Medical Dealer - August 2015

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AUGUST 2015 | WWW.MEDICALDEALER.COM

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MEDICAL EQUIPMENT, PARTS & SERVICE

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MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269

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“Security is an afterthought in the system

“There’s a saying that hands that

device lifecycle. You think about security early

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in the design process, you implement it, and

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then the manufacturer assumes the device is

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60

CONTENTS_Features 50 CYBERSECURITY

Data breaches are everywhere and that impacts health care. As medical devices become more and more reliant on complex computer software, cyber attacks, malware and other vulnerabilities present a looming danger. Experts offer insights and tips regarding the growing importance of cybersecurity.

60 PAY IT FORWARD

Kaiser Permanente provides support for athletes participating in the Special Olympics World Games with medical care and planning. The company also launched its “Be Brave” campaign with a float in the annual Parade of Roses.

Medical Dealer (Vol. 19, Issue #8) August 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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INDUSTRY UPDATE 14 News & Notes 10 Richardson / IMES Acquisition 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: C-ARM 29 Market Analysis 30 Product Showroom 33 Preferred Vendors Med/Surg: Telemetry 41 Market Analysis 42 Product Showroom 46 Vendor Q&A 47 Preferred Vendors

Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting Kim Callahan

SLICE OF LIFE 60 Pay It Forward 64 Off the Clock 69 The Other Side 72 Dan Bobinski

Circulation

Bethany Williams bethany@mdpublishing.com

Web Department Betsy Popinga Taylor Martin

74 Marketplace 76 Categorical Index 78 Alphabetical Index

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MEDICAL EQUIPMENT, PARTS & SERVICE

N ND IO U EE AT SO SE FR LT RA OU SU LT -H N E U IN CO AT ICE R V IG R M SE

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INDUSTRY UPDATE_News and Notes

Staff Reports

PASSING OF A LEGEND Albert M. Lapides, the pioneer who led the way for the health care equipment service industry to open its doors to an alternate source for replacement parts, died on June 14, 2015, at the age of 87. His foresight in reverse engineering aftermarket parts positively changed the course of servicing and repairing health care equipment forever.

More than 43 years ago, Lapides co-founded Replacement Parts Industries Inc. (RPI) with his wife, Sherry, and two other partners after finding that there was a tremendous need for making quality repair parts available as fast as an overnight delivery to biomedical technicians and service companies.

Coming from a background as a mechanical engineer in the aerospace industry, Lapides brought a strong engineering focus to RPI. It was his sincere respect for his customers and steady drive for quality that made RPI leader in medical, dental and hospital replacement parts.

Throughout his career as president of RPI, Lapides believed in the strength and power of the health care biomedical and service associations. He encouraged both new and seasoned service technicians to never stop learning, and to stay in touch with the industry through its publications and resources.

When Lapides decided to semi-retire from RPI in 1999, he was proud to “pass the baton” to his son Ira who is still president and CEO of RPI. Albert Lapides remained with RPI as CEO Emeritus and Chairman of the Board until the day he passed away. And his self-named column in the RPI newsletter was titled with much amusement “From the Old Curmudgeon – Still.”

In lieu of flowers, donations in his memory may be sent to any of the following: Northridge Hospital, Lapides Family Temple Ramat Zion Leavey Cancer Center Endowment for Religious School 18300 Roscoe Blvd; Children’s Programming Scholarship Endowment Northridge, CA 91328 at CSUN Valley - 17655 Devonshire St; (818) 885-8500 Performing Arts Center Northridge, CA 91325 - 18111 Nordhoff St; (818) 360-1881 • Northridge, CA 91330 (818) 677-8800

Albert M. Lapides

TRI-IMAGING SOLUTIONS ANNOUNCES 60,000-SQUARE FOOT FACILITY Tri-Imaging Solutions is experiencing rapid growth in the medical imaging industry and is excited to announce its renovated home in the Nashville, Tennessee, area. The facility is almost 60,000-square feet with ample room for its growing operations and construction of a top-notch training facility.

14 MEDICALDEALER | AUGUST 2015

Tri-Imaging Solutions was able to customize the project to build its very own technical center, Director of Sales Wanda Legate said.

The Tri-Imaging Solutions’ leadership team custom designed the facility using its knowledge regarding what is necessary for a high-tech, topof-the-line technical center, President Eric Wright added. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

CONQUEST IMAGING ANNOUNCES DEPOT REPAIR FOR PORTABLE ULTRASOUND SYSTEMS Conquest Imaging has announced a depot repair service for multi-vendor portable ultrasound systems. This new offering provides customers a quick, cost-effective and easy way to have repairs performed on most major makes and models of portable/laptop based ultrasound systems.

“Portable ultrasound systems have continued to gain market share and capabilities at an exponential rate but until now, repair options have been expensive, time consuming and typically limited to the manufacturer,” says Matt Tomory, Conquest Imaging’s VP of Sales and Marketing. “With this new offering, customers can now receive cost-effective repairs, Conquest Imaging quality and rapid turnaround times so they can focus on their patients and their business.”

“Our Research and Development team has developed capabilities on GE, Philips and Sonosite systems to date and will continue to add additional products in the future,” Tomory continues. “Our capabilities will continue to grow with market demand.”

Headquarted in Stockton, California, Conquest Imaging is an industry-leading provider of ultrasound parts, probes, probe repair, training, service and technical support. Founded in 2000 by Jean and Mark Conrad, the organization has grown to over 50 employees throughout the USA and provides ultrasound products, support and services across the country and around the world. •

COHEALO SHOWCASES TECHNOLOGY PLATFORM ALLOWING HEALTH SYSTEMS TO SHARE MEDICAL EQUIPMENT Cohealo Inc. showcased a first-of-its-kind solution at HFMA’s 2015 Annual National Institute. Health systems can now leverage Cohealo’s combined technology platform, supporting logistics capabilities and analytics to make medical equipment available anywhere and at any time across their facilities.

Health systems typically spend tens of millions of dollars per year on medical equipment purchases and rentals. Unfortunately, they lack visibility into what happens next, both within and across their facilities, resulting in an average equipment utilization of a mere 42 percent. Furthermore, health systems are challenged to ensure their equipment is in the right place at the right time. When surgeries are canceled, studies show that in nearly onethird of cases it is due to “institutional issues,” such as the unavailability of the right beds or equipment.

“Some of the most impactful innovations of the past decade have focused on applying the power of ‘the sharing economy’ to unlock the value of underutilized assets,” said Mark Slaughter, founder and CEO of Cohealo. “For health systems, there is a tremendous opportunity to vastly increase the clinical and financial value they derive from their medical equipment. Cohealo envisions a future in which medical equipment is ‘liquid’ and travels when and where patients and providers need it in support of high-quality care.”

The Cohealo solution includes three components: • A cloud-based platform to centralize equipment inventory, providing transparency and control over the process of identifying, scheduling, and tracking medical equipment; • Complementary logistics capabilities to ensure requested equipment arrives when and where it is needed – then returns to its original site; and • Analytics support to optimize medical equipment on both system-wide and facility-specific levels. •

For more information, visit www.conquestimaging.com.

To learn more, visit www.cohealo.com.

Because Quality Matters.

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MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

SUMMIT IMAGING LAUNCHES RAPID RESPONSE MOBILE APPLICATION Summit Imaging, a technology-foback to their workstation. Streamlincused ultrasound medical equipment ing this process can prevent revenue support company, has announced the loss by saving hours troubleshooting a release of Summit Imaging Mobile, problem or waiting to hear back from a the mobile version of its online supremote tech support agent. port portal. Summit Imaging Mobile is With Summit Imaging Mobile, clinia mobile application that gives clinical cal engineers can: engineers full service ultrasound sup• Create and submit support cases; port, allowing them to submit support • Submit orders for parts; cases, connect directly to an equip• Schedule calls with Summit Imagment expert, and order new parts from ing support agents; wherever they are so they can get their • Immediately connect to a Summit facility’s machines back up and running Imaging support agent through a in the shortest amount of time. push-to-talk feature when urgent Clinical engineers are expected assistance is needed; to repair medical equipment as • Create a user profile with basic quickly as possible in order to minicompany information to more mize costly machine downtime and quickly and easily submit cases in ensure patients are being cared for in the future; an efficient manner. Summit Imaging • Opt-in to receive mobile push Mobile enables clinical engineers to notifications alerting that a supquickly diagnose ultrasound machine port agent will call in two to five issues, view tutorial videos, and order minutes; and the parts they need from their smart• Access all of Summit Imaging’s phone, all while still onsite so the technical support documents and order can be fulfilled as they travel videos.

EXCEL MEDICAL PRESENTS AT AAMI 2015 Excel Medical exhibited and presented at the AAMI 2015 Annual Conference and Expo in Denver.

Paul McGurgan, Excel’s National Program Director, Alarm Management, presented, “Utilizing Data to Make Evidence-Based Decisions in Alarm Management,” as a featured speaker in the Alarm Management Workshop, Part 1. McGurgan has published several articles on this topic in medical and health care technology trade journals.

McGurgan’s presentation discussed how Excel’s customers are using data driven approaches to illustrate the critical role it plays in the decision-making process for achieving better alarm management in hospital enterprises. Emerging solutions, such as Excel’s alarm analytics solution – Alarm Navigator was also discussed.

Excel’s BedMasterEx solution was a featured technology in the education session “Implementation Strategy and Benefits of Electronic Cardiac Strip Documentation,” presented by 16 MEDICALDEALER | AUGUST 2015

For the past nine years, Summit Imaging has been providing rapid endto-end customer support, including hands-on training courses, fast repairs, high-quality parts replacement, free 24/7 technical support and the ability to diagnose most problems over the phone in under nine minutes. Those in need of ultrasound repairs look to Summit Imaging for its swift yet reliable repairs and solutions, allowing its clients to get ultrasound equipment working with the least amount of downtime.

Summit Imaging Mobile is available for download from the Apple App Store and Google Play. • For more information, visit www.mysummitimaging.com/support

Rebecca E. Arthur, BSHA, Inova Health System, with Nicole Denham, RN, BSN, PCCN, COR Consultants, and Bonnie Matthews, RN, BSN, PCCN, COR Consultants.

Inova Health System has implemented the BedMasterEx solution to integrate with Inova’s Epic EHR to optimize cardiac monitoring and improve patient safety across the health system. The rollout of BedMasterEx with Inova will ultimately span all five Inova hospitals, representing more than 825 monitored beds.

BedMasterEx, helps automate the cardiac rhythm strip documentation process and ensures that the right cardiac strip is matched to the right patient’s electronic chart by eliminating the manual steps for paper data collection. Electronic maintenance of the cardiac waveforms also means that nurses and clinicians have access to patient data immediately, or retrospectively from hospital workstations or computer-on-wheels. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

JADAK OFFERS OEMS A ‘ONE-STOP SHOP’ FOR DATA COLLECTION, CHART RECORDER AND THERMAL PRINTER NEEDS General Scanning Printer Technologies has become part of JADAK, a manufacturer of machine vision, radio-frequency identification (RFID) and bar code products for health care and life science industries. With the addition of General Scanning Printer Technologies, JADAK now develops and sells real-time chart recorder and thermal printer technology for time-based data logging. Both companies are owned by GSI Group and work extensively with medical device original equipment manufacturers (OEMs).

“General Scanning Chart Recorders are known all over the world as the industry standard for elite chart recording solutions, with sharp data output with resolutions up to 800 dots per inch,” said David Miller, president of JADAK. “By joining forces with General Scanning, JADAK is able to bring additional value to our medical customers, many of whom also have a need for chart recorders. It gives them a ‘onestop shop’ for their data collection, chart recorder and thermal printer needs. Furthermore, this move demonstrates our deep commitment to helping reduce medical errors, increase patient safety and improve the efficiency of health care across a broad spectrum of applications and procedures.”

“JADAK is a leader for best-in-class data collection platforms and a wide-range of customer support solutions,” said Scott Oppenheim, director of product management, printer technologies, JADAK. “In addition to offering elite chart recorder and thermal printer platforms, we’re excited that General Scanning Printer Technologies customers will now have access to JADAK’s data collection experience and expertise, world-class engineering resources and larger service team.”

Facilities will remain at JADAK’s headquarters in Syracuse and at the General Scanning facilities in Bedford, Massachusetts. • For more information, visit www.jadaktech.com.

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CHILDREN’S HOSPITAL UTILIZES TOSHIBA’S SYSTEM IN CONJOINED TWINS SEPARATION Texas Children’s Hospital successfully separated Knatalye Hope and Adeline Faith Mata in late February, completing one of the most complex conjoined twins separations ever. The procedure took months of planning, and Toshiba’s Aquilion ONE CT system played a crucial role in determining the feasibility of separating the twins and producing images that helped radiologists build detailed 3D models of the organs.

“The Mata twins separation presented some unique complexities and very challenging anatomy that we were able to capture because of Toshiba’s Aquilion ONE,” said Dr. Rajesh Krishnamurthy, section chief of radiology research and cardiac imaging at Texas Children’s. “We used a target mode prospective EKG gated volumetric acquisition, using all 320 detector rows to elucidate the cardiovascular and coronary anatomy, and helical imaging with sequential and separate contrast injections into each twin to delineate the visceral anatomy and status of the abdominal and pelvic vasculature. A composite dataset was created by fusing information from all three acquisitions, which was used for segmentation of the organs and vasculature, 3D modeling and 3D printing.

The ultrafast acquisition speed allowed us to image the anatomy without motion artifact, despite variable breathing and heart rates. The high quality of the images was critical to help plan for this first-of-its-kind surgery.”

The separation required intensive planning by a multidisciplinary team, as the twins shared a chest wall, lungs, pericardial sac, diaphragm, liver, intestines, colon and pelvis.

Toshiba’s 640-slice Aquilion ONE and its volume imaging capability captured the entire cardiovascular and visceral anatomy and helped assess how the organs were shared.

Additionally, the system’s target CTA cardiac mode, which gives users control of when to trigger the X-ray, enabled Texas Children’s to image the twins without the need for sedation, decreased artifacts and kept radiation exposure as low as possible. • MEDICALDEALER 17

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INDUSTRY UPDATE_Richardson & IMES

Staff Report

IMES JOINS RICHARDSON HEALTHCARE FAMILY

M

edical Dealer magazine reached out to Richardson Electronics and International Medical Equipment and Service (IMES) to find out more about the recent acquisition that brings IMES into the Richardson family of companies.

Leaders at both organizations joined Medical Dealer on a conference call to discuss the new alliance and what customers can expect in the future.

Tom Spees, Vice President of Sales at Richardson Healthcare, described the acquisition of IMES as “a perfect fit with our strategy.”

“When we launched Richardson Healthcare about 9 months ago, we promised to offer hospitals and independent service organizations OEM-quality diagnostic imaging replacement parts and high-end components that would include tubes, service training and support which provide significant savings compared to OEM prices,” Spees explained. “The acquisition of IMES just simply delivers on the promise. In addition, they focus on underserved brands in diagnostic imaging and we think that is a perfect fit with our strategy.”

He added that replacement parts and glassware for brands other than GE, such as Toshiba, Siemens and Philips are probably underserved.

The addition will benefit customers of both companies.

“We see the expansion of the parts and training operation of IMES globally as being a big ben20 MEDICALDEALER | AUGUST 2015

Tom Spees Vice President of Sales at Richardson Healthcare

“We felt as though these two businesses fit and complement each other very nicely.”

– Tom Spees efit to service providers around the world,” Spees said. “It’s going to help Richardson a great deal in that regard. It’s also going to help us complement what we are doing at the factory with respect to the

build out which we are embarking on for CT tube manufacturing.”

“Also, IMES owns some excellent relationships with service providers here in the United States and at Richardson we are developing some new products that could be beneficial for those companies as well,” he added.

“There is a tremendous amount of natural synergy.”

IMES President Trey McIntyre is excited about the seamless integration that will benefit everyone involved.

“There is very much a family atmosphere and this is a wonderful opportunity not only for our customers but for our employees here in Fort Mill, South Carolina,” McIntyre said. “The same team will be in place. Our same processes will be in place. There will be no change for our customers other than we can honestly do more for them and we know there are new exciting products coming to the market for them.”

Spees echoed that sentiment.

“From the Richardson side, we feel the same way. One of the things we felt was a real strategic fit in this acquisition, compared to many others, is that culturally we felt as though these two businesses fit and complement each other very nicely,” Spees said.

“Our intent is for the Fort Mill, South Carolina, operation to be our competency center for parts and training,” Spees continued.

McIntyre and Spees both said that the IMES tagline “Hometown MEDICAL EQUIPMENT, PARTS & SERVICE

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Trey McIntyre IMES President

“There is very much a family atmosphere and this is a wonderful opportunity not only for our customers but for our employees” – Trey McIntyre Feel, Global Reach” remains an accurate description of the company and how it will continue to serve customers.

Spees did not rule out the possibility of additional acquisitions.

“We are always looking at things that could be of a strategic fit,” he said.

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OFFERING • C-ARMS • BONE DENSITOMETERS • MAMMOGRAPHY • CT . MRI . X-RAY • NUCLEAR MEDICINE • RIF ROOMS • ULTRASOUND • PORTABLES

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22 MEDICALDEALER | AUGUST 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_OEM Updates

Staff Reports

HILL-ROM TO ACQUIRE WELCH ALLYN FOR $2.05 BILLION Two of the world’s leading health care technology companies are joining forces. Hill-Rom Holdings Inc. and privately held Welch Allyn Inc. have announced that the Boards of Directors of both companies have unanimously approved a definitive agreement under which Hill-Rom will acquire Welch Allyn for approximately $2.05 billion in cash and stock.

The two companies have nearly two centuries of medical device innovation between them and will combine to develop technologies that enhance outcomes for patients and caregivers.

Under the terms of the agreement, Welch Allyn shareholders will receive $1.625 billion in cash and approximately 8.1 million newly issued shares of Hill-Rom common stock.

Upon the completion of the transaction, which the companies expect will occur before the end of September 2015, Welch Allyn shareholders, a group that consists of about 75 shareholders, will own approximately 13 percent of the combined company. No single Welch Allyn shareholder will own more than approximately one percent of Hill-Rom equity.

Headquartered in Skaneateles Falls, New York, Welch Allyn is a leading manufacturer of medical diagnostic equipment that delivers practical innovation at the point of care. For a century, Welch Allyn has enhanced the patient and caregiver experience by understanding clinical needs and developing a diversified portfolio of devices that assess, diagnose, treat and manage a wide variety of illnesses and diseases.

Welch Allyn is the only global company focused exclusively on the needs of Frontline Care with multiple call points, including primary care physicians, nurses, hospitalists, biomeds and specialists, among others.

Through the acquisition of Welch Allyn, Hill-Rom expects to play an even greater role in improving patient care globally and achieving greater levels of efficiency and reducing health care costs for its customers. Combining HillRom’s position in hospitals and operating rooms worldwide with Welch Allyn’s position in point of care diagnostics and testing will expand both companies’ ability to help health care providers focus on patient care solutions that improve clinical and economic outcomes. •

OLYMPUS INTRODUCES NEXT-DAY PRODUCT REPLACEMENT GUARANTEE Olympus has announced that it is guaranteeing next-day replacements for surgical equipment at no additional charge. Olympus is the first surgical product manufacturer to offer this type of guarantee. The service became available to customers with an Olympus Full Service Agreement earlier this year.

Olympus’ Full Service Agreement provides customers complete repair coverage, including accidental damage, with no cap for contracted equipment.

The Olympus Uptime Guarantee joins the existing array of benefits including 24/7 technical phone support, on-site field support and the convenience of a single purchase order good for the length of the service contract, among others. Next-day replacement guarantees equipment is readily available for customers so they can return to patient care quickly, without reducing valuable time Olympus uses to repair equipment safely.

“Canceled procedures can be costly for health care facilities and frustrating for patients,” said Bob Reinhardt, Vice President – Group Marketing, Service and Sales Operations, Medical Systems Group at Olympus Corporation of the Americas. “This is counterproductive for administrators seeking ways to meet the triple aim of health care reform – to reduce costs and spending while enhancing patient safety and satisfaction. The Olympus Uptime Guarantee helps achieve these goals by minimizing the number of canceled procedures resulting from out-of-service equipment.”

Olympus America Inc. is the only manufacturer-authorized service dealer for Olympus medical and surgical products in the United States. With eight locations nationwide, including an 80,000-square-foot National Service Center located in San Jose, California, Olympus’ network of highly trained equipment specialists can quickly and cost-effectively provide comprehensive repair services on Olympus equipment.

For more information, visit medical.olympusamerica.com. • WWW.MEDICALDEALER.COM

MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

VARIAN TO EQUIP INOVA WITH INTEGRATED TECHNOLOGY FOR RADIOTHERAPY, RADIOSURGERY AND INFORMATICS Varian Medical Systems has announced that it has entered into a multi-year agreement with Inova to be its exclusive supplier of advanced technology for image-guided, high-precision radiotherapy and radiosurgery. Inova, a not-for-profit health care system operating five hospitals in Northern Virginia, will also install Varian software across its sites, as part of a long-term plan to create an integrated informatics system and to unify cancer care across its network.

Under the agreement, Inova will acquire multiple Varian TrueBeam radiotherapy/radiosurgery systems over nine years, with initial replacements at Inova’s Alexandria and Loudoun Hospitals.

TrueBeam technology offers clinicians versatility in choosing and administering different types of radiation treatment for each patient as appropriate, from intensity-modulated radiotherapy to stereotactic radiosurgery. These treatments can be delivered with greater time efficiency – and hence cost effectiveness – than is possible with many other radiotherapy systems.

Inova will also expand its deployment of Varian’s ARIA information management and Eclipse treatment planning software, currently in use at two of the five sites, across the Inova network, and add Varian’s new InSightive software for data analytics. • 24 MEDICALDEALER | AUGUST 2015

Staff Reports

MCKESSON APPOINTS KATHY MCELLIGOTT TO LEADERSHIP POSTS McKesson Corporation has announced that Kathy McElligott has been appointed to executive vice president and chief information (CIO) and chief technology officer (CTO) effective July 20.

McElligott comes to McKesson from Emerson where she served as CIO since 2010 and managed Emerson’s information technology strategy and information security for the company’s global operations, including hardware, software, and services, as well as its telecommunications and data center infrastructure.

As McKesson’s CIO, McElligott is responsible for the enterprise business technology strategy, technology governance across the corporation, IT Security and Risk Management, infrastructure operations and service delivery to all McKesson businesses.

As CTO, McElligott will guide the overall technology direction for the company’s health care technology products and provide support and guidance for application development processes companywide. The position serves as a support arm to the management teams within McKesson’s technology businesses, working collaboratively with each business to optimize the quality, interoperability and transparency of McKesson’s software development operations.

“We are delighted to welcome Kathy to our senior leadership team,” said John Hammergren, Chairman and CEO of McKesson. “As a respected industry leader, her track record in strategic global technology and driving exceptional customer experience will help McKesson continue to deliver greater value to our customers and shareholders.”

McElligott succeeds Randy Spratt, who announced his planned retirement earlier this year. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

ASRT FOUNDATION AND TOSHIBA LAUNCH SAFETY FIRST GRANT PROGRAM To help improve technologist safety in radiology, the American Society of Radiologic Technologists (ASRT) Foundation and Toshiba America Medical Systems, Inc. have partnered to launch the Safety FiRsT grant program. The Safety FiRsT program is a new component of Toshiba’s focus on putting its customers first by providing 360 degrees of coverage, guidance and expertise, enabling ASRT member institutions to fund creative programs aimed at improving safety for radiological technologists.

The ASRT Foundation and Toshiba’s Safety FiRsT program will award two ASRT members a grant of up to $7,000 each for the implementation of a radiologic technology safety program or creative idea aimed at improving technologist safety. These facilities will then implement the program and share best practices.

“The Safety FiRsT program grants will help facilities to ensure the safety of their technologists and meet their business needs simultaneously,” said ASRT Foundation Chairman of the Board Steve J. Hardy, M.S., R.T.(R)(T)(CT). “Assistance that helps purchase new equipment for technologists, create new training programs or implement other inventive ideas to improve safety allows the facilities to focus on providing the highest quality care.”

“Safety goes beyond lowering radiation dose; it is an encompassing concept that requires constant refinement, guidance and expertise,” said Satrajit Misra, vice president, Marketing, Toshiba. “Developing this new grant program allows hospitals to further their pursuit of establishing programs that meet the goals of the Triple Aim by improving individual and population-wide care.”

All eligible facilities are encouraged to apply by completing an application at www.asrtfoundation.org/ safetyfirst or at http://medical.toshiba.com/about/ social-responsibility/. The deadline to apply is September 1, 2015, and the winners, selected by the ASRT Foundation, will be announced in October.

The ASRT Foundation & Toshiba Safety FiRsT grants are funded by an educational grant from Toshiba America Medical Systems Inc. •

AllParts Image+

Many promise, we deliver The AllParts Image+ Partnership Program promises more than fast delivery of quality parts. We provide a wealth of ways to help you lower the cost of keeping your imaging systems performing at their peak.

Image+ helps you do more for less with:

+ 24/7/365 access to online parts ordering + Reduced pricing on the largest inventory of Philips and OEM replacement parts

+ Escalating discounts based on purchasing volume

+ Free technical support + Free training + No restocking fees + Reduced shipping fees + Discounted labor + Extended parts warranty Contact apmsales@philips.com or call 866-507-4793 to find out how we deliver on the promise.

AllParts Medical is a Philips company.

MEDICALDEALER 25

WWW.MEDICALDEALER.COM AllParts Print Ad-Round2_3.25x9.75.indd 1

12/2/14 2:32 PM

INDUSTRY UPDATE_Block Imaging

By Chris Sharrock

5 SURE-FIRE WAYS TO EXTEND THE LIFE OF YOUR C-ARM

O

n one hand, C-arm machines seem to be very durable and built to last. They get banged around in operating rooms and up and down hospital hallways and still – they keep on ticking.

On the other hand, to use a C-arm one must still deal with a sophisticated piece of sensitive equipment.

On top of that, considering the fact that you’ve spent five or six figures to purchase your C-arm, you want to be sure you’re getting the most bang for your buck. To help toward that end, here are five sure-fire ways to extend the life of your C-arm, even in the midst of its sometimes rough-andtumble lifestyle.

Get an annual PM Preventative maintenance (PM) is the best way to recognize any developing issues, maintain good image quality, and address the small problems before they turn into big problems. Make sure your service engineer tests and replaces your batteries as necessary. The engineer should evaluate the cables, brakes, wheels, and all mechanical assemblies. They should replace clock and memory batteries in the workstation and C-arm. Before your system is spitting error codes, or is hard down, call in a qualified service engineer at least once a year. This will save you a lot of headaches down the road.

Plug in your C-arm when it’s not in use Generator batteries are key to generating higher techniques. They are not cheap and they don’t last forever, but 26 MEDICALDEALER | AUGUST 2015

they will last significantly longer if they are kept charged.

Clean your C-arm regularly Start with the obvious: keyboard, exterior covers, between covers where possible, the tube housing, and the image intensifier. Then, work your way to the fan filters. These are frequently located on the back side of the monitor cart near the bottom. Dust always piles up there and can cause a series of electrical issues over extended time periods. Also, don’t ignore the wheels of both the C-arm and monitor cart. Time and time again we see sutures, hair, and other items that get stuck in the wheels and affect braking and drivability.

Use drapes At one time or another, almost every C-arm will have blood and/or contrast media seep through the covers and cake on the tube. This is bad for two reasons: 1) moisture and electronics don’t mix well. 2) blood and other human biomaterials riding around in your C-arm is a liability to both your techs and your patients. It’s a very simple and relatively inexpensive fix: use protective C-arm drapes during your procedures!

Adjusting the sleep mode setting Just like a computer, most C-arms have a sleep mode which essentially

Chris Sharrock

lets the system go idle after a certain amount of time of inactivity. These sleep mode times can range anywhere from 5 minutes to 99 minutes.

In many cases, the shorter the sleep mode time the better, particularly on units that have CRT monitors since the images will get burned in after the system stays on for long periods of time.

Replacing the CRT monitors on your system means extra cost and downtime that could have been avoided easily, so be sure to adjust the sleep mode setting for a shorter interval.

The tips above certainly won’t keep your C-arm alive forever, but they will go a long way toward keeping it running as efficiently as possible, for as long as possible. For best results, share these tips with your team and set up a schedule to make sure they happen on a regular basis.

CHRIS SHARROCK is the C-Arm Product Manager at Block Imaging.

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 27

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

C-ARM MARKET TO HIT $2 BILLION

F

luoroscopy is a technique that uses X-ray imaging and is useful for guiding a variety of interventional and diagnostic procedures. It has the ability to display moving images, which is helpful for physicians to examine the internal structure and function of organs. The fluorescent screen of the fluoroscopy device is coupled with an image intensifier connected to a video camera to capture the images on a monitor. Fluoroscopy is used largely in orthopedic surgery, angiography, placement of catheters and implantation of cardiac rhythm management devices.

C-arm is a device that has radiographic capabilities and is used in imaging for various applications such as critical care, surgical, orthopedic and emergency care procedures. C-arm is a precise and accurate device that reduces patient discomfort in various types of surgical and non-surgical procedures.

Based on types, in 2012, fluoroscopy devices accounted for the largest share of the fluoroscopy and mobile C-arms devices industry in terms of revenue, according to a market study published by Transparency Market Research (TMR). However, the mobile C-arms section is dominating the fluoroscopy and mobile C-arms market at present in terms of volume, according to TMR. WWW.MEDICALDEALER.COM

The fluoroscopy and mobile C-arms market is likely to register rapid growth because of rising demand for interventional radiology operations.

Mobile C-arms are further classified into mini C-arms and full size C-arms. It is anticipated that the full size C-arms segment will develop at a faster pace in the global fluoroscopy and mobile C-arms industry during 2013 to 2019. The development in full size C-arms devices market is credited to technical advancements in the field and multiple applications.

The global fluoroscopy and mobile C-arms market had reached a value of $1.69 billion in 2012, according to TMR, and is expected to be worth $2.08 billion in 2019, growing at 3 percent compound annual growth rate (CAGR) from 2013 to 2019.

The fluoroscopy and mobile C-arms market is likely to register rapid growth because of rising demand for interventional radiology operations, according to TMR. In addition to this, a growing number of orthopedic surgeries owing to sport injuries and geriatric population, developments in technology, and increase in number of hospitals are some other factors that are adding up to the development of

the global fluoroscopy and mobile C-arms market, TMR reports.

In a May 2015 press release from PRNewswire, Technavio analysts forecast the global fluoroscopy and mobile C-arms market to grow at a CAGR of 2.89 percent from 2014 through 2019.

In another press release, the global market for fluoroscopy and mobile C-arms is expected to grow to $2 billion by 2018, with a fiveyear CAGR of 3.2 percent. The report was based on information from a report by market research firm BCC Research.

North America, the largest region in this market, is expected to reach $671.3 million by 2018 and register a 2.9 percent CAGR. The Asia-Pacific region, which was valued at $243.1 million in 2013, is projected to jump to $292.5 million in 2018 and register a CAGR of 3.8 percent.

Some of the global leaders in the mobile C-arm and mini C-arm market include GE Healthcare, Siemens AG, Koninklijke Philips N.V., Ziehm Imaging, Toshiba Corp., Shimadzu Corp., Hologic Inc., OrthoScan and Eurocolumbus.

MEDICALDEALER 29

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

AUGUST PRODUCTS : This month, Medical Dealer explores C-arm.

GE HEALTHCARE Surgery OEC™

G

E Healthcare Surgery OEC™ is recognized as a leading mobile surgical imaging producer with over 35,000 OEC C-arms installed worldwide. The OEC 9900 Elite boasts excellent image quality and an easy-to-use interface, ideal for surgical and minimally invasive interventions. From basic general surgery to orthopedics and vascular interventions, the OEC 9900 Elite has the power, precision and performance to meet the imaging needs of your facility. Whether it’s our proprietary ‘Super C’ offering 55 degrees of over scan capability, or our Standard C with exclusive SmartView technology that combats parallax, we provide imaging access around the patient and procedure table. •

30 MEDICALDEALER | AUGUST 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

C-arm_Product Showroom

PHILIPS NeuroSuite interventional X-ray system

T

he NeuroSuite interventional X-ray system enhances minimally invasive neurological treatment. The solution supports more effective device guidance and placement in live image-guided neuroradiology procedures, extending treatment options. Philips’ NeuroSuite consists of a bi-plane interventional X-ray system with a unique combination of two new detectors: Philips’ frontal FD20 detector delivers live 2D and 3D imaging to provide live navigation and immediate therapy feedback. The smaller, lateral FD15 detector can be positioned beyond the shoulders and very close to the head. This shorter distance and unique combination of detectors provides sharp, full brain imaging at lower X-ray dose and 3D imaging optimized for neuro and spine interventions. For more information, go to: www.philips.com/neurosuite-case. •

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MEDICALDEALER 31

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS HEALTHCARE Cios Alpha

T

he Cios Alpha mobile C-arm system with 30 cm x 30 cm full view flat-panel detector has a 25 kW power output and a field of view that is up to 25 percent larger than conventional C-arms. Designed to cover general surgery to the most advanced procedures (including vascular and cardiac), the Cios Alpha has a user-friendly touch screen interface, a unique position storage feature, and an active cooling system that helps to ensure exceptional image quality during prolonged interventions. •

32 MEDICALDEALER | AUGUST 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

C-ARM

AllParts Medical, LLC 400 Brick Church Park Drive Nashville, TN 37207 Toll-Free: 866-507-4793 Phone: 615-690-5050 Fax: 615-690-5055 Email: info@allpartsmedical.com

SEE OUR AD ON PAGE 25

Website: www.allpartsmedical.com

AllParts Medical, established in 2006 and acquired by Philips in 2011, is dedicated to servicing the needs of imaging service teams. AllParts provides OEM replacement, Dunlee and Philips parts from its 80,000 square foot Center of Technical Excellence in Nashville TN. In addition to Parts, AllParts provides: Training, Technical Support, Equipment Disposition Services, Equipment Sales and Procurement Management Software (Parts Wizard Customer Portal). Supporting multiple manufacturers (GE, Siemens, Toshiba, Philips) and multiple modalities (CT, MRI, CV/R & F, General Rad, Portable/C-Arm, Ultrasound) AllParts has enjoyed consistent growth as it helps its customers move along the service maturity path, doing more and more of the image equipment maintenance work with their own in-house teams.

Ed Sloan & Associates 508 Kasper Way Goodlettsville, TN 37072 Toll-free: 888-652-5974 Phone: 615-448-6095 Fax: 615-448-6099 Email: sales@ed-sloanassociates.com

SEE OUR AD ON PAGE 37

Website: www.edsloanassociates.com Over 25 years of experience and a staff of industry professionals allows Ed Sloan & Associates to offer unparalleled service in the area of GE CT and MRI systems, parts and service.

• Quality tested parts • 48,000 square foot facility • MRI and CT QA Bays • CT and MRI Systems • Service on and T&M or Contract Basis

First Call Parts 1351 Southside Dr. Salem, VA 24153 Phone: 800-782-0003 Fax: 540-375-6602 Email: tim.smith@firstcallparts.com

SEE OUR AD ON PAGE 39

Website: www.firstcallparts.com First Call Parts is an independently owned and operated provider of imaging replacement parts for Siemens, Philips, and GE medical systems. When image quality matters most, call First Call Parts.

WWW.MEDICALDEALER.COM

MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

C-ARM

German Electronics - GECO 6020 - 126th Ave. N. Largo, FL 33773 Toll-Free: 888-428-9729 Phone: 727-530-0301 Fax: 727-530-1440 Email: sales@gecousa.com Website: www.gecousa.com

SEE OUR AD ON PAGE 78

German Electronics (GECO) was established in 1995 offering national and global support to hospital biomedical and x-ray service companies by providing tested, high-quality, low-cost, pre-owned replacement parts for Siemens Medical X-ray and CT systems. We offer free technical support and error code analysis to biomedical and clinical engineers in hospitals.

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

SEE OUR AD ON PAGE BC

Founded in 1983, Multi Diagnostic Imaging Solutions specializes in the latest imaging technologies including PACS, DR, CR, X-Ray, CT, C-Arms as well as a full line of surgical equipment for outfitting today’s modern operating rooms including tables, lighting, sterilization and much more.

• Sales of New and Refurbished • Rental Programs & Financing • Factory Trained & Certified • Technical Support • Training • Parts

SEE OUR AD ON PAGE 21

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

34 MEDICALDEALER | AUGUST 2015

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

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

SEE OUR AD ON PAGE 79

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

MEDICAL EQUIPMENT, PARTS & SERVICE

C-arm_Preferred Vendors

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

SEE OUR AD ON PAGE 2

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.

TECHNICAL

Tri-Imaging Solutions 10 Fant Industrial Dr. Madison, TN 37115 Phone: 855-401-4888 Email sales@triimaging.com Website www.triimaging.com

SEE OUR AD ON PAGE 10

Tri-Imaging Solutions is an imaging replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts, in depth technical training, buy-sell-move equipment, offer technical support and service support. All replacement parts come with a 90-day warranty.

Available 24/7/365.

PROSPECTS

Experts in Siemens Medical Imaging

Technical Prospects 1000 S. County Rd. CB Appleton, WI 54914 Phone: 920-757-6583 Fax: 920-757-6591 Email: jvandersteen@technicalprospects.com Website: www.technicalprospects.com

SEE OUR AD ON PAGE 37

Technical Prospects supplies parts, training and support for Siemens CT, X-ray, angiography, cardiac, catheterization, mammography and mobile/portable imaging units. We also offer new and used tubes with installation.

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TROFF Medical 2 Stoney Nob Dr. Hendersonville, NC 28792 Phone: 828-697-1086 Fax: 828-698-4391 Email: mike.helms@troffmedical.com Website: www.troffmedical.com

SEE OUR AD ON PAGE 77

Imaging parts supplier for multivendor OEMs, Independent Service Organizations, and Clinical Engineering departments.

Equipment purchasing, Room moves and removals, and repairs.

MEDICALDEALER 35

You will receive a $25 Amazon gift card for every nurse that signs up for the OR Today Live!

Surgical Conference due to your referral!

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Tell every nurse you know.

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Give them your email address so you can get credit and start collecting Amazon gift cards.

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ED SLOAN & ASSOCIATES

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&

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

• 48,000 sq. ft. facility

• 4 CT & MRI test bays

• De-installs and installs

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

• Warehouse storage and mobile bays with electrical hookup

GE MRI & CT PARTS ARE OUR SPECIALTY! Email: sales@ed-sloanassociates.com Web: www. edsloanassociates.com Phone: 888-652-5974 Fax: 615.448.6099

MEDICALDEALER 37

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MEDICALDEALER 39

When It Comes To

CENTRIFUGES, One Name Stands Out

BIOMEDICAL Your Centrifuge Solutions Center • Free Tech Support • Depot Repair • Rental Units

• Re-manufactured Parts • New Parts • Exchanges

www.ozarkbiomedical.com

800-457-7576

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

CENTRIFUGES MARKET FORECAST TO HIT $1.2 BILLION

C

entrifugation involves the separation of liquid-liquid and solid-liquid mixtures, based on the principle of sedimentation of accelerated gravitational force accomplished by a rapid rotation. Laboratory centrifuges are generally used in the separation of cells, viruses, proteins, subcellular organelles, and nucleic acids in research and other areas. The most commonly used laboratory centrifuges are benchtop centrifuges, floor-standing centrifuges, microcentrifuges, specialty centrifuges, and ultracentrifuges. Medical professionals and researchers use centrifuges in various applications such as specimen preparation, new molecule development in drug discovery, and foreign particles analysis.

In a recent report, TechNavio analysts forecast that the global laboratory centrifuges market will grow at a compound annual growth rate (CAGR) of 5.16 percent during the five-year period from 20132018.

The global market for laboratory centrifuges is projected to reach $1.2 billion by 2020, driven by rising demand from researchers in clinical and research applications, development of sophisticated centrifuges, and surging demand from emerging economies, according to

WWW.MEDICALDEALER.COM

a 2015 report from CompaniesAndMarkets.com.

Centrifuges underwent a spate of changes in terms of size, speed, safety, flexibility and automation to effectively address myriad requirements of users in various domains, according to the report.

Technological advances have led to the introduction of sophisticated equipment with advanced features including programming, cooling, noise reduction, changeable rotor system and automatic imbalance detection capabilities, the report adds.

Similar to other market reports, major factors regarding the forecast growth in the market include an aging population prone to diseases. Also cited as reasons for market growth are increasing incidence of hepatitis and HIV, growing adoption of automation platforms in hematology, rising demand for safe and enhanced quality of blood, and surging demand from end-use markets such as academics, pharmaceutical, food, retail and chemical industries.

The rising demand for smaller research equipment with equal or greater capabilities compared to their larger counterparts, with economical price and occupying less space is driving growth in the compact centrifuges market, according to CompaniesAndMarkets.com.

The market in the coming years

will be driven by strong growth in the ultracentrifuges market, surging demand for pathogen- or infection-free blood, growth in surgical procedures, and increasing private and public capital health care investments in emerging markets, CompaniesAndMarkets.com predicts.

The laboratory centrifuges market is also positioned to benefit immensely by enforcement of stringent regulations as well as increasing focus of medical device manufacturers to develop automated, improved solutions to collect, process and store blood and its components, according to CompaniesAndMarkets.com.

The United States continues to dominate the global laboratory centrifuges market. Emerging economies in Asia-Pacific, Latin America and Eastern Europe are expected to drive future growth.

Important growth drivers in emerging regions include health care reforms by governments, infrastructure development, strong technical capabilities and expansion of public insurance.

Some key players in the centrifuge market include Andreas Hettich GmbH & Co. KG, Beckman Coulter Inc., Becton, Dickinson and Company, Bio-Rad Laboratories Inc., Drucker Diagnostics, Eppendorf AG, and Thermo Fisher Scientific Inc.

MEDICALDEALER 41

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

AUGUST PRODUCTS : This month, Medical Dealer explores Centrifuges.

BECKMAN COULTER Allegra X-14 Series

I

f you operate a high-throughput lab, get to know the Allegra X-14 Series. Able to process up to 148 tubes per cycle, this centrifuge delivers cost-effective versatility and maximum performance for blood, bodily uids, and cell/tissue culture processing. With a powerful, refrigeration system, the X-14R cools quickly and maintains temperature even at maximum speed. The ARIES Smart Balance Rotor System automatically detects and corrects up to 50 grams of imbalance, reducing set-up time and mid-run interruptions, and minimizing instrument wear and tear. This versatile rotor accommodates tubes, bottles, and microplates. BioCertified rotors, covers, and canisters are tested to ensure potentially harmful aerosols are contained, maintaining a safe working environment. •

42 MEDICALDEALER | AUGUST 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Centrifuge_Product Showroom

BECKMAN COULTER StatSpin Express 4

T

he StatSpin Express 4 high-speed horizontal centrifuge provides faster turnaround time and greater productivity for your “lean” laboratory. Place it next to any STAT analyzer and serum or plasma gel tubes are ready in just minutes.

With only three settings, it is simple to use. Just select the 3-, 5- or 10-minute button and press start. No fumbling with settings or the need to readjust the speed. For safety, the lid remains locked until the rotor comes to a complete stop. An audible alarm sounds when the cycle is completed. Samples can be processed as they arrive in the lab; no need for batching, no unproductive time spent waiting for the centrifuge.

You’ll have results in minutes.

Now you can process as many as eight samples at once for high throughput. The StatSpin Express 4 is powerful. The rugged brushless motor is maintenance free. •

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MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

BD (BECTON, DICKINSON AND COMPANY) BD Sero-FugeTM

B

D Sero-Fuge™ centrifuges and equipment designed for the blood bank deliver reliable, safe and efficient service.

The BD Sero-Fuge™ 2000 series especially upholds the Clay Adams reputation for precision, safety and dependability featuring ultra-quiet operation, a locking lid for added safety and low-maintenance finish. BD is ready to meet your specialized centrifugation needs with affordable and reliable multifunctional units designed to save costs while enhancing productivity. •

44 MEDICALDEALER | AUGUST 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Centrifuge_Product Showroom

EPPENDORF 5702 CENTRIFUGES

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he 5702 family of low speed, general purpose centrifuges was especially designed to meet the requirement of low- to mid-throughput clinical and cell culture labs. They are compact in design so that one can fit comfortably on every lab bench, quiet in operation to benefit your work environment, and provide six different rotor options and adapters to accommodate all types of tubes. Model 5702 is ideal for standard applications. The refrigerated Model 5702 R works well for heat sensitive samples. The heated and refrigerated Model 5702 RH allows centrifugation temperature control at biological above ambient conditions to improve cell viability. •

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MEDICALDEALER 45

VENDOR Q & A_Med/Surg

Staff Reports

VENDOR Q&A

CENTRIFUGE

BIOMEDICAL YOUR CENTRIFUGE SPECIALTY STORE

M

edical Dealer took some time to quiz Ozark Biomedical and find out the latest about centrifuges. Ozark Biomedical owners Bruce Pursell and Bruce “Beemer” Yokley a.k.a. The Bruces filled us in on industry news.

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

A: I would say thorough product knowledge and a great reputation. Any company can buy used equipment and then clean it up and sell it. The real issue is when something goes wrong, can they help you get it repaired quickly? Are they able to support the instrument with quality remanufactured or new OEM parts? If your provider can offer quality technical support and quality replacement parts at a moment’s notice, and has a proven track record, then you’re on the right track.

Q: Is it possible to keep up with the latest features and technology without buying brand new?

A: It most certainly is. We offer induction drive centrifuges we can fully support. We can repair the new technology and have invested heavily in this process. We offer Thermo Fisher’s latest bench top centrifuge lines (the ST 40 and ST 16). We can provide these models as well as quality replacement parts. If you want the latest technology, without the latest price, give us a call.

Q: Can you describe your refurbishment process?

A: Our most popular centrifuges and cell washers are taken down to the base plate and rebuilt from there. Think of it as “a frame up restoration.” All subassemblies 46 MEDICALDEALER | AUGUST 2015

Bruce Pursell and Bruce Yokley a.k.a. “The Bruces” Ozark Biomedical

are individually tested, assembled and then retested as a complete unit. The finished product looks and performs as new without the new price tag. These are warehoused and brought back through QC for final testing once again before shipping to the customer. Over the years, as our acquisition knowledge has grown, we have centrifuges arriving in too good of a condition to refurbish. These units are rigidly inspected and tested. Anything suspect is repaired or replaced. This greatly reduces our cost compared to remanufacturing and we pass this savings on to our customers. What differentiates us from others is we sell reconditioned parts and subassemblies. Because of this we have extensive knowledge about which subassemblies tend to fail.

Any subassembly that has a proven failure history will be replaced with quality rebuilt and tested parts. The bottom line is costs are substantially reduced and warranty replacements are minimized. This is a big win for the customer. Our failure rates,

companywide, for subassembly parts as well as centrifuges are less than 2 percent.

Q: Many department directors believe the OEM is the safest option. How do you convince them that an independent company can provide the same quality products and service?

A: First I would say longevity. Ozark Biomedical has been around since the 1980s with current ownership since 1998. Our technical support, customer service and logistics staff are by far the best in the business. If something goes wrong we have the ability and product to minimize this downtime and provide the customer with confidence in the restored product. Lastly, our quality assurance program is designed to find problems before they ever make it to the customer. We are ISO 9001:2008 registered. That means we track quality issues very closely. Quality is important to our customers and that makes it the highest priority for us.

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

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Established in 1978, We stock remanufactured motors, latches and circuit boards as well as new products. As specialists in this field we are focused on helping you diagnose your centrifuge problems and providing you with the products you need, efficiently and at significant cost savings to your facility.

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MEDICALDEALER 49

CYBERSECURITY IN THE MEDICAL DEVICE SPACE

By Matt Skoufalos

In 2014, national retailer Target announced that a data breach had compromised the credit card information of thousands of its customers. When security wonks analyzed the method by which the hackers had gained entry to the system, they discovered that Target’s very robust system hadn’t been compromised at the traditional sources. Instead, hackers gained credentials for the network via the network of the company’s HVAC vendor, and then “pivoted” the attack to focus on the point-of-sale terminals.

CYBERSECURITY

C

ould the same sort of thing could happen in a hospital setting? If medical device manufacturers don’t begin to consider cybersecurity as a critical component in

the development of their products – something heretofore relatively unconsidered for something like a patient monitoring system or a piece of laboratory equipment – then the next time a hacker seeking financial data looks for a point of entry, it may mean physical harm to a patient.

“Central to safety risk is the ability to estimate the likelihood that a hazardous event that could lead to harm is going to occur,” said Ken Hoyme, Distinguished Scientist at Adventium Labs and co-chair of the AAMI device security working group.

Medical device manufacturers are more familiar with defending their devices from those harms which they can estimate with “relatively sophisticated statistical models of likelihood,” Hoyme said: things like physical damage, electrical damage, and software errors.

Yet manufacturers with strong cultures of safety “sometimes stall out and have a hard time figuring out how to even estimate security risk,” he said.

“If you apply their current standards, they’ve never had anybody try this,” Hoyme said. “In their database, the likelihood is zero: ‘I can’t put statistics around this in the way that I’m familiar.’ ” “There’s so many people dying in hospitals for inappropriate reasons that if one person was harmed by a cybersecurity attack, I’m not certain anybody would even recognize it,” he said.

That leaves the challenge to groups like AAMI to help educate 52 MEDICALDEALER | JANUARY 2014

and updates to operating systems and medical software,” but even drafting such a document is a “watershed event,” Hoyme said. It reflects a critical acknowledgment from the agency that patients must be protected from devices that fail for reasons of virtual as well as physical integrity, and that such considerations must become topof-mind for device-makers.

Hoyme said too many companies operate on the principles of what he calls “faith-based risk management” which regarded

“There’s so many people dying in hospitals for inappropriate reasons that if one person was harmed by a cybersecurity attack, I’m not certain anybody would even recognize it” Ken Hoyme device-makers about how to incorporate cybersecurity concerns into their risk models, using “the terminology of the safety risk culture” to help smooth the transition, he said.

The primary impetus for changing things, however, is and always will be the FDA, which in 2014 released its cybersecurity guidance.

The FDA document recommends that manufacturers “identif[y] and [put] controls in place to mitigate [cybersecurity] risks,” and submit “plans for providing patches

device-hacking as something that “I don’t’ believe somebody would do it, therefore I don’t need to mitigate it.”

“There is a culture inside the medical device and the health care space that most people have spent their career thinking about how to help patients in need,” he said. “I think there’s a lot of people who can’t imagine why somebody would try to harm a patient.”

But with the ability to monetize health data from hospital netMEDICAL EQUIPMENT, PARTS & SERVICE

works, the use of medical devices as pivots in an attack means that patient harm can be an accidental side-effect of the hacker’s pursuit of that data.

“As hospitals start demanding [security features] in their purchase contracts and being more and more focused on it, you will start seeing device manufacturers respond to both the regulatory and the market expectation,” Hoyme said.

To illustrate the point, Hoyme described how, for years, manufacturers have commonly hard-coded maintenance passwords in the software of their devices – passwords that became universally known and shared among technicians. When spread by the most common ways for techs to share such information, i.e., message boards and online chat groups, those passwords became known and the vulnerability persisted, even if nobody who shared the password meant any harm.

Networked and web-enabled devices connect to the Internet and other servers via open interface ports, any of which may be left open by manufacturers for the purposes of maintenance. When hackers perform a simple port scan – an attempt to connect to an open port via IP addresses over the Internet – they can often access these devices. Sometimes merely port scanning a medical device will cause it to crash, Hoyme said.

However, in a bring-your-own-device culture, many doctors’ tablets, smartphones, and laptops, connect to a hospital network by scanning for open ports.

“When asked, ‘Why in the world is your device so fragile that it crashes?’ The manufacturers answer, ‘It’s a life-saving medical device, you shouldn’t be port scanning it,’ ” Hoyme said. “[What if ] I’ve got doctors plugging devices in on the netWWW.MEDICALDEALER.COM

Fred Charlot

“Security is an afterthought in the system device lifecycle. You think about security early in the design process, you implement it, and then the manufacturer assumes the device is going to be in a friendly environment.”

work [and] the only way the IT department discovers what’s on the network is they’re constantly scanning devices to see what’s connected? The manufacturers are saying ‘Don’t do this,’ and the hos-

pitals are saying, ‘That’s how I run my business.’ ” Device interoperability is another dimension of cybersecurity that’s not been covered by FDA protocols, or even by FDA oversight. Hoyme points out that although the FDA has regulatory authority on single devices on a device-by-device basis, it does not have regulatory authority on how a hospital manages its devices, or how those devices interact with one another.

“Manufacturers tend to view end-users as their customers, and the people who have to integrate those systems have needs that are not being met by the manufacturers,” he said. “Device manufacturers haven’t traditionally viewed the IT department as one of their key customers. There’s still a lot of learning that needs to be done.”

The AAMI cybersecurity technical report, to which Hoyme contributed, is one aspect of that education. Written for medical device manufacturers, it traces ISO 14971, an international standard for safety risk management, and “a whole set of NIST special publications” and specifically NIST SP 800-30, the national standard on security risk assessment created by the National Institute of Standards and Technology. The overall impact of the document is meant to encourage manufacturers to consider security in terms of vulnerabilities, threats, and impacts, Hoyme said, “and providing that translation to those who are very familiar with safety terminology but not that familiar with security.”

Richard Peters and Fred Charlot, are enterprise security group directors with the Emeryville, California-based Berkeley Research Group. They specialize in attack and penetration testing of client networks “across all kinds of MEDICALDEALER 53

CYBERSECURITY

“All across industries, all across software, all across hardware, it’s pretty common that data security is an afterthought. We get into this repetitive problem in multiple industries where products are released that have information security problems.”

Richard Peters devices and servers,” Peters said, and “more and more, we’re seeing [medical] devices” that are “poorly configured from an information security standpoint.”

“All across industries, all across software, all across hardware, it’s pretty common that data security is an afterthought,” Peters said. “We get into this repetitive problem in multiple industries where products are released that have information security problems.”

“Security is an afterthought in the system device lifecycle,” Charlot said. “You think about security early in the design process, you implement it, and then the manufacturer assumes the device is going to be in a friendly environment. You’ve done all the right things to design the product, and the network didn’t have sufficient controls to determine when someone isn’t doing what they’re supposed to do.”

These challenges may be particularly apparent in the context of the medical device aftermarket, especially at the intersections of the device management and information technology departments, 54 MEDICALDEALER | JANUARY 2014

Peters said. When devices that are not covered by OEM service contracts enter the network, they require not only a cleaning of their data repositories to remove prior patient information, but they also may need their default passwords changed, and firmware patches applied, which he points out, is “not the first thing that comes to your mind.”

“Across the industry in information security, there is a lack of resources,” he said. “There are not good qualified security people in general in all of the space.”

Charlot believes that resellers should assume the responsibility for disclosing the vulnerabilities associated with a given device at the point of sale, while the purchasers must realize “that they have to live with that vulnerability,” and act accordingly when adding the device to the network.

If a product is still within its useful life of manufacturer support firmware fixes and software updates should be “tied to that product,” Peters said, no matter who owns it.

When a product reaches the end of its life, he said, the original manufacturer still “should support that product,” acknowledging that “information security flaws should be a part of that process.”

Whether a reseller or an end user owns a piece of equipment, manufacturers should be bound by “responsible disclosure” to make the vulnerabilities known to the public, and to offer firmware updates to certify that there are ways to resolve them.

“There’s been lots of cases – and this isn’t just a medical field problem – where things are reported responsibly, and re-reported through different channels, and there’s no response from the manufacturer,” Peters said. “Now you’ve got a well-known attack published to the world that the manufacturer hasn’t produced a fix for. I believe that these manufacturers have that responsibility to listen to that research and try to fix those products that are within that intended lifespan.”

“Nobody was really surprised that these devices are vulnerable,” said Carl Wright, General Manager of TrapX Security of San Mateo, California, “but I think a lot of people were thinking of it from a lurking perspective, not necessarily affecting patient care.”

Wright argues that although security standardization is necessary and evolving, “as with anything, it’s the regulatory bodies in charge that need to put pretty MEDICAL EQUIPMENT, PARTS & SERVICE

stiff penalties against medical device providers for not meeting and exceeding standards.”

“There’s too many regulatory bodies that have something to say over this particular space,” Wright said. “We have Health and Human Services, we have FDA, you have a number of sub-organizations within HHS that have regulatory responsibilities; it’s often overlapping and contradictory. Automobile safety has one department and one regulatory body. Seatbelts were a public safety thing. The government has to get its act together and provide much more succinct, actionable, regulatory requirements to both medical device manufacturers and providers.”

Wright believes that health care represents critical infrastructure along the lines of power grids, transportation networks, and the environment. Given a “hockey stick curve” in the number and severity of data breaches across the planet, he feels the impact of such attacks on patients is a question of when, not if.

TrapX has published a pair of reports detailing its white-hat hacking of a blood gas analyzer and a PACS system, and determined not only that unencrypted patient data not only existed in both, but that once inside the device, hackers were able to modify the readings of the analyzer, “which could mean that a diagnosis or treatment of a patient would give false readings,” Wright said.

“This industry has to put controls in faster to ensure that they’re not a front-page headline in one of the major publications,” he said.

Although device security is paramount, so is the way in which a health care network manages its data, said Manish Gupta, Chief Marketing Officer for Liaison Technology of Atlanta, Georgia – particularly as networks integrate and access electronic patient medWWW.MEDICALDEALER.COM

ical records. From data encryption to tokenization, which helps networks deal with surrogate data for sensitive information, the treatment and handling of things like social security numbers, dates of

Carl Wright

“This industry has to put controls in faster to ensure that they’re not a front-page headline in one of the major publications.”

birth, and insurance and credit card information all falls under the purview of a hospital’s IT department.

“I think of these things as three dimensions,” Gupta said. “There is a culture and a process issue.

There is the technology itself and the architectural approach.

Then, there is a guidance issue. If all three dimensions are put into practice, we start to make a lot of progress.”

This manner of top-down thinking involves defining security procedures that provide employees with clearly defined roles and responsibilities that are tracked as the individual and his or her device move throughout the larger hospital network.

“A nurse practitioner might have a role in one environment,” Gupta said; “as she moves to another environment, does that device move with her? Did its encryption get changed? Does she have access to the previous data?

Things like that are very basic and process-oriented, but often aren’t adhered to very well.”

Gupta also points out that these processes don’t just benefit the risk reduction aspects of network security, but they also help to create “cleaner” data sets with which a hospital can truly improve the measures of its performance – which has another depth of value as reimbursements are tied to health outcomes. To start along this path requires that providers begin to acknowledge that the same security-conscious personnel may not always be those who have the best understanding of the handling and management of data.

“You’ve got IT personnel that are in charge of security in an organization, and then you’ve got personnel who are handling the devices themselves or the devices that are capturing the data,” Gupta said. “The competency and training and approach that’s taken by the IT department can be quite different. I think it’s important to see if that can be normalized to some extent. Are those practices and guidelines put in training across the board and then in practice across the board?”

MEDICALDEALER 55

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MEDICALDEALER 59

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

KAISER PERMANENTE PHYSICIANS SUPPORT SPECIAL OLYMPICS

K

aiser Permanente sports medicine specialist Dr. Thad Woodward is passionate about event and disaster medicine. He has managed the medical responsibilities associated with a number of marathons.

However, he’s never taken on a challenge like the one that awaited him this July.

“I’m a family physician by history,” Woodward said. “I do my specialty in sports. [But] I’m [also] a challenge junkie.”

As the regional medical co-lead for 2015 Special Olympics World Games, Woodward is managing medical care and planning for 5,500 to 7,000 visiting athletes from around the world.

It’s a tremendous undertaking that requires more preparation than that of any other event he’s ever managed – the writing of the medical plan began in 2014 – and Woodward is excited to see it through.

For starters, he said, the diversity of athletes, which range in age from children to seniors, present “a higher percentage of co-morbidities,” and may speak any of a number of languages.

“You’ll see things like a young lady with a shunt between her brain and her abdomen that keeps the pressure low,” Woodward said. “That’s not something you’re going to see in a marathon.”

Then, the variety of games them60 MEDICALDEALER | AUGUST 2015

selves presents a number of potential health and injury risks for which staff must be prepared. Special Olympians also receive health screenings at all the games – an important component of the event, as many of the athletes don’t necessarily enjoy a high standard of health care. Through the healthy athlete program, some participants have even been diagnosed with previously undiscovered cancers.

“For a marathon, you’re mainly focused on the medical possibilities that are going to come at you – heat, trauma, lacerations, abrasions,” Woodward said. “You need to have those ahead of time so when they occur you’ve already been taught to respond.”

Additionally, there’s simply the matter of scale associated with the event: more than 650 Kaiser Permanente physicians will be providing care for athletes at every field of play, including those at USC, UCLA, the Los Angeles Convention Center, and the City of Long Beach. They will be dispatched from a large command post (and smaller, sub-command posts) according to a structure similar to that of a fire department, Woodward said, with entire logistics teams dedicated to things as fundamental as the delivery of medical supplies.

“I’ve been doing these events a long time, and one of the weakest links is communications,” said Woodward.

“We’ve set up secure networks at every field of play. When these physicians log onto the network, it’s a secure,

“There’s a saying that hands that give are never empty. When you get involved in these events, you will get more back from these athletes than you ever give.”

tight network, all encrypted, and they’re going to be able to use instant messaging for the mundane requests of being out of supplies, etc.”

Each physician will be issued an iPad with secure, cloud-based medical software and a modified version of the RaceSafe global electronic medical record app optimized for the event. Doctors will be able to see treatment rendered to athletes on an individual level, all being managed in real-time, from a distance. In an emergency situation, the internal communication structure will allow physicians to be onsite along with first responders, to communicate in real-time via secure messaging and texting through doubly redundant cellular and satellite systems.

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

“Kaiser is very much into high-quality medicine in their hospitals,” Woodward said. “We’re always setting new standards in our hospital; now we’re doing it with our events.”

On that front, he said, perhaps none of the events in which Kaiser Permanente has participated “have matched quite so well with what we’re all about.”

“If you line up the Special Olympics goals and you look at ours, it’s part of who we are,” Woodward said. “Kaiser wants to improve the quality of care for special-needs patients, and this is an opportunity to jump all over it.”

As the official health partner of the Special Olympics World Games, Kaiser Permanente also wants to celebrate the synchrony of those goals by creating an inclusive environment for the visiting athletes that the company hopes will be embraced throughout the host community, said Diana Halper, Vice President of Integrated Brand Communications for Kaiser Permanente Southern California (KPSC).

The games are designed “to leave a legacy of a greater understanding about intellectual disabilities and a better environment for these special athletes,” Halper said. “[We want] to work with them to make sure that health care workers would have a better way to understand helping people with intellectual disabilities.”

To demonstrate its regional commitment to that cause, KPSC WWW.MEDICALDEALER.COM

launched a campaign called “Be Brave.” Modeled after the Special Olympics motto – “Let me win; but if I cannot win, let me be brave in the attempt” – the “Be Brave” campaign is intended to help athletes, volunteers, and fans of the games to develop an emotional connection with the cause that KPSC hopes will persist beyond the events themselves.

In launching the campaign, KPSC dedicated its Parade of Roses float to the Special Olympics, using an enlarged photograph of a local Special Olympian grinning after a race as one of its signature elements. The athlete in question was very introverted, Halper said, but after he saw the gigantic photograph of himself smiling so broadly, it changed his entire outlook on life. Within a year, he gained the confidence to become a Special Olympics ambassador – something his parents never thought he would ever want to do, she said.

“This all happened in one year, and it happened because he participated in his sport, he was cheered on, and he found his own self-esteem to be able to do more than he thought he could do,” Halper said.

“There’s a saying that hands that give are never empty,” Woodward said. “When you get involved in these events, you will get more back from these athletes than you ever give.”

“You can’t walk away untouched,” he said.

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MEDICALDEALER 63

SLICE OF LIFE_Off the Clock

By Matt Skoufalos

MATT TOMORY I

n 2004, when Matt Tomory began dating his future wife, Marybeth, he had already earned his black belt in Shotokan karate. Marybeth, an avid yoga practitioner, invited Matt to join her in class; he reciprocated with an invitation to accompany him to the dojo.

“We agreed that we would try each other’s [activities],” Matt said.

“I found yoga too peaceful. I fell asleep in class. So she tried martial arts. It just gave us something to do together that we both thoroughly enjoy. It’s something we can share.”

In the years that followed, Matt earned his second-degree black belt, and Marybeth attained her first-degree black belt. The process requires “a bare minimum of three years” with “very rigorous training,” Matt said; only one percent of students who begin karate instruction will reach their black belt. Attaining the second degree in his “extremely traditional” dojo required another three years for Matt; to test for his third-degree black belt involves another five years of study, he said, because “the art forces you to spend time.”

“It forces you to maintain your dedication,” Matt, Conquest Imaging’s Vice President of Sales and Marketing, said. “You can learn the moves, but to master them requires dedication. When you start out as a white belt, it can take you three months to progress to a yellow belt, and [then] an orange belt. By the time you get to black 64 MEDICALDEALER | AUGUST 2015

Matt Tomory and his wife, Marybeth, are seen at a Karate class.

belt, you need to have mastered 16 katas, and then for second-degree you have to have mastered an additional four.”

Katas are the foundational choreography of the martial art; a coordinated routine of strikes, blocks and throws. There are 26 in all, Matt said, and a student must demonstrate proficiency at each in order to advance to the next rank, or belt. Classes are divided into three sections to teach them. In the first, the sensei demonstrates punches, kicks, blocks and throws. In the second, individual movements are combined into the katas. The third section is called kumite, or sparring. At lower levels, kumite is “very controlled,” he said; for more advanced students, “it’s basically up to you and your opponent.”

“You pretty much agree how hard and long you want to go,” Matt said. “When you get to tournament

level, there are certain rules put in place. It gets pretty intense.”

Matt can attest first-hand to such intensity: when he earned his black belt – and against his master’s wishes – he entered a tournament.

There are no divisions by weight or age in such competitions, and sometimes that can leave room for a mismatch.

“My first draw was a 25-yearold Marine, about 6’ 2” and change, and he’d been training since he was six,” Matt Tomory said. “I’m about 5’ 9” and 170. It was a decent match until I got in a good shot and opened his eyebrow, and then he got a little mad. I got three broken ribs. Lesson learned.”

Of course, there’s always a risk of injury in non-tournament kumite as well. After Marybeth Tomory earned her yellow belt, she wanted to spar a little bit, and Matt discovered that he could just as easily be dropped by a stray kick to the groin as a rib-shattering blow.

Now, at 49, he said the main focus of his karate lies in teaching new students, continuing to train, and pushing the mental aspects of the martial art.

“When you start a class, you start with meditation, different portions of training, and then back into meditation,” Matt said. “You work to perfect every move. It’s just a matter of continuing to improve.

“If you apply yourself, you get into very good shape very quickly,” he said. “It gives you a lot of speed, flexibility and focus. It is a tremendous outlet for energy.

If you do apply yourself, you MEDICAL EQUIPMENT, PARTS & SERVICE

Matt Tomory and a friend are seen after a karate demonstration where a kick to the chest went “just a bit too high.

improve over the years. Even over 10, 15 years, you do find yourself improving. The harder you try, the better you get, the more you focus, the more you improve.”

Seventh-degree black belt Chuck Coburn, who’s been training since 1965, founded the Tomorys’ dojo, Shotokan Karate of Arizona, in Gilbert, Arizona, Matt says he prizes his master’s “experience, his dedication to tradition; his intensity.”

“Even though he’s been doing this since 1965, [Coburn] still gets out there and trains with you,” Matt said. “On the floor he’s probably the scariest human being you’ll ever meet. Off the floor, he’s one of the nicest human beings you’ll ever meet. For his advanced students, he’ll force you to go to the edges of your physical capacity and even beyond. I’ve WWW.MEDICALDEALER.COM

“There’s a lot of things I’ve learned there that apply to life – dedication, concentration. If you do any of those things, you’ll be a success.” been pushed to where you think you can’t go anymore, and I’ve found there’s a reserve in all of us that few have ever found the ability to tap.”

As he’s become one of the more senior members of the dojo, Matt has given back to its students by

training the next generations of children and adults. Instruction doesn’t only cover the basics of form and discipline; it involves teaching service to the school, respect, mental and emotional focus, and celebrating the rituals of the discipline.

“Advanced students are always expected to assist with the teaching of newer students,” Matt said. “At the beginning of class, the lowerclass students get on their hands and knees and wash the floor with towels. At the end of class, they have to wash the floor again. Part of it is hygiene; part of it is paying your dues and contributing to the facility itself.”

“There’s a lot of things I’ve learned there that apply to life – dedication, concentration,” he said. “If you do any of those things, you’ll be a success.”

MEDICALDEALER 65

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MEDICAL EQUIPMENT, PARTS & SERVICE

SLICE OF LIFE_The Other Side

By Jim Fedele

LASER WARS M y facility recently went through the process of purchasing two new lasers for urology surgery. The good news was involved on the front end as we were able to ensure our expectations on service issues were addressed satisfactorily. However, today I found out that we have come up short once again.

The decision to purchase a new laser came after our existing unit failed and the part needed to repair it was not available. We were able to shuffle some other units around and augment by renting as necessary to ensure patient care wasn’t interrupted. We then immediately contacted our local laser rep and asked for a quote on a new unit.

As we were working through the process, the physicians asked us to explore a different company’s laser that was more powerful and had a few more features. We, of course, obliged but this now meant I needed to ensure the new company knew what my needs were for service.

The new laser company was excited that we were considering their product and promptly sent a demonstration unit in for our physicians to trial.

The physicians loved the unit so much that they wanted to purchase two of them to have one at each campus. It was at this point that I informed the sales rep that we would need a service manual and WWW.MEDICALDEALER.COM

training on the unit. He seemed very accommodating and said he would get to work on my request.

Once the sales rep was confident he was getting a sale he was not so accommodating. Unfortunately, now I was faced with another company trying to ensure that they got a service contract on the unit.

The sales rep told me that the only training we could get was conducted by the field service rep when he installs and checks our new lasers. He did say we would get the service manual without any problem. At that point, I explained that we needed the full schooling and that the sale would not go through without it. After the purchasing director was done twisting his arm, he agreed to the training and I signed off on the purchase.

The lasers came in and my staff assisted in installing and checking the lasers so we could be familiar with the unit to support our customers. There were no issues with the units and the physicians love them.

They are working as promised.

However, when we recently tried to schedule the service training we were told by the company that they no longer offer biomed training. I could not believe it, we clearly articulated our expectations, reached an agreement and put it on the PO. At this point, I enlisted the purchasing department’s help but accounting had released payment on the units. At the time of this writing, we are still waiting to hear from our legal department on what our recourse

is since training is on the PO. The company claims we got the training when the field service rep worked with us during the installation process. Additionally, I have discovered that the service manual does not have the PM procedure in it.

What infuriates me more than being duped by a sleazy salesman is the fact that according to CMS all lasers must have the preventative maintenance done according to OEM recommendations. Our service manual does not have the procedures in it and we cannot get training to ensure that we are meeting this requirement. Seems like this company found a way to strong arm customers into purchasing a service agreement because they have to comply with CMS. It is unfortunate that new regulations or new interpretations of regulations seldom consider the financial implications of the decision. We have successfully serviced lasers for 25 years and saved thousands of dollars for the hospital. It seems like such a waste to be mandated to use the OEM for service now. It feels a lot like extortion. All I can do now is hope our legal department can help us resolve this situation or we will be stuck spending the money.

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.

MEDICALDEALER 69

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MEDICALDEALER 71

SLICE OF LIFE_Bobinski

By Dan Bobinski

EVERYONE LOSES IN THE BLAME GAME

H

ave you ever noticed that when something goes wrong, the first thing many people do is look for someone to blame? I’m not going to pull any punches here: People who jump straight into placing blame whenever something goes wrong are not exercising good leadership. A better approach is to desire to learn what went wrong, and then seek to identify and implement a viable solution.

Granted, someone or some organization may need to be identified as being “at fault” before a solution can be found, but just identifying who gets the blame does not solve the problem!

In fact, placing a spotlight on who’s to blame for any problem and making a big deal of it often causes more problems than it fixes.

A look back in time shows us that the blame game has been around since the dawn of recorded history.

If we look at chapter three from the Bible’s book of Genesis, when God asked Adam if he ate the forbidden fruit, Adam blamed Eve. Then, when God went to Eve, she blamed the serpent. This was the very first recorded instance of something going wrong, and blame was everyone’s first choice.

If you’re a parent, or if you’ve been around kids, you know the tendency to blame others remains in our genetic makeup. Ask any young child about a problem or how something went wrong, and the child immediately finds someone (or something else) to 72 MEDICALDEALER | AUGUST 2015

Dan Bobinski Workplace Consultant

blame. It’s amazing how naturally kids deflect personal responsibility. And nobody has to teach them this — they do it innately!

So consider someone promoted into management or leadership who still relies on blame. We’ve all seen it, and probably way too often. A manager encounters a problem, smugly finds someone to blame, and then acts like the problem is solved. Or we see 80 percent of their effort spent in assigning blame, and only 20 percent of their effort spent solving the problem. If the person is severely addicted to blaming others, it’s common for their “solutions” to be little more than a Band Aid trying to cover a deep gash. The reason?

If true solutions were implemented, the likelihood of more problems appearing in that area would be minimal, and then who would they blame?

Hopefully you don’t have a tendency to break out the blame game

every time something goes wrong. And hopefully those around you aren’t keen on playing it, either. But if you see it around you, allow me to urge you to work to rectify it. Having consulted in a cross-section of many industries, I’ve observed the ripple effects of the blame game where it’s prevalent: lower levels of commitment, lower levels of effectiveness and lower morale.

So let’s look at problem solving with a personal responsibility mindset. A plan is helpful, and the following four steps create an easy-to-remember framework: 1. Analyze and define the problem.

I strongly recommend conducting a “root cause analysis” (do an Internet search for the different ways this can be done). Without a clearly defined target, it’s hard to launch a solution that solves the problem.

2. Identify viable solutions. Too many people think good leadership is solving a problem quickly.

Sometimes that’s absolutely necessary, but more often than not, an effective solution is better than an efficient one.

3. Evaluate and implement a solution. Working with a team of people, evaluate the optional solutions to ensure the best chances for long-term success.

4. Determine what can be done to prevent the mistake from happening again.

One way to address the above four steps is by examining what’s known as the four Ps: People, Products, Policies and Procedures. For each one we can ask – and answer – some direct questions.

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Here are some examples: People: Do the people involved with the problem have enough education and training? Do communication problems exist? Are the right people in the right jobs? What are people’s perceptions of how things should be different? Are people cooperating? Does trust exist? If no, what can be done to build cooperation and trust? What do the people directly involved have to say about how to prevent this problem from happening again? What are they willing to do to make it so? Is management willing to make adjustments?

Products: Was the problem a result of using an incorrect product? Was a correct product used incorrectly? Is there a better product we can use? Can the market be reviewed from time to time to try and identify better products?

Policies: Do policies exist? Are they written or unwritten? Who creates/ created them? How are they enforced?

How can policies be reviewed and monitored better? Who will do this?

What will be the expected outcome?

Procedures: Do procedures exist for the circumstances surrounding the problem? If not, can procedures be created? How are procedures being reviewed? Is there a better way to review the procedures? How are procedures taught? How are they reinforced?

Yes, there are a lot of questions here, but even so, this list is not exhaustive. Yet I’d like to call your attention to one thing: Nowhere does it ask “who screwed up?” If we’ve hired an unethical employee who’s

professional.

causing problems, it’s one thing to blame that employee, but in reality we have another root problem to solve, such as fixing our screening and hiring process. An unethical bad apple can be released, and the screening process can be reviewed and revised.

The bottom line is that the blame game is short-sighted and should be avoided by those who consider themselves professional. A better approach to solving problems is to first ask the right questions, and then take corrective actions. Good managers and leaders are those who identify and implement solutions, not those who look for scapegoats.

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

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CATEGORICAL INDEX ANESTHESIA Doctors Depot…………………………………………………5 Paragon Service…………………………………………… 57 APPRAISAL Valcon Partners, LTD…………………………………… 49 ASSOCIATIONS IAMERS…………………………………………………………… 19 AUCTION/LIQUIDATION Government Liquidation………………………………8 JD Imaging Corp.…………………………………………… 75 Shattuck, LLC………………………………………………… 18 BATTERIES Eastern Diagnostic Imaging……………………… 71 Holden Battery Services……………………………… 67 BIOMEDICAL AIV Inc.…………………………………………………………… 18 AMX Solutions……………………………………………… 22 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 28 InterMed Biomed………………………………………… 63 Maull Biomedical Training, LLC………………… 68 Medical Specialties Distributors……………… 48 Quantum Biomedical…………………………………… 66 Rieter Medical Services……………………………… 49 CARDIOLOGY J & M Trading…………………………………………………… 70 Southeast Nuclear Electronics………………… 66 C-ARMS Eastern Diagnostic Imaging……………………… 71 CENTRIFUGES Ozark Biomedical………………………………… 40, 46 COMPUTED TOMOGRAPHY AXIOM Medical Imaging Solutions…………… 27 East Coast Medical Systems……………………… 39 Ed Sloan & Associates………………………………… 37 German Electronics……………………………………… 78 J & M Trading…………………………………………………… 70 KEI Medical Imaging Services…………………… 75 Metropolis International…………………………… 21 MIT/Medical Imaging Technologies…………… 27 Mobilescan Imaging……………………………………… 62 Siemens Medical Solutions……………………………2 Technical Prospects……………………………………… 37 Tri-Imaging……………………………………………………… 10 CT SCANNERS International Medical Equipment & Service…………………………………… 61 DATA MEDIA Radiology Data……………………………………………… 75 DIAGNOSTIC IMAGING AMX Solutions……………………………………………… 22 Digirad Corp..………………………………………………… 75 Eastern Diagnostic Imaging……………………… 71 First Call Parts……………………………………………… 39 J & M Trading…………………………………………………… 70 Multi Diagnostic Imaging Solutions…………BC Radiology Data……………………………………………… 75 TROFF Medical……………………………………………… 77

76 MEDICALDEALER | AUGUST 2015

ENDOSCOPY Capital Medical Resources………………………… 75 Elite Biomedical Solutions………………………… 58 Endoscopy Specialists………………………………… 71 HMB Endoscopy Products…………………………… 62 S.H. Medical Corporation…………………………… 18 GENERAL ALCO Sales and Service………………………………… 48 Eastern Diagnostic Imaging……………………… 71 Global Risk Services……………………………………… 58 Government Liquidation………………………………8 Kent Elastomer Products, Inc.…………………… 63 PartsSource………………………………………………… IBC Puma Export, Inc..………………………………………… 70 Shattuck, LLC………………………………………………… 18 Valcon Partners, LTD…………………………………… 49 IMAGING ICE/Imaging Community Exchange…………… 38 IMAGING/PARTS Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 39 Eastern Diagnostic Imaging……………………… 71 InterMed Ultrasound…………………………………… 22 InterMed NucMed………………………………………… 67 J & M Trading…………………………………………………… 70 PartsSource………………………………………………… IBC Technical Prospects……………………………………… 37 Tri-Imaging……………………………………………………… 10 TROFF Medical……………………………………………… 77 INFUSION THERAPY AIV Inc.…………………………………………………………… 18 Medical Specialties Distributors……………… 48 LABORATORY MIT/Medical Imaging Technologies…………… 27 Ozark Biomedical………………………………… 40, 46 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MAMMOGRAPHY Digitec Medical Service Corp.……………………… 59 Siemens Medical Solutions……………………………2 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 56 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 73 Ampronix……………………………………………………………6 Technical Prospects……………………………………… 37 TROFF Medical……………………………………………… 77 MRI AXIOM Medical Imaging Solutions…………… 27 Carolina Medical Parts………………………………… 68 East Coast Medical Systems……………………… 39 Ed Sloan & Associates………………………………… 37 Field MRI Services………………………………………… 75 KEI Medical Imaging Services…………………… 75 MIT/Medical Imaging Technologies…………… 27 Mobilescan Imaging……………………………………… 62 Siemens Medical Solutions……………………………2

NUCLEAR MEDICINE Digirad Corp..………………………………………………… 75 Global Medical Imaging……………………………… 28 InterMed NucMed………………………………………… 67 International X-Ray Brokers……………………… 67 J & M Trading…………………………………………………… 70 Southeast Nuclear Electronics………………… 66 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 56 BiTech Medical……………………………………………… 59 Pacific Medical…………………………………………………9 Quantum Biomedical…………………………………… 66 Rieter Medical Services……………………………… 49 PHLEBOTOMY Kent Elastomer Products, Inc.…………………… 63 PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 28 ONLINE RESOURCES ICE/Imaging Community Exchange…………… 38 MedWrench…………………………………………………… 66 RADIOLOGY Asset Management Associates, LLC………… 59 Eastern Diagnostic Imaging……………………… 71 First Call Parts……………………………………………… 39 German Electronics……………………………………… 78 Holden Battery Services……………………………… 67 International X-Ray Brokers……………………… 67 InterMed Ultrasound…………………………………… 22 InterMed NucMed………………………………………… 67 J & M Trading…………………………………………………… 70 JD Imaging Corp.…………………………………………… 75 Maull Biomedical Training, LLC………………… 68 Metropolis International…………………………… 21 Multi Diagnostic Imaging Solutions…………BC Radon Medical……………………………………………… 49 Technical Prospects……………………………………… 37 TROFF Medical……………………………………………… 77 Varian Medical Systems…………………………………3 RADIOLOGY PARTS InterMed Ultrasound…………………………………… 22 InterMed NucMed………………………………………… 67 J & M Trading…………………………………………………… 70 TROFF Medical……………………………………………… 77 REPAIR/REFURBISH 2D Imaging, Inc.…………………………………………… 74 Advanced Ultrasound Elec./AUE………………… 73 AIV Inc.…………………………………………………………… 18 ALCO Sales and Service………………………………… 48 Ampronix……………………………………………………………6 AMX Solutions……………………………………………… 22 Bio-Medical Equipment Service Co.…………… 56 BiTech Medical……………………………………………… 59 Carolina Medical Parts………………………………… 68 Conquest Imaging………………………………………… 13 Continental Equipment Company…………… 62 Digirad Corp..………………………………………………… 75 Digitec Medical Service Corp.……………………… 59 Eastern Diagnostic Imaging……………………… 71 Ed Sloan & Associates………………………………… 37 Elite Biomedical Solutions………………………… 58 Endoscopy Specialists………………………………… 71

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index Field MRI Services ……………………………………… 75 German Electronics …………………………………… 78 Global Medical Imaging …………………………… 28 International Medical Equipment & Service ………………………………… 61 KEI Medical Imaging Services ………………… 75 Mediquip Parts Plus, Inc. ………………………… 71 MIT/Medical Imaging Technologies ………… 27 MTC/Medical Technologies Co. ………………… 70 Multi Diagnostic Imaging Solutions ………BC MW Imaging ……………………………………………………7 Pacific Medical ………………………………………………9 Quantum Biomedical ………………………………… 66 Radon Medical …………………………………………… 49 Siemens Medical Solutions …………………………2 Southeast Nuclear Electronics………………… 66 Summit Imaging, Inc ……………………………………4 TROFF Medical …………………………………………… 77 REPLACEMENT PARTS 2D Imaging, Inc. ………………………………………… 74 Advanced Ultrasound Elec./AUE ……………… 73 AIV Inc. ………………………………………………………… 18 ALCO Sales and Service ……………………………… 48 AllParts Medical ………………………………………… 25 AMX Solutions …………………………………………… 22 AXIOM Medical Imaging Solutions ………… 27 Carolina Medical Parts ……………………………… 68 Classic Diagnostic Imaging ……………………… 56 Conquest Imaging ……………………………………… 13 Continental Equipment Company ………… 62 Diagnostic Solutions ………………………………… 39 Digirad Corp.. ……………………………………………… 75 Digitec Medical Service Corp.…………………… 59 Ed Sloan & Associates ……………………………… 37 Elite Biomedical Solutions ……………………… 58 First Call Parts …………………………………………… 39 Global Medical Imaging …………………………… 28 Government Liquidation ……………………………8 International Medical Equipment & Service ………………………………… 61 J & M Trading………………………………………………… 70 KEI Medical Imaging Services ………………… 75 Mediquip Parts Plus, Inc. ………………………… 71 MTC/Medical Technologies Co. ………………… 70 Multi Diagnostic Imaging Solutions ………BC Ozark Biomedical ……………………………… 40, 46 PartsSource ……………………………………………… IBC Radon Medical …………………………………………… 49 Rieter Medical Services …………………………… 49 Southeast Nuclear Electronics………………… 66 Summit Imaging, Inc ……………………………………4 Technical Prospects …………………………………… 37 TROFF Medical …………………………………………… 77 Varian Medical Systems ………………………………3 RESPIRATORY Medical Specialties Distributors …………… 48 SERVICE CONTRACTS Global Risk Services …………………………………… 58 SOFTWARE Radiology Data …………………………………………… 75

SURGICAL Capital Medical Resources ……………………… 75 Eastern Diagnostic Imaging …………………… 71 Endoscopy Specialists ……………………………… 71 International Medical Equipment & Service ………………………………… 61 S.H. Medical Corporation ………………………… 18 SURPLUS MEDICAL Government Liquidation ……………………………8 TUBES/BULBS AllParts Medical ………………………………………… 25 German Electronics …………………………………… 78 International Medical Equipment & Service ………………………………… 61 J & M Trading………………………………………………… 70 Technical Prospects …………………………………… 37 ULTRASOUND 2D Imaging, Inc. ………………………………………… 74 Advanced Ultrasound Elec./AUE ……………… 73 AIV Inc. ………………………………………………………… 18 Conquest Imaging ……………………………………… 13 Diagnostic Solutions ………………………………… 39 Endoscopy Specialists ……………………………… 71 InterMed Ultrasound ………………………………… 22 Mobilescan Imaging …………………………………… 62 MW Imaging ……………………………………………………7 Summit Imaging, Inc ……………………………………4 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE ……………… 73 Conquest Imaging ……………………………………… 13 Global Medical Imaging …………………………… 28 InterMed Ultrasound ………………………………… 22 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE ……………… 73 Conquest Imaging ……………………………………… 13

THE SOURCE FOR PHILIPS IMAGING PARTS STOCKING VENDOR highly tested… always trusted...

MEDICAL IMAGING PARTS

VENTILATORS Government Liquidation ……………………………8

Low DOA/Warranty Rates

VIDEO Endoscopy Specialists ……………………………… 71 Multi Diagnostic Imaging Solutions ………BC

90-Day Standard Warranty (extended warranties available)

X-RAY Asset Management Associates, LLC ……… 59 AMX Solutions …………………………………………… 22 Classic Diagnostic Imaging ……………………… 56 Diagnostic Solutions ………………………………… 39 Eastern Diagnostic Imaging …………………… 71 German Electronics …………………………………… 78 Government Liquidation ……………………………8 Holden Battery Services …………………………… 67 MIT/Medical Imaging Technologies ………… 27 Tri-Imaging …………………………………………………… 10 X-RAY PARTS J & M Trading………………………………………………… 70 Technical Prospects …………………………………… 37 TROFF Medical …………………………………………… 77

Personal Customer Service

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STERILIZERS Continental Equipment Company ………… 62 Government Liquidation ……………………………8 InterMed Biomed ……………………………………… 63

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MEDICALDEALER 77

TRIM 2.25”

20 YEARS

SPECIALIZING in Siemens X-Ray & CT Parts

ALPHABETICAL INDEX InterMed Biomed ……………………………………… 63

Advanced Ultrasound Elec./AUE ……………… 73

International Medical

AIV Inc. ………………………………………………………… 18

Equipment & Service ………………………………… 61

ALCO Sales and Service ……………………………… 48

International X-Ray Brokers …………………… 67

AllParts Medical ………………………………………… 25

J & M Trading………………………………………………… 70

Ampronix …………………………………………………………6

JD Imaging Corp. ………………………………………… 75

AMX Solutions …………………………………………… 22

KEI Medical Imaging Services ………………… 75

Asset Management Associates, LLC ……… 59

Kent Elastomer Products, Inc. ………………… 63

AXIOM Medical Imaging Solutions ………… 27

Maull Biomedical Training, LLC ……………… 68

Bio-Medical Equipment Service Co.………… 56

Medical Specialties Distributors …………… 48

BiTech Medical …………………………………………… 59

Mediquip Parts Plus, Inc. ………………………… 71

Capital Medical Resources ……………………… 75

MedWrench ………………………………………………… 66

Carolina Medical Parts ……………………………… 68

Metropolis International ………………………… 21

Classic Diagnostic Imaging ……………………… 56

MIT/Medical Imaging Technologies ………… 27

Conquest Imaging ……………………………………… 13

Mobilescan Imaging …………………………………… 62

Continental Equipment Company ………… 62

MTC/Medical Technologies Co. ………………… 70

Diagnostic Solutions ………………………………… 39

Multi Diagnostic Imaging Solutions ………BC

Digirad Corp.. ……………………………………………… 75

MW Imaging ……………………………………………………7

Digitec Medical Service Corp.…………………… 59

Ozark Biomedical ……………………………… 40, 46

Doctors Depot ………………………………………………5

Pacific Medical ………………………………………………9

East Coast Medical Systems …………………… 39

Paragon Service ………………………………………… 57

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

PartsSource ……………………………………………… IBC

Ed Sloan & Associates ……………………………… 37

Puma Export, Inc.. ……………………………………… 70

Elite Biomedical Solutions ……………………… 58

Quantum Biomedical ………………………………… 66

Endoscopy Specialists ……………………………… 71

Radiology Data …………………………………………… 75

Field MRI Services ……………………………………… 75

Radon Medical …………………………………………… 49

First Call Parts …………………………………………… 39

Rieter Medical Services …………………………… 49

German Electronics …………………………………… 78

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

Global Medical Imaging …………………………… 28

Shattuck, LLC ……………………………………………… 18

Global Risk Services …………………………………… 58

Siemens Medical Solutions …………………………2

Government Liquidation ……………………………8

Southeast Nuclear Electronics………………… 66

HMB Endoscopy Products ………………………… 62

Summit Imaging, Inc ……………………………………4

TRIM 9.75”

2D Imaging, Inc. ………………………………………… 74

German Electronics SIEMENS X-RAY & CT PARTS

www.GermanElectronics.com

888.428.9729

78 MEDICALDEALER | AUGUST 2015

Holden Battery Services …………………………… 67

Technical Prospects …………………………………… 37

IAMERS ………………………………………………………… 19

Tri-Imaging …………………………………………………… 10

ICE/Imaging Community Exchange ………… 38

TROFF Medical …………………………………………… 77

InterMed Ultrasound ………………………………… 22

Valcon Partners, LTD ………………………………… 49

InterMed NucMed ……………………………………… 67

Varian Medical Systems ………………………………3

MEDICAL EQUIPMENT, PARTS & SERVICE

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

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

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

GLASSWARE • • • • •

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

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

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

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