Medical Dealer - May 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

MAY 2017 | WWW.MEDICALDEALER.COM

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CONTENTS_Features 46 MEDICAL DEVICE CYBERSECURITY: PROTECTING PATIENT DATA

Cybersecurity awareness continues to grow. In private life, identity theft can be a devastating experience with an average impact of more than $1,300 per person and more than a month to resolve. In the health care field, data breaches can carry even more significant consequences for the facilities affected by them. We take a closer look at cybersecurity this month.

52 SOMA TECHNOLOGY

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Soma Technology offers customers a one-stop shopping experience with a large inventory that includes a wide variety of devices.

Medical Dealer (Vol. 20, Issue #5) MAY 2017 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

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

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MEDICALDEALER 9

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

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John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Pelley

12 News & Notes 19 People on the Move 23 OEM Update

MARKET ANALYSIS Imaging: C-Arms 29 Market Analysis 30 Product Showroom 35 Preferred Vendors Med/Surg: Batteries 39 Market Analysis 40 Product Showroom 44 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 62 Success Story

Accounting

Kim Callahan

Circulation

Lisa Cover Laura Mullen

Web Department

67 Marketplace 68 Categorical Index 70 Alphabetical Index

Taylor Martin Adam Pickney Cindy Galindo

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INDUSTRY UPDATE_News and Notes

UNFORS RAYSAFE EXPANDS RADIATION SAFETY OPTIONS Unfors RaySafe has introduced the “The improvement in radiation RaySafe i3 to its suite of real-time protection has been more than dosimetry products. The announce- dramatic at the URMC. There is no ment came at the European Society substitute for a constant and reof Radiology in Vienna. al-time reminder of the dose being The RaySafe Real-Time Dosimetry received,” said Labib H. Syed, M.D., solution, introduced in 2012, helps M.P.H. of University of Rochester physicians and clinical staff visualize Medical Center.

X-ray exposure in real time using The RaySafe i3 is designed to imeasy-to-read bar graphs displayed on prove wearability, prolong life cycle a monitor. The instant feedback em- and increase measurement accurapowers medical staff to adapt their cy. The RaySafe i3 can be used in behavior around radiation, to help low-dose procedures and in hybrid minimize unnecessary exposure.

OR environments.

12 MEDICALDEALER | MAY 2017

Staff Reports

“RaySafe i3 helps keep the medical staff in-the-know, at all times, about the level of radiation exposure, for themselves and their colleagues, in real-time,” said Bart Leclou, personal dosimetry business area manager for RaySafe.

“The decision to implement the RaySafe i3 shows a commitment and dedication by a department to keep their staff safe from excessive radiation exposure.” • For information, visit www.raysafe.com MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

AIRGAS LAUNCHES AIRGAS HEALTHCARE Airgas, an Air Liquide company, has products and services to serve the announced that it has reinforced its needs of its customers. position in the healthcare and life sciCustomers include healthcare ences markets by creating a dedicated professionals, from small independent brand: “Airgas Healthcare.” This new practices – doctors, dentists, dermabrand is the result of the integration tologists, surgeons, veterinarians – to of the healthcare and life sciences large hospital systems – clinics, nursing activity of Airgas and Air Liquide homes, home healthcare organizations, Healthcare in the U.S. It combines emergency medical service organizathe expertise and innovation from tions – as well as life sciences cusAir Liquide Healthcare with Airgas’ tomers, from small R&D labs to large extended supply chain and strong pharmaceutical manufacturers; and local customer proximity to deliver from small colleges to large research unmatched value to healthcare and universities. life sciences customers.

Airgas Healthcare benefits from Air With the integration of Air LiqLiquide’s capabilities for healthcare inuide Healthcare in the U.S., Airgas novation with dedicated medical R&D Healthcare offers unrivalled one-stop and innovation teams and an extended access to the most comprehensive portfolio of innovative products and range of medical gases and related offers developed by Air Liquide Health-

care, such as the integrated valve and digital gauge known as INTELLI-OX as well as the hospital logistics solution from Total Gas Management.

Airgas Healthcare benefits from Airgas’ national presence, the widest network in the U.S. market, with more than 1,100 locations nationwide including nearly 350 medical gas fill plants.

With one-stop, efficient access to products and capabilities through multiple engagement channels, including branch stores, healthcare specialists, Airgas Total Access telesales representatives, Airgas.com, and more, customers can focus on their critical work. •

ASP SUBMITS APPLICATION FOR BIOLOGICAL INDICATOR SYSTEM Advanced Sterilization Products pitalized patients acquires at least one (ASP), part of Johnson & Johnson HAI. HAIs cause an estimated 75,000 Medical Devices Companies, has sub- deaths in the United States per year, mitted a 510(k) application to the U.S. with total annual costs amounting to Food and Drug Administration for the almost $10 billion.

STERRAD Velocity Biological IndicaGiven the constant demands placed tor (BI) System. Pending clearance, it on hospital operating rooms, speed will be the fastest hydrogen peroxide and efficiency of in-house central (H202) BI on the market, using a new, sterile services departments (CSSDs) integrated reader to provide automat- are critical to supplying properly reed confirmation – within 30 minutes processed medical devices as needed.

– that proper sterilization conditions In CSSDs, BIs are used to test and conhave been achieved when instruments firm sterilization cycle performance are reprocessed in STERRAD Systems. and provide sterility assurance. HowEnsuring instruments are propever, with current BIs taking several erly sterilized is one way health hours or more to confirm results, many care workers can help reduce the instruments are sent back to operating incidences of healthcare-associated rooms without sterility assurance. infections (HAI). According to the “For more than 20 years, the biggest U.S. Centers for Disease Control and need we have heard from CSSDs and Prevention, about one in every 25 hos- infection control departments is for a

BI that provides almost immediate confirmation of sterility assurance,” said Suneel Shorey, Vice President of ASP Global Marketing. “An ultra-fast system will help staff ensure every instrument has been properly sterilized and can be swiftly delivered back to the operating room to be used with patients.”

The STERRAD Velocity BI Reader will enable synchronization of BI and sterilization cycle records through a barcode scanner and touchscreen. It will also feature a countdown display for each well and on-screen and audible alerts. The reader will be validated for use with the recently FDA-cleared STERRAD 100NX and NX Systems with ALLClear Technology, as well as existing STERRAD NX, 100NX and 100S System sterilizers. •

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MEDICALDEALER 13

INDUSTRY UPDATE_News and Notes

Staff Reports

RTI SURGICAL INC. AND KRENSAVAGE PARTNERS LP REACH SETTLEMENT RTI Surgical Inc., a global surgical implant company, has entered into a settlement agreement with an investor group led by Krensavage Partners LP, which collectively own approximately 7 percent of the outstanding shares of common stock of the company.

Under the settlement agreement, RTI: (i) has increased the size of RTI’s board of directors from nine directors to 10 directors; (ii) has appointed Mark D. Stolper, a Krensavage nominee, to the board; and (iii) will nominate Mr. Stolper to be elected to the board at RTI’s upcoming annual meeting of stockholders, currently scheduled for May 16, 2017, and at RTI’s annual meeting of stockholders to be held in 2018. Also under the settlement agreement, Krensavage has agreed to vote at the 2017 annual meeting and the 2018 annual meeting all of its shares in favor of the nominees proposed by the Company. The settlement agreement also includes, among other provisions, certain standstill commitments made by Krensavage that end at 11:59 p.m. ET on July 1, 2018.•

MCKESSON AND CHANGE HEALTHCARE CREATE HEALTHCARE IT COMPANY McKesson Corp. and Change Health- shift toward value-based care, requircare Holdings Inc. have announced ing an increasingly consumer-centhe completion of their previously tered approach to health care,” said announced agreement to create a new Neil de Crescenzo, Chief Executive healthcare information technology Officer, Change Healthcare. “Change company. The new company is named Healthcare will be distinctly posiChange Healthcare and combines tioned to leverage its data, analytics substantially all of CHC’s business and forward-thinking insights to and the majority of McKesson Tech- bring new innovative solutions to paynology Solutions (MTS). ers, providers and consumers as they By uniting the majority of MTS’ strive to achieve the best health care businesses with CHC, the new comoutcomes as efficiently as possible in pany will inspire a better health care this new environment.” system through a broad set of compleSince the announcement of mentary capabilities that will deliver this transaction on June 28, 2016, wide-ranging financial, operational McKesson and CHC have engaged and clinical benefits to payers, provid- in measured integration planning ers and consumers. From an interwithin the appropriate parameters. connected and integral position at the Now that the transaction has closed, center of health care, the new Change integration activities will accelerate Healthcare will be a collaborative cata- with a critical focus on ensuring lyst for accelerating its customers’ and customer service continuity and partners’ paths to value-based care and accelerating innovation efforts better engagement with consumers. to bring new solutions to address “Over the last several years, our customer needs. Over the coming industry has experienced a continued months, integration plans will be 14 MEDICALDEALER | MAY 2017

shared with customers and partners to ensure they realize the full value of the new organization in helping them achieve their objectives.

As previously announced, the new organization will leverage the Change Healthcare name, but introduces a new logo, brand positioning and visual identity to reflect the broader capabilities of the unified organization. The migration to the new brand will happen over the next year. All brand migration activities and the timing of those activities will be handled transparently with the company’s customers and partners.

Information about both MTS’ and CHC’s contributed products and solutions will be available through www.changehealthcare.com. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

ACERTARA LAUNCHES NEW WEBSITE AND E-COMMERCE SITE Acertara – an independent ISO/ The newly added Acertara IEC 17025:2005 accredited medical eStore offers a wide selection of ultrasound acoustic measurement, ultrasound products and accestesting, and calibration laboratory, sories with a convenient, easy and ISO13485:2003 certified probe online shopping experience. repair and new product developAcertara plans to continue adding ment facility – invites visitors to products that will provide visitors explore its new website and E-store. a one-stop source for a variety of The new website (www.aceritems from ultrasound systems to taralabs.com) has been designed to maintenance. provideAPPROVED the ultimate user-friendly have updated the look and PROOF CHANGES“We NEEDED experience with improved navifeel of our site to represent our gationSIGN–OFF: and functionality throughmore modern, growing brand and CLIENT out, allowing customers to access enable our customers to easily acdetailed product information andTHE cess our site regardless of the device PLEASE CONFIRM THAT FOLLOWING ARE CORRECT videos as well as the convenience to being used,” said G. Wayne Moore, LOGO NUMBER WEBSITE ADDRESS purchase ultrasoundPHONE products and President and CEO of Acertara, accessories online.

“With the addition of the Acertara

PROOF SHEET eStore our team continues to define the market and provide customers with solutions that will enhance patient care.” •

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INDUSTRY UPDATE_News and Notes

INTERMOUNTAIN HEALTHCARE CHOOSES ZEBRA MEDICAL VISION Intermountain Healthcare and In addition to empowering phyZebra Medical Vision have ansicians with clinical insights, Zenounced that for the first time bra-Med’s analytics engine can scan ever, machine learning will be across large imaging archives past and integrated into the medical imagpresent, to assist at-risk organizations ing analysis of a premier health in understanding the underlying risk care provider, in order to enhance profile of their patients. These poppatient care. ulation-level insights on long-term, Zebra-Med’s Analytics Engine chronic diseases can then be translatreceives imaging data and analyzes ed to early detection and intervention, it for findings indicative of cardiowith significant positive effects on the vascular, pulmonary, metabolic and quality and cost of patient care. bone health. Those findings will be “We believe imaging analytics will used by Intermountain to identify change how we practice radiology patients at risk and optimize care. over the next decade. Our physiAs Zebra-Med’s Engine grows with cians will be more productive and be new insights it will be able to proenabled to create clinically actionvide increasingly comprehensive re- able discrete data through the use of ports that will allow more accurate, automated assistants that will help cost-effective patient treatment. them deal with ever increasing work16 MEDICALDEALER | MAY 2017

Staff Reports

loads – without compromising quality of care. We look forward to deploying the Zebra-Med solution and starting to realize these benefits,” said Keith White, MD, Medical Director of Imaging Services at Intermountain.

“Intermountain has been at the forefront of medical technology for a long time. The deployment of Zebra-Med’s Analytics engine will allow them to break further new ground, and we are excited to begin this journey with them,” said Elad Benjamin, CEO of Zebra Medical Vision. “Machine learning and deep learning will have a great impact on health care and radiology and we’ll continue leading the way in creating and deploying real-world clinical tools that use technology to improve lives.” • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

SEALED AIR SELLS NEW DIVERSEY TO BAIN CAPITAL PRIVATE EQUITY Sealed Air Corporation has entered into a definitive agreement to sell its Diversey Care division and the food hygiene and cleaning business within its Food Care division (together “New Diversey”) to Bain Capital Private Equity, a leading global private investment firm, for approximately $3.2 billion.

New Diversey will be a leading hygiene and cleaning solutions company that integrates chemicals, floor care machines, tools and equipment, with a wide range of technology based value-added services, food safety services and water and energy management. New Diversey will continue to employ approximately 8,600 people globally.

Diversey Care and the related food hygiene businesses combined generated net sales of approximately $2.6 billion in 2016.

“We are pleased that New Diversey has a strong partner to support future growth initiatives and drive further expansion. Diversey Care and its related hygiene business has built an impressive innovation pipeline that includes the Internet of Clean, robotics and AHP disinfection technologies, revamped its go-to-market strategy and significantly improved profitability,” said Jerome A. Peribere, President and Chief Executive Officer. “New Sealed Air, a leading provider of food, product and medical packaging solutions, will continue to focus on accelerating profitable growth and generating strong cash flow through end market opportunities and the global adoption of new products and solutions. Sealed Air’s advanced product portfolio is designed to reduce waste, conserve resources and provide product security, and deliver unique and measurable value to customers and the planet.”

“Diversey has a long track record of leadership in the hygiene and cleaning solutions market on a global basis,” said Ken Hanau, a Managing Director at Bain Capital Private Equity. “We are excited to partner with the talented team at Diversey to grow across key market verticals and geographies while investing in innovative hygiene solutions. Bain Capital’s integrated global platform and strong growth orientation are well aligned with the strategic vision for Diversey.” • WWW.MEDICALDEALER.COM

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INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field The InterMed Group has announced that Dr. Brian Poplin, president and chief executive officer of Elior North America, has joined the organization as a director for the company’s board. Poplin previously served as president and CEO of the former TrustHouse Services Group, the American contract-catering subsidiary of the Paris-based Elior Group which became Elior North America in May 2016.

Prior to this role, he held the role of president and CEO for Medical Staffing Network after leaving his post at Aramark where he served as the president of Aramark’s Healthcare Technologies business. Poplin started his career in 1990 in the United States Air Force, and joined Servicemaster in 1994 where he became a Certified Biomedical Equipment Technician. He obtained a bachelor of science in business administration from Indiana Wesleyan University in 1996, a master of science in business management in 1998 and a doctorate in health administration and policy from the Medical University of South Carolina in 2010.

Siemens Healthineers North America has made David Edwards its Senior Vice President of Strategic Corporate Accounts. Edwards was most recently VP of Supplier Relations and Business Development at Premier Healthcare Alliance, a company with which he spent 17 of his 30-plus years in the business. Edwards has also worked in regional sales management at Baxter International Inc., and holds a degree in psychology from DePauw University, where he participated in mission programs in Costa Rica, Haiti and Honduras.

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A. Alan Turfe has been named Chairman and CEO of J M Smith Corporation, succeeding the retiring William R. Cobb. Turfe joins the company from Fresenius Medical Care, where he was Senior Vice President and Chief Procurement Officer.

He began his career as a second-shift assembly-line worker at General Motors while completing his MBA, and eventually worked his way up to become CFO of GM Worldwide Purchasing and Logistics and CO-CEO of a joint venture company.

Turfe also worked with Fisher Scientific and IDEX Corporation.

Varian Medical Systems of Palo Alto, California has named José Baselga and Jean-Luc Butel to its board of directors.

Baselga is Physician-in-Chief at Memorial Sloan Kettering Cancer Center and Professor of Medicine at Weill Cornell Medical College; he was formerly the Hematology/Oncology Division Chief and Associate Director of the Massachusetts General Hospital Cancer Center, Professor of Medicine at Harvard Medical School, and Chairman of Medical Oncology and Founding Director of the Vall d’Hebron Institute of Oncology in Barcelona, Spain. Butel is Senior Adviser to the McKinsey Healthcare Practice, has been Corporate Vice President and President of International at Baxter, and was an executive-level manager at Medtronic, Johnson & Johnson, and Becton-Dickinson.

Kaiser Permanente of Oakland, California has named Le Anne Trachok its SVP of Revenue Management. The role is a new national one for Kaiser Permanente and for Trachok, who joins the company from Optum360, where she spent three years as chief strategy officer. Trachok has also been SVP of Finance-Revenue Operations for Dignity Health in San Francisco, served at Arthur Andersen LLP, UCLA Medical Center, and Tenet Healthcare.

HCA Gulf Coast of Houston, Texas has named SVP of Strategic Planning Eric Evans CEO of its East Houston Regional Medical Center.

Evans replaces Alice Adams, who retired in December 2016. Evans has been COO of The Woman’s Hospital of Texas and CEO of Lakeview Regional Medical Center in New Orleans.

Interventional radiologist and Washington University professor of radiology and surgery Suresh Vedantham has been named president of the Society of Interventional Radiology (SIR). The SIR 2017-18 Executive Council also includes President-elect M. Victoria Marx of USC Medical Center, Los Angeles; Secretary Laura Findeiss of the University of Tennessee Graduate School of Medicine, Knoxville; Treasurer Matthew S. Johnson of the Indiana University School of Medicine, Indianapolis; and Immediate Past-president Charles E. Ray, Jr.

Rush University Medical Center (RUMC) and Rush-Copley Medical Center of Chicago, Illinois (Rush-Copley) have reorganized under a common corporate parent as Rush academic health system (Rush). Larry Goodman will be its CEO while maintaining his position as RUMC CEO, Rush-Copley President Michael Dandorph will serve as President of the Rush system, and Rush-Copley President and CEO Barry Finn will also serve as a Rush executive officer. The Rush board of trustees will be led by RUMC Chairman William Goodyear, and RUMC, Rush Oak Park Hospital, and Rush-Copley will each maintain their respective leadership, hospital board and organizational structures.

MEDICALDEALER 19

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE (CONTINUED) The Joint Commission has named Heather Hurley executive director of its Laboratory Business Development. Hurley will lead the development and implementation of products and services for its Laboratory Accreditation Program, will lead its Laboratory Professional Technical and Advisory Committee, Advisory Council, and will serve as liaison to associations, collaborative partners, and accrediting and regulatory bodies in the laboratory field. Hurley was most recently director of sales for the Life Science Reagent Business Unit at Affymetrix Inc., and has worked as a laboratory technologist in the Department of Molecular Genetics at The Cleveland Clinic.

Medline of Northfield, Illinois promoted Lesly Marban to Chief Marketing Officer from SVP of marketing for the U.S. post-acute care market. Marban has been with the company since 2011 and holds an MBA from DePaul University.

LifeCare Health Partners of Plano, Texas has named Jim Murray its CEO, effective April 1, 2017. Murray joins the company from Humana, where he was COO and CFO. Frank Battafarano, who has been LifeCare’s COO since 2014, has been promoted to president and COO.

Ardent Health of Nashville, Tennessee completed its acquisition of LHP Hospital Group, Inc., making it the second-largest private, for-profit hospital operator in America. Former LHP Interim CEO Paul Kappelman has been appointed Ardent EVP and COO; he will oversee day-to-day operations of Ardent hospitals, clinics, and business units and their quality, financial operations, and physician recruitment efforts.

20 MEDICALDEALER | MAY 2017

SynCardia Systems of Tucson, Arizona has named Brian Brogie its Vice President of Manufacturing and Facilities.

Brogie was Director of Manufacturing for Gilead Sciences Inc., and will oversee manufacturing of the SynCardia product line. Brogie has more than 30 years of experience in manufacturing, project management, process improvement, and supplier management at employers like Oso BioPharmaceuticals and BF Goodrich Aerospace.

Cook Medical of West Lafayette, Indiana has promoted Umesh Patel from VP of development and engineering to company president. Patel joined the company in 1995 as operations manager, and holds a Ph.D. in industrial engineering, a master’s degree in electrical engineering, and a bachelor’s degree, all from Purdue University.

After a national search, TriMedx of Indianapolis, Indiana has named Henry Hummel its new CEO. Hummel joins the company with the expertise of a 25-year career spent in executive roles with GE Healthcare and in senior positions with Covance, Johnson Controls and Tenneco.

ImaginAb Inc. of Los Angeles, California has named Martyn Coombs its CFO. Coombs was most recently president of Jubilant DraxImage Inc., and has also held senior leadership roles at Amersham (GE Healthcare) and Nihon Medi-Physics.

Coombs is also the former CEO of Asterand plc, a public life sciences company that in 2008 had the top performing stock on the London Stock Exchange.

Endotronix, Inc. of Woodridge, Illinois has added Katrin Leadley as its Chief Medical Officer (CMO), Richard Powers as its Chief Information Officer (CIO), and Mike Dilworth as VP of Manufacturing and Operations. Leadley has more than 20 years of clinical and industry experience, and was formerly CMO at HeartWare (acquired

by Medtronic) and JenaValve Technology.

Powers was CIO at CardioMEMS, where he created its cloud-based web systems and managed the program through an acquisition by St. Jude Medical; he was also Chief Technology Officer at WebOps. Dilworth was SVP of Manufacturing Operations at Nanosphere (acquired by Luminex Corporation), and had been VP of Manufacturing at Plasma Surgical, Abbott Nutrition, and Ciba Vision Corporation. Former Endotronix CMO Nicolas Chronos will become VP of Strategy and Clinical Affairs; Michael Nagy, former Endotronix VP of Engineering, will become COO; and Jennifer McMahon, Associate at Seroba Life Sciences, which recently invested 100 million euro in Endotronix, will join its Board of Directors.

Boston Biomedical of Cambridge, Massachusetts has made Patricia S. Andrews its CEO, effective April 24, 2017. Andrews joined Boston Biomedical from Incyte.

She succeeds Chiang J. Li, the company’s inaugural CEO, who will also resign from his position as Head of Global Oncology, Sumitomo Dainippon Pharma Group to become a senior special oncology advisor at Sumitomo Dainippon Pharma Co. Ltd.

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

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INDUSTRY UPDATE_OEM Update

Staff Reports

MODEL-BASED ITERATIVE CT RECONSTRUCTION HELPS CARDIAC IMAGING Taking model-based iterative relution while reducing radiation dose construction (MBIR) beyond the up to 85.3 percent as compared to research setting, Toshiba Medical filtered back projection and drasdemonstrated its Forward projected tically cuts the time needed for model-based Iterative Reconstrucmodel-based CT image reconstruction SoluTion (FIRST) for cardition. FIRST can improve high-conac exams at this year’s American trast spatial resolution by up to 69 College of Cardiology (ACC) 2017 percent (1.69 times) as compared to annual meeting in Washington, D.C. filtered back projection for cardiac Available on its most advanced CT imaging while reducing radiation systems, the Aquilion ONE/GENEdose. Utilizing the Aquilion ONE/ SIS Edition and the Aquilion ONE GENESIS Edition CT system cliniand bring it to a routine clinical ViSION Edition, FIRST (MBIR) cians can offer fast chest pain triage setting, including cardiac,” said helps make CT exams safer, reduces by combining one-beat low-dose Dominic Smith, senior director, CT, noise and offers clinicians high-reshigh-resolution cardiac CTA with PET/CT, and MR Business Units, olution images to make confident FIRST MBIR. Toshiba America Medical Systems cardiac diagnoses.

“We designed FIRST to help Inc. “FIRST is an integrated, fast and The FIRST technology helps providers benefit patients with adeasy-to-use technology that transimprove high-contrast spatial resovanced technology used in research forms the path to diagnosis.” • IOWA HOSPITAL NETWORK PURCHASES CARESTREAM X-RAY, ULTRASOUND SYSTEMS Covenant Medical Center IN Wapositions, which can help reduce feature moves the X-ray tube into terloo, Iowa recently purchased and repetitive stress injuries. A swipe of position to help reduce fatigue and installed two Carestream Touch a badge activates each sonographer’s repetitive stress injuries for technolPrime XE Ultrasound Systems to preferences and presets. ogists. A remote control lines up the capture radiology, OB/GYN, vascular, Carestream’s Smart Flow ImX-ray tube to either Bucky to further pediatric and interventional imaging aging visualizes blood flow in all streamline the imaging process. studies. Covenant Medical Center directions, independent of imaging The hospital purchased a is a 366-bed, full-service, multi-speangle. The Touch Prime XE system small-format Carestream DRX cialty hospital. A third Touch Prime simultaneously provides enhanced 2530C detector, which helps Ultrasound XE system is deployed at spatial detail with increased frame enhance quality and reduce dose Mercy Hospital, an affiliated critical rates for improved visualization of for extremity and pediatric exams access hospital in Oelwein, Iowa. moving structures while optimizing as well as images captured in the “Carestream’s ultrasound image formation to reduce noise and operating suites. Covenant Medplatform offers excellent image artifacts. This ultrasound system is ical Center previously installed quality, enhanced ease of use and capable of frame rates in excess of two Carestream DRX-Revolution innovative features we didn’t find 100Hz while maintaining enhanced Mobile X-ray Systems for portable on other ultrasound systems,” said imaging detail. imaging and retrofitted several Kris Messner, Covenant’s radiology Covenant Medical Center also X-ray imaging rooms with Caremanager. “Its sealed touch screen installed a Carestream DRX-Evolution stream DRX detectors. • console is easy to clean and sonogPlus in its emergency department. The raphers can capture an image using imaging system has a wall stand with a a button on the transducer, which fixed detector while a wireless Careis helpful for complex exams that stream DRX Plus 3543 Detector is used don’t allow the sonographer to in the table and for tabletop exams. stand next to the system.”

The wall stand has a Bucky-anguThe design of Carestream’s Touch lation feature that expedites cross-taPrime XE Ultrasound System is ble and other complex exams and based upon recommendations by ulreduces the need to move patients trasound professionals and ergonom- who are seriously ill or injured. The ic experts. The system is fully adjust- table can be lowered to help position able to accommodate all scanning fragile patients and an autotracking WWW.MEDICALDEALER.COM

MEDICALDEALER 23

INDUSTRY UPDATE_OEM Update

Staff Reports

PHILIPS, PHOENIX CHILDREN’S HOSPITAL SIGN 15-YEAR AGREEMENT Royal Philips and Phoenix Children’s Hospital have entered and outcomes. Through innovation, the two organizations into a long-term strategic partnership with a total value of want to make health care more sustainable and accelerate up to $65 million. Phoenix Children’s is the first stand-alone solutions and services specifically designed to address the children’s health system to sign a long-term strategic partner- needs of children. ship model with Philips.

“The staff at Phoenix Children’s continues to push the The partnership develops from a collaboration in diagnos- boundaries of pediatric care and we want to build on the tic imaging to expand the Phoenix Children’s programs and great work they have done, marrying their deep understandfurther drive clinical excellence. Phoenix Children’s will have ing of children’s clinical needs with our leading technologies access to Philips’ advanced medical technologies like imaging and research, to create integrated solutions that can support systems in CT, MRI and angiography, patient monitoring, this precious segment of society, ” said Brent Shafer, CEO of clinical informatics, and a comprehensive range of clinical Philips North America. “Phoenix Children’s has helped us to and business consulting services. These technologies and ser- take our innovations in diagnostic imaging to the next level vices will help Phoenix Children’s expand its high standards and we look forward to working with them to do the same in of care and integrate its divisions and facilities for a seamless the areas of patient care monitoring and informatics, expatient experience. ploring how to apply machine learning and accelerating the “Philips technology provides sophistication in patient transformation of pediatric care.” • diagnosis and strategic foresight that improves the solutions and care our teams deliver,” said Dr. Richard Towbin, Division Chief of Pediatric Radiology at Phoenix Children’s.

“Together, Phoenix Children’s and Philips developed technologies such as dose reduction using iterative CT reconstructions and pediatric MRI protocols that are now factory standards worldwide. We also have an advanced 3D print laboratory that constructs life-size models of patients’ hearts and other organs, illustrates exact tumor size, and uses post-processing software to study heart and brain physiology using MRI and CT.” Philips and Phoenix Children’s have a shared commitment to clinical excellence and connected patient care that can help drive efficiency, while improving the patient experience

SIEMENS HEALTHINEERS, HEARTFLOW DEVELOP CARE SOLUTIONS Siemens Healthineers and Heartcontributing its strength in computFlow Inc. have entered into a global ed tomography (CT). collaboration agreement to provide a The collaboration’s joint solucomprehensive, noninvasive solution tion pairs CT scanners from to support the diagnosis and manSiemens Healthineers with the agement of patients with suspected HeartFlow FFRct Analysis, the coronary artery disease (CAD). first noninvasive technology to HeartFlow is a pioneer in perprovide insight into the extent of sonalized medical technology to aid coronary artery disease and the in the diagnosis and treatment of impact that disease has on blood CAD. Siemens Healthineers aims flow to the heart. to enable health care providers to Using CT images, the Heartmeet current challenges and excel Flow FFRct Analysis creates a in their respective environments. To personalized 3D model of each execute this strategy in the field of patient’s arteries; computer algocardiology, Siemens Healthineers is rithms then simulate blood flow collaborating with HeartFlow and and assess the impact of arterial 24 MEDICALDEALER | MAY 2017

blockages. The combined clinical pathway of coronary CT angiography (cCTA) and the HeartFlow FFRct Analysis offers actionable information that helps physicians determine each patient’s optimal course of treatment. Published clinical data demonstrate that use of the HeartFlow FFRct Analysis may prevent unnecessary invasive angiograms.

Although the United States is the initial commercial focus of this collaboration agreement, the two companies plan to expand their efforts to additional geographic markets in the future. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

APLIO I900 RECEIVES FDA CLEARANCE Cardiologists can now access the adpower which helps health care provanced ultrasound imaging technology viders see more in ultrasound exams needed for fast and confident diagnodue to thinner beam slices and more ses with Toshiba Medical’s Aplio i900. return information in each image.

The newly FDA-cleared system is the A new beam-forming technology, latest addition to the premium Aplio iBeam, optimizes efficiency of the i-series ultrasound platform, helping beam, increasing penetration, spatial to elevate cardiovascular ultrasound resolution and contrast resolution. with imaging clarity and definition.

Boosting productivity during exams, The Aplio i900 brings cardiac imagthe Aplio i900 provides intuitive ergoing to an everyday clinical setting, offernomics with iSense and touch control ing health care facilities a more cost-efscreens, and real-time quick scan fective, less invasive and safer solution makes automatic image adjustments than other radiation emitting modalities. without pushing a button.

The system boasts innovative features “The Aplio i900 presents a real that allow clinicians to quickly and easily breakthrough in expanding the clinical assess myocardial function or to quantify utility of ultrasound, offering cardicomplex valvular lesions with greater ologists a new tool for fast, safe and depth and detail. confident diagnoses even in techniIdeally suited for contrast, fetal, cally difficult patient exams,” said Dan pediatric, stress echo and transesophSkyba, director, Ultrasound Busiageal echocardiography imaging, the ness Unit, Toshiba America Medical Aplio i900 delivers extreme processing Systems Inc. “The system combines

crystal clear image quality with cutting edge clinical applications to make work flow and help clinicians provide the best possible patient care.” •

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MEDICALDEALER 25

INDUSTRY UPDATE_OEM Update

SAMSUNG NEUROLOGICA PARTNERS WITH LEVINE CANCER INSTITUTE Samsung NeuroLogica’s portable their own communities. Samsung CT technology will be included NeuroLogica’s BodyTom is a cenin Carolinas HealthCare System’s tral feature of the unit, featuring a Levine Cancer Institute’s Mobile portable, full-body, 32-slice comLung CT Unit, which will bring puted tomography (CT) scanner lung cancer diagnosis and interven- that delivers high-quality images tion to underserved populations in of both soft tissue and bone. The the Carolinas. system also features an 85cm The mobile unit, constructgantry and 60cm field of view, the ed by Frazer Ltd. and funded by largest field of view available in a Bristol-Myers Squibb Foundation, portable CT scanner. is the only solution of its kind in “It is well-known that early the country. Developed to address diagnosis and initiation of treatcommon barriers to screening ment improve patient outcomes and including financial barriers, drive increase the likelihood of survival,” time and lack of public transporsaid Phil Sullivan, President and tation, the Levine Cancer Institute CEO for Samsung NeuroLogica. mobile unit will enable patients “However, patients often don’t have to receive lung screenings and access to lung cancer screening, education about lung cancer in treatment and education. As leaders 26 MEDICALDEALER | MAY 2017

Staff Reports

in the development and integration of portable CT systems into mobile emergency units, we are honored to play a role in revolutionizing lung cancer detection in underserved populations in the Carolinas.”

Since Samsung NeuroLogica introduced BodyTom in 2011, the scanner has been adopted and is now in use in over 100 centers worldwide. As a multi-departmental imaging solution, BodyTom is capable of transforming any room in the hospital – including LTAC settings, operating rooms, intensive care units, radiation oncology suites and emergency departments – into advanced imaging suites, eliminating the need to transport patients between departments. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

VARIAN ECLIPSE CUSTOMERS ACHIEVE TOP SCORES IN STUDIES Varian Medical Systems customers using Varian TrueBeam and Edge radiosurgery solutions along with Eclipse treatment planning software created the top scoring treatment plans in two competitive international plan studies.

The studies were the 2017 TransTasman Radiation Oncology Group (TROG)/ProKnow Stereotactic Body Radiation Therapy (SBRT) Spine Plan Study and the 2017 Sun Nuclear QA and Dosimetry Symposium (QADS)/ ProKnow Head and Neck Plan Study.

The goals of both studies were to create treatment plans of excellent quality that were also highly deliverable with superior quality assurance results. In the TROG/ProKnow SBRT Spine Plan Study, 19 out of the 20 top scoring plans all used Eclipse. Additionally, customers using Varian’s TrueBeam or Edge radiosurgery systems along with Eclipse treatment planning software created the nine highest scoring plans.

“I am proud to show the world we can create the best treatment plans right here at Kantonsspital in St. Gallen Switzerland and having leading edge Varian technology certainly makes it all possible,” said Simon Heinze, physicist at Kantonsspital who developed the top spine SBRT plan in the TROG study.

The two highest scoring treatment plans in the QADS/ ProKnow Head and Neck Plan Study were also created using Varian technology. Physicist Jonathan Stenbeck devised the highest scoring head and neck treatment plan with Eclipse out of 238 participants worldwide with excellent measured quality assurance results of the plan’s deliverability on TrueBeam.

“It was exciting to hear that I created the highest scoring head and neck plan using both Eclipse and a TrueBeam linear accelerator and I was able to show a very close match between the planned and delivered dose, using a Sun Nuclear ArcCheck QA device,” said Jonathan Stenbeck, CMD, DABR, Greenville Health System/US Oncology. “It was also fun sharing my planning techniques with the community via ProKnowSystems.com.”

In both studies, participants generated treatment plans and submitted them via a cloud-based system called ProKnow. The competition included benchmarking for achievable levels of treatment plan dose quality; analyzing delivery efficiency, variation, monitor unit usage; and sharing of best practices. Plans were scored objectively based on many different target and organ-atrisk metrics and their respective scoring functions. • WWW.MEDICALDEALER.COM

MEDICALDEALER 27

PRODUCT FOCUS_C-ARM_Market Analysis

Staff Reports

MINI C-ARMS

ELEVATE GLOBAL MARKET

I

n today’s world, imaging systems are an essential technology in every hospital. Specialists in almost every field of surgery, including orthopedics and cardiology use C-arms for intraoperative imaging. The devices provide high-resolution X-ray images in real-time, thus allowing physicians to monitor progress at any point during the operation and immediately make necessary corrections. As a result, treatment results are better and patients recover faster.

In 2015, the global market for C-arms was estimated to be $1.7 billion. It is expected to exceed $2 billion by the year 2021, growing at a compound annual growth rate (CAGR) of 3.2 percent during the forecast period of 2016-2021, according to Mordor Intelligence.

“C-arms are currently being used in several areas of medicine and their varied applications are only expected to increase over time,” Mordor Intelligence reports. “These factors, coupled with the increasing demand for health care infrastructure in developing and third-world countries, are driving the global C-arms market. On the other hand, the growing use of refurbished devices and the low replacement rates of C-arm systems are hindering market growth. With increasing focus on the portability of C-arms, there is a great market opportuniWWW.MEDICALDEALER.COM

ty for companies producing mini C-arms. However, the increasing cost concerns in emerging economies resulting in increasing pricing pressures are presently the greatest challenge to be overcome in order to tap the full potential of this market.”

Research and Markets forecasts the global flouroscopy C-arms market to grow at a CAGR of 4.02 percent during the period 2016-2020.

combination of radiography and fluoroscopy systems,” Research and Markets adds. “The convergence of radiography and fluoroscopy systems is expected to have a positive impact on market growth during the forecast period. Recently, Philips Healthcare launched DuoDiagnost, combining radiography and fluoroscopy devices in one system. The combination of equipment offers

“ In 2015, the global market for C-arms was estimated to be $1.7 billion. It is expected to exceed $2 billion by the year 2021.”

“The development of the C-arms increases the emphasis on MIS (minimally invasive surgery), leading to reduced hospital stay. Therefore, there will be an increase in sales of C-arm equipment components in the hospital sector during the forecast period. The growing number of ambulatory surgical centers that perform numerous procedures is expected to further increase the demand for mobile C-arms in the market during the forecast period,” according to Research and Markets.

“One of the key trends for market growth will be effective results in

better price-performance ratio, occupies less space, and can be used for several applications. Also, health care institutions can achieve a better return on investment by implementing such equipment.”

Persistence Market Research also predicts continued growth for the global C-arm market.

The global fluoroscopy and C-arms market is likely to exhibit a CAGR of 4.5 percent during the forecast period (2016–2024) with market revenue expected to increase to $4.2 billion by 2024, according to Persistence Market Research.

MEDICALDEALER 29

PRODUCT FOCUS_C-ARM_Product Showroom

Staff Reports

MAY PRODUCTS: This month, Medical Dealer explores C- arms

GE HEALTHCARE

OEC Elite MiniView

T

he new OEC Elite MiniView is designed to improve the mini C-arm experience. Surgeons can easily maneuver and control the lightweight system single-handedly with speed and ease. With the innovative SmartLock system, there’s no need to manually turn multiple levers and dials to secure the C-arm position. Touch a button and it’s locked in place, preventing drift. The OEC Elite MiniView allows surgeons to see fine details more readily with large primary and reference images viewed simultaneously. With the largest dedicated support team in the world, you can count on your mini C-arm’s reliability to sustain higher productivity. •

30 MEDICALDEALER | MAY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

C-ARM_Product Showroom

HOLOGIC

Fluoroscan InSight-FD mini C-arm system

T

he Fluoroscan InSight-FD mini C-arm system with exclusive rotating flat detector technology provides imaging versatility right in the procedure or operating room. The system includes a new and innovative CMOS flat detector with exclusive rotating capabilities. It boasts CsI (cesium iodide) material, which provides high sensitivity, resulting in lower dose and high-quality images. It provides superb, distortion-free images that rival standard X-ray procedures and touchscreen controls that offer effortless image adjustment and rotation for clear and accurate visualization. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 31

PHILIPS

Azurion Platform

D

eveloped in collaboration with leading hospitals, Azurion is an image-guided therapy platform that allows clinicians to optimize interventional lab performance and provide superior care. This next generation platform features a state-of-the-art ergonomic design with an easy-to-use intuitive user interface, enabling clinicians to swiftly and confidently perform a wide range of routine and complex procedures in the interventional lab. Azurion supports a full range of configurations across a broad spectrum of image-guided therapy procedures. Featuring over 1,000 new components, such as imaging systems, interventional devices, navigation tools and patient health records, Azurion offers a seamless integration of real-time information from all relevant technologies in the interventional lab. •

32 MEDICALDEALER | MAY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_C-ARM_Product Showroom

Staff Reports

SIEMENS HEALTHINEERS

Cios Fusion

T

he Cios Fusion premium flat-panel detector system from Siemens Healthineers – part of the company’s new, completely redesigned C-arm portfolio – has two detector sizes: 30 cm x 30 cm and 20 cm x 20 cm. The system’s flat-panel detector technology offers greater visibility than image intensifier-based systems, ensuring greater anatomical coverage. The Cios Fusion features the same easy-to-use touchscreen interface and software options as the company’s ultra-premium Cios Alpha mobile C-arm, simplifying cross-training efforts. The touchscreen remote can be positioned at the operating table to control the C-arm from within the sterile work area. The Cios Fusion also includes intelligent power management to virtually eliminate overheating, which can cause delays and scheduling backups. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 33

PRODUCT FOCUS_C-ARM_Product Showroom

Staff Reports

WHALE IMAGING

G-Arm B6 Duo

W

hale Imaging Inc. G-Arm B6 Duo is now FDA 501(k) approved. It is the next generation of the G-Arm with major improvements including axial tilt and greater table access. The B6 Duo improves accuracy while reducing time, infection and radiation. Engineers at Whale made the B6 Duo compatible with all surgical tables, and added many new features including axial tilt. Whale’s unique ability to fire two X-ray beams asynchronously provides the customer with bi-lateral video and images, giving the user a more comprehensive picture than a traditional C-arm. G-Arm utilizes this X-Beam technology, as well as iC-Clear algorithms to provide the best image possible, using the smallest dose of radiation. •

34 MEDICALDEALER | MAY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_C-ARM_Preferred Vendors

Staff Reports

PREFERRED VENDORS

IMAGING: C-ARM

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

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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.

Diagnostic Solutions SEE OUR 4935 S Prospect St, Ste D AD ON PAGE 70 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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Exclusive Medical Solutions, Inc. Booth #310 455 E. State Pkwy Suite 101 Schaumburg, IL 60173 Phone: 866-676-3671 Fax: 847-278-1155 Email: sales@emedicalsol.com Website: www.emedicalsol.com

SEE OUR AD ON PAGE 6

EMS specializes in multi-modality, multi-manufacturer medical imaging equipment. We are dedicated to providing high-quality service, systems, and parts that are tested and certified to ensure the highest reliability and customer satisfaction.

InterMed Group 13351 Progress Blvd.

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

SEE OUR AD ON PAGE 2

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

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Metropolis International LLC Leon Gugel 21-11 44th Avenue, 3rd Floor SEE OUR AD ON Long Island City, NY 11101 PAGE 61 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.

Multi Diagnostic Imaging 990 E. Cedar Street SEE OUR AD ON Ontario, Calif. 91761- USA PAGE BC Toll-Free: 800-400-4549 Phone: 909-591-6444 Fax: 909-591-5293 Email: sales@multiimager.com Website: www.multiimager.com Multi, Inc. is a premier global provider of diagnostic imaging and surgical solutions. Specializing in Radiology, Surgical, Chiropractic, Orthopedic, podiatry and Mammography. Multi is able to meet the imaging needs of the smallest private and specialty practices to the largest in enterprise hospital facilities.

Multi, Inc. High quality Solutions for a higher quality of Care.

36 MEDICALDEALER | MAY 2017

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Soma Technology, Inc. SEE OUR AD ON 166 Highland Park Dr. PAGES 52-55 Bloomfield, CT 06002 Toll-Free: 800-GET-SOMA Phone: 860-218-2575 Fax: 860-218-2565 Email: soma@somatechnology.com Website: www.somatechnology.com Soma Technology provides high quality demo, new, and refurbished capital OR equipment; including surgical suite equipment, ventilators, infusion pumps, imaging / c-arms and much more.

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PRODUCT FOCUS_Batteries_Market Analysis

Staff Reports

INNOVATION PROPELS GLOBAL MEDICAL BATTERY MARKET T

he global medical batteries market is expected to experience sustained growth owing to technological advancements and increased demand.

Strong potential offered by emerging economies, especially in the Asia-Pacific, will offset the sluggish growth rates in mature markets such as North America and Europe, according to Frost & Sullivan.

Market growth will increase along with the use of wireless medical devices and continued innovation.

Analysis from Frost & Sullivan on the global medical battery market reports that the market earned revenues of $1.84 billion in 2013 and estimates this to reach $2.74 billion in 2020.

“Asia-Pacific’s large population, low penetration, and increasing prevalence of chronic illness are driving demand for off-the-shelf medical devices,” according to a Frost & Sullivan press release. “As a result, conventional medical batteries used in back-up, hearing aids, pacemakers, and implantable cardio defibrillators will see strong adoption in the Asia-Pacific. A similar trend is expected in the Middle East.”

“The availability of advanced medical devices including cordless surgical devices, prosthetic devices, lifesaving implantable devices and neurostimulators spurs the uptake of batteries,” said Frost & Sullivan Energy and Environmental Research Manager Suba Arunkumar. “The advent of cutting-edge WWW.MEDICALDEALER.COM

technologies such as robot-assisted surgeries and remote patient monitoring is also fuelling developments in medical device batteries.”

American and European manufacturers are expected to increase their global offerings.

“U.S.- and Europe-based manufacturers must shift their base to the Asia-Pacific in order to capitalize on the immense opportunities the region offers,”

“ North America dominates the global market for medical batteries due to improved health care facilities and broad technical applications of medical batteries in the region.”

Arunkumar said. “Meanwhile, certain specialized, certified manufacturers are turning to consolidation, acquiring major battery or material manufacturers, in a bid to expand their footprint in the global medical battery space.”

Persistence Market Research also predicts growth for the medical battery market.

“Medical electronic market is growing at a significant rate due to advancement in the technology and increasing population and growing lifestyle diseases. In addition, rising demand for

personalization of health care systems is increasing the global market for medical electronic devices,” according to Persistence Market Research.

“North America dominates the global market for medical batteries due to improved health care facilities and broad technical applications of medical batteries in the region,” according to Persistence Market Research. “Asia, followed by Europe, is expected to experience a high growth rate in next few years in the global medical batteries market. China and India are expected to be the fastest growing medical batteries markets in Asia-Pacific region.

Some of the key driving forces for the medical batteries market in emerging countries is a large pool of patients, improvement in the health care facilities and rising government funding.”

The global market is fueled by various factors.

“Some of the major factors driving the global medical batteries market include increasing number of patients with chronic diseases, growing awareness for different medical electronic equipment available and increased government funding,” according to Persistence Market Research. “In addition, technological advancement is also fuelling the growth of the global medical batteries market. However, limited technical knowledge related to medical batteries, low acceptance due to high cost and availability of alternative technologies are some of the major factors restraining the growth for global medical batteries market.”

MEDICALDEALER 39

PRODUCT FOCUS_Batteries_Product Showroom

Staff Reports

MAY PRODUCTS: This month, Medical Dealer explores Batteries

ACCUTRONICS

CMX series smart batteries

T

he CMX series of smart batteries provides high energy density along with high power discharge to reliably power portable medical devices. With a range of smart features, including active and passive protection circuits to prevent over-heating, overload and short-circuiting, CMX batteries are essential for life-critical devices. The series also offers smart power management, which means that the battery only requests charge when needed and shuts down when not being used. Accurate fuel gauging is also possible to one percent through an LCD display, further enhancing reliability. •

40 MEDICALDEALER | MAY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Batteries_Product Showroom

INTERSTATE

Medical Batteries

I

nterstate uses a 7 Point Quality Protocol representing the most rigorous and ongoing series of QA checks and balances in the industry. Interstate’s batteries not only exceed standards straight from the factory, the company also ensures quality all the way to the customer’s door.

A 340,000 square foot distribution center and more than $1 million in state-of-the art testing equipment, along with ANSI/ASQC based testing methodology, ensures the batteries meet Interstate’s unmatched quality protocols. •

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MEDICALDEALER 41

PRODUCT FOCUS_Batteries_Product Showroom

Staff Reports

TADIRAN

TLM-1550-HP high power lithium metal oxide batteries

T

he ideal cordless bone drill used by surgeons needs to be small and ergonomic, providing freedom and mobility while performing powerfully and reliably. To accomplish this, BioAccess developed a bone drill powered by six TLM-1550-HP high power lithium metal oxide batteries. This 4.1 V battery pack delivers 15 A pulses with 5 A maximum continuous load, offers an extended temperature range suitable for autoclave sterilization, and weighs only 36 percent of an equivalent AA alkaline pack. If an AA alkaline pack was to deliver the same amount of power as the TLM-1550-HP battery pack, the drill would need to be three times heavier and twice the volume, requiring 15 AA-size alkaline batteries versus 6 AA-size TLM-1550-HP batteries. This battery upgrade also delivers greater stall torque, and the ability to perform reliably for 20 to 30 cycles of 30 to 40 seconds each with no power delay. This compact, lightweight power supply allows surgeons to operate more efficiently and ergonomically. •

42 MEDICALDEALER | MAY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Batteries_Product Showroom

TADIRAN

TLH-2450

Developing a battery-powered active RFID device to track the whereabouts of wheelchairs, gurneys, IV pumps, pulse oximeters and similar medical equipment can be challenging if the equipment routinely undergoes autoclave sterilization. Consumer batteries cannot survive such high temperatures and must be removed prior to sterilization, which wastes time and compromises data integrity. To solve this problem, Awarepoint Corp. chose TLH-2450 bobbin-type lithium thionyl chloride (LiSOCl2) batteries. Environmental tests showed that these batteries could withstand 500 sterilization cycles at 135°C. These RFID tags were also miniaturized due to the battery’s high voltage (3.6V), high capacity, and high energy density. TLH-2450 batteries weigh just 8.8 g, deliver 3.6 V with 0.55Ah capacity @ 0.5mA, and can operate up to 40 years due to very low annual self-discharge rate (less than 1 percent per year). These rugged cells also feature a non-flammable electrolyte, and a glass-to-metal hermetical seal, whereas consumer batteries use crimped seals that may leak. •

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MEDICALDEALER 43

PRODUCT FOCUS_Batteries_Product Showroom

Staff Reports

ULTRALIFE

URB12400-U1-SMB

G

lobal battery manufacturer Ultralife Corporation launched its new 492Wh Lithium Iron Phosphate (LiFePO4) smart battery in February 2017. The URB12400-U1-SMB is designed to replace and improve on traditional sealed lead acid (SLA) batteries in applications such as medical carts. The URB12400-U1-SMB features Ultralife’s proprietary Smart Circuit technology that combines an industry standard communication interface with Ultralife’s advanced battery monitoring parameters. This allows host devices to read pertinent status and accurate runtime predictions directly from the battery. Embedded with protection electronics, the battery can also be cycled over 2000 times, deliver rated capacity at high currents and can be charged using a regular SLA charger. •

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Government Liquidation SEE OUR 15051 N Kierland Blvd #300 AD ON PAGE 38 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com Government Liquidation (GL) provides buyers with access to an unparalleled variety and volume of surplus assets from organizations and the Department of Defense. We’re committed to delivering world-class buyer experiences through intuitive search functionality and accurate, detailed lot listings. GL invites you to purchase assets in over 500 different commodity categories including Medical, Dental, Test & Laboratory Equipment via internet auction.

Multi Diagnostic Imaging 990 E. Cedar Street SEE OUR AD ON Ontario, Calif. 91761- USA PAGE BC Toll-Free: 800-400-4549 Phone: 909-591-6444 Fax: 909-591-5293 Email: sales@multiimager.com Website: www.multiimager.com Multi, Inc. is a premier global provider of diagnostic imaging and surgical solutions. Specializing in Radiology, Surgical, Chiropractic, Orthopedic, podiatry and Mammography. Multi is able to meet the imaging needs of the smallest private and specialty practices to the largest in enterprise hospital facilities.

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46 MEDICALDEALER | MAY 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

n private life, identity theft can be a devastating experience, having affected some 17.6 million Americans in 2014, according to a study from the U.S. Department of Justice.

The average impact totaled more than $1,300 per person and took more than a month to resolve.

In the health care field, data breaches can carry even more significant consequences for the facilities affected by them. Protenus, a data security firm based out of Baltimore, Maryland, estimates that the health care industry averaged at least one health data breach per day in 2016, with the cost of the average breach hit $4 million last year, according to an IBM-sponsored study from the Ponemon Institute.

That’s thanks, in part, to the increasingly stringent regulations of the Health Insurance Portability and Accountability Act of 1996 (HIPAA).

HIPAA Title II outlines rules for the standardized exchange of sensitive patient data, mandates penalties for failure to comply with them,

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and outlines guidance for investigating violations. It also stiffens the financial impact for organizations that violate the terms of the law to a maximum of $1.5 million per incident. Typically, the threat of significant losses or of federal legal entanglements are deterrents enough to shape institutional policy in favor of enhanced security, and HIPAA places much of the onus on actual users to follow the law.

But that doesn’t mean that breaches don’t happen. In February 2017, the Children’s Medical Center of Dallas, Texas was fined $3.2 million for failing to resolve compliance risks from unencrypted personal electronic devices that were later stolen. Weeks earlier, Memorial Health Care System of Hollywood, Florida had paid $5.5 million to settle a case involving compromised data in which tens of thousands of patient records were accessed remotely because a former employee’s login credentials had not been revoked upon termination.

MEDICALDEALER 47

CYBERSECURITY

BRUCE SWOPE VP of Engineering Sterling Medical Devices

Data breaches from compromised login credentials or stolen devices are one thing, but of comparable concern is whether devices that collect patient data are web-enabled. With a premium being placed on the economic value of technologies that can gather and distribute information for a variety of purposes, the makers of those devices also risk the downside of their products having those benefits.

As the Internet of Things (IoT) expands to a projected 26 billion devices by 2020 (according to market researchers Gartner), any device that connects to the Internet can be a viable entry point for a hacker.

According to an October 2016 market report from Forrester, half-a-million “smart” devices will be breached in 2017 – things like security cameras, thermostats, printers, and light bulbs as well as health care-specific wearables, implants, and remote monitoring equipment. Even if those technologies do not directly contain or transmit patient health information, they can potentially be used to shut down hospital Internet services 48 MEDICALDEALER | MAY 2017

as part of a larger distributed denial of service (DDoS) attack.

“Everyone’s interested in Internet of Things; shipping the data anywhere,” said Bruce Swope, VP of engineering at Sterling Medical Devices, a medical device engineering and product development firm based in Rochelle Park, New Jersey.

The trouble comes when “shipping” personally identifiable patient data puts an individual’s privacy at risk.

Cybersecurity risks lurk in lower-tech places, too; everywhere from digital copiers and scanners to older capital equipment that may not have undergone a thorough hard drive cleanout before being decommissioned. At a minimum, Swope recommends that any old equipment with onboard memory should have that memory erased or replaced before it changes hands.

“There’s no magic just because it’s medical,” he said. “It’s the same kinds of things you’re doing for your cellphone or your [personal] computer.”

Likewise, whenever a new (or new-to-the-department) piece of equipment is brought into service, Swope said it’s often the job of the biomed team to analyze the robustness of its security functions along with all its other abilities. The overall value of a piece of technology can be undermined if it poses a risk to the security of patient data; simply put, he said, “sometimes, it might not be designed for these types of things.”

As a rule of thumb, anything that’s been approved by the FDA in the last three to four years should be compliant with the agency’s cybersecurity protocols, Swope said, but any piece of medical equipment “that’s at least as old as your first smartphone” could contain vulnerabilities. While the newer models may cost extra, the additional price tag may carry additional benefits, of which security can be high on the list – particularly

when weighed against the cost of a data breach.

“You’d be amazed, if you go into a hospital, how many old computers are sitting around in a corner somewhere in a lab that have been around forever, and nobody’s done anything to maintain them,” Swope said. “The IT world has been fighting this for a long time, and the medical world just needs to apply the lessons that IT has learned.”

When buying a new piece of equipment, Swope said purchasing decision-makers should ask its vendors if the device is capable of handling sensitive data, and in what ways. If the device doesn’t need to connect to a medical records system for its core functionality, don’t allow it to; if it doesn’t need to go online, then it can be protected from intrusions by keeping it offline. If the system connects to the Internet, it should be protected by a firewall and antivirus and malware-prevention software. Each has ways it can be compromised, but by establishing strong internal policies and procedures, the human error around them can be minimized.

“Focus to make sure you’re not sharing any patient identifiable data that you don’t have to; if you do, take reasonable security precautions,” Swope said. “You won’t get a getout-of-jail-free if you haven’t kept up with best practices. And your vendor may not be [keeping up] either, but you can’t hide behind the vendor; you’re supposed to know how things work.”

Companies that aren’t confident in their internal security policies or their ability to develop them may hire third-party auditors to review their internal concerns annually or semi-annually. When such an audit is undertaken, Swope said the kinds of things that a consultant will consider include technological as well as social vulnerabilities.

“Usually by asking questions, you MEDICAL EQUIPMENT, PARTS & SERVICE

can find out everything you need to know,” he said. “You interview the nurses, the RNs, the lab techs, just wandering, looking for a focused effort. You’ve got to break barriers down on one side or another.”

Some of the FDA rules around cybersecurity are designed to address OEM product life cycles after their initial shipment, said Eric Soederberg, President of Sunrise Labs Inc. of Auburn, New Hampshire. In January 2016, the FDA issued a guidance document for the postmarket management of medical device cybersecurity that encourages device-makers to adopt “a structured and systematic approach to risk management and quality management systems” and to “respond in a timely fashion to address identified vulnerabilities.” That’s a departure from the traditional agency stance that encourages device-makers to get their products airtight for approval, and then discourages them from modifying any of their functions afterwards.

“It’s a new culture,” Soederberg said. “We’re used to shipping a product once and never touching it because it takes so much effort to get documentation that’s acceptable to the FDA. [But] connected medical devices need to be updated consistently. What’s new here is requiring manufacturers to work together to share data about their vulnerabilities.”

Soederberg points out that the chief concern of the FDA is typically patient safety over patient data; here, the agency’s priorities diverge from those of hospitals and health systems looking to avoid HIPAA violations.

At the confluence of these concerns is the establishment of policies designed to secure institutions holistically and thereby their component assets. FDA guidance around the issue follows the 2014 Framework for Improving Critical Infrastructure Cybersecurity established by the WWW.MEDICALDEALER.COM

National Institute of Standards and Technology (NIST), which encourages organizations to align their cybersecurity aims with their “business requirements, risk tolerances, and resources” as part of a larger risk management approach.

“FDA recognizes that medical devices and the surrounding network

infrastructure cannot be completely secured,” the FDA guidance document notes. “The presence of a vulnerability does not necessarily trigger patient harm concerns. Rather it is the impact of the vulnerability on the safety and essential performance of the device which may present a risk of patient harm.”

MEDICALDEALER 49

CYBERSECURITY

ERIC SOEDERBERG President Sunrise Labs Inc.

“Hospitals are policing this by doing audits of cybersecurity before they put [a device] on their networks,” Soederberg said. “If your device gives somebody a conduit into their network, that’s a big risk.

Just somebody finding the data on a particular device is not that interesting to a hacker, really, and trying to hurt an individual doesn’t pay much. It’s really less about the FDA and hospitals not wanting to lose personal health care information.”

Like Sterling Medical Devices, Sunrise Labs also assists medical device developers in bringing their products to market and navigating through FDA approvals. Swope and Soederberg have the unique opportunity of considering the technologies with which they work equally holistically, particularly in the dual contexts of security and functionality. As Soederberg points out, nobody has yet died from a medical device attack. But in considering the potential outcomes that could come from compromised technology – fines, legal charges, or time and money spent correcting breaches or replacing medical equipment that’s lost, stolen, 50 MEDICALDEALER | MAY 2017

or damaged – the guidance with which developers work can come from thought leadership as well.

That’s why Sunrise Labs participates in best-practices panel discussions with technology leaders from major vendors to smaller start-ups as well as supporting organizations like the MITRE Corporation and NIST, which advocate for greater standards interoperability.

“We’re asking vendors what are they doing within their companies, and how can smaller companies learn from that to develop robust medical devices,” Soederberg said.

“We point to the frameworks that are out there to use as guidelines for help addressing [cybersecurity].

Generally speaking, there are these frameworks that have been put together by the government, and then joining an ISO to have a peer group for dialogue.”

Sunrise Labs also helps with threat modeling, a form of risk management that involves internal auditing, self-diagnosing, and trying to test the vulnerabilities of a medical device before advanc-

ing its development. Tests include checking (and securing) device connectivity options, from physical interface standards to wireless and networked options; following the path of data into and out from the device, whether into physical or distributed storage; encrypting and encoding that information; and access and credentialing, from login to passcodes to biometric identifiers. Soederberg describes the approach as “look[ing] to properly secure that data both in motion, across the network, and at rest, where it’s being stored.”

“The tradeoff becomes availability versus security,” he said. “If you’re making a piece of emergency equipment, you don’t want the patient to die while you’re logging into it. But the biggest issue is really opening up networks to personal health information (PHI). If somebody’s using something in the field, it doesn’t really have to collect PHI. You can be smart about what data is being used where.

“The old stuff, they weren’t thinking about cybersecurity when it was developed, and the FDA didn’t require manufacturers to consider it,” he said. “Today, the manufacturers have to mind that.”

As in any field, health care has its leaders in cybersecurity; Soederberg knows of hospitals with small departments of IT experts who specialize in establishing bulletproof policies. There are others who are responsible for device maintenance who don’t have any specific security training. Depending upon organizational priorities, he recommends contracting with risk management experts or developing internal candidates to address those concerns.

“If anyone has any significant amount of personal health care information, they really ought to find someone to do an audit of their exposure,” he said.

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CORPORATE PROFILE

Soma Technology, Inc. C

EO and President Peter Leonidas started Soma Technology Inc. in 1992. While the initial focus was on the sale of defibrillators, Leonidas quickly expanded the company to specialize in the sale of operating room and hospital equipment.

First based in Rocky Hill, Connecticut, Soma Technology enjoyed small success servicing local hospitals. A short time later, Soma extended its sales and service offerings to a national level and the company is now an elite international player in the refurbished medical equipment industry. The company refurbishes products for health care facilities located in more than 50 countries with its largest client base in the U.S. The Soma Technology leadership team credits its success to always putting the customer first with a commitment to service and warranties.

Medical Dealer magazine recently learned more about Soma Technology from Sales Director Ashish Dhammam, Sales Director Ria Asnani and Marketing Coordinator Alyssa Adler.

Q

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

SOMA TECHNOLOGY: Since our establishment 25 years ago, Soma Technology has built a legacy of providing quality medical equipment and service. Our biggest strength is our engineering department and we continue to invest in training our engineers and technical staff on new products and practices on a regular basis. Our strong engineering team and commitment to excellent service is our greatest advantage over our competition. Soma Technology is also able to offer our customers a one-stop shopping experience due to our large inventory. Some of our product categories include cardiac equipment such as heart-lung machines, heater/coolers, IABPs, C-Arms, portable X-rays, DR plates, mini C-Arms, NICU equipment, obstetrical equipment, operating room equipment, 52 MEDICALDEALER | MAY 2017

anesthesia machines, surgical tables, electrosurgical units, infusion pumps, ventilators, ultrasounds and much more. A complete offering can be viewed on our website at www.somatechnology.com. By carrying numerous product categories we allow our customers to mix and match options and create a customized medical suite.

Soma Technology is an approved vendor for all major GPOs, IDNs and distribution networks in the U.S., and we enjoy the trust and backing of many repeat customers.

Q

hat are some challenges that your company W faced last year?

SOMA TECHNOLOGY: In the refurbished medical equipment market, it is not always easy to predict which product will be in demand in the near future. Soma Technology prides itself on predicting proper demand and stocking up on the right kind of inventory ahead of time. With the Affordable Care Act, we have seen many health care facilities consolidate and become part of larger corporations; decisions that were previously made by physicians are now being made at the corporate level.

However, we were able to convince these larger corporations of our commitment to quality and we have demonstrated our ability to provide products for large-scale purchases. What we initially thought was a challenge has turned into one of our strengths as many large corporations are now regular clients of Soma Technology.

Q

hat are your company’s core competencies W and unique selling points?

SOMA TECHNOLOGY: We offer products at a fraction of the cost of original equipment manufacturers.

Our customer support does not end with the sale or the delivery of the equipment. We offer lifetime phone technical support for all of our equipment. We also carry a comprehensive inventory of OEM parts and new replacement accessories to support our customers and biomeds with their service and repair needs. By refurMEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

Soma Technology at the AORN Trade Show.

bishing products, Soma Technology is devoted to a green standard, where we reduce, reuse, and recycle our equipment to contribute to a healthier planet.

Q

hat product or service W that your company offers are you most excited about right now?

SOMA TECHNOLOGY: We have the tools to completely refurbish and calibrate bladder scanners in house. This is very exciting for us since it decreases the time needed to refurbish this type of scanner. As one of the few companies to offer this service, we are able to eliminate the need for our customers to rely on OEMs or outside companies for service and calibration. Similarly, we are also able to offer comprehensive service and calibration on infusion pumps, defibrillators, C-Arms, contrast injectors and many more devices. We are passionate about growing our product offerings and, in turn, becoming a single-source solution for all of our customers.

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Q

hat is on the horizon for W Soma Technology?

SOMA TECHNOLOGY: We are looking forward to expanding our customer base by working with more hospital systems and purchasing organizations. Currently, our team is working on a number of new surgery center projects. In order to better facilitate repairs and service for our customers, we are adding service centers around the country. Our private label offering, AXIA Surgical, is starting to become an established brand name for new monitors, imaging tables and surgical lights.

Q

an you share with us how C you “saved the day” for a customer?

SOMA TECHNOLOGY: Biomeds are often surprised by our ability to supply parts and accessories that are difficult to acquire from other companies. Most hospitals utilize our rent-to-own option thus saving money and time; this makes capital spending decisions easier. Through

the savings we present, medical facilities are able to invest in other revenue streams like OR expansions or adding new specialties at their facility. We recently assisted multiple cardiac hospitals facing shortages of heater/coolers due to a recall by delivering recall-free units to them immediately. Our swift action helped health care facilities and patients avoid cancelled cardiac surgeries.

Q

an you tell me a little bit more C about your company’s facility?

SOMA TECHNOLOGY: We have a state-of-the-art facility in Bloomfield, Connecticut with ISO certification. We designed the facility around proper workflow from inventory, to technical refurbishment, to cosmetics and logistics. This design helps us with our processing speeds and shipping times. We stock our products in three warehouses, all within minutes of each other, combining over 100,000-square-feet of space.

Our technical staff is OEM trained and we invest in their education, test equipment and tools. We encourage MEDICALDEALER 53

SPECIAL ADVERTISING SECTION

Kristina represents Soma Technology in a demo room.

customers to visit our facility for a tour, and our showroom to plan the design of their upcoming OR.

Mike refurbishes a C-Arm.

SOMA TECHNOLOGY: Last year, we added DR plate solutions to our many offerings. Our private label offering of Axia Surgical products are all manufactured and assembled in the United States. We also recently added video laryngoscopes to our list of private label offerings and there is more to come.

charm. Parts Coordinator Jessica Mina is of Columbian descent and a first-generation American. She has been with Soma Technology since 2006, is fluent in Spanish, and supports our customers with parts orders. Steve Besonson is a veteran, who after his time with the Marines, attended Southern Connecticut State University and obtained a master’s in business management. He works in the Procurement Department, and is always looking to acquire used medical equipment. He credits Soma’s brand recognition for making his job easier.

Q

Q

Q

ave there been any recent H changes?

ho makes Soma Technology W such a success?

SOMA TECHNOLOGY: Soma Technology has a very large, diverse workforce. Our employees come from over 20 countries, and can speak more than 12 languages. We are an equal-opportunity employer offering full benefits to our employees. The skill sets of our employees range from, technical, sales, marketing, purchasing, management and, of course, engineering. A large percentage of our employees have a master’s degree in biomedical engineering from reputed universities. Following are two profiles on employees with unique backgrounds that add to Soma’s diversity and 54 MEDICALDEALER | MAY 2017

hat is Soma’s mission W statement?

SOMA TECHNOLOGY: Soma Technology’s main mission is to provide high-quality new and refurbished medical equipment to health care facilities worldwide at affordable prices. Our priority is improving patient care by helping facilities purchase brand name medical equipment without compromising on quality or service.

Q

Is there anything else you want readers to know about your company?

SOMA TECHNOLOGY: Soma Technology has exciting plans for

the future. We have redesigned our Parts and Accessories’ webpage; somamedicalparts.com. This redesign provides customers with an individualized e-commerce experience with parts and accessories offered at a fraction of the cost of those offered by OEMs. To better serve our Spanishspeaking customers we have launched the website; equipomedicalcentral. com. Soma Technology takes pride in delivering on our promises to customers regarding warranties, lead times and service. We always welcome feedback from our customers and work to incorporate their opinions and insights into our processes.

In addition, Soma Technology continues to work on a humanitarian level with equipment donations to developing countries. Recently, we donated neonatal and pediatric equipment to a children’s hospital in Angkor, Cambodia, and for mission trips to China, Haiti and India.

We are very active on our social media platforms including LinkedIn, Facebook, Twitter, Google Plus, YouTube and Instagram as “Soma Technology.” Feel free to connect with us for company updates. We are celebrating our 25th anniversary this year, and look forward to continued growth, exceptional service and lowering the costs of health care. Here’s to the next 25 years in business!

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 55

SLICE OF LIFE_Bobinski

By By Dan Bobinski

BALANCING YOUR FOCUS H

eather came up to me at a recent conference to tell me a story. Seems that Heather has been a long-time employee with a well-known company. A few years ago, the department in which she works was “right-sized,” and Heather found herself assigned the workload of three people. Recently there was another shuffle, and lately Heather has been doing the work that seven people used to do.

She’s logging 60-hour work weeks, and because her department has been spread so thin, customers are starting to complain that they’re not getting the same level of service they had before.

To top it all off, Heather recently got a new boss who was unfamiliar with all the changes that had taken place over the past few years. At Heather’s annual review, her new boss said, “The numbers are not looking good.

The customer satisfaction scores in your department are dropping steadily. I’m rather disappointed, because I’ve heard so many good things about you.”

Heather cut off her boss before he could continue. “You’re disappointed? I’m disappointed!” She explained to him how the company used to have seven people doing the work that’s now assigned to her. She said, “You can’t ask one person to do in 40 or even 60 hours what seven people used to do in 280 and expect the same results.”

56 MEDICALDEALER | MAY 2017

Dan Bobinski Workplace Consultant

Her boss could not reply. Heather was right.

A laser focus on the bottom line can cause leaders to forget about all the details that must be in place for a bottom line to be solid. In other words, it’s easy for key decision makers at the top of an organization to look out over the business horizon and see forests, and forget about the interplay of the eco-system on the forest floor that must occur so that the forest can exist.

For decades now I have advocated that senior leaders take a week each year to work in front-line positions.

Not a tour. Not an hour. Not a day. A week. Remember the show “Undercover Boss?” When that show first came out I felt like someone had picked up my idea and made it into a

TV show. Why a week? Because it’s way too easy for important minutiae to get hidden or glossed over in a walkthough tour.

Do leaders act on this recommendation? Sadly, no. But I’ll concede that anything is better than nothing. The point I’m making is that if decision makers understand more about the inner workings of their organization, they will make better decisions for their company.

One obstacle that gets in the way of leaders taking time to get a more balanced perspective is their calendars tend to get really full. It’s understandable. Priorities must be managed and time to review the inner workings of one’s organization – or even one’s department – can get pushed off one’s plate. After all, rarely are any shareholders demanding to know what leaders have learned about what’s happening “on the shop floor.”

What’s my recommendation in all of this? Prioritize the balance.

Good leaders need to keep one eye on the horizon, and one eye on what’s happening in their organization. One danger of the executive suite is spending too much time on either extreme.

In the same way that it’s dangerous for leaders to micromanage the shop floor, it’s equally dangerous to ignore it altogether.

Heather told me her place of work used to be great. For many years the leaders of her company walked through the production plants and offices and talked with workers.

But somewhere along the line they MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

stopped coming through, and Heather felt like the company’s focus shifted from long-term growth to short-term profits. With that, decisions have been made that have left the company shortchanged.

A corporate advisor with the financial services company Piper Jaffray spoke with me about this on the condition that his name not be used. He underscored the fact that long-term planning is necessary for success, and that if plans don’t take everything into account, a leader is relying on hope.

“That’s asking for trouble,” he said.

Brian Bartschi is a registered investment advisor with another national financial services compaROVED ny.

CHANGES He says,NEEDED “It’s frustrating when companies set things up to look good OFF: for two or three quarters and then CONFIRM THAT FOLLOWING ARE CORRECT makeTHE a sudden announcement that PHONE NUMBER WEBSITE something ‘went wrong.’” ADDRESS Again, the key is striving for balance. Prioritize it. One way to do TRIM 3.25”

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this is by scheduling specific time for it. For example, put it on your calendar to visit with the people who work in accounting. These folks are normally behind the scenes, but they often have amazing insights in to how things can be improved. If your organization has a sales force, go on a sales call with someone, and afterwards, ask the sales rep what kind of obstacles he or she regularly encounters. The same goes with the customer service reps and the production line.

You can visit anywhere in your organization and learn something to help you makePROOF better, moreSHEET balanced decisions. The key to success in doing this is not to turn into a micromanager.

The purpose of such visits should simply be to gather data.

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on what’s happening on the business horizon.

Heather’s story is just one example of untold thousands. She’s a loyal, dedicated employee who has been overburdened, her supervisor doesn’t think she’s doing a good job, and customers are unhappy. When her company’s leaders made the decisions that created that situation, was that their intended result? My bet would be no.

When managers and leaders take the time to be more balanced in how they collect information, better decisions are almost always the result.

Dan Bobinski is president of Workplace-Excellence.com and Everything-Training.com As a consultant, speaker, and trainer, he helps organizations of all shapes and sizes to help them create excellent workplaces. He is also the author of numerous books, including the best-selling “Creating Passion-Driven Teams.” Reach him at dan@ workplace-excellence.com.

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MEDICALDEALER 57

THE OTHER SIDE_Fidele

By Jim Fidele

THE OTHER SIDE W

ho is buying your used equipment and are they really helping you?

I have previously written articles about my friends at KMA, praising the company for their willingness to do whatever it takes to do what I need. Over the past couple of months I have been using them a lot to solve problems that have truly helped my customers and, ultimately, our patients. Therefore, I would like to tell you about some of our most recent encounters that highlight their dedication to customer service.

Most recently I received a call from a site manager at one of our member hospitals, he called me on a Wednesday afternoon and said that they needed 10 suction pumps and asked if I could have them sent

by Friday. After explaining to the site manager that we do not keep that many spares around, he started to panic. He proceeded to inform me that there was going to be a medical gas shutdown on Saturday and they needed the suction units to be used temporarily while the work was being done. This surprised me because typically I am informed and asked to help develop plans when work like this is being done. At this point there was no point in chastising anyone for not following our normal process I just needed to solve the problem. Our purchasing department had tried

58 MEDICALDEALER | MAY 2017

a couple of rental companies but none of them were able to get the equipment to us by Friday. I then made a call to KMA and explained the situation. They said they could help. Within an hour, Ken at KMA called me back and said he had 10 units available and he could get them to me by Friday morning. Ken immediately had his team check

Having KMA as our partner has allowed us to be the first source to solve our customers’ problems. out the units and hand delivered them to me. (KMA’s headquarters is about 100 miles away.) We checked them in, gave them to the site manager and they were distributed appropriately. The medical gas shutdown happened as planned and all patients’ needs were met without interruption.

This situation is just one of many reasons why we seldom use anyone else for our used equipment disposal and purchase. I receive calls almost daily from used equipment purchasers asking if we have equipment for sale, they promise

quick pick up and top dollar. But because KMA has truly partnered with me, I never feel the need to try anyone else. A great example of this partnership is the creation of a “Hero” account, which truly makes me and my team heroes when it comes to helping our customers. It works like this, when we sell items to KMA the money is put in our account instead of just sending a check (which always disappears in accounting). We then use this money to purchase used and new equipment for our customers when they have an emergent need. We have purchased everything from beds to oxygen flow meters and it always makes our customers smile when we say “we will take care of it, no charge.”

Because of our partnership and the great customer service they always provide I know I can make almost any request and they will try to help. If they can’t help, they will honestly tell me and do not try to string us along.

I judge my success not only on how many PMs or repairs we do, but on how many problems we have been able to solve. I know that no single person can have all the answers. I try very hard to build relationships with people who have more resources than I have, are trustworthy and willing to see past just making a buck. Having KMA as our partner has allowed us to be the first source to solve our customers’ problems.

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MEDICALDEALER 61

SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

SUCCESS STORY:

KONICA MINOLTA

C

hoosing a technology vendor with whom to partner in the imaging space can be a decision complicated by multiple factors, including finance, functionality and follow-through.

When DMOS Orthopaedic Centers (DMOS) needed to make a change to expand its lines of service, they were able to strike a deal that met all three objectives.

DMOS is a 30-physician practice in Iowa with locations in West Des Moines, Des Moines, Ankeny and Carroll. The group co-owns an ambulatory surgery center and also maintains a partnership with the UnityPoint Health system, treating patients with orthopedic injuries, arthritis, spinal injuries, hand and foot issues, and traumatic injuries, as well as performing joint repairs and replacements and seeing pediatric patients.

DMOS Radiology and Clinic Director Jodie Aschim is responsible for managing the practice’s general clinical staff and radiology department. She is also the general clinical director for its West Des Moines location. She handles clinic scheduling at all the clinics as well as equipment purchasing, and evaluation of new technologies.

62 MEDICALDEALER | MAY 2017

DMOS Orthopaedic Center is a 30-physician practice in Iowa with locations in West Des Moines, Des Moines, Ankeny and Carroll

“Part of my main responsibility is staying up to date on any newer technology that’s coming out and how that will affect our practice,” Aschim said; “if something’s changing on the market or there’s something new I think they should be aware of. I love seeing what’s new out there.”

In a competition-rich area, DMOS has stayed in business for more than 65 years through a combination of increasing patient volumes and attention to quality.

The practice sees thousands of patients per month, and that number is expanding.

Key to maintaining that competitive edge is its ability to keep current with the latest practices, standards and regulatory compliance.

When the Centers for Medicare and Medicaid Services (CMS) an-

nounced its latest reimbursement rate reduction for analog X-ray services – and similar, planned cuts for computed radiography (CR) systems in 2018 – DMOS had to make some changes.

“I specifically wanted [digital radiography equipment] just because of the lower doses for patients, and to improve clinical flow and clinical efficiencies,” In addition to maintaining an inventory of MR and ultrasound imaging equipment, DMOS boasts a mix of CR and DR digital radiography (DR) technologies. One of the chief arguments for switching to an all-DR suite was the consideration of future CMS reimbursement rates, but Aschim was just as interested in making the switch to enable better digital management of her patient safety needs and improving workflow.

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Radiological Technologist Aaron Smit works with a Konica Minolta U-Arm at a DMOS facility.

After evaluating the options on the market, DMOS went with Konica Minolta for its equipment purchases, eventually settling on Konica Minolta AeroDR flat-panel detectors and two Konica Minolta Ultra U-Arms. Aschim said the practice had already relied on a few of the Konica Minolta Sonimage HS-1 portable ultrasounds, and stuck with Konica based on their customer service, the quality of the technology and the control it offered them.

“There was a better handle on that all around,” she said. “I felt the panel produced better image quality, and they promised we’d be able to move forward in the future for more products with Konica as well.”

The ability to build out the rest of her technology inventory with Konica also appealed to Aschim; she described feeling as though the company offered “more of a partnership, rather than just selling us the product and moving on.”

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“I feel like I have a team behind me any time I need anything,” she said.

The workflow and maintenance options available to DMOS through the Konica Minolta equipment also appealed to Aschim. As a side effect of going digital, the software suite offers her the ability to create reports by mapping technician activities such as preventive maintenance and even equipment failures.

“If one of the DR panels is dropped, it immediately notifies me by email that a drop has happened,” Aschim said. “We can check the panels in the system and if it seems we need another panel, they will start the process to overnight another panel for us.”

“Eventually, I can send out a report to see patterns with techs,” she said. “I’ll be able to track that as more of a coaching opportunity. The data can help me with efficiencies.”

In just a few weeks of going fully digital, Aschim said the physicians in her practice were starting to see a

return on their investment; she said she believes things “are just going to continue in that direction” in the future. That’s one of the reasons she said DMOS went with Konica Minolta for a seven-year service agreement as well.

Another deciding factor was its ability to offer remote access into her system, which Aschim said would save her the hassle of waiting for a technician to arrive onsite. The remote login added a “no-worry” component that added to the general ease of use of the equipment as well as helping her provide consistency of service, she said.

“The companies that we work with can go to any of our locations,” Aschim said. “It’s great to be able to have that kind of one-stop shop for any of the locations we have, and I enjoy being able to manage it.”

“From a general standpoint with Konica, I’ve been very impressed with the product and customer service,” she said. “Physicians are impressed with the image quality; it’s just a win-win for everybody.”

MEDICALDEALER 63

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MTC/Medical Technologies Co. ………………… 69 Ozark……………………………………………………………… 59 LASER Multi Diagnostic Imaging Solutions…………BC MONITORS/CRTS Advanced Ultrasound Elec./AUE………………… 27 Ampronix …………………………………………………………7 Bio-Medical Equipment Service Co. ………… 18 Jet Medical Electronics………………………………… 45 Multi Diagnostic Imaging Solutions…………BC Soma Technology, Inc. …………………………… 52-55 Tenacore Holdings, Inc.………………………………… 51 MRI Carolina Medical Parts ……………………………………4 Coast 2 Coast ……………………………………………… 28 Dedicated Imaging Solutions………………………3 East Coast Medical Systems ……………………… 69 Ed Sloan & Associates ………………………………… 45 Exclusive Medical Solutions…………………………6 International X-ray Brokers………………………… 45 KEI Medical Imaging Services …………………… 67 MIT/Medical Imaging Technologies ………… 21 MTC/Medical Technologies Co. ………………… 69 Multi Diagnostic Imaging Solutions…………BC PM Imaging Management ………………………… 67 Retrieve Medical Equipment……………………… 61

Coast 2 Coast ……………………………………………… 28 Dedicated Imaging Solutions………………………3 Ed Sloan & Associates ………………………………… 45 Elite Biomedical Solutions ………………………… 21 Global Medical Imaging ……………………………… 25 Government Liquidation …………………………… 38 Injector Support and Service……………………… 22 KEI Medical Imaging Services …………………… 67 MIT/Medical Imaging Technologies ………… 21 MTC/Medical Technologies Co. ………………… 69 Pacific Medical …………………………………………………5 Radon Medical ……………………………………………… 69 REPAIR/SERVICES Ampronix …………………………………………………………7 Bio-Medical Equipment Service Co. ………… 18 Coast 2 Coast ……………………………………………… 28 Exclusive Medical Solutions…………………………6 Jet Medical Electronics………………………………… 45 Multi Diagnostic Imaging Solutions…………BC PM Imaging Management ………………………… 67 RSTI Exchange……………………………………………… 37

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POWER SYSTEM COMPONENTS Interpower……………………………………………………… 11

SOFTWARE Phoenix Data………………………………………………… 22

PROBE REPAIR Global Medical Imaging ……………………………… 25

STERILIZERS Coast 2 Coast ……………………………………………… 28 InterMed Group………………………………………………2

NUCLEAR MEDICINE Global Medical Imaging ……………………………… 25 InterMed Group………………………………………………2 International X-ray Brokers………………………… 45 ONLINE RESOURCES MedWrench …………………………………………………… 60

RADIOLOGY Ampronix …………………………………………………………7 Coast 2 Coast ……………………………………………… 28 Collimare, LLC………………………………………………… 17 InterMed Group………………………………………………2 International X-ray Brokers………………………… 45 Maull Biomedical Training, LLC ………………… 18 Metropolis International …………………………… 61 Multi Diagnostic Imaging Solutions…………BC PM Imaging Management ………………………… 67 Radon Medical ……………………………………………… 69 Rayence Inc.…………………………………………………… 59 RSTI Exchange……………………………………………… 37 Technical Prospects……………………………………… 15 X-Ray Parts, Inc.…………………………………………… 57 RECRUITING Adel Lawrence Associations, Inc.……………… 67 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 27 AIV Inc.…………………………………………………………… 57 ALCO Sales & Service Co.………………………… 38,67 Carolina Medical Parts ……………………………………4

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ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 27 Global Medical Imaging ……………………………… 25

X-RAY Classic Diagnostic………………………………………… 37 Coast 2 Coast ……………………………………………… 28 Collimare, LLC………………………………………………… 17 Diagnostic Solutions …………………………………… 70 Exclusive Medical Solutions…………………………6 International X-ray Brokers………………………… 45 MIT/Medical Imaging Technologies ………… 21 MTC/Medical Technologies Co. ………………… 69 PM Imaging Management ………………………… 67 Ray-Pac………………………………………………………… IBC Rayence Inc.…………………………………………………… 59 Retrieve Medical Equipment……………………… 61 RSTI Exchange……………………………………………… 37 Technical Prospects……………………………………… 15 CHANGES NEEDED Tri-Imaging Solutions………………………………………8 X-Ray Parts, Inc.…………………………………………… 57

X-RAY TUBES CONFIRM Ray-Pac…………………………………………………………

THAT THE FOLLOWING ARE CORRECTIBC

PHONE NUMBER

WEBSITE

ADDRESS

South Carolina 384 Peachoid Road Gaffney, SC 29241 1.800.722.1991 Virginia 14983 Moneta Rd, STE C Moneta, VA 24121 1-877-890-2070

PROOF SHEET PROOF APPROVED

West Virginia 3254 US Route 60 E Ona, WV 25545 1.866.723.6698

CHANGES NEEDED

CLIENT SIGN–OFF: Specializing in Siemens X-Ray Equipment & Parts Identification PLEASE CONFIRM800.722.1991 THAT THE FOLLOWING ARE CORRECT | www.radonmedicalimaging.com PHONE NUMBER SPELLING LOGOGRAMMAR

WEBSITE

ADDRESS

SPELLING

PROOF S

GRAMMAR

TRIM 3.25”

TRIM 3.25”

EXPERIENCE MATTERS

We Buy, Recondition, & Sell Sterilizers, & Washing Equipment.

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

WE SPECIALIZE IN: AMSCO/STERIS, GETINGE/CASTLE, BASIL, FINN AQUA, ELECTROSTEAM GENERATORS We have the largest inventory of parts in the Midwest.

TRIM 4.5”

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

TRIM 4.5”

• Reconditioned Eagle 3000 P/C Boards & New Power Supplies • AMSCO/Steris Printers & Printer Boards • Loading Cart Parts • Printer Paper and Ribbons

• • • •

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

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

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

WWW.MEDICALDEALER.COM

www.ecmedsys.com ph: 770.667.3267 Fax: 770.667.3061 Email: info@ecmedsys.com

MEDICALDEALER 69

ALPHABETICAL INDEX

Adel Lawrence Associations, Inc.……………… 67

Global Medical Imaging ……………………………… 25

Phoenix Data………………………………………………… 22

Advanced Ultrasound Elec./AUE………………… 27

Government Liquidation …………………………… 38

PM Imaging Management ………………………… 67

AIV Inc.…………………………………………………………… 57

Injector Support and Service……………………… 22

Radon Medical ……………………………………………… 69

ALCO Sales & Service Co.………………………… 38,67

InterMed Group………………………………………………2

Ray-Pac………………………………………………………… IBC

Ampronix …………………………………………………………7

International X-ray Brokers………………………… 45

Rayence Inc.…………………………………………………… 59

Bio-Medical Equipment Service Co. ………… 18

Interpower……………………………………………………… 11

Retrieve Medical Equipment……………………… 61

Carolina Medical Parts ……………………………………4

Jet Medical Electronics………………………………… 45

RSTI Exchange……………………………………………… 37

Classic Diagnostic………………………………………… 37

KEI Medical Imaging Services …………………… 67

Soma Technology, Inc. …………………………… 52-55

Coast 2 Coast………………………………………………… 28

Maull Biomedical Training, LLC ………………… 18

Southeast Nuclear Electronics ………………… 67

Collimare, LLC………………………………………………… 17

MedWrench …………………………………………………… 60

Technical Prospects……………………………………… 15

Dedicated Imaging Solutions………………………3

Metropolis International …………………………… 61

Tenacore Holdings, Inc.………………………………… 51

Diagnostic Solutions …………………………………… 70

MIT/Medical Imaging Technologies ………… 21

Tri-Imaging Solutions………………………………………8

East Coast Medical Systems ……………………… 69

MTC/Medical Technologies Co. ………………… 69

X-Ray Parts, Inc.…………………………………………… 57

Ed Sloan & Associates ………………………………… 45

Multi Diagnostic Imaging Solutions…………BC

Elite Biomedical Solutions ………………………… 21

Ozark……………………………………………………………… 59

Exclusive Medical Solutions…………………………6

Pacific Medical …………………………………………………5

NEED TO KEEP YOUR EQUIPMENT RUNNING? CHECK US OUT! KNOW-HOW, VALUE AND PHENOMENAL SPEED. UP TO 1/2 OFF GE CT TUBES

SKILLED

MOVING LOGISTICS

D

MAGAZIN E

iagnostic Solutions is a customer service based parts provider that specializes in all imaging modalities and manufacturers. Created to offer hospitals and ISO’s a cost-effective and time saving solution for ordering imaging replacement parts, equipment moves, ultrasound probe repair and on-site service.

CONTACT

BLO G ON L IN E COMMUN ITY

THE PARTS SOLUTION TODAY!

diagnostic-solutions.com

330.296.9729 70 MEDICALDEALER | MAY 2017

EXPERIENCED

ULTRASOUND REPAIR

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