Medical Dealer - July 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

JULY 2015 | WWW.MEDICALDEALER.COM

SEEKING CLARITY TRANSPARENCY IMPACTS MEDICAL DEVICE INDUSTRY

FIND YOUR PREFERRED VENDOR:

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“It is my belief that Southwestern Biomedical Electronics is the absolute best in servicing Spacelabs medical products. Why move into other

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device industry is that the historical 70

that we would not be the best

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manufacturers is really out the window,” she

successful doing what we do and

said. “That doesn’t exist anymore.”

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doing it better than anyone else.”

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CONTENTS_Features 54 SEEKING CLARITY

Shifts in health insurance policies are making consumers more aware of price and thus resulting in a more competitive health care market in regards to prices. The trend is also impacting in the medical device market.

62 SOUTHWESTERN BIOMEDICAL Spacelabs Medical Systems is an aftermarket parts and service company that has outlived the OEM it was established to support and is now the preferred independent equipment service center for Spacelabs technology, repairing and exchanging circuit boards, assemblies, telemetry, and monitoring devices.

Medical Dealer (Vol. 19, Issue #7) July 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: TROFF Medical 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

Account Executives

23 OEM Updates 29 Block Imaging

MARKET ANALYSIS Radiology: PACS 31 Market Analysis 32 Product Showroom 39 Preferred Vendors Med/Surg: Telemetry 43 Market Analysis 44 Product Showroom 48 Vendor Q&A 49 Preferred Vendors

Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting Kim Callahan

Circulation

Bethany Williams bethany@mdpublishing.com

Web Department Betsy Popinga Taylor Martin

SLICE OF LIFE 68 The Other Side 72 Pay It Forward 76 Off the Clock 82 Dan Bobinski 86 Marketplace 88 Categorical Index 90 Alphabetical Index

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MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_News and Notes

2016 MD EXPO DATES, LOCATIONS ANNOUNCED MD Expo is headed to the Texas and New England in 2016!

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14 MEDICALDEALER | JULY 2015

Staff Reports

ISOs FILE LAWSUIT AGAINST GE HEALTHCARE A lawsuit has been filed by a group of Independent Service Organizations against GE, Datex-Ohmeda and Alpha Source Inc. The lawsuit claims that the defendants have violated portions of the Sherman Act, Clayton Act and the Robinson-Patman Act. The lawsuit was filed in the U.S. District Court, Eastern District of Texas, Marshall Division.

The plaintiffs’ original complaint, prepared by Provost & Umphrey Law Firm LLP, reads in part “GE, as hereinafter set forth, has intentionally violated Section 1 and Section 2 of the Sherman Act, and Sections 2, 3, and 7 of the Clayton act through acts which, in part, occurred in the United States and in the Eastern District of Texas, and which have injured Plaintiffs, and each of them, in their trade and business, as well as consumers and competition.”

A spokesperson for GE said, “GE Healthcare will not be commenting on pending litigation.” •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

KUBTEC ANNOUNCES 3-YEAR AGREEMENT WITH AMERINET Kubtec, a developer and manufacturer of digital X-ray systems, has announced the signing of a three-year agreement with U.S. health care group purchasing organization Amerinet. Under the agreement, Amerinet members will receive negotiated pricing on Kubtec digital X-ray systems, including MOZART with TomoSpec, the world’s first specimen tomosynthesis system; the XPERT specimen radiography product line for radiology, pathology and the OR; and the KUB 250, the first truly portable, low-dose digital X-ray system dedicated to the neonatal intensive care unit (NICU).

“Kubtec is pleased to be working with Amerinet to provide the best possible health care outcomes at the best possible cost,” said Vikram Butani, President of Kubtec. “Through this agreement, Amerinet member health care facilities have direct access to our high-resolution digital radiography and specimen tomosynthesis systems.”

The contract is effective through February 28, 2018. •

ACERTARA ACOUSTIC LABORATORIES INTRODUCES 2 NEW PRODUCTS Acertara Acoustic Laboratories, an ISO 17025:2005 accredited and ISO 9001:2008 and ISO 13485:2003 certified ultrasound facility has announced the introduction of two new products. One new product is AmpSafe, an electrical leakage analyzer for ultrasound transducers. Also new is Accept, a probe adapter used with AmpSafe and other electrical leakage analyzers that interfaces with multiple styles of transducer connectors.

AmpSafe is the first electrical leakage tester to incorporate a USB interface to connect to a PC for complete test report generation. The test report on AmpSafe will include detailed probe information, measurement values, tester identification, and the date to match with the upcoming Intersocietal Accreditation Commission guidelines. AmpSafe will be offered with a compact electrode designed to work with automated TEE disinfection stations like the CS Medical TD-100.

The new patent pending Accept allows users to connect a single adapter to the AmpSafe tester by utilizing an expandable interface platform eliminating the user’s need to connect/disconnect multiple adapters during testing. The Acertara research and development team also included electrical shock hazard prevention through Accept’s unique twist design.

“AmpSafe and Accept allow service personnel and caregivers to step into the digital age of electrical leakage testing,” Acertara President and CEO G. Wayne Moore said. “Our R&D team at Acertara leveraged years of experience in engineering technologically advanced test devices to develop a modern electrical leakage suite that focuses not only on patient safety but user safety with reporting capabilities to comply with leakage testing requirements. Combined with Aureon, Active-Z, and Advantage, our customers now have access to a comprehensive ultrasound test suite to provide optimal patient care and safety.” •

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MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

BAIRD CAPITAL INVESTS IN ALPHA SOURCE Baird Capital, the direct private investment arm of Robert W. Baird & Co., has announced that its U.S. Private Equity group has made a significant investment in Alpha Source, a leading medical equipment solutions provider. As part of the transaction, Baird Capital Partner Michael Bernstein and Operating Partner Fred Robertson will join the Alpha Source board of directors.

Headquartered in Milwaukee, Wisconsin, Alpha Source is a leading provider of innovative solutions for medical equipment maintenance and service, medical device battery manufacturing and medical equipment parts distribution to thousands of customers in more than 74 countries around the world.

“Alpha Source is one of the fastest growing companies in the U.S. because they are constantly forging new directions in the delivery of innovative, efficient and quality health care equipment solutions,” said Bernstein. “We are excited to partner with the Alpha Source team and support the business as it continues its expansion in the market.”

In addition, Rick Lytle has joined Alpha Source as Chief Executive Officer. Lytle is a seasoned executive with more than 20 years of experience in global health care products and services. Founder and co-owner, Norine Carlson-Weber continues to manage the operations of Alpha Source as the Chief Operating Officer. •

16 MEDICALDEALER | JULY 2015

Staff Reports

DATREND SYSTEMS LAUNCHES NEW SECURITY APP FOR THE VPAD PLATFORM Datrend Systems is pleased to announce the launch of a new security app for the vPad Platform. vPad-Secure is designed for organizations who need the ability to control workflow from a central location. With four levels of security, vPad-Secure enables administrators to set the level of access for their team and pre-define the maintenance procedures and tests to be used.

“We have had several requests from customers who were looking for a solution to lock down their maintenance procedures,” Mark Miller, Vice President of Engineering said. “We listened, we considered, we executed and within six weeks of the first request we are launching this new product.”

In addition to vPad-Secure, an upgraded version of vPad-Check is being launched. This upgrade to the automated maintenance app includes streamlined operation and enhanced video and image capabilities, enabling users to embed manufacturer’s inspection procedures and manuals directly into maintenance checklists. • FOR MORE INFORMATION about Datrend products, visit the company’s website at www.datrend.com.

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

PRACTICE GREENHEALTH WELCOMES FIVE NEW BUSINESS MEMBERS Practice Greenhealth has announced that five Compass Group North America companies – Crothall Healthcare, Morrison Healthcare, TouchPoint Support Services, Canteen, and Foodbuy – have joined its community of more than 1,300 leading health care organizations and suppliers. Practice Greenhealth members act as change agents and healing forces in their communities on behalf of patients, staff, and the environment at large.

“From their initiatives within hospitals to the broader initiatives and advancements of their parent company, Compass Group and its specialized health care experts are truly committed to the health of hospital patients, visitors, communities and planet,” said Jeffrey Brown, Practice Greenhealth Executive Director. “It’s this type of commitment that makes them a natural fit in the Practice Greenhealth community – we welcome them as key Practice Greenhealth members focused on healthy food sourcing that promotes better nutrition and sustainable cleaning practices that promote safer environments within hospitals.”

“We are extremely proud of our partnership with Practice Greenhealth,” said Julia Jordan, Director of Sustainability Initiatives, Compass Group. “We are looking forward to showcasing our specialization in health care at next week’s CleanMed conference and believe that together we can help shape a more sustainable future for our communities and planet.” •

SUMMIT IMAGING EXPANDS ITS SERVICES TO INCLUDE PORTABLE ULTRASOUND SYSTEMS Summit Imaging is expanding its services to support portable ultrasound systems so the company can give clinical engineers who have adopted portable machines the same rapid end-to-end customer support they rely on to keep their static machines up and running.

Portable ultrasound machines have become increasingly popular because their small size enables health care providers to use the machines in rural areas or emergency situations, scanning patients in locations where space is limited or where mobility is necessary. Because of this flexibility and efficiency, the market has seen increasing demand.

Often clinicians who use portable machines had to rely on original equipment manufacturers for all maintenance repairs, which could result in costly down time. Summit Imaging is offering an alternative solution for hospitals and clinical engineers looking to lower their total cost of ownership by expanding its ultrasound support services to portable machines.

“We developed this service line in direct response to requests from our customers for a portable repair service alternative,” said Larry Nguyen, CEO and founder of Summit Imaging. “By offering our comprehensive third-party support, we’re allowing health care providers to get back to what matters most – the patients – as quickly and economically as possible.”

Summit Imaging offers repairs on GE and Philips portable laptop systems and transducers, supporting full probe and system repair capability for the GE LOGIQ E, GE Vivid I, GE Vivid Q, GE Voluson E, GE Voluson I and the Philips CX50. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 17

18 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

1.888.828.2637 www.bmesco.com

INDUSTRY UPDATE_Company Showcase

Special Advertising Section

TROFF MEDICAL

H

onesty, integrity and quality are words used to describe TROFF Medical. The company, founded by CEO Mike Helms in 1991, constantly comes through for customers by doing exactly what it says it will do.

TROFF Medical is also often described as agile and flexible because it meets customers’ needs and adapts to shifts in the marketplace. A stellar reputation is not built overnight. TROFF Medical is an example of how doing things the right way and treating customers with honesty and respect is vital for a successful company.

TROFF Medical celebrates its 25th anniversary next year. Mike Helms remains as CEO of the company and continues to serve as a company ambassador for the company he founded. His son, Patrick Helms, is the new president of TROFF Medical and is taking on the leadership role for the company. This transition comes with the offering of new services and products, while maintaining the core focus on the parts business.

“I am excited for this opportunity. I know we have a lot to offer to the industry,” Patrick Helms says.

“TROFF Medical was founded in 1991 as a de-install and brokering company by Mike Helms,” 20 MEDICALDEALER | JULY 2015

Patrick Helms, President, TROFF Medical

“All these come from a desire to do the best possible job of servicing the customer.

Our honesty and integrity have always been a hallmark of our business.”

– Patrick Helms

he adds. “In 2000, we moved into the parts business. Mike recognized the need for high-quality used parts and a growing demand for those parts. While parts has been and will continue to be our focus, we are offering additional services to our customers.

These include de-installation service, system brokering, system upgrades and room inspections.”

The decision to expand its services was not made hastily.

Services are only offered after a proven process is developed to provide the quality TROFF Medical customers expect.

“We are able to tailor our service to a specific customer’s needs, including targeted buying, locating and identifying hard-to-find parts, flexible scheduling, and preferred communication method,” Patrick Helms says. “All these come from a desire to do the best possible job of servicing the customer. Our honesty and integrity have always been a hallmark of our business.”

Mike Helms points out a trend in the industry to adopt supply chain principles that do not always translate to the industry. He says it is important to learn and adapt to meet a customer’s needs. A key ingredient is being able to tailor options to meet the unique situation of each client.

“We model our buying (of parts) after our customers’ spend,” he adds. “It takes a special relationship with our customers and a MEDICAL EQUIPMENT, PARTS & SERVICE

TROFF Medical_Company Showcase

TROFF's 20,000-square-foot warehouse and office space is located in Hendersonville, N.C.

pretty special supply chain to adapt to the needs of the industry.”

Leadership has helped the company safely navigate the ever-shifting health care landscape to reach positive results for customers.

“Another challenge we have been working through is the transition from analog to digital in the medical imaging field. We have adjusted our buying practices to push us further into the digital realm,” Patrick Helms says. “This is a natural evolution of the technology in medical imaging and we are searching out the best used systems to meet the changing needs of our customers.”

In fact, TROFF Medical offers a variety of services.

“We have started to offer de-installation and inspection services.

These have come from years of doing these things through our own process, and now we are offering it and our years of experience to the rest of the industry,” Patrick WWW.MEDICALDEALER.COM

TROFF's warehouse is meticulously organized. Employees can locate a requested part in less than 30 minutes.

Helms explains. “Our parts process has helped us develop several new avenues. We began a repair shop several years ago to attempt to repair and resell high turnover items. This has been very successful and will continue to grow and evolve adding new parts and further educating the repair staff. In addition to parts sales, de-installation service, and brokering of systems – TROFF Medical now offers digital upgrade packages for existing rooms. This is a great way to upgrade your radioloy or R&F room to digital without a construction project and the process of replacing a room.”

Throughout TROFF Medical’s growth, it found a need to revisit its past.

“We have refocused on the Philips product line. We have deep stock in the major models from Philips in Rad, R&F, and Cath/ Angio and we are continuing to add new products and replenish our stock. Our quality process is a

top priority,” Patrick Helms says.

“We maintain quality from the point of de-install through transportation, harvesting, storage and all the way up to packaging and shipping to the field. We are in control of it every step of the way. Proper inspections, selective buying, and our handling of the equipment has helped us maintain failure rates lower than the industry norm.”

“We are excited to have streamlined our purchasing back into primarily Philips,” he adds.

“This will allow us to fill in some gaps and push forward into more digital systems. We feel this will help us better cover the needs of our customers. We are also going to be offering new products and services, including new X-ray tubes, portables and digital upgrade packages.”

FOR MORE INFORMATION, about TROFF Medical, visit www.troffmedical.com.

MEDICALDEALER 21

WIDTH 7”

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To find out how we can improve your efficiencies, just give us a call at 800-633-7231, ext. 5179 or visit us at mvs.bayer.com Carestream and Kodak are registered trademarks of Carestream Health and are used herein solely to inform as to the scope of the services offered by Bayer HealthCare. Bayer HealthCare is an independent contractor and no relationship with this provider should be inferred.

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_OEM Updates

EQ2 LLC ANNOUNCES SALES & MARKETING ARRANGEMENT AMT Datasouth Corp (AMT) acquired EQ2 in September 2013. Since then, AMT and EQ2 management have worked on integrating their sales and marketing. This effort is now complete and EQ2’s sales activities will be assumed by AMT’s existing hospital sales force.

AMT’s sales force understands hospitals as they represent the very successful AMT patient, pharmacy and other identification systems used by over 500 hospitals. AMT products include certified interfaces to Cerner and other major EMR system providers.

“EQ2’s HEMS Enterprise software is a good fit within our sales channels as it is a recognized leader in hospital clinical and facility equipment management systems (CMMS). I’m really pleased to add HEMS to AMT’s existing health care enterprise product line,” said Kim Stovall, Director of Sales and Marketing for AMT. “Our sales team’s first focus is to ensure that HEMS receives the market exposure and sales support it deserves.”

“AMT brought in the financial resources to enable EQ2 to expand its corporate health care sales activities,” Jim Smith, President of EQ2, said.

“Simultaneously, EQ2 became the only CMMS provider who has developed HTM/CE workflow for the HIMSS Interoperability standards based, nonproprietary medical device management and location services profiles, integrated the FDA’s UDI and Device Problem Codes, automated interfaces to most major manufacturers of electrical safety analyzers and other critically required tools for medical and facility equipment management. With these great tools, EQ2 also cloud-enabled all EQ2 products.”

At the end of May, Smith will be leaving EQ2.

“EQ2 has a new home now with AMT,” he said.

“Our shared efforts have opened doors that the EQ2 team and I have diligently pursued for the last 23 years. For the past two years, my efforts focused on driving the transition of EQ2 and HEMS from being a manufacturer of a desktop, data entry bound CMMS to a leader in the emerging health care interoperability and cloud-based medical device and system ecosystem. This work has focused on health care standards including IHE PCD, AAMI, ACCE and other national and international standards. Now that EQ2 has carved out its place within this ecosystem I feel it is time for me to transition in a new direction.”

Vishal Malhotra, a veteran EQ2 senior engineer, has been named Chief Technical Officer. • WWW.MEDICALDEALER.COM

Staff Reports

TÜV RHEINLAND NAMES NEW MEDICAL SALES MANAGER FOR NORTH AMERICA TÜV Rheinland, a full-service inspection, testing and certification company, has appointed Raymond Chlebicki to the position of Medical Sales Manager for North America. In his new role, Chlebicki will be responsible for maintaining strategic customer accounts and leading sales teams to expand TÜV Rheinland’s market share in the U.S., Mexico, and Canada. He will report to David Haataja, Senior Vice President, Products.

Chlebicki brings more than 25 years of leadership and executive experience in the pharmaceutical and health care industries.

Prior to this appointment, he was the Director of Sales in the Life and Health Sciences division of Underwriters Laboratories (UL), where he led sales teams across North America and Latin America. A veteran of the testing and certification industry, Chlebicki held Vice President roles at SGS and BSI before UL. Chlebicki started his career in sales at Boehringer-Ingelheim and Endo Pharmaceuticals.

“I’m looking forward to joining TÜV Rheinland,” said Chlebicki. “The level of service this team provides is second to none, and I’m excited to grow the Medical team to be, far and away, the best in the industry.”

Throughout his career and at various companies, Chlebicki has mentored others to prepare them for advanced positions as sales managers, national account directors and trainers.

He has led multiple teams with annual sales in the nine-figure range, achieving much success increasing revenues by double-digit percentages year-over-year.

“Chlebicki’s focus has always been on the customer,” said David Haataja, TÜV Rheinland’s Senior Vice President, Products. “Whether it’s giving them superior service, or mentoring teams in how to better acquire, convert, and grow their own customer base, he always has the customer as his number one priority. We are confident that, with such a laser focus, he will position TÜV Rheinland for solid growth in the years to come.” • MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

Staff Reports

FUJIFILM COMPLETES ACQUISITION OF TERAMEDICA INC. Fujifilm Medical Systems U.S.A. Inc. has announced the ics solutions that acquire, analyze, interpret and present completion of its acquisition of TeraMedica Inc., a global patient data in ways that are meaningful for providers health care informatics company and a leading provider of in the most challenging environments.” vendor neutral, enterprise solutions. The acquisition will TeraMedica is an established leader in VNA techallow Fujifilm to offer the market a leading Vendor Neutral nology and recently received the “VNA/Image Archive Archiving (VNA) technology.

KLAS Category Leader” Award for 2014 as part of the “As a leader in clinical archiving, TeraMedica is at Best in KLAS Report. The company enables cross-dethe forefront of the Vendor Neutral Archive market. partmental image content sharing of patient data from It is a company with talented people and unique techdisparate health care IT applications, while maintainnology that will strengthen our position in health care ing the integrity of the original data stored while also informatics,” said Jim Morgan, Vice President of Medembracing the latest centralized archiving technologies. ical Informatics, Fujifilm Medical Systems U.S.A. Inc. This company is now known as FUJIFILM TeraMedica “Together, we will be able to deliver medical informatInc. For information, visit www.FujifilmSynapseVNA.com. •

CARESTREAM ULTRASOUND SYSTEMS RECEIVE FDA 510(K) CLEARANCE Two Carestream Touch Ultrasound Systems have received FDA 510(k) Clearance and are available for order in the United States: the Carestream Touch Prime Ultrasound System and the Carestream Touch Prime XE Ultrasound System are designed for general diagnostic imaging use in radiology.

These two products are the first in Carestream’s new family of ultrasound systems. spatial detail with increased frame “These new ultrasound systems rates for improved visualization of build upon our proven expertise in moving structures while optimizdigital X-ray systems,” said Diana ing image formation to reduce noise L. Nole, President, Digital Medical and artifacts. Imaging and Doppler Solutions, Carestream. “We started improvements allow for more conwith a clean slate and worked with sistent visualization of subtle tissue customers to develop a new gencontrast differences and can improve eration of ultrasound systems that the ability to see small structures. enhance ease of use and productivity, The Touch Prime XE is capawhile incorporating integrated GPU ble of frame rates in excess of 100Hz processing power that delivers fast while maintaining improved imaging response times and extremely high detail, and includes optional features image quality.” such as DICOM, wireless connectivThe Carestream Touch Prime ity, barcode and badge readers and XE is the company’s top-of-the-line elastography as part of the system. offering. It employs Carestream’s Both the Touch Prime and Touch Touch Prime SynTek ArchitecPrime XE offer a sealed, all-touch ture, which is a combination of control panel that combines the breakthrough technologies that speed and flexibility of a soft user simultaneously provide enhanced interface with the tactile feedback 24 MEDICALDEALER | JULY 2015

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

Both Touch Ultrasound systems offer many features, including: • “Swipe and go” badge log-on saves time and promotes secure access; • “Smart connect” transducer technology enables easy onetouch selection of the desired transducer; • Rapid cold boot time of 18 seconds can further help enhance productivity, with no need for standby mode or battery backup; and • Easy cart adjustments allow sonographers to position the system where it is most comfortable to help reduce the risk of repetitive stress injuries.

Carestream’s Touch Prime and Touch Prime XE are expected to ship in the fourth quarter of 2015.

Carestream’s family of ultrasound products will include additional systems to address the needs of medical professionals and markets throughout the world. • MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

ONRAD DEPLOYS CARESTREAM’S PACS TO SERVE ALMOST 100 RADIOLOGISTS ONRAD Inc., one of the nation’s largest radiology groups, implemented Carestream’s Vue PACS to handle reading and reporting of nearly 1 million imaging studies a year. ONRAD has almost 100 radiologists and provides services to 275 health care providers in 35 states.

“This is an extremely challenging environment because of our exceptionally high volume and our need to communicate effectively with so many different imaging providers,” said Robert Lerma, ONRAD’s Vice President of Business Development and Marketing. “We conducted extensive on-site testing of multiple systems prior to selecting Carestream’s PACS. After six months of use, we are confident that this PACS delivers a flexible, futuristic platform that can meet our current and future requirements.”

“Carestream has combined an advanced toolset with an intuitive interface. Our radiologists are able to work very productively and the PACS has been extremely reliable as our volumes continue to grow,” adds Morris Kelly, ONRAD’s PACS Administrator. “Our customers are extremely pleased with both the quality of our reading services and our response times.”

Facilities send imaging studies directly to ONRAD’s DICOM router, which forwards all studies to Carestream’s Vue PACS. The DICOM information is used to create an order within the RIS and reports are sent back to each facility using HL7 interfaces or other methods. •

SIEMENS’ PETNET SOLUTIONS SIGNS EXCLUSIVE AGREEMENT Siemens’ PETNET Solutions Inc., a wholly owned subsidiary of Siemens Medical Solutions USA Inc., has entered into a nationwide agreement with U.K.-based Blue Earth Diagnostics Ltd. for the exclusive commercial manufacturing and distribution of Fluciclovine (18F), an investigational positron emission tomography and computed tomography (PET/CT) radiopharmaceutical. Fluciclovine (18F) is being studied for prostate imaging in clinical trials conducted in the U.S., Japan, Italy, Norway, Sweden and Finland. The F-18-based radiopharmaceutical has a long half-life, which may facilitate its geographical distribution to clinical trial sites and then to clinical imaging centers once it gains approval from the Food and Drug Administration (FDA).

Prostate cancer is the second-leading cause of cancer in men worldwide, with 220,800 men expected to be diagnosed in 2015 in the U.S., according to the American Cancer Society. Currently, approved diagnostic options for prostate cancer include PET/CT scans using an injectable radiopharmaceutical to evaluate the extent of metastatic disease specifically for soft tissues and/or bony anatomy.

With its large commercial radiopharmacy network in the U.S., Siemens’ PETNET Solutions provides wide access to PET radiopharmaceuticals for oncology, cardiology and neurology to imaging physicians and patients. Blue Earth Diagnostics Ltd. is a private U.K.-based diagnostic company backed by Syncona Partners LLP, a subsidiary of the Wellcome Trust that is developing and commercializing PET agents for cancer.

“Siemens’ PETNET Solutions is pleased to announce its U.S.-wide agreement with Blue Earth Diagnostics Ltd. to distribute its Fluciclovine (18F) PET radiopharmaceutical in the United States once it gains FDA approval,” says Barry Scott, CEO of Siemens’ PETNET Solutions. • WWW.MEDICALDEALER.COM

MEDICALDEALER 25

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_Block Imaging

By Gabe Viscomi

IMAGING EQUIPMENT SERVICE TRENDS

Where Is the Industry Heading?

L

egislation, reimbursement rates, research and development – with so many factors at play, the imaging equipment market is constantly changing and, along with it, so is the imaging equipment service market. Although it is impossible to know for certain how the future will pan out, we can look at current trends and begin to develop an idea of the direction the market is headed. The following are the three biggest changes we believe are coming in the next few years.

In-House Service Teams More and more hospital systems are starting to hire and train their own biomedical and clinical engineers.

For equipment stables of sufficient size, this service approach can result in significant savings and increases in uptime versus traditional service plans through manufacturers.

As in-house teams grow in popularity, we can anticipate an increase in the industry’s training needs. Many engineers are heavily specialized in certain makes and modalities. To make in-house teams as versatile as they will need to be, the availability of service training will likely rise to meet the new demand.

Third-Party Support As health systems move toward managing their own repairs their engineers will continue to stretch and grow their equipment knowledge.

However, there will always be limitations to how much one team can know and how much workload they can handle at a given time. Because of these limitations, it will be necessary

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from time-to-time to call in outside help.

In scenarios where a hospital system has eschewed OEM service in favor of building their own team, when outside support is needed it will most likely come from third-party sources. This trend is a win-win: growing third-party companies will have more opportunities to serve and hospital systems will have more opportunities to save.

Online Applications Our final prediction is one that has already proven itself in many other areas of daily life: the proliferation of online applications. Over the next few years, service and parts providers will implement additional technology to improve their capabilities.

Everything from online access to service, to saving equipment downtime with remote diagnostics, to ordering parts from your phone with ecommerce will become increasingly available. The ease, availability, and convenience of technologies like these will empower third-party pro-

Gabe Viscomi

viders to offer customer service of increasing quality.

The Takeaway As the medical imaging industry continues to evolve, service providers who have invested in the areas mentioned above will emerge as the most effective. For those who are considering the next direction for their facility’s equipment service, keep in mind that what a potential provider is doing in these areas today will ultimately be the foundation of the service experience you’ll have in the future.

GABE VISCOMI is the Vice President of Service at Block Imaging. His goal is to provide imaging equipment users with outstanding service by leading, refining, and equipping an outstanding Block Imaging Service Team.

MEDICALDEALER 29

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PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

STUDIES PREDICT PACS MARKET GROWTH

A

Picture Archiving and Communications System (PACS) is a network of computers used by radiology professionals to store and display digital medical images. It also creates archives for the storage of multimodality images, integrates images with patient database information, facilitates laser printing of images, and displays images and patient information throughout a computer network. PACS can also allow for the viewing of images in remote locations.

In 2012, Frost & Sullivan reported sustained growth in the radiology informatics market. The growth continued in large part due to the solid annual growth in radiology picture archiving and communication systems.

Analysis from Frost & Sullivan’s “Analysis of the North American Radiology Image and Information Management Systems Market” research found that the market earned revenues of $1.1 billion in 2011 and estimates that the market will reach $1.4 billion in 2018. The report predicted a return to steady but slow growth due to a wave of system replacements.

“As vendors in the consolidated PACS industry strive to revive past growth synergies in the radiology informatics market, imaging providers are only slowly buying into the value proposition of new generation systems,” said Frost & Sullivan Principal Analyst Nadim Daher. “In a market where PACS penetration is expected to cross the 90 percent mark across all imaging providers in 2014, replacement cycles stabilizing below the current seven year cycle could maintain sustainable – even if slow – revenue growth.”

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The proven benefits of new generation PACS as well as integrated radiology information system (RIS) and PACS to the physician community and internal IT department will spur a wave of technology upgrades in the North American market, Frost & Sullivan reported.

The global radiology PACS market was valued at $1,861 million in 2013, and is expected to grow at a compound annual growth rate of 4 percent from 2014 to 2019, according to a report from PRNewswire.

“North America is the largest market for radiology PACS, globally, accounting for a share of 47.9 percent of the global market in 2014. The market is mainly driven by technological innovations,” according to the PRNewswire report. “Also, the rising demand for this technology in hospitals (particularly in the U.S.) fuels the market growth in this region.

Furthermore, the technological advancements and interconnected PACS systems are creating new growth opportunities for this market. However, factors such as hardware specificity, high cost of the technology, and compulsory

need of professional assistance may act as restraints to the growth of this market.”

MicroMarket Monitor, which publishes 12,000 Market Research Reports a year, also predicts growth in the PACS market. It forecasts a compound annual growth rate of more than 3 percent for the North American segment of the global market.

“The North American radiology PACS market was valued at $898.8 million in 2013, and is expected to grow at a CAGR of 3.1 percent from 2014 to 2019,” according to a report by MicroMarket Monitor.

“North America leads the global market accounting for 48 percent of market share. The U.S. solely holds around 90 percent share of the total North American radiology PACS market.”

New advances in technology are expected to fuel market growth.

“PACS is an innovative technology that has helped reduce the physical barriers associated with customary film-based image retrieval, distribution, and display. The system has widespread application in hospitals and clinics, as it eliminates the need of maintaining hard copies of images. It offers highly accurate and precise digital copies of medical images, which are efficiently managed in comparison to the traditional imaging systems.

Cloud-based PACS solution is the latest market development that is expected to rise in the next 5 years,” according to MicroMarket Monitor.

MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

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

FUJIFILM SYNAPSE PACS

T

he cornerstone of Fujifilm’s integrated solution is Synapse PACS. Two main goals – enhanced communication and optimized productivity for radiologists in any imaging environment – were the impetus behind its development.

New enhancements to Synapse PACS include Synapse Communications. Synapse Communications will feature Peer Review, Critical Results, Emergency Department Findings, and Fujifilm’s new Pulse for users to track all important study activities. •

32 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Radiology_Product Showroom

GE HEALTHCARE CENTRICITY CARDIO ENTERPRISE

T

he newest release of Centricity Cardio Enterprise offers a unified view of cardiology images, with customizable workflows and the ability to view related radiology images. The viewer provides access to a patient’s imaging data across specialties, allowing the care team to easily collaborate. As a result, a specialist is able to reduce study time by up to 20 minutes per procedure, helping to enable faster, more informed diagnosis and treatment. •

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MEDICALDEALER MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

OLYMPUS NSTREAM® GX

P

hysicians can capture images and videos from any endoscope or surgical video device using the Olympus nStream® GX. Easily mounted on an endoscopic cart or equipment boom carrier, nStream® GX provides a robust image and video capture system. nStream® GX increases efficient clinical workflow with the ability to register, capture, view, print and export procedural data via touch panel, remote PC, or iPad®. The video editing and production tool, EasyCut™, can be used to quickly and securely access images and video from the available VaultStream Server.

Still images can be captured in DICOM format and sent to PACS. An optional feature is the ability to have HL-7 connectivity to EMR system for orders and results interface. •

34 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Radiology_Product Showroom

PHILIPS INTELLISPACE PACS

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hilips IntelliSpace PACS provides a comprehensive enterprise-wide imaging and informatics solution. The introduction of the following applications can be added to expand the traditional capabilities with analysis, interpretation and presentation of critical patient information to be more than a PACS.

• Capture longitudinal record of quantitative findings in the routine PACS workflow with Measurement Assistant and present measurements in relation to disease and treatment events in the oncology workflow with Oncology Dashboard.

• Acquire images and short video clips with your iPhone or iPad, add notes to provide specialized clinical context, then securely send to IntelliSpace PACS to become part of the longitudinal patient record through IntelliSpace VL Capture.

• Control costs and improve operational efficiency by assessing departmental productivity regarding referral patterns, resource utilization, and radiologist efficiency through the web-based IntelliSpace PACS Radiology Analytics. •

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MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS SYNGO.PLAZA PACS

S

yngo.plaza is the agile PACS and reading software, where 2D, 3D, and 4D reading comes together in one place.

Drawing on Siemens Healthcare IT expertise, it is designed to provide a wide range of applications and tools to support a fast and efficient workflow. High-throughput reading minimizes loading time so you can start reading right away. The easy-to-manage IT responds flexibly to changing requirements, helping save time, resources and effort, while Smart Data Conversion allows for a smooth transition from existing systems. syngo.plaza accommodates an array of innovative applications through a common interface. It offers seamless integration of selected 3D techniques that cover the majority of everyday reading needs with the syngo.plaza 3D+ยน option, and 3D images are immediately available in the PACS. The modular options kit grows with your clinical needs, enhancing diagnostic capabilities for improved outcomes, and protects your investment by leaving room for future expansion. โ ข

syngo.plaza 3D+ is a new product deployment. It is a syngo.plaza combined with the syngo.via functionality MM Reading. This is currently under

1

development and its future availability cannot be guaranteed.

36 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Radiology_Product Showroom

TIMS MEDICAL TIMS DICOM SYSTEM

T

he flagship product of TIMS Medical is the TIMS DICOM System, the premiere system for DICOM conversion, long-format recording of modified barium swallow fluoroscopy studies, and PACS connectivity for endoscopy studies. The MBS studies are used for speech language pathology and dysphagia analysis, and TIMS typically replaces low-quality, DVD-video and VHS recording equipment. TIMS provides all studies in the native, high-resolution format, and completely eliminates the HIPAA risk associated with DVD and other removable media. TIMS provides capture of the high-resolution study at 30 frames per second, synchronized audio recording, sending of the study to PACS in DICOM format, remote review and analysis with TIMS DICOM Review Software, and printing. Additionally, speech pathology and endoscopy specific workflows are provided including simple study editing, series description labeling, stopwatch timings of swallow events and more. •

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MEDICALDEALER MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

VIZTEK’S EXA PACS

V

iztek’s Exa PACS is built on the latest in IT advancements to provide a user-friendly platform that efficiently manages data. The fully web-based PACS platform is supported on any device, enabling immediate, remote access to full PACS functionality for radiologists. Now, radiologists have the ability to read any study on a single workstation, creating a streamlined workflow. The new Exa PACS also integrates with Viztek’s Exa EHR to store and share data required for Meaningful Use and for access to a patient’s complete medical history, providing a more informed diagnosis. The intelligent linking feature between the EHR and PACS prevents physicians from manually searching for outside comparison images.•

38 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

PREFERRED VENDORS

PACS

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Siemens Healthcare 51 Valley Stream Parkway Malvern, PA 19355-1406 USA Phone: 1-888-826-9702 Website: www.usa.siemens.com/healthcare

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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.

MEDICALDEALER 39

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PRODUCT FOCUS_Med/Surg_Market Analysis

Staff Reports

TECHNOLOGY FUELS TELEMETRY MARKET

M

edical telemetry devices are used to monitor a patient’s vital signs.

There are also devices for the specific monitoring of cardiac data. These devices help with treatment options and can help with medical diagnosis. The global telemetry market, which includes health care applications, is expected to reach new heights over the next five years.

“According to a new market research report the total value of the global telemetry market is estimated to be $109.54 billion in 2014, and is expected to reach $243 billion by 2020, registering a CAGR (compound annual growth rate) of 14.20 percent,” MarketsAndMarkets reports.

New technology is one factor pushing the market’s growth.

“The continued requirement for cloud-based services, scalability and interoperability will be the driving factors for the global telemetry market,” MarketsAndMarkets reports.

The health care sector of the global telemetry market is one of the key areas mentioned in the growth prediction.

“Health care, telematics, energy and utilities, and retail sectors contribute the maximum share to the telemetry systems market,” according to MarketsAndMarkets.

Transparency Market Research, a U.S.-based provider of syndicated research, customized research, and consulting services, forecasts growth in the ECG telemetry market. An WWW.MEDICALDEALER.COM

electrocardiography or ECG device monitors and records electrical activity of the heart the device detects and picks up electrical impulses generated by the polarization and depolarization of cardiac tissue and translates them into waveform. This eventually helps a physician or cardiologist to diagnose cardiac abnormalities as well as size and position of chambers.

The growing instance of cardiovascular disease is one reason for expected growth. According to a study conducted by The Heart Foundation a person dies every 33 seconds due to cardiovascular disease.

“Technologic advances and increasing government interventions to render quality medical devices at an affordable price demand for miniature and telemetry devices have grown tremendously in the past couple of years,” according to Transparency Market Research. “An ECG telemetry device in majority of cases is a non-invasive product that allows continuous real-time detection of a patient’s cardiac rhythm and electrical activity.

Signals captured by these ambulatory devices are then transmitted via radiofrequency to a central monitoring station where health care professionals can continuously monitor patient activity and are alerted to rhythm disturbances.”

“ECG telemetry devices are highly useful in addressing the needs of patients that are highly susceptible to cardiac disorders and require continuous medical interventions but cannot afford to stay in hospitals or private clinics,” according to Transparency

Market Research. “These devices are gaining a lot of acceptance and support from post-coronary care units and ambulatory service providers. During an emergency situation the ambulatory care units with the help of novel ECG telemetry devices can send realtime cardiac activities to hospitals or physicians which save time and make the entire rescue process hassle free and well planned.”

The report indicates that driving forces for the adoption of these devices in upcoming years include the growing demand for low-cost treatment facilities among hospitals, accurate and precise homecare monitoring devices and the increasing prevalence of cardiovascular disease among baby boomer populations, especially in developed economic countries.

“With growing opportunities, telemetry device manufacturers are adopting several techniques to develop the next-generation devices,” according to Transparency Market Research.

“Government interventions to reform the health care sector and infrastructure has inclined the majority of larger hospitals towards investments related to data management systems and computerization of ECG records. Efficient data management system enhances efficiency, reduces data losses and efficient records for appropriate billing.

Restraints to the market include high costs associated with initial purchase and continuous need for wireless communication mode or Internet requirement which restrict the acceptance of devices in developing and emerging economies.”

MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MARCH PRODUCTS : This month, Medical Dealer explores telemetry.

DRÄGER Infinity® M300

A

breakthrough in patient monitoring, Infinity® M300 provides the performance of a full-size patient monitor, packaged in a patient-worn telemetry device for adult and pediatric patients. An easy-to-see color display lets you view all monitored ECG leads, heart rate, and Dräger’s low-power pulse oximetry technology when in use.

Built-in ACE® (Arrhythmia Classification Expert) and pacer detection algorithms enhance ECG processing and help to reduce false alarms. With additional review screens, you can easily identify patients, check monitoring status, and control alarms. Based on reliable, industry-standard wireless technology, Infinity® M300 provides itself continuous standalone monitoring – even if the patient inadvertently moves out of the hospital’s wireless network coverage area. •

44 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Telemetry_Product Showroom

GE APEXPRO FH TELEMETRY SYSTEM

T

he ApexPro FH telemetry system offers monitoring flexibility while detecting and analyzing patient data. Its Frequency-Hopping Spread Spectrum (FHSS) technology is operational within the Wireless Medical Telemetry Service (WMTS), and is scalable, up to 640 channels and bi-directional communication. Its flexible design allows each transceiver to monitor only the parameters each patient requires. The acquisition ECG for each patient includes four frontal plain leads and two precordial leads, and displaying live patient waveform and numerical parameter data at the GE CARESCAPE Central Station, enables caregivers to be vigilant for both arrhythmia, parameter and ST segment changes. •

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MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

GE Mini Telemetry System

T

he GE Mini Telemetry System offers a simple, complete wireless monitoring solution for efficient, enhanced workflow and a more comfortable birthing experience. Its compact, ergonomic design gives you the reliability and time-saving features you need and gives mothers the freedom they desire. The system features watertight Nautilus Transducers and provides the flexibility of portable, gap-free monitoring during most birthing processes, including laboring in water and intra hospital transport. It is compatible with existing Corometrics monitors and transducers. •

46 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Telemetry_Product Showroom

NIHON KOHDEN COMPREHENSIVE TELEMETRY SOLUTIONS

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ihon Kohden believes that it’s time to think beyond traditional cardiac telemetry. Our unique suite of telemetry transmitters allow for continuous monitoring of all ambulatory patients with multi-parameter capabilities. Monitored parameters include multi-lead ECG with the ability to view up to 8 vectors, respiration rate with apnea detection, continuous SpO2 and non-invasive blood pressure. Using our wireless telemetry solutions can help to decrease failure-to-rescue events, reduce patient-flow bottlenecks, enhance emergency preparedness and improve your hospital’s bottom line. Hospitals have enough challenges. If your telemetry is part of the problem, not the solution, visit www.nkusa.com.•

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MEDICALDEALER 47

VENDOR Q & A_Telemetry Systems

Staff Reports

VENDOR Q&A

TELEMETRY SYSTEMS

M

edical Dealer keeps readers updated on the latest in medical devices and equipment. This month we asked Pacific Medical owner Andy Bonin to share his insights on telemetry systems.

Q: What are the most important things to look for in a reputable third-party telemetry system provider?

A: It is important to work with a company that offers extensive experience in telemetry. You want an organization with advanced testing equipment and certified technicians with a QMS in place. ISO certification is critical as well as a large selection of OEM certified parts and replacement units for in-house repairs.

Pacific Medical holds dual ISO certifications, (ISO 9001:2008, 13484:2003), and the largest patient monitoring inventory in the industry. You want a company that offers a dedicated telemetry department that can grow with the customer and match their technologies to support their requirements after the sale.

Q: Is it possible to keep up with telemetry system technology without buying brand new?

A: Yes. The goal is to select a company that offers a large variety of new and used telemetry systems and transmitters to meet existing telemetry technology. With a large inventory and the latest technology, the option is yours to upgrade existing systems rather than purchasing new. It is this type of support that empowers hospitals with the opportunity to keep up with the latest telemetry technology 48 MEDICALDEALER | JULY 2015

Andy Bonin, CEO and President, Pacific Medical LLC and the benefit of saving money by not having to purchase from a costly OEM. Q: Please describe your telemetry system refurbishment process.

A: Once received, the device is inspected and identified by serial numbers and asset tags for tracking purposes in our system. The unit is then passed to our state-of-the-art telemetry department where it is assigned to a technician. The technician completes a review of the physical appearance to detect any damage or flaws. Once the cosmetic repairs are completed, all PCBs are inspected, and the proper components are replaced or refurbished. The device is then connected to the appropriate software tool to identify configurations and options. This data is stored and copied back to the customer’s original configura-

Andy Bonin works with telemetry engineers. tions by Pacific Medical’s specialized refurbishment process.

The device is then set to Pacific Medical’s PIIC/CIC settings to verify wireless transmission and all parameters are confirmed to be functional or in need of repair. The unit is compared to the customer’s complaint and is tested to make sure it is working to OEM specifications. After the device passes this testing period, it is discharged from the PIIC/CIC and finished. The history of the testing is passed through a final evaluation and a secondary QC check is completed. The equipment is certified back to its fully functional working condition and set back to the customer’s configuration. The unit is sent to shipping and visually inspected, cleaned and packaged with its specific serial number and hospital equipment labels.

Q: What are the most important things to look for when seeking service for telemetry system devices?

A: You need a vendor that you can trust and will be there for the lifetime of the equipment, offering specialized repairs and a dedicated department to service specific customer needs.

It is important to confirm that the company provides before and after service support and a 12-month warranty to ensure less downtime. The company must have consistent parts availability and a service center that can perform component-level repairs.

Pacific Medical’s values expand beyond telemetry and are visible in all aspects of our business. We believe that quality and communication are the foundation of our success and a key component for growth as a nationwide preferred vendor.

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Preferred Vendors

Staff Reports

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Integrity Biomedical Services, LLC 701A S. 11th Street Broken Arrow, OK 74012 Toll-Free: 877-789-9903 Fax: 866-332-4142 Email: ms@integritybiomed.net Website: www.integritybiomed.net

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

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MedEquip Biomedical 8405 NW 29th Street Doral, FL 33122 Toll-Free: 877-470-8013 Phone: 305-470-8013 Fax: 305-470-8016 Website: www.medequipbiomedical.com An ISO:9001:2008 certified company, MedEquip Biomedical is the nation’s premier third-party service parts provider and depot repair center for HP/Philips, GE/Marquette, Spacelabs, Datex, Dräger, Welch Allyn and Datascope patient monitoring equipment. Now repairing the Philips M3015A and the M1019A, all modules and the M4841A IntelliVue telemetry. Also providing quality pre-owned patient monitors for sale or rent.

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PartsSource 777 Lena Drive Aurora, OH 42202 Phone: 877-497-6412 Fax: 330-562-9901 Email: infopartssource.com Website: www.partssource.com

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PartsSource, the leading provider of comprehensive technology solutions and medical replacement parts is your singlesource technology solution for medical parts procurement, Instant online pricing and reporting via our patented ePartsFinder™.

MEDICALDEALER 49

Telemetry_Preferred Vendors

PREFERRED VENDORS

TELEMETRY

Soma Technology, Inc. SEE OUR AD ON 166 Highland Park Drive PAGE 27 Bloomfield, CT 06002 Toll-Free: 800-GET-SOMA Phone: 860-218-2575 Fax: 860-218-2565 Email: soma@somatechnology.com Website: www.somatechnology.com Soma Technology is the industry leader of refurbished medical equipment, and is capable of outfitting entire healthcare facilities from the initial stages to expansion. Our certified engineers and sales representatives provide high quality products and services at the most affordable prices. Our large inventory allows for prompt delivery and guaranteed satisfaction.

Southwestern Biomedical Electronics 2511 S. Harvard Ave. SEE OUR AD ON Tulsa, OK 74114 PAGE 65 Phone: 800-880-7231 Fax: 918-744-0716 Email: tracya@swbiomed.com Website: www.swbiomed.com

SEE OUR USOC Medical AD ON PAGE 41 14 Hughes St. Irvine, CA 92618 Phone: 949-243-9109 Email: cusotmerservice@usocmedical.com Website: www.usocmedical.com

Since 1976 SBE has been a trusted source for Spacelabs healthcare equipment needs. Offering component level repairs, board exchanges, and refurbished equipment for sale.

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SEEKING CLARITY

TRANSPARENCY IMPACTS MEDICAL DEVICE INDUSTRY

By Matt Skoufalos

In the world of free-market insurance shopping, a push toward greater transparency in health care pricing could drive performance improvements, customer savings, and possibly truer costs.

SEEKING CLARITY

Historically, health pricing has been “remarkably, at best, opaque,” said Thomas Kelly, CEO of the Irving, Texas-based HealthSmart, a third-party administrator and health care benefits provider.

“We never really knew what the price of anything was until after we received the service,” Kelly said. “Once you received an explanation of benefits, you could be totally befuddled as to what it really meant, anyway. The more complicated the bill, the more confusing the explanation becomes.”

A lack of pricing clarity “really mitigates against the average customer really being able to understand what’s happening,” he said. For customers to be better able to parse the logic of the services for which they’re paying, they need both standardized and simplified pricing information that “ultimately needs to be related to end products, not intermediate prices or services,” Kelly said.

“It’s certainly the only part of life [consumers] engage in where prices are a secret,” he said.

For any other product or service, buyers comparison shop online, gauging the relative quality of what they’re buying against its price, which Kelly said is “really almost impossible to do today” in health care, despite the “substantial personal financial requirements” attached to deductibles, copays, and out-of-pocket limits.

Although the Affordable Care Act forbids Americans from being denied health coverage due to pre-existing conditions, it also obligates them to purchase insurance or pay an earnings-based financial penalty.

When pricing becomes the responsibility of the insured to research, and coverage becomes the responsibility of the insured to research, and doctor effectiveness becomes the responsibility of the insured to research, then 56 MEDICALDEALER | JULY 2015

Thomas Kelly CEO of HealthSmart

“We never really knew what the price of anything was until after we received the service.”

– Thomas Kelly functionally, most insurance policies have been reduced to little more than a buying club in terms of service provision. So, with greater autonomy given to the individual consumer in terms of how to fulfill his state-mandated obligation of self-insurance, and with an influx of customers in the market,

price transparency and competition are becoming ever more important to insurance providers in wooing new business.

“The worst thing that can happen to you in this country is to show up in a hospital where the services you want are not covered or [as an] uninsured [person],” Kelly said, “because then they own everything you own and will own it for the rest of your life.”

“We have certainly reached the point where a single episode of illness for an uninsured person is a disabling lifetime event,” Kelly said. “We were taking a large class of people who had bad luck and were putting them in a place where they were not going to recover.”

Since the passage of the ACA, however, talk has turned to whether commercially insured patients pay “a very substantial markup, even if you’re getting the best available price in the market compared to what Medicare would pay,” Kelly said.

“The system has profitability, and the remarkable growth of the health care industry has been fueled by profits,” he said. “They had a tremendous amount of ability to make prices as opposed to having to compete for prices.” Although Kelly believes the market is “more standardized for benefits and more inclusive than it has been for some time,” Americans “still have a big issue with the cost.”

At its basic level, private-sector health care pricing is based upon Medicare reimbursement rates.

Because fee schedules for Medicare and Medicaid are legislated, elected officials have been fairly hands-off when it comes to regulating pricing activity in the commercial marketplace, leading to “a substantial lack of uniformity in prices,” Kelly said.

“They said, ‘We’re getting what we want in Medicare and Medicaid because we set the prices, and we’ll let the private sector figure out what they need to do,’” he added.

Whenever hospitals increase the MEDICAL EQUIPMENT, PARTS & SERVICE

prices they charge, consumers pay more, even if they are insured, because their insurance only entitles them to a group discount from those market-rate prices. Even those who pay per-diem rates can be locked into charge levels that make them “outliers,” he said.

“It’s kind of the hospital’s way to reinsure for high cost, but it can become just a pure manipulation to

If customers only purchased care at or below the fair (i.e., low median) market price, Kelly believes total health care cost could be reduced about 8 percent nationwide. Without access to that rate information, however, there’s no opportunity to hit that mark.

“It’s really powerful stuff, and until now, the only thing that’s really been

be aware of,” Levin said. “While most of the high-deductible health plans are HMOs and PPOs, there are some with out-of-network benefit.”

Although Levin said that some consider high-deductible plans to be “catastrophic” in terms of patient cost, many are appropriate choices for healthy people who don’t routinely visit the doctor except in the event of a

“In a world where there’s so many plans, there’s more than people realize, I caution not just looking at your annual physical, which is covered in all these cases, but what’s the primary care physician and what’s the emergency room.”

– Michael Levin

Michael Levin CEO of Vericred

push people into outlier status and control prices as a result,” Kelly said.

“It tells people that they’re not in control, and usually that they’re not going to be in control, either.”

In response, many health care facilities are beginning to post their prices directly on their websites, which is “exactly where the market needs to go and why most hospitals are horrified it might,” Kelly said. Websites like HealthcareBlueBook.com have begun to make available relative, regional market pricing, with a high, low, and median price. The mechanism allows purchasers to view the lowcost providers in their region, negotiate a rate for service, and then undergo the procedure.

WWW.MEDICALDEALER.COM

published in a community is average pricing,” Kelly said. “But average pricing never really told you that much.”

That level of insight illustrates that the price differentials based on insurer — from Blue Cross to United to Aetna to Cigna — are relatively small, he said; “typically a few percent.”

“We need to create pricing competition in markets,” Kelly said, “which means you have to be able to shop, and you only shop before you receive a service, not afterwards.

“It’s going to be messy,” he said.

“People are used to very high prices.”

ELEMENTS OF THE PLAN Michael Levin, CEO of the Clifton, New Jersey-based Vericred, said that his company works to drive greater transparency among health care provider networks, the better to improve consumer choice. Its focus is on educating patients largely on the design of their plans, from the metrics of cost to those of provider choice.

“If someone’s looking into a high-deductible health plan, there are very short-term elements they need to

cold or injury. Despite a high deductible, the primary physician on such a plan might offer $35 copays or even no-cost visits.

“It’s a tradeoff,” he said. “Typically, they’re healthier individuals or cost-conscious individuals. The hope is that they’re going to have limited use and therefore enjoy the lower cost.”

“If they do have an event,” Levin said, “it becomes a question of if it’s emergent and do they have the opportunity to shop.”

In high-deductible plans, an emergency-room visit can incur some $2,000 to $6,000 in costs “before you get any kind of coverage, and then there’s co-insurance on top of it,” Levin said; yet, some high-deductible health plans have flat emergency room fees, he added.

“In a world where there’s so many plans, there’s more than people realize,” Levin said. “I caution not just looking at your annual physical, which is covered in all these cases, but what’s the primary care physician and what’s the emergency room.”

MEDICALDEALER 57

SEEKING CLARITY

“We can actually see all the steps that led up to the surgery, what happened afterwards, and if there’s anything that goes really wrong, we can see that. By aggregating this claims data, we can bring that information to the consumer in a way that allows them to give it first-hand.”

– David Norris Patients should also check to make sure their favorite doctor participates in their care network, Levin said.

The free website PlanCompass.com, a Vericred project, allows consumers to search out plans based on their zip code and physician name, which he said, “was a six-hour voyage” prior to the concentration of data in one place.

“If you have an affinity for your doctor — and more than 70 percent of people don’t want to change their primary care physician — and you pick a high-deductible plan in which your doctor doesn’t participate, you can go outside of the network and pay for the whole thing or you change your doctor,” Levin said. “If you’re someone like me who’s got a family and four doctors you use regularly, we wanted to find a plan in which our doctors participate to keep our costs down.”

“Consumers need to be looking very carefully at the underlying network and very carefully at the differences and benefits,” he said. “Not all plans are made alike.”

Similarly, David Norris, CEO of MD Insider of Santa Monica, California, described his plan to bring big data to bear on the question of insurance plan equality. His website is intended to provide “performance transparency” for patients, to help them understand 58 MEDICALDEALER | JULY 2015

David Norris CEO of MD Insider

which of some 850,000 American doctors deliver the best results, and how that excellence affects their bottom lines. Norris said MD Insider has been built on acquiring health outcomes data, like claims reports, to follow patient procedures, and how their recovery went over time.

“The whole idea came from some personal experiences in trying to find doctors,” Norris said. “Consumer review sites like Yelp aren’t all that helpful.”

“We can actually see all the steps that led up to the surgery, what happened afterwards, and if there’s anything that goes really wrong, we can see that,” Norris said. “By aggregating this claims data, we can bring that information to the consumer in a way that allows them to give it first-hand.”

Some people call it “baseball stats for doctors,” he said, but by putting that information to work for consumers of health care, Norris says he’s “taking the blindfold off so consumers actually see.”

“The old adage was, ‘Shut up and listen to your doctor; he’ll tell you what to do,’ ” Norris said. “Today’s new age, they’re no longer willing to do that. The good doctors are going to love us and the bad doctors are going to hate us.”

MD Insider is a service sold to employers who provide it to their employees as a health benefit. Norris MEDICAL EQUIPMENT, PARTS & SERVICE

claims that the net effect of choosing physicians who perform better across the board equates to a savings of 5-10 percent of health care costs. Like Kelly observed: often the lower-cost provider is less expensive, Norris said.

“We can take historical claims from an employer and tell them not only what they spent but what they could have saved,” he said. “Let’s say two employees go to the doctor with the same condition, one charges $30,000 and another charges $20,000. Often the better doctor is cheaper because they have fewer complications. We can run our calculus and say, ‘Here are the doctors who are good, and you should send your employees to these.’

It’s not hard.”

Cost-driven models may work when patients are shopping for commodity prices on imaging scans, for example, but that same calculus doesn’t factor into surgical procedures where recovery and rehabilitation are involved. The question becomes whether a doctor who is “really expensive for one day of care” is much more cost-effective for the duration of care, Norris said.

“If you have complications from a procedure, the cost is ridiculously high, not to mention all the pain and anguish you have to go through,” he said. “The good doctors are cheaper overall, but they might be more expensive for one piece.”

If nothing else, Norris said, a system like MD Insider could drive performance-based outcomes from physicians by simply monitoring their work.

“When people start watching and it starts affecting your bottom line, doctors that don’t do as good of a job will get fewer patients,” he said.

“They’ll either have to adjust or go out of business.”

“Any time you can bring data to create transparency, I think that brings huge changes to occur,” Norris said.

PUBLIC EDUCATION Keri Seitz, vice-president of sales for Biovation, of Boothbay, Maine, WWW.MEDICALDEALER.COM

said that any impact of price transparency in the medical device sector will come secondarily to the general cost consciousness driven by patient behavior.

Medicare reimbursement and billing codes are meant to encompass the equipment and materials needed to do that procedure, Seitz said. Within those charges are the costs for the devices to be used in the procedure: ancillary equipment for an implantable device, for example, is covered in the cost of the procedure to install that device.

“What would be interesting for transparency is that you would see what the hospital is paying for that equipment, and it is reflected in that Medicare cost,” she said. “Providers aren’t going to have the ability or the want to pay more than they’re going to be reimbursed by Medicare for a procedure. They’re going to look at the steps for a procedure and say, ‘We’re going to do everything we can to do the procedure for at most what we can be reimbursed for, but at best, less than that so that we can make some kind of profit off of that.’”

Transparency in Medicare reimbursement really does limit product pricing and the potential value in bringing it to market, Seitz said.

“The impact of the market to the medical device industry is that the historical 70 percent, 80 percent margin for medical device manufacturers is really out the window,” she said. “That doesn’t exist anymore. Even without the end-patient transparency, there’s so much more transparency than there ever was before.”

Merely publicizing the costs of this equipment places downward pressure on prices, simply from the perspective of public outcry, Seitz said – even though it costs so much more to bring a product to market.

“If you’re blazing new trails, and before you even get into whether a clinical trial needs to be ordered, you’re looking at tens of thousands

Keri Seitz Vice-president of Sales for Biovation

“What would be interesting for transparency is that you would see what the hospital is paying for that equipment, and it is reflected in that Medicare cost.”

– Keri Seitz of dollars in testing just to see if it functions the way that you claimed,” she said. “If that pricing transparency continues, and the public can see what that device costs, they’re going to need some education on what it costs to bring it to market.

“It has yet to be seen if they would accept it and understand that that kind of preparation means the product is safe and OK for human use,” Seitz said. “It’s hard to say how the public would react.”

MEDICALDEALER MEDICALDEALER 59

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CORPORATE PROFILE

SOUTHWESTERN BIOMEDICAL ELECTRONICS

I

n an increasingly broad and diverse marketplace, sometimes the best thing to be is narrowly focused and

small. Proof of the concept of knowing what you know and doing it better than anyone else is Tulsa, Oklahoma-based Southwestern Biomedical Electronics (SBE).

Begun in 1976 as a distributor for Spacelabs Medical Systems, SBE is an aftermarket parts and service company that has outlived the original equipment manufacturer (OEM) it was established to support. After Spacelabs migrated exclusively to direct sales and service, SBE became the preferred independent equipment service center for Spacelabs technology, repairing and exchanging circuit boards, assemblies, telemetry, and monitoring devices.

With a vigilant eye on the changing systems produced by Spacelabs – and a massive inventory of circuit boards, assemblies, monitors, telemetry systems, and cables – the company focuses on being “the very best provider for keeping Spacelabs equipment running for hospitals small and large,” said President Larry Neilson.

“It is my belief that SBE is the absolute best in servicing Spacelabs medical products,” Neilson said. “Why move into other medical device products knowing that we would not be the best possible service provider? SBE is successful doing what we do and doing it better than anyone else.”

“We have literally everything that

62 MEDICALDEALER | JULY 2015

a monitoring system contains, dating back 20-plus years,” he said. “To my knowledge, no one has such broad inventory. That inventory coupled with our excellent technical abilities makes SBE the obvious choice to go to for service and technical support. Doing this with the highest regard to honesty, integrity and business ethics while providing SBE employees with good wages and benefits are our core values.”

By staying in the market for so long, SBE has only seen the demand for its services grow from other independent service organizations (ISOs), Neilson said. Service partners not only ask SBE to perform repairs on their Spacelabs equipment, but they rely on SBE’ repairs and warehouse of replacement parts. That accessibility allows its ISO partners to concentrate on their core businesses without trying to be everything to everyone.

“There is no higher compliment than other repair facilities having the trust to put their reputation on our services,” Neilson said. “We have had many references from the factory. Hospitals may have questions

Jennifer Genoa is the Office & Customer Service Manager at SBE.

on an older piece of equipment, and they will say ‘We don’t service that anymore. You need to call SBE and here’s their number.’ ” “Our core business is and always has been the service and repair of Spacelabs medical equipment,” he said. “This is a very narrow market, but we are so competent in this market, we could never provide customers with this level of service on any other type of equipment. The history of our company is our uniqueness.”

To keep pace with this increase in workload, SBE has re-invested in its Tulsa headquarters, where the 5,000-square-foot facility includes 2,000 square feet of onsite warehousing, and another 7,000 square feet off-premises. Four administrative offices are flanked by eight,

MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

“Since 2011, SBE has been a faithful partner with the CURE Children’s Hospital of Uganda to ensure all of our young patients are getting the best care.”

Hugh Trails is a Patient Monitoring Technician at SBE.

multi-function, dedicated workstations, with state-of-the-art soldering equipment and LED lighting.

“Eighty to 90 percent of equipment is shipped to us; we repair it and then return-ship it,” Nielson said.

“The other part of our business is an advance exchange program, where we replace a customer’s defective circuit board or assembly with one that has been calibrated/tested and burned-in.”

The only way to offer this kind of service, he said, is to maintain “a fairly large inventory” containing each and every part number and each and every revision of each and every circuit board. The parts room houses larger stocked inventory, such as power supplies, plastics, connectors, and cables.

Small components are housed close to the workstations, and SBE also carries a large inventory of new and pre-owned flat-panel touchscreen displays. Effectively, SBE is an operWWW.MEDICALDEALER.COM

– Derek Johnson

ational alternative to the Spacelabs factory itself, Nielson said.

“The factory should have everything,” he said. “After they have put a product into end of life, they have another seven years of support, and then they typically don’t offer parts anymore. The facilities that have this equipment that is no longer supported by the factory, don’t have the money in their budget to replace this patient monitoring device. Those facilities that have this equipment manufactured by Spacelabs look to us for their support, parts, and technical assistance.”

With the financial pressures of the Affordable Care Act fully “squeezing everyone everywhere,” Nielson said, SBE is “extremely happy to be able to provide monitoring system upgrades to financially strapped facilities. In extreme cases, the company will provide short-term financing to these facilities.”

“Some customers are using 20-plus-year-old equipment, in part due to our support,” Nielson said. “Many cannot purchase new systems; SBE can exchange this older equipment with flat-panel touchscreen, arrhythmia analysis, EMR-compatible equipment that we can promise will be supported for another 20 years.”

That personal investment in its customers has been behind many “save-the-day situations” at SBE, Nielson said, from sourcing and shipping a critical part overnight, even one requested late in the day, to the donation of much-needed monitoring equipment for children’s hospitals through CURE International. Derek Johnson, Executive Director of the CURE Children’s Hospital in Uganda, described just how much that investment in vulnerable populations he serves has meant.

MEDICALDEALER 63

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

Ron Trenary is a Telemetry Technician at SBE.

CURE Children’s Hospital Uganda treats more than 5,000 children with neurological conditions, and performs more than 1,200 neurosurgical interventions annually, dealing with more cases of infant hydrocephalus than any other hospital in the world. The 25 postoperative patients for which the hospital cares for weekly, on average, spend at least 24 hours in intensive care monitoring.

“As a pediatric neurosurgical hospital located in eastern Uganda, keeping our equipment operational is integral to our mission to provide world-class care for children living with disabilities,” Johnson said. “It’s also one of our greatest challenges. The harsh environment, heavy use and lack of local biomedical expertise predispose these items to breakdowns.”

“The majority of the children we treat have severe brain infections,” Johnson said. “They are a very sick and vulnerable population. Reliable patient monitoring is an absolute necessity for us to provide proper, optimal patient care.”

“SBE, located in my hometown of Tulsa, Oklahoma, stepped up to the challenge to not only provide complete monitoring kits, but to help us service the machines and keep them operational,” he said.

“Since 2011, SBE has been a faithful partner with the CURE Children’s Hospital of Uganda to ensure all of 64 MEDICALDEALER | JULY 2015

“I have always recognized that it takes everyone to make a company successful, and we will continue to run the good race, provide ethical, honest, valuable services to all customers.”

– Larry Neilson our young patients are getting the best care. We truly appreciate the generosity, time and effort given by Larry and Tracy Neilson and their team at SBE.” The team at SBE is more of a family than what is seen at most workplaces, Nielson said, and he prides himself on keeping the atmosphere upbeat, friendly, and caring. Friday mornings bring company-wide breakfast and Scattergories in the break room.

In September, the company will host its fourth annual fishing trip to White River, Arkansas, and recently, everyone took an afternoon outing to a local shooting range. It’s not unheard of for coworkers to help each other with childcare needs, yard work, or to support the athletics teams of a coworker’s child.

“We provide all employees a good wage, good retirement benefits, and very good health benefits, while always encouraging solid family life,” Neilson said. “We’re very close-knit. We only have nine employees – and we’re very much

a family. There’s very little secrecy, but it’s all a good thing. We know each other very well; it promotes a lot of harmony here in the shop.”

Neilson is the kind of boss who believes bonuses aren’t just for Christmas and that all of his employees deserve equal accolades. When an overly active day of shipping overnight or second-day assemblies surfaces, everyone will pitch in and get things done, he said. SBE staffers are encouraged to bring innovative ideas to the table, and to expand the applications of their technical excellence.

“I have always recognized that it takes everyone to make a company successful, and we will continue to run the good race, provide ethical, honest, valuable services to all customers,” Neilson said. “We know who we are and what we do best and will continue providing this excellent service to all our valued customers.”

TO LEARN MORE ABOUT SOUTHWESTERN BIOMEDICAL ELECTRONICS visit their website at www.swbiomed.com MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 67

SLICE OF LIFE_The Other Side

By Jim Fedele

BREAK THE MOLD FOR ANNUAL EVALUATION

A

t my facility, it is time to review staff performance and development plans. I find technicians to be difficult to convince they need to follow the general protocols of talent management and be active in their development.

Frankly, some days I feel like beating my head against the wall.

Instead, I searched the Internet for guidance and help. I found an article that helped me understand what I was doing wrong. The article was written in Fast Company magazine (you can find it online at http://www. fastcompany.com/magazine/49/ buckingham.html).

It is about Marcus Buckingham’s philosophy for getting the most out of people and the organization.

Buckingham is the co-author of the best-selling book, “First, Break All the Rules.” In case you are not familiar, Gallup Manager: “The greatest managers in the world seem to have little in common. They differ in sex, age, and race. They employ vastly different styles and focus on different goals. Yet despite their differences, great managers share one common trait: They do not hesitate to break virtually every rule held sacred by conventional wisdom. They do not believe that, with enough training, a

68 MEDICALDEALER | JULY 2015

person can achieve anything he sets his mind to. They do not try to help people overcome their weaknesses.

They consistently disregard the golden rule. And, yes, they even play favorites. ‘First, Break All the Rules’ explains why.”

The aforementioned article is a “must read” for any manager and his or her boss.

It is no secret given some of the previous articles I have written that I am a firm believer in empowerment. I believe you tell people what is expected of them, give them the tools they need, and then get out of the way. Buckingham’s “five attitude adjustments” essentially, in my opinion, can be boiled down to pure empowerment. However, there are some points he makes that are worthy of discussion.

My experience working in many different jobs has afforded me some unique opportunities to experience many different levels of employee motivation (including my own) from gas station attendant, cable TV technician, consumer electronics retail store service manager, biomed tech turned director. I have seen the same struggles appear in all these different occupations. The common issue is motivation or, specifically, engaging employees to give 100 percent

“Yet despite their differences, great managers share one common trait: They do not hesitate to break virtually every rule held sacred by conventional wisdom.” to the company to help it grow and prosper. In every place where motivation was a problem, there was a control issue. The manger or owner could not let employees do things the way they wanted to do them. They got so caught up in the minutia of the details that they ended up squelching productivity by being more of a hindrance than a help.

The more management tried to help, the worse the team performed.

I never was really sure what the root issue to this phenomena was until I read this article. Buckingham’s attitude adjustment No. 2 brought it together for me. He says “Stop trying to change people. Start

MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

THE SOURCE FOR PHILIPS trying to help them become more of who they already are.” Then, he discusses how one person’s strengths can be maximized while minimizing their weaknesses. He talks about “standardized processes” and “a onesize-fits-all” fallacy. I know we have all lived it, a supposedly “universal” tool is implemented that is nearly impossible to apply to your department. All in all, he says stop trying to fit everyone in the same mold.

I found this article to be full of common sense ideals that I have heard expressed by employees during informal “griping” sessions. I was surprised to see in print what Buckingham’s attitude adjustment 5 read.

It was “Don’t assume that everyone wants your job – or that great people want to be promoted out of what they do best.” He explains that promoting great performers out of what they do best is wrong. And that the paradigm of rewarding these top performers with promotions to new levels does more harm than good. I know most of my technicians love what they do. They want to be the best in their field, but none have aspirations to be a manager. They choose their profession because the daily work is interesting and challenging, it requires continuous education and commitment. Should they be punWWW.MEDICALDEALER.COM

ished for not wanting to move to a different position? I agree with Buckingham when he says no, we should be rewarding them.

I hope you will take time to read this article, I have only touched on a couple of Buckingham’s ideas here. I think you will find it a refreshing look at what the future could be in your organization if these attitudes were adopted. I would also challenge you to forward it to your boss to help him or her discover these new ideas. The hope would be that he/she would see the value and start to implement of some of these ideals.

AUTHOR’S NOTE: I would like to express my condolences to Myron Hartman’s family. Myron died on May 5th of cancer. He was a great ambassador for our industry, from his teaching to his volunteer work in Africa. He will be greatly missed by all who had the pleasure to know him. He put up a good fight these past years, rest in peace Myron.

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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MEDICALDEALER 71

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

MEDLINE MAKES A DIFFERENCE DAY

F

or the past three years, Eric Gerstein has participated in the Medline Makes a Difference Day event, and has taken home a valuable experience each time. Gerstein is vice president of tax at Medline, headquartered in Mundelein, Illinois.

Over the past nine years, company employees have volunteered more than 27,000 hours to local community projects in Northern Illinois, to help support efforts at local YMCAs, community service centers, a center for victims of sexual abuse, and organizations that address homelessness, to name just a few.

Aside from continuing his volunteering streak, Gerstein said the annual efforts provide him opportunities to see the impact of hands-on efforts in his community, both as an individual and as a coworker.

“It’s an awesome opportunity for the company to give back,” Gerstein said. “It’s also a great opportunity to meet other Medline employees that you often wouldn’t cross paths with otherwise, whether because we’re in different divisions and groups or different buildings and locations. It’s getting us out of our immediate team and into the broader Medline team.”

The annual event invites Medline employees to recruit extra hands from among their friends and families as well. For Gerstein, that meant a chance to bring his twin daughters on the trip for an up-close educa72 MEDICALDEALER | JULY 2015

tion on giving back. As they were packing school supplies for needy kids at Medline Makes a Difference Day 2015, Gerstein watched his girls internalize the feeling of recognition as they filled backpacks for those in need.

“The first time, I was able to tell my kids what I did [at Medline Makes a Difference Day]. The second and third times, I was able to show them and let them participate and learn how powerful it is,” Gerstein said. “[Now they know] there are some kids in the world

“Our employees, friends and family helped provide much needed items to nearly a dozen local organizations. All these small projects led toward something bigger,” he said.

Gerstein remembers the 2014 Medline Makes a Difference Day at Diamond Lake Elementary School in Mundelein, a school that he said “was aging and needed a little facelift; a little pick-me-up.” Medline volunteers repainted the cafeteria, painted murals, built flower pots and benches, and painted a map of the United States on the playground

“Our employees, friends and family helped provide much needed items to nearly a dozen local organizations. All these small projects led toward something bigger.” – Eric Gerstein whose schools don’t have the things they need to have a good day in kindergarten.”

The aura of participation is contagious as well, he recalled.

As volunteers in one corner of the Lake County Fairgrounds finished packing meals, they would erupt in a cheer every time they finished a box. The cascade of energy washed over the other volunteers, Gerstein said, motivating them to push harder, too. When all was said and done, they had packed 25,000 meals.

blacktop. The excitement and joy in the faces of the children who returned to see their school revitalized, cemented the experience for him.

“I don’t think I’m the only one having fun at these community events,” Gerstein said. “You’ve got people who are bringing their families and friends to participate too; you’ve got people that are joining and making it bigger than just the employees here.”

Gerstein said that Chicago Cares, the organization that coordinates MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

the volunteer projects, teased the volunteers that “when it’s a Medline project, they need to plan a little more activity into the day.”

“We always crush the goals,” he said. “We enjoy giving back to the community, and when Medline commits itself to doing something, we take it to the next level.”

In a Medline press release, Chicago Cares CEO Jenné Myers spoke about how the impact of Medline Makes a Difference Day “will be felt for months and even years to come.”

“We couldn’t be happier to partner with Medline, which serves as a rich example for how companies can meaningfully give back and connect with their communities,” Myers said.

Her remarks were echoed by Donna Lake, communications and philanthropy director for the Northern Illinois Food Bank, the recipient of those 25,000 meals packed by Medline volunteers. With one in seven people in the area relying on her food bank for nourishment, Lake said of the event, the WWW.MEDICALDEALER.COM

“charismatic community spirit and kindness is a great example of how one company can make a tremendous difference in the lives of thousands of people in need.”

After the Oklahoma City tornadoes of 2013, the company’s onsite warehouse team in Oklahoma City collected and distributed health care supplies to local facilities, many of them in their personal vehicles, said Medline Sustainability Program Manager Susan Gibbons.

“Others took orders and ensured every item on each customer’s needs list was packaged onto pallets, expertly wrapped to sustain the relentless rains and marked ‘Oklahoma Strong,’ ” Gibbons said in a statement.

“Pulling together, they made multiple trips back and forth late into the night, sometimes trekking three hours each way through the mud and debris when it would have normally taken just 30 minutes,” she explained.

Gibbons also pointed out how Medline employees don’t only respond to need in their own backyards. The company has donated gloves for health care workers battling the Ebola epidemic in Sierra Leone, and distributed surgical hand rub to health care workers in Kathmandu responding to the earthquake in Nepal.

The company’s perspective on corporate philanthropy also dovetails neatly with its market missions as a provider of health care equipment, Gibbons said.

“Medline believes that being a good corporate citizen is not only the right thing to do, it is our responsibility as a leading manufacturer and distributor of medical supplies and clinical solutions across the continuum of care,” Gibbons said.

“Whether it is at our corporate office or one of our distribution centers or manufacturing facilities, Medline employees are deeply committed in strengthening the communities where we work and live,” she said.

MEDICALDEALER 73

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SLICE OF LIFE_Off the Clock

By Matthew N. Skoufalos

THE POWER OF MEDWRENCH T he first time Kaylee McCaffrey stepped into the box, she thought she was going to die.

“I’m not sure why I went back,” she said. “I was so sore I could barely drive home. My coach just kept pushing me.”

But something inside her drove McCaffrey to return, and the MedWrench marketing manager found herself coming back again and again. She did it throughout her pregnancy — with twins — and again after delivering the babies. And after a year of firm commitment, McCaffrey is confident that CrossFit training has got its hooks into her.

If personal fitness is a religion, CrossFit participants are its Calvinist reformers, eschewing finery and ceremony for no-frills hard work. Gyms, called “boxes,” are often spare and purposefully industrial, designed to eliminate distractions and interruptions.

The social element of workouts is confined to mutual positive reinforcement, not idle chatter.

And it’s the only place where finishing last gets you the most applause of all from a supportive cast of peers.

“It’s a big community,” said Jonathan Payne, MedWrench media manager and McCaffrey’s coworker.

“It’s more than a gym where you go and put on headphones and 76 MEDICALDEALER | JULY 2015

Kaylee McCaffrey during a box jump work out.

half-work-out and half-play-onyour-phone.”

“You don’t really have time to chitchat like you do at a regular gym,” McCaffrey said. “Nor do you have time to people watch.

Everyone does the same workout at the same time.”

Payne started CrossFit training in March 2013 as a way to improve his performance in his ice hockey men’s league games. McCaffrey began in 2012 when a friend took her to a class and has been at her current gym since April 2014. The pair says they’ve never felt better.

“I’ve seen improvements all across the board,” Payne said.

“Everything we do is tracked and recorded. Everything we do is repeatable. It’s measurable.”

Some of the metrics are as much anecdotal as they are written in black and white(board). McCaffrey remembers not being able to perform an unassisted pull-up when she first began training.

Although she’s never gone for a maximum exertion set, she knows she can now rattle off 16 at least.

Results like those are difficult to argue with.

“Just being able to see the difference from now and then is what I definitely enjoy in CrossFit,” McCaffrey said.

The social media aspect of CrossFit is also an important element of the process. Workouts of the Day, or WODs, are posted online for CrossFitters to observe in advance of their arrival at the box.

Participants at various locations will often compare notes and motivate one another by sharing their personal records (PRs) and WODs, as well as photos and videos of their exercise routines.

“I follow other boxes in the community and surrounding areas,” McCaffrey said. “It’s always good to see what they’re doing.”

“There’s [also] a few people in our personal box who motivate me and encourage me to try to be at their level,” she said. “Of course, some of the more famous female athletes I see on Facebook and Instagram, just watching some of the things that they post, all that information is encouraging for me.”

MEDICAL EQUIPMENT, PARTS & SERVICE

_Off the Clock

Jonathan Payne and Kaylee McCaffrey are seen with their Crossfit NEI team members during a competition where they placed 5th out of 20 teams.

“This is the only thing that I’ve ever done where the person who finishes last always gets the most cheering.” — Jonathan Payne

“It’s very rewarding to see people come in, especially if you’re new to it,” Payne said. “It separates people who aren’t dedicated from those who are. The people who truly want to get in shape stay and get results. Those are the ones who don’t end up quitting.”

The routine could be enough to discourage the faint of heart.

McCaffrey’s class consists of warm-ups, usually a row or a run, and some ability exercises to elevate the heart rate before starting the WOD. As an example, one WOD last week involved was 150 “med-ball cleans,” where participants lift a medicine ball (20 pounds for men, 14 for women), go down into a squat, and then come back up. In addition to reaching the 150-clean benchmark, for every minute that WWW.MEDICALDEALER.COM

elapsed, the CrossFitter would have to do five burpees.

“The faster you do the med ball cleans, the fewer burpees you have to do,” Payne said. For those who didn’t feel up to the specific task, he said, “anything in CrossFit is scalable.”

“Instead of doing 150 med-ball cleans, they may do 100, or do three burpees every minute instead of five.”

Payne said that safety is something he is often asked about when it comes to CrossFit. He believes it is as safe as any workout program.

“It’s all about coaching,” Payne said. “If you have good coaches who see your form breaking down, they take weight off the bar, they lower it.”

“If you’re doing something with improper form or a heavy weight,

Jonathan Payne at a Crossfit team event.

they’ll do less weight but use correct form,” he adds The pair are currently working to compete in a CrossFit team competition in August; it will be Payne’s third and McCaffrey’s second. Although they have enjoyed the team-building aspects of the competitions, they both agree that the best teambuilding that happens in CrossFit happens organically, and largely environmentally.

“This is the only thing that I’ve ever done where the person who finishes last always gets the most cheering,” Payne said. “The person who’s technically finishing the workout slower than every person in the gym is the person who gets the most support from everyone else in the gym.”

“A lot of people don’t go to the gym period, afraid of what people are going to think or if people are going to look at them,” he said.

“You never want to come in last, or be thought of the person who isn’t in shape [but the cheering]… really takes an edge off. It almost takes the negative and turns it into a positive.”

MEDICALDEALER 77

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MEDICALDEALER 81

SLICE OF LIFE_

By Dan Bobinski

EXPOSING THE MYTHS OF MOTIVATION

P

erhaps you’ve accused someone of lacking motivation, or have heard someone else use that phrase. Maybe you’ve even been accused of it yourself. The problem? Believing that people lack motivation is bad psychology. The word motivation literally means “a reason to move,” and everyone has a reason to move.

You may think that the slow-moving co-worker lacks motivation, but when he zips out the door at the end of his work day, you know he has a reason for it.

Thus, if we want to help people who are “lacking in motivation,” we’ll need to expose this phrase for the myth it is, and learn the truth about why people act (or don’t act) on what they want or need to do.

Again, the word motivation means “a reason to move.” When we’re hungry, we find something to eat. When we’re thirsty, we find something to drink. These are basic motivations. When we are hungry and thirsty, we are motivated (have a reason) to find food and drink.

The same can be said about desires. If we want to spend time vacationing at a plush resort, we are motivated (have a reason) to save money for that vacation. If we want a promotion, we are motivated (have a reason) to go above and beyond our normal job responsibilities, learning and doing what is required for the new position.

However, over the years, I have found that what slows people down in life is not a lack motivation, but 82 MEDICALDEALER | JULY 2015

Dan Bobinski Workplace Consultant

rather a presence of obstacles. If motivation is a reason to move, obstacles are what get in the way of our movement. With that perspective, when someone isn’t moving, it’s usually not because he has no motivation. Instead, it’s very likely that an obstacle is in his path.

In truth, that obstacle is usually dwelling within the person’s head.

And quite often that obstacle is associated with some form of fear.

Let’s consider this idea with the example of an outside sales rep who finds it hard to make cold calls. This man does not lack motivation to cold call – he knows he needs sales or he’ll starve. Therefore, he certainly has motivation (a reason to move).

But if his sales manager adheres to the myth that he’s not motivated, she may try different methods to increase his motivation. Maybe she’ll offer him a bonus for meeting sales quotas, or a weekend trip for him

and his family. These techniques may work, but if unseen obstacles exist, those solutions will work only in the short term, if at all.

To help see how this works, let’s use a word picture analogy. Let’s equate motivation with a tire. This tire is the right size for our sales rep, and it moves him along in the direction he wants to go. In this case, making sales.

However, when our sales rep turns onto Cold Call Lane, he encounters a rather large obstacle in the road (a fear of rejection), and his tire (his motivation) is just not big enough to go over the obstacle.

Because he doesn’t want to crash, he stops.

If his manager sees he’s not moving but doesn’t see the real size of the obstacle, she may send him to an exciting seminar where he learns to “pump up” his motivation so it’s big enough to get over obstacles. He finds the seminar invigorating, and the next day he pumps up his tire so large that he rolls over the obstacle on Cold Call Lane with no problem.

He spends the entire day on Cold Call Lane making lots of sales, and everyone is happy.

But, after a few days, the enthusiasm from the workshop is wearing off. By the end of the week all the extra air has leaked out of his tire and it is back to its normal size.

Unfortunately, the obstacle on Cold Call Lane is still there.

The next week the salesperson tries pumping up the air in his tire, but the excitement from the seminar MEDICAL EQUIPMENT, PARTS & SERVICE

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DAN BOBINSKI is author of the best-selling Creating Passion-Driven Teams, and president of Workplace-Excellence.com.

The above article is adapted from his latest book, Removing Obstacles to Success. 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.

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has dissipated. His tire can’t seem to get big enough to get over that pesky obstacle that remains in the road.

Frustrated, his boss tells him that he lacks motivation, and thinks about letting him go.

Many highly respected motivational speakers talk about the need to pump up our motivation. And, without a doubt, that technique works to get people over the obstacles in their way. However, what if we looked at getting past the obstacles in front of us with a different perspective? What if, instead of expending daily or weekly energy pumping up our motivation, we identified and removed the obstacles in front of us, or found a different path altogether?

Consider how much time and energy we spend pumping up our motivation over the course of a month or a year. If the obstacles were gone, then we would have no need to spend time and energy artificially inflating the size of our tires. Instead of spending time psyching ourselves up so we can get past the obstacles, we can have extra time for what we want and need to be doing.

Granted, some external obstacles holding us back are permanently in place, but no law exists saying we must eliminate an obstacle or go over it. Maybe we can go around it. Maybe we can go under it. Maybe another road can take us to our desired goal, and what if that road has much smaller obstacles – obstacles that our natural motivation could easily overcome?

To summarize, it’s a myth that we’re not doing better because we lack motivation. In reality, it’s usually obstacles holding us back, and many of those are in our heads, existing in the form of fears. If we identify and minimize (or remove) the obstacles, we are much more likely to make progress on our goals.

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MEDICALDEALER 87

CATEGORICAL INDEX ANESTHESIA

MIT/Medical Imaging Technologies…………… 74

INFUSION THERAPY

Paragon Service…………………………………………… 61

Mobilescan Imaging……………………………………… 70

AIV Inc.…………………………………………………………… 60

Soma Technology, Inc.………………………………… 27

Siemens Medical Solutions…………………… 2, 30

Fluke Biomedical…………………………………………… 40

Technical Prospects……………………………………… 22

Medical Specialties Distributors……………… 28

ASSOCIATIONS

Tri-Imaging…………………………………………………………9

IAMERS…………………………………………………………… 75 AUCTION/LIQUIDATION

LABORATORY CONSULTING

MIT/Medical Imaging Technologies…………… 74

Ageron Poland…………………………………………… IBC

Ozark Biomedical………………………………………… 28

Government Liquidation………………………………8

Unique Biomedical Services……………………… 86

JD Imaging Corp.…………………………………………… 86

DATA MEDIA

Shattuck, LLC………………………………………………… 60

Radiology Data……………………………………………… 86

BATTERIES

DIAGNOSTIC IMAGING

Eastern Diagnostic Imaging……………………… 71

AMX Solutions……………………………………………… 80

MAMMOGRAPHY

Holden Battery Services……………………………… 26

Digirad Corp..………………………………………………… 87

Digitec Medical Service Corp.……………………… 80

Eastern Diagnostic Imaging……………………… 71

Siemens Medical Solutions…………………… 2, 30

LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC

BIOMEDICAL

J & M Trading…………………………………………………… 67

AIV Inc.…………………………………………………………… 60

Multi Diagnostic Imaging Solutions…………BC

MARKET RESEARCH

AMX Solutions……………………………………………… 80

Radiology Data……………………………………………… 86

Ageron Poland…………………………………………… IBC

Bayer Healthcare Services…………………………… 22

TROFF Medical………………………………… 20-22, 69

BETA Biomedical Services, Inc.…………………… 71

MODULE/TELEMETRY

Conquest Imaging………………………………………… 13

ENDOSCOPY

Fluke Biomedical…………………………………………… 40

Capital Medical Resources………………………… 87

Global Medical Imaging…………………………………4

Elite Biomedical Solutions………………………… 81

MONITORS/CRTs

Integrity Biomedical Services, LLC…………… 51

Endoscopy Specialists………………………………… 84

Advanced Ultrasound Elec./AUE………………… 79

InterMed Biomed………………………………………… 60

HMB Endoscopy Products…………………………… 66

Ampronix……………………………………………………………6

Maull Biomedical Training, LLC………………… 85

S.H. Medical Corporation…………………………… 18

Gopher Medical, Inc.…………………………………… 71

Medical Specialties Distributors……………… 28

Bio-Medical Equipment Service Co.…………… 19

Technical Prospects……………………………………… 22

QAL Manufacturing..…………………………………… 85

GENERAL

TROFF Medical………………………………… 20-22, 69

Quantum Biomedical…………………………………… 83

Ageron Poland…………………………………………… IBC

Soma Technology, Inc.………………………………… 27

Rieter Medical Services……………………………… 26

ALCO Sales and Service………………………………… 52

Unique Biomedical Services……………………… 86

Eastern Diagnostic Imaging……………………… 71

MRI

Global Risk Services……………………………………… 81

AXIOM Medical Imaging Solutions…………… 27

CARDIOLOGY

Government Liquidation………………………………8

Carolina Medical Parts……………………………………5

J & M Trading…………………………………………………… 67

PartsSource…………………………………………………… 10

Cool Pair Plus………………………………………………… 70

Southeast Nuclear Electronics………………… 53

Puma Export, Inc..………………………………………… 85

East Coast Medical Systems……………………… 74

Southwestern Biomedical.…………… 62-64, 65

Shattuck, LLC………………………………………………… 60

Ed Sloan & Associates………………………………… 78

C-ARMS

IMAGING

KEI Medical Imaging Services…………………… 86

Eastern Diagnostic Imaging……………………… 71

ICE/Imaging Community Exchange…………… 50

MIT/Medical Imaging Technologies…………… 74

CENTRIFUGES

IMAGING/PARTS

Ozark Biomedical………………………………………… 28

Ampronix……………………………………………………………6

Field MRI Services………………………………………… 87

Mobilescan Imaging……………………………………… 70 Siemens Medical Solutions…………………… 2, 30

Diagnostic Solutions…………………………………… 78

NUCLEAR MEDICINE

COMPUTED TOMOGRAPHY

Eastern Diagnostic Imaging……………………… 71

Digirad Corp..………………………………………………… 87

AXIOM Medical Imaging Solutions…………… 27

InterMed Ultrasound…………………………………… 18

E.L. Parts, LLC………………………………………………… 26

East Coast Medical Systems……………………… 74

InterMed NucMed………………………………………… 39

Global Medical Imaging…………………………………4

Ed Sloan & Associates………………………………… 78

J & M Trading…………………………………………………… 67

InterMed NucMed………………………………………… 39

German Electronics……………………………………… 84

PartsSource…………………………………………………… 10

International X-Ray Brokers……………………… 70

J & M Trading…………………………………………………… 67

Technical Prospects……………………………………… 22

J & M Trading…………………………………………………… 67

KEI Medical Imaging Services…………………… 86

Tri-Imaging…………………………………………………………9

Southeast Nuclear Electronics………………… 53

Metropolis International…………………………… 79

TROFF Medical………………………………… 20-22, 69

88 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index PATIENT MONITORING

Advanced Ultrasound Elec./AUE………………… 79

Diagnostic Solutions…………………………………… 78

BETA Biomedical Services, Inc.…………………… 71

AIV Inc.…………………………………………………………… 60

Digirad Corp..………………………………………………… 87

Bio-Medical Equipment Service Co.…………… 19

ALCO Sales and Service………………………………… 52

Digitec Medical Service Corp.……………………… 80

BiTech Medical……………………………………………… 53

Ampronix……………………………………………………………6

E.L. Parts, LLC………………………………………………… 26

Gopher Medical, Inc.…………………………………… 71

AMX Solutions……………………………………………… 80

Ed Sloan & Associates………………………………… 78

Integrity Biomedical Services, LLC…………… 51

Bio-Medical Equipment Service Co.…………… 19

Elite Biomedical Solutions………………………… 81

MedEquip Biomedical………………………………… 41

BiTech Medical……………………………………………… 53

Global Medical Imaging…………………………………4

Pacific Medical……………………………………… 42, 48

Carolina Medical Parts……………………………………5

Government Liquidation………………………………8

Quantum Biomedical…………………………………… 83

Conquest Imaging………………………………………… 13

Heartland Ulrasound…………………………………… 87

Rieter Medical Services……………………………… 26

Continental Equipment Company…………… 67

J & M Trading…………………………………………………… 67

Southwestern Biomedical.…………… 62-64, 65

Digirad Corp..………………………………………………… 87

KEI Medical Imaging Services…………………… 86

USOC Medical………………………………………………… 41

Digitec Medical Service Corp.……………………… 80

Mediquip Parts Plus, Inc.…………………………… 84

Eastern Diagnostic Imaging……………………… 71

MTC/Medical Technologies Co.…………………… 78

PHANTOMS

Ed Sloan & Associates………………………………… 78

Multi Diagnostic Imaging Solutions…………BC

ATS Laboratories, Inc.…………………………………… 67

Elite Biomedical Solutions………………………… 81

Ozark Biomedical………………………………………… 28

Endoscopy Specialists………………………………… 84

PartsSource…………………………………………………… 10

PROBES/PROBE REPAIR

Field MRI Services………………………………………… 87

QAL Manufacturing..…………………………………… 85

Conquest Imaging………………………………………… 13

German Electronics……………………………………… 84

Radon Medical……………………………………………… 74

Global Medical Imaging…………………………………4

Global Medical Imaging…………………………………4

Rieter Medical Services……………………………… 26

Heartland Ulrasound…………………………………… 87

Soma Technology, Inc.………………………………… 27

ONLINE RESOURCES

Integrity Biomedical Services, LLC…………… 51

Southeast Nuclear Electronics………………… 53

ICE/Imaging Community Exchange…………… 50

KEI Medical Imaging Services…………………… 86

Technical Prospects……………………………………… 22

MedWrench…………………………………………………… 86

MedEquip Biomedical………………………………… 41

Trisonics………………………………………………………… 52

Mediquip Parts Plus, Inc.…………………………… 84

TROFF Medical………………………………… 20-22, 69

RADIOLOGY

MIT/Medical Imaging Technologies…………… 74

Varian Medical Systems…………………………………3

Eastern Diagnostic Imaging……………………… 71

MTC/Medical Technologies Co.…………………… 78

German Electronics……………………………………… 84

Multi Diagnostic Imaging Solutions…………BC

RESPIRATORY

Holden Battery Services……………………………… 26

MW Imaging………………………………………………………7

Medical Specialties Distributors……………… 28

International X-Ray Brokers……………………… 70

Pacific Medical……………………………………… 42, 48

Unique Biomedical Services……………………… 86

InterMed Ultrasound…………………………………… 18

QAL Manufacturing..…………………………………… 85

InterMed NucMed………………………………………… 39

Quantum Biomedical…………………………………… 83

SERVICE CONTRACTS

J & M Trading…………………………………………………… 67

Radon Medical……………………………………………… 74

Global Risk Services……………………………………… 81

JD Imaging Corp.…………………………………………… 86

Siemens Medical Solutions…………………… 2, 30

Maull Biomedical Training, LLC………………… 85

Southeast Nuclear Electronics………………… 53

SOFTWARE

Metropolis International…………………………… 79

Trisonics………………………………………………………… 52

Radiology Data……………………………………………… 86

Multi Diagnostic Imaging Solutions…………BC

TROFF Medical………………………………… 20-22, 69

Radon Medical……………………………………………… 74

Unique Biomedical Services……………………… 86

STERILIZERS

Technical Prospects……………………………………… 22

USOC Medical………………………………………………… 41

Continental Equipment Company…………… 67

TROFF Medical………………………………… 20-22, 69 Varian Medical Systems…………………………………3

Government Liquidation………………………………8 REPLACEMENT PARTS

InterMed Biomed………………………………………… 60

2D Imaging, Inc.…………………………………………… 87 RADIOLOGY PARTS

Advanced Ultrasound Elec./AUE………………… 79

SURGICAL

InterMed Ultrasound…………………………………… 18

AIV Inc.…………………………………………………………… 60

Capital Medical Resources………………………… 87

InterMed NucMed………………………………………… 39

ALCO Sales and Service………………………………… 52

Eastern Diagnostic Imaging……………………… 71

J & M Trading…………………………………………………… 67

AllParts Medical…………………………………………… 53

Endoscopy Specialists………………………………… 84

TROFF Medical………………………………… 20-22, 69

AMX Solutions……………………………………………… 80

S.H. Medical Corporation…………………………… 18

AXIOM Medical Imaging Solutions…………… 27

Unique Biomedical Services……………………… 86

RECRUITING

BETA Biomedical Services, Inc.…………………… 71

Adel-Lawrence Associates, Inc.………………… 87

Carolina Medical Parts……………………………………5

SURPLUS MEDICAL

Classic Diagnostic Imaging………………………… 66

Government Liquidation………………………………8

REPAIR/REFURBISH

Conquest Imaging………………………………………… 13

2D Imaging, Inc.…………………………………………… 87

Continental Equipment Company…………… 67

WWW.MEDICALDEALER.COM

MEDICALDEALER 89

CATEGORICAL INDEX TUBES/BULBS

ULTRASOUND PARTS

Eastern Diagnostic Imaging……………………… 71

AllParts Medical…………………………………………… 53

Advanced Ultrasound Elec./AUE………………… 79

Fluke Biomedical…………………………………………… 40

German Electronics……………………………………… 84

Conquest Imaging………………………………………… 13

German Electronics……………………………………… 84

J & M Trading…………………………………………………… 67

Global Medical Imaging…………………………………4

Government Liquidation………………………………8

Technical Prospects……………………………………… 22

InterMed Ultrasound…………………………………… 18

Holden Battery Services……………………………… 26 MIT/Medical Imaging Technologies…………… 74

ULTRASOUND

VCR REPAIR/SERVICES

2D Imaging, Inc.…………………………………………… 87

Advanced Ultrasound Elec./AUE………………… 79

Advanced Ultrasound Elec./AUE………………… 79

Conquest Imaging………………………………………… 13

AIV Inc.…………………………………………………………… 60

Tri-Imaging…………………………………………………………9 X-RAY PARTS J & M Trading…………………………………………………… 67

ATS Laboratories, Inc.…………………………………… 67

VENTILATORS

Technical Prospects……………………………………… 22

Bayer Healthcare Services…………………………… 22

Government Liquidation………………………………8

TROFF Medical………………………………… 20-22, 69

Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 78

VIDEO

Endoscopy Specialists………………………………… 84

Endoscopy Specialists………………………………… 84

Heartland Ulrasound…………………………………… 87

Multi Diagnostic Imaging Solutions…………BC

InterMed Ultrasound…………………………………… 18

X-RAY

Mobilescan Imaging……………………………………… 70

AMX Solutions……………………………………………… 80

MW Imaging………………………………………………………7

Classic Diagnostic Imaging………………………… 66

Trisonics………………………………………………………… 52

Diagnostic Solutions…………………………………… 78

ALPHABETICAL INDEX 2D Imaging, Inc.…………………………………………… 87

Elite Biomedical Solutions………………………… 81

MIT/Medical Imaging Technologies…………… 74

Adel-Lawrence Associates, Inc.………………… 87

Endoscopy Specialists………………………………… 84

Mobilescan Imaging……………………………………… 70

Advanced Ultrasound Elec./AUE………………… 79

Field MRI Services………………………………………… 87

MTC/Medical Technologies Co.…………………… 78

Ageron Poland…………………………………………… IBC

Fluke Biomedical…………………………………………… 40

Multi Diagnostic Imaging Solutions…………BC

AIV Inc.…………………………………………………………… 60

German Electronics……………………………………… 84

MW Imaging………………………………………………………7

ALCO Sales and Service………………………………… 52

Global Medical Imaging…………………………………4

Ozark Biomedical………………………………………… 28

AllParts Medical…………………………………………… 53

Global Risk Services……………………………………… 81

Pacific Medical……………………………………… 42, 48

Ampronix……………………………………………………………6

Gopher Medical, Inc.…………………………………… 71

Paragon Service…………………………………………… 61

AMX Solutions……………………………………………… 80

Government Liquidation………………………………8

PartsSource…………………………………………………… 10

ATS Laboratories, Inc.…………………………………… 67

Heartland Ulrasound…………………………………… 87

Puma Export, Inc..………………………………………… 85

AXIOM Medical Imaging Solutions…………… 27

HMB Endoscopy Products…………………………… 66

QAL Manufacturing..…………………………………… 85

Bayer Healthcare Services…………………………… 22

Holden Battery Services……………………………… 26

Quantum Biomedical…………………………………… 83

BETA Biomedical Services, Inc.…………………… 71

IAMERS…………………………………………………………… 75

Radiology Data……………………………………………… 86

Bio-Medical Equipment Service Co.…………… 19

ICE/Imaging Community Exchange…………… 50

Radon Medical……………………………………………… 74

BiTech Medical……………………………………………… 53

Integrity Biomedical Services, LLC…………… 51

Rieter Medical Services……………………………… 26

Capital Medical Resources………………………… 87

InterMed Ultrasound…………………………………… 18

S.H. Medical Corporation…………………………… 18

Carolina Medical Parts……………………………………5

InterMed NucMed………………………………………… 39

Shattuck, LLC………………………………………………… 60

Classic Diagnostic Imaging………………………… 66

InterMed Biomed………………………………………… 60

Siemens Medical Solutions…………………… 2, 30

Conquest Imaging………………………………………… 13

International X-Ray Brokers……………………… 70

Soma Technology, Inc.………………………………… 27

Continental Equipment Company…………… 67

J & M Trading…………………………………………………… 67

Southeast Nuclear Electronics………………… 53

Cool Pair Plus………………………………………………… 70

JD Imaging Corp.…………………………………………… 86

Southwestern Biomedical.…………… 62-64, 65

Diagnostic Solutions…………………………………… 78

KEI Medical Imaging Services…………………… 86

Technical Prospects……………………………………… 22

Digirad Corp..………………………………………………… 87

Maull Biomedical Training, LLC………………… 85

Tri-Imaging…………………………………………………………9

Digitec Medical Service Corp.……………………… 80

MedEquip Biomedical………………………………… 41

Trisonics………………………………………………………… 52

E.L. Parts, LLC………………………………………………… 26

Medical Specialties Distributors……………… 28

TROFF Medical………………………………… 20-22, 69

East Coast Medical Systems……………………… 74

Mediquip Parts Plus, Inc.…………………………… 84

Unique Biomedical Services……………………… 86

Eastern Diagnostic Imaging……………………… 71

MedWrench…………………………………………………… 86

USOC Medical………………………………………………… 41

Ed Sloan & Associates………………………………… 78

Metropolis International…………………………… 79

Varian Medical Systems…………………………………3

90 MEDICALDEALER | JULY 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

OFFERING DIGITAL X-RAY UPGRADES!

TOTAL IMAGING SOLUTIONS Serving the Medical Community Worldwide Since 1983

• DR Solutions & Upgrades • CR Solutions • PACS Solutions • X-Ray Systems • Surgical C-Arms

• Rental Program & Financing • Factory Trained and Certified • Technical Support and Training • Parts and Supplies

Convert your existing mobile x-ray or any other analog x-ray system to digital with our DR solutions.

1.877.591.6444 (1.909.591.6444) www.multiimager.com 990 E. Cedar Street Ontario, Calif. 91761 USA