Medical Dealer - February 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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CONTENTS_Features 52 COVER STORY

The medical device manufacturing market may have slowed in recent years, but the industry hasn’t yet contracted. The future is expected to bring expansion for medical device makers. Yet, there are some concerns for those in the industry. We look at how the medical device excise tax, FDA regulations, product saturation, changing reimbursement rates and legislation impact the industry.

64 PAY IT FORWARD

For 37 years, Philips Software Quality Engineer Ed Myers has worked in the medical device field testing software on a range of products. He has also spent more than a decade volunteering his expertise through medical mission work. He’s been on at least a dozen trips to places as far-flung as Hungary, Kazakhstan, Djibouti and Ukraine.

Medical Dealer (Vol. 19, Issue #2) February 2015 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

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MEDICALDEALER 11

INDUSTRY UPDATE 17 News & Notes 25 Block Imaging MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

26 OEM Updates

MARKET ANALYSIS Radiology: MRI 31 Market Analysis 32 Product Showroom 35 Vendor Q&A 36 Preferred Listings

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain

Med/Surg: Patient Monitors 43 Market Analysis 44 Product Showroom 48 Preferred Listings

Account Executives Sharon Farley Warren Kaufman Jayme McKelvey Andrew Parker

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 62 The Other Side 64 Pay It Forward 70 Off the Clock 74 Dan Bobinski

Accounting Sue Cinq-Mars

Circulation

Bethany Williams bethany@mdpublishing.com

78 Marketplace 80 Categorical Index 82 Alphabetical Index

Web Department Betsy Popinga Taylor Martin

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

DATREND’S NEW INFANT INCUBATOR AND RADIANT WARMER TESTING SYSTEM Datrend Systems Inc. has announced the launch of its latest product – the vPad-IN. The vPad-IN is based on the highly successful IncuTest incubator and radiant warmer tester.

It utilizes Vision Pad Technology to provide users with unprecedented usability and scalability.

The big advantage IncuTest had over competitive products was the ability to modify test parameters and test protocols without disturbing the equilibrium of the heated environment, thereby minimizing test times performed in accordance with the applicable IEC Standard. With the additional functionality and scalability that Vision Pad Technology offers, users can now merge the test results with electrical safety test results and import the data into commonly used Computerized Maintenance Management System (CMMS) software. For customers who do not have access to sophisticated CMMS software, vPad apps are available that allow users to trace their work through work orders and test reports.

“The Vision Pad Platform has been extremely well received by our customer base and users have been impressed with the functionality and scalability it offers compared to standard user interfaces,” Datrend Systems President Ron Evans says. “Rolling out this platform to our incubator tester was a natural progression and I am sure it will be well received by the biomedical community.”

Datrend Systems manufactures a range of biomedical test instrumentation which includes electrical safety analyzers, infusion device analyzers, defibrillator/pacer analyzers, pulse oximeter testers and patient simulators. •

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Staff Reports

TRIMEDX NAMES AREA VICE PRESIDENT FOR WESTERN REGION TriMedx, a leader in clinical engineering and technology asset management, has announced the hiring of Richard Luna as area vice president for the western region.

Luna will oversee clinical engineerRichard Luna ing services across multiple hospital sites, with multiple TriMedx customers throughout the United States.

Luna has a long history of executive level leadership in a variety of healthcare settings directing hospital operations and support services. He served as chief executive officer of Promise Healthcare Inc. and Newport Specialty Hospital as well as chief operating officer of Pacific Health Corporation prior to joining TriMedx.

“Richard is an accomplished healthcare leader that will add great value to TriMedx’ customers in the western region of the country,” said TriMedx Senior Vice President Operations Dale Hockel.

“He is a highly productive and efficient professional who will help TriMedx and our customers deliver quality solutions.”

He will be responsible for TriMedx’ proprietary integrated service delivery model, strategic development and customer relationships.

Luna is a certified respiratory therapist and has earned his MBA in healthcare management and bachelor’s of science in business administration. Luna will lead the west region from California. • FOR MORE INFORMATION about TriMedx, visit www.trimedx.com

MEDICALDEALER 17

_News and Notes

MRI TECHNICAL SERVICES ADDS TO MANAGEMENT MRI Technical Services has announced a new management addition to the company. Aaron Ward joined the company in mid-October to assume the role of general manager. Ward comes with a wealth of experience in the electronics industry, having spent the last 11 years at Mendtronix Inc. There he built, and was responsible for, the planning and daily management of a high-volume, high-tech repair center and logistics operation.

Also, current and long-time company Director Randy Cox retired at the end of 2014. Cox had been with MRI Technical Services for nearly 10 years and was the person best known by customers. Since 2005, he has been responsible for almost all of the company’s direct customer and vendor interactions, much of the internal decision making processes and is the main reason people enjoy getting in touch with the company.

On both a business and personal level, he will be greatly missed by everyone at MRI Technical Services.

As part of the transition, MRI Technical Services will be re-organizing its call and email processes. Email and in-house calls to Cox will be automatically forwarded, but as of Jan 1, 2015, all requests or inquiries for parts or repairs should be directed as follows: • Calls should come to the • Repair related emails main office number 770should go to repairs@ 690-8020 mrits.com. • • Parts related emails should go to parts@mrits.com 18 MEDICALDEALER | FEBRUARY 2015

RIGEL MEDICAL, EQ2 ANNOUNCE RELEASE OF AUTOMATED CMMS – RIGEL 288 INTERFACE EQ2 and Rigel have announced the release of the EQ2 Rigel SA Interface. This interface combines the medical device testing automation the Rigel 288 is known for with the clinical equipment management system features of EQ2’s HEMS Enterprise.

This EQ2 and Rigel development effort focused on ensuring that clinical equipment professionals worldwide are able to fully realize their investments in medical device test automation. The Rigel 288 delivers the automation of the medical device test process while HEMS Enterprise provides a direct link to the valuable medical device inventory, test library and performance history.

All of this valuable and regulatory required test information is automatically captured at the point of testing by the Rigel 288 and then communicated with a couple of clicks of the mouse to HEMS Enterprise. EQ2 and Rigel believe that automation, mobility and accurate information are the keys to being able to meet the demands placed on clinical equipment professionals. With the release of the EQ2 Rigel SA Interface, a technician accurately closes out hundreds of medical device safety records with a few clicks of the mouse.

“EQ2 and Rigel started down the path of integration because both companies believe in a healthcare future where interoperability will be the norm rather than the exception. With this first release, EQ2 and Rigel prove that complex interoperability can be accomplished through good system design to be stunningly simple for the customer to use,” says Vishal Malhotra, EQ2 Director of Development.

Rigel Medical U.S. has targeted the hospital market within the U.S. as a key growth area. When they surveyed the regulatory and reporting requirements of the U.S. they realized that interoperability was a key to their success. They looked for a partner with the development skills and a similar vision for healthcare’s future. This lead them to EQ2 and EQ2 is the first Rigel authorized provider of automated CMMS – Rigel interfaces.

“EQ2’s focus on simplifying the user interface experience while delivering accurate, complete and robust interoperability with the Rigel 288 was a key to Rigel’s interest in EQ2. EQ2 has delivered on their vision with the release of this simple, intuitive interface to our Rigel 288 – a perfect complement to our great safety analyzers,” says Jack Barrett, Rigel Medical National Business Development Manager.•

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

Staff Reports

MEDXCEL ANNOUNCES NEW HIRES Medxcel, a growing family of healthcare service organizations focusing on healthcare technology and facilities management, has announced the appointment of Marcus McChristian as International General Manager for TriMedx International, one of Medxcel’s subsidiaries. In this role, McChristian will use his 15 years of experience as a proven international finance and operations expert to provide leadership in implementing operational strategy, overseeing financial performance and driving expansion efforts for TriMedx International.

McChristian’s career includes leading both Matt Keahey public and private sector organizations to optimal performance and efficiency on a multi-national scale. For the past decade, McChristian has served the U.S. Department of State as the Chief Financial Officer for U.S. Embassies in Angola, Venezuela and Spain, and the Chief Administrative Officer for the U.S. Embassy in Timor Leste. McChristian holds a bachelor’s of science in business administration from Indiana State University, and a MBA with a concentration in finance from the University of Central Florida. He is also a Certified Management Accountant (CMA).

“Marcus’ ability to build relationships across geographic and cultural lines, coupled with his Marcus McChristian business and finance acumen makes him an ideal leader to expand the influence of TriMedx International,” said Greg Ranger, president and CEO of Medxcel.

In other news, Medxcel Facilities Management has announced the appointment of Matthew Keahey as Area Vice President of Facilities Management. In this role, Keahey will oversee facilities management services for hospital sites throughout the U.S. Keahey has more than 20 years experience in facilities management directing large complex facility organizations, negotiating contracts, leading sales teams and developing strong client relationships. His responsibilities in this new role will be managing Medxcel’s proprietary integrated service delivery model while focusing on customer relations and strategic development.

“Matthew has a proven track record in helping facilities achieve improved customer and patient satisfaction while reducing operational expenses,” said Mike Argir, president of Medxcel Facilities Management. “His experience will be invaluable to Medxcel and our customers as we implement facilities management services in hospital systems nationwide.”

Prior to joining Medxcel, Keahey worked for 11 years at Aramark Corp. as a regional director and vice president of facilities services and also served as senior manager for 10 years at Federal Express. He graduated with a bachelor’s in business administration, management and organization behavior and a master’s in business administration and strategic management from the University of Memphis. • For more information about Medxcel, visit www.medxcelglobal.com.

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MEDICALDEALER 19

_News and Notes

MIT SELECTED TO PROVIDE EQUIPMENT, SERVICE TO NEW CLINIC Medical Imaging Technologies (MIT) has been The new Winter Park facility is approximately 7,500 selected as a provider of medical imaging equipment square feet, with 15 to 20 examination rooms. The exam and service of that equipment by a new medical facility rooms are designed for quick assessment and treatin Florida. ment of a variety of situations. Additionally, the facility MIT will provide imaging devices and service to the is equipped with onsite ultrasound, CT scan, IV fluids, new GuideWell Emergency Medicine Doctors clinic in digital X-ray machines and diagnostic labs.

Winter Park, Fla., as well as other facilities expected to MIT CEO Rick Player said being selected to provide open in the near future. imaging equipment and service to the clinic goes along “This unique medical facility is staffed by emerwith the company’s desire to provide great service and gency medicine physicians and has the clinical promote quality patient care. capabilities to handle both major medical issues – such “Being selected to provide the imaging needs for the as heart attacks, strokes and internal injuries – as well GuideWell clinics is, of course, a financial boost to MIT. as minor issues, like respiratory illnesses, ear and eye But it allows MIT to showcase its ability to perform to infections and sports injuries for adults and children,” a new customer, GuideWell,” Player said. “We at MIT according to a press release. “The medical facility will look forward to a long relationship with GuideWell and be operated by Crucial Care, a Jacksonville, Fla.-based its partners.” corporation that specializes in high-acuity urgent care Player added that this opportunity is in part possible facility management.” thanks to MIT’s great relationship with longtime cusThis model of care brings together two innovators in tomer Crucial Care. the healthcare industry.

“Crucial Care is a partner with GuideWell. They “We are thrilled to be partnering with GuideWell are the managing partner for the clinics. We have been Health. They share our focus on delivering what’s best the sole imaging provider for Crucial Care since they for patients, and together we will positively impact a lot opened,” Player explained. “MIT has opened facilities of lives,” said Mike Shumer, CEO of Crucial Care. “Peoin Florida and New Jersey with Crucial Care, they are ple deserve access to the right care, at the right time, like family. We work hand-in-hand to insure each clinic and at the right location. This partnership is driven to opens and runs smoothly from planning to patients.” provide patients with access to high quality care at the Another GuideWell clinic is expected to open later best value.” this year in Orlando, Fla. •

20 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

Staff Reports

SERVICES GROUP

SAGE SERVICES GROUP ANNOUNCES ISO 9001:2008 Sage Services Group was recently certified as ISO 9001:2008 compliant after a comprehensive analysis of its quality controls system, conducted by Management Certification of North America (MCNA), an independent thirdparty registrar. The achievement is one Sage is particularly proud of as it demonstrates a commitment to providing the highest quality products and services to its customers and further establishes Sage as a leader in the medical equipment/services marketplace.

Joe Harper, company president and founder, believes that the ISO quality management certification “is a momentous achievement that all of our employees can take pride in accomplishing.”

He adds that the certification scope is applicable to all aspects of Sage’s business including: repair, replacement parts, refurbished equipment and patient cables. Harper states, “ISO 9001 focuses on all aspects of our quality management systems and provides our company both the structure and tools to ensure that our products and services consistently meet or exceed our customers’ expectations.”

The ISO 9001 standard has become an international reference for quality management requirements in business-to-business relationships. The ISO 9001:2008 standard is one of the most widely known standards, implemented by over 800,000 organizations in 162 countries. The standard provides a framework of requirements for businesses to fulfill customer quality expectations, follow applicable regulatory requirements, enhance customer satisfaction and pursue continuous performance improvement. • To learn more about Sage Services Group, visit www.SageServicesGroup.com or call 877-281-7243.

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TRISONICS PARTNERS WITH GE HEALTHCARE FOR AUTHORIZED DISTRIBUTORSHIP Trisonics has announced that it has entered into an authorized distributorship with GE Healthcare. As one of only four authorized GE Healthcare distributors in the country, Trisonics will offer some of GE’s most widely accepted ultrasound systems such as the LOGIQ P3, LOGIQ P5, LOGIQ P6, LOGIQ A5 and VScan as well GE’s highly coveted gold seal refurbished Voluson E6 BT12 and Voluson E8 BT12. This distribution will extend to those customers in the OB/GYN and urology markets in Ohio, Pennsylvania and New Jersey.

“We are very excited to partner with a recognized market leader like GE,” Trisonics President Stuart Latimer said. “Moving forward, this will allow us to provide our OB/GYN and urology customers with quality equipment to best optimize their patients’ care.”

“This distribution enables us to expand clinicians’ access to a wide range of our women’s health ultrasound systems,” claims Tracy Bury, General Manager for USA Women’s Health Ultrasound, GE Healthcare. “We look forward to working with both new and existing customers in the region.” •

MEDICALDEALER 21

_News and Notes

PRIORITY MEDICAL EXPANDS SERVICE AREA Priority Medical has announced Priority Medical will still offer the expansion of its ultrasound flat rates for areas outside of its serservice territory. The company’s vice region, as well as the option to regions now include Tennessee, ship in portable ultrasound service Kentucky, Alabama, Arkansas, Misat one of its service depots. sissippi, Missouri, Illinois, Indiana, Priority Medical is one of the Georgia, South Carolina and North oldest, most respected medical ultraCarolina. sound companies in the industry.

It is a family-owned and operated business with 20 years of experience in the industry. • For additional information about Priority Medical, visit the company’s website at www.prioritymedical.com.

TYLER’S HOPE TEAMS UP FOR RANGAR RELAY A team representing Tyler’s Hope for a Dystonia Cure is gearing for a Ragnar Relay to bring awareness to the disorder.

The Ragnar Relay is a 200-mile relay race that takes place in different states around the USA. Traditionally a race consists of 12 runners who alternate running “legs” of the race, while the runners waiting for their “leg” follow along in a van until it is their turn to run. The ultra teams consist of six people and each runner runs twice the distance of a traditional team member.

Six supporters of Tyler’s Hope, including founder Rick Staab, will run as members of an ultra team in the Florida Keys Ragnar Relay. Two additional runners joined a regular team and will also participate in the event. The regular team recently decided to support the cause and will wear T-shirts during the relay to raise awareness about Tyler’s Hope for a Dystonia Cure “They are running this race to do something that one would not normally do for those who cannot,” said Jacob Wychulis, the foundation’s development director. “Not only are they doing this amazing feat to raise awareness of dystonia, but they are also raising money for Tyler’s Hope for a Dystonia Cure.”

The eight runners and two volunteers who signed up for the relay to bring awareness to Tyler’s Hope for a Dystonia Cure are David Greenlee, Taylor Imperi, Vince Imperi, John Krieg, Sean McDaniel, Jimmy Moore, Arron Palmer, Rob Pettie, Rick Staab and Jacob Wychulis. The two volunteers will drive the team’s support van.

Individuals can make a donation to help find a cure via a Crowdrise campaign. The link to the Crowdrise team is http://goo.gl/MLhvBA. Dystonia is a neurological movement disorder characterized by involuntary muscle contractions, which force certain parts of the body into abnormal, sometimes painful, movements or postures. Dystonia can affect any part of the body including the arms and legs, trunk, neck, eyelids, face or vocal cords. Staab created Tyler’s Hope for a Dystonia Cure after his 7-year-old son, Tyler, was diagnosed with the disorder in 2005. Additional information is available at the organization’s website at http://www.tylershope.org/Home.aspx. •

22 MEDICALDEALER | FEBRUARY 2015

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INDUSTRY UPDATE_Block Imaging

By Adam Desjardins

MEDICAL DEVICE EXCISE TAX: WHAT THE 2014 ELECTIONS MEAN

A

s the election results from November 4, 2014, sink in, it’s natural to wonder whether there will be any impact on our industry. With the control of the U.S. Senate shifting to Republicans for the first time since 2008, one change that could be on the horizon is the repeal of the Medical Device Excise Tax (MDET).

The MDET was part of the Affordable Care Act (ACA) passed in President Barack Obama’s first term that went into effect January 1, 2013.

The revenue from the tax is intended to offset some of the increased federal spending brought about by the ACA. The law calls for a 2.3 percent tax on sales of medical devices, specifically the first sale. The tax does not apply to used or refurbished equipment sourced and sold domestically, but buyers of newly manufactured or imported systems in the last two years probably saw an increase in prices.

The Repeal Movement Like most taxes, the MDET remains unpopular and, in the time since the law passed, there seems to have been bi-partisan support for its repeal. A bill which included the repeal of the MDET passed the House in early 2013 but was never taken up by the Senate under Democrat control. The repeal of the MDET was also part of the Republican demands during the government shutdown standoff in late 2013. It didn’t gain traction in that encounter either.

The fact that the MDET couldn’t be repealed had less to do with the number of votes that it could garner,

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and more to do with it never being brought up for a vote in the Senate.

Prominent Democrat Senators like Elizabeth Warren and Al Franken support its repeal, but leadership of the Senate didn’t bring the repeal up for a vote.

At the White House As most of us will recall from civics class, though, even if congress decides to pass the repeal, it still would have to be signed into law by the president. It’s anyone’s guess as to whether or not Obama would sign a repeal of the MDET. Previous efforts to repeal the tax did not have the White House’s support. From the administration’s perspective, the MDET funds Obama’s signature legislation and the repeal could be seen as a political concession; the type which he isn’t known for making.

For the Time Being The 2.3 percent premium on new equipment will continue to be passed along to the imaging buyer (you can be sure the manufacturer is not absorbing this cost). The best way to avoid paying the MDET is to buy refurbished domestic equipment.

Adam Desjardins

Moreover, even if the MDET ultimately is repealed, it’s still a better time than ever to consider refurbished. With or without the MDET attached, the enactment of the ACA has forced the medical industry as a whole into a more budget-conscious direction. The 2.3 percent your facility would save on new equipment purchases with a repeal of the MDET pales in comparison to the 20 to 40 percent average savings that come with buying refurbished.

In the end, MDET is certainly not a death knell for your chances of upgrading or acquiring new equipment. There are savings to be had right now that can ease the implications of both the ACA and its excise tax component.

ADAM DESJARDINS serves as general counsel for Block Imaging.

MEDICALDEALER 25

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 including 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- and tablet-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 the information you need 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.

26 MEDICALDEALER | FEBRUARY 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

DOSE TRACKING SYSTEM AWARDED INNOVATIVE TECHNOLOGY DESIGNATION Toshiba America Medical Systems Inc. announced that its Dose Tracking System (DTS) was awarded the Innovative Technology designation by Novation at its 2014 Innovative Technology Expo.

Toshiba’s DTS, which is available for its entire Infinix product line, provides a real-time display that tracks cumulative skin dose distribution, as well as peak skin dose, to provide a safer exam for patients. In addition, enhancements such as expanded bi-plane (frontal and lateral) coverage and enhanced ability to account for tilt and cradle table movement help clinicians track and measure peak skin dose, giving customers the confidence that they are providing the safest, best approach to diagnoses and treatment.

DTS was awarded the Innovative Technology designation following a review by more than 200 attendees from hospitals around the United States who serve on a Novation council or task force and participated in the expo. These key opinion leaders indicated that Toshiba’s DTS offered incremental benefits over other products available on the market.

“Toshiba’s DTS helps provide a safer patient exam, allowing clinicians to focus on accurate diagnosis and better care,” said Olya Carter, RN and Senior Clinical Manager at Novation. “DTS’s 85 percent approval rating from attendees reflects the technology’s benefit to patient safety and its effectiveness.”

“Our customers rely on fast, accurate data to make real-time diagnoses and decisions,” said David Sloop, director, X-ray Vascular Business Unit, Toshiba. “DTS is a first-of-its-kind technology that improves patient safety and experience, as well as giving clinicians confidence that their decisions are backed by solid data to keep their patients safe and procedures effective.”

This new designation will also identify Toshiba’s Dose Tracking System as an awarded Innovative Technology product within Novation’s online contract catalog, which is accessible by the more than 100,000 members and affiliates of VHA Inc., UHC, Children’s Hospital Association and Provista served by Novation.

This heightened visibility will encourage further consideration by members accessing this agreement. • TO LEARN MORE about Novation’s Innovative Technology program, visit www.novationco.com/expertise/technology.

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MEDICALDEALER 27

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Refurbished Cardiocap/5

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Understanding your facility needs, inside and out.

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

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MEDICALDEALER 29

ED SLOAN & ASSOCIATES

&

PRACTICED PERFECTED

At Ed Sloan, our 25 years of experience is reflected in the science and fine art of selling imaging parts.

• 48,000 sq. ft. facility

• 4 CT & MRI test bays

• De-installs and installs

• Customer parts repairs

• Service on a contract or T&M basis • Remote magnet monitoring services for GE MRIs

• Warehouse storage and mobile bays with electrical hookup

GE MRI & CT PARTS ARE OUR SPECIALTY!

sales@ed-sloanassociates.com 30 MEDICALDEALER | FEBRUARY 2015

www.edsloanassociates.com

888-652-5974

Fax: 615.448.6099

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

STEADY GROWTH EXPECTED IN MRI MARKET

M

edical imaging continues to lead to improved diagnosis and treatment of various medical conditions. Magnetic Resonance Imaging (MRI) is among the leaders in medical imaging.

Kalorama Information reported that the MRI market grew at a rate of 4 percent with global revenues for 2013 exceeding $5 billion. A recent report

by Kalorama Information “Medical Imaging Markets” analyzes the medical imaging market and predicts growth for the MRI segment.

“An important market development in MRI has been the use of higher Tesla scanners,” said Joseph A. Constance, author of the Kalorama Information report. “Such systems are increasingly being used in clinical pediatrics, due to their superior resolution.”

Constance forecasts continued growth for the global MRI market through 2018.

“Magnetic resonance imaging (MRI) has been one of the more frequently used medical imaging modalities – about 30 million MRI scans are estimated to be performed annually. MRI use in chest, vascular, breast and cardiac imaging procedures has been increasing,” according to Kalorama Information.

A recent report from ReportsnReports estimates growth up to the year 2018 and the report “is an attempt to WWW.MEDICALDEALER.COM

showcase the technology and market impact of existing and emerging MR systems having a huge growth potential in medical imaging for the coming five years.”

The information provided by ReportsnReports forecasts growth in the MRI market to approach $5.25 billion by 2018.

“The current magnetic resonance imaging industry is producing over 2,000 units per year. The global market for these systems values $4.13 billion, as of the first quarter of 2013, and is expected to grow at a CAGR of 4.56 percent reaching approximately around $5.24 billion by 2018,” according to a summary of the report. “As of March 2013, North America dominates the market with nearly 40 percent share, followed by Europe due to technological developments for effective diagnostics and rapidly aging population. However, Asia is slated to grow at a high CAGR of 5.2 percent over the analysis period. Improved spending capability and physicians inclination towards MR imaging over other conventional medical imaging modalities is fuelling demand for MRI across this region. Asia holds enormous growth potential, particularly from countries with large population base such as China and India. The demand is anticipated primarily from private hospitals compared to public hospitals. The adoption of MR imaging equipment market is also likely to grow owing to the rising incidences of cardiac dis-

“The current magnetic resonance imaging industry is producing over 2,000 units per year. The global market for these systems values $4.13 billion.” eases, neurological and oncological cases in the region.”

The cost and limited availability of helium for cooling MRI devices has been a concern for this market as well as healthcare reforms in the U.S. that are causing a decrease in reimbursements. However, ReportsnReports does not expect these challenges to hinder the market over the forecast period ending in 2018.

“Nevertheless, once market barriers of tight R&D budgets, high costs of MRI scans and alternate cooling systems are resolved, the industry is expected to grow considerably,” according to the report. “With technology developers exploring many new applications, especially those involving cardiac and breast imaging, it was inevitable that magnetic resonance imaging would evolve into a highly sophisticated medical imaging tool.”

MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

PHILIPS Ingenia 1.5T S

Staff Reports

FEBRUARY PRODUCTS : This month, Medical Dealer explores MRI.

I

ngenia 1.5T S is a new MR system designed for “First Time Right” imaging and for faster workflow, while enhancing the patient’s experience during MRI examinations. The solution combines superb fat-free and motion-free imaging techniques, patient-centric workflow and a unique patient experience during the exam. The system is complemented with the patient in-bore solution, which offers a comforting, engaging visual distraction. It provides patients with the option to personalize their experience by selecting a visual theme and soothing audio to fill the room with colorful video images to create an immersive experience, allowing the patient to relax through the exam. •

32 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS HEALTHCARE MAGNETOM SKYRA 3T

T

he new 24-channel configuration of the MAGNETOM Skyra 3T MRI system from Siemens Healthcare offers highend 3T at a more accessible price point and provides a host of premium clinical applications. With full scalability from 24 to 128 channels, a 70 cm open bore design and proven Tim 4G technology, the MAGNETOM Skyra includes as standard solutions such as Siemens’ Quiet Suite software, which enables Quiet scanning on full neurological and orthopedic exams. Optional features include FREEZEit, which freezes motion for free-breathing abdominal scans and provides superior imaging in some of the most difficult-to-visualize areas of the body. •

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MEDICALDEALER 33

MRI_Product Showroom

TOSHIBA VANTAGE ELAN

H

ealthcare providers serving smaller communities and rural markets need high-quality imaging systems with a smaller footprint that improve productivity. Toshiba understands these patient and business needs and delivers the Vantage Elan as that solution. The Elan MR system helps providers save time and money with the smallest footprint in its class and a lower total cost of ownership. The Vantage Elan magnet and couch fit in a footprint of 23 square meters. Small but mighty, the Elan offers outstanding image quality and advanced features included on Toshiba’s premium-tier MR systems, including: • PianissimoTM noise-reduction technology that puts patients at ease; • Non-contrast imaging techniques for safer exams; and • Intuitive M-Power™ user interface to improve productivity, simplifying exams with advanced post-processing tools. •

34 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

VENDOR Q & A_Radiology_MRI

Staff Reports

VENDOR Q&A:

MRI

ED SLOAN & ASSOCIATES

M

edical Dealer keeps readers up to date on the medical device industry and the latest news and advancements in healthcare.

The shifting economy and the ever-changing landscape in the medical industry makes staying abreast of trends important. Ed Sloan & Associates President and CEO Ed Sloan shares his insights regarding the latest MRI technology and how facilities can meet patients’ needs on a limited budget.

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

Number one on the list of things would be a reference list of customers that the third-party MRI provider is currently servicing. Does the service provider have in stock the critical repair parts to facilitate the repairs and how do they maintain the quality of those parts over time. What is the training cycle for their current engineers to assist them in maintaining their level of current technology requirements? Make sure the support staff with the company is reliable and that it has the reputation of standing behind its work and its word. Do a thorough check on key personnel in the company as to years in business and reputation. Check for guaranteed response times as this can add undue stress to the downtime hours that are critical. Above all, ask to see and be provided a certificate of insurance to cover any of their employees working at your site as this can be critical.

What are some of the newer technologies you offer?

I will address this strictly from the GE MRI equipment. We can upgrade the system from 9x to 11x to 12x to 15x with any and all of the hardware or software requirements and in some cases we need to deal with the OEM to acquire the necessary hardware and software to add the newer technology.

Is it possible to keep up with MRI technology without buying brand new?

Most of the OEMs offer upgrade paths for the MRI systems depending on the level of technology you are attempting to reach.In a great deal of the cases, you can reach that level without buying brand new. In some cases that is not possible and the only option is to buy a completely new system with all new hardware.

Many department directors believe the OEM is the safest option for MRI 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? This is an age old question and probably not a stock answer for every customer but with the financial tools of the maintenance insurance

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What kind of custom options do you offer?

We provide remote monitoring for all of the MRI units that we service as this helps us to be more responsive to the customer since on occasion we will know of a problem before the customer experiences the fault. We provide and build custom kits for other servicers in the industry such as coldhead change kits, Grafidy kits, helium compressor recharge kits and RF measurement kits. We also facilitate very reliable and quick repairs on all MRI coils to minimize the cost effect of downtime.

ED SLOAN President and CEO of Ed Sloan & Associates

industry, the talent in the independent service sector and the ability to tap into the OEM as needed then it mostly falls on the responsibility of the organization that is providing the management of the service.

In today’s very cost conscious delivery, this combination is probably the most effective.

What are the most important things to look for when seeking service for an MRI? I think we have covered this in the previous paragraphs but to recap: • Talent of engineers on your particular equipment; • Parts support/technical support; • A proven uptime on current service customers above 98 percent; • Response time; and • Above all going with a company with proven performance with reliable references.

MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS MRI

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 59

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.

BC Technical 7172 S. Airport Rd. W. Jordan, UT 84084 Toll-Free: 888-228-3241 Phone: 801-280-2900 Fax: 801-280-3900 Email: sales@bctechnical.com Website: www.bctechnical.com

SEE OUR AD ON PAGE 7

BC Technical is the largest non-OEM provider of medical imaging solutions. Our ISO 13485 certification and FDA registration ensure medical device standards are met with refurbished systems, parts and service. BC Technical provides the best refurbished SPECT, SPECT/CT, PET, PET/CT, CT and MR systems from all major OEMs, nationwide on-site service in all 50 states and personal technical/clinical support.

Bayer Healthcare Services Bayer Healthcare Services 100 Global View Dr. Warrendale, PA 15086 Phone: 800-633-7231 Fax: 412-767-2778 Website: www.ri.bayer.com

SEE OUR AD ON PAGE 4

Bayer HealthCare Services offers the flexible solutions and quality you need for your Medrad® equipment, now including VirtualCare® - the remote support solution that offers remote diagnostics and software support for a faster recovery. Bayer HealthCare’s Multi Vendor Service provides repair solutions for MR coils, CR systems, dry film printers, and ultrasound probes.

36 MEDICALDEALER | FEBRUARY 2015

Carolina Medical Parts 985 Pinebrook Knolls Dr. Winston Salem, NC 27105 Toll-Free 877-267-2784 Phone: 877-267-2784 Fax: 336-661-6207 Email: sales@cmparts.com Website: www.carolinamedicalparts.com

SEE OUR AD ON PAGE 24

As the largest independent depot level MRI coil and part repair company in the industry, CMP has the experience to handle all of your coil and part repair needs for GE, Siemens and Philips models. We are a team of dedicated professionals, ready to do whatever it takes to make your business grow.

MEDICAL EQUIPMENT, PARTS & SERVICE

MRI_Preferred Vendors

MRIcoilrepair.com MRIcoilrepair.com 405 N. Industrial Dr. Bremen, IN 46506 Phone: 800-446-4644 Fax: 574-546-5093 Email: info@MRIcoilrepair.com Website: MRIcoilrepair.com

SEE OUR AD ON PAGE 29

We take pride in refurbishing MR extremity coils electrically, mechanically, and cosmetically. All refurbished coils are brought back to life under one roof, which allows for expedited service of Next Day Repair! Do you have broken parts or missing pads? Contact us to learn about our 3D printing capabilities and replacement pad kits.

Cool Pair Plus Dave Baldwin 2812 Corporate Parkway Algonquin, IL 60102 Toll-Free: 800-861-5956 Fax: 724-446-1182 Email: sales@coolpair.com Website: www.coolpair.com

SEE OUR AD ON PAGE 69

SEE OUR AD ON PAGE 30

Ed Sloan & Associates 508 Kasper Way Goodlettsville, TN 37072 Toll-free: 888-652-5974 Phone: 615-448-6095 Fax: 615-448-6099 Email: sales@ed-sloanassociates.com Website: www.edsloanassociates.com Over 25 years of experience and a staff of industry professionals allows Ed Sloan & Associates to offer unparalleled service in the area of GE CT and MRI systems, parts and service.

Since 1996, Cool Pair Plus has been proving the cryogenic industry with Coldheads, Compressors and Cryocoolers.

We have made significant investments in both management and infrastructure in 2010 to better support our growing demand and to provide first class parts, technical support and complete MRI Magnet Service for Sumitomo, Balzers, Leybold and APD systems.

• Quality tested parts

• CT and MRI Systems

• 48,000 square foot facility

• Service on and T&M or Contract Basis

• MRI and CT QA Bays

SEE OUR AD ON PAGE 73 SEE OUR AD ON PAGE 39

DirectMed Parts, LLC 9401 Waples St., Ste. 125 San Diego, CA 92121 Phone: 855-463-3727 Fax: 855-463-3727 Email: sales@directmedparts.com Website: www.directmedparts.com DirectMed Parts is an ISO 9001:2008 certified company and brings over 20 years of experience servicing the medical imaging equipment, parts and service market. We specialize in MRI & CT parts for GE, Siemens and Philips.

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

MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Preferred Vendors

M.I.T. / Medical Imaging Technologies 261 Quality Drive Thomson, GA 30824 SEE OUR Phone: 800-729-4776 AD ON PAGE 72 Fax: 706-843-9638 Website: www.mit-tech.com M.I.T. has been providing top quality products and service for over 25 years.

We sell and service all diagnostic imaging equipment. We can provide full service on your equipment. We pride ourselves on doing whatever it takes to get your equipment fixed as soon as possible.

Staff Reports

Multi Diagnostic Imaging Solutions 990 E. Cedar Street Ontario, California 91761 SEE OUR Toll-Free: 800-400-4549 AD ON BACK Phone: 909-591-6444 COVER Fax: 909-591-5293 Email: sales@multiimager.com Website: www.multiimager.com Founded in 1983, Multi Imager specializes in the latest imaging technologies including PACS, DR, CR, X-Ray, CT, C-Arms as well as a full line of surgical equipment for outfitting today’s modern operating rooms including tables, lighting, sterilization and much more.

• Sales of New and Refurbished

• Factory Trained & Certified

• Rental Programs & Financing

• Training

• Technical Support

ScanMed of Resonance Innovations, LLC 9840 S. 140th St., Suite 8 Omaha, NE 68138 SEE OUR AD ON Phone: 402-934-2650 PAGE 24 Fax: 402-778-9699 Email: sales@scanmed.com Website: www.scanmed.com ScanMed is your single-stop MRI coil company. Not only does ScanMed provide Repair, Refurbishment, Engineering, and Manufacturing services, but also serves as a global leader in innovation with a robust line of newly designed coils. We invite you to experience our unparalleled customer service and quality in all of our products and services.

• Parts

Providing Solutions Through Service Get the quality you truly expect.

Complimentary Shipping No Charge Evaluations Quality Guaranteed Flat Rate Pricing Free Loaners

PHILIPS REPAIR EXCHANGE PURCHASE

SERVICES GROUP

Charleston, SC

| 877.281.7243 | www.sageservicesgroup.com

38 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

WWW.MEDICALDEALER.COM

MEDICALDEALER 39

THE We’re expanding to fulfill ALL your patient monitoring needs, including accessories, Spacelabs, ELO, GE and more!

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equipment to Hospitals, Surgery Centers, Oral Surgeons and others in need of well priced medical equipment. ReMed Equipment sells refurbished Patient Monitors, AED's, IV and Syringe Pumps, Transport Ventilators, Defibrillators and Ultrasounds, Accessories and Consumables. ReMed Equipment will work with any budget to help with your equipment needs including purchasing your old equipment, leasing and servicing your equipment.

CONTACT US TODAY 800-735-8078 www.remedequipment.com | sales@remedequipment.com

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MEDICAL EQUIPMENT, PARTS & SERVICE

HEIGHT 4.5”

WE SELL BUY AND SERVICE REFURBISHED EQUIPMENT

ReMed Equipment sells refurbished medical

Buy • Sell • Rent • Service Trust… That’s what it all comes down to.

Your single source for all of your patient monitoring needs What Makes Us Different:

After twenty-five years of experience in buying, selling and servicing medical equipment, we’ve earned our clients’ trust. Our sales & acquisition team originate from a biomedical engineering background, first and foremost. Because of this we are better able to understand & service what we sell. We offer superior equipment at the best prices delivered when you need it most.

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Scan to learn more! www.gophermedical.com | 1-844-2GOPHER (1-844-246-7437) sales@gophermedical.com | Steve Ziegenhagen, Owner

MEDICALDEALER 41

1.888.828.2637 www.bmesco.com 42 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

PATIENT MONITORING MARKET ON THE RISE

T

he patient monitoring global market is forecast to exceed $22 billion by 2018, according to a report from MarketsAndMarkets. The large merger of Medtronic and Covidien is also expected to impact the global market, according to a report from Kalorama Information.

“The global patient monitoring devices market is estimated to reach $22,174 million by 2018 at a CAGR of 5.5 percent during the forecast period (2013–2018).

The factors driving this market include increasing geriatric population, rising incidences of lifestyle diseases, home and remote monitoring, ease-of-use, and portability of devices expanding point-of-care monitoring devices,” according to MarketsAndMarkets. “The factors restraining this market include economic downturn and saturation in developed countries and unstable reimbursement regulations.”

The $40 billion acquisition and merger between Medtronic and Covidien has been a hot topic in regards to U.S. tax implications.

However, Kalorama points out that the combined companies will create “a stronger leading player in one of the fastest growing device markets.”

Heart disease and other heart-related health issues will be a strong factor in the global patient monitor market. Devices used to monitor the brain will grow over the next few years and impact the market.

Advances in wireless technology will also continue to play a role in the WWW.MEDICALDEALER.COM

“North America commanded the largest share in the patient monitoring devices market in 2013 and is expected to grow from 2013 to 2018, at a CAGR of more than 5.0 percent.” patient monitoring devices market.

“In 2013, cardiac monitoring device segment was the leading market segment. Under this segment the electrocardiograph (ECG) sub-segment contributed to the maximum share of the cardiac monitoring market,” according to MarketsAndMarkets. “The electroencephalograph (EEG) monitoring device under neurological device segment will be the fastest growing segment by 2018. The major factors

driving the growth of this segment are rise in the population size of the patients affected by neurodegenerative diseases. Eventually, rise in the awareness regarding the neurodegenerative diseases and the use of wireless neuromonitoring and remote patient monitoring systems will further propel the growth of this segment.”

North America is the largest geographic market and is expected to be a driving force in the future.

“North America commanded the largest share in the patient monitoring devices market in 2013 and is expected to grow from 2013 to 2018, at a CAGR of more than 5.0 percent,” the MarketsAndMarkets report predicts. “The primary growth driver for North America is the expanding population size of the elderly and the mounting lifestyle diseases. Europe accounted for the second largest market share in 2013; however, in the forecast period the growth of this region will be slow. APAC, on the other hand, will be the main focus of the market in the coming five years that will register high growth rates for all the segments.”

MarketsAndMarkets indicates that some of the key players in the patient monitoring devices market are Abbott Laboratories, Covidien, Drager Medical GmbH, GE Healthcare, Johnson & Johnson Inc., Masimo Corp., Mindray Medical, Philips Healthcare and Welch Allyn.

MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

FEBRUARY PRODUCTS : This month, Medical Dealer explores current trends in Patient Monitors.

COVIDIEN NELLCOR™ PORTABLE SpO2

T

he Nellcor™ Portable SpO2 Patient Monitoring System, PM10N, is a convenient, handheld pulse oximetry monitor that is ideal for spot-checks or continuous monitoring in various healthcare and home use settings. Its ergonomic shape and simple design make it intuitive to use and simple to operate. The monitoring system includes a vivid 3-inch color LCD screen, and connectivity to analytic tools and patient management systems. It offers a robust monitoring feature set including SpO2, pulse rate, SatSeconds alarm management, pleth waveform, blip bar and tabular trend information. The monitor incorporates Nellcor™ digital signal processing technology to deliver accurate, reliable SpO2 and pulse rate values even during low perfusion and signal interference, including patient motion. •

44 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

DRÄGER INFINITY® ACUTE CARE SYSTEM

T

o streamline workflow and support decision-making, Dräger created the Infinity® Acute Care System. This easy-to-use system teams the Infinity® M540 mobile monitor with the Dräger Medical Cockpit®. The monitor moves with the patient during in-hospital transports, integrates monitoring, anesthesia and ventilation data on a single screen at the bedside, and broadcasts it to the hospital network. The wireless monitor weighs 2.6 pounds and is water-resistant. It includes Masimo rainbow SET® noninvasive Pulse CO-Oximetry. •

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MEDICALDEALER 45

Med/Surg_Product Showroom

PHILIPS HEALTHCARE AVALON CL

A

s part of the Philips Fetal and Maternal Monitors portfolio of mobility solutions, Avalon (CL) is a cableless system that provides consistent monitoring of mother and child, without the burden of managing cables, allowing mothers more freedom of movement during labor. Avalon CL’s patented Smart Pulse technology detects and transmits fetal and maternal vital signs to a monitor via the base station. From there, patient information is transferred seamlessly to the Philips IntelliSpace Perinatal information management system, which tracks medical information across the obstetrical care continuum – from the first antepartum visit to delivery, postpartum, newborn record, discharge and follow-up visits. •

46 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

WELCH ALLYN CONNEX® CLINICAL SURVEILLANCE SYSTEM

N

ow available in the United States and select international markets, the Welch Allyn Connex® Clinical Surveillance System (CSS) is the centerpiece of the company’s objective to optimize care on med/surg floors by enabling proactive, cost-effective care to beds outside the intensive care unit (ICU). Building upon Welch Allyn’s market leadership position in vital signs systems, the Connex CSS is designed to electronically capture and document vitals from the bedside directly to the electronic medical record (EMR) and alert clinicians to the risk of significant adverse events that may occur in hospitals, including issues around failure to rescue, respiratory failure, falls, hospital acquired pressure ulcers, and cardiopulmonary arrests. •

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MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Preferred Vendors

PREFERRED VENDORS

PATIENT MONITORS

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 59

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.

Beta Biomed Services, Inc. 2804 Singleton Street Rowlett, TX 75088 Toll-Free: 800-315-7551 Fax: 972-475-9814 Email: info@betabiomed.com Website: www.betabiomed.com

SEE OUR AD ON PAGE 41

BETA Biomed Services, Inc. specializes in high quality, cost effective, repair or replacement of patient cables. While we specialize in PULSE OX SENSOR CABLES, we also repair, or replace FETAL MONITORING CABLES (Toco & Ultrasound), as well as other specialty patient cables. All work is covered by our ONE-YEAR WARRANTY. Call today to experience our service and quality.

48 MEDICALDEALER | FEBRUARY 2015

Bio-Medical Equip. Service Company 2709 South Park Road Louisville, KY 40219-3545 Toll-Free: 888-828-2637 Phone: 502-361-4500 Fax: 502-361-4526 Email: sales@bmesco.com Website: www.bmesco.com

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BMES is a national medical equipment depot repair center founded 25 years ago. We specialize in telemetry, bedside module, AGM, and patient monitoring repairs. In addition to the service we provide, we also offer a variety of refurbished equipment and accessories options in those same core areas.

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Paragon Service is the premier refurbisher of anesthesia systems in the United States for over 23 years. Paragon Service is an anesthesia specialist which sells new patient monitors, refurbished patient monitors, defibrillators and new anesthesia accessories. Regional biomedical service and depot repair services are also available. We are your anesthesia specialty company.

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An ISO:9001:2008 certified company, MedEquip Biomedical is the nation’s premier third-party service parts provider and depot repair center for HP/Philips, GE/Marquette, Spacelabs, Datex, Dräger, Welch Allyn and Datascope patient monitoring equipment. Now repairing the Philips M3015A and the M1019A, all modules and the M4841A IntelliVue telemetry. Also providing quality pre-owned patient monitors for sale or rent.

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A HEAVY BURDEN

52 MEDICALDEALER | FEBRUARY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

A HEAVY BURDEN MEDICAL DEVICE INDUSTRY BATTLES EXCISE TAX, FDA OVERSIGHT AND POLICYMAKING CHALLENGES

BY MATT SKOUFALOS

T

he boom times of the medical device manufacturing market may have subsided from their double-digit growth of the past, but the $400 billion global medical device indus-

try hasn’t yet contracted. At around a five percent annual increase worldwide and about three percent domestically, the future is still expected to bring expansion for medical device makers.

WWW.MEDICALDEALER.COM

MEDICALDEALER 53

A HEAVY BURDEN

B

ut there are mitigating factors. Product saturation, changing reimbursement rates, and the effect of legislation at a federal level — on everything from the industry’s migration from a fee-for-service to an outcome-driven business model, the scope of FDA oversight, and whether the medical device excise tax will be repealed — are all on the table.

For Venkat Rajan, industry manager of medical devices at the market-watching firm of Frost and Sullivan, the demand for services hasn’t been reduced, but the way that manufacturers respond to it is evolving.

“A lot of the [contemporary] strategies are about making business more profitable,” he said; “how they manage their sales forces, hospital consolidation.”

“There are opportunities for growth, but they’re in connectivity solutions and remote-care based options, whereas some of the other products that have had strong growth to date might tend to become commoditized,” Rajan explained.

“It’s the natural dynamics of markets beyond med tech,” he said. “How can you make the sale of [a device] more profitable?”

Today, device manufacturers are focusing on their “core value propositions, rather than being everything to everyone,” Rajan said, which had led to “a lot of spinoffs, rebranding, and splitting consumer and pharma divisions,” as opposed to merg-

54 MEDICALDEALER | FEBRUARY 2015

ers and acquisitions that were traditionally centered on acquiring an emerging product line.

“Now we’re seeing M&A trends that are around solidifying your position,” he said; “Medtronic acquiring Covidien, a lot of the talk around it was the tax inversion. You’re assuming that more of your revenue growth is going to come from markets outside the U.S.” In the U.S. markets, the breadth of an expanded product portfolio allows multi-line corporations to sell to hospital customers who want an array of devices, or to act as a group purchasing agent or distributor. That environment has also diminished the influence of individual physician patients, who would often have been the sole advocates for a specific product or service, and who could drive purchasing decisions with their specific requests or brand loyalty.

“Large hospital networks are a bit more standardized in how you treat the patient; panels are making decisions and negotiating better purchase prices,” Rajan said. “The everyday doc, his influence is limited, so how motivated is he going to be to bang on the table and say, ‘I need this product?’ ” Today’s sales decisions are made by committee, Rajan said, which involves department heads from nursing, administration, legal teams, and other stakeholders in the evolution “from a door-to-door sales model to an Amazon.com sales model,” in which the ordering

Venkat Rajan is the industry manager of medical devices at the market-watching firm of Frost and Sullivan

is automated and the purchasing decisions are made before the meeting.

Future product development, according to Rajan, will come in the form of evolving “smarter” products and technologies that will expand into mobile healthcare, health IT and “service-based solutions.” Whether for hospital groups or individuals, technology will necessarily become “smarter,” involving features that provide analytics or workflow optimization components that add value to the devices that Rajan said are becoming commoditized.

“You have a hospital that’s compensated not for a fee for service [model], but in terms MEDICAL EQUIPMENT, PARTS & SERVICE

“There’s a need for connected devices, devices that can automate certain aspects of care and diagnostics, because hospitals are increasingly burdened by resources.”

– Venkat Rajan

of how well you manage those individual patients,” he said.

As a result, Rajan said, “the new money is coming in these new services” “Prices have hit a ceiling and demand is saturated in the developed markets,” he added.

“That doesn’t mean the future is bleak. There’s a need for connected devices, devices that can automate certain aspects of care and diagnostics, because hospitals are increasingly burdened by resources. Having these tools and technologies for automated care can help provide savings.”

As new technologies emerge, particularly in the healthcare IT sector, Rajan said, the influence of regulatory agencies will always be high. As a sector of devices over which the Federal Food and Drug Administration (FDA) has not yet broadened its oversight, the political tensions of handing the reins to the agency in such cases is still headed for a tug-of-war in the lobbying sphere.

“The burden of quality is much more stringent [in the WWW.MEDICALDEALER.COM

medical device space] than anywhere else,” he said. “Even one product malfunction can potentially lead to some level of watch or recall. To a degree, these [regulatory] bodies don’t answer to the device industry; they’re more scared of Congress saying, ‘How did you let this device through; how did you cause these issues?’ ” Rajan also added that the FDA “is trying to make improvements” in the transparency and timeline of its approval process.” For those manufacturers who had relied on the European pipeline as a workaround or alternative to the domestic protocols when bringing a product to market quickly, he said, acquiring the CE mark still means playing in a space with “a high degree of government-regulated systems.” What market-watchers find potentially more interesting, Rajan said, is the evolution of secondary markets in emerging regions of the world, where customers have appetites for lower-cost, simplified devices.

And then there’s the topic of

the medical device excise tax, which levies 2.3 percent of sales for funds designed to offset the cost of the Affordable Care Act (ACA). Rajan said that the hue and cry around the tax “affects profitability but doesn’t necessarily have an impact on demand.”

“To a degree, there is a legitimate gripe from medical technology companies about the tax,” he said. “The degree they’re paying of the excise tax is not reflective of their contribution to healthcare costs.

Healthcare spending in the U.S. is in the trillions of dollars, whereas only 5 percent of that amount goes to the procurement of medical technologies.”

If the cost of that tax is designed to offload the cost of the ACA from insurance companies and hospitals to device makers, and the issue really is whether the lobbyists are squabbling over who gets stuck with the bill for services, the question can be distilled into who’s benefiting from the current conditions, and by how much.

“It definitely has an advantage to hospitals,” Rajan said.

“You’re providing care to lesssick folks if you’re a pharma company; when it comes to a lot of the more advanced medical technologies … if you needed a heart stent, you’re going to get it regardless of your insurance. So the benefit of the added insured patients necessarily doesn’t completely hit added procedures for a lot of medical devices. Typically these are a last resort when drugs have failed or you have a blockage or emergency. The MEDICALDEALER 55

A HEAVY BURDEN

device companies aren’t seeing the uptick of new patients in the system and are carrying an undue burden of it.”

The only manufacturers who are suffering from the burden of the tax on “innovation,” however, are those who depend on venture capital to start up, Rajan said — but that hasn’t stopped manufacturers from claiming that the levy is unjust.

David Fisher, vice president of health policy and strategy at Siemens Healthcare and the former head of the Medical Imaging and Technology Alliance (MITA), said that the excise tax itself was bad enough for business, but that its impact is magnified when taken together with reimbursement reductions for imaging services on the customer side.

“Not only was there a tax that we have to pay as an organization, but our customers were also hit by reimbursement reductions for imaging as well as for clinical lab tests, both of which have an impact on our business as well,” Fisher said.

“At least from Siemens’ perspective, we were hit twice.”

Siemens’ growth projections for the laboratory and imaging market are even slower than those for the overall global medical device market, which Fisher said “is an additional challenge” in that sector, with growth in U.S. healthcare spending in 2013 “the slowest it has been since people started keeping track in 1960.”

Coupled with “the regulatory burden of bringing our 56 MEDICALDEALER | FEBRUARY 2015

“Not only was there a tax that we have to pay as an organization, but our customers were also hit by reimbursement reductions for imaging as well as for clinical lab tests.” – Dave Fisher

David Fisher is the vice president of health policy and strategy at Siemens Healthcare

products to market,” the constraining factors are “additive,” Fisher said, with changes in the overall healthcare delivery system “catalyzed by the Affordable Care Act, in which we’re trying to move as a country from a feefor-service-based value to one that’s based on outcomes.”

Fisher said companies like Siemens are affected by those downward pressures on business, and intimated that too big of a squeeze could cause the company to either limit its investment in research and development or potentially lay off employees as a result. However, he declined to provide figures that would account for any such reduction in the Siemens R&D budget, and could not point to any specific layoffs on the horizon.

A similar argument has been made by critics of the device tax since it took effect. U.S. Senator and former vice presidential candidate Paul Ryan (R-Wis.) made its repeal a plank of his campaign platform, and, as the new chairman of the House of Representatives Ways and Means Committee, is expected to hammer away at the legislation with a Republican majority behind him.

Efforts to undo the tax have garnered bipartisan support, although whether as a reflection of the influence of corporate lobbying or of reform policy in MEDICAL EQUIPMENT, PARTS & SERVICE

service of national economic growth is less clear. And many of the corporate lobbyists who claim that the excise tax is an innovation tax have not been willing to propose an alternative funding source for the Affordable Care Act, Fisher included.

“I think the decision on whether the money is repaid or offset by somewhere else is made by people other than us,” Fisher said. “From a Siemens perspective, we are being required to pay the tax, and our customers are also being hit with reimbursement reductions. We could debate forever whether either of those things are right or wrong; together it’s a larger burden.”

The market isn’t all doom and gloom, Fisher said. Upward indicators, to his thinking, include an aging U.S. population that he called “a demographic-changer.” Coupled with an aging base of installed medical equipment and innovative devices that are gaining approval for additional treatments, he said, there are opportunities for businesses to make inroads.

“We hope that these pressures and counter-pressures will lead to a situation where these new technologies are actually available to patients,” he said.

Brian Broderick, who edits the Pharmaceutical Law and Industry Report for Bloomberg BNA, believes that in addition to resolving the fate of the medical device excise tax, this next crop of policymakers will WWW.MEDICALDEALER.COM

be settling concerns regarding value-based purchasing and pay-for-performance-structured reimbursement models.

Whether “gain-sharing” models proposed by the Health and Human Services Inspector General in October 2014 eventually take effect, the notion itself leaves a sour taste in manufacturers’ mouths, Broderick said, with industry groups like the Medical Device Manufacturers Association (MDMA) declaiming that plan as threatening patient choice and access to technology.

“I think people are watching ACAs,” Broderick said. “Things they’re doing differently that would affect device companies. I don’t necessarily see big growth opportunities. I see a lot of challenges.”

Similarly, even if new leadership in the U.S. Senate opposes the medical device excise tax, pledged votes don’t necessarily translate to actionable legislation. Furthermore, balanced-budget requirements typically force opponents of tax cuts to introduce alternative plans for the replacement of the revenues lost by surrendering those dollars.

“The tax thing has this unanimous opposition, but if people have to live with the tax and accept it there’s going to be some policy changes,” Broderick said. “Right now, I think there’s a lot of non-binding votes in the Senate. The question is how are they going to pay for [repealing] it, and how are they going to get it through?

“Is someone from the health-

“The hospital industry has looked at itself as being approached over and over to pay for things, and I know they’re kind of tired of that.”

– Brian Broderick

care industry going to be on the hook for this?” he continued. “The hospital industry has looked at itself as being approached over and over to pay for things, and I know they’re kind of tired of that.”

That same new leadership would also weigh in on FDA oversight, which Broderick said “has some ambitious plans for regulating the health IT space.”

“That will be a very interesting thing to watch,” he said.

“There have already been some bills introduced and discussed that would trim the FDA’s ability to get into Health IT. The industry does not seem monolithic.”

“There are some devices doing interesting things; companies that do not want the FDA getting into their line of business,” Broderick said. “I think that with the next Congress, the FDA is going to be under a lot more scrutiny.”

MEDICALDEALER 57

58 MEDICALDEALER | FEBRUARY 2015

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SLICE OF LIFE_The Other Side

By Jim Fedele

IS IT TIME FOR RENEWAL AGAIN?

I

As I age, the New Year seems to take less time to arrive. I know it still takes 365 days, but life moves at a faster pace these days. I have always tried to at least take a little time to reflect on the past, focusing on what I have learned hoping that I become better as a person and as a professional. Here are my thoughts about the past year.

Compliance and regulation are what I remember the most from the past year. The attention that medical equipment maintenance received in 2014 was challenging for all parties involved. A variety of issues from understanding what we can and can’t do with a maintenance program to allowing the use of RPTs (Removable Power Taps) made it feel like a lot of people do not know what is needed to keep patients safe. I feel like we have gone backwards in our thinking about how medical equipment is maintained and what we need to really be doing to help improve patient care. The data that we have collected seems to indicate a contrary view to what we are being mandated to do. I know there are many people in our industry doing their best to educate and influence change to these mandates and I am hopeful they can be successful. It truly makes me feel like many people do not have any idea what we do.

The continued advancements in medical technology is something that can be celebrated and despised. Gone are the days of tweaking potentiometers and cleaning switches. Today’s microprocessor-based equipment performs self diagnostics and tests every 62 MEDICALDEALER | FEBRUARY 2015

I feel like 2015 is going to be challenging and rewarding. I am hopeful for some clarity on the regulations being imposed on us. I am hopeful that medical equipment technology will continue to improve in ways we haven’t even imagined yet. time they are turned on. Reliability has certainly increased while size and weight has decreased. However, it also means that many parts are not field replaceable and replacement parts have turned in to replacement assemblies which increases the cost of a repair. More equipment than ever now needs to be sent to an OEM or a specialized shop for repairs. Thankfully, users still need our help as equipment can be complex to use and they like to drop it to keep us employed.

This past year also was a year of cost reductions; hospitals all over the country are trying their best to operate leaner in response to the Accountable Care Act. I feel like organizations are desperate to drive costs out of their operations. This means that it is certainly a boon for consultants and change management. I know I have met with a couple of consultants over the past year, explaining my cost and, essentially, defending my program.

This seems to come around every three years or so. The problem now is that the old methods of cost reduction have been exhausted. It is taking

real out-of-the-box thinking to be successful at long-term cost reduction.

One example we came up with was right sizing the inventory to organization. We benchmarked the inventory against other hospitals our size and made recommendations for equipment that could be removed, thus saving service and utility costs. It has proven to be a hard sell to get managers to part with their “backup” equipment.

I feel like 2015 is going to be challenging and rewarding. I am hopeful for some clarity on the regulations being imposed on us. I am hopeful that medical equipment technology will continue to improve in ways we haven’t even imagined yet. Most of all, I am hopeful that we will all enjoy good health and happiness. Have a great 2015!

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years.

He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

GIVING BACK THROUGH MEDICAL MISSIONS

F

or 37 years, Philips Software Quality Engineer Ed Myers has worked in the medical device field, testing software on a range of products from patient monitors to central stations as he rose through the ranks from project management to consultancy.

In that time, Myers has also spent years volunteering his expertise to medical mission work, often through the nonprofit humanitarian group, Assist International. He’s been on at least a dozen trips to places as far-flung as Hungary, Kazakhstan, Djibouti, and Ukraine, managing and participating in projects designed to help improve the standard of care at healthcare facilities that lack the richness of resources typically available in the United States.

Groups like Assist International count on Myers not only being able to help maintain and install the equipment once it’s onsite but also to tap into his network of corporate sponsors and medical professionals to help source donations and material contributions to the cause.

“Working in the field, you learn how to sell an idea,” he said. “If you ask people they are interested in saving lives, that’s a tough one for people to refuse.”

Sometimes a photograph is all that’s needed to make the point — like the one he captured of babies in a hospital in Kiev, who were born with congenital heart defects as a result of the Chernobyl accident.

“These little babies were strapped down to keep them from pull64 MEDICALDEALER | FEBRUARY 2015

A patient monitor is used in Jalalabad after being donated and installed in 2010.

ing their patient cables out,” Myers said. “If they would go into arrest or desaturate, they would get the alarm, and the nurses would respond accordingly.”

When Myers plans out a project, he models it on his experience of installation protocol. First, there’s a pre-site visit, in which visitors will make primary contact with hospital administrators and staff in-country to assess needs. Then, the trip sponsor will assemble a budget and start its outreach for finances and inventory.

“That sets the wheels in motion to go out to the customer and determine what is the best approach to the instal-

lation with the least impact to patients and hospital staff,” Myers said.

Yet the adage concerning the best-laid plans is a well-worn one for no small reason, he added.

“There have been times when, as an engineer, you see so much in a third-world country,” Myers said. “The World Health Organization (WHO) provided the hospital in Djibouti with patient monitors, but they just dropped them off. [The staff there] had no idea how to operate them; how to mount them.”

Sadly, he added, medical missions often receive surplus MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Members of the U.S. military are seen in Jalalabad in 2010.

equipment for which there isn’t a good fit on the ground.

“We’d see a donated CO2 monitor with no CO2 transducer, which is a $1,500 item,” Myers said. “That product is going to end up in a landfill. That’s the worst thing that can happen.”

Rather, what recipients need, he said, is the right product with access to complete clinical and technical training to operate it.

“If something were to break, they would know where to call to get assistance,” Myers said.

Sometimes the equipment is a secondary concern to conditions on WWW.MEDICALDEALER.COM

the ground. In 1993, when Myers was invited to attend his first medical mission, in Estonia and Ukraine, political tensions marked the trip.

The Berlin Wall had just come down, and Myers knew that, as an American entering Soviet satellite states, he would be headed into a potentially unstable environment.

People told him, “You’re crazy; it’s dangerous,” he recalls. But his wife replied, “If you don’t do it, who will?” That approach set him on a path of exploration throughout eight locations in Eastern Europe, after which Myers realized that cities like Tallinn and Kiev felt no more dan-

gerous to him than walking around some parts of Boston.

“You heard different things about the Soviet Union and you didn’t know what to expect,” he said. “Of course, now they’re great places to visit as a tourist.”

In 2005, Kabul, Afghanistan was similarly unsettled, Myers said. But through a visit with Cure International, he assisted in the installation of patient monitors, fetal monitors and telemetry equipment to a hospital with a large staff of Western-trained doctors and volunteers.

The installation went easily, he said, because their training was comMEDICALDEALER 65

SLICE OF LIFE_Pay It Forward

Donated equipment is used to treat newborns and young children in Jalalabad.

patible with the approach of the medical team. Five years later, he returned to the country, to a public health hospital in Jalalabad operated

by Afghan doctors and staffers, and recalls having a different experience.

“The Afghani people are so, so proud when they receive a donation, that I’d see plastic bags on the monitors,” Myers said. “Their response was that they were really nervous about getting dust and dirt on them.”

Experiences like those drive home not only the level of need in some of the countries Myers has visited but also the degree of cultural difference in which he often operates to do the work he’s there to do. Fortunately, he said, “a suitcase full of candy and snacks often helps bridge the gap.”

“Just because we’re from America and we think we know everything, you can’t tell people what they need,” Myers said. “You’re pretty much acting like diplomats. What [native people] know of Americans is that 66 MEDICALDEALER | FEBRUARY 2015

Ed Meyers trains clinicians at Cure International Hospital in Kabul during a trip in 2005.

“These little babies were strapped down to keep them from pulling their patient cables out,” Myers said. “If they would go into arrest or desaturate, they would get the alarm, and the nurses would respond accordingly.”

— Ed Myers

everyone makes a lot of money and you’re going to come here and take a lot of pictures.”

But after dismantling that impression, there’s many times when the medical team is showered with gifts, or receives expensive dinners with more food than they can possibly eat by people who ignore their lack of means to be hospitable and gracious, he said.

“People are the same all over the

world,” Myers said. “People really can’t believe that you’ve given up your vacation time to come over to a poor country.”

“Everyone believes in some form of religion; everybody wants the best for their family,” he said. “They also want to improve their own life.

That’s really a common thread. It’s interesting to listen to that and to observe it.”

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MEDICALDEALER 69

SLICE OF LIFE_Off The Clock

By Matt Skoufalos

WEEKEND LAUGHTER N

o matter what happens Monday through Friday, at the end of a long work week, Jeff Taltavull, Director of Sales for AIV of Harmans, Md., heads home with a smile on his face.

That’s because Taltavull is also a part owner of Magooby’s Joke House, a comedy nightclub in Tinicum, Md. that is staking its claim in the Baltimore and D.C.-area entertainment scene.

Taltavull’s involvement in the club began five years ago, when his friends Marc and Andrew Unger were shopping around for a third partner to expand their comedy venue. The business had outgrown its 100-seat club, and the brothers were looking to purchase a 350seat, amphitheater-style room with full dinner service. The expansion would make it one of the biggest comedy clubs on the East Coast.

Taltavull took them up on the offer and has watched the operation grow into an “A-room” sized comedy venue, drawing top-tier talent from across the country.

“Coming from a 100-seat room, we weren’t getting the big names,” Taltavull said. “Now we have people come request to play our big room.”

“To be honest, it’s very Hollywood,” he said. “We have probably a dozen or so top performers that come through a year, and that intro70 MEDICALDEALER | FEBRUARY 2015

Even with A-listers in its green room, Magooby’s still makes room for local acts to cut their teeth.

duces people to the club. We pride on giving them an experience that’s nice, with high-quality food and drinks, and that keeps people coming back.”

Even though working the club can be stressful, Taltavull says it’s “a different kind of stress.” Friday nights are the end of his work week, and once the audience is seated and situated, he gets to take in the laughs right along with the crowd.

The club routinely hosts bigname comedians, including Damon Wayans, Eddie Griffin, Ralphie May, Artie Lange and Carlos Mencia, and his encounters with such performers have been as far-ranging as their diverse personalities, Taltavull said.

“Sometimes people come in and you expect them to be a little different [than they are in person],” he said. “Sometimes they come in and they’re the greatest people in the world. [Impressionist and actor]

Kevin Pollack is one of the nicest people I’ve ever met; really funny and a down-to-earth guy.”

Even with A-listers in its green room, Magooby’s still makes room for local acts to cut their teeth.

Every show is headlined by a bigname comedian, includes a featured regional performer, and is emceed by an opening act; usually a local person “who travels the college circuit or does the low-end stuff,” Taltavull said. One of his favorites is Baltimore police officer Timmy Hall, who’s even landed his own special on BET. Taltavull said experience has shown him that comedy is a tough industry to break into, especially for younger performers who are starting out in the profession. He believes that his club can help those up-and-coming comedians who need someone willing to give them a shot. Marc Unger, one of Taltavull’s partners, is a comic who helps develop local talent (and even performed at a MD Expo held in Washington, D.C.). Unger runs a comedy training school that helps develop local talent, and some of the comedians who have taken his classes have ended up in paid showcases and open-mic nights hosted by the club.

“It’s a challenge to bring in the new and cutting-edge comics,” Taltavull said. “We have a comedy MEDICAL EQUIPMENT, PARTS & SERVICE

_Off The Clock

showcase where we do our own version of Last Comic Standing, with competitions throughout the year for our own Comic of the Year. We whittle them down throughout the year, and the person who’s Comic of the Year does get a gig with us.”

Taltavull has “always worn many hats,” working multiple jobs since he was 14. His entry into the comedy business is the latest in a lifelong of ventures, but it has certainly been one of the most rewarding.

“It’s nice to give back to the community and have people leave with a smile on their faces,” he said. “I get to meet all the people. It’s exciting; it’s good to be part of something that’s a little bit different.”

Making a go of it outside the downtown urban center allows Magooby’s to draw a different crowd than other A-room comedy clubs in Washington D.C. and Baltimore, Taltavull said. Although both towns are competition for his business, he said, “there’s definitely an audience that likes to not be in the downtown.” VIP passes are available for visitors who wish to join the club as members; some return as frequently WWW.MEDICALDEALER.COM

as a couple times a month, he said.

And the club offers plenty of reasons to make return visits. Its menu is prepared fresh by an in-house chef, and ranges from salads and wraps to dry-aged Black Angus beef burgers. Philly cheesesteak sliders, Maryland-style shrimp salad sandwiches, and a panini-pressed Monte Cristo round out some of the more exotic offerings; even the veggie burgers are offered as a double-stack.

“It’s still a bar menu, but we brought in a chef to have some of the best food around,” Taltavull said. “We try to cater to a little bit of everything.”

Magooby’s also serves spirits to help put the audience in the mood for laughter, and in 2014 expanded its offerings to include an independent bar, the Wit’s End Saloon.

Tultavull said it is the only bourbon bar in Baltimore, featuring 25 varieties of bourbon — many sourced from Kentucky and Virginia — eight brands of rye whisky, and six different Scotch single-malts.

“It was slow to build,” he said, “but like ‘Field of Dreams,’ build it and they will come. It’s taking off.”

MEDICALDEALER 71

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MEDICALDEALER 73

SLICE OF LIFE_

By Dan Bobinski

LEARNING FROM MISTAKES E veryone makes mistakes. I’m told it was President Theodore Roosevelt who said, “Show me a man who doesn’t make mistakes and I’ll show you a man who doesn’t do anything.” But the difference between stagnation and growth lies in how we deal with mistakes. We can focus on placing blame, or we can focus on learning what to do differently in the future. The choice is up to us.

When I touch on this topic in workshops, I usually show a picture of a child who has fallen off a bicycle.

Also in the picture is an adult, possibly the child’s father, helping the child back up. The adult’s expression is one of care and concern, not criticism.

Any normal human being looks at that picture and realizes it’s the right thing to do. Getting angry or pointing a finger of blame does nothing to help the child learn from whatever mistake was made.

So why treat adults differently? If it’s not healthy nor productive to get angry and yell at children when mistakes are made, what makes us think it’s a good idea to point fingers and get angry with adults?

The idea of learning from mistakes has two facets: external and internal. The external facet, as described above, is about how we treat others when they make mistakes. We can mock and criticize, or we can gently come alongside people and help them find new, more effective ways of doing things.

The internal facet is how we 74 MEDICALDEALER | FEBRUARY 2015

Dan Bobinski Workplace Consultant

deal with our own mistakes. Do “old tapes” playing in our heads reinforce mental obstacles that hold us back, or do we get up and look for a new path to move forward?

During a recent coaching session, a client of mine shared an observation. He said, “I’ve noticed that when I talk with my employees about the need to reduce mistakes, they make more mistakes.” My first thought was, “Yes! He got it!” He’d discovered the truth that people will go where they’re focused. Whatever pictures we put in our own (or other people’s) heads is where we tend to go.

In other words, it doesn’t move us forward when we focus on what we don’t want. A story that made a huge impact on me regarding the importance of proper focus has to do with one of the best pitchers in the history of Major League Baseball, Warren

Spahn. In Game 4 of the 1957 World Series, Spahn was one out away from winning the game for his team, the Milwaukee Braves. It was the top of the ninth and the Braves were ahead 4 to 1, but two men were on base for the New York Yankees, and respected slugger Elston Howard was at the plate with a full count.

Spahn’s manager, apparently trying to break the tension, called “time” and came out to the mound. He said only one sentence: “Whatever you do, don’t throw him a high outside pitch.”

As the manager walked away, the only words flashing through Spahn’s mind were “high” and “outside.” And that was the next pitch Spahn threw.

Howard swung on it for a home run and tied the game Although the Braves eventually went on to win the game and the series itself, Spahn shared this story with many groups throughout the years, questioning why anyone would ever motivate another person to do something by giving them a mental picture of what they didn’t want.

Both the mental talk that occurs internally and the verbal talk that comes out of our mouth to others has a powerful impact on future actions. If we focus only on what went wrong and drive it home with strong emotional condemnation, then we’re likely to get more “wrong” in the future. The other way to do it is identify what went wrong but focus positively on how to do it differently.

With that approach, future results are likely to be the ones we want.

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Emphasizing blame and criticism or emphasizing learning is always a choice. A now-retired acquaintance of mine, Paul Bremner, grew up in England. After a stint in the British Army, Paul traveled to various countries, and along the way he learned how to manage a business.

Paul’s relaxed, successful demeanor and strikingly hearty laugh stood in stark contrast to the fact that Paul had experienced several heart-wrenching failures in his life. “To hit rock bottom is devastating,” Paul told me, “but you get up and you start moving again – wiser for it.”

Paul’s approach was just as I mentioned earlier. After a mistake, he got up, dusted himself off and looked for a new and better path. He said he wouldn’t allow himself to wallow in self-pity or blame.

Believe it or not, patience is a key component for the best way to handle mistakes. And with that, let me answer the question I posed earlier; if it’s not healthy nor productive to get angry and yell at children when mistakes are made, what makes us think it’s okay to point fingers and get angry at adults?

Several factors are involved in the answer, but I think the most prominent is “efficiency.” Think about it: getting angry and placing blame is quick and easy. By choosing the anger and blame route, we don’t have to take the time to account for how people feel nor take the time to ensure new learning has occurred.

We assume many things about others (or ourselves) that may or may not be true, and we fail to see the value in taking time to conduct a “gap analy-

sis” so we can fill in the gap between where someone is now and where he or she needs to be.

So really, when mistakes are made, we have a choice between efficiency (anger and blame) and effectiveness (patience and learning). And whether the mistake is made by us or by someone else, the choice between the two is always ours.

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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MEDICALDEALER 75

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CATEGORICAL INDEX ANESTHESIA Paragon Service…………………………………………… 28 ASSOCIATIONS IAMERS…………………………………………………………… 15 AUCTION/LIQUIDATION Government Liquidation…………………………… 14 MedWrench…………………………………………………… 78 BATTERIES Eastern Diagnostic Imaging……………………… 51 Holden Battery Services……………………………… 68 BIOMEDICAL AIV Inc.…………………………………………………………… 61 Bayer Healthcare Services.……………………………4 BETA Biomed Services, Inc.………………………… 41 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 23 Integrity Biomedical Services, LLC…………… 40 InterMed Biomed………………………………………… 58 Maull Biomedical Training, LLC………………… 72 Medical Specialties Distributors……………… 75 MedWrench…………………………………………………… 78 Pioneer Biomedical……………………………………… 79 Quantum Biomedical…………………………………… 67 CARDIOLOGY J & M Trading…………………………………………………… 73 C-ARMS Eastern Diagnostic Imaging……………………… 51 CARDIOLOGY ReMed Equipment………………………………………… 40

MRI Coil Repair……………………………………………… 29 Multi Diagnostic Imaging Solutions…………BC Radiology Data……………………………………………… 79 TROFF Medical……………………………………………… 63

Enment, LLC…………………………………………………… 79 Gopher Medical……………………………………………… 41 Technical Prospects……………………………………… 29 TROFF Medical……………………………………………… 63

ENDOSCOPY Capital Medical Resources………………………… 79 Endoscopy Specialists………………………………… 51 HMB Endoscopy Products…………………………… 58 Mobile Instrument Service & Repair……………5 S.H. Medical Corporation……………………… 16, 78

MRI BC Technical, Inc………………………………………………7 Carolina Medical Parts………………………………… 24 Cool Pair Plus………………………………………………… 69 DirectMed Parts…………………………………………… 39 East Coast Medical Systems……………………… 60 Ed Sloan & Associates………………………… 30, 35 Enment, LLC…………………………………………………… 79 Field MRI Services………………………………………… 79 KEI Medical Imaging Services…………………… 79 MIT/Medical Imaging Technologies…………… 72 MRI Coil Repair……………………………………………… 29 ScanMed………………………………………………………… 24

GENERAL Eastern Diagnostic Imaging……………………… 51 Government Liquidation…………………………… 14 MedWrench…………………………………………………… 78 IMAGING/PARTS Ampronix……………………………………………………………6 BC Technical, Inc………………………………………………7 BMX-RAY………………………………………………………… 19 Diagnostic Solutions…………………………………… 67 DirectMed Parts…………………………………………… 39 Eastern Diagnostic Imaging……………………… 51 Injector Support and Service, LLC……………… 16 InterMed Ultrasound…………………………………… 82 InterMed NucMed………………………………………… 69 J & M Trading…………………………………………………… 73 MRI Coil Repair……………………………………………… 29 Technical Prospects……………………………………… 29 Tri-Imaging…………………………………………………………3 TROFF Medical……………………………………………… 63 INFUSION THERAPY AIV Inc.…………………………………………………………… 61 Medical Specialties Distributors……………… 75

COMPUTED TOMOGRAPHY BC Technical, Inc………………………………………………7 East Coast Medical Systems……………………… 60 Ed Sloan & Associates………………………… 30, 35 International Medical Equipment & Service………………………………………………………… 69 J & M Trading…………………………………………………… 73 KEI Medical Imaging Services…………………… 79 Metropolis International…………………………… 63 MIT/Medical Imaging Technologies…………… 72 Technical Prospects……………………………………… 29 Tri-Imaging…………………………………………………………3

INFORMATION TECHNOLOGY INTERNET RESOURCES MedWrench…………………………………………………… 78

DATA MEDIA Radiology Data……………………………………………… 79

MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 42

DIAGNOSTIC IMAGING Eastern Diagnostic Imaging……………………… 51 J & M Trading…………………………………………………… 73

MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 10 Ampronix……………………………………………………………6

80 MEDICALDEALER | FEBRUARY 2015

LABORATORY MIT/Medical Imaging Technologies…………… 72 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MAMMOGRAPHY Digitec Medical Service Corp.……………………… 68

NUCLEAR MEDICINE BC Technical, Inc………………………………………………7 Global Medical Imaging……………………………… 23 InterMed NucMed………………………………………… 69 International X-Ray Brokers……………………… 73 J & M Trading…………………………………………………… 73 PATIENT MONITORING BETA Biomed Services, Inc.………………………… 41 Bio-Medical Equipment Service Co.…………… 42 Gopher Medical……………………………………………… 41 Integrity Biomedical Services, LLC…………… 40 MedEquip Biomedical………………………………… 50 Pacific Medical……………………………………………… 83 Quantum Biomedical…………………………………… 67 ReMed Equipment………………………………………… 40 Rieter Medical Services……………………………… 60 Sage Services Group……………………………………… 38 USOC Medical………………………………………………… 61 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 23 RADIOLOGY Eastern Diagnostic Imaging……………………… 51 Enment, LLC…………………………………………………… 79 Holden Battery Services……………………………… 68 International X-Ray Brokers……………………… 73 InterMed Ultrasound…………………………………… 82 InterMed NucMed………………………………………… 69 J & M Trading…………………………………………………… 73 Maull Biomedical Training, LLC………………… 72 Metropolis International…………………………… 63 Multi Diagnostic Imaging Solutions…………BC Pioneer Biomedical……………………………………… 79 Radon Medical……………………………………………… 60 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index Technical Prospects……………………………………… 29 TROFF Medical……………………………………………… 63 Varian Medical Systems…………………………………9 RADIOLOGY PARTS InterMed Ultrasound…………………………………… 82 InterMed NucMed………………………………………… 69 J & M Trading…………………………………………………… 73 TROFF Medical……………………………………………… 63 RECRUITING Adel-Lawrence Associates, Inc.………………… 83 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 10 AIV Inc.…………………………………………………………… 61 Ampronix……………………………………………………………6 Bio-Medical Equipment Service Co.…………… 42 Carolina Medical Parts………………………………… 24 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 27 Digitec Medical Service Corp.……………………… 68 Global Medical Imaging……………………………… 23 Eastern Diagnostic Imaging……………………… 51 Ed Sloan & Associates………………………… 30, 35 Endoscopy Specialists………………………………… 51 Field MRI Services………………………………………… 79 Injector Support and Service, LLC……………… 16 Integrity Biomedical Services, LLC…………… 40 International Medical Equipment & Service………………………………………………………… 71 KEI Medical Imaging Services…………………… 79 MedWrench…………………………………………………… 78 MedEquip Biomedical………………………………… 50 MIT/Medical Imaging Technologies…………… 72 Mobile Instrument Service & Repair……………5 MRI Coil Repair……………………………………………… 29 MTC/Medical Technologies Co.…………………… 73 Multi Diagnostic Imaging Solutions…………BC Pacific Medical……………………………………………… 83 Quantum Biomedical…………………………………… 67 Radon Medical……………………………………………… 60 ReMed Equipment………………………………………… 40 Rieter Medical Services……………………………… 60 Sage Services Group……………………………………… 38 ScanMed………………………………………………………… 24 TROFF Medical……………………………………………… 63 USOC Medical………………………………………………… 61 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 10 AIV Inc.…………………………………………………………… 61 ALCO Sales and Service………………………………… 59 AllParts Medical…………………………………………… 67 Carolina Medical Parts………………………………… 24

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Classic Diagnostic Imaging………………………… 59 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 27 Diagnostic Solutions…………………………………… 67 Ed Sloan & Associates………………………… 30, 35 Digitec Medical Service Corp.……………………… 68 DirectMed Parts…………………………………………… 39 Global Medical Imaging……………………………… 23 Government Liquidation…………………………… 14 International Medical Equipment & Service………………………………………………………… 69 J & M Trading…………………………………………………… 73 KEI Medical Imaging Services…………………… 79 MTC/Medical Technologies Co.…………………… 73 Multi Diagnostic Imaging Solutions…………BC National Ultrasound…………………………………… 61 Radon Medical……………………………………………… 60 Technical Prospects……………………………………… 29 TROFF Medical……………………………………………… 63 Varian Medical Systems…………………………………9

Bayer Healthcare Services.……………………………4 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 67 Endoscopy Specialists………………………………… 51 InterMed Ultrasound…………………………………… 82 Medcorp, LLC……………………………………………………8 Mobile Instrument Service & Repair……………5 National Ultrasound…………………………………… 61

RESPIRATORY Enment, LLC…………………………………………………… 79 Medical Specialties Distributors……………… 75

VENTILATORS Government Liquidation…………………………… 14 VIDEO Endoscopy Specialists………………………………… 51 Multi Diagnostic Imaging Solutions…………BC

SOFTWARE Radiology Data……………………………………………… 79 STERILIZERS Continental Equipment Company…………… 27 Enment, LLC…………………………………………………… 79 Government Liquidation…………………………… 14 InterMed Biomed………………………………………… 58 SURGICAL Capital Medical Resources………………………… 79 Eastern Diagnostic Imaging……………………… 51 Endoscopy Specialists………………………………… 51 International Medical Equipment & Service………………………………………………………… 69 Mobile Instrument Service & Repair……………5 S.H. Medical Corporation……………………… 16, 78

ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 23 InterMed Ultrasound…………………………………… 82 Medcorp, LLC……………………………………………………8 Mobile Instrument Service & Repair……………5 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 10 Conquest Imaging………………………………………… 13

X-RAY BMX-RAY………………………………………………………… 19 Classic Diagnostic Imaging………………………… 59 Diagnostic Solutions…………………………………… 67 Eastern Diagnostic Imaging……………………… 51 Government Liquidation…………………………… 14 Holden Battery Services……………………………… 68 MIT/Medical Imaging Technologies…………… 72 Tri-Imaging…………………………………………………………3 X-RAY PARTS BMX-RAY………………………………………………………… 19 J & M Trading…………………………………………………… 73 Technical Prospects……………………………………… 29 TROFF Medical……………………………………………… 63

SURPLUS MEDICAL Government Liquidation…………………………… 14 TUBES/BULBS AllParts Medical…………………………………………… 67 International Medical Equipment & Service………………………………………………………… 69 J & M Trading…………………………………………………… 73 Technical Prospects……………………………………… 29 ULTRASOUND Advanced Ultrasound Elec./AUE………………… 10

MEDICALDEALER 81

ALPHABETICAL INDEX Advanced Ultrasound Elec./AUE ……………… 10 AIV Inc. ………………………………………………………… 61 ALCO Sales and Service ……………………………… 59 AllParts Medical ………………………………………… 67 Ampronix …………………………………………………………6 Bayer Healthcare Services. …………………………4 BC Technical, Inc ……………………………………………7 BETA Biomed Services, Inc. ……………………… 41 Bio-Medical Equipment Service Co.………… 42 BMX-RAY ……………………………………………………… 19 Capital Medical Resources ……………………… 79 Carolina Medical Parts ……………………………… 24 Classic Diagnostic Imaging ……………………… 59 Conquest Imaging ……………………………………… 13 Continental Equipment Company ………… 27 Cool Pair Plus ……………………………………………… 69 Diagnostic Solutions ………………………………… 67 Digitec Medical Service Corp.…………………… 68 DirectMed Parts ………………………………………… 39 East Coast Medical Systems …………………… 60 Eastern Diagnostic Imaging …………………… 51 Ed Sloan & Associates ……………………… 30, 35 Endoscopy Specialists ……………………………… 51 ENMENT, LLC ……………………………………………… 79

82 MEDICALDEALER | FEBRUARY 2015

Field MRI Services ……………………………………… 79 Global Medical Imaging …………………………… 23 Gopher Medical …………………………………………… 41 Government Liquidation ………………………… 14 HMB Endoscopy Products ………………………… 58 Holden Battery Services …………………………… 68 IAMERS ………………………………………………………… 15 Injector Support and Service, LLC …………… 16 Integrity Biomedical Services, LLC ………… 40 InterMed Ultrasound ………………………………… 82 InterMed NucMed ……………………………………… 69 InterMed Biomed ……………………………………… 58 International Medical Equipment & Service ……………………………………………………… 71 International X-Ray Brokers …………………… 73 J & M Trading………………………………………………… 73 KEI Medical Imaging Services ………………… 79 Maull Biomedical Training, LLC ……………… 72 Medcorp, LLC …………………………………………………8 MedEquip Biomedical ……………………………… 50 Medical Specialties Distributors …………… 75 MedWrench ………………………………………………… 78 Metropolis International ………………………… 63 MIT/Medical Imaging Technologies ………… 72

Mobile Instrument Service & Repair …………5 MRI Coil Repair …………………………………………… 29 MTC/Medical Technologies Co. ………………… 73 Multi Diagnostic Imaging Solutions ………BC National Ultrasound ………………………………… 61 Pacific Medical …………………………………………… 83 Paragon Service ………………………………………… 28 Pioneer Biomedical …………………………………… 79 Quantum Biomedical ………………………………… 67 Radiology Data …………………………………………… 79 Radon Medical …………………………………………… 60 ReMed Equipment ……………………………………… 40 Rieter Medical Services …………………………… 60 Rubbermaid Commercial ……………………………2 S.H. Medical Corporation …………………… 16, 78 Sage Services Group…………………………………… 38 ScanMed ……………………………………………………… 24 Technical Prospects …………………………………… 29 Tri-Imaging ………………………………………………………3 TROFF Medical …………………………………………… 63 USOC Medical ……………………………………………… 61 Varian Medical Systems ………………………………9

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