Medical Dealer - September 2017 by MD Publishing

MEDICAL EQUIPMENT, PARTS & SERVICE

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CONTENTS_Features 42 THE SHOW MUST GO ON- WHY EXPOS AND TRADE SHOWS STILL MATTER

As consolidation in the healthcare industry continues to define the future of its landscape, vendors seek access to the biggest client, patient, and supplier pools available. Whether communicating critical messaging, winning new converts, or simply keeping abreast of the goings-on of competitors, there’s few opportunities to accomplish as much as expediently as a trade show.

54 PAY IT FORWARD- SUE CRAWFORD

Fifteen years ago, Sue Crawford joined the International Medical Equipment Collaborative (IMEC) of North Andover, Massachusetts as its medical director and the coordinator of its African projects. She picked up the position because she appreciates the agency’s “intense commitment to quality and completeness.”

Medical Dealer (Vol. 20, Issue #9) September 2017 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530. For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2017

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MEDICALDEALER 9

INDUSTRY UPDATE 13 News & Notes MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

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Kristin Leavoy kristin@mdpublishing.com

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John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain

18 People on the Move 21 OEM Update

MARKET ANALYSIS Imaging: Tubes 29 Market Analysis 30 Product Showroom 33 Preferred Vendors Med/Surg: AED 37 Market Analysis 38 Product Showroom 40 Preferred Vendors

Account Executives Jayme McKelvey Lisa Gosser

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 48 Dan Bobinski 50 Jim Fedele 54 Pay It Forward

Accounting

Kim Callahan

Circulation

Lisa Cover Jena Mattison Laura Mullen

58 Marketplace 60 Categorical Index 62 Alphabetical Index

Web Department Cindy Galindo Kathryn Keur

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INDUSTRY UPDATE_News and Notes

Staff Reports

CHILDREN’S HOSPITAL LOS ANGELES AMONG “MOST WIRED” IN 2017 Seamless. Secure. Simple. Ask any company’s information complete across our entire continuum of care.” technology department what a healthy, reliable computer Hospitals & Health Networks, an AHA publication, network looks like and it often boils down to those three annually assesses the level of health information techwords. nology (IT) adoption in U.S. hospitals and health systems But when thousands of doctors, nurses and families through an extensive survey. The survey measures how need access to hundreds of thousands of patient records each organization’s investment in technology supports from multiple locations across Los Angeles County and patient safety, quality care and best practices. This year’s across the nation, it takes quite a bit of work to ensure Most Wired list included 461 of the 698 total participants seamless connections, secure channels and simple inter- surveyed. CHLA was one of 21 children’s hospitals to faces. receive the designation. That’s why Children’s Hospital Los Angeles (CHLA) Health care organizations participating in the Most receiving a Health Care’s Most Wired 2017 designation Wired survey are required to submit comprehensive from the American Hospital Association’s (AHA) Health information about health information technology inForum is especially meaningful. vestments in four key areas: infrastructure; business and “Most Wired hospitals are recognized not only because administrative management; clinical quality and safety; they hit industry benchmarks, but more importantly beand clinical integration between ambulatory services, cause they stay ahead of the curve for technology adopphysicians, patients and community partners. If any adtion and innovation,” says CHLA President and CEO Paul vanced capability requirements are not met, the organizaS. Viviano. “This recognition is a testament to the unceas- tion does not receive a Most Wired designation. The 2017 ing work of our information services team, a confirmation Most Wired Survey was conducted in cooperation with of the technological roadmap we’ve laid out for the future the AHA and Clearwater Compliance LLC. • of our health system, and an affirmation to our patients and families that their medical records are secure and

CIM MED CERTIFIED ACCORDING TO THE LATEST STANDARDS CIM med GmbH fulfills the Federal Regulations) part 820 into requirements of the new ISO account to a much higher extent. 13485:2016. This makes the interManaging Director Manuela nationally operating manufacturer Deverill regards the successful of medical-grade mounting solucertification as an important qualtions one of the first suppliers on ity feature for the sustainability of the market who has consistently her company. translated the stringent require“Currently, we are a major step ments of the new standard into its ahead of other suppliers on the management system. market. We now permanently The changes of the new standard demonstrate our performance and versus the previous version (dated our awareness for quality by com2003) primarily affect risk manage- plying with the latest standards in ment, which now includes all prothe development and production cesses of the management system. of our modern advanced carrier Also, the focus is now increasingly systems as well as through our directed towards feedback mechhighly efficient documented proanisms and the more intensive cesses,” Deverill said. monitoring of suppliers as well as In principal, all mounting outsourced processes. Furthersolutions are inspected by CIM more, design and development med for quality and functionality requirements were refined (plans from development to delivery. and proof of verification, validation They comply with the Medical and design transfer). Altogether, Devices Directive 93/42/EEC and, the new ISO norm takes the renaturally, bear the CE marking. quirements of the 21 CFR (Code of With regard to material resistance WWW.MEDICALDEALER.COM

they meet the requirements of DIN EN 60068-2-74 as well as DIN EN ISO 2409:2013 and therefore are long-term resistant to disinfectants against multi-resistant pathogens. Furthermore, the Fraunhofer Institute attests that the support arms by CIM med can be cleaned and disinfected with wipes by “simple wipe cleaning.” As a medical product risk Class 1, all solutions conform with EN 60601-1, 3rd edition. • MEDICALDEALER 13

INDUSTRY UPDATE_News and Notes

Staff Reports

AMERICAN MEDICAL DEPOT TO ENTER NEW TERRITORIES American Medical Depot (AMD) has announces that it has raised $85 million to refinance existing debt, fund market expansion and further growth in sales, marketing and technology. White Oak Healthcare Finance LLC leads the financing as sole lender and agent. “We’re excited to work with a strategic partner like White Oak,” said Sukrit Agrawal, CEO of AMD. “Our mission is to continually improve the delivery of medical supplies. We have 180 of the brightest minds in health care working passionately to continue to build one of the largest and most successful diversified medical supply distributors in the nation.” AMD’s unique offering and history of exceptional customer service positioned it to win an expanded contract with the Department of Veterans Affairs, with which it has a longstanding relationship extending more than two decades. This expansion enables the company to serve multiple new territories and markets and accelerate its growth trajectory. “AMD has established a differentiated presence within the U.S. government market as a result of a long track record of impeccable service delivery and product innovation enabled by highly collaborative working relationships,” said White Oak Managing Director and Partner Isaac Soleimani. •

CONQUEST IMAGING OFFERS FREE PROBE EVALUATIONS, TRANSPARENT PRICING Conquest Imaging has announced Conquest Imaging offers tiered the launch of “SIMPLIFY – a pricing upfront to their customers, Better Probe Repair Program.” The allowing a facility to spend and program offers free transducer budget more intelligently. Often evaluations and the opportunity a medical facility budgets capital for customers to get a customexpenditures separate from repair Because Matters. ized price sheet for their probe expenses, making it difficult to major repair,Quality including exchange inventory. This allows facilities to control its probe repair and expricing. budget for probe repair spend and change spend. Conquest’s TransConquest Imaging’s free probe process repair orders easily. parent Pricing allows a medical evaluation is offered with no obli“Much like repairing a damaged facility to budget based on failure gation. car, if the repair costs more than history and current pricing. The SIMPLIFY Program opthe car is worth, the best decision Conquest Imaging has been suc- tions include an exchange prois to simply replace the car. But cessfully offering probe repair for gram (send in a damaged probe, a without knowing the cost of the several years and with SIMPLIreplacement probe can be overrepair or the value of a replaceFY, is able to reduce the pains of nighted at a competitive exchange ment, how can you make that deci- probe repair for their customers. price, which is often less than the sion? The medical device industry SIMPLIFY adheres to Conquest’s repair price), loaner repair prohasn’t made it easy for hospitals to Quality Assurance 360 standards, gram (send in a damaged probe, make an informed decision about offering a six-month warranty on a loaner probe is overnighted their probes because nobody offers standard probes. while your probe is evaluated free upfront pricing for repairs,” exTo receive a customized price of charge. A repair quote is sent plains Conquest Imaging President sheet, a customer sends their within 48 hours. Once repaired, Mark Conrad. “By offering pricing inventory of probes to Conquest the probe is sent back.) and a upfront, our customers are emImaging or can work with an acstraight repair program (send in powered to decide – repair? loancount executive to build their list. a damaged probe, your probe is er? replacement? And place the Within a few days they receive a evaluated free of charge, and a reorder the same day. This reduces comprehensive list of probe repair pair quote is sent within 48 hours. the decision process by days and capabilities and pricing for their Once repaired, the probe is even weeks.” inventory ranging from minor to sent back.) • 14 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

VARIAN ECLIPSE USERS GENERATE HIGHEST SCORING PLANS IN INTERNATIONAL TREATMENT PLAN COMPETITION Varian Medical Systems has announced than 460 planners from around the that radiation oncology professionals world with the goal of sharing the best using its Eclipse treatment planning planning skills to improve radiotherapy software created the top scoring head plan quality. Complete results of the and neck cancer treatment plans at competition can be reviewed at https:// the 2017 International Radiotherapy radiationknowledge.org/. Plan Competition. The treatment plan “Congratulations to the top scorers competition is part of the Radiation in the 2017 International Radiotherapy Knowledge Initiative, a cloud-based Plan Competition,” said Pat Kupelian, platform for sharing best practices in vice president of medical affairs at Varithe medical radiation field. an. “We are delighted to partner with The two highest scoring plans and planners to create such high-quality seven of the top 10 plans at the comtreatment plans for better patient care, petition were created using Varian’s and we are honored to see the validaEclipse treatment planning software tion of our efforts to make Eclipse a and employed volumetric arc therapy best-in-class tool for fighting cancer.” (VMAT) to target head and neck canThe results of the competition were cers. The 2017 International Radiother- announced on June 21, 2017, at the apy Plan Competition attracted more International Conference on Advances

in Radiation Oncology (ICARO2) in Vienna, Austria. In use at more than 4,100 cancer treatment centers around the world, Eclipse software creates an optimized radiotherapy treatment plan based on a physician’s dose instructions, and information about the size, shape, and location of the tumor to be treated with radiation. The Eclipse software incorporates unique features such as RapidPlan knowledge-based planning, which can make it easier and faster to plan sophisticated cancer treatments like stereotactic radiosurgery (SRS), stereotactic body radiotherapy (SBRT), intensity-modulated radiotherapy (IMRT), and RapidArc radiotherapy. •

PUTTING PATIENTS FIRST PROGRAM ACCEPTING APPLICATIONS Building on a decade of financial aid for health care faimprovements cilities pursuing greater patient care and safety, AHRA: to the patient The Association for Medical Imaging Management and experience in diagnostic imaging,” said Jason Newmark, Toshiba Medical, a Canon Group company, announced CRA, FAHRA, president, AHRA. “Diagnostic imaging the 10th year of the Putting Patients First program. Put- is powerful and versatile in its abilities to accurately ting Patients First grants enable health care facilities to diagnose and treat patients, and we are proud to partner fund programs, training or seminars aimed at improving with health care facilities that prioritize efforts to make patient care and safety and customizing treatment in imaging safer, offer continuing physician education and CT, MR, ultrasound, X-ray and vascular imaging. The enhance the overall patient experience.” grants are funded by an unrestricted educational grant Putting Patients First applicants are judged on their from Toshiba Medical. program plan and ability to share best practices. The The program provides six grants of up to $7,500 each applicants’ programs should address one or more of to hospitals and imaging centers, and an additional the following: grant of up to $20,000 to an Integrated Delivery Net· Reducing radiation and/or contrast dose work (IDN). Three of the $7,500 grants are awarded for · Reducing the need for sedation projects that improve pediatric imaging, while the other · I mproving communication with patients regarding three are awarded for projects that improve overall the process patient care and safety in imaging. The grant of up to · Improving patient comfort $20,000 is awarded to an IDN or hospital system for · I mproving the overall clinical pathway projects that improve overall patient care and safety in All eligible facilities are encouraged to apply by imaging across the IDN/hospital system. All winning completing an application at www.ahra.org/Patientsfacilities will then develop and share their FirstProgram. The deadline to apply is October 30, best practices. 2017, and the winners, selected by the AHRA, will be “In the program’s 10 years of operation, Putting announced at Radiological Society of North America Patients First has awarded 57 grants totaling $555,000 (RSNA) annual meeting in December. • to facilities that are innovating and striving for constant WWW.MEDICALDEALER.COM

MEDICALDEALER 15

Opportunities INDUSTRY UPDATE_News and Notes

Staff Reports

•Biomedical

•Tech Support

•Medical Imaging

•Management

•Field Support

•Instructions

•In-house •Service Sales ADEL-LAWRENCE ASSOCIATES NAMED TO FORBES LIST Adel-Lawrence Associates Inc., the companies and the candidates has been recognized by Forbes as we assist is one of the main reasons one of America’s best professional we were selected. There are thourecruiting firms. This list of the top sands of recruiting firms in the U.S., 250 companies highlights the most all vying to assist companies to get successful recruiting firms within talent in the door, and we are pleased the staffing industry. that we are being recognized as one “We are honored to be named in of the best.” candidates. Adel-Lawrence Associthe Forbes list,” said Larry Radzely, Founded in 1988, Adel-Lawrence ates specializes in putting companies CALL LARRY RADZELY president of Adel-Lawrence AssociAssociates success was made posand people together on a nationwide ates. “Our commitment to providing sible by the loyalty, commitment basis, and866-252-5621 has earned its reputation excellent customer service to both and trust of their client companies’ and success by helping others. •

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info@alajobs.com | www.adel-lawrence.com HEALTH SYSTEM FIRST TO ACHIEVE COMPREHENSIVE CARDIAC CENTER CERTIFICATION The University of Kansas Health across the spectrum from the • Cardiac rehabilitation of System is the first hospital in the emergency department through patients either onsite or by nation to achieve Joint Comfollow-up outpatient care.” referral. mission Comprehensive Cardiac “We are humbled and proud to • Standardized communication Center (CCC) Certification. be the first hospital in the nation channels for hand-offs. To achieve the certification, to achieve this certification by The • P roperly trained staff to treat a hospital must demonstrate a Commission. It is a testaand care for individuals AD SIZEwith PUBLICATION Joint combination of compliance with ment to the great care provided by cardiac disease. consensus-based standards, our cardiovascular team each and • Cardiovascular1/6 riskPage factorVertical MEDICAL DEALER TECHNATION ORTODAY evidence-based clinical pracevery day. It also serves as another identification and cardiac distice guidelines for BUYERS cardiac care, in our quest to lead the ease prevention. GUIDEmilestone OTHER NOTES and performance measurement nation in caring, healing, teaching • Use of a nationally audited regand improvement requirements. and discovering,” Bob Page, presistry or similar data collection CCC-certified MONTH hospitals must also ident and CEO, the University of tool to monitor data and meaachieve and/or maintain required Kansas Health System said. sure outcomes for specified Joint Commission Disease-SpeThe Joint Commission certificaconditions and procedures. cific Care requirements, as well as tion program was developed with Designed for hospitals offering F M A input M from J a technical J A advisory S O Nthe highest D level of care and the most additional CCCJCertification-specific requirements. panel of clinicians with specific comprehensive range of services for “Congratulations to the Uni-JL expertise in comprehensive carcardiac patients, the new certification DESIGNER: versity of Kansas Health System diac care. Joint Commission-acbuilds upon The Joint Commission’s for being the first hospital in the credited hospitals that apply for existing cardiovascular certification country to achieve Joint Comthe optional certification program programs. It was designed with the mission Comprehensive Cardiac must meet these minimum reaim of helping organizations establish Center Certification,” said Patrick quirements: the structures, processes and culture Phelan, executive director, hos• Management of ischemic heart necessary to achieve sustained levels pital business development, The disease, acute myocardial inof effective clinical performance Joint Commission. “Its leadership farction, percutaneous coronary and patient outcomes across cardiac in pursuing this certification is a interventions, coronary bypass specialties and the continuum of care demonstration of its desire to regraft surgery, cardiac valve from the time a patient arrives in the duce unwanted variations in how disease, dysrhythmias, heart emergency department through their cardiac care is provided to patients failure and cardiac arrest. outpatient follow-up care. • 16 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

COLLIMARE YOUR FIRST CHOICE

FLOYD MEDICAL CENTER ADDS CARDIAC ULTRASOUND DEVICES To improve diagnostic confidence with clearer images and consistent exams, Floyd Medical Center in Rome, Georgia, installed three new Aplio 500 Platinum CV ultrasound systems from Toshiba Medical, a Canon Group company, in its cardiology department. To support ultrasound capabilities in the ICU, Floyd Medical also installed the Xario 200 Platinum Series ultrasound system. Floyd Medical is leveraging the systems for strain imaging, pediatric and fetal echocardiography and stress echocardiography. “We needed affordable equipment and a reliable partner that could help us expand our ultrasound capabilities in the ICU and cardiology department,” said Tony Gallagher, director of cardiac ultrasound, Floyd Medical Center. “Toshiba Medical closely partnered with us to ensure our staff were fully trained on the systems and helped us customize protocols specifically for our needs. The Aplio 500 Platinum CV and Xario 200 Platinum Series deliver clear images and give our clinicians more information to make confident diagnoses. We also experienced shorter exams and faster processing times as the images automatically transfer to our PACS system so we can immediately view the images once the exam is completed.” The Aplio 500 Platinum CV offers a comprehensive suite of dedicated cardiac technologies, featuring 2D Wall Motion Tracking, spectral and Color Doppler, and Toshiba Medical’s suite of guidance and workflow technologies. Delivering detail and resolution throughout the entire field-of-view, the system provides excellent definition of the endocardium, which results in an accurate and easyto-use 2D strain resolution. Additionally, Toshiba Medical’s Wall Motion Tracking technology allows providers to quantify isolated movement within the heart. The Xario 200 Platinum Series features Toshiba Medical’s advanced ultrasound technologies for depth and detail. This includes technologies like Precision Imaging, Differential Tissue Harmonics (D-THI) and Advanced Dynamic Flow (ADF). The system also offers enhanced performance and workflow features, including a customizable panel and touch command screen, and one-button optimization and clinical parameter setting with Toshiba Medical’s Quick Scan and Quick Start technologies. • WWW.MEDICALDEALER.COM

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INDUSTRY UPDATE_People on the Move

By Matt Skoufalos

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field HIMSS has appointed Harold Wolf III its president and CEO. Wolf, who joins the company from The Chartis Group, succeeds retiring president-CEO H. Stephen Lieber. Wolf has previously been senior vice president and chief operating officer of the Kaiser Permanente Federation, has worked as CIO for Quest Communications/ USWest, and has spent four years with HIMSS. ECRI Institute of Plymouth Meeting, Pennsylvania, will replace outgoing President and CEO Jeffrey C. Lerner, who will retire at year’s end. Lerner joined the company in 1984 as its vice president for strategic planning; he became CEO in 2001. Global executive search firm Korn Ferry has been retained to find his successor. Community Health Accreditation Partner (CHAP) of Washington, D.C. has named Board Chairwoman Barbara McCann as interim president-CEO to replace the resigning Karen Collishaw. McCann, who has served on the CHAP board since 2013, will leave her position with Interim HealthCare Inc., where she spent 20 years in executive leadership. Adventist University of Health Sciences of Orlando, Florida has promoted provost Edwin Hernández to president upon the retirement of ADU founding president David Greenlaw on July 31.

18 MEDICALDEALER | SEPTEMBER 2017

Scott Kinkade has joined RepairMed as director of sales. Kinkade brings about 15 years of industry experience to his new position at RepairMed. RepairMed President and CEO Diane Geddes said Kinkade will oversee corporate sales and handle all sales and marketing. “We just needed somebody who I knew had experience, foresight and is an industry veteran,” Geddes said. Geisinger of Danville, Pennsylvania has named Pennsylvania Secretary of Health Karen Murphy as executive vice president, chief innovation officer, and founding director of the Steele Institute for Healthcare Innovation. Murphy was director of the state innovation models initiative, has been president-CEO of the Moses Taylor Health Care System in Scranton, and founder and CEO of Physicians Health Alliance Inc. Kaiser Permanente of Oakland, California announced its board of directors for the planned Kaiser Permanente School of Medicine, which will open in 2019. Holly J. Humphrey, dean of medical education at the University of Chicago, will chair the board, joined by directors Ronald L. Copeland, Patrick T. Courneya, Imelda Dacones, Edward Ellison, Mary Hentges, Peter Lee, Sharon Levine, Julie Miller-Phipps, Valerie Montgomery Rice, Gilbert Salinas, Maria Salinas and Anne Wojcicki. Getinge Group of Gothenburg, Sweden, has appointed Lars Sandström its new CFO and a member of its executive team beginning in January 2018. Sandström succeeds

MEDICAL EQUIPMENT, PARTS & SERVICE

_People On The Move

Reinhard Mayer, who is departing the company for personal reasons. Most recently, Sandström was senior vice president of group reporting, tax, and control in the Volvo Group. He has held several senior positions within the Scania finance organization, and has an MBA from the University of Halmstad, Sweden. Valley Presbyterian Hospital of Van Nuys, California has named Janice Klostermeier its new senior vice president of finance and chief financial officer. Klostermeier joins the hospital from Hollywood Presbyterian Medical Center, where she was executive vice president and chief financial officer. She has a master’s degree in health services administration from Southwest University in New Orleans, is a CPA, and a fellow of the American College of Health Care Executives (FACHE). Huntington Hospital of Pasadena, California has added Lori Morgan as its president and CEO, effective September 2017. Morgan was most recently corporate vice president of Legacy Health in Portland, Oregon, and president of Legacy Emanuel Medical Center, its largest hospital. She succeeds current president and CEO Stephen A. Ralph, who announced in April 2017 that he would step down from his roles. NuVasive Inc. of San Diego, California has announced leadership changes. President and Chief Operating Officer Jason Hannon will retire from the company by the end of 2017. Matt Link, pres-

WWW.MEDICALDEALER.COM

ident of its U.S. commercial division, has been promoted to executive vice president of strategy, technology, and corporate development, while its executive vice president of international business, Skip Kiil, has been named executive vice president of the NuVasive Global Commercial sector. NuVasive Vice President of Global Operations Steve Rozow has been promoted to executive vice president of global process transformation, and will add IT and RA/QA to his current responsibilities. Chief Financial Officer Quentin Blackford also announced his resignation, effective August 25, to pursue another opportunity. Director Vickie Capps will support the company’s financial organization during Blackford’s departure. Carolinas HealthCare System of Charlotte, North Carolina has named H. Stacy Nicholson president of the children’s service line for the health care system as well as the Sara H. Bissell and Howard C. Bissell Endowed Chair in Pediatrics. Nicholson’s career includes a stint as physician in chief at Phoenix Children’s Hospital, and faculty positions at Oregon Health & Science University (OHSU) and Children’s National Medical Center (CNMC). He is a pediatric oncologist with an undergraduate degree from Furman University, a medical degree from the Medical College of Georgia, and a master’s degree in public health from George Washington University.

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

MEDICALDEALER 19

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_OEM Update

DRX-EVOLUTION SYSTEMS SUPPORT HOSPITAL’S TRAUMA CENTER Indiana University Health Bloomdomen, extremity, skeletal, cross-taington Hospital in Bloomington, ble, orthopaedic and neurological Indiana purchased and installed a exams. One system has long-length new Carestream DRX-Evolution imaging software that automatically Plus, in addition to two Carestitches images together to create stream DRX-Evolution systems long-length exams, which saves time and three Carestream DRX-Revand improves image quality. olution Mobile X-ray Systems. The DRX-Evolution platform All of the systems deliver rapid moves the X-ray tube into position image access and enhanced image to help reduce fatigue and repetitive quality. The 250-bed hospital has stress injuries for technologists. eight Carestream DRX detectors in three sizes – 10x12 inches, 14x17 inches and 17x17 inches – to address diverse imaging needs including NICU and gastroenterology as well as inpatient and outpatient exams. “As we began replacing outdated equipment, we conducted a thorough evaluation and selected Carestream DRX systems because they offer advanced features, ease of use, reliability and excellent image quality. We installed Carestream portable X-ray systems first and then began replacing outdated equipment in our X-ray rooms,” said Bruce Riley, radiology manager, IU Health Bloomington Hospital. The DRX-Evolution Plus system is located in a room adjacent to the outpatient Radiology/Lab area. “This room’s size and shape did not allow a traditional configuration so Carestream installed a stationary wall stand and table that equip us with the flexibility to capture a wide range of exams,” Riley explains. “We have found that if we have a challenge, Carestream is able to find a solution.” Two DRX-Evolution systems support the hospital’s Level 3 Trauma Center and are located adjacent to it. The hospital’s room-based imaging systems allow technologists to efficiently capture chest, spine, abWWW.MEDICALDEALER.COM

Staff Reports

Three DRX-Revolution systems capture images in the ED, NICU and are used for bedside exams throughout the hospital. Technologists can view images and change techniques on a tube-based touch screen for increased efficiency and convenience. Being able to use any DRX-1 or DRX Plus detector in any DRX imaging system ensures continuous uptime and greater imaging flexibility. •

MEDICALDEALER 21

INDUSTRY UPDATE_OEM Update

Staff Reports

TOSHIBA MEDICAL SHOWCASED ITS AQUILION ONE/GENESIS EDITION CT SYSTEM (SCCT) Transforming the path to diagnosis image reconstruction. With AIDR for health care providers and their 3D reconstruction times up to 80 patients, Toshiba Medical, a Canimages per second and FIRST reon Group company, showcased its construction achieved in as little as premium Aquilion ONE/GENESIS three minutes per volume (320 imEdition CT system at this year’s ages), exams are faster for patients. Society of Cardiovascular Computed The system also has the ability Tomography (SCCT) annual meeting to perform Single Energy Metal in Washington, D.C. The Aquilion Artifact Reduction (SEMAR) for ONE/GENESIS Edition is Toshiba cardiac exams, improving visualizaMedical’s latest area detector system tion for a clearer and more confioffering dynamic volume CT imaging dent diagnosis. Additionally, the that is sharper, faster and smaller. system is small, light and consumes The Aquilion ONE/GENESIS less power, fitting into a footprint Edition features an optimized beam of only 204 square feet with a short and MR business units, Toshiba spectrum based on PUREViSION bore, flared design and 30-degree America Medical Systems Inc. “For Optics, PUREViSION detector and tilting gantry. the past decade, Toshiba Medical FIRST (MBIR). This helps improve “The Aquilion ONE/GENESIS has continued to deliver flexible high-contrast spatial resolution while Edition sets a new standard in paand innovative solutions that make reducing radiation dose up to 82.4 tient care and provides health care CT exams safer, address patient percent as compared to filtered back providers with the technology that comfort and deliver high-resoluprojection and drastically cuts the meets their needs,” said Dominic tion images for providers to make time needed for model-based CT Smith, senior director, CT, PET/CT, confident diagnoses.”•

ZEBRA UNVEILS HIGH-PERFORMANCE INDUSTRIAL PRINTERS Zebra Technologies Corp. – a provid- Xi4 series, the ZT600 printer series er of rugged mobile computers, baroffers new user-friendly features code scanners and barcode printers like simplified media and ribbon enhanced with software and services loading, a highly visible color display to enable real-time enterprise visithat shares printer status and guided bility – recently introduced the new multi-media help that indicate errors ZT600 and ZT510 industrial printers to help users resolve issues quickly designed to withstand the harshest and increase printer uptime. environments while delivering supeThe ZT600 series runs Link-OS rior print quality and uptime. applications designed to streamZebra also announced Printline device deployment, neter Profile Manager Enterprise, a work connectivity, daily use, and browser-based remote printer manroutine maintenance to optimize agement solution for Zebra Link-OS productivity. enabled printers that reduces cost Zebra is also introducing the and management time. cost-effective ZT510 printer, ideal The ZT610 and ZT620 maintain for applications that require a baZebra’s legacy of producing durasic feature set, yet exceed expectable, reliable printers with fast print tions of high-quality printing and speeds that increases productivity durability. in the retail, manufacturing, trans“The ZT600 series printers portation and logistics and health provide unrivaled quality, durability, care industries. and performance that can withBuilding on the success of the stand any environment. Our Link22 MEDICALDEALER | SEPTEMBER 2017

OS enabled products are network devices that are also great printers. With the introduction of Link-OS in our industrial printer line and the Printer Profile Manager Enterprise, Zebra is providing customers with printers that are easy to network, use, deploy, maintain and troubleshoot, which improves productivity and operational efficiency,” said Keith LeFebvre, vice president product & solutions development & management, specialty printing group, Zebra Technologies. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

FDA CLEARS MAGNETOM VIDA 3T MRI SYSTEM The Food and Drug Administration has cleared the MAGNETOM Vida 3 Tesla (3T) magnetic resonance imaging (MRI) scanner from Siemens Healthineers, which features new BioMatrix technology that addresses inherent anatomical and physiological differences among patients, as well as user variability. By reducing this variability among patients and users, the scanner’s BioMatrix technology can lower the number of rescans and increase productivity to improve MRI’s cost efficiency. The MAGNETOM Vida with BioMatrix technology helps health care providers perform a full range of routine and complex examinations while delivering robust results for each patient. BioMatrix Sensors built into the scanner’s new patient table automatically track respiratory patterns as soon as the patient lies on the table, providing information that field of view enables coverage of larger can help formulate the optimal exam body regions in one step. strategy. In addition to helping users The GO technologies of the MAGavoid costly rescans, BioMatrix Tuners NETOM Vida automate and simplify improve the quality and reproducibilworkflows from the start of the scan ity of whole-spine diffusion imaging through quality control of the image via individual slice adjustments that data. The result is increased producmitigate distortion that otherwise may tivity for routine examinations of the occur, especially at 3T. Biomatrix Inbrain, spine, and joints – from touchterfaces help ensure consistently high of-a-button patient positioning to exam quality, accelerating scanning the transfer of clinical images to the by up to 30 percent and improving picture archiving and communication patient care. The scanner’s intuitive system (PACS). The system’s new user user interface permits correct oneinterface not only enables automated touch positioning of the patient table image acquisition and processing, but based on intelligent body models. The also allows advanced post-processing patient table provides motorized assis- applications to run at the scanner. tance, enabling users to move patients The MAGNETOM Vida also who can be difficult to move (i.e. imincludes the company’s Compressed mobile, trauma, and extremely heavy Sensing Cardiac Cine clinical applicapatients) to and from the scanner. tion, which can accelerate MRI scans The new system architecture of the by a factor of 10 to allow free-breathMAGNETOM Vida offers extremely ing cardiac MRI examinations. high performance and long-term sta“With the MAGNETOM Vida, Siebility without the need for additional mens Healthineers proudly offers cusspace. The scanner’s 60/200 XT gratomers a 3T MRI system that provides dient system offers the most powerful unprecedented levels of personalizacommercially available gradients in a tion throughout the patient examina70-cm bore scanner. The 55x55x50 cm tion, to effectively address the unique WWW.MEDICALDEALER.COM

challenges of each patient group and provide high-quality imaging to previously underserved segments of the population,” said Murat Gungor, Vice President of Magnetic Resonance, Siemens Healthineers North America. The MAGNETOM Vida offers a new generation of ultra-high-density Biomatrix coils with a patient adaptive design that enables increased accuracy, flexibility, and speed. The BioMatrix Spine coils acquire and display patient respiratory data without requiring user interaction. The Biomatrix Head and Neck coils possess CoilShim technology to ensure reproducible image quality in every patient. For orthopedic applications, the new Shoulder Shape and Tx/Rx Knee coils possess an anthropomorphic design that permits greater flexibility to accommodate large patients. And for multipurpose imaging, the UltraFlex Large and Small coils combine ultra-high coil element density and high flexibility. •

MEDICALDEALER 23

INDUSTRY UPDATE_OEM Update

Staff Reports

KUBTEC ANNOUNCES NEW WEBSITE KUBTEC has announced the launch a new website focused on the applications of digital X-ray imaging and irradiation for research, industrial testing and forensic applications. The website (www.kubtecscientific.com) is a one stop location for KUBTEC’s Digital imaging, analysis and irradiator product. In addition the company offers leading edge analysis packages for bone mineral density and is the only provider of 3-D Tomosynthesis for individual specimens. “The scientific community represents an important customer group for us, and is extremely diverse and dispersed,” KUBTEC CEO Vikram Butani said. “Our customers range from medical examiners and forensic anthropologists investigating cause of death; to agricultural researchers examining and counting seeds; to manufacturers examining and counting components. We believe there are many applications for our technology out there that we don’t even know about. Our goal is to ensure that KUBTEC is ‘first in mind’ when members of this community are looking for X-ray based solutions for their programs. We have created this new website to simplify their search process.” •

GE HEALTHCARE AND HEARTFLOW ANNOUNCE GLOBAL CARDIOVASCULAR COLLABORATION GE Healthcare and HeartFlow Inc. announced at last five years, and this agreement reinforces our SCCT2017, the annual scientific meeting of the Society joint commitment to patients worldwide,” said Scott of Cardiovascular Computed Tomography, that they Schubert, general manager, global premium CT, GE have entered into a global collaboration agreement Healthcare. “Along with our industry-leading cardiac with the goal of increasing the clinical availability and CT systems and clinical applications, GE can now offer adoption of HeartFlow FFRct, a proprietary technolHeartFlow FFRct as an option for health care proogy that helps clinicians diagnose and treat patients viders who strive to deliver the highest standards in with suspected coronary artery disease (CAD). clinical care while reducing costs.” The collaboration will involve computed to“This agreement with GE will help bring our mography (CT) scanners from GE Healthcare with game-changing non-invasive technology into the mainHeartFlow FFRct,a technology that provides insight stream of cardiac care at thousands of hospitals that into both the extent of CAD and the impact of the are already using state-of-the-art CT systems from GE, disease on blood flow to the heart. HeartFlow FFRct which provide exceptional image quality,” said John H. is designed to enable clinicians to select a definitive, Stevens, M.D., president and chief executive officer of personalized treatment plan for each patient and HeartFlow. “By collaborating, we can ensure that Heartreduce the need for additional invasive testing. The Flow FFRct can be easily integrated into existing CAD agreement will initially focus on the United States, protocols and more readily transform the care of patients with plans to expand into other markets in the future. with suspected and potentially life-threatening CAD.” • “GE has collaborated with HeartFlow over the 24 MEDICALDEALER | SEPTEMBER 2017

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RELIABILITY ALL AROUND Dunlee and AllParts Medical for Replacement CT Tubes You can depend on Dunlee and AllParts Medical to help you grow your CT service business with world-class products and services. Our programs, such as Glassware Solutions, are designed to reduce costs for you and your hospital and imaging center customers. • • • • •

Reliable Replacement CT tubes engineered as OEM equivalents Innovative Glassware Solutions programs for risk management Same day delivery availability to minimize CT scanner downtime 15 stocking locations to decrease shipping times Expert 24/7/365 technical support

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PRODUCT FOCUS_Tubes_Market Analysis

Staff Reports

REPLACEMENT TUBE

MARKET SHOULD MIRROR OVERALL IMAGING MARKET

s the global diagnostic imaging market continues to grow it stands to reason that the replacement tube market will also prosper. “The future of the global diagnostic imaging market looks good with opportunities in hospitals and imaging centers. The global diagnostic imaging market is expected to reach an estimated $33.2 billion by 2022 and it is forecast to grow at a CAGR (compound annual growth rate) of 3.4 percent from 2017 to 2022,” according to a PRNewswire report from the first quarter of 2017. “The major drivers for market growth are increasing health care expenditures, rising public awareness associated with early diagnosis of disease, technological advancement in imaging procedures, and a growing geriatric population.” “Emerging trends which have a direct impact on the dynamics of the diagnostic imaging industry include the increasing use of technically advanced diagnostic imaging systems, manufacturing portable diagnostic imaging systems for improved diagnosis procedures, and clear resolution for imaging with accuracy,” PRNewswire added. WWW.MEDICALDEALER.COM

MarketsandMarkets predicts growth in the global diagnostic imaging market through 2021. The market is expected to reach $36.43 billion by 2021, at a CAGR of 6.6 percent from 2016 to 2021. A number of factors such as increasing investments, funds, and grants by government bodies for moderniza-

MarketsandMarkets states that North America is expected to hold the largest share of the market, followed by Europe. tion of imaging facilities; increasing investments from public-private organizations; growth in the number of diagnostic imaging centers; rising prevalence of cancer; increasing geriatric population and the subsequent growth in the incidence of various diseases; technological advancements in diagnostic imaging modalities; and increasing preference for minimally invasive treatments drive the growth of this market,” according

to MarketsandMarkets. “However, factors such as the high cost of diagnostic imaging systems, technological limitations associated with standalone systems, unfavorable health care reforms in the U.S., and the shortage of helium are expected to restrain the growth of this market to a certain extent.” MarketsandMarkets states that North America is expected to hold the largest share of the market, followed by Europe. The firm reports that the Asia-Pacific market is expected to register the highest CAGR during the forecast period. “Factors such as increasing incidence of chronic diseases, rising awareness of the benefits of early disease diagnosis, development of new health care facilities, growing medical tourism in APAC countries, and increasing government initiatives for the modernization of health care infrastructure are driving the growth of the market in the Asia-Pacific region,” MarketsandMarkets stated. Major players in the global diagnostic imaging market include GE Healthcare, Siemens Healthineers GmBH, Koninklijke Philips N.V., Toshiba Medical Systems Corp., Hitachi Ltd., Carestream Health Inc., Esaote S.p.A, Hologic Inc., Fujifilm Corp., Samsung Medison and Shimadzu Corp. MEDICALDEALER 29

PRODUCT FOCUS_Imaging_Product Showroom

Staff Reports

IMAGING PRODUCTS: This month, Medical Dealer explores Replacement Tubes

DUNLEE

Reevo 240 G

unlee’s Reevo 240 G is a replacement CT tube engineered as a replacement for the GE Performix Pro VCT 100. It has been tested and validated for the same Discovery, Optima and LightSpeed CT scanner models as the OEM replacement part, and has the standard 12-month Dunlee warranty with no scan limits. Dunlee and AllParts Medical have stocking locations across the U.S. to allow for same-day delivery. Their innovative Glassware Solutions programs eliminate or lower unexpected replacement costs for CT tubes based on a monthly fee that is determined by a customer’s preferences for CT tube failure risk and by the utilization of the scanner. •

30 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging_Product Showroom

RX-80

RX-85

PORTABLE Single and Dual Focal Spots

RAY-PAC

Shimadzu Replacement X-ray Tubes

ecently Ray-Pac has extended its product lines to dealers that includes the Shimadzu single and dual focal spot portable X-ray tube units. Ray-Pac uses RAD II inserts in both of these units. Ray-Pac also manufactures the RX-80 and RX-85 tube units using Varex Imaging inserts. â&#x20AC;¢

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PRODUCT FOCUS_Imaging_Product Showroom

Staff Reports

VAREX IMAGING

ROT 360 Replacement Tube

ntroducing the new ROT 360 Replacement Tube. It is a direct replacement for the Philips SRO 2550 or SRO33100 in the ROT 360 housing for RAD, RF, surgery, mobile applications. It features a high-performance glass/metal tube with equivalent OEM heat units 325kHU or 500kHU. •

32 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging_Product Showroom

PREFERRED VENDORS

TUBES

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ALCO Sales & Service Co. PAGE 36,59 6851 High Grove Blvd. Burr Ridge, IL 60527 Phone: 800-323-4282 Fax: 800-950-1167 Email: info@alcosales.com Website: www.alcosales.com Since 1952, our family has been providing quality medical equipment and replacement parts to the health care industry. We provide our customers with multiple ordering options. Our four “full line” catalogs and various “product specific” catalogs compliment our new online ordering website that offers over 70,000 products for your facility.

Dunlee 555 North Commerce Street Aurora, IL 60504 Toll-Free: 800-238-3780 Phone: 630-585-2100 Fax: 630-585-2125 Email: sales@dunlee.com Website: www.dunlee.com

IMES (A Division of Richardson Healthcare) is a global provider of reliable, cost-saving solutions for your diagnostic imaging parts and systems needs. We support service organizations by being an unmatched source of certified equipment, QA3-tested parts inventory, CT service training, and 24/7 technical support and customer service.

Varex Imaging Corporation SEE OUR 1678 Pioneer Road AD ON PAGE 3 Salt Lake City, Utah 84104 Phone: 801-972-5000 Website: www.vareximaging.com Varex Imaging is a premier supplier of medical X-ray tubes and image processing solutions. From medical imaging, to cargo screening and border security, our components are used by X-ray imaging system manufacturers to detect, diagnose and protect. Varex Imaging Corporation is headquartered in Salt Lake City, Utah with facilities in South Carolina; China; the Netherlands, the Philippines and Germany.

Ray-Pac® SEE OUR AD ON PAGE 28

Dunlee, a division of Philips, is a leading manufacturer of OEM and replacement tubes for CT applications. Our customer service and technical support teams are available 24 x 7 to assist with any questions you may have. Visit dunlee.com to see our complete product portfolio and access our technical resources.

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International Medical Equipment & Service (A Division of Richardson Healthcare) 8190 Regent Parkway SEE OUR AD ON Fort Mill, SC 29715 PAGE 35 Phone: 704-739-3597 Email: info@imesimaging.com Website: www.IMESimaging.com

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Ray-Pac builds quality X-ray tube replacements for GE, Siemens, Phillips, Varian, Dunlee, Toshiba and Shimadzu. Devotion to our distributors along with unmatched speed, quality and service is the reason our customers continuously count on Ray-Pac. Try our new Free inventory APP. With just one touch of a button, our free APP shows inventory ready to ship today or tomorrow. Visit Ray-Pac.com and click on “Inventory”.

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PRODUCT FOCUS_AED_Market Analysis

Staff Reports

PUBLIC AWARENESS

PUSHES AED MARKET GROWTH

n automated external defibrillator (AED) is a device that automatically analyzes the heart rhythm in victims of cardiac arrest, and delivers an electrical shock to the heart to restore its normal rhythm, according to the U.S. Food and Drug Administration (FDA). “AEDs are important tools in providing a rapid response to victims of cardiac arrest. An AED system consists of an AED device, battery, pad electrode, and if applicable, an adapter,” according to the FDA website. Heart disease and public awareness are among reasons given for AED market growth in the past and at least one of these factors continues to propel the market. “Over the recent years, the global automated external defibrillator (AED) market has witnessed double digit growth, due to the rising frequencies of several cardio-vascular diseases and aging population,” according to P&S Market Research. “Rapid growth in the aging population with higher risk of target diseases is a major driver WWW.MEDICALDEALER.COM

influencing the growth of automated external defibrillator market. Moreover, extensive availability of medical facilities for patients suffering from sudden cardiac arrest

Heart disease and public awareness are among reasons given for AED market growth in the past and at least one of these factors continues to propel the market. (SCA) and advancement in medical technology are some drivers of the global automated external defibrillator market. The automated external cardiac defibrillator market is one of the fastest growing segments whereas; the implantable/internal cardiac defibrillators segment is one of the largest segments in the global defibrillator market.” The AED market is also growing because of use within and outside

of hospital and health care facilities. “The end-user market for automated external defibrillator is categorized into hospitals, pre-hospitals, public access and other alternate care market,” according to P&S Market Research. “A home use defibrillator has hit the market of automated external defibrillators and is anticipated to provide vast opportunities in the near future,” according to a P&S Market Research report. “The only automated external defibrillator approved for home use is, Philips HeartStart Home Defibrillator which works by delivering a jolt of electricity to the patient in case of irregular heartbeat. The growth of automated external defibrillators is due to increased awareness in the U.S. health care system. Various opportunities arising from emerging markets of developing countries are expected to provide a major boost to the global automated external defibrillator market.” “However, lack of awareness about sudden cardiac arrest is a major factor restraining the growth of the global automated external defibrillator market,” the report added. MEDICALDEALER 37

PRODUCT FOCUS_AED_Product Showroom

Staff Reports

MED/SURG PRODUCTS: This month, Medical Dealer explores AEDs

PHILIPS

HeartStart FRx Defibrillator

or every minute that passes without CPR and defibrillation, a sudden cardiac arrest (SCA) victim’s chance of survival decreases. Being able to provide immediate treatment with an automated external defibrillator (AED) is crucial. The Philips HeartStart FRx AED includes advanced Life Guidance voice and visual prompts to help guide the treatment of SCA. With easy set-up, clear voice prompts, a rugged design and low maintenance, the HeartStart FRx is designed to empower anyone to use an AED to help save a life. •

38 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

AED_Product Showroom

ZOLL

R Series Monitor/Defibrillator

he ZOLL R Series resuscitation platform is designed to promote consistent, high-quality, high-perfusion CPR and high-current defibrillation for adults and pediatrics. The technologies include Real CPR Help to provide real-time feedback on compression quality, See-Thru CPR to help reduce pause time by filtering the CPR artifact, and EtCO2 to signal the earliest changes in patient condition. ZOLL customers can do more than just deliver a shock when they choose the R Series defibrillator platform; they can improve outcomes. â&#x20AC;˘

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MEDICALDEALER 39

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Staff Reports

MEDLEY

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MEDICALDEALER 41

THE

SHOW MUST GO ON 42 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

• By Matt Skoufalos •

WHY EXPOS AND TRADE SHOWS

STILL MATTER

s consolidation in the health care industry continues to define the future of its landscape, vendors of all stripes continue to seek access to the largest client, patient and supplier pools available. Whether communicating critical messaging, winning new converts, or simply keeping abreast of the goings-on of competitors, there’s few opportunities to accomplish as much as expediently as at a trade show.

When the biggest players spend on marketing, they spend big, which in the trade show setting means creating elaborate experiences designed to capture the interest of a handful of big decision-makers, said Brent Turner, senior vice president of solutions at Cramer of Boston, Massachusetts. Turner’s clients look specifically to industry exhibitions as an opportunity to elevate the profiles of their businesses and

WWW.MEDICALDEALER.COM

Brent Turner, Senior Vice President of Solutions at Cramer

generate high-value conversations with key prospects. The industry terminology for this strategy is called account-based marketing. “Instead of trying to fish for the market, they’re going to prioritize 50, 100, 1,000 of the top prospects,” Turner said. “You go deeper. You try to talk to more people in the organization than you would elicit as your sole buyer or

executive sponsor. Yes, the booth draws still matter; the interactive things you can do at your booth still matter, but the booth is becoming your outpost or your rallying point to get five or six people together and do something with them.” In such an atmosphere, the booth must create an experience tailored for a

MEDICALDEALER 43

THE SHOW M

broad audience; yet remain capable of sustaining high-level conversations with a handful of key clients. Turner identified three popular trends in convention experiences: the use of novelty technologies; facilitating “playtime,” or fun-first experiences; and creating irreverent or memorable moments. Few novelties are as popular as virtual or augmented reality technologies, and one customizable option many companies are using is Google cardboard. It syncs up a mobile application with a customizable cardboard viewer into which users

synthetic physical experience. Some displays involve huddling up groups under domes that project a larger field of display, with a sales representative to help guide the engagement. “You put these two things together, and you’re talking about group theater,” Turner said. “How do we put two or three people together at once to experience things? Augmented reality is like a group feeder where you’re in there with the people.” Jill Gilbert, Digital Health Summit at CES

“ People come to the show with their own glasses on and looking for what they want to look for. Content drives the quality of the show, including the quality of the exhibit floor. We try to enable that as well as help provide interaction.” jill gilbert

place their phones. The effect is one of an immersive, virtual experience – say, transporting a client to a hospital room full of the company’s branded equipment, for example. “In VR, you can be transplanted somewhere else,” Turner said. “A piece of cardboard becomes a piece of collateral that you can take into the world with you.” Alternatively, augmented reality technologies transform the visible world with a digital overlay. Phones and headsets allow viewers to take in the surrounding environment with transparent screens that provide a

44 MEDICALDEALER | SEPTEMBER 2017

Turner also described the “playtime” convention trend, which involves creating a space for guests to unwind with an unstructured activity like Legos; its intention is to provide an alternative physical activity amid the hubbub of the floor. Similar to that is the trend of creating “irreverent or sharable moments,” like the tiny room concept. “You take that emergency room and scale it down to a ridiculously small proportion. They can still see your products, [but now] you have a person crammed into a tiny room. They have a laugh; people

take a photo and share with their colleagues. More people are seeing this fun, irreverent, skewed reality,” he said. The tiny room trend is a carryover from marketing that’s worked in the consumer direct space, and Turner said it’s an offbeat idea that some brands might view as risky. So why would a client in the overly serious health care industry build a tiny room booth? Turner says it comes down to client-aggregation strategy: building a network of influence within the organizations to which a brand is marketing. And not everybody likes the same thing. “You’re giving people a little more of a cultural, entertaining moment, but it happens to be in your branded house: the idea of a pop-up, micro-experience on its own that becomes a destination beyond the destination,” Turner said. Breaking through the noise of the convention floor is critical to reaching the variety of decision-makers whose input goes into purchasing, said Jill Gilbert, who runs the Digital Health Summit at CES, the International Consumer Electronics Show, in Las Vegas, Nevada. “At CES, one of the things I hear the most is, ‘How do I not get lost?’ ” Gilbert said. “People come to the show with their own glasses on and looking for what they want to look for,” she said. “Content drives the quality of the show, including the quality of the exhibit floor. We try to enable that as well as help provide interaction.” Participating in summits, seminars, TED talk-style presentations, and panel discussions are all ways for exhibitors to form new relationships. Putting speakers onstage

MEDICAL EQUIPMENT, PARTS & SERVICE

MUST GO ON or sending employees to thought leadership and professional education sessions allows brands to engage with conference attendees in a variety of settings. These broader engagements can facilitate individual networking, as they drive what Gilbert calls “pre-qualified traffic” to a booth; there, vendors can capitalize on that interest at a one-onone level. Of course, it’s up to the staff at the booth to enrich their experience. “I can help drive the traffic; I can’t improve your product,” Gilbert said. “What you can do is really bring someone on to help you create some briefing meetings. You’ve got to take the time. Everyone in the booth must know exactly what the goals are. Is it press stories, buyers, meeting new partners? You make sure that everyone knows what you’re there to do. It’s less about standing out and more about needing to accomplish.” In her observation, Gilbert said more and more health care professionals are making their way to nonhealth care-specific trade shows, like CES, and are bringing their experiences with them to the health care space. That can make it more important for exhibitors to provide a CES-like experience in order to capture their attention. “When you think about the large contingencies from different types of retailers, what’s really changing over the years [at CES] is hospital administrators, medical groups, CTOs and CIOs, are coming too,” Gilbert said. “You’re getting more specific health care utilizers, and people that are acquiring new technologies and are into processes. They’re also interested in clinical-grade devices, and peo-

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ple integrating them into pharma and different types of health care practices. Then, on top of all of that, you have the cross-pollination of industries: the auto industry is looking at us to connect with the doctor in your car.” Connecting across industries is something with which Holly Sherrill of the Birmingham, Alabama-based consultancy Marketech360 has a great degree of familiarity. Sherrill said her market research shows that consumers, vendors and professionals of all stripes attend trade shows for two big reasons: consumer education and keeping abreast of key markets. On the show floor, they’re still interested in product information, Sherrill said; like Turner, she noted that they’re also seeking an experience, which challenges vendors to leave a lasting impression. “The same-old, same-old, or build-it-and-they-will-come doesn’t work anymore,” she said. “No matter if you’re in a 10-by-10 or a 100-by100-foot booth space, it’s coming up with an experience that sets you apart. Memorability goes up greatly when you can actually do that.” Holly Sherrill, Marketech360

Part of the reason Sherrill said vendors contract with agencies like hers is to analyze the effectiveness of their own exhibitions. She described a client study in which a vendor operated multiple attractions at a single exhibit booth, but couldn’t determine which was the most valuable of them; whether any aspect wasn’t working or should be discontinued. Research revealed that the most successful approach involved offering multiple experiences to capture a breadth of interests. “Something got them to stop, a different element was what they learned from, and what they found the most value in was yet a different experience,” Sherrill said. “You have to incorporate several items so they hit those checkmarks: learning, value, attraction. An attraction that might work with one audience, don’t assume it’s going to work at a different event or at the same event itself.” Sherrill, like Gilbert, also places a premium on the booth experiences that vendors offer their guests. She stressed the importance of exhibitor staff training in helping company representatives make an initial active engagement that closes the deal for prospective clients.

“ You have to incorporate several items so they hit those checkmarks: learning, value, attraction. An attraction that might work with one audience, don’t assume it’s going to work at a different event or at the same event itself.” holly sherrill

MEDICALDEALER 45

THE SHOW M

“People want to talk to reps,” Sherrill said. “Eight of 10 people said the reason they returned to an exhibit every year is the quality of interaction they had with the people [there]. I think the people you hire can be effective in actively engaging [the audience] and then qualifying the interaction. The rep is then able to start talking product.” Sherrill also pointed out that there’s still something to be said for showmanship. Party gimmicks like champagne toasts and cake-cuttings at product launches still create a noisy fuss. Those experiences can be heightened by keeping new technology under wraps until the moment of the launch, or by only revealing it to one visitor at a time. Cultivating exclusivity to create mystique around a product is a surefire way to generate interest. It’s also a way to drive pre-set appointments at your booth, which Sherrill said is one of the most successful ways to attract clients. “Creating buzz in the hall makes everyone stop, and that starts the conversation,” Sherrill said. “By the time everybody gets to the trade show floor, they already have decided on who they’re going to see and what products they want to try. You’ve got to get on the must-see agenda to make sure you get the audience to come to your booth. “You can’t just rely on event organizers to get people to the event,” she said. “People still do mailers, but there’s so much more during the event and after the event as well.”

Some convention formats take the by-appointment approach a step further, like the MD Expo reverse expo, in which prospective buyers meet with vendors in a five-minute, speed-dating arrangement. Ray Laxton of the West Sacramento, California-based Sutter Health eQuip said the experience helped him connect with vendors he’d have never encountered before, and to drill down to his

Laxton’s account reinforced Gilbert’s and Sherrill’s perspectives that convention-goers visit a trade show with a foreordained plan. “When I walk through the expo, unless I have a specific need or company that I want to meet with, I tend to kind of walk by, just glancing,” Laxton said. “If something happens to catch my eye, I’ll stop; I’ll stop and talk to people I know. [Through the reverse expo], I wound up following up more with companies that I met with than I probably would have met with had I not done that. There’s six companies I’m going to follow back up with, two of which I knew of at the beginning of this.” In short, Laxton described the reverse expo as “very, very productive” and an experience he’d sign up for in the future. As a 14-year board member of the Association for the Advancement of Medical Instrumentation (AAMI), Laxton has a breadth of experience with a variety of convention environments. He described the MD Expo as an intimate setting with high-quality educational seminars and a place to meet people of interest. “Because it’s not so spread out, you run into more people [at MD Expo],” Laxton said. “I have had times when I’ve intended to attend two or three classes, and only got to one of them because I ran into someone. The forum is conducive to learning and sharing and catching up, and the hallway conversations are always a part of that.”

“Eight of 10 people said the reason they returned to an exhibit every year is the quality of interaction they had with the people [there].”

46 MEDICALDEALER | SEPTEMBER 2017

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SLICE OF LIFE_Bobinski

By Dan Bobinski

FIVE CHARACTER COMPONENTS EVERY SUPERVISOR NEEDS I

f you walk up to any employee in any company and ask what is necessary to create an engaged workplace, you’re likely to get a wide range of answers. There’s a good reason for this. People value different things. There are some things that everyone seems to want and, unfortunately, these things can be lacking – or missing altogether – in some workplaces. As a consultant and management skills trainer, I have the benefit of having worked with hundreds of teams over the past 28 years, across a wide spectrum of industries. That doesn’t make my opinion the last stop on the road to workplace wisdom, but it does afford me the opportunity to see common factors that are needed across all businesses and industries. If you’re like most people, you’ll scan over my list below and say, “No kidding!” But there’s a serious reason I’m creating this list, and it’s this: No matter where I train, and no matter what team I’m working with or what industry, the items below keep coming up as things people see lacking in their workplaces. Therefore, if you’re a supervisor, manager or leader in any capacity, please don’t take this list lightly. Let me repeat that: Please don’t take this list lightly. 48 MEDICALDEALER | SEPTEMBER 2017

Instead, I urge you to take a few minutes for introspection to learn where your organization might be able to improve. You’re likely providing these things, but maybe not to the degree you could be. Or everything on the list below is happening, but your teams aren’t seeing it. If the latter is the case, guess what? If your people are not seeing it, it’s your problem, not theirs. It’s the supervisor’s responsibility to ensure these things are part of the recognized culture in a workplace. Here is the list:

HONESTY.

Yes, this ought to be automatic, but teams everywhere are bringing it up, so it’s on the list. For workplace teams to be committed and engaged, they need honesty from their leaders. They don’t want half-truths or feeble attempts at winging an answer. I can’t tell you how shocked I am when I’m working with a team and people start talking about how some of their superiors lie to them. It disappoints me greatly every time I hear about it. And, I hear about it way too much. I understand why some of it happens. Many supervisors think they need to have answers for every question. (Note: They don’t). So here is a golden nugget of wisdom for everyone: If you don’t know the answer to

a question, just say so. Let your yes be “yes,” and your no be “no.” Also, be up front with facts. By all means, don’t lie. You will forever lose credibility when (not if, but when) you are found out.

TRUST.

This is another “ought to be automatic” item, but I hear it from teams all the time. A typical complaint sounds like this: “They put us through training on how to do certain things, but then they don’t let us do what we’re trained to do. They don’t trust us!” They have a point. If companies spend time hiring the right people and training them, shouldn’t the employees be trusted to do what they were hired and trained to do? One ripple effect of lack-of-trust is lower levels of production. In other words, show that you don’t trust someone and soon they’ll be doing only the bare minimum. If we don’t trust people to do their jobs, they’ll lose the incentive to be engaged or take mental ownership of their work.

MUTUAL RESPECT.

Many years ago, I had a mentor who taught me a great maxim: “Give what you want to get.” And, that maxim fits here very well. In other words, if we want respect from our teams, we’ve got to give it. But remember, this request for respect is someMEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

thing I’m hearing from teams, it’s not coming from me! In addition to being polite, mutual respect involves talking with people as people, not barking at them as if they were slaves. It also involves listening attentively, and seriously considering what people say. In other words, just because someone is “lower” than us on the organizational chart doesn’t mean we can talk down to them. To play on something that the late advertising guru David Ogilvy once said, if we treat people like dwarfs we become a company of dwarfs. If we treat people like giants we become a company of giants.

RECOGNITION.

This one is simple. People want recognition for what they do. Yet time and again, people are telling me they are not being acknowledged for their contributions. They feel taken for granted. One helpful tip here is balance. A supervisor or manager should not rely solely on individual recognition nor solely on team recognition. A balance is needed. People should be acknowledged when they do well individually. And, for many folks, it should be done in front of other team members. By the same token, when a team meets or exceeds a goal, the team should be recognized for the collaboration that took place.

SUPPORT.

Quite simply, without support, teams will struggle in maintaining their foundation. They need to know that when they are given objectives and are working toward them, they’ll have moral and financial support while getting their assignments done. Again, you might think that people getting support is a universal given, but with so many people telling me it’s lacking in their workplace, I am compelled to mention it here as something for you to consider. This list is not exhaustive, but these five ingredients are necessary for a strong workplace. No matter what your position, if you’re reading this, why not conduct an introspective inventory of yourself (and your workplace overall) in these areas and look for ways to improve? If improvements are made, chances are others will notice a difference – and you will, too. Daniel Bobinski, M.Ed., is the CEO of Workplace-Excellence. com, helping teams and individuals learn how to use Emotional Intelligence. He’s also a best-selling author and a popular speaker at conferences and retreats. Reach him at dan@ workplace-excellence.com.

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MEDICALDEALER 49

THE OTHER SIDE_Fidele

By Jim Fidele

MERGERS AND ACQUISITIONS MEAN CHANGES I

have been working in this industry for 27 years. To say I have seen many changes would be an understatement. I feel like the health care industry does provide great employment opportunities, however being flexible is the only way to stay employed. The facility I work at was just purchased by a larger organization and again I am in the thralls of change. When I started in this industry in 1990, I was an entry-level technician working at a single hospital with about 3,500 pieces of equipment in the inventory. At that time we were doing PMs and safety inspections on everything. There were six technicians in the shop and we weren’t even doing imaging at that time. We did a lot of component-level troubleshooting and equipment seemed to malfunction more frequently then. Life was pretty simple. The only battle we fought was with the maintenance department to decide who should be working on stretchers, beds and power chairs. As the health care industry started to feel financial pressures, our forward thinking CEO at the time began to talk about merging with our local competition. I was shocked as our relationship with them was strongly adversarial. 50 MEDICALDEALER | SEPTEMBER 2017

When they purchased a CT scanner, we purchased one, when we purchased a new laser they purchased one. It was constant competition. Around 1998 the organizations came together to form a health system. This meant real changes for everyone as we combined services to eliminate duplication and inefficien-

“ This model consisted of putting all the support services together under a singular leadership to gain efficiencies and cooperation.” cies. The biomed department was not immune; we joined forces with the other biomed shop to provide services for the health system. At that time, I was a manager and the other city hospital also had a biomed manager, which meant that only one of us was needed for the newly consolidated shop. We interviewed and I got the Job, they had a different position available for the other guy so he was not furloughed. Frankly, I wonder some days if he got the better deal.

It did not take very long for the next big change to occur. In 2000 ServiceMaster came in and sold the health system their integrated service model. This model consisted of putting all the support services together under a singular leadership to gain efficiencies and cooperation. The idea was to create an organization without silos. At that time the hospital kept all the second level managers on their payroll so I did not have to switch companies, but I did have to run the new program. That meant the reporting structure for me doubled. I had ServiceMaster people to answer to and hospital people to answer to as well. After I learned the new system and figured out how to successfully run the program I was treated to a stable environment, except the occasional software upgrade and platform change, but overall things weren’t too chaotic. Then, in 2004 Aramark purchased ServiceMaster and my life changed again. The new Aramark people came in and sold the health system their new CTS program. It was different than ServiceMaster’s program in a lot of ways, and promised to save the hospital a lot of money. The big change for me was I had to become an Aramark employee if I wanted to stay at the facility. Initially, I was not too thrilled about it but once I experienced the support and training that was available MEDICAL EQUIPMENT, PARTS & SERVICE

_Fidele

to me I became a fan. I have worked with many smart and talented people who have helped me immensely over the years. I was able to be part of something bigger that helped me develop professionally and personally. In October of 2016, the health system again sought out a partner to merge with and signed an agreement with UPMC, to become UPMC Susquehanna. This, of course, meant more change for the biomedical engineering department. Our new partner has their own program for managing medical equipment and I was faced with another hard decision. On July 1, I terminated my employment with Aramark and am now an employee of UPMC Susquehanna. It has been a bittersweet decision. I have made many Aramark friends and know

their program well. However, to stay with them meant I would be traveling or likely moving. I consulted with my family and deliberated for a month deciding what to do. In the end it boiled down to one thing, family. My personal family and my hospital family are the most important people to me. My wife’s parents are in their late 80s and I need to be around to support them as things get a little harder for them. My hospital family is also very important to me, a lot of my colleagues have been by my side for the past 27 years here, and we have been through all the changes and challenges together. I can’t imagine heading into these new challenges without them. Anyone who has been in this field any length of time has likely done the same job but had the payer name

on their paycheck change one or two times. I was talking to an old friend of mine recently who has worked for four different companies “involuntarily” at the same facility. However, no matter who you work for our mission is always the same, ensuring that no patient is ever injured by medical equipment. To all my Aramark friends and colleagues I wish you good luck, prosperity and Godspeed in all your endeavors. I will miss you all. JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years. He is currently employed by UPMC Susquehanna in Williamsport, Pa. He can be reached for questions and/or comments by email at editor@mdpublishing.com.

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SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PAY IT FORWARD IMEC I

nternist Sue Abkowitz Crawford has practiced medicine in many remote parts of the world for much of her professional career. She and her husband Glen Crawford, an orthopedist, started volunteering overseas in Tanzania after finishing medical school. Sue Crawford said the pair fell in love with the idea of volunteering and were quickly swept up in the work. Conditions they’d never seen in the United States – cerebral malaria, arrow wounds to the chest – were presented in hospital conditions under which they’d never practice back home. She described it as “a lot of innovation, jury-rigging, and flying by the seat of your pants.” Nonetheless, stepping into the Kilimanjaro Christian Medical Center (KCMC) in 1985 was an eye-opener. “They had nothing there,” Sue said. “They were reusing gloves and hanging them up dry, autoclaving them in newspaper. They were even reusing IVs there. It was an eye-opening experience.” After completing their internships and residency work at Beth Israel Hospital in Boston, Massachusetts, the couple was back on the road with the nonprofit Health Volunteers Overseas. For the past 30 years, the couple has done so much work overseas that Sue Crawford considers her part-time hospital position in Portsmouth, New Hampshire a side job that supports her volunteer habit. Becoming parents didn’t slow them 54 MEDICALDEALER | SEPTEMBER 2017

Sue Crawford and Mark Heydenburg celebrate with IMEC biomedical technician trainees in Sagam, Kenya. down, either. They visited Indonesia with a 3-year-old and a toddler. In 1994, they entered Bhutan when the insular nation was only admitting as many as 2,000 global visitors a year; while there, Glen was the only orthopedic surgeon and Sue one of only three internists in a nation of 800,000 people. Every other year, the Crawfords took two months off from practicing and traveled somewhere else: South Africa, Ethiopia, Tanzania, Vietnam. They’ve been back to KCMC often; Glen began a teaching program, Orthopedics Overseas, there. Today, the facility houses a medical school, a residency program, and regularly receives the infrastructure support necessary to elevate the standard of care there, not least of all due to their efforts. “You’re constantly improvising and jury-rigging and reusing,” she said. “That’s what attracted me to IMEC.” Fifteen years ago, Sue Crawford joined the International Medical

Equipment Collaborative (IMEC) of North Andover, Massachusetts as its medical director and the coordinator of its African projects (in addition to being a veteran world traveler, she’s also conversant in Swahili and French). She didn’t pick up the position to have something to occupy her time, but rather because she appreciated the agency’s “intense commitment to quality and completeness.” “We send refurbished medical equipment to facilities in developing countries all over the world, from small rural clinics to large referral teaching hospitals, and everything in between,” she said. IMEC boasts “a very specific project process,” Crawford said, which begins with rigorous identification of a project location and “project shepherd,” its institutional term for an in-country non-governmental organization (NGO) with which to partner. Through the shepherd and the organization, IMEC MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

performs a specific assessment of the local needs of the facility it’s looking to help, and focuses on helping build a technology infrastructure appropriate to the levels of care provided there. The organization works to deliver on its focus of “complete suites” equipment provision, which ships all the equipment and supplies necessary to provide hospital-specific services. “We don’t just send the exam table,” Sue said. “We send the exam table, doctor’s desk, chair, sharps basket, exam light, blood-pressure cuff, oto-opthalmoscope – all the supplies you need for an outpatient setup, all shrink-wrapped on a pallet.” “The surgical suite includes not only the OR table but all the different accessories,” she said: “the arm boards, the foot boards, the overhead light, the suction, the cautery, the surgical instrument kits, the monitors – there’s everything you need in the entire suite packed on a double pallet.” IMEC prepares packages for a variety of hospital service lines, including laboratory, inpatient, maternity, delivery and neonatal, and specialty environments. The organization assesses floor plans at each site to determine the appropriate resources to ship, and then procures everything involved, from bedside tables to linens to neurosurgical WWW.MEDICALDEALER.COM

equipment. The bulging manifest of IMEC’s recent, eight-container shipment to Ethiopia included inpatient and outpatient suites, an imaging suite with X-ray and ultrasound equipment, a laboratory suite, and laundry and kitchen suites. “For a rural clinic, you might send a clinic lab, a clinic delivery suite, exam suite, and a minor procedure suite,” Sue said, “and for a big hospital, we might send several 40-foot containers that contain bed suites and neonatal, lab, radiology, and other services.” Pre-owned gear comprises much of the shipment, as IMEC gets lots of donated technology, and subsequently relies on its “very robust” biomed department, Sue said. Led by chief technician Mark Heydenburg, the team performs power conversion, parts replacement and testing, and curates a library of manuals for service and training. After the suites arrive, IMEC biomeds also support in-country technicians via Skype consultations and in-person classroom education. Sue said it’s part of the agency’s goal of “completeness and sustainability” in the geographic areas in which it operates, which are often places where medical care is sparsely available. “I’ve been impressed with the ingenuity of people who work in

these low-resource environments because they can do so much with so little,” she said. “That’s why it’s so wonderful for IMEC to be able to bring the equipment to them. We want the equipment to last 10 years, not two years.” Sometimes IMEC receives fully functional equipment that is donated after facilities undergo generational upgrades, Sue said; when it does not, Heydenburg’s team restores the devices to service. Its institutional commitment to shipping only complete suites means that the remainder of the technology must be purchased. The organization enjoys favorable manufacturer relationships, but the demand for its services is ongoing. “The main frustration I have is that the need is just tremendous,” Sue said. “We have access to the equipment, a well-proven quality process, and experience getting it shipped and through customs, but we are always in need of the financial support to help us do this important work and fulfill our mission to provide quality medical equipment and supplies to underserved facilities.” For more information, visit www.imecamerica.org

MEDICALDEALER 55

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MEDICALDEALER 59

CATEGORICAL INDEX

ANESTHESIA

DIAGNOSTIC IMAGING

MTC/Medical Technologies Co. …………… 35

Multi Diagnostic Imaging Solutions…… BC

Injector Support and Service………………… 59

Multi Diagnostic Imaging Solutions…… BC

Soma Technology, Inc. …………………………… 41

Shared Imaging………………………………………… 52

Retrieve Medical Equipment………………… 53

ASSET MANAGEMENT

ENDOSCOPY

NUCLEAR MEDICINE

Shared Imaging………………………………………… 52

J2S Medical, LLC……………………………………… 36

Global Medical Imaging ………………………… 25

AUCTION/LIQUIDATION

GENERAL

Government Liquidation ……………………… 59

ALCO Sales & Service Co.……………………36, 59

InterMed Group………………………………………… 8 International X-Ray Brokers………………… 53

Government Liquidation ……………………… 59

ONLINE RESOURCES

BIOMEDICAL

Multi Diagnostic Imaging Solutions…… BC

MedWrench ……………………………………………… 34

Ampronix …………………………………………………… 7

TTI Travel…………………………………………………… 20

Elite Biomedical Solutions …………………… 40

PATIENT MONITORING

Global Medical Imaging ………………………… 25

IMAGING

Bio-Medical Equipment Service Co. ……… 6

InterMed Group………………………………………… 8

Cool Pair Plus…………………………………………… 20

J2S Medical, LLC……………………………………… 36

Maull Biomedical Training, LLC …………… 41

Injector Support and Service………………… 59

Multi Diagnostic Imaging Solutions…… BC

InterMed Group………………………………………… 8

Pacific Medical …………………………………………… 5

Retrieve Medical Equipment………………… 53

Tenacore Holdings, Inc.…………………………… 12 IMAGING PARTS

C-ARM

Diagnostic Solutions……………………………… 61

POWER SYSTEM COMPONENTS

Technical Prospects………………………………… 25

Infusion Pumps

Interpower……………………………………………………11

J2S Medical, LLC……………………………………… 36 CARDIOLOGY

PROBE REPAIR

International X-Ray Brokers………………… 53

INFUSION THERAPY

Multi Diagnostic Imaging Solutions…… BC

Elite Biomedical Solutions …………………… 40

Global Medical Imaging ………………………… 25

CENTRIFUGE

LABORATORY

Ampronix …………………………………………………… 7

Ozark………………………………………………………… 51

MTC/Medical Technologies Co. …………… 35

Collimare, LLC…………………………………………… 17

Ozark………………………………………………………… 51

InterMed Group………………………………………… 8

Dedicated Imaging Solutions………………… 2

LASER

Maull Biomedical Training, LLC …………… 41

Dunlee………………………………………………………… 28

Multi Diagnostic Imaging Solutions…… BC

RADIOLOGY

COMPUTED TOMOGRAPHY

International X-Ray Brokers………………… 53

East Coast Medical Systems ………………… 35

RADIOLOGY

Ed Sloan & Associates …………………………… 26

MONITORS/CRTS

Metropolis International ……………………… 26

International Medical

Advanced Ultrasound Elec./AUE…………… 49

Multi Diagnostic Imaging Solutions…… BC

Equipment & Service ……………………………… 35

Ampronix …………………………………………………… 7

Radon Medical ………………………………………… 52

Computed Tomography

Bio-Medical Equipment Service Co. ……… 6

RSTI Exchange………………………………………… 27

KEI Medical Imaging Services ……………… 59

Multi Diagnostic Imaging Solutions…… BC

Technical Prospects………………………………… 25

Metropolis International ……………………… 26

Soma Technology, Inc. …………………………… 41

MTC/Medical Technologies Co. …………… 35

Tenacore Holdings, Inc.…………………………… 12

REPAIR/REFURBISH Advanced Ultrasound Elec./AUE…………… 49

Multi Diagnostic Imaging Solutions…… BC Retrieve Medical Equipment………………… 53

MRI

ALCO Sales & Service Co.……………………36, 59

RSTI Exchange………………………………………… 27

Carolina Medical Parts ……………………………… 4

Technical Prospects………………………………… 25

Cool Pair Plus…………………………………………… 20

Tri-Imaging Solutions……………………………… 47

Dedicated Imaging Solutions………………… 2

Varex Imaging……………………………………………… 3

East Coast Medical Systems ………………… 35

Ed Sloan & Associates …………………………… 26

Elite Biomedical Solutions …………………… 40

CONTRAST MEDIA INJECTORS

International Medical

Global Medical Imaging ………………………… 25

Injector Support and Service………………… 59

Equipment & Service ……………………………… 35

Government Liquidation ……………………… 59

International X-Ray Brokers………………… 53

Injector Support and Service………………… 59

KEI Medical Imaging Services ……………… 59

60 MEDICALDEALER | SEPTEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

CATEGORICAL INDEX

MTC/Medical Technologies Co. …………… 35

TRAINING

Pacific Medical …………………………………………… 5

Maull Biomedical Training, LLC …………… 41

Radon Medical ………………………………………… 52 Shared Imaging………………………………………… 52

TRAVEL SERVICES TTI Travel…………………………………………………… 20

REPAIR/SERVICES Ampronix …………………………………………………… 7

TUBES/BULBS

Bio-Medical Equipment Service Co. ……… 6

Dunlee………………………………………………………… 28

Multi Diagnostic Imaging Solutions…… BC

International Medical

RSTI Exchange………………………………………… 27

Equipment & Service ……………………………… 35

Trisonics …………………………………………………… 20

Technical Prospects………………………………… 25 Tri-Imaging Solutions……………………………… 47

REPLACEMENT PARTS Advanced Ultrasound Elec./AUE…………… 49

ULTRASOUND

Carolina Medical Parts ……………………………… 4

Advanced Ultrasound Elec./AUE…………… 49

Classic Diagnostic…………………………………… 27

Diagnostic Solutions……………………………… 61

Dedicated Imaging Solutions………………… 2

InterMed Group………………………………………… 8

Diagnostic Solutions……………………………… 61

Retrieve Medical Equipment………………… 53

Dunlee………………………………………………………… 28

Trisonics …………………………………………………… 20

Ed Sloan & Associates …………………………… 26 Elite Biomedical Solutions …………………… 40

ULTRASOUND PARTS

Global Medical Imaging ………………………… 25

Advanced Ultrasound Elec./AUE…………… 49

Government Liquidation ……………………… 59

Global Medical Imaging ………………………… 25

International Medical Equipment & Service ……………………………… 35 KEI Medical Imaging Services ……………… 59 Multi Diagnostic Imaging Solutions…… BC Ozark………………………………………………………… 51 Radon Medical ………………………………………… 52 RSTI Exchange………………………………………… 27 Soma Technology, Inc. …………………………… 41 Technical Prospects………………………………… 25 Trisonics …………………………………………………… 20 STERILIZERS InterMed Group………………………………………… 8 SURGICAL

ULTRASOUND SYSTEM SUPPORT J2S Medical, LLC……………………………………… 36 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE…………… 49 WHEELCHAIR ALCO Sales & Service Co.……………………36, 59 X-RAY Classic Diagnostic…………………………………… 27 Collimare, LLC…………………………………………… 17 Diagnostic Solutions……………………………… 61 International X-Ray Brokers………………… 53

Ampronix …………………………………………………… 7

MTC/Medical Technologies Co. …………… 35

SURPLUS MEDICAL

Retrieve Medical Equipment………………… 53

Ray-Pac…………………………………………………… IBC

Government Liquidation ……………………… 59

RSTI Exchange………………………………………… 27

TELEMETRY

Tri-Imaging Solutions……………………………… 47

J2S Medical, LLC……………………………………… 36 Tenacore Holdings, Inc.…………………………… 12 TRADE SHOWS TTI Travel…………………………………………………… 20

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Technical Prospects………………………………… 25

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ALPHABETICAL INDEX

Advanced Ultrasound Elec./AUE……… 49

Government Liquidation………………… 59

Pacific Medical……………………………………… 5

ALCO Sales & Service Co.……………… 36, 59

Injector Support and Service…………… 59

Radon Medical…………………………………… 52

Ampronix………………………………………………… 7

InterMed Group…………………………………… 8

Ray-Pac………………………………………………… IBC

Bio-Medical Equipment Service Co.…… 6

International Medical

Retrieve Medical Equipment…………… 53

Carolina Medical Parts………………………… 4

Equipment & Service………………………… 35

RSTI Exchange………………………………………27

Classic Diagnostic…………………………………27

International X-Ray Brokers…………… 53

Shared Imaging…………………………………… 52

Collimare, LLC………………………………………… 17

Interpower……………………………………………… 11

Soma Technology, Inc.………………………… 41

Cool Pair Plus……………………………………… 20

J2S Medical, LLC………………………………… 36

Technical Prospects…………………………… 25

Dedicated Imaging Solutions…………… 2

KEI Medical Imaging Services………… 59

Tenacore Holdings, Inc.………………………… 12

Diagnostic Solutions…………………………… 61

Maull Biomedical Training, LLC………… 41

Tri-Imaging Solutions……………………………47

Dunlee…………………………………………………… 28

MedWrench………………………………………… 34

Trisonics……………………………………………… 20

East Coast Medical Systems…………… 35

Metropolis International………………… 26

TTI Travel……………………………………………… 20

Ed Sloan & Associates……………………… 26

MTC/Medical Technologies Co.………… 35

Varex Imaging………………………………………… 3

Elite Biomedical Solutions……………… 40

Multi Diagnostic Imaging Solutions…BC

Global Medical Imaging…………………… 25

Ozark……………………………………………………… 51

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