Medical Dealer - November 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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CONTENTS_Features 46 DON'T FORGET THE EXTRAS

Medical equipment purchasing decisions are increasingly influenced by how much control the customer will have over the equipment and its use after the sale is completed. Obtaining service manuals, technical training, software keys and more are things customers must negotiate for at the time of purchase.

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Medical Dealer (Vol. 20, Issue #11) November 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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INDUSTRY UPDATE 12 News & Notes MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

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Art Department Jonathan Riley Sarah Sutherland Karlee Gower

18 People on the Move 21 OEM Update

MARKET ANALYSIS Imaging: CT systems 27 Market Analysis 28 Product Showroom 32 Preferred Vendors Med/Surg: Lab Equipment 37 Market Analysis 38 Product Showroom 43 Preferred Vendors

Account Executives Jayme McKelvey Lisa Gosser Nicolle Endoso

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 56 Jim Fedele 58 Dan Bobinski 62 Pay It Forward

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66 Marketplace

Circulation

72 Categorical Index

Lisa Cover Melissa Brand

74 Alphabetical Index

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

GEORGE MILLS LEAVING THE JOINT COMMISSION After nearly 13 years as the director of engineering at The Joint Commission (TJC), George Mills, a familiar and widely respected figure in the healthcare technology management (HTM) community, will be leaving the accreditation organization on Oct. 6 to join JLL, a leading professional services firm.

“I fought some good fights, wrote some good papers, did some good presentations, and was privileged to work with the industry’s leaders,” Mills told AAMI. “I feel satisfied with a lot of the things I’ve accomplished, and I feel like it’s the right time for me to make a career change.”

As director of healthcare technical operations, Mills will oversee teams focused on quality and compliance, plant operations and facility management, safety, supply chain management, healthcare project and development services, and energy and sustainability.

“This is an exciting opportunity to get out and work hands-on with the field,” Mills said. “JLL is a solid company with a lot of resources behind them, and being in charge of operations, it’s up to me to figure out how to best orchestrate them. They have a lot of the pieces, and they’ve asked me to help bring the program to the next level.”

Throughout his 32-year career in the health care industry, Mills has worked to make patient environments safer and healthier. His presentations at the AAMI Annual Conference & Expo have routinely drawn standing-room-only crowds, and his “Ask George” column in AAMI’s journal BI&T was a popular feature.

“I’ve been teaching the intent of The Joint Commission standards for 12 years, and by managing facilities

SONITOR TECHNOLOGIES WINS PATENT DISPUTE Sonitor Technologies has won its patent dispute with CenTrak. In a decision dated August 30, 2017, the United States District Court in Delaware ruled that Sonitor does not infringe CenTrak’s U.S. Patent No. 8,604,909, and that CenTrak’s patent is invalid.

CenTrak had sued Sonitor in February 2014, accusing the Sonitor Sense products of infringement of that patent. The court first found that there was no evidence to support a finding of infringement by Sonitor. The court

12 MEDICALDEALER | NOVEMBER 2017

_News and Notes

Staff Reports

and HTM contracts and staff, I get a chance to put the tires on the car and drive it down the street,” he said.

“This is an opportunity to really show the industry that we can be compliant with the expectations of The Joint Commission, and when we are, patient safety and the patient care environment improve.”

Mills will continue to serve as a member of AAMI’s Board of Directors. •

also held that Sonitor had demonstrated that all claims of CenTrak’s patent are invalid because the patent does not disclose an ultrasonic real-time location system (RTLS), noting that ultrasound is “fundamentally different” than the CenTrak infrared technology disclosed in the patent.

“We are extremely pleased with the Court’s decision and have always believed that we would prevail in this case,” said Arne Oyen, Group President & CEO at Sonitor Technologies AS. •

MEDICAL EQUIPMENT, PARTS & SERVICE

CITREX H5 PROVIDES DEVICE CALIBRATION CITREX H5 is an all-in-one ventilator analyzer solution enabling medical technicians, independent service providers, anesthetists, and ventilator manufacturers to measure and calibrate devices. The ventilator analyzer is designed for precision and reliability while its 4.3-inch multi-touch screen allows maximum adaptability to suit personal preferences.

The H5 biomedical test set contains many important measurement accessories including, among others, FlowLab software for in-depth analyses of ventilation parameters, a SmartLung adult for testing ventilators, and an oxygen sensor.

The CITREX H5 can be configured to exact individual needs with 26 different flow, pressure and ventilation parameters and 17 supported gas standards. The large touch screen allows the presentation of numerical and graphical trending data. The user decides which individual values and waveforms are important and can arrange them as desired. It is also possible to display two waveforms at the same time and to freeze or zoom in order to see even the smallest deviations. Moreover, the CITREX H5 supports and simplifies ventilator testing with unique CITREX apps.

The CITREX H5 ventilator analyzer features high precision with maximum adaptability and if customers purchase one before December 31 2017, they will receive three free calibrations including shipping. • For more information, contact sales@imtmedical.com.

CONQUEST IMAGING ANNOUNCES IMPROVEMENTS Conquest Imaging, a national leader in ultrasound parts and probes, has announced the latest compliments to its ultrasound probe repair program, SIMPLIFY. New customers will receive their first probe repair at 50 percent off and lowered Transparent Pricing on probe repair and exchanges.

The SIMPLIFY program, launched in July of this year, was created to offer health care delivery systems, an alternative to costly, complicated transducer repair services. By providing a no-obligation, free probe evaluation for standard and specialty probes, Conquest could save a facility $150 per evaluation. Additionally, the program can reduce the decision process by days and even weeks by employing a transparent pricing model where a customer can request a price sheet for repair and exchange based on their specific probe inventory. Conquest’s transparent pricing allows a health care facility to project

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their spend based on their probe failure history and SIMPLIFY’s current pricing. Conquest Imaging lowered pricing recently on 19 of the 20 or so probes listed on its website at www.proberepairs.com.

“We’ve been successfully managing probe repair for several years for our customers. We quote lower-level as well as higher-level repairs and find that most probes are repairable, about 78 percent,” Conquest Imaging President and Co-Founder Mark Conrad said. “With a six-month warranty on standard probes and a failure rate of less than 2 percent, our probe repair customers come back again and again. I am proud to offer this alternative.

We believe by lowering prices, offering 50 percent off and charging no evaluation fee that hospitals will give our probe repair a try and find out how simple and cost-effective probe repair can be.” •

MEDICALDEALER 13

INDUSTRY UPDATE_News and Notes

CIM MED GMBH CELEBRATES ANNIVERSARY CIM med GmbH has a good reason for rejoicing. Over the past 10 years, the company, located in Munich, has grown from a small start-up to one of the leading suppliers of high-quality medical mounting solutions on the international market.

In 2007, Manuela Deverill and Manfred Rosa launched their company in Unterschleissheim with only four employees and a facility of 420 square meters. In the beginning, there was an innovative business idea – the development of ergonomic medical mounting solutions tailored to the requirements of the respective user and utilized in critical clinical areas such as operating rooms, intensive care units, emergency rooms, or examination rooms. Unique and almost revolutionary in the development of these mounting solutions was, and is, the internal cable routing.

CIM med patented this system and ever since the products, developed and manufactured in Germany, have been further improved. The same applies to the quality management systems which confirm the manufacturers’ high demands relating mainly to hygiene and safety.

Since 2017, CIM med GmbH is one of the first suppliers on the market to meet the requirements of the new ISO 13485:2016 guidelines for medical devices. •

FRAZIER HEALTHCARE PARTNERS ACQUIRES NORTHFIELD MEDICAL Frazier Healthcare Partners has announced that it has 2016, following the successful sale of former Frazier closed on the purchase of Northfield Medical, an acquiportfolio company LABSCO to McKesson. Immediately sition for Frazier’s surgical instrument, endoscope and after assuming the CEO role, Struik recruited several forpower equipment repair platform, PREZIO Health. mer members of his LABSCO management team to join Northfield, headquartered in Greensboro, North him at PREZIO, including George Willett as CFO and Carolina, provides repair and maintenance services with Joel Weihe as president of sales. a focus on rigid and flexible endoscopes, and surgical In addition to continued organic growth, M&A exeinstruments. The acquisition is the cornerstone in the cution will complement the new strategy for the comexecution of a refocused growth and M&A strategy for pany to reignite growth by building a scaled, national, PREZIO under a new senior management team. Former quality-oriented service provider under Struik and his Northfield investors have joined Frazier and PREZIO new management team. The Northfield acquisition is management by investing in the combined entity. a crucial step under that strategy and the combined In early 2017, Frazier Operating Partner Hank Struik company boasts a significantly expanded geographic was named CEO of PREZIO, to reposition the company footprint, a true national direct sales force and a broadand accelerate growth. Struik re-joined Frazier in May ened service portfolio. •

14 MEDICALDEALER | NOVEMBER 2017

_News and Notes

Staff Reports

MEDICAL EQUIPMENT, PARTS & SERVICE

MEDTRONIC ANNOUNCES STEALTHSTATION ENT Medtronic PLC has launched a new surgical navigation system – StealthStation ENT – designed for surgeons treating conditions within the cranial, ear, nose and throat (ENT) anatomy. The company has received U.S. Food and Drug Administration 510k clearance and CE (Conformité Européenne) Mark for the system. StealthStation ENT uses a proprietary electromagnetic (EM) tracking technology. It works by generating an electromagnetic field around the target patient anatomy during surgery so that instrument positioning is dynamically tracked throughout a procedure, similar to a GPS system for cars.

“The intraoperative use of computer-aided surgery is very helpful to assist the surgeon in clarifying complex anatomy during sinus and skull base surgery,” said Joseph Raviv, MD, director of endoscopic sinus and skull base surgery at NorthShore University HealthSystem in Chicago. “It provides an added level of assurance and may allow for a more thorough sinus procedure.”

The StealthStation ENT system provides enhanced visualization to surgeons and also offers new software and hardware innovations including Virtual Endoscopy, which provides a simulated view of sinus cavities previously inaccessible with a traditional endoscope. Virtual Endoscopy can be loaded with the patient’s preoperative data to allow the surgeon to practice an individual’s surgery before he or she enters the surgical suite.

“Our goal is to improve outcomes for ENT patients by delivering innovative, market leading products and solutions,” said Vince Racano, vice president and general manager of Medtronic’s ENT business unit, which is part of the Restorative Therapies Group.

“StealthStation ENT is one of the ways Medtronic continues to expand the boundaries of what’s possible with ENT navigation.”

To support operating room efficiency, StealthStation ENT features include an emitter that can be placed under the patient’s head – allowing more space for personnel around the table – and a 27-inch, high-resolution touchscreen with an intuitive user interface that can be tailored by the surgeon. •

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MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

IATRIC SYSTEMS HELPS HOSPITAL CONNECT SMART PUMPS TO MEDITECH EHR Iatric Systems Inc. has announced the successful impleDavid Baumgardner, Union Hospital’s Director of Informentation of interoperability between Union Hospital’s mation Technology explained.

ICU Medical infusion pumps and the hospital’s MEDIThe two-way integration provides automation of TECH EHR. The integration is made possible via Iatric pump programming with the validated EHR mediSystems Accelero Connect integration solution and ICU cation order, as well as documentation of medication Medical’s MedNet safety software. ICU Medical acquired administration data back into the patient’s electronic the Hospira Infusion Systems business from Pfizer in medical record.

February of this year.

ICU Medical’s MedNet software enables hospitals Only a small percentage of hospitals across the nation to create a drug library which can automatically link to have implemented two-way smart pump EHR integraICU Medical/Hospira infusion pumps, enforcing hard/ tion. In its special report entitled Smart Pump/EMR soft upper and lower limits by drug type and empowerInteroperability 2017: First Look at Interoperability Perfor- ing clinical leaders with visibility into infusion practices mance, KLAS “validated that ICU Medical has one custhrough MedNet Performance Reports. The system is tomer integrated with the MEDITECH MAGIC EMR. designed to strengthen hospitals’ efforts to improve The interoperability is achieved via third-party middlepatient safety, avoid preventable costs, and strengthen ware from Iatric Systems, Accelero Connect. To date, no formulary compliance. other pump vendor has interoperated their product with Iatric Systems Accelero Connect integration solution an EMR using third-party middleware.” is vendor-neutral, enabling interoperability between Union Hospital, in Dover, Ohio, had a strong technolmedical devices and hospital EHRs. Using Accelero ogy foundation (HIMSS Analytics Stage 6) and a strong Connect, hospitals have successfully integrated critical multidisciplinary team leading the project. care and low-acuity vital sign monitors, ventilators, and “Union Hospital is committed to providing quality other medical devices — now including smart pumps — care to our patients. We pursued this project to improve with their hospital EHRs. Iatric Systems has dedicated patient safety, automate IV documentation to increase more than 25 years to helping hospitals maximize their revenue, and streamline nursing workflow processes,” EHR investment. •

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SMITHS MEDICAL INKS DISTRIBUTION PARTNERSHIP WITH SOMMETRICS Smiths Medical, a leading global medical device manudevice intended to give clinicians a simple method of facturer, has announced a distribution partnership with ensuring that a patient’s airway remains open during Sommetrics, a company that develops products and sermedical procedures while the patient is sedated. Smiths vices to treat airway problems that arise during medical Medical will distribute aerFree AMS in select U.S. marprocedures and during sleep. As part of the partnership, kets, followed by a global launch in 2018.

Smiths Medical will distribute Sommetrics’ new aerFree “The addition of the aerFree Airway Management Airway Management System (AMS), the first FDASystem enhances our overall Airway product portfolio cleared external negative pressure aid that maintains a and we are confident that this addition will add signifipatent upper airway during mild to moderate sedation. cant enhancements to patient care,” said Ian Harper, vice aerFree AMS is a non-invasive, safe and comfortable president vital care at Smiths Medical. •

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INDUSTRY UPDATE_People on the Move

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field

Resilience Capital Partners of Cleveland, Ohio has acquired the medical device service and manufacturing units of Bayer (Wetsco Inc.) of MD MedTech LLC (MDMT), and MVS, and will merge them as Innovatus Imaging Corporation. Innovatus will be led by CEO Dennis Wulf, former president of Wetsco and MDMT CEO. MVS general manager Bill Kollitz will become its President and COO, and MDMT co-founder, COO, and VP Michael LaBree will serve as CTO.

The American College of Radiology (ACR) has named Etta D. Pisano chief science officer of its Center for Research and Innovation. Pisano is Founding Chief of Breast Imaging in the Department of Radiology and Vice Dean for Academic Affairs at the University of North Carolina School of Medicine, Dean of the Medical School at the University of South Carolina, and was most recently Vice Chair of Research in the Department of Radiology at Beth Israel Deaconess Medical Center and Professor at Harvard. Pisano has also chaired the ACRIN Breast Imaging Committee for 10 years, and was Principal Investigator of the Digital Mammography Screening Trial (DMIST). She is also a past President of the Association of University Radiologists and American Association for Women Radiologists, a Gold Medalist of the American Roentgen Ray Society and Radiological Society of North America.

The Washington, D.C.-based National Association for Proton Therapy has named Scott Warwick its executive director. Warwick has spent more than 20 years 18 MEDICALDEALER | NOVEMBER 2017

working in comprehensive cancer, radiation oncology, and proton therapy operations.

The Kaiser Permanente School of Pasadena, California has named Mark A. Schuster the founding dean and CEO of its School of Medicine. For the past 10 years, Schuster has been the William Berenberg Professor of Pediatrics at Harvard Medical School, chief of general pediatrics, and vice chair for health policy in the Department of Medicine at Boston Children’s Hospital. He leads the Center of Excellence for Pediatric Quality Measurement.

Cleveland Clinic has named Tomislav Mihaljevic as CEO and president, succeeding Toby Cosgrove on January 1, 2018. Mihaljevic joined Cleveland Clinic in 2004 as a cardiothoracic surgeon; since 2015, he has been CEO of Cleveland Clinic Abu Dhabi. Mihaljevic earned his medical degree from the University of Zagreb in Croatia and moved to the United States in 1995 to join Brigham and Women’s Hospital in Boston. He is the author or co-author of more than 145 articles in medical and peer-reviewed scientific journals, holds a patent for a minimally invasive cardioscopy surgical system, and won the 2006 and 2007 Cleveland Clinic Innovation Awards.

HCA Healthcare of Nashville, Tennessee, has named Ashley Johnson CFO of its 85-hospital American Group, replacing Rick Shallcross, who is retiring after 25 years with the company. Johnson has been CFO of the HCA Capital Division and for several of its hospitals, including Presbyterian/St. Luke’s Medical Center in Denver, Colorado; Memorial Hospital in Jacksonville, Florida; and Central Florida Regional Hospital in MEDICAL EQUIPMENT, PARTS & SERVICE

Sanford, Florida. Johnson is a CPA with bachelors’ degrees in accounting and management from the University of Central Florida.

Long Beach Memorial Hospital of Long Beach, California has named Ikenna Mmeje its COO, replacing Tamra Kaplan, who will become COO at Miller Children’s & Women’s Hospital Long Beach. Both hospitals are members of the MemorialCare system.

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Sheppard Pratt Health System of Baltimore, Maryland, has named Karen Robertson-Keck its VP of human resources. Robertson-Keck joins Sheppard Pratt from MedStar Franklin Square Medical Center, and her appointment follows a number of internal promotions at the facility. Tom Hess has been promoted from special assistant to the president to chief of staff, former director of marketing and public relations Jessica Kapustin is now chief marketing officer, and director of lean transformation Antonio DePaolo is now chief transformation officer.

HEIGHT 9.75”

George Mills, director of healthcare technical operations at The Joint Commission, is leaving the organization October 6 to join professional services firm JLL. Mills will continue to serve as a member of the board of directors of the Association for the Advancement of Medical Instrumentation (AAMI).

_People On The Move

Staff Reports

D. Neil Hayes has been named Scientific Director of the UT-West Institute for Cancer Research, a joint initiative of the West Cancer Center and University of Tennessee Heath Science Center of Memphis, Tennessee. Hayes will direct and drive funding for translational research in cancer treatment there, recruiting scientists to the center as it drives towards an NCI designation. Hayes was most recently co-leader of the University of North Carolina Lineberger Clinical Research Program.

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

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_OEM Update

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ASRT FOUNDATION, TOSHIBA MEDICAL ANNOUNCE GRANT RECIPIENTS Mary Washington Hospital and Union Health-Union • Meghan Whittaker, R.T.(R), who applied on behalf of Hospital will both receive Safety FiRsT grants to imUnion Health-Union Hospital in Terre Haute, Ind. The plement safety initiatives that will elevate technologist grant will be used to purchase an MRI safe cart. The safety in the workplace. Launched in 2015 by the ASRT cart will raise and lower for proper positioning of the Foundation and Toshiba America Medical Systems Inc., patient and proper ergonomics for the technologist, thus the Safety FiRsT program awards two ASRT members reducing employee injuries during patient transfer and per year a grant of up to $7,000 each to improve radiolog- positioning. The grant will also facilitate in-service trainic technologist safety in their departments. ing on proper cart-to-table transfers, wheelchair-to-bed This year’s recipients are: transfers and gait-belt transfers, as well as the purchase • Ericka Lasley, R.T.(R), who applied on behalf of of Safety Essentials continuing education modules for Mary Washington Hospital in Fredericksburg, Va. The radiologic technologist staff members. In addition, the grant will be used to purchase lightweight and lead-free organization’s fitness center employees will speak to aprons that provide 20 percent more protection than team members about the importance of core strength standard lead-based equivalents. The new aprons will in relation to patient transfers and also help employees provide a more ergonomically correct fit as well as help increase their core strength. to alleviate neck, shoulder and back fatigue and pain due Now in its third year, the Safety FiRsT program is to their lighter weight. The hospital will conduct in-serhelping health care facilities to create safer work envivice training on the new lead-free alternative and imronments for radiologic technologists. proved protection to ensure proper use, care and storage The ASRT Foundation and Toshiba Medical Safety of the aprons. They are purchasing a range of apron sizes FiRsT grants are funded by a grant from Toshiba Medical. • to accommodate all members of the staff.

THREE HEALTHCARE SYSTEMS CHOOSE FUJIFILM TO ENHANCE DIAGNOSTIC IMAGING CAPABILITIES Fujifilm Medical Systems U.S.A. Inc. has announced health providers delivering solutions from its DR and that it has closed new contracts to enhance diagnostic Women’s Health portfolios: imaging capabilities for existing customers across the • Assured Imaging LLC in Tucson, Arizona: A leadUnited States. Three health care systems will impleing provider of mobile digital mammography in the ment Fujifilm’s imaging solutions including, mobile DR United States. In June 2017, Assured Imaging installed systems (FDR Go), the newest DR detector (FDR D-EVO the first two ASPIRE Cristalle systems with 3D breast II), DR rooms (FDR Clinica Series of Components) and imaging in their imaging centers located in Scottsdale, Fujifilm’s newest mammography solution, the ASPIRE Arizona and Los Lunas, New Mexico, of several units Cristalle with Digital Breast Tomosynthesis (DBT) to planned for the year. provide enhanced diagnostic accuracy and improved • Boston Children’s Hospital in Boston, Massachupatient experience. setts: As a 404-bed comprehensive center for pediat“Fujifilm is thrilled to be the imaging partner for ric health care, Boston Children’s is one of the largest our longstanding health provider customers across the pediatric medical centers in the United States. In May United States,” said Rob Fabrizio, Director of Strategic 2017, Boston Children’s installed the world’s first single Marketing, Digital Radiography and Women’s Health, exposure long length DR Detector, the D-EVO GL longFujifilm Medical Systems U.S.A. Inc. “With our wide length panel (17x49), with Fujifilm’s Virtual GridTM range of offerings from digital radiography to enterprise image processing software. imaging, customers continue to turn to Fujifilm when • CHRISTUS Mother Frances Hospital-Tyler in Tyler, they need to add equipment to growing facilities or upTexas: A 402-bed acute care facility that offers a comgrade to the latest solutions.” plete range of services including Tyler’s first neonatal Fujifilm offers a complete portfolio of DR equipment intensive care unit. In June 2017, CHRISTUS Mother including DR detectors, mobiles, rooms, mammography Frances Hospital-Tyler installed six FDR Go’s with and advanced image processing.

D-EVO II detectors as well as one additional in the CMRecently, Fujifilm collaborated with the following FH-Jacksonville acute care hospital. •

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MEDICALDEALER 21

INDUSTRY UPDATE_OEM Update

_OEM Update

Staff Reports

MASIMO ANNOUNCES FDA CLEARANCE AND FULL MARKET RELEASE OF RAD-97 PULSE CO-OXIMETER Masimo has announced FDA 510(k) clearance and full ible with existing nurse call systems. Data from extended market release of Rad-97 Pulse CO-Oximeter, including monitoring sessions, such as sleep studies, can be rapidly configurations with integrated NomoLine capnography downloaded via USB, Ethernet or WiFi. and noninvasive blood pressure (NIBP) measurement from Rad-97 also supports point-to-point Bluetooth® wireless SunTech Medical. Rad-97 offers Masimo noninvasive and connections with compatible devices, such as thermomcontinuous monitoring, through Measure-through Motion eters, glucometers, and weight scales, allowing patient and Low Perfusion SET pulse oximetry and upgradeable data to be seamlessly transferred to Rad-97 and connected rainbow technologies, in a compact, standalone monitor upstream systems. Rad-97 will also be available with an that incorporates advanced customizability, connectivity, optional camera that will provide a high-resolution video and device integration capabilities. feed, as well as audio, to the Patient SafetyNet view-station.

“We’re excited to bring the easy-to-use, compact Rad-97 The camera-equipped Rad-97 will allow patients and clito the U.S.,” said Joe Kiani, CEO of Masimo. “Rad-97 brings nicians to communicate remotely with compatible Patient together our core SET and rainbow technologies with SafetyNet software, making it well-suited as a point-of-care advanced, workflow-enhancing connectivity solutions. We device for telehealth. believe it will be an indispensable addition to many health Rad-97 with capnography features an integrated ISA care environments, including lower-acuity settings in hospi- CO2 module with NomoLine sampling lines for sidestream tals, alternate care, and telehealth.” capnography, with an adapter for intubated patients – Rad-97 combines its portable, compact form factor with meeting continuous monitoring and capnography needs in a high-resolution, multi-touch color display that allows a single device. Rad-97 with capnography displays continclinicians to easily customize the device for each monitoruous end-tidal carbon dioxide (EtCO2) monitoring with ing use case – bringing rainbow SET measurements to care numeric, trend, and waveform viewing options, as well as areas where a small footprint or high portability is desired. fractional concentration of inspired carbon dioxide (FiCO2) Users can also rapidly configure the device to accommodate and respiration rate. NomoLine capnography reduces dedifferent patient populations using customizable profiles. lays in respiration rate measurement in both low and high A rechargeable battery lasting approximately four hours ranges, accurately measures respiration rate, and reduces allows Rad-97 to be used in situations where extended opthe incidence of filter line occlusions, as a result of Nomoeration without access to AC power is needed. An optional Line moisture wicking technology. roll stand allows for tetherless device transport, offering With Rad-97 NIBP, oscillometric blood pressure is additional flexibility in situations where space is limited. available in three NIBP measurement modes: spot-check, Rad-97 features built-in enterprise WiFi capability, automatic interval (which measures blood pressure routineallowing it to connect wirelessly to supplemental patient ly, at a desired interval), and stat interval (which continumonitoring systems including Masimo Patient SafetyNet, ally measures blood pressure for a desired duration). An facilitating automatic data transfer to hospital electronic integrated port allows clinicians to connect a blood pressure medical record (EMR) systems. The easy-to-use, intuitive cuff inflation hose directly to Rad-97; the port is compatible interface helps to simplify charting workflows for vital sign with both disposable and reusable cuffs, for adult, pediatric, monitoring and patient data capture. Rad-97 is also compat- and neonatal patients. •

MEVION SUBMITS 510(K) PREMARKET NOTIFICATION FOR PROTON THERAPY SYSTEM WITH HYPERSCAN TECHNOLOGY Mevion Medical Systems has announced the submission of its 510(k) Premarket Notification to the U.S. Food & Drug Administration (FDA) for the MEVION S250i Proton Therapy System with HYPERSCAN Pencil Beam Scanning (PBS) technology.

The MEVION S250i system is a groundbreaking change to the way pencil beam scanning proton therapy is delivered.

“We focused on addressing the challenges clinicians faced with first generation systems and engineered a novel and transformative solution,” said Joseph Jachinowski, CEO of Mevion Medical Systems.

Designed to deliver faster, sharper, and more robust pencil beam scanning fields, the HYPERSCAN Pencil Beam Scanning technology incorporates faster energy layer switching, optimized spot sizes, and the Adaptive Aperture proton collimation system. The Adaptive Aperture is the world’s first commercial PBS multi-leaf collimator capable of multi-layer conformal field delivery. This system provides dose gradient advantages with up to a three times sharper lateral penumbra, which can reduce dose uncertainty at the edge of the tumor thus sparing healthy tissue and preventing unnecessary radiation to sensitive locations.

“Delivering sharp field edges has been a real challenge for PBS, especially in shallow fields. In intracranial procedures, where critical structures are in close proximity to tumors at shallow depths, having the sharpest lateral penumbra is essential. The sharp penumbras of the Adaptive Aperture system have substantial benefits for these patients,” said Skip Rosenthal, VP of Clinical Education.

“In addition, the enhanced speed of HYPERSCAN PBS could enable greater confidence in treating thoracic tumors.

Motion management issues stemming from slow delivery times have limited the use of PBS in lung tumors. HYPERSCAN PBS can deliver a lung tumor treatment in a single breath-hold which could have a game changing impact to this indication.”

The first MEVION S250i Proton Therapy System has been installed at MedStar Georgetown University Hospital in Washington, D.C. and is currently undergoing final testing. Upon 510(k) clearance, the MedStar Georgetown University Hospital Proton Therapy Center will be the first in the world to treat patients using the HYPERSCAN technology.

This will also be the first and only proton therapy system in the Washington, D.C. metropolitan area. •

22 MEDICALDEALER | NOVEMBER 2017

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MEDICAL EQUIPMENT, PARTS & SERVICE

TRUEFUSION STRUCTURAL HEART DISEASE FEATURE RECEIVES FDA CLEARANCE The Food and Drug Administration (FDA) has cleared TrueFusion, a new cardiovascular application from Siemens Healthineers that integrates ultrasound and angiography images to guide cardiac teams when administering treatment for structural heart disease. Available on the new Release 5.0 of the ACUSON SC2000 cardiovascular ultrasound system, TrueFusion is designed to maximize not only interventional cardiology procedures but also routine diagnosis and follow-up of patients with structural heart disease. With cardiovascular imaging applications such as TrueFusion, as well as laboratory and point of care diagnostics solutions in addition to therapy guidance tools, information technology (IT), and services, Siemens Healthineers innovates to improve outcomes and reduce costs in cardiovascular care.

Treatment options for structural heart disease are evolving rapidly. Increasingly, these minimally invasive procedures involve multimodality imaging and multidisciplinary clinical teams. To reliably diagnose structural heart disease and perform these complex interventions, clinical teams need detailed, real-time imaging information MEDICALDEALER 23

INDUSTRY UPDATE_OEM Update – specifically, real-time soft tissue and blood flow information from echocardiography as well as 2D imaging information from fluoroscopy – to be visible in one view for common orientation.

Addressing the need for fused images, the new TrueFusion application sends anatomical and functional markers as well as valve models from the ACUSON SC2000’s True Volume transesophageal echocardiography (TEE) transducer to an Artis with PURE angiography system, overlaying ultrasound information with live fluoroscopy images to navigate structural heart procedures. By directly and seamlessly integrating co-registration of Artis fluoro and ACUSON SC2000 echo into the workflow via machine learning-based probe detection and automated registration updates, TrueFusion enables clinical teams to identify soft tissue-based structures that

CINCINNATI CHILDREN’S ACQUIRES ADVANCED CT TECHNOLOGY Patients at Cincinnati Children’s Hospital Medical Center now have access to the latest in dynamic volume CT technology with the installation of the Aquilion ONE/ GENESIS Edition from Toshiba Medical, a Canon Group company. The system is used for a wide range of routine and advanced exams, from body imaging and biopsies to neuro and dynamic airway imaging, bringing the benefits of fast, low dose CT exams to young patients.

“We were looking for a premium CT system to replace our 64 slice scanner, and the Aquilion ONE/GENESIS Edition with FIRST MBIR reconstruction offered us excellent image quality, the 16 cm of coverage needed for fast, complete exams and dose reduction technology to help keep our patients safe,” said Dr. Andrew Trout at Cincinnati Children’s. “Moreover, these features came in a smaller footprint that, coupled with Toshiba Medical’s supportive service team, meant the installation was efficient and we faced minimal downtime before beginning to use the system with patients.”

The Aquilion ONE/GENESIS Edition features an optimized beam spectrum based on PUREViSION Optics, PUREViSION CT Detector and FIRST, improving high contrast spatial resolution by up to 129 percent (2.29 times),* while reducing radiation dose by up to 82.4 percent. With AIDR 3D reconstruction times up to 80 images per second and FIRST reconstruction achieved in as little as three minutes per volume (320 images), exams are fast and low dose for young patients. Additionally, the system is small and light and consumes less power, fitting into a footprint of only 204 square feet, with a short bore, flared design and 30-degree tilting gantry.

_OEM Update

Staff Reports are provided directly from the integrated ultrasound system. With TrueFusion, not only can echocardiographers and interventionists better communicate and achieve more intuitive anatomical orientation during challenging procedures, but clinical teams potentially can reduce contrast usage and procedure time as well as patient and clinician X-ray exposure.

“With the availability of the TrueFusion cardiovascular application, Siemens Healthineers provides our customers with an invaluable tool to aid in the diagnosis, treatment, and follow-up of patients with structural heart disease,” said David Pacitti, president and head of Siemens Healthineers North America.

TrueFusion represents a workflow consisting of syngo TrueFusion (syngo X Workplace) and TrueFusion echo-fluoro guidance (ACUSON SC2000 Ultrasound System, PRIME edition) •

VARIAN HOLDS FIRST CLINICAL WORKSHOP AT NEW ALGERIA FACILITY Varian Medical Systems has announced that it has begun holding its first education workshop for radiotherapy practitioners from across Algeria. Clinical teams from seven regional hospitals are attending the clinical workshop, which is focused on advanced prostate and head and neck treatment techniques.

“Varian is proud to meet our commitment to the Algerian Ministry of Health and the country’s clinical community by commencing training programs at our new national hub,” said Fouad Rahal, managing director of Varian Medical Systems Algeria SPA. “These educational programs will help train clinicians on the use of Varian technology to deliver advanced radiotherapy for the benefit of Algerian cancer patients.”

Varian’s educational specialists are being supported during the three-day workshop by Professor Philippe Maingon from the Hôpital Universitaire La Pitié-Salpêtrière in Paris and Dr. Lysian Cartier from the Institut Sainte Catherine in Avignon. Both of these cancer centers use Varian equipment and software for delivering cancer treatments.

“The incidence of cancer is unfortunately growing rapidly in Africa and has become one of the continent’s top health care concerns,” Nabil Romanos, Varian’s vice president of Middle East, Africa and Emerging Markets, said.

“Radiotherapy plays a vital and cost-effective role in treating cancer and we are committed to making it available to more patients across the continent. Increasing the levels of clinical education and training throughout Algeria and the region is one of the keys to success. We have already trained many African clinicians at our Access to Care hub in South Africa.”

The first Varian linear accelerator was installed in Algeria over 20 years ago and the company now has 30 systems operating across the country. In 2014, Varian announced that it had entered into an agreement with the Algerian Ministry of Health to equip six cancer treatment centers with advanced technology for radiotherapy and radiosurgery.

The first six of these systems, including advanced TrueBeam treatment devices, were installed earlier this year. •

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“Toshiba Medical offers innovative technologies that help our customers prioritize patient safety,” said Dominic Smith, senior director, CT, PET/CT, and MR Business Units, Toshiba America Medical Systems Inc. “We designed the Aquilion ONE/GENESIS Edition to offer providers the benefits of advanced technology in an everyday clinical setting – including significant reductions in radiation dose, which is especially important for imaging more vulnerable patient populations like children.” •

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24 MEDICALDEALER | NOVEMBER 2017

October 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 25

PRODUCT FOCUS_Imaging_Market Analysis

Staff Reports

Solutions for all of your

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CT SYSTEMS MARKET TO EXCEED $12 BILLION

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he market for computed tomography (CT) systems, which are used to generate detailed images of structures inside the body, is set to rise from just under $3.6 billion in 2016 to around $12.1 billion by 2023, representing a compound annual growth rate of 18.2 percent, according to research and consulting firm GlobalData.

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The company’s report states that this rapid growth, which will occur across 39 major markets, will primarily be driven by an increased interest in high-slice CT systems due to wider applications and improved patient throughput, heightened usage of CT, particularly in countries with emerging economies, and strong anticipated growth in the number of annual CT scans due to increasing disease burdens and aging populations.

Sarah Janer, GlobalData’s analyst covering medical devices, explains: “The improving capabilities offered by high-slice systems will lead to hospitals upgrading from low-slice scanners as automated work flow and enhanced image quality remain important driving factors of the market.”

“Although in the past researchers have warned of the over-utilization of CT due to radiation concerns, the number of CT examinations has remained steadily high in recent years.

New technology offers ever-improving capabilities such as lowered raWWW.MEDICALDEALER.COM

diation dose, high-resolution images and spectral imaging,” Janer adds.

In the coming years, companies will need to offer product portfolios that meet these demands. Indeed, providing systems with a wide range of imaging applications and economical prices will be vital for key players in the global CT systems market.

In terms of the competitive landscape, the CT systems market has remained relatively stable recently.

Siemens Healthineers held the largest share early in 2017 with almost a third of the market, while GE Healthcare had just under a quarter and Philips Healthcare over a fifth of the present CT space.

“Recently, Siemens Healthineers has engaged in strategic moves that could risk the company’s market lead, such as its 2016 rebranding from Siemens Healthcare to Siemens Healthineers and its decision to separate from its parent company,” Janer notes. “GlobalData expects this could also allow the company to engage in new modes of

“ Although in the past researchers have warned of the over-utilization of CT due to radiation concerns, the number of CT examinations has remained steadily high in recent years. ” innovation. Toshiba Medical ranks consistently close behind the top three companies, and after their recent acquirement by Canon, it is likely their market share will remain stable throughout the forecast period.”

Another recent report also predicts continued growth in the global CT market.

Computed tomography (CT) systems market had revenues of $4.3 billion in 2016 across the 39 major markets and by 2023 the global CT systems market will increase to $12.1 billion, according to ReportsnReports.com.

MEDICALDEALER 27

PRODUCT FOCUS_Imaging_Product Showroom

Imaging_Product Showroom

Staff Reports

PHILIPS

IQon Spectral CT

A

s the world’s first spectral detector-based CT, the Philips IQon Spectral CT delivers multiple layers of retrospective data in a single, low-dose scan empowering clinicians to improve clinical confidence that may impact quality outcomes. There’s a clear advantage to making the right diagnosis in the first scan, which provides a better patient experience while achieving economic objectives. The Philips IQon Spectral CT helps extend the benefits of spectral data to all patients, providing answers for even the most challenging scenarios. Being able to achieve diagnostic confidence, even in the most problematic situation, can help provide better experiences and improve clinical care. •

IMAGING PRODUCTS: This month, Medical Dealer explores CT systems

GE HEALTHCARE

Revolution family of CT systems

G

E Healthcare continues to invest in the Revolution family of CT systems which are built out of our passion to enable you with extraordinary technologies that allow you to reach the right diagnosis, effortlessly. Each product in the Revolution family is designed to deliver four key benefits: diagnostic confidence, patient care, financial performance and clinical excellence. By designing with patient and health care provider needs in mind, the Revolution family of CT scanners are scalable to meet imaging needs today and tomorrow. Revolution CT is designed to bring unique capabilities to improve the clinical excellence of CT imaging including diagnostic confidence of image acquisition, cutting edge applications with advanced capabilities through the convergence of whole organ coverage, speed, image quality and spectral imaging all in one CT system. Revolution CT with GSI Xtream is the first volume spectral CT technology designed to improve small lesion detection, tissue characterization and metal artifact reduction, with a simplified workflow you can make part of your daily practice. The entire GSI (Gemstone Spectral Imaging) experience has been enhanced from scanning to reconstruction to visualization. Enabled by innovations such as Gemstone Clarity detector, volume coverage and fast kV switching, only GE can deliver this breakthrough. GSI Xtream helps diagnose disease with more confidence, which could ultimately put patients on the right treatment path sooner.• 28 MEDICALDEALER | NOVEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Imaging_Product Showroom

Imaging_Product Showroom

Staff Reports

TOSHIBA MEDICAL

Aquilion ONE/GENESIS Edition

T

he Aquilion ONE/GENESIS Edition maximizes the patient experience during CT examinations, and through intelligent examination protocols, provides excellent image quality with low radiation and contrast dose tailored to each and every patient. The system features an optimized beam spectrum based on PUREViSION Optics, PUREViSION CT Detector and FIRST (MBIR), improving high-contrast spatial resolution up to 129 percent (2.29 times), while reducing radiation dose up to 82.4 percent. With AIDR 3D reconstruction times up to 80 images per second and FIRST reconstruction, exams are fast and safe for patients. •

SIEMENS HEALTHINEERS

SOMATOM go.Up

C

reated with extensive customer feedback, the new SOMATOM go.Up CT scanner from the company’s SOMATOM go. platform offers simpler, user-guided workflows for more standardized results and reduced variability. The system’s wide detector provides up to 64 slices, and offers faster scanning as well as tin filtration, which is important for lung imaging. Mobile workflow is controlled via tablet and remotely to increase patient interaction. The system uses some of the lowest radiation doses achievable for a CT of this class. •

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Ed Sloan & Associates specializes in quality tested parts for GE CT, MRI, and X-ray. The company’s 110,000-square-foot facility is equipped with 4 MRI bays, 8 CT bays, 4 X-ray bays and 2 C-Arm bays. Ed Sloan & Associates also offers complete systems sales as well as fixed and mobile system storage.

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CENTRIFUGES, One Name Stands Out

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• Re-manufactured Parts • New Parts • Exchanges

www.ozarkbiomedical.com 36 MEDICALDEALER | NOVEMBER 2017

800-457-7576 MEDICAL EQUIPMENT, PARTS & SERVICE

BBC reports that the global market was valued at nearly $4.9 billion in 2014 and is expected to reach $9.4 billion by 2020, with a compound annual growth rate (CAGR) of 11.7 percent from 2015 to 2020.

The North American market for general labware is expected to increase at a CAGR of 10.4 percent from 2015 to 2020, according to BBC Research. This growth prediction indicates that the North American market will hit the $3 billion mark by 2020.

MarketsandMarkets, a market research firm, released a report that predicts that the laboratory centrifuge market is expected to reach $1.74 billion by 2020 from $1.53 billion in 2015. The market is forecast to expand at a CAGR of 2.5 percent from 2015 to 2020, according to MarketsandMarkets.

Increasing prevalence and incidence of diseases and growing focus of companies on clinical research are factors that are expected to drive the WWW.MEDICALDEALER.COM

(CAGR) of 11.7 percent from 2015 to 2020. growth of the laboratory centrifuges market, according to the report.

The laboratory centrifuge market is one segment of the overall medical laboratory equipment market.

Another segment is the microscope market and it too is expected to see growth in the near future.

A MarketsandMarkets report forecasts that the global microscopy market is poised to reach $6.72 billion by 2021 from $4.68 billion in 2016, at a CAGR of 7.5 percent from 2016 to 2021.

Factors such as rising global focus on nanotechnology, favorable government and corporate funding, and technological advancements such as super resolution microscopy, high-throughput techniques, and digitization of microscopes are driving the microscopy market.

However, the high cost of advanced

microscopes; implementation of excise tax by the U.S. government; and the heavy custom duty on medical devices are hindering the growth of this market.

On the other hand, novel application areas such as optogenetics and high potential emerging markets such as China, Japan, and Middle East represent significant growth opportunities for the key players in the microscopy market.

Further, the time-consuming sample preparation process for advanced microscopes and a requirement for a high degree of technical expertise to handle complex microscopes may pose challenges to the growth of the market during the forecast period.

Major players operating in the microscopy market include Carl Zeiss, Danaher Corp., Nikon Corp., FEI Co. and Olympus Corp.

MEDICALDEALER 37

PRODUCT FOCUS_Med/Surg_Product Showroom

Med/Surg_Product Showroom

Staff Reports

EPPENDORF

MED/SURG PRODUCTS: This month, Medical Dealer explores Lab Equipment

Mastercycler X50

T

he Mastercycler X50 is Eppendorf’s new PCR cycler with lots of new benefits. Not only can you heat with 10°C/s, with the new 2D-Gradient you can also optimize two different temperatures in one run, e.g. the denaturation and the annealing temperature. This allows you to take your PCR to the next level, as the denaturation temperature can have quite an effect on the specificity and the yield of a PCR. Coming with a highly intuitive touchscreen and the capabilities to connect up to 10 units to a network, it puts a lot of PCR power in your hands. •

BECKMAN COULTER

DxH 600 Hematology Analyzer

T

he Beckman Coulter DxH 600 hematology benchtop analyzer provides a CBC with 5-part differential on each sample processed. Standard system features include a detailed platelet analysis, nRBC enumeration, reticulocyte count and body fluid analysis. Users are also able to run STATs or pediatric samples with no interruption to routine sample testing. The DxH 600’s proprietary DataFusion technology gives results on first aspiration, ensuring total low cost of ownership while helping technologists deliver results of the highest quality. •

38 MEDICALDEALER | NOVEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 39

PRODUCT FOCUS_Med/Surg_Product Showroom

Med/Surg_Product Showroom

Staff Reports

SIEMENS HEALTHINEERS

Atellica Solution

T

he Atellica Solution is a highly flexible immunoassay and clinical chemistry solution featuring patented bi-directional magnetic sample-transport technology that is 10 times faster than conventional conveyors. The transport technology, together with a multi-camera vision system, intelligent sample routing, and automatic quality control (QC) and calibration capabilities, gives laboratories independent control over every sample – from routines to STATs – to speed patient results to clinicians. Atellica Solution can handle more than 30 sample container types including pediatric and tube top sample cups that can be aspirated from the primary tube. Using the same reagents and consumables across different analyzer configurations, laboratories can streamline inventory control and deliver consistent patient results no matter where they are tested. The Atellica Solution can be used as a stand-alone system, or is scalable up to 10 components and can be combined into more than 300 customizable configurations, including L-shaped, U-shaped and linear formations. It also can be connected to Aptio Automation for a comprehensive multidisciplinary solution. Other benefits of the Atellica Solution include remote-access monitoring and a broad, expanding assay menu using proven detection technologies •

OLYMPUS

BX Family of Microscopes

T

he Olympus BX family of microscopes offers true color LED illumination brighter than halogen light sources, multi-discussion observation systems for up to 26 viewers, ergonomic designs to maximize user comfort during long hours of use and fully motorized turrets ideal for fluorescence microscopy. The new BX53 microscope’s ergonomic design helps users stay comfortable during extended periods of use while the intuitive control layout enables fast, efficient observation and imaging. Optimized for laboratory applications, true color LED illumination has a high luminosity and color rendering index so you can see samples in true-to-life colors. •

Photo courtesy of Siemens Healthineers © Siemens Healthcare Diagnostics Inc. 2017

40 MEDICALDEALER | NOVEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 41

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

THERMO SCIENTIFIC

TSX505 Series Undercounter Refrigerators

Med/Surg_Preferred Vendors

PREFERRED VENDORS

LAB EQUIPMENT

L

aboratory personnel with the need to store vaccines, pharmaceuticals and other molecular or biological samples safely can benefit from this new series of lab-grade undercounter refrigerators that are designed to minimize energy usage and noise, while maintaining high levels of performance and maximizing storage capacity. As the only current lab-grade undercounter refrigerators using thermoelectric devices in place of compressor technology for variable speed control, these refrigerators regulate their internal temperatures more effectively to provide ideal storage conditions for the most demanding applications. Powered by compressor-free V-Drive technology, featuring synchronized temperature management (STeM), internal conditions are actively monitored and maintained at the desired temperature. This includes constant monitoring of, and adjustments during, door-openings to minimize the negative impact of temperature fluctuations on samples. In combination, V-Drive and STeM provide uninterrupted temperature stability and uniformity throughout the internal chamber. Furthermore, the new TSX505 refrigerators consume up to 37 percent less energy than other models, translating to an average annual cost reduction of up to 30 percent. •

BIOMEDICAL YOUR CENTRIFUGE SPECIALTY STORE

ALCO Sales & Service Co. 6851 High Grove Blvd.

Burr Ridge, IL 60527 Phone: 800-323-4282 Fax: 800-950-1167 Email: info@alcosales.com Website: www.alcosales.com

SEE OUR AD ON PAGE 36 & 67

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.

Ozark Biomedical, Inc. 1001 Commerce Pl. Beebe, AR 72012 Phone: 800-457-7576 Fax: 501-882-2122 Email: sales@ozarkbiomedical.com Website: www.ozarkbiomedical.com

SEE OUR AD ON PAGE 36

Established in 1978, We stock remanufactured motors, latches and circuit boards as well as new products. As specialists in this field we are focused on helping you diagnose your centrifuge problems and providing you with the products you need, efficiently and at significant cost savings to your facility.

FOR MORE INFO VISIT

WWW.MDEXPOSHOW.COM

42 MEDICALDEALER | NOVEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 43

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MEDICALDEALER 45

DON'T

FO R G E T the EXTRAS...

DON'T FORGET

the EXTRAS

BY MATT SKOUFALOS

F

rom the perspective of the clinical engineering department, one of the most challenging aspects of capital equipment purchases is getting everything necessary for maintaining and servicing the technology throughout its useful life in the institution. But as propri-

etary licensing policies become more closely intertwined with total cost of ownership calculations, purchasing decisions are increasingly influenced by how much control the customer will have over the equipment and its use after the sale is completed. What once were considered “givens” in a sale – service manuals, technical training, software keys – for the upkeep of a device are now regarded as extra features for which clients are expected to pay a premium price. Getting all that’s needed for the useful life of a device at the time it’s bought is more an issue of bargaining than anything else.

“ ”

WE NEGOTIATE THE TRAINING DURING THE PURCHASING OF THE ASSET WE NEED. THEN, WE LOOK TO DEVELOP PARTNERSHIPS WITH THE MANUFACTURER WHERE WE CAN GET SERVICE KEYS, MANUALS, ETC.

ROB BUNDICK

W OF N

"We can ask through independent service organiza- or device family. for whatever tions (ISOs), some original equipment “When you look at purchasing we want but there's manufacturers (OEMs) may regard strategies, if we mostly have brand some companies that, that schooling as insufficient for perA of MRI, I want Brand A because if you want their product, forming warrantied device repairs or I have two people, soon to be three, they're only going to give you regularly scheduled preventive maintrained on it versus going with what they're going to give you." said tenance. In circumstances like those, Brand B,” Dreps said. “For the user, Doug Dreps, Regional Director of Dreps said he relies on the size of his you have all the radiology techs Clinical Engineering for Mercy Hosorganization, its extensive equipment who can rotate around; it’s better pital of St. Louis, Missouri. inventory, and the depth of technology for them if they have one particular “We can put down [that] we need research already in the books. brand. It doesn’t mean that we still service manuals or software, and they “A lot of the stuff hospitals buy, we don’t look at a couple price options.” can say, ‘The only way you get that is if already own, so we don’t have to keep Dreps also said the size of his your guy goes to training,’ ” Dreps said. doing the homework on it,” he said. organization means that pricing is “You can choose not to buy the product, “We have to spend time researching “pretty similar” among vendors, but when [staff ] want that equipment every single thing we buy, and there’s which informs decision-making in because they think clinically it’s what some things we just can’t service.” its own way. When a competitor they want, you’re out of luck.”

Dreps’ budget includes a line item attempts to woo him away from the The conversations that happen at for technical training, which he said in-house brand, they often can’t the highest levels of offer enough equipment procureof a discount ment often outline to make the negotiation among switchover YOU CAN CHOOSE NOT TO a variety of competworth the ing interests, from cost and time BUY THE PRODUCT, BUT clinical desires to investment; WHEN [STAFF] WANT THAT service to total cost furthermore, of ownership. Dreps the incumbent EQUIPMENT BECAUSE THEY can speak for the biovendor fremedical technicians quently takes THINK CLINICALLY IT’S he oversees, but his the opportunity is only one voice at to match an unWHAT THEY WANT, the table. Although dercutting bid YOU’RE OUT OF LUCK. he may prefer a or offer some manufacturer who other perk for provides service DOUG DREPS renegotiation. manuals, device-speIn regular cific training, and the meetings with opportunity to purhis service chase replacement vendors, the parts, sometimes there’s no such opgives him an advantage over facilities value of the contracts is a frequent tion – particularly when dealing with whose staffers might be granted the subject of discussion, and can often the makers of specialty technologies same technical instruction but aren’t be adjusted down if the margins are like laparoscopic robots, surgical reimbursed for travel or expenses to still profitable. ultrasound units, and catheterization attend. The cost savings that emerg“Every vendor, you’re paying for lab planning systems. es from training, including reduced what you get,” Dreps said. “They’re “There’s nothing we can do about or eliminated service contract costs, hitting competition and realizing it if we want that technology,” Dreps greater device uptime and reliability, they need to match it, which is a said. “We just have to pay them for all and ultimately, greater revenue, all benefit to us.” the preventive maintenance. Someflow from the improved patient satRobert Bundick, biomed engineertimes it’s part of trying to keep up isfaction that comes from a working ing manager for ProHealth Care Inc. with the Joneses.” device serviced by trained staffers. at Waukesha Memorial Hospital in Device-specific training is another In other cases, Dreps said the arWaukesha, Wisconsin, said the best way component of the purchasing progument for buying a competing piece for his team to get everything it needs cess that can get complicated in the of equipment might be undercut by at the point of sale is by organizing a capital process. Although Dreps may the fact that the biomed department universal checklist for each equipment have staffers who have been trained is already trained on an existing brand purchase. Bundick, who participates in

“

JIM FEDELE, DIRECTOR OF BIOMEDICAL ENGINEERING AT UPMC SUSQUEHANNA

DOUG DREPS, REGIONAL DIRECTOR OF CLINICAL ENGINEERING FOR MERCY HOSPITAL

ROB BUNDICK, BIOMED ENGINEERING MANAGER FOR PROHEALTH CARE INC. AT WAUKESHA MEMORIAL HOSPITAL

a capital equipment analysis committee, said its biggest benefit is a direct line to the purchasing department while vendor discussions are in process.

“That’s how we get all the pertinent information and all the items we need, whether it’s updates, user manuals, demoing the equipment before we buy it, an evaluation of the equipment; [it’s] all part of a capital equipment checklist,” he said. “The fact that I report up through purchasing as purchasing is doing the negotiations [means] we can have all the requirements we need when negotiating with the manufacturers.”

Bundick said that working for an organization in which the biomedical engineering department enjoys

a strong presence “from cradle to grave” is very refreshing.

“I’ve come from organizations where a biomed wasn’t a part of that,” he said. “We have a say in the purchase, the selection, and the disposition. We have full engagement [in the buying process].”

Involving clinical engineering staff in the selection process is “key for us,” Bundick said, because his team of in-house technicians will be servicing whatever equipment is purchased. Participating in equipment selection from the earliest stages enables him to advocate for his staff and their future needs with advance knowledge of the terms and conditions of replacement parts and preventive maintenance costs prior to the moment of purchase. Furthermore, because his in-house engineering team is tasked with the bulk of the repairs, Bundick also has the operational budget to maintain their knowledge base.

“We negotiate the training during the purchasing of the asset we need,” Bundick said. “Then, we look to develop partnerships with the manufacturer where we can get service keys, manuals, etc. There’s an investment on our part to get the technician certified to service that equipment; [vendors] will sometimes lower the cost of acquisition to help us get our engineers trained and up to speed on the equipment.”

Like Dreps, Bundick said working for an institution of some size has been a plus for similar reasons: Waukesha Memorial has a breadth of equipment and the negotiating power to drive the best deal

“WE HAVE A SAY IN THE

PURCHASE, THE SELECTION, AND THE DISPOSITION. WE

HAVE FULL ENGAGEMENT [IN THE BUYING PROCESS].”

ROB BUNDICK

DON'T FORGET

the EXTRAS possible for its needs – two key points of leverage in the capital purchasing process. The value of being a significant market player also lets his client have the upper hand when vendors are looking to generate new business.

“We have had success in using that to our benefit, especially if we’re looking at newer technologies,” Bundick said. “We will use the desire to maintain the equipment in-house to reduce the cost of acquisition. If we’re looking to replace an incumbent vendor and we’re out looking at other manufacturers, those manufacturers know that we want to try to keep that cost down. By keeping the incumbent in, we can sometimes keep the cost of ownership down.”

Bundick said that maintaining a close relationship with the OEMs with which his hospital contracts has been a long-term purchasing benefit. The companies understand his program and the abilities of his engineers, and have worked closely with them for years. Their knowledge of the institution and its aims can win a deal “because it helps their case from a cost of ownership standpoint,” Bundick said. The length of that relationship generates historical evidence for the costs of a device, its maintenance needs, upkeep issues, and so on, enhancing the vendor’s value to the organization.

“They have realized it’s beneficial to help us maintain that equipment in-house because it shows as a lower cost of ownership and will sway a purchase their way,” Bundick said.

“If we don’t have our own historical data, we’re going out and gathering that data. We use companies like ECRI to gain information about the equipment and then feed it back to the manufacturer. We ask those

DON'T FORGET

the EXTRAS questions that will help us determine what our budget should be for maintaining that equipment and then come up with cybersecurity [needs] to come up with a total cost of ownership of the device.”

Bundick also knows what it’s like to not have that institutional clout; although he’s been in his current role for a decade, in the earlier days of his career working for third-party servicers, he wasn’t always as involved in equipment acquisition, and the work was more challenging. There were more channels to go through, and success was far from guaranteed for his efforts.

“I was always trying to get involved in the actual purchase and letting my customer know what they were buying and what it would take to maintain it,” Bundick said. “I would raise the concern up through the chain through my company, and work with them to go to the manufacturer on the hospital’s behalf. It would drive down our cost to maintain it and save the hospital money at the acquisition cost.”

unit – and you have to go with something that’s approved by the vendor,” he said.

“I’ve been on an asset committee with the same people for 10 years,” Fedele said. “We all know what we’ve been burnt by, we all know what we’ve missed, and we try to get better at it. If one person forgets something, the other person knows to ask that probing question that gets you thinking again.”

Finally, when all else fails, there’s nothing so helpful as the leverage of fine print. Christopher Nowak, corporate director of healthcare technology management at the King of Prussia, Pennsylvania-based UHS of Delaware, offers a boilerplate clause that he attaches to every capital purchase agreement. It makes the deal contingent upon the provision of: “ … service documentation, “as built” diagrams, assembly instructions, installation instructions, adjustment procedures, calibration procedures, preventive maintenance schedule, preventive maintenance procedures, and any specialized software and/or software keys to access electronic diagnostic data which is used for the installation, troubleshooting, repair, calibration and/or adjustments of the medical device and/or devices in this order… ” It looks good enough on paper – but that’s why they say, “Get it in writing.” MD

THERE MAY BE AN OPPORTUNITY WHEN A CONTRACT COMES UP FOR RENEWAL, OR UPGRADING A SYSTEM. BY FAR YOUR BIGGEST OPPORTUNITY TO SAVE AN ORGANIZATION MONEY IS ALL AT THE POINT OF PURCHASE. ROB BUNDICK

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“

HEIGHT 4.5”

“

“You will never be able to negotiate any type of discounting like you have when you are doing it at the point of purchase,” he said. “There may be an opportunity when a contract comes up for renewal, or upgrading a system.

By far your biggest opportunity to save an organization money is all at the point of purchase.”

Having served on a capital asset committee for nearly 20 years, Jim Fedele, director of biomedical engineering at UPMC Susquehanna in Williamsport, Pennsylvania, said the depth of a purchasing checklist shouldn’t just be confined to questions of service, interoperability and training. Fedele believes that much of the purchasing conversation involves other lateral components – considerations about the intended location of the installation, its IT needs, power requirements and more. Some of the least expected elements of capital acquisitions involve their integration into the physical infrastructure of the health system itself.

“We’ve gotten burned with that before,” Fedele said. “We buy anesthesia machines and outfit them with an integration system to pull the data off the machine and enter it into our EMR. You have to make sure that your quote contains all the mounting hardware that goes along with that – which isn’t inexpensive at $1,500 a

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

– Matt S.

”

”

w w w. M a u l l B i o m e d i c a l . c o m | 4 4 0 - 7 2 4 - 7 5 1 1 | s t e v e @ m a u l l b i o m e d i c a l . c o m

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MEDICALDEALER 51

SPECIAL ADVERTISING SECTION

CORPORATE PROFILE

CORPORATE PROFILE COLIN CONSTRUCTION COMPANY

C

olin Construction Company (Colin CC) was started in 1981 by Owner/President Mark Colin. He developed a dedicated service model to medical facility design/build and health care construction originally serving California and Nevada.

Through Mark’s vision and leadership Colin CC has garnered a very successful record of accomplishment of implementing the modernization of hospitals and clinics and has expanded throughout the Western U.S. as a leader supporting new OEM technologies.

Colin CC has been growing as a company and in 2016 Mark was very confident in Kevin Cook’s ability to be the right person to lead the company forward as chief operating officer. Kevin previously served 20 years in the Air Force, retiring in 2005. During his military service, he supervised and managed more than 20 biomedical equipment technicians in the repair and maintenance of $65 million in medical equipment technology for David Grant Medical Center at Travis AFB in California. He also managed the turnkey construction and equipment maintenance programs at Travis AFB. Upon his retirement from the military in 2005, Kevin started out as an estimator at Colin CC where he developed the statement of work and budgets for projects. A year later he was promoted to operations manager where Mark continued to mentor his growth. There have been many changes over the past several years and Colin CC has evolved and grown significantly with Kevin managing day-to-day operations.

In 2016 Colin CC also added a new position for Marketing and Business Development to ensure continued growth and to meet customer expectations.

52 MEDICALDEALER | NOVEMBER 2017

The Director of Business Development Eddie Acosta, also a retired Air Force biomedical equipment technician, managed the technology management office, and worked as a clinical system engineer for Kaiser. He managed technology budgets and executed the purchasing and project management of Kaiser’s Northern California health care strategy. Colin CC highlights Air Force training especially in regards to management, specialized knowledge and implementing advances in medical technology. For health care facilities to incorporate the newest medical industry technology, major renovation and construction is often necessary. This is usually on a limited budget, within a strict time period, in restrictive surroundings, and with a reduced building staff. With Colin CC’s experience, the company can factor all of its clients concerns and ensure a successful project process and completion.

For more about the company Medical Dealer interviewed Colin CC Chief Operating Officer Kevin Cook and Director of Business Development Eddie Acosta.

Q:

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

Acosta/Cook: The advantage Colin CC has over the competition starts with our site visits and our experience understanding the specific vendor requirements for each modality. We compare that to the existing conditions so that the right scope of work with a well-defined budget is presented.

Another advantage is the project management team of Scott Zellerbach and Derek Contizano focusing on our client’s specific needs and maintaining a high-level of personal involvement on each project. The PM team MEDICAL EQUIPMENT, PARTS & SERVICE

works with our preselected design professionals and engineer the most cost-effective set of construction drawings followed by our ability to execute our plan aggressively and efficiently with the goal of minimizing impact to patient care and delivering the latest in state-of-the-art technology to the population served by that hospital. Our processes include collaboration with a core group of design consultants and our proven integrated design/build method that can deliver an incomparable project plan. This cost-effective service model is a key to success for a health care organization’s new technology strategy for advanced patient care and services.

Q:

What are some challenges that your company faced last year? How were you able to overcome them?

Acosta/Cook: Some of the challenges that Colin CC experienced was a 30-plus percent growth in revenue in 2016. This rapid growth was met with challenges in staffing to meet demands and to maintain our high level of customer satisfaction. Also, the reality that more gross revenue did not necessarily equate to the same profit margins. We also saw WWW.MEDICALDEALER.COM

Q:

Can you explain your company's core competencies and unique selling points?

a significant shift in the dollar size of contracts and negotiated a large scope project valued at $9 million.

Typically, our median contract value was approximately $1 million. These long-duration, high-dollar contracts set the company up for more risk and exposure. To overcome some of these developments, mid-way through 2016 our COO gave ultimate responsibility for budget management to the project managers and worked with them to identify areas for improvement in the process of expediting projects. Also, a top down review of staffing was implemented to target hiring in key areas. This allowed some areas of responsibility to be delegated to other or new staff members to eliminate some of the multiple hat wearing that occurs with smaller organizations.

Acosta/Cook: At Colin CC, our core competencies and strategic advantage are the collective knowledge from management, project management, project engineering teams and our integrated design/build model.

This includes the use of technology with software programs to develop proposals and manage projects that expand our technical capabilities to be competitive. The additions of a business development and marketing program accentuates our core competencies and strengthen our competitive advantage.

Our values of community, communication and commitment reinforce our core competencies. We value people and relationships. Respect and trust within our network in the design, construction and health care industry has made our progress steadfast for the last 30 years.

We take ownership and pride in our work to help our health care clients advocate for better care for the communities we serve.

We communicate and stay personally involved from design to completion and have a hand-on approach MEDICALDEALER 53

SPECIAL ADVERTISING SECTION

SPECIAL ADVERTISING SECTION

to our processes. Site visits enable us to identify potential issues early and incorporate constructible solutions.

We offer straightforward project management and coordination on all our projects and emphasize clear and open communication within the team.

We are committed to making every project for our clients run as seamless as possible.

With our focused background and specialized experience in the medical industry, we are able to research new building materials and construction methods that save time and reduce disruptions is an ongoing approach. Proactive and client focused, keeping end users in mind, we see the bigger picture and always strive for excellence.

Acosta/Cook: Colin CC continues to look to the future with continued customer satisfaction and growth in mind.

With the addition of our director of business development position Colin CC plans, for the first time, to develop a business development and marketing program. This includes developing a five-year marketing strategy to build the brand and business relationships with clients and

St. Joseph's is the busiest ER in the county and sees over 7,000 patient visits per month, over 232 patients every day, a 30 percent increase over just last year. In fact, St. Joseph's ER has more patient visits annually than Stanford, UC Davis and UCSF medical centers.

This expansion including the opening of 10 additional private rooms in the maternity department and neonatal intensive care unit was expanded by eight beds. Another addition was the

new state-of-the-art facility mid-October and this puts our field team closer to our Northern California customers.

Q:

Can you share a little about your employees?

Q:

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

Acosta/Cook: Colin CC is most excited about our design-build model and key equipment vendors have taken notice, including our reputation, and ability to deliver projects on time and on budget. This recently led Colin CC to negotiated with an original equipment manufacturer (OEM) to manage their national turn key program rather than the vendor hiring resources internally. This is a win-win for both Colin CC and the vendor. The vendor has an opportunity to expand its list of available services and can utilize the team at Colin CC and its experience to be successfully awarded more projects.

As the vendor develops leads, they then have access to the network that Colin CC has developed across the U.S. to provide a design build turnkey option for their customer.

Q:

What is on the horizon for the company? How will it evolve in the coming years?

54 MEDICALDEALER | NOVEMBER 2017

vendors. Marketing has expanded on social media highlighting completed projects. Business relationship software was also incorporated under this program to track opportunities, leads and proposals.

Q:

Can you share some company success stories with our readers?

Acosta/Cook: The most recent success story Colin Construction Company has is partnering with St. Joseph’s Medical Center in completing an 8,000-square-foot addition to the ER, more than doubling its size.

This was an $8 million-dollar expansion that included the addition of 24 new treatment spaces, increasing the square footage by almost 60 percent.

cardiac hybrid suite and a new cardiac catheterization lab at St. Joseph's Heart & Vascular Institute. Colin CC is honored to be a partner with St Joseph's Medical Center and building the quality of health care in the Stockton, California community.

Q:

Can you highlight any recent changes?

Acosta/Cook: The most recent changes have been that our operation outgrew our corporate office in Grass Valley, California in 2016. In early 2017, Colin CC decided to look for new office space and purchased a building in Auburn, California to house its operations. The purchase expanded the office space from 2,300 square feet to 4,700 square feet. We moved into the MEDICAL EQUIPMENT, PARTS & SERVICE

Acosta/Cook: Colin CC has a very experienced corporate officer team made up of President/Owner Mark Colin, COO Kevin Cook and CFO Christian Nelson.

Another key player in the success of the team is Office Manager Ashley Hile. She has been with Colin CC for 10 years During that time, she has worked in every administrative position and has gained knowledge and experience that has helped to shape the current administration team.

Colin CC also has an outstanding project estimating department that has expanded the last two years adding a full-time estimator and a full time on-site project engineer.

Estimating Manager Jody Harper oversees and directs the PE/estimating department. PE/Estimator Mark Ennis provides estimating and project engineering for the Sacramento area and states east of California. Onsite PE Bill Rutherford provides PE support on project sites for the larger projects that require a dedicated staff to facilitate their operation. Tony Hohl is WWW.MEDICALDEALER.COM

the estimator dedicated to providing a focused in-depth analysis of scope and costs. PE Assistant Kimberley Suan provides support to the PE team and project managers and also processes submittals, drawings and closeouts.

The project estimating department was awarded the Siemens Design Construction Services 2015 Best Proposal Award at their annual conference which consists of general contractors from all over the country in the Colin CC peer group. Colin CC continues to hone its skills in the PE department, with the goal of being the best PE/estimating department in our sector.

Colin CC was also awarded in 2013 the Outstanding Project Award (West Zone) by Philips Healthcare recognizing our design build model for an interventional cath lab project.

Q:

What is the company’s mission statement?

Acosta/Cook: Our mission statement and vision reinforce our core competencies.

Our Mission: We are committed to designing and building projects that facilitate the delivery of state-of-the-art patient care services and treatments in the communities we serve.

Our Vision: To be one of the leading design/build health care general

contractors specializing in advanced technology and medical equipment projects in the Western U.S.

Q:

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

Acosta/Cook: Colin CC is a small sophisticated construction company and that allows us to take on difficult and detail-intensive projects. The deep experience of our superintendents, led by Brian Deily, with technically challenging health care and imaging projects allows us to plan for the many potential pitfalls before they can negatively impact a project. Our construction crews are very dedicated and professional with exceedingly high standards for quality and customer satisfaction. With vetted design teams and loyal subcontractors, we can deliver high quality in a variety of different ways, and we have the knowledge and creativity to develop those opportunities. We hold ourselves accountable for everything we do and our customers recognize that. Many of our customers are repeat customers, and the continued respect we have earned over the years has developed the trust that keeps them reaching out to Colin CC for their next DB project. MD FOR MORE information visit www.colincc.com MEDICALDEALER 55

THE OTHER SIDE_Fedele

By Jim Fedele

$4,000 REPAIR FOR A “WARRANTY” ITEM? W

hen purchasing new equipment we assume that the manufacturer will stand by its product during the promised warranty period. I have always assumed that failures that occur during the warranty are to be rectified free of charge, however that isn’t always the case.

My story starts just like most others with a phone call from a customer. The customer reported that their stress test monitor would not power up. I immediately dispatched a technician to solve the problem. After a few minutes the tech gave me a call to discuss what was found. Originally my tech suspected that the monitor had just died but after careful examination, the monitor was fine however the computer was not booting up.

We brought the computer down to the shop for a thorough inspection. We were working quickly to try to avoid the rescheduling of patients. After some preliminary troubleshooting we felt the unit either had a bad video card or motherboard. We were relieved when we discovered that the computer was a common consumer grade unit with “off the shelf” components.

I quickly ran out and found a replacement video card at a local computer store. Armed with the video card I went back to the shop and we proceeded to replace it, unfortunately that did not fix the problem. At that point we called the department manager and explained to them that the unit would not be fixed that day. This was on Tues56 MEDICALDEALER | NOVEMBER 2017

day and the department manager said it would be fine, but that he needed the unit fixed by Friday morning.

Next, my tech made a call to the OEM about the problem. They informed her that they do not offer board level components for the computer.

We would have to purchase a serviced exchanged computer for $4,000. My tech was shocked, based on the type of computer and its components it could have easily been built for a $1,000 in the consumer market. My tech started to look online for a new motherboard.

He found the exact motherboard on eBay for $250, however we could not get guaranteed overnight delivery.

After that my tech went to the manufacturer of the motherboard; she was surprised to find that the motherboard was still under warranty. The motherboard manufacturer warranted their boards for three years. This was great news for us that meant we could get it replaced for free. As my tech started providing the necessary information to get a new board, the process was brought to a screeching halt when the manufacturer of the motherboard said it would be 7 to 10 days before we could get a new one.

Our last attempt was to call the OEM of the stress test unit again and tell them that the motherboard was still under warranty and we needed a free replacement. I think I heard the tech support person laugh when I said that. At that point, I had to bite the bullet and order the complete “serviced exchange” unit for $4,000.

What bothers me the most is, the OEM is going to get our

“ I have always assumed that failures that occur

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free of charge, however that isn’t always the case.” computer take out the motherboard, and get it replaced for free, and they charged us $4,000! I hope their repair techs are handsomely compensated for their work. With practices like this, how are we ever to trust these OEMs? Just imagine what we would be paying if they were left unchallenged for service.

If we would have had the luxury of a little more time we would have won this battle, but I guess I will have to remember this loss and use the experience to win another battle tomorrow as we rethink our purchases from this company.

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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WWW.MEDICALDEALER.COM

MEDICALDEALER 57

SLICE OF LIFE_Bobinski

THREE WAYS BOSSES CAN IMPRESS EMPLOYEES

I

n my last column, I outlined three things employees can do to impress their bosses.

This month, I turn the tables and address a few things those in authority can do to impress their employees.

Before I get too far, a clarification is probably in order. After all, I’ve met some bosses who think impressing their employees means flaunting their status or wealth. That’s not the kind of impressing I’m talking about.

What I mean here is making an impression on employees so they know they are valued and respected.

This kind of impressing results in a workforce that increases its commitment and productivity.

Think about it. If employees are an asset to the company (and they are), it only makes sense that the investor (the employer) creates the optimal conditions for the best possible return on investment. After all, that’s how one is supposed to treat assets.

Granted, every workplace is different, but human beings are universally impressed when they get treated in certain ways. Here are three ways bosses can impress their employees.

1

LISTEN TO PEOPLE

Hearing is one thing, listening is another. By definition, hearing is simply the act of perceiving a sound by ear. As long as your ears are functioning as designed, you can hear.

58 MEDICALDEALER | NOVEMBER 2017

_Bobinski

By Daniel Bobinski

Daniel Bobinski Workplace Consultant

It doesn’t even require conscious thought. If you’re close enough to something that causes a noise, you hear it.

Listening is different. It’s truly trying to understand another person’s point of view, and it requires an active, conscious choice. To listen, you must have a purpose in your heart and apply mental effort. If it helps, think of listening as a goal or a mini-project: Information must be collected and considered!

Why? Because people want to be heard. They want to be understood.

People have ideas, and what they want is for those ideas to be considered. Agreement on every little thing that comes your way is not necessary (nor recommended), but taking the time to genuinely consider ideas will strengthen relationships as well as employee commitment.

Now it may seem kind of obvious,

but genuine listening takes time.

Unfortunately, that’s one reason some people don’t do it well. Over the years I’ve seen many people in authority shoot themselves in the foot by cutting their listening time short. The following story illustrates what I’m talking about.

At an employee meeting, Tom (the boss) stood up to announce the particulars of an upcoming project. At the end of his presentation Tom asks “Any questions or concerns?” Five seconds later, Tom had heard nothing, so he said, “Good. And I hope that everyone is as excited about this project as I am.”

The problem? Tom didn’t give people time to formulate their thoughts. In Tom’s mind, he had given his people a chance to be heard, but at the end of that meeting, nobody believed that Tom cared about their opinions. As a result, both their trust in Tom and their enthusiasm for the project became severely diminished.

Not listening to ideas – or not giving people a chance to offer ideas – can turn energy into apathy. Employees are impressed and remain engaged when supervisors truly listen.

2

ACKNOWLEDGE THEIR CONTRIBUTIONS

Beyond active listening, bosses impress employees by giving specific acknowledgments of employee efforts. People want to know that their work matters, and that what they do is needed and valued.

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As with listening, genuineness is important here. Acknowledgments must be sincere or they have little value.

What I’m talking about goes beyond institutional reward programs. Those have their place, but tremendous power exists in offering a well-placed (and genuinely heartfelt) “thank you.” Just be sure to look your employees in the eye when thanking them. It has to come from your heart, but where people will see that is through your eyes.

When showing appreciation, keep in mind that timing is crucial.

Wait too long and you diminish the value of your acknowledgment.

Also, any recognition given in the wrong place (i.e., too private or too public, depending on the situation and the person) can also weaken the impact. Know your audience, and adjust accordingly. Contrary to popular belief, there is no one-sizefits-all way to do this.

3

BE THEIR ADVOCATE

As a boss, you probably want your employees to care about the quality of their work and how they represent the company. Being an advocate of your employees aligns with the principle of “Give what you want to get.” In other words, advocating is like a natural, reciprocal law. In other words, it works both ways. If employers don’t care about their employees, it doesn’t take long before the employees don’t care about the employer.

How do you be an advocate?

Take an interest in your employees.

Find out what employees want and help them get it. For example, when change is coming, ask employees about their concerns and then work with them to find solutions. This doesn’t mean you must personally solve all your employees’ problems.

It just means you are listening and brainstorming with your employees, WWW.MEDICALDEALER.COM

Employees are impressed and remain engaged when supervisors truly listen. trying to identify ways to resolve their struggles.

Be aware, sometimes advocating for employees can take an inordinate amount of time, or even set the company back financially. However, if something is the right thing to do, it’s the right thing to do.

Few things are ever 100 percent certain, but when employees know their employer watches out for them, they are much more likely to remain committed, go the extra mile, and do the right thing in return.

There you have it: Listening, acknowledging contributions, and being an advocate are three things you can do to impress your employees. Treat people like the valuable assets they are, and you are more likely to generate a solid return on your investment.

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 61

SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PAY IT FORWARD – IRMA DISASTER RELIEF O n September 11, 2017, approximately 1,000 workers, including 200 full-time Ameren Missouri and Ameren Illinois employees plus assorted contractors, headed to Florida to support their colleagues at Duke Energy on a mutual assistance call.

“When a utility gets hit with a strong storm, they’ll call on neighboring utilities to send on resources to help,” said Jenifer Hagen, Communications Executive for Ameren Missouri. “We were paired with them because we’re similar utilities.”

The storm was strong, all right: it was Hurricane Irma, the most intense storm to hit the mainland of the United States in a decade. The Ameren crews were initially headed out to Orlando, but as Irma’s path veered west, they were rerouted to Clearwater and St. Petersburg. The first wave of workers made it to their target communities by September 12; within a day, a second wave arrived. They remained for weeks to help restore power service to about a million Floridians who’d been without heat and hot water.

When it comes to storm response, the typical first priorities for utility professionals are securing power for first responders, health care systems, and offices of emergency management. From there, they work on restoring service to areas containing the greatest populations. In the wake of Irma, the damage was so widespread that there were outages and damage everywhere. When the storm made landfall in the Florida Keys, it brought winds of 130 miles per hour; although the areas into which the Ameren crews were dispatched were 62 MEDICALDEALER | NOVEMBER 2017

deeper inland, they discovered neighborhoods that had sustained comparable, high-velocity gusts. Downed trees had snapped power lines, utility poles had given way under the force of those winds, and picking through the wreckage of tangled roots and live wires was tedious, dangerous work undertaken in extreme heat and humidity.

“We left Missouri almost wearing long sleeves; here it’s hot,” Hagen said.

“Folks have to take lots of breaks, ice off, and stay cool. It’s really exhausting.”

The unfamiliar terrain also complicated things. In their home turf in Missouri, Hagen said Ameren workers had an easier time navigating properties with their trucks; in the Florida communities where they were dispatched, “backyards back up to backyards,” and trees and limbs often needed clearing off before the trucks could make it where they were needed she said.

Through it all, the line workers encountered nothing but hospitality and gratitude, from snacks and cold drinks to a stranger at the laundromat who offered to wash one line worker’s clothes after a long day of work. After shuttling back and forth from hotel to hotel amid Floridians impacted by the largest evacuation in the history of the state, it was a welcome favor.

“Linemen are a special breed,” Hagen said. “They are hard workers.

They rise to the challenge. They have a passion about getting the lights on for people. It doesn’t matter that this isn’t their backyard. They’re doing the best they can to restore the quality of life.”

Hagen was one among a number of Ameren staffers and freelance contractors sent to put the lights back on in Florida, and she described the complement of workers involved in the effort

as a group of specialists, all “working in their wheelhouse” during the largest mutual aid response in U.S. history.

“There are so many things that go on to get the service back,” Hagen said; “folks who work for safety, logistics, mechanics … the whole gamut of work that is done on a daily basis has to travel with our folks to make sure that it gets done.”

Some of the contractors who traveled to Florida to help restore service had only days earlier been working in Houston, Texas in response to the flooding and damage from Hurricane Harvey, Hagen said. Although Missouri has itself been hit with nine major storms thus far in 2017, companies like Ameren Missouri are frequently called upon to support parallel recovery efforts throughout the Midwest, said Mike Lewis, Superintendent of Reliability Support Services for Ameren Missouri.

“In this situation, all the utilities in Florida made requests of the Southeast Exchange, but because there were not enough linemen, they reached out to the Midwest mutual assistance group,” Lewis said.

The Southeast Exchange is one of seven mutual assistance regions in the United States organized by the Edison Electric Institute. The voluntary collaboration among utilities allows for regional coordination of services in the event of a natural disaster or other emergency. Member utilities offer up whatever resources they can provide, which are matched with areas of need; as these agreements synchronize more tightly, their efforts are more increasingly streamlined, he said.

“This is the nature of the utility business,” Lewis said. “Someday we’re going to be in need; there’s a give and take with that. It’s something that’s here to stay MEDICAL EQUIPMENT, PARTS & SERVICE

Ameren employees help restore power in Florida.

and that’s going to be further developed in the future.”

No matter who hits the scene of a cleanup first, all utility companies approach it the same way, Lewis said: preserve life and property as the highest priorities. Whether dealing with heat and humidity, flooding and road closures, or grueling hours, the workers must pick their routes over, around, or through the damage. Regardless of the dangers, Lewis emphasized professionalism and analytical thinking as the foremost skills in the field.

“If there’s anything to emphasize, it’s an effort that’s fraught with hazard,” he said. “Our guys have to be aware and take their time, and sometimes pick the situation apart so they can analyze and mitigate those hazards. They’re more than willing to jump in and help.”

Bill Masters of the Largo, Florida-based BMX-RAY said the help from out of state was warmly received and much welcomed. Trucks of utility workers from as far away as Canada were greeted with honking from their fellow drivers, while locals delivered food and drink to them as they worked in the September heat. Near his business, in Belleair Beach, Masters counted nearly 30 oversized vehicles on the job.

WWW.MEDICALDEALER.COM

“A lot of the markets down here opened their stores and cooked their own food to give to residents on the beach,” he said. “Gas, power, and food were scarce.

There’s so many people helping each other out. For the most part, it really just showed the human spirit.”

Just as the power companies sent help, Masters said he’d gotten calls from his colleagues in the imaging equipment business asking after his health and that of his business.

“Everyone’s helping each other out in the neighborhood,” he said. “I got calls from Tri-Imaging, Technical Prospects, Block Imaging, Beacon International, AllParts Medical, RSTI, Ed Sloan and Associates – people texting us from throughout the industry.”

BMX-RAY was without power for about five days following the storm, Masters said. Although Largo was spared the worst of the damage that hit Miami and Key West, the office was running on generators, and Masters limited its activities to five-hour days to conserve fuel, which was scarce. By the time he could reopen the office the Tuesday after the storm, Masters counted just shy of 170 emails for tech support and parts requests.

Within the first day, they’d shipped nearly 20 parts to locations in need and

Ameren sent about 1,000 employees to assist Florida.

helped some third-party vendors store and ship their collimators. Yet none of their damage compared to that of Sarasota Memorial Hospital, which Masters said had to shut down a facility after water damage.

Without the outside support of the utility service workers who restored power service, “we would have been down still,” he said. “It is critical.”

MEDICALDEALER 63

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MEDICALDEALER 67

EXPLORE, INVENT

AND TRANSFORM

T

he theme of RSNA 2017, “Explore. Invent.

Transform.” invites attendees to investigate and advance radiology through innovation as a

means of creating positive impact on patient care.

“It’s a strong message with big implications – and radiology’s most influential forum is the ideal place to share it,” according to the RSNA website.

The 103rd RSNA Scientific Assembly and Annual Meeting, scheduled for November 26 to December 1 at McCormick Place, Chicago, will once gain feature top-notch education, an enormous exhibit hall with industry leaders from around the globe and ample opportunities to network with colleagues.

Among the thought leaders presenting at the Scientific Assembly and Annual Meeting is RSNA President Richard L. Ehman, MD. He will kick off this year’s event with the President’s Address titled “Is It Time to Reinvent Radiology?” at 8:30 a.m. on Sunday, November 26.

Ehman’s presentation is one

68 MEDICALDEALER | NOVEMBER 2017

of nine plenary sessions slated for this year’s event. The complete schedule can be viewed online at RSNA.org.

RSNA Technical Exhibits are also scheduled to begin on November 26 and will be held from 10 am. to 5 p.m. through Wednesday with a Thursday session from 10 a.m. to 2 p.m.

Additional educational opportunities includes special courses, events and features designed to enhance each attendees unique experience. Among the topics featured in special courses are 3D printing, abbreviated MRI breast exams and deep learning and machine intelligence in radiology.

Also, individuals are reminder that registration for the virtual meeting will be open from November 25 to February 28.

AT RSNA 2017

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Speaking of November 25, that is the day to attend a special workshop. The NIH Grantsmanship Workshop will provide an introduction to writing a grant proposal for the National Institutes of Health. Topics to be covered include elements of a good proposal, understanding the review process and planning.

An expansive exhibit area allows space for manufacturers to showcase their products and interact with attendees one-on-one. It is another reason for the popularity of the Scientific Assembly and Annual Meeting.

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MEDICALDEALER 69

MEDICAL DEALER’S GUIDE TO RSNA 2017

INTERVIEW WITH THE PRESIDENT

T

he RSNA 103rd Scientific Assembly and Annual Meeting at McCormick Place in Chicago is the place to be later this year. We caught up with RSNA President Dr. Richard L. Ehman to discuss achievements realized thus far during his tenure, the challenges radiologists face and prognostications for 2018 and into the future.

MD: What are some of RSNA’s achievements that you are the most proud of as you continue to serve as president?

Ehman: Medical imaging advances have generated unparalleled benefits for health care that have accelerated over the past decades and have demonstrated a remarkable return on R&D investment.

RSNA recognizes the value of innovation and the important clinical implications of radiologic research and education and — through its Research and Education Foundation — has provided more than $55 million in funding to more than 1,300 projects since 1984. This year alone, the R&E Foundation has awarded over $4 million in grants. The program is focused on providing grant support at time points that are critical in launching the careers of principal investigators in radiology, and it has been extraordinarily successful in this regard.

I am also proud of RSNA’s continued commitment to the Quantitative Imaging Biomarkers Alliance, fostering the use of quantitative methods and biomarkers in radiology.

70 MEDICALDEALER | NOVEMBER 2017

MD: Are there any causes that you feel strongly about? What is the status of these causes?

Ehman: One of the goals that I feel strongly about is to relentlessly optimize radiology practice around value. Thanks to technological innovations over the years, the numerator of the value equation has grown steadily. However, as health care delivery systems are restructured to address rapidly escalating costs, it is imperative that radiology professionals innovate to also address cost, the denominator of the value equation. These efforts will necessarily invoke the science of medical decision making and process management. But we should not forget to also harness the power of the biomedical and physical sciences fusion that has been a historical asset of the medical imaging community.

MD: What are some of the challenges radiologists are facing now? How can they navigate these obstacles?

Ehman: The practice of radiology in the U.S. and many other parts of the world has been optimized to some extent around a fee-for-service economic model. As medical

systems incorporate more capitated and bundled-payment models, leaders in radiology will need to be prepared to proactively reinvent the practice and to embrace disruptive innovation if they wish to remain relevant.

MD: Can you speak about RSNA’s commitment to foster continuous innovation in patient-focused radiology?

Ehman: RSNA is working to foster innovation in a number of ways. As I mentioned, the R&E Foundation provides research grants to young investigators and innovators who will help shape the future of our specialty.

The RSNA Scientific Assembly and Annual Meeting offers an extensive scientific program, highlighting the latest trends and innovations in radiology research and education that will ultimately improve diagnostic capabilities and optimize patient care.

The assembly’s massive technical exhibit allows attendees to engage with cutting-edge medical imaging equipment and IT. RSNA’s investment in QIBA helps to mine the quantitative capabilities of a number of MEDICAL EQUIPMENT, PARTS & SERVICE

medical imaging technologies, furthering the advancement of precision medicine.

A joint initiative of the RSNA and the ISMRM is looking at ways to reinvent MRI practice, based on the idea of high-value exams. By closely examining our MRI protocols, we can identify those elements that truly provide value and develop low-cost, effective protocols for the benefit of patients in a world of bundled and population-based care.

MD: Technological advances seem to come faster and faster in every aspect of health care. What have been some of the most amazing technological advances you have seen in radiology since earning your medical degree in 1979?

Ehman: The evolution of imaging modalities such as ultrasonography, CT and MRI since the 1970s has profoundly changed the way health care is practiced. Coupled with the amazing advances in image-guided intervention, these capabilities have drastically reduced the need for invasive surgery. Over the years, we have seen many other innovations, such as molecular imaging and elastography, that have added diagnostic capabilities that could scarcely have been imagined in the past.

More recently, incorporating 3-D printing capabilities with WWW.MEDICALDEALER.COM

specialty, in both technological advances and emerging practice models. Radiologists must embrace invention, innovation and disruption and proactively implement a value-based care model that offers patients better access to the capabilities of medical imaging technology.

Dr. Richard L. Ehman RSNA President medical imaging has provided new assets for surgical planning and education. The emergence of a host of tools to implement machine-learning technologies has led to a cascade of potential applications. I expect we will continue to see significant interest in artificial intelligence applications in all areas of medical imaging well into the future.

MD: What advice would you offer radiologists who are entering the field?

Ehman: Radiologists entering the field need to be prepared to adapt to the rapid-fire changes in the

MD: Is there anything else you would like to share with our readers?

Ehman: I would be remiss if I didn’t mention some of the highlights attendees can expect at RSNA 2017. We’re launching a crowd-sourced “Fast 5” session, in which five speakers will have five minutes to speak on topics related to the meeting theme of “Explore. Invent. Transform.”

The Machine Learning Showcase will give attendees a unique opportunity to interact with vendors and view the latest in machine learning and AI technology. Along with the showcase, the meeting will offer a dedicated area featuring machine learning education. We are bringing back the popular Discovery Theater, as well as the First-Time Exhibitor pavilion.

We’ll have Hot Topic education sessions focusing on 3-D printing and Alzheimer’s disease and a number of exceptional plenary sessions. I look forward to seeing everyone in Chicago!

MEDICALDEALER 71

CATEGORICAL INDEX

CATEGORICAL INDEX

ANESTHESIA Multi Diagnostic Imaging Solutions…………BC

Shared Imaging……………………………………………… 19 Summit Imaging ………………………………………………4

ASSET MANAGEMENT Shared Imaging……………………………………………… 19

ENDOSCOPY J2S Medical, LLC…………………………………………… 65

BIOMEDICAL AIV Inc.…………………………………………………………… 44 Ampronix …………………………………………………………7 Bio-Medical Equipment Service Co. ………… 61 Elite Biomedical Solutions ………………………… 11 Global Medical Imaging ……………………………… 45 InterMed Group………………………………………………8 Maull Biomedical Training, LLC ………………… 51 Multi Diagnostic Imaging Solutions…………BC Retrieve Medical Equipment……………………… 59

GAS/AIR MONITORS ENMET…………………………………………………………… 61

C-ARM Technical Prospects……………………………………… 51 CARDIOLOGY International X-ray Brokers………………………… 67 Multi Diagnostic Imaging Solutions…………BC CENTRIFUGE Ozark……………………………………………………………… 36 COMPUTED TOMOGRAPHY Dedicated Imaging Solutions…………………… 17 East Coast Medical Systems ……………………… 44 COMPUTED TOMOGRAPHY Ed Sloan & Associates ………………………………… 35 Exclusive Medical Solutions……………………… 26 International Medical Equipment & Service … 2 KEI Medical Imaging Services …………………… 61 Metropolis International …………………………… 34

GENERAL ALCO Sales & Service Co.……………………… 36, 67 Multi Diagnostic Imaging Solutions…………BC IMAGING Cool Pair Plus………………………………………………… 57 Injector Support and Service……………………… 45 InterMed Group………………………………………………8 IMAGING PARTS Diagnostic Solutions …………………………………… 73 Eastern Diagnostic Imaging ……………………… 74 INFUSION PUMPS J2S Medical, LLC…………………………………………… 65 INFUSION THERAPY AIV Inc.…………………………………………………………… 44 Elite Biomedical Solutions ………………………… 11 LABORATORY MIT/Medical Imaging Technologies ………… 44 MTC/Medical Technologies Co. ………………… 67 Ozark……………………………………………………………… 36

ENMET…………………………………………………………… 61 Exclusive Medical Solutions……………………… 26 International Medical Equipment & Service … 2 International X-ray Brokers………………………… 67 KEI Medical Imaging Services …………………… 61 MIT/Medical Imaging Technologies ………… 44 MTC/Medical Technologies Co. ………………… 67 Multi Diagnostic Imaging Solutions…………BC Retrieve Medical Equipment……………………… 59 NUCLEAR MEDICINE Global Medical Imaging ……………………………… 45 InterMed Group………………………………………………8 International X-ray Brokers………………………… 67 ONLINE RESOURCES MedWrench …………………………………………………… 60 OTHER Colin Construction Company………………… 52-55 PATIENT MONITORING Bio-Medical Equipment Service Co. ………… 61 J2S Medical, LLC…………………………………………… 65 Master Medical Eelectroncis……………………… 57 Multi Diagnostic Imaging Solutions…………BC Pacific Medical …………………………………………………5 POWER SYSTEM COMPONENTS Interpower…………………………………………………………3 PROBE REPAIR Global Medical Imaging ……………………………… 45

LASER Multi Diagnostic Imaging Solutions…………BC

RADIOLOGY Ampronix …………………………………………………………7 Eastern Diagnostic Imaging ……………………… 74

MIT/Medical Imaging Technologies ………… 44 MTC/Medical Technologies Co. ………………… 67 Multi Diagnostic Imaging Solutions…………BC Retrieve Medical Equipment……………………… 59 RSTI Exchange……………………………………………… 35 Technical Prospects……………………………………… 51 Tri-Imaging Solutions………………………………………6

MAMMOGRAPHY Summit Imaging ………………………………………………4

CONTRAST MEDIA INJECTORS Injector Support and Service……………………… 45

MRI Bayer Healthcare Services ………………………… 25 Carolina Medical Parts ………………………………… 20 Cool Pair Plus………………………………………………… 57 Dedicated Imaging Solutions…………………… 17 East Coast Medical Systems ……………………… 44 Ed Sloan & Associates ………………………………… 35

ENMET…………………………………………………………… 61 InterMed Group………………………………………………8 International X-ray Brokers………………………… 67 Maull Biomedical Training, LLC ………………… 51 Metropolis International …………………………… 34 Multi Diagnostic Imaging Solutions…………BC Radon Medical ……………………………………………… 67 RSTI Exchange……………………………………………… 35 Technical Prospects……………………………………… 51

DIAGNOSTIC IMAGING Eastern Diagnostic Imaging ……………………… 74 ENMET…………………………………………………………… 61 Injector Support and Service……………………… 45

72 MEDICALDEALER | NOVEMBER 2017

MONITORS/CRTS Ampronix …………………………………………………………7 Bio-Medical Equipment Service Co. ………… 61 Multi Diagnostic Imaging Solutions…………BC

RECRUITING Adel-Lawrence Associates, Inc.………………… 65 REPAIR SERVICES Master Medical Eelectroncis……………………… 57

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REPAIR/REFURBISH AIV Inc.…………………………………………………………… 44 ALCO Sales & Service Co.……………………… 36, 67 Carolina Medical Parts ………………………………… 20 Cool Pair Plus………………………………………………… 57 Dedicated Imaging Solutions…………………… 17 Eastern Diagnostic Imaging ……………………… 74 Ed Sloan & Associates ………………………………… 35 Elite Biomedical Solutions ………………………… 11 Global Medical Imaging ……………………………… 45 Injector Support and Service……………………… 45 KEI Medical Imaging Services …………………… 61 MIT/Medical Imaging Technologies ………… 44 MTC/Medical Technologies Co. ………………… 67 Pacific Medical …………………………………………………5 Radon Medical ……………………………………………… 67 Shared Imaging……………………………………………… 19 Summit Imaging ………………………………………………4 REPAIR/SERVICES Ampronix …………………………………………………………7 Bayer Healthcare Services ………………………… 25 Bio-Medical Equipment Service Co. ………… 61 Exclusive Medical Solutions……………………… 26 Multi Diagnostic Imaging Solutions…………BC RSTI Exchange……………………………………………… 35 Trisonics ………………………………………………………… 65 REPLACEMENT PARTS AIV Inc.…………………………………………………………… 44 Carolina Medical Parts ………………………………… 20 Dedicated Imaging Solutions…………………… 17 Diagnostic Solutions …………………………………… 73 Ed Sloan & Associates ………………………………… 35 Elite Biomedical Solutions ………………………… 11 Global Medical Imaging ……………………………… 45 International Medical Equipment & Service …2 KEI Medical Imaging Services …………………… 61 Master Medical Eelectroncis……………………… 57 Multi Diagnostic Imaging Solutions…………BC Ozark……………………………………………………………… 36 Radon Medical ……………………………………………… 67 RSTI Exchange……………………………………………… 35 Technical Prospects……………………………………… 51 Trisonics ………………………………………………………… 65 RESPIRATORY ENMET…………………………………………………………… 61 STERILIZERS ENMET…………………………………………………………… 61 InterMed Group………………………………………………8

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SURGICAL Ampronix …………………………………………………………7 Eastern Diagnostic Imaging ……………………… 74 TELEMETRY J2S Medical, LLC…………………………………………… 65 TRAINING Maull Biomedical Training, LLC ………………… 51 Summit Imaging ………………………………………………4 TUBES/BULBS International Medical Equipment & Service …2 Technical Prospects……………………………………… 51 Tri-Imaging Solutions………………………………………6 ULTRASOUND AIV Inc.…………………………………………………………… 44 Bayer Healthcare Services ………………………… 25 Diagnostic Solutions …………………………………… 73 Exclusive Medical Solutions……………………… 26 InterMed Group………………………………………………8 Retrieve Medical Equipment……………………… 59 Summit Imaging ………………………………………………4 Trisonics ………………………………………………………… 65

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ULTRASOUND PARTS Global Medical Imaging ……………………………… 45 ULTRASOUND SYSTEM SUPPORT J2S Medical, LLC…………………………………………… 65 WHEELCHAIR ALCO Sales & Service Co.……………………… 36, 67 X-RAY Bayer Healthcare Services ………………………… 25 Diagnostic Solutions …………………………………… 73 Eastern Diagnostic Imaging ……………………… 74 Exclusive Medical Solutions……………………… 26 International X-ray Brokers………………………… 67 MIT/Medical Imaging Technologies ………… 44 MTC/Medical Technologies Co. ………………… 67 Ray-Pac………………………………………………………… IBC Retrieve Medical Equipment……………………… 59 RSTI Exchange……………………………………………… 35 Technical Prospects……………………………………… 51 Tri-Imaging Solutions………………………………………6 X-RAY TUBES Ray-Pac………………………………………………………… IBC

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MEDICALDEALER 73

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 65

ENMET…………………………………………………………… 61

MTC/Medical Technologies Co. ………………… 67

AIV Inc.…………………………………………………………… 44

Exclusive Medical Solutions……………………… 26

Multi Diagnostic Imaging Solutions…………BC

ALCO Sales & Service Co.……………………… 36, 67

Global Medical Imaging ……………………………… 45

Ozark……………………………………………………………… 36

Ampronix …………………………………………………………7

Injector Support and Service……………………… 45

Pacific Medical …………………………………………………5

Bayer Healthcare Services ………………………… 25

InterMed Group………………………………………………8

Radon Medical ……………………………………………… 67

Bio-Medical Equipment Service Co. ………… 61

International Medical Equipment & Service …2

Ray-Pac………………………………………………………… IBC

Carolina Medical Parts ………………………………… 20

International X-ray Brokers………………………… 67

Retrieve Medical Equipment……………………… 59

Colin Construction Company………………… 52-55

Interpower…………………………………………………………3

RSTI Exchange……………………………………………… 35

Cool Pair Plus………………………………………………… 57

J2S Medical, LLC…………………………………………… 65

Shared Imaging……………………………………………… 19

Dedicated Imaging Solutions…………………… 17

KEI Medical Imaging Services …………………… 61

Summit Imaging ………………………………………………4

Diagnostic Solutions …………………………………… 73

Master Medical Eelectroncis……………………… 57

Technical Prospects……………………………………… 51

East Coast Medical Systems ……………………… 44

Maull Biomedical Training, LLC ………………… 51

Tri-Imaging Solutions………………………………………6

Eastern Diagnostic Imaging ……………………… 74

MedWrench …………………………………………………… 60

Trisonics ………………………………………………………… 65

Ed Sloan & Associates ………………………………… 35

Metropolis International …………………………… 34

Elite Biomedical Solutions ………………………… 11

MIT/Medical Imaging Technologies ………… 44

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