Medical Dealer - March 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

FEBRUARY 2015 | WWW.MEDICALDEALER.COM

OF THE MACHINES ADVANCES IN ROBOTIC SURGERY FUEL DEMAND AS MANY AWAIT LOWER PRICES

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When Quality Matters

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INFUSION THERAPY

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“We’ve recently updated our Engineering Department with a new 3D prototype printer. This new machine can produce more intricate, higher quality plastic “They used to call it laser surgery, Now the

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CONTENTS_Features 46 COVER STORY

Advancements in robotic surgery are increasing demand for the technology especially when it comes to minimally invasive procedures, but the market needs greater adoption by surgeons and new competitors to drive down the price of the high-tech equipment.

54 CORPORATE PROFILE

For over 30 years, AIV has supported the clinical engineering community.

The growth of AIV and the services it provides is a testament to the company’s motto “When Quality Matters.” New high-tech tools and a continued focus on customer service has AIV prepared for another 30 years of serving the health care industry.

Medical Dealer (Vol. 19, Issue #3) March 2015 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

John M. Krieg john@mdpublishing.com

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Art Department Jonathan Riley Jessica Laurain

20 Block Imaging 23 OEM Updates

MARKET ANALYSIS Radiology: Digital Radiography 27 Market Analysis 28 Product Showroom 33 Preferred Listings Med/Surg: Infusion Therapy 39 Market Analysis 40 Product Showroom 44 Preferred Listings

Account Executives Sharon Farley Jayme McKelvey Andrew Parker

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

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Circulation

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SLICE OF LIFE 60 The Other Side 62 Success Story 66 Dan Bobinski 68 Pay It Forward 70 Marketplace 72 Categorical Index 74 Alphabetical Index

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MEDICAL EQUIPMENT, PARTS & SERVICE

THANK YOU FOR THE PAST 15 YEARS

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TO INDUSTRY LEADER

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

866.900.9404 • www.conquestimaging.com Because Quality Matters.

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_News and Notes

TRIMEDX ANNOUNCES JAMES E. WILLETT AS PRESIDENT TriMedx has named James E. Willett as president. He will oversee and guide the company’s vision, mission and overall strategic direction, with a focus on innovating new and improved service delivery strategies and operational plans for TriMedx’s core clinical engineering business. TriMedx is a subsidiary of Medxcel, a $400 million organization with 1,500 employees worldwide.

Willett is a health care management executive with over 25 years of experience, and a distinctive track record in global market expansion, revenue growth, cost reduction, strategic development and operations. Before joining TriMedx, Willett served as vice president and general manager (and previously vice president of global product marketing) of Covidien’s Respiratory Solutions business unit, where he led the expansion of the $800 million ventilation and airway management businesses.

Willett also worked with Hayes Group Consulting, where he led efforts focused on the development and implementation of key marketing, public relations and management strategies for start-up and established medical device firms. Willett also served over five years with Medtronic’s surgical navigation technologies business leading business development efforts and strategic marketing.

“Jim embodies the heart of TriMedx: a passion for clinical engineering excellence, a desire to go above and beyond for our customers, and doing it all with the utmost integrity,” said Greg Ranger, president and CEO of Medxcel. “With Jim at the helm for TriMedx, we’ll continue to lead the way in innovating customer solutions, client service and career opportunities.”

Willett earned a bachelor’s of art in communications and MBA from the University of Nebraska. •

Staff Reports

James E. Willett

For more information about TriMedx, visit www.trimedx.com.

David Gloudemans

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DAVID GLOUDEMANS JOINS AXESS ULTRASOUND AS DIRECTOR OF OPERATIONS Axess Ultrasound has hired David ufacturing engineering technology, both Gloudemans as director of operations. He from the Milwaukee School of Engineerwill oversee all aspects of the company’s ing. He also is a Six Sigma Green Belt. operations, including logistics, produc“David’s extensive experience in opertion, materials management, research and ations, distribution, product development development, quality and sales forecasting. and engineering, and his desire to provide Gloudemans is an operations indussuperior customer service makes him an try veteran with more than 30 years of excellent addition to the Axess Ultrasound experience at organizations such as Kraft, team,” said Christine Wright, Executive Amazon and Uniroyal Engineered ProdDirector of Axess Ultrasound. • ucts. He holds an associate degree in applied science, industrial engineering For more information, visit technology and a bachelor’s degree in man- www.axessultrasound.com.

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

BC TECHNICAL ACQUIRES VIRTUAL MEDICAL SALES BC Technical has acquired Virtual Medical Sales, a provider of medical imaging products, accessories and service. As part of their ongoing vision to provide the best service at an affordable rate, BC Technical continues to expand their reach and expertise.

This strategic acquisition allows BC Technical to add valuable resources and inventory in addition to strengthening its capabilities, specifically within MR and CT modalities.

“We’re pleased to welcome the Virtual Medical Sales team into the BC Technical family,” said Mark Alvarez, president and CEO of BC Technical. “Each time our team grows, we know we’re improving our service capabilities for our ongoing vision of being the only true alternative to the OEM. We have no plans to slow down.”

Virtual Medical Sales, based in Syracuse, New York, is a provider of full service and magnet maintenance for GE and Siemens MRI and GE and Toshiba CT scanners. Former owners, Tim Wright and Michael Siano, will remain available to ensure the transition over the next year goes smoothly for all customers.

“BC Technical’s values resonate with our own and we’re proud to join our teams together. This was an obvious next step for us,” Tim Wright stated.

“We’re confident BC Technical will not only maintain quality service for our existing customers, but also take the organization to the next level,” Michael Siano added.

The field engineer talent and resources included in this acquisition help solidify BC Technicals position as a leading independent service, systems and parts provider for CT, MR, NM, PET and PET/CT, and as a viable alternative to the OEM. • 16 MEDICALDEALER | MARCH 2015

OXFORD INSTRUMENTS HEALTHCARE PROVIDES BACKUP BIOMEDICAL SUPPORT Many hospitals and medical facilities have their own biomedical engineers and on top of specializing in CT and MRI equipment, maintenance, parts and mobile units, Oxford Instruments Healthcare has added backup support for biomedical engineers.

Oxford Instruments Healthcare provides biomedical engineers with a number of options including service on demand, time and material, phone support, parts, MRI cold heads and compressors, and refurbished CT X-ray tubes. Oxford Instruments Healthcare continues to step forward as a reputable third-party service provider that brings quality savings and value to customers.

“We are pleased to provide biomedical support to hospitals and facilities, we understand that time is important and being able to provide added value and assistance to our customers is important to us,” said Robert Costa, director of sales and global marketing at Oxford Instruments Healthcare. •

MEDICAL EQUIPMENT, PARTS & SERVICE

Staff Reports

BEST CHOICE IN IMAGING SYSTEMS

Kanwarbir Singh Kang

TRIMEDX INTERNATIONAL APPOINTS KANWARBIR SINGH KANG AS MANAGING DIRECTOR OF INDIA TriMedx International has named Kanwarbir (Kanwar) Singh Kang as Managing Director of India. Kang will oversee TriMedx International’s business and technical operations in India, and grow the company’s presence throughout the country. Kang is based in Bengaluru (also known as Bangalore).

Kang is a health care industry veteran with more than 25 years of experience in business development, operations, finance, marketing and management. Prior to joining TriMedx International, Kang was CEO of Oncology India. Previously he served as senior vice president for infrastructure at Kare Partners Group India, and also as general manager of Futuristic Diagnostic Imaging+Care. He also spent many years working for GE and Philips.

Kang earned his MBA in general management from INSEAD (Fontainebleau, France), and a dual bachelor’s of science degree in electrical and biomedical engineering from Marquette University. • For more information about TriMedx International, visit www.trimedxinternational.com.

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INDUSTRY UPDATE_reLink

Staff Reports

NEW COMPANY WANTS TO RELINK PARTS

A.

Ray Dalton, a medical industry veteran, founded the new company reLink Medical after his discovery that a byproduct of the Affordable Care Act was the “unintended consequence of fewer and more expensive parts.”

Dalton explains that he set out to solve the supply chain problem through the “up cycle and recycle of parts sitting in hospitals.” “reLink has discovered that thousands of parts and millions of dollars of new and used parts and inventory are sitting at hospitals, on a shelf, not being used and costing you hundreds of thousands of dollars each year in lost revenue,” according to the company’s website.

The hospital may have ordered too many of the same part or the wrong part and now the parts are sitting in the hospital collecting dust. The goal of reLink is to provide a process to reconnect those parts to the marketplace via a listing service and thus create a means of revenue for the hospital. Dalton describes it as a Craigslist for medical parts.

Hospitals have three options when it comes to using reLink.

Hospitals can list parts through the company, which includes exposure on several websites, or it can commission the company to manage a complete outsourcing solution where reLink does an inventory, creates photos and manages transactions. The third option is when reLink makes an offer to purchase the parts from the hospital.

Dalton was quick to point out that this is not an auction service, but a consignment service where reLink sells the parts to “value added resellers.”

18 MEDICALDEALER | MARCH 2015

A. Ray Dalton President & Founder of reLink Medical

“We sell it to retailers who test it, clean it up, paint it and sell it,” Dalton says. “reLink is a wholesale only provider,” Vice President of Sales Doug Brown says. “We do not sell to end users. Our customers are the ISOs, MVS and equipment resellers that have the ability to test the product before installing. We buy or consign from the hospital and sell to the vendor who will use them for service support or resell to their customer. However, we do inspect for visual defects.”

Dalton is excited about the recent addition of Doug Brown to the reLink Medical team calling him a “rock star” in the industry. Brown comes to reLink Medical after 12 years with PartsSource.

Brown says the relationships he has crafted in the medical device industry will assist him as he transitions from selling parts to purchasing parts.

“Plus, during my time at PartsSource, I called on hundreds, perhaps thousands of hospitals and vendors. I believe I have a good reputation in the marketplace as someone the customer can count on,” Brown says.

The reLink headquarters are in Aurora, Ohio, in the same building as PartsSource. Dalton started PartsSource and is still the owner, but reLink is a separate business. However, reLink will sell parts to PartsSource. “reLink offers unique options to its members. They can consign or have reLink acquire their excess and overstocked inventory. Becoming a member allows them to reLink your inventory to the marketplace,” according to a press release. “The benefits of a partnership is monetary, green and supports the medical equipment self-server. reLink believes that this innovative program will allow hospitals to create a new revenue source as well as receiving a greater return on their liquidated equipment and inventory.”

Another unique aspect of reLink is that the hospital can select to be compensated in cash, parts credit, test equipment credits or clinical engineering training credits when its parts are sold.

Brown said the goal is to help the industry.

“We believe that the industry needs a reLink. Someone to gather up the items and consolidate in one location. This inventory is only valuable if it is readily available and can be put back into the marketplace. That supports our tagline: ‘relink your inventory to the marketplace.’ We are not a competitor, rather we are a supplier to the resellers,” Brown explains.

FOR MORE INFORMATION about reLink Medical, visit the company’s website at relinkmedical.com.

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 19

INDUSTRY UPDATE_Block Imaging

DIGITAL X-RAY COMPARISON:

DR FROM BIRTH VS. ANALOG RETROFIT

E

ver since the advent of digital flat-panel detectors for analog X-ray systems, people from all over have asked me for cost comparisons of retrofitted systems versus “born” digital systems. Those requests are indulged below but, even more importantly, because the actual capital your facility will expend on X-ray doesn’t stop once you’ve paid down the price tag on the system, the article you’re about to read discusses the overall cost of ownership as well as the ownership experience.

Due to GE’s prominence in both the new and secondary X-ray markets, we’ll be using a refurbished GE Definium 8000 and a refurbished GE Proteus with a wireless DR panel retrofit as our examples throughout.

However, many other manufacturers are producing digital systems and most DR retrofit kits are compatible with nearly any analog X-ray room.

Keep reading to see how the figures and features stack up.

THE COSTS System The Definium is a “born” digital X-ray system. Its full-room configuration has two fixed flat-panel detectors, one in the table, and one in the wall stand.

Because it has two OEM detectors and is a newer model, the up-front price of a Definium is significantly higher than a Proteus. Current average price: $115,000-$120,000.

The Proteus is an analog system.

The upgrade we’re discussing in this article gives the Proteus digital capabilities with a single wireless detector that can be moved between the table and the wall stand of the unit, depending on the needs of a given study. With 20 MEDICALDEALER | MARCH 2015

only one, third-party detector and a few more years on its model line, the Proteus has a much lower price point than the Definium. Current average price: $95,000-$100,000.

Parts and Service The Definium has OEM detectors. These are far more expensive to replace than third-party detectors. On top of that, there are two of them. Service contract pricing will reflect both of these facts in a much higher number per year. Current average price (per year): $39,200.

Annual service pricing on a Proteus with a third-party, single-panel upgrade is much lower. The Proteus is an older, very popular model so parts availability is high. In addition, the third-party detector has a much lower replacement cost and comes with a four-year manufacturer’s warranty of its own. Current System

Tim Mustapha

average price (per year): $9,700.

See the table below for a direct comparison of the dollars associated with purchasing either of these systems and covering their maintenance with an average-priced full service agreement. The first-year costs include the system, delivery and installation, and service coverage.

Subsequent costs are solely related to ongoing service. The table stops at the 5-year mark but, essentially, the more years you run the comparison, the more dramatic the savings that come with the retrofitted system become.

Year 1

Year 2

Year 3

Year 4

Year 5

Total

GE Proteus w/ wireless panel

$103,900

$9,700

$9,700

$9,700

$9,700

$142,700

GE Definium 8000

$131,300

$39,200

$39,200

$39,200

$39,200

$288,100

MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 2.25”

By Tim Mustapha

THE TAKEAWAY Depending on your circumstances, either route could be a great fit for your facility. If the additional cost won’t hit your budget too hard and if the volume of patients you see necessitates all the workflow streamlining you can find, a factory-born digital system might be your best bet. However, if you’re looking to save or to serve a more modestly sized patient base, an analog X-ray room with a flat-panel upgrade will meet your needs far more economically.

RESCUE? AUE is defining the standard as your full service partner in the medical ultrasound industry.

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TIM MUSTAPHA is the Product Manager for X-ray, DR, CR, Dry Imagers, and Portable X-ray at Block Imaging.

TRIM 9.75”

THE EXPERIENCE Of course, with all the numbers out in the open, it’s important to mention that cost is only one dimension of the ownership experience. In our example, the additional $29,500 the Definium will cost you over the Proteus each year comes with a few perks for users and patients.

Having a detector in both the table and the wall stand means you never have to move a detector. This can improve your overall scan times and help you increase efficiency.

The Definium is basically a nextgen Proteus. It has several updated software and automation features that can help smooth out your workflow and reduce duplicate radiation doses.

The benefits of a born digital system over a retrofit are roughly the same across manufacturers. The question of whether or not these

features are compelling enough to justify the additional annual expense must be answered on a case-by-case basis.

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_OEM Updates

Staff Reports

EOS IMAGING RECEIVES FDA CLEARANCE FOR MICRO DOSE EOS imaging has announced that the U.S. Food and Drug Administration has cleared the Micro Dose feature for pediatric imaging.

Micro Dose represents an important breakthrough for patients with orthopedic conditions requiring frequent imaging exams for the continuous monitoring of disease progression and treatment. Initial results presented at the 2013 French Society of Radiology Annual Meeting and during the 2014 Annual Meeting of the Radiological Society of North America concluded that Micro Dose generates dosage levels equivalent to a week of naturally occurring background radiation in pediatric patients receiving 2D and 3D follow-up examinations.

EOS’ continued advancement of low-dose radiation imaging addresses an important medical need for pediatric patients that remain particularly sensitive to adverse effects associated with excessive exposure to radiation. Most notably, pediatric patients with scoliosis require frequent imaging sessions to monitor treatment progression, which can increase the risk of radiation-induced cancer later in life.

“The reduction of radiation exposure during orthopedic imaging exams remains a foremost concern among radiologists, orthopedic surgeons and patients. The Micro Dose solution is a giant step forward and is in full accordance with the ALARA (As Low As Reasonably Achievable) principle,” Marie Meynadier, CEO of EOS imaging, said. “We are pleased that the FDA’s clearance of our Micro Dose feature will now enable young patients to benefit from this technology in the United States.” •

510K CLEARANCE FOR HANDHELD ULTRASOUND BLADDER SCANNER Signostics has announced that it has clearance from the U.S. Food and Drug Administration to launch the SignosRT Bladder, the company’s new hand-held bladder scanner.

The SignosRT Bladder is an affordable, portable device designed to use ultrasound technology to automatically and non-invasively calculate bladder volume and has the potential to assist in reducing health care costs in hospitals and home-care support services. It weighs less than one pound and fits in the palm of an adult’s hand making it easy to transport and use.

The product is already sold in Australia and New Zealand with applications across a number of medical sectors including aged care, home nursing, midwifery, urology and palliative care. Plans are also underway to launch the device in Europe in March 2015.

Steve Wilson, vice president of business development, said the SignosRT Bladder could help save money and get patients home sooner.

“Catheterization of patients with suspected urinary retention is a significant cause of urinary tract infections increasing the length of hospital stays,” he said. “Research shows using ultrasound to accurately measure bladder volume before catheterization can reduce urinary tract infections by up to 50 percent, which is significant for both WWW.MEDICALDEALER.COM

health providers and patients.”

Wilson said the SignosRT Bladder addressed the growing need for mobile medical devices that enable better diagnosis and care at the bedside.

“This is a revolution in health care and has the potential to transform community nursing, geriatrics, in-hospital maternity care, and long-term care,” he said.

“We’re already getting a great response from the Royal District Nursing Service in Australia (RDNS SA) who use the scanners in home visits and we see a significant opportunity for the product where urinary tract infections are a problem in hospital or home settings, as well as in long-term care facilities.” • MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

SIEMENS HEALTHCARE MANAGEMENT REORGANIZED WITH BERND MONTAG AS CEO Siemens’ Hermann Requardt is stepping down from the Managing Board and his position as Healthcare CEO to enable a generation change at the launch of the new Siemens Healthcare company.

Gerhard Cromme, chairman of the supervisory board of Siemens AG, thanked Requardt for his nearly nine years of successful work on the Managing Board – initially as head of research and then, since the end of 2008, as Healthcare CEO. “Under the direction of Professor Requardt, Siemens’ Healthcare has further strengthened its leading position on the world markets,” said Cromme.

Effective Feb. 1, 2015, the Managing Board appointed Bernd Montag as chief executive officer, Michael Reitermann member of the executive management and Michael Sen as chief financial officer of the health care business, which is separately managed within Siemens AG. These men will hold the same positions in the management team of the future Healthcare GmbH. Bernd Montag is currently CEO of Imaging & Therapy Systems at Healthcare, Michael Reitermann is CEO of Healthcare’s Diagnostics business, and Michael Sen is Healthcare CFO. “Mr. Requardt and the managers and employees of Healthcare can be quite proud of their highly successful work together over the past years,” Joe Kaeser, President and CEO of Siemens AG, said. “I have the greatest respect for Mr. Requardt’s decision to make way for a generation change. We are now setting up Healthcare as a separately managed business within Siemens in order to pave the way for an equally successful future in a highly dynamic market and innovation-driven environment.

This is now the task of Bernd Montag, Michael Reitermann and Michael Sen. They will have the full support of the Managing Board and their direct partner, Board member Siegfried Russwurm, who worked in the company’s former Medical Engineering and Medical Solutions units for 10 years.” • 24 MEDICALDEALER | MARCH 2015

Staff Reports

SIEMENS ANNOUNCES FDA CLEARANCE OF TWODETECTOR MULTIX FUSION DR SYSTEM Siemens Healthcare has announced that a new, two-detector version of its established Multix Fusion digital radiography system has received 510(k) clearance from the Food and Drug Administration and is available in the United States.

Supporting the full spectrum of routine radiography at an affordable price, the two-detector iteration of the Multix Fusion – a digital imaging system Siemens introduced in 2012 – features digital cassette-sized flat-panel detectors, a large fixed detector in the wall stand, a height-adjustable table with a 660pound weight capacity, and a touch screen positioned at the overhead tube suspension for exam parameter changes at the patient’s side.

With a high level of reliability and service contracts that help keep its operating costs comparatively low, the two-detector Multix Fusion is designed for customers with high patient throughput who are looking for excellent image quality at low dose. The system’s two detectors offer nearly unlimited positioning flexibility between the table and wall stand, covering routine to advanced applications such as ortho, long leg and full spine studies. The system’s high level of image contrast is the result of its DiamondView Plus on-board post-processing tool, and the automated image processing parameter provides settings based on organ programs. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

VOLPARA SOLUTIONS SIGNS AGREEMENT WITH GE HEALTHCARE To help improve breast canraphy and tomosynthesis images cer screening for the 40 percent and to help determine which of American women with dense women with dense breasts may breasts, Volpara Solutions has benefit from additional screening, signed an agreement enabling such as with the GE Invenia AutoGE Healthcare to distribute Volmated Breast Ultrasound (ABUS). para Solutions’ suite of products VolparaAnalytics is a powerincluding VolparaDensity, Volful, centralized dashboard that paraAnalytics and VolparaDoseRT. produces configurable reports for Under the agreement, GE management of quality assurance, Healthcare customers will have resource utilization, and breast the option to purchase from GE imaging workflow. VolparaDose Healthcare Volpara Solutions’ suite provides a standardized measureof quantitative breast imaging tools ment of patient-specific dose with that enable personalized meaconsistent dose results across surements of volumetric density, mammography systems from differpatient-specific dose, breast coment manufacturers. pression and other factors designed Putting advanced medical to provide critical insight for breast insights into the hands of cliniimaging quality and workflow. cians, GE Healthcare’s breast care “Volpara’s volumetric density solution is designed to address and breast imaging software are the needs of each unique woman: powerful tools which provide reli3D breast tomosynthesis, autoable, quantitative imaging data to mated breast ultrasound (ABUS), help optimize breast cancer deteccontrast-enhanced spectral mamtion and patient care. The objective mography (CESM), molecular and consistent measurement of breast imaging (MBI), breast magbreast density is critical to our abil- netic resonance imaging (MRI), ity to offer personalized breast healthcare IT workflows, and now evaluation and provide the right Volpara’s breast density technology. imaging test for the right woman,” GE Healthcare’s solution is the only said Dr. Kathy Schilling, medical to offer ABUS for screening asympdirector of Christine E. Lynn Wom- tomatic women with dense breasts en’s and Wellness Institute of Boca and 3D imaging, which provide cliRaton Regional Hospital in Boca nicians with innovative tools to Raton, Florida. meet the unique needs of nearly To date, more than 4 milhalf the female population with lion women have had their breast dense breasts and of women with density analyzed, using Volparaall tissue types. A customized comDensity, which is in use at breast bination of these offerings can help imaging centers worldwide to enable confident and rapid diaghelp radiologists objectively assess noses for women, and their unique density from both digital mammog- breast health needs. • WWW.MEDICALDEALER.COM

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MEDICALDEALER 25

IAMERS - International Association of _OEM Updates Medical Equipment Remarketers & Servicers

Become an

IAMERS

Member

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

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

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

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26 MEDICALDEALER | MARCH 2015

info@iamers.org MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

DIGITAL RADIOGRAPHY ON THE RISE

I

ndustry reports signal continued growth in digital radiography as both the conventional and digital X-ray systems markets are expected to near $8 million.

A December 2014 report by Kalorama Information states that technological advances and an increase in diseases is fueling the global digital radiography market, according to a recent news release.

“The market for both conventional and digital X-ray systems is estimated to reach $7.9 billion in 2014 according to the news release.

“The health care market research publisher said upgrades of existing equipment and growing incidence of disease are driving the market. The finding was made in Kalorama Information’s ‘X-Ray and Digital X-Ray: World Market Analysis.’ ” The report states that there are more than 240 million X-ray procedures performed annually at hospitals and in doctors’ offices in the U.S. and that growing incidences of chronic diseases are spurring the market.

The report states that chest X-ray is the most-often performed scans followed by abdomen, extremity and spinal scans. Kalorama did not include mammography or CT in its market estimate, because it considers them separate systems that use X-ray technology.

“Digital X-ray market is driven by growing incidences of diseases where X-ray is useful, and a need for higher patient throughput,” said Joe Constance, a Kalorama analyst and the author for the report.

WWW.MEDICALDEALER.COM

Analog film systems, which had a large market share until the mid2000s, continue to be replaced by CR and digital radiography. These systems offer advantages including low dosage, improved image quality, enhanced image storage and immediate image analysis. The transition to PACS, other imaging modalities that lend themselves to PACS and networks, and the evolution of telemedicine, have facilitated the transition from film-based modalities. Hospitals and imaging centers are using the latest technology to optimize patient services, image detectors technologies, including flat panel detectors, are being used to retrofit existing film X-ray systems into CR and DR. “Retrofitting is helping to drive the digital portion of the market,” Constance said. “And the need to store images digitally.”

As in the U.S., the digital X-ray market segment has overtaken film X-ray systems in terms of system revenue.

Much digital growth has been fueled by a transition by many to the less expensive CR – the technology of making X-ray images with conventional X-ray equipment but in which the images are captured on reusable photostimulable phosphor plates, instead of single-use X-ray film.

Some markets will decline within the sector. The market for medical X-ray film is continuing to decline. It is expected to be off about 4 percent annually worldwide, although the rate of decline will be greater in developed nations where digital technology has made greater inroads.

A report by MarketsAndMarkets also predicts continued growth in digital radiography.

“The global digital X-ray market was valued at an estimated $4,687.2 million in 2013 and is expected to reach $8,710.0 million by 2018, growing at a CAGR of 13.2 percent between 2013 and 2018,” according to MarketsAndMarkets.

“Based on geography, the global digital X-ray market is segmented into North America, Europe, Asia, and Rest of the World,” according to MarketsAndMarkets. “North America accounted for the largest share of the

“Digital X-ray market is driven by growing incidences of diseases where X-ray is useful, and a need for higher patient throughput.”

– Joe Constance market in 2013. This large share of the North American region is attributed to the government support in terms of formation of legislation, grants and funding, need for reducing health care costs, and the rising awareness of digital X-ray imaging.”

Some of the top players in the digital X-ray market as listed by MarketsAndMarkets are Carestream Health, Fujifilm Medical Systems, GE Healthcare, Hologic Inc., Philips Healthcare, Siemens Healthcare and Toshiba Medical Systems Corp.

MEDICALDEALER 27

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

MARCH PRODUCTS : This month, Medical Dealer explores Digital Radiography.

CARESTREAM Vita Flex CR System

C

arestream’s compact new Vita Flex CR system delivers excellent image quality with a flexible design that enables it to operate vertically as well as horizontally — it can process CR cassettes sitting on the floor, a tabletop or desktop or even from the back of a van. This system addresses the diverse needs of imaging centers, private practices, urgent care facilities, smaller hospitals and mobile imaging operations, as well as orthopedic, veterinary and chiropractic providers. The system’s three modular components make it easy to install and service. It offers throughput rates of either 30 or 45 plates per hour and supports five cassette sizes. •

28 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Digital Radiography_Product Showroom

HOLOGIC GENIUS 3D MAMMOGRAPHY™

H

ologic® Genius 3D mammography™ is the only 3D exam approved by the FDA as clinically superior to traditional mammography. Unlike traditional 2D mammography where the presence of overlapping breast tissue can make it more difficult to detect cancer, Hologic’s technology is designed to allow doctors to see the breast more clearly for all women. As a result, doctors are finding invasive cancers earlier when they are easier to treat and fewer women are called back for additional testing due to false positive results when compared to traditional mammography. Genius 3D mammography is only available on the Hologic Selenia® Dimensions® system. Hologic is the only company to offer a comprehensive mammography platform including low-dose 3D mammography™, as well as the only FDA approved 3D-guided breast biopsy system. • WWW.MEDICALDEALER.COM

MEDICALDEALER 29

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

RAYENCE 1417WCC (CsI) and 1417WGC (Gadox) wireless detectors

R

ayence’s new 1417WCC (CsI) and 1417WGC (Gadox) wireless detectors are designed to increase workflow efficiency by providing a more streamlined approach to digital radiography. These lightweight, ISO 4090 compliant detectors feature seamless carbon-fiber construction and come with a built-in memory capable of storing over 100 images. High detective quantum efficiency (DQE) and an impressive pixel pitch of 127 microns, assure the delivery of high-quality images that are ready to view in less than five seconds using Rayence’s innovative image acquisition workstation. This robust, user-friendly workstation solution incorporates Rayence’s newly enhanced XmaruView V1 software with advanced image processing, anatomically programmed radiography (APR) and specialty specific measurement tools. •

30 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Digital Radiography_Product Showroom

SIEMENS YSIO MAX

T

he Ysio Max, the next-generation digital radiography system from Siemens Healthcare, helps optimize clinical workflow across multiple systems with three new specialized detectors to maximize performance throughout the radiology department. Additionally, the system possesses features that work proactively with the user to help achieve the best possible image. The MAXalign feature displays the current detector angle on the system’s display screen, eliminating guesswork. The MAXtouch feature provides all necessary exam information on a large, intuitive color touchscreen, allowing users to change all key image parameters directly on the tube; MAX touch also generates status images for the technologist. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

TOSHIBA

KALARE WITH FLAT PANEL DETECTOR (FPD)

T

he Kalare with Flat Panel Detector combines a user interface and feature set with true all-digital imaging and an image intensifier for enhanced fluoroscopic and radiographic examinations, and procedure effectiveness. Its high-resolution and removable, large field-of-view digital detector allow all-digital images to be captured and displayed instantly on dedicated digital workstations. The latest enhancement includes a wireless 17-inch x 17inch dynamic flat panel detector, that is now FDA cleared. The new flat panel detector helps extend coverage for imaging larger patients and reduces panning time for exams requiring fluoroscopy. •

32 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

DIGITAL RADIOGRAPHY

SEE OUR AD ON PAGE 35

AMX Solutions, Inc. 2702 Mike Padgett Highway Augusta, GA 30906 Toll-Free: 866-630-2697 Phone: 706-793-2697 Fax: 706-793-8051 Email: info@amxsolutionsinc.com Website: www.amxsolutionsinc.com We’re proud to introduce our newest “solution” for the AMX portable and that is the DR Ready System. It’s priced under $100K and comes with a 24 month parts warranty which includes the tube. The system comes complete with software, dual monitors and an AED panel but can be purchased for use with your choice of software and any AED panel.

Bayer Healthcare Services SEE OUR 100 Bayer Blvd.

AD ON PAGE 2 Whippany, NJ 07981 Phone: 862-404-3000 Email: anne.osbourne@bayer.com Website: www.ri.bayer.com 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.

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Classic Diagnostic Imaging, LLC 1333 Highland Road, Ste. F Macedonia, OH 44056 SEE OUR AD ON Toll-Free: 866-818-9729 PAGE 53 Phone: 330-425-4400 Fax: 330-425-4525 Email: sales@classic-imaging.com Website: www.classic-imaging.com Classic Diagnostic Imaging is a world leader in medical device refurbishment and repair. Classic offers an extensive inventory of quality used and refurbished parts and equipment. Our focus includes Mammography, Rad/Flouro, and portable units across all major manufacturers. From free tech support to rapid-fire response, Classic simply redefines medical service.

Diagnostic Solutions 4935 S Prospect St Ste D SEE OUR Ravenna OH 44266 AD ON PAGE 22 Phone: 330-296-XRAY (9729) Fax: 330-296-2555 Email: sales@diagnostic-solutions.com Website: www.diagnostic-solutions.com Diagnostic Solutions is a customer service based parts provider that specializes in all imaging Modalities and Manufacturers. Created to offer hospitals and ISOs a cost effective and time saving solution for ordering imaging replacement parts.

We are confident you will see Diagnostic Solutions as THE Parts Solution.

SEE OUR AD ON PAGE 3

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

Search our inventory as new items are added daily.

Intermed 13351 Progress Blvd.

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

SEE OUR AD ON PAGE 36

Your Medical Equipment Sales and Service Experts: • Multi-Vendor Repair Services, All Levels of Coverage • 24/7 availability • National Ultrasound: Service, Sales & Training • East Coast Nuclear Medicine: Sales, Service & Training • Southeast Biomedical Services: Comprehensive Programs & Equipment Repairs • Jump teams available MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Preferred Vendors

SEE OUR AD ON PAGE 59

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.

SEE OUR AD ON PAGE 17

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

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

34 MEDICALDEALER | MARCH 2015

Staff Reports

M.I.T. / Medical Imaging Technologies 261 Quality Drive Thomson, GA 30824 Phone: 800-729-4776 Fax: 706-843-9638 Website: www.mit-tech.com

SEE OUR AD ON PAGE 70

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.

Multi Diagnostic Imaging Solutions 990 E. Cedar Street Ontario, California 91761 Toll-Free: 800-400-4549 Phone: 909-591-6444 Fax: 909-591-5293 Email: sales@multiimager.com Website: www.multiimager.com

SEE OUR AD ON BACK COVER

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 • Rental Programs & Financing • Factory Trained & Certified • Technical Support • Training • Parts

MEDICAL EQUIPMENT, PARTS & SERVICE

Digital Radiography_Preferred Vendors

Rieter Medical Services 735 Landers Rd. SEE OUR AD ON Spartanburg, SC 29303 PAGE 67 Phone: 800-800-5402 Fax: 864-699-5359 Email: federico.beltran@rieter.com Website: www.rietermedical.com Rieter Medical Services, an ISO9001:2008 certified organization, provides support services for most medical equipment. Our electronic repairs consist of component-level repair, including difficult surface mount components and multi-layer boards.

SEE OUR AD ON PAGE 9

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

SEE OUR AD ON PAGE 10

Tri-Imaging Solutions is a replacement parts, equipment, and technical support company. We provide quality tested CT & x-Ray parts, buy and sell equipment, and provide technical support. All replacement parts come with a 90-day warranty. Available 24/7/365.

AMX SOLUTIONS Built With Quality! Backed With Confidence!

Varian Medical Systems 3235 Fortune Drive North Charleston, SC 29418 Toll-Free: 800-INTERAY Phone: 843-767-3005 Fax: 843-760-0079 Email: interay.sales@varian.com Website: www.varian.com/interay

Varian is the world’s largest independent manufacturer of medical X-ray tubes, flat panel detectors, and diagnostic imaging software.

Varian distributes OEM and Replacement Imaging Components around the globe for independent service organizations, asset managers, and equipment manufacturers.

aMx Solutions is proud to introduce the first dr ready portable which can be used with any aed panel and software.

1. Standard aMX-4 PluS

two Year warrantY 2. Software indicateS

over/Under expoSUre 3. dUal MonitorS 4. optional 19” toUchScreen

Monitor 360° rotation 5. 15” toUchScreen Monitor 6. Key pad Jcaho approved

7. 29 lb. bacKpacK reMovable

with one bolt 8. 14 x 17 panel (aed) weighS

6 lbS coMpletely wireleSS with a 3-year warranty 9. StoreS laSt 100 iMageS 10. can be USed in rad

rooMS alSo 11. batterieS laSt 18 hoUrS

before charging iS reqUired

yoUr SolUtion for the portable digital MarKet Under $100,000 aMx Solutions is proud to announce partnering with portable dr Solutions. this “Solution” brings the newest technology to the forefront of the imaging industry. please see the features listed above. if you have any questions, please call 866.630.2697.

866.630.2697 | www.amxsolutionsinc.com

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MEDICALDEALER 35

onsider Key Factors to C when Choosing lutions Provider an Ultrasound So a combined 300 Local engineers with perience years of ultrasound ex , sales, and training Multi-vendor service red and tested 1000s of quality assu parts in stock systems, probes, and r service Outstanding custome s Cost-effective solution 24/7 t or pp Live technical su ays speak directly No automation – alw with an engineer

Trisonics is proud to be an Authorized Distributor for GE Healthcare in Women’s Health and Urology serving Pennsylvania, Ohio, and New Jersey!

SETTING THE GOLD STANDARD IN ULTRASOUND SOLUTIONS

36 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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

GET A QUOTE

Over 10,000 Parts in stock Authorized Re-seller for GE, Siemens, Toshiba and Mindray 2730 NORTH BERKELEY LAKE RD SUITE B-400 DULUTH, GEORGIA 30096 TOLL FREE: 1 (888) 737-9980 • INFO.NATIONALULTRASOUND.COM/QUOTE

• • • • •

Patient Modules Telemetry Transmitters Monitors Gas Analyzers Fetal Transducers

• • • • •

Suction Regulators Endoscopes O2 Blenders Infusion Pumps and more...

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sales parts service

Call now forials! weekly spec

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MEDICALDEALER 37

38 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

INFUSION THERAPY MARKET TO EXCEED $9 BILLION IN 2018

T

he global infusion therapy market is expected to see healthy growth over the next five years with factors including the increase of use for pain management and home healthcare fueling it. Advances in technology and new features for these devices are also expected to generate growth. A demand for portable and more flexible infusion therapy devices is also expected to impact the global market.

North America has been a strong player in the global market followed

by Europe and Asia-Pacific in recent years. Developing markets are expected to play a crucial role in the future of the infusion therapy industry worldwide.

A recent report from MarketsAndMarkets predicts a compound annual growth rate exceeding 5 percent over the next few years.

“The global infusion pump market was valued at $7,143 million in 2013 and is expected to grow at a CAGR of 5.7 percent in the next five years owing to growing incidences of chronic diseases resulting from rising aging population in the forecast period, which in turn leads to an increase in the demand for infusion accessories for more effective and controlled management of chronic diseases,” according to the report.

“The increasing use for pain management and home healthcare is expected to boost this market,” the MarketsAndMarkets report stated. “Additionally, the advancements in infusion pump technology are estimated to play an important role in the growth of this market.”

WWW.MEDICALDEALER.COM

The call for easier to use and portable devices will play a role in the global market.

“The infusion pump market has a rising demand for flexible, portable, user-friendly, and cost-effective infusion products. This trend is expected to drive the adoption of these products in home care settings,” according to the report. “The infusion pump manufacturers are also focusing on upgradation and integration of products to solve the present safety challenges and fulfill the unmet needs of the market.”

A report from MarketWatch.com on the infusion pump and accessories market examines a shift to more complex devices in recent years.

“Infusion pumps and accessories have evolved from regular pumps to modern, automated, integrated, and flexible pumps to meet patient compliance requirements and also provide cost-effective treatment.

The safety and quality of infusion pumps and accessories have also gained greater importance in the health care market over the years,” MarketWatch.com reports.

The market is forecast to exceed $9 billion in 2018.

“Over the past few years, the infusion pumps and accessories market has witnessed a stable growth rate. By 2018, the market is expected to grow at a CAGR of 5.7 percent from 2013 to 2018 to reach $9,427 million,” according to MarketWatch.com. “The overall growth in the infusion pumps and accessories market is largely driven by the increasing demand of these products in the home care segment, newer products providing ease of handling and better efficacy, and increasing rate of chronic diseases.”

The industry is experiencing a shift as large companies acquire smaller ones in this market as competition for market share becomes more intense.

“With the increasing market competition, a majority of the top players are struggling to maintain their leading positions in the infusion pumps and accessories market.

To maintain their market shares, several players in this market aim to either integrate their product portfolios or expand their geographic presence,” MarketWatch.com stated.

“From 2011 to 2013, majority of the leading players acquired small companies and launched various automatic and integrated products.”

Some of the leading players in the infusion therapy market are B. Braun Melsungen AG, Baxter International Inc., CareFusion Corp., Fresenius SE & Co. KGaA, Hospira Inc. and Smiths Medical.

MEDICALDEALER 39

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MARCH PRODUCTS : This month, Medical Dealer explores current trends in Infusion Therapy.

B. BRAUN ONGUARD

O

nGuard™ Closed Medication System with Tevadaptor® components, a next-generation closed-system drug transfer device (CSTD), underscores B. Braun’s commitment to helping protect healthcare workers from exposure to hazardous drugs — liquid, gaseous or particulate – during admixture, transport, administration and disposal. It meets the National Institute for Occupational Safety and Health (NIOSH) definition of a CSTD in actual drug testing with antineoplastic agents. OnGuard supports compliance recommendations made by NIOSH, USP<797> and ASHP for handling hazardous medications. OnGuard is easy to learn and use, and helps protect clinicians using passive needle safety while providing tactile and audible feedback to confirm secure connections. •

40 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

BAXTER SIGMA SPECTRUM INFUSION SYSTEM

B

axter’s SIGMA Spectrum Infusion System was designed to help reduce programming errors.

The system defaults to the drug library safety feature when powered on and offers wireless connectivity capability for sharing infusion data with EMR systems, updating drug libraries and also can provide internal support for RTLS asset management. Other features include configurable dose error reduction software with 96 percent average drug library compliance. For four consecutive years, this system has received the “Best in KLAS” award for Smart Pumps – LVP. The SIGMA Spectrum Infusion Pump with Master Drug Library is intended to be used for the controlled administration of fluids. These may include pharmaceutical drugs, blood, blood products and mixtures of required patient therapy. The intended routes of administration consist of the following clinically accepted routes: intravenous, arterial, subcutaneous, epidural or irrigation of fluid space. •

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MEDICALDEALER 41

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

CAREFUSION ALARIS SYSTEM

T

he Alaris® System is the most comprehensive IV medication safety system on the market.

Built on a modular platform, the Alaris System with Guardrails® Suite MX software provides safety beyond just dose error reduction. It is the only smart pump that can protect every infusion, intermittents and all infusion modalities, including large volume pump, PCA and syringe. In addition, Alaris EMR interoperability delivers on true electronic medical record interoperability by offering seamless two-way connectivity between the Alaris System and leading HIT systems. Alaris EMR interoperability closes the loop on CPOE, BCMA and infusion pumps — with just an additional scan. This eliminates manual programming that creates risk of IV medication errors while extending safety to infusion administration. •

42 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

HOSPIRA SAPPHIREPLUS™ INFUSION SYSTEM

S

implicity is on your side with the palm-sized, intuitive SapphirePlus™ infusion system. You’ll find accurate infusions – and confidence – are second nature, given its robust performance and Hospira MedNet™ safety software. And when change comes, the SapphirePlus infusion system’s future-ready touch screen technology ensures your pumps can adapt to evolving requirements with easy software upgrades. So you’re ready to do your best, today and tomorrow. To learn more, visit Hospira.com •

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MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PREFERRED VENDORS

INFUSION THERAPY SEE OUR AD ON PAGE 54-57

AIV, Inc 7485 Shipley Avenue Harmans, MD 21077 Toll-Free: 800-990-2911 Phone: 410-787-1300 Fax: 410-787-1337 Email: aivsales@aiv-inc.com Website: www.aiv-inc.com AIV offers a multitude of parts, services and repairs to support biomedical and clinical engineering professionals. Our ISO-13485 accredited repair shop can service your infusion pumps, MMS/Tram Units, telemetry transmitters, and can source AIV-Certified refurbished parts and infusion pumps as you need them.

SEE OUR AD ON PAGE 3

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

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

Search our inventory as new items are added daily.

44 MEDICALDEALER | MARCH 2015

SEE OUR Pacific Medical AD ON PAGE 7 Repairs & Equipment 32981 Calle Perfecto San Juan Capistrano, CA 92675 Phone: 800-449-5328 Fax: 800-449-5328 Email: info@pacificmedicalsupply.com Website: www.pacificmedicalsupply.com

Experience our quality on all purchase and repairs: • Monitors • Modules • Telemetry • Patient Cables • Fetal Transducers • Infusion Pumps • Endoscopes • O2 Blenders & • Gas Analyzers • Suction Regulators

SEE OUR AD ON

PAGE 64 ReMed Equipment Phone: 800-735-8078 Fax: 800-790-8364 Email: sales@remedequipment.com Website: www.remedequipment.com

ReMed Equipment is a dynamic company with over 10 years of industry experience. We have a broad range of refurbished medical equipment to meet your specific needs and budget.

ReMed Equipment sells refurbished medical equipment from top manufacturers such as Datascope, Physio Control, Zoll, and Philips. Contact us for all of your used equipment needs.

From a wide variety of OEMs: Philips, GE, Datex Ohmeda, Datascope and more. Call for OEM quality without the cost.

Unfors RaySafe, a Fluke Biomedical Company 86 South St., Ste. A SEE OUR AD ON Hopkinton, MA 01748 PAGE 5 Phone: 888-735-9803 Fax: 508-435-5665 Email: Monica.Heath@raysafe.com Website: www.raysafe.com Unfors RaySafe has been acquired

by Fluke Biomedical and remains the leading manufacturer of instruments for the quality assurance and service of diagnostic equipment including radiology, fluoroscopy, CT, and mammography.

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WIDTH 7”

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MEDICALDEALER 45

HEIGHT 4.5”

s us to offer w o ll a E G h it hip w EM. Our partners g than the O better pricin

RISE OF THE MACHINES

ADVANCES IN ROBOTIC SURGERY FUEL DEMAND AS MANY AWAIT LOWER PRICES

46 MEDICALDEALER | MARCH 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

OF THE MACHINES

BY MATT SKOUFALOS

Advancements in robotic surgery are increasing demand for the technology for use in minimally invasive procedures, but the market still requires greater adoption by surgeons and new competitors to drive down the price of equipment.

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MEDICALDEALER 47

RISE OF THE MACHINES

Dr. Jay Redan, Medical Director of Minimally Invasive General Surgery at Florida Hospital Celebration Health, is pulling long hours these days.

Redan, a pioneer in the field of minimally invasive surgery and a 20-year practitioner in the field, dedicates a lot of time to helping drive greater adoption of such surgical techniques, from laparoscopic to computer-assisted practices (more commonly known as robotic surgery).

He is a proponent of physician education in these areas, and an erstwhile champion of the benefits of such learning.

But these days, Redan is seeing as much action in the hospital emergency room as he might otherwise in the operating theater; a side-effect he chalks up to confusion around the issues of the Affordable Care Act. “[Patients] have insurance now … and they come into the office because they have something like colon cancer,” Redan said. “The hospital comes in and says, ‘Well we need that $5,000 deductible up front,’ and they can’t have the surgery. So they just show up in the emergency room.”

“In the emergency room, they can’t deny care.”

As insurance laws continue to change, Redan said, the dollars available to address patient needs for different procedures, including minimally invasive surgery, are changing, too; so are the ways they are allocated.

“Congress has voted for all these single-payer instructions, so the hospital gets this lump sum to take care of something,” Redan said.

“Say the hospital will reimburse the surgeon $25,000 for a colorectal procedure,” he said. “The hospital will pay themselves first, [then] nursing staff, [then] supply costs — and that’s going to depend on how much equipment and what equipment you choose to do that procedure.”

48 MEDICALDEALER | MARCH 2015

“I think Obamacare may slow robotic surgical care growth because it is more expensive than laparoscopic.”

– Dr. Jay Redan

Dr. Jay Redan Medical Director of Minimally Invasive General Surgery at Florida Hospital Celebration Health Performing a traditional, open surgery puts equipment costs around $1,000, Redan said. Laparoscopic procedures can cost around $2,000, and robot-assisted surgery puts equipment costs up near $3,500 or so. After those institutional costs are met, physicians are left with the question of choosing which of these technologies they will use to handle the patient’s case, not only cutting into their personal bottom lines, but directly affecting the patient’s duration of hospitalization — a decision that is its own gamble.

As Redan points out, “There’s a chance that the reimbursement from the insurance company will go to zero if you have one of these sentinel-type events.”

The calculus for physicians then becomes a question of balancing a lot of competing impulses: security, income and technique.

“It’s confusing as to choosing what’s best for them because I think a lot of docs’ judgments are going to be skewed,” Redan said. “Say you do something open at $1,000 but the patient is going to stay in the hospital for a week, as opposed to laparoscopic where he’s going to be in the hospital two or three days.”

“We know minimally invasive surgery is better,” he said; “laparoscopics versus robotics are about equal in 2015. But we do know not everyone can do laparoscopic. Right now, I really don’t care if someone has laparoscopic or robotic-assisted surgery as long as they have a minimally invasive procedure. However, I think Obamacare may slow robotic surgical care growth because it is more expensive than laparoscopic.”

Paul Wetter, M.D., who chairs the Society of Laparoendoscopic Surgeons (of which Redan is also a member), called the economic impact of insurance coverage “a moving target” for SLS members. Wetter noted that its implications are so important for the future of the field that the society is convening plenary sessions on the subject at its upcoming meetings, and will solicit input from surgeons, economists, and venture capitalists for the discussion.

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“The whole thing is so new,” he said. “It’s an educational issue as much as anything else; that’s why we’re keen on getting those opinions.”

Until such matters can be put to bed, another unintended consequence of the Affordable Care Act might be that physicians opt to deal directly with patients for payments-per-procedure.

“A lot of my friends now are dropping insurance companies,” Redan said. “[They] can charge patients less now, and office overhead is less because [they have] less people fighting with insurance companies to get paid.”

“It’s very confusing and very difficult to educate the public on what things really cost versus what all these charges are,” he said. “It makes it tough to project growth and expansion of these technologies if people aren’t given a chance at the facts.”

“We want to do what’s best for them, give them the best care, the best technology, however it gets really, really watered down with the cost issue versus outcomes,” he said.

Wetter acknowledged that he has observed a similar impact among surgeons in various specialties, although how much may be attributable strictly to the Affordable Care Act he was reluctant to ballpark. “The $64,000 question,” as he put it, is answering whether such activity is a byproduct of the legislation.

“There may be a shift,” Wetter said, adding that doctors have long offered alternative means of payment for patients who needed treatment of pre-existing conditions not covered by insurance.

“It’s hard to tell,” he said.

Benefits of education One component to remedying that cost-outcome conflict involves increasing training availability and WWW.MEDICALDEALER.COM

quality for physicians to develop their expertise in minimally invasive surgery practice, a task that requires more schooling than performance of an open case does. To that end, SLS offers three fellowships in physician training.

“We want to make sure the surgeons are perfectly trained in colorectal [surgery], hysterectomy, whatever,” Redan said. “We want to make sure we provide excellent education for our docs, so that no matter what technology they’re using, they have adequate training to perform these procedures without adverse events.”

Physicians are also waiting for the market for robotic surgery technology to open up, thus driving down equipment costs and increase its installation base — which, to date, is only around 2,500 DaVinci robotic surgery suites nationwide, he said.

“That’s not a lot of places, considering there’s thousands and thousands of hospitals out there, and there’s a lot of people not benefiting from this technology because it’s too much for them to afford,” Redan said.

As more — and more advanced — devices come online, the advantages of using robotics “are going to exponentially increase,” he projected.

One such reason is because of the “pre-flight” component of computer-assisted surgery that doesn’t exist in other contexts. A first- or second-year surgical resident can virtually walk through a surgical case beforehand in a robotic surgical suite, “so when it comes down to crunch time, and we’re taking care of a human being, it’s going to have a better outcome,” Redan said.

“I think people should do the simulator before they choose surgery as a career,” Redan said. “Sometimes, as my wife says, their knowledge may stop at their wrists.”

Paul Wetter, M.D. chairs the Society of Laparoendoscopic Surgeons

“We want to do what’s best for them, give them the best care, the best technology, however it gets really, really watered down with the cost issue versus outcomes.”

– Paul Wetter, M.D.

MEDICALDEALER 49

RISE OF THE MACHINES

That same approach can inform telesurgical practices that place the experience and technical knowhow of a surgeon trained in robotic surgery virtually in the suite with another surgeon looking to expand his knowledge in the field, or during pre-surgery planning, or even during the procedure itself.

“When I think of the home-care and remote-monitoring [markets], if someone has one surgeon in town in rural Wyoming, and he or she has to take care of someone with colon cancer, hysterectomy, a lot of these robots can do it virtually,” Redan said.

“I can help telementor or teleproxy someone; I can help that doctor give that patient in that rural town all the advantages of that minimally invasive surgery [and] I can do it remotely,” he said. “Currently, there’s not enough doctors and experts around the world to teach everyone the stuff we need to do. We have the ability to do this virtually.”

Redan foresees another opportunity for growth in robotic surgery as patient demands for minimally invasive procedures increase; he believes the overall cost savings already exists in terms of reduced-length hospital stays and better patient outcomes.

“People are on the Internet researching these ahead of time, and they come to me with their Google packet saying, ‘You’re going to do this to me, right?’ ” he said. “But at least they can come in and question the physician into making the best decisions. We can reduce cost; reduce errors.”

To that end, Redan said he and other physicians are lobbying for a universal telesurgical licensure that would leverage the existing network of minimally invasive surgical experts into a national network of doctors would could lend their expertise virtually in such instances. Such a 50 MEDICALDEALER | MARCH 2015

network wouldn’t only benefit American patients, but could aid medical missions abroad as well — another opportunity to expand the market.

“We’ve already talked about sending drones to do the virtual relay stations around the world in areas that are difficult to serve,” Redan said.

“These are all team sports – you need a good assistant, a good technician, you need to make sure the equipment is serviced – they film the procedure and then you can deconstruct the video.”

“Even though there’s 6,000 people [trained in this technique] across the globe, we can help each other out and help our patients,” he said.

“Two-thirds of my patients are cyber-patients. Remote telemedicine applications are going to explode very quickly.”

Market poised for growth According to IBISWorld analyst Sarah Turk, industry revenue for the robotic surgery market is still in double-digit growth mode, projected to increase at nearly 12 percent annually to $5.2 billion until 2019.

“Global demand for robotic equipment will continue to largely shape the industry,” Turk wrote in an August 2014 report, with industry exports growing at an anticipated 9.2-percent average, annual rate, hitting $1.4 billion by 2019, or more than a quarter of total revenues in the market.

“Many globally based patients will prefer minimally invasive surgical procedures, particularly robot-assisted surgery, to have lower postoperative recovery periods,” Turk wrote.

“In response, many globally based hospitals will demand robotic equipment from domestic manufacturers,” she added, although “high market saturation” will prove a barrier for other non-U.S.-based companies looking to enter a market that is dominated by

Camran Nezhat, M.D., FACOG, FACS an adjunct clinical professor of surgery and of obstetrics and gynecology at Stanford University Medical Center

Intuitive Surgical Inc., makers of the DaVinci robotic surgery suite, which commands a whopping 68 percent of the market.

Although Intuitive holds such a strong percentage of the market at present, its grasp will eventually erode, Turk forecasts, as other innovators “will continue to stimulate domestic demand via product innovation.”

Much of that innovation is likely to focus on greater miniaturization and sophistication of the technology, said robotic surgery pioneer Camran Nezhat, M.D., FACOG, FACS, an adjunct clinical professor of surgery and of obstetrics and gynecology at Stanford University Medical Center in Palo Alto, California, and the Director of the Center for Special Minimally Invasive and Robotic Surgery.

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“They used to call it laser surgery, Now the patient comes in and says, ‘I want to have robot surgery.’ ” – Camran Nezhat, M.D. Nezhat collaborated with the inventors of the DaVinci surgical suite, Ajit Shah and Phil Green, during the development and testing of the technology; quite simply, he describes it as “a more effective suturing device,” and ultimately, “a work in progress.”

Future incarnations of robotic surgery technology will be smaller, less expensive, and evolve to make greater use of video in pre-surgery planning, he predicts, especially when other technology players enter the market.

“Right now there’s 2,500 DaVinci, but DaVinci is not the only answer,” Nezhat said. “There’s going to be more coming to the market. All of them working together will change the future.”

Advancements in robotic surgery also will coordinate with improvements and broader adoption of telemedicine, he said. When surgeons operate via images

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rather than “cutting people open,” Nezhat said, techniques are going to evolve to include processes that seem exotic in the current medical climate.

Some of the next-generation products will take generational leaps forward “in the form of robotics themselves,” he said: imagine “a thinking robot that you could preprogram” that is injectable and digestible.

Physicians would use “phototherapy and photodiagnosis [to] diagnose the problem,” and then patients would “take a small robot in a capsule.”

“That’s how the planning is going in the direction,” Nezhat said; “nanotechnology combined with computer-enhanced technology. It’s going to happen, but it will take time.”

Nezhat believes that additional applications of robotic surgery include the elimination of lesions, treatment of endometriosis, and

increased case volumes in prostate surgery, where the technology enables surgeons to repair wounds in a very small space.

Marketing of the technology is also critical, and remains an area in which robotic surgery “has done a great job,” Nezhat said, and an aspect of the technology that will eventually drive broader adoption among practitioners.

“They used to call it laser surgery,” he said. “Now the patient comes in and says, ‘I want to have robot surgery.’ You can do [the surgery] without the robot, and cheaper, and in shorter time without the robot, but the robot enables more people who are not experienced in laparoscopic surgery to get there faster.”

From another perspective, Wetter said, embracing robotic-assisted surgery requires less of a shift in thinking than it may seem at first blush, especially given how many aspects of daily life are already computer-assisted.

“We just bought a new car recently, and the car makes me into a great driver,” he said. “It has all these electronics in it that assist me in braking, steering, identifying risks and dangers, and those are all computer chips built into the car.”

“We don’t even think of it in the same way, but it is really the same thing that’s happening in medicine, robotics, and computers.”

That infrastructure will only become more complex in the coming months and years — and not just because the DaVinci patents are headed for their expiration date, Wetter said.

“There’s a big tsunami of [enterprise] coming along that the public doesn’t know about,” he said.

“Between the computing power and the [millions] of people working on these devices, the public has never seen anything like that before.”

MEDICALDEALER 51 MEDICAL

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CORPORATE PROFILE

WHEN QUALITY MATTERS – AIV

F

or over 30 years, AIV has supported the biomedical and clinical engineering community in two distinct areas. AIV

directly assists biomedical professionals with parts and repair services, while also serving individual service organizations (ISOs), and other third-party medical companies. The growth of AIV and the quantity of services provided is a testament to hard work and stellar integrity.

What began as a dialysis repair facility in 1983 has expanded into a manufacturing and repair company that specializes in a full range of infusion pump solutions, fetal monitoring accessories, patient monitoring parts and repairs, and power distribution products.

“We have been able to thrive in this industry through innovation and quality products,” AIV Sales Director Jeff Taltavull says. “Anything that leaves our facility comes with a warranty, and we make it a priority to ensure our customers are satisfied.”

Innovation is another hallmark of AIV and the company provides it at an attractive price point for health care facilities with tight budgets in today’s evolving market tested by 54 MEDICALDEALER | MARCH 2015

reforms and new regulations.

“Our engineering department has rapid-prototyping capabilities to aid us in getting new products quickly to market,” Taltavull adds. “We offer services and repairs our customers can count on at prices that help them control their costs for maintaining medical equipment.”

In its decades of growth, AIV has not only added quality products and services. The company has also worked to achieve high global standards.

“In 2007, we upgraded to ISO 13485 control standards to bring the engineering and production of our parts into our regulated quality system,” Taltavull explains. “All of the parts we manufacture, as well as all

of the repairs that are performed, are held to this standard. We are able to quickly design and create new AIV-manufactured replacement parts for many popular acute care devices. Our engineering department’s rapid prototyping capabilities enable us to ‘print’ prototype parts in house to begin the validation/fit process for new items.”

These quality measures have help propel AIV to become a leader in the market when it comes to providing support for older devices as well as the newest ones on the market.

“We specialize in end of life support for many popular infusion pump models. We are committed to providing quality AIV-manufactured replacement parts and repair services for many Baxter, B. Braun, Medfusion and Hospira pumps for at least five years after the OEM discontinued support,” Taltavull says.

“This offers our customers a quality, cost-effective solution to keep their current infusion pumps running safely and correctly.”

A focus on infusion therapy devices has helped AIV become a leader in this very important field. It also lets customers know that they have options and can save money by repairing devices instead of being forced to buy new infusion pumps.

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SPECIAL ADVERTISING SECTION

“We offer services and repairs our customers can a service option that is right for the client and the safety of the patients being cared for at the facility.

“AIV specializes in infusion pump support. We offer a full line of AIV-manufactured replacement parts for many popular pumps.

We also offer repair services, and AIV-certified refurbished units,” Taltavull explains. “We offer support for many pumps the OEM has stopped supporting. This enables our customers to extend the life of their equipment, allowing them to continue to safely use the infusion equipment they currently own rather than needing to purchase costly brand new units.”

“We give our customer options for their infusion pump service. We have a full line of individual replacement parts which enable facilities to make necessary repairs in-house,” he adds. “Customers can also send pumps to us for repair. We offer a flat rate repair program and traditional parts and labor services. Most customers now use our flat rate program which covers labor and all parts. This speeds up the return of the pump by eliminating the back and forth of estimates and approvals.

It also allows departments to accurately forecast their repair budgets.”

“We also offer a full line of AIV-certified refurbished pumps.

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count on at prices that help them control their costs for maintaining medical equipment.”

– Jeff Taltavull Customers can buy an infusion device that is safe and patient-ready out of the box while paying a fraction of what a new pump would cost,” Taltavull says.

AIV is also now offering replacement kits for popular telemetry units. These kits are easy to use, fix many problems and are a very cost-efficient solution. The kits provide cost savings and reduce 3. downtime at health care facilities while also boosting patient care and patient satisfaction.

“In addition to new parts and services for newer infusion devices, we are excited to now offer our replacement case kits for GE telemetry units,” Taltavull says. “These kits allow the replacement of the exterior casing, switch membranes and labels in less than six minutes.

The kits cost about one third of a traditional transmitter repair, and the swap can be done in house with three simple tools, lessening equipment down time.”

While AIV has grown on an almost annual basis, the company

has been able to remain connected.

All of its employees work at one location facilitating communication and the ability to work quickly to provide customers with the solutions they need.

“AIV’s entire operation, from accounting to our repair depot, is housed in a single facility. This enables quick and direct communication between our departments to ensure our repairs, shipping and production operations are being performed as quickly and efficiently as possible,” Taltavull says.

AIV’s growth, however, is not stopping. The company continues to develop solutions for the many issues health care providers face today as well as the ones they will face in the near future.

“At AIV, we are always looking for what our customers need. We will continue to listen to their suggestions for new parts and repair options,” Taltavull says. “We didn’t grow to be the company we are today without exploring new markets. Two years ago, we branched out into the MEDICALDEALER 55

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

parameter module/telemetry transmitter parts and service arena.”

AIV is constantly finding ways to provide a helping hand and that usually results in growth for the company.

“We are always looking to grow our business into areas that can better serve our customers, and in 2015 we will continue to look to our customer base to decide what new products to develop,” Taltavull says.

“We intend to expand our product lines for newer infusion pumps in the hospital and home health markets, as well as expand our service options for monitoring equipment.”

The company is also a leader when it comes to relocatable power taps and was able to overcome challenges in 2014 after comments by George Mills at AAMI made many health care facilities start to question the use of these devices.

“At the 2014 AAMI Conference, George Mills of The Joint Commission (TJC) stated that Centers for Medicare and Medicaid Services (CMS) was informing TJC it would no longer allow the use of power taps in patient care areas, and TJC should cite facilities for using these items,” Taltavull explains. “As the manufacturer of the PowerMATE® line of Special Purpose Relocatable Power Taps (SPRPTs), this was a huge challenge for our company and the thousands of customers that have purchased these devices over the years.”

“In the weeks that followed this announcement, TJC, AAMI and ECRI Institute all contacted CMS to encourage them to re-examine their ruling, and issue a waiver to use these devices in their facilities,” he continues. “Four months after the Mills presentation, CMS did issue a categorical waiver for SPRPTs, allowing them to be used in patient

56 MEDICALDEALER | MARCH 2015

“We’ve recently updated our Engineering Department with a new 3D prototype printer.

This new machine can produce more intricate, higher quality plastic mockups, which help us get new infusion pump replacement parts to market quicker than ever.” – Jeff Taltavull care areas, providing they meet the UL-1363A electrical standards.”

This reminds Taltavull of a time when AIV came to the rescue of a customer with a special delivery of SPRPTs. “We’re always willing to do whatever it takes for our customers. No demand is too great, and we will do everything in our power in order to satisfy every request that we can,” he says. “Recently, a customer needed over 50 of our PowerMATE® power taps rushed overnight to them for an impending inspection at their facility. The problem was they were calling us late in the afternoon, with overnight service being questionable. We were able to package all of the products, and arranged an extra courier pickup to ensure this customer’s order shipped overnight as they needed.”

AIV is evolving along with the health care landscape to remain on the cutting edge so that it can best address the needs of its customers.

One example of this is the investment in a new 3D printer.

“We’ve recently updated our Engineering Department with a new 3D prototype printer. This new machine can produce more intricate, higher quality plastic mockups, which help us get new infusion pump replacement parts to market quicker than

ever,” Taltavull explains.

New high-tech equipment adds to AIV, but the employees are the real reason behind the company’s continued success. Success that is a reflection of the advances employees have had within the company.

“Our employees are the backbone of everything that happens at AIV. When dealing with medical devices you assume a measure of risk that makes it essential to have quality, dedicated employees,” Taltavull says. “We encourage each employee to develop professionally in areas that interest them, and make it a point to promote from within. The entire AIV senior management team has been at the company for over a decade in various roles within the organization.”

“At AIV our motto is ‘When Quality Matters.’ What that means is quality is in the forefront of everything we do from the design and manufacture of parts, to the repairs and other depot services we offer.

We strive to provide our customers with the highest quality parts and services they can use, while still maintaining a reasonable cost to provide these items,” Taltavull says.

TO LEARN MORE ABOUT AIV visit them in Booth 402 at MD Expo Nashville or check the company out online at aiv-inc.com.

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MEDICALDEALER 59

SLICE OF LIFE_The Other Side

By Jim Fedele

DEATH OF A SALESMAN A s 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.

Having spent 25 years in the industry I have seen many changes, from the great advances in technology to the cyclical nature of outsourcing/in-sourcing services. However, I have to admit that up until the last eight years medical equipment sales representation has been as expected. Most of my regular reps had good customer service skills.

They knew their products and the really good ones knew just how often they should visit or contact me without becoming annoying. Today, good customer service seems to be on its way to extinction. Most interactions seem to be just transactional with little consideration for my needs. Lately, the lack of product knowledge has caused the most grief for me and my customers.

All the great sales reps I worked with in the past had one thing in common – longevity with their company. Most of them had at least five years with the company and a couple had 10 to 15 years of service with the company they represented. They were real veterans! As matter of fact, one of the best salesmen I work with today has been with the

60 MEDICALDEALER | MARCH 2015

Organizations thrive when they can create

and sustain passion-driven teams. Sadly, too

many seasoned executives tend to forget that businesses are comprised of people.

same company for 25 years. I blame a lot of this on the tough economic times that health care has endured over the past eight years or so. Companies downsize to protect their margin and expand the territories for their sales teams and soon there isn’t enough time to get anything done. I truly do feel bad for these new recruits in medical equipment sales.

Between the pressure to make their numbers and the size of their territories, they are robbed of the ability to form relationships – the kind of relationships that keep customers happy and keeps them purchasing their products.

The consolidation of companies has also produced a class of salespeople that, frankly, I hate having to work with.

These salespeople know customers are stuck if they want product XYZ because there is no competition. The new, larger company purchased the competing companies and now have total market share and can set their price and conditions. I find customer service from these types of companies to often be substandard. They are sometimes even

contemptible towards their customers.

Given everything I have said, the most frustrating and worrisome issue is the general lack of product knowledge among salespeople. In the past, because of the relationship the salesperson had formed with me and my customer, I could count on him/her to know and understand our needs. The best salespeople I have worked with kept me informed of equipment that was going to be unsupported soon. They would tell me about new technologies that would be offered and, most importantly, they met with the end users consistently. This insured users always felt supported after the sale. This worked so well they would often know about problems that were occurring before I knew there was problem.

They took the time (because they knew the equipment) to work with the users, spot checking their understanding and use of the equipment. This very simple activity insured users were happy with the equipment and continued to support future purchases of the MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

brand. Because of a lack of knowledge by our salesperson, our last monitoring system purchase has been challenging.

If the salesperson would have been able to explain to the users and me how their system operated, we could have planned the implementation a little differently. We would have addressed the work flow issues and set expectations so all would have understood. Instead, it is a year later and the staff is just now starting to warm up to the system. This is very unfortunate as the system has some great features and does so much for the staff. However, all the staff remembers is the implementation.

I hate being one of those guys that say â&#x20AC;&#x153;remember whenâ&#x20AC;? but I feel like with all the great technological advances in equipment that selling should be rewarding. To be able to empower a clinician with technology beyond their expectations should be a slam dunk for most companies. However without a knowledgeable, committed and seasoned sales team these great products may never be perceived this way.

Instead we have clinicians clinging to old technology that makes them inefficient and less effective. This does not help our patients one bit.

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 15 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pennsylvania. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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SLICE OF LIFE_Success Story

By Matthew N. Skoufalos

RAY-TEK SERVICES/ SOUTH SHORE HOSPITAL

W

hether due to the closure of a nearby health care facility, an uptick in seasonal flu cases or a growing reputation for quality, imaging patient volume at South Shore Hospital in South Weymouth, Massachusetts, has been on the upswing, said Radiology Supervisor Susan Werner.

Werner supervises the nearly 50 rad techs who work at South Shore. Until recently, the hospital’s facilities have included three fluoroscopy rooms, an older digital room, a dedicated chest X-ray room, and four two X-ray rooms that were designated for future upgrades, Werner said.

“The hospital’s been spending a lot of money on imaging, but it’s been on higher-priced items — MR, CT scanners and so forth,” she said.

In October 2014, however, South Shore designated funds to upgrade two of its X-ray rooms that were approaching the quarter-century mark, “and we just went for it,” Werner said.

The hospital elected to purchase digital X-ray equipment to replace its existing infrastructure, and selected Carestream DRX technology from Quantum Medical Imaging — a product that Werner said administrators called “a workhorse with minimal breakdowns.”

South Shore went through third62 MEDICALDEALER | MARCH 2015

party provider Ray-Tek Services of Plaistow, New Hampshire, to provide the installation.

“We always go to the big companies: GE, Philips, Siemens,” Werner said. “We see what their products are, but we’ve had some experience with GE recently, and their digital is not all it’s cracked up to be. Most everybody had issues with the Siemens. But everybody loved their Quantum. We saw it was easy to work with.”

When making its deliberations, South Shore’s purchasing team “went with the least bells and whistles,” Werner said.

“Those are the things that break,” she said. “We are very busy, and we need things that work for us.”

In addition to getting “a really good price from Ray-Tek,” Werner said the hospital had been pleased with the product support provided under its existing service relationship with the company. As if to underscore that point, Ray-Tek completed the installation in two weeks (and before Christmas). The overhaul included a complete room renovation with new floors and repainted walls.

“The hospital was very happy with the whole thing,” Werner said.

South Shore Hospital has an onsite biomedical department managed by Aramark, and engineers who work at the facility receive

“If you can’t know that you’re going to get support from the company, then maybe you’d better rethink what you’re doing, you’ve got to know that they’re going to take care of you.”

– Susan Werner

manufacturer training on any new equipment the hospital purchases, Werner said. With that third-party agreement in place, South Shore can usually save money by avoiding the cost of service contracts offered

by OEMs with any new equipment purchase, she said.

“Everything breaks down eventually, especially with the volume we have,” Werner said. “A lot of this digital equipment, the factory is watching what’s going on. You can call them, and they can talk you through it on the phone.”

MEDICAL EQUIPMENT, PARTS & SERVICE

_Success Story

“But if you can’t get them on the phone, what good is that?” she said. “[Ray-Tek does] a lot of troubleshooting on the phone and gets things back online quickly.”

That level of access is a critical factor when decision-makers need to determine with which company to sign a purchasing agreement, Werner said.

“If you can’t know that you’re going to get support from the company, then maybe you’d better rethink what you’re doing,” she said.

“You’ve got to know that they’re going to take care of you.”

Ray-Tek Sales Manager John Nelligan said the digital X-ray technology at the heart of the Quantum devices helped South Shore doctors save “at least 30 percent dose” over what their existing equipment offered, and its digital modality offers the freedom from film cassettes.

The Ray-Tek quote also included disposal of the old equipment, “and the OEMs don’t do that,” Nelligan said.

“In a good negotiation, everybody has to win something,” he said. “The hospital won, I won, Ray-Tek won, Carestream won.”

The installation upgraded a 22-year-old rad room into a stateof-the-art digital imaging suite, all while integrating the existing power infrastructure, said Ray-Tek President Ralp Polichetti, at a cost WWW.MEDICALDEALER.COM

Ray-Tek Services helped South Shore Hospital upgrade a 22-year-old rad room into a state-of-the-art digital imaging suite.

that he said “was probably under $1,000” — far less than an outright replacement.

Polichetti said that his company is “usually a little bit better” on price than some of the larger manufacturers competing in the same space, but he feels that Ray-Tek especially differentiates itself from other third-party vendors in terms of customer service.

“It’s in our business model to really take care of the customer and make sure that they’re 100 percent satisfied, and that they’re part of the family once they make that commitment to buy equipment from us,” Polichetti said.

“We give customers answers right away,” he said; “sometimes with a larger corporation there’s more of a chain of command you have to go through.”

Polichetti said that “trust fac-

tor goes a long way nowadays” in purchasing discussions with both existing and prospective customers.

Administrators have a greater level of education about the maximum value an equipment purchase must yield, he said, which he believes “seems to have swayed [deals] a little bit more in our favor [in] the thirdparty market,” as buyers weigh the value of their access to service after the sale.

“That’s the key factor in my opinion,” Polichetti said. “As a company, our strategy has always been to either have myself or my business partner attend any sales meeting we have so that our customer understands that we are getting the entire company behind them.”

“When they’re buying equipment from Ray-Tek Services, they are buying the entire company.”

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SLICE OF LIFE_

By Dan Bobinski

TOUCHY-FEELY NONSENSE HAS A LOT OF VALUE

A

few years ago I was asked to work with a small group of managers. The topic was practical management skills, and we were given four six-hour sessions to cover it. A few in the class had been managers for more than a year, most of them for only a few months.

At the opening of the first meeting I said, “OK, we’re going to be together for four sessions, what do you want to get out of it? What do you want to learn?” A lot of discussion followed, but they certainly knew what they wanted from the class. Here’s what they had me write on the white board: • How to be more direct/less direct when appropriate • How people want to be talked to • To be aware of the positives and negatives of relying on “gut instinct” • How to motivate our staffs • How to use our strengths more effectively • How to prevent our weaknesses from becoming a liability • How to help other people adjust to our new positions • How to be more purposed in our speech • How to deal with it when others disagree with us When they were done I stepped back and scanned it over. Then I turned to them and said, “You know, if someone were to walk in the room right now and had missed our discussion on all these items, they would probably say ‘What a bunch of touchy-feely nonsense.’ ” 66 MEDICALDEALER | MARCH 2015

Dan Bobinski Workplace Consultant

But then I added, “Yet, aren’t these things essential to being a good manager?”

Bette Price and George Ritcheske, in their book “True Leaders,” tell us, “Gone are the days when a company’s success could be measured by profits alone. Today, a successful company must balance human values with economic values. Managers who lead with an awareness of this convergence of people and profits seek significance in their own lives as well as financial success. They are true leaders.”

Organizations thrive when they can create and sustain passion-driven teams. Sadly, too many seasoned executives tend to forget that businesses are comprised of people. Some spend so much time going over budgets or profit and loss statements that they lose touch with the humanity that makes it all happen.

Thriving organizations create con-

ditions for people to take responsibility and ownership of their work. They teach good work management practices and they ensure people are taught how to work well with each other.

They create an atmosphere in which passion for the work can emerge.

Allow me to emphasize that passion-driven workplaces cannot be manufactured. They can’t be demanded. They can’t be bought.

They can’t be faked. The elusive force of passion must emerge. And that only happens when people feel trusted, when they believe in the mission and are encouraged to share ideas. Passion-driven teams also need camaraderie, commitment, common purpose and determined confidence.

None of that simply happens on its own. Conditions must be created for it.

One good example of doing this comes from David C. Novak, now the Executive Chairman of YUM! Brands Inc., the company that owns Pizza Hut, KFC and Taco Bell. According to the international directory of business biographies, Novak is characterized as wearing many hats: those of captain, friend, mentor, politician and team player.

When he took over as President and CEO at YUM! Brands in January of 2000, Novak focused on three main goals: correct management problems left over from the company’s previous ownership; increase competitiveness; capitalize on opportunities for multi-branding.

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business. Although he is described as fiercely competitive, Novak’s first goal was getting management working together. He knew teamwork couldn’t be forced, so he made sure the people in his organization were treating people like people. And, the results paid off. He took an atmosphere of distrust and slumping profits and turned it around to thriving teamwork with consistent growth.

Keep in mind that equipping managers and leaders for better teamwork and ownership of their roles often requires a culture change. Three or four years for such change to occur is not uncommon, but it always goes better when those at the top set the example – as Novak did.

Also know that any organization can hire great people, but if they’re not working as a team, results can be flat, or worse yet, fall apart. In his book “Emotional Intelligence,” Daniel Goleman tells us that, in large part, a company achieves sustained competitive advantage by engaging its people appropriately.

With these things in mind, I was impressed with the wish list my managerial students created. What they wanted to get out of those training sessions fell right in line with what has been proven to get solid results.

This is not to say that managers shouldn’t learn budgeting, scheduling, time management, interviewing skills, project management and the like. Those skills are definitely important. It’s just that one can’t bring out the passion in a workforce with those skills alone.

The bottom line here is that people skills are not a bunch of touchy-feely nonsense. Hire good people, and in addition to teaching them good technical skills, equip them with good interpersonal skills. And be sure to praise them whenever they use those skills. When organizations create the conditions for camaraderie and commitment, communicate the common purpose, and move forward with determined confidence, people are more likely to feel trusted, believe in the mission and collaborate together with passion for their work.

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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SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

ENGINEERING WORLD HEALTH M ost medical missions are focused on providing ad hoc care or limited-term relief for the residents of a developing nation and then returning home. The equipment that is requisitioned for these tasks is typically donated from surplus or aftermarket inventories, and may not be appropriate for use in other settings.

Many nonprofit organizations send health care professionals overseas to participate in such missions or help provide support to supplement the fragile infrastructure of a people in need.

The focus of the founders of Engineering World Health (EWH), however, lies in building a self-sustaining network of technicians in the countries they visit while also developing equipment designed to meet the challenges of the environments they encounter there.

Most medical equipment donated for medical mission work is designed to work in American hospitals, which are climate-controlled, dust-free, and have electricity that “is very predictable,” said Jessica Baker, marketing and communications manager for EWH. “If you go to [places like] Nicaragua and Tanzania, this is not the case,” Baker said. “They often have open-air hospitals. Dust, bugs, anything can get into the equipment. There are surges and outages which are really hard on the equipment.”

As a result, Baker said, “the donated equipment doesn’t last very long.” She cited a statistic from the World Health Organization that as much as 70 percent of it is “out of commission” after two-and-a-half years.

“Maybe the electricity requirements 68 MEDICALDEALER | MARCH 2015

are different,” Baker said. “Maybe nobody in the hospital knows how to fix it because they don’t have technicians.”

To combat both issues, EWH sends biomedical engineering students from universities throughout the world to Nicaragua, Rwanda and Tanzania. The students learn first-hand the challenges of operating in medical environments that are substantially different from those in first-world nations. Since 2004, the EWH Summer Institute has accepted almost 500 students who have repaired about 4,900 pieces of equipment valued at about $10 million, Baker said.

The focus of the program is twofold: first, to train and equip biomedical technicians in those countries who can create and support a sustainable medical technology infrastructure; second, to absorb cultural and environmental

information to inspire the next wave of equipment designed specifically for use under the conditions present in those countries. Students live with host families, study local languages and work with nearby hospitals to repair medical equipment.

“In Nicaragua, most of the hospitals have a technical staff, but most of the training might be mechanical instead of technical,” Baker said. “In Tanzania and Rwanda, there are much fewer hospitals, so some have no technical staff.

They might have an electrician, but not [one] specifically trained for [repairing] medical equipment.”

Enter the EWH biomedical technician training program, which the organization said helps establish “a lasting program that will train students after we’re gone,” Baker said.

In Rwanda, for example, the program has operated for five years and MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

trained more than 100 BMETs. “Rwanda basically didn’t have any technicians when we began in 2009,” she said. “Now, we have technicians in every district.”

Similar programs in Cambodia (begun in 2013) and Nigeria (begun in the fall of 2014) require a considerable commitment not only to establish, but to sustain, Baker said. The agency seeks a three- to five-year commitment from funders like GE as well as in-country officials, including local ministries of health, to recruit the initial classes for its training schools, as well as the instructors and coordinators to sustain it.

Once the programs are underway, they are intended to operate in a standalone fashion. A program begun in Honduras in 2010, for example, concluded in 2013, leaving behind a team of trained technicians and a staff of three native professors “to keep this program in Honduras, hopefully forever,” Baker said.

EWH also built Centers of Excellence in Ghana and in Cambodia, which Baker said are “the most direct way we address the infrastructure problems” in those countries. The centers provide “closed environments” that are “wellstocked, clean, and give the technicians the tools they need to do their jobs.”

While the BMET training program is operating, EWH remains “very much in the country the whole time,” Baker said. The organization works to create networks that connect native students in training with their classmates as well as other professionals in a network that allows for technical questions to be asked and answered after their schooling has concluded.

“I think that’s worked particularly well in our Rwanda training program,” Baker said. “They know where each other works; they also know how to get in touch. We [also] teach them how to use the Internet to find the resources they need beyond what exists within Rwanda.”

Since 2009, EWH has trained more than 80 students in Rwanda, and the WWW.MEDICALDEALER.COM

school it established there has registered 120 students of its own in full-time training.

“They’re almost independent of us now,” Baker said. “The Rwandan government issues certificates in these programs and recognizes these students as trained technicians.”

The EWH design competition for its student chapters also grows ideas that will benefit the health of the people in the countries in which they operate, Baker said. One group from Washington University in St. Louis won the design competition a few years ago with an asthma management technology, and has spun off into its own technology startup, Sparo Labs.

Even for those students who don’t have such lofty aspirations, Baker said, the experience is worthwhile on a number of levels.

A student at the Technical University of Denmark, identified as Semira, had the opportunity to restore five incubators while on a mission.

“At our hospital no one had been able to use an incubator in four years, and we finally got it working on the last day,” Semira said.

Mathias, a student from Aalborg University in Denmark, recalled fixing a pair of non-functioning suction pumps that were used immediately thereafter in emergency surgery.

But perhaps the best testimonial came from Elliott, a student from Syracuse University, who said, “I’m really grateful that this is outside of the textbook.”

“I see it more of a way of thinking than any type of job.”

Last year, EWH pushed 70 students through its summer institute, and is planning to host another 75 in 2015. Its next area of focus is its Nigerian training program and a three-week winter institute in Guatemala. The $7,200 student tuition is typically offset by corporate sponsorships from donors like Covidien, Tensentric and BD. Further support is always welcome, Baker said.

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CATEGORICAL INDEX

ANESTHESIA Paragon Service………………………………………… IBC Soma Technology, Inc.………………………………… 38 ASSOCIATIONS IAMERS…………………………………………………………… 26 AUCTION/LIQUIDATION Government Liquidation………………………………3 BATTERIES Eastern Diagnostic Imaging……………………… 69 Holden Battery Services……………………………… 59 BIOMEDICAL AIV Inc.……………………………………………………… 54-57 AMX Solutions……………………………………………… 35 Bayer Healthcare Services.……………………………2 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 19 Integrity Biomedical Services, LLC…………… 45 InterMed Biomed………………………………………… 45 Maull Biomedical Training, LLC………………… 65 Medical Specialties Distributors……………… 52 Quantum Biomedical…………………………………… 37 Unfors/Raysafe…………………………………………………5 Unique Biomedical Services……………………… 71 CARDIOLOGY J & M Trading…………………………………………………… 59 C-ARMS Eastern Diagnostic Imaging……………………… 69 CARDIOLOGY ReMed Equipment………………………………………… 64 CENTRIFUGES Ozark Biomedical………………………………………… 64 COMPUTED TOMOGRAPHY East Coast Medical Systems……………………… 37 Ed Sloan & Associates………………………………… 53 J & M Trading…………………………………………………… 59 KEI Medical Imaging Services…………………… 71 Metropolis International…………………………… 17 MIT/Medical Imaging Technologies…………… 70 Technical Prospects……………………………………… 22 Tri-Imaging……………………………………………………… 10 DATA MEDIA Radiology Data……………………………………………… 71

72 MEDICALDEALER | MARCH 2015

DIAGNOSTIC IMAGING AMX Solutions……………………………………………… 35 Eastern Diagnostic Imaging……………………… 69 J & M Trading…………………………………………………… 59 Multi Diagnostic Imaging Solutions…………BC Radiology Data……………………………………………… 71 TROFF Medical……………………………………………… 25 ENDOSCOPY Capital Medical Resources………………………… 71 Endoscopy Specialists………………………………… 70 HMB Endoscopy Products…………………………… 52 S.H. Medical Corporation……………………… 14, 71 GENERAL Eastern Diagnostic Imaging……………………… 69 Government Liquidation………………………………3 INFORMATION TECHNOLOGY Tesseract………………………………………………………… 74 IMAGING/PARTS Ampronix……………………………………………………………6 AMX Solutions……………………………………………… 35 Diagnostic Solutions…………………………………… 22 Eastern Diagnostic Imaging……………………… 69 InterMed Ultrasound…………………………………… 58 InterMed NucMed………………………………………… 36 J & M Trading…………………………………………………… 59 Technical Prospects……………………………………… 22 Tri-Imaging……………………………………………………… 10 TROFF Medical……………………………………………… 25 INFUSION THERAPY AIV Inc.……………………………………………………… 54-57 Medical Specialties Distributors……………… 52 LABORATORY MIT/Medical Imaging Technologies…………… 70 Ozark Biomedical………………………………………… 64 Unique Biomedical Services……………………… 71 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MAMMOGRAPHY Digitec Medical Service Corp.……………………… 58 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 38 Southwestern Biomedical Electronics………8

MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 21 Ampronix……………………………………………………………6 Gopher Medical……………………………………………… 21 Technical Prospects……………………………………… 22 TROFF Medical……………………………………………… 25 Soma Technology, Inc.………………………………… 38 MRI Carolina Medical Parts………………………………… 14 East Coast Medical Systems……………………… 37 Ed Sloan & Associates………………………………… 53 Field MRI Services………………………………………… 71 KEI Medical Imaging Services…………………… 71 MIT/Medical Imaging Technologies…………… 70 NUCLEAR MEDICINE Global Medical Imaging……………………………… 19 InterMed NucMed………………………………………… 36 International X-Ray Brokers……………………… 65 J & M Trading…………………………………………………… 59 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 38 Gopher Medical……………………………………………… 21 Integrity Biomedical Services, LLC…………… 45 Pacific Medical…………………………………………………7 Quantum Biomedical…………………………………… 37 ReMed Equipment………………………………………… 64 Rieter Medical Services……………………………… 67 Southwestern Biomedical Electronics………8 Unfors/Raysafe…………………………………………………5 PHANTOMS ATS Laboratories…………………………………………… 59 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 19 RADIOLOGY AMX Solutions……………………………………………… 35 Eastern Diagnostic Imaging……………………… 69 Holden Battery Services……………………………… 59 International X-Ray Brokers……………………… 65 InterMed Ultrasound…………………………………… 58 InterMed NucMed………………………………………… 36 J & M Trading…………………………………………………… 59 Maull Biomedical Training, LLC………………… 65 Metropolis International…………………………… 17 Multi Diagnostic Imaging Solutions…………BC Radon Medical……………………………………………… 37 Technical Prospects……………………………………… 22

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

TROFF Medical……………………………………………… 25 Varian Medical Systems…………………………………9 RADIOLOGY PARTS AMX Solutions……………………………………………… 35 InterMed Ultrasound…………………………………… 58 InterMed NucMed………………………………………… 36 J & M Trading…………………………………………………… 59 TROFF Medical……………………………………………… 25

RECRUITING Adel-Lawrence Associates, Inc.………………… 70 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 21 AIV Inc.……………………………………………………… 54-57 Ampronix……………………………………………………………6 AMX Solutions……………………………………………… 35 Bio-Medical Equipment Service Co.…………… 38 Carolina Medical Parts………………………………… 14 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 65 Digitec Medical Service Corp.……………………… 58 Global Medical Imaging……………………………… 19 Eastern Diagnostic Imaging……………………… 69 Ed Sloan & Associates………………………………… 53 Endoscopy Specialists………………………………… 70 Field MRI Services………………………………………… 71 Integrity Biomedical Services, LLC…………… 45 KEI Medical Imaging Services…………………… 71 MIT/Medical Imaging Technologies…………… 70 MTC/Medical Technologies Co.…………………… 61 Multi Diagnostic Imaging Solutions…………BC Pacific Medical…………………………………………………7 Quantum Biomedical…………………………………… 37 Radon Medical……………………………………………… 37 ReMed Equipment………………………………………… 64 Rieter Medical Services……………………………… 67 TROFF Medical……………………………………………… 25

Global Medical Imaging……………………………… 19 Government Liquidation………………………………3 J & M Trading…………………………………………………… 59 KEI Medical Imaging Services…………………… 71 MTC/Medical Technologies Co.…………………… 61 Multi Diagnostic Imaging Solutions…………BC National Ultrasound…………………………………… 37 Ozark Biomedical………………………………………… 64 Radon Medical……………………………………………… 37 Soma Technology, Inc.………………………………… 38 Technical Prospects……………………………………… 22 TROFF Medical……………………………………………… 25 Varian Medical Systems…………………………………9

ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 21 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 19 InterMed Ultrasound…………………………………… 58 Medcorp, LLC……………………………………………………4 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 21 Conquest Imaging………………………………………… 13 VENTILATORS Government Liquidation………………………………3

RESPIRATORY Medical Specialties Distributors……………… 52 SOFTWARE Radiology Data……………………………………………… 71 Tesseract………………………………………………………… 74 Unique Biomedical Services……………………… 71 STERILIZERS Continental Equipment Company…………… 65 Government Liquidation………………………………3 InterMed Biomed………………………………………… 45 SURGICAL Capital Medical Resources………………………… 71 Eastern Diagnostic Imaging……………………… 69 Endoscopy Specialists………………………………… 70 S.H. Medical Corporation……………………… 14, 71 Unique Biomedical Services……………………… 71

VIDEO Endoscopy Specialists………………………………… 70 Multi Diagnostic Imaging Solutions…………BC X-RAY Classic Diagnostic Imaging………………………… 53 Diagnostic Solutions…………………………………… 22 Eastern Diagnostic Imaging……………………… 69 Government Liquidation………………………………3 Holden Battery Services……………………………… 59 MIT/Medical Imaging Technologies…………… 70 Tri-Imaging……………………………………………………… 10 Unfors/Raysafe…………………………………………………5 X-RAY PARTS AMX Solutions……………………………………………… 35 J & M Trading…………………………………………………… 59 Technical Prospects……………………………………… 22 TROFF Medical……………………………………………… 25

SURPLUS MEDICAL Government Liquidation………………………………3

REPLACEMENT PARTS

TUBES/BULBS AllParts Medical…………………………………………… 61 J & M Trading…………………………………………………… 59 Technical Prospects……………………………………… 22

Advanced Ultrasound Elec./AUE………………… 21 AIV Inc.……………………………………………………… 54-57 AllParts Medical…………………………………………… 61 Carolina Medical Parts………………………………… 14 Classic Diagnostic Imaging………………………… 53 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 65 Diagnostic Solutions…………………………………… 22 Ed Sloan & Associates………………………………… 53 Digitec Medical Service Corp.……………………… 58

ULTRASOUND Advanced Ultrasound Elec./AUE………………… 21 ATS Laboratories…………………………………………… 59 Bayer Healthcare Services.……………………………2 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 22 Endoscopy Specialists………………………………… 70 InterMed Ultrasound…………………………………… 58 Medcorp, LLC……………………………………………………4

WWW.MEDICALDEALER.COM

National Ultrasound…………………………………… 37

MEDICALDEALER 73

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 70 Advanced Ultrasound Elec./AUE ……………… 21 AIV Inc. …………………………………………………… 54-57 AllParts Medical ………………………………………… 61 Ampronix …………………………………………………………6 AMX Solutions …………………………………………… 35 ATS Laboratories ………………………………………… 59 Bayer Healthcare Services. …………………………2 Bio-Medical Equipment Service Co.………… 38 Capital Medical Resources ……………………… 71 Carolina Medical Parts ……………………………… 14 Classic Diagnostic Imaging ……………………… 53 Conquest Imaging ……………………………………… 13 Continental Equipment Company ………… 65 Diagnostic Solutions ………………………………… 22 Digitec Medical Service Corp.…………………… 58 East Coast Medical Systems …………………… 37 Eastern Diagnostic Imaging …………………… 69 Ed Sloan & Associates ……………………………… 53 Endoscopy Specialists ……………………………… 70 Field MRI Services ……………………………………… 71

t le s a shvil u See in Na 27 1 xpo th # E o MD Bo

Global Medical Imaging …………………………… 19 Gopher Medical …………………………………………… 21 Government Liquidation ……………………………3 HMB Endoscopy Products ………………………… 52 Holden Battery Services …………………………… 59 IAMERS ………………………………………………………… 26 Integrity Biomedical Services, LLC ………… 45 InterMed Ultrasound ………………………………… 58 InterMed NucMed ……………………………………… 36 InterMed Biomed ……………………………………… 45 International X-Ray Brokers …………………… 65 J & M Trading………………………………………………… 59 KEI Medical Imaging Services ………………… 71 Maull Biomedical Training, LLC ……………… 65 Medcorp, LLC …………………………………………………4 Medical Specialties Distributors …………… 52 Metropolis International ………………………… 17 MIT/Medical Imaging Technologies ………… 70 MTC/Medical Technologies Co. ………………… 61 Multi Diagnostic Imaging Solutions ………BC National Ultrasound ………………………………… 37

Ozark Biomedical ……………………………………… 64 Pacific Medical ………………………………………………7 Paragon Service ……………………………………… IBC Quantum Biomedical ………………………………… 37 Radiology Data …………………………………………… 71 Radon Medical …………………………………………… 37 ReMed Equipment ……………………………………… 64 Rieter Medical Services …………………………… 67 S.H. Medical Corporation …………………… 14, 71 Soma Technology, Inc. ……………………………… 38 Southwestern Biomedical Electronics………8 Technical Prospects …………………………………… 22 Tesseract ……………………………………………………… 74 Tri-Imaging …………………………………………………… 10 Trisonics ……………………………………………………… 36 TROFF Medical …………………………………………… 25 Unfors/Raysafe ………………………………………………5 Unique Biomedical Services …………………… 71 Varian Medical Systems ………………………………9

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