Medical Dealer - December 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

DECEMBER 2017 | WWW.MEDICALDEALER.COM

FIND YOUR PREFERRED VENDOR

p. 28

p. 39

CONTRAST IMAGING

ANESTHESIA

www.rellhealthcare.com

QA3â„¢ REPLACEMENT PARTS MRI COILS AND COLDHEADS HANDS-ON TRAINING CERTIFIED TUBE SOLUTIONS REFURBISHED EQUIPMENT

24/7 SUPPORT 704.739.3597x3

A Better Choice for Parts | Tubes | Training | Equipment | DR Solutions

PARTS AND TRAINING PROVIDED BY

Service + Sales ISO Certified 9001:2008

Patient Monitors • Bedside Module / MMS • Telemetry & Telemetry Stations • Fetal Transducer Systems • Infusion Pumps • AGMS / Anesthesia

20 Morgan • Irvine, CA 92618 • 949.243.9109 Toll Free: 1.855.888.8762 • USOCMEDICAL.COM

• Suction Regulators • Oxygen Blenders • CablesECG, SP02, NIBP, Pressure • Endoscopes • C02

NEED TO REPLACE A DAMAGED HAND CONTROL CABLE?

PN: 101063 Used on GE/OEC Hand Control assembly P/N 901627-02 and 5448522.

New round molded cable (USA) with OEM core connector parts. Cable extends to 20 foot.

We have dedicated 32 years to providing quality, completely repaired and/or rebuilt medical cables to our customers. Our completely repaired cable provides you a significant cost savings over a new OEM replacement assembly. Through distributors or direct. In-house cable replacement available.

hand control cables NOW AVAILABLE

Call us: 330.425.9279 X.11 | Visit us: www.eng-services.com

Real Needs.

Real Partnerships.

Real Solutions.

“Until you see what’s done in another

It is clear that the used medical

system, it’s difficult to say you’re

equipment market is thirsty for a

best-in-class.”

dynamic site that makes buying and selling used equipment simple and easy.

42

13

CONTENTS_Features 42 NO STONE UNTURNED: COSTCUTTING IN THE RADIOLOGY SUITE Radiology departments have been asked to cut costs for the better part of the last 20 years. Are there any strategies left that have yet to be tried out? Medical Dealer talks with those in the health care field to find tips and advice for cutting cost in the radiology department.

13 THE FUTURE OF MEDICAL DEALER

After 21 years, we have made the decision to transition Medical Dealer to all an all-digital product. The loyal and dedicated readership has requested a more user-friendly online marketplace that showcases refurbished medical equipment with daily updates and we plan to deliver.

Medical Dealer (Vol. 20, Issue #12) December 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

WWW.MEDICALDEALER.COM

MEDICALDEALER 9

INDUSTRY UPDATE 14 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

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Sarah Sutherland Karlee Gower

18 People on the Move 20 OEM Update

MARKET ANALYSIS Imaging: Contrast Imaging 25 Market Analysis 26 Product Showroom 28 Preferred Vendors 29 Vendor Q&A Med/Surg: Anesthesia 33 Market Analysis 34 Product Showroom 39 Preferred Vendors

Account Executives Jayme McKelvey Lisa Gosser

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 48 Jim Fedele 50 Daniel Bobinski 52 Pay It Forward

Accounting

Kim Callahan

Circulation

Lisa Cover Melissa Brand

Digital Services

55 Marketplace 56 Categorical Index 58 Alphabetical Index

Cindy Galindo Jena Mattison Travis Saylor Kathryn Keur

Proud supporters of

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

10 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

We always bring the best

Asset Management

Clinical Engineering

Diagnostic Imaging

We wrap all of your biomedical and imaging needs into a proven unique, comprehensive program.

Our program includes regulatory compliance, complete equipment life cycle administration and creative solutions through tailored plans at competitive rates.

We provide full service maintenance, budget friendly preventive maintenance plans, time and material services and tailored cooperative plans for all of your biomedical equipment needs.

We provide comprehensive imaging services, unbiased vendor advice, and creative approaches to providing the best and most cost effective imaging services you may need. InterMed has highly trained engineers in all of the imaging modalities.

Jump Teams

TM

InterMed’s unique rapid deployment teams provide skilled engineers for all of your temporary needs. Whether it is filling in for engineers, special projects, or compliance preparation we have proven experience and we always bring the best.

CONTACT US TODAY 800-768-8622 • Info@intermed1.com

www.tylershope.org

The InterMed Group | 800-768-8622 | www.intermed1.com | 13351 Progress Blvd., Alachua, FL 32615

REPAIRED ON TIME EVERY TIME

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

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

FOR GE, PHILIPS, AND SIEMENS SYSTEMS

We invite you to see for yourself why doing business with Carolina Medical Parts will save you time and money.

As the largest independent depot level MRI coil and component repair company in the industry, we have the experience to handle your entire MRI coil and component repair needs. We offer competitive pricing on every repair, the shortest possible repair times, replacement coil cables, industry leading 6 month warranty, and a knowledgeable staff that’s ready to help you.

985 Pinebrook Knolls Dr.,Winston Salem, NC 27105 EMAIL: sales@cmparts.com PHONE: 1.877.267.2784 WEB: www.carolinamedicalparts.com

2018 _News and Notes

THE FUTURE OF

MEDICAL DEALER

M

D Publishing, Medical Dealer magazine’s parent company, recently announced a decision to transition Medical Dealer to an exclusively online venture. We sat down with MD Publishing Founder and President John Krieg to find out more about the future of Medical Dealer.

Q: What is the big news with Medical Dealer?

Krieg: After 21 years, we have made the decision to transition Medical Dealer to all an all-digital product.

The current issue you are reading (December 2017) will be the last print edition.

Q: Why the transition to an all-digital platform?

Krieg: The loyal and dedicated Medical Dealer audience has requested a more user-friendly online marketplace that showcases refurbished medical equipment with daily updates. We will also have news concerning the secondary market.

We started this process a year ago, when we built and launched the new medicaldealer.com. We have over 7,000 products and more than 15,000 monthly visitors. Since then, our analytics have shown a steady increase in new users and traffic is way up overall. It is clear that the used medical equipment market is thirsty for a dynamic site that makes buying and selling used equipment simple and easy.

Q: What were the primary factors

WWW.MEDICALDEALER.COM

that lead to the decision to go all digital?

Krieg: Since the inception of Medical Dealer, all the way back in 1997, our readers started out as the leading dealers in the industry and over the years, evolved into more of a biomedical and imaging readership. These departments are looking for alternative resources for cost savings in regards to medical equipment, parts and service.

These influential decision makers were using the advertisements to fulfill their needs, and that has been awesome.

However, biomeds, imaging directors and service engineers were also looking for news and information about their careers. That is how TechNation was born and now it’s the number one news source for the HTM Community. The same is true for our new ICE brand.

That has been our big focus this year, to create four distinct brands for each market. Each with a print, digital and show component.

Q: Can you tell us more about each brand?

Krieg: TechNation is for Biomeds/ HTM with a print magazine, biannu-

al MD Expos, Webinar Wednesday and a website; 1TechNation.com.

ICE is for Imaging Directors and Service Engineers with a print magazine, the ICE conference, webinars and a community-building website; ImagingIgloo.com.

OR Today is for OR Supervisors and Managers with a print magazine, the OR Today Live! Conference, webinars and a website; ORToday.com.

MedicalDealer.com is for dealers and the used equipment market.

All of our brands are also supported on social media, including Facebook, LinkedIn and Twitter.

Q: What should Medical Dealer readers do if they still want to receive a print magazine from MD Publishing?

Krieg: Simply go online at www. mdpublishing.com and click on the respective magazine site (TechNation, ICE or OR Today) and renew/ subscribe online. As always, it’s a free subscription.

Q: What else would you like to share with readers?

Krieg: We would like to thank the entire industry for a dream come true and a historical 20-year run. Medical Dealer isn’t going anywhere, we are excited for the future and look forward to the next 20 years!

MEDICALDEALER 13

INDUSTRY UPDATE_News and Notes

ENSOETM CLEARED FOR EXTENDED DURATION OF USE Attune Medical has received notification from the U.S. Food and Drug Administration (FDA) that it has cleared the EnsoETM esophageal temperature management device for an extended duration of use for up to 72 hours. The EnsoETM is the only patient temperature management system cleared for use in the esophageal environment for whole-body temperature modulation, including both warming and cooling.

“As awareness of the importance of effective targeted temperature management increases, the EnsoETM delivers a simple and innovative solution for a complex therapy.

Recent studies have shown the EnsoETM to have substantial benefits, including temperature maintenance capabilities that exceed those of competitors, and significant cost savings; this extended dwell time is a strong step forward in patient care that will help clinicians in the U.S. in a multitude of clinical settings,” said Attune Vice President of Clinical Services Maria Gray.

Formerly known as Advanced

Cooling Therapy, Attune Medical has developed proprietary medical device technology that simplifies access to the patient’s core to efficiently control core temperature. Whether warming or cooling, the company’s technology platform optimizes, or “tunes,” patient temperature safely and effectively. Attune’s initial product, the EnsoETM (formerly Esophageal Cooling Device or ECD), is designed to modulate and control patient temperature through a single-use, fully-enclosed system that is inserted into the esophagus.

AEROFLOW PURCHASES NEW BUILDING Aeroflow Healthcare, a provider of company to continue expanding to durable medical equipment, has anbetter serve its customers around the nounced the purchase of a new build- country while remaining committed ing and fulfillment facility in Asheto its hometown and the residents of ville, North Carolina. The expansion Asheville. This growth is evident by reinforces Aeroflow’s commitment to the company’s inclusion on the Inc. the Asheville community and is also a 5000 list for the third consecutive reflection of their continued growth year with an annual sales growth rate and increased productivity. of 146 percent.

As Aeroflow experienced growth The new 35,000 square foot facilthrough sales of durable medical ity will consolidate product inventoequipment on its online platform, ries currently housed in two separate a new fulfillment center allows the locations to a single, centralized

14 MEDICALDEALER | DECEMBER 2017

Staff Reports

Two lumens attach to an external heat exchange unit while a third, independent, lumen simultaneously allows gastric decompression and drainage. The EnsoETM can be rapidly placed by most trained health care professionals, in similar fashion to a standard gastric tube, and can be used to control patient temperature in the operating room, recovery room, emergency room and/or intensive care unit. No other products on the market are cleared for use in the esophageal environment for wholebody temperature modulation. •

distribution center, allowing for increased efficiency and improved rates of delivery to Aeroflow customers. Aeroflow will employ about 30 procurement, distribution and clinical services employees within the fulfillment facility when it opens, with plans to add about 50 employees by the end of 2018. Aeroflow will also expand its corporate, call center and administration teams. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

PHILIPS AND STRYKER TEAM UP TO LOWER DEVICE COSTS, ENVIRONMENTAL FOOTPRINT Royal Philips has announced an agreement with Stryker’s mentally sustainable without sacrificing quality care,” Sustainability Solutions division to allow health systems said Stryker’s Brian White. “The program concept was engaged in single-use device (SUD) reprocessing with born out of our unrelenting focus on growing the savings Stryker to purchase new and reprocessed Philips ECG and total value delivered by our reprocessing programs. leads for one low price. The Save Simply program is a We’re thrilled to have Philips as the program’s inaugural unique way to simplify the supply chain, help drive down partner. The company’s agreement to have its new ECG device costs, and lower the environmental footprint of leads supplement available supply of Stryker reprocessed care, expanding on the nearly $300 million supply savleads is unprecedented and underscores health systems’ ings Stryker delivers to U.S. health systems annually. The interest in device programs that deliver value.” program furthers Philips’ ongoing commitment to susThe supply chain is simplified because health systems tainability as an integral part of the company’s business can purchase new and reprocessed devices through one practices and its vision of improving the lives of 3 billion vendor (Stryker), utilizing one PO, for one low price. people each year by 2025.

Additionally, they don’t have to worry about fluctuat“At Philips, we fully embrace sustainability, because ing reprocessed device inventory. All orders are filled we believe that using less is no longer enough and there’s with reprocessed SUDs first and supplemented by new always a way to make life better,” said Felix Baader, busidevices, as necessary. The 100 percent fill rate guaranness leader patient monitoring, Philips. “To truly realize tees predictable and sustainable savings while helping to the benefits for society, we understand that we can do divert waste from landfills. more by working together, and we strongly believe that The Save Simply program is available to hospitals that through the use of technology and responsible leadercurrently purchase Philips lead sets, IntelliVue trunk ship, we can help increase access to quality health care cables, adapters and MX40 adapters. • and improve health outcomes for all.”

“Save Simply is a major win for health systems in For information, visit sustainability.stryker/com/save-simply. their battle to become more financially and environ-

DIVERSEY LOCATING CORPORATE HEADQUARTERS IN SOUTH CAROLINA Diversey, a provider of cleaning and of technology-based, value-added that will accommodate the new posihygiene solutions, is locating its corservices. Employing approximately tions. To serve the company’s global porate headquarters in York County, 8,600 people globally, the company customers, 18,500 square feet of lab South Carolina. The development is a provider of smart, sustainable space will also be created to develop is projected to bring $6.1 million in solutions designed to drive increased technology for cleaning and hyinvestment and create approximately productivity, food safety and infecgiene operations. Hiring for the new 400 jobs. tion prevention to customers in more positions should begin in the fourth Diversey is a cleaning and hygiene than 165 countries. quarter of 2017. • solutions company that integrates Located at the Lakemont Busichemicals, floor care machines, tools ness Park, Diversey is establishing a Interested applicants should visit www. and equipment with a wide range 100,000-square-foot headquarters diversey.com for more information.

KUBTEC ADDS 3D TOMOSYNTHESIS TO XPERT 80 Kubtec announced at the annual conThis technology has now been ference of the American Association of scaled up to enable health care proPathology Assistants (AAPA) that they fessionals to visualize larger speciare expanding their proprietary use of mens such as full mastectomies and 3-D tomosynthesis by bringing it to the even the longest of bone specimens XPERT 80 Specimen X-ray System.

– all in 3-D. Kubtec pioneered the use of 3-D imag“The enthusiastic response to the ing for clinical specimens with the Mo- Mozart System from surgeons, razart System, the first specimen X-ray diologists and pathologists prompted system to use 3-D tomosynthesis. us to re-examine the technology and WWW.MEDICALDEALER.COM

ask ‘Why not make it bigger?’ We know there is a huge demand for more accurate specimen visualization for these health care professionals,” Kubtec CEO Vikram Butani said.

The digital X-ray company plans to have this technology incorporated into the XPERT 80 System by the end of 2017. •

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

MERRY X-RAY EXPANDS CT, MRI BUSINESS Merry X-Ray Corp. has announced the imaging centers, veterinary clinics, purchase of Consensys Imaging Service OEMs and imaging service providers Inc. and has acquired Universal Mednationwide providing comprehensive ical Systems (UMS). The acquisition service across multiple vendor platof these two businesses significantly forms and modalities. Consensys holds expands Merry X-Ray presence in the both ISO9001:2008 and ISO13485:2003 CT, MRI and veterinary markets. quality certificates.

Consensys Imaging Service Inc. Universal Medical Systems has over leverages its proprietary tools, tech30 years of experience in developing nologies and experience to provide new and unique imaging technologies, high-quality, cost-efficient service specializing in computed tomography solutions for MRI, CT, mammography and MRI products. UMS is a leader in and ultrasound equipment. Consenveterinary CT and MRI imaging. UMS sys has partnerships with hospitals, has also expanded its areas of expertise

Staff Reports

from standard CT and dedicated MRI to robotic CT systems and high field MRI further strengthening its position and preparing for the future.

Ted Sloan, president of Merry X-Ray said that bringing UMS and Consensys together for CT and MRI sales and service strengthens Merry X-Ray in the CT and MRI markets and furthers the company’s mission of being the largest medical imaging sales and service network in the United States. •

STERIGENICS INTERNATIONAL, NOXILIZER ANNOUNCE PARTNERSHIP Noxilizer Inc. and Sterigenics Intersterilization opens new avenues for national LLC have announced a global medical device innovation and has been agreement that will make Sterigenics shown to be particularly effective in the exclusive worldwide provider of ni- the sterilization of prefilled syringes, trogen dioxide (NO2) contract steriliza- drug-device combination products, and tion services, as well as feasibility and custom implants. research studies, to the pharmaceutical, “We are very excited about our partbiotech and medical device manufacnership with Sterigenics, as together we turing industries. can rapidly expand NO2 sterilization NO2-based sterilization was first capability for our customers,” states commercialized by Noxilizer in 2012.

Lawrence Bruder, president and CEO Customers prefer nitrogen dioxide of Noxilizer. “Noxilizer’s customers will sterilization for its key advantages: now have large-scale facilities to meet ultra-low temperature (10°-30°C), their needs for contract services, redunminimal pressure requirements, no dancy and increasing volumes.” cytotoxic residuals, and fast cycle times “Sterigenics is committed to pro(2-4 hours, including aeration). NO2 viding our customers with efficient,

state-of-the-art sterilization services using the processes best suited to their specific products,” says Philip Macnabb, president of Sterigenics. “We regularly monitor new technologies and are excited to be able to add NO2 processing to our suite of offerings.”

Noxilizer expects to have the first NO2 sterilization systems in place and operational in select Sterigenics’ facilities in the United States and Europe by the end of the year with additional installations to follow. As part of the agreement, Sterigenics will also offer nitrogen dioxide sterilization consulting services to its customers. •

CONQUEST IMAGING CHALLENGES COST FOR HIGH-QUALITY PARTS Conquest Imaging has announced its challenge also provides the buyer with transparent pricing challenge, dropping a six-month warranty, free technical several top-selling ultrasound part support, part number matching, sameprices as much as 40 percent and chalday shipping for orders received before lenging health care delivery systems 4 p.m. PT and pre-paid FedEx return to compare prices and quality against label for the exchange core. other ultrasound providers.

Conquest Imaging introduced The transparent pricing challenge transparent pricing earlier this year invites any member of a health care with pricelists of top-selling parts and facility to survey ultrasound parts pricprobes on their website and applied ing. If another ultrasound vendor has the same model in Simplify, Conquest’s the same part with the same warranty, Probe Repair program. Having pricing Conquest Imaging will match the price available at a glance, allows ultrasound of that part. Purchasing a part under the part and probe buyers to order neces-

sary parts immediately to repair a down system and eliminate the quote step.

“Many of our customers re regulated by hospital policy to get quotes from three vendors before they can purchase a part for their down system,” explains Conquest Imaging President Mark Conrad. “With our transparent pricing, we eliminate one of those quotes for our customers.

Our parts warranty is best-in-class at six-months – I challenge you to find a better part at a better price.” •

16 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Looking to Buy or Sell?

HTM Professionals choose Tenacore due to their competitive advantage.

Call your local Tenacore sales expert for all your equipment needs.

Visit tenacore.com or call 800.297.2241

ISO 13485 certified, FDA registered and insured.

INDUSTRY UPDATE_People on the Move

Staff Reports

PEOPLE ON THE MOVE

The Latest Personnel Moves in the Medical Equipment Field Bayer of Whippany, New Jersey has named Brenda L. Raphael senior vice president and general manager of therapeutics of its North American consumer health commercial operations, and Jennifer Brendel vice president of communications for its U.S. consumer health division.

Washington-based Seattle Children’s has named Suzanne Beitel its senior vice president and CFO. Beitel spent 20 years with JP Morgan, where she is executive director of its public finance group.

She is also a board member and chair of the finance committee for Stamford Health, and has an MBA from Northwestern University.

Virtua Health System of Marlton, New Jersey has named Dennis Pullin its president-CEO. Pullin was most recently president of MedStar Harbor Hospital and senior vice president of MedStar Health; he has also held leadership positions with St. Luke’s Episcopal Health System, Symbion Healthcare Inc., the Baylor Sports Medicine Institute, and Hopestar Medical Management Group. He is a member of the American Hospital Association Governance Council for Metropolitan Hospitals, the board of the College of Health Professions, the Towson University Board, and is a Regent to the American College of Healthcare Executives.

The Association for the Advancement of Wound Care (AWC) has named Victoria Elliott its new CEO. Elliott joins the association from the University of the Sciences, where she was director of development. She is a Certified Association Executive, and has been executive director for the American Neurological Association, Dermatology Nurses’ Association, Attention Deficit Disorder Asso18 MEDICALDEALER | DECEMBER 2017

ciation, Society For Biomaterials, and the Pennsylvania Society of Health System Pharmacists. Elliott is a former hospital pharmacist with a specialty in pediatrics and hospital pharmacy administration, and is a past president of the Mid-Atlantic Society of Association Executives, of which she is an active member.

R. Bruce Williams has been inaugurated as the 35th president of the College of American Pathologists (CAP) of Northfield, Illinois. Williams is a 40-year CAP member who has served on its board of governors since 2009 and, has been president-elect since 2015.

He has been either chair or vice-chair of its Councils on Accreditation, Membership and Professional Development, and Scientific Affairs. A founding member and laboratory director of The Delta Pathology Group, he is in full-time anatomic and clinical pathology practice. Williams is an associate clinical professor of pathology at LSUMC-Shreveport, has been president of the Shreveport Medical Society, of the Louisiana State Medical Society, and is in the Louisiana delegation to the American Medical Association.

STAAR Surgical Company of Monrovia, California has added Scott D. Barnes as its chief medical officer. Barnes joins the company from Womack Army Medical Center, where he was chief of ophthalmology services at Fort Bragg, North Carolina. Barnes began his medical career in 1986 as a research assistant in the Department of Genetics at Harvard Medical School/ Children’s Hospital in Boston. His other military appointments included at Madigan Army Medical Center, Wilford Hall Medical Center/Brooke Army Medical Center, and Martin Army Community Hospital.

Vizient has announced that president and chief administrative-and-financial-officer Byron Jobe will succeed retiring president-CEO Curt Nonomaque in April 2018. Jobe started with the company in 1994, left in 1999 to work in health care technology, and returned in 2007. His career has included positions with PwC, Baylor Scott & White Health, and Healthvision.

MEDICAL EQUIPMENT, PARTS & SERVICE

WIDTH 3.25”

_People On The Move

ENMET Sales Manager Ray Kelley has retired from the Ann Arbor, Michigan-based company after 20 years. Kelley was “a well-loved and appreciated member of our sales team, and his achievements will not be forgotten,” the company said in a statement. He was praised for training those staffers whom he leaves behind and for establishing longstanding customer relationships.

We Obsess Over Diagnostic Imaging.

Every.

Quality Tiny. replacem ent parts and Detail. on-d emand service

—

Getinge of Rochester, New York has appointed Niclas Sjöswärd its interim CFO until Lars Sandström assumes the role in January 2018. Sandström replaces Reinhard Mayer. Sjöswärd has been with the company since 2014, and currently is chief group operations officer responsible for indirect purchasing, shared services, real estates and program management. He has previously held senior management positions at Volvo, and has extensive experience from working at PwC, Accenture, and SAS. HEIGHT 9.75”

As it completes its acquisition of C.R. Bard Inc., BD will add two Bard directors to its own board: Bard Chairman and CEO Timothy Ring and David Melcher, president and CEO of the Aerospace Industries Association (AIA). Ring has held his dual roles since 2003; he joined Bard in June 1992 and previously worked at Abbott Laboratories and The General Motors Corporation. Ring is also a director of Quest Diagnostics Incorporated, a trustee for the New Jersey Health Foundation (NJHF), a board member for the Advanced Medical Technology Association (AdvaMed), the National Association of Manufacturers (NAM), and the Healthcare Leadership Council, and serves on the Cornell University Council.

Melcher has been president and CEO of AIA since 2015, and was previously the CEO and president of ITT spinoff Exelis Inc.; he spent 32 years in the U.S. Army, retiring as a Lieutenant General. Melcher serves on the Federal Aviation Administration’s NextGen Advisory Committee, and is a recipient of the Army’s Distinguished Service Medal and the Association of the U.S. Army John W. Dixon award for contributions to the defense industry.

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

WWW.MEDICALDEALER.COM

224-244-3726

partssales@sharedimaging.com www.sharedimaging.com

MEDICALDEALER 19

INDUSTRY UPDATE_OEM News

GE HEALTHCARE RECEIVES CAREQUALITY CERTIFICATION GE Healthcare has received tory practice with 150 providers in Carequality certification to en30 specialties, and GE Healthcare able seamless data sharing by its have piloted this workflow-enabled ambulatory EHR customers with model to enable the clinic’s physithousands of hospitals, physician cians to rapidly access critical data practices, payer networks, vendors from multiple external sources. With and consumer services nationally. this solution, the group expects to Already a KLAS top performer for save individual clinicians at least interoperability impact on patient one hour per day on chart reviews care, GE Healthcare built upon its and information searches, reduce existing expertise in providing digthe number of duplicative tests and ital tools to improve care coordina- unnecessary services, and deliver tion with its certification. higher quality, more personalized Beyond meeting the criteria care to patients. to participate in the Carequality “Seamless integration of cliniInteroperability Framework, which cal data across care settings helps include legal, policy and technical increase provider efficiency and qualifications for interoperability, enhance care quality,” said Tim the company has achieved effecFitzgerald, director of IT at the tive integration of connected data Oregon Clinic. and data exchange processes into By deploying this Carequalclinician workflows. It has done so ity-enabled, workflow-focused by introducing Centricity Healthinformation exchange solution in care Connections Hospital Connect the cloud, GE Healthcare customers for Centricity Practice Solution and can expect a simple and scalable Centricity EMR customers, with a solution that supports clinical decistrong emphasis on usability. sion support and population health The Oregon Clinic, an ambulamanagement, as well as better data

SUNTECH MEDICAL RECEIVES VALIDATION OF CT40 BP SPOT-CHECK The CT40 spot-check device from The study, conducted indeBP monitoring specialist SunTech pendently by Dr. Hernan Polo Fritz Medical has received third-party and the staff at Vimercate Hospital validation for blood pressure per(Vimercate, Italy) deformance as specified by the British termined that the CT40 Hypertension Society and the Assoachieved an A/A grade ciation for the Advancement of Med- according to the 1993 BHS ical Instrumentation/International protocol, and fulfilled Organization for Standardization. requirements set by the The SunTech CT40 provides AAMI/ISO standard 81060clinical-grade, automated spot2:2013. The study confirmed check measurements of blood the accuracy of oscillomepressure and other vital signs for tric BP measurements taken patients in hospitals, clinics, amby the CT40, and recombulatory care, long-term care and mend it for BP measurelow-acuity hospital departments. A ment in adults. modular design allows clinicians to “This study validates the easily customize the device in the accuracy and reliability of field; adding thermometry, Sp02 and our BP technology,” said Wi-Fi based on the unique needs of SunTech Medical presithe patient and facility. dent Rob Sweitzer. “We are 20 MEDICALDEALER | DECEMBER 2017

Staff Reports

sharing with patients, their caregivers and other providers.

“As clinicians seek not just simplified data exchange but also real-time data integration, analytics and insights, this solution is a model for more effective care coordination and a critical factor in the achievement of patient-centric value-based care,” said Mark Segal, vice president of government and industry affairs at GE Healthcare Digital.

For ambulatory practices, current referral and information flow processes can waste provider and staff time and lack flexibility. Hospitals face the same challenges and also suffer from limited or no access to ambulatory records or detailed care plans, especially after-hours.

By providing real-time access to clinical data, the GE Healthcare data exchange solution can help providers accomplish the shared goals of reducing costs while ensuring patients receive more comprehensive, personalized and efficient care. •

proud that our CT40 has received a third-party validation for both BHS and AAMI/ISO standards.” •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

ANGIOGRAPHY SYSTEMS HELP ENHANCE INTERVENTIONAL PROCEDURES Enabling clinicians to prioritize comfort, safety and efficiency for optimal interventional radiology procedures, Toshiba Medical, a Canon Group company, showcased its Infinix-i Sky + and Infinix-i Sky angiography systems at this year’s OR Manager Conference. The unique C-arm design on both systems delivers numerous clinical benefits to interventional radiologists and vascular surgeons so they can perform a wide array of procedures and provide outstanding care to more patients.

The Infinix-i Sky features a ceiling-mounted, single-plane C-arm designed to move around the clinician and the patient, while the Infinix-i Sky + combines 3D imaging with Toshiba Medical’s unique sliding double C-arm, offering unprecedented flexibility that enables users to perform radial access procedures with greater ease. With an innovative C-arm flip and 3D imaging from anywhere, head end, left side or right side, the Infinix-i Sky + is ideal for advanced interventional radiology and oncology procedures. Both

systems incorporate industry-leading automated and user-selectable dose management tools, including Toshiba Medical’s Dose Tracking System (DTS), which are designed to help clinicians minimize X-ray exposure in real time.

“We don’t believe in a one-sizefits-all approach when it comes to health care, and that’s why Toshiba

Medical is known for putting customers first,” said Satrajit Misra, vice president, marketing and strategic development, Toshiba America Medical Systems Inc. “The Infinix-i Sky and Sky + systems build on this sentiment by delivering versatile, flexible imaging technology to meet providers’ specific clinical and patient situations.” •

DIVERSEY LAUNCHES NO MAINTENANCE FLOOR SYSTEM FOR HEALTH CARE FACILITIES Diversey has launched its No Main- maintenance floors, simplify typicalbest of spray buffing and burnishtenance Floor System to restore ly difficult and costly restoration and ing for instantaneous and satisfying and rejuvenate flooring surfaces in help create safer and more satisfying results. The technology behind minutes. Designed to help health environments of care.” this cleaning method enables floor care facilities turn over rooms To clean, repair and restore floors restoration with no dust, thereby faster and extend the life of floors, in minutes, Diversey’s integrated having minimal impact on air quality. the system combines the TASKI Er- system combines: Meanwhile, the quiet AC motor of godisc 1200 with No Maintenance • TASKI Ergodisc 1200, a highthe TASKI Ergodisc 1200 makes Flooring Emulsion. speed 20-inch disc machine with daytime use more pleasant for staff “First impressions are lasting center feed for burnishing hard and patients. impressions, and in health care, a floors efficiently, resulting in a con“This system combines Diversey facility’s cleaning procedures can sistent, high-gloss finish machines, chemicals and expertise negatively impact patient satisfac• No Maintenance Flooring Emul- to extend the floor care life cycle tion scores around cleanliness and sion, a unique blend of detergents and save labor by repairing damage noise,” Diversey’s Carolyn Cooke and polymer that emulsifies dirt, and reducing stripping frequency,” said. “We’ve built this fast and effeccleans and protects when used on a added Cooke. • tive floor care system to address the regular basis unique requirements of low and no • Wet Burnishing combines the WWW.MEDICALDEALER.COM

MEDICALDEALER 21

INDUSTRY UPDATE_OEM Update

MAYO CLINIC HOME TO 7-TESLA MRI SCANNER Mayo Clinic will have the first clinical 7-Tesla MRI scanner in North America that has been cleared by the U.S. Food and Drug Administration (FDA). This MRI scanner, the MAGNETOM Terra, will be operational at Mayo Clinic in 2017.

The manufacturer, Siemens Healthineers, received FDA clearance on October 12 for clinical use of the scanner to image the head and knee. Mayo Clinic will be the first medical center in North America to offer patients advanced diagnostic imaging using an MRI scanner with the strongest magnetic field available for clinical use.

This 7-Tesla MRI scanner provides more than twice the magnetic field strength of a conventional 3-Tesla scanner to deliver ultrafine image resolution of the head and extremities. It is intended for patients weighing more than 66 pounds. MRI scanners such as the MAGNETOM Terra use magnetic fields, measured in Teslas, and radio waves to create detailed images of organs and tissues in the body. Tesla strength, in part, determines the amount of anatomical detail that can be obtained in the images.

Mayo radiologists anticipate that they will use this MRI scanner for neurological and musculoskeletal imaging among other applications.

“This is an incredibly exciting addition to our fleet of MRI scanners and provides our physicians an additional transformational resource to help ensure that our patients receive

Staff Reports

the correct diagnosis and treatment,” says Kent Thielen, M.D., chair, department of radiology. “The 7-Tesla MRI scanner also provides our institution access to a tremendous tool that will propel our innovations in medical imaging.”

The 7-Tesla MRI scanner is another in a long line of imaging and image-guided therapeutic innovations. For example, Mayo Clinic had the first clinical X-ray CT scanner in North America in 1973 and, more recently, the first FDA and Centers for Medicare & Medicaid Services approval for a positron emission tomography imaging agent to identify recurrent prostate cancer.

“With MAGNETOM Terra, we

make 7-Tesla MRI available for clinical use for the first time, which is an exciting milestone for health care,” says Christoph Zindel, M.D., senior vice president and general manager of magnetic resonance, Siemens Healthineers. “Mayo Clinic is a long-valued collaborator of Siemens Healthineers, being at the cutting-edge of research and clinical care. We are very proud to deliver the first clinical 7-Tesla scanner in North America to an institution as high caliber as Mayo, who sees the value of 7-Tesla to support clinical diagnosis on the way toward precision medicine.” •

U.S. PATIENTS TREATED WITH VARIAN HYPERARC HIGH DEFINITION RADIOTHERAPY Varian has announced that five patients with brain tic radiosurgery (SRS) and make them available to more cancer became the first patients in the U.S. to be treated cancer patients around the world. using the company’s HyperArc High Definition Radio“We have been doing preclinical and clinical development therapy (HDRT), a new type of radiosurgery treatment, of single isocenter radiosurgery for a decade,” said John at the University of Alabama at Birmingham Comprehen- Fiveash, M.D., professor and vice chair for academic prosive Cancer Center. HyperArc is designed to automate grams in the UAB Department of Radiation Oncology. “Over and simplify sophisticated treatments such as stereotacthe last five years, our radiosurgery plan quality has improved 22 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Update

to equal or exceed our Gamma Knife.

Physicians and patients preferred the frameless and highly efficient delivery on our TrueBeam and Edge systems and our Gamma Knife was decommissioned June 2017. HyperArc planning automates much of the radiosurgery treatment planning strategies that we have implemented at UAB and could enable more clinics to perform higher quality radiosurgery for more patients.”

“Working closely with leading institutions like UAB played an important role in the development of HyperArc,” said Kolleen Kennedy, president of Varian’s Oncology Systems business. “We value their continued contributions to the advancement of cancer care and we are excited that HyperArc treatments have now begun in the U.S.” HyperArc capitalizes on the unique capabilities of Varian’s TrueBeam and EDGE treatment systems. HyperArc treatments allow clinicians the ability to deliver more compact radiation doses that closely conform to the size, shape and location of tumors while sparing more surrounding healthy tissue. These advanced treatments can be delivered in a conventional treatment time slot.

The treatment planning for HyperArc is supported by Varian’s Eclipse treatment planning software. • For information, visit www.varian.com/ hyperarc.

WWW.MEDICALDEALER.COM

MEDICALDEALER 23

INJECTOR SUPPORT & SERVICE

• Loaner injectors • Depot service • Parts identification and sales • Preventative maintenance tools • On-site service • Injector sales

To learn more visit www.injectorsupport.com or call 888.667.1062

PRODUCT FOCUS_Imaging_Market Analysis

Staff Reports

CONTRAST INJECTOR MARKET TO HIT $636.1 MILLION T

he contrast injector market is expected to be worth $636.1 million by 2021, according to a market research report published by MarketsandMarkets.

The report studies the global market for the forecast period of 2016 to 2021. The report analyzes and studies the major market drivers, restraints/challenges, and opportunities.

The market is expected to grow at a compound annual growth rate of 7.4 percent from 2016 to 2021, according to MarketsandMarkets.

On the basis of product, the contrast injector market is categorized into injector systems, consumables and accessories.

In 2016, the consumables segment was estimated to account for the largest share of the contrast injector market.

“This growth is mainly attributed to the recurring use of consumables in diagnostic procedures to maintain hygienic conditions. The injector systems segment is further divided into CT injector systems, MRI injector systems, and angiography injector systems,” according to MarketsandMarkets.

In 2016, the CT injector systems segment was expected to command the largest share of the market. The MRI injector systems segment is expected to grow at the highest CAGR during the forecast period.

The consumables segment is WWW.MEDICALDEALER.COM

further divided into injector heads, syringes, tubing and other consumables (scan bags, valves, vials, and spikes). In 2016, the injector heads segment was estimated to account for the largest share of the consumables market.

The injector heads segment is further categorized into single head injectors, dual head injectors, and syringeless injectors. The single head injectors segment was expected to command the largest share of the market in 2016.

“The syringeless injectors segment is projected to grow at the highest CAGR during the forecast period,” according to MarketsandMarkets.

On the basis of application, the contrast media injector market is segmented into radiology, interventional cardiology and interventional radiology.

In 2016, the radiology segment was estimated to command the largest share of the contrast injector market. The interventional cardiology segment is expected to grow at the highest CAGR during

“ The syringeless injectors segment is projected to grow at the highest CAGR during the forecast period.” the forecast period.

In another report, Research and Markets forecasts that the global contrast injector market is poised to grow at a CAGR of around 6.1 percent over the next several years to reach approximately $6.82 billion by 2025.

“Some of the prominent trends that the market is witnessing are IT-enabled solutions for contrast media injectors, development of gamma and neutron imaging solutions, high prevalence of cardiovascular and neurological disorders and growth opportunities/investment opportunities,” according to the Research and Markets report.

Some of the key players in the global contrast injector market include Bracco Imaging S.p.A., Bayer HealthCare, Guerbet Group, Medtron AG and GE Healthcare.

MEDICALDEALER 25

PRODUCT FOCUS_Imaging_Product Showroom

Staff Reports

IMAGING PRODUCTS: This month, Medical Dealer explores Contrast Imaging

CARESTREAM

DRX-Excel Plus R/F System

C

arestream’s DRX-Excel Plus system for radiography/fluoroscopy imaging performs contrast exams using fluoroscopy that can be associated with a radiography image, in addition to specialized contrast procedures that record both fluoroscopy and radiography sequences and interventional procedures. The DRX-Excel Plus System is configured with a table and a tube in one system. An optional integrated flat panel detector produces high-resolution images for general radiography as well as fluoroscopic sequences. • 26 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging_Product Showroom

BRACCO

EmpowerCTA+ Injector System

T

he EmpowerCTA+ Injector System is indicated for the vascular administration of contrast and flushing media in conjunction with computed tomography (CT) scanning of the body with an optional interface to a CT scanner and an optional calculator for glomerular filtration rate (GFR). The Extravasation Detection Accessory (EDA) is an optional accessory and is indicated for the detection of extravasations of ionic and nonionic contrast during CT procedures using a power injector. Protocols have been independently developed and are not intended as medical advice. Bracco and Bracco Injeneering S.A. shall not be responsible for any physicians’ reliance on these or any other products. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 27

PRODUCT FOCUS_Imaging_Preferred Vendors

Staff Reports

PREFERRED VENDORS

CONTRAST IMAGING Maull Biomedical 860 East Homestead Drive SEE OUR AD ON Aurora, OH 44202 PAGE Phone: 440-724-7511 28 Fax: 888-634-9492 Email: steve@maullbiomedical.com Website: www.maullbiomedical.com

PROOF APPROVED

CHANGES NEEDED

Injector Support and Service 322 E. Central Blvd., Unit 1911 Orlando, FL 32801 Phone: 888-667-1062 Fax: 888-667-1062 Email: ryan@injectorsupport.com Website: www.injectorsupport.com

SEE OUR AD ON PAGE 24

PROOF SHEET

Maull Biomedical provides training on contrast injectors manufactured

by Bayer/Medrad and Liebel-Flarsheim/Covidien.

CLIENT SIGN–OFF: ISS serves the biomed community by proving professional, With over 25 years biomedical service and training experience timely and superior support and service for medical contrast in the military and civilian sector, we can provide high quality PLEASE CONFIRM THAT THE FOLLOWING AREinjectors.

CORRECT We offer telephone technical support, parts ideninjector training that will allow you to perform your own tification and sales, loaner systems, and bothGRAMMAR depot and field LOGO WEBSITE ADDRESS SPELLING operational inspections,PHONE preventiveNUMBER maintenance, calibrations/ service programs. ISS is dedicated to providing the very best in calibration verifications and repairs. contrast injector support and service.

WIDTH 7”

ON-SITE AVAILABLE

CONTRAST INJECTOR TRAINING OPERATION AND SERVICE

“

HEIGHT 4.5”

Mark 7 Training Now Available!

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

28 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

VENDOR Q & A_Injector_Support_&_Service_LLC

Staff Reports

VENDOR Q&A

INJECTOR SUPPORT & SERVICE LLC

M

edical Dealer interviewed Ryan Clarke from Injector Support & Service LLC to find out more about contrast injector service.

Q: How can ISS help with contrast injector parts and PM tasks?

A: Through our no-cost technical support assistance, we provide PM and service support via telephone or email. We carry a myriad of new and used parts across all major manufacturers. Additionally, we stock select parts that the various OEMs will not sell. ISS also carries a selection of injectors and parts for many end-oflife systems. In addition to PM kits (vital tools in ensuring the injector is kept in top shape), ISS carries all the necessary tools to complete a PM. Q: Can you tell us about your contrast injector depot services?

A: ISS offers depot repair services, depot PMs, and depot tear-down/rebuilds. Our turn-around is typically two weeks, but for those customers who can’t afford that downtime, our highly popular loaner injector systems are available for use during the duration of the repair. Our depot repair process ensures that each repair unit is thoroughly tested for the

WWW.MEDICALDEALER.COM

12-24 hours. In addition, ISS offers loaner injector systems and long-term rental systems, which offer a quick plug-n-play solution – by far the fastest and most costeffective. Hero Parts Kits are frequently utilized in our technical troubleshooting program, providing an on-site engineer with a selection of parts/boards most likely associated with the failure. This allows us to promptly return many systems to an operational state at low customer cost.

failure in question. Once the repair is complete, it’s run through our 36-hour QC check process to ensure no further issues may develop. Our depot pricing is flat rate per repair. Coupled with our loaner program, it’s cost-effective when compared to an on-site service response at hourly billing. Our more popular stock loaners ready for immediate shipment are: Stellant, Illumina, Provis, Envision, and OptiVantage.

Q: How does ISS work with customers to prevent costly downtime?

A: Our service engineers travel extensively throughout the United States. We offer on-site service response times in as little as

Q: Is there anything else Medical Dealer readers should know about ISS? A: ISS was founded in 2011 with the mission to provide expert advice and guidance in the repair and maintenance of contrast injectors. We offer parts identification and supply these parts the next day. Our principal goal is to keep labs running and limit patient interruption.

We are a family-run business, veteran owned and operated. ISS prides itself on providing professional, timely, lowcost support on contrast injectors. And we are excited to relocate to our new 10,000-square-foot facility this fall. The new facility will allow us to provide a larger inventory, hire more technicians for faster depot repair turn-around and telephone technical support, and provide a more efficient throughput of our repair services.

MEDICALDEALER 29

Remanufactured and Refurbished

GE OEC C-ARMS

The highest quality remanufactured AND refurbished GE/OEC C-arms on the market today!

EDI is committed to being your first choice by providing the best products and technical service available. Every system is sold with new LED flat screen monitors, and a parts warranty.

Eastern Diagnostic Imaging

597 Winthrop Street, Taunton, MA 02780 Phone: 508.828.2970 | Fax: 508.828.2973 | www.easterndiagnostic.com

Find

Quality

in everything we do!

Financing Available. Fast Service. Certified Repair. Free Estimates. Loaner Program.

30DAY

MONEY-BACK GUARANTEE

QUALITY-ASSURANCE INSPECTION

NEW & USED DEFIBRILLATORS, MONITORS, AEDS, VENTS, ECG/EKGS, PUMPS, PARTS AND MORE!

Sales: 866.468.9558 • www.MMEMed.com 30 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

G: N I N I A TR ging’s

i-Ima r T t i s i V nter in e C n o i Educat ILLE, TN V H S A N

New to Imaging or want to be?

PHASING OUT THE OLD WAY OF TRAINING Our newest courses have been specifically designed as an Education Roadmap to help biomeds move to imaging much more efficiently and effectively.

CURRENT COURSES INCLUDE HIGH INTENSITY SERVICE SERIES

RAD / R&F

WOMENS HEALTH

Essentials of DI Svc

GE Proteus Rad Room

GE 2000D, DS, Essential

GE Precision 500D R&F

Hologic

Phase 1-2 Combined

Advanced DI Svc Phase 3-4 Combined

CATH GE Innova

(2100,3100,4100)

CT

GE Definium

(Definium, Optima, Discovery)

GE Lightspeed VCT

C-ARM

GE Lightspeed Series

OEC 9800

Toshiba Aquilion Series (All)

OEC 9900

Advanced CT

CALL TODAY OR VISIT US ONLINE FOR MORE INFORMATION WWW.TRIIMAGING.COM • 855.401.4888

Quality Parts

Support Services

Hi-Intensity Tri-Imaging Training

SOLUTIONS

Training • Imaging Parts • Tech Support • Service* Support • Equipment (install, deinstall, sales)

New & Refurbished Anesthesia Equipment

Refurbished Passport 2

Refurbished Cardiocap/5

Refurbished Mindray Spectrum

Salter Labs O2/CO2 Cannulas $38/bx. 25

Heine Laryngoscopes

StimPod Nerve Stimulator & Locator

Refurbished Fabius GS

New Mindray A5/Passport 12M

S/5 Aestiva SPECIAL $9,800

New Mindray Passport 8 & 12

IntuBright $1,795-$2,195

Refurbished S/5 Avance

Regional Biomedical Service In-house Biomedical Repairs New and Refurbished Vaporizers Vaporizer Pole Mounts Gas Fittings and Hoses- All Types Anesthesia Accessories Oxygen Sensors Heine Laryngoscopes Oral Surgery Analgesia Units

New Penlon 451 MRI System/Vent $49,900

800-448-0814

Paragon Service www.ParagonService.com

SPECIAL Paragon/Penlon $8,900

Fax 734-429-3197

PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

ANESTHESIA MARKETS GROWING T

here is more than one type of anesthesia and researchers are predicting growth for some of them.

Mordor Intelligence forecasts growth in the global anesthesia drug market.

“The global anesthesia drugs market has been estimated at $11.54 billion in 2016 and is projected to reach $14.11 billion by 2021, at a CAGR of 3.4 percent during the forecast period from 2016 to 2021,” according to Mordor Intelligence. “Anesthetic is a drug which causes anesthesia, which is a reversible loss of sensation. The different types of anesthesia drugs are general anesthesia, spinal or epidural anesthesia, interscalene block, IV regional anesthesia, local anesthesia, peripheral nerve block, saddle block or caudal anesthesia, etc.”

“Increasing number of surgeries, development of new sedative and anesthetic drugs, reduction in the cost of newly invented drugs and decrease in the recovery time after surgery are some of the reasons driving the growth of the market,” adds Mordor Intelligence. “Risk of side effects of anesthesia drugs, lack of skilled anesthetists to administer the drugs and risk of adverse reactions of anesthesia drugs are some of the major constraints hindering the market growth.”

A report from PRNewswire predicts even more growth.

“United States anesthesia marWWW.MEDICALDEALER.COM

ket is expected to be more than $4 billion by 2022. This growth is driven by increasing incidence of cardiovascular cases, growing old age population and rising number of urgent surgeries in United States. Private as well as public health insurers also help to boost this market as they consider anesthetic products in their reimbursement policy,” according to the report.

General anesthesia is expected to grow and help power the overall anesthesia drug market.

“The U.S. general anesthesia drugs market is poised to reach $2.0 billion by 2020 from $ 1.6 billion in 2015, at a CAGR of 3.8 percent from 2015 to 2020,” MarketsandMarkets reports. “Factors such as rapid rise in aging population, rising prevalence of cardiovascular and respiratory system-related diseases, and rising number of emergency surgeries are driving the growth of the U.S. general anesthesia drugs market. However, side effects associated with ketamine usage (such as elevation in blood pressure and heart rate, amnesia, respiratory depression, and hallucinations), regulatory issues, and lower compliance rates in comparison with other anesthetic drugs are likely to restrain the growth of this market.”

Mordor Intelligence also forecasts that the global anesthesia devices market will reach $13.50 billion by 2021, at a CAGR of 11.64 percent during the forecast period from 2016 to 2021.

“This market has witnessed an

excellent growth in the recent times.

This growth is expected to increase accordingly in the near future as well,” Mordor Intelligence reports.

“Continuous growth in this market can be attributed to the rapid adoption of anesthesia information management systems (AIMS), which have been implemented in an effort to move the industry away from the paper-based record keeping systems to more efficient electronic solutions,” the report adds. “The establishment of several government-supported national statistical databases is driving this market as well. The demand is also rapidly increasing with the growing safety awareness and technology enhancements in anesthesia machines.”

“However, the rapid advancements in the anesthesia industry make it increasingly difficult for the anesthesiologist to keep up with the various anesthesia machine technologies. Additionally, the latest anesthesia technology does not come at a low price, and even the most basic configuration of the equipment can cost a fortune,” Mordor Intelligence states.

“The decrease in reimbursements provided by governments for medical equipment, and increased availability of aftermarket service that prolongs the life of a facility’s existing equipment are also the challenges involved that this market may have to face with respect to its growth.”

MEDICALDEALER 33

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

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

DRAEGER

Perseus A500 Anesthesia Workstation

A

highly configurable anesthesia workstation, the Perseus A500 can be easily tailored to meet your needs. Its generous, well-lit workspace can be used to keep supplies organized and within reach. Its compact, heated breathing system is designed to reduce condensation build-up and facilitate fast gas exchange rates. And to support continuity of care between the ICU and OR, the Perseus A500 offers Airway Pressure Release Ventilation (APRV). •

34 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

GE HEALTHCARE

Aisys CS2

M

odular and upgradeable, with Aisys CS² you’re planning for the future while protecting your investment. Electronic agent control allows you to capture set agent concentrations and precisely measures agent usage. The 15-inch touchscreen ventilator display and ecoFLOW option displays oxygen flow alongside pre-set targets while calculating anesthetic agent cost and usage in real-time. Clinicians can use this to adjust oxygen flow to help avoid unnecessarily high fresh gas flow rates. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 35

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

INFINIUM

ADS II Anesthesia Systems

T

he Infinium ADS II anesthesia systems offer pure simplicity in patient ventilation and anesthetic delivery. The ADSII features highly accurate tidal volumes with 15 mL capability and a 12-inch touchscreen. It also features electronic flowmeters (Air, N20, O2). It is autoclavable and heated absorber. It has ventilation modes of VCV, PCV, SIMV+PS. It features highly mobile space saving design with a retractable writing table, battery backup and more. •

36 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

MINDRAY

A7 Anesthesia Workstation with Optimizer

T

he new A7 Anesthesia Workstation takes the well-received A-Series to a higher level. The feature-rich A7 combines advanced ventilation with electronic fresh gas technology and Optimizer functionality to provide effective care across a wide range of patients. Electronic fresh gas control ensures precise, accurate and responsive flow dynamics while the Optimizer provides low flow and inhalation agent management tools to support hospital initiatives to improve clinical outcomes and reduce costs. Real time agent usage calculation, advanced ventilation modes, integrated suction, auxiliary common gas outlet, and a convenient pull out table provide the necessary tools for today’s clinical and cost-saving requirements. With built-in HL7 connectivity to AIMS and EMR systems and an industry-leading three-year warranty, the A7 functions as a truly comprehensive workstation that saves time, space and cost. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 37

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PENLON

Prima 451 Anesthesia System

T

he Prima 451 MRI anesthesia system with the new AV-S MRI electronic ventilator is the latest addition to Penlon’s range of magnetic resonance imaging (MRI) products.

Approved for use with 1.5T and 3T scanners, the system has been designed to give clinicians the tools they need to administer advanced anesthesia in the MRI suite to adult, pediatric and neonatal patients. The 451 MRI and AV-S MRI, which are FDA approved, were developed with the assistance of health care professionals at the Oxford University Hospitals NHS Foundation Trust. The new electronic ventilator features advanced spontaneous support modes, electronic PEEP, oxygen monitoring and spirometry. •

38 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Preferred Vendors

PREFERRED VENDORS

ANESTHESIA

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 39 & 55

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.

800-323-4282

www.alcosales.com

Bed & Stretcher Parts - Wheelchair Parts - Casters NEW - RECONDITIONED - REPAIR

Scan this QR code or go to our website to join our email list and receive a FREE gift!

One FREE gift choice: OR Pocket Screwdriver

WWW.MEDICALDEALER.COM

Pen Stylus

MEDICALDEALER 39

WIDTH 7”

We Are

TO YOU • Quality & Affordable PARTS HEIGHT 4.5”

• 24 HOUR tech support • Fully Refurbished MEDICAL EQUIPMENT • Global & Local CUSTOMER SERVICE • 12x 16 Channel GE MRI QA bay and 3 CT QA bays READY FOR TESTING parts and coils.

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

1-844-293-2057 | www.dedicatedis.com

PUBLICATION MEDICAL DEALER

TECHNATION

BUYERS GUIDE

OTHER

ORTODAY

AD SIZE HALF PAGE HORIZONTAL NOTES

MONTH J

F

M

A

M

J

J

A

S

O

N

D

DESIGNER: JL

40 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 4.5”

TRIM 4.5”

PROOF SHEET

ROVED

CHANGES NEEDED

OFF:

FOR 2017

ONFIRM THAT THE FOLLOWING ARE CORRECT GO PHONE NUMBER WEBSITE ADDRESS

SPELLING

GRAMMAR

TRIM 4.5”

LER

BUYING & SELLING

TECHNATION

E

J

J

ORTODAY

pre-owned diagnostic imaging NOTES equipment dosen’t have to be a...

OTHER

M

AD SIZE 1/3 Page Square 4.5”x4.5”

A

S

O

N

D

PAIN IN THE NECK TRIM 4.5”

Since 1987 We’ve Been Relieving The Pain

All Manufactures & Modalities 508-559-9441 | www.InternationalXrayBrokers.com | admin@intxray.com

WWW.MEDICALDEALER.COM

MEDICALDEALER 41

BY MATT SKOUFALOS

Radiology departments have been asked to cut costs for the better part of the last 20 years. Are there any strategies left that have yet to be tried out?

The end goal of the business side of health care is to minimize costs while optimizing quality of care. Getting the balance right in the pursuit of one or the other is an ongoing tension. For decades, one of the biggest profit centers in the system has been medical imaging, which also happens to house some of the costliest technologies to maintain and repair.

NO STONE

U N T U R N E D The persistent pressure of cutting operational costs is a refrain that John Garrett, supervisor of clinical engineering at Catholic Health Initiatives in Dayton, Ohio, knows all too well.

After years of trying to answer the question, he has a depth of perspective on the subject.

To start, Garrett offers a mileage-may-vary caveat that different specialties (ER, mammography, cardiac laboratories, interventional radiology, nuclear medicine) and the size and structure of the health care organization in question will all affect the degree to which efficiencies can be leveraged. For instance, smaller-scale and rural institutions may find it difficult (or impossible) to find qualified in-house service, Garrett said, whereas “deep-seated internal political issues that can create an environment that is not conducive to cost-cutting” may stymie processes at larger hospitals.

“Overall, risk and savings are directly related,” if not linearly propor-

Shawn T. Coyne Managing director at The Coyne Partnership

tional, Garrett said. Soon after the warranties on most imaging systems have expired – typically on a five-year timeline, he said – that’s the best time to take on some risk and cut out the costs of a service contract.

Mitigating that risk may mean taking on a trained, in-house field service engineer (FSE), or outsourcing the work to an independent service organization (ISO). Garrett said ISOs can offer significant savings over manufacturer costs for CT, MR, mammography and nuclear medicine service contracts, particularly for off-hours or overtime service calls.

“Due to the reduced labor rates of ISOs, it may be cost-effective to pay an ISO the overtime rate to perform service or maintenance to allow the department to serve as many patients as possible,” Garrett said. “The added revenue combined with the cost savings (compared to the manufacturer’s prices) can show a reduction in cost.”

Other ISO benefits include customer-specific contracts that “allow for a proper level of service to be supplied,” he said, including time-and-materials-only agreements, onsite technician education, or other customizable contract options that Garrett said help to create cost savings.

As an alternative, Garrett suggests an approach that involves creating a position for an accredited in-house preventive maintenance (PM) specialist; a swing-shift role that can maximize uptime by deferring scheduled repairs during off-hours when they won’t interfere with patient scheduling and throughput.

“Some locations are only open three days a week and run patients 10 hours a day during those three days to cut costs,” Garrett said. “In a large system, scheduling the CT and MRI PMs after hours with

a PM specialist could show a net gain of hundreds of thousands of dollars through reduced downtime.”

In general, Garrett believes retaining a full complement of FSEs for an in-house service program offers a greater opportunity for savings than does outsourcing repairs. The transition to an in-house team works best when staffers receive the necessary technical training and device-specific support as they build their proficiencies, he said.

“There are often contracts and outside services that are being paid for that could be eliminated or markedly reduced by employing another FSE,” Garrett said.

Another elementary step in risk mitigation is certifying that the entire inventory of a department is necessary to its operations, and that it is appropriately allocated for the same.

Utilization rates are one potential indicator of waste (or an opportunity to identify efficiencies), and one of the first places savings may be found. For example, Garrett said, if data show that closing a seldom-used general X-ray room wouldn’t interfere with the pace of normal operations, a department should shut it down.

Doing so can reduce service costs (and in many states, licensing costs as well) – meaning that keeping the backup might be more expensive than reallocating the real estate to other purposes.

“The common argument is that if one room goes down, they have a spare,” Garrett said. “When the data are analyzed, however, typically the mean time to failure versus loss of reimbursement for a unit

shows that maintaining the third unit is not cost-effective.”

Along with utilization, “mean time to failure” and equipment downtime are important metrics for every imaging department to have a handle on: the former allows supervisors to know when equipment should be replaced as well as at what levels departments should be stocked. Downtime can inform calculations for equipment replacement schedules (and, “in some cases, service provider replacement,” Garrett notes), but the most important statistic it indicates is lost revenue. It also varies by department.

“In an emergency department, a CT runs 24-7, so any time is downtime,” Garrett said. “In a cancer center, a CT may only run 10 a.m. to 5 p.m. So if the CT is down over a weekend, there is no downtime for the cancer center but the emergency department would see 48 hours of downtime.”

At some point, however, even the most thorough exercise of due diligence may yield a limit on cost savings – and the command may still come from above to produce some.

Even when it seems like there’s nothing left to give, Garrett points out it’s probably a theoretical limit. He points out that maximal staffing, idealized resource allocation, and rock-bottom

prices for reliable parts and service are rarely achieved synchronously due to the constantly shifting variables, including equipment, technology, regulations, reimbursement and best practices.

In such a landscape, Shawn T. Coyne, managing director at The Coyne Partnership of Atlanta, Georgia, stresses the importance of decision-makers reviewing all the cost drivers within their realm of influence.

These vary depending upon the organizational structure and their position within it, but a complete assessment of the circumstances involves looking at the experiences throughout a system, not just at its endpoints.

“In the medical world, the temptation is to look at things and assume that everything must be perfect for every patient at all times,” Coyne said. “From a cost management standpoint, that sometimes leads to standard decisions being made rather than situation-specific situations. We’re always asking people to recognize what their biases are and be careful to not be sucked in.”

In a 2010 article in the Harvard Business

Review, Coyne and his partners, Kevin Coyne and Edward J. Coyne Sr., outline a three-tiered approach to cost-cutting, the respective levels of which they say are capable of generating as much as 30 percent in savings: incremental ideas, redesign ideas and cross-department or program-elimination ideas. The first point they make is that no one of them alone will be enough to get the job done; anything of that magnitude “would most likely entail so much risk that the organization would never be willing to implement it,” they note.

“Instead, you should plan to reach your goal with a combination of 10 or more actions,” the Coynes advise.

Furthermore, the consultants note that “the degree of organizational disruption caused by your reductions will usually be proportional to the degree of cutting you do,” with greater cost-savings actions generating greater institutional reverberation.

“

In the medical world, the temptation is to look at things and assume that everything must be perfect for every patient at all times.

”

Shawn T. Coyne

NO STONE

U N T U R N E D

John Garrett Supervisor of clinical engineering at Catholic Health Initiatives

At the 10-percent level are decisions that surround behaviors that could be best described as housekeeping: combining incidental costs, reining in miscellaneous spending, and optimizing labor, including management. Reductions of 20 percent or more include redesigning processes and workflows, possibly streamlining interlocking pieces of an organization, or eliminating some of the pass-throughs and go-betweens among them. Other savings at this level of administration may be related to changing reporting requirements; eliminating, automating, or optimizing tasks; time-shifting work; and eliminating the costly exceptions to typical processes.

“Sometimes it’s really necessary, and sometimes you fall into the habit of always wearing a belt and suspenders in a different situation where it’s not always required,” Coyne said.

“Sometimes you can look at things from a process inefficiency standpoint and say, ‘Am I purchasing something in increments that are too small, and I could get volume discounts?’ Or, ‘Am I purchasing things that are too big for what I need?’ I think there is probably more savings out there than many people realize, and I would not

be surprised if there’s a 25 percent or so process efficiency improvement available even in the context of something as complicated as radiology.”

Decisions that can cut organizational costs by as much as 30 percent will typically involve the elimination or absorption of one or more departments or services, Coyne noted.

“The last bucket is often: look across universes,” he said. “Every once in a while, somebody has given everything they have to give, and you have to look elsewhere within the organization. But everybody’s inclined to say, ‘We’ve looked at everything as hard as we can, please look elsewhere.’ If you’re the guy trying to cut costs, there’s no elsewhere left.”

Dennis Durmis, head of commercial operations, Radiology Americas for Bayer of Indianola, Pennsylvania, said that from the vendor perspective, manufacturers seeking to drive greater adaptation of their products have to be focused on creating value instead of cutting costs.

“In the long-term, it’ll yield better outcomes for patient care,” Durmis said. “We focus on providing tiered solutions to our customers so they can match our offering to what their needs are.”

Durmis said the technologies that help departments cut costs are those that smooth inter-device communication, leverage data analytics, and support personalized medicine, from patient records to custom-tailored health care solutions. Like Garrett and Coyne, he cited the breadth of variety among operations at different hospitals and health networks.

“Until you see what’s done in another system, it’s difficult to say you’re best-in-class,” Durmis said. “It really gets back to foundational comparative data. Every radiologist likes to look at things their own way [but] we’re seeing a trend to more standardization, and as a result the cost per procedure is going down. Best-inclass hospitals embrace technology versus doing things the way they’ve always done.”

One way to leverage technological advantage is through

remote service: Durmis cited Bayer VirtualCare as an offering that allows the company to track the functioning of its technologies through remote monitoring. The data can inform scheduling of service appointments, allowing for more up-front notice ahead of the need for longer-term shutdowns. Any behavior that can allow a department to be more proactive and less reactive helps to obviate the need for more expensive emergency repairs.

Durmis said he sympathizes with department managers and hospital decision-makers who “have been put in a difficult position because of the short-term orientation of cost-cutting” instead of making a more holistic, full-system evaluation.

“Everyone’s in kind of a tight spot,” he said. “There clearly is a bottom. There’s no silver bullets left. If you think about where we’ve come from as an industry, most of the cream’s already been taken off the top. It requires more effort, more work to dig in and discover some of the root causes.”

Conversely, Durmis points out that failure to expend the necessary funds on service contracts or preventive maintenance is simply planning for an unplanned shutdown at a future date.

When suites fail for hours or even days, there’s an impact on patients’ lives, which has its own subsequent impact on the profit-and-loss lines of the radiology suite, “and really what is the true cost of that downtime?”

Durmis said.

“Radiology managers are taking more risk, and oftentimes it’s extremely counterproductive,” he said.

“There’s some challenges out there with access to service or access to equipment, but there are still different ways to do some benchmarking studies across those types of institutions and trying to make some incremental changes to drive some efficiencies in their process.”

TRIM 3.25”

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

Your Partner for Quality Solutions

Fast Module Repairs

Repair Solutions for GE/Philips Patient Monitors

TRIM 4.5”

• • • •

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

• Case Kits for GE APEX Transmitters • Flat Rate Repairs for many GE/Philips modules and transmitters • Designed to ISO 13485 Standards

www.ecmedsys.com ph: 770.667.3267

888.656.0755 • aivsales@aiv-inc.com

Fax: 770.667.3061 Email: info@ecmedsys.com

ALER

DE

TECHNATION

The manufacturers listed are the holders of their respective names and/or trademarks, and are not to be taken as an endorsement or affliation with AIV, Inc.

ORTODAY

OTHER

M

J

J

TRY A SIMPLE

AD SIZE 1/4 Page Vertical

SOLUTION,

NOTES

A

LET’S KEEP IT

S

O

N

D

SIMPLE ONE SOLUTION FOR ALL

YOUR ULTRASOUND NEEDS CAPITAL EQUIPMENT

WWW.MEDICALDEALER.COM

PROBE REPAIR

NATIONWIDE SERVICE

TRAINING

639B

24/7 TECHNICAL SUPPORT

CONTRACTS

GMI. GMI is the only choice for sales, service and support for all aspects of diagnostic ultrasound.

Call us today or go online to learn more & see the difference.

1.800.958.9986 www.gmi3.com

PARTS

MEDICALDEALER 47

THE OTHER SIDE_Fedele

By Jim Fedele

THE MD EXPO, ANOTHER GREAT SUCCESS T

he MD Expo fall conference was in sunny Orlando this year and it was a great show.

It felt good to see all the familiar faces and a strong showing of new ones. The MD Expo's educational sessions were engaging and relevant to the issues we face daily. I co-presented a presentation with my good friend Dr. Binseng Wang. The MD Expo continued its tradition of cost-effective training and bountiful networking opportunities all at a value no one else in the industry can replicate ... John Krieg and his staff deserve a great amount of praise for pulling off another great conference.

The great thing about the MD Expo is that there is plenty to do.

This year there were 30 educational seminars, three workshops and the keynote presentation by Kathy Tolomeo of The Joint Commission, provided enough variety to appeal to almost everyone. The expo hall was filled to capacity with vendors enabling the attendees a great opportunity to meet them and have their questions answered about their services.

As usual, the seminars covered current issues with some of the industry’s newest leaders discussing solutions and helping attendees understand how they can make a 48 MEDICALDEALER | DECEMBER 2017

difference. From “The Use of Analytics in Clinical Engineering” to “How to Deal with Top HTM Issues” all the subjects were very applicable for day-to-day challenges. I found it difficult deciding which seminars to attend as there were many times there was more than one during the time slot I wanted to attend. The seminars I attended were well organized and engaging, the presenters knew their material well and did a good job connecting to the audience.

The seminar I co-presented was called “Fake News, Alternative Facts and Legends in CE.” Our goal was to inform attendees that some of the beliefs we have held about our industry are not always true. We ran our presentation by splitting the classroom and then asking a series of questions that tested some core beliefs in HTM. The presentation went very well. We had great participation from the attendees and some very lively discussion about some of the answers. I personally enjoy sharing experiences with peers, the different perspectives and solutions to common problems always amaze me. At the end of the day, we all have the same issues it is how we deal with them as individuals that is what separates us.

I would be remiss if I did not mention the great networking opportunities the MD Expo provides

as well. Almost every day there is a free lunch, happy hour or dinner for attendees. Like every previous MD Expo, it concluded with a great party at the end. This year’s party was a poolside bash with games and music sponsored by AIV. It was enjoyed by all. Even the pop up thunderstorm (which are normal in Florida) that moved everyone inside did not deter from the fun and conversations that were occurring at the event. Events like these really help build relationships between vendors and their customers as everyone is on neutral turf enjoying the atmosphere.

I think the folks that put together the MD Expo deserve a big round of applause, it is apparent in every detail that they put their hearts and souls into this conference. If you have a limited training budget, the MDExpoShow.com is a great conference to go to as most attendees can get in for free and there are opportunities for a free meal most days. The content is always relevant and it is just the right size to get the most out of your training dollars.

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.

MEDICAL EQUIPMENT, PARTS & SERVICE

re

a We

Inn

.

g n i g

a

s Im

tu

a ov

w no

We treat your probes like patients.

It’s time for a second opinion.

You would never cut corners with patient care, so why would you do it with ultrasound probes? For comprehensive, certified ultrasound probe repairs, call Bayer Multi Vendor Service.

Q Industry leading capabilities Q Robust loaner program Q Proven quality Q ISO Certified repair processes Q Dedicated Customer Care Specialists Q Warranted repairs and exchanges Call Bayer Multi Vendor Service and get the quality, service and value you deserve.

PP-MVS-UTS-US-0057

PP-MVS-UTS-US-0057_Ultrasound_Ad_OperTable_Half-Pg_HP 2017_v3.indd 1

WWW.MEDICALDEALER.COM

October 2015

1-844-MVS-5100

mvs.bayer.com

9/1/17 1:38 PM

MEDICALDEALER 49

SLICE OF LIFE_Bobinski

By Daniel Bobinski

DON’T PUT ‘INTEGRITY’ ON YOUR TO-DO LIST I

ntegrity is not a word we should write on our to-do lists.

Integrity is what our to-do lists should be written on.

What is integrity? It’s defined as being honest and having strong moral principles. It’s also defined as being whole and undivided. That second definition resonates with me. When I was in the Navy, it was imperative during battle conditions that we maintained our ship’s “watertight integrity.” This meant that throughout the entire ship, all hatches and ports were closed tightly and sealed. That way, if the ship were to take a hit, any flooding would be contained only to the space where the hull was breached, and the ship could remain afloat.

Maintaining watertight integrity was essential to our survival.

Unfortunately, people sometimes disregard integrity – that is, their moral principles – in their quest for achievement. If there’s something they want, too often the end will justify the means. Some people may recall the European soccer referee who was expelled for life for fixing games. What did he want? The financial kickback for ensuring a certain team won.

On this side of the pond, several American football teams have been 50 MEDICALDEALER | DECEMBER 2017

Daniel Bobinski Workplace Consultant

fined after they were caught illegally videotaping their opponents’ practices. For them, their desire to go to the Super Bowl justified their cheating.

I also remember reading that officials at the Golden Globes once got sued for taking kickbacks and selling media favors so that less-than-wonderful movies got undeserved publicity.

The problem in all of this? A lack of integrity leads to a lack of trust.

And, lack of trust in business and industry leads to reduced levels of commitment and engagement – not only from those working in an organization, but also from vendors and customers.

In my own philosophical musings, I maintain that every choice

people make is an effort to bring about a better life for themselves.

Think about it. Doctors endure years of rigorous schooling and internships so that they can have a high-paying job that involves helping others. Fighter pilots endure years of intense combat training so they can fly highly technical aircraft in defense of the freedoms and liberty we enjoy as Americans.

But it goes even deeper. My belief that every choice is an effort to bring a better life for ourselves includes even selfless, altruistic efforts that give us nothing tangible in return.

Why? Because such actions are made from a belief that they are the right things to do, and if we do them we create a better world for ourselves and our children.

Unfortunately, during some people’s choices to bring about better lives for themselves, integrity gets swept aside. It befuddles me. Do they just not see the ripple effects? Do they really believe the end justifies the means?

I’m going back a few years here, but I’d like to call your attention to baseball’s Mark McGwire and Barry Bonds. Almost every little leaguer dreams of playing in the pros, and especially hitting home runs. Growing up a baseball fan, I remember admiring the record set by Roger Maris: 61 home runs in a single season. That MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

A lack of integrity leads to a lack of trust. record held for 37 years, until Mark McGwire smashed it in 2001 by hitting the ball out of the park 70 times that season. Three years after that, Barry Bonds broke McGwire’s record by hitting 73.

You would think that with such impressive performances, both men would be guaranteed spots in the Baseball Hall of Fame. But, in the end, neither man received this honor.

After their retirements, both men admitted to steroid use, and with that, neither of them ever garnered enough votes to be inducted into baseball’s most prestigious club. Not only will their home run records forever carry an asterisk in the record books, their lack of integrity forever stained their accomplishments, and their records ring empty.

After learning about their use of performance enhancing drugs, I rarely watch baseball anymore.

Their lack of integrity caused me to lose interest, mainly because I’d lost trust that what I was watching was authentic.

Now I’d like you to think about every place you’ve ever worked. My guess is that if the organization’s leadership demonstrated integrity, you knew you could trust them. Even if you disagreed with some of their choices, you knew they were acting on principle; that they were seeking the right thing. But, if there were holes in their integrity, I’ll guess that it impacted your level of commitment, which, in turn, probably impacted the intensity and/or the commitment of your performance.

To be truly successful, integrity has to be part of our foundation. Yes, we must take risks and work hard to WWW.MEDICALDEALER.COM

achieve our goals, but the end should not justify the means if the means are dishonest. Achieving success should not come at the price of integrity.

That said, maintaining integrity can be tough when our leaders or coworkers are lacking it. But I also think people need to set and strive for high standards within themselves. In other words, don’t lower your standards, even when others do so.

The following three points, taught me long ago by a wise, learned man, might serve as a foundation for your integrity framework. As I said at the beginning of this column, integrity is not a word we should write on our to-do lists. Integrity is what our todo lists should be written on.

1. BE HONEST. People rarely do business with those they don’t trust.

2. WORK HARD. It’s amazing how fulfilling an honest day’s work can be.

3. CONSIDER THAT EVERY ACTION HAS CONSEQUENCES. In large part,

your integrity is defined by what you do when no one is looking.

I believe people can set good examples and reap wonderful rewards through maintaining integrity. But with that, you just can’t make integrity one of your goals.

You truly excel when you establish and achieve your goals on the strength of your integrity.

DANIEL BOBINSKI, M.ED. runs two businesses. One helps teams and individuals learn how to use Emotional Intelligence.

The other helps companies improve their training programs. He’s also a best-selling author and a popular speaker at conferences and retreats. Reach him at daniel@ eqfactor.net or (208) 375-7606.

AFFORD NEXT GEN EQUIPMENT

Retrieve Medical Equipment purchases retired imaging and biomedical equipment helping you turn the old into new.

CALL NOW

for quick offers and generous valuation

Service that Outperforms 330-573-5706 retrievemedicalequipment.com MEDICALDEALER 51

SLICE OF LIFE_Pay It Forward

By Matt Skoufalos

PAY IT FORWARD – MATTER T

hey called the baby Moses because they didn’t know his real name. He had been recovered from the 30-acre national garbage dump in Dandora, Kenya when scavengers found him discarded in a paper bag. The municipal dumpsite is a huge ecological disaster that nonetheless provides a living for the thousands of Kenyans who pick through it; Moses was one of another of the lives it had sheltered.

A Haiti clinic designed and equipped by Matter helps these kids live a healthier life.

He was ultimately able to be revived and stabilized because of the contributions of people half a world away who had dedicated resources and time to creating a two-story, 50bed, maternity hospital in the middle of a city with mountains of trash.

Part of the “Hospital in a Box project” from Matter of St. Louis Park, Minnesota and the Dandora Area Wellness Alliance, whose partners include Notre Dame University, the medical center was created to help save lives in a nation that has an average maternal mortality rate of 488 deaths per 100,000 live births.

Prior to its construction, expectant mothers might have been forced to choose between a two-hour taxi ride to get to the nearest hospital in Nairobi or giving birth on the floor of their homes, which Joe Newhouse, vice-president of strategy and innovation for Matter, summed up as “just not possible.”

52 MEDICALDEALER | DECEMBER 2017

“It’s taken an area that has zero access to health care and given it firstworld health care,” Newhouse said.

Matter was begun in 2000 on the west side of Minneapolis, “born out of what Minnesota has to offer the world,” he said. In the neighborhood designated as “medical alley” by The Smithsonian, it sprang up alongside the headquarters of such notable enterprises as Medtronics, Boston Scientific, and The Mayo Clinic among some 5,000 companies focused on medical devices.

“There’s a lot of resources here to be able to tap into,” Newhouse said.

“That’s what we were born out of.”

Begun as Hope for the City, Matter was the byproduct of business owners Dennis and Megan Doyle of Welsh & Colliers International asking themselves how they can make lasting change in the world. The Doyles had access to a portfolio of

real estate properties and a catalogue of relationships with local business leaders. They established the nonprofit as a resource distribution center for Minneapolis, and much of what came in were donated medical items, Newhouse said. To make the best use of those contributions, the organization began working to distribute them to partners in “hardto-reach, really broken places around the world,” he said.

“It happened organically,” Newhouse said. “We had all these companies that were donating to us or investing in the programs but what we kept getting asked was, ‘Who are the other companies who are working with you?’ As a business, it’s really hard to find companies that share common values and common goals.”

“We created this network called Companies that Matter as an MEDICAL EQUIPMENT, PARTS & SERVICE

Baby Moses is held by a nurse from Our Lady Visitation Maternity Clinic.

opportunity to connect with other businesses that share that common goal of affecting the health of communities here and around the world,” he said.

As it built a network of health ministers, NGOs, and fellow nonprofit partners, Hope for the City evolved into Matter, an entity with a global focus on eliminating barriers to healthy life. By bolstering the infrastructure of communities in places as far-flung from Minnesota as Afghanistan, Nicaragua, Nigeria, and the Philippines, Matter is working to coordinate long-term solutions to persistent problems of poverty and its effects on population health. Among the first strategies the agency devised was its Hospital in a Box program, which Newhouse described as giving emerging-world hospitals the tools they need to treat the sick and the injured in a dignified way.

“The situation in a lot of these places was just beneath human dignity,” he said; “the lack of clean surfaces and the spread of infectious diseases.”

Matter’s “Farm in a Box” project takes a similar tack, leveraging Minnesota’s traditional strengths in agriculture to provide lasting reWWW.MEDICALDEALER.COM

sources and strategies for rejuvenating unsuccessful subsistence farms.

Helping farmers create resilient and diversified farms means teaching them to maximize soil revitalization, crop rotation, and irrigation, Newhouse said.

“Throughout most of the world, the poorest people are farmers, and the community is dependent upon farmers to produce healthy food,” he said. “They’re not really worried about the nutrition of the food. Their yields really keep on going down, and they don’t have the right tools to repair the soil or the equipment.”

Matter also directs its attention to domestic food insecurity with the Matterbox: a meal prep kit designed around the same template as services like Blue Apron, but focused on helping promote healthy eating choices among people living in food deserts.

“A lot of long-term, negative health outcomes rising at drastic rates all depend on how a person eats, and can be prevented in many cases if someone is able to change their eating and their lifestyle,” Newhouse said. “People living in scarcity who are food-insecure, there’s a 30-percent increased rate of diabetes. We really need to make a dent.”

The Matterbox is “a tangi-

The Somali Ministry of Health chose Matter to supply the 60-bed Bahrain Public General Hospital in Mogadishu.

ble way to show someone what healthy eating can look like,” Newhouse said, and is stocked with healthy food products and nutritionally balanced recipes that can be prepared on a budget. The organization employs the Matterbox in its work with diabetes prevention and juvenile nutrition programs, and with new partnerships, is starting to push into youth camps.

It’s part of a plan to energize children to discuss how their families eat, and to promote healthier choices. Newhouse said it’s one of a number of strategies Matter uses to drive individual behavioral changes that empower the people with whom it connects.

“When you look at health care problems in the world, you can’t help but feel like a drop in a bucket,” he said. “What’s one person supposed to do to even make a dent in something so gigantic? We don’t want people to feel like that. We really believe everyone has the power to change their world in their own two hands.”

MEDICALDEALER 53

we are

Need Medical Equipment?

BUY IT NOW SHARING

THE LOVE! Visit us at AAMI

BOOTH

1301 B U Y N OW

MedWrenchers have access to tons of industry resources from asking questions, discussing solutions, and our newest feature, buying Medical Equipment B U Y N OW – all in one place!

B U Y N OW

Stop by the MedWrench booth at AAMI to meet Ben Calibrating and take home your very own mini lego MedWrench has launched a new program thatfigure. allows for immediate buying! The Buy Now Program enables buyers to purchase You can also see us at the TechNation Reader products directly through the MedWrench website.

Appreciation Party, sponsored

by MedWrench. RSVP • Instant access to purchasing equipment and parts directly from reputable vendors.

online at www.1technation.com/aami

• Easily search thousands of product listings.

• Secure checkout via PayPal

www.medwrench.com 1.866.989.7057 Join over 50,000 members and create your •FREE account www.medwrench.com 54 MEDICALDEALER | DECEMBER 2017 MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 2.25”

A Service Company

YOU CAN Bed & Stretcher Parts Wheelchair Parts • Casters NEW • RECONDITIONED• REPAIR

TRUST

TRIM 4.5”

• Repairs & Technical Assistance • Installs & Deinstalls • Inspections • In-House Parts • Periodic System Maintenance • Service Contracts • Upgrades • Sales

Call us TODAY or visit our website for more information.

Over 20 Years of Knowledge, Experience and Integrity

MARKETPLACE

PROOF SHEET

KEI MEDICAL IMAGING SERVICES is a Philips specialized MRI & CT Service Company.

HANGES NEEDED

Trust KEI as your OEM alternative for quality and professional service!

AT THE FOLLOWING ARE CORRECT UMBER WEBSITE ADDRESS

800.323.4282 www.alcosales.com GRAMMAR

SPELLING

512.4 77.1500 info@keimedicalimaging.com

www.keimedicalimaging.com

TRIM 2.25”

GET PUBLICATION

THE

POSITION MEDICAL DEALER

TECHNATION

ORTODAY

MEDICAL IMAGING

BUYERS GUIDE OTHER YOU DESERVE

NOTES Your Total Imaging Solution!

MONTH J

F

Nationwide M A M J Opportunities

J

AD SIZE 1/6 Page Vertical

A

S

O

N

D

No QR code, SPV

DESIGNER: JR

•Tech Support

•Medical Imaging

•Management

•Field Support

•Instructions

•In-house

•Service Sales

Adel-Lawrence Assoc., Inc. CALL LARRY RADZELY 866-252-5621 info@alajobs.com | www.adel-lawrence.com WWW.MEDICALDEALER.COM

TRIM 4.5”

•Biomedical

South Carolina 384 Peachoid Road Gaffney, SC 29241 1.800.722.1991 Virginia 14983 Moneta Rd, STE C Moneta, VA 24121 1-877-890-2070 West Virginia 3254 US Route 60 E Ona, WV 25545 1.866.723.6698

Specializing in Siemens X-Ray Equipment & Parts Identification 800.722.1991 | www.radonmedicalimaging.com

MEDICALDEALER 55

CATEGORICAL INDEX

ANESTHESIA

GENERAL

Multi Diagnostic Imaging Solutions…BC

ALCO Sales & Service Co.……………… 39, 55

Paragon Service ………………………………… 32

Multi Diagnostic Imaging Solutions…BC

International X-ray Brokers………………… 41 ONLINE RESOURCES MedWrench ………………………………………… 54

ASSET MANAGEMENT

IMAGING

Shared Imaging……………………………………… 19

Cool Pair Plus……………………………………… 49

PATIENT MONITORING

Injector Support and Service……… 24, 29

BETA Biomedical Services, Inc. ………… 41

InterMed Group…………………………………… 11

Bio-Medical Equipment Service Co. … 6

BIOMEDICAL AIV Inc.……………………………………………………47

Jet Medical Electronics……………………… 58

Ampronix ……………………………………………… 7

IMAGING PARTS

Master Medical Equipment……………… 30

BETA Biomedical Services, Inc. ………… 41

Diagnostic Solutions ………………………… 57

Multi Diagnostic Imaging Solutions…BC

Bio-Medical Equipment Service Co. … 6

Eastern Diagnostic Imaging …………… 30

Pacific Medical ……………………………………… 5

Elite Biomedical Solutions ………………… 8

Tenacore Holdings, Inc.………………………… 17

Global Medical Imaging ………………………47

INFUSION THERAPY

InterMed Group…………………………………… 11

AIV Inc.……………………………………………………47

Maull Biomedical Training, LLC ……… 28

Elite Biomedical Solutions ………………… 8

Multi Diagnostic Imaging Solutions…BC Retrieve Medical Equipment……………… 51 USOC Medical ……………………………………… 3

USOC Medical ……………………………………… 3 PROBE REPAIR Global Medical Imaging ………………………47

LASER Multi Diagnostic Imaging Solutions…BC

RADIOLOGY Ampronix ……………………………………………… 7

MONITORS/CRTS

Eastern Diagnostic Imaging …………… 30

Ampronix ……………………………………………… 7

Engineering Services…………………………… 4

Bio-Medical Equipment Service Co. … 6

InterMed Group…………………………………… 11

Jet Medical Electronics……………………… 58

International X-ray Brokers………………… 41

COMPUTED TOMOGRAPHY

Multi Diagnostic Imaging Solutions…BC

Maull Biomedical Training, LLC ……… 28

Dedicated Imaging Solutions………… 40

Tenacore Holdings, Inc.………………………… 17

Metropolis International ………………… 23

CARDIOLOGY International X-ray Brokers………………… 41 Multi Diagnostic Imaging Solutions…BC

East Coast Medical Systems ………………47 Ed Sloan & Associates ………………………… 41 International Medical Equipment & Service …………………………………………………… 2 KEI Medical Imaging Services ………… 55 Metropolis International ………………… 23 Multi Diagnostic Imaging Solutions…BC Retrieve Medical Equipment……………… 51 RSTI Exchange…………………………………… 40 Tri-Imaging Solutions…………………………… 31

MRI Carolina Medical Parts ………………………… 12 Cool Pair Plus……………………………………… 49

Multi Diagnostic Imaging Solutions…BC Radon Medical …………………………………… 55 RSTI Exchange…………………………………… 40

Dedicated Imaging Solutions………… 40

RECRUITING

East Coast Medical Systems ………………47

Adel-Lawrence Associates, Inc.……… 55

Ed Sloan & Associates ………………………… 41 Innovatus Imaging …………………………… 49

REPAIR SERVICES

International Medical Equipment &

Master Medical Equipment……………… 30

Service …………………………………………………… 2 International X-ray Brokers………………… 41

REPAIR/REFURBISH

CONTRAST MEDIA INJECTORS

KEI Medical Imaging Services ………… 55

AIV Inc.……………………………………………………47

Injector Support and Service……… 24, 29

Multi Diagnostic Imaging Solutions…BC

ALCO Sales & Service Co.……………… 39, 55

Retrieve Medical Equipment……………… 51

Carolina Medical Parts ………………………… 12 Cool Pair Plus……………………………………… 49

DIAGNOSTIC IMAGING Eastern Diagnostic Imaging …………… 30

NUCLEAR MEDICINE

Dedicated Imaging Solutions………… 40

Injector Support and Service……… 24, 29

Global Medical Imaging ………………………47

Eastern Diagnostic Imaging …………… 30

Shared Imaging……………………………………… 19

InterMed Group…………………………………… 11

Ed Sloan & Associates ………………………… 41

56 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

CATEGORICAL INDEX

Elite Biomedical Solutions ………………… 8

TELEMETRY

Global Medical Imaging ………………………47

Tenacore Holdings, Inc.………………………… 17

Injector Support and Service……… 24, 29 KEI Medical Imaging Services ………… 55

TRAINING

Pacific Medical ……………………………………… 5

Maull Biomedical Training, LLC ……… 28

Radon Medical …………………………………… 55 Shared Imaging……………………………………… 19

TUBES/BULBS International Medical Equipment &

REPAIR/SERVICES

Service …………………………………………………… 2

Ampronix ……………………………………………… 7

Tri-Imaging Solutions…………………………… 31

Bio-Medical Equipment Service Co. … 6 Innovatus Imaging …………………………… 49 Jet Medical Electronics……………………… 58 Multi Diagnostic Imaging Solutions…BC RSTI Exchange…………………………………… 40 USOC Medical ……………………………………… 3 REPLACEMENT PARTS AIV Inc.……………………………………………………47 BETA Biomedical Services, Inc. ………… 41 Carolina Medical Parts ………………………… 12 Dedicated Imaging Solutions………… 40 Diagnostic Solutions ………………………… 57

ULTRASOUND AIV Inc.……………………………………………………47 Diagnostic Solutions ………………………… 57 Innovatus Imaging …………………………… 49 InterMed Group…………………………………… 11

Global Medical Imaging ………………………47

MOVING LOGISTICS

ALCO Sales & Service Co.……………… 39, 55

Diagnostic Solutions ………………………… 57

Engineering Services…………………………… 4

Eastern Diagnostic Imaging …………… 30

Global Medical Imaging ………………………47

Engineering Services…………………………… 4

International Medical Equipment &

Innovatus Imaging …………………………… 49

Service …………………………………………………… 2

International X-ray Brokers………………… 41

Jet Medical Electronics……………………… 58

Ray-Pac………………………………………………… IBC

KEI Medical Imaging Services ………… 55

Retrieve Medical Equipment……………… 51

Master Medical Equipment……………… 30

RSTI Exchange…………………………………… 40

Multi Diagnostic Imaging Solutions…BC

Tri-Imaging Solutions…………………………… 31

Radon Medical …………………………………… 55 X-RAY TUBES Ray-Pac………………………………………………… IBC

SURGICAL

– SKILLED –

WHEELCHAIR

Elite Biomedical Solutions ………………… 8

InterMed Group…………………………………… 11

GE CT TUBES

ULTRASOUND PARTS

X-RAY

STERILIZERS

– UP TO 1/2 OFF –

Retrieve Medical Equipment……………… 51

Ed Sloan & Associates ………………………… 41

RSTI Exchange…………………………………… 40

KNOW-HOW, VALUE AND PHENOMENAL SPEED.

– EXPERIENCED – ULTRASOUND REPAIR

D

iagnostic Solutions is a c u s tome r se r v ice based parts provider that specializes in all imaging modalities and manufacturers.

Created to offer hospitals and ISO’s a cost-effective and time saving solution for ordering imaging replacement parts, equipment moves, ultrasound probe repair and on-site service.

CONTACT THE PARTS SOLUTION!

330.296.9729

diagnostic-solutions.com

Ampronix ……………………………………………… 7 Eastern Diagnostic Imaging …………… 30

WWW.MEDICALDEALER.COM

MEDICALDEALER 57

APPROVED

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 55

Elite Biomedical Solutions ……………………………8

MedWrench …………………………………………………… 54

AIV Inc.…………………………………………………………… 47

Engineering Services………………………………………4

Metropolis International …………………………… 23

ALCO Sales & Service Co.……………………… 39, 55

Global Medical Imaging ……………………………… 47

Multi Diagnostic Imaging Solutions…………BC

Ampronix …………………………………………………………7

Injector Support and Service……………… 24, 29

Pacific Medical …………………………………………………5

BETA Biomedical Services, Inc. ………………… 41

Innovatus Imaging ……………………………………… 49

Paragon Service …………………………………………… 32

Bio-Medical Equipment Service Co. ……………6

InterMed Group…………………………………………… 11

Radon Medical ……………………………………………… 55

Carolina Medical Parts ………………………………… 12

International Medical Equipment & Service

Ray-Pac………………………………………………………… IBC

Cool Pair Plus………………………………………………… 49

2

Retrieve Medical Equipment……………………… 51

Dedicated Imaging Solutions…………………… 40

International X-ray Brokers………………………… 41

RSTI Exchange……………………………………………… 40

Diagnostic Solutions …………………………………… 57

Jet Medical Electronics………………………………… 58

Shared Imaging……………………………………………… 19

East Coast Medical Systems ……………………… 47

KEI Medical Imaging Services …………………… 55

Tenacore Holdings, Inc.………………………………… 17

Eastern Diagnostic Imaging ……………………… 30

PROOF SHEET Master Medical Equipment………………………… 30 Tri-Imaging Solutions…………………………………… 31

Ed Sloan & Associates ………………………………… 41

Maull Biomedical Training, LLC ………………… 28

USOC Medical …………………………………………………3

CHANGES NEEDED

GN–OFF:

ASE CONFIRM THAT THE FOLLOWING ARE CORRECT LOGO PHONE NUMBER WEBSITE ADDRESS

GRAMMAR

TRIM 4.5”

Shop multiple vendors in a single online marketplace.

Easily search 1,000s of listings...

TRIM 4.5”

ON

SPELLING

New equipment added daily!

MEDICALDEALER.COM The Simple Way To Buy, Sell And Review

58 MEDICALDEALER | DECEMBER 2017

MEDICAL EQUIPMENT, PARTS & SERVICE

AD SIZE

Ray-Pac’s Latest Toshiba Replacements.

The

Š

by Ray-Pac

E7254

Plus Replacements for: E7239, E7242, E7252, DRX3724

Call Ray-Pac at 843.767.8090 for the dealer nearest you.

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

RAY-PAC

Try our new Free APP Go to Ray-Pac.com

Inventory

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

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