Medical Dealer - June 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

JUNE 2015 | WWW.MEDICALDEALER.COM

IMAGINGEXPO IMAGINGEXPO The Show for Imaging Service Professionals The Show for Imaging Service Professionals

FIND YOUR PREFERRED VENDOR:

p. 29

IMAGING TRAILERS

p. 37

STERILIZERS

PARTS • TRAINING • EQUIPMENT • SUPPORT

LET US EMPOWER YOUR TEAM! Tri-Imaging Solutions is a replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts, buy-sell-move equipment, and provide technical support. All replacement parts come with a 90-day warranty. Available 24/7/365.

855-401-4888 www.triimaging.com sales@triimaging.com

FINALLY FINALLYREFURBISHED REFURBISHED ANESTHESIA ANESTHESIAEQUIPMENT EQUIPMENT ATAT PRICES PRICESTHAT THATWON’T WON’T LEAVE LEAVEYOU YOUFEELING FEELING KNOCKED KNOCKEDOUT. OUT. Save % 40-60

We offer depot repair on several patient monitors at a fraction of the cost of OEM. If you are a do it yourself tech, we have a large quantity of parts In stock.

Doctors Depot

800.979.4993 | doctorsdepot.com aaron@doctorsdepot.com

Dräger Fabius Tiro

Datex-Ohmeda Aestiva 5

• Compact, space-saving design

• Includes 7900 Smartvent (Optional PSV Pro Software)

• High performance ventilation w/all major modes • CLIC Absorber systems • Intelligent safety features for enhanced patient protection • Standardized Dräger user interface for easy and intuitive operation

Mindray A5 • 15” Touchscreen • VCV, PCV-VG, PS, SIMV-VC, and SIMV-PC Ventilation Modes • Heated Absorber • Data output compliant with most EMR systems

• Option: S5 Anesthesia Monitor (as shown in picture)

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satisfaction or your money back All refurbishing done inhouse by Factory trained and certified technicians.

GE Datex-Ohmeda S5 ADU Carestation • • Several configurations available.

• Includes 12” Screens • Complete S5 Monitoring System • Ohmeda ADU certified technician in-house

GE Avance • Complete patient monitoring capabilities: respiratory gas, hemodynamic and adequacy of anesthesia.

• Our state of the art electronic gas mixer with pneumatic back-up control.

• Advanced Breathing System(ABS) • All modes of ventilation available.

Dräger Fabius GS and Fabius GS Premium

GE Aespire 7100/7900

• Fully upgradeable to add new technologies as your needs change.

• Includes Ventilator modes: Pressure Support, SIMV, Volume and Pressure Control.

• 7100 Ventilator features volume and pressure control modes with Electronic PEEP.

• Can be integrated with your hospital information system.

• Heated Absorber

• Pressure waveform for visual reference on a breath-by-breath basis

• Low circuit volume contributes to a fast response well suited for low flow cases - 2.7 L in vent mode, 1.2L in manual mode.

• CLIC system for Soda Sorb

• Smart Alarms direct user to specific problems and affected parameters

GE Aisys • VC, PC, PS w/Apnea Backup, SIMV Volume and Pressure, Electronic PEEP, PCV-VG, PCV-PG.

• Color display

• 7900 Smartvent includes PSV Pro SW

• Advances Breathing System(ABS)

YOU CAN JOIN IAMERS TODAY! IAMERS - INTERNATIONAL ASSOCIATION OF MEDICAL EQUIPMENT REMARKETERS & SERVICERS

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The World’s Largest Clinical Parts Marketplace The PartsSource Marketplace represents a whole new paradigm for medical replacement parts procurement. Healthcare’s first multi-OEM, multi-modality, multi-condition digital catalog affords 24/7 online access to instant pricing on 2.5 million medical replacement parts from our vetted network of 1,000 OEMs and 6,000 suppliers. What’s more, it’s now accessible anytime, anywhere via the PartsSource mobile app. www.partssource.com/med-dealer

MODALITIES BIOMEDICAL • • • • • • • • • •

Batteries Beds & Tables Bulbs & Lamps Cables: Patient & Power Computer Components General Lab Equipment Infusion Pumps Patient Monitors Respiratory & Anesthesia Sterilizers

DIAGNOSTIC IMAGING • • • • • • • • • • • • •

Batteries Cables C-Arms Cath/Angio Lab CT & PET Mammography Monitors MRI Nuclear Medicine Portables X-Ray Processor Imagers Ultrasound Probes Ultrasound

GLASSWARE • • • • •

Camera Cath/Angio CT Radiographic (Rad) Radiographic & Fluoroscopy (R/F) • Image Intensifiers • Industrial

PARTSSOURCE, INC. • For more information, call us at 877.497.6412 or email us at info@partssource.com © 2015 PartsSource, Inc. All rights reserved.

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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.

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“We wanted to make a change in our community. Sometimes you want to help people [affected by] the war in Syria or in Africa,

“The Imaging Expo offers education that

but we also wanted to do

is specific to imaging professionals and

something in our community.

is approved for 24 continuing education

People in Orange County, we’re

credits by the American Society of

aware, but we don’t speak for

Radiologic Technologist(ASRT).”

46

them as much as for [people in]

58

the countries that are at war.”

CONTENTS_Features 46 IMAGING EXPO PREVIEW

The second Imaging Expo presented by MD Publishing builds on last year’s event with educational offerings approved for 24 CE credits by the ASRT, an expo hall filled with top vendors and several networking events all designed to empower imaging professionals in the biomedical space. We provide an in-depth guide to the event to help readers get the most out of their experience in Indianapolis.

58 PAY IT FORWARD

USOC Medical gives back to the community through the United Way’s WALK UNITED event. The public gathering is designed not only to raise funds to combat social issues like poverty and homelessness, but to increase awareness of the prevalence of those issues in Orange County, California where the company is based.

Medical Dealer (Vol. 19, Issue #6) June 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 18 Company Showcase: PartsSource 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

21 OEM Updates 27 Block Imaging

MARKET ANALYSIS Radiology: Imaging Trailers 29 Market Analysis 30 Product Showroom 33 Preferred Listings Med/Surg: Sterilizers 37 Market Analysis 38 Product Showroom 43 Preferred Listings

Account Executives Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

SLICE OF LIFE 54 The Other Side 58 Pay It Forward 64 Off the Clock 68 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

12 MEDICALDEALER | JUNE 2015

Follow us on Twitter! twitter.com/Medical_Dealer

MEDICAL EQUIPMENT, PARTS & SERVICE

HAVE YOU HEARD? CONQUEST IMAGING IS NOW ISO 9001:2008 CERTIFIED!

Conquest Imaging, the ultrasound industry leader in quality, has been awarded ISO 9001:2008 certification! Now more than ever, when it comes to the highest quality, lowest cost of ownership total ultrasound support, Conquest Imaging delivers.

Because Quality Matters.

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INDUSTRY UPDATE_News and Notes

TRISONICS RECOGNIZED AS GOVERNOR’S IMPACT AWARD NOMINEE Trisonics is being recognized as an innovator within the industry and increasing their workforce throughout the commonwealth as part of the third annual Governor’s ImPAct Awards.

Awards will be presented at a ceremony at the Hershey Lodge in Hershey, Pennsylvania, on May 21, 2015.

“We are honored to be recognized as one of the finalist for the Small Business ImPAct Award,” said Trisonics’ president Stuart Latimer. “Trisonics is proud to have contributed to the economic growth in our community for the past 11 years, and are committed to continuing that growth into the future.”

Trisonics was nominated for the ImPAct Awards because of their consistent revenue/profit growth, commitment to expanding its workforce, and participation in several community outreach activities. This past year was an especially successful time for Trisonics as it increased company growth by 26 percent and added 10 new full-time members to its team. Additionally, it entered into an exclusive, authorized distributorship with GE Healthcare to offer some of GE’s most widely accepted ultrasound systems to customers in the OB/GYN and urology markets of Ohio, Pennsylvania and New Jersey. Trisonics also recently purchased a 24,000-square-foot office building in Harrisburg, Pennsylvania, which it hopes to open for operation this coming fall.

The Governor’s ImPAct Awards recognize companies from throughout the state in five categories: Community Impact, Entrepreneurial Impact, Export Impact, Jobs That Pay, and Small Business Impact. Trisonics was nominated for the Small Business ImPAct Award.

The Small Business ImPAct Award is given to a small business that has been an innovator within its industry, demonstrated revenue/profit growth, increased its workforce, and is committed to the growth and development of its employees and community.

The company must have 100 or fewer employees.

Trisonics was nominated for the award by the Partnerships for Regional Economic Performance (PREP) network. Each of the 10 PREP regions submitted up to five nominations per category.

PREP is a statewide network of partners that works to regionalize and coordinate local economic development services to businesses and entrepreneurs.

Representatives from the Team Pennsylvania Foundation and Journal Multimedia evaluated the nominations and will select the award recipients. • For more information and the full list of nominees, visit newpa.com/gia.

14 MEDICALDEALER | JUNE 2015

Staff Reports

UNFORS RAYSAFE UNVEILS A NEW SURVEY SENSOR FOR THE RAYSAFE X2 Unfors RaySafe, a Fluke Biomedical company, has released a new radiation Survey sensor aimed at expanding the RaySafe X2 X-ray measurement system.

The RaySafe X2 Survey sensor is the easiest and fastest solution for precise survey measurements in the X-ray energy range. It is the latest addition to the continually expanding RaySafe X2 X-ray measurement system, and adds the ability to perform leakage and scatter measurements in diagnostic X-ray applications.

“Our customers will be pleased to find the simple design they know from the other RaySafe X2 sensors, coupled with unprecedented accuracy and sensitivity,” explained Magnus Kristofferson, CEO of Unfors RaySafe. “We’re proud to expand the quality assurance sensor portfolio.”

Unlike a pressurized ion-chamber, the RaySafe X2 Survey sensor is silicon-based, making it possible to ship without any special considerations or arrangements. The Survey sensor also has two trigger modes: manual and automatic.

These modes allow the sensor to capture low dose-rate measurements in an X-ray machine’s primary beam. Another unique feature is its ability to switch energy response between Air Kerma (Gy or R) and Ambient Dose Equivalent (Sv).

The RaySafe X2 sensors are specifically designed to minimize the need for user interaction. Other sensors in the RaySafe X2 Measurement System include: R/F, MAM, CT and Light.

Visit www.flukebiomedical.com/X2Surveysensor to find more information, request a demo or quote, and learn more about the RaySafe X2 X-ray Measurement System.• MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

FLUKE BIOMEDICAL LAUNCHES ONLINE TRAINING CENTER Fluke Biomedical has launched Advantage Training, an online center aimed at providing accessible training to the biomedical engineering community.

The Advantage Training Center features curriculum that covers the full spectrum of medical device preventive maintenance and quality assurance for biomedical and diagnostic imaging equipment. Training is available for all skills levels, and course topics range from introduction to basic terminology to advanced technical applications.

The curriculum was developed by subject matter experts, including faculty from the Biomedical Engineering School at the University of Vermont.

“Having access to little or no product training is a real issue our customers face around the world,” Jerry Zion, Global Training Manager for Fluke Biomedical explains. “Inadequate training poses a serious risk to patient safety. Developing a common understanding of medical device risk management is crucial to improving the quality of global health.”

The courses follow an e-learning format and allow users to control their own learning experience. Certificates of completion are issued upon passing a quiz at the end of a course to support continuing education efforts.

“We’re enabling the broader biomedical engineering community to achieve a higher level of continuing education that they can apply and use every day,” Zion added.

Fluke Biomedical has plans to expand Advantage Training in the future to answer growing training demands. Anyone can create a free Advantage Training account at www.flukebiomedical.com/AdvantageTraining. •

GE, AAMI FOUNDATIONS PARTNER ON BMET TRAINING IN DEVELOPING COUNTRIES countries in the developing world. nizations, and trainers — who can Recognizing the need for skilled For example, citing data from the provide insight into the successes personnel to service and maintain World Health Organization, the GE medical equipment in the developand challenges of existing practices.

Foundation said that 70 percent of ing world, the AAMI Foundation is The ultimate goal is the creation of a laboratory and medical equipment is teaming up with the GE Foundation professional network for BMETs to partially or completely out of service to develop a training model for such connect throughout the developing in sub-Saharan Africa. professionals. world and beyond.

The GE Foundation has been Specifically, the two organizations To that end, the two groups have working with Engineering World scheduled a stakeholder meeting have agreed to come up with recomHealth (EWH) through its DevelJune 11–12 in Toronto, Canada, to be mendations within six months for oping Health Globally campaign held in conjunction with the 2015 “a more efficient and scalable trainon a program to identify trainers in IUPESM World Congress on Medical ing model” for biomedical equipment resource-poor areas.

The initiative Physics and Biomedical Engineering. technicians (BMETs) in underserved has allowed for the training of 200 IUPESM refers to the International counties, one that would be time-efBMETs in four countries.

EWH is Union for Physical and Engineering fective and cost-effective. one of several stakeholders expected Sciences in Medicine.

AAMI plans to Working with other stakeholders, release a meeting summary in August to offer its expertise with the the AAMI Foundation will examAAMI-GE training initiative. • and produce a final report in the fall. ine BMET training currently in use In a statement, the GE Foundation in developing countries and identify the key players — students, ministries said that much laboratory and medof health, nongovernmental orgaical equipment doesn’t even work in WWW.MEDICALDEALER.COM

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

FROST & SULLIVAN SELECTS MEDICAL IMAGING COMPANY OF THE YEAR Based on its ongoing analysis units — all the way from R&D Another example of of the medical imaging market, to customer support,” said Toshiba’s market growth is Frost & Sullivan recognizes Frost & Sullivan Industry its recent entry into the U.S. Toshiba America Medical Principal Nadim Daher. “The molecular imaging market Systems Inc. with the 2015 company has acknowledged through the introduction North American Frost & value as a Mega Trend and of the new Food and Drug Sullivan Award for Medical has prioritized aligning its Administration-cleared Imaging Company of the Year. business model with the Celesteion PET-CT system.

The company has changed evolution of customers’ This homegrown solution the way it approaches the purchasing processes.” considerably enhances imaging market by offering The company’s consultative Toshiba’s value proposition scalable, upgradable go-to-market strategy allows for the oncology imaging technologies and a patientit to offer customized singlespecialty, one of the most solid focused view of partnerships. modality or multi-modality growth areas for imaging, and This value-based approach solutions, typically mixing of complements it popularity positions the company for premium and value imaging in other specialties, such as continued success in the systems along with valuecardiovascular and radiology medical imaging market by add services, such as tailored imaging. allowing it to re-orient many education and training. It Overall, for its higher of its imaging customers away enhances the overall purchase value proposition, customer from a cyclical sales model and experience for customers with benefits, market leadership, toward deeper, more renewable greater flexibility in pricing, and implementation of best strategic partnerships. deployment and service practices, Toshiba America Toshiba’s partnership models. This helps it compete Medical Systems is a deserving approach is proving highly as a best-of-breed vendor and a recipient of Frost & Sullivan’s beneficial for its customers, single vendor in the modalities 2015 North American Company while also providing the of computed tomography (CT), of the Year Award. company with a solid outlet magnetic resonance (MR), Each year, Frost & Sullivan for the premium products and interventional and diagnostic presents this award to the technologies across its medical X-ray, ultrasound, and positron company that has demonstrated imaging portfolio. emission tomography (PET). excellence in terms of growth “Toshiba’s move toward As customers for its crossstrategy and implementation. establishing value as the modality offerings continue to The award recognizes a high foundation of the organization increase, Toshiba is focusing degree of innovation with is a massive undertaking, internally on developing products and technologies, involving the restructuring, new synergies across its and the resulting leadership in training and education of product lines by investing in terms of customer value and internal teams across business transversal technologies. market penetration. • 16 MEDICALDEALER | JUNE 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

INDUSTRY UPDATE_Company Showcase

Special Advertising Section

PARTSSOURCE

Proven and Patented Supplier Performance

D

on’t let the name fool you. While medical replacement parts are at the core of its business, Cleveland, Ohio-based PartsSource has re-invented clinical parts procurement with intelligent, innovative technology and workflow solutions.

PartsSource services clinical engineering, facilities management, purchasing and supply chain within acute and post-acute facilities in addition to Independent Service Organizations (ISOs), MedTech Original Equipment Manufacturers (OEMs) and after-market suppliers.

PartsSource is also a market leader in health care product and service eCommerce software through its in-house built and operated online marketplace for medical device maintenance and repair parts – The PartsSource Catalog.

Experience and Growth Founded in 2001, PartsSource is the leading provider of replacement parts solutions for health care. The company has over 200 employees and is responsible for several groundbreaking industry firsts. These innovations include a patented suite of technology solutions featuring an algorithm-driven procurement engine and supplier-ranking model, a medical parts marketplace offering onestop shopping for over 2.5 million replacement parts and a mobile 18 MEDICALDEALER | JUNE 2015

A New Way To Leverage PartsSource – Fully Managed Service Model Customers use PartsSource in a variety of fashions. Some provide mix and match traditional purchase from multiple modalities and services. For providers who would like to realize even greater cost savings, seamless systems interface, the power of PartsSource’s wealth of industry data and more, the company now offers a fully managed service model. This comprehensive, managed procurement program incorporates technology and expertise to create a seamless work environment for clinical engineering and facilities management while delivering the best price, advanced data analytics and a customizable catalog.

application providing portable access to the marketplace.

PartsSource is empowering its customers to drive costs out of the health care delivery system while improving outcomes. In addition to automating the highly complex workflow associated with procurement, the company delivers the industry’s only online, fully integrated parts procurement marketplace. PartsSource facilitates more than 300,000 transactions annually by connecting thousands of suppliers and OEMs to over 3,300 acute care facilities and another 2,400-plus non-acute facilities worldwide.

Technology The company is a leader in technology serving thousands of customers efficiently in a continually shifting marketplace that is constantly impacted by new innovations which alter the process of acquiring products.

PartsSource’s online marketplace has more than 2.7 million products for users to search, buy and track all purchase activity with an integrated mobile solution compatible with iOS and Android. Customers can use the company’s patented, algorithm-driven procurement engine to optimize product quality and cost savings, ranking each supplier per transaction.

Also, the company offers best-practice enabled software workflows to drive a reliable and reproducible process and assist with efficient hospital operations.

MEDICAL EQUIPMENT, PARTS & SERVICE

PartsSource_Company Showcase

Supplier Performance PartsSource strives to meet the customer’s expectations each and every time. The company’s proven model for top-quality supplier performance is backed by case studies, including those performed at Cleveland Clinic, Thomas Jefferson University Hospitals and Trinity Health.

“Innovation is an earmark of excellence and a core value for the Cleveland Clinic. Through its longtime relationship with PartsSource – a company known for its continual investment in technology, innovation and progressive solutions – the Cleveland Clinic implemented a parts procurement model that advanced productivity and improved equipment reliability and service,” said Paul Miklovich, CCE, Administrative Director of Clinical Engineering at the Cleveland Clinic.

PartsSource’s development of unique and patented processes and tools allow for customized solutions for each customer when it comes to providing exceptional supplier performance. One of the most popular and useful tools is the PartsSource Supplier Ranking Model (SRM).

The SRM is used to measure the quality of each of PartsSource’s suppliers’ performance and parts. In turn, these factors drive the manner in which the company procures each and every part from suppliers on behalf of customers.

Leadership Additions PartsSource’s leadership includes leaders from throughout the industry with unique and highly desired skill sets that empower them to maintain the company’s drive for successful outcomes at every level. The pacesetter is President and CEO Philip Settimi, M.D. His experience and drive speak for itself.

Settimi served as Chief Marketing Officer of Hill-Rom – where he was responsible for customer engagement, global product management, corporate strategy, and WWW.MEDICALDEALER.COM

Greg Hemphill, Director of Electronic Catalog, has a training session with the eCatalog team members on new ePartsFinder functions.

business development – before joining PartsSource. Settimi was brought on to the PartsSource team because his educational and technical background combined with his professional experience best positions him to lead the company to its next level of growth.

Vice President of Supply Chain and Quality Mark Critchfield is another addition to the PartsSource leadership team. Critchfield comes to PartsSource with an extensive background in supply chain management working for companies such as Hughes Aircraft, Wal-Mart and Boehringer Ingleheim. His team is responsible for supplier relations and managing supply quality through the Supplier Ranking Model (SRM).

Pattie Kilroy, Vice President of Commercial Operations, joined PartsSource after her employment with Park Place Technologies where she held the title of Vice President of Channel Development.

Kilroy said that she sees a shift taking place in the health care market that mirrors a transition she observed while working in the

IT industry. She said PartsSource is prepared to serve its customers as the industry undergoes the transition.

“PartsSource has built a highend technology application portal that allows the smallest customer to take advantage of a consolidated catalog and easy to procure process where a small hospital doesn’t have to source from multiple suppliers,” Kilroy said. “For the larger systems, they get all the benefits of the small customer, but in addition to that we have the IT technology developed and the resources available to integrate directly to their CMS and their ERP system.

So, where an OEM is not likely to make that investment, PartsSource is that value-added reseller in the middle that brings the ability to bring all of their suppliers into one technology portal and one technology integration for electronic data interchange.”

FOR MORE INFORMATION, about PartsSource, call 877-497-6412 or email info@partssource.com.

MEDICALDEALER 19

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.

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MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 2.25”

20 YEARS

INDUSTRY UPDATE_OEM Updates

Staff Reports

SPECIALIZING in Siemens X-Ray & CT Parts

PENTAX MEDICAL NAMES NEW CHIEF MEDICAL OFFICER AND APPOINTS CHIEF OPERATING OFFICER

Mark Koppel, MD

TRIM 9.75”

German Electronics SIEMENS X-RAY & CT PARTS

www.GermanElectronics.com

888.428.9729

WWW.MEDICALDEALER.COM

Gene Merante

PENTAX Medical has announced that Mark Koppel, MD, will join the organization as Chief Medical Officer of the Americas. In this position, Koppel will be responsible for strengthening PENTAX Medical’s interface between products, patients and the medical community.

“Mark’s background as both a medical doctor and an attorney strengthens our PENTAX Americas leadership and organizational capabilities as we deliver our current business initiatives and make sure we are in the best position possible to serve our customers,” said Chris Burton, PENTAX President of the Americas.

Koppel is a health care executive with over a decade of both clinical and commercial experience. Most recently, he was the Chief Medical Officer at Health Sciences Outcomes.

Previously, he held positions including Resident Physician at Rush University Medical Center and Resurrection Medical Center, and also brings to the table extensive sales and marketing experience from his time at General Electric. He earned his MD degree at the University of Tennessee, College of Medicine, and holds a JD degree from the University of Arkansas School of Law. PENTAX Medical is also pleased to announce that Gene Merante has been appointed Chief Operating Officer (COO) of the Americas, a position he will take on in addition to his current role as Chief Financial Officer (CFO/EVP) of the Americas. In his new role, Merante will be instrumental in leading and ensuring the Americas region operates in the most efficient manner possible.

“We look forward to harnessing Gene’s industry experience and ability to guide our organization well beyond the area of finance,” Burton said.

Merante joined PENTAX Medical in 2006 as Vice President of Finance and since that time has taken on increasing levels of responsibility. He was promoted to Vice President and Treasurer for PENTAX of America Inc. and PENTAX Canada Inc. in 2008, and was named CFO and Executive Vice President for the Americas in 2010. • MEDICALDEALER 21

INDUSTRY UPDATE_OEM Updates

FDA APPROVES BREAST TOMOSYNTHESIS OPTION FOR SIEMENS MAMMOGRAPHY PLATFORM The Food and Drug Administration has approved the MAMMOMAT Inspiration with Tomosynthesis Option – the breast tomosynthesis add-on option for Siemens Healthcare’s MAMMOMAT Inspiration digital mammography platform. Siemens’ breast tomosynthesis algorithm reconstructs multiple 2D images of the breast into an approximation of a 3D image to enable detection of tumors that are hidden by overlapping breast tissue, enabling more accurate diagnosis than standard 2D digital mammography and reducing the number of false-positive findings. In a recent study involving 22 readers with a broad range of reading experience, Siemens demonstrated that all readers improved their accuracy in detecting and diagnosing cancers when reading digital breast tomosynthesis as an adjunct to full-field digital mammography.

In tomosynthesis mode, the X-ray tube of the MAMMOMAT Inspiration digital mammography system rotates in a circular motion around the breast to acquire an image every two degrees while moving through an angular range of 50 degrees. The resulting 25 projections are reconstructed as three-dimensional (3D) digital breast tomosynthesis (DBT) images.

Conventional analog mammography and full-field digital mammography display only the 3D structure of the breast on a 2D level, hampering physicians’ efforts to identify certain types of tumors since anatomical structures in the breast can overlap and obscure lesions. Tomosynthesis acquires several breast projections from different angles and uses raw data to generate a 3D volume set. Using this data set, clinicians can better analyze the type and size of breast lesions as well as microcalcifications compared to other forms of mammography. Breast tomosynthesis increases mammography’s sensitivity and specificity, in addition to improving efforts to differentiate and classify breast tumors.

“Our clinical data has demonstrated that the addition of Siemens’ digital breast tomosynthesis to a patient’s traditional 2D digital mammogram increases detection of breast tumors. We know that in clinical practice, this increased diagnostic accuracy also means fewer diagnostic biopsy procedures and fewer anxiety-inducing recalls, which typically contributes to both improved patient outcomes and reduced cost,” says Gregory Sorensen, MD, president and CEO of Siemens Healthcare North America. “With the FDA approval of the MAMMOMAT Inspiration with Tomosynthesis Option, Siemens Healthcare reaffirms its longstanding commitment to cutting-edge innovation in women’s health.”

The MAMMOMAT Inspiration with Tomosynthesis Option has been commercially available and used clinically for diagnosis since 2009 in Europe, Asia, and South America. Siemens’ breast tomosynthesis option is available on the company’s MAMMOMAT Inspiration and MAMMOMAT Inspiration Prime Edition digital mammography systems.• 22 MEDICALDEALER | JUNE 2015

Staff Reports

RAYENCE UNIVERSAL DIGITAL RADIOGRAPHY SYSTEM RECEIVES FDA CLEARANCE Rayence Inc. announced that the RU-3000 Digital Universal Radiography System has received 510(k) clearance from the U.S. Food and Drug Administration (FDA).

The RU-3000 is the first U-arm system to be marketed by Rayence in the United States. Its small footprint and unique compact design allows for easy installation, and its dual telescoping arm movement permits installation in settings having ceiling heights of just eight feet.

The Rayence RU-3000 has fully motorized movements for SID, arm rotation, height, and detector angle, which can be automatically programmed to user-specific radiographic positions by either the intuitive touch-screen located on the tube head or by a hand held remote control. The system comes with a high-quality Rayence 17x17 inch cesium detector that is coupled with Rayence’s XmaruView workstation. Complemented by a durable bucky design with an easily removable grid, patient safety anti-collision sensors, and an available mobile table, the RU-3000 is full featured and well suited for all imaging environments, especially orthopedics, imaging centers and urgent care.

“The FDA’s clearance of RU-3000 is a major step in our effort to broaden Rayence’s presence within growing market segments,” said Bill Cioffi, Vice President of Business Development at Rayence Inc. “It is an essential first step in us achieving our future business goals.” • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

TOSHIBA NAMES MARIA PIAZZA DIRECTOR OF ULTRASOUND BUSINESS UNIT Toshiba America Medical Systems Inc. has announced that Maria Piazza has been named director, Ultrasound Business Unit. In her new role, Piazza is responsible for developing and implementing strategic marketing plans that drive growth and profitability for the business unit.

She will also work closely with the Global Business Unit at Toshiba Medical Systems Corp. to communicate the needs and requirements of the U.S. market.

“We are confident that Piazza’s leadership will continue the momentum of the Ultrasound Business Unit, which has grown significantly in recent years and continues to introduce innovative technologies like the Aplio Platinum Series,” said Calum Cunningham, vice president, Marketing and Strategic Business Development, Toshiba.

Prior to joining Toshiba, Piazza held many senior marketing and business leader positions. She has served in several roles including CMO, Global Advertising & Promotions director, Global Marketing Operations director and MR Global Product Marketing manager, driving strategies for product development and marketing programs across GE Healthcare’s Global Businesses and Regions. •

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IRIS 3200M UV-C GERM KILLING ROBOT REACHES MILESTONE Infection Prevention Technologies LLC (IPT) and Clean Sweep Group Inc. (CSGI) have announced that the IPT IRiS 3200m UV-C intelligent disinfection robot has performed over 35,000 UV-C germicidal treatments.

“Reliability and speed are absolutely key for us to run our business profitably and grow,” stated Leo Williams, President of CSGI. “The enormous UV power of the IRiS family of intelligent robots allows us to complete treatments quickly with an assured dosage of UV-C germ killing light.”

“Clean Sweep deploys IPT’s products in hospitals, EMT trucks and helicopters, gyms, offices, and even homes. We run our IRiS robots daily across multiple shifts, up to nearly 400 treatments a week,” noted Mark House, CSGI’s Executive Vice President of Operations. “These germicidal UV robots are real-world tested for durability and reliability. Across the board IPT’s products are just rock solid.”

“Having a single customer run 35,000 treatments is satisfying, but not surprising,” said Steve Fister, IPT’s Director of Engineering. “It’s a testament to the durability of the IRiS mobile robots. Our team spends a great deal of effort and resources in the design and engineering of our UV robots because customers told us they had to have a product that was not only highly effective in reducing pathogens, but also very reliable and easy to use.”

IPT’s intelligent robots employ “Smart-Dose” technology using on-board UV sensors to automatically determine room and environmental characteristics in real-time, then automatically calculate the proper treatment run time with an assured UV dose. There’s no guesswork on the part of the operator in setting arbitrary treatment times or manually re-positioning of the UV system within a room. Patented “Field Balancing” technology maximizes the UV power output where it’s most needed, resulting in a whole-room assured dosage, even shadowed and indirect surfaces like the backside of the faucet sink handsets. •

MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

Dow Wilson

Staff Reports VARIAN MEDICAL SYSTEMS CEO DOW WILSON PUSHES FOR HEALTH CARE INFRASTRUCTURE INVESTMENT IN AFRICA In recommendations submitted to and large companies from a variety President Barack Obama, Dow Wilof industry sectors, was established by son, CEO of Varian Medical Systems, Obama last year to improve commercial and other members of the President’s engagement between U.S. companies Advisory Council on Doing Busiand Africa. Members of the PAC-DBIA ness in Africa (PAC-DBIA), called delivered a report with eight recfor increased flexibility in how interommendations at its first meeting in national aid is allocated to improve Washington, D.C. The meeting was health care in Africa. attended by Secretary of Commerce “The U.S. government needs to Penny Pritzker, National Security Adviprovide increased flexibility with its sor Susan Rice and several high-level international aid funds in order to Administration officials. increase primary care capacity and “I am excited to be working with strengthen health systems,” Wilson this group of accomplished and said. “Flexibility will allow for mulknowledgeable people on ways of tipurpose infrastructure investment strengthening commercial engageto address both immediate health ment between the United States and care crises as well as long-term health Africa,” Wilson said. “As the CEO of a care infrastructure gaps. This should world-leading supplier of cancer treatimprove coordination of care, increase ment and X-ray imaging technology, I efficiency, and reduce mortality rates am committed to our company’s misfrom communicable and non-commusion of helping to save lives around nicable diseases.” the world – a mission that has led us “Local needs should be identified to expand our customer base in Africa through partnerships with key Afriand other places where cancer patients can government and public health tend to be underserved. I know from officials,” Wilson added. “This would experience that expanding health care provide U.S. firms greater opportuinfrastructure can foster significant nity to provide the needed health opportunities to increase trade and ecocare infrastructure for the affected nomic development while increasing countries.” critical access to primary care services, The PAC-DBIA, which includes 15 diagnosis, and treatment to improve members representing small, medium, overall population health.” •

GETINGE PROVIDED LOAN FOR DEVELOPMENTS IN MEDICAL TECHNOLOGY The European Investment Bank has provided a EUR 160 million loan to Getinge AB, a global medical technology company, for its research and development in the areas of surgery, intensive care, infection control, care ergonomics and wound care. Getinge’s research addresses unmet medical needs and targets the development of new devices with higher efficiency and safety for increased positive outcomes for caregivers and patients.

In particular, the company aims at advancing its technology in the fields of cardiac surgery, cardiology, intensive care and emergency medicine. Further development will concern the area of critical care and surgical workplaces, including anesthesia machines, continuous glucose monitoring and operating tables.

The project backed by the EU bank covers the entire research and development cycle from initial concept to clinical trials. It will be implemented until 2017 at the promoter’s research and development facilities located in Germany, Sweden and France, thus safeguarding the opportunities for the skilled workforce in these countries. Given Getinge’s collaboration with universities and public research programs, the knowledge acquired through the research activities will also be widely disseminated across Europe.

This is the first EIB operation in Sweden supported by the new generation of financial instruments for innovative and growth companies “InnovFin – EU Finance for Innovators,” with the financial backing of the European Union under Horizon 2020. The “InnovFin Large Project” facility is specifically dedicated to improving access to risk finance for research and innovation projects originating from larger firms in the European Union. • 24 MEDICALDEALER | JUNE 2015

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_Block Imaging

By Randy Bolenbaugh

HOW TO PREPARE FOR A MOBILE MRI RENTAL

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As with all imaging equipment, your MRI scanner will eventually need to be upgraded or replaced to keep pace with new health care demands. If you’ve been in the field for a while, you’re probably well aware of this and may have even been at your facility when the current MRI scanner was installed. If so, you’re probably also well aware of the potential need for some extensive renovations to the portion of your facility that will house your new system.

Undergoing renovations is never fun, but not being able to serve your patients or generate revenue is even less fun. So, what’s to be done during construction? Go mobile!

Renting a mobile MRI is the best way to maintain patient volume and continue to generate revenue during an MRI suite renovation project. Here are some things you will need to consider and plan for as you begin exploring the possibility of an interim rental: The “4 Ps” Power You’ll want to make sure you have the proper outside power connections prior to delivery of your mobile WWW.MEDICALDEALER.COM

system. Russellstoll adapters are the most common connections for mobile trailers. If you do not have a connection installed, contact your local electrician for more information on getting one. The receptacle you end up with needs to produce 480v 3-phase power.

Pad Where will you put your mobile MRI? Typically, you’ll want to have a concrete “pad” where the MRI trailer can be safely parked. Unlike asphalt, concrete does not soften in the summer heat and will have the strength and durability to support the trailer stands without leaving hazardous indentations.

Positioning Do you have adequate space to park the mobile trailer exactly where you need it? Remember that while the trailer may only be 48-feet long, a semi tractor is required to move and park the system, bringing the total length you will need to approximately 60 feet. Trailers are typically 8 to 10 feet in width. Be conscious of turning radius and space requirements for basic maneuvering.

Personnel If possible, rent a system that your techs are familiar with or one that is similar to your existing MRI. It’s best

Randy Bolenbaugh

to avoid combining the upheaval of renovations with a steeper-than-necessary learning curve on unfamiliar equipment.

An interim scanner is a powerful solution to the problem of renovation downtime but, without proper preparations, can lead to downtime of its own. Keep these logistical details in mind as you consider a mobile MRI rental for a smooth transition into and out of your temporary arrangement.

RANDY BOLENBAUGH is the MRI Product Specialist at Block Imaging. He loves building relationships with health care providers and empowering them to make excellent imaging equipment choices.

MEDICALDEALER 27

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Partner with Siemens to achieve success.

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

MOBILE IMAGING MARKET CONTINUES TO GROW

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ew construction, renovations, hospital growth and a need for medical imaging options are all reasons that continue to push the growth of the mobile imaging market.

Health care facilities turn to mobile imaging trailers to fill a gap as the hospital grows. The facility may need a temporary mobile imaging trailer while its radiology department is being renovated or during a transition to a new imaging facility.

These high-tech trailers are also in demand after natural disasters, when facilities are undergoing construction or when there is an overflow caused by increased demand for imaging services.

Mobile units are available from a variety of companies that can deliver imaging equipment on wheels.

Mobile units typically include devices from major manufacturers and consist of scan rooms and workstations. The units sometimes include a staff of managers and technicians. Some companies offer larger, modular units, which are more spacious and have room for extras such as a patient changing room.

Mobile imaging trailers include a range of modalities including mammography, CT, MRI, PET and PET/CT. Another factor that makes imaging trailers attractive to health care providers is that they can be rented.

Rental units are popular among hospitals with limited imaging needs WWW.MEDICALDEALER.COM

Mobile trailers often provide new technology in a matter of days or weeks, rather than the extended amount of time it would take to install an imaging room at a facility. and for facilities considering the future addition of in-house imaging.

Mobiles have been most common at small facilities, but demand has expanded recently to include larger facilities faced with increasing patient volumes. Mobile and modular units provide cost-effective alternatives to the construction of a new building or an addition to the existing facility. Trailers also allow large facilities to invest in newer, high-tech digital equipment without the expense of expansion.

Mobile trailers often provide new technology in a matter of days or weeks, rather than the extended amount of time it would take to install an imaging room at a facility.

The ability to get an imaging trailer up and running in a matter of days allows for increased revenue that can then be put toward new construction at a later date.

Randal Walker, Vice President, CT and MR, BC Technical said he expects the imaging trailer market to make necessary adjustments and continue to grow. He believes leasing makes sense for many health care providers.

“For hospitals, uncertainty about the final roll out of ObamaCare makes leasing a better decision than purchase for those needing an MR or CT system. They can still purchase if needed or they can return the mobile if the reimbursements make it cost prohibitive,” Walker said. “The push to urgent care facilities has many of these groups looking to prove whether having their own MR or CT will contribute to their bottom line. Leasing is the fastest way to prove whether they have sustainable patient volume to make a full capital investment.”

He said the Affordable Care Act continues to have an impact.

“Uncertainty about the ACA has pushed many groups to forego large capital expenditures,” Walker said.

“Imaging trailers allow them to treat patients and build new services while holding on to their capital.”

“A byproduct is that the ACA has caused some consolidation and many organizations are using mobiles to identify where they can best treat their patients before relocating capital equipment that may be underutilized,” he added.

MEDICALDEALER 29

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

JUNE PRODUCTS : This month, Medical Dealer explores imaging trailers.

SIEMENS 1.5T Symphony Channel system

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his refurbished 1.5T Siemens Symphony Channel system is in a completely refurbished 8 by 48-foot Medical Coaches trailer. It has the latest VA 35 software to offer excellent image quality with the reliability of a Siemens MRI. This unit is available for lease or purchase and can be inspected at any time at the BC Technical MRI Center of Excellence in the Chicago area. •

30 MEDICALDEALER | JUNE 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Imaging Trailers_Product Showroom

ADVANCED MOBILITY BY KENTUCKY TRAILER Siemens Biograph mCT PET/CT Mobile Unit

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dvanced Mobility by Kentucky Trailer has successfully completed all validation testing and is an approved mobile van supplier for the Siemens mCT PET/CT System. This new design continues to incorporate a time-tested dual Twin I Beam Chassis and aluminum body construction technique that has proven to be extremely durable and dependable in the marketplace. Additionally, Advanced Mobility by Kentucky Trailer has significantly expanded its service and after-market support capabilities to better serve customers via a 24/7 hotline: 800-839-0630. •

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MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS SOMATOM Scope Mobile CT

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iemens’ new mobile CT imaging vehicle is designed to bring low-dose CT lung imaging to areas of need, including rural and remote settings. No commercial driver’s license (CDL) is required to drive the vehicle, which is ready to scan within minutes of parking and includes diesel generator and high-speed wireless connection. Patients can enter the vehicle by stairs or wheelchair lift and watch videos prior to the exam via installed TV/DVD player. The patient is scanned on a Siemens SOMATOM Scope CT system using the low-dose lung imaging protocol. The customer has the option to customize the vehicle’s exterior. •

32 MEDICALDEALER | JUNE 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

IMAGING TRAILERS

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MobileScan Imaging provides high quality, full featured mobile CT units for long or short term interim use at reasonable rates. All mobiles are delivered ‘turnkey’; inspected and certified for deployment through out the United States. Apps training and full service included.

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Siemens Healthcare is one of the world’s largest suppliers to the healthcare industry and a trendsetter in medical imaging, laboratory diagnostics, medical information technology and hearing aids. Siemens offers products and solutions for the entire range of patient care from a single source – from prevention and early detection to diagnosis, and on to treatment and aftercare.

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MEDICALDEALER 33

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SETTING THE GOLD STANDARD IN ULTRASOUND SOLUTIONS 34 MEDICALDEALER | JUNE 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

STERILIZATION MARKET TO REACH $4.2B BY 2017

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sterile environment is important when it comes to the medical industry. A clean setting is required whether it be a doctor’s office, an urgent care clinic, an ambulatory surgery center or a hospital. Sterile tools are also a must.

Devices that provide these ultra clean environments and surgical tools have always been important in the fight against infection.

New regulations that can impact reimbursement rates and equate to penalties have added more emphasis on the need for a sterile and safe patient environment. Hospital-acquired infections, surgical site infections and readmissions are all reasons why the sterilization market is expected to grow in coming years.

A report from MarketsandMarkets “Sterilization Equipment Market [ETO Sterilization, E-Beam, Gamma, Steam, Vapor Hydrogen Peroxide (VHP), Hydrogen Gas Plasma, Ozone] (Medical Devices, Pharmaceutical, Healthcare, Food Applications), Equipments & Contract Services – Global Forecast To 2017” forecasts that the market will reach new heights in coming years.

New technologies are a reason for the expected growth.

“Sterilization is an imperative component of infection-control procedures. This market has dynamically improved from moist sterilization (steam) to the progressive ethylene WWW.MEDICALDEALER.COM

“With the introduction of technically enhanced instruments in the market like endoscopes and analyzers, there has been an increased need for advanced sterilizers that are compatible with the same.” oxide (EtO), gamma radiation and low temperature gas plasma sterilization, and finally to recent technologies like NO2-based sterilization,” according to the report.

The report focuses on various sterilization technologies like heat, chemical, radiation and filtration.

It also studies the sterilization services market, which includes health care solutions, hospital sterilization services and applied sterilization technologies. The sterilization applications market includes medical device, pharmaceuticals, life sciences, food and cosmetics.

“The global sterilization market is valued at $3.1 billion in 2012 and is estimated to reach $4.2 billion by 2017 at a CAGR of 6.1 percent,” according to MarketandMarkets.

“With increase in aging population and demand for health care services, change in health care reimbursement policies is pushing sterilization providers to improve their operations by providing high-quality service at lower costs. These factors are expected to propel the growth of this

market,” according to MarketsandMarkets. “With the introduction of technically enhanced instruments in the market like endoscopes and analyzers, there has been an increased need for advanced sterilizers that are compatible with the same. This has brought about a drastic shift from steam sterilizers to low temperature sterilizers with its wide range of technologies such as ethylene oxide (EtO), vaporized hydrogen peroxide (VHP), hydrogen peroxide gas plasma, and ozone gas based sterilization.”

U.S. and Europe are major markets for sterilization, as a majority of the market leaders are based in these regions. The Asian market is expected to experience strong growth in the coming years, primarily due to an increase in awareness, the continued growth of an aging population, an increase in the number of surgeries being performed and growth in per capita income.

Some major players in this market are Getinge, Steris, Sterigenics, Sakura, 3M, Cantel Medical and Advanced Sterilization Product.

MEDICALDEALER 37

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

JUNE PRODUCTS : This month, Medical Dealer explores sterilizers.

ASP STERRAD® Sterilization Systems

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TERRAD® Systems from Advanced Sterilization Products (ASP) sterilize medical devices through an innovative and proprietary hydrogen peroxide gas plasma technology, giving customers the confidence of terminal sterilization with easy-to-use systems that deliver productivity, flexibility and reliability. As a low-temperature hydrogen peroxide gas plasma technology, STERRAD® Systems sterilize a wide range of instruments including single-channel flexible endoscopes, semi-rigid ureteroscopes, cameras, light cords, power drills, rigid scopes, rechargeable batteries and much more without the instrument damage associated with high-temperature steam sterilization.

STERRAD® Systems efficiently eliminate toxic residue from devices, protecting instruments, users, patients and environments in health care facilities. To help health care professionals comply with IFUs, ASP developed the STERRAD® Sterility Guide (SSG) website and mobile app, which allows customers to quickly and easily identify which devices fall within STERRAD® System sterility claims. • 38 MEDICALDEALER | JUNE 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Sterilizers_Product Showroom

3M™ Steri-Vac™ Sterilizer/Aerator GS series

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he 3M™ Steri-Vac™ Sterilizer/Aerator GS series, available May 1, uses 100 percent ethylene oxide (EO) in single-dose cartridges to safely, effectively, and economically sterilize heat- and moisture-sensitive equipment.

Within the sterilization chamber, ethylene oxide is converted to a highly penetrating gas to reliably sterilize complex instrumentation, such as flexible endoscopes. Engineered for operator safety, the 3M™ Steri-Gas™ Cartridges are punctured only when the chamber door is sealed and the proper vacuum has been drawn, ensuring that gas remains safely inside the chamber. Three-zone temperature control and a state-of-the-art, proprietary, dynamic humidification process adapt and control chamber relative humidity (RH) for uniformity of key sterilization parameters. Manufacturers count on EO, too; in fact, over half of all sterile, single-use devices are sterilized with ethylene oxide. Steri-Vac Sterilizer Systems, backed by 3M service and support, can help meet the challenges of modern sterile processing departments. More information at http://go.3M.com/lowtemp. • WWW.MEDICALDEALER.COM

MEDICALDEALER 39

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

GETINGE 700HC-E Series Steam Sterilizers

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he Getinge 700HC-E Series Steam Sterilizers provide efficient performance, superior productivity and reliability.

They are compact, versatile and combine high capacity with cost efficiency and environmental benefits. These steam sterilizers feature a chamber and jacket constructed of 316L stainless steel. The Loading Car provides increased loading capacity – up to 33 percent compared to older 24-inch x 36-inch sterilizers. It’s an ideal choice for new construction or replacing older models, offering increased loading capacity within the same wall openings and footprints of many current units. Featuring the new AVANTI 8.4-inch touchscreen display making it easier than ever to custom name cycles for fast, accurate identification. The 700HC-E Series offers cycles employing either gravity/downward displacement or dynamic air-removal pressure/vacuum pulsing. Offering up to 23 cycles, in two easy steps for applications including wrapped and unwrapped porous and non-porous hard goods, utensils, gowns or towel packs and liquids in self-venting or unsealed containers. •

40 MEDICALDEALER | JUNE 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Sterilizers_Product Showroom

STERIS AMSCO V-Pro® 60 Low Temperature Sterilization Systems

T

The AMSCO V-Pro® 60 Low Temperature Sterilization System offers you the flexibility and efficiency you won’t find anywhere else … helping you meet the demands of today’s high performing ORs. Increase your productivity by using the right cycle for the right instrument: • 28-minute non lumen cycle • 38-minute flexible cycle • 60-minute lumen cycle

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42 MEDICALDEALER | JUNE 2015

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IMAGINGEXPO IMAGINGEXPO The Show for Imaging Service Professionals The Show for Imaging Service Professionals

By Matt Skoufalos

F

or years, the biannual MD Expo has satisfied the biomedical community with its value-based information-sharing, continuing education, and vendor networking events. Yet, even with a built-in imaging

focus of about one-fifth of the total programming content, MD Publishing President and Founder John Krieg felt like it just wasn’t enough for those biomeds who want to go right into imaging discussions.

“We tried to provide basic imaging courses for MD Expo, but people kept asking for more imaging classes at the show, and we couldn’t satisfy that because we had to take care of the biomedical classes,” Krieg said.

For years, DITEC, the Diagnostic Imaging Technical Education Center, would hold a very well-attended annual meeting in Ohio,

but when the company discontinued hosting the show, “it left this huge void in the industry for imaging people to have a place to call home,” he said.

“There was literally nowhere to go,” Krieg said. “The imaging-specialized engineers don’t go to RSNA; there’s no state meetings for them.”

IMAGING EXPO PREVIEW

“The Imaging Expo offers education that is specific to imaging professionals and is approved for 24 continuing education credits by the American Society of Radiologic Jeff Kabachinski, who presented at the 2014 Imaging Expo, will present this year on building a DICOM cheet sheet

Krieg turned his focus toward creating an event designed specifically for imaging professionals in the biomedical space.

Its inaugural, 40-booth incarnation in Indianapolis yielded 225 attendees from a cross-section of high-end, management-level professionals, administrators, imaging service directors and technicians.

Not bad for a first effort, he thought — but in year two, he expects the show to be even bigger.

“We learned a lot and that set the foundation,” Krieg said. “This year we’re going to increase the volume.”

“In addition to networking opportunities and vendor marketing,” said MD Publishing Vice President Kristin Leavoy, “The Imaging Expo offers education that is specific to imaging professionals and is approved for 24 continuing education credits by the American Society of Radiologic Technologist(ASRT).”

48 MEDICALDEALER | JUNE 2015

With mid- to senior-level classes that will connect guests with leading speakers in the field, Imaging Expo will help attendees earn or maintain professional certifications, all while keeping the focus on the topics that are relevant, timely, and drive patient outcomes as well as cost savings.

“We wanted people not to look at this show as a mini-MD Expo,” Leavoy said. “We wanted it to have its own identity. We fine-tuned the education for this year so that it would be specific to imaging professionals.”

Most importantly, Krieg said, “We’re providing a festive environment.”

To kick things off, Wednesday night will host a welcome reception sponsored by Radiological Service Training Institute (RSTI), and featuring live entertainment, food, and beverages. Thursday evening is the “Grand Slam at the Imaging Expo” event, in which Imaging Expo guests will head across the street to the Coors Light Outfield at Victory

Technologist(ASRT)."

– Kristin Leavoy Field, the home of the Indianapolis Indians, the Pittsburgh Pirates’ minor-league, Triple-A affiliate ball club. There’s an hour-and-a-half of tailgating before the game starts and then guests can enjoy the game from a block of seats in the outfield, courtesy of sponsors TriMedX, Axess Ultrasound and Medxcel Careers.

Krieg promised that Hoosier hospitality will be on display.

“Indianapolis is a central hub for not only the Midwest, but the country,” he said. “It’s got a great downtown, a vibrant restaurant, bar and nightlife scene. The host hotel was built for the Super Bowl 10 years ago, and they just had the NCAA Final Four in Indianapolis.”

At $100 apiece, Imaging Expo registration is inexpensive for three days of valuable education and interaction — but vendors get unlimited VIP passes to provide free admission for their guests.

“If you call a vendor, they will send you a VIP pass, and then MEDICAL EQUIPMENT, PARTS & SERVICE

you can register for free online,” Krieg said.

Jason Smith, Marketing Director at Medxcel, an Indianapolis-based company that provides shared services to its subsidiaries Axess Ultrasound and TriMedx, said that the first Imaging Expo exceeded his expectations for gathering “a good mixture of end-users and clinical engineers” of medical imaging equipment. He believes the second act will offer just as great a chance for professionals in the field to connect with educational and employment opportunities, as well as to have the conversations that drive new business.

“Last year when Imaging Expo was brand new, we loved the fact that it was in our backyard,” Smith said. “Since these shows tend to draw regionally, it was a good opportunity to have a presence and be a reminder that we are ready to help with any of their imaging needs whenever they’re ready for it.”

In terms of professional development, however, Medxcel is also one of a number of Imaging Expo sponsors whose subject-matter experts will lend their knowledge and understanding to educational sessions at the show. Axess Ultrasound’s presentation on “A Patient-Centered Approach to Probe Management,” by Bob Broschart, will focus on the cost savings that can be realized through preventive maintenance of imaging equipment while also producing better patient outcomes. TriMedx also has a presentation on “Effective Asset Management for Building a Best-in-Class Imaging Department” which will not only address asset management but other areas within your imaging department that will lead to greater efficiency and higher returns.

WWW.MEDICALDEALER.COM

Thursday, July 23 Imaging Expo attendees will fill the stands as the Indianapolis Indians take on the Scranton/WB Rail Riders.

“we are really looking forward to the opportunity for networking, new relationships and the exposure. They [MD Publishing] took a lot of feedback from last year’s show, and it sounds like they have a good lineup of presenters and events this year.”

– Jason Smith

“The exposure and being able to participate in the educational sessions is definitely a huge highlight for us along with the opportunity to sponsor the Grand Slam event,” Smith said. “Since we have representation from Axess Ultrasound, TriMedx along with our recruiting team, we are really looking forward to the opportunity for networking, new relationships and the exposure. They [MD Publishing] took a lot of feedback from last year’s show, and it sounds like they have

a good lineup of presenters and events this year.”

RSTI President Dale Cover said that the education offered at the Imaging Expo is the principal reason his company is involved with the show. RSTI had a history of operating imaging symposia like the Imaging Expo, Cover said, but the effort expended in putting on such shows diverted too much attention away from its core business.

“Our specialty is teaching people how to maintain medical imagMEDICALDEALER 49

IMAGING EXPO PREVIEW ing equipment,” Cover said. “We’ve always believed this is the prime show for us to attend because of our focus.”

“MD Publishing as a group is very good at putting on shows,” he said. “We truly know there’s a need for it.”

RSTI is demonstrating its focus regarding hands-on imaging services management with a trio of presentations: “Taking Your HTM Program to the Next Level with Imaging Asset Management,” a capital asset management talk that Cover will deliver himself; “Diagnosing Problems in a PACS Network Using Software Emulators,” a DICOM-troubleshooting software simulation seminar; and a CRES preparatory seminar designed to mentally prepare imaging professionals for the Certified Radiology Equipment Specialists (CRES) exam.

“From the capital asset management side, I’m looking for managers to come so they can learn some of the techniques that we can provide to help them grow their department,” Cover said. “I’m also looking to inspire the biomeds to take on the projects. We need a constant flow of people to keep coming up through the ranks in our industry.”

The Imaging Expo also offers networking opportunities to help promote that recruitment among biomeds attending the show, Cover said. Unlike other professional gatherings, the focus of the Imaging Expo is entirely on medical imaging.

“Everybody’s got their stories about ‘how I dealt with this’ or ‘how I dealt with that,’ ” he said.

“The networking opportunities of getting people together from a small niche industry gives them a concentrated environment where that’s their focus.”

50 MEDICALDEALER | JUNE 2015

For RSTI, the Imaging Expo also represents an opportunity to connect with people from throughout the industry on the occasion of its 30-year anniversary. To celebrate, the company will sponsor the Welcome Reception with a recognition of its three decades in the business.

Many Imaging Expo attendees will be interested in learning about how to achieve the accreditation requirements mandated by the Medicare Improvements for Patients and Providers Act of 2008 (MIPPA) for advanced diagnostic imaging centers. “Although such accreditation is technically voluntary,” said Dina Hernandez, Program Manager of CT/MR Accreditation Department, American College of Radiology (ACR), “much of it is required for sites to get reimbursed.”

Hernandez is delivering a talk that will provide an overview of the accreditation process, the available modalities for accreditation, and the process and requirements of obtaining the accreditation for each of them, including the clinical and the physics portions, if possible.

“The MIPPA mandate is new, but ACR accreditation has been around a long time,” Hernandez said. “We’ve been accrediting facilities since 1987, so we have the experience. We are the gold standard. We can help these facilities get the accreditation that they need.”

That’s not to say that Hernandez doesn’t expect to learn from the experience herself, especially when it comes to the concerns of the leaders and decision-makers who will be in the room.

“We’ve had our modality programs in place for a long time; we have a lot of experience, and we really hope that at an expo like

“Biomedical engineers we see as very important people in the whole health care vein because they’re the people who basically look after all these devices that are depended on day after day after day,” he said. “The managers don’t see the gory details that go on inside these devices.”

– Jason Launders MEDICAL EQUIPMENT, PARTS & SERVICE

An Imaging Expo attendee networks with vendors during exhibit hall hours.

this, a two-hour presentation and a roundtable, they can give questions and I’ll be able to help them or at least head them in the direction that they need,” she said.

Without the framework of an expo environment, Hernandez said she doesn’t know “what other opportunities that they would have” to get their specific questions answered in a free discussion environment, much less to put it in the appropriate context of the conversation.

“Accreditation is a team effort,” Hernandez said. “It’s not just a tech; it’s not just a medical physicist. I think the more buy-in from management, the more understanding that there is, the better the process flows for the sites.”

Similarly, Jason Launders, Director of Operations of the Health Devices Group at the ECRI Institute, hopes his presentation, “Dose Creep – an insidious issue in digital radiography,” will keep guests talking about one of “ERCI’s Top 10 Hazards.”

WWW.MEDICALDEALER.COM

“Dose creep” is when the dose that patients receive from routine radiographic studies gradually creeps up over time, Launders said.

“You’re going to get better pictures if you get the dose up,” he said. “Your radiologist is far less likely to complain that the images are below par if the technologist very slowly dials up the parameters.”

Even though radiography is not a high-dose imaging technique, he said, “there are an awful lot of radiographic exams done every day, and a lot of patients get a lot of X-rays, especially patients with chronic diseases, including children.”

Previous to the emergence of an International Electrotechnical Commission (IEC) standard that allows patients to more accurately track their dose over time, every manufacturer of digital devices previously had their own ways of measuring dose, Launders said. But even by virtue of being formulated, “by itself the IEC standard is not going to do much.”

“People have got to use it,” he said. “They’ve got to make sure that these things are being tracked. If you don’t actively track these dose numbers, they’re going to creep up. I intend to give people practical tools that they can go home with and make sure that their hospitals and imaging centers are using the tools that are available to them.”

Although the 2015 Imaging Expo will be Launders’ first, he reported that his ECRI colleague returned from the 2014 event “singing its praises because it was addressing that gap in the audience” connecting imaging leadership with clinical and engineering staff.

“Biomedical engineers we see as very important people in the whole health care vein because they’re the people who basically look after all these devices that are depended on day after day after day,” he said. “The managers don’t see the gory details that go on inside these devices.”

Moreover, Launders said, the “cross-contamination of good ideas” that comes from the opportunity to present a two-hour-long session on his chosen topic offers a chance to go into depth on the issue and to get people to share their experiences, which often yields valuable results.

“Most times you get 10 minutes,” he said. “Two hours is a monster of a time. It’s less a conference and more an educational seminar; symposium is probably a better term to use. I’m excited about going.”

TO ATTEND THE IMAGING EXPO at no charge visit www.theimagingexpo.com for more information.

MEDICALDEALER 51

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SLICE OF LIFE_The Other Side

By Jim Fedele

BIOMEDS REMAIN PATIENT-FOCUSED & RESILIENT

W

e celebrated Healthcare Technology Management (HTM) week in May. In this spirit, I would like to point out an aspect of the biomed career that is not talked about very often – the changes in leadership and relationships. I am specifically referring to the people the members of biomed departments report to. Recently, in one of my volunteering roles, I had the opportunity to hire a new CEO for our credit union.

The experience made me realize how special biomeds are in fulfilling their duties in the face of ever-changing conditions. I would like to share that experience with you to illustrate the dedication we all have for our customers and patients.

I am the president of the board of directors for one of our local credit unions. I needed to hire a new CEO because the previous one decided to move on to a bigger credit union to expand her career. It was a move that I was a little disappointed with but, ultimately, I understood. It is a great growth opportunity for her.

We posted the job and sifted through numerous applications. We found two applicants we felt would fit our organization.

The first candidate we interviewed was very professional and met our requirements. The second candidate was very impressive.

He was enthusiastic, had experi54 MEDICALDEALER | JUNE 2015

ence doing all the things we wanted to do and was very successful in his present position. So much so, I was worried he was too good to be true.

I asked him why he wanted to leave given all he had accomplished at his present company. He looked me squarely in the eyes and said, “Culture.” He explained how the leadership at his company had abandoned customer service due to financial pressures and thus made decisions that would ultimately hurt the organization in the long term.

He told me that they were already losing customers and he had lost his trust and loyalty to the company. He was sad about that fact and knew it was best for him to move on. We offered him the job that day.

This experience made me think about how resilient biomed techs are at dealing with change, specifically when it comes to shifts in culture and leadership. My observation has been that biomedical departments report to many different leaders in their facilities, from the facilities director to the CIO and everyone in between.

They also endure company changes.

Sometimes a facility decides to go from an in-house program to an ISO (or vice versa) or from one ISO to another ISO. Even the biomeds that work for the OEM get passed around to different vice presidents in the company. If you have spent any time in the industry, there is a good chance you have been passed around to dif-

“We all know how it feels to not be recognized for our efforts; let us not forget one of our own that is always there to help us.” ferent leaders and companies like a hot potato. Often decisions about the biomed program are made by people who have very little understanding of what we do and are disconnected from the positive and negative impact of that decision. The biomed techs are the faceless victims of someone’s better way to run the program. All this changing would make one think that the turnover ratio in our industry is very high, however, it is not. The majority of techs I know have been at their hospitals 15-20 years.

I think what makes biomeds so special is, no matter who they report to or work for, their core values of ensuring medical equipment works correctly and safely does not change.

In the face of leadership instability and culture change within an organization, the biomed manages to ensure that the patients being MEDICAL EQUIPMENT, PARTS & SERVICE

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_The Other Side

BEST CHOICE IN IMAGING SYSTEMS

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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treated at their facilities do not suffer the consequences. Health care always seems to be under great financial pressure (although it feels like it is worse today.) This triggers leaders to try anything to improve the bottom line. I feel the decisions that affect biomeds directly are never negatively transferred to patient care. The biomed effectively insulates the most vulnerable from being victims of a solely financial decision.

I am not saying that all the changes are negative; some changes are good and necessary. An inefficiently run, unsafe program or a greedy OEM/ ISO program needs to be changed to protect patients and hospital margins. My point is that the instability in leadership that biomeds endure is never a factor in the product that gets to the patient. That can’t be said about many other industries.

I want to thank all the biomeds out there who protect patients every day, no matter what. For the continued dedication to patient safety in the face of great change you are to be commended and recognized not just during HTM week, but every day.

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MEDICALDEALER 57

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

USOC MEDICAL MAKES STRIDES IN COMMUNITY AWARENESS

I

In 2015, USOC Medical of Irvine, California, decided to craft a mission statement “to be a company that does more than just make money,” said marketing director Fariah Jiva.

“We wanted to make a change in our community,” she said. “Sometimes you want to help people [affected by] the war in Syria or in Africa, but we also wanted to do something in our community. People in Orange County, we’re aware, but we don’t speak for them as much as for [people in] the countries that are at war.”

In a region of California in which 20 percent of all children live in poverty and one of every 11 homeless persons is a U.S. military veteran, there are people affected locally by the same issues that plague nations torn by conflict. The systemic issues of poverty include food and housing insecurity, a lack of income and education, and the absence of opportunities for people in such conditions to improve their quality of life.

“There’s a huge gap between people who are very wealthy and the ones who need medication for diseases, or a basic income,” Jiva said. “We feel very fortunate to live in Orange County; to have good jobs.”

58 MEDICALDEALER | JUNE 2015

“All the employees are very aware of this issue,” she said, but a part of the problem in combating these social issues is that the people most affected by them are largely unseen by those with the means to help.

So when, on April 19, the United Way of Orange County held its WALK UNITED event — a public gathering designed not only to raise funds to combat such circumstances, but to increase awareness of the prevalence of those issues in the community — USOC Medical seized the opportunity to display

the clarity of its vision.

USOC Medical CEO Ali Youssef saw WALK UNITED as an opportunity to put his company in line with his personal values, which include compassion for neighbors and a belief in the upward mobility earned through effort and education. So he covered the entry donation for every employee who wanted to participate, and contributed an extra $2,000 from the company as an event sponsor.

“What I have built today is thanks to my education and my hard work,” Youssef said. “Unfortunately, many kids do not have the chance to go to school … and that is why helping [with] education is the best bet we can do for future generations.”

When he moved to America from his native Lebanon, Youssef used to work 12-hour days as a security guard — a job he took, he said, because he could do his homework at the same time.

“Everything can be taken from you, but nobody can take your education,” he said. “I offer flexibility and internships to my employees because it is the best thing I can do for their future.”

USOC sent a team of employees to Angel Stadium in Anaheim for the 90-minute WALK UNITED event. They were among about MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

“It is very important to care about each other,” agreed USOC customer service representative Daisy Morales. “There are a lot of homeless people in Santa Ana. I was raised humble, and I know what it is like not to have [enough], because I was very close to people who were in difficulty.”

3,600 participants, Jiva recalled, enjoying live music, food trucks, and plenty of interaction among fellow volunteers. All told, the participants raised about $250,000, she said.

“It was a very nice team-building [exercise] because everyone was joining the event for a unique cause,” Jiva said.

USOC sales representative Meagan Freeland said she joined WALK UNITED because community involvement is important to her, and she felt that the United Way offered the best opportunity to WWW.MEDICALDEALER.COM

participate locally in a larger cause with roots close to home.

“United Way reaches out immediately to people in need,” Freeland said. “They are simple and concrete. They are ground-level.”

USOC customer service representative Natalie Morales said that for her, paying attention to the lives of those who have fallen on hard times is of critical value.

“There is a story behind each homeless person,” she said. “Don’t judge. Try to help them.”

“It is very important to care about each other,” agreed USOC

customer service representative Daisy Morales. “There are a lot of homeless people in Santa Ana. I was raised humble, and I know what it is like not to have [enough], because I was very close to people who were in difficulty.”

Walkers used markers to add slogans to their T-shirts to let others know why they were participating in the event. The one that caught Morales’ eye during the walk was “It could be me next.”

“Helping other people is something very important for me,” said USOC business development manMEDICALDEALER 59

SLICE OF LIFE_Pay It Forward

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“There’s a real advantage for our employees to feel like they work for a company that cares about others,” Jiva said. “We feel like it’s something that needs to be deeply rooted in your mind.” ager Pranil Singh, who brought his three sons with him to the walk so that they would become more aware about the local impact of poverty in their community.

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“It was very touching seeing the community get together from all kinds of companies and backgrounds. This bonding was really amazing!”

Jiva said that the event was a big success, not only in terms of its fundraising achievements, but 60 MEDICALDEALER | JUNE 2015

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“There’s a real advantage for our employees to feel like they work for a company that cares about others,” Jiva said. “We feel like it’s something that needs to be deeply rooted in your mind.”

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MEDICALDEALER 63

SLICE OF LIFE_Off the Clock

By Matthew N. Skoufalos

MARKETING PRO DISCOVERS KNACK FOR WRITING

I

n her own household, Kristin Kluck is not usually known as the writer. That would be her husband Ted: he of the resume that includes 18 books, a collegiate writing professorship, and his own publishing brand, Gut Check Press.

Kristin was accustomed to circulating in different orbits. The email marketing coordinator for Block Imaging of Holt, Michigan, she measured her own work in a handful of articles, personal essays and media reviews. Self-effacingly, she said, “My husband is the one who really has a career in writing and I really just dragged myself along.”

“People are endlessly fascinating to me,” Kristin said. “I love talking to people. I’m a big extrovert, so I’m also quite interested in my own thoughts and feelings as well. Writing is a natural way to process stuff and to connect with other people.”

When the couple was preparing to adopt a pair of children from Ukraine, however, the Klucks were looking for a way to offset some of the costs. Kristin, who had been doing lots of cooking for church events — even catering for a few years — found an audience for the recipes she had collected throughout her life. When a friend suggested, “Why don’t you throw them together in a book?” she thought she’d give it a try “as a self-published fundraiser kind of thing.”

64 MEDICALDEALER | JUNE 2015

“I get embarrassed when I get together with

people because I often am cooking out of my own cookbook. ” — Kristin Kluck

“I get embarrassed when I get together with people because I often am cooking out of my own cookbook,” Kristin said. “A lot of the recipes in there are family recipes, random things culled from magazines and various places. I’ll work with a recipe and kind of make it my own.”

Because the recipes are more personal, her cookbook “Saucy Broad: a Culinary Manifesto of Hope,” took on a narrative frame-

work. When low-fat eating was the healthy thing to do, Kristin made low-fat dishes. When low-carbohydrate eating was the new trend, she prepared those meals. When a client would ask her to cater a gluten-free baby shower, she learned how to prepare dishes to suit the event. Ted threw in a handful of essays to complement the book, and the couple is very proud of the results.

“We work well together,” Kristin said. “I do think it was a natural outlet. I wouldn’t have pursued a book on my own, but it kind of fell in my lap.”

They worked so well together that when Ted pitched “Household Gods,” a meditation on the keeping-up-with-the-Joneses attitude that he’d observed as becoming more prevalent in contemporary Christian church communities, it was only natural that he include his wife’s observations.

“They said they wanted the wife’s perspective too,” Kristin said.

“Our relationship with the Lord informs everything that we do,” she said. “We’ve been a part of churches, and there’s a lot of great things happening in churches, MEDICAL EQUIPMENT, PARTS & SERVICE

_Off the Clock

but there’s also problems because churches are full of sinful people.

‘Household Gods’ is our attempt to acknowledge an issue that we see in our churches, which is the tendency to worship our families.”

Kristin describes the attitude about which she is speaking as something of a subculture in contemporary Christian circles — a sense of competition, she said; of “putting on a show of who can be the most holy” that can make what is supposed to be an inclusive place feel most unwelcoming.

“There’s a line between clearing your conscience about what you’re doing and because it’s right, not because you’re trying to impress,” she said. “If family is the greatest good, what about the people in our churches who don’t have family for reasons of infertility, or divorce?

If family stuff is hard, then church can feel like a tough place to be.

That’s not how our churches ought to be.”

It was an issue especially close to home for the Klucks, whose adopted sons (Tristan, 12, and Maxim, 9), comprise a non-traditional family. Tristan was adopted first, and then a few years later, when they returned to adopt Maxim, the Klucks were told that they would have to return in a year to adopt his younger sister, Anastasia, as well. In that time, however, the country changed its laws to incentivize the adoption of Ukrainian children by native Ukrainian families, and Anastasia was sent to live elsewhere.

“It was rough,” Kristin said. “We were really shut down. We’re so thankful, and we can’t believe that we were able to bring the kids that we have in our family from that place.”

“There are moments when I wonder if I’ll ever get a knock on my door, but the family that WWW.MEDICALDEALER.COM

Kristin and Ted Kluck have two sons that they adopted from Ukraine.

adopted Anastasia is not interested in having any dialogue,” she said.

“They were going to do what they wanted to do.”

To contend with such feelings and then compound them with a sense of being less-than at their church “because our family was not formed in a traditional way … informed how we thought about it,” Kristin said.

“Ultimately, our choice was that church is about our relationship with God first and not how we feel about being a part of things,” she said. “It was worth riding out the hard stuff, but it was hard. We’re hopeful that our

stance will be helpful in just making people aware.”

“As humans, we want to accomplish our thing for ourselves,” Kristin said. “On the one hand, there are high standards for discipleship. We’re always coming up with new ways to sort of ‘earn it,’ and the Bible is very clear that we just can’t ‘earn it.’ Let’s be careful that we remember that we’re not ‘earning it’ by having a perfect family either. Family is such a precious institution, but that doesn’t make it something that we use to earn our salvation.

“It was hopefully a gentle reminder,” she said.

MEDICALDEALER 65

66 MEDICALDEALER | JUNE 2015

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MEDICALDEALER 67

SLICE OF LIFE_

By Dan Bobinski

THE CAVEATS NECESSARY FOR A GOOD TRAINING PROGRAM

T

oo many companies look at training as an expense, and some leaders even view it as a waste of time. Both can be true if training is merely “going through the motions.” However, if it’s conducted and managed well, training greatly improves the bottom line. The key phrase to remember is that training must be conducted well and managed well.

Consider a large company I worked with recently. For several decades, the people at the top of the organization had scoffed at training.

Theirs was a “sink or swim” philosophy: Throw new employees in the pool, and if they could swim, they could stay. If they sank, they were replaced.

Then came new management.

They’d heard grumblings about poor training, but because production numbers were OK, the issue got minimal attention.

Then the new HR manager pointed out that poor training was a direct cause of several very expensive accidents, costing the company hundreds of thousands dollars each.

One accident had cost the company more than half a million dollars!

When senior management learned that all of those accidents were a direct result of poor training, the topic suddenly had higher priority.

The following true story outlines what may be required if an organization’s training program has become neglected. As a workplace learning strategist, this is what I did for them, but any workplace learning con68 MEDICALDEALER | JUNE 2015

Dan Bobinski Workplace Consultant

sultancy can provide the same (or similar) assistance.

The first step is always analysis. No doctor writes a prescription without first asking a lot of questions and properly diagnosing the problem. After I was brought in, I was able to document that poor and/or non-existent training was also the main cause for excessive turnover, and was costing the company way too much in overtime.

Additionally, I learned the “training-is-a-waste-of-our-time” mindset had permeated much of the organization. Most front-line and mid-level supervisors scoffed at training, and those tasked with doing the training were not taking it seriously, either.

Thankfully, when I responded to the company’s request for proposal, I included a mandatory meeting for managers so I could go over the fundamentals of a good train-

ing program and encourage them to reinforce the value of training among all strata of their organization. At that meeting, senior management openly stated to all present that a training problem existed, and they pledged their full support to fix the problem. Such a commitment from the top is vital.

At that meeting, senior management discovered that one of their middle managers had a strong interest in training, and they appointed him to be the company’s liaison in working with me. Together, we created a comprehensive, cohesive, and strategically aligned training program. This is another aspect needed for success: Having an advocate inside the organization spearheading the project.

After that, jobs were analyzed and duty-and-task lists were created. A skills validation system was created. Subject matter experts with an aptitude for training were identified and taught best practices for on-the-job training (OJT). E-learning was created which streamlined and standardized how fundamental knowledge was taught for many positions. The project took over a year, which underscores another truth: Fixing neglected training programs doesn’t happen overnight.

Contrary to what some might believe, the costs of this endeavor came back to the company in less than a year. For example, by creating a skills validation system and teaching best practices for OJT, the time required to train new employMEDICAL EQUIPMENT, PARTS & SERVICE

ees quickly dropped by more than 20 percent (in some cases by 50 percent). And a bonus: New employees actually learned more and became more proficient than what had occurred previously.

Also, the e-learning eliminated hundreds of man-hours formerly needed to teach basic knowledge for a position, and trainees had a better understanding of how their jobs affected other departments in the organization.

The ripple-effects of this new approach to training (all with financial implications) included a reduction in mistakes, a reduction in waste, a reduction in accidents, and a reduction in the time needed for training. It also provided an increase in employee proficiency, an increase in employee retention, and an increase in profits.

The bottom line here is that well-designed, well-managed workplace learning has a positive impact on an organization’s bottom line.

Even if your organization’s training program is well-established and getting good marks, if you haven’t reviewed it in a while, perhaps now would be a good time to do so. It’s always a good idea to do an annual checkup to see if anything is fading or slipping through the cracks.

Here are some things to consider when reviewing your training programs: • Does the C-suite value training?

• Do supervisors and managers deem it important and communicate that belief?

• Do people assigned to facilitate on-the-job training have a good attitude about it?

WWW.MEDICALDEALER.COM

• Are on-the-job trainers trained in best practices for how to train others?

• Are clearly defined duties and tasks identified for each position?

• Is a system in place for tracking who has been trained and in what areas?

• Is a reminder system in place so that people behind in their training get nudged?

Also, I’m a firm believer that companies should consider where e-learning can be used to augment training. E-learning is not a panacea, but if it’s done well, it can save a lot of time and standardize workplace fundamentals. However, allow me to underscore the caveat phrase, “If it’s done well.” I’ve seen a lot of e-learning that is not done well, because it does little to engage learners. You may need to shop and evaluate a lot, or even have it created for you, but e-learning works best if it’s highly interactive and pertinent to what people will be doing.

I think you’ll find that, if done well and managed well, training is a solid profit center, not a cost center.

They key is always to make sure that it’s conducted well, managed well, and supported throughout the organization.

DAN BOBINSKI is author of the best-selling Creating Passion-Driven Teams, and president of Workplace-Excellence.com. As a workplace learning strategist, he speaks and consultants on workplace and training issues, and travels internationally helping organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208-375-7606.

MEDICALDEALER 69

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MEDICALDEALER 79

CATEGORICAL INDEX ANESTHESIA Doctors Depot …………………………………… 3 Paragon Service ……………………………… 53 Soma Technology, Inc. …………………… 44 ASSOCIATIONS IAMERS ………………………………………………… 4 AUCTION/LIQUIDATION Government Liquidation ……………… 36 JD Imaging Corp. ……………………………… 79 Shattuck, LLC …………………………………… 73 BATTERIES Eastern Diagnostic Imaging ………… 75 Holden Battery Services ………………… 67 BIOMEDICAL AIV Inc. ……………………………………………… 56 AMX Solutions ……………………………………72 Bayer Healthcare Services ……………… 26 BETA Biomedical Services, Inc. ……… 75 Conquest Imaging ……………………………… 13 Global Medical Imaging …………………… 17 InterMed Biomed …………………………… 35 Maull Biomedical Training, LLC …… 70 Medical Specialties Distributors … 57 QAL Manufacturing.. ……………………… 25 Quantum Biomedical ………………………… 71 Rieter Medical Services ………………… 67 CARDIOLOGY J & M Trading……………………………………… 73 Southeast Nuclear Electronics……… 25 Southeastern Biomedical, Inc. ………… 8

KEI Medical Imaging Services ……… 78 Metropolis International ……………… 55 MIT/Medical Imaging Technologies 62 Mobilescan Imaging ………………………… 34 Siemens Medical Solutions …………… 28 Technical Prospects ………………………… 66 Tri-Imaging …………………………………………… 2 DATA MEDIA Radiology Data ………………………………… 78 DIAGNOSTIC IMAGING AMX Solutions ……………………………………72 Digirad Corp.. …………………………………… 79 Eastern Diagnostic Imaging ………… 75 J & M Trading……………………………………… 73 Multi Diagnostic Imaging Solutions BC Radiology Data ………………………………… 78 TROFF Medical ………………………………… 60 ENDOSCOPY Capital Medical Resources …………… 79 Elite Biomedical Solutions ……………… 71 Endoscopy Specialists …………………… 63 HMB Endoscopy Products ……………… 52 S.H. Medical Corporation ……………… 26 GENERAL ALCO Sales and Service …………………… 35 Eastern Diagnostic Imaging ………… 75 Global Risk Services ………………………… 44 Government Liquidation ……………… 36 PartsSource ……………………………… 5, 18-19 Puma Export, Inc.. …………………………… 67 Shattuck, LLC …………………………………… 73

C-ARMS Eastern Diagnostic Imaging ………… 75

IMAGING ICE/Imaging Community Exchange …77

CARDIOLOGY ReMed Equipment ……………………………… 71

IMAGING/PARTS AHRA…………………………………………………… 45 Ampronix ……………………………………………… 6 Diagnostic Solutions ……………………… 76 Eastern Diagnostic Imaging ………… 75 InterMed Ultrasound ……………………… 66 InterMed NucMed ………………………………74 J & M Trading……………………………………… 73 PartsSource ……………………………… 5, 18-19 Technical Prospects ………………………… 66 Tri-Imaging …………………………………………… 2 TROFF Medical ………………………………… 60

COMPUTED TOMOGRAPHY East Coast Medical Systems ……………74 Ed Sloan & Associates ……………………… 61 German Electronics …………………………… 21 International Medical Equipment & Service ……………………… 69 J & M Trading……………………………………… 73 80 MEDICALDEALER | JUNE 2015

INFUSION THERAPY AIV Inc. ……………………………………………… 56 Medical Specialties Distributors … 57 LABORATORY MIT/Medical Imaging Technologies 62 LASER IMAGERS Multi Diagnostic Imaging Solutions BC MAMMOGRAPHY Digitec Medical Service Corp.………… 56 Siemens Medical Solutions …………… 28 MODULE/TELEMETRY Bio-Medical Equipment Service Co. 76 MONITORS/CRTs Advanced Ultrasound Elec./AUE …… 63 Ampronix ……………………………………………… 6 ENMET, LLC ……………………………………… 79 Technical Prospects ………………………… 66 TROFF Medical ………………………………… 60 Soma Technology, Inc. …………………… 44 MRI Carolina Medical Parts …………………… 20 East Coast Medical Systems ……………74 Ed Sloan & Associates ……………………… 61 ENMET, LLC ……………………………………… 79 Field MRI Services …………………………… 79 KEI Medical Imaging Services ……… 78 MIT/Medical Imaging Technologies 62 Mobilescan Imaging ………………………… 34 Siemens Medical Solutions …………… 28 NUCLEAR MEDICINE Digirad Corp.. …………………………………… 79 Global Medical Imaging …………………… 17 InterMed NucMed ………………………………74 International X-Ray Brokers ……………72 J & M Trading……………………………………… 73 Southeast Nuclear Electronics……… 25 PATIENT MONITORING BETA Biomedical Services, Inc. ……… 75 Bio-Medical Equipment Service Co. 76 MedEquip Biomedical …………………… 62 Pacific Medical ……………………………………10 Quantum Biomedical ………………………… 71 ReMed Equipment ……………………………… 71 Rieter Medical Services ………………… 67 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

Southeastern Biomedical, Inc. ………… 8 USOC Medical …………………………………… 57 PROBES/PROBE REPAIR Conquest Imaging ……………………………… 13 Global Medical Imaging …………………… 17 ONLINE RESOURCES ICE/Imaging Community Exchange …77 MedWrench ……………………………………… 78 RADIOLOGY Eastern Diagnostic Imaging ………… 75 ENMET, LLC ……………………………………… 79 German Electronics …………………………… 21 Holden Battery Services ………………… 67 International X-Ray Brokers ……………72 InterMed Ultrasound ……………………… 66 InterMed NucMed ………………………………74 J & M Trading……………………………………… 73 JD Imaging Corp. ……………………………… 79 Maull Biomedical Training, LLC …… 70 Metropolis International ……………… 55 Multi Diagnostic Imaging Solutions BC Radon Medical ……………………………………74 Technical Prospects ………………………… 66 TROFF Medical ………………………………… 60 Varian Medical Systems …………………… 9 RADIOLOGY PARTS InterMed Ultrasound ……………………… 66 InterMed NucMed ………………………………74 J & M Trading……………………………………… 73 TROFF Medical ………………………………… 60 REPAIR/REFURBISH 2D Imaging, Inc. ……………………………… 79 Advanced Ultrasound Elec./AUE …… 63 AIV Inc. ……………………………………………… 56 ALCO Sales and Service …………………… 35 Ampronix ……………………………………………… 6 AMX Solutions ……………………………………72 Bio-Medical Equipment Service Co. 76 Carolina Medical Parts …………………… 20 Conquest Imaging ……………………………… 13 Continental Equipment Company …72 Digirad Corp.. …………………………………… 79 Digitec Medical Service Corp.………… 56 Eastern Diagnostic Imaging ………… 75 Ed Sloan & Associates ……………………… 61 Elite Biomedical Solutions ……………… 71 WWW.MEDICALDEALER.COM

Endoscopy Specialists …………………… 63 Field MRI Services …………………………… 79 German Electronics …………………………… 21 Global Medical Imaging …………………… 17 International Medical Equipment & Service ……………………… 69 KEI Medical Imaging Services ……… 78 MedEquip Biomedical …………………… 62 Mediquip Parts Plus, Inc. ……………… 63 MIT/Medical Imaging Technologies 62 MTC/Medical Technologies Co. ……… 73 Multi Diagnostic Imaging Solutions BC MW Imaging ………………………………………… 7 National Ultrasound ………………………… 61 Pacific Medical ……………………………………10 QAL Manufacturing.. ……………………… 25 Quantum Biomedical ………………………… 71 Radon Medical ……………………………………74 ReMed Equipment ……………………………… 71 Siemens Medical Solutions …………… 28 Southeast Nuclear Electronics……… 25 Trisonics …………………………………………… 34 TROFF Medical ………………………………… 60 USOC Medical …………………………………… 57 REPLACEMENT PARTS 2D Imaging, Inc. ……………………………… 79 Advanced Ultrasound Elec./AUE …… 63 AIV Inc. ……………………………………………… 56 ALCO Sales and Service …………………… 35 AllParts Medical ……………………………… 25 AMX Solutions ……………………………………72 BETA Biomedical Services, Inc. ……… 75 Carolina Medical Parts …………………… 20 Classic Diagnostic Imaging …………… 70 Conquest Imaging ……………………………… 13 Continental Equipment Company …72 Diagnostic Solutions ……………………… 76 Digirad Corp.. …………………………………… 79 Digitec Medical Service Corp.………… 56 Ed Sloan & Associates ……………………… 61 Elite Biomedical Solutions ……………… 71 Global Medical Imaging …………………… 17 Government Liquidation ……………… 36 International Medical Equipment & Service ……………………… 69 J & M Trading……………………………………… 73 KEI Medical Imaging Services ……… 78 Mediquip Parts Plus, Inc. ……………… 63 MTC/Medical Technologies Co. ……… 73 Multi Diagnostic Imaging Solutions BC

National Ultrasound ………………………… 61 PartsSource ……………………………… 5, 18-19 QAL Manufacturing.. ……………………… 25 Radon Medical ……………………………………74 Rieter Medical Services ………………… 67 Soma Technology, Inc. …………………… 44 Southeast Nuclear Electronics……… 25 Technical Prospects ………………………… 66 Trisonics …………………………………………… 34 TROFF Medical ………………………………… 60 Varian Medical Systems …………………… 9 RESPIRATORY ENMET, LLC ……………………………………… 79 Medical Specialties Distributors … 57 SERVICE CONTRACTS Global Risk Services ………………………… 44 SOFTWARE Radiology Data ………………………………… 78 STERILIZERS Continental Equipment Company …72 ENMET, LLC ……………………………………… 79 Government Liquidation ……………… 36 InterMed Biomed …………………………… 35 SURGICAL Capital Medical Resources ……………

Eastern Diagnostic Imaging …………

Endoscopy Specialists ……………………

International Medical Equipment & Service ………………………

Kent Elastomer Products, Inc. ………

S.H. Medical Corporation ………………

79 75 63 69 20 26

SURPLUS MEDICAL Government Liquidation ……………… 36 TRADE SHOWS AHRA…………………………………………………… 45 TUBES/BULBS AllParts Medical ……………………………… 25 German Electronics …………………………… 21 International Medical Equipment & Service ……………………… 69 J & M Trading……………………………………… 73 Kent Elastomer Products, Inc. ……… 20 Technical Prospects ………………………… 66 MEDICALDEALER 81

CATEGORICAL INDEX ULTRASOUND 2D Imaging, Inc. ……………………………… 79 Advanced Ultrasound Elec./AUE …… 63 AIV Inc. ……………………………………………… 56 Bayer Healthcare Services ……………… 26 Conquest Imaging ……………………………… 13 Diagnostic Solutions ……………………… 76 Endoscopy Specialists …………………… 63 InterMed Ultrasound ……………………… 66 Mobilescan Imaging ………………………… 34 MW Imaging ………………………………………… 7 National Ultrasound ………………………… 61 Trisonics …………………………………………… 34

Global Medical Imaging …………………… 17 InterMed Ultrasound ……………………… 66

ULTRASOUND PARTS Advanced Ultrasound Elec./AUE …… 63 Conquest Imaging ……………………………… 13

X-RAY AMX Solutions ……………………………………72 Classic Diagnostic Imaging …………… 70

VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE …… 63 Conquest Imaging ……………………………… 13 VENTILATORS Government Liquidation ……………… 36 VIDEO Endoscopy Specialists …………………… 63 Multi Diagnostic Imaging Solutions BC

Diagnostic Solutions ……………………… 76 Eastern Diagnostic Imaging ………… 75 German Electronics …………………………… 21 Government Liquidation ……………… 36 Holden Battery Services ………………… 67 MIT/Medical Imaging Technologies 62 Tri-Imaging …………………………………………… 2 X-RAY PARTS J & M Trading……………………………………… 73 Technical Prospects ………………………… 66 TROFF Medical ………………………………… 60

ALPHABETICAL INDEX 2D Imaging, Inc. ……………………………… 79

German Electronics …………………………… 21

MW Imaging ………………………………………… 7

Advanced Ultrasound Elec./AUE …… 63

Global Medical Imaging …………………… 17

National Ultrasound ………………………… 61

AHRA…………………………………………………… 45

Global Risk Services ………………………… 44

Pacific Medical ……………………………………10

AIV Inc. ……………………………………………… 56

Government Liquidation ……………… 36

Paragon Service ……………………………… 53

ALCO Sales and Service …………………… 35

HMB Endoscopy Products ……………… 52

PartsSource ……………………………… 5, 18-19

AllParts Medical ……………………………… 25

Holden Battery Services ………………… 67

Puma Export, Inc.. …………………………… 67

Ampronix ……………………………………………… 6

IAMERS ………………………………………………… 4

QAL Manufacturing.. ……………………… 25

AMX Solutions ……………………………………72

ICE/Imaging Community Exchange …77

Quantum Biomedical ………………………… 71

Bayer Healthcare Services ……………… 26

InterMed Ultrasound ……………………… 66

Radiology Data ………………………………… 78

BETA Biomedical Services, Inc. ……… 75

InterMed NucMed ………………………………74

Radon Medical ……………………………………74

Bio-Medical Equipment Service Co. 76

InterMed Biomed …………………………… 35

ReMed Equipment ……………………………… 71

BiTech Medical ………………………………… 56

International Medical

Rieter Medical Services ………………… 67

Capital Medical Resources …………… 79

Equipment & Service ……………………… 69

S.H. Medical Corporation ……………… 26

Carolina Medical Parts …………………… 20

International X-Ray Brokers ……………72

Shattuck, LLC …………………………………… 73

Classic Diagnostic Imaging …………… 70

J & M Trading……………………………………… 73

Siemens Medical Solutions …………… 28

Conquest Imaging ……………………………… 13

JD Imaging Corp. ……………………………… 79

Soma Technology, Inc. …………………… 44

Continental Equipment Company …72

KEI Medical Imaging Services ……… 78

Southeast Nuclear Electronics……… 25

Diagnostic Solutions ……………………… 76

Kent Elastomer Products, Inc. ……… 20

Southeastern Biomedical, Inc. ………… 8

Digirad Corp.. …………………………………… 79

Maull Biomedical Training, LLC …… 70

Technical Prospects ………………………… 66

Digitec Medical Service Corp.………… 56

MedEquip Biomedical …………………… 62

Tri-Imaging …………………………………………… 2

Doctors Depot …………………………………… 3

Medical Specialties Distributors … 57

Trisonics …………………………………………… 34

East Coast Medical Systems ……………74

Mediquip Parts Plus, Inc. ……………… 63

TROFF Medical ………………………………… 60

Eastern Diagnostic Imaging ………… 75

MedWrench ……………………………………… 78

USOC Medical …………………………………… 57

Ed Sloan & Associates ……………………… 61

Metropolis International ……………… 55

Varian Medical Systems …………………… 9

Elite Biomedical Solutions ……………… 71

MIT/Medical Imaging Technologies 62

Endoscopy Specialists …………………… 63

Mobilescan Imaging ………………………… 34

ENMET, LLC ……………………………………… 79

MTC/Medical Technologies Co. ……… 73

Field MRI Services …………………………… 79

Multi Diagnostic Imaging Solutions BC

82 MEDICALDEALER | JUNE 2015

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