ON PAGE 23

ED SLOAN & ASSOCIATES

Dedicated Imaging Solutions 756 Hickory Industrial Drive Old Hickory, TN 37138 SEE OUR Phone: 844-293-2057 AD ON PAGE 26 Website: dedicatedis.com Dedicated Imaging provides dependable, cost-effective solutions that exceed customer expectations. We are committed to setting industry standards by focusing on continual advancements in the innovation and education of our team. Our mission is to provide customers with real time solutions to their medical imaging needs and to provide refurbished medical imaging parts and equipment that exceed industry standards.

SEE OUR AD ON

PAGE 12 Diagnostic Solutions 4935 S Prospect St, Ste D Ravenna, OH 44266 Phone: 330-296-XRAY (9729) Fax: 330-296-2555 Email: sales@diagnostic-solutions.com Website: www.diagnostic-solutions.com

Diagnostic Solutions is a customer service based parts provider that specializes in all imaging Modalities and Manufacturers. Created to offer hospitals and ISOs a cost-effective and time-saving solution for ordering imaging replacement parts. We are confident you will see Diagnostic Solutions as THE Parts Solution.

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Ed Sloan & Associates 101 Old Stone Bridge Rd. Goodlettsville, TN 37072 Phone: 615-448-6095 Fax: 615-448-6099 Email: sales@ed-sloanassociates.com Website: www.edsloanassociates.com Ed Sloan & Associates specializes in quality tested parts for GE CT, MRI, and X-ray. The companyâ&#x20AC;&#x2122;s 110,000-square-foot facility is equipped with 4 MRI bays, 8 CT bays, 4 X-ray bays and 2 C-Arm bays. Ed Sloan & Associates also offers complete systems sales as well as fixed and mobile system storage.

Exclusive Medical Solutions 455 E. State Pkwy, Suite 101 SEE OUR AD ON Schaumburg, IL 60713 PAGE 43 Toll-Free:1 866-676-3671 Fax: 847-278-1155 Email: info@emedicalsol.com Website: www.emedicalsol.com Exclusive Medical Solutions is dedicated to providing the highest quality medical imaging equipment, services and parts at the best price possible. Established from a group of factory-trained engineers with over five decades of combined medical imaging equipment experience, Exclusive Medical Solutions provides services, parts, and equipment to hospitals, imaging centers, orthopedic clinics and independent practitioners throughout the United States. The company has the capability of setting up a turnkey ready imaging clinic with all the equipment needed. Contact Exclusive Medical Solutions today to find out how to save on high-quality medical imaging equipment, services and parts at up to 75 percent off OEM prices. Bilingual support available.

International Medical Equipment & Service (A Division of Richardson Healthcare) 8190 Regent Parkway SEE OUR AD ON Fort Mill, SC 29715 PAGE 25 Phone: 704-739-3597 Email: info@imesimaging.com Website: www.IMESimaging.com IMES (A Division of Richardson Healthcare) is a global provider of reliable, cost-saving solutions for your diagnostic imaging parts and systems needs. We support service organizations by being an unmatched source of certified equipment, QA3-tested parts inventory, CT service training, and 24/7 technical support and customer service.

Metropolis International LLC Leon Gugel OUR 21-11 44th Avenue, 3rd Floor SEE AD ON PAGE 59 Long Island City, NY 11101 Phone: 718-371-6026 Fax: 718-371-6032 Email: info@metropolismedical.com Website: www.metropolismedical.com Metropolis is one of the largest stocking dealers in the world with a large warehouse and office in the heart of New York City. Metropolis provides all imaging systems; C-arms, DEXA, Ultrasounds, Mammography, Portables, CTs, MRI and Cath/ Angio. Metropolis has it all, that is the reason costumers are 110% satisfied with the Metropolis team.

MEDICAL EQUIPMENT, PARTS & SERVICE

3/16/17 4:05 PM

Med/Surg_Preferred Vendors

M.I.T. / Medical Imaging Technologies 261 Quality Drive Thomson, GA 30824 SEE OUR Phone: 800-729-4776 AD BELOW! Fax: 706-843-9638 Website: www.mit-tech.com

RSTI Exchange Terry Speth- VP Director of Sales 30745 Solon Road SEE OUR Solon, OH 44139 AD ON PAGE 35 Toll-Free: 800-229-7784 Phone: 440-349-4700 Fax: 440-349-2053 Email: tspeth@rsti-exchange.com Website: www.rsti-exchange.com

M.I.T. has provided top quality refurbished products and service for over 28 years. We are proud to announce that we now offer new, as well Engineered for Life; Born in 2001 out as refurbished, CT, X-ray and PET/CT of RSTI’s used equipment sales and a equipment. We still have the same great desire to add new layers of support for PROOF APPROVED NEEDED service and quick response timeCHANGES that we our students, RSTI Exchange provides are known for, and pride ourselves in gettingSIGN–OFF: our customers up and running as fully tested, certified and warranted used CLIENT equipment and replacement parts for quickly as possible. most imaging modalities and manuPLEASE CONFIRM THAT THE FOLLOWING ARE CORRECT facturers. Technical support and parts LOGO PHONE NUMBERinstallation WEBSITE ADDRESS services are also available in conjunction with parts sales.

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

WHO WE ARE: HEIGHT 4.5”

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PRODUCT FOCUS_ Sterilizers_Market Analysis

Staff Reports

HAIs FUEL STERILIZATION EQUIPMENT MARKET T

he global sterilization market was at $4.69 billion in 2016 and is expected to reach $6.93 billion by 2021 while growing at a compound annual growth rate of 8.8 percent, according to MarketsandMarkets. “The overall growth of the sterilization equipment market can be attributed to factors such as the rising incidence of hospital-acquired infections (HAIs), growing number of hospitals in Asia, rising geriatric population, increasing number of pharmaceutical companies in Asia, and growth in the food and beverage industry,” according to the MarketsandMarkets report “Sterilization Equipment Market by Product, Services, Consumables and End User – Global Forecast to 2021.” On the basis of products, the sterilization equipment market is segmented into heat sterilization/ high-temperature sterilization equipment, low-temperature sterilization equipment, ionizing radiation sterilization equipment, and filtration sterilization equipment. The heat sterilization/high-temperature sterilization segment is expected to account for the largest share of the market, according to MarketsandMarkets. “This growth is attributed to WWW.MEDICALDEALER.COM

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the rise in the number of mergers and acquisitions by key players in this market to expand their product portfolios,” according to the report. ReportsnReports also predicts growth for the sterilization market. “The medical sterilization equipment market is expected to grow, during 2016 to 2021, due to rising number of surgical procedure combined with the increas-

ReportsnReports analysts forecast that the global autoclave market will grow at a compound annual growth rate of 7.23 percent during the period of 2016-2020. ing focus on maintaining hygienic environment within health care facilities driving the sterilization equipment market. The Global Medical Sterilization Equipment and Services Market: Trends, Opportunities and Forecasts (20162021) report forecasts growth at a compound annual growth rate of

6.75 percent during 2016-2021.” “Among the medical sterilization equipment, moist heat autoclave sterilizer enjoys the major market share due to the convenient set up as well as recurrent usability for medical devices,” ReportsnReports states. “However, higher percentage of growth is expected in the low temperature sterilization through gamma and electron beam sterilization in the future. Among the regions, North America is expected to drive the highest revenue while medical sterilization equipment market is expected to be highly optimistic for Asia Pacific due to the rising health care measures in the form of opting for surgical procedures as well as the growth in the number of health care facilities within the region.” In a related report titled “Global Autoclave Market 2016-2020” ReportsnReports analysts forecast that the global autoclave market will grow at a compound annual growth rate of 7.23 percent during the period of 2016-2020. Some major players in the sterilization equipment market include STERIS Corp., Getinge Group, Advanced Sterilization Products, 3M Company, Belimed AG, Cantel Medical Corp. and Sterigenics International Inc.

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PRODUCT FOCUS_Sterilizers_Market Analysis

Staff Reports

APRIL PRODUCTS: This month, Medical Dealer explores Sterilizers

STERIS

V-PRO maX Sterilizer

he V-PRO maX Sterilizer just got more productive. The 28-minute Non-Lumen Cycle can now process loads up to 50 pounds including cameras, batteries, cables, non-lumened endoscopes and similar devices. STERIS continues making sterile processing departments more productive, consistent and dependable to ensure a high standard of patient care. â&#x20AC;¢

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MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Sterilizers_Market Analysis

Staff Reports

Steri-Vac Sterilizer/Aerator GS series

he 3M Steri-Vac Sterilizer/Aerator GS series uses 100 percent ethylene oxide (EO) in single-dose cartridges to safely, effectively, and economically sterilize heat- and moisture-sensitive equipment. Within the sterilization chamber, ethylene oxide is converted to a highly penetrating gas to effectively penetrate complex medical devices, including the long, narrow lumens of flexible endoscopes. 3M Steri-Gas Cartridges are engineered for operator safety, punctured only when the chamber door is sealed and the proper vacuum has been drawn to ensure that gas remains safely inside the chamber. Featuring three-zone temperature control and a state-of-the-art, dynamic humidification process, Steri-Vac Sterilizer/Aerators can help meet the challenges of modern sterile processing departments. â&#x20AC;˘

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PRODUCT FOCUS_Sterilizers_Market Analysis

Staff Reports

STERRAD

100NX System with ALLClear Technology

ow featuring unique ALLClear Technology, the Advanced Sterilization Products STERRAD 100NX System is a next-generation, low-temperature sterilization platform designed to help the Central Sterile Service Department advance the quality of patient care. The new system minimizes workflow interruptions and cycle cancellations, features integrated quality controls to enhance compliance, and reduces operator error. Additionally, the STERRAD 100NX System with ALLClear Technology can be paired with ASP ACCESS to automate data sharing across connected ASP systems and hospital networks, minimizing the need for manual documentation. â&#x20AC;¢

40 MEDICALDEALER | APRIL 2017

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MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Sterilizers_Market Analysis

Staff Reports

TUTTNAUER

Elara11 Pre/Post-Vacuum Class B Autoclave

he Elara11 tabletop autoclave is a reliable and robust Class B sterilizer designed for the needs of facilities where autoclaving requires pre/post vacuum sterilization. Class B performance is achieved with a built-in vacuum pump used for fractionated pre-vacuum air removal eliminating air pockets from all load types and maximizing efficient steam penetration throughout the entire load. After the sterilization stage, the vacuum pump is used for efficient post-vacuum drying. Features include a large capacity chamber, a newly designed, sleek EZGlide door, an innovative, bright EZView multi-color display for easy reading and real time cycle information and EZFill front or top water filling options. It is equipped with a printer which documents detailed history of each cycle, a USB port that enables transfer of cycle data, closed door drying and pre-vacuum air removal, clean and waste water reservoirs. The Elara 11 is designed to meet the most current safety and sterilization standards ANSI/AAMI ST55. â&#x20AC;˘

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PRODUCT FOCUS_Med/Surg_Preferred Vendors

Staff Reports

PREFERRED VENDORS

STERILIZERS ALCO Sales & Service Co. 6851 High Grove Blvd. SEE OUR Burr Ridge, IL 60527 AD ON PAGE 36, 68 Phone: 800-323-4282 Fax: 800-950-1167 Email: info@alcosales.com Website: www.alcosales.com

Coast to Coast Medical, Inc. 100 Waldron Rd. Fall River, MA 02720 Toll-Free: 800-388-4078 Phone: 774-888-1000 Email: sales@c2cmed.com Website: www.c2cmed.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.

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SEE OUR AD ON PAGE 68

39 Western Hwy., SEE OUR AD ON West Nyack, NY 10994 PAGE 36 Phone: (877) 561-0500 website: www.duralinesystems.com Duraline BioSystems, Inc. offers the complete package for all your clean-to-sterile needs. With firsthand product knowledge, years of technical experience and excellent sources for quality equipment, parts and consumables, Duraline BioSystems, Inc. has all the resources required, as leader in the sterilization industry.

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WHY MORE HOSPITALS

ARE BRINGING THEIR IMAGING SERVICES BACK IN-HOUSE BY MATT SKOUFALOS

s medical procedures become increasingly more inclusive of bigticket imaging technologies, the cost of servicing the equipment at the heart of high-demand, revenue-generating procedures is the subject of greater scrutiny. Particularly as imaging studies suffer additional reimbursement rate cuts and competition increases for similar patient populations, the value to be recouped from reducing equipment expenses has become a selling feature, not only for the independent service organizations (ISOs) that compete to service those devices, but from the original equipment manufacturers (OEMs) themselves. The alternative to buying into expensive service contracts is bringing the work in-house, but without the necessary technical expertise, thatâ&#x20AC;&#x2122;s not much of an option â&#x20AC;&#x201C; which means OEMs who know that are changing their approach.

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“We’re investing pretty heavily in supporting our in-house customers,” said Matthew McCallum, Vice President of Services Business Management at Siemens Healthineers North America in Cary, North Carolina. “We’re seeing that investment from our customers grow, and it’s something we want to capitalize on and support,” McCallum said. For one thing, he points out that “the economics are supportive” of such a model, in which hospitals view the in-house service arrangement as being more cost-effective over an outsourcing agreement. As most ISOs get the same OEM-direct training, he said that finding the staff inside an organization to handle preventive maintenance and onsite repairs can create continuity of experience at a system-wide level. “Health care enterprises are getting larger, and some of the business models that OEMs have are very equipment-driven,” McCallum said. “They don’t typically do a good job of addressing an enterprise-level service strategy. How do we provide services at a system level rather than at a device level? This new service offering is tailored around streamlining.” McCallum said building biomed programs is “very complicated, and we’ve seen varying degrees of success.” The new Siemens Healthineers tiered service offering is intended to eliminate the varying quality of effectiveness that departments can experience from contracted providers while helping directors control their costs with fixed numbers. McCallum said its priority is allowing customers to manage both the clinical and financial risks associated with their service needs, and the principal intersection of those occasionally competing variables is found in the operating room. As hybrid ORs and imaging-guided procedures become more of the standard in clinical care, hospitals WWW.MEDICALDEALER.COM

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are pursuing solutions that reduce their liability, maximize their in-house expertise, and add redundant supports. “The service strategy for us is becoming very modular as opposed to very component driven,” McCallum said. “I think that given the prevalence of third parties and in-house biomed groups, there’s a lot of people vying for the same pool of resources.” For a manufacturer like Siemens Healthineers, building better product support means empowering more effective end-users of its equipment, and ultimately, improving the patient experience. That’s why the company is offering more in-house biomed training support for its customers. McCallum said expanding the onsite knowledge base of service personnel on device-specific protocols makes them more valuable to their employers. “That’s something we’ve identified that our in-house biomed customers can offer,” he said. “When you go into the OR and you’re talking to a surgeon or anesthetist or nurse, they speak a clinical language and they want to be spoken to in a clinical language.” One challenge that all biomedical departments will face, whether inhouse or outsourced, is a community of professionals that is heading toward retirement age en masse. Once that happens, there’s going to be a deficit of qualified workers and a broad need for their replacements to get up to speed quickly. McCallum cautions that “there’s a real danger of losing some of that systematic knowledge.” “I think biomeds are becoming more savvy on alternative service delivery models,” he said. “There’s a lot more availability of spare parts on the open market. There’s also a lot more knowledge, either through training or inherent knowledge. However, what I hear from our competition and our customers is there is a very static, if not

Matthew McCallum Vice President of Services Business Management at Siemens Healthineers North America

“That’s something we’ve identified that our in-house biomed customers can offer. When you go into the OR and you’re talking to a surgeon or anesthetist or nurse, they speak a clinical language and they want to be spoken to in a clinical language.” MEDICALDEALER 45

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diminishing, supply of service engineers; people who actually choose this as a career path. I’m very interested to see how this grows and develops as the workforce ages. Everybody’s talking about this impending retirement wave.” Dealing with an aging workforce is just one of the staffing challenges that biomed directors will face in the coming years, said John Garrett, Clinical Engineering Manager at Catholic Health Initiatives of Cincinnati, Ohio. Garrett said addressing that generational bubble will require a departure from traditional thinking about how costs are reflected in departmental budgets. “When you look at imaging service, what you’re really doing is looking at

her full-service outsourced equivalent, and a 10-1 return at minimum. In back-of-the-napkin dollars, that’s the difference between paying a $150,000 annual salary and a $1.5-million yearly service contract on some CT and X-ray equipment. Those figures exclude the cost of parts, Garrett said; otherwise he believes the rate of return would be something like 100 to 1. One unavoidable cost of homegrown talent involves the price of technical training and service education. Sending biomeds to OEM technical schools can spike the price of investment in their training by tens of thousands of dollars, but on a long enough timeline, Garrett said that money is well spent.

staffing. Even for a smaller hospital, the costs of lost revenue from a nonfunctioning imaging device might spiral into the tens of thousands of dollars in a single day while waiting for the first call to respond. Garrett said that instead of recouping nothing on that loss, investing a comparable amount in professional development can shorten future service interruptions. “To get a guy up to sped on CT and a couple different modalities, that might cost you $50,000, but it’s going to pay for itself in a couple years,” he said. “People lose track of rates. They see a six-figure salary and they go, ‘We need to cut that,’ versus, ‘How much are we saving on contracts by paying this guy

risk management,” he said. “Full-service contracts on a five- to 10-year trend is a losing prospect. You’re going to pay more than you would for time and materials over that lifespan. What it comes down to is, can you hire and train qualified people, and do you have to have the capital to invest in their training?” Training the right biomed can yield a 30-year return on investment, Garrett said. In the case of an imaging technician, he said the average, capable staffer who repairs and maintains X-ray and CT technologies can yield a maximum return of 20-1 over the cost of his or 46 MEDICALDEALER | APRIL 2017

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“If you get a guy who knows how to do more than just the bare minimum on a PM, you know what’s cost-effective,” he said. “You know what’s really saving you money, not just in the first dollars up front, but in the next few years. It all comes with knowing how the machine works.” In-house service personnel also dramatically reduce downtime, Garrett pointed out, shaving the average manufacturer response time from three to four hours on a guaranteed, full-service contract to a theoretically immediate response, depending upon

$100,000 a year?’ How many people are asking, ‘If you’d give us another guy, we could get rid of these contracts?’ ” More broadly, Garrett said that in the current market of hospital acquisitions and the systemization of providers into longer service delivery chains, the increasing size of more and more health networks means they’ll typically choose to keep an in-house support staff for continuity of care. As that expansion continues, independent institutions will find a growing need for localized service providers – which means it’s in the interests of most institutions to MEDICAL EQUIPMENT, PARTS & SERVICE

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bring biomed services in-house sooner rather than later. “The way systems are going, if they don’t have [a department], they’re going to,” Garrett said. “Bigger hospitals will purchase hospitals that couldn’t afford that imaging guy because of scale, but those systems can only take on so much more before they start employing more people.” Garrett also agrees with McCallum about the need to “build the next generation” of service engineers, and part of the way he foresees that happening is by taking on a shared assumption of the risk in terms of human capital. Biomeds may be more likely to stay with employers who train them if there’s the opportunity for career advancement within the company along a certain timeline; likewise, employers may be more likely to invest in a staffer’s professional development if there’s a commitment to stay and apply the knowledge he or she gains on the institution’s dime. Nonetheless, he said it’s the job of management to recruit viable talent, and part of that means knowing where to look for it. Garrett favors a graduated approach. “I’ll look to get a biomed and then get them into an introduction to X-ray course, and have him doing PMs with the X-ray guys, and then sit them down and decide if he’s worth the investment,” he said. “The second place I look is guys getting out of the Navy who have an electronics background. You can take someone who’s just out of the Navy and say, ‘I’m willing to invest in you, but I need you to invest three to five years.’ ” “The other place we look is someone who’s done electronic trade schools,” Garrett said. “That’s really a case-bycase basis because you might have two of the same company’s graduates, but the result is horribly different.” Still, if more and more service is transferred in-house, what becomes of the ISO business in such a climate? Garrett thinks there will always be room for an intermediate option between internal staff and the company store, particularly in the case of more WWW.MEDICALDEALER.COM

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distributed health care networks and rural facilities. “Right now it’s cheaper for me to hire an ISO to go to one of my remote systems than it is to send one of my guys,” Garrett said. “I need a second set of hands, or training, or someone to back him up. The smaller hospitals need to start looking at alliances for service for a buying block. There’s some rural hospitals that are so far out that they’re going to have to make an agreement with the manufacturer. “ISOs are going to be the ones who can reverse-engineer or come out at a price that just makes sense to pay them instead of that other guy,” he said. “The other place you’re going to find their work is if they deal in parts too. Too many hospitals are pinching pennies in the wrong places when it comes to that kind of stuff. You have to be able to draw on that downtime that you’re not experiencing.” Career biomed Pat Lynch, who solves problems for technology companies on a freelance basis, said lateral thinking is instrumental in resolving the affordability question for imaging service needs “because there are absolutely fantastic amounts of savings to be had from moving in-house.” When outsourced, the annual cost of service ratio for maintaining an imaging device can run anywhere from 18 to 35 percent of its purchase price, Lynch said; but with in-house service, that cost can fall to as little as six to seven percent of the original equipment cost. “When you’re talking about millions and millions of dollars of imaging devices in a hospital system, you’re talking about a considerable impact to the bottom line,” Lynch said. One reliable approach to handling escalating service costs had been to negotiate fixed service costs at the time of purchase, “but now manufacturers are starting to escalate that,” he said. “I know one company that absolutely refuses to sell the owner of the equipment any part unless their hospital has a service contract on it,” he said. “They

will not sell you a wheel; they will not sell you a caster. This is perfectly legal and this is the way that manufacturers are beginning to pressure hospitals into having service contracts, and it’s absolutely outrageous.” Just as much as institutions are aware of the pressing retirement bubble among biomeds, Lynch added that OEMs are similarly positioned to use this information as a pressure point. He said it’s not uncommon in his home state of Tennessee for imaging vendors to sell full-service contracts to managers who see the light at the end of their career tunnels. “They say, ‘How about we make the length of service contract until your retirement date?’ ” Lynch said. “Then, the directors brag to all their friends that they will never have to negotiate service contracts for the rest of their careers. If OEMs are able to lock out professionals, they have a high likelihood of gaining the service edge.” The best investment in a healthy imaging department is an investment in a team that supports the needs of its individual service engineers, Lynch said. The expenses of salaries and training can require “some real soul-searching,” he said. “If you’re not able to retain people, if you’ve got a poor geography that people don’t want to live in, if your HR conditions are not conducive to keeping people in long-term, you should probably not enter into an in-house imaging arrangement,” Lynch said. “You’ve got to be creative in where you look and how you look.”

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CORPORATE PROFILE

CORPORATE PROFILE Carolina Medical Parts

arolina Medical Parts has more than a decade of experience and is an ISO 9001:2008 registered MRI coil and component repair center providing a full range of repair and testing services for many coils and MRI components on GE, Philips and Siemens systems. It is a minorityowned, family-run business with three generations on staff. The company occupies a 20,000-square-foot, customdesigned test facility in Winston Salem, North Carolina. There is a fabrication shop and system test bays inside the Carolina Medical Parts facility. Medical Dealer magazine interviewed partners Kay Sagadin, Chuck Winn and Katrina Winn to find out more about the company.

Please share a little bit about your company’s history and how you achieved success. A: Carolina Medical Parts was founded in 2004 by longtime industry veterans Rick and Kay Sagadin. In 50 MEDICALDEALER | APRIL 2017

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

Katrina Winn, Chuck Winn and Kay Sagadin

2005, we opened our doors. In 2006, daughter Katrina joined the front office as a sales consultant. In 2010, we moved to our current location; a 20,000-square-foot, custom-designed facility. Two years later, in 2012, a third generation of our family joined the company when grandson Kyle, joined the team on a part-time basis while still attending high school. In 2013, Katrina and husband Chuck, joined the company as partners. We celebrated our 10th anniversary in 2015 and the future looks bright for Carolina Medical Parts. Our success is attributed to focusing on our customer’s needs and providing them with a cost-effective solution to their MRI repair needs.

A: Being an independent service provider, we can offer rapid response to each customer’s needs. Our size allows us to provide quick turn times. We also have an industry-leading warranty policy.

What are some challenges that your company faced last year? How were you able to overcome them? A: Our biggest challenge has actually been very positive for the company. In the past year, we have experienced a substantial increase in volume. Even with this increase we have continued to provide our services on time and with our exceptional commitment to quality. Our staff met this challenge through the efficient application of limited resources.

Can you please explain your company’s core competencies and unique selling points? MEDICAL EQUIPMENT, PARTS & SERVICE

3/17/17 11:40 AM

SPECIAL ADVERTISING SECTION

Carolina Medical Parts operates out of a 20,000-square-foot, custom-designed test facility in Winston Salem, North Carolina

A: Our accumulated knowledge in the repair of MRI components is reflected in the quality of our work. We have engineers on staff who develop test procedures on new products. There ability to create these test procedures allows us to be responsive to our customers’ continually changing requirements. Our in-house cosmetic repair of MRI coils allows us to control every aspect of the repair. Also, we provide rapid turn services for all of our customers. The hospitals and scan centers located here in central North Carolina call on us regularly to provide same-day services. We have had customers arrive at our facility in the morning with defective equipment and we repaired their parts while they waited.

What product or service that your company offers are you most excited about right now? A: Carolina Medical Parts has recently begun to offer MRI coil cable rebuild services. Through this service, we are able to provide our WWW.MEDICALDEALER.COM

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customers with an OEM-quality cable at a fraction of the cost the OEMs charge. Our customers can then have a rebuilt coil cable in their inventory, ready to deploy, so that they can rapidly service their customers’ needs and avoid costly downtime.

A: Our staff consists mostly of veterans from multiple branches of the U.S. Armed Forces. They are equipped with expertise in troubleshooting and the repair of complex electronic systems. We also support our local community through paid internships.

What is on the horizon for your company? How will it evolve in the coming years? A: The continued growth of the MRI market will continue to provide CMP with growth opportunities. Our capabilities will continue to evolve with new technologies and systems as required by our customers.

What is new at Carolina Medical Parts?

A: We are experiencing tremendous growth opportunities from overseas customers. Our cable rebuild business has been growing and we anticipate it to continue.

Can you tell us about your employees?

What is your company’s mission statement?

A: Our mission statement is “Quality first and delivery on time.” Every employee strives to uphold our mission and we are proud to have such talented and dedicated employees who share in our vision of great service.

How would you sum up Carolina Medical Parts?

A: Carolina Medical Parts is the only MRI component and coil repair company that performs all repair and testing under one roof. This ensures that we maintain our high level of quality while keeping costs under control. We are an ISO 9001:2008 registered company that maintains a quality system whose MEDICALDEALER 51

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CORPORATE PROFILE

“Carolina Medical Parts, as a family-run business, will continue to build on the foundation Rick has laid. Our goal is to keep Carolina Medical Parts as a premier repair company and to continue to provide the highest quality service for our customers’ needs.” goal is to deliver a product with zero defects. Today, within our state-ofthe-art coil repair facility, we are able to service GE, Philips and Siemens coils. Our team of highly trained professionals can work with all coil strengths, models and configurations. They will perform electrical inspections, tests and repairs necessary to bring the coil to OEM specifications. The component repair line works in much the same way. A team of highly trained engineers will perform all necessary inspections and tests to ensure the part is fully functional to OEM specifications. 52 MEDICALDEALER | APRIL 2017

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Richard “Rick” Alonzo Sagadin (1957-2014) founded Carolina Medical Parts. He was a respected businessman in the health care industry and his memory lives on through the quality work of the company’s employees. Sagadin was known for his friendly and positive attitude. He was always quick with a smile and an encouraging word. He was a fixture at trade shows where he was eager to interact with customers and make new friends. Fellow businessmen valued his ethical business practices. Those same practices are in use today by the company he founded more than a decade ago.

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REPAIRED ON TIME EVERY TIME

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

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

FOR GE, PHILIPS, AND SIEMENS SYSTEMS

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

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SLICE OF LIFE_Bobinski

By Dan Bobinski

THE DANGERS OF PLEDGING CONFIDENTIALITY D

o you have any coworkers who ask if you can keep a secret? Or perhaps you’ve had someone come up to you and say, “I’m going to tell you something, but you can’t tell a soul”? If your immediate response is “my lips are sealed,” you might be creating quite a problem for yourself.

So says best-selling author Harry Chambers, author of “The Bad Attitude Survival Guide and No Fear Management.” According to Chambers, we should never agree to a predetermined level of confidentiality. He says, “Let the other person know that you cannot pledge confidentiality until you know what the topic is.” In my opinion, these are great words of wisdom. That said, sometimes confidentiality is necessary. For example, let’s say you’re a manager who has been notified that company-wide layoffs are on the horizon, and that five percent of the staff will be let go in six months. Or perhaps you’ve been told that a particular product line is going to change, and the workforce will be re-arranged. James Bono, an acquaintance of mine who recently retired, was the Associate Dean at the School of Pharmacy with the University of Illinois. He agreed that situations like layoffs or re-organizations must be handled as professionally as possible, while simultaneously drawing clear bound56 MEDICALDEALER | APRIL 2017

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Dan Bobinski Workplace Consultant

aries. Despite dealing with many budgetary cutbacks, Bono told me that gossip about layoffs was always strictly taboo. If anyone approached him inquiring about who might be getting laid off, his response was always brief and to the point: “We don’t discuss confidential HR issues.” Bono says, “People came to me and jockeyed for info all the time. I needed to remind them that office gossip is truly harmful.” As difficult as it might be, confidences about layoffs or other sensitive issues must be kept. Unfortunately, remaining silent about such things can cause managers to feel alone, isolated, or even duplicitous,

because the people who will be most impacted by such decisions can’t be notified until the appropriate time. Bono says this is the tough side of being a manager. OK, so what if you’re not a manager? Everyday gossip occurs and secrets get told at all levels of an organization. According to statistics recently published by Bill Gallagher of the consulting firm TeamWorks, 21 percent of workers regularly participate in gossip, and the average gossip session lasts 15 minutes. But is all gossip bad? Not according to Dr. Jack Levin, author of the book, “Gossip: The Inside Scoop.” Levin says gossip can actually be good for our emotional health. In fact, according to Levin, people sharing non-public information is an integral part of society that can be beneficial to career advancement. The key appears to be knowing the difference between productive workplace conversations and genuinely unhelpful “gossip.” Many articles and books provide definitions of what constitutes unhelpful gossip, but these three bullet points give us a foundational understanding: • Talking about rumors or spreading false information • Ridiculing, humiliating or belittling others • Unethically sharing personal or confidential information One flag that can alert you to the possibility of harmful gossip is when someone comes up to you and wants MEDICAL EQUIPMENT, PARTS & SERVICE

3/16/17 4:06 PM

_Bobinski

to let you in on a secret. When this happens, a great way to respond is, “Wait a minute. I can’t guarantee that I’m going to be able to keep this to myself.” Some people won’t even care. They’ll just launch into whatever they were going to say. Others will ask you to clarify. In the latter, you can tell them that if the information has legal or ethical implications, you may be required by law to report it. The idea is to be open to genuinely helpful dialogs on workplace problems, but also have your antennae up and wary of that 21 percent who tend to gossip. In his book, Chambers offers plenty of useful suggestions for dealing with gossipers. For example, he says if someone starts telling you about some mischief or other problem at work, your best response may be to inform the eager storyteller that he or she has the opportunity to address this problem themselves. This would be especially appropriate if the problem is outside of your circle of influence. Chambers further suggests that if they’re not interested in stepping up to help fix the problem, you can tell them that because you are being made aware of an issue, you may be obligated to speak with someone higher up in the organizational chart. Other dangers exist in pledging confidentiality, with workplace trust being one of them. Just think: If someone is sharing personal information with you about someone else, what are they sharing with someone else about you? You know the type – some people just seem to be wired for meddling and passing along personal information inappropriately. If you know someone like this, it’s probable that your trust level for them is not what it could be, and you don’t share as much with them as you might with others. A ripple effect of that can be reduced information flow, which, in turn, can hamper productivity. Another problem with pledging confidences is that you have to work harder to mentally juggle what you can and cannot say to people. The stress, as most managers and leaders will acknowledge, can become a heavy mental and emotional burden. The bottom line in all of this is that pledging confidentiality carries huge risks. Harmful gossip can go awry and destroy workplace trust, and added stress can become a distraction, all of which can impact our effectiveness. Granted, managers and leaders may be required to keep certain things to themselves, but the solution to that is to draw clear boundaries. We should avoid getting caught up in agreements of confidentiality that may compromise our integrity, and definitely avoid becoming party to something illegal or unethical. Dan Bobinski is president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes create excellent workplaces. He is also the author of numerous books, including the best-selling “Creating Passion-Driven Teams.” Reach him at dan@workplace-excellence.com or 208-375-7606.

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THE OTHER SIDE_Fidele

By Jim Fidele

SOURCING YOUR PARTS? S

econd sourcing parts is a standard practice in most progressive biomed departments. Buying parts from the OEM is the most costly option and, at times, the most complicated. Finding other suppliers for parts is a great opportunity to save your facility money and show value for your department. It does take time to learn what to do but if you follow a few guidelines you can easily save thousands of dollars a month. Be prepared to build customer trust, minimally you should talk to your manager or supervisor about what you are doing. I try to dispel any rumors that the OEM may have told my customers about second-sourced parts. Service reps like to give the equipment users just enough information to arouse suspicion about the quality of second-sourced replacement parts. For instance, I had a customer tell me that he did not approve of me utilizing “used parts” in his equipment. I had to gently explain to him the boards I purchase from the OEM are also refurbished/used boards. I then explained to him the exchange process the OEM uses to supply boards to its customers. After I educated him, he clearly saw the benefits of purchasing the parts from another supplier. Another creative claim from OEMs is “all our parts are quality assur-

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ance tested and meet our stringent specifications.” I have many stories of DOA parts from the OEM that have frustrated my team due to additional down time and troubleshooting these problems cause. The OEM had sent us a new “tested” defective part. My goal is to be up front about what I am doing and to educate my customers on using second-sourced parts. Most of them quickly see the value. Be sure to establish criteria and guidelines to follow before spending time trying to find a second source for a replacement part. First, find out how long can the equipment be down. Finding other sources for parts requires some extra time for research and phone calls. If the second-sourced part company is new to your facility, an account may need to be set up. These activities require extra time. The customer is always first. If the equipment is mission critical, it may be best and faster to order from the OEM. Another consideration is the clinical function of the device. It is prudent to consider the function and impact of the part to device. Be aware of any perceived risks associated with each replacement part and how it effects the patient if it fails. If something bad happens, others may not understand the reasoning for selecting a non-OEM part. However, many opportunities exist that are not risky. Next, purchase components that meet or exceed

“ My goal is to be up front about what I am doing and to educate my customers on using second-sourced parts. Most of them quickly see the value.” the OEM’s specifications. Try to purchase parts directly from the manufacturer of the particular part. This skips the OEM as the middleman. Lastly, always document and log your successes. This will help if you should need the part again or if you need to promote your worthiness. For instance, when looking for components like valves, motors and switches try to acquire the part directly from the company that manufactured it. OEMs do not manufacture their own general electronic parts. They may make their own specialty items but common items are purchased through companies that specialize in common items. I have a three volume book set that is called the Electronic Engineers Master Catalog (EEM). It is also an online resource at www.eem.com. They have essentially every company that fabricates any widget for the MEDICAL EQUIPMENT, PARTS & SERVICE

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_The Other Side

electronic industry. I find it to be an invaluable tool. Other sources for parts are third-party refurbishers and servicers. Medical Dealer magazine is a good place to start when looking for those resources. You can also search the Internet. If you are really pressed for time, you could use a company like PartsSource and they will do all the research for you. The money saved by spending some extra time researching will pay for itself tenfold with each success you have. Here is just one experience I had. We had a spec table that was in need of a power supply. The OEM wanted around $4,000 for the part we needed. We pulled the part and contacted the actual manufacturer of the power supply and were able to buy it for $279! I didnâ&#x20AC;&#x2122;t forget a zero there either. Can you believe that mark up? This is just one instance of many experiences I could tell you about. It may not happen like this every time, but sooner or later your efforts will be rewarded. It takes time and energy to source your parts but, as you can see, OEMs are charging double or triple or more for the same part. The keys are to gain your customerâ&#x20AC;&#x2122;s confidence, give yourself time to research, and develop resources to help you find the parts you need. And, remember to always keep a log so you can build on your experiences. WWW.MEDICALDEALER.COM

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos Photo Credit: Brenda Duncan

PROJECT PERFECT WORLD F

ounded by the Association for Healthcare Resource and Materials Management (AHRMM) and supported by medical device manufacturers Becton, Dickinson, and Company (BD), the Project Perfect World Foundation aims to support the health care needs of underserved children throughout the world. For nearly 25 years, the project has supported a minimum of two medical mission trips annually that help qualified medical professionals reach pediatric patients in need of maxillofacial, dental and orthopedic surgery. Its longest-running relationship is that with the Roberto Gilbert Hospital for Children in Guayaquil, Ecuador, where recurring visits from Project Perfect World (PPW)-sponsored specialists have helped the facility build a robust spine and general orthopedics program. During their visits, PPW volunteers have helped train Ecuadorian surgeons to create a lasting, sustainable continuity of care that persists beyond the length of their stay. When Travel Nurse Brenda Duncan was invited to participate in a PPW visit to Guayaquil – paid for by her employer, Cross Country TravCorps of Boca Raton, Florida – it was an opportunity she couldn’t pass up. Duncan had always wanted to do medical mission work, but said the chance had never come her way. WWW.MEDICALDEALER.COM

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“For whatever reason, I would find out about things too late, or I would already be committed to a contract,” Duncan said. When Cross Country selected Duncan and her TravCorps colleague Paula Zito for the mission, it was the call she’d been waiting for. “I don’t consider nursing my career, but my vocation,” Duncan said. “For me, it was very rewarding to be able to share what I can do with somebody that might not ever have the opportunity to have that done. It’s a very, very worthwhile thing.” Duncan was moved not only by the chance to get to a worldwide area of need but by the opportunity to improve the lives of children who live in significant poverty. Even though the city is the largest in the country and home to its leading commercial port, the average monthly income in Guayaquil approaches just $300. Situated on the Gulf of Guayaquil, the city is also susceptible to natural disasters, including tsunami and earthquakes, which compound the precariousness of its populace. Leprosy is a common local concern because the mycobacterium that causes it is prevalent in the soil; despite being inexpensive to treat, “most people don’t have the wherewithal to get to the clinics or pay the minor amount of money it would take” to do so, Duncan said. Guayaquil is also the most technologically advanced city in Ecuador, Duncan said, and a tourism destination as a launching point to the near-

Brenda Duncan is seen with an orthotics/ prosthetics patient.

by Galapagos Islands. The conditions of its poverty are also synonymous with its rebirth, she said, with buildings in need of redevelopment often adjoining examples of ultramodern architecture. As those economic projects continue to search for more solid footing, the work of groups like the Junta de Beneficencia de Guayaquil, a national non-governmental organization that provides a network of subsidized health services in Ecuador, is critical to sustaining the welfare of the indigent, the elderly, expectant mothers and people with mental health issues. One of the hospitals through which the Junta delivers services is the Roberto Gilbert Hospital for Children, and Project Perfect World is one of its key partners. MEDICALDEALER 63

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

The AHRMM team posed for a group photo in front of Roberto Gilbert Hospital for chilcdren in Ecuador.

“In Ecuador, to be selected for Project Perfect World is like literally winning the lottery,” Duncan said. “The Junta has a national lottery that pays for a girls school, a boys school, a nursing home, a national cemetery, and a children’s hospital. Families are responsible for a certain percentage of their care, and so parents have to sign a paper for their children and pay their portion of the bill.” Duncan said the penalties for patients failing to meet their copays can be all-encompassing, and the services at the hospital are closely rationed. “At the entrance to every department, there is an armed guard with a bulletproof vest, and you cannot get through that door if you don’t have the proper paperwork,” she said. 64 MEDICALDEALER | APRIL 2017

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Compounding the severity of their conditions, many of the patients who sought care at the Gilbert Hospital had traveled for hours on a bus to get there, and would travel hours back in restrictive casts in which they could spend as many as six weeks before getting follow-up care from an orthopedic surgeon. “Most of the surgeries we did were for congenital hip dysplasia and club feet,” Duncan said. “Then, we did some surgeries related to trauma in the past that needed to be corrected. These kids were in casts that go from the belly button to above the knee on one leg and on the other leg to the ankle or all the way to the toes. Their parents would have to take them home on that bus ride.” Joining Duncan and Zito on the

trip was a pair of pediatric anesthesiologists and two pediatric anesthesiology fellows. On their first day, the surgical and anesthesia teams set up the supplies and unloaded equipment while the surgeons met with patients. Inside of a week, the group saw roughly 160 patients and performed 20 surgeries: two per room per day from Monday through Thursday, and one case each on Friday, their departure day. “We got there at 7 every morning, and were normally going back to the hotel at 11 at night,” Duncan said. “They were long hours, but everybody was OK with that and we were happy to be there. It was truly amazing, and the families were so appreciative.”

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CATEGORICAL INDEX

ANESTHESIA Coast 2 Coast................................................. 70 Multi Diagnostic Imaging Solutions..........BC ASSET MANAGEMENT Asset Management Associates, LLC. . ....... 54 BIOMEDICAL AIV Inc.............................................................14 Ampronix ........................................................ 7 BETA Biomedical Services, Inc. ...................60 Coast 2 Coast ............................................... 70 Elite Biomedical Solutions ......................... 65 Global Medical Imaging .............................. 65 Integrity Biomedical.................................... 34 InterMed Group............................................20 Maull Biomedical Training, LLC .................. 48 Multi Diagnostic Imaging Solutions..........BC Retrieve Medical Equipment................... 60 CARDIOLOGY International X-ray Brokers.........................60 Multi Diagnostic Imaging Solutions..........BC Southeastern Biomedical, Inc.. . ............... 54 COMPUTED TOMOGRAPHY Dedicated Imaging Solutions..................... 26 Dunlee............................................................. 11 East Coast Medical Systems .......................14 Ed Sloan & Associates ................................. 23 Exclusive Medical Solutions....................... 43 International Medical Equipment & Service .................................. 25 KEI Medical Imaging Services ..................... 74 Metropolis International ............................ 59 MIT/Medical Imaging Technologies ........... 33 MTC/Medical Technologies Co. ....................71 Multi Diagnostic Imaging Solutions..........BC PM Imaging Management .......................... 68 Retrieve Medical Equipment......................60 RSTI Exchange............................................... 35 Tri-Imaging Solutions................................... 55 Varex Imaging. . ......................................... 3 CONTRAST MEDIA INJECTORS Injector Support and Service................... 62 DATA MEDIA Radiology Data....................................... 69 DIAGNOSTIC IMAGING ENMET............................................................ 74 Injector Support and Service...................... 62 Radiology Data............................................. 69 Summit Imaging ............................................ 4 Endoscopy Bulb Direct..................................................... 73 Coast 2 Coast ........................................ 70 GAS/AIR MONITORS ENMET................................................... 74 GENERAL ALCO Sales & Service Co.........................36, 68 Multi Diagnostic Imaging Solutions..........BC IMAGING Cool Pair Plus.......................................... 34, 48 Injector Support and Service...................... 62 InterMed Group............................................20 IMAGING PARTS Diagnostic Solutions ...................................12 72 MEDICALDEALER | APRIL 2017

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INFUSION PUMPS Coast 2 Coast ...................................... 70

LABORATORY Bulb Direct.................................................... 73 MIT/Medical Imaging Technologies ........... 33 MTC/Medical Technologies Co. ....................71

ENMET............................................................ 74 InterMed Group............................................20 International X-ray Brokers.........................60 Maull Biomedical Training, LLC .................. 48 Metropolis International ............................ 59 Multi Diagnostic Imaging Solutions..........BC PM Imaging Management .......................... 68 Radon Medical .............................................. 73 Rayence Inc.................................................... 62 RSTI Exchange............................................... 35 X-Ray Parts, Inc..............................................71

LASER Multi Diagnostic Imaging Solutions. . .. BC

RECRUITING Adel Lawrence Associations, Inc.......... 68

MAMMOGRAPHY Summit Imaging .................................... 4

REPAIR/REFURBISH Advanced Ultrasound Elec./AUE................. 57 AIV Inc.............................................................14 ALCO Sales & Service Co.........................36, 68 Carolina Medical Parts ...........................50-53 Coast 2 Coast ............................................... 70 Cool Pair Plus.......................................... 34, 48 Dedicated Imaging Solutions..................... 26 Duraline Systems......................................... 36 Ed Sloan & Associates ................................. 23 Elite Biomedical Solutions ......................... 65 Global Medical Imaging .............................. 65 Injector Support and Service...................... 62 Integrity Biomedical.................................... 34 KEI Medical Imaging Services ..................... 74 MIT/Medical Imaging Technologies ........... 33 MTC/Medical Technologies Co. ....................71 MW Imaging.................................................... 8 Pacific Medical ............................................... 5 Radon Medical .............................................. 73 Summit Imaging ............................................ 4

INFUSION THERAPY AIV Inc.............................................................14 Elite Biomedical Solutions ..................... 65

MONITORS/CRTS Advanced Ultrasound Elec./AUE............... 57 Ampronix ........................................................ 7 Bio-Medical Equipment Service Co. ........... 42 Multi Diagnostic Imaging Solutions..........BC MRI Bayer Healthcare Services ......................... 2 Carolina Medical Parts ...........................50-53 Coast 2 Coast ............................................... 70 Cool Pair Plus.......................................... 34, 48 Dedicated Imaging Solutions..................... 26 East Coast Medical Systems .......................14 Ed Sloan & Associates ................................. 23 ENMET............................................................ 74 Exclusive Medical Solutions....................... 43 International Medical Equipment & Service .................................. 25 International X-ray Brokers.........................60 KEI Medical Imaging Services ..................... 74 MIT/Medical Imaging Technologies ........... 33 MTC/Medical Technologies Co. ....................71 Multi Diagnostic Imaging Solutions..........BC PM Imaging Management .......................... 68 Retrieve Medical Equipment......................60 NUCLEAR MEDICINE E.L. Parts, LLC............................................... 54 Global Medical Imaging .............................. 65 InterMed Group............................................20 International X-ray Brokers.........................60 ONLINE RESOURCES MedWrench . . ........................................ 66 PATIENT MONITORING BETA Biomedical Services, Inc. ...................60 Bio-Medical Equipment Service Co. ........... 42 Integrity Biomedical.................................... 34 Multi Diagnostic Imaging Solutions..........BC Pacific Medical ............................................... 5 Southeastern Biomedical, Inc..................... 54 POWER SYSTEM COMPONENTS Interpower.............................................. 6 PROBE REPAIR Global Medical Imaging . . ..................... 65 RADIOLOGY Ampronix ........................................................ 7 Asset Management Associates, LLC.......... 54 Coast 2 Coast ............................................... 70 Collimare, LLC.................................................17 Engineering Services.................................... 49

REPAIR/SERVICES Ampronix ........................................................ 7 Bayer Healthcare Services ............................ 2 Bio-Medical Equipment Service Co. ........... 42 Coast 2 Coast ............................................... 70 Duraline Systems......................................... 36 Exclusive Medical Solutions....................... 43 Multi Diagnostic Imaging Solutions..........BC PM Imaging Management .......................... 68 RSTI Exchange............................................... 35 Advanced Ultrasound Elec./AUE................. 57 AIV Inc.............................................................14 BETA Biomedical Services, Inc. ...................60 Bulb Direct..................................................... 73 Carolina Medical Parts ...........................50-53 Classic Diagnostic......................................... 35 Dedicated Imaging Solutions..................... 26 Diagnostic Solutions ....................................12 Dunlee............................................................. 11 Duraline Systems......................................... 36 E.L. Parts, LLC................................................ 54 Ed Sloan & Associates ................................. 23 Elite Biomedical Solutions ......................... 65 Engineering Services.................................... 49 Global Medical Imaging .............................. 65 International Medical Equipment & Service .................................. 25 KEI Medical Imaging Services ..................... 74 Multi Diagnostic Imaging Solutions..........BC PM Imaging Management .......................... 68 Radon Medical .............................................. 73 RSTI Exchange............................................... 35 X-Ray Parts, Inc..............................................71 RESPIRATORY ENMET............................................................ 74 MEDICAL EQUIPMENT, PARTS & SERVICE

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_Categorical Index

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TRAINING Maull Biomedical Training, LLC ................. 48 Summit Imaging ........................................... 4 Dunlee ............................................................ 11 International Medical Equipment & Service ............................... 25 Tri-Imaging Solutions .................................. 55

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ULTRASOUND Advanced Ultrasound Elec./AUE................ 57 AIV Inc. ...........................................................14 Bayer Healthcare Services ........................... 2 Coast 2 Coast .............................................. 70 Diagnostic Solutions ...................................12 Exclusive Medical Solutions....................... 43 InterMed Group ...........................................20 MW Imaging ................................................... 8 Retrieve Medical Equipment .....................60 Summit Imaging ........................................... 4

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ULTRASOUND PARTS Advanced Ultrasound Elec./AUE ............... 57 Global Medical Imaging ............................. 65 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE ............. 57 WHEELCHAIR ALCO Sales & Service Co. ............... 36, 68 X-RAY Asset Management Associates, LLC.......... 54 Bayer Healthcare Services ........................... 2 Classic Diagnostic ........................................ 35 Coast 2 Coast .............................................. 70 Collimare, LLC................................................17 Diagnostic Solutions ...................................12 Engineering Services ................................... 49 Exclusive Medical Solutions....................... 43 International X-ray Brokers ........................60 MIT/Medical Imaging Technologies .......... 33 MTC/Medical Technologies Co. ...................71 PM Imaging Management ......................... 68 Ray-Pac ........................................................ IBC Rayence Inc. .................................................. 62 Retrieve Medical Equipment .....................60 RSTI Exchange .............................................. 35 Tri-Imaging Solutions .................................. 55 Varex Imaging................................................. 3 X-Ray Parts, Inc. ............................................71 X-RAY TUBES Ray-Pac ................................................IBC

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ALPHABETICAL INDEX

Adel Lawrence Associations, Inc................ 68 Advanced Ultrasound Elec./AUE................ 57 AIV Inc. ...........................................................14 ALCO Sales & Service Co. .......................36, 68 Ampronix ........................................................ 7 Asset Management Associates, LLC.......... 54 Bayer Healthcare Services ........................... 2 BETA Biomedical Services, Inc. ..................60 Bio-Medical Equipment Service Co. .......... 42 Bulb Direct .................................................... 73 Carolina Medical Parts ..........................50-53 Classic Diagnostic ........................................ 35 Coast 2 Coast .............................................. 70 Collimare, LLC................................................17 Cool Pair Plus ......................................... 34, 48 Dedicated Imaging Solutions .................... 26 Diagnostic Solutions ...................................12 Dunlee ............................................................ 11 Duraline Systems......................................... 36

E.L. Parts, LLC ............................................... 54 East Coast Medical Systems ......................14 Ed Sloan & Associates ................................ 23 Elite Biomedical Solutions ........................ 65 Engineering Services ................................... 49 ENMET........................................................... 74 Exclusive Medical Solutions....................... 43 Global Medical Imaging ............................. 65 Injector Support and Service ..................... 62 Integrity Biomedical ................................... 34 InterMed Group ...........................................20 International Medical Equipment & Service ................................. 25 International X-ray Brokers ........................60 Interpower ...................................................... 6 KEI Medical Imaging Services .................... 74 Maull Biomedical Training, LLC ................. 48 MedWrench ................................................. 66 Metropolis International ........................... 59

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MIT/Medical Imaging Technologies .......... 33 MTC/Medical Technologies Co. ...................71 Multi Diagnostic Imaging Solutions .........BC MW Imaging ................................................... 8 Pacific Medical .............................................. 5 PM Imaging Management ......................... 68 Radiology Data ............................................ 69 Radon Medical ............................................. 73 Ray-Pac ........................................................ IBC Rayence Inc. .................................................. 62 Retrieve Medical Equipment .....................60 RSTI Exchange .............................................. 35 Southeastern Biomedical, Inc.................... 54 Summit Imaging ........................................... 4 Tri-Imaging Solutions .................................. 55 Varex Imaging................................................. 3 X-Ray Parts, Inc. ............................................71

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74 MEDICALDEALER | APRIL 2017

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