Medical Dealer - January 2015

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JANUARY 2015 DECEMBER 2014| WWW.MEDICALDEALER.COM | WWW.MEDICALDEALER.COM

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p. 48

ENDOSCOPES p. 46 HOSPITAL BEDS

PRSRT STD U.S. Postage PAID PRSRT STD MDPostage Publishing U.S. PAID MD Publishing

TEE Bayer HealthCare Multi Vendor Service will repair your probe with the same precision and care you provide to your patients.

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The RaySafe X2 offers sensors for R/F, MAM, CT and even light applications. Choose the sensors you need and add the ones you will need at a later stage. The X2 sensors are made without the need to select ranges or special modes. Most sensors also measure waveforms that can be analyzed directly on the base unit.

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“Our company’s core strengths

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CARDIOVASCULAR IMAGING “I think the news that FDA is continuing to

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Address Service Requested

MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269

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Reputation is what it is all

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HOSPITAL BEDS

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CONTENTS_Features 56 2015 MEDICAL TRENDS

The process whereby healthcare products are managed, developed, and ultimately released for public purchase is lengthy and full of stringent checks and balances. The MedWatch program takes patient safety to the next level. The program, a database for the collection and dissemination of adverse event reports, has grown in the more than 20 years of its operation to become one of the most important functions on the front lines of the FDA’s watchdog process.

64 CORPORATE PROFILE

Founded in 2001 by John Hryshchuk, Advanced Ultrasound Electronics (AUE) works hard to live up to its reputation as a dependable, honest, reputable, quality, expertise and progressive leader in the industry. The growing company recently moved into new headquarters that includes a new inhouse training center.

Medical Dealer (Vol. 19, Issue #1) January 2015 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2015

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INDUSTRY UPDATE 16 News & Notes 22 OEM Updates MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

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27 Block Imaging

MARKET ANALYSIS Radiology: Ultrasound 31 Market Analysis 32 Product Showroom 38 Vendor Q&A 39 Preferred Listings

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain

Med/Surg: Endoscopes 47 Market Analysis 48 Product Showroom 53 Preferred Listings

Account Executives Sharon Farley Warren Kaufman Jayme McKelvey Andrew Parker

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 70 The Other Side 72 Pay It Forward 76 Success Story 79 Dan Bobinski

Accounting Sue Cinq-Mars

Circulation

Bethany Williams bethany@mdpublishing.com

82 Marketplace 84 Alphabetical Index 84 Categorical Index

Web Department Betsy Popinga Taylor Martin

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INDUSTRY UPDATE_News and Notes

RICHARDSON ELECTRONICS ANNOUNCES NEW HEALTHCARE DIVISION Richardson Electronics Ltd. has announced that it will be launching a new healthcare division.

Richardson’s newly formed strategic business unit will be focused on high-quality replacement parts for the diagnostic imaging equipment market. The product portfolio will include flat-panel detectors, CT and MRI replacement tubes, training and other related products and services.

In addition, the medical display products, formerly under the North American healthcare segment of Canvys, will be part of this new division. These display products include image systems diagnostic imaging displays used with Picture Archiving and Communication Systems (PACS) as well as operating room/surgical displays and related solutions.

“Healthcare providers today are struggling to provide additional patient care with fewer resources and lower reimbursement rates.

Richardson Healthcare will help hospitals and third-party service organizations reduce the cost of healthcare delivery with high-value replacement parts, upgrades and training,” commented Pat Fitzgerald, executive vice president and general manager of Richardson Healthcare.

“With our global infrastructure and presence in more than 40 countries, we are well positioned to support the healthcare market throughout the world.”

A website has been launched to showcase Richardson Healthcare products and services at www.rellhealthcare.com. The expanded web content and functionality make it easier for visitors to understand the company’s focus and valuable information about its healthcare products and capabilities. • 16 MEDICALDEALER | JANUARY 2015

Staff Reports

PACIFIC MEDICAL ANNOUNCES ITS MOST INTERESTING BIOMED Pacific Medical LLC has announced the winner of its contest in the search for the industry’s most interesting biomedical engineer.

The campaign ran from April to October and featured interactive voting from hundreds of Pacific Medical biomed customers and the biomedical community. The goal of the contest was to offer a unique Laurent LaBrie and creative approach to engage and highlight clinical engineers, an industry based on improving the quality of healthcare through innovative medical devices and processes.

“By leveraging Pacific Medical’s direct partnerships and industry knowledge, and by understanding the clinical engineering department’s critical role in saving lives, we created a personal connection to the people in our industry. It is important to recognize the biomed engineers and the high standards of performance they offer as a foundation for the entire hospital,” said Andy Bonin, president and CEO of Pacific Medical.

Six finalists were chosen for the duration of the contest as hundreds of entries were submitted through an online voting portal. The finalists either work or have worked for top-ranking hospitals in the USA including the Johns Hopkins Hospital, Mayo Clinic, Cedars-Sinai Medical Center, and Duke University Medical Center. Each finalist was involved in a personal commitment to the industry and the community. The finalists set up missionaries in Afghanistan, created campaigns to raise funds for breast cancer, and perfected special procedures to insert temporary or permanent pacemakers in patients.

The winner, Laurent LaBrie, works for a prominent hospital in Maryland. Laurent began his humanitarian efforts as a medical logistics officer in charge of the Army’s disaster relief hospital in Italy, where he received his MBA. After an honorable discharge, he completed his masters in biomedical engineering. LaBrie was selected as one of a dozen workers who petitioned the Clinton Administration to evacuate humanitarian workers from Saddam Hussein’s Iraq. He was promoted to become the European Director in charge of medical and orphanage work in Romania, Moldova, Iraq and Uzbekistan. LaBrie’s success also included setting up a health clinic for displaced and persecuted men in Chiapas, Mexico. He also devised an automated patient admission process prior to the EMR era.

As the winner of the Most Interesting Biomed of the Year, Pacific Medical will fly LaBrie from the East Coast to Orange County, Calif., for the 2015 CMIA Symposium in January. He will also tour the company’s 15,000-square-foot facility in San Juan Capistrano, Calif. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

GMI SIGNS AGREEMENT WITH BC GROUP GMI has entered into a partnership with BC Group International to distribute their ultrasound leakage tester series of products. Along with the line of ultrasound leakage testers, GMI will provide all adapters and accessories to support the customization of the leakage testers.

GMI is excited to add the BC Group product line to its ever-growing product list, according to a news item on the company’s website.

“BC Group is a leading provider of test and measurement equipment for the worldwide technical services marketplace. They are a one-stop shop, offering sales of test equipment and tools, plus calibration and repair services for most types of test equipment,” according to the GMI website. •

PARTSSOURCE FOUNDER INDUCTED INTO BUSINESS HALL OF FAME A. Ray Dalton, founder and executive chairman of Aurora, Ohio-based PartsSource, was inducted into the Northeast Ohio Business Hall of Fame on Nov. 6, 2014 during an event hosted at the InterContinental Hotel in downtown Cleveland. The honor is bestowed to select leaders who demonstrate business and civic excellence. Honorees are chosen by a blue ribbon committee of leaders in Northeast Ohio.

A. Ray Dalton “I am honored to be recognized at this prestigious event,” Dalton said. “To be selected by this committee and inclusion in this inductee class is very humbling. Recognition like this doesn’t happen in isolation. I rely heavily on a family at home and at PartsSource who ultimately make a celebration like this possible.”

PartsSource is a provider of medical replacement parts solutions. • WWW.MEDICALDEALER.COM

RADCAL DISCOVERS GOLD NUGGET Radcal Corp. unveiled the first WiFi device for its Accu-Gold family of meters at the 2014 RSNA. In addition, the new Accu-Dose+ ion chamber based diagnostic meter available to replace its legacy dose is meters.

Radcal is happy to announce the official release of the first WiFi device for data transmission after each exposure. The Nugget is a unique “snap-on” enhancement to any of the Accu-Gold family of meters. Recognizing that the system display and X-ray sensors are often widely separated, wireless capability eliminates the need to be tethered by a cable. In order to address transmission stability, data quality and range issues characteristic of other vendor’s Bluetooth solutions, Radcal has designed a WiFi (IEEE 802.11) wireless connection known for its robustness and ease of use. The Nugget is compatible with all previous and current Accu-Gold meters without modifications.

In addition to the Nugget WiFi solution, Radcal is releasing the new Accu-Dose+ diagnostic X-ray meter for dose measurements.

The new Accu-Gold digitizer based device connects directly to any past or present Radcal ion chambers as well as Radcal Dose Diodes for individual or simultaneous measurements.

Utilizing the provided Accu-Gold software, measurements of dose, dose rate, exposure time, pulse count, dose/pulse, pulse frequency and dose rate waveforms are shown after each exposure. With the use of the Nugget, technicians have a powerful wireless solution for obtaining dose measurements. The Accu-Dose+ is now Radcal’s solution for dose measurements replacing the legacy dose meters of the past. •

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

CHRIS O’TOOLE JOINS 4MED Chris O’Toole has joined 4med Imaging Solutions as the Director of Operations and Sales Support.

In this position, he will be responsible for leading and managing all elements of 4med customers’ experience.

O’Toole received his M.B.A. and B.A. in biology from Baylor University.

Chris O’Toole He has more than 20 years experience in the healthcare industry.

As part of the leadership team at AllParts Medical, O’Toole was the national sales director, responsible for leading the company’s growth and transition to new go-to-market strategies. In addition to multiple positions within Philips, and working for Eli Lilly and Company, he brings the experience and success in both sales and operations that will assist 4Med Imaging Solutions with the exponential growth the company is currently experiencing. • 18 MEDICALDEALER | JANUARY 2015

Staff Reports

UNFORS RAYSAFE SIGNS EXCLUSIVE AGREEMENT WITH PHILIPS Unfors RaySafe, acquired by Fluke Biomedical in February 2014, has signed an exclusive agreement with Philips to license out the Patient Dose Management System RaySafe S1. The RaySafe S1 is a cloud based patient dose tracking system launched in 2013 that helps healthcare institutions lower patient dose, improve process quality and increase productivity in imaging workflow while reducing costs.

In an effort to accelerate market reach and better support healthcare institutions to avoid unnecessary radiation, RaySafe has searched for a strong partner. Philips is launching groundbreaking initiatives to provide solutions that lower dose and create a safer environment for patients as well as medical staff.

Each year approximately 3.6 billion X-ray examinations are performed worldwide, leading to earlier and more accurate diagnosis of medical diseases.

However, considerable concern has been voiced regarding the stochastic and even deterministic impact on patients and medical staff. It is critical to ensuring the proper performance of X-ray equipment and of keeping the dose to medical staff and patients as low as reasonably achievable.

“We are committed to providing innovative products and offerings to help avoid unnecessary risks. Moreover, we believe that only a holistic approach to radiation safety can effectively reduce unnecessary radiation exposure to patients and medical staff. As a consequence of this agreement Unfors RaySafe will discontinue to market and sell the RaySafe S1 solution,” cites Magnus Kristoferson, CEO of Unfors RaySafe. “We will continue to develop innovative and ease of use solutions to provide a safer healthcare and within radiology, specifically strengthen our focus on quality assurance solutions and real time dosimetry.”

“This focus on mutually beneficial relationships is at the core of our approach to growth. We envision our product portfolio and our partnerships growing to answer market demand with innovative state of the art solutions,” cites Eric Conley, GM of Fluke Biomedical.

“Our mission, is to together improve the quality of global health – one measurement at a time,” Conley explained. “Commitment to our customers, to the health community and patients everywhere, runs deep. We deliver on that, by providing the best and most reliable quality assurance solutions to make medical equipment safer to use.” • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

Kenneth Walker

RTI APPOINTS NEW GLOBAL KEY ACCOUNT MANAGER RTI, a global provider of complete quality assurance solutions for all X-ray modalities and facilities, has announced the appointment of Kenneth Walker as Global Key Account Manager. Walker has vast experience and expertise in sales and marketing within healthcare.

Prior to this position, he has worked with sales for almost 30 years within Siemens Healthcare, GE Healthcare and Unfors Raysafe.

Walker will lead RTI’s global sales to manufacturers within diagnostic X-ray.

“I’m thrilled and enthusiastic to start working for RTI. The products are world-class and I very much look forward to working with a global sales team,” Walker said.

Employing Walker is part of RTI’s commitment to increase sales and market orientation, Vice President of Sales and Marketing Thomas Schönbeck said.

“We are very excited to welcome Kenneth to RTI. He has a proven track record of successfully building customer focused sales.

He will be a great asset for the sales team,” he said. •

ACERTARA RECEIVES U.S. PATENT FOR AUREON PROBE TESTER Acertara Acoustic Laboratories, an independent ISO/ “Aureon allows the user to visualize the ultrasound IEC 17025:2005 accredited medical ultrasound acousenergy emanating from the aperture of the probe and tic measurement, testing, and calibration laboratory, and detect dead elements and other probe failures in even ISO13485:2003 certified probe repair and new prodthe most complicated of ultrasound probes including 2D uct development facility announces it has been awarded matrix arrays,” he adds. “Aureon represents the first in a United States patent 8,893,541 for the the Aureon ultrafamily of new probe testing devices designed and develsound probe testing device. oped by our team to empower health technology managers “This patent represents the 16th patent our team has to provide in-hospital quality assurance and functional been awarded relative to diagnostic ultrasound system analysis of ultrasound probes under their care.” and probe testing devices,” says G. Wayne Moore, PresThe research and development team at Acertara ident and CEO of Acertara. “Our engineering team first Acoustic Laboratories has been awarded more than 40 developed the modern ultrasound probe testing parU.S. and international patents ranging from 3D ultraadigm more than 13 years ago when we introduced sound products to devices that deliver super-saturated FirstCall at Sonora Medical Systems. This new patent is levels of oxygen to myocardial tissue of heart attack the first awarded for our Aureon probe tester. patients. • WWW.MEDICALDEALER.COM

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INDUSTRY UPDATE_OEM Updates

Staff Reports

WELCH ALLYN INTRODUCES WEBSITE FEATURING ONLINE PARTS STORE Welch Allyn recently introduced a new website for its U.S. customers with improved content, tools and service features designed to improve usability and create an easier, more robust online experience. The new site at www. welchallyn.com has a responsive design that is mobile-friendly.

The new site also features an online store where customers can easily purchase any of more than 700 commonly requested parts and accessories using a credit card. The new store is an extension of the company’s “Parts Now” service offered exclusively through its U.S. Customer Service Center. In addition to a modern product catalog and quick toolbar with access to common self-service functions from any page, the site also offers content and features that accommodate customers, biomedical professionals, distributors and medical students alike, including: a customized experience for mobile, tablet and desktop display allows users to access the site anytime, anywhere, from any device; tools for easy access to useful information or finding a distributor; online warranty registration, Partners In Care Service registration, simple tools to create calibration certificates and how-to videos and FAQs to help customers find solutions to common product questions; a new insights and research section complete with clinical documentation, facility planning assistance and information to help with EHR connectivity; and tools to connect with content, useful information and helpful people.

“From expedited replacement parts to repairs and richer information in our product catalog, we’re helping our customers navigate around the company with greater ease,” said Julie Sheedy, Director, Customer Experience and eBusiness at Welch Allyn. “We’ve enhanced several customer touch points across the site, and with over 125,000 unique visitors a month in the U.S., we know our website is the first point of contact many of our customers have with us, even before they pick up the phone. Our goal is to make working with us more convenient than ever as we enter our next century of doing business around the world.” •

MEVION AND PHILIPS RADIATION ONCOLOGY SYSTEMS COLLABORATE Mevion Medical Systems Inc. and nacle³ is already being used by certain Philips Radiation Oncology Systems are Mevion S250 users, it’s only fitting that collaborating to combine the treatment we work together to develop planning planning capability of Philips’ Pinnafor Hyperscan,” said Joe Jachinowski, cle³ radiation therapy planning system the president and chief executive officer with the Mevion S250 solution with of Mevion Medical Systems.

Hyperscan, Mevion’s new pencil beam “We’re really pleased to be collabscanning technology that is capable of orating with Mevion as it introduces scanning a tumor in seconds.

Hyperscan,” said Sue Wallace, PhD, Pinnacle³ currently supports the general manager of Philips Radiation Mevion S250, the world’s smallest Oncology Systems. “At Philips, treatment proton therapy platform. The new planning is a critical element of informed collaboration will focus on enabling therapy guidance, and the integration of the Pinnacle³ system to also support Philips imaging and planning with therHyperscan. apy delivery systems is essential.”

“Hyperscan is an advanced form The first site to use Pinnacle³ with of pencil-beam scanning and is only the Mevion S250 is the UF Health Canavailable on the Mevion S250. Since Pin- cer Center at Orlando Health.

22 MEDICALDEALER | JANUARY 2015

Hyperscan’s patented technology, paired with the direct and efficient proton beam generation of the Mevion S250 platform, allows tumor volumes to be quickly scanned in a matter of seconds.

This speed makes Hyperscan’s treatment delivery much less sensitive to patient and tumor motion.

The Mevion S250’s compact design removes the obstacles of size, complexity and cost that exist with conventional proton therapy systems without compromising beam quality or patient care. It was first installed at Barnes Jewish Hospital in St. Louis.

Hyperscan has not been cleared by the FDA for clinical use. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

TRUSTED DOSE TRACKING SYSTEM AWARDED INNOVATIVE TECHNOLOGY DESIGNATION Toshiba America Medical Systems better care,” said Olya Carter, RN and Inc. announced that its Dose TrackSenior Clinical Manager at Novation. ing System (DTS) was awarded the “DTS’s 85 percent approval rating Innovative Technology designation by from attendees reflects the technolNovation at its 2014 Innovative Techogy’s benefit to patient safety and its nology Expo. effectiveness.”

Toshiba’s DTS, which is available “Our customers rely on fast, accufor its entire Infinix product line, pro- rate data to make real-time diagnoses vides a real-time display that tracks and decisions,” said David Sloop, cumulative skin dose distribution, director, X-ray Vascular Business as well as peak skin dose, to provide Unit, Toshiba. “DTS is a first-of-itsa safer exam for patients. In addikind technology that improves patient tion, enhancements such as expanded safety and experience, as well as givbi-plane (frontal and lateral) coverage ing clinicians confidence that their and enhanced ability to account for decisions are backed by solid data to tilt and cradle table movement help keep their patients safe and proceclinicians track and measure peak dures effective.” skin dose, giving customers the conThis new designation will also fidence that they are providing the identify Toshiba’s Dose Tracking safest, best approach to diagnoses and System as an awarded Innovative treatment.

Technology product within NovaDTS was awarded the Innovative tion’s online contract catalog, which Technology designation following is accessible by the more than 100,000 a review by more than 200 attendmembers and affiliates of VHA Inc., ees from hospitals around the United UHC, Children’s Hospital AssociaStates who serve on a Novation countion and Provista served by Novation. cil or task force and participated in This heightened visibility will encourthe expo. These key opinion leaders age further consideration by members indicated that Toshiba’s DTS offered accessing this agreement. • incremental benefits over other products available on the market.

TO LEARN MORE about Novation’s Innovative Technology program, visit www.

“Toshiba’s DTS helps provide a safer patient exam, allowing clinicians novationco.com/expertise/technology. to focus on accurate diagnosis and

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• Warehouse storage and mobile bays with electrical hookup

• Customer parts repairs

GE MRI & CT PARTS ARE OUR SEPCIALTY! Email: sales@ed-sloanassociates.com Web: www. edsloanassociates.com Phone: 888-652-5974 Fax: 615.448.6099

THE AMX T

PORTABLE P

IIS BACK!

AMX SOLUTIONS Built with Quality, Backed with Confidence

WITH A WHOLE NEW DR! Priced under $100k Panel stores last 100 images With AED dual monitors completely wireless Software indicates over or underexposure 3 year warranty on panel Panel weighs 6 lbs 2 year parts warranty on portable (includes glassware) In partnership with:

866.630.2697 | www.amxsolutionsinc.com

26 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_Block Imaging

By Garth Immelman

DEXA BODY COMPOSITION SCANNING: MISSED POTENTIAL FOR PATIENTS AND IMAGING CENTERS?

T

he main goal of the medical profession is to improve patient health in as many ways as possible with the equipment at hand. Sometimes though, it can be easy to overlook some of the potential applications of our equipment and, thereby, miss out on the potential benefits. One such case is using bone density scanners (aka dual-energy X-ray absorptiometry or, DEXA scanners) to measure body composition.

We won’t say that nobody is using this tool, its use has actually been on the rise, but we will say that it is still, in many cases, an underused option on DEXA scanners that can help guide patients to healthier lifestyle decisions and imaging facilities to untapped value-adding opportunities.

DEXA Body Composition Scanning The Advantage Getting on a scale helps monitor changes in your weight, but it doesn’t tell you anything about what that mass consists of. A full-body DEXA scan can measure the water, protein, minerals, and fat in a patient’s body and separate it into percentages of fat mass and fat-free mass. Knowing this information can be valuable in planning and goal-setting for lifestyle choices like diet and exercise.

Planning in these areas is vital to meeting that goal we mentioned earlier: improved health.

There are a number of methods of measuring body fat, from skinfold calipers (available at most vitamin or health food stores) to MRI scans (largely cost prohibitive). Each comes with its own margin of error. Among the methods

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most commonly used, DEXA is one of the most accurate.

Why It’s Overlooked DEXA scanners are used primarily to track bone mineral density and to monitor the onset and progression of osteoporosis. With MediCare guidelines recommending regular bone density scans for post-menopausal women, the equipment has an almost built-in clientele exclusively for its bone scanning capabilities. In the right setting, this traffic can occupy most of a system’s available time.

DEXA scans for bone density are generally covered by patient insurance while DEXA scans for body comp are generally not. Body comp scans also need to be prescribed. The fact that patients would need to visit their doctor and pay for scanning out of pocket serves as a deterrent. Furthermore, from the perspective of the imaging facility, if they can fill out their DEXA volume and their bottom line with “sure thing” covered scans, there’s no need to attempt to monetize an uncovered capability.

The Takeaway For patients, body composition scanning with DEXA can be a

Garth Immelman

valuable tool. It may require a prescription and an out-of-pocket expense, but the value of the information can be worth it. The scans are highly accurate and the results can be used to create plans that reduce body fat and, thereby, risk for a variety of conditions from diabetes, to hypertension, to heart attacks.

For imaging facilities, DEXA body comp scans offer another way to serve patients with equipment they may already have. If the traffic from recommended osteoporosis screenings doesn’t quite fill out the schedule, leaving that space open for body comp referrals can create a win-win scenario.

GARTH IMMELMAN Customer Service Representative-Parts for Block Imaging.

MEDICALDEALER 27

TECHNICAL PROSPECTS Experts in Siemens Medical Imaging

Understanding your facility needs, inside and out.

technicalprospec ts.com 1-877- 604- 6583 10 0 0 S. County Road. CB, Appleton, WI 54914

28 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

SERVICE • SYSTEM SALES • PROBES/PARTS • TECH SUPPORT • TRAINING

Our staff and engineers believe in the core values upon which Trisonics was built: Excellence, Integrity, and Experience. It is our top priority to treat each customer with respect, and to ensure complete satisfaction with the services we provide.

Bryan Hoffman, Vice President | Alan Pettenati, Vice President | Stuart Latimer, President

Setting the Gold Standard in Ultrasound Solutions 533 2nd Street, Highspire, PA 17034 • Phone: 877-876-6427 • Web: www.trisonics.com

Sales * Rentals * Trade-ins

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MEDICALDEALER 29

THANK YOU FOR THE PAST 15 YEARS

FROM HOME GARAGE

TO INDUSTRY LEADER

DEDICATED TO ULTRASOUND EXCELLENCE SINCE 2000 Conquest Imaging co-founders Jean and Mark Conrad started the company in 2000 in a two-car garage in Manteca, California after Mark spent more than 15 years with Acuson/Siemens ultrasound service organization. They saw a need for quality third-party service & parts and decided to make a difference. They have built Conquest Imaging to become the total ultrasound solution for health care providers with the highest quality products, excellent customer service, comprehensive ultrasound service programs, a state-of-the-art training program and 24x7 technical support. For the highest quality, lowest cost of ownership ultrasound support, Conquest Imaging continues to deliver.

866.900.9404 • www.conquestimaging.com Because Quality Matters.

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PA R T S

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PROBES

ULTRASOUND |

SERVICE

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TECHNICAL SUPPORT

|

TRAINING

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SYSTEMS |

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

DIAGNOSTIC ULTRASOUND MARKET EXPECTED TO REACH $4.9 BILLION

A

n increase in the uses of ultrasound systems and new technologies equate to growth in the U.S. and global markets. A report from GlobalData estimates that the global ultrasound market will be worth $4.9 billion in 2019. Research and Markets also predicts growth in the diagnostic ultrasound market.

“The global ultrasound market is estimated to grow at a CAGR of 5.1 percent from 2014 to 2019. Although mature markets such as the U.S., Germany, and the U.K. held larger shares in the ultrasound market in 2014, Asia-Pacific is poised to grow at the highest CAGR of 5.5 percent in the next five years,” according to a news release from Research and Markets.

“Factors such as the rapidly increasing aging population, growing focus of multinational companies on emerging markets, improvements and modernization of healthcare infrastructure, government initiatives to have advanced imaging systems at public healthcare facilities, and high incidences of cancer cases in this region are propelling the growth of this market.”

Additional reasons for growth, according to the news release from Research and Markets, include technological advancements and a increased demand for less invasive surgical procedures.

“Market growth is driven by factors WWW.MEDICALDEALER.COM

such as development of technologically advanced systems; rapid growth in aging population with high risk of target diseases; rising incidences of cardiovascular diseases and cancer cases; growing demand for minimally invasive treatment procedures; and increasing public-private investments,” according to Research and Markets.

The growth potential could be limited by healthcare reform measures in the U.S. while other factors could spur growth in other regions.

“However, factors such as technological limitations of ultrasound, dearth of skilled and experienced sonographers, and unfavorable healthcare reforms in the U.S. are restraining the growth of this market,” according to the news release.

“Moreover, emerging markets (such as China, India, Brazil, and Mexico); miniaturization of ultrasound devices and growing number of hospitals and surgical centers are creating opportunities for market growth.”

The cardiology segment of the market is expected to experience the most growth over the next half decade.

“The radiology/general imaging segment is estimated to account for the largest share of the market in 2014. The cardiology ultrasound segment is expected to grow at the highest CAGR in the next five years, owing to rising incidences of cardiac diseases, technological advancements

in the field of cardiac ultrasound, and rapidly growing geriatric population globally,” according to Research and Markets.

Compact ultrasound systems will continue to be a large portion of the market and new advances will help the market grow.

“The trolley/cart-based ultrasound devices segment is expected to account for the largest share of the market in 2014. The compact/handheld ultrasound devices segment is expected to grow at the highest CAGR in the next five years, owing to the development and launch of portable point-of-care ultrasound devices with advanced features and increasing benefits, and demand of compact devices,” according to the Research and Markets report.

The GlobalData report also states that “novel technologies” and “compact systems” are important drivers of growth in the ultrasound market.

Major players in the ultrasound system market include Esaote SPA, GE Healthcare, Hitachi Aloka Medical Ltd., Hitachi Aloka America, Mindray Medical International Ltd., Misonix Inc., Nanosonics Ltd., Samsung Medison Co. Ltd., Philips Healthcare, Siemens Healthcare, FUJIFILM SonoSite Inc., TomTec Imaging Systems GmbH, and Toshiba Medical Systems Corp.

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PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

JANUARY PRODUCTS : This month, Medical Dealer explores Ultrasound.

CARESTREAM Touch Ultrasound System

T

he Carestream Touch Ultrasound System delivers a unique all-touch control panel, integrated GPU processing power and smart transducer technology coupled with a single-board system design. This creates a highly reliable product with advanced imaging capabilities, a compact footprint and a modern user interface. The sleek, all-touch control panel blends the best of both worlds by combining the speed and flexibility of a soft user interface with the tactile feedback of traditional keys.

Etched marking for primary controls assists the user with easily locating key functions without looking away from the image display monitor.

Some beneficial features of the new Touch Ultrasound System include high-level computing power, easy maneuverability and a small, lightweight footprint. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Product Showroom

ESAOTE MYLAB™GAMMA

E

saote’s MyLab™Gamma is a class-leading, highly-portable ultrasound system. The super-light, feature-packed portable system sets ultrasound free to be used in any environment at a moment’s notice. MyLab™Gamma offers fast boot times and a rapid resume which means the system is ready to use within seconds. Integration of wireless connectivity facilitates easy, one-click networking with local networks.

“MyLab™Gamma finally sets ultrasound free,” says Joop Geijsen, Ultrasound Project Manager at Esaote. “We now bring superb quality images and fast, accurate diagnosis right to the point-of-care in any situation – wherever and whenever.”•

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MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

MINDRAY M9 PREMIUM COMPACT ULTRASOUND SYSTEM

T

he M9 next generation ultrasound platform, offering robust processing power and premium imaging, affords healthcare professionals fully featured capabilities and diagnostic confidence. With its compact size and advanced features, including a single crystal transducer with 3TTM Technology, Echo BoostTM cardiac image optimization, and LVO with Echo Cardiography, the M9 is an ideal system for cardiologists. In addition, the M9’s intuitive workflow, 3+ hour battery life, and ergonomic cart provide diagnostic confidence for immediate patient care decisions in point-of-care ultrasound. •

34 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Product Showroom

PHILIPS AFFINITI ULTRASOUND SYSTEM

P

hilips’ Affiniti is designed to enable hospitals and health systems to overcome the demands of increasing patient volumes and cost pressures. It provides innovative technology to help radiology/ ultrasound departments facing more patients with fewer resources deliver high-quality care.

Affiniti’s precision beamforming capabilities and tissue-specific presets, combined with Philips’ proven PureWave transducer technology, work together to provide excellent penetration and superb image quality, with little-to-no need for image adjustment. Affiniti provides high-quality anatomical data, leading to few artifacts, enhanced penetration and diagnostic confidence in a wide range of patient types. The system also features key automation tools that work together to reduce exam time and enhance workflow.

Affiniti is available for sale in Europe and Asia, with the U.S. launch slated for 2015. •

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MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SAMSUNG RS80A PREMIUM ULTRASOUND SYSTEM

S

amsung Electronics America Inc. has announced the U.S. availability of the Samsung RS80A. The RS80A provides fast, easy and accurate imaging across a number of applications, such as abdomen, vascular, cardiac, small organs, breast, urology, musculoskeletal, pediatric and fetal/obstetrics and gynecology.

Samsung’s technological innovation supports the RS80A’s unique S-Vision™ architecture complemented by S-Vue™ transducer performance and ClearVision™ sophisticated digital imaging processing. The RS80A provides premium performance through a comprehensive 3D technology suite that features Realistic Vue™. The product also offers a comprehensive selection of 2D, 3D and 4D transducers and the reliability of a solid state drive. The RS80A incorporates a high-resolution, 23-inch HD LED display, a 13.3-inch tilting tablet touchscreen and a six-way motorized adjustable console. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Product Showroom

SIEMENS ACUSON SC2000 PRIME ULTRASOUND SYSTEM

T

he new Prime edition of the Siemens ACUSON SC2000 premium cardiovascular imaging system offers live full-volume color Doppler imaging of heart valve anatomy and blood flow using a new true volume transesophageal echo (TEE) probe. With this technology, physicians can obtain a more anatomically accurate view of the heart and dynamic blood flow in one view during interventional valve procedures, even in patients with electrocardiogram (ECG) abnormalities. This information helps physicians make faster, more accurate critical decisions. The new Z6Ms true volume TEE probe on the ACUSON SC2000 Prime is the first Siemens transducer to use true volume 3D TEE with 90° x 90° real-time acquisition and full-volume color Doppler, enabling complete 3D images of the heart, in every heartbeat. • WWW.MEDICALDEALER.COM

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VENDOR Q & A_Radiology_Ultrasound

VENDOR Q&A:

ULTRASOUND

Staff Reports

Because Quality Matters.

M

edical Dealer keeps readers updated on medical devices and the latest advancements in healthcare, but many facilities are on tight budgets. Conquest Vice President of Sales, Marketing and Training Matt Tomory provides insights to help guide readers who are looking at ultrasound systems.

What are the most important things to look for in a reputable third-party ultrasound systems provider?

You want to begin with the reputation of the organization providing the system. There are many companies selling ultrasound systems and I have even had customers mention “bargains” on eBay but when it comes to patient outcomes, quality, support, longevity, and the livelihood of the diagnostic ultrasound provider, always go with an organization with a proven track record in ultrasound support. Conquest Imaging is celebrating our 15th year of delivering the highest quality, lowest cost of ownership ultrasound support and is a name you can trust when it comes to ultrasound systems.

Is it possible to keep up with ultrasound systems technology without buying brand new? What are some of the newer technologies you offer?

I typically advise caution when it comes to brand new technology since experiencing the challenges of new product introductions from all manufacturers over the last 30 years. Conquest Imaging offers a wide range of fully reconditioned products including systems just over one year old which have contemporary technology to more “seasoned” systems which are still excellent imagers but may be a few years older.

38 MEDICALDEALER | JANUARY 2015

Conquest Imaging has earned the reputation as the industry’s best ultrasound parts, probes, training and service provider. Why have you added systems to your offerings?

As I mentioned earlier, there are many players in this market but we believe the quality we put into every other aspect of our business will be well received in the market when it comes to systems. Customers have been asking us for systems for some time so we decided in late 2014 to take our Quality Assurance 360° parts reconditioning process and scale it up to complete systems.

Many department directors believe the OEM is the safest option for ultrasound systems service, but service contracts are expensive. How would you convince them that a reputable, independent service company can provide the same level of service as the OEM? Conquest Imaging’s engineers are the most highly training in our industry and we do not strive to provide the same level of service as the OEMs; we strive for better. Our training program has served over 100 engineers from various OEMs as well as clinical engineering professionals across the country and around the world. Backed by our technical support team as well as research and development, our engineers are fully equipped to service all major makes and models faster and less expensive than OEMs.

MATT TOMORY Vice President of Sales, Marketing, and Training What are the most important things to look for when seeking service for an ultrasound system?

I would start with references from large organizations currently served by the provider. There are also many questions to ask as well including training credentials, experience of the engineers, the longevity of the organization and understanding of ultrasound accreditation organizations. I also strongly recommend a site visit when you are putting the care of your patients and business in the hands of an organization other than the OEM. We provide tours of our facility weekly to show customers and prospects who we are and how we achieve excellence in everything we do.

Three of our four senior leaders, myself included, have a combined 55 years’ experience as ultrasound field service engineers and it shows in our quality, customer care and business philosophy.

MEDICAL EQUIPMENT, PARTS & SERVICE

PREFERRED VENDORS_Radiology_Ultrasound

Staff Reports

PREFERRED VENDORS

ULTRASOUND

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 25

Since 1952, our family has been providing quality medical equipment and replacement parts to the healthcare industry. We provide our customers with multiple ordering options. Our four “full line” catalogs and various “product specific” catalogs compliment our new online ordering web site that offers over 70,000 products for your facility.

AllParts Medical, LLC 400 Brick Church Park Drive Nashville, TN 37207 SEE OUR AD ON Toll-Free: 866-507-4793 PAGE 69 Phone: 615-690-5050 Fax: 615-690-5055 Email: apmsales@philips.com Website: www.allpartsmedical.com AllParts Medical is dedicated to servicing the needs of imaging service teams. AllParts provides OEM replacement, Dunlee and Philips parts from its 80,000 square foot facility in Nashville, TN. In addition to parts, AllParts provides: training, technical support, equipment disposition, equipment sales and software (Parts Wizard Customer Portal). Supporting multiple manufacturers (GE, Siemens, Toshiba, Philips) and multiple modalities (CT, MRI, CV / R&F, General Rad, Portable/C-Arm, Ultrasound) AllParts helps imaging teams do more of the work themselves.

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Advanced Ultrasound Electronics George Hryshchuk 6935 E. 38th St. SEE OUR AD ON Tulsa, OK 74145 PAGE 64-67 Toll-Free: 866-620-2831 Phone: 918-628-2831 Fax: 918-628-2833 Email: georgeh@auetulsa.com Website: www.auetulsa.com AUE is a leader in refurbishing ultrasound parts, systems equipment, peripherals and service by using cutting edge technology to repair parts down to component level. It is our goal to provide high quality workmanship and customer service on every part and system that we offer.

Axess Ultrasound SEE OUR AD ON 8148 Woodland Drive PAGE 4 Indianapolis, IN 46278 Phone: 800-248-4153 Email: info@axessultrasound.com Website: www.axessultrasound.com Axess Ultrasound, your one-stop ultrasound solution, is a leader in ultrasound service, parts, probe and system repair, and training for nearly 1,000 hospitals and health care facilities worldwide.

Our service team specializes in the highly technical repair of TEE probes.

Protect your imageTM; it’s the foundation of success at Axess Ultrasound.

Choice Medical Systems, Inc. 1426 Pasadena Avenue South St. Petersburg, FL 33707 SEE OUR Toll-Free: 800-368-9337 AD ON PAGE 29 Phone: 727-347-8833 Fax: 727-347-7140 Email: choice@choicemedical.com Website: www.choicemedical.com With over 50 years combined experience, we specialize in providing new and reconditioned diagnostic ultrasound systems for sale or rent. We offer PMs and service and have a large inventory of replacement parts/probes/systems in stock. Pre-owned systems undergo rigorous reconditioning and warranty is provided. Distributor of Medicapture Image Capturing devices. Authorized Sony dealer for medical products.

Classic Diagnostic Imaging, LLC 1333 Highland Road, Ste. F Macedonia, OH 44056 SEE OUR Toll-Free: 866-818-9729 AD ON PAGE 44 Phone: 330-425-4400 Fax: 330-425-4525 Email: sales@classic-imaging.com Website: www.classic-imaging.com Classic Diagnostic Imaging is a world leader in medical device refurbishment and repair. Classic offers an extensive inventory of quality used and refurbished parts and equipment. Our focus includes Mammography, Rad/Flouro, and Portable Units across all major manufacturers. From free tech support to rapid-fire response, Classic simply redefines medical service.

MEDICALDEALER 39

PREFERRED VENDORS_Radiology_Ultrasound

Staff Reports

PREFERRED VENDORS

ULTRASOUND

Because Quality Matters.

Conquest Imaging Corporate Technology and Logistics Center 1815 Industrial Drive Stockton, CA 95206 Toll-Free: 866-900-9404 Fax: 209-942-2572 Email: mtomory@conquestimaging.com Website: www.conquestimaging.com

SEE OUR AD ON PAGE 30

Conquest Imaging is the largest supplier of ultrasound parts, probes/transducers, probe/transducer repair, training, service and free, 24/7 technical support. Our exclusive Quality Assurance 360° program ensures that you not only get a part that performs to OEM specifications upon installation but outlasts the competition. Conquest Imaging.

Because Quality Matters.

Global Medical Imaging 222 Rampart St. Charlotte, NC 28203 Toll-Free: 800-958-9986 Phone: 704-940-7755 Fax: 704-940-7756 Email: info@gmi3.com Website: www.gmi3.com

SEE OUR AD ON PAGE 81

GMI sells, services and supports ultrasound systems, nuclear cameras and PACS networks across the USA. At GMI, we focus on one thing. Transparency. The truth is that we serve our customers with confidence knowing that we can provide the best experience in the industry. From sales to service and world class support, we have the products and services you need to support your business today and grow tomorrow. Call us today to learn how we can help your business.

40 MEDICALDEALER | JANUARY 2015

Government Liquidation 15051 N Kierland Blvd #300 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com

SEE OUR AD ON PAGE IBC

Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www.govliquidation.com. Search our inventory as new items are added daily.

Intermed 13351 Progress Blvd.

Alachua, FL 32615 Phone: 800-768-8622 Fax: 386-462-5330 Email: sales@intermed1.com Website: www.intermed1.com

SEE OUR AD ON PAGE 28

Your Medical Equipment Sales and Service Experts: • Multi-Vendor Repair Services, All Levels of Coverage • 24/7 availability • National Ultrasound: Service, Sales & Training • East Coast Nuclear Medicine: Sales, Service & Training • Southeast Biomedical Services: Comprehensive Programs & Equipment Repairs

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Preferred Vendors

J & M Trading, Inc. SEE OUR AD ON 409 Space Park North PAGE 62 Goodlettsville, TN 37072 Toll-Free: 866-568-7234 Phone: 615-851-4229 Fax: 615-851-1842 Email: SmartMedSolutions@gmail.com Website: www.jandmtrading.com

35,000 square feet of quality tested parts, tubes, systems and ideas for diagnostic imaging, including but not limited to: X-ray, CT, MRI and NucMed. We provide repairs and deinstallations, and tube reprocessing. Continuous 24x7/365 customer service. All parts warrantied and ready to ship same day. Competitive pricing and discounts throughout the year.

Medcorp, LLC 5735 Benjamin Center Dr. Tampa, FL 33634 Phone: 866-828-1800 Fax: 813-630-5999 Email: cmunyon@medcorpllc.com Website: www.medcorpllc.com

SEE OUR AD ON PAGE 8

MedCorp is the “Direct Source for Ultrasound�. Our extensive inventory of parts and transducers at our Tampa warehouse will ensure that we have the part needed for your ultrasound.

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Metropolis International LLC Leon Gugel 21-11 44th Avenue, 3rd Floor Long Island City, NY 11101 Phone: 718-371-6026 Fax: 718-371-6032 Email: info@metropolismedical.com Website: www.metropolismedical.com

SEE OUR AD ON PAGE 86

Metropolis International LLC is one of the largest stocking dealers of all types of quality pre-owned diagnostic imaging equipment. With over 45 years of combined industry experience, we work with all X-ray, C-arms, CT, Mammography, DEXA, MRI, Ultrasound systems. Located in New York, in a large warehouse, we provide Vendors, Dealers and End-Users, with equipment and services that are second to none!

MW Imaging, Inc. Sponsor: Hot Spot 920 Hemsath Rd., Ste. 102 St. Charles, MO 63303 Phone: 877-889-8223 Fax: 636-925-0070 Email: info@mwimaging.com Website: www.mwimaging.com

SEE OUR AD ON PAGE 3

Unprecedented ultrasound imaging services from MW Imaging. Parts, probes, systems, service, loaners, repairs, and 24/7 tech support combined. We make it hassle free for all your ultrasound needs and requirements.

MEDICALDEALER 41

PREFERRED VENDORS_Radiology_Ultrasound

Staff Reports

PREFERRED VENDORS

ULTRASOUND

National Ultrasound 2730 North Berkeley Lake Road, Suite B400, Duluth, GA 30096 Toll-free: 800.797.4546 Phone: 770.551.8797 Fax: 770.551.8598 Email: info@nationalultrasound.com Website: www.nationalultrasound.com

SEE OUR AD ON PAGE 43

Since our founding in 2003, we have focused on a single product category: new and used ultrasound systems, parts and probes. We are a company of ultrasound specialists with more than 250 years of collective experience and knowledge working with equipment from the largest ultrasound manufacturers. We have made the Inc. 5000 list for the seventh consecutive year.

Tri-Imaging Solutions 756 Hickory Industrial Drive Old Hickory, TN 37138 Toll-free: 855-401-4888 Email: sales@triimaging.com

Trisonics, Inc. 533 2nd Street Highspire, PA 17034 Toll-free: 877-876-6427 Phone: 717-939-6860 Fax: 717-939-6864 Website: www.trisonics.com

SEE OUR AD ON PAGE 29

Trisonics, Inc. is your ultrasound imaging partner specializing in ultrasound service, support, systems, transducers and parts. Our goal is to provide cost effective solutions with an emphasis on personalized service.

SEE OUR AD ON PAGE 14

Tri-Imaging Solutions is a replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts – and can even help to install, we buy-sell-move equipment, and provide technical support.

All replacement parts come with a 90-day warranty. Available 24/7/365.

42 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

The Largest Dedicated Seller of Ultrasound Probes, Parts & Systems

Authorized Re-seller for GE, Siemens, Toshiba and Mindray

At National Ultrasound, we pride ourselves on our expert knowledge of ultrasound. Our staff is trained to help you find the right ultrasound equipment that meets your application and budget requirements.

GET A QUOTE Over 10,000 Parts in stock TOLL FREE: 1 (888) 737-9980 INFO.NATIONALULTRASOUND.COM/QUOTE 2730 NORTH BERKELEY LAKE RD, SUITE B-400, DULUTH, GEORGIA 30096

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MEDICALDEALER 43

WE PUT THE "WE" IN WEALTH

We’d like to say we put the “we” in wisdom... but there’s no darn “e” in there!

Wisdom like: knowing we’re in this together. It saves to update your used devices. Classic can earn you thousands by closing your downtime window. In fact, we supply free technical support and Parts ID on most OEM products. Whether it is a part from stock, a refurbished component, Biomedical device support, or a complete system refurb – it all adds up to wealth for you.

ASK US ABOUT CLASSIC KNOWHOW THAT SAVES. FACEBOOK: SEARCH FOR CLASSIC IMAGING TWITTER: FOLLOW @CLASSICIMAGING REMADE IN AMERICA

TOLL-FREE U.S. 866.818.9729 INTERNATIONAL 330.425.4400

LINKEDIN: LINkEdIN.COM/COMpANy/CLASSIC-dIAGNOStIC-IMAGING ©2013

CDI-We-in-Wealth-2013.indd 1

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5/20/13 12:35 PM

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Monitoring Systems Phillips (including Intellivue X2), Welch Allyn, GE Marquette, Nellcor, Spacelabs, HP...

Phillips Multi-Measurement Server M3000A, M3001A

Flatpanel Monitors Phillips, NEC, ELO, Spacelabs...

Imaging AMX-4 and AMX-4+

QAL WANTS TO HELP WITH YOUR HEADACHES! WE REMOVE THE STRESS BY: Refurbishment of AMX4 & 4+, MR tables, heat exchangers, & cradle drives Test, calibration & finishing to original company specifications.

ISO 13485, 9001, CE, CSA and ITAR certified. UL Panel approved.

Located in Marinette Wisconsin with global shipping capability.

5 day turn around for most cases

Bed Parts Hill-Rom, Stryker...

1.888.430.1625 920.883.7219 QALManufacturing.com

Bed and Stretcher Mattresses Comparable Replacements Rieter Medical Services Phone: (864) 948-5250 735 Landers Road Phone: (800) 800-5402 Spartanburg, SC 29303 Fax: (864) 699-5359 Email: info@rietermedical.com

MEDICAL SERVICES

www.rietermedical.com WWW.MEDICALDEALER.COM

MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

ENDOSCOPY MARKET TO ECLIPSE $12 BILLION

E

ndoscopes and accessories are becoming more and more common in healthcare. These devices are useful tools for a growing variety of health concerns. The United States is a leader in the endoscopy market and it is a market that experts predict will grow over the next several years.

“The U.S. market for endoscopes will not only continue to dominate the global endoscopy market, but is set to increase its share of the market over the next few years, from 43 percent in 2013 to over 55 percent by 2020,” says Andrew S. Thompson, Ph.D., GlobalData’s Senior Analyst covering medical devices. “The global endoscopy market, estimated to be worth over $6 billion in 2013, consists of a wide range of endoscopes that are used to visualize specific areas throughout the body and to aid in surgical procedures, as well as endoscopic reprocessing units, endoscopy fluid management systems, and endoscopy visualization systems. It is expected to increase to $12.6 billion by 2020.”

Colonoscopes are an import area of the U.S. market and will continue to drive growth.

“The increasing U.S. share of the global endoscopy market is being driven mostly by a continuing high demand for colonoscopies,” Thompson says.

In 2013, colonoscopes accounted for 16 percent of the U.S. endoscopy market revenue, which is forecast to increase to 43 percent by 2020, according to Thompson’s report. In contrast, over the same time period, European sales of colonoscopes are expected to increase WWW.MEDICALDEALER.COM

by just 3 percent from 10 percent to 13 percent. Other regional markets will follow the same trend as Europe.

Screening practices in the United States and reimbursement levels for colonoscopies will aid in the growth of the market.

“In addition to an increase in the incidence of colorectal cancer (CRC), the major driver of the rising sales of colonoscopes is increased screening for the disease among middle-aged individuals, which can be either organized or opportunistic,” Thompson says. “Europe and Japan generally use an organized system of screening, where a colonoscope is used to diagnose problems identified during a simple screening test, typically through the detection of blood in stool samples.

In contrast, the U.S. follows an opportunistic screening process; while the U.S. guidelines define a screening process using the same simple tests as in the rest of the world, patient aversion to fecal testing, coupled with continuing reimbursement for colonoscopy for screening purposes, has meant that U.S. physicians have increasingly resorted to colonoscopies in an effort to provide a basic level of CRC screening.”

“In addition, healthcare reforms instituted by the Affordable Care Act (ACA) ensure that the cost of a biopsy

of a polyp found as a result of a screening colonoscopy will remain fully covered by insurance,” Thompson reports. “While promising new molecular tests to screen for CRC have been introduced by Exact Sciences and Epigenomics, uncertainty regarding regulatory approval, the frequency of testing, reimbursement, and the cost of these tests means that colonoscopy is expected to remain the favored means of CRC screening in the U.S. for the foreseeable future.”

A report by MarketsandMarkets predicts growth in the global endoscopy market.

“The market is estimated at $28.2 billion in 2013 and is expected to reach $37.9 billion by 2018, growing at a CAGR of 6.1 percent from 2013 to 2018,” according to the report.

“Over the years, the demand for endoscopy has increased significantly because of the growing preference for minimally invasive surgeries. Apart from being minimally invasive, endoscopic procedures are also cost effective in terms of pre- and post-operation care costs and length of stay at hospitals,” the MarketsandMarkets report says. “The technological advancements and breakthroughs in the field of endoscopy are expected to drive the global endoscopy equipment market in the coming years.”

Some leading players in the global endoscopy equipment market include Ethicon (Johnson & Johnson), Olympus Corp., Covidien, Karl Storz, Boston Scientific Inc. and others.

MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

JANUARY PRODUCTS : This month, Medical Dealer explores current trends in Endoscopes.

PENTAX MEDICAL i10 SERIES HD+

P

ENTAX Medical i10 Series HD+ (plus) Endoscopes provide the highest resolution HD (high definition) images ever available for colonoscopy and gastroscopy procedures that screen for and treat GI disorders. The new series of endoscopes has enhanced therapeutic features including larger instrument channels, slimmer outer diameter scopes, and shorter bending sections. The endoscopes also feature an innovative, lighter, and ergonomic control for greater physician comfort. They are designed with next generation imaging features such as 140-degree Effective Field of View (EFOV™), for optimization of full frame brightness, resolution and minimized edge distortion. The new CloseFocus™ Examination Range feature allows physicians to get as close as 2mm from the mucosa for even greater magnification and detail evaluation. • 48 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

KARL STORZ FLEX-XC

T

he KARL STORZ Flex-XC Flexible Uretero-Renoscope is a “go anywhere” solution that enables endourologists to navigate the most tortuous ureteral anatomy and access every area of the kidney to see and treat disease pathologies.

With its state-of-the-art distally mounted CMOS camera providing sharp digital images, the Flex XC also provides optimum accessibility with a dynamic flexible design and maximum distal tip articulation. The Flex-XC’s thin shaft and short distal tip length, combined with an ergonomic, intuitive design support precise navigation for a range of diagnostic applications, as well as upper transitional cell carcinoma and treatment of stones. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 49

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

OLYMPUS PCF-H190DL/I

N

ew to the Olympus fleet of colonoscopes is the PCF-H190DL/I, which enhances Olympus’ existing EVIS EXERA III slim colonoscope (PCF-H190L/I) with the addition of integrated ScopeGuide capability. ScopeGuide provides a real-time 3D visualization of the colonoscope’s position and configuration within the colon, displayed on a monitor.

This new level of visualization offers physicians the ability to recognize loops as they form, potentially leading to shorter insertion time and less patient discomfort. Endoscopists can now easily use ScopeGuide with an adult or slim colonoscope. Additionally, the PCF-H190DL/I includes Responsive Insertion Technology, which is designed to facilitate complete colonoscopies by improving scope handling, insertability and ergonomics. •

50 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

STAHL LED300 LIGHT SOURCE

T

he new Stahl LED300 light source is a compact, efficient, durable source of brilliant “daylight” quality light for almost all endoscopy applications. The lumen output is comparable to many Xenon units, but it is more stable and efficient.

The expected LED life of 30,000 hours eliminates costly periodic lamp changes. The temperature color is 6950º K nominal with virtually no UV or IR emissions. It has a turret with multiple connectors: Acmi, Olympus, Storz and Wolf, so you can keep using your existing light cable. The light source accepts 100-240V AC, 50/60Hz input power for worldwide operation. The LED300 is 11 inches wide, 4.5 inches tall and 11 inches deep. It weighs 7.5 pounds. •

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MEDICALDEALER 51

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

FUJIFILM 600 SERIES VIDEO ENDOSCOPES

T

he Endoscopy Division of FUJIFILM Medical Systems U.S.A. Inc. recently introduced the ground-breaking 600 Series video endoscopes with CMOS imaging technology. The EG-600WR Gastroscope and EC-600WL Colonoscope are equipped with the latest CMOS image sensor technology which provides super high-resolution imaging with 60p video, and over one megapixel still images. CMOS technology provides images as close as 2mm with less peripheral distortion, enabling closer investigation of surface and micro vascular patterns. The 600 Series represents an advanced diagnostic tool with a host of features including a modified insertion tube design (in EC-600WL), water jet function and more. For additional information, visit: http://www.fujifilmusa.com/products/medical/endoscopy/endoscopes/600_series/index.html •

52 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Preferred Vendors

PREFERRED VENDORS

ENDOSCOPES

The Medical Equipment Liquidators

SEE OUR AD ON PAGE IBC

Government Liquidation 15051 N Kierland Blvd #300 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www.govliquidation.com. Search our inventory as new items are added daily.

HMB Endoscopy Products SEE OUR AD ON 3746 SW 30th Ave PAGE 55 Ft Lauderdale, FL 33312 Toll-Free: 800-659-5743 Phone: 954-792-6522 Fax: 954-792-6535 Email: info@hmbendoscopy.com Website: www.hmbendoscopy.com HMB Endoscopy Products specializes in the sale and repair of endoscopy equipment manufactured by Olympus, Pentax, Storz, etc. All endoscopy products have been completely refurbished in our onsite repair facility and are sold with a 2-year extended warranty against defects. Our factory-trained technicians will repair and restore your endoscopes to like-new condition and warranty the work for up to one year.

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Mobile Instrument Service & Repair 333 Water Ave. SEE OUR Bellefontaine, OH 43311 AD ON PAGE 46 Phone: 800-722-3675 Fax: 937-592-7004 Email: mobile@mobileinstrument.com Website: www.mobileinstrument.com Mobile Instrument provides the industry’s most extensive surgical equipment service and repair. As a value-added service, Mobile offers its customers refurbished equipment to supplement their inventories.

Whether it’s flexible and rigid endoscopes and accessories, power equipment, free loaners, or quality pre-owned equipment; trust Mobile to provide cost saving solutions for all your service and repair needs.

Zgrum Medical 10645 North Oracle Road, Ste. 121-131 Oro Valley, AZ 85737 Toll-Free: 888-947-8688 SEE OUR Phone: 520-495-0391 AD ON Email: medsales@zgrum.com PAGE 54 Website: www.zgrum.com Zgrum Medical specializes in new and preowned Bariatric, General Surgery, Flexible Endoscopy, and Orthopedic medical equipment and disposables.

We buy, sell, and repair new, used, and refurbished trusted brand names at 20-60% below manufacturers’ prices. We offer a 100% money back guarantee. Hablamos Espanol. Don’t wait! Call us Today

S.H. Medical Corporation 3061 N.W. 82nd Ave. SEE OUR AD ON Miami, FL 33122 PAGE 54, 83 Phone: 305-406-2222 Fax: 305-406-2113 Email: shmedical@shmedical.com Website: www.shmedical.com S.H. Medical Corp, a leading company in the distribution and export of new, refurbished and pre-owned medical equipment with nearly 20 years of experience. Specializing in rigid and flexible endoscopy equipment and repairs, video towers and surgical instruments. S.H. Medical offers the best service, warranty, and prices in the used market! “Se habla español” “Falamos Portugues” MEDICALDEALER 53

54 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 55

2015 HEALTHCARE TRENDS

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ADVANCED ULTRASOUND ELECTRONICS

D E FINING THE S TA ND A R D

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MEDICAL EQUIPMENT, PARTS & SERVICE

p. 37

CARDIOVASCULAR IMAGING

By Matt Skoufalos

Address Service Requested MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269

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p. 46

HOSPITAL BEDS

MEDICAL EQUIPMENT, PARTS & SERVICE

I

n the past decade, the U.S. Food and Drug Administration has approved hundreds of new pharmaceuticals and even more medical devices. Although the vetting process whereby health-

care products are managed, developed, and ultimately released for public purchase is lengthy and full of stringent checks and balances, there are always instances in which a product has unintended side-effects.

These can be the result of any number of things — use error, contraindications from medicines or devices working in concert, unique design flaws — that are closely tracked for years after a product is cleared for sale in the country.

But whatever the reason behind these instances, which are categorized as “adverse events” by the agency, the surest way to resolve them is to gather as much information as possible as quickly as possible.

WWW.MEDICALDEALER.COM

To that end, the agency has developed the MedWatch program, a database for the collection and dissemination of adverse event reports. The scope and impact of MedWatch has grown in the more than 20 years of its operation to become one of the most important tools on the front lines of the agency’s watchdog process.

“The hope for the MedWatch at launch, was to significantly improve FDA’s ability to monitor the safety of products we regulate and to

take necessary actions swiftly and effectively,” said Anna M. Fine, Pharm.D., Director of the Health Professional Liaison Program in FDA’s Office of Health and Constituent Affairs.

“In addition to encouraging an increased sense of responsibility among physicians and other healthcare providers about reporting adverse events and product problems, the FDA wanted to better inform providers about regulatory actions taken by the FDA in response to reports,” Fine said.

MEDICALDEALER 57

DO NO HARM

From the outset, MedWatch was designed as a voluntary mechanism for use by practitioners who observed adverse events in the field of healthcare.

In the time since its inception, it has evolved into a streamlined process for the collection of adverse drug reactions, drug quality product problems, device quality product problems, and adverse reactions to medical devices, all in a single, one-page reporting form.

Fine points out that the form has since been expanded to collect data on other FDA-regulated products, including dietary supplements, cosmetics, medical foods, and infant formulas. But beyond the expansion of its scope, she said, its true value lies in helping healthcare professionals “to regard reporting as a fundamental professional and public health responsibility.”

“The goal isn’t to increase the quantity of reports but the quality of reports,” Fine said, “therefore, focusing on education and programs like MedWatch [is important, but] learn[ing] to educate the public on what makes a good and useful report is just as important.”

CORRELATION, NOT CAUSATION In the United States, the FDA approval process for pharmaceuticals includes “a fairly rigorous clinical testing process” to certify that a drug is safe and effective for use, said Dr. Jeff Lewis, RPh and associate dean of the school of pharmacy at Cedarville University in Cedarville, Ohio.

58 MEDICALDEALER | JANUARY 2015

“The hope for the MedWatch at launch, was to significantly improve FDA’s ability to monitor the safety of products we regulate and to take necessary actions swiftly and effectively.”

– Anna M. Fine

However, Lewis points out, not every possible side effect or unintended consequence is discoverable under such circumstances, even in a highly controlled environment. Patient populations in clinical trials are “quite homogenous,” he said, whereas the general population for which the medicines are later prescribed simply aren’t.

“Once a medication is prescribed for use, there’s a lot of leniency offered to the medical community in terms of how the drug is used,” Lewis said. “Issues that aren’t quite so identified in clinical trials make their appearance in the post-marketing phase of a product’s life.”

By way of example, he said,

Anna M. Fine Pharm.D., Director of the Health Professional Liaison Program in FDA’s Office of Health and Constituent Affairs the antipsychotic clozapine has been prescribed for years in the treatment of schizophrenia, bipolar disorder, and borderline personality disorder. But in its post-marketing phase, Lewis said, the drug was found to have significant effects on white blood cell counts that were unobserved in development.

“It’s still a very good drug, but when it was first marketed, nobody was really concerned about that particular side effect,” he said. “Eventually, it became known that it was a big deal and you cannot use the drug unless you are registered in a pretty sophisticated monitoring system or having your blood tested on a pretty regular basis.”

Before the advent of MedMEDICAL EQUIPMENT, PARTS & SERVICE

Watch in 1993, there simply wasn’t a process of for identifying adverse events and reporting that information back to the FDA. As a result, greater numbers of patients were essentially at risk for the same kinds of harms the longer they went unreported and, ultimately, unaddressed. With MedWatch, Lewis said, the conversation changed, opening up channels of communication that were led by evidence gathered in the field.

MedWatch essentially asked healthcare professionals, “Any time there is a serious adverse event that you think may be associated with one of those products, please let us know,” he said. “Was there a birth defect, a hospitalization that you have a suspicion was connected to a medical entity, drug, [or] device?”

Even though a single event

Dr. Jeff Lewis RPh and associate dean of the school of pharmacy at Cedarville University

“Don’t take it upon yourself to decide if something is an issue or not; throw it in the database and let someone with more training than you work it out.”

–Dr. Jeff Lewis is insufficient to prove a causal effect, voluntary reporting opened the door for more effective safety measures to be employed, Lewis said.

“They’re just opportunities for the FDA to say, ‘We may have a problem here; let’s form a research protocol to address this issue that seems to be rearing its WWW.MEDICALDEALER.COM

ugly head,’ ” he said.

MedWatch has become a strategic opportunity, Lewis said, not only for collecting and disseminating safety alerts, but in driving drug recalls, resolving labeling issues, and documenting potential risks before they coalesce. And that’s before the program was expanded to allow

public input via self-reporting of events, which is what Lewis said is “where the rubber meets the road,” i.e., home-based device and medication usage. The program provides anonymity, security, and a clear line of communication to authorities in a position to drive change.

“The reports are set up in such a way as to get some very granular information,” Lewis said. “They’ve done a nice job setting up the fields in the online report to categorize the data very significantly. Every report that’s in there is put in there as non-personally identifying.”

Although neither physicians nor other professionals are typically “conducting an in-depth study” of what they’ve observed, given the demands of their work, Lewis said, “reporting my observed relationship in case others are reporting a similarly observed relationship” helps to create a timeline of potential incidents.

Lewis is a strong proponent of the MedWatch system as providing another layer of safety and stresses its importance to his students. He described it as “a valuable contribution to the overall healthcare system in the U.S.” “I’m a great advocate of people going online and submitting a MedWatch form,” Lewis said.

“Don’t take it upon yourself to decide if something is an issue or not; throw it in the database and let someone with more training than you work it out.”

Lewis doesn’t believe that MedWatch reports have shifted anything in the FDA approval MEDICALDEALER 59

DO NO HARM

process of a device or prescription drug, but he did say that it’s largely performed the function it was intended to perform, “and nothing more.”

TREND TRACKING Validating patient responses to medication is one of the earliest applications of MedWatch, and a mechanism that provides immediate and direct feedback about potential unintended consequences. With medical devices, the same data that MedWatch gathers can also provide information about the issues facing an entire industry, from operational issues to manufacturing and marketing concerns.

help to serve as an “early warning sign” that connects the dots among enforcement reports, data tracked to specific recalls, and whether any companies that operate in the same space as its clients “may be experiencing some effects that are out there.”

“Within medical device, we’re able to track the pertinent stuff to see what trends are existing,” Rozembajgier said. “As the alerts come through, we’re looking to see if it’s relative to a specific recall that’s occurred, adjustments to that recall that may affect customers that we’re working with, and what the cause is relative to the solution at hand.”

“We’ve done over 4,000 recalls, to date, for all industries, and that includes medical products.” – Mike Rozembajgier For Mike Rozembajgier, Vice President of Sales and Marketing at Stericycle in Indianapolis, Ind., MedWatch is an industry barometer that offers some background guidance that his organization uses to help manufacturers who may be considering whether to effect a product recall.

“We’ve done over 4,000 recalls, to date, for all industries, and that includes medical products,” Rozembajgier said. “We’re involved once it’s been determined that a recall is necessary.”

In the context of monitoring marketplace reporting and FDA activity, MedWatch can 60 MEDICALDEALER | JANUARY 2015

MedWatch reports aren’t the absolute determinant in guiding the actions that Stericycle takes in support of its clients, Rozembajgier said, but they can provide another source of new or important information, especially in the context of other communication from the FDA, including recall announcements — and re-announcements — and related warnings.

“One of the top drivers for recall was labeling and or packaging errors and software issues,” he said, indications that may be recognized and resolved increasingly with reporting mechanisms offered

through MedWatch.

“For us, it’s to manage through the current crisis,” Rozembajgier said. “The data we gather, you’re going to look back at that and determine what some of the steps are we can take to prevent that going forward. Protect the public, protect the brand, and close [the recall] out as soon as possible.”

A RISK MANAGEMENT APPROACH TO SAFETY After spending 30 years in the regulatory industry, including a few at the FDA’s Los Angeles office, Susan Bain, DRSc, has seen the evolution of adverse event reporting drive real, practical changes in the way that product safety information is handled in the medical device and pharmaceutical world.

Today, Bain directs the Clinical, Regulatory and Quality Program at the Keck Graduate Institute in Claremont, Calif., and she says that the FDA’s approach to the dissemination of patient safety information, particularly that information collected by MedWatch, has been a useful and valuable addition to its public communication strategy.

“I think the news that FDA is continuing to evolve [MedWatch], and continuing to improve, and using more social media is an example of government doing something right,” Bain said; “using some of the money that we’re paying in taxes or user fees [in service to public health].”

Bain described MedWatch as existing within a reporting MEDICAL EQUIPMENT, PARTS & SERVICE

climate that allows manufacturers to address adverse events, device malfunctions, and other safety concerns with early reporting. As a result, she said, the “risk management approach to safety” has resulted in concrete behavioral changes, including redesigned package inserts to incorporate physician warnings, contraindications, and similar precautions.

“If you make a major change to a drug, you need to change your package insert to notify that you’ve changed a major component that’s in the drug, so there’s a special section for that, and any information for special populations,” she said.

In 2010 FDA launched a service called “The Daily Med,” Bain said, in which all package inserts are posted as soon as they are (re)written. The project is a cooperative effort with the National Library of Medicine that allows physicians to search out the latest packaging information and track the findings of their fellow healthcare professionals. Providers can sign up for immediate email alerts whenever the FDA is notified of any safety concern; all the alerts are searchable online.

The agency is also expanding its efforts into social media campaigns, Bain said, including Twitter releases of information as it’s published.

Additionally, she credited the expansion of the MedWatch reporting forms to include public/consumer feedback as well as that of healthcare professionals and manufacturers with lowering the threshold for information-gathering. Making the WWW.MEDICALDEALER.COM

Susan Bain Director of Clinical, Regulatory and Quality Program at the Keck Graduate Institute

“I think the news that FDA is continuing to evolve [MedWatch], and continuing to im-

form understandable for laypeople adds a useful dimension to the findings of the program, she said, and it is supported by an online tutorial that further helps accelerate and improve reporting. Involving more stakeholders improves the reporting process, she said, and helps prevent adverse events.

“Healthcare people don’t have to report,” Bain said. “They often do, but a lot of times we just get a phone call. The FDA taking that information and actually having a body that reviews it and does some tracking and trending,” however, makes a difference.

“Now manufacturers do some training and analysis of any adverse event, not just ones that require hospitalization,” she said.

The extra input allows for “much more oversight, much more reporting,” and “a fresh pair of eyes” that increases the likelihood that problems will not only be documented and addressed, but perhaps prevented in the future.

In a sense, it’s squaring the mission of the agency and its aims with ththeat oldest adage of healthcare: “First, do no harm.”

prove, and using more social media is an example of government doing something right.”

– Susan Bain MEDICALDEALER 61

62 MEDICALDEALER | JANUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

IAMERS - International Association of Medical Equipment Remarketers & Servicers

Become an

IAMERS

Member

A SYMBOL OF ADVOCACY, ETHICS, & NETWORKING WHY YOU SHOULD BE A MEMBER: 1. Advocacy - includes legal expertise and lobbying in Washington and Brussels - FDA, Congress, OMB 2. A Vetted Ethics Process 3. On-going work with other trade associations 4. The best business-to-business networking 5. No one else has your back

Your customers can feel confident doing business with you because you are an IAMERS member.

Scan here to apply to become a Member or Visit www.iamers.org

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info@iamers.org MEDICALDEALER 63

CORPORATE PROFILE

AUE

ADVANCED ULTRASOUND ELECTRONICS

D E F I N I N G T H E S T A N D ARD

ADVANCED ULTRASOUND ELECTRONICS

D

ependable, honest, reputable, quality,

expertise and progressive are all words that describe Advanced Ultrasound Electronics.

Founded in 2001 by John Hryshchuk, Advanced Ultrasound Electronics (AUE) was born from a laser focus to provide pretested parts to engineers to prevent unnecessary errors and faulty repairs.

Hryshchuk began his career working on aircraft and simulator instrumentation. He transitioned into ultrasound repair in 1997 working on mechanical probes and reverse engineering printed circuit boards. He supported GE’s repair pool and provided technical support to GE field engineers. His role grew and soon he was training members of the GE field support team on multi-vendor service of ultrasound machines.

The work with GE opened his eyes to how bad parts negatively impacted the work of engineers and the quality of the repairs being performed in the field.

Hryshchuk’s vision was to provide quality parts that had been tested 64 MEDICALDEALER | JANUARY 2015

on machines before being shipped out to engineers or customers performing repairs on the devices. His concept was an instant hit and established AUE’s reputation for delivering quality parts that will not fail.

“Our company’s core strengths are quality craftsmanship and technical expertise,” Hryshchuk explains. “Reputation is what it is all about, and we test every component on working systems before they go out. We do all repairs in-house, down to the component level, and back our work with full warranties.”

AUE’s work is even highly valued by its competitors.

“Complete systems are upgraded and fully tested before leaving the shop. We constantly monitor price in the industry to ensure we stay very competitive, and far below OEM pricing,” he adds. “We have excellent working relationships with the OEMs and ultrasound dealers across the country.”

AUE’s dedication to quality shows in the number of orders it fills each month.

“We regularly ship more than 400 parts a month,” Hryshchuk says. “We owe a large part of our success to our excellent relationships with the OEMs and our friendly competitors who know and trust our workmanship and know our reputation.”

AUE’s team, from top to bottom, has a high standard to live up. The company’s impeccable reputation comes

as a result of very lofty expectations from customers. However, customers’ expectations will never surpass those of Hryshchuk and his team. Nobody expects more from AUE than AUE. One example of AUE’s dedication to live up to its reputation is its investment in test beds.

“We have functional ultrasound systems of virtually every brand and model to be able to repair and test the parts we supply,” Hryshchuk explains. “Because we use only our own parts, we know they have been through our own rigorous quality checks.”

AUE also offers additional solutions to make certain customers have the best service possible.

“We offer Hero Kits and support on every part we sell. A technician can help troubleshoot problems over the phone by accessing one of our systems here, and if parts are needed our vast inventory ensures we can ship overnight and get the customer back up and running fast,” Hryshchuk says.

Hospital budgets are tighter than in years past and AUE has helped healthcare facilities overcome the challenge of limited monies for new system purchases.

“This has actually been a benefit for AUE since we specialize in keeping existing systems running with a minimum of downtime. We stay very current with new models coming out MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

AUE is committed to providing: of warranty to ensure we have the latest test beds and inventory to support the newest systems,” Hryshchuk says.

“At the same time, we maintain a large inventory of repair parts for obsolete equipment and have experience with their most common failure issues.”

The company also serves as an expert partner to assist hospital staff maintain equipment.

“We have also expanded our training to better help hospitals perform their own in-house ACR, PMs and service, backed by our technical support,” Hryshchuk says.

More than once, AUE has served as a “hero” for a hospital. One instance involved a customer that was having difficulty with a Philips iE33 ultrasound system.

“We sometimes get brought into situations where a system has not been working correctly for a while, with no one being able to figure out what is wrong and how to fix it. That is when we fly in ‘a Hero with a Hero Kit,’ ”Hryshchuk explains. “A recent situation like that was on an iE33. Several parts had been replaced to try to solve an image quality issue that had been going on for several months and with two different service companies. Now the system was barely working and it was so bad it was ‘down,’ according to the sonographers.”

“The customer did not have service reports for all the calls and the current WWW.MEDICALDEALER.COM

service company was new to the situation, so we got all the information we could,” he continues. “That day we shipped a Hero Kit with several different boards, and because the current service company did not know the iE33 that well, we also put one of our expert field engineers on a plane. As we usually find when we encounter situations like this, there were multiple things that were wrong. Because we shipped the right parts, our field engineer was able to fix it that day.”

The ability to solve the problem the same day the call came in adds to the many reasons AUE has such a stellar reputation and is known for its quality work. Another reason AUE is a leader 3. in the field are the people who make up its team of experts. Hryshchuk speaks highly of all of his employees and is especially excited about the addition of industry leader Jim Carr.

“Jim Carr, who joined us in 2013, brings a wealth of experience and expertise in the ultrasound arena. Jim oversees all aspects of AUE’s field services and customer support, as well as international sales and service,” Hryshchuk says.

“Jim Carr has over 30 years of experience in diagnostic imaging in the disciplines of field service, quality assurance, regulatory affairs, manufacturing, product development and technical support, with companies including Technicare, Johnson and

100% Working Parts: Our parts are tested and quality checked before being put into inventory.

Focus on Customer Service: Our trained staff provides complimentary technical support before and after every sale, to ensure our customers’ requirements are met, to their complete satisfaction.

Dedicated Test Beds: Our in-house large inventory of functioning and maintained ultrasound machines guarantee that every part is “live” tested on an ultrasound machine and passes all system checks.

Adhering to a Quality Management System: Having a quality system in place ensures that every employee is trained and involved in our strict quality guidelines.

Competitive Pricing: Because we do all repairs in-house we can pass along the savings to our customers while assuring them of the quality available in the industry.

Our Suppliers: We have excellent relationships with our suppliers and OEMs and work with them to achieve our goals and high-quality standards.

Continual Improvement: We believe we can always improve our performance through continual training and listening to our customers.

MEDICALDEALER 65

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

Johnson Ultrasound, and Acuson,” he adds. “Most recently, he has provided leadership for the technical operations and quality systems at multivendor service organizations; as the executive director of service programs for Unisyn Medical Technologies and as vice president of operations and quality at Sonora Medical Systems. Technically trained and experienced on multiple imaging modalities, Jim is regarded as a technical expert on diagnostic ultrasound systems and transducers. He has been a frequent presenter of seminars and workshops at biomedical and clinical engineering meetings on subjects such as testing and quality assurance of ultrasound systems and developing a support strategy for diagnostic imaging equipment.”

Carr also spearheads AUE’s new in-house training center. The training center is an example of AUE’s growth.

AUE offers training courses on the basics of diagnostic ultrasound, as well as various Philips, GE, Siemens and Acuson ultrasound systems.

The company relocated to a larger headquarters in 2014 to provide a home for its existing operations and planned additions.

Now, the company occupies 20,000 square feet in its new Tulsa, Okla., headquarters and has an addi-

66 MEDICALDEALER | JANUARY 2015

tional 20,000 square feet available “to accommodate near-term future growth,” Hryshchuk says.

“The build-out was custom designed to meet our unique repair facility needs, an expanded test bed area, and to meet our needs for our growing inventory,” he explains. “We have also built a new training facility within headquarters for our basic and advanced ultrasound training classes. Owning this property means AUE already has the space to add more test beds and new repair capabilities as we grow to meet the needs of our customers.”

AUE provides service to a six-state area and continues to add to the number of devices for which it can provide top-quality parts or repairs.

“We now offer AUE service in Oklahoma, Arizona, Texas, Arkansas, Wyoming, and Colorado, and we also can fly one of our experts in for escalated system failures,” Hryshchuk says. “We also expanded our depot repair capabilities and our loaner inventory for portable systems, and now offer depot repair on Philips’ CX50 and CX30, and all GE portable systems such as the Logiq e and Vivid i.”

“This year we also appointed a quality manager to improve our oper-

ations and lead us in achieving ISO 13485 certification,” he explains. “The new facility gives us the space to continue to invest heavily in systems and inventory for the most popular systems, and the newest systems that will be coming off OEM warranties. Since our move we have started repairing and stocking parts for the latest models from Philips such as the Epiq 5 and 7, and for many Toshiba systems. We constantly strive to stay ahead of the competition by having the latest system’s parts available as well as having the hard to find parts that are still needed with popular systems in use.”

Everybody at AUE is excited about the growth and what the future holds in 2015 and beyond.

The excitement is contagious and provides additional motivation for AUE to continue to live up to its “customer promise statement” that serves as the mission statement for the company.

“Our reputation is who we are. We strive to provide quality. We want our customers not only to expect the best, but to receive it,” Hryshchuk says.

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SLICE OF LIFE_The Other Side

By Jim Fedele

THE DEVIL IS IN THE DETA LS I am thankful that I started in this industry as a technician because it taught me to be detail oriented. I learned early on that one needs to pay attention to every detail when repairing medical equipment. The skill has been useful on many levels as I have moved up in my responsibilities and career.

Lately, I have relied on this skill to examine some service proposals from vendors that promised large savings and better service. However, in the end, they proved only to increase the hospital’s cost and increase the OEM’s profit.

There is no doubt everyone is feeling the financial effects of the Accountable Care Act and the sluggish economy. Almost weekly, I receive calls from vendors offering service options that will save us money while they get back some of the service dollars they have lost. One vendor in particular has been very aggressive in promoting new programs and service offerings for radiology equipment.

They explained that they wanted to be a more “customer friendly” organization and these new programs were designed to do just that. I was very encouraged about what they were telling me and couldn’t wait to see the new programs.

70 MEDICALDEALER | JANUARY 2015

The most disappointing aspect is that the concepts they proposed were great, but their greed ruined a good idea.

The OEM continued to tell me that these programs were so good that they wanted to make offerings on all of our radiology equipment.

We already had a contract with them for some equipment. They felt the numbers and terms would be so attractive that we would probably want to add more equipment to the list. They said the best way to do this was with a site visit to ensure an accurate description of our equipment. I agreed, thinking it was a harmless request.

After a few failed scheduling attempts, the inventory was done and they would soon have the proposal ready for review.

After a few months, we finally met to go over the new service offerings.

The account manger even asked if he could bring his boss to help him roll out the proposal. He suggested I have my boss available. I agreed to permit him to bring his

boss, but told him mine was too busy too make the meeting. He was satisfied and they came in to meet with me.

The meeting started like all do with customary pleasantries and small talk. They could tell I was anxious to see what they had to offer so we got right down to business. The account manager reached in his bag and pulled out a spread document that was four pages wide and three pages long.

It was so big they had to get copies printed at Kinkos. The document was beautiful; it had color columns and numbers, lots of numbers.

My “needing to understand the details” senses were going off at every item they discussed. They admitted that the numbers would require some study and did not expect any decisions to be made immediately. I thought, “No kidding.” However they did want to explain the concepts and flow of MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

the worksheet. For an hour and a half I listened carefully. The more I heard the better it all sounded and the spread sheet started to make sense. Basically, the proposal was like ordering options for a new car. There was a base price and then additions for options, I could select what coverage I wanted, and did not have to pay for overages I did not want.

For example, I could use my technician for the labor and they would provide me parts and give me one emergency service call for free. What made it so cumbersome was that there were over 110 items listed, all with different options and numbers. We concluded with a late lunch and I told them I would get to work right away on the coverage options.

I have to admit that initially, even though I understood the spreadsheet, I was overwhelmed.

There was so much to consider. I dug deeper into the plan comparing every option with what I was already spending, utilizing all of the detail skills I have acquired throughout the years. It wasn’t long before the account manager was pushing for a PO and a signing date. I told him that I was sorry for the delay, but I needed to clearly understand the options and the costs.

After about two weeks of reviewing and getting input from my team I found discrepancies in the prices and options compared to what I was already paying. As you could guess the discrepancies WWW.MEDICALDEALER.COM

were in favor of the OEM. After a considerable amount of time trying to work everything out, I contacted the account manager and said his pricing was all messed up. He confirmed my example and sent us a new spreadsheet, but there were still problems with their pricing.

Careful and detailed analysis proved that our existing cost would increase 20 percent and that equaled about $40,000 more for the OEM. In the end, we opted not to take advantage of their program and continue to care for the equipment like we always have.

In hindsight, I should have known something was up when they wanted to go through our inventory. I feel like my intelligence has been insulted. Did they think that I wouldn’t compare the costs? The most disappointing aspect is that the concepts they proposed were great, but their greed ruined a good idea.

A thorough examination of the details saved us from a contract that would have increased cost by $200,000 over the five-year period they had proposed. The lesson learned is to always make time to dive into the details of any contract or service offering.

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.

MEDICALDEALER 71

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

OR NURSES CREATE HERO TO SERVE COMMUNITY

"T

here’s about 40 MSROs in the United States that do similar work,” said Anne Virginia Lindstrom, “however, we are one of the only ones that has a local distribution that keeps supplies here as well.”

Lindstrom is the communications director for HERO, the Healthcare Equipment Recycling Organization, that is based in Fargo, N.D. An MSRO is a medical supply recovery organization — a nonprofit entity devoted to the repurposing and redistribution of medical equipment that otherwise would end up in a landfill — and although HERO distributes its inventory to places like Liberia and Haiti, “we have that unique point of staying here,” Lindstrom said.

The agency was founded in 1996 by a group of operating room nurses who “saw amazing amounts of waste that would lead to hospitals scrapping sterile supplies,” Lindstrom said.

“If the bag is opened and only one thing is taken out, even though everything else is sterile and still sealed, it’s all thrown away,” she said. “It started with stuff like that, gauze pads, bandages, and has grown to the point that we’re accepting hospital beds.”

The HERO founders who began storing their supplies in a small garage 20 years ago now operate a 7,000-square-foot facility with a loading bay, office space, and diagnostic and maintenance area. That’s not 72 MEDICALDEALER | JANUARY 2015

“Everything that comes into our store is tested and sanitized so that we know it’s in good working condition before it’s sent back out.” counting the 300- to 400-square-foot showroom with point-of-sale system, which helps turn over the 300 pallets worth of inventory the warehouse can store “multiple times in a year,” Lindstrom said.

“We have everything from gauze pads to hospital beds, but the primary DMEs we have are walkers, wheelchairs, crutches, and canes,” she said.

Some items are headed to senior homes — incontinence supplies, risers, toilet chairs, to name a few — and still others head for other intra-community agencies, finding second lives in the homes of the disabled or those ailing from any number of issues, from Parkinson’s disease to Alzheimer’s to epilepsy.

“Everything that comes into our store is tested and sanitized so that we know it’s in good working condition before it’s sent back out,” Lindstrom said. “We have a wide variety of supplies that comes through our doors. Some are damaged so we use them for parts.”

Although everything in the HERO store is offered at around a 25 percent discount from retail prices, Lindstrom

said, any customer who is unable to pay the handling fees is still treated with compassion.

“We never turn anyone away,” she said. “We have people that are probably below the poverty level and then we’ll have some people who come in who are absolutely financially secure, and it’s a complete array.”

In the Fargo-Moorhead region of North Dakota, where HERO is located, Lindstrom said, the distributed population of what is essentially farmland also needs a lower-cost alternative to the typical healthcare resources available to them, which may be either prohibitively expensive or too remotely located.

“We do have the same downtown-suburbia feel that you would find in some parts of New York or the Twin Cities,” she said, “but as you start getting out into those agricultural communities with their fourth- and fifth-generation farmers, they view Fargo as the big city.”

To reach that group of people, HERO has added a cube truck to its arsenal, which, in addition to the storefront at its Fargo facility, helps MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

“get the message out so that people know we’re here to help them, and they can get a specialized piece of equipment if they need it,” Lindstrom said.

Lindstrom also points to a number of individuals whom she remembers specifically as having been helped by HERO. Among them was an amputee who went directly from his hospital discharge to the facility to pick up a specialized walker and wheelchair.

“He only had $20 in his pocket to get to HERO, to the supplies that he needed, and home,” Lindstrom said.

“We waived the cost.”

Seventeen-year-old Hannah’s mother has come in throughout the years “to get supplies that she would never be able to afford were it not for HERO,” Lindstrom said.

“A specialized wheelchair, a sitto-stand device, special toothbrushes; all those kinds of things that make life easier for this girl because we’re here,” she said.

Another young boy, Trevon, suffered a brain injury when he was in “a horrific car crash” at age five, Lindstrom said, “and because of that, lost a lot of control of his limbs.”

“He is now a special-needs child,” she said. “The hope is that as he gets older and a little bit stronger, he’ll be able to recover the use of his legs and stand on his own.”

“It is really nice to see where the stuff is going,” she said. “To see people come in who are in such need of equipment and supplies, to put a smile on their face, you feel like you made their day, and sometimes you made their life.”

In addition to reaching people in need, HERO is also fulfilling the second aspect of its mission: to divert tonnage from the dump.

In 2013, Lindstrom said, the organization saved more than 150,000 pounds of medical supplies from area landfills.

WWW.MEDICALDEALER.COM

Workers load supplies into the HERO cube truck in Fargo, N.D.

“If we had the ability to expand, even to the Minneapolis-St. Paul area; L.A., Dallas; it’s so much more populated there, that our impact would be more substantial,” she said.

It’s not inconceivable, either. In the past three or four years, “We grew about 30-40 percent,” Lindstrom said, “and I think it’s organic growth because people are becoming aware of us.”

One way to help accelerate the reach of the organization is to support its efforts. HERO hosts its largest single fundraiser on February 12, a day during which individual donations of as much as $4,000 will be matched, Lindstrom said.

“We encourage people, if they’re thinking of giving, that they donate on our website that day,” she said.

MEDICALDEALER 73

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MEDICALDEALER 75

SLICE OF LIFE_Success Story

By Matthew N. Skoufalos

SUMMIT IMAGING/ SEATTLE UNIVERSITY

A

s an associate professor of ultrasound and the chair of the diagnostic ultrasound department at Seattle University in Seattle, Wash., Carolyn Coffin is charged with educating the next generation of sonographers.

With 27 years of clinical and educational experience under her belt, Coffin brings a lot to the table, including a patient-centric approach to healthcare that she models for her students throughout the bachelor’s degree program.

“Our whole goal here is to prepare students to be good stewards of patient healthcare and approaching the specialty from a scientific point of view and [as] part of a healthcare team,” Coffin said. “We expose them to the whole gamut of healthcare around the world, so our preparation is very focused on professionalism, patient education, patient care, and lots and lots of clinical practice and expertise.”

The department is “self-contained,” Coffin said, comprising offices, classrooms, and a scanning lab for use by students training for entry-level positions. Her students do not professionally encounter patients until their last year in the program, she said, “and as a result, they’re not exposed to high-end equipment” like the 3D, namebrand imaging systems in many medical centers.

Nonetheless, Coffin said “it is imperative that the students learn the equipment, learn how to use it, learn the bio effect of high-fre76 MEDICALDEALER | JANUARY 2015

“Having a non-OEM relationship is really important when it comes to purchasing rebuilt transducers because I think we get a better deal,” Coffin said. “We have a more personal relationship. Other reps from the OEMs … send me a quote that’s usually double what I have [to spend].”— Carolyn Coffin

Carolyn Coffin, chair of the diagnostic ultrasound department and associate professor of ultrasound at Seattle University.

quency sound, and support the medical use of ultrasound.”

That was a task made far more difficult for the first three years of the program, she said, because the department didn’t have any scan-

ning labs. In those early days, the first time Coffin’s students touched a scanner was at their clinical sites — and the ultrasound department at Seattle University is “a little bit different than what clinical sites would use,” she said.

“We basically get the students familiar with the basics of ultrasound,” Coffin said. “Upgrading is a little bit expensive; we just wait until there’s a chance to buy something that’s a little more current than the generation we have.”

As a result, Coffin said, the department is “always about two generations behind.”

“We don’t really have a budget for a big piece of equipment,” she said. “We usually have a small lab budget that’s enough to cover most repairs, as long as they’re within a couple thousand dollars, and it’s enough to buy a rebuilt transducer, but nothing new.”

Bigger universities are usually connected with a medical cenMEDICAL EQUIPMENT, PARTS & SERVICE

_Success Story

ter that commands — and often purchases — “state-of-the-art, topof-the-line technology,” Coffin said.

In contrast, she said, Seattle University, which prepares its students for entry-level technologist work, is more focused on getting technologists some hands-on equipment experience.

“If all we had to deal with were Siemens or GE or Philips or Toshiba, we couldn’t afford anything,” Coffin said, because “budgets are tight for higher education.”

“The tighter they get, the more creative we get,” she said, “and the more we rely on relationships like the one we have with Summit Imaging.”

The Woodinville, Wash.-based ultrasound service company has been an important piece of the necessary clinical education the students in her program receive.

“We couldn’t exist without an affordable, customer-friendly company that could work with us on our specific needs,” she said. “We use Summit exclusively for any of our repairs, and usually for transducer purchases. We’ve formed a nice friendship and a good relationship.”

With six scanning bays in the clinical area, Coffin said her department always has equipment needs. But without the money to purchase new equipment, or to update or repair existing gear, keeping current is a challenge. Furthermore, when classes are not in session — a good six months of the year — the units “often don’t work when we fire them up,” she said.

Summit Imaging has been “really WWW.MEDICALDEALER.COM

Students enrolled in Seattle University's Diagnostic Ultrasound program become proficient with ultrasound systems and related equipment by participating in labs that allow them to practice creating images of organs, tissues and blood flow with the transducers they will be using in their career.

helpful about finding things in his inventory that are affordable for us,” Coffin said.

“They know what our needs are; they know what our budget is,” she said.

Another important piece of their relationship, Coffin said, is that Summit Imaging technicians offer brand-agnostic support, which has been a point of contention with other vendors. As she related, even a donated piece of equipment can be difficult to put to use under certain circumstances — such as when the nearby University of Washington upgraded the equipment in its ultrasound department and donated one of its old Philips HDI 5000 units to her program. The manufacturer wouldn’t take it in for service, Coffin said, because Seattle University wasn’t its original owner.

“They went through these hoops to see what’s the serial number,” she said. “We said, ‘It’s been donated, and we need it repaired.’ ” Instead, she said, the staff at Summit offers a “non-equipment-specific service” that allows her the flexibility to support the program and its aims.

“Having a non-OEM relation-

ship is really important when it comes to purchasing rebuilt transducers because I think we get a better deal,” Coffin said. “We have a more personal relationship. Other reps from the OEMs … send me a quote that’s usually double what I have [to spend].”

Coffin knows, too, that downtime in her department isn’t as critical as it is in a clinical setting with patient care, but she said that the proximity of Summit to her campus means that technicians are often over to support the equipment in her lab either within the same day or soon thereafter. It’s a difference-maker when students are relying on the equipment to function properly in order to complete a project.

“The presence of somebody like Summit in our world is valuable in that we have access to a variety of used equipment through a company that supports it,” Coffin said.

“The big companies miss the boat with schools: the students are their next customers,” she said.

“Summit is just making sure we have the experience we need, the equipment we need, at the level we need it.”

MEDICALDEALER 77

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MEDICAL EQUIPMENT, PARTS & SERVICE

SLICE OF LIFE_

By Dan Bobinski

THE IMPACT OF YOUR MANAGEMENT STYLE

Y

our management style correlates directly to communication style. And, because managers set the tone in their departments and teams, interpersonal dynamics will vary widely, depending on who is in charge. Even though everyone should be working to keep the gears of communication welloiled, I place the responsibility for effective communications squarely on the shoulders of management.

The reasons for this are many: It’s management that has a better view of the bigger picture. It’s management that has the power to open or close lines of communication. And, it’s management that sets the example for the front line to follow. Or at least they’re supposed to.

Therefore, for good communication to occur, it’s management’s responsibility to create the environment for it to happen.

As I’ve discussed in a previous column, behavioral styles are the best indicator of preferences in communication. As such, it’s beneficial to have a working knowledge of the four behavioral measurements in a DISC assessment (Dominance, Influencing, Steadiness, and Compliance). The key for managers is to be aware of their own communication strengths, and also the limitations of each strength’s associated weakness.

Allow me to underscore the fact that each strength has a corresponding weakness. In workshops, I often mention that my great aunt (from Poland) used the phrase “kij ma dwa WWW.MEDICALDEALER.COM

Dan Bobinski Workplace Consultant

końce” whenever she heard two people bickering. The translation of this common Polish phrase is “a stick has two ends.” When I first heard her use that phrase I sarcastically thought “wow, how profound.” But as I pondered the idiom, I realized its value when learning about behavioral style.

Each measurement of behavior, such as how we respond to problems or influence people, or how closely we adhere to established rules, can be plotted on a spectrum (or stick). And it’s important for us to know that different behavioral preferences have very different communication styles.

Let’s start by examining the management responsibility of problem-solving. For the Driver/Core “D” (Dominant) behavioral style, it’s natural to jump on a problem as soon as one appears. This is a great strength, but the associated weakness is that

the Driver/Core “D” rarely takes time to gather enough data for good problem solving. The result? Although a quick decision for resolving a problem is made, it’s not always an effective solution. After the quick solution is implemented, the problem may still exist. It may even get worse.

Managers who score strongly in the Driver/Core “D” style do well to slow down and consider more carefully the ripple-effects of their solutions. A good practice is to gather input from people who look at multiple sides of an issue more thoroughly.

This can drive the Driver/Core “D” manager up a wall, but it’s a “best practice” for improving communication — and for solving problems, often saving a lot of time and money in the long run.

Next let’s consider managers who love to verbally engage others to influence them to their way of thinking.

The strength of this style is optimism.

Upon first glance, it appears this Sanguine/Core “I” (Influencing) style has no problems communicating because they believe that if everyone would just talk things through, problems can be resolved. But a common difficulty for this management style is they spend too much time talking optimistically and not enough time analyzing the pros and cons of an issue. In other words, sorting out the specifics can feel like a burden to this style, which can lead to important details being overlooked.

A manager scoring high in the Sanguine/Core “I” style will do well MEDICALDEALER 79

to surround him or herself with at least one person who is good at detail work, and depend heavily on that person to be a communication bridge.

Ignoring this potential blind spot can lead to many devoted employees becoming discouraged because their communications are often overlooked or forgotten.

Side note for people who work with Sanguine/Core “I” styles: Improve communications by providing your input in writing (bullet points are good). By the same token, Sanguine/Core “I” managers can improve communications by asking people to provide their input in writing (such as email).

Next let’s consider the style commonly known as the Amiable, or the Core “S” (Steadiness) style. This style has a strong desire to serve others, and often works long hours so that a job gets done on time and done well.

Amiable/Core “S” styles prefer very steady, yet low-key communications.

This is a great strength, but potential weaknesses include taking too long to reach decisions and not delegating enough, usually out of fear of offending or over-burdening others on the team.

Managers with this style can improve communications by finding a confidant who is more results-oriented to help the Amiable/Core “S” determine the best use of his/her time and resources. And, because a common problem for this style is an aversion to conflict, the confidant can help the manager identify strate80 MEDICALDEALER | JANUARY 2015

The bottom line here is that different styles are neither good nor bad. They simply indicate different ways we communicate when it comes to problems, people, pace and procedures.

Understanding our strengths and finding ways to compensate for our inherent blind spots will go a long way to creating an environment of optimum communication. gies for how to deal with potentially uncomfortable conversations.

Finally, let’s consider the Analytical/Core “C” (Conscientious) style. Managers with this style are compliant with established rules and procedures — obviously a great strength. But the commonly associated weakness is analysis paralysis, or the quest for perfection. This can take all forward progress to a crawl.

A friend of mine with this style recently showed me a diagram he’s having framed for his office. It’s simply a horizontal timeline divided into two parts of equal length. The first half is labeled “necessary effort to achieve the desired result; noticed by everyone.” The second half reads “extra effort to make sure it’s perfect; noticed by no one.” Similar to the Amiable style, managers with an Analytical style can improve com-

munications by finding a confidant who is more results-oriented to help the Analytical style maintain forward momentum.

The bottom line here is that different styles are neither good nor bad.

They simply indicate different ways we communicate when it comes to problems, people, pace and procedures. Understanding our strengths and finding ways to compensate for our inherent blind spots will go a long way to creating an environment of optimum communication.

DAN BOBINSKI is a certified behavioral analyst, author of the best-selling “Creating Passion-Driven Teams” and president of Workplace-Excellence.com. He travels internationally helping organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208-375-7606.

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ALPHABETICAL INDEX Adel-Lawrence Associates, Inc.………………… 83 Advanced Ultrasound Elec./AUE…………… 64-67 AIV Inc.…………………………………………………………… 69 ALCO Sales and Service………………………………… 25 AllParts Medical…………………………………………… 69 Ampronix……………………………………………………………6 AMX Solutions.……………………………………………… 26 ATS Laboratories, Inc.…………………………………… 75 Axess Ultrasound……………………………………………4 Bayer Healthcare Services.……………………………2 BC Technical, Inc…………………………………………… 10 BETA Biomed Services, Inc.………………………… 74 Bio-Medical Equipment Service Co.…………… 25 BMX-RAY………………………………………………………… 71 Bryton Corporation…………………………………………7 Capital Medical Resources………………………… 83 Carolina Medical Parts………………………………… 24 Choice Medical……………………………………………… 29 Classic Diagnostic Imaging………………………… 44 Conquest Imaging………………………………… 30, 38 Continental Equipment Company…………… 75 Diagnostic Solutions…………………………………… 62 Digitec……………………………………………………………… 43

East Coast Medical Systems……………………… 62 Eastern Diagnostic Imaging……………………… 74 Ed Sloan & Associates………………………………… 26 Endoscopy Specialists………………………………… 68 Field MRI Services………………………………………… 83 Global Medical Imaging……………………………… 81 Gopher Medical……………………………………………… 74 Government Liquidation………………………… IBC HMB Endoscopy Products…………………………… 55 Holden Battery Services……………………………… 78 IAMERS…………………………………………………………… 63 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 24 InterMed Biomed………………………………………… 44 International X-Ray Brokers……………………… 69 J & M Trading…………………………………………………… 62 KEI Medical Imaging Services…………………… 83 Maull Biomedical Training, LLC………………… 75 Medcorp, LLC……………………………………………………8 Medical Specialties Distributors……………… 55 MedWrench…………………………………………………… 82 Metropolis International…………………………… 86 MIT/Medical Imaging Technologies…………… 68

Mobile Instrument Service & Repair………… 46 Multi Diagnostic Imaging Solutions…………BC MW Imaging………………………………………………………3 National Ultrasound…………………………………… 43 Nuclear Camera Services……………………………… 21 Ozark Biomedical………………………………………… 15 Pacific Medical……………………………………………… 13 Paragon Service…………………………………………… 20 QAL Manufacturing……………………………………… 45 Quantum Biomedical…………………………………… 78 Radiology Data……………………………………………… 83 Radon Medical……………………………………………… 45 Rieter Medical Services……………………………… 45 S.H. Medical Corporation…………………… 54, 83 Sage Services Group……………………………………… 78 Technical Prospects……………………………………… 28 Tri-Imaging……………………………………………………… 14 Trisonics………………………………………………………… 29 TROFF Medical……………………………………………… 23 Unique Biomedical Services……………………… 82 Unfors RaySafe, Inc.…………………………………………5 Varian Medical Systems…………………………………9 Zgrum Medical……………………………………………… 54

ANESTHESIA Paragon Service…………………………………………… 20

CABINETS/CARTS Bryton Corporation…………………………………………7

ASSOCIATIONS IAMERS…………………………………………………………… 63

CARDIOLOGY J & M Trading…………………………………………………… 62

ENDOSCOPY Capital Medical Resources………………………… 83 Endoscopy Specialists………………………………… 68 HMB Endoscopy Products…………………………… 55 Mobile Instrument Service & Repair………… 46 S.H. Medical Corporation…………………… 54, 83

AUCTION/LIQUIDATION Government Liquidation………………………… IBC MedWrench…………………………………………………… 82

C-ARMS Eastern Diagnostic Imaging……………………… 74

CATEGORICAL INDEX

BATTERIES Eastern Diagnostic Imaging……………………… 74 Holden Battery Services……………………………… 78 BIOMEDICAL AMX Solutions.……………………………………………… 26 AIV Inc.…………………………………………………………… 69 Bayer Healthcare Services.……………………………2 BETA Biomed Services, Inc.………………………… 74 Conquest Imaging………………………………… 30, 38 Global Medical Imaging……………………………… 81 InterMed Biomed………………………………………… 44 Maull Biomedical Training, LLC………………… 75 Medical Specialties Distributors……………… 55 MedWrench…………………………………………………… 82 Quantum Biomedical…………………………………… 78 Trisonics………………………………………………………… 29 Unique Biomedical Services……………………… 82

84 MEDICALDEALER | JANUARY 2015

COMPUTED TOMOGRAPHY BC Technical, Inc…………………………………………… 10 East Coast Medical Systems……………………… 62 Ed Sloan & Associates………………………………… 26 J & M Trading…………………………………………………… 62 KEI Medical Imaging Services…………………… 83 Metropolis International…………………………… 86 MIT/Medical Imaging Technologies…………… 68 Technical Prospects……………………………………… 28 Tri-Imaging……………………………………………………… 14 DATA MEDIA Radiology Data……………………………………………… 83 DIAGNOSTIC IMAGING AMX Solutions.……………………………………………… 26 Eastern Diagnostic Imaging……………………… 74 J & M Trading…………………………………………………… 62 Multi Diagnostic Imaging Solutions…………BC Radiology Data……………………………………………… 83 TROFF Medical……………………………………………… 23

GENERAL Eastern Diagnostic Imaging……………………… 74 Government Liquidation………………………… IBC MedWrench…………………………………………………… 82 IMAGING/PARTS Ampronix……………………………………………………………6 AMX Solutions.……………………………………………… 26 BC Technical, Inc…………………………………………… 10 BMX-RAY………………………………………………………… 71 Diagnostic Solutions…………………………………… 62 Eastern Diagnostic Imaging……………………… 74 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 24 J & M Trading…………………………………………………… 62 Technical Prospects……………………………………… 28 Tri-Imaging……………………………………………………… 14 TROFF Medical……………………………………………… 23 INFUSION THERAPY AIV Inc.…………………………………………………………… 69 Medical Specialties Distributors……………… 55

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Categorical Index INTERNET RESOURCES MedWrench…………………………………………………… 82 LABORATORY MIT/Medical Imaging Technologies…………… 68 Ozark Biomedical………………………………………… 15 Unique Biomedical Services……………………… 82 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC LIGHTS Bryton Corporation…………………………………………7 MAMMOGRAPHY Digitec……………………………………………………………… 43 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 25 MONITORS/CRTs Advanced Ultrasound Elec./AUE…………… 64-67 Ampronix……………………………………………………………6 Gopher Medical……………………………………………… 74 Technical Prospects……………………………………… 28 TROFF Medical……………………………………………… 23 MRI BC Technical, Inc…………………………………………… 10 Carolina Medical Parts………………………………… 24 East Coast Medical Systems……………………… 62 Ed Sloan & Associates………………………………… 26 Field MRI Services………………………………………… 83 KEI Medical Imaging Services…………………… 83 MIT/Medical Imaging Technologies…………… 68 NUCLEAR MEDICINE BC Technical, Inc…………………………………………… 10 Global Medical Imaging……………………………… 81 InterMed NucMed………………………………………… 24 International X-Ray Brokers……………………… 69 J & M Trading…………………………………………………… 62 Nuclear Camera Services……………………………… 21 PATIENT MONITORING BETA Biomed Services, Inc.………………………… 74 Bio-Medical Equipment Service Co.…………… 25 Gopher Medical……………………………………………… 74 Pacific Medical……………………………………………… 13 Quantum Biomedical…………………………………… 78 Rieter Medical Services……………………………… 45 Sage Services Group……………………………………… 78 PHANTOMS ATS Laboratories, Inc.…………………………………… 75

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PROBES/PROBE REPAIR Conquest Imaging………………………………… 30, 38 Global Medical Imaging……………………………… 81 RADIOLOGY Eastern Diagnostic Imaging……………………… 74 Holden Battery Services……………………………… 78 International X-Ray Brokers……………………… 69 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 24 J & M Trading…………………………………………………… 62 Maull Biomedical Training, LLC………………… 75 Metropolis International…………………………… 86 Multi Diagnostic Imaging Solutions…………BC Radon Medical……………………………………………… 45 Technical Prospects……………………………………… 28 TROFF Medical……………………………………………… 23 Varian Medical Systems…………………………………9 RADIOLOGY PARTS AMX Solutions.……………………………………………… 26 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 24 J & M Trading…………………………………………………… 62 TROFF Medical……………………………………………… 23 RECRUITING Adel-Lawrence Associates, Inc.………………… 83 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE…………… 64-67 AIV Inc.…………………………………………………………… 69 Ampronix……………………………………………………………6 AMX Solutions.……………………………………………… 26 Axess Ultrasound……………………………………………4 Bio-Medical Equipment Service Co.…………… 25 Bryton Corporation…………………………………………7 Carolina Medical Parts………………………………… 24 Conquest Imaging………………………………… 30, 38 Continental Equipment Company…………… 75 Digitec……………………………………………………………… 43 Global Medical Imaging……………………………… 81 Eastern Diagnostic Imaging……………………… 74 Ed Sloan & Associates………………………………… 26 Endoscopy Specialists………………………………… 68 Field MRI Services………………………………………… 83 KEI Medical Imaging Services…………………… 83 MedWrench…………………………………………………… 82 MIT/Medical Imaging Technologies…………… 68 Mobile Instrument Service & Repair………… 46 Multi Diagnostic Imaging Solutions…………BC Nuclear Camera Services……………………………… 21 Pacific Medical……………………………………………… 13 Quantum Biomedical…………………………………… 78 Radon Medical……………………………………………… 45 Rieter Medical Services……………………………… 45

Sage Services Group……………………………………… 78 TROFF Medical……………………………………………… 23 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE…………… 64-67 AIV Inc.…………………………………………………………… 69 ALCO Sales and Service………………………………… 25 AllParts Medical…………………………………………… 69 Carolina Medical Parts………………………………… 24 Classic Diagnostic Imaging………………………… 44 Conquest Imaging………………………………… 30, 38 Continental Equipment Company…………… 75 Diagnostic Solutions…………………………………… 62 Digitec……………………………………………………………… 43 Ed Sloan & Associates………………………………… 26 Global Medical Imaging……………………………… 81 Government Liquidation………………………… IBC J & M Trading…………………………………………………… 62 KEI Medical Imaging Services…………………… 83 Multi Diagnostic Imaging Solutions…………BC MW Imaging………………………………………………………3 National Ultrasound…………………………………… 43 Ozark Biomedical………………………………………… 15 Radon Medical……………………………………………… 45 Technical Prospects……………………………………… 28 TROFF Medical……………………………………………… 23 Varian Medical Systems…………………………………9 RESPIRATORY Medical Specialties Distributors……………… 55 Unique Biomedical Services……………………… 82 SOFTWARE Radiology Data……………………………………………… 83 STERILIZERS Continental Equipment Company…………… 75 Government Liquidation………………………… IBC InterMed Biomed………………………………………… 44 SURGICAL Bryton Corporation…………………………………………7 Capital Medical Resources………………………… 83 Eastern Diagnostic Imaging……………………… 74 Endoscopy Specialists………………………………… 68 Mobile Instrument Service & Repair………… 46 S.H. Medical Corporation…………………… 54, 83 Unique Biomedical Services……………………… 82 SURPLUS MEDICAL Government Liquidation………………………… IBC TABLES Bryton Corporation…………………………………………7

MEDICALDEALER 85

ALPHABETICAL INDEX

TUBES/BULBS AllParts Medical ………………………………………… 69 J & M Trading………………………………………………… 62 Technical Prospects …………………………………… 28 ULTRASOUND Advanced Ultrasound Elec./AUE ………… 64-67 ATS Laboratories, Inc. ………………………………… 75 Axess Ultrasound …………………………………………4 Bayer Healthcare Services. …………………………2 Choice Medical …………………………………………… 29 Conquest Imaging ……………………………… 30, 38 Diagnostic Solutions ………………………………… 62 Endoscopy Specialists ……………………………… 68 InterMed Ultrasound ………………………………… 28 Medcorp, LLC …………………………………………………8 Mobile Instrument Service & Repair ……… 46 National Ultrasound ………………………………… 43 Trisonics ……………………………………………………… 29 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE ………… 64-67 Choice Medical …………………………………………… 29 Conquest Imaging ……………………………… 30, 38 Global Medical Imaging …………………………… 81 InterMed Ultrasound ………………………………… 28 Medcorp, LLC …………………………………………………8 Mobile Instrument Service & Repair ……… 46 MW Imaging ……………………………………………………3

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VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE ………… 64-67 Conquest Imaging ……………………………… 30, 38

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VENTILATORS Government Liquidation ……………………… IBC

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VIDEO Endoscopy Specialists ……………………………… 68 Multi Diagnostic Imaging Solutions ………BC X-RAY BMX-RAY ……………………………………………………… 71 Classic Diagnostic Imaging ……………………… 44 Diagnostic Solutions ………………………………… 62 Eastern Diagnostic Imaging …………………… 74 Government Liquidation ……………………… IBC Holden Battery Services …………………………… 78 MIT/Medical Imaging Technologies ………… 68 Tri-Imaging …………………………………………………… 14 X-RAY PARTS AMX Solutions. …………………………………………… 26 BMX-RAY ……………………………………………………… 71 J & M Trading………………………………………………… 62 Technical Prospects …………………………………… 28 TROFF Medical …………………………………………… 23

86 MEDICALDEALER | JANUARY 2015

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