Medical Dealer - September 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

SEPTEMBER 2015 | WWW.MEDICALDEALER.COM

DEVICE MANAGEMENT GOES GLOBAL LATEST FDA PHASE-IN PLANS FOR UNIQUE DEVICE IDENTIFIERS HIT SEPTEMBER DEADLINE

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“If you can trace a device to its original

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CONTENTS_Features 54 DEVICE MANAGEMENT GOES GLOBAL

September 24, 2015 represents the second of five benchmark deadlines in the GUDID and UDI process: the date by which “the labels and packages of implantable, life-supporting, and life-sustaining devices must bear a UDI,” according to the FDA. We look at the impact this has on inventory management and patient safety.

62 TRISONICS

From humble beginnings, Trisonics has grown to become an industry leader. Its rapid growth is powered by its commitment to customer service.

Trisonics is known throughout the ultrasound community for providing that excellent customer service in a costeffective manner.

Medical Dealer (Vol. 19, Issue #9) September 2015 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

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MEDICALDEALER 11

INDUSTRY UPDATE 14 News & Notes 20 Company Showcase: Kent Elastomer Products Inc. MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090

23 OEM Updates 28 Imaging Expo Recap 30 Block Imaging 33 Webinar

Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

MARKET ANALYSIS Radiology: Ultrasound Probes 35 Market Analysis 36 Product Showroom 39 Vendor Q&A 40 Preferred Vendors

Art Department Jonathan Riley Jessica Laurain

Account Executives Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting Kim Callahan

Med/Surg: Surgical Booms 47 Market Analysis 48 Product Showroom 51 Preferred Vendors

SLICE OF LIFE 68 Pay It Forward 72 Off the Clock 76 The Other Side 78 Dan Bobinski

Circulation

Bethany Williams bethany@mdpublishing.com

Web Department Betsy Popinga Taylor Martin

86 Marketplace 88 Categorical Index 90 Alphabetical Index

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

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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

BC TECHNICAL ACQUIRES OHIO VALLEY MEDICAL SYSTEMS BC Technical, a non-OEM proand we are pleased to welcome them vider of medical imaging solutions, to the BC Technical team.” has acquired Ohio Valley Medical SysOhio Valley Medical Systems, tems, one of the largest MRI service based in North Canton, Ohio, providers specializing in Hitachi open provides nationwide expert MRI serMRI systems. The addition of Ohio vice. Specializing in Hitachi systems, Valley Medical Systems allows BC including the Airis, Airis II, Elite and Altaire systems, Ohio Valley prides Technical to expand its nationwide itself in providing customers the service offering to now include Hitahighest degree of service at a reasonchi MRI. able and affordable cost.

“We couldn’t be more excited “This will prove to be a valuabout this acquisition,” said Mark able asset to our customers by Alvarez, President and CEO of BC expanding our service capability Technical. “The Ohio Valley engito other product lines and manuneers are true experts in their field,

KIM COLE JOINS TRI-IMAGING SOLUTIONS Tri-Imaging Solutions recently announced that Kim Cole has joined their team as the new Director of Customer Service to further develop their customer service/sales team as well as customer account growth and development. Cole brings a vast amount of relevant experience, spending the past 15 years in various roles within the imaging parts industry. Her background in customer service/sales, technical training, accounting, analysis, people and inventory management, will be of great value to the growing imaging parts and services company.

Cole joins Tri-Imaging to continue the company’s recent success a respected company that prides itself providing exceptional customer ser- as a top-quality customer service vice and quality parts, equipment company,” Cole said. “Tri-Imaging and support services to the imaging Solutions has been able to grow at an service industry. unbelievable pace due to their excep“I am fortunate to be joining such tional reputation. I cannot express

14 MEDICALDEALER | SEPTEMBER 2015

Staff Reports

facturers,” Thomas Hineman, CEO of Ohio Valley, stated. “In addition, response time will be improved as we leverage the nationwide service presence of BC Technical’s field engineers and support staff.”

The acquisition of Ohio Valley Medical Systems helps solidify BC Technical’s position as the leading nationwide, independent service, systems and parts provider for CT, MR, NM, PET and PET/CT, and an alternative to the OEM. •

how proud I am to be part of such an amazing team.”

“Wanda Legate hired me into this industry and has been an incredible mentor for many years; it is great to be back on her team,” she added.

“Kim’s wealth of experience and industry knowledge have already made her a key addition to the Tri-Imaging Solutions family,” Wanda Legate, Vice President of Sales and Marketing said. “We feel Kim’s decision to join Tri-Imaging Solutions only strengthens our internal capabilities as well as the level of expertise available to our customers.

We are very fortunate to find someone of Kim’s caliber to fulfill this role. I’m confident that Kim will play a key role in providing and implementing high-quality solutions to further Tri-Imaging’s mission to help Empower the Engineer.” •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

SPECIALIST TESTER ENSURES ELECTROSURGICAL DEVICES REMAIN FIT Investment in advanced test The Uni-Therm carries out a instrumentation from Rigel Medrange of tests in line with the IEC ical is helping a specialist supplier 60601-2-2 type testing standard for of veterinary and medical equipelectromedical equipment, using ment verify the performance and its unique load bank and current safety of important electrosurgimeasurement technology to stimucal devices. late the behavior of body tissue.

Bristol-based Freelance As a result, the instrument Surgical Ltd. specializes in the can accurately analyze the persupply of operating and ITU formance of all types of surgical equipment, as well as other generators across a wide range of medical supplies, to veterinary impedances, including those operpractices and hospitals. ating at high current levels.

The company’s specialist The Uni-Therm enables Freeequipment ranges from ortholance Surgical engineers to upload pedic power tools and flexible the power distribution curves of endoscopy instruments to general different items of equipment for operating theater medical equipautomatic comparison against ment and pre-hospital equipment. preset power curves over time and As part of a quality control to manufacturer’s specifications. policy all items supplied are Upper and lower limits of persafety and function tested prior formance can be established and to dispatch in the Freelance Sur- tolerances refined to ensure that gical service center. operational norms are maintained.

For electrosurgical devices and Product features of the Unipower generators, the company Therm include a built-in memory, is using an advanced Uni-Therm automatic test sequencing, and unit from Rigel Medical to ensure comprehensive data management that all equipment remains comfacilities – all supported by a large pliant with the relevant medical full color screen display of stepdevice standards and performs by-step operating instructions to within required specifications. ensure the correct connection and At Freelance Surgical, the testing of the device under test. • company’s service team uses the Find out more at Uni-Therm as part of the regular service, repair, testing and analywww.rigelmedical.com and sis of electrosurgical devices and www.freelance-surgical.co.uk associated diathermy instruments.

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TRISONICS AMONG FASTEST GROWING COMPANIES IN REGION Trisonics has been named to the Central Penn Business Journal’s 19th annual list of the Top 50 Fastest Growing Companies in Central Pennsylvania for the first time in the company’s history.

“We are truly honored here at Trisonics to be recognized as one of the fastest growing companies in Central Pennsylvania. We have been lucky enough to call this region our home since the company was formed over 11 years ago and cannot wait to see how our future growth continues to impact not only our employees but the customers that we service as well,” Trisonics President Stuart Latimer said.

In order to be eligible for consideration, companies were required to show revenue of at least $500,000 in each of the fiscal years ending 2012, 2013 and 2014, as well as revenue growth in 2014, as compared to 2012. For-profit entities that are headquartered in Adams, Cumberland, Dauphin, Lancaster, Lebanon, Perry or York County were eligible for nomination.

The presenting sponsor of the program, SF&Company, calculated the nominations and then ranked the companies according to revenue growth over the three-year period. Both dollar and percentage increases were taken into consideration. This ranking formula led to the list of winners.

Trisonics and the other 49 winners will be honored at an awards breakfast on Oct. 23, when their ranks will be revealed. A complete, list of honorees and profiles of each company and their financial growth will be published in a special supplement to an upcoming issue of the Central Penn Business Journal. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

INTERMED BIOMEDICAL INC. AMONG BEST COMPANIES IN FLORIDA InterMed Biomedical Inc. was recently named one of Florida’s Best Companies To Work For. The annual “Best Companies” list is featured in the August issue of Florida Trend magazine. One hundred companies are ranked in small, medium and large employer categories.

To participate, companies or government entities had to employ at least 15 workers in Florida and have been in operation at least one year. Companies that chose to participate underwent an evaluation of their workplace policies, practices, philosophy, systems and demographics. The process also included a survey to measure employee satisfaction. The combined scores determined the top companies and the final ranking. • For a list of the 100 Best Companies To Work For In Florida, go to www.FloridaTrend.com/BestCompanies.

Staff Reports

RDC CELEBRATES 5TH ANNIVERSARY “It has been a busy and rewarding journey since we began surveying hospitals and imaging centers back in 2010,” Founder and President Dave Ramsey said. “Special thanks to all of our customers who continue to believe in the concept of high value installed-base equipment and personnel data at an affordable price point.”

RDC conducts annual phone surveys on every U.S. hospital and outpatient imaging center with advanced imaging equipment – about 14,000 total facilities. Key data points include CT and MRI equipment details along with information on key managers and other personnel.

RDC recently leased office space in Greenwood Village, Colorado, for a new call center to better manage annual data updates, new research efforts and custom research projects.

“If a customer needs to make a lot of phone calls in a hurry for research or lead generation, we plan to be the best possible resource for that type of project,” said Ramsey.

“RDC customers tend to be businesses that work with imaging centers and hospital radiology departments – OEMs, ISOs, ancillary supplies, software, brokers, etc.,” said Ramsey. “Our mission is to provide critical information that helps our customers save time and lower the overall cost of sales.”

MASIMO RENEWS ITS $1M PERFORMANCE GUARANTEE Masimo has renewed its $1 million performance side comparison. guarantee that Masimo SET Pulse Oximetry will 2. We will provide independent and objective scienoutperform all Nellcor (part of Covidien and now tific evidence of Masimo SET superiority over Nellcor, Medtronic) pulse oximeters. Under the guarantee, if as well as the evidence demonstrating Masimo SET Masimo SET is proven not to be superior to all Nellhelps clinicians improve clinical and financial outcomes. cor pulse oximeters, including the three that Covidien 3. We strongly encourage scientific side-by-side evalannounced have received FDA 510(k) clearance with uations of Masimo SET and Nellcor pulse oximetry in motion claims, Masimo will pay up to $1 million to help challenging conditions with automated data collection. a hospital acquire that pulse oximetry.

4. We are so confident that an objective comparison In addition to renewing the $1 million guarantee, will reveal the clinical superiority of Masimo SET, we Masimo has updated its website to respond to each continue to offer a $1 million performance guarantee. of the claims in detail: http://www.masimo.com/nellThis offer is available to hospitals whose goal is to corfiction/ upgrade its pulse oximetry hospital-wide to the new Masimo makes four promises to every hospital: standard. Important details, conditions, and qualifi1. We will demonstrate the superior pulse oximetry cations for the challenge are available at http://www. performance of Masimo SET over Nellcor in a side-bymasimo.com/1millionrules.htm. •

16 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

EIGHTH ANNUAL PUTTING PATIENTS FIRST PROGRAM LAUNCHED Enabling health care facilities to develop and expand programs that deliver quality patient care, AHRA: The Association for Medical Imaging Management and Toshiba announce the eighth year of its Putting Patients First Program. Putting Patients First grants enable health care facilities to fund programs, training or seminars aimed at improving patient care and safety and customizing treatment in CT, MR, Ultrasound, X-ray and Vascular imaging. The grants are funded by an unrestricted educational grant from Toshiba America Medical Systems Inc. The AHRA and Toshiba Putting Patients First Program provides six grants of up to $7,500 each to hospitals and imaging centers, and an additional grant of up to $20,000 to an Integrated Delivery Network (IDN). Three of the $7,500 grants are awarded for projects that improve pediatric imaging, while the other three are awarded for projects that improve overall patient care and safety in imaging. The grant of up to $20,000 is awarded to an IDN or hospital system for projects that improve overall patient care and safety in imaging across the IDN/hospital system. All winning facilities will then develop and share their best practices.

Putting Patients First applicants are judged on their program plan and ability to share best practices. The applicants’ programs should address one or more of the following: · Reducing radiation and/or contrast dose · Reducing the need for sedation · Improving communication with patients regarding the process · Improving patient comfort · Improving the overall clinical pathway All eligible facilities are encouraged to apply by completing an application at www.ahraonline.org or www.medical. toshiba.com. The deadline to apply is October 13, 2015, and the winners, selected by the AHRA, will be announced at RSNA in December. • WWW.MEDICALDEALER.COM

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MEDICALDEALER 19

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

Strength and flexibility.

Special Advertising Section You’ll find it in our products. And in our service.

INDUSTRY UPDATE_Company Showcase

Made in the USA since 1960.

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EP_HalfPage_Freeband_V5.indd 1

4/10/15 10:32 AM

hen Kent Elastomer Products Inc. was founded in 1960, Dwight Eisenhower was still the president. In many ways, the spirit of those simpler times lives on in the company’s personal approach to business.

Medical Dealer magazine interviewed Cindy Harry, Executive Director, Sales and Marketing, Kent Elastomer Products Inc. about the company’s origins, its business strategy and what customers can expect in the future.

Q: Please share a little bit about your company’s history and how you achieved success.

A: In our 55-year history, we have evolved from a latex tubing manufacturer into a diversified supplier of thermoplastic elastomer tubing, PVC tubing, non-latex Free-Band® Tourniquets and more – all USA-made.

Customers can always depend on our reliable service and timely deliveries.

Q: What industries do you serve?

A: Kent Elastomer Products Inc. offers solutions for the global medical market, as well as laboratory, dental, food and beverage, sports/ recreation and industrial markets worldwide. We supply products directly to OEMs and through distribution.

20 MEDICALDEALER | SEPTEMBER 2015

times and inconsistent quality.

Tempted by low pricing, we’ve had customers “test the waters” only to have them return realizing the additional costs associated with poor quality and lengthy lead times. They appreciate the value associated with our service and quality products delivered on time – every time.

Cindy Harry, Executive Director, Sales and Marketing, Kent Elastomer Products Inc.

Q: What are some advantages that your company has over the competition?

A: Stock items are able to ship the same day they are ordered. We offer excellent service, consistent quality, technical services, custom packaging, assembly, color matching, and inventory management/ Kanbans for just-in-time deliveries.

Q: What are some challenges that your company faced last year? How were you able to overcome them?

A: Offshore competitors offer low prices associated with long lead

Q: Please explain your company’s core competencies and unique selling points.

A: We are the last manufacturer producing natural rubber latex tubing in the USA. We also manufacture non-latex tourniquets in a variety of colors and packaging options, low durometer TPE and PVC tubing and dip-molded products in natural latex, synthetic Polyisoprene, and PolyChloroprene. We build our business on people – our employees, our customers, and the patients who rely on quality products.

Q: What product or service that your company offers are you most excited about right now?

A: Our Free-Band® non-latex tourniquets provide latex strength minus the sensitivity concerns.

We stock in numerous packaging options (25-piece and 50-piece reels, flat in 100-piece boxes or folded and banded in 250-piece packs) in both blue and orange and available to ship within 24-hours.

Custom colors and private labeling is also available.

MEDICAL EQUIPMENT, PARTS & SERVICE

Kent Elastomer_Company Showcase

Q: Please share some company success stories with our readers — one time that you “saved the day” for a customer.

A: A longstanding OEM medical customer left to purchase tourniquets from a low-cost offshore supplier.

Their supplier unexpectedly closed their doors making it impossible to bring inventoried product over the border due to the lack of paperwork needed for customs. We were able to respond quickly by expediting product to their manufacturing plant.

They were able to fulfill orders and meet their customers’ delivery dates without missing a beat.

Q: Please describe your company’s facility.

A: We have three facilities: • Kent, Ohio – Our corporate headquarters and the only manufacturing site of dipped natural WWW.MEDICALDEALER.COM

rubber latex tubing in the USA. Our dip-molding operation is also at this location.

• Mogadore, Ohio – Manufacturing of extruded tubing, tourniquets and assembly operations.

• Winesburg, Ohio facility – Processing and assembly operations.

Q: Please highlight any recent changes to your company.

A: The Ohio EPA recently recognized us for reaching the highest standard of environmental stewardship with the gold-level award in its Encouraging Environmental Excellence program. This followed the 2014 Encouraging Environmental Excellence Silver Awards from the Ohio EPA. In 2013, our Mogadore facility was honored as a Summit of Sustainability award winner, given in conjunction with the city of Akron, Summit County.

Q: What is your company’s mission statement?

A: Our mission is to identify and serve the expectations of our customers through the highest level of integrity in people, product and service. We seek continuous improvement in everything we do. We provide a safe, responsible workplace and an environment of open communication and teamwork. Customers, suppliers, and employees are treated with honesty and respect. Our success is measured by our positive contributions to our customers, employees, shareholders, communities, and by our recognition as a leading supplier of elastomer products.

FOR MORE INFORMATION, about Kent Elastomer, visit www.kentelastomer.com.

MEDICALDEALER 21

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INDUSTRY UPDATE_OEM Updates

Staff Reports

GE HEALTHCARE TO INVEST $1 BILLION IN ENHANCED TRAINING In developed countries like the U.S., Europe and parts of Asia, health care leaders are trying to optimize efficiency, systems integration, data analytics and achieve greater productivity.

In emerging economies, enabling access to affordable, basic primary care is often the most pressing concern. Health care systems around the world face a wide range of difficult challenges. All could benefit from training and education solutions focused specifically on their particular needs.

To help address this issue, GE Healthcare has announced a plan to invest more than $1 billion over five years in the development of its educational offerings to reach more than two million health care professionals worldwide by 2020, helping them improve health care from within through enhanced training programs and solutions for physicians, radiologists, technologists, midwives, nurses, biomedical engineers and beyond. Solutions will be geared to meet local needs and will include new clinical, product application, technical and leadership training and education.

“Challenges around localized capacity building, training and innovation are consistent themes for many health care systems and Ministries of Health around the world,” said John Flannery, President & CEO of GE Healthcare.

“We will continue to work closely with local governments, institutions and customers to address some of their most important concerns. In some countries, this will mean training midwives to use new ultrasound or portable diagnostic equipment. In others, it will include supporting multi-hospital networks to enhance their clinical and operational outcomes.”•

MINDRAY INTRODUCES TE7 TOUCH ENABLED ULTRASOUND SYSTEM FOR POINT-OF-CARE Mindray announces its new TE7 Touch Enabled Ultrasound System, which supports evaluation in multiple point-of-care (POC) settings. The tablet-like operation, one-touch image optimization, and exam presets improve diagnostic confidence and efficiency.

Mindray continues to innovate ultrasound technologies to meet the demands of the fast-paced critical care and emergency medicine environments. The TE7 cuts the clutter with no keyboard, streamlining clinical workflow and diagnosis with intuitive gestures. Simply select a focused exam preset and relevant functions become accessible: Tap to open or close functions, drag to adjust parameters or move objects, pinch to zoom in or out, slide for selections, and even swipe to expand the image – all with the touch of a finger.

The TE7’s capabilities include cardiac functionality, including continuous wave (CW) Doppler and a transesophageal echocardiography (TEE) transducer.

With its slim profile cart, the TE7 showcases innovative ergonomic design and provides excellent mobility.

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With three active transducer connectors, three-second start-up from standby, built-in wireless communications, and two hours of battery, it is ready to perform when time is critical. The TE7 can also be mounted on a wall for immediate access. • MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

VARIAN MEDICAL SYSTEMS ACQUIRING CLAYMOUNT equipment. Claymount is a strategic Varian Medical Systems Inc. supplier to many global medical has, through one of its European X-ray equipment manufacturers and subsidiaries, agreed to acquire has annual revenues of nearly 30 Claymount, a privately-held, million Euros.

Netherlands-based supplier of “Claymount’s products components and subsystems complement our offerings and for X-ray imaging equipment are a perfect fit for our Imaging manufacturers. Varian’s subsidiary Components business with great in the Netherlands will pay customer and channel synergies,” approximately 50 million Euros in said Varian CEO Dow Wilson. “This cash for Claymount. acquisition will enhance our ability Claymount is one of the world’s to support a continuing industryleading suppliers of high-voltage wide transition from analog to digital connectors, ionization chambers X-ray imaging. We are excited to and solid state automatic exposure expand our line of components control systems for controlling and integrated subsystems that dose during medical X-ray can help X-ray OEMs get their imaging. It also supplies buckies products to market faster and more for digital radiography equipment, cost efficiently. This acquisition has mammography paddles, X-ray collimators, and high-voltage the added benefit of being able to generators for powering radiography provide lower cost components for

Staff Reports

our Oncology Systems and Particle Therapy businesses.”

“We are impressed with the Claymount team,” said Sunny Sanyal, president of Imaging Components for Varian. “Claymount extends our technical expertise while giving us additional cost-efficient manufacturing capabilities. Together, we will expand our addressable market with new integrated offerings that should help us grow our share of the global imaging components market. We are excited to have them as a part of our team.”

Claymount has about 250 employees with manufacturing sites in the Netherlands, Philippines and the United States as well as offices in Switzerland, Italy and China. •

GUERBET TO ACQUIRE MALLINCKRODT’S CONTRAST MEDIA AND DELIVERY SYSTEMS BUSINESS • A large portfolio of patents and other intellectual Guerbet has entered into a definitive agreement property rights; and under which it will acquire Mallinckrodt’s contrast • For the first six months of fiscal 2015, Mallinckmedia and delivery systems business (CMDS). With this acquisition, Guerbet aims to create a new global leader rodt’s CMDS business recorded sales of close to in medical imaging. $210 million.

The pro forma combined sales of Guerbet and the Guerbet is acquiring 100 percent of the CMDS busiCMDS business were close to 800M Euros in 2014 with ness including the production sites, the intellectual a global workforce of around 2,500. property rights and the distribution subsidiaries in the various geographical areas, in a transaction valThis competitive acquisition process has been conducted by Guerbet’s management under the supervision of ued approximately $270M, entirely paid in cash and financed through term loan facilities syndicated by Guerbet’s Board of Directors and its Strategic Committee.

BNP Paribas.

The key strengths of the CMDS business identified In connection with this acquisition, Guerbet will

by Guerbet are: be in a position to finance additional investments in • An efficient industrial and commercial platform an amount of $50M, will refinance its existing debt with four production sites in Ireland and in North and benefi t from a revolving credit facility in order to America and a global distribution network covering fi nance its additional working capital requirements. approximately 65 countries; The transaction is subject to customary closing condi• A comprehensive range of delivery systems and tions and is expected to close in the next few months. • imaging solutions for X-ray scanners, X-ray cardiac and vascular imaging, urological imaging and magnetic resonance imaging;

24 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

EOS IMAGING ANNOUNCES FIRST BRACING FACILITY INSTALLATION EOS imaging has announced the installation of an EOS imaging system at National Scoliosis Center, a Virginia-based scoliosis treatment clinic.

Previously, EOS installations have been installed solely in hospitals or imaging centers. The National Scoliosis Center’s installation is the first of its kind. National Scoliosis Center provides on-site custom design and fabrication of scoliosis and kyphosis braces and offers Schroth scoliosis specific physical therapy for patients in the course of non-operative treatment of scoliosis.

EOS will provide real-time solutions for National Scoliosis Center’ is adult and pediatric patients, who require frequent radiographs to monitor their curves and the effectiveness of treatment. Previously, patients would have imaging radiographs conducted in a hospital or outpatient center, before going to an orthotic company to be fitted for a brace.

With EOS, National Scoliosis Center will be able to conduct radiographic imaging scans and create braces for patients all in one location. EOS’ accurate 3D measurement, including the 3D reconstruction of the ribcage for advanced brace computer assisted design (CAD), will assist orthotists in designing and fabricating better braces to effectively treat each patient’s condition.

Additionally, scoliosis patients require regular imaging during the initial design and delivery of the brace and over their course of care that frequently lasts many years. EOS ultra-low dose imaging enables National Scoliosis Center to safely scan the patients as many times as necessary with limited radiation exposure. • For further information, visit www.eos-imaging.com/.

FUJIFILM SONOSITE ANNOUNCES NEW HEALTHCARE LEADERSHIP Naohiro Fujitani was named Chairman; and Masayuki Higuchi was named President and CEO, succeeding Fujitani in that position at Fujifilm SonoSite. Fujitani and Higuchi have also been appointed to the Fujifilm SonoSite Inc. Board of Directors.

Most recently, Higuchi was Chief Financial Officer at Fujifilm SonoSite. Prior to his position at Fujifilm SonoSite, he was General Manager of Corporate Planning for Fujifilm Corporation in Tokyo, Japan, where he was responsible for strategic planning, subsidiary management and mergers and acquisitions. Before that, he held various positions within Fujifilm Holdings America Corporation, including Chief Financial Officer.

In his new position, Higuchi will be responsible for overseeing all aspects of the global management of the company, including sales, service, marketing and operations.

With 40 years of experience at Fujifilm, Fujitani is a knowledgeable and experienced global leader who has spearheaded many business initiatives for the company. He has held positions of increasing responsibility, gaining experience in diverse functional areas such as sales, marketing, new product planning, new business development, and he has served as a company leader. He intends to apply his experience and accomplishments – including the planning and introduction of a variety of innovative new products and businesses – to his new assignment as Chairman of Fujifilm SonoSite Inc. • WWW.MEDICALDEALER.COM

MEDICALDEALER 25

INDUSTRY UPDATE_OEM Updates

Staff Reports

NEW RADIOGRAPHY/FLUOROSCOPY SYSTEMS AVAILABLE FOR ORDER WORLDWIDE

Carestream Health entered the radiography/fluoroscopy (R/F) market with two systems that deliver high-quality, cost-effective imaging: the Carestream DRX-Excel and Carestream DRX-Excel Plus. These systems can enhance workflow and perform contrast exams using fluoroscopy that can be associated with a radiography image, in addition to specialized contrast procedures that record both fluoroscopy and radiography sequences and interventional procedures.

Carestream’s DRX-Excel systems are configured with a table and a tube in one system. An optional integrated flat panel detector produces high-resolution images for general radiography as well as fluoroscopic sequences. The DRX-Excel platform also is available as a conventional R/F system that uses either CR cassettes or DRX-1 detectors with an image intensifier.

“We are expanding our radiography leadership to include fluoroscopy, which is performed by many of the hospitals and imaging centers we serve,” said Diana L. Nole, President, Digital Medical Solutions, Carestream.

“This is a natural extension for both our company and our customers, and enables health care providers to benefit from purchasing these systems from a single supplier with a strong reputation for outstanding service and support.”

26 MEDICALDEALER | SEPTEMBER 2015

Both DRX-Excel systems offer a source-to-image detector distance of 180 cm, an ergonomic design and the ability to select an image intensifier for fluoroscopy or use the optional flat panel detector. The DRX-Excel Plus has an elevating table that tilts for fluoroscopy exams and can be lowered or raised to provide flexible, comfortable imaging for patients. Table weight capacity is 584 pounds. The DRX-Excel has a fixed table with a weight limit of up to 440 pounds and has the tilt capability for fluoroscopy exams.

Both systems feature a positioning pedal that allows the operator to have their hands free — which is helpful for interventional exams — and a remote control that can move the table from anywhere in the room. Other options include integration of a Carestream DRX detector; four-way float top table movement; and the ability to stitch multiple images together for long-length exams.

These systems support Carestream’s X-Factor approach, which enables a DRX detector to be shared among an R/F room and other DRX mobile or roombased radiography or R/F systems.

In the United States, only the DRX-Excel Plus model will be available. Both systems will be available in Europe, Asia, Latin America and other countries. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

PHILIPS DEBUTS LUMIFY, ITS FIRST APP-BASED ULTRASOUND SOLUTION Royal Philips recently introdcued Lumify, its first app-based ultrasound solution. Lumify will extend the reach of ultrasound applications across the health continuum using mobile technology.

Unveiled at the Social Media and Critical Care (SMACC) conference in Chicago, Illnois, Philips’ Lumify is an entirely new way of delivering ultrasound technology to health care providers and their patients.

Lumify offers high-quality imaging on a compatible smart device through a subscription model. Philips’ new ultrasound approach brings together mobile applications, advanced ultrasound transducer technology, integrated IT, training, education and support services to help health care providers improve care and reduce costs.

Already 510(k) cleared, the first-generation Lumify transducer will be commercially available in the U.S. later this year. This introduction will be followed by more ultrasound transducers, applications and services available through Philips’ new appbased portal.

Lumify is designed for emergency departments and urgent care centers, as well as other clinical settings, and will operate from a compatible smart device connected to a Philips ultrasound transducer. Users will also have access to an online portal where they can manage their device and access Philips’ support, training and IT services.

“Ultrasound’s versatility, portability and safety enabled it to become one of the most widely used first-line diagnostic tools.

With the advent of app-based ultrasound, we strive to bring the value and benefits of ultrasound to more places across the health continuum,” said Vitor Rocha, CEO of Ultrasound, for Philips.

“App-based ultrasound provides valuable information to the right people at the right time. It’s designed to drive transformation in care delivery and digital health – a dynamic combination that can extend the reach of ultrasound in a remarkable way.”

Cloud-enabled and tablet technology allows Lumify to offer users vast connectivity, flexibility and mobility. As a customized app-based solution, Lumify is designed to seamlessly integrate with patient profiles and a health system’s equipment using cloud-enabled technology. Additionally, data will be accessible on the Philips HealthSuite Digital Platform, an open and secure, cloud-based IT infrastructure, allowing users and health systems access to powerful data and analytics to help improve patient care. •

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MEDICALDEALER 27

INDUSTRY UPDATE_Imaging Expo

Staff Report

IMAGINGEXPO The Conference for Imaging Service Professionals

IMAGING EXPO ATTENDEES PRAISE CONFERENCE

T

he second annual Imaging Expo drew hundreds of imaging service professionals from around the nation to Indianapolis. The exhibit hall featured 45 booths with more than 300 people in attendance representing more than 40 states.

Held at the JW Marriott in Indianapolis, the Imaging Expo built on its successful first conference held a year ago. Attendees were treated to world-class speakers and exhibitors during the three-day conference.

MD Publishing, the parent company of Medical Dealer magazine, offered a unique environment at the Imaging Expo where imaging service professionals could interact with colleagues and vendors. The intimate setting provided countless networking opportunities as well as a sold out exhibit hall filled with the latest services and products.

Attendees said their interactions with vendors in the exhibit hall will help them do their job better.

Early results of a conference survey indicates that 55 percent of the attendees will do business with 1 to 2 vendors as a result of their interaction at the Imaging Expo and 30 percent indicated they will do business with 3 to 5 businesses.

Several vendors commented on the quality of the attendees at the show saying “the people here are the exact ones I need to be seeing.”

28 MEDICALDEALER | SEPTEMBER 2015

Attendees at the Imaging Expo included radiology engineers, imaging technicians, national procurement mangers, vice presidents, medical engineering directors, CEOs, senior vice presidents, supply chain managers and others from the medical imaging industry.

Popular networking events at the Imaging Expo included the Welcome Reception sponsored by RSTI. The reception included a celebration of RSTI’s 30th anniversary of serving the industry.

The Grand Slam at Imaging Expo was another popular networking event as a parade of attendees and exhibitor staff walked across the street to watch a Triple-A baseball game. The baseball game outing, sponsored by TriMedx, provided a casual atmosphere for networking with industry leaders.

“Amazing, excellent content which has given me the ability to potentially effect change and for our organization to grow in the right direction.”

Attendees benefitted from educational opportunities with a variety of ASRT-certified classes and peer-exchange workshops.

Attendees praised the educational seminars.

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OFFERING • C-ARMS “An outstanding presentation,” one attendee wrote in a class survey. “Organized with a plethora of anecdotal insights.”

Another attendee was excited about returning to work to use what he had learned while at the Imaging Expo.

“Amazing, excellent content which has given me the ability to potentially effect change and for our organization to grow in the right direction,” he wrote.

“Very good overview for any manager or director involved with system level imaging enterprise strategies,” another attendee wrote.

For information and updates about upcoming conferences, visit MDExpoShow.com.

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INDUSTRY UPDATE_Block Imaging

By Nicole Johnson

WHAT DOES YOUR IMAGING EQUIPMENT SERVICE REP REALLY KNOW?

M

edical imaging equipment is, by nature, very technical equipment. Each modality has its own set of maintenance concerns, unique parts, and even language. This is why, when your equipment is having problems, you want to talk to someone who knows you, your system, and your history. Getting all three of these things, however, can be a tall order.

Below are three things some service providers are doing to bring your experience closer to this “service trifecta.” If you’re in the market for a service provider, ask anyone you’re considering about these: Assigned Representatives Equipment downtime is frustrating enough without being passed around from dispatcher to dispatcher, describing your issue over and over again. Working with a service provider that assigns a single representative to manage your account helps solve this.

Every time you call, you speak to the same person. All of your email correspondence is with that person. Over time, your rep begins to know you and your system. This knowledge saves time, eases scheduling for routine maintenance, and simplifies communication. It also provides the pleasant perk of a more personal touch.

System Training In a “perfect” service scenario, anyone experiencing an imaging equipment problem could place a call and speak to their field service 30 MEDICALDEALER | SEPTEMBER 2015

engineer directly about a resolution. Unfortunately, engineers are busy people, with in-demand skills, that simply cannot be everywhere at once. This is why a proactive service provider should provide the next best thing: service reps that have at least a basic knowledge of the systems their customers use.

If your prospect has an in-house engineering team, their reps are (either through direct contact or perhaps even an actual training session) afforded the opportunity to learn the basics of major modalities and popular models seeing use in the hospitals and clinics that they serve. These reps are certainly no substitute for a thoroughly trained, experienced engineer, but awareness of common problems, first steps for diagnosis, and even the lingo/jargon within each modality save time and money, eliminate confusion/miscommunication, and add value to initial contact.

A prime example are table errors. A rep with basic training will know that the caller should check that their e-stop button(s) are not depressed. Simple fixes like these can completely eliminate the need to dispatch an engineer. In

Nicole Johnson

“A rep who can ‘speak your language’ and pass valuable information on to the field engineer does a lot more than simply take a message.” essence, a rep who can “speak your language” and pass valuable information on to the field engineer does a lot more than simply take a message.

Availability of Records The most effective service conversations happen when both the end user and the provider are looking MEDICAL EQUIPMENT, PARTS & SERVICE

at the same information. Providers who make access to this information simple and reciprocal nurture these kinds of conversations.

An imaging system’s service history is full of clues about potential future issues, parts needs, and the overall condition of the equipment.

Proactive service providers should, at least, send service reports and maintenance schedules electronically so that end users can find them quickly with a search of their email inbox. Some providers do even more, storing all service records for a facility online, just a username and password away.

The Takeaway For those of you searching for the best provider to take your equipment under their wing, ask your

prospects what they’re doing to grow well-informed reps who are more than a “middle man” between you and the engineer.

For those of you already in a service agreement, consider the effort and methods your provider has used to get to know you, your system, and your service history. Are they working out for you? Or are you leaving messages, repeating yourself, and talking to strangers?

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NICOLE JOHNSON is the Service Representative Team Lead at Block Imaging. Her goal is to empower her team and the people they serve to resolve equipment issues with timely responses, clear communication, and engineering talent.

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INDUSTRY UPDATE_Marketing Webinar

Staff Report

MARKETING WEBINAR PROVIDES HELPFUL TIPS

“S

ales is a train and advertising is the engine. Cut off the engine and the train will slowly come to a halt,” is a quote attributed to William Wrigley, founder of Wrigley Gum.

While advertising and marketing have changed dramatically since he uttered those words, the message holds true in the digital world as much as it did during the times of the horse-and-buggy when Wrigley began his career in sales.

MD Publishing Founder and President John Krieg addressed the new high-tech world of advertising and marketing in a special presentation made possible via TechNation’s Webinar Wednesday series.

In his webinar “Tips to Help You Engage Your Audience and Reach Your Target Market,” (https:// youtu.be/uTzlxbspAWs ) Krieg defined the terms “marketing” and “brand.” He also discussed different types of marketing, including inbound and outbound marketing.

Krieg’s informative presentation explained the digitized buying process and looked at the shift away from traditional sales processes as well as the importance of social media and online marketing efforts.

Content marketing and its importance to today’s business world was one of the highlights of the presentation.

The interactive webinar used poll questions during the presentation to address the specific needs of attendees. Krieg shared his insights during a Q&A session at the concluWWW.MEDICALDEALER.COM

“MD does it again!

A well thought out webinar designed to enhance the marketing reach of vendors and provide insight into what a successful marketing campaign entails.” – Jared G.

John Krieg, President, MD Publishing sion of his presentation.

Another highlight of the webinar were 10 bonus tips to help engage potential customers and 10 critical questions to consider when creating an advertising strategy.

MD Publishing’s Web Team joined Krieg during the Q&A session to discuss the benefits of an SEO audit and explain the difference between Google Adwords and Google Analytics.

Attendees applauded the webinar giving it a 4.0 rating on a 5-point scale with 5 being the best possible score.

“MD Publishing presented a very nice cross section of marketing options and highlighted where

the best bang for the buck was in these options,” Bruce S. wrote in his webinar survey.

“MD does it again! A well thought out webinar designed to enhance the marketing reach of vendors and provide insight into what a successful marketing campaign entails,” Jared G. wrote.

MD Publishing, founded in 1997, publishes three monthly health care publications and specializes in creative design; print; digital; SEO; social media; web design, maintenance and hosting. Its mission is to help medical equipment parts, sales and service companies acquire, manage and retain customers. For more information about MD Publishing’s services, call 800906-3373.

For more information about the Webinar Wednesday series, visit 1TechNation.com/Webinars.

MEDICALDEALER 33

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PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

ULTRASOUND PROBE AND TRANSDUCER MARKET GROWTH CONTINUES

U

ltrasound systems are a valuable tool at health care facilities around the world, but they need probes and transducers to be able to capture the images medical professionals need to provide excellent patient care.

The ultrasound market continues to grow around the world and in the United States as new technology and more advanced transducers come to market. These new tools complement the fundamental devices that remain an important part of health care delivery.

Matt Tomory, Vice President of Sales and Marketing at Conquest Imaging, said the market is experiencing consistent growth in the United States.

“The current U.S. market is approximately $1.5 billion and has experienced stable growth over the past few years,” Tomory said. “The diagnostic ultrasound market in the U.S. continues to experience consistent growth and is projected to surpass $2 billion dollars by 2020. This growth is fueled by new capabilities and technology. Advances in transducer technology will greatly contribute to the health of the transducer market as well as new applications of ultrasound which will grow the overall market. Ultrasound is, and will remain, the modality of choice when indicated due to cost, availability, patient comfort and the fact it emits non-ionizing radiation.”

Doug Adams, Marketing Specialist WWW.MEDICALDEALER.COM

“The ultrasound probe market is very healthy right now. Availability on new and used probes seems to be at an alltime high. However, quality of the probes/ transducers seems to have dipped in recent years.” at Global Medical Imaging (GMI), says the market is doing well.

“The ultrasound probe market is very healthy right now. Availability on new and used probes seems to be at an all-time high. However, quality of the probes/transducers seems to have dipped in recent years,” Adams said.

“There are a couple of factors in the growth of the market. Probe repair and companies venturing into the ultrasound market in general. The probe repair business has a trickle down effect, by repairing current assets, the need for brand new probes has decreased, therefore increasing new probe availability. Probe repair has also bolstered the used probe market by sustaining the lifespan of older probes. Ultrasound, in comparison, is a less expensive modality, therefore it’s a little easier to break through in the market. New companies in the market increase the availability and open sourcing channels for both wholesale and end user probe purchasing.”

Tomory and Adams both predict additional market growth over the

next five years.

“The probe market will continue to grow along with the modality,” Tomory said. “Transducer technology evolution will continue to challenge many probe repair organizations which will need more sophisticated technology and larger research and development budgets to maintain capabilities.”

Adams predicts an increase in the number of probe repair providers.

“Over the next five years we will probably see an increase in companies offering probe repair services as it’s a great alternative to purchasing brand new probes, while maintaining current assets at a cost savings to a market that is trying to find ways to decrease budgets,” Adams explained. “We will also see the typical ebbs and flows of our industry with companies entering and leaving the market. This may also have an adverse effect that could cause the OEMs to decrease production of new transducers due to the fact that availability is so high. They may cut production in order to control costs and inventory surplus.”

MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SEPTEMBER PRODUCTS : This month, Medical Dealer explores ultrasound probes.

CARESTREAM Smart Connect Transducers

C

arestream’s restream’s Touch Prime and Touch Prime XE Systems offer a sealed, all-touch control panel that combines the speed and flexibility of a soft user interface with the tactile feedback of traditional keys. Etched marking for primary controls assists the user with easily locating key functions without looking away from the image monitor. Carestream’s “smart connect” transducer technology enables one-touch selection of the desired transducer.

The design team for Carestream’s ultrasound systems gathered input from ultrasound professionals around the world to select and refine the capabilities of this new platform, which is supported by Carestream’s global service network. •

36 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Product Showroom

GE HEALTHCARE Ultrasound Transducers

G

E Healthcare’s advanced transducer technology helps provide exceptional image quality and is available in a broad range of transducers designed to meet the needs of a clinician’s specialty. Its 200+ transducers are designed for reliability and durability across general imaging, women’s health, cardiovascular, point of care and needle guided applications. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

SIEMENS HEALTHCARE ACUSON SC2000™ Z6M True Volume 3D TEE Probe

T

he ACUSON SC2000™ Z6M True Volume 3D TEE Probe is engineered to arm you with a complete, anatomically precise picture of your patient’s heart for informed clinical decisions without missing a beat. It features sophisticated imaging tools, such as true real-time volume color Doppler (90 x 90) and rapid, automated valve modeling to deliver the reliable, actionable knowledge you need in the moments when it matters most. •

38 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

VENDOR Q & A_Radiology_Ultrasound

Staff Reports

VENDOR Q&A

ULTRASOUND PROBE

U

ltrasound probes are an important tool when it comes to

diagnostic imaging and the health care needs of patients.

We sat down with Chris Wildman, Global Sales Specialist, Trisonics, to gain his insights into the market and how health care providers can use the latest technology without buying new equipment.

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

A: The most important aspects customers should look for when choosing a third-party ultrasound probe provider are quality, trust and reliability. Customers need to feel confident that the equipment they are purchasing is at the highest standard of quality and they are getting exactly what they need. Any repair being made needs to be done at the highest quality as quickly as possible to keep the customer’s downtime to a minimum. Customers also need to know that the company they are purchasing from is trustworthy, reliable and operates with integrity so they can feel confident not only in the business but in the service it provides. At Trisonics, we want our customers to look to us as a solutions provider and a partner. Give us the opportunity to win your trust and we feel you will continue to look to Trisonics for your ultrasound needs.

Q: Is it possible to keep up with ultrasound probe technology without buying brand new? What are some of the newer technologies you offer?

A: Yes, it is absolutely possible to keep up with the latest technology without having to purchase new. At Trisonics we sell and service the latest revisions of ultrasound probes, as well as the “core” standards that customers know and WWW.MEDICALDEALER.COM

Chris Wildman Global Sales Specialist, Trisonics use daily. We are consistently educating and training our engineers on the latest equipment so that they can best meet and exceed the customers’ expectations.

We also work with multiple suppliers to make sure we can supply high-quality as well as sought-after equipment that buyers are looking for.

Q: Describe your ultrasound probe refurbishment process.

A: Our goal in our refurbishment process is to get the highest quality probe back to the customer in a timely manner. We are in contact with our customers throughout the repair process. When the probe

arrives at our facility, we do an initial evaluation and contact the customer with the findings. We are as upfront as possible in our recommendations for repair and allow the customer to decide whether a full or partial repair is the best option for them. In some cases a repair just isn’t economically reasonable. In these cases we offer our customer an exchange option that can be more cost effective. Once the requested service is performed, the probe goes through our final QA exam and cleaning process to ensure the probe is fully functional and meets the customer’s expectations.

Q: What are the most important things to look for when seeking service for ultrasound probes?

A: A huge aspect of service is experience. Although Trisonics has only been in business for 11 years, our staff has an average of 15 years’ experience in servicing ultrasound equipment. We pride ourselves in hiring the best engineers in the business and then use those engineers to train our new employees.

It is a cycle that has allowed us to offer some of the best service in the ultrasound industry. The experience that our engineers have allows them to give a basic field evaluation of the probe to assess whether or not a probe needs to be sent for repair.

A fast response time is also important when choosing a service provider.

Whether it be with probes or any other equipment, down time is lost revenue for any company and an inconvenience for the patients. Having a service organization that can get you up and running in the shortest amount of time is crucial when selecting a service company.

MEDICALDEALER 39

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND PROBES 2D Imaging, Inc. Ultrasound Equipment Sales & Service 1121 Richfield Rd. Placentia, CA 92870 Toll-Free: 800-449-1332 Phone: 714-524-5888 Fax: 714-524-3999 Website: www.2dimaging.com Email: info@2dimaging.com

SEE OUR AD ON PAGE 86

2D Imaging, Inc. is a dynamic and well known company that has been established since 1987. Our specialty is providing sales, exchanges, repair and servicing of medical ultrasound equipment .We carry and service full systems, specifically in-house repair of mechanical, digital, 3D/4D, transesophageal , transvaginal, and endorectal at competitive prices.

AUE

AllParts Medical 400 Brick Church Park Dr. Nashville, TN 37207 Phone: 866-507-4793 Fax: 615-690-5055 Email: apmsales@philips.com Website: www.allpartsmedical.com

SEE OUR AD ON PAGE 85

AllParts delivers significant savings on quality, tested replacement parts and provides both a technical support and training solution to assist service organizations in meeting their clients’ service needs. Let us help you.

ADVANCED ULTRASOUND ELECTRONICS

DEF INING TH E STAN DAR D

Advanced Ultrasound Electronics, Inc. 9522 East 47th Pl. Tulsa, OK 74145 Phone: 866-620-2831 Fax: 918-628-2833 Email: GeorgeH@auetulsa.com Website: www.auetulsa.com

SEE OUR AD ON PAGE 83

AUE leads the industry in new and refurbished ultrasound equipment systems, parts, transducers, and peripherals, backed by cutting edge technology and full warranties.

Prompt technical support, repairs and service are guaranteed to exceed your expectations.

40 MEDICALDEALER | SEPTEMBER 2015

SEE OUR AD ON PAGE 13

Because Quality Matters.

Conquest Imaging 1815 Industrial Dr. Stockton, CA 95206 Phone: 866-900-9404 Fax: 209-942-2572 Email: mtomory@conquestimaging.com Website: www.conquestimaging.com Conquest Imaging is the industry leader for ultrasound parts, probes, service, repair and training. Conquest Imaging.

Because Quality Matters.

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Preferred Vendors

InterMed Global Medical Imaging (GMI) 222 Rampart St. Charlotte, NC 28203 Phone: 800-958-9986 Fax: 800-958-9987 Email: info@gmi3.com Website: www.gmi3.com

SEE OUR AD ON PAGE 59

Our goal is to provide medical imaging products (specializing in diagnostic ultrasound and nuclear maging) and services to help you lower your costs, maximize your uptime performance, and improve your internal customer satisfaction.

Heartland Ultrasound SEE OUR Aaron Osgood AD ON PAGE 87 Noblesville, IN Phone: 317-405-7222 Fax: 888-726-7712 Email: sales@heartlandultrasound.com Website: www.heartlandultrasound. com Heartland Ultrasound is America’s trusted source for quality new and preowned ultrasound systems, transducers, and parts. We can offer an unbiased solution on the ultrasound equipment that is right for your facility, pricing that is a fraction of the OEM cost, with faster response time and exceptional support.

WWW.MEDICALDEALER.COM

13351 Progress Blvd.

SEE OUR Alachua, FL 32615 AD ON PAGE 67 Phone: 800-768-8622 Fax: 386-462-5330 Email: sales@intermed1.com Website: www.intermed1.com Your medical equipment sales and service experts: • Multi-vendor repair services, all levels of coverage • 24/7 availability • National Ultrasound: Service, sales & training • East Coast Nuclear Medicine: sales, service & training • Southeast Biomedical Services: Comprehensive programs & equipment repairs • Jump teams available

SEE OUR AD ON PAGE 45

J & M Trading, Inc. 409 Space Park North Goodlettsville, TN 37072 Toll-Free: 866-568-7234 Phone: 615-851-4229 Fax: 615-851-1842 Email: SmartMedSolutions@gmail.com Website: www.jandmtrading.com

J & M Trading offers over 35,000 square feet of quality tested parts, tubes, systems and ideas for diagnostic imaging, including but not limited to: X-ray, CT, MRI and NucMed. We provide repairs and deinstallations, and tube reprocessing. Continuous 24x7/365 customer service. All parts warrantied and ready to ship same day. Competitive pricing and discounts throughout the year.

DIAGNOSTIC IMAGING

Multi Diagnostic SOLUTIONS Imaging Solutions & SURGICAL

990 E. Cedar St. SEE OUR Ontario, CA 91761 AD ON BACK Phone: 800-400-4549 COVER Fax: 909-591-5293 Email: sales@multiimager.com Website: www.multiimager.com Founded in 1983, Multi Inc. specializes in the latest imaging technologies including DR, CR, X-Ray, PACS, CT, Mobile X-ray upgrade kits as well as a full line of surgical equipment for outfitting today’s modern operating rooms including surgical C-Arms, tables, lighting, sterilization and much more.

- Offices in Califonia, Las Vegas, NV and Florida - Sales of new and refurbished equipment & parts - Financing - Rental programs - Factory trained & certified - Installation & applications training - Technical support - Training

MW Imaging

SEE OUR AD ON PAGE 5

920 Hemsath Rd., Ste. 102 St. Charles, MO 63303 Phone: 877-889-8223 Fax: 636-925-0070 Email: info@mwimaging.com Website: www.mwimaging.com Unprecedented ultrasound imaging services from MW Imaging. Parts, probes, systems, service, loaners, repairs, and 24/7 tech support combined. We make it hassle free for all your ultrasound needs and requirements.

MEDICALDEALER 41

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND PROBES

National Ultrasound 2730 North Berkeley Lake Road, Suite B400, Duluth, GA 30096 Toll-free: 800.797.4546 Phone: 770.551.8797 Fax: 770.551.8598 Email: info@nationalultrasound.com Website: www.nationalultrasound.com

SEE OUR AD ON PAGE 44

Since our founding in 2003, we have focused on a single product category: new and used ultrasound systems, parts and probes. We are a company of ultrasound specialists with more than 250 years of collective experience and knowledge working with equipment from the largest ultrasound manufacturers. We have made the Inc. 5000 list for the seventh consecutive year.

PartsSource, Inc 777 Lena Dr. Aurora, OH, 44202 Phone: 877-497-6412 Fax: 330-562-9901 Website: www.partssource.com Email: info@partssource.com

SEE OUR AD ON PAGE 4

PartsSource is a leading provider of solutions for medical replacement parts for providers, ISOs and OEMs in the industry who need to innovate their procurement process to reduce overall costs.

42 MEDICALDEALER | SEPTEMBER 2015

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.

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

SEE OUR AD ON PAGE 8

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

Available 24/7/365.

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound Probes_Preferred Vendors

Trilogy Imaging Partners Toll-free: (888) 855-0985 Website: www.trilogydirect.com

SEE OUR AD ON PAGE 67

Search our website to instantly connect with vendors, service providers and recruiters. Easily locate service providers, parts companies, equipment resellers, recruiters or any other service that a healthcare provider would need. Our website works as a powerful tool to connect the right resource with your needs.

Trisonics, Inc. 533 Second St. Highspire, PA 17034 Phone: 877-876-6427 Fax: 717-939-6864 Email: sales@trisonics.com Website: www.trisonics.com

SEE OUR AD ON PAGES 62-65

Trisonics, Inc. is your ultrasound imaging partner specializing in ultrasound service, support, parts, probes and systems.

Our goal is to provide cost-effective solutions with an emphasis on personalized service.

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

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

SETTING THE GOLD STANDARD IN ULTRASOUND SOLUTIONS WWW.MEDICALDEALER.COM

MEDICALDEALER 43

The Largest Dedicated Seller of Ultrasound Probes, Parts & Systems

Authorized Re-seller for GE, Siemens, Toshiba and Mindray

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

GET A QUOTE PROOF APPROVED

Over 10,000 Parts in stockSHEET PROOF

CHANGES NEEDED

CLIENT SIGN–OFF:

TOLL FREE: 1 (888) 737-9980 INFO.NATIONALULTRASOUND.COM/QUOTE

2730 NORTH BERKELEY LAKE RD, SUITE B-400, DULUTH, GEORGIA 30096 PLEASE CONFIRM THAT THE FOLLOWING ARE CORRECT LOGO PHONE NUMBER WEBSITE ADDRESS SPELLING GRAMMAR

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M.I.T. has been providing top quality products and service for over 28 years. We sell and service diagnostic imaging equipment and provide a full line of services that can be individually tailored to meet each of our customers’ needs. Rely on us for de-installs/reinstalls, transportation, storage and construction.

Now offering sales and service of Neusoft Medical equipment.

CONTACT US: 800.729.4776 www.mit-tech.com

44 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

P h a n t o m s U l t r a s o u n d

ATS exceeds the technical standards required by ACR

• • • •

Multipurpose Doppler Flow

Contrast Detail

Custom Designed

ATS Laboratories, Incorporated www.atslaboratories-phantoms.com atslaboratories@yahoo.com Tel: 203-579-2700

Credible and Reliable Values and Consulting Valcon Partners, Ltd. is dedicated to providing tangible asset consulting and valuation services to the healthcare industry. Our Principals and Consultants average more than 20 years of experience in the healthcare industry.

We have performed hundreds of health care valuations, understand healthcare specific value drivers, the demands of confidentiality, the need to do more with less, and are able to respond quickly to today’s active marketplace.

CONTACT US TODAY:

815.477.1000

valconpartners.com

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MEDICALDEALER 45

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

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

Doctors Depot

800.979.4993 | doctorsdepot.com aaron@doctorsdepot.com

Dräger Fabius Tiro

Datex-Ohmeda Aestiva 5

• Compact, space-saving design

• Includes 7900 Smartvent (Optional PSV Pro Software)

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

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

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

100%

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

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

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

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

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

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

Dräger Fabius GS and Fabius GS Premium

GE Aespire 7100/7900

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

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

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

• Can be integrated with your hospital information system.

• Heated Absorber

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

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

• CLIC system for Soda Sorb

• Smart Alarms direct user to specific problems and affected parameters

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

46 MEDICALDEALER | SEPTEMBER 2015

• Color display

• 7900 Smartvent includes PSV Pro SW

• Advances Breathing System(ABS)

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

SURGICAL BOOM MARKET EXPECTED TO SURGE

T

he growing popularity of hybrid operating theaters among health care professionals and patients is powering the growth of the surgical boom market around the world.

The expansion of the market is being pushed by the increased demand for integrated operating rooms, particularly hybrid integrated ORs, according to industry research. Hybrid ORs require almost twice as many surgical booms as traditional integrated ORs creating more demand for these important pieces of equipment.

The global report “Global Surgical Lighting, Surgical Booms and Surgical Tables” released by iData Research reports that the total surgical boom market is expected to reach over $260 million by 2019 in the U.S., Europe and Japan combined.

Japan led the way in the use of boom systems in intensive care units in 2014, but the United States and Europe quickly followed suit and powered the trend to new heights.

“Surgical booms are often an afterthought to facilities as usually the company who installs the lighting systems also installs the WWW.MEDICALDEALER.COM

booms. However, the demand for booms is heavily increasing in the ICU work space,” according to Dr. Kamran Zamanian, iData Research Senior Partner.

“There is increasing competition amongst manufacturers to design booms that are functional for both ORs and ICUs,” Zamanian adds. “The rising value of the market led many companies to adopt pricing tactics in order to capture a larger share. This increased competition resulted in the top four companies accounting for 80 percent of the total market, with individual market shares being evenly distributed.”

Research and Markets reports that the U.S. market for video, high-tech and integrated ORs, which includes surgical booms, was valued at $1.74 billion in 2012. In 2013, the U.S. market exceeded $1.8 billion.

The report states that the market is expected to exceed $2.3 billion in annual sales by 2018, due to increased OR integration, which will further increase the sales of related equipment. In addition, the increased popularity of minimally invasive surgical procedures is generating more sales of surgical booms and other equipment.

The global hybrid OR market, which includes surgical booms, is

“There is increasing competition amongst manufacturers to design booms that are functional for both ORs and ICUs.” expected to grow at a compound annual growth rate of 16.66 percent during 2015-2021, according to a report from OCCAMS Business Research (OCCAMS).

“The primary reasons for this demand are government focus on improving health care facilities, development of large hospitals, demand for sophisticated medical services, among others,” according to OCCAMS. In the United States, the need to increase operating room efficiency is expected to generate demand for video and high-tech hardware devices (like those used in surgical booms) to be worth $4 billion, according to a summary report from OCCAMS. Similarly, the operating room integration market is expected to grow at an average of 15 percent annually, the report indicated.

MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

SEPTEMBER PRODUCTS : This month, Medical Dealer explores Surgical Booms.

CV MEDICAL NuCART

N

uCART is the world’s first all-in-one equipment manager, visualization, and ergonomic mobile boom system. It offers the advantages of turn-key video integration that can be wheeled to the point of care. NuCART provides HD images to surgeons during minimally invasive surgery where mobile fluoroscopy, ultrasound and surgical video are used. It also provides an equipment organization system that removes trip hazards and clutter, to improve staff and patient safety. The NuCART meets the budgetary and technical requirements of hospitals that are adopting modular image-guided hybrid ORs for procedures such as urology, interventional (vascular and radiology) and general surgery.•

48 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Surgical Booms_Product Showroom

SKYTRON Ergon 3

S

kytron Ergon 3 booms offer 360-degree equipment coverage from a single mount. The exclusive Central Tandem Mount provides four arms from one mount, allowing the equipment carrier, flatscreen displays and lights to be positioned anywhere around the patient. This single mount design saves on construction expense and eliminates rotational conflicts caused by the more traditional side-by-side mounts. Ergon 3 booms also feature a button-free, friction braking system that brings seamless arm movement without the expensive maintenance requirements. Other features include 330-degree rotation on all axes, ample cable throughput for future expansion and arm lengths up to 100 inches. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 49

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

TRUMPF MEDICAL TruPort™ Equipment Management Systems

T

rumpf Medical’s TruPort™ line of Equipment Management Systems (booms) has raised the bar on modularity since its introduction. Interchangeable panels allow the hospital to easily and economically reconfigure each TruPort™ service head as needed, repositioning electric, gas, components and accessories. This allows processes and workflows in the OR and critical care environments to be streamlined, helping to improve safety, ergonomics and patient care at any time. The modular integration of new technologies essentially future-proofs each room and protects the hospital’s investment. TruPort™ is available with either electro-pneumatic or electro-mechanical braking systems.

Both options hold TruPort™ in place in the event of gas/power interruption. TruPort™ is compatible with Trumpf Medical’s full line of innovative accessories and its hygienic design allows for easy cleaning. •

50 MEDICALDEALER | SEPTEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PREFERRED VENDORS

SURGICAL BOOMS

PartsSource, Inc ALCO Sales & Service Co. 6851 High Grove Blvd.

Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800.950.1167 Email: info@alcosales.com Website: www.alcosales.com

SEE OUR AD ON PAGE 80

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

WWW.MEDICALDEALER.COM

SEE OUR 777 Lena Dr. AD ON PAGE 4 Aurora, OH, 44202 Phone: 877-497-6412 Fax: 330-562-9901 Website: www.partssource.com Email: info@partssource.com

PartsSource is a leading provider of solutions for medical replacement parts for providers, ISOs and OEMs in the industry who need to innovate their procurement process to reduce overall costs.

Soma Technology, Inc. SEE OUR 166 Highland Park Drive AD ON PAGE 53 Bloomfield, CT 06002 Toll-Free: 800-GET-SOMA Phone: 860-218-2575 Fax: 860-218-2565 Email: soma@somatechnology.com Website: www.somatechnology.com Soma Technology is the industry leader of refurbished medical equipment, and is capable of outfitting entire healthcare facilities from the initial stages to expansion. Our certified engineers and sales representatives provide high quality products and services at the most affordable prices. Our large inventory allows for prompt delivery and guaranteed satisfaction.

MEDICALDEALER 51

BUYING & SELLING

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MEDICAL EQUIPMENT, PARTS & SERVICE

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TRIM 4.5”

Nuclear Medicine Systems, Parts & Service

“If you can trace a device to its original owner, you have a greater likelihood of identifying manuals, specs. UDIs are never retired, deleted, or removed. They might be deactivated, but they’ll always be there.”

BY MATT SKOUFALOS

DEVICE MANAGEMENT GOES GLOBAL LATEST FDA PHASE-IN PLANS FOR UNIQUE DEVICE IDENTIFIERS HIT SEPTEMBER DEADLINE

Big data has been more than a trend in medical device management for years, driving everything from cost analyses, patient outcomes, and product recalls to purchasing decisions and maintenance schedules. But with the creation of the FDA’s Global Unique Device Identification Database (GUDID) by the U.S. Food and Drug Administration (FDA), and the subsequently rolled out mandates to label medical devices with unique device identification (UDI) codes, medical equipment manufacturers in the original and aftermarkets are being folded into a greater, national inventory control process than has ever existed in the United States.

DEVICE MANAGEMENT

S

eptember 24, 2015 represents the second of five benchmark deadlines in the GUDID and UDI process: the date by which “the labels and pack-

ages of implantable, life-supporting, and life-sustaining devices must bear a UDI,” according to the FDA. Although many manufacturers have already been labeling their products with FDA-specified standards, the process of complying with the UDI program requires them to do so in both human- and machine-readable formats.

Shepherding manufacturers and remanufacturers through the process are three UDI-issuing agencies: the Health Industry Business Communications Council (HIBCC), GS1, and International Council for Commonality in Blood Banking Automation(ICCBBA).

HIBCC UDI codes are based on an alphanumeric standard with an 18-character variable-length product code, Hankin said. These typically serve device manufacturers — such as those of orthopedic equipment — who manage large numbers of small parts.

Such manufacturers “need a large data set to identify each of them uniquely, and never use the same ID twice,” Hankin said.

In comparison, said Siobhan O'Bara, Senior Vice President of Industry Engagement for GS1 US, GS1 Global Trade Items Numbers, or UPCs, provide numeric product identifiers of a fixed

Many device manufacturers were already compliant with the new FDA regulation before it was passed, Hankin said; conversely, some weren’t labeling at all.

But as the federal government “is trying to build what would amount to a giant medical device catalog,” with the GUDID, what’s really happening is that the FDA is coordinating with similar standardization initiatives of other countries, he said. Similar legislation is being considered by the European Commission, and Turkey has had such regulations in place since 2006.

Because of the FDA regulations, Hankin said, “we’re getting new registrations every day,” as foreign companies that export their products register them with HIBCC. In fact, he said, the entire process will have benefits for importers of foreign-made medical devices, as the FDA can better identify “counterfeit devices that sneak into the United States” as much as it can manage “patient safety issues, medical error issues, [and] logistical warehouse issues.”

“It’s an exciting time,” Hankin said.

“It makes good sense. Barcoding’s been

“It’s an exciting time, it makes good sense.

Barcoding’s been around a long time, but typically, when it was issued in the ’70s and ’80s in health care, once it moved past the loading dock, the barcode wasn’t really used.”

Bob Hankin

Among manufacturers in the health care industry, the most commonly used bar code standards are those devised by HIBCC and GS1, said Robert Hankin, PhD., President and CEO of HIBCC of Phoenix, Arizona.

Both standards are UDI-compliant, but with different technical characteristics.

56 MEDICALDEALER | SEPTEMBER 2015

length. They are typically used in retail and health care environments.

ICCBBA codes are also alphanumeric, but require unique identifiers that tie human tissue products to their donors, according to Pat Distler, Technical Expert at ICCBBA in San Bernardino, California. These are the least commonly used among the three standards.

around a long time, but typically, when it was issued in the ’70s and ’80s in health care, once it moved past the loading dock, the barcode wasn’t really used.”

Today, barcode scanners are far more omnipresent, and far more integrated into inventory management practices. HIBCC, for example, offers a free, downloadable app that allows users to scan a medical device and get the UDI. MEDICAL EQUIPMENT, PARTS & SERVICE

“It has to have a HIBCC code on it for our app to read it, but it’s that kind of simplicity,” Hankin said. “A nurse or a physician or a hospital administrator, if they’re jotting down information or need information about a device, they can scan it.”

NICHE CASES Aftermarket medical device manufacturers must also secure UDIs for their products, and they should be brand-consistent to the original equipment manufacturer, said Siobhan O’Bara.

Refurbishing a product and relabeling it would require the generation of a new UDI under the FDA statute — which does not cover questions of liability or financial responsibility for doing so.

Most of all, the entire process, like all FDA actions, is designed with patient safety in mind, she said.

“The patient is the focus of this,” O’Bara said. “The FDA vision is that you or I as a patient could go in, pre-care, post-care [and] look up a device to which we have insider access from our electronic health record or implant registry information; the same information that is being demanded in the consumer space.”

Most capital equipment will bear a direct mark from its original manufacturer as well as having a DI (device identifier) and PI (production identifier) etched into them, O’Bara said, providing a “direct link from the original manufacturer,” especially in the cases of devices that go through sterilization or even re-processing. Devices with a longevity beyond that package will have markings that must be managed during a reprocessing or remanufacturing, she said.

“When you reprocess a device or an item and you call it something else, because you don’t resell it under the manufacturer’s original part number, that counts as a separate device, and you need to identify that device,” O’Bara said.

“You are responsible for that identification record from the time that device moves out of your facility into another location or a provider setting,” she said.

WWW.MEDICALDEALER.COM

Siobhan O'Bara

“The FDA vision is that you or I as a patient could go in, pre-care, post-care [and] look up a device to which we have insider access from our electronic health record or implant registry information; the same information that is being demanded in the consumer space.”

An even more specialized segment of the device identification market than the aftermarket is human tissue that is regulated as a medical device. It’s a niche market, Distler said, comprising such exotic products as corneal lenti-

cules, umbilical cord vein grafts, human collagen, and femoral veins used as arteriovenous shunts. FDA already determines on a case-by-case basis whether products of human origin are regulated as biologic or as medical devices.

“There’s not a lot of tissue devices compared to the medical device world, which has thousands of products,” she said. “They have lot numbers; they produce a hundred identical items. With tissues, they’re all unique.”

The function of unique identifiers on products made with human tissue is to create a traceable path from the donor of a product to its recipient. Most typically, donor tissue comes from a cadaver, Distler said, and if information about the deceased is revealed that could have a potential impact on patients, every single recipient of tissue from that donor must be identified for the purposes of follow-up.

“They may later learn that a patient had been exposed to hepatitis, let’s say, and therefore, they want to recall all those products,” Distler said. “They need to find out where they all went, bring them all back, quarantine them, and destroy them.”

ICCBBA is an organization as distinct and equally specialized as the challenges of identifying human tissue-based products. The council employs just a dozen people, and is “not even considering branching out” beyond its focus of serving organizations like tissue banks that deal with medical products of human origin, Distler said. In observing the challenges related to managing that niche clientele, the takeaway is that those FDA policies that work for 99 percent of product labeling systems don’t work for all of them.

“Ours is a little more complicated because we have standardized product coding,” Distler said. “The other systems don’t require that, but that’s part of our system. We have a donation identification number; that too, is new for them. [Vendors are] having to learn a new way of identifying products and that’s kind of an educational process. We talk with them, MEDICALDEALER 57

DEVICE MANAGEMENT

we work with them, we help them select the codes they’re going to need.”

In implementing a changeover to a system that is compliant with the FDA regulations, Distler said pitfalls include the time that it takes to implement widespread changes to software, proving their stability, and doing so rapidly, and without error.

“It has to be right,” she said. “It is a challenge. I respect the people doing it.

They didn’t have a huge amount of time.”

the FDA regulations. The UDI statutes were drafted with input from “organizations that supported a global vision of patient safety,” O’Bara said, including the International Medical Device Regulators Forum (IMDRF), inviting collaboration that allowed “the best opportunity to understand what the other regulations meant for a country” and seeking “as much commonality as possible for a global regulation.”

“There’s always going to be a level of locality in your regulation, but if your base identifier has global uniqueness and global interoperability, then your end-toend supply chain visibility has the best

upside of the device identifier question “actually folds quite cleanly into the Affordable Care Act and the 21st Century Cures Act,” linking device information with patients’ electronic health records, and creating a timeline of health care decision-making that is transparent to patients and caregivers. Such data could be used by patients to request a certain type or condition of product at some point in the future, perhaps within a decade or more.

“Between 2018 and 2020 you’re going to catch the net of all the [FDA labeling mandate] implementation and all the markings,” O’Bara said.

“It has to be right, it is a challenge. I respect the people doing it. They didn’t have a huge amount of time.”

Pat Distler

After the September deadline, Distler said, “the ball will pass to the receiving organization” — in other words, the hospital systems that have to read those bar codes. Just as in its regulation of blood banks, in which “the FDA required bar coding on blood bags before they required anyone to be able to read them,” Distler said, the onus falls on the labelers first.

“We’re moving in the right direction,” she said. “There will be bumps along the way. It’s a first step; a huge first step.”

GLOBAL CONSIDERATIONS With the exception of those products that do not fall under the guidance of Good Manufacturing Practices, everything that is constituted as a medical device in the United States is bound by 58 MEDICALDEALER | SEPTEMBER 2015

opportunity for a good outcome,” O’Bara said. “The visibility doesn’t stop and start at borders only.”

O’Bara also believes that, in the longer term, the Big Data payoff for the information yielded by unique device identifiers could prove to be significant, revealing “an empowerment of [analytical] information previously unavailable to patients and clinicians” about medical equipment.

“Is a higher-priced item performing better than a lower-priced item?” she said.

“Is a reprocessed unit clinically different from an OEM one? It provides a level of analytics previously unavailable.”

“The vision is that with this identifier, which is both machine-readable and human-readable, on your inner pack and outer pack, you now are moving into an entirely different realm of inventory management [and] inventory traceability,” O’Bara said.

O’Bara also believes that the analytics

Many device companies that never had to consider labeling before will now have to take on that challenge, Hankin added; so, too, he said, will health care workers who never had to consider the impact of device labeling.

“Physicians right now will have to know a lot more about this,” Hankin said. “We see that bedside nurses don’t usually think about things like scanning product codes, but they may begin to when these things become required information in patient medical records.”

He also believes the UDI initiative will offer “next-level impacts” that he regarded as “positive.”

“In a good database, it acts almost like a product pedigree,” Hankin said. “If you can trace a device to its original owner, you have a greater likelihood of identifying manuals, specs. UDIs are never retired, deleted, or removed. They might be deactivated, but they’ll always be there.”

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MEDICALDEALER 61

CORPORATE PROFILE

TRISONICS

E

leven years ago, three former Acuson engineers realized that there was a lack of exceptional customer service

with affordable pricing throughout the ultrasound industry.

This realization led to the partnership and formation of Trisonics Inc. by those engineers – Stuart Latimer, Bryan Hoffman, and Alan Pettenati. Today, Trisonics is known throughout the ultrasound community for providing that same excellent customer service in a cost-effective manner.

In the beginning, the three men purchased a warehouse in central Pennsylvania, and took their tool bags out to provide their customers with a new solution to ultrasound service. They have built Trisonics to where it stands today while still holding true to the belief that success comes from keeping customers happy.

As the years have gone by, Trisonics now finds itself at a very exciting time with a great deal of news surrounding the company.

“This year, we were very excited to announce that we entered into an authorized distributorship with GE Healthcare in Women’s Healthcare and Urology. This distributorship allows Trisonics the opportunity to offer new GE 62 MEDICALDEALER | SEPTEMBER 2015

“ Trisonics prides itself on its extensive in-stock inventory. Our inventory consists of thousands of parts from multiple vendors that are ready to be sold anywhere in the world.”

systems in Pennsylvania, Ohio and New Jersey. This is a first for both GE and Trisonics and we are happy to offer this advantage to our customers,” Trisonics President Stuart Latimer says.

In addition to their new distributorship, Trisonics has also experienced notable growth within the company resulting in their expanding inventory.

“Trisonics prides itself on its extensive in-stock inventory. Our inventory consists of thousands of parts from multiple vendors that are ready to be sold anywhere in the world,” he adds.

This growth continues to generate new opportunities for Trisonics as its customer base expands, creating more demand for its exceptional service.

“Over the past year, we really started to outgrow our current building. With a constantly evolving inventory and a growing staff, we decided it was time for us to move to a bigger facility,” Latimer explains.

“This realization led to the purchase of our new building and we couldn’t be more excited for all the new capabilities that we are gaining and will be able to offer our customers with our new location.”

This 24,000-square-foot facility will contain a state-ofthe-art training center, a massive amount of inventory space, along with the capabilities needed to do in-house repairs.

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From left to right: Trisonics’ owners, Bryan Hoffman, Alan Pettenati, and Stuart Latimer.

“The new facility will allow us the ability to grow to meet and exceed our customers’ changing needs,” he adds.

It is an exciting time at Trisonics with a larger facility and expanded offerings, but the focus remains the same as the day the company was founded more than a decade ago.

“Trisonics’ core competencies are really the backbone for which the company was built. Excellence – provide exceptional customer service and sales support to every customer, every time. Experience – to be the most knowledgeable and highly trained in the ultrasound industry. Integrity – Use honest and moral principles in all of our day-today activities,” Latimer says.

Trisonics’ dedication to using its core competencies in a way that WWW.MEDICALDEALER.COM

“Being able to hire and train the best engineers in the business and offer that service to our customers is such an exciting opportunity” brings value to their customers has led to the company being recognized by the state of Pennsylvania.

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

Trisonics was nominated for the ImPAct Awards because of its

consistent revenue/profit growth, commitment to expanding its workforce, and participation in several community outreach activities. This past year was an especially successful time for Trisonics as it increased company growth by 26 percent and added 10 new full-time members to its team.

The atmosphere at Trisonics reflects the sentiments of its founders to this day and the employees are excited about the opportunity to work for a growing MEDICALDEALER 63

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

“Our employees are the heart and soul of everything we do here at Trisonics. We are only as good as we are because of the people we have. I truly believe that every employee of Trisonics is absolutely the best at what they do.

We all believe that if we put the customer first, they will keep coming back.” company that has a respected reputation throughout the industry.

“Being able to hire and train the best engineers in the business and offer that service to our customers is such an exciting opportunity for Trisonics,” Latimer says. “Realizing that we started with only three of us and that we now have one of the largest independent ultrasound service organizations in the country that continues to grow, is unbelievably exciting!”

64 MEDICALDEALER | SEPTEMBER 2015

When asked to elaborate, Latimer never hesitates to give his employees all the credit.

“Our employees are the heart and soul of everything we do here at Trisonics,” he says. “We are only as good as we are because of the people we have. I truly believe that every employee of Trisonics is absolutely the best at what they do. We all believe that if we put the customer first, they will keep coming back. There is such a family

dynamic here at Trisonics where everyone collectively works toward and celebrates the overall success of the company.”

Since Trisonics is such a unique company, they are always looking to discuss their mission with customers along with how they continue to differentiate themselves from their competitors.

“The success of Trisonics comes because our staff and engineers believe in the core values upon which Trisonics was built: Excellence, Integrity and Experience. It is our top priority to treat each customer with respect and integrity, and to ensure complete satisfaction with the services we provide. In order to provide this high level of service, the right people have to be in place.

Trisonics owes a lot of its success to hiring great people who are dedicated to what they do,” Latimer explains.

Because of that dedication and commitment to excellence over the years, Trisonics now has the capabilities in place to offer ultrasound solutions to customers throughout the United States.

“We want everyone to think of Trisonics as a Total Ultrasound Solutions Provider,” Latimer says. “We are not only a hands-on service provider in the Mid-Atlantic Region but also provide exceptional systems, parts and probe sales anywhere throughout the country, along with premier tech support.

We have experts who want to provide customers with fast and reliable customer service in any area that they may need assistance.”

TO LEARN MORE ABOUT TRISONICS visit their website at www.Trisonics.com.

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MEDICALDEALER 65

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MEDICALDEALER 67

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

MEDICAL TEAMS INTERNATIONAL I

n a world in which nearly 7 million children die from preventable diseases before their fifth birthdays, 285,000 women die during pregnancy or childbirth due to a lack of access to services, and 42,500 people are made refugees around the world, the need for relief from disaster, conflict, and poverty is overwhelming. To address those deficits in a way that creates sustainable, lasting change is the mission of the Tigard, Oregon-based nonprofit, Medical Teams International (MTI).

“We live in a world of tremendous need and tremendous opportunity,” said Joe DiCarlo, Vice-President of Programs for MTI. “We take the human resources, financial resources, material resources, and match them to where the need is greatest so we can have maximum impact.”

MTI is designed to respond to those disasters that local governments or the communities affected by them do not have the capacity to respond to. It trains pools of volunteer doctors, nurses, and paramedics to become part of the teams that provide direct services in those countries, “to stop the bleeding,” DiCarlo said; “to save lives.”

“We work with local agencies, local government, and help com68 MEDICALDEALER | SEPTEMBER 2015

plete or implement their relief plan,” DiCarlo said. “We don’t just respond to disasters and then leave.”

The overarching goal of the organization is to save and improve the lives of 5.5 million of the world’s most marginalized people by the year 2020. When a disaster strikes, MTI works to rehabilitate the local health system to get it online again.

The group also ships in medical supplies, trains local responders, and operates data-driven development programs to manage the specific needs of the communities in which it operates.

“We’ll implement programs with the community and see how we’re doing,” DiCarlo said. “If we’re not improving, then we make course adjustments so we can ensure we’re making a difference on a two- or three-year project.”

Its efforts are significant. In concert with the United Nations High Commissioner for Refugees, MTI has provided medical care for not only the 400,000 refugees entering Uganda from places like South Sudan, Burundi, and the Democratic Republic of Congo, but also for indigenous Ugandans.

“We don’t want to provide quality care to the refugees and not allow the host community to have that as well,” DiCarlo said.

In Cambodia, where many women may deliver their babies

without the aid of nurse midwives or birthing attendants, MTI operates multiple programs designed to improve maternal-child healthcare.

These include birth training for nurse midwives, the arrangement of transportation during the labor and delivery period, and even the provision of a non-pneumatic shock garment that helps treat women at risk of hemorrhage during birth.

“In one clinic I visited, that garment was used 10 times, and nine of the mothers went home to their babies,” DiCarlo said. “Without it, we would have lost all of them.”

In Guatemala, where hygiene is an issue that exposes children to fatal risks from diarrhea and upper respiratory ailments, MTI is working with community health and political leaders to address root causes. The organization is helping put smokeless stoves in their homes as well as constructing ventilated pit latrines, and doing so with a sensitivity to their culture.

“Our staff follow up on hygiene education and train local mothers to give the messages to their own neighbors,” DiCarlo said. “It’s honoring and providing dignity to the community, it’s empowering the community to take responsibility for their own health, and in many cases, it’s doing quite well.”

The needs of vulnerable populations are not merely confined to MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

“In its backyard of Washington and Oregon, MTI has refitted 11 40-foot Winnebago vans that house two complete dental offices. Five days a week, they travel to areas of rural communities that don’t have access to care, can’t afford care, or don’t receive Medicare.” foreign nations; likewise, neither are the efforts of MTI. In its backyard of Washington and Oregon, MTI has refitted 11 40-foot Winnebago vans that house two complete dental offices. Five days a week, they travel to areas of rural communities that don’t have access to care, can’t afford care, or don’t receive Medicare.

“You’d be surprised how many children in our own communities can’t swallow because they have tooth pain,” DiCarlo said. “That keeps them out of the emergency room, keeps the WWW.MEDICALDEALER.COM

costs down, and allows us to address the need of marginalized persons in our own community.”

MTI also operates a warehouse for storing and transporting donated medical supplies to its partners around the world. Since 1986, the company has shipped $1.5 billion worth of medical supplies where they’re needed most, DiCarlo said — but that figure pales in comparison to the value of the volunteer component of its efforts.

“We can get expertise that we

need for a project, sending medical doctors to provide direct care, sending medical specialists to provide training; to enhance the work we’re doing and provide impact,” he said.

“We take the resources that we have here on this side of the ocean, and we’re the conduit that allows them to be used in effective ways in communities in need and have a lasting impact.”

MTI also works to expand the native institutions in the countries it visits, such as Guatemala, MEDICALDEALER 69

SLICE OF LIFE_Pay It Forward

Haiti, Liberia, Uganda, and the Philippines. By working in partnership with the local communities in which it operates, MTI is incorporating the perspectives of the people in need while also empowering them to become self-reliant and capable.

DiCarlo tells the story of a nurse midwife that MTI had sent to South Sudan to provide education about emergency obstetrics and newborn care.

“She had just done a session on delivering by C-section, and a woman with a troubled pregnancy came in,” DiCarlo said. “She talked the doctors through the C-section, she resuscitated the baby, and both baby and mother are doing great.”

70 MEDICALDEALER | SEPTEMBER 2015

In some countries around the world, traffic accidents are a leading cause of death, often because of poor treatment from first responders or unsafe transport to the hospital, DiCarlo said. In response, MTI works to develop curricula with local ministers of health that are technologically appropriate for each country.

“We train master trainers, and that training is cascaded down throughout the system,” he said. “In some countries, we’ve changed the way they handle emergency paramedics, and it’s part of a national system. In some places where people were normally put in the back of a taxi or a motorcycle, they now have an ambulance. They’re now

transported safely and appropriately [and] they’re assessed before they’re transported.”

The results of outreach from MTI have been long-lasting and tangible. After Typhoon Yolanda hit the Philippines, MTI worked to train local first responders to handle storm emergencies. When another typhoon threatened to hit the same area in which the agency had served 20,000 people just a year later, the local paramedics were prepared. “[They] contacted us and said, ‘Thank you for your training. We’re ready for this,’ ” DiCarlo said. “We can’t be everywhere, but where we are, we can build the capacity of the local system.”

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SLICE OF LIFE_

By Matt Skoufalos

WRAP IT UP A

s the Strategic Program Director for PartsSource of Aurora, Ohio, Dan Brenner travels to health care corporations across the United States for software installations. He’s been to some very high-profile environments and seen well-oiled, efficiently run operations.

But at every workplace to which he’s traveled, no matter how pleasantlooking the campus, Brenner said he’s also seen a lot of workers who are simply “going through the motions” on a personal level – focused on their tasks almost to the exclusion of exhibiting any personality. At best, he finds it sad; at worst, Brenner believes it’s a legitimate drain on the positive and collaborative culture necessary to sustain a healthy and productive environment.

“People leave their jobs and they go home to their kids, and they turn into a different person,” he said. “They’re so much happier. Why’d you change?

Come to the office and act the same way; people will really like you then.”

“It’s like you put on two suits when you come to the office: this outside suit and the inside suit,” Brenner said. “I want them to drop the inside suit.”

At the same time, Brenner’s childhood friend, chef Anthony Carano, was searching for a partner to launch a food truck business. The pair saw a natural fit for the two ideas: bringing de-stressing, personally engaging activities and food-truck fare to workplaces that are focused on routine, and shaking things up a bit. They called the business Wrap It Up. So far, Brenner said, the idea has been bringing a much-needed break from the doldrums of office 72 MEDICALDEALER | SEPTEMBER 2015

Chef Anthony Carano life to people who are in need of reconditioning.

“We’ve got project managers, lawyers, CPAs; people from all walks of corporate life who are equally as fed up with the boringness as I was,” Brenner said. “We’re trying to take you out of your normal day.”

Despite the simplicity of the idea – to put the stress of work aside for just a moment and have some fun – Brenner described how difficult it was for people at the companies Wrap It Up visited to get the hang of it. Even on his home turf of PartsSource, which was the incubator for much of the process, it took some convincing to coax employees into dipping into a parking lot filled with mini-golf, Nerf guns, footballs, Frisbees, tailgating games, and life-sized Jenga blocks.

“It has been the biggest challenge for us to show people what we’re

trying to do,” Brenner said. “Stuffing all that cool and fun activity stuff in front of the building, nobody would do it. We even offered discounts [to PartsSource customers] for people to do something fun. ‘I’ll sell you this product for 5 percent less if you’ll just highfive me.’ They wouldn’t do it. It was unbelievable.”

But with the right soundtrack – old-school hip-hop, Bruno Mars, and ’80s rock – a staff of party-motivator types, and repeated visits, Brenner said, resistance to the concept eventually waned, and fun won out. At fluid systems manufacturer Swagelok, for example, Wrap It Up became an employee reward for hitting monthly goals. When the truck showed up, executives lost their suit coats, and the Nerf ammunition flew across the parking lot.

“You can literally see the stress melting away from these people’s faces,” Brenner said.

Unlike a typical corporate retreat, which can be expensive and isolating, Wrap It Up is an activity that only lasts the length of a lunch or breakfast, and is best used simply to break up the monotony of the workday experience, Brenner said.

“You have everyone here, and there’s a putter right here with golf balls, and you can take a couple of putts real quick and clear your head,” he said.

The food side of the Wrap It Up business is the work of Carano, the COO and executive chef, whom Brenner describes as “a fountain of creativity that I just cannot stop from flowing.” The menu runs the gamut, from healthy – spinach, tomato, and egg-white wraps – to indulgent, such as the French toast and bacon wrap topped with maple syrup. At lunch, the MEDICAL EQUIPMENT, PARTS & SERVICE

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of workplace culture],” Brenner said.

“When they were building their companies, their plan was to create a better work environment and pull in the most talented employees because of that.”

That same approach is also what helps Wrap It Up recruit and retain the engaging talent in its front-of-house business that Brenner said makes the whole thing work.

“Our employees that have gravitated towards this keep coming up with more clever things to provide our customers,” he said. “We’ve had a couple of people come to us who you wouldn’t expect to take a job as an attendant at a food truck. I had people [who worked] with nurses and lawyers say that they were interested in taking the job because it’s not just about food.”

Although the concept and effort are shared, Brenner credits the Wrap It Up team with the success of the truck to this point.

“I’m just here to make sure that they continue down the path of helping people at their jobs.”

TRIM 9.75”

spinach, tomato, and cucumber with black bean patty wrap is complemented by the Buffalo chicken mac wrap, which mixes in Fritos and creamy cheddar macaroni. It’s a winning combination of fun and taste that Brenner said is popular enough to franchise, and which he expects to be taking beyond the borders of its home state of Ohio within a year or so.

“Food trucks only fail because they start a restaurant,” Brenner said. “Our entire business plan is continuing to work with food trucks and hopefully franchise. If we just did this in hospitals, then we would have a successful, franchisable model.”

As people catch on to the idea of what Wrap It Up represents, Brenner said, the business “can’t grow fast enough.” He believes it could be on the verge of a corporate culture shift that, if he’s right, will not only be profitable, but meaningful, too, especially as fun is beginning to be recognized as an equally important component of the workplace as professionalism.

“Companies like Google and SAS are two great examples [of the value

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MEDICALDEALER 75

SLICE OF LIFE_The Other Side

By Jim Fedele

INTEGRATION DILEMMA

A

t my facility medical equipment integration to our patients’ EMR has been growing exponentially over the past couple of years. The integration capability of medical equipment is now part of the evaluation process for any purchase. Unfortunately, our experience has been that supporting devices that integrate to the EMR insidiously use more time than we were led to believe by the vendors.

This has created staffing challenges and sometimes tarnishes our reputation with customers who do not understand the moving parts involved with integration. As we try to navigate through our issues, I would like to share my experiences with you in hopes you can learn from them.

My first experience with device integration has been in the surgical services department. I remember the kick off meeting quite vividly, the vendor touted the system as reliable and problem free. They told me after the initial setup we would have minimal involvement in the day-to-day operation. The reality has been quite different from what we were told.

The system has quirks that can make it unreliable and the agreed upon backup plan to manually document when it isn’t working is normally not acceptable to the users now. My team is summoned at a moment’s notice with the threat of canceling the case and shutting down the room. Luckily, we have a great relationship with our IT team and have worked closely to build expertise to solve the majority of the problems. However, the system is probably using about 15 percent of 76 MEDICALDEALER | SEPTEMBER 2015

As your facility works through its integration projects I highly recommend you address support staffing needs. Contrary to what the vendor will tell you, the system will need support from your team. my techs’ time to address issues. We did not plan for this new demand on labor because this is our first experience with the system. Therefore, we did not build the extra support into our department.

My second experience has been in our ICU. We integrated the patient monitors to the Critical care EMR. Again this project was supposed to be seamless and easy as the monitors and the EMR were built to work together.

The implementation of this project went a lot smoother; the support continues to challenge both IT and my teams. Learning from the first experience, I tried to forecast the labor needs but was unsuccessful in convincing my boss that this was something we needed to add labor to. This system has also had its fair share of issues as its reliability hinges on users doing things correctly in the program, when they do not it causes many problems that are very difficult and time consuming to solve.

The issue with all the integration is it is very difficult to assign a value to the amount of support time it will need to keep everything functioning correctly. As opposed to figuring

out general equipment maintenance, we can estimate preventative, corrective maintenance time and parts costs based on the equipment type. For integration support there are many variables that can cause issues with the system. The user’s ability to use the system correctly, the state of the network, and the complexity of the connection from the equipment to the EMR all seem to impact the reliability of the system. What further complicates the issue is that unlike medical equipment where we can test equipment and logically troubleshoot problems, these tools and techniques are not available for EMR problems. The problems erode a tech’s time as they require a unique solution that must be solved from the beginning each time. Even as we build our database of “fixes” the majority of the solutions continue to be unique to each problem.

I have also found that our relationships with our users have been strained. Because I was not able to secure additional resources to be responsible for integration my present staffing complement is strained trying to keep up with demand. A few short MEDICAL EQUIPMENT, PARTS & SERVICE

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months ago users had to manually document, but once the system was turned on they can’t be without it. Frankly, they seldom care about what other priorities we may be working on.

The good news through all of this is that our relationship with IT has certainly gotten stronger, because in most cases it is hard for users to know if the issue is an equipment or software problem. In an effort to support our users aptly we share the responsibility to ensure the system is working and engage each other for help. However, 90 percent of the problems are user and IT related.

As your facility works through its integration projects I highly recommend you address support staffing needs. Contrary to what the vendor will tell you, the system will need support from your team. If your facility’s users are accustomed to using your team to solve their problems they will call on you no matter what they are told. Frankly my experience is that biomeds are more responsive than the vendor and most IT departments. So, I do not really blame them for that.

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JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 12 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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MEDICALDEALER 77

SLICE OF LIFE_

By Dan Bobinski

SIX TIPS FOR SURVIVING AND THRIVING IN THE FACE OF CHANGE

T

and encourage ongoing dialog on the ideas people offer on making the change a reality.

That’s the overview. Now for some shoe leather. How people engage change at all levels in an organization can make a huge difference in its success. The following is a more tangible list of things everyone can do to help changes work out for the best.

he tried and true may have worked well up until now, but is it the best way to continue? Many organizations are facing new challenges and opportunities, and if you’ve been around a while, you know that you can count on the fact changes will occur. But how managers and leaders implement those changes can make the difference between surviving and thriving.

About 10 years ago I read about research conducted by psychologist Jeffrey Schwartz and executive coach David Rock. They had extrapolated practical application from brain research and neuroscience on how people deal with change. From their findings, I selected what I consider to be the three most practical things a company can do to give their change efforts the very best chance of succeeding. Those three things are Focus (on the big picture), Expectation (of “a-ha” moments of insight), and Attention Density (the amount of attention devoted to a subject over time).

As a brief overview, Focus is the big picture of change that is provided throughout the organization, and the earlier it is disseminated, the better.

Big picture is exactly that – a broad vision of the new direction without too many details.

Expectation refers to a cultural atmosphere that leadership establishes. Stated another way, leadership plants an expectation that people will 78 MEDICALDEALER | SEPTEMBER 2015

Dan Bobinski Workplace Consultant

“Since our workplace is more than just our own workstation, we expand our value to the organization by looking at how change is occurring at all levels.

have cool ideas for how to best bring about the new big picture. This creates maximum buy-in; A deep-seated ownership of the change at multiple levels.

Attention Density means you keep talking about the focus and the expectation. You make the big picture a frequent part of the workplace conversation, and you acknowledge, applaud,

1. Stay Engaged Whether we’re a high-profile superstar or an unsung hero, the work we do contributes to a common good. If we back off in the face of change, important connections and communication lines start to fade away. Instead of withdrawing from change, refocus and think “excellence.” In every aspect of your job, ask yourself, “If someone else were looking at my attitude toward my work, would they consider it to be excellent?”

Aside from an internal attitude of staying involved, we can also join a committee or a project team. Our purpose should be to stay plugged into the projects occurring throughout our organization.

2. Keep an Eye on the Big Picture Since our workplace is more than just our own workstation, we expand our value to the organization by looking at how change is occurring at all levels.

Even the picture outside the organization needs to be considered: Baby Boomers are aging, global markets are expanding, technology is improving, MEDICAL EQUIPMENT, PARTS & SERVICE

budgets are getting tighter, and con5. Be Flexible Bottom line sumers are better-informed and more Look for ways to blend changes into How we approach change affects how involved than ever before. your normal routine. Think in terms it impacts us. We can work to accomWe should also consider changes in of creating new traditions, or new sysmodate it, or we might get flattened as our individual industries. This can be tems. it rolls over us. As always, what we do done by staying active in professional Naturally, we need to maintain effiis a choice. My recommendation? Stay associations, reading industry journals, ciency and effectiveness, but flexibility focused on the upcoming big picture, attending conferences, and even surfallows us to roll with the changes eagerly expect “a-ha” moments for ing the Internet for industry news. instead of slamming up against them. how to make the change work better, Being aware of our company’s We can be flexible in both our attiand make both of these part of your long-term goals (including vision and tudes and our responsibilities. One regular conversations. By doing these mission statements) should help us client of mine put it like this: “Be keen things, your chances of success go way stay engaged in what is happening up. on finding efficient ways for adapting around us. to new realities.”

3. Talk and Listen DAN BOBINSKI is a certified behavioral 6. Learn From Your Network.

We are better able to interpret the analyst, author of the best-selling “CreatSince people in our network are probPROOF S NEEDED events around us if wePROOF stay in APPROVED tune ing Passion-Driven Teams” and president of ablyCHANGES facing changes themselves, they with others about what’s going on.

Workplace-Excellence.com. His latest book serve as a sounding board as well as a CLIENT SIGN–OFF: This means talking with others about is “Removing Obstacles to Success.” He travsafety net. I like the Benjamin FrankPLEASE THAT THE FOLLOWING AREtogether, CORRECT what we’re seeing and seeking outCONFIRM and lin els internationally helping organizations of quote, “If we don’t hang LOGO PHONE NUMBER ADDRESS all shapes SPELLING GRAMMAR considering their observations, too. and sizes. Reach him at dan@workwe’re going to hang WEBSITE separately.” Be We can learn from others in our place-excellence.com or 208-375-7606. willing to ask a lot of questions. work area, and also from people in TRIM 4.5” other parts of the company – or even from outside the company. We can ask people their perspective of how recent changes are affecting their work and how they’re dealing with the obstacles.

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4. Look for Ways to Be of Value Solving problems is part of every job.

Therefore, since change always brings new problems, we must resolve to be part of the solution.

Think of it this way: It’s one thing to identify a problem, it’s something else to solve it.

Another way to increase our value is to increase our self-awareness. Knowing our strengths and weaknesses gives us a better idea of how to adapt to change as needed. One way to accomplish this is through a personal SWOT Analysis. Compare your strengths and weaknesses with the opportunities and threats that accompany any change. Then decide how to capitalize on your strengths, and also what needs to be shored up on your weaknesses to take advantage of opportunities and minimize any threats.

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MEDICALDEALER 79

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84 MEDICALDEALER | SEPTEMBER 2015

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CATEGORICAL INDEX ANESTHESIA Doctors Depot…………………………………… 46 Paragon Service………………………………… 60 Soma Technology, Inc.……………………… 53 APPRAISAL Valcon Partners, LTD………………………… 45 ASSOCIATIONS IAMERS…………………………………………………… 19 AUCTION/LIQUIDATION Government Liquidation …………………… 7 JD Imaging Corp.………………………………… 87 Shattuck, LLC………………………………………… 18 Trilogy Imaging Partners, Inc.………… 67 BATTERIES Eastern Diagnostic Imaging……………… 31 Holden Battery Services……………………… 81 BIOMEDICAL Bayer Healthcare Services………………… 22 BETA Biomed Services, Inc.……………… 79 Conquest Imaging………………………………… 13 Global Medical Imaging…………………… 59 Integrity Biomedical…………………………… 81 InterMed Biomed………………………………… 61 Maull Biomedical Training, LLC…………74 Medical Specialties Distributors…… 32 Quantum Biomedical……………………………77 Unique Biomedical Services…………… 87

Eastern Diagnostic Imaging……………… 31 J & M Trading………………………………………… 45 Multi Diagnostic Imaging Solutions…BC Radiology Data…………………………………… 87 TROFF Medical………………………………………27 ENDOSCOPY Capital Medical Resources……………… 86 Elite Biomedical Solutions……………… 32 Endoscopy Specialists……………………… 83 HMB Endoscopy Products………………… 52 S.H. Medical Corporation…………………… 18 GENERAL ALCO Sales and Service……………………… 80 Eastern Diagnostic Imaging……………… 31 Global Risk Services………………………………74 Government Liquidation …………………… 7 Kent Elastomer Products, Inc.………20-21 PartsSource…………………………………………… 4 Puma Export, Inc..……………………………… 75 Shattuck, LLC………………………………………… 18 Trilogy Imaging Partners, Inc.………… 67 Valcon Partners, LTD………………………… 45 IMAGING ICE/Imaging Community Exchange… 34 Trilogy Imaging Partners, Inc.………… 67

C-ARMS Eastern Diagnostic Imaging……………… 31

IMAGING/PARTS Ampronix………………………………………………… 6 Diagnostic Solutions………………………… 84 Eastern Diagnostic Imaging……………… 31 InterMed Ultrasound………………………… 67 InterMed NucMed……………………………… 75 J & M Trading………………………………………… 45 PartsSource…………………………………………… 4 Technical Prospects………………………………77 Tri-Imaging……………………………………………… 8 TROFF Medical………………………………………27

CENTRIFUGES Ozark Biomedical……………………………… IBC

INFUSION THERAPY Medical Specialties Distributors…… 32

COMPUTED TOMOGRAPHY East Coast Medical Systems…………… 84 Ed Sloan & Associates……………………… 82 German Electronics…………………………… 73 J & M Trading………………………………………… 45 KEI Medical Imaging Services………… 87 Metropolis International………………… 29 MIT/Medical Imaging Technologies… 44 Mobilescan Imaging……………………………… 81 Siemens Medical Solutions………………… 2 Technical Prospects………………………………77 Tri-Imaging……………………………………………… 8

LABORATORY Greenwhich Instrument Co., Inc.…… 86 MIT/Medical Imaging Technologies… 44 Ozark Biomedical……………………………… IBC Unique Biomedical Services…………… 87

DATA MEDIA Radiology Data…………………………………… 87

MODULE/TELEMETRY Bio-Medical Equipment Service Co.… 66

DIAGNOSTIC IMAGING Digirad Corp..……………………………………… 86

MONITORS/CRTs Advanced Ultrasound Elec./AUE……… 83

CARDIOLOGY J & M Trading………………………………………… 45 Southeast Nuclear Electronics……… 53 Southeastern Biomedical, Inc.…………… 71

88 MEDICALDEALER | SEPTEMBER 2015

LASER IMAGERS Multi Diagnostic Imaging Solutions…BC MAMMOGRAPHY Digitec Medical Service Corp.…………… 85 Siemens Medical Solutions………………… 2

Ampronix………………………………………………… 6 ENMET, LLC………………………………………… 87 Gopher Medical, Inc.………………………… 83 Soma Technology, Inc.……………………… 53 Technical Prospects………………………………77 TROFF Medical………………………………………27 MRI Carolina Medical Parts……………………… 22 Cool Pair Plus……………………………………… 66 East Coast Medical Systems…………… 84 Ed Sloan & Associates……………………… 82 ENMET, LLC………………………………………… 87 Field MRI Services……………………………… 86 KEI Medical Imaging Services………… 87 Medical Systems Technologies………… 31 MIT/Medical Imaging Technologies… 44 Mobilescan Imaging……………………………… 81 Siemens Medical Solutions………………… 2 NUCLEAR MEDICINE Digirad Corp..………………………………………

E.L. Parts, LLC………………………………………

Global Medical Imaging……………………

InterMed NucMed………………………………

International X-Ray Brokers……………

J & M Trading…………………………………………

Southeast Nuclear Electronics………

86 84 59 75 52 45 53

PATIENT MONITORING BETA Biomed Services, Inc.……………… 79 Bio-Medical Equipment Service Co.… 66 BiTech Medical…………………………………… 82 Gopher Medical, Inc.………………………… 83 Integrity Biomedical…………………………… 81 Pacific Medical……………………………………… 9 Quantum Biomedical……………………………77 Southeastern Biomedical, Inc.…………… 71 PHANTOMS ATS Laboratories………………………………… 45 PHLEBOTOMY Kent Elastomer Products, Inc.…… 20-21 PROBES/PROBE REPAIR Conquest Imaging………………………………… 13 Global Medical Imaging…………………… 59 ONLINE RESOURCES ICE/Imaging Community Exchange… 34 MedWrench………………………………………… 90 RADIOLOGY Asset Management Associates, LLC… 18 Clear Image Devices LLC…………………… 82 Eastern Diagnostic Imaging……………… 31 ENMET, LLC………………………………………… 87 German Electronics…………………………… 73 Holden Battery Services……………………… 81 International X-Ray Brokers…………… 52 InterMed Ultrasound………………………… 67 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index InterMed NucMed……………………………… 75 J & M Trading………………………………………… 45 JD Imaging Corp.………………………………… 87 Maull Biomedical Training, LLC…………74 Metropolis International………………… 29 Multi Diagnostic Imaging Solutions…BC Radon Medical…………………………………… 53 Ray-Pac……………………………………………………10 Technical Prospects………………………………77 TROFF Medical………………………………………27 Varian Medical Systems……………………… 3 RADIOLOGY PARTS InterMed Ultrasound………………………… 67 InterMed NucMed……………………………… 75 J & M Trading………………………………………… 45 TROFF Medical………………………………………27 RECRUITING Adel-Larence Associates, Inc…………… 86 REPAIR/REFURBISH 2D Imaging, Inc.………………………………… 86 Advanced Ultrasound Elec./AUE……… 83 ALCO Sales and Service……………………… 80 Ampronix………………………………………………… 6 Bio-Medical Equipment Service Co.… 66 BiTech Medical…………………………………… 82 Carolina Medical Parts……………………… 22 Conquest Imaging………………………………… 13 Continental Equipment Company… 84 Digirad Corp..……………………………………… 86 Digitec Medical Service Corp.…………… 85 Eastern Diagnostic Imaging……………… 31 Ed Sloan & Associates……………………… 82 Elite Biomedical Solutions……………… 32 Endoscopy Specialists……………………… 83 Field MRI Services……………………………… 86 German Electronics…………………………… 73 Global Medical Imaging…………………… 59 Integrity Biomedical…………………………… 81 KEI Medical Imaging Services………… 87 Medical Systems Technologies………… 31 MIT/Medical Imaging Technologies… 44 MTC/Medical Technologies Co.………… 75 Multi Diagnostic Imaging Solutions…BC MW Imaging…………………………………………… 5 National Ultrasound………………………… 44 Pacific Medical……………………………………… 9 Quantum Biomedical……………………………77 Radon Medical…………………………………… 53 Siemens Medical Solutions………………… 2 Southeast Nuclear Electronics……… 53 Trisonics, Inc.………………………39, 43, 62-65 TROFF Medical………………………………………27 Unique Biomedical Services…………… 87 REPLACEMENT PARTS 2D Imaging, Inc.…………………………………

Advanced Ultrasound Elec./AUE………

ALCO Sales and Service………………………

AllParts Medical…………………………………

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86 83 80 85

BETA Biomed Services, Inc.……………… 79 Carolina Medical Parts……………………… 22 Classic Diagnostic Imaging………………… 61 Choice Medical Systems…………………… 80 Conquest Imaging………………………………… 13 Continental Equipment Company… 84 Diagnostic Solutions………………………… 84 Digirad Corp..……………………………………… 86 Digitec Medical Service Corp.…………… 85 E.L. Parts, LLC……………………………………… 84 Ed Sloan & Associates……………………… 82 Elite Biomedical Solutions……………… 32 Global Medical Imaging…………………… 59 Government Liquidation …………………… 7 Heartland Ultrasound……………………… 87 J & M Trading………………………………………… 45 KEI Medical Imaging Services………… 87 MTC/Medical Technologies Co.………… 75 Multi Diagnostic Imaging Solutions…BC National Ultrasound………………………… 44 Ozark Biomedical……………………………… IBC PartsSource…………………………………………… 4 Radon Medical…………………………………… 53 Ray-Pac……………………………………………………10 Soma Technology, Inc.……………………… 53 Southeast Nuclear Electronics……… 53 Technical Prospects………………………………77 Trisonics, Inc.………………………39, 43, 62-65 TROFF Medical………………………………………27 Varian Medical Systems……………………… 3 REPLACEMENT X-RAY TUBES Ray-Pac……………………………………………………10 RESPIRATORY ENMET, LLC………………………………………… 87 Medical Specialties Distributors…… 32 Unique Biomedical Services…………… 87 SERVICE CONTRACTS Global Risk Services………………………………74 SOFTWARE Radiology Data…………………………………… 87 STERILIZERS Continental Equipment Company… 84 ENMET, LLC………………………………………… 87 Government Liquidation …………………… 7 InterMed Biomed………………………………… 61 SURGICAL Capital Medical Resources……………… 86 Eastern Diagnostic Imaging……………… 31 Endoscopy Specialists……………………… 83 S.H. Medical Corporation…………………… 18 Unique Biomedical Services…………… 87 SURPLUS MEDICAL Government Liquidation …………………… 7

TUBES/BULBS AllParts Medical………………………………… 85 German Electronics…………………………… 73 J & M Trading………………………………………… 45 Ray-Pac……………………………………………………10 Technical Prospects………………………………77 TEST EQUIPMENT Greenwhich Instrument Co., Inc.…… 86 ULTRASOUND 2D Imaging, Inc.………………………………… 86 Advanced Ultrasound Elec./AUE……… 83 ATS Laboratories………………………………… 45 Bayer Healthcare Services………………… 22 Choice Medical Systems…………………… 80 Clear Image Devices LLC…………………… 82 Conquest Imaging………………………………… 13 Diagnostic Solutions………………………… 84 Endoscopy Specialists……………………… 83 Heartland Ultrasound……………………… 87 InterMed Ultrasound………………………… 67 Mobilescan Imaging……………………………… 81 MW Imaging…………………………………………… 5 National Ultrasound………………………… 44 Trisonics, Inc.………………………39, 43, 62-65 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE……… 83 Conquest Imaging………………………………… 13 Global Medical Imaging…………………… 59 Heartland Ultrasound……………………… 87 InterMed Ultrasound………………………… 67 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE……… 83 Conquest Imaging………………………………… 13 VENTILATORS Government Liquidation …………………… 7 VIDEO Endoscopy Specialists……………………… 83 Multi Diagnostic Imaging Solutions…BC X-RAY Asset Management Associates, LLC… 18 Classic Diagnostic Imaging………………… 61 Clear Image Devices LLC…………………… 82 Diagnostic Solutions………………………… 84 Eastern Diagnostic Imaging……………… 31 German Electronics…………………………… 73 Government Liquidation …………………… 7 Greenwhich Instrument Co., Inc.…… 86 Holden Battery Services……………………… 81 MIT/Medical Imaging Technologies… 44 Tri-Imaging……………………………………………… 8 X-RAY PARTS J & M Trading………………………………………… 45 Technical Prospects………………………………77 TROFF Medical………………………………………27 MEDICALDEALER 89

ALPHABETICAL INDEX 2D Imaging, Inc. ……………………………… 86 Adel-Larence Associates, Inc ………… 86 Advanced Ultrasound Elec./AUE …… 83 ALCO Sales and Service …………………… 80 AllParts Medical ……………………………… 85 Ampronix ……………………………………………… 6 Asset Management Associates, LLC 18 ATS Laboratories ……………………………… 45 Bayer Healthcare Services ……………… 22 BETA Biomed Services, Inc. …………… 79 Bio-Medical Equipment Service Co. 66 BiTech Medical ………………………………… 82 Capital Medical Resources …………… 86 Carolina Medical Parts …………………… 22 Choice Medical Systems ………………… 80 Classic Diagnostic Imaging ……………… 61 Clear Image Devices LLC ………………… 82 Conquest Imaging ……………………………… 13 Continental Equipment Company 84 Cool Pair Plus …………………………………… 66 Diagnostic Solutions ……………………… 84 Digirad Corp.. …………………………………… 86 Digitec Medical Service Corp.………… 85 Doctors Depot ………………………………… 46 E.L. Parts, LLC …………………………………… 84 East Coast Medical Systems ………… 84 Eastern Diagnostic Imaging …………… 31 Ed Sloan & Associates …………………… 82 Elite Biomedical Solutions …………… 32

Endoscopy Specialists …………………… 83 ENMET, LLC ……………………………………… 87 Field MRI Services …………………………… 86 German Electronics ………………………… 73 Global Medical Imaging ………………… 59 Global Risk Services ……………………………74 Gopher Medical, Inc. ……………………… 83 Government Liquidation ………………… 7 Greenwhich Instrument Co., Inc. … 86 Government Liquidation ………………… 8 Heartland Ultrasound …………………… 87 HMB Endoscopy Products ……………… 52 Holden Battery Services …………………… 81 IAMERS ………………………………………………… 19 ICE/Imaging Community Exchange 34 Integrity Biomedical ………………………… 81 InterMed Ultrasound ……………………… 67 InterMed NucMed …………………………… 75 InterMed Biomed ……………………………… 61 International X-Ray Brokers ………… 52 J & M Trading……………………………………… 45 JD Imaging Corp. ……………………………… 87 KEI Medical Imaging Services ……… 87 Kent Elastomer Products, Inc. ……20-21 Maull Biomedical Training, LLC ………74 Medical Specialties Distributors … 32 Medical Systems Technologies ……… 31 MedWrench ……………………………………… 90 Metropolis International ……………… 29

MIT/Medical Imaging Technologies 44 Mobilescan Imaging …………………………… 81 MTC/Medical Technologies Co. ……… 75 Multi Diagnostic Imaging Solutions BC MW Imaging ………………………………………… 5 National Ultrasound ……………………… 44 Ozark Biomedical …………………………… IBC Pacific Medical …………………………………… 9 Paragon Service ……………………………… 60 PartsSource ………………………………………… 4 Puma Export, Inc.. …………………………… 75 Quantum Biomedical …………………………77 Radiology Data ………………………………… 87 Radon Medical ………………………………… 53 Ray-Pac …………………………………………………10 S.H. Medical Corporation ………………… 18 Shattuck, LLC ……………………………………… 18 Siemens Medical Solutions ……………… 2 Soma Technology, Inc. …………………… 53 Southeast Nuclear Electronics……… 53 Southeastern Biomedical, Inc. ………… 71 Technical Prospects ……………………………77 Tri-Imaging …………………………………………… 8 Trilogy Imaging Partners, Inc. ……… 67 Trisonics, Inc. ……………………39, 43, 62-65 TROFF Medical ……………………………………27 Unique Biomedical Services ………… 87 Valcon Partners, LTD ……………………… 45 Varian Medical Systems …………………… 3

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