Medical Dealer - May 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

MAY 2015 | WWW.MEDICALDEALER.COM

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“The reduced number of screens needed and the way information is shared has significant advantages in

“In the clinical suite, everything’s siloed, [and]

Control Rooms, IPS and ORs.”

practitioners have to move around the cabin to get that information. You need alternatives to bring in and serve up that content, regardless of the brand, to improve that experience.”

48

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CONTENTS_Features 48 COVER STORY

Interoperability is not as widespread as one might expect in the health care industry. Medical devices that do the life-saving work of dispensing medication, collecting patient information, displaying vital signs and more frequently do not communicate seamlessly. We look at the current status of interoperability and what to expect in the future.

56 PERKINS HEALTHCARE

Texas-based Perkins Healthcare Technologies provides solutions focused on improving integration, workflow efficiency and extending the useful life of existing capital equipment.

True system neutrality and backward/ forward compatibility are key elements of the company’s approach.

Medical Dealer (Vol. 19, Issue #5) May 2015 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

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

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MEDICALDEALER 11

INDUSTRY UPDATE 14 News & Notes 20 Block Imaging MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain

22 MD Expo 26 OEM Updates

MARKET ANALYSIS Radiology: Tubes & Bulbs 31 Market Analysis 32 Product Showroom 36 Preferred Listings Med/Surg: Defibrillators 41 Market Analysis 42 Product Showroom 46 Preferred Listings

Account Executives Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 63 The Other Side 65 Pay It Forward 70 Off the Clock 72 Dan Bobinski

Accounting Kim Callahan

Circulation

Bethany Williams bethany@mdpublishing.com

78 Marketplace 80 Categorical Index 82 Alphabetical Index

Web Department Betsy Popinga Taylor Martin

Proud supporters of Like us on Facebook! www.facebook.com/MedicalDealer

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MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_News and Notes

ASCOM SUPPORTS RTLS FOR INCREASED WORKFLOW EFFICIENCY Ascom, a supplier of health care ICT solutions, has announced certified integration with leading real-time location systems (RTLS) to ensure the highest level of interoperability. Through RTLS integration to the Ascom Unite Messaging Suite, Ascom can extend realtime location-based event messaging to mobile devices including smartphones, enabling quicker decision-making for health care providers.

In a modern health care environment RTLS provide critical information on the location of assets, staff and patients. RTLS systems are an important tool to optimize the delivery of patient care and streamlined workflows. Location-based messages enable mobile caregivers to react more quickly to events that require immediate attention.

Ascom Unite Messaging Suite supports interactive messaging on RTLS events such as high-value asset movement, patient tracking and staff location. When deployed with the Ascom Telligence Nurse Call System it can automate nurse presence registration in patient room, turning on and off dome lights and cancelling calls. Additionally, Ascom Unite can send an “assistance request” to a colleague by just pressing a pre-programmed button on the RTLS badge. This intelligent integration enables improved information to caregivers and streamlines workflows.

“Our advanced RTLS integration provides a more consistent approach when delivering information to caregivers, helping prioritize their tasks and optimize care. We believe that partnerships like this are an important component in building effective eco-systems for health care providers,” said Tom McKearney, Vice President Global Product Line Unite Solutions, Ascom Wireless Solutions. • 14 MEDICALDEALER | MAY 2015

Staff Reports

ERGOSPECT JOINS FORCES WITH CAROLINA MEDICAL PARTS Ergospect GmbH and Carolina Medical Parts LLC have executed an exclusive agreement for factory authorized preventative maintenance, repair, and parts depot services for Ergospect in-bore MRI load and stress simulation ergometers. This agreement will provide world-class service to the growing U.S. install base and future North American customers of Ergospect products.

“Ergospect is thrilled to align with a service provider of such high integrity and reputation to maintain our North American install base,” said Thomas Hugl, Geschäftsführer/CEO. “Carolina Medical Parts’ model of performing all repair and testing services under one roof has led to an exceptional level of customer satisfaction.

We look to fulfill Ergospect customers with the same level of satisfaction.”

“Carolina Medical Parts is proud to be associated with the innovative team at Ergospect.

Providing maintenance and repair services for the ergometers will be a natural addition to our portfolio. Carolina Medical Parts is eager to be involved in the launch of these pioneering products for the North American install base,” Kay Sagadin, president and co-founder of Carolina Medical Parts, said. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

M.I.T. IS CONTACT FOR SALES AND SERVICE OF NEUSOFT MEDICAL EQUIPMENT

ENMET INTRODUCES THE GSM-60 The GSM-60 is a microprocessor-based gas monitor especially designed for use in industrial process, aerospace, pharmaceutical and semiconductor applications. The system incorporates an internal sample draw pump and gas sensors. The instrument can be custom configured with both internal and external sensors for monitoring a combination of gas parameters including VOCs, dew point, oxygen and CO, or a number of other target gases including O3, HF, HCl, Cl2, etc.

As an option, this versatile monitor can also be connected to a wide range of remote 4-20 mA toxic or combustible gas sensor/transmitters. •

Medical Imaging Technologies Inc. (M.I.T.) has long been a growth-driven company that believes strongly in providing a complete solution to customers. For that reason, M.I.T. is excited to be a new contact for sales and service of Neusoft Medical equipment.

As a leading digital medical imaging equipment provider in China, Neusoft Medical Systems has successfully developed a series of medical imaging products, such as CT, MRI, X-ray, Ultrasound and PET. Its products have been sold in over 90 countries and regions around the globe, serving nearly 8,000 medical institutions worldwide. •

For more detailed information on this product contact ENMET at 734-761-1270 or visit www.enmet.com.

To learn more on the Neusoft products and services available from M.I.T., visit http://mittech.com/#equipment or call 800.729.4776.

MRICOILREPAIR.COM OPENS FLORIDA FACILITY In 2014, MRIcoilrepair.com’s printing and painting of all reverseparent company, Creative Foam engineered rigid components.

Medical Systems, opened its first The printer allows the company remote facility in Ocala, Florida. to quickly create virtually any The new facility is approximately apparatus to assist in repair of the 15,000 square feet and, similar to our coil. Since it prints with a PC-ISO Indiana facility, has a lab dedicated material that doesn’t artifact in specifically to coil repair.

MRI scans, the company is able “The rapid growth of our coil to use printed parts anywhere repair business is proof that the in the assembly without causing market realizes the great services interference in the image. options that are available, once their MRIcoilrepair.com was OEM service agreement expires,” founded to bridge the gap in the says Wes Solmos, Account Manager. coil repair market between lead“The proximity of this new location time and quality. Utilizing the “coil will make it even easier to provide foam packaging” strengths from high-quality, certified repairs quickly Creative Foam Medical Systems, and at a competitive price to the MRIcoilrepair.com can offer 100 Southern U.S.” percent in-house repair for all flex The new facility also houses a and surface coils.

Stratasys 3D printer that enables MRIcoilrepair.com has the WWW.MEDICALDEALER.COM

capabilities to repair all OEM coils, regardless of age. The company can service coils that were manufactured more than 20 years ago and repair coils that were manufactured three months ago. • For more information, call 574-248-4890.

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

PACIFIC MEDICAL FEATURED ON DISCOVERY CHANNEL Pacific Medical LLC was featured on Innovations with Ed Begley Jr, which aired on the Discovery Channel on March 18. The episode can be viewed on the Pacific Medical home page at www.pacificmedicalsupply. com.

Pacific Medical is featured in the Innovations segment as a source for equipment repairs and purchases while supporting one of the fastest growing segments in the health care industry – biomedical engineering.

“The pace at which new technology is being introduced into health care delivery has grown exponentially in the past decade, and we always have our finger on the industry’s pulse for every change. We are proactive versus reactive,” Vice President of Operations Damon Kelly said. “Pacific Medical takes into account that the medical technology in use today requires a very different type of technical role that includes integration and networking.”

“We are a quality-focused, customer-facing organization which understands and delivers innovative solutions for the greater good of our customers and biomeds. This approach, in-turn, ensures the safety of millions of patients worldwide,” said Andy Bonin, CEO and President of Pacific Medical.

“Pacific Medical focuses on cost-saving solutions without sacrificing quality by continually investing in the education of our technicians and engineers; this allows us to repair specifically to manufacturing specifications while being proficient down to the component level. Replacing components can save our customers hundreds or thousands of dollars on each piece of equipment,” said Eric Hatteberg, Director of Sales of Pacific Medical.

The Innovations segment provides an overview of Pacific Medical’s commitment to the industry while supporting the biomedical community, according to a news release. •

Staff Reports

RADIOLOGY DATA CORP. INTRODUCES NEW SUBSCRIPTION OPTION Radiology Data Corp. (RDC) recently introduced a premium “read only” database subscription. Designed for medical imaging vendors who could benefit from knowledge about current advanced imaging equipment installed at hospitals and imaging centers nationwide, this new tool allows users to find facilities by OEM, model, Tesla/slice, year of installation and more.

“We serve many customers in the refurbished equipment and parts segments who wanted to know the installed-base of certain MRI or CT equipment, but didn’t necessarily need RDC’s premium downloadable option,” said Dave Ramsey, president of Radiology Data.

“This option gives them viewable access to the data at an affordable monthly price with no minimum term.” •

ROSELLINI SCIENTIFIC ANNOUNCES FORMATION OF TELEMEND MEDICAL Rosellini Scientific, a life science private equity firm, has that increases access to patients, supports clinical decisions, announced the formation of TeleMend Medical Inc. The and empowers patients to take control of their own health. company will be led by Director and CEO Sheneka Rains, “In 2015, we will fine-tune our current operations and who will refine its focus on health care delivery models leverage them to incubate a number of exciting growth iniincorporating advanced medical technologies. To form this tiatives, most notably, tele-psychiatry, IT interoperability, new entity, Rosellini Scientific completed acquisitions of and remote patient monitoring platforms in sub-acute care Elite Biomedical and Integrity Biomedical clinical engineerfacilities,” Rains explained. “The current climate will drive ing companies, and then merged these with operations from patients to be more independent: spending less time in hospiGrey Owl Dental, a wholly owned subsidiary. tals and doctors’ offices and more time in control of their own Previously Vice President of Clinical Engineering at care. We aim for our technology and service systems to be the Rosellini Scientific, Rains is experienced in creating solutions solution to this change.” • and driving operations that reduce costs, while maintaining For more information, visit www.TeleMend.com. quality, improving outcomes, and adhering to industry standards. Rains envisions a fully-integrated health care system 16 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

CAPITAL MEDICAL RESOURCES FEATURES ENDOSCOPIC TESTING AT IAHCSMM Capital Medical Resources will be exhibiting, for the first time, at the International Association of Healthcare Central Sterile and Materials Management Conference and Expo May 3-6 in Ft Lauderdale. The company will introduce its entire line of products and services including: new and pre-owned equipment and instrumentation, equipment lease and finance, equipment repair, and endoscopic testing products and inspection services. Expo attendees are invited to stop by Booth 238.

Owner Lee Ann Purtell has been involved in the medical industry for over 25 years with a heavy emphasis on endoscopic/laparoscopic product sales, testing and repair.

“One of the specific areas that we will be featuring at the Expo is endoscopic testing equipment and inspection services. We are advocates for improved scope and equipment testing, and better training for staff and personnel,” she said. “Scopes are perplexing, and testing is often limited to subjective visual inspection. Even those who’ve been around this equipment for a long time, express a lack of confidence surrounding these devices. Over the years, we’ve seen how much of a painpoint rigid and flexible scopes can be for many facilities. Frequent damage, high costs, lack of inventory, lack of training and testing equipment for staff, evaluator subjectivity, surgeon complaints, and frustration between departments, lead to a seemingly unending array of challenges. Most importantly, scopes that are not working properly pose an increased risk to patient care, and that is a key driving-force behind our advocacy.”

Capital Medical Resources provides products, training, and consultation directly to hospitals, surgery centers, and hospital networks; and also to manufacturer and thirdparty organizations such as third-party repair, and contracted SPD and Biomed firms. •

WWW.MEDICALDEALER.COM

AMPRONIX WILL SHOWCASE ITS OEC RETROFIT KIT AT AAMI 2015 Ampronix will showcase its new OEC Retrofit Kit at AAMI’s annual conference June 6-8 in Denver, Colorado, at Booth 635.

The OEC Retrofit Kit allows users to replace the old CRT displays on their OEC mobile C-Arm, with new dual 20.1-inch grayscale LED LCDs. The Retrofit Kit’s innovative design gives users the flexibility to perform the installation in the field in one hour or less, and includes all the necessary hardware.

The new LCD displays come mounted on an articulating arm giving the mobile C-Arm unit even more versatility. The user has the freedom to move the displays higher or lower, at an angle, and/or in a full 180-degree rotation. Paired with increased brightness (900 cd/m2) and detail (1500:1 contrast ratio), as well as an 178-degree vertical/horizontal viewing angle, the OEC 9800 Retrofit provides users a way to drastically increase the life of their mobile C-Arm creating significant time and cost savings.•

MEDICALDEALER 17

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MEDICALDEALER 19

INDUSTRY UPDATE_Block Imaging

By Jordan Batterbee

HOW TO TELL IF YOUR CT TUBE IS ABOUT TO FAIL

A

t the heart of every CT scanner is its X-ray tube.

More so than any other internal component, keeping careful tabs on the functioning of the CT tube can mitigate the cost of owning and operating a CT system. Unfortunately, CT owners often start thinking about the remaining lifespan of their X-ray tube only after the system has been installed and in use for a number of years. This can mean that some damage has already been done.

On the bright side, there are early warning signs that CT users can look for to identify when CT tube help is needed. Here are a few things to watch out for: Loud Tube Bearing Noise During scanning, the anode of the X-ray tube is constantly spinning. If the bearings inside the tube housing are wearing out they’ll become noisy and the user will begin to hear a “humming” sound.

Arcing That Interrupts Scanning A certain small amount of electrical arcing in the tube is actually tolerated by your CT scanner. If the arcing is getting out of control, it may interrupt 20 MEDICALDEALER | MAY 2015

you in the midst of a scan. Be on the lookout for arc-related error messages in your log. This could be a precursor to more interruptions.

Immediate Shutdown with Arc Error The immediacy of this error lets you know that the arcing in your tube is happening consistently. This is more likely to happen with a cold tube that has not been run through a proper warm-up sequence.

Change in Tube Cooling Delay Frequency If your scanner is reaching the upper limits of its operating temperature the system will stop between techniques to give the tube a cooling break. If the breaks are getting consistently longer, you may have a problem.

What You Should Do...

If you are experiencing any of these warning signs, it is a good idea to call your imaging equipment service organization and have your CT scanner checked out. These issues may be in their beginning stages and can be circumvented before too much damage is done to the tube. Other times, the news is not so good and the best a field engineer can do is clear error messages and run preventative measures to keep your existing tube up and running a tiny bit longer while

Jordan Batterbee

you search for a new solution.

In either case, you can help keep yourself a step ahead by forming a contingency plan. Do a little homework in advance to find out who you can call to provide your next X-ray tube. How often do they have your specific tube? Do they have sameday shipping? Do they sell reloaded/ reprocessed tubes, or simply used tubes? Asking a few questions before you have a problem can save you a significant chunk of downtime when you do.

JORDAN BATTERBEE is the Content Manager at Block Imaging.

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_MD Expo Nashville

By John Wallace

MD EXPO EXCEEDS EXPECTATIONS M D Expo Nashville 2015 was a hit from start to finish.

Vendors and attendees praised the event which visited the Music City for the third time and was met with great success.

Almost 700 people descended upon Nashville for the spring MD Expo to participate in signature events including the golf tournament sponsored

by DirectMed Parts, the Welcome Reception sponsored by AllParts Medical, the Networking Happy Hour sponsored by MW Imaging and the always informative Keynote Breakfast featuring John Maurer from The Joint Commission and presented by RSTI. A representative from one company said they picked up four leads at the Welcome Reception alone.

In addition, new features of the premiere tradeshow for medical equipment sales and service included a CBET Review presented by David Scott as well as Product Demos, Workshops and a Vendor Networking Lunch. Each of these brought additional benefits to attendees and exhibitors.

One of the Product Demos was so successful that the presenter plans to share more information via TechNation’s Webinar Wednesday series.

In addition, the Door Prize Extravaganza provided an extra networking opportunity as exhibitors gave away great door prizes.

Traffic throughout the show was so busy, one exhibitor said that he ran out of company literature. Several 22 MEDICALDEALER | MAY 2015

Vendors and Attendees network at the Welcome Reception.

“I think (MD Expo) has to be in my rotation now, it is a great show with great value!” exhibitors commented on the heavy traffic both days that the exhibit hall was open.

The top-tier educational seminars provided biomeds the opportunity to expand their knowledge and earn CE credits, all at no charge, thanks to VIP Passes provided by exhibitors. The presentation by John Maurer from The Joint Commission at the keynote breakfast also provided valuable insights.

“I received information on The Joint Commission standards for critical access hospitals that I did not know,” John Shore, Director

of Clinical Engineering at Tanner Medical Center in Georgia said. “We are in the window for an inspection now and this will help us be properly prepared.”

“I sat in on a class yesterday for the Joint Commission and CMS requirements as well as the keynote (breakfast) this morning presented

by The Joint Commission for the updates for 2014 and 2015 that I can take back to my facility and use immediately,” said Kyle Clark with Holzer Medical Center in Ohio.

The Music City Surprise Party, sponsored by Sodexo, was the perfect conclusion to a busy and productive MD Expo. Hundreds of people gathered in the lobby of the Omni Nashville hotel for a short walk to the surprise location of the party – the Johnny Cash Museum! The parade stretched five blocks long. Those in attendance were treated to catered snacks along with beer, wine and a signature TenMEDICAL EQUIPMENT, PARTS & SERVICE

_MD Expo Nashville

nessee Whiskey cocktail as they waited for a surprise entertainer.

They were not disappointed when Johnny Cash and June Carter’s son, John Carter Cash, took the stage. He performed several of his father’s classic hits while providing the story behind the songs and other insights into the family’s history.

Attendees and exhibitors alike praised the MD Expo Nashville for once again providing the perfect atmosphere for learning and networking. People caught up with colleagues and added to their list of contacts throughout the three-day event.

“I saw people I haven’t seen in many years and it was refreshing catching up,” Shore said.

“There is an opportunity to meet new friends. There is an opportunity to network,” said Carlos Driver from Maury Regional Medical Center in Columbia, Tennessee. “There is definitely the opportunity to learn about some things that you may have questions about or learn new things.”

“I think these are great courses that MD Expo has with the seminars and the speakers. It is a lot of valuable information. It’s really beneficial to us as a program,” said Geminia Hopkins, supervisor Biomedical Engineering at Tennessee Valley Healthcare System. “I also checked off some of the vendors I wanted to talk with just so I can ask them some questions and so they know that I am here since a lot of them are local for us too.”

“I think (MD Expo) has to be in my rotation now,” Shore added. “It is a great show with great value!”

Ryan Rauch from Carle Foundation Hospital may have summed up the MD Expo experience the best.

“The Expo was awesome and I am so glad I went. Thanks everyone that put forth the effort to make it amazing,” Rauch said in an email.

Vendors said exhibit hall traffic was great both days of the MD Expo.

John Carter Cash performs at the Music City Surprise Party.

WWW.MEDICALDEALER.COM

MEDICALDEALER 23

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Real Needs. Real Partners. Real Solutions. visit elitebiomedicalsolutions.com or call 1.855.291.6701 24 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

FREE-BAND® Tourniquets I Non-Latex

IN STOCK IN THE U.S.A. Free-Band® non-latex tourniquets from Kent Elastomer provide latex strength and flexibility minus the sensitivity concerns.

That’s called quality. Plus we stock in numerous packaging options and ship within 24 hours. That’s called service.

Our 1-inch bands are notch-cut every 18 inches on 25- or 50-piece reels, packaged flat in a 100-piece box or folded and banded in a 250-piece pack. In your choice of blue or orange.

Ask, too, about our rolled and banded tourniquets, custom colors and private labeling. That’s called selection.

Strength and flexibility.

You’ll find it in our products. And in our service.

Made in the USA since 1960.

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MEDICALDEALER 25

INDUSTRY UPDATE_OEM Updates

Staff Reports

CARESTREAM HEALTH DEVELOPING NEW 3D ORTHOPEDIC IMAGING SYSTEM Carestream is partnering with leaddic conditions — including traumatic President, Digital Medical Solutions, ing orthopedic and sports medicine injuries, joint replacements, arthritis Carestream. specialists to develop a new three-diand osteoporosis — can be designed to Carestream’s new extremity sysmensional medical imaging system be lower in cost and use less radiation tem is intended for use at urgent care (not available for commercial sale) for than today’s full body CT systems. Carfacilities and clinics, athletic training capturing images of patient extremiestream’s new CBCT system will be facilities, and orthopedists’ and other ties (knees, legs, feet, arms and hands). able to provide weight-bearing images specialty practice offices.

Initial clinical studies will focus on of knees, legs and feet, which are diffi“This system could make it easier the advantages of using cone beam CT cult to obtain with existing systems but for patients to obtain diagnostic exams (CBCT) technology in the diagnosis and can deliver critical diagnostic informaimmediately following an injury and treatment of knee injuries. This system tion to physicians. help improve evaluation and treatis designed for use by orthopedic sur“We are focused on applying CBCT ment,” Nole explained. geons, who are meeting at the annual technology for extremity imaging Nole adds that Carestream is workAmerican Academy of Orthopedic Surbecause it offers excellent visualization ing with top orthopedic care providers geons conference. of soft tissue and bone with systems and leading sports medicine experts to Imaging systems based on CBCT that are smaller and more affordable help guide current and future product technology for use in treating orthopethan CT systems,” said Diana L. Nole, development initiatives. •

26 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

David Woods

PENTAX MEDICAL ANNOUNCES NEW EXECUTIVES PENTAX Medical has announced that David Woods, the current president of PENTAX Medical of the Americas, has been appointed as the new global Chief Marketing Officer.

Woods will oversee product strategy, business development, and branding and communications.

“We are excited to have David bring his skills into our global environment.

His expertise, creativeness, and experience will be essential in our strategic efforts to move forward with delivering quality, clinically relevant products and services,” said Global President Ganesh Ramaswamy.

“I have enjoyed my tenure as president of the Americas region, and I am excited to take this next step as Chief Marketing Officer of PENTAX Medical, and to collaborate with the global organization, as well as key international customers,” Woods said.

Woods began his career with PENTAX Medical in 1998 as the Director of National Accounts and was promoted to Vice President of Business Development in 2003. In 2004, he was further promoted to president of PENTAX Medical, a role he successfully fulfilled for over 11 years, and during which was the recipient of the American Society for Gastrointestinal Endoscopy President’s Award. Prior to his tenure at PENTAX Medical, Woods was the director of Corporate Accounts at Midmark Corporation.

Concurrently with Woods’ new global appointment, PENTAX Medical named a successor to the role of President of the Americas region, Christopher Burton. Burton comes to PENTAX Medical with a strong track record of business leadership and was just recently Vice President of Sales at ProVation Medical. Prior to his latest role, Burton was Senior Vice President of Global Sales and Marketing at Third Wave Technologies. He has also held several executive leadership roles at General Electric, Isotechnologies, and Excel Medical Electronics.•

PHILIPS APPOINTS ROBERT CASCELLA TO LEAD GLOBAL IMAGING BUSINESSES Royal Philips has appointed Robert Cascella to lead Philips’ multi-billion dollar cluster of imaging businesses. These businesses capitalize on the rapidly transforming global health care industry, in particular in the areas of integrated diagnostic imaging and image-guided minimally invasive therapy solutions.

He succeeds Gene Saragnese, who decided to retire from Philips. Cascella will hold the title of Executive Vice President, Royal Philips.

Cascella joins Philips with over 30 years of experience in the health care industry. He spent the previous 10 years at Hologic Inc. where he held the position of president and later CEO. During this period, Hologic broadly diversified its product portfolio and substantially grew revenues through a combination of innovative product development and acquisitions, as well as the establishment of exceptionally strong customer relationships.

In his new role, Cascella will be the CEO of the Business Group Diagnostic Imaging (MRI, CT, PET and X-ray), while also overseeing the other two business groups in the cluster of imaging businesses: image-guided therapy, which includes the recently acquired Volcano business, and ultrasound. Cascella will be based in Andover and Amsterdam and will report directly to Frans van Houten, CEO of Royal Philips. •

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MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

Staff Reports

VARIAN MEDICAL SYSTEMS SPOTLIGHTS NEW EDGE RADIOSURGERY SUITE The Edge radiosurgery suite, a technology system for efficiencies,” said Zhang Xiao, Varian’s vice president and rapidly delivering precise, non-invasive surgical procemanaging director of the greater China region. dures in the treatment of cancer, is among the medical As a non-invasive option, radiosurgery use in the innovations that Varian Medical Systems showcased at United States has been growing steadily over the last the 27th International Medical Instruments & Equipdecade for the treatment of cancer and other conditions ment Exhibition (ChinaMed). that can be appropriately treated with focused radiation.

“The Edge radiosurgery system offers clinicians a Predictions are that it will continue to grow as research non-invasive alternative to traditional surgery. It accuaccrues about the benefits to patients. Radiosurgery rately targets tumors and other abnormalities without an involves the use of sophisticated software and hardware incision or the need for recovery in a hospital setting,” to ablate tumors or other abnormalities with high doses said Dee Khuntia, M.D., Varian’s vice president for medof radiation while minimizing exposure of surrounding ical affairs and chief medical officer. “Cancer specialists healthy tissue. The Edge system can complete sophiscan use the Edge system to accurately target tumors of ticated radiosurgery treatments in just a few minutes the brain, spine, lung, and other areas that are typically — much faster than earlier generations of technology. difficult to treat surgically.”

Edge was first unveiled in 2012 in the United States, “We are pleased to introduce the Edge radiosurand received clearance from the CFDA of China in 2014. gery system, and believe its ability to enable advanced As of March 2015, Edge systems had been installed and cancer treatment will help to meet the fast-growing used at cancer centers in the U.S., United Kingdom, Pordemand from Chinese cancer patients and physicians for tugal, Italy and Switzerland. • strengthened clinical capabilities and better workflow 28 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 2.25”

_OEM Updates

Is your ultrasound in need of

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

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TOSHIBA’S INFINIX 4DCT RECEIVES FDA CLEARANCE interventional procedures within the Toshiba America Medical Syssame room and verify treatment success tems Inc.’s all-new Infinix 4DCT has following procedures. received FDA clearance with the AquiClinically, the Infinix 4DCT maxilion PRIME CT system configuration. mizes workflow of oncology and cardiac This combination of interventional procedures, as it provides intervenlabs and CT technology puts customtionalists with CT images for the target ers first by providing features and tools anatomy.

Clinicians now have the ability for clinicians to optimize their time and to adjust the procedure with real-time improve the patient experience. The CT studies, instead of relying on CT Infinix 4DCT previously received FDA images taken at an earlier time. clearance with the Infinix Elite car“The Infinix 4DCT allows clinicians diovascular X-ray system and Aquilion to plan, treat and verify in a single clinONE ViSION Edition CT system configical setting, which negates the need to uration. transfer patients between departments, Toshiba’s Infinix 4DCT is an all-inresulting in anticipated decreases of both one interventional lab and CT solution procedure time and risk of infection,” to deliver real-time CT images during said Bill Newsom, director, X-ray Vasprocedures instead of CT-like images. cular Business Unit, Toshiba.

“This also The system significantly improves workcontributes to improved patient safety flow with its SUREGuidance technology, and satisfaction by minimizing the cliwhich allows for automatic transinicians’ time spent away from patients, tion between modalities. In addition, it allowing them to focus on providing is capable of saving significant time by quality care.” • allowing clinicians to perform CT and WWW.MEDICALDEALER.COM

Exchange Parts Large inventory of parts that can be shipped overnight.

Transducers Large stock of specialty transducers.

866.620.2831 www.auetulsa.com

MEDICALDEALER 29

™

®

YOUR TECHNOLOGY PARTNER FOR INNOVATIVE IMAGING COMPONENTS Varian Imaging Components has a 50+ year history of dedication to the imaging industry. We are uniquely able to build on decades of technology experience and expertise to offer state-of-the-art imaging components for medical applications to customers worldwide. We equip the world with best in class tools for taking X-ray images.

We have a reputation of making high-quality, long lasting products. Our dedicated teams of engineers and scientists continually work to enhance the longevity and performance of imaging components, finding new ways of developing X-ray technology that yields superior image quality that is safe, efficient, quiet, long-lasting, and cost-effective. With each new innovation, our customers gain new capabilities and technology takes another step forward.

To learn more, visit our website at varian.com VARIAN IMAGING COMPONENTS tel: 801.972.5000 fax: 801.973.5050 e-mail: info.xray@varian.com © 2014 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks.

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PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

DIAGNOSTIC IMAGING MARKET WILL GROW

D

evices involved in taking visual representations of internal organs of the human body for diagnostic and therapeutic purposes are referred to as medical imaging equipment. Growing global prevalence of chronic diseases pertaining to the brain, respiratory and cardiovascular systems is expected to serve as a primary driver for this market.

The growing importance of medical imaging places added value on the ability to replace tubes and bulbs in existing devices. The opportunity to extend the lifespan of a device with a new tube or bulb provides cost savings and increased profits without a negative impact to patient care.

“The global medical imaging systems market was valued at USD 25,710.5 million in 2013 and is expected to grow at a CAGR of 5.7 percent over the next six years,” according to a report by Grand View Research, a market research and consulting firm. “Moreover, growing global geriatric population base that are more susceptible to cardiovascular, orthopedic and respiratory diseases and increasing market penetration rates of advanced medical imaging sysWWW.MEDICALDEALER.COM

“The global medical imaging systems market was valued at USD 25,710.5 million in 2013 and is expected to grow at a CAGR of 5.7 percent over the next six years.” tems and PACS (picture archiving and communication systems) are expected to drive market growth during the forecast period.”

Key product segments analyzed in the Grand View Research study include X-ray, MRI (magnetic resonance imaging), CT (computed tomography), nuclear imaging and ultrasound.

“X-ray dominated the overall market in terms of share in 2013 at 31.4 percent,” according to the report. “This segment is further segmented into portable, handheld and stationary systems. High market penetration of these products in emerging and underdeveloped markets coupled with the presence of a relatively larger application base is one of the factors accounting for its large share.”

“Furthermore, the introduction of filmless X-ray systems as a cost effective and environment friendly option and the growing demand for retrofitted systems are expected to

further boost demand during the forecast period,” according to the report. “Nuclear imaging including PET (positron emission tomography) and SPECT (single photo emission computed tomography) on the other hand is expected to grow at the highest CAGR of 6.7 percent during the forecast period.

Increasing use of nuclear imaging in combination with MRI and CT scan systems in minimally and non-invasive interventional medical procedures is expected to drive market growth of this segment during the forecast period.”

“North America owing to the presence of sophisticated health care infrastructure, high end-user purchasing power and reimbursement framework, dominated the overall market in 2013 at over 32.0 percent, “ according to Grand View Research. “Asia Pacific is expected to exhibit the highest CAGR of 7.5 percent from 2014 to 2020.”

MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

MAY PRODUCTS : This month, Medical Dealer explores Tubes & Bulbs.

OXFORD INSTRUMENTS X-RAY TECHNOLOGY Trinity

O

xford Instruments X-ray Technology’s new Trinity product is an 80kV, 40W integrated X-ray source with a 33μm focal spot that is designed for high resolution medical imaging applications, including CT scans, soft tissue biopsy and more. The Trinity design delivers high-precision measurements free of distortion by utilizing proven high-stability, high-intensity X-ray tube technology coupled with its own high voltage power supply and integrated controller. Configured in a compact, programmable package the Trinity system simplifies communications and system integration without the need for high-voltage cable connections or additional shielding, making it extremely reliable and cost-efficient.

Benefits include: • Small, stable spot delivers distortion free measurements • Fully radiation shielded, lead-free, and RoHS compliant • Compact integrated package enables ease of installation and improved reliability • Proprietary shielding method minimizes system weight, making it ideal for mini C-arm mounting • Analog and digital communications modules standard • Various mounting and X-ray exit configurations available •

32 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Tubes and Bulbs_Product Showroom

PHILIPS HEALTHCARE iMRC tube

P

hilips iMRC tube with its novel X-ray tube design is instrumental in producing exceptional image quality and highspeed scanning at low dose with the Philips iCT computed tomography system. The tube achieves 40 percent less anode heating compared with a glass tube and has exceptional performance. Additionally, the Philips iMRC tube provides for less weight, no free lead, and no Beryllium in keeping with Philips’ long-standing commitment to sustainability. •

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MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

VARIAN LEO Radiographic Housing

V

arian’s new LEO radiographic housing is designed for 3-inch rotating anode inserts. Varian’s innovative technology allows customers to take full advantage of high heat load, high throughput and quiet operation. The LEO comes in one standard configuration that allows for a significant cost reduction and will be able to compete in the price sensitive radiographic tube market. •

34 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Tubes and Bulbs_Product Showroom

VARIAN Mammography Housing B-121

T

he B-121 mammography housing is designed for high throughput and performance in specialized mammography systems. This air-cooled housing, which was developed for digital mammography and tomography applications, fits a standard 3-inch X-ray tube insert. It is available with two shroud configurations; with D/C fans or without fans. “The B-121, when equipped with fans, has a 200 percent increase in continuous heat dissipation over standard mammography housings,” said Carl LaCasce, Vice President of Sales and Marketing for Varian Imaging Components. “This allows our customers higher throughput rates and significant workflow efficiencies.” •

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MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

PREFERRED VENDORS

TUBES AND BULBS TECHNICAL

PROSPECTS

Experts in Siemens Medical Imaging

ALCO Sales & Service Co. 6851 High Grove Blvd.

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

SEE OUR AD ON PAGE 37

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

SEE OUR J & M Trading, Inc. AD ON PAGE 62 409 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

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.

36 MEDICALDEALER | MAY 2015

Technical Prospects, LLC 1000 South County Road CB Appleton, WI 54914 Toll-Free: 877-604-6583 Phone: 920-757-6583 Fax: 920-757-6591 Email: sales@technicalprospects.com Website: www.technicalprospects.com

SEE OUR AD ON PAGE 37

Technical Prospects is the largest provider of pre-owned tested and refurbished Siemens medical imaging replacement parts. We also offer OEM CT brushes, proactive maintenance components, and new and used tubes with installation. Our OEM trained engineers provide 24-hour technical support and our training center provides quality hands-on training opportunities.

Varian Medical Systems 3235 Fortune Drive SEE OUR AD ON North Charleston, SC 29418 PAGE 9 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.

TROFF Medical A Subsidiary of Helms Enterprises, Inc. 2 Stoney Nob Drive Hendersonville, NC 28792 Toll-Free: 800-726-2314 SEE OUR AD ON Phone: 828-697-1086 PAGE 67 Fax: 877-727-1764 Email: parts@troffmedical.com Website: www.troffmedical.com TROFF Medical houses more than 25,000 in-stock, x-ray, portable x-ray, C-arm, R&F, radiographic, CT, MR, nuclear medicine, and mammography system parts for Philips, General Electric, Picker, Siemens, Lorad and OEC. We are committed to providing high quality medical and imaging parts at a fraction of the OEM prices. TROFF Medical is highly tested…always trusted.

MEDICAL EQUIPMENT, PARTS & SERVICE

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New & Refurbished Anesthesia Equipment

Refurbished Passport 2

Refurbished Cardiocap/5

Refurbished Mindray Spectrum

New Mindray Passport 8 & 12

Video Stylet Only $499 each

Masimo Pronto SpHb Spot-Check

Masimo EMMA EtCO2 & RR

Masimo Root w/ EtCO2 & Multigas

S/5 Aestiva SPECIAL $12,900

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PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

EXPERTS FORECAST DEFIBRILLATOR MARKET GROWTH

T

he market for defibrillators (ICD and AED) continues to grow.

The Mayo Clinic website describes an ICD or implantable cardioverter defibrillator as a smartphone-sized device that is implanted into a person’s chest that may help to reduce the risk of death if the lower chambers of the heart go into a dangerous rhythm and become a cardiac arrest. Individuals may need an implantable cardioverter defibrillator if they have a dangerously fast heartbeat (ventricular tachycardia) or a chaotic heartbeat that makes it so their heart cannot supply enough blood to the rest of the body (ventricular fibrillation).

“Implantable cardioverter defibrillators work by detecting and stopping abnormal heartbeats (arrhythmias).

An implantable cardioverter defibrillator continuously monitors your heartbeat and delivers extra beats or electrical shocks to restore a normal heart rhythm when necessary,” according to the Mayo Clinic.

An AED or automated external defibrillator is described by the American Heart Association as a small, portable device that delivers an electric shock through the chest to the heart. The shock can stop an irregular rhythm and allow a normal rhythm to resume in a heart in sudden cardiac arrest.

WWW.MEDICALDEALER.COM

TechNavio’s analysts forecast the global ICD market to reach $6.22 billion by the end of this year. An aging global population, especially in the United States, and longer life expectancy rates are factors when it comes to this market.

TechNavio’s analysts forecast the global ICD market to reach $6.22 billion by the end of this year. An aging global population, especially in the United States, and longer life expectancy rates are factors when it comes to this market. An increase in the availability of health care in developing countries is another reason for the growth of the defribrillator market.

“One of the key factors contributing to this market growth is the rising incidence of cardiovascular diseases. The global ICD market has also been witnessing the

development of percutaneous and subcutaneous ICDs. However, the fall in prices of ICDs could pose a challenge to the growth of this market,” according to TechNavio.

Some key vendors in this market space include Medtronic Inc., St. Jude Medical Inc., Boston Scientific Corp., and Sorin Group.

The AED market is expected to be worth $930 million by 2017, according to a report on MarketsAndMarkets.com.

“The global automated external defibrillator market was worth $616 million in the year 2012,” according to the report. “The market will grow at a healthy pace in the next five years due to the increasing incidence of cardiovascular disease, growing awareness about the lifesaving potential of AED, increasing installation of public access AEDs, and technological advancements.

Strategic collaborations, untapped emerging markets and home defibrillators represent vast opportunities for major shareholders of this market.”

MarketsAndMarkets.com indicated that North America is the largest market for AED, followed by Japan and Europe.

Some key players in the AED market are Philips Healthcare, Cardiac Science, ZOLL Medical Corp., Nihon Kohden, Physio-Control, Defibtech, HeartSine Technologies and Schiller.

MEDICALDEALER 41

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MAY PRODUCTS : This month, Medical Dealer explores current trends in Defibrillators.

DEFIBTECH LIFELINE™

D

esigned to revive victims of sudden cardiac arrest, the Defibtech Lifeline™ family of automated external defibrillators (AEDs) provide lifesaving technology to the entire range of rescuers – from professional responders to untrained bystanders. The Defibtech Lifeline™ VIEW is the only AED using HD video, audio and text to demonstrate how to save a victim’s life, in real time during a rescue. The AED shows where to place the defibrillating pads, how to deliver a lifesaving shock, and how to perform CPR. The highly visible yellow device is lightweight and durable. Learn more about Defibtech AEDs at www.defibtech.com or call 866-DEFIB-4-U (1-866-333-4248). •

42 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

PHILIPS HEARTSTART XL+ DEFIBRILLATOR/MONITOR

B

uilt on a scalable platform, choose functions that best meet your needs today and in the future. The HeartStart XL+ defibrillator/monitor is ready to respond. It has a fast battery recharge time and highly visible “ready-for use” indicator and LEDs that signal power status, so clinicians can quickly see device readiness.

It is easy to use, delivering Philips proven biphasic therapy for defibrillation, synchronized cardioversion and the only defibrillator that in AED mode can defibrillate any patient – adult, child, or infant – with no special pads or accessories required.

Also, with Philips data management solutions, it helps support a culture of continuous improvement and excellence. •

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MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PHYSIO-CONTROL CODEMANAGEMENT MODULE

T

he addition of the CodeManagement Module to your new or existing LIFEPAK 20e offers sophisticated capnography and wireless data transmission to CODE-STAT software for post-event review and helps you respond to the demand for performance improvement. In addition, the LIFEPAK 20e with CodeManagement Module features a CPR metronome and a larger code clock, advanced asset management tools that advise of daily operation and battery status, 3- or 5-wire ECG, pulse oximetry and capnography monitoring and escalating energy up to 360J for difficult-to-defibrillate patients. •

44 MEDICALDEALER | MAY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Med/Surg_Product Showroom

ZOLL R SERIES® MONITOR/DEFIBRILLATOR

Z

OLL’s resuscitation platform, including the R Series® Monitor/Defibrillator, is designed to promote consistent, high-quality, high-perfusion CPR and high-current defibrillation for adults and pediatrics. Zoll technologies include Real CPR Help® to provide real-time feedback on compression quality, See-Thru CPR® to help reduce pause time by filtering the CPR artifact, and EtCO2 to signal the earliest changes in patient condition. The ResQPOD® ITD optimizes organ perfusion and WiFi-enabled data solutions allow hospitals to easily review post-code quality. ZOLL offers its customers more than just a way to deliver a shock. Zoll offer tools to help improve CPR quality, which improves outcomes.•

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MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Preferred Vendors

PREFERRED VENDORS

DEFIBRILLATORS

SEE OUR AD ON PAGE 37

ALCO Sales & Service Co. 6851 High Grove Blvd.

Burr Ridge, IL 60527 Phone: 800-323-4282 Fax: 800-950-1167 Email: info@alcosales.com Website: www.alcosales.com Since 1952, our family has been providing quality medical equipment and replacement parts to the healthcare industry. We provide our customers with multiple ordering options. Our four “full line” catalogs and various “product specific” catalogs compliment our new online ordering web site that offers over 70,000 products for your facility.

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STRIKING A BALANCE INTEROPERABILITY IN THE EQUIPMENT SECTOR

By Matt Skoufalos

I

n an age of Big Data, interoperability is critical. Think of how easily and quickly a device like your smartphone or tablet interacts with your vehicle, your retail purchases, your bank. Although all the providers of those

products, services, and systems operate on separate infrastructures, the consumer experience is relatively streamlined to be accessed over a single kind of interface in general.

Yet the medical devices that do the life-saving work of dispensing medication, collecting patient information, displaying vital signs, and so forth frequently do not communicate as clearly and cleanly with one another (if at all) or with the clinicians who operate those devices and the technicians who maintain them. As a result, some experts say, hospitals are losing time, money, and putting patients at risk in conditions that exist unnecessarily.

Julian M. Goldman, M.D., directs the Medical Interoperability Plug-nPlay (PNP) Program out of Cambridge, Massachusetts, which works to change “clinical and market expectations” of medical device interoperability via case studies, standards development, and open-source research tools in “a neutral lab environment.”

STRIKING A BALANCE INTEROPERABILITY IN THE EQUIPMENT SECTOR

In the technology space, customers are accustomed to rapid innovation, and product developers don’t have much slowing them down, Goldman said. Yet in health care, errors in communication persist that keep providers from getting vital data that can improve patient care, keep clinicians from accessing up-to-date information, and generally interfere with the efficiency of health care operations — things he says “would be unacceptable in any other environment.”

“Planes, trains, and automobiles, they all have black box recorders and we don’t have that in the health care field,” Goldman said. “We think in health care that would be important.”

“We still have infusion pumps beeping in a patient’s room that require a patient to notify a nurse when there’s

problems with a device, the data that manufacturers require to understand the issue can be difficult to access or retrievable only in proprietary formats, which often results in providers and clinicians failing to collect such data. But, as Goldman also points out, working together isn’t typically a consideration for device-makers.

“It’s not the mission of medical device manufacturers to collaborate on delivering the quality of low-cost health care that we can achieve either as a nation or a modern civilization,” he said. “Their mission as a business is to optimize shareholder value. As a society, we should have a different mission: to evolve the quality of all health care and optimize the value per citizen.”

Universal standardization among medical devices also affects other ancillary aspects of health care, such as research.

“People die, but we as a community don’t keep a good record of deaths that are related to or caused by the absence of interoperability,” Goldman said. “We don’t yet identify that relationship. We could, and we should, but it’s complicated, so we don’t.”

Controlling interests

Manufacturers “concerned about erosion of their vertically integrated business interests” have typically offered a great deal of push-back on the subject of interoperability, Goldman said, and the first barrier in the industry is the concept of the proprietary interface.

Likewise, Goldman said, common misconceptions include the notion that a push for greater interoperability requires replacing all competing forms of a given technology with a single, universal standard, which he said simply isn’t the case.

“We still have infusion pumps beeping in a patient’s room that require a patient to notify a nurse when there’s a problem with the pump, hospitals have to send out clinical engineers twice a year to change the clock times [on devices that don’t update via software]. It’s an archaic environment and the incentive to change has not been strong.” – Julian M. Goldman, M.D. a problem with the pump,” he said.

“Hospitals have to send out clinical engineers twice a year to change the clock times [on devices that don’t update via software]. It’s an archaic environment and the incentive to change has not been strong.”

Goldman blames a lack of interoperability for keeping providers from accessing data and “clos[ing] the loop” on barriers to innovation, patient safety and care. When clinicians have 50 MEDICALDEALER | MAY 2015

“Typically, without standards-based approaches, it’s difficult to compare the data in different studies,” Goldman said.

Without any national mandate to align their technologies — i.e., financial incentives for device-makers and practitioners — the wait will continue at a pace that Goldman said is “too slow given the high cost of patient care.” Such a cost isn’t only measured in terms of dollars, he argues; it’s also calculable in human life.

“If you use your smartphone, sometimes it communicates over Bluetooth, Wi-Fi, the cell network,” Goldman said; “sometimes you’re sending data, sometimes voice, sometimes you’re browsing the web. All of those are standards; it’s not one standard.”

Interoperability “opens up the ecosystem to innovators in small companies,” Goldman said, resulting in “tremendous opportunities” for companies outside of the top tier in a given MEDICAL EQUIPMENT, PARTS & SERVICE

NuBOOM provides interoperable audiovisual integration inside an operating room.

space — and making a lot of those big boys nervous about losing their place of pride. With the adoption of universal standards, established powers could find themselves in greater competition from smaller business entities. But with several thousand application developers writing software code and building unique devices, the market has its own mechanisms of responding to such concerns — namely through mergers and acquisitions — that has told the tale of the device market for the better part of a decade anyway.

To put its money where its mouth is, the PNP program began an open-source initiative to produce a “commercial-grade requirements management tool” that could serve as a community resource benefitting cliniWWW.MEDICALDEALER.COM

cal engineers and manufacturers. The program “purchased it and negotiated a licensing agreement for collaborators,” he said, founding a test lab that creates and documents clinical scenarios with a real-time data feed.

“We had to explain repeatedly about the value proposition of patient safety from a health care economic perspective,” he said. “Companies were saying, ‘Our customers aren’t demanding interoperability.’ That is now no longer an acceptable public statement. Achieving interoperability is important to the future of health care.”

A physical approach

Terry Trover is the director of sales and marketing for the Beaverton, Oregon-based CompView Medical.

CompView’s approach to interoperability is a physical one: its NuBOOM appliance is a freestanding equipment management tool designed to connect multiple surgical systems that manage visualization in the operating room. The accessory is designed for OR environments that are migrating from open to minimally invasive surgeries, Trover said, and unites rack-mounted audio-visual components like monitors, cameras, and light sources, as well as transforming data output from analog devices into digital signals.

“Ninety-five percent of our business is retrofitting old ORs,” he said. “We’re at the nexus of trying to support legacy equipment and purchasing decisions that hospitals are making.”

MEDICALDEALER 51

STRIKING A BALANCE INTEROPERABILITY IN THE EQUIPMENT SECTOR

“As an OR manager, if you’re planning how you’re going to support just that one modality of generational change, you have to think about what your interoperability is going to be,” Trover said.

Even when considering legacy equipment in a mature modality, economics are a factor. Physiological monitors have been around for 30 to 40 years, but as hospitals begin to source products from various vendors, including overseas manufacturers that build to different standards, new complications arise.

“The signal that’s in the monitor isn’t necessarily at the same frequency and doesn’t have the same timing,” Trover said. “The hospitals think they’re buying something as simple as a patient monitor and it’s not able to sync up to a flat-panel display.”

Even on domestically produced equipment, interoperability isn’t guaranteed, he said; competing manufacturers on an all-digital signature might operate within different signal formats. Likewise, wireless versus wired transmission systems add another wrinkle, as do prior iterations of differing technologies. For an equipment manager, it’s a lot to keep track of.

“Interoperability to me means, ‘Are you going to be able to leverage the old equipment you had and make the transition from old signal formats to digital formats?’ ” Trover said. “And once you’re in digital, how is it going to all talk to each other?”

“Almost every company that integrates operating rooms, if they don’t use an IP-based system, they’re using components from the vendors that support open architecture [audio-visual] approaches,” he said; “any kind of projector, LCD, laptop, it all comes through the same equipment in an audio-visual rack.”

“For a hospital that isn’t trying to manufacture a system, they’re just trying to fit old booms with new cameras and new monitors, their issue there is 52 MEDICALDEALER | MAY 2015

Perkins Healthcare Technologies provides system neutral integration.

that if they have wireless, is that going to switch to the new display or stay synced up to the one in the room it just left?,” Torver said.

“The industry has the urgency of making a dollar, and the hospital has the goal of having flexibility,” he said.

Backward compatibility

If the bulk of research and development resources are focused on developing the next version of a marketable technology, then that means a significant minority of those dollars go into supporting the customers that comprise its install base, said Steven Plaugher, COO of Perkins Healthcare Technologies of Richardson, Texas.

The dilemma at that point is that a lack of backward compatibility creates a compulsory purchase of the new release.

“When we look at our specifications for integration, our technology has to look at the existing infrastructure and capital assets,” Plaugher said. “What’s already installed may be two years old now, and we’ve got to be forward- and backward-compatible.”

Perkins produces a vendor-neutral health care data integration platform designed for use in a variety of health

care environments, from the operating room to a cardiac interventional suite, to create “an identical experience” beyond a proprietary user interface, Plaugher said. The better that real-time content is available during clinical procedures, the more clinical practitioners will have “improved situational awareness” as far as patient conditions and health outcomes, he said.

“When you look at those different procedure suites, there is a myriad of different brands, technologies, and vintages” of equipment, Plaugher said. “In the clinical suite, everything’s siloed, [and] practitioners have to move around the cabin to get that information. You need alternatives to bring in and serve up that content, regardless of the brand, to improve that experience.”

Driving an improved patient experience is the work of hospital equipment purchasers, and yet interoperability is a consideration that often ranks fairly low on a list of buyer concerns — if at all. But as health care reforms push hospitals and practitioners deeper into the realms of efficiency, health outcome, and quality of patient experience, the question of “Is it going to integrate into my ecosystem?” is a consideration that buyers — which operate in comMEDICAL EQUIPMENT, PARTS & SERVICE

“In the clinical suite, everything’s siloed, [and] practitioners have to move around the cabin to get that information.

You need alternatives to bring in and serve up that content, regardless of the brand, to improve that experience.”

– Steven Plaugher

mittee now — are going to develop.

“For the time being, you’re going to see more fiefdom and turf wars [among manufacturers],” Plaugher said. “The health care community as a whole … their objective is to try to make a soupto-nuts solution and keep all their equipment contained. [But] not every major OEM brand makes the best of everything.”

“The practitioners have to drive that interoperability,” he said. “In my opinion, the RFP process is going to be a tool to drive what they want — but the clinical community is going to have to become more specific about what they want. Even going through the bid process doesn’t always guarantee that results are met.”

Plaugher also believes that many in the clinical community don’t truly understand what they really need out

of interoperable equipment or how they can make it more efficient. In part, that might be because they just don’t know what’s possible — integrating X-ray imaging with fluoroscopy, vitals, ultrasound technology, he says — in a consolidated experience. It also might be because they don’t have the significant motivation of federal financial incentives to push the bottom line.

Value-based purchasing, federal regulations for workflow, and the guarantee that hospitals have the ability “to buy best-of-breed [and] best-value” equipment are all likely contributing factors to greater interoperability.

“Health care as a whole needs help,” Plaugher said. “I’m not optimistic with how quickly the federal government will move. I’m more optimistic that the health care community can drive it faster.”

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June 6-8, Denver, CO CORPORATE PROFILE

More than 25 years of clinical video integration expertise Call (877) 923-4545 Email sales@perkins-ht.com

A VISIONARY IN COMPATIBILITY SOLUTIONS

A

pioneer in its field, Perkins Healthcare Technologies provides solutions focused on improving integration,

workflow efficiency and extending the useful life of existing capital equipment. True system neutrality and backward/forward compatibility are key elements of the company’s approach. As a result more and more hospitals are turning to Perkins.

Based in Richardson, Texas, a suburb of Dallas, Perkins can trace its roots back almost a century, serving the medical industry throughout its history.

Today, its solutions can be found in clinical environments worldwide.

“Our parent company, the R.P. Kincheloe Company, was originally established in 1919 as a medical imaging equipment distributor. In 1986, the R.P. Kincheloe Company founded Perkins Healthcare Technologies as an independent video integration solutions provider,” says Steve Plaugher, COO. “Since that time, Perkins has been a pioneer and industry leader in medical video integration, control systems, and workflow enhancement in interventional, hybrid and surgical environments.”

Since its origin, Perkins has been synonymous with innovation and continues to deliver unique, industry-focus concepts and solutions.

“When our first product, the Video Routing Bus, was released in 1987 and integrated into vascular and cardiovascular diagnostic pro-

56 MEDICALDEALER | MAY 2015

cedure suites, it transformed the diagnostic examination room into an interventional procedure suite, revolutionizing clinical workflow,” Plaugher says.

The Perkins innovation set the standard in all vascular and cardiac procedures suites by providing live Fluoro video distribution for switching to multiple displays and video recording devices simultaneously. It also allows recordings to be viewed in the examination suite during the procedure, providing instant feedback to clinical stakeholders.

“Today, we continue to specialize exclusively in the design, development and distribution of clinical integration and workflow solutions for procedure suites and their related departments,” Plaugher adds.

Longtime customers and those hearing about Perkins for the first time can relax knowing that they can “rely on our more than 25 years of integration expertise.”

“We offer a diverse, innovative and exciting array of products that represent the next generation of integration, control and workflow improvement tools,” Plaugher says.

“These include: OR VisionTM and IPS VisionTM that bring together control of all technology and integrate seamlessly into our Customer’s ORs and Interventional Procedure Suites; and RoomVisionTM that allows for the observation of room status for improved workflow and scheduling of multiple rooms in real time.”

These offerings illustrate Perkins’ ability to remain on the cutting edge.

“Each Perkins solution offers common advantages that make its selection clear and implementation easy for each hospital,” Plaugher says.

He points out that the many solutions offered by Perkins Healthcare Technologies provide: • Improved Workflow – Our solutions deliver new workflow efficiencies that often reduce costs and improve safety.

• Perkins’ Systems Neutral Approach – This means our solutions work with all equipment regardless of manufacturer or age allowing hospital staff to make best-of-breed buying decisions without being locked into a single vendor.

• Forward and Backward Compatibility – This allows hospitals to more economically upgrade rooms and get an improved ROI by extending the life of existing capital equipment.

MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

When upgrading a room, Perkins can transform the room without a fork lift upgrade – all at a fraction of the cost of a new room. When the hospital does buy new imaging or surgical equipment, Perkins integration solution can be repurposed with the modern equipment. In addition, Perkins continues to integrate older equipment such as a legacy ultrasound unit – saving the hospital the cost of buying new equipment. By reducing the overall cost of upgrading a room, this forward and backward compatibility streamlines the process and preserves capital asset budgets without sacrificing patient care.

• Seamless Integration – Perkins integration and control solutions work seamlessly with new or existing imaging, surgical, or hybrid procedure suite equipment. Their solutions complement the Customer’s existing capital equipment providing improved workflow and delivering critical patient information to the various stakeholders where and when they need it.

• Comprehensive Connectivity – Perkins’ solutions allow hospitals to connect WWW.MEDICALDEALER.COM

“Providing automated situational awareness of each procedure suite allows staff to adjust schedules proactively in real-time resulting in improved efficiencies” – Steve Plaugher and share real-time information improving efficiency and documentation control. That connectivity extends to the ability to observe and communicate among multiple rooms 3. for clinical collaboration as well as improved scheduling, enterprise-wide. Collaboration can also be extended beyond the hospital to remote resources, regardless of location, providing increased collaboration and education.

• Customized Solutions – Perkins looks at each hospital’s integration needs and objectives as unique. The company customizes its solutions to meet those needs.

Plaugher says he is excited about the future, especially after the launch of game-changing new prod-

ucts like RoomVision. “Providing automated situational awareness of each procedure suite status allows staff to adjust schedules proactively in real-time resulting in improved efficiencies” Plaugher says about RoomVision. “One example: room cleaning can be alerted as closing begins so room turnover times can be improved. This can result in an additional procedure per room, per day. The revenue potential of this is significant. Another advantage is alerting all parties to scheduling adjustments, especially delays, and allowing them to react accordingly.

This is a significant advantage for staff and patients.”

Looking at both a given day and data over a wider period, department managers and senior management can also move to balance room usage. This “smoothing” of room usage and making sure certain rooms aren’t underutilized MEDICALDEALER 57

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

means efficiency, improved patient and staff experiences and potential increases in revenue – again by increasing the number of procedures handled facility-wide, per day.

Plaugher also said he is excited about Perkins’ 8MP collaged displays.

“These large HD displays, up to 60 inches, allow information to be organized and displayed in an efficient, user-selectable way on a single monitor,” Plaugher says about the 8MP collaged displays. “The reduced number of screens needed and the way information is shared has significant advantages in Interventional Procedure and Hybrid Suites as well as Control Rooms.”

Meeting the needs of customers, sometimes before the customers even know what their true needs are, is nothing new for Perkins. It is a part of the company’s mission to provide exceptional products and outstanding service.

These traits are among the reasons Plaugher and the rest of the team at Perkins are excited about the future.

“As we work with our client-hospitals on customizing solutions that improve workflow efficiency, reduce costs and improve safety we consistently increase our knowledge and experience base. This allows us to deliver continuously evolving – continuously improving – solutions to each hospital,” Plaugher says. “If we were just providing off-the-shelf or cookie-cutter solutions this level of evolution and improvement would not be possible.”

This razor-sharp focus and company-wide dedication does not go unnoticed. Customers are quick to praise Perkins’ products and customer service.

“By partnering with Perkins, we have been able to consistently improve our workflow with the ease of use of their unique integration system and our surgeons rave about the image quality on the high-definition monitors,” says Blu Baillio, RN, Director of Perioperative Services, Memorial Hermann Southeast, in Houston, Texas. “From

58 MEDICALDEALER | MAY 2015

“The reduced number of screens needed and the way information is shared has significant advantages in Control Rooms, IPS and ORs.” – Steve Plaugher their state-of-the-art integration to their helpful, knowledgeable, friendly staff, our experiences with Perkins confirms that we have partnered with true leaders in the world of medical technology.”

“We were extremely pleased right from the start with Perkins’ customer focus and professional manner,” Baillio adds. “They provided an approach that not only inspired confidence, but (also) generated the finished product that we were looking for. We wanted a video integration solution for the current

technology of our operating rooms, but also one that would be scalable to carry us into the future.”

The staff at Albert Einstein Medical Center share Baillio’s enthusiasm.

“The MD Vision 8 MP monitor upgrade gives me exceptional image quality, an easy to use table side interface and allows all my live, reference, hemo and previous studies to be displayed in the format I need,” says Terence A. Matalon, M.D., Albert Einstein’s Chairman of the Department of Radiology.

St. Luke’s Episcopal Hospital, Texas Heart Institute in Houston, Texas, also confirms a strong positive experience working with Perkins and its 8 MP display.

“The Perkins 8 MP integration solution has been widely accepted by our clinical staff,” says Michael McBee, RN at St. Luke’s. “It is very easy to use and the image quality is excellent!

Our stakeholder monitor design has improved our work flow. We are very pleased with this system.”

TO LEARN MORE ABOUTPERKINS HEALTHCARE TECHNOLOGIES visit www.perkinshealthcaretechnologies.com.

MEDICAL EQUIPMENT, PARTS & SERVICE

Can True Interoperability Help You Get the Most from Your Clinical Equipment?

YES! Perkins integration and control helps you achieve true interoperability.

Our System Neutral approach and Forward and Backward Compatibility works with all equipment regardless of manufacturer or age. That not only gives you clinical control, but it also frees your staff to make the best buying decisions for your hospital’s Operating Rooms and Interventional Suites.

• Extend the Life of Your Existing Equipment • Benefit From Forward and Backward Compatibility • Repurpose your Perkins Investment to Your New Room

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SLICE OF LIFE_The Other Side

By Jim Fedele

FEELING BOXED IN?

I

struggled a little bit trying to write this column. Then, almost like a gift from heaven, my phone rang saving the day. This month, I would like to tell you about a new issue that will surely be affecting everyone that has this OEM’s infusion pump. As I write this, we are still fighting with the OEM and our hopes of winning are dwindling as customer service no longer matters. The OEM does not appear to be interested in helping us resolve the problem.

Our problem started about a month ago when the sales rep for our pumps stopped in to try and sell us a service contract. She explained that they were going to be raising their depot repair charges by $250 and could offer us a service contract for $100 a pump. The rep was sure this was a great deal for us, so I ran the numbers, we have 500 pumps, and the annual cost would be $50,000.

My history showed we only spent a little over $19,000 in repairs (35 pumps) in a year, even when I added the increase ($7,000) we were under the annual fee by $24,000. So, I thanked the salesperson for showing us the opportunity and respectfully declined it.

The next day my tech called the OEM to have shipping boxes sent to us and was surprised to find out they were no longer free. The OEM has a policy that they will only accept pumps that are shipped in their box.

WWW.MEDICALDEALER.COM

I found this to be outrageous; however I knew that purchasing was working with this company on a large disposable contract and was pretty confident that my purchasing director would make this go away.

I contacted my purchasing director and shared my story of woe with him. He was also appalled that they would charge for shipping boxes.

He called the OEM and started up through the chain of command to get this resolved. Exasperated, he told me he was not getting anywhere with them. He explained that the farther up he went, the worse it got. He felt like they did not care about customer service or support and were trying to extort us into a service contract. He was actually going to give up until I told him my side of the story and he asked me to email the people he had been working with.

My issue was simple; presently it has been taking the OEM well over 30 days to send us pumps back from their repair depot. Which, in my opinion, is unacceptable, but this particular company will not sell the parts needed to completely fix the pump.

So, you are forced to send it to them and you are stuck with the crappy turnaround time. I told them that if we could get the six pumps back that have been out for 50-plus days I would not need shipping boxes at all.

I told them that it felt like extortion to be forced to send the pump to them

and then be forced to purchase the boxes from them too. The response I got was just an acknowledgment of my frustration and that they “would look into the turnaround time.”

Since sending the email I have met with the purchasing director about this OEM to discuss our plan for the future. We both have been in the industry a long time. We reminisced for a moment about a time when companies cared and partnered with customers instead of implementing restrictive uncompromising anti-customer policies. What is especially disappointing for me is that I recommended this pump, however at the time it was a smaller company that appreciated the customer. Since our initial purchase of pumps the company was purchased by a large corporation and now we are seeing the result of that. I understand that OEMs are in business to make money, but it does seem like the larger the company the less they care about the customer. Some days this battle can overshadow all the good, the daily healing of people, that occurs in this industry.

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

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

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SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

VIETNAM TRAGEDY INSPIRES NONPROFIT RELIEF AGENCY

I

t was 1975, and American involvement in Vietnam was coming to a close at the end of the war. Among the maneuvers designed to evacuate U.S. forces and citizens was Operation Babylift, a program to help South Vietnamese orphans — including those fathered by American GIs — to leave the country with their caregivers.

Robert Macauley was watching the news from his Connecticut home on April 5 of that year when reports of a plane crash from Tan Son Nhat Air Base came on the broadcast. Mechanical failure of a military transport participating in Operation Babylift had ripped the plane apart, killing 78 children, 35 military assistance workers and 11 servicemen.

Macauley was so affected by their plight, he “wrote a bad check that he later had to cover with a second mortgage on his house” to fly the children back to the United States, said Michael J. Nyenhuis, President and CEO of AmeriCares of Stamford, Connecticut.

“It started a series of ad hoc efforts around the world for Macauley,” Nyenhuis said, “where he’d send in a plane [and] get people out, and he in 1982 formalized these efforts by founding AmeriCares as this nonprofit relief agency.”

WWW.MEDICALDEALER.COM

“People tend to respond at the moment of crisis, and sometimes we have short attention spans, health crises around the world happen not just because there’s a natural disaster but because the infrastructure there at the time of the emergency wasn’t really very good to begin with.

We need to take a very long-term view.”

Macauley was driven by an “urgent sense of compassion to respond to people in crisis,” Nyenhuis said. Today, the core of the organization that he founded retains that same urgency in response to need.

As the nonprofit agency has evolved, so has its recognition that responding at moments of crisis only addresses some of the needs of people in desperate circumstances. Its humanitarian responses have gone beyond urgent needs to include recovery and rebuilding efforts as well as creating long-term channels for driving more permanent changes “to help people transform their health, well-being, and their lives by dealing with persistent disease states,” Nyenhuis said.

“People tend to respond at the moment of crisis, and sometimes we have short attention spans,” he said. “Health crises around the world happen not just because there’s a natural disaster but because the infrastructure there at the time of the emergency wasn’t really very good to begin with. We need to take a very long-term view.”

Nyrnhuis said that 80 percent of the work AmeriCares does “is not [conducted] in emergencies, despite the fact that we’re probably best known for that.” In the wake of the 2004 Indian Ocean earthquake and tsunami that struck India, Indonesia, and Sri Lanka, AmeriCares is “putting the bow on additions to a hospital” as part of a long-term rebuilding effort there, Nyenhuis said.

MEDICALDEALER 65

SLICE OF LIFE_Pay It Forward

AmeriCares delivers relief supplies after Typhoon Hagupit battered the Philippines in December 2014.

And although the nonprofit often participates in international relief coordinated in places as far-flung as Vanuatu and Liberia, hurricanes, tornadoes, and other natural disasters hit the United States as well.

AmeriCares workers “responded significantly to Hurricane Sandy,” he said, even as their own homes were damaged by the storm.

“We’re proud that our work touches not only the farthest parts of the globe, but the backyards of every American, where people are still suffering,” Nyenhuis said.

Likewise, the public health crises that exist in impoverished communities know no political boundaries. Wherever resources and access to them are compromised, need exists.

“Our fastest-growing program areas are actually in the United States,” Nyenhuis said. “We’re providing more and more donated 66 MEDICALDEALER | MAY 2015

products and services in the U.S. because the need’s great here.”

Despite the number of people who’ve been able to access health insurance for the first time under the Affordable Care Act, “the number of uninsured [Americans] is still really high and is likely to stay that way,” he said. The lessons learned in those environments have a dual benefit of helping needy individuals within the United States as well as providing a template for aid efforts overseas.

“We run a few model clinics here in Connecticut,” Nyenhuis said. “We have one in El Salvador [and] mobile medical vans in a large slum in India, looking [at] how to best serve people in an urban environment [by developing] best practices … to share with our partners around the world.”

AmeriCares aid recipients range from “referral hospitals in Tan-

zania to little free clinics in West Virginia that are volunteer-led and serve people who fall through all of the safety nets,” Nyenhuis said.

Its partners include hospitals and health clinics in 90 countries and all 50 U.S. states. The group’s deep Rolodex affords opportunities to leverage a variety of partnerships that gets the proper relief aid “to the right place at the right time to meet the right need,” he said.

“We are the number one provider of donated medicines and medical supplies,” Nyenhuis said, with some 200 American companies providing about $500 million worth of inventory, which AmeriCares distributes across its partner network. The agency also turns down “at least an equal amount of potential donation,” he said, “because they might not be the right type of thing that’s needed in the communities.”

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“We’re proud that our work touches not only the farthest parts of the globe, but the backyards of every American, where people are still suffering.”

“We’re very careful to make the biggest impact for long-term benefits,” Nyenhuis said, which is why, in the event of an emergency, AmeriCares doesn’t have to search for recipients to receive humanitarian aid — “because we’re already likely in that country working with local health institutions.”

AmeriCares also leverages those relationships to drive up the value of its cash donations. Nyenhuis said the company can multiply the impact of every dollar it receives by a factor of 20, dedicating those funds to shipment and transportation costs “because we get the WWW.MEDICALDEALER.COM

product donated to us.”

“We are regularly ranked near the top of lists by charity watchdogs for the efficiency with which we’re able to deliver program services,” he said. “If you start multiplying half-a-billion dollars of medical supplies year in and year out, we’re making a long-term difference in the benefits of health for people.”

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MEDICALDEALER 69

SLICE OF LIFE_Off the Clock

By Matthew N. Skoufalos

TELEMETRY TECH, 4 SONS STAY ACTIVE

M

ornings in the Carney household are lively.

Getting four boys up, fed, dressed, and off to school is no small task. And although his days are busy working as a telemetry technician for Integrity Biomedical Services in Broken Arrow, Oklahoma, Matt Carney says that he’s busier after 5 p.m. than at any point of his day.

That’s because the Carney boys have a sports practice and exercise regimen that would shame Jack LaLanne: 250 push-ups, 250 situps, 150 pull-ups, a two-mile run and box jumps every day.

And that’s just what the sixyear-old does.

“He doesn’t complain about it,” Carney said. “He knows it helps him tear into people. He calls it ‘Hulk Smash.’ ” “I’m pretty sure he’s going to be a big name in wrestling one day,” he said. “He’s quite the machine.”

Carney traces the fitness impulse to a childhood in which his mom “would never let me stay in the house and play video games.”

“We didn’t grow up with a whole lot of money and we had to do it on our own,” he said. “She told me, ‘Go outside and make your own game up.’ There was football season, basketball season, baseball season. It keeps kids off the couch.”

Carrying that attitude forward 70 MEDICALDEALER | MAY 2015

“I would just love for them to say, ‘My dad did everything possible to make us who we are today.’ ” — Matt Carney

The Carney family leads a very active lifestyle.

with his children has made the family “mean, lean, and clean,” Carney said; “in shape, and they know what to put in their mouth and not put in their mouth.”

“I tell them the only reason you become good on Saturday is because you [work] Monday, Tuesday, Wednesday, and Thursday,” he said.

“They approach it like that. They have that competitive spirit in them, and we make sure it’s business.”

Carney, who traces his ancestry from the Choctaw and Chickasaw tribes, and his wife, Danette, agreed to incorporate their

Christian and Native American heritages when naming their four boys, which is how they came up with what must be the most colorful quartet of birth certificates in the county.

Koi (whose name means “lion”) Jude is a muay thai fighter, sixtime state baseball champion, and football player — and he’s 13.

His 11-year-old brother Silas Tiak (“sturdy”) is two years younger, an undefeated muay thai fighter with two national championships as well as a Division III national wrestling championship at 61 pounds.

Tohmi (“ray of light”) Warrior Carney is a six-year-old, 49-pound, D-I national champion wrestler, and Gideon Ahnli (“truth”) is just four years old, but has already begun his wrestling career.

For Matt Carney, who played football, basketball, and baseball in high school as well as college football at Southeastern Oklahoma State, the investment in his children’s athletic futures comes as the natural offshoot of his days on the field.

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Matt Carney shows off his two World Champions rings. His sons share his competitive nature.

“I went to college to be a coach, and I moved up here and there wasn’t any money in coaching,” he said. “I learn a lot about all the sports my kids are in. I take them to the best trainers. I do whatever I can to help them advance in what they’re doing.

That’s the only way we know, is just to do our thing.”

Matt Carney said he teaches his sons to believe “you can always do better, no matter what,” and in response, “they get in there and train hard.” Six days a week, four hours a day, in the summer for the eight weeks leading up to the muay thai national championships in Iowa at the end of June. The martial art is a modified form of kickboxing that’s all hands, knees, and elbows, and as Matt Carney WWW.MEDICALDEALER.COM

said, “playtime’s over as soon as a fighter’s training starts.”

Yet as grueling as that preparation seems, with “so much up and down,” wrestling demands “nextlevel discipline,” he said, teaching the boys “to get over things real quickly if you get beat.”

“You do two things in wrestling,” Matt Carney said: “you win, and you learn. You never lose; you get over it.”

Wrestling draws significant discipline from its dietary restrictions as well. The Carney boys “know their vegetables” and “know to stay away from breads and candy,” their father said. They only drink water.

“They eat so clean I can’t even tell you,” he said. “The smaller ones just follow the older brother.

They want to be better than him.”

Athletics and that requisite preparation makes the boys push hard on their homework, focus on their teammates, and have “the confidence to handle [their] business,” Matt Carney said.

“There’s a lot of kids that are soft,” he said. “I don’t raise soft kids. I don’t want soft. The world’s hard out here. It’s not easy.”

Sundays afford some down time from the relentless pace of the week, he said — but there’s of course a wrestling mat upstairs for scuffling and letting off extra steam. They get a cheat meal for the week, if they want one, and then it’s back to work on Monday morning.

Matt Carney said the effort is paying off, and he hopes that, even outside of the confines of tournaments or other competitions, the routine will shape his children into men who remember their parents’ efforts to prepare them for life.

“I would just love for them to say, ‘My dad did everything possible to make us who we are today,’ ” he said. “I did everything I could to keep them off the couch, keep them from playing video games, keep them off the street. If they get in trouble at school, they’ll get in trouble at home.”

“Kids are going to be kids, but they’re going to have me in the back of their minds if something goes down,” he said. “I believe they’re going to be good, strong men when they’re older.”

MEDICALDEALER 71

SLICE OF LIFE_

By Dan Bobinski

FIVE UNIVERSAL INGREDIENTS NEEDED FOR TEAM BUILDING

I

n some ways, building strong, effective teams is like being a gourmet chef. The core recipe for any dish must be followed.

Extra spices added by the chef can create a signature dish, but without the core ingredients, the dish won’t turn out right. The same is true of those in charge of building teams.

No matter how much charisma, sparkle or spices one incorporates, certain core ingredients are necessary for a team to function effectively.

As an employer, I have certain spices I add to my team to keep things engaging, but I know those won’t work with every team. Thankfully, as a consultant and workplace learning strategist, I have the benefit of having worked with hundreds of teams over the past 25 years, in a wide spectrum of industries. As someone not in the political loop of my clients’ organizations, I’m often treated as a confidant to whom workers will share their concerns without fear of retribution.

What I’ve learned over the decades is that team leaders in all industries are forgetting some of the necessary ingredients for team building. When one sees the five ingredients listed below, a common response is often “no kidding – that’s a no-brainer.” Yet with the frequency that people tell me these aspects are missing from their teams, I’m inclined to think that too many team leaders aren’t getting their team building recipe right.

72 MEDICALDEALER | MAY 2015

Dan Bobinski Workplace Consultant

Therefore, if you’re a supervisor, manager or leader and you perceive any of the following ingredients to be obvious, please don’t skip over them.

It’s quite possible you think you’re providing these things, but you’re not.

Or, it may be that you are providing them, but your teams aren’t seeing it. If the latter is true, it’s not your team members’ problem, it’s yours.

It is almost always the team leader’s responsibility to ensure the necessary factors of a team environment are realized by all team members.

Here are five ingredients every team needs: 1. Honesty. It would seem this one is a given, but people keep telling me it’s missing from their teams, so I’m bringing it up. For team members to be committed and engaged, they need honesty from their leaders.

They don’t want half-truths or lead-

ers who fake their way through an answer. If you don’t know the answer to a question, just say so. Allow me to quote a reliable book full of wisdom: “Let your yes be ‘yes,’ and your no be ‘no.’” In the same way, let your “I don’t know” be “I don’t know, but I’ll find out.”

Along these lines, don’t hide things – be up front with facts. And by all means, do not lie! If you lie you will forever lose the ability to have full credibility when you are found out.

(Notice that’s a when, not an if.) Team leaders must set the honesty example. If honesty is always displayed and rewarded (even when the news is bad), then honesty will be the ongoing norm.

2. Trusting the team. This ought to be another automatic ingredient, yet client employees regularly tell me “They put us through training on how to do certain things, but when faced with decisions, they don’t let us do what we’re trained to do. They don’t trust us!”

Think about it. If we invest time and money hiring and training the right people, shouldn’t we trust them to do what we hired and trained them to do? When employees aren’t trusted they are soon doing only the bare minimum, and only when told. So much for teamwork at that point.

By the way, if you don’t trust your team, maybe your hiring process or your training programs need to be revisited.

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tive. When team leaders fail to demonstrate both tangible and moral support for their team, cracks eventually appear in the team’s foundation.

It might not happen right away, but over time, teams without a sense of being supported will have to devote their energies toward providing their own support, and that reduces their overall productivity and effectiveness.

The above list is not exhaustive, but these five ingredients are necessary for building a solid team.

If you manage teams, why not conduct an introspective inventory and look for ways to solidify the above areas? With these five ingredients in place, any extra spices you wish to add will take a solid team and make it even better.

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you want to get.” In the realm of respect, this means if we want our team members to show respect to each other, to those outside the team and to us, then we must set the example and show respect to all.

Remember, it’s client team members telling me that mutual respect is missing from their teams.

Mutual respect involves being polite, talking with people as people (not as servants), listening attentively, and seriously considering what our people tell us. I could go on, but those are the basics. Just because someone is “lower” than us on the organizational chart doesn’t mean we can talk down to them. To adapt what the late advertising guru David Ogilvy once said, if we treat people like dwarfs we become a company of dwarfs. If we treat people like giants we become a company of giants.

4. Recognition. Despite what utopian theorists believe, people want recognition for what they do. The key is not to rely solely on individual recognition nor rely solely on team recognition – a balance is needed! Too much of one and not the other (and sometimes no recognition at all) is a complaint that I hear often. Acknowledge individuals when they do well, and do so publicly. But also acknowledge when your team meets or exceeds a goal or does something well as a team. Your public praise will reinforce the collaboration that took place to make it happen.

5. Support. Without support, teams eventually become less effec-

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

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MEDICALDEALER 79

TRIM 4.5”

Service Contracts/ ACR Programs

CATEGORICAL INDEX ANESTHESIA Paragon Service…………………………………………… 40 Soma Technology, Inc.………………………………… 38 ASSOCIATIONS IAMERS………………………………………………………………8 AUCTION/LIQUIDATION Government Liquidation………………………………7 JD Imaging Corp.…………………………………………… 69 Shattuck, LLC………………………………………………… 19 BATTERIES Eastern Diagnostic Imaging……………………… 64 Holden Battery Services……………………………… 68 BIOMEDICAL Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 21 Integrity Biomedical Services, LLC…………… 76 InterMed Biomed………………………………………… 39 Maull Biomedical Training, LLC………………… 18 Medical Specialties Distributors……………… 69 Quantum Biomedical……………………………… 24,77 CARDIOLOGY J & M Trading…………………………………………………… 62 Southeast Nuclear Electronics………………… 54 C-ARMS Eastern Diagnostic Imaging……………………… 64 CARDIOLOGY ReMed Equipment………………………………………… 47 CETRIFUGES Ozark Biomedical………………………………………… 54 COMPUTED TOMOGRAPHY East Coast Medical Systems……………………… 77 Ed Sloan & Associates………………………………… 60 German Electronics……………………………………… 73 J & M Trading…………………………………………………… 62 KEI Medical Imaging Services…………………… 79 Metropolis International…………………………… 74 MIT/Medical Imaging Technologies…………… 76 Siemens Medical Solutions……………………………2 Technical Prospects……………………………………… 37 Tri-Imaging…………………………………………………………5 DATA MEDIA Radiology Data……………………………………………… 79 DIAGNOSTIC IMAGING Digirad Corp..………………………………………………… 78 Eastern Diagnostic Imaging……………………… 64 80 MEDICALDEALER | MAY 2015

J & M Trading…………………………………………………… 62 Multi Diagnostic Imaging Solutions………… 84 Radiology Data……………………………………………… 79 TROFF Medical……………………………………………… 67 ENDOSCOPY Bulb Direct Holding, LLC……………………………… 18 Capital Medical Resources………………………… 78 Elite Biomedical Solutions………………………… 24 Endoscopy Specialists………………………………… 64 HMB Endoscopy Products…………………………… 75 S.H. Medical Corporation……………………… 19, 79 GENERAL ALCO Sales and Service………………………………… 37 Bulb Direct Holding, LLC……………………………… 18 Eastern Diagnostic Imaging……………………… 64 Global Risk Services……………………………………… 68 Government Liquidation………………………………7 PartsSource………………………………………………………3 Puma Export, Inc..………………………………………… 62 Shattuck, LLC………………………………………………… 19 INTEGRATION Perkins Healthcare Technologies………… 56-59 IMAGING ICE/Imaging Community Exchange…………… 10 IMAGING/PARTS AHRA………………………………………………………………… 55 Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 24 Eastern Diagnostic Imaging……………………… 64 InterMed Ultrasound…………………………………… 61 InterMed NucMed………………………………………… 75 J & M Trading…………………………………………………… 62 PartsSource………………………………………………………3 Technical Prospects……………………………………… 37 Tri-Imaging…………………………………………………………5 TROFF Medical……………………………………………… 67 INFUSION THERAPY Medical Specialties Distributors……………… 69 LABORATORY MIT/Medical Imaging Technologies…………… 76 Ozark Biomedical………………………………………… 54 LASER IMAGERS Multi Diagnostic Imaging Solutions………… 84 MAMMOGRAPHY Digitec Medical Service Corp.……………………… 38 Siemens Medical Solutions……………………………2

MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 60 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 29 Ampronix……………………………………………………………6 Gopher Medical, Inc.…………………………………… 64 Perkins Healthcare Technologies………… 56-59 Technical Prospects……………………………………… 37 TROFF Medical……………………………………………… 67 Soma Technology, Inc.………………………………… 38 MRI Carolina Medical Parts………………………………… 39 Cool Pair Plus………………………………………………… 47 East Coast Medical Systems……………………… 77 Ed Sloan & Associates………………………………… 60 Field MRI Services………………………………………… 79 KEI Medical Imaging Services…………………… 79 MIT/Medical Imaging Technologies…………… 76 Siemens Medical Solutions……………………………2 NUCLEAR MEDICINE Digirad Corp..………………………………………………… 78 E.L. Parts, LLC.……………………………………………… 19 Global Medical Imaging……………………………… 21 InterMed NucMed………………………………………… 75 International X-Ray Brokers……………………… 68 J & M Trading…………………………………………………… 62 Southeast Nuclear Electronics………………… 54 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 60 Gopher Medical, Inc.…………………………………… 64 Integrity Biomedical Services, LLC…………… 76 Pacific Medical…………………………………………………4 Quantum Biomedical……………………………… 24,77 ReMed Equipment………………………………………… 47 PHANTOMS ATS Laboratories…………………………………………… 75 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 21 ONLINE RESOURCES ICE/Imaging Community Exchange…………… 10 MedWrench…………………………………………………… 78 RADIOLOGY Asset Management Associates, LLC………… 61 Eastern Diagnostic Imaging……………………… 64 German Electronics……………………………………… 73 Holden Battery Services……………………………… 68 International X-Ray Brokers……………………… 68 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index InterMed Ultrasound…………………………………… 61 InterMed NucMed………………………………………… 75 J & M Trading…………………………………………………… 62 JD Imaging Corp.…………………………………………… 69 Maull Biomedical Training, LLC………………… 18 Metropolis International…………………………… 74 Multi Diagnostic Imaging Solutions………… 84 Radon Medical……………………………………………… 54 Technical Prospects……………………………………… 37 TROFF Medical……………………………………………… 67 Varian Medical Systems………………………… 9, 30 RADIOLOGY PARTS InterMed Ultrasound…………………………………… 61 InterMed NucMed………………………………………… 75 J & M Trading…………………………………………………… 62 TROFF Medical……………………………………………… 67 RECRUITING Adel-Larence Associates, Inc.……………………… 79 REPAIR/REFURBISH 2D Imaging, Inc.…………………………………………… 78 Advanced Ultrasound Elec./AUE………………… 29 ALCO Sales and Service………………………………… 37 Ampronix……………………………………………………………6 Bio-Medical Equipment Service Co.…………… 60 Carolina Medical Parts………………………………… 39 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 75 Digirad Corp..………………………………………………… 78 Digitec Medical Service Corp.……………………… 38 Eastern Diagnostic Imaging……………………… 64 Ed Sloan & Associates………………………………… 60 Elite Biomedical Solutions………………………… 24 Endoscopy Specialists………………………………… 64 Field MRI Services………………………………………… 79 German Electronics……………………………………… 73 Global Medical Imaging……………………………… 21 Integrity Biomedical Services, LLC…………… 76 KEI Medical Imaging Services…………………… 79 MIT/Medical Imaging Technologies…………… 76 MTC/Medical Technologies Co.…………………… 62 Multi Diagnostic Imaging Solutions………… 84 Pacific Medical…………………………………………………4 Quantum Biomedical……………………………… 24,77 Radon Medical……………………………………………… 54 ReMed Equipment………………………………………… 47 Siemens Medical Solutions……………………………2 Southeast Nuclear Electronics………………… 54 TROFF Medical……………………………………………… 67 REPLACEMENT PARTS 2D Imaging, Inc.…………………………………………… 78 Advanced Ultrasound Elec./AUE………………… 29 ALCO Sales and Service………………………………… 37 WWW.MEDICALDEALER.COM

AllParts Medical…………………………………………… 53 Carolina Medical Parts………………………………… 39 Classic Diagnostic Imaging………………………… 25 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 75 Diagnostic Solutions…………………………………… 24 Digirad Corp..………………………………………………… 78 Digitec Medical Service Corp.……………………… 38 E.L. Parts, LLC.……………………………………………… 19 Ed Sloan & Associates………………………………… 60 Elite Biomedical Solutions………………………… 24 Global Medical Imaging……………………………… 21 Government Liquidation………………………………7 J & M Trading…………………………………………………… 62 KEI Medical Imaging Services…………………… 79 MTC/Medical Technologies Co.…………………… 62 Multi Diagnostic Imaging Solutions………… 84 Ozark Biomedical………………………………………… 54 PartsSource………………………………………………………3 Radon Medical……………………………………………… 54 Soma Technology, Inc.………………………………… 38 Southeast Nuclear Electronics………………… 54 Technical Prospects……………………………………… 37 TROFF Medical……………………………………………… 67 Varian Medical Systems………………………… 9, 30

TRADE SHOWS AHRA………………………………………………………………… 55

RESPIRATORY Medical Specialties Distributors……………… 69

VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 29 Conquest Imaging………………………………………… 13

SERVICE CONTRACTS Global Risk Services……………………………………… 68 SOFTWARE Radiology Data……………………………………………… 79 STERILIZERS Continental Equipment Company…………… 75 Government Liquidation………………………………7 InterMed Biomed………………………………………… 39 SURGICAL Capital Medical Resources………………………… 78 Eastern Diagnostic Imaging……………………… 64 Endoscopy Specialists………………………………… 64 Kent Elastomer Products, Inc.…………………… 25 S.H. Medical Corporation……………………… 19, 79 SURPLUS MEDICAL Government Liquidation………………………………7 TECHNOLOGY Perkins Healthcare Technologies………… 56-59

TUBES/BULBS AllParts Medical…………………………………………… 53 Bulb Direct Holding, LLC……………………………… 18 German Electronics……………………………………… 73 J & M Trading…………………………………………………… 62 Kent Elastomer Products, Inc.…………………… 25 Technical Prospects……………………………………… 37 ULTRASOUND 2D Imaging, Inc.…………………………………………… 78 Advanced Ultrasound Elec./AUE………………… 29 ATS Laboratories…………………………………………… 75 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 24 Endoscopy Specialists………………………………… 64 InterMed Ultrasound…………………………………… 61 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 29 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 21 InterMed Ultrasound…………………………………… 61

VENTILATORS Government Liquidation………………………………7 VIDEO Endoscopy Specialists………………………………… 64 Multi Diagnostic Imaging Solutions………… 84 X-RAY Asset Management Associates, LLC………… 61 Classic Diagnostic Imaging………………………… 25 Diagnostic Solutions…………………………………… 24 Eastern Diagnostic Imaging……………………… 64 German Electronics……………………………………… 73 Government Liquidation………………………………7 Holden Battery Services……………………………… 68 MIT/Medical Imaging Technologies…………… 76 Tri-Imaging…………………………………………………………5 X-RAY PARTS Greenwich Instrument Co. Inc.…………………… 79 J & M Trading…………………………………………………… 62 Technical Prospects……………………………………… 37 TROFF Medical……………………………………………… 67

TEST EQUIPMENT Greenwich Instrument Co. Inc.…………………… 79

MEDICALDEALER 81

ALPHABETICAL INDEX 2D Imaging, Inc. ………………………………………… 78 Adel-Larence Associates, Inc. …………………… 79 Advanced Ultrasound Elec./AUE ……………… 29 AHRA……………………………………………………………… 55 ALCO Sales and Service ……………………………… 37 AllParts Medical ………………………………………… 53 Ampronix …………………………………………………………6 Asset Management Associates, LLC ……… 61 ATS Laboratories ………………………………………… 75 Bio-Medical Equipment Service Co.………… 60 Bulb Direct Holding, LLC …………………………… 18 Capital Medical Resources ……………………… 78 Carolina Medical Parts ……………………………… 39 Classic Diagnostic Imaging ……………………… 25 Conquest Imaging ……………………………………… 13 Continental Equipment Company ………… 75 Cool Pair Plus ……………………………………………… 47 Diagnostic Solutions ………………………………… 24 Digirad Corp.. ……………………………………………… 78 Digitec Medical Service Corp.…………………… 38 E.L. Parts, LLC. …………………………………………… 19 East Coast Medical Systems …………………… 77 Eastern Diagnostic Imaging …………………… 64 Ed Sloan & Associates ……………………………… 60 Elite Biomedical Solutions ……………………… 24

Endoscopy Specialists ……………………………… 64 Field MRI Services ……………………………………… 79 German Electronics …………………………………… 73 Global Medical Imaging …………………………… 21 Global Risk Services …………………………………… 68 Gopher Medical, Inc. ………………………………… 64 Government Liquidation ……………………………7 Greenwich Instrument Co. Inc.………………… 79 HMB Endoscopy Products ………………………… 75 Holden Battery Services …………………………… 68 IAMERS ……………………………………………………………8 ICE/Imaging Community Exchange ………… 10 Integrity Biomedical Services, LLC ………… 76 InterMed Ultrasound ………………………………… 61 InterMed NucMed ……………………………………… 75 InterMed Biomed ……………………………………… 39 International X-Ray Brokers …………………… 68 J & M Trading………………………………………………… 62 JD Imaging Corp. ………………………………………… 69 KEI Medical Imaging Services ………………… 79 Kent Elastomer Products, Inc. ………………… 25 Maull Biomedical Training, LLC ……………… 18 Medical Specialties Distributors …………… 69 MedWrench ………………………………………………… 78 Metropolis International ………………………… 74

MIT/Medical Imaging Technologies ………… 76 Mobilescan Imaging …………………………………… 61 MTC/Medical Technologies Co. ………………… 62 Multi Diagnostic Imaging Solutions ……… 84 Ozark Biomedical ……………………………………… 54 Pacific Medical ………………………………………………4 Paragon Service ………………………………………… 40 PartsSource ……………………………………………………3 Perkins Healthcare Technologies ……… 56-59 Puma Export, Inc.. ……………………………………… 62 Quantum Biomedical …………………………… 24,77 Radiology Data …………………………………………… 79 Radon Medical …………………………………………… 54 ReMed Equipment ……………………………………… 47 S.H. Medical Corporation …………………… 19, 79 Shattuck, LLC ……………………………………………… 19 Siemens Medical Solutions …………………………2 Soma Technology, Inc. ……………………………… 38 Southeast Nuclear Electronics………………… 54 Technical Prospects …………………………………… 37 Tri-Imaging ………………………………………………………5 TROFF Medical …………………………………………… 67 Varian Medical Systems ……………………… 9, 30

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