Medical Dealer - November 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

NOVEMBER 2015 | WWW.MEDICALDEALER.COM

COUNTING

COST

THE Introducing Our Ray-Pac Inventory APP TCO, SERVICE CONTRACTS AND DEVICE MANAGEMENT

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MEDICAL EQUIPMENT, PARTS & SERVICE

BUILT TO LAST! The MCS-6074 GE Performix® Replacement Tube now with a 12 month full replacement warranty!

Visit us at RSNA! Booth #4303

TM

Varian Imaging Components is continuously investing in new technology and engineering to improve our product portfolio.

We are dedicated to bringing our customers the highest quality products with great reliability.

The MCS-6074 CT tube is compatible with GE LightSpeed, Discovery, and BrightSpeed series CT scanners.

To learn more, visit our website at www.varian.com/mcs-6074 VARIAN IMAGING COMPONENTS tel: 843.767.3005 or 800.468.3729 e-mail: interay.sales@varian.com The GE Performix trademark is owned by General Electric Company. © 2015 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks. All rights reserved.

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MEDICALDEALER 3

imesimaging.com | rellhealthcare.com

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• CT Service Training

Solutions for Toshiba CT and other major brands. Richardson Healthcare is proud to announce the addition of IMES products to our existing portfolio.

Our product family now includes QA3 tested replacement parts, diagnostic displays and workstations, and wireless DR systems. To complement our suite of high quality products, we offer training and 24/7 expert technical support to help lower costs for in-house and third-party service providers.

4 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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.

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• Color display

• 7900 Smartvent includes PSV Pro SW

• Advances Breathing System(ABS)

MEDICALDEALER 5

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MEDICALDEALER 7

LEADING THE COMPETITION IN EXPERIENCE, COST, CUSTOMER SERVICE AND QUALITY!

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MEDICALDEALER 9

Score!!! A new Dunlee

tube for my GE CT system!

Introducing the Dunlee P40 for the GE Optima CT660* CT system – a smart choice for shrinking budgets. The newest addition to our portfolio of replacement CT tubes, the P40, is not only identical in fit, form, and function to the original tube, it carries the same exact warranty. Like all products we bring to market, it’s designed to perform better and last longer, yet costs considerably less than the original.

For predictable costs to help manage your monthly budget, ask us about covering your Optima CT660 CT scanner under our exclusive Glassware Solutions and NEW Glassware Solutions + programs.

Take advantage of advanced engineering, extensive training, expert technical advice, and ongoing support programs from Dunlee and AllParts Medical, your ultimate partners for tubes and parts.

Learn more about the Dunlee P40, as well as our other products and services, at 800.238.3780 or visit www.dunlee.com

Please visit us at RSNA 2015 – Booth 2700 Discover the Dunlee difference.

Dunlee and AllParts Medical are Philips 10 MEDICALDEALER | NOVEMBER 2015companies. *Products listed may be trademarked by the referenced OEM.

MEDICAL EQUIPMENT, PARTS & SERVICE

“Our company’s mission is to be

“We’re focusing on making these scanners a lot

the very best at everything we

more modular and upgradeable. An upgrade

do. The health care industry

may require a simple gantry refresh, software

goes up and down and we want

reload, and you’re ready to go. We can do it

our customers to know that we

over the weekend.”

50

will always be there when they

58

need us.”

CONTENTS_Features 50 COUNTING THE COST: TCO, SERVICE CONTRACTS, AND DEVICE MANAGEMENT

As health care providers seek alternatives to expensive medical equipment purchases, data gurus are turning to more complex analytics to either justify the cost of new devices or to find ways to cut costs maintaining the equipment they already own.

58 RAY PAC

Robert Hibdon, President of Ray-Pac, is a respected and proven leader in the medical imaging community. Hibdon’s latest vision is the one-of-a-kind Ray-Pac Inventory ARK app that allows customers to view updated inventory and whether an X-ray tube can be shipped today or tomorrow. It is a high-tech gadget from an old-school pioneer who strongly believes in hard work, craftsmanship, and quality.

Medical Dealer (Vol. 19, Issue #10) November 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 23 Block Imaging 26 OEM Updates MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

MARKET ANALYSIS Radiology: Mammography 35 Market Analysis 36 Product Showroom 40 Preferred Vendors

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Med/Surg: Operating Tables 45 Market Analysis 46 Product Showroom

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

Web Department Betsy Popinga Taylor Martin

SLICE OF LIFE 66 The Other Side 68 Dan Bobinski 72 Pay It Forward 74 Slice of Life 80 Marketplace 82 RSNA Preview 100 Categorical Index 102 Alphabetical Index

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

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MEDICAL EQUIPMENT, PARTS & SERVICE

K R E! IT EC U CH T O BS U E O W

EW N

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INDUSTRY UPDATE_News and Notes

GLOBAL MEDICAL IMAGING LLC ACQUIRED BY JORDAN INDUSTRIES INTERNATIONAL Global Medical Imaging LLC growth and provide cross-selling (GMI), a leading provider of opportunities among the family diagnostic ultrasound systems, of companies. nuclear cameras and service “The commitment and solutions has announced its resources provided by JII will acquisition by Jordan Industries propel GMI into the future and International LLC(JII). provide the catalyst for developJII is pursuing a strategic ment of a top-notch nationwide build-up in the growing, highly imaging sales and service organifragmented global medical zation,” states Jon Perry, CEO of equipment market. As the first GMI. “In addition, as companies platform acquisition, GMI and its are added to the build-up, it will management team will be backed further enhance our ability to

by JII’s permanent capital base serve our customers and provide to continue to grow both organsubstantial growth opportunities ically and through acquisition. for our employees.” • In addition, JII is pursuing additional platform acquisitions in For additional information, the broader medical equipment visit www.gmi3.com or market to further augment GMI’s www.jordanindustries.com.

Staff Reports

CESO ANNOUNCES 2016 CONFERENCE The Clinical Engineering Society of Ontario (CESO) is dedicated to ensuring that clinical engineering services provided by its members in the province of Ontario are delivered in a safe and ethical manner, and to represent, advocate and advance the professional interests of clinical engineers and biomedical engineering technologists and technicians in the province of Ontario.

As part of the goal to represent, advocate and advance the professional interests of HTM professionals the Clinical Engineering Society of Ontario 2016 Conference and AGM will take place on February 8-9, 2016, at the Sick Kids Hospital, Peter Gilgan Centre for Research and Learning in downtown Toronto.

CESO 2016 will bring health care technology professionals together for two days of learning opportunities, networking and advances in Clinical Engineering and health care technology. • Visit www.ceso.on.ca for program updates and registration.

VARIAN APPOINTS SENIOR VICE PRESIDENT OF BUSINESS DEVELOPMENT AND STRATEGY Varian Medical Systems has and GE Equity, where he built a appointed Rafael Torres to the strategic investment portfolio of position of senior vice president, over 30 health care companies. business development and strategy.

He has significant global business In this role, he leads the company’s development experience, which strategic plans for growth through will be a tremendous asset as Varian acquisitions, investments, and continues to emphasize globalization partnerships that complement its of its market and operations.” current portfolio of businesses. He “It’s an exciting time to join reports to Varian President and CEO Varian, as the company is poised to Dow Wilson. take advantage of significant growth “Rafael Torres is uniquely and expansion opportunities that Rafael Torres qualified to lead our strategy and leverage its market leadership in business development activities,” cancer treatment and imaging,” models must support them in this said Wilson. “He brings over 14 said Torres. “With stakeholders transformation. Our growth themes years of health care strategic navigating the current transition will support Varian’s globalization investing and business development away from ‘fee for service’ to a ‘fee and foster a culture of disruptive experience, having served as global for value’ model in health care, innovation in order to maintain a head of health care for GE Ventures our technologies and business technology leadership position.” • 14 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

DATREND SYSTEMS LAUNCHES RUGGED VERSION OF VPAD-ES Datrend Systems Inc. has launched the vPad-ES Rugged.

Built on the company’s Vision Pad Platform, vPad-ES Rugged has been designed with field service engineers in mind.

Feedback from users across the globe indicated a pressing need for a product that has the functionality of the vPad-ES with the additional protection that a ruggedized case offers so the equipment could be used in the harshest of environments.

One of the advantages that an engineer can go to a remote clinic, carry out the necessary safety tests and transfer test data to their corporate CMMS system and/or download work orders for their next site visit using a number of wireless options.

Ron Evans, President of Datrend Systems, stated, “the requirement for a ruggedized safety analyzer with the functionality and scalability vPad-ES offers was raised at one of our distributor meetings. We slotted the project into our schedule and within six months are launching. This really demonstrates how quickly the Datrend team can react to customer requirements.” •

FUJIFILM SONOSITE INTRODUCES NEW EDUCATIONAL EXPERIENCE FOR CUSTOMERS Fujifilm SonoSite Inc. introduces a new educational website designed specifically to enhance education in point-of-care ultrasound.

“Fujifilm SonoSite has always been committed to physician education and we are now expanding with a new global digital resource for customers,” said Diku Mandavia, M.D., FACEP FRCPC, chief medical officer and senior vice president, Fujifilm SonoSite Inc. “The online institute allows our customers to have quick and easy access to information, we’re making it easier for them to gain knowledge through a one-stop service. Many physicians around the world have limited access to point-of-care ultrasound resources and we aim to close that gap. We believe physician education leads to better patient care which is our ultimate goal.” • To obtain access to the Fujifilm SonoSite Institute, visit www.sonositeinstitute.com.

For more information, visit www.sonosite.com.

For information, visit www.datrend.com or call 604-291-7747.

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MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

Staff Reports

THE HOPE WEEKEND EXCEEDS EXPECTATIONS The 10th annual Hope Weekend benefitting Tyler’s Hope for a Dystonia Cure was a huge success.

Jacob Wychulis, Cure Master with Tyler’s Hope, was ecstatic with the turnout and the positive feedback regarding the new 10 for 10 Program.

The new program plays a huge part in the foundation’s vision for finding a cure. The program will help fund the “Alignment Grant” team of experts at Duke University, the University of Michigan and the University of Florida as they pursue a pharma that would eliminate the symptoms of dystonia.

The 10 for 10 Program is a new tool in the search for a cure. It asks donors for a $10,000 commitment to Tyler’s Hope before the end of 2016. Participants in the 10 for 10 Program are: Florida Governor Jeb Bush, Rick and Michelle Staab, InterMed, Scarborough Insurance, Front Street Commercial Real Estate Group, UF Health, Florida Farm Bureau, MD Publishing, A+ Medical, WaffleHouse, Endoscopy Replacement Parts LLC, SunTrust, Scherer Construction, Koss-Olinger Financial Group, Crime Prevention Security Systems and Custom Home Entertainment and Advantage Publishing.

“We have to fund this,” Wychulis said about the Alignment Grant leading up to The Hope Weekend. “This could be the cure and it could happen in the next two to five years.”

Tyler’s Hope for a Dystonia Cure kicked off the new program at The Hope Weekend in Gainesville, Florida. The annual fundraiser event held every summer included a VIP party, gala dinner, auction, concerts, golf tournament and a family-friendly pool party. •

MONTAGE LAUNCHES AUTOMATED RECOMMENDATION TRACKING FOR RADIOLOGY Montage Healthcare Solutions Inc. has announced the latest software release for MONTAGE Search and Analytics with new capabilities that provide return on investment for radiology practices striving to enhance their operations. Building on a follow-up tracking capability, Montage’s new Follow-Up QC module enables departments to monitor, analyze, and optimize follow-up recommendations made by radiologists. Also featured in the new release are several user interface enhancements, new analytic tools, and new QC and search features.

The tool was developed in response to recent literature identifying failed follow-up as a key medicolegal risk and an important revenue opportunity for radiology practices.

The Follow-Up QC module offered in MONTAGE 3.0 automatically detects and tracks follow-up recommendations made by radiologists. Montage’s advanced natural language processing identifies recommendations without requiring changes in radiologists’ dictation habits. Montage identifies and highlights overdue recommendations, thereby reducing the incidence of patients lost to imaging follow-up. •

For more information or to make a donation, visit TylersHope.org or email info@TylersHope.org.

For more information, visit www.montagehealthcare.com

KOPP DEVELOPMENT ANNOUNCES NEW PARTNERSHIP Kopp Development Inc., a nationwide technical seressential for Kopp Developa manufacturer of ferrovices team, while ensuring ment’s already established magnetic detectors for MRI compliance with The Joint objectives and goals of prosafety, has announced a new Commission, GMPs and viding the highest level of partnership with the sermaintaining factory specicustomer support. vice company SteelHorse fications. The organization With the help of SteelMedical LLC for installation, delivers highly effective and Horse Medical LLC, Kopp training and product service efficient technical service Development Inc. can needs. and product support as well ensure to respond to cusSteelHorse Medical as having ISO 9001 certifitomers within four hours in LLC provides the power of cation. These qualities are order to arrange a field ser16 MEDICALDEALER | NOVEMBER 2015

vice visit. SteelHorse will have an authorized field service provider onsite within 24 hours of the field service call unless other arrangements have been made with the customer. This partnership allows Kopp Development Inc. to further increase its customer service and support. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

RTI, BERGEN HEALTHCARE TO SET UP A CALIBRATION LAB IN INDIA RTI and Bergen Healthcare have joined forces to set up a joint calibration lab to serve the Indian market. Bergen Healthcare has been RTI’s distributor in India since 2013. Based on the successful cooperation so far, the companies have decided to set up a calibration lab dedicated to the Indian market.

The lab will be situated in Gurgaon just outside New Dehli and be managed by Bergen Healthcare Vice President Rakesh Chaudhry. Bergen Healthcare has geographical coverage of the Indian market and the calibration services will be offered using their nationwide sales force. •

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MENDES APPOINTED MITA CHAIRMAN Nelson Mendes, the President and CEO of Ziehm Imaging Inc., was recently elected to serve as the Chairman of the Board for the Medical Imaging & Technology Alliance (MITA), which is a branch of the National Electrical Manufacturers Association (NEMA).

MITA is the leading organization and collective voice of medical imaging equipment, radiation therapy and radiopharmaceutical manufacturers, innovators and product developers.

The alliance represents companies whose sales comprise more than 90 percent of the global market for medical imaging technology.

“We are delighted that Nelson has agreed to serve as chairman of the board for our alliance,” said Patrick Hope, executive director of MITA. “His extensive industry experience and knowledge of innovation and product development within the imaging space are second-to-none, and will be invaluable during his tenure.”

During his term – which encompasses the remainder of 2015 and all of 2016 – Mendes has set forth four strategic objectives, including medical device tax repeal, reimbursement and coverage, service quality standards and MITA’s standards development principles. • MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

PHYSIO-CONTROL TO ACQUIRE HEARTSINE Physio-Control has reached an agreement with HeartSine Technologies to acquire the Northern Ireland-based automated external defibrillator manufacturer, the companies announced.

The two privately held companies recently completed due diligence. Financial details of the transaction are not being released.

The combination creates one of the world’s largest AED solutions providers.

“With Physio-Control and HeartSine now united in our lifesaving missions, we will be able to offer a tremendous range of AED solutions to our global customers and partners,” said Physio-Control CEO Brian Webster.

The companies share a strong scientific and technical focus.

The pioneer of direct current defibrillation, Physio-Control has partnered with leading emergency medical systems since the 1960s and commercialized the first home use AED, the LIFEPAK 100, in 1986. HeartSine’s founder, Professor John Anderson, worked with the pioneer of out-of-hospital mobile coronary care, Dr. Frank Pantridge, in Belfast in the 1960s and 1970s. Anderson was part of the team that developed the world’s first mobile coronary care unit.

HeartSine’s products include the samaritan PAD line of public access AEDs, and technologies such as CPR Advisor, that provides real-time CPR feedback. Physio-Control’s AED products include the LIFEPAK CR Plus and LIFEPAK 1000, distributed in 104 countries.

LIFEPAK AEDs are designed and manufactured at the company’s Redmond, Washington, headquarters facility and HeartSine products are designed and manufactured in Belfast, Northern Ireland. •

18 MEDICALDEALER | NOVEMBER 2015

Staff Reports

ACERTARA ACOUSTIC LABORATORIES REACHES MILESTONE Acertara Acoustic Laboratories, an independent ISO/IEC 17025:2005 accredited medical ultrasound acoustic measurement, testing and calibration laboratory, and ISO 13485:2003 certified probe repair and new product development facility, recently reached 900 successful submissions for 510(k) pre-market notification.

A 510(k) is submitted to the Food and Drug Administration (FDA) to demonstrate that a medical device is safe and effective for clinical use based on an equivalent device already on the market.

“We appreciate our customers around the globe who have entrusted their Acoustic Power Testing and 510(k) submissions to the team at Acertara,” G. Wayne Moore, President and CEO of Acertara, said regarding the milestone. “From new ultrasound systems to replacement arrays to implantable devices our team has seen it all. This milestone further exemplifies Acertara’s established expertise in turn-key FDA 510(k) submissions and regulatory consulting services. As the only independent ISO 17025 accredited laboratory in the world, our customers enjoy competent, impartial, and, therefore, credible test results that can be utilized with their 510(k).” •

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

ZETTA MEDICAL TECHNOLOGIES RELEASES Z-DOSE29 Zetta Medical Technologies has announced that its new product Z-Dose29 will give end-users a solution for NEMA XR-29 compliance.

Zetta Medical Technologies announced the release of its intuitive Z-Dose29 CT dose monitoring solution earlier this year with scheduled CT upgrades already planned for customers nationwide. Z-Dose29 was developed and designed to make CT scanners compliant with NEMA XR-29 standard (MITA SmartDose).

Health care providers concerned about the upcoming CMS reductions in reimbursements, are actively looking for cost-effective solutions like Z-Dose29 to avoid the costly replacement of their CT scanners. Z-Dose29 is certified by Zetta Medical Technologies to meet the requirements and it is backed by Zetta’s exclusive guarantee.

Zetta Medical Technologies is a national independent service organization (ISO) providing service and sales for CT, MRI and PET/CT equipment. •

UNIVERSAL MEDICAL RESOURCES ANNOUNCES U.S. QUANTUMCAM INSTALLATION Universal Medical Resources has announced the first U.S. installation of a DDD-Diagnostic QuantumCam gamma camera at Eastern Oklahoma Medical Center in Poteau, Oklahoma.

As the first hospital to purchase a QuantumCam in the U.S., Eastern Oklahoma Medical Center can now boast access to a SPECT nuclear imaging camera with advanced capabilities and ease of operation.

“The QuantumCam was a clear winner among all the nuclear imaging systems we evaluated over the past several months,” stated Cheryl Craig, associate director at Eastern Oklahoma Medical Center. “Once we completed our due diligence, it was readily apparent that the QuantumCam offers the best clinical and economic value for our facility.”

The QuantumCam is a multi-purpose nuclear imaging system. The small-footprint system offers a patientfocused design with full flexibility in detector positioning and superior imaging for whole-body, SPECT, cardiac SPECT, as well as dynamic and static planar imaging procedures. It was selected because of its simplicity and flexibility, as well as support from Universal.

Universal offers a comprehensive nuclear medicine portfolio with state-of-the art new and reconditioned SPECT systems, expert service, highquality new and reconditioned parts, and certified clinical applications training. •

For information, contact Melissa Roy at 847-550-9990.

For more information on Universal, visit www.uni-med.com/home

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MEDICALDEALER 19

Z-Dose29 Software was developed by a team of engineers, clinical and applications specialist based on customers’ needs and satisfies the NEMA XR-29 standard.

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MEDICAL EQUIPMENT, PARTS & SERVICE

20 MEDICALDEALER | NOVEMBER 2015

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MEDICAL EQUIPMENT, PARTS & SERVICE

INDUSTRY UPDATE_Block Imaging

By David Harns

IR VS. AEC R

CT DOSE REDUCTION TOOLS COMPARED

adiation dose in CT scanning has always been something users have sought to minimize. In recent years, however, the call to develop tools that make dose reduction intrinsic to the way we scan, instead of a guideline that we strive to follow, has become much louder.

CT manufacturers have responded to this call with a variety of features that work in different ways, sometimes together, to reduce overall radiation dose. We’re going to take a quick look at automatic exposure controls (AEC), using GE’s AutoMa and SmartMa as examples, as well as iterative reconstruction (IR) to see how they are different from one another and how they work together to bring the dose down in CT. Automatic Exposure Controls AEC works during a CT scan, adjusting the radiation dose up or down as needed to optimize it for the anatomy being scanned in a given slice. In our GE examples, AutoMa responds to the radiation attenuation of tissues along the Z axis. For example, bony areas, like the upper chest or around the hips and pelvis, will need a higher mA to get a clear image. AutomA will increase the mA in those areas. In areas like the abdomen, which are comprised of softer tissues, AutomA will turn the mA down. This results in a significantly lower overall radiation dose than leaving the mA at “bone level” for the

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David Harns

entire scan.

Informed in part by the data gathered by AutoMa, SmartmA changes dose based on variations of the position of the X-ray tube relative to the patient within each gantry rotation (X and Y axes). If the tube is closer to the patient, the dose turns down. If it’s further, it turns up to compensate for the distance.

Iterative Reconstruction IR begins its work after a slice has been captured, during the process of reconstructing the image data into a fully-rendered picture. As a dose reduction tool, IR gets the job done indirectly – without taking any action that raises or lowers the radiation level a patient is exposed to during a scan.

The original method of CT image reconstruction, filtered back projection (FBP), is subject to a certain amount of image noise which, at higher levels, can limit the diagnos-

tic usefulness of an image. One way to reduce image noise is to increase the radiation dose. While this can be done within approved limits, it’s not ideal. Reconstruction methods like IR (known by a number of names, depending on the manufacturer) reduce image noise by starting with FBP data and applying additional algorithms. This allows the CT tech to use a lower radiation dose to begin with and get a less noisy image than reconstructing with FBP alone.

The Takeaway With AEC optimizing the application of dose during a scan and IR creating clearer images from lower starting dosages, the tools that are now available work at every stage of the imaging process to help reduce radiation exposure. If top-of-the-line dose reduction tools are a priority for you, and there’s room in your budget, you’ll want a CT scanner that has both of these. If NEMA XR-29 compliance is part of your considerations, be aware that while AEC is a requirement, IR is not.

On the other hand, with more tools, comes a higher price. IR is newer and tends to be featured on systems that occupy the higher end of the price spectrum. AEC has been around long enough that it is a standard feature on most CT scanners, new or used. If you’re operating under tighter budget constraints, a CT with AEC but no IR is still a powerful step toward a more dose-efficient future for your facility.

DAVID HARNS is a Product Specialist-CT at Block Imaging.

MEDICALDEALER 23

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INDUSTRY UPDATE_OEM Updates

FUJIFILM SONOSITE ANNOUNCES CE MARK FOR IVIZ Fujifilm SonoSite Inc. has announced CE mark for its newest point-of-care solution: the iViz. The iViz is a new platform that augments the value of ultrasound for clinical users from hospital settings to clinics in remote villages with the ability to perform ultrasound when and where it is needed.

The iViz represents the next generation architecture and platform for Fujifilm’s integration of ultrasound with medical IT. The iViz goes beyond traditional ultrasound abilities and provides clinicians with seamless access to patient vitals, online applications and learning resources. It also integrates with hospital IT and EMR systems to obtain patient demographics and submit reports, and connects securely with cloud services for sharing studies with remote providers for near-time assessments.

The iViz is lightweight and specifically designed for emerging point-of-care settings where there is need for a highly accessible and mobile solutions. It features a high-resolution seven-inch display touchscreen, a wide range over a large viewing angle with high-definition color flow images, Wi-Fi capabilities, Bluetooth connectivity, and interface ports for USB, HDMI and audio.

Staff Reports

In addition to high-resolution 2D imaging, the system supports M-Mode and Color Velocity Doppler. The iViz is available with a P21v phased array 5MHz transducer, and features proprietary software technologies: SonoHD2 Imaging Technology, and SonoADAPT Tissue Optimization Technology. • For information, visit www.sonosite.com.

GATES VASCULAR INSTITUTE USES TOSHIBA SYSTEMS TO TREAT STROKE PATIENT Ronald Cooper of SydVascular Institute (GVI) tralia with his blockage visualization to carry out ney, Australia, suffered in Buffalo, New York, and cleared. In the planthe angioplasty to expand two small strokes and its leadership in conductning and execution of the the artery and immedifound his basilar artery ing successful submaximal angioplasty, GVI used ately improve blood flow.

90 to 95 percent blocked. angioplasty, a vascular Toshiba’s Aquilion ONE The decision to use this His local doctors placed procedure that provides CT’s perfusion capabilover the commonly used him on medication that an alternative to stenting ities to confirm a severe medical therapy saved offered him little hope and medical therapy. narrowing of Mr. Cooper’s his life and prevented a for improvement. After Cooper traveled to intracranial basilar artery. potentially devastating stroke. • his daughter exhaustively Buffalo and underwent a The team then utilized searched alternatives, she successful procedure that the Infinix Elite cardiocame across the Gates saw him return to Ausvascular X-ray system’s 26 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

GE HEALTHCARE ANNOUNCES NEW BUSINESS UNIT GE Healthcare portfolio for customimproving outcomes has announced the ers. The unit will for health systems and creation of a new busi- combine GE Healthpatients. ness unit, Sustainable care’s operations in GE Healthcare has Healthcare SoluIndia, South Asia, a long track record in tions (SHS), that will Africa and Southeast developing innovations develop high-value, Asia. for emerging markets. low-cost technologies With the vision For example, its handand health care delivto improve access to held ultrasound device ery solutions across quality and affordVscan Access+ and Lulmultiple care settings. able health around the laby+ infant warmer The new organizaworld, SHS will work are improving outtion will invest $300 with governments, comes in remote rural million as part of a clinicians, private settings in maternal multi-phase effort to operators and NGOs infant care, a major develop a more robust to deliver value-based focus area for many affordable health care solutions aimed at emerging markets. •

SAMSUNG AWARDED PREMIER INC. CONTRACT Samsung has been awarded a group purchasing agreement for general radiography, computed tomography and ultrasound with Premier Inc., a healthcare improvement company, effective October 1, 2015. The new agreement allows Premier members, at their discretion, to take advantage of special pricing and terms pre-negotiated by Premier for digital radiography, CT and ultrasound products.

“Samsung is extremely pleased to form this new relationship with Premier, a world-class organization and recognized leader in health care improvement. Samsung is making critical investment to help health care providers enhance patient care, improve patient satisfaction and increase workflow efficiency with our entire health care portfolio. We understand the need to improve health care outcomes while lowering costs. We are excited to be a partner with Premier in transforming the provider and patient experience,” said Phil Sullivan, Samsung, NeuroLogica Division, President and CEO. Samsung’s full range of imaging solutions are designed to enhance the quality of care and transform the patient experience. The product portfolio includes digital radiography (DR), ultrasound and portable computed tomography (CT) systems.

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MEDICALDEALER 27

INDUSTRY UPDATE_OEM Updates

Staff Reports

SIEMENS ANNOUNCES FDA CLEARANCE OF MAMMOMAT FUSION MAMMOGRAPHY SYSTEM Siemens Healthcare has announced that the Food and Drug Administration (FDA) recently cleared the Mammomat Fusion – the latest addition to the Siemens family of full-field digital mammography systems that offers premium product features to address the specific needs of volume screening centers and small- to medium-sized hospitals.

The Mammomat Fusion mammography system features a new generation cesium-iodide detector – an innovative, layered configuration of the photo diodes within the detector that enables more efficient utilization of the radiation dose. The result: high-image quality at a patient dose that is at or below the range of other full-field digital mammography systems, with an even lower dose delivered in cases where the patient’s breast thickness exceeds 50 mm. And the system’s large image matrix of 23x30 cm makes the Mammomat Fusion the right choice for screening various breast sizes.

In addition to its new cesium-iodide detector, the Mammomat Fusion mammography system features selected technologies developed for Siemens’ premium Mammomat Inspiration platform. The OpDose feature ensures that the radiation dose can be tailored for each patient without compromising image quality. The technologist can select the appropriate parameters in accordance with the patient’s breast size and density. The screening process is also simplified for clinical staff thanks to the compact, syngo-based Acquisition Workstation (AWS). Users can load patient data directly from the radiology information system without requiring a second workstation. Clinical personnel also benefit from an intuitive, automated workflow. The system is ready for scanning with just one click, and manual positioning is easy – so technologists can spend more time on the patient. •

VARIAN MEDICAL SYSTEMS PUBLISHES SUSTAINABILITY REPORT Varian Medical Systems recently continually improve sustainability announced the publication of its performance and transparency. As annual corporate social responsibila result, Varian is increasingly recity report, detailing the company’s ognized as a leader in the field and policies and achievements in was rated among the greenest comextending access to cancer care, panies in the U.S. by the Newsweek protecting resources and helping to Green Rankings for 2014. In January save lives.

2015, Varian was the highest ranked The Varian 2015 Sustainabilmedical device company in the Cority Report has been produced as porate Knights Global 100 listing of part of a wider company effort to the most sustainable corporations in

28 MEDICALDEALER | NOVEMBER 2015

the world.

Since 2010, Varian has produced the annual sustainability report as part of a larger effort to consider the impact of all aspects of Varian business activities. Varian’s 2015 Sustainability Report is available for download at www.varian.com/ about-varian/citizenship. •

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

KUBTEC AWARDED GROUP PURCHASING AGREEMENT Kubtec has been awarded a group purchasing agreement for imaging products and services with Premier Inc. The agreement allows Premier members, at their discretion, to take advantage of special pricing and terms pre-negotiated by Premier for mammography products and services.

Products included in the supply agreement include the Mozart 3D Specimen Imaging System with TomoSpec Technology, the XPERT 20, 40, 80 and 80L range of Specimen Imaging Systems, and the KUB 250 Neonatal Low-Dose X-ray Imaging System. •

ZIEHM IMAGING AND ORTHOSCAN JOIN FORCES Ziehm Imaging and OrthoScan have entered a new level of cooperation to address customers’ needs. To this end, Nelson Mendes, President and CEO of Ziehm Imaging Inc., was appointed to be President and CEO of OrthoScan.

“Ziehm Imaging and OrthoScan represent the best in technology and customer focus in the global market for X-ray based intraoperative imaging devices, and it is just a natural move to align both companies’ vision and efforts to provide an even better solution for all surgical imaging needs,” Mendes said.

OrthoScan specializes in mini C-arms, known for orthopedic surgical procedures for extremities (hands, arms, feet), and was the first company to introduce flat-panel detectors, a standard for digital imaging, in this class of equipment. Similarly, Ziehm Imaging specializes in full size C-arms for many surgical procedures such as cardiovascular, neuro, orthopedic, trauma, spine and pain management. Ziehm Imaging was the first company to introduce flatpanel detectors in mobile C-arms.

Ziehm Imaging resides in the Americas in Orlando, Florida, and operates with its global headquarters out of Nuremberg, Germany, where sales and service, R&D and manufacturing facilities are located. OrthoScan is headquartered in Scottsdale, Arizona, with operations in R&D, manufacturing and sales and service. Its international business will be strongly supported, through cooperation, by Ziehm Imaging and its global network. In addition, both companies’ service activities will be bundled.

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PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

NUCLEAR MEDICINE MARKET TO EXCEED $2 BILLION

T

he nuclear medicine equipment market is expected to exceed $2 billion by 2020, according to industry research organizations.

The MarketsandMarkets report “Nuclear Medicine Equipment Market by Product (SPECT (Hybrid SPECT, Standalone SPECT), hybrid PET, & Planar Scintigraphy), by Application (Cardiology, Oncology & Neurology), by End user (Hospitals, Imaging Centers) - Global Forecasts to 2020,” analyzes and studies the major market drivers, restraints/challenges and opportunities.

“This report studies the global nuclear medicine equipment market for the forecast period of 2015 to 2020. This market is expected to reach $2.13 billion by 2020 from $1.78 billion in 2015, and is poised to grow at a CAGR (Compound Annual Growth Rate) of 3.6 percent during the forecast period,” according to the MarketsandMarkets report.

A Market Research Report “MediPoint: Nuclear Imaging - PET and SPECT Equipment - Global Analysis and Market Forecasts” says the U.S. market will remain stable. It says that Japan and China will present the greatest opportunities for growth, with respective market shares increasing by 75 percent and almost 100 percent during the forecasted period.

“This nuclear imaging market WWW.MEDICALDEALER.COM

report on PET and SPECT equipments states, that, while the U.S. market will remain steady at around $1.15 billion throughout the forecast period, the country will see its global share fall from 69 percent in 2013 to 53 percent by 2020,” according to the report from RnRMarketResearch. com. “Meanwhile, the Asia-Pacific (APAC) region will see its share rise from 16 percent to 29 percent over the same time frame.”

In 2015, the SPECT products seg-

in modernization of diagnostic imaging centers, development of new radiotracers, and rising incidence and prevalence of cancer and cardiovascular diseases are the key factors driving the growth of the global nuclear medicine equipment market, according to MarketsandMarkets. Additionally, factors such as increasing prevalence of diseases associated with aging population, strong product pipeline, and growing demand for nuclear medicine procedures in the emerging

“This market is expected to reach $2.13 billion by 2020 from $1.78 billion in 2015, and is poised to grow at a CAGR (Compound Annual Growth Rate) of 3.6 percent during the forecast period.” ment is estimated to account for a major share of the nuclear medicine equipment market, according to the MarketsandMarkets report.

Based on application, the market is segmented into oncology, cardiology, neurology and other applications which includes orthopedics, urology, thyroid-related disorders, and gastroenterology. In 2015, the cardiology segment is estimated to account for a major share of the nuclear medicine equipment market, according to the MarketsandMarkets report.

The incessant introduction of new and advanced products, investment

market are also expected to fuel market growth in the coming years.

On the other hand, high cost of nuclear medicine equipment, decreasing reimbursements for radiology, and unfavorable health care reforms in the U.S. are key factors limiting the growth of this market, according to the MarketsandMarkets report.

In addition to this, hospital budget constraints and increasing adoption of refurbished systems are major challenges faced by industry players in the global nuclear medicine equipment market.

MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

NOVEMBER PRODUCTS : This month, Medical Dealer explores Nuclear Medicine.

DDD DIAGNOSTIC QuantumCam

Q

uantumCam is a “no-nonsense” general-purpose camera with minimal room size requirement. In fact, no other SPECT system in the market has such a small footprint and still full flexibility in detector positioning, offering versatile use for both whole-body procedures, SPECT, Cardiac SPECT and planar imaging procedures. With its translating gantry and fixed patient bed, QuantumCam offers a very open, non-claustrophobic, modern and appealing design for improved patient comfort and ease of use. For additional information, visit www.ddd-diagnostic.dk/index.html. •

36 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Nuclear Medicine_Product Showroom

GE HEALTHCARE DiscoveryTM NM/CT 670Pro with Q.Metrix

D

iscovery NM/CT 670Pro with Q.Metrix includes the latest GE 16-slice CT technology, which delivers excellent image quality to explore the deepest regions where disease arise to see beyond what once was thought possible. This innovative hybrid technology seamlessly integrates the functional images of advanced SPECT imaging with precise anatomical detail of a multi-slice high-resolution CT. With a 0.5 second rotation speed, a 70cm chest-abdomen-pelvis examination can be completed in as little as 10 seconds with IQE pitch booster*. Combined with the power of Q.Metrix for the absolute quantitative SPECT uptake results across any organ and any tracer** opens the doors to discover what lies beyond the horizon. •

TM Trademark of the General Electric Company *Image Quality as defined by an Artifact Index in phantom testing **Must be supported by the Evolution resolution recovery

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MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Product Showroom

SIEMENS HEALTHCARE Symbia Evo

1

Staff Reports

T

he Symbia Evo SPECT system – the most recent addition to Siemens’ all-new Symbia™ family of SPECT and SPECT/CT systems – sports unique features to help users read with greater confidence and image a wide range of patients. Symbia Evo automates routine manual tasks due to Automated Quality Control and Automated Collimator Changer. The IQ•SPECT ultra-fast cardiac imaging solution enables vastly improved scan times. Symbia Evo offers industry-leading1 collimator sensitivity and 24 percent1 higher reconstructed image resolution for high-quality images that permit a more confident diagnosis. The system’s detector flexibility supports stretcher and hospital bed imaging; the patient bed supports patients up to 500 pounds. •

Based on competitive literature available at time

of publication. Data on file.

38 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Nuclear Medicine_Product Showroom

TOSHIBA Celesteion PET/CT

T

o advance the care clinicians provide, Toshiba’s Celesteion PET/CT system delivers a more comfortable patient experience with the industry’s largest bore, widest field-of-view, dose reduction technology and fastest imaging. The versatile system combines high-performance PET and CT for all radiation and oncology imaging needs, including tumor detection, treatment evaluation and CT simulation. As health care reform puts a greater emphasis on patient satisfaction, the Celesteion’s numerous patient-friendly features are designed for this new landscape.

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MEDICALDEALER 39

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

PREFERRED VENDORS

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

SEE OUR AD ON PAGE 57

GMI sells, finances, services and supports every aspect of diagnostic ultrasound equipment, nuclear medicine imaging equipment and PACS systems. We provide a choice for customers seeking a cost-effective solution to the rising costs in the imaging marketplace.

Intermed 13351 Progress Blvd.

SEE OUR AD ON Alachua, FL 32615 PAGE 41 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

40 MEDICALDEALER | NOVEMBER 2015

International Medical Equipment & Service 8190 Regent Pkwy SEE OUR AD ON Fort Mill, SC 29715 PAGE 4 Phone: 704-739-3597 Fax: 704-259-4008 Email: dstovesand@IMESimaging.com Website: www.IMESimaging.com

Oxford Instruments Healthcare Oxford Instruments Healthcare 1027 SW 30th Ave SEE OUR AD ON Deerfield Beach, FL 33442 PAGE 87 Toll Free: + 1(888) 673 5151 Phone: +1 (954) 596-4945 Fax: +1 (954) 596-4946 Healthcare@oxinst.com

Provider of reliable, cost-saving solutions for all of your diagnostic imaging service needs. We test and stock parts from all OEMs and modalities. IMES is an unmatched source of quality, inventory availability, 24/7 tech support, and hands-on CT service training.

Oxford Instruments Healthcare specializes in leasing customized Modular Nuclear Medicine suites that are spacious and come with a wide variety of scanners. Contrast injector and DICOMM III Digital archiving systems come standard in all suits and every unit is backed by a 24/7 technical support team.

SEE OUR AD ON PAGE 64

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.

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

TECHNICAL

PROSPECTS

Experts in Siemens Medical Imaging

SEE OUR AD ON PAGE 30

Southeast Nuclear Electronics, LLC. 6175 Hickory Flat Highway Suite 110-308 Canton, GA 30115 Phone:(678)762-0192 Fax: (678) 547-3081 Website: www.southeastnuclear.com Southeast Nuclear Electronics specializes in Nuclear Medicine/SPECT systems, service, and parts. Our immediate service area includes(but not limited to) the southeastern region of the United States, with parts sales and tech support world wide. From installs and deinstalls, to preventive maintenance and calibrations, Southeast Nuclear Electronics continues to be the cost effective alternative to OEM parts and service for over 30 years.

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Technical Prospects 1000 S. County Road CB Appleton, WI 54914 Phone: 877-604-6583 Fax: 920-757-6591 Email: jvandersteen@technicalprospects.com Website www.technicalprospects.com

SEE OUR AD ON PAGE 91

Technical Prospects is a dedicated supplier of parts, training and support for Siemens CT, X-ray, angiography, cardiac catheterization, mammography and mobile/portable imaging units. We also offer new and used tubes with installation. Our recent $1.5 million training center expansion provides functional training/testing bays, two classrooms and OEM-trained engineers with almost 100 years of combined experience to lead our training initiatives.

MEDICALDEALER 41

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42 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PATIENT POSITIONER MARKET ON THE RISE

T

echnological advancements have brought a lot of change in the way surgical procedures are carried out compared to just a decade ago. Operating rooms are becoming more spacious with more advanced equipment, including patient positioners and surgical table accessories developed to hold a patient in the proper position throughout a surgical procedure.

These devices, and others, have become an indispensable part of modern hybrid operating rooms.

The patient positioner and surgical table accessories market is expected to be impacted by an increase in the number of people who are living longer thus increasing the number of surgeries performed each year.

Some additional factors expected to drive the market include the increasing number of ambulatory surgical centers (ASCs) across the nation. According to the U.S. Medicare Payment Advisory Commission (MedPAC), the number of Medicare-certified ASCs in the U.S. increased by an average annual rate of 3.6 percent from 2006 to 2010.

The continuous increase in the WWW.MEDICALDEALER.COM

number of ASCs is likely to contribute to an increasing demand for surgical table accessories, according to PRNewswire.

An increase in the number of obese patients undergoing surgical procedures has also impacted market demand. Patient positioners designed to accommodate larger patients is a growing segment of the market.

The popularity of hybrid operating rooms that include patient positioners and surgical table accessories is another reason industry insiders forecast market growth.

Janet Kaplan, Director of Marketing, Action Products, Inc.-Medical Products Group, said the industry is growing because of a need for patient positioners to assist with advanced procedures.

Proper patient positioning is also an important aspect of robotic surgeries and as these procedures have become more common the demand for this type of patient positioner has increased.

Manufacturers are working to accommodate the evolving needs of health care facilities.

“The industry is challenged to create products to accommodate robotic surgeries’ extreme positions. The biggest complaints are: patients sliding, pinched extremities and severe eye pressure,”

“The industry is challenged to create products to accommodate robotic surgeries’ extreme positions. The biggest complaints are: patients sliding, pinched extremities and severe eye pressure.”

Kaplan said.

The patient positioners and surgical table accessories market is a segment of the larger operating room equipment market.

The global operating room equipment market was valued at $2.67 billion in 2012 and is expected to grow at a compound annual growth rate of 6.2 percent from 2013 to 2019, to reach an estimated value of $4.05 billion in 2019, according to Transparency Market Research.

MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

NOVEMBER PRODUCTS : This month, Medical Dealer explores Patient Positioners.

ACTION PRODUCTS Dome Positioner

P

atient positioning devices used under the knees should run the entire width of the surgical table pad. Most dome positioners are 14-inches long and are used under the knees during supine surgeries. In order for this positioner to cover the entire table many nurses put two positioners together. This solution hangs off of the edge of the table, may slide during surgery and cause pressure sores if skin falls between the cracks. The new Action® Dome Positioner (40603L) solves this problem, with 20-inches of Akton® polymer gel to cover the table end to end and redistributes the weight across the entire table. It is only available from Action Products.•

46 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Patient Positionsers_Product Showroom

DAVID SCOTT COMPANY Butterfly Steep Trendelenburg Gel Bean Bag Positioner

D

avid Scott Company created the Butterfly Steep Trendelenburg Gel Bean Bag Positioner in conjunction with a leading Boston-based Harvard Medical School surgeon. The polyurethane positioner is designed as an aid in securing patients when in steep Trendelenburg and is ideal for robotic surgery. This is the only steep Trendelenburg positioner that offers an integral gel layer for pressure management attributes, comfort and patient safety. The positioner has wings that support and cradle the patient around the upper arm and shoulders. These wings can be molded into the shoulders to secure the patient without the need for shoulder supports. The Butterfly has six individual, replaceable securing straps that anchor it to OR table side rails and offers IV access to the forearm, while the lower wings protect the patient’s hands. The Butterfly positioner also has a GU style cutout for GYN and a wide cutout around the head for better anesthesiologist access.•

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MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

KAPP SURGICAL INSTRUMENTS INC. Surgical Knee ImmobilizerTM

T

he Kapp Surgical Knee Immobilizer is an economical solution for secure flexion and extension stabilization during knee surgery. With easy to use hook and loop adjustments, it frees the surgical practitioner’s hands to retract soft tissue. It is made from polyester/nylon material and is supplied in sealed sterile packaging. For single use only, it is disposable. Call or write Kapp for a free sample. •

48 MEDICALDEALER | NOVEMBER 2015

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MEDICALDEALER 49

COUNTING THE

COST

TCO, SERVICE CONTRACTS AND DEVICE MANAGEMENT

BY MATT SKOUFALOS

50 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

I

f urgent care centers and freestanding emergency rooms are the health care provider’s analogue of

the national fast-food complex, then wringing every last drop of financial efficiency from the systems that integrate them is the supply-side portion of that equation, argues Jakub Mochon, CT Senior Director for Siemens Healthcare.

“We live in this instant society,” Mochon said; “we kind of expect everything to be drive-through, right now.”

Fulfilling the needs of that on-demand culture often comes at a significant price, however; as providers seek alternatives to expensive equipment purchases, data wonks are turning to more complex analytics to either justify the cost of new devices or to find ways to cut costs maintaining the equipment they already own.

For original equipment manufacturers (OEMs) like Siemens, that means expanding focus to pick up entry-level as much as upper-echelon customers, and trotting out sales pitches anchored less by competitive upfront costs and more on lifespan metrics like total cost of ownership (TCO), an accounting metric that encourages a holistic approach to valuing the overall investment associated with a purchase, including labor, maintenance, resiliency, staffing and other environmental factors.

In the current fiscal year, the business Siemens has done in the entry-level market has grown 400 percent in a segment that Mochon said is “less academic and R&Ddriven and wants to be part of a lower-cost, efficiency-oriented

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technology,” and a large part of its marketing strategy in the space hinges on TCO arguments.

“You’re no longer dealing with somebody who wants to sell only to the top hospitals in the U.S.,” he said. “It’s all about the growth of our organization and participation in every segment of the market.”

To that end, Mochon said, Siemens is pushing a value-based approach that claims its newest entry-level systems offer a 25-percent cost savings based on “intelligent” technological upgrades contained within the guts of its SOMATOM entry-level CT scanners. These can provide a 10 percent improvement in overhead costs, and a comprehensive 35 percent lower TCO within 15 years of ownership, he said. To do it, Siemens has mined its own core technologies, imaging algorithms, and software advances in order to create a more efficient, robust, and cost-effective entry-level product.

“Most pre-owned scanners were introduced many years ago and were designed to be top-ofthe-line – for example, to open the new era of cardiac imaging – and, because of that, will have some technologies that will make them more expensive to run and more expensive

to service,” Mochon said. “Instead of holding onto this older scanner that maybe is running OK but carries a higher service cost, [customers are] now looking at this and saying, ‘How much is the service contract?’ An older technology might require more service efforts that cost more than maybe a new lease payment and a new service contract combined on our new technology.”

Mochon claims that the SOMOTOM line leverages its value from a lower cost of operation. Iterative reconstruction technologies reduce power requirements for new scanners versus prior-generation technologies; the automation inherent in the newer devices may also mean that a facility could require fewer technologists, or free them up to spend less time with the machine and more with the patient, he said.

The SOMATOM also may occupy less space in the facility than prior-generation models did, and exhibits a modular design that lets customers expand on the same platform.

“If you don’t need a 64-slice scanner today,” Mochon said; “you can go with a 16-slice scanner that is fully upgradable to 64 and 128 slices. We’re focusing on making these scanners a lot more modular and upgradeable. An upgrade may require a simple gantry refresh, software reload, and you’re ready to go.

We can do it over the weekend.”

BUILDING BLOCKS Modular design is the watchword at the Rochester, New York-based Carestream Health, where Gil Shetrit, Product Line Manager for X-Ray

MEDICALDEALER 51

COUNTING THE

COST “If you don’t need a 64-slice scanner today, you can go with a 16-slice scanner that is fully upgradable to 64 and 128 slices.

We’re focusing on making these scanners a lot more modular and upgradeable.”

Jakub Mochon Solutions, said the company continues to invest in a lower-cost segment of the imaging market, computed radiography (CR). CR is still “the gateway to digital” for lower-tech customers worldwide, Shetrit said, but just because it’s less expensive than CT technologies doesn’t mean that TCO metrics don’t factor into its business.

“The basic premise of this whole thing is quality,” he said. “You have to make sure the system is built to last. We understand the cost of service is becoming more substantial.

If the system keeps going down and needs more service, that’s one of the things we need to look at.”

CR might be among the most baseline of all entry-level imaging technologies from a global perspective, if you consider that the bulk of growth in the market is in countries like China and India. In developing countries, much of the population can be distributed in areas so remote that technicians travel hours via multiple modes of transit to reach their customers. When equipment fails under those conditions, Shetrit said, getting to the site “is not so easy,” hence the manufacturer’s sensitivity to quality.

52 MEDICALDEALER | NOVEMBER 2015

“There’s a built-in, minimum amount of money you pay a service engineer, despite the travel time that may be involved,” he said.

Carestream’s answer to such circumstances is the Vita Flex CR, a customer-installed, self-servicing CR device that allows users to operate out of the box within 90 minutes, just like installing a laptop or other plug-and-play digital device, Shetrit said. The Vita Flex is self-testing, and replacement parts are shipped as field-replaceable units, or FRUs, that can be drop-shipped within 24-48 hours in most parts of the world.

“The units are built out of building blocks,” Shetrit said. “When something breaks down, the system tells you which FRU to replace, and a new one is shipped out. The customer replaces that FRU and puts the old one back in the box and sends it back to the company. You don’t even have to know what’s in the specific FRU; you just replace it. This system only has three main FRUs. We just tell them which one to replace.”

By limiting downtime, Shetrit believes he can help his customers reduce their service costs, using the savings and sales volumes to pay for that fast global shipping turnaround.

The Vita Flex also comes with a fiveyear warranty.

“I don’t need much to support the thousands of units being shipped

each year,” he said. “I just need the logistics to support the FRUs, and I need a call center to be able to connect to the system and diagnose it remotely. ” Shetrit describes CR as “a transitional technology,” the market for which has shifted into developing countries, where demand for CR technology will be driven by price competition, forcing eventual consolidation. In the United States and Europe, demand will continue to be oriented around higher-end systems. Manufacturers will adjust by matching the products they create to the markets that are most receptive to them, but Shetrit said he believes “there’s an unaddressed market out there, where a lot of people still need some help to get into the digital end of the business,” whether in terms of purchase price or TCO. DATA-DRIVEN DOLLARS Sheila M. Sferrella, Senior Vice-President of Regents Health Resources in Nashville, Tennessee, said that the biggest determinant in any TCO analysis involves knowing what you can control as a radiology administrator and what you can’t – and the former list is a short one. It includes exactly three things: service costs, equipment costs and capacity.

“I’m a data queen,” Sferrella said.

“Data doesn’t tell you what the problem is, but data shows you trends MEDICAL EQUIPMENT, PARTS & SERVICE

and where there might be a problem. Service costs and contracts can be captured in different account numbers. Number one, you’ve got to know your existing costs: contract costs, hours, what types of failures there are.”

When she was the administrator for the diagnostic imaging service department at the Lehigh Valley Health Network (LVHN) in Allentown, Pennsylvania, Sferrella said she saved on vendor service contracts by offloading repairs and preventive maintenance to her in-house clinical engineering department, which also allowed her to collect local data on the failure rates of her equipment (by modality, by site, and by device), the number of hours of labor her biomeds provided, and the costs of parts needed for repairs. Often, Sferrella said, her in-house team was resourceful, skilled, and flexible enough that it kept the hospital from signing longterm OEM service contracts. LHVN ended up not renewing one of its larger professional contracts, a fiveyear agreement with an ultrasound vendor, because the clinical engineering team found a probe vendor of comparable quality at half the cost of the OEM price tag and shopped for replacement parts on eBay. “When I was a radiology administrator, productivity was very important to the organization,” Sferrella aid. “I was looking for costs; I was not taking out staffing when there were other things to take cost out of. We started at $3 million and we saved $1 million the first year that we went in-house [with our service calls].”

Signing an OEM service contract is easy to do because it offloads the responsibility to a third party, but Sferrella discovered “significant savings” in a structured policy with an insurance broker. Instead of paying WWW.MEDICALDEALER.COM

Gil Shetrit

“The basic premise of this whole thing is quality.

You have to make sure the system is built to last. We understand the cost of service is becoming more substantial. If the system keeps going down and needs more service, that’s one of the things we need to look at.”

a flat fee to a service provider, the insurance agreement obligated her department to pay a premium, plus establish a capped pool of funds for repair costs. Sferrella’s agreement also allowed her organization to retain any of the unexpended dollars in the service pool. For a sense of comparison, she shaved an OEM service contract costing $827,000 down to $654,000 for an insurance policy: a $154,000 premium cost with a $520,000 pool for repairs. Whatever of the $520,000 was unused during the year, the organization retained; if the cost of repairs exceeded the pooled funds, the insurer paid whatever the overage was. It also provided her with a list of local service vendors who would provide competitive quotes to repair the equipment.

“In the first year of doing that contract, we saved 19 percent, and that didn’t include the aggregate savings of what we retained,” Sferrella said.

An average departmental costof-service ratio with full-service OEM contracts is 10 to 14 percent, she said; by shifting repairs to the in-house team and supporting it with the insurance policy, LHVN cut its average cost-of-service ratio to 4 to 6 percent in the first year after implementation.

“There are all sorts of ways to develop a program,” Sferrella said.

“You don’t have to have your own in-house folks. A third-party service agreement, at least you’ll save 2-3 percent on your total cost; if you go to an insurer, you save a lot of money.”

“People who have OEM service contracts use less than 50 percent of what is included in those contracts,” MEDICALDEALER 53

COUNTING THE

COST

Sheila M. SFerrella

she said. “If an organization chooses to use a vendor on a time-and-materials basis, many times they are told they will be last on the list for a repair. We never had that issue. If we placed a call, that was cash to the vendor they were not expecting and we never had to wait for service.”

Although manufacturers put forth the notion that later-generation equipment necessarily offers significant, cost-saving improvements over what’s already on the market in terms of reduced outages, Sferrella encourages buyers to do their homework – and notes that the newest equipment doesn’t yet have a track record of failure rates. She called manufacturer uptime guarantees “a useless statistic” based on a 24-hour-a-day cycle that doesn’t apply to centers that only provide imaging services in eight-, 10-, or even 12-hour blocks.

Instead, Sferrella believes in two key pieces of data: mean time between failures and cost-of-ser54 MEDICALDEALER | NOVEMBER 2015

“If an organization chooses to use a vendor on a time-and-materials basis, many times they are told they will be last on the list for a repair. We never had that issue. If we placed a call, that was cash to the vendor they were not expecting and we never had to wait for service.”

vice ratio. Arriving at them requires some digging (“There are national benchmarks; the vendors don’t want to share them with you,” she said), but provides a far clearer picture of what to expect from a piece of equipment. Likewise, equipment TCO calculations that emphasize throughput metrics are less useful if they aren’t based on a patient volume that corresponds with the customers in a given area because, “if there isn’t anybody lining up, it doesn’t matter how fast you can put them through there,” Sferrella said.

“Most of it is the time it takes people to get those patients in and out of there,” she said. “CT is about as fast as it’s going to be. The slowest thing is getting the patient on and off the table. The limiting thing is not throwing the patient on there and getting them off. Once you get close to 80 percent capacity, 75 percent, you’ve got to be planning for either additional hours, or you’ve got to buy another machine – and

that’s if you have excess volume to support it.”

As for the notion that entry-level OEM devices will lower TCO by limiting power expenditures, Sferrella also encourages buyers to exercise caution.

“If you’re in an imaging center, I may see the difference in the electric bill,” she said; “you’re not going to see that in a hospital. Most large systems have all sorts of ways to save on utilities costs. One CT scanner, I don’t think that’s going to get a facilities person jumping rope.”

Manufacturers “make great equipment, but imaging administrators are now evaluating options other than full-service OEM contracts,” Sferrella said.

“The vendors have done a really good job saying, ‘This is what you need,’ and it’s easier than trying to look for something else. But here are the options, and you can save a lot of money,” she adds.

MEDICAL EQUIPMENT, PARTS & SERVICE

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55

PARTS • TRAINING • EQUIPMENT • SUPPORT

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

855-401-4888 www.triimaging.com sales@triimaging.com 56 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

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and is a game changer for frustrated distributors and service technicians who don’t have time to play “phone tag” to get an answer on availability of replacement X-ray tubes.

CORPORATE PROFILE

X-RAY INNOVATOR

available in the “Ray-Pac A

See how it works, visit Ra

Ray-Pac

We have two of everything in the Ray-Pac

GE • Siemens • Phillips • Shimadzu • Varian • and m Contact Your Favorite Dealer or Call 843.767.8090 for a Dealer Nearest You.

R

obert Hibdon, President of Ray-Pac, is a respected and proven leader in the medical imaging community,

especially when it comes to quality X-ray tube manufacturing.

He can also be described as a visionary based on the new RayPac Inventory ARK app, his previous work with Interay, and his plans for the future.

Robert Hibdon Founder and President of Ray-Pac

Hibdon’s latest vision is the oneof-a-kind Ray-Pac Inventory ARK app (available on iTunes and Google Play) that allows customers to instantaneously view daily updated inventory and whether an X-ray tube could be shipped today or tomorrow. It is a high-tech gadget from an old-school pioneer who strongly believes in hard work, craftsmanship, and quality.

Ray-Pac was founded in 2015 based on Hibdon’s desire to come out of retirement and return to the work he loved and missed, as his interest in X-ray tubes is an endeavor that dates back to the early 1980s.

“Ray-Pac was founded earlier this year because I wanted to get back into X-ray tube manufacturing,” Hibdon says.

“My wife and I founded Interay in 1982. Back then, there wasn’t an aftermarket for X-ray tubes. The OEMs controlled the replacement market. It was a wonderful time to 58 MEDICALDEALER | NOVEMBER 2015

start a new business. The biggest problem was finding a quality manufacturer of X-ray inserts.

Fortunately for us, Varian EIMAC in Salt Lake City, Utah, was looking for someone to develop a market for their non-OEM products. We were a perfect match. We were able to introduce a new product about every 90 days and this went on for 11 years.”

“We grew the business to $15 million a year and supplied over 50 percent of the U.S. aftermarket.

You can guess what happened next: Varian bought us out,” Hibdon recalls. “I stayed on with Varian for 20 years as vice president and general manager of the aftermarket and grew the business to $45 million in worldwide aftermarket sales. Then I retired at 58. Three years into my retirement, Varian and I reached an agreement which allowed me to re-enter the aftermarket as Ray-Pac.” “I was amazed at how

many of my old friends from 20-something years ago called up and congratulated me. And, actually, most of them laughed at me and said ‘You’re 61 years old! Why on earth are you going back to work?’

It is not for the money. It’s because I genuinely enjoy the X-ray tube business,” Hibdon discloses.

His re-entry into the aftermarket comes at a time when new technology has changed some aspects of the business. Yet, Hibdon’s secret weapon is that he knows what customers want, especially in the X-ray tube market.

“After 33 years in the industry, we know that quality and availability are what our customers not only expect but deserve from their suppliers,” Hibdon points out.

The Ray-Pac Inventory ARK app is a key component of Hibdon’s latest venture.

“We’re up and running. We’re looking to be different and have a service that no one was providing MEDICAL EQUIPMENT, PARTS & SERVICE

SPECIAL ADVERTISING SECTION

“Our company’s mission is to be the very best at everything we do. The health care industry goes up and down and we want our customers to know that we will always be there when they need us.”

and that is where the app came from,” he says. “We thought the app would be an enormous time saver for dealers because they could actually be in the X-ray room, look at their iPhone or Android smartphone or tablet, see that it was in stock and tell the customer WWW.MEDICALDEALER.COM

immediately that they could have it tomorrow.

We are hoping that it is a big hit.”

Ray-Pac’s research indicated that their app is the only one in the X-ray tube industry that does anything with real-time inventory or shipping availability. The ARK

app gives customers an instant answer with just one button; where-as, it used to be that customers had to get on the phone and try to track down a distributor, then the distributor had to track down the manufacturer and see what they had in stock, and then the

distributor would get back in touch with the customer. Now this can all be done with the Ray-Pac Inventory ARK app in a matter of seconds.

“The app is straight forward and tells you all the specifications like focal spot, stator, horn angle, and heat storage,” MEDICALDEALER 59

CORPORATE PROFILE SPECIAL ADVERTISING SECTION

“We are extremely proud of what we do and we are equally as particular.

We go above and beyond to ensure that our paint color and texture enables you to not be able to tell a finished remanufactured tube from a new tube.”

Hibdon affirms. “So, you know immediately if we have what you want. We like the idea because we thought it is something that would speed up the process for the dealers and it is something that no one was providing.”

The idea for the app came from listening to customers and so far has been beyond well received.

“Since we’ve only been open about 30 days we are doing well with the

response we are getting from people who are fascinated by the idea,” Hibdon said in early September.

Ray-Pac streamlines the process in more ways than just the app. Dealers can become pre-qualified Members, which entitles them to zero delays on purchase approvals and immediate shipping.

Customers are also pleased with the quality of the X-ray tubes. Ray-Pac’s products are described by

60 MEDICALDEALER | NOVEMBER 2015

some as “better than new” and customers are never disappointed. Ray-Pac specializes in replacement tubes for GE, Siemens, Philips, and, of course, Varian. Also, they are proud to be a “Made in the USA” manufacturer.

“We are extremely proud of what we do and we are equally as particular,” asserts Hibdon. “We go above and beyond to ensure that our paint color and texture enables you to not be able to tell a finished remanufactured tube from a new tube.”

Quality performance and appearance are important to every RayPac employee.

Hibdon expects RayPac’s focus and dedication

to top-quality X-ray tubes to impact the entire market.

Great expectations paired with his previous success have Hibdon energized and excited about Ray-Pac. He knows there will be challenges and he expects to navigate them as the company grows to meet customers’ needs.

“Our company’s mission is to be the very best at everything we do,” Hibdon adds. “The health care industry goes up and down and we want our customers to know that we will always be there when they need us.”

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MEDICALDEALER 65

SLICE OF LIFE_The Other Side

By Jim Fedele

PARTNERSHIPS CAN LEAD TO HEART BREAK

I

am a firm believer that building strong partnerships with the people I regularly do business with ensures that I always receive the best possible customer service and value. However, I have discovered that over time there is a risk of the partnership being exploited and becoming very one sided. When this occurs it is often very difficult to repair the relationship. It often ends with a severance of the partnership and the loss of future purchases or services. There are ways to mitigate this risk and ensure that both parties in the partnership stay true to the relationship.

Most vendors that I have solid partnerships with have always been engaged and invested in solving any problem I have had with their product and service. During times that service recovery is needed my partnered vendors have never let me down. I have many examples of my vendor partners doing extraordinary things to solve problems, from leaving backup equipment and parts at my facility to replacing entire systems. What they get in return is an unwavering loyalty to their product or service which guarantees them the sale without fear of us even looking at the competition.

Long-standing partnerships do have risks as people and company visions change over time. The biggest risk is complacency. As the relationship matures and trust is 66 MEDICALDEALER | NOVEMBER 2015

“Also companies that have merged, been acquired or had major leadership changes can sometimes deviate from a partnership relationship and become less interested in solving problems.” built, it is easy to become complacent and not verify that the pricing and the product is still competitive in the market. Also companies that have merged, been acquired or had major leadership changes can sometimes deviate from a partnership relationship and become less interested in solving problems. I can think of one particular company that was originally very accommodating and “biomed friendly.” We purchased over $500,000 worth of their product.

The first two years of our partnership was great, but then they were purchased by one of the big OEMs and now our relationship is strained. The OEM that bought them is not “biomed friendly” and has drastically increased our cost of ownership for this product. The result is that we are actively looking at other vendors for this device.

Unfortunately, I feel like many of my partnerships need attention.

I find myself “trusting but verifying” to get piece of mind. Some of my vendors have expressed their

concern and are feeling our relationship is threatened. The truth today is that there is a lot of change going on in health care. Hospitals and vendors alike are trying to become masters of efficiency, and cost reductions. This is leading to mergers, acquisition and, frankly, closures. The issue for me is as these companies become bigger the focus on customer service goes down and focus on the bottom line goes up. I feel like the larger the company the less concerned they are about being a partner and doing the right thing for the customer.

All this being said, it should not be a surprise. Everyday in our personal lives our partnerships are tested. I have had the same insurance company for 20 years; I recently needed to make some adjustments that were so expensive I decided to check other companies. I found without trying very hard that I could get the same product from a competitor for half of what I was paying. When I went back to my insurance agent he told MEDICAL EQUIPMENT, PARTS & SERVICE

_The Other Side

me that there was not anything more he could do, so I switched. If you look within our industry there are many hospitals rebidding services, going from outsourcing to in-house and vice versa.

In the end partnerships are about trust, and trust is a hard to earn and easy to lose. I feel like complacency is a byproduct of trust. Because once the partnership has a great foundation of trust the tendency is to let the relationship cruise on auto pilot, neither side questioning the other. Part of the reason we build partnerships is to save some time so we do not have to keep verifying pricing or escalating service problems.

It is easy to trust that our partner has our best interests at heart and will do the right thing. I think it is healthy and necessary to ensure that the participants in the partnership are still on the same page by doing some fact checking. Some of my best partners anticipate this need and provide me with information to illustrate that they are still a great value. When a partner of mine complains about my fact checking I become suspicious and dig further. I think this just helps keep everyone honest and avoids any embarrassing situations where one partner is taking advantage of the other.

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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.

WWW.MEDICALDEALER.COM

MEDICALDEALER 67

SLICE OF LIFE_

By Dan Bobinski

THE RIPPLE EFFECTS OF WORKPLACE LIES

H

onesty and integrity are essential. Those five words constitute so much core workplace fiber that I shouldn’t have to say more. However, because a recent survey published on CareerBuilder. com indicates that 20 percent of people tell at least one workplace lie each week, I’m going to give this subject a little more attention.

Admittedly, this topic is personal for me. At one time I was the victim of a lying client (the vice president of a bank), and her web of lies hurt a lot of people and cost me a lot of business.

As it turned out, her lies were eventually discovered and the liar ended up in federal prison for embezzlement.

Unfortunately, by that time, plenty of damage was done.

If you’d like a good word picture on the ripple effects of lies, think of putting a few drops of food coloring into a bowl of water. Once the food coloring is in, the water will never be the same. That’s what lies do to relationships, and also to corporate reputations.

Every employee, from the lowest-paid part-time worker to the CEO, needs to emphasize and exercise honesty and integrity. When someone lies, cracks form in the organizational structure. Those cracks may not be seen, but when people lie, the organization becomes weaker and the ripple effects can be devastating.

What are some reasons people lie? They lie because they’re trying to please customers or because they don’t want to get punished for 68 MEDICALDEALER | NOVEMBER 2015

Dan Bobinski Workplace Consultant

a mistake. They lie because they’re ashamed, or because they’re trying to manipulate a situation to their favor.

Even deliberately failing to disclose something is a form of lying, but generally speaking, lying is most often thought of as a purposeful statement or effort intended to deceive.

Now that we’ve looked at reasons people lie, let’s consider a few examples of what can happen when people lie.

About 10 years ago, a young author named Kaavya Viswanathan wrote a book that was so popular, DreamWorks signed a deal with the young author to make her book into a movie.

The problem? Viswanathan had plagiarized portions of her book from another author, Megan McCafferty.

Viswanathan’s publisher stood by her, saying that any similarity in wording was “unintentional and unconscious,” but soon it was discovered that more than 45 sections of her book had been lifted directly

from McCafferty’s work. When that news became public, the publisher cancelled Viswanathan’s next book contract and DreamWorks tore up the movie deal.

Think about it. That young author’s lies damaged the publisher’s reputation, which no doubt cost them in terms of future business. Her lies also cost DreamWorks thousands of man-hours and all the wages and resources associated with that.

Additionally, what other worthwhile projects were ignored because DreamWorks employees were spending time adapting Viswanathan’s book for the screen? The lies of one 19-year-old writer caused many painful and expensive ripple effects.

Consider also what happened to a coaching client of mine, whom we’ll call Richard (not his real name).

Richard was a senior engineer at a high-tech company, when one day a female co-worker accused him of sexual harassment. The woman, an engineer on his team, reported to HR that Richard was “undressing her with his eyes.”

As a result, Richard was forced to attend sexual harassment training and a permanent note was made in his file. He was told that any further complaint against him would result in termination.

Richard insisted that he never did what he was accused of, but HR said it didn’t matter.

“As long as the woman felt sexually harassed, she was sexually harassed,” they said.

Two years later, when the two of them ran into each other at a conference, Richard asked the woman MEDICAL EQUIPMENT, PARTS & SERVICE

“If you’d like a good word picture on the ripple effects of lies, think of putting a few drops of food coloring into a bowl of water. Once the

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food coloring is in, the water will never be the same. That’s what lies do to relationships, and also to corporate reputations.”

why she filed the false claim. Her response was amazing. She said she simply didn’t like working with Richard, but couldn’t find another way to get out of being on his team. She also told him that she would deny she said that if HR ever asked her.

That woman’s lie was costly. For the company, the cost for documenting her sexual harassment accusation was thousands of dollars. Plus think of all the other work HR could have been doing. And, as a side note, if sexual harassment cases get contested, the average cost to employers for defending them is $150,000 per plaintiff.

Then there’s the cost to Richard.

Not only did he get branded and subsequently discounted by his peers, he lost hundreds of hours of his life and the quality of his work suffered, too. Her lie also affected his mental health, his promotions, and therefore his income. It probably affected his future job prospects, too. All of this was because one person decided to lie as a way to get out of working with someone she didn’t like.

While we’re talking about the negative ripple effects of lies, consider also the woman who was caught embezzling. One of her lies was about work I was doing for her bank, and that lie affected my business, which also affected my family and my employees.

WWW.MEDICALDEALER.COM

When she was caught, she ended up in prison, but by then the damage was done. After her lies became public, her bank’s reputation suffered greatly, her family was tremendously embarrassed and her children were without their mom.

Although the survey I mentioned earlier tells us one in five people admit to workplace lying, it’s my guess that people don’t give much thought to the ripple effects of their falsehoods. And that goes even for small lies, because telling small lies can be like an addictive gateway drug that leads to larger and more devastating lies.

For what it’s worth, 25 percent of managers report that they’ve fired employees for being dishonest. So I hope that honesty and integrity are your watchwords. And if you’re ever tempted to lie, let me ask: “Do you really want the ripple effects of that?”

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

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MEDICALDEALER 71

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

RSNA COMMUNITY SERVICE COMMITTEE

T

he Radiological Society of North America is a professional organization that supports medical experts who work in one of the most technologically sophisticated professions in the country. Yet its members are not above performing simple physical labor for a good cause: when the Greater Chicago Food Depository put out a request for aid, staffers at the organization lent their time and hands to the task of packing up 17,885 pounds (429 cases) of sweet potatoes for food pantries, food banks and homeless shelters in Chicago and the surrounding region.

It’s just one of several annual opportunities for the RSNA Community Service Committee to show how the members of its staff make just as significant an investment in the lives of their neighbors as they do in the greater medical field at large.

The 17-member committee selects about four different programs each year to throw its support behind for two work-day activities and two evening or weekend activities. To those, the organization always adds specific supports for International Day of Radiology, the Northern Illinois Food Bank and Toys for Tots.

Co-chairs Kristin Corbett and Amanda Dennin help steer the volunteer efforts with an eye towards those interests that serve and support the immediate local community in which RSNA is headquartered.

They’ve contributed to Toys for Tots initiatives, local food and clothing drives, and directed the efforts of 72 MEDICALDEALER | NOVEMBER 2015

RSNA staff from numerous programs throughout the organization.

“We try to [serve] a different variety [of causes],” said committee member Natalie Ramos, an administrative assistant with the RSNA Research and Education Foundation in Oak Brook, Illinois. “We vote on those, and we see what the top-ranking ones are, we discuss them as a committee, and we go from there.

We’re definitely open to organizations that want to work with us if they have a project.”

Anyone within RSNA is welcome to submit a suggestion to the committee, Ramos said; participation can be contingent upon the timing of the activities and the prior obligations of the group; an internal bulletin board allows participants to see what projects are upcoming.

For Ramos, the entire experience is a way to connect RSNA more closely with its neighbors.

Ramos contributes more to the process than just her spirit. When the committee elected to participate with the Bloomington, Illinois-headquartered Project Linus, which delivers handmade blankets to children to comfort them during a hospital stay, Ramos jumped at the chance to participate – and so did more than 50 of her coworkers.

“Children who have experienced a severe illness or any kind of trauma receive a blanket for their time in the hospital,” she said. “We collected fabric and cash donations, made blankets a yard-and-a-half by a-yard-and-ahalf, and we used polar fleece.”

Ramos, who said she’s “always had a crafty background,” crocheted several blankets herself, picking a simple pattern that her fellow volunteers would be able to follow. The team established a goal of making 20 blankets for Project Linus. They made 30, exceeding Ramos’ expectations during her first time leading a project for the committee.

“It was really great,” she said.

What really brought the project home, however, was when one of Ramos’ coworkers who had been participating in the blanket drive ended up as a surprise recipient of one of them. Brenda Arsenault, a senior manager in the RSNA department of research, unexpectedly had to take her child to the hospital after an allergic reaction. After spending nine hours in the emergency room – right on the heels of leaving the house “in a frantic hurry,” Arsenault said – the blanket was a welcome comfort amid a harrowing evening.

“When my 15-month-old received his blanket, it was 2 a.m. in the pediatric unit,” she said. “We only had our diaper bag on us, and didn’t have many comfort items. Not only was the blanket something colorful and friendly looking in a bland environment, but it had real practical value in its softness.

The hospital sheets were stiff and thin and the pillows were crunchy, but I was able to use our new fleece blanket to cover the stiff bedsheet, and made a cozy area for my baby to rest and recover after a hard night.”

Another project to which the committee and its volunteers conMEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

The RSNA community service committee recently made and donated blankets to Project Linus.

tributed their time and efforts is the 13-year-old, Lombard, Illinois-based Poised for Success. The nonprofit organization works to provide free business professional clothing for women who are job hunting. Poised for Success also counsels women on a job interview skills, provides referrals to services for job training and placement, and offers other confidence-building, individual support. Donations to the organization are provided by community members and volunteers.

RSNA was able to source WWW.MEDICALDEALER.COM

252 items of clothing and accessories for Poised for Success.

“Women pick out two outfits for their interviews, and once they land a job, they can come back and do some more shopping there [to have clothes for work],” Ramos said. “They have everything you could possibly need – jewelry, a handbag, shoes. It’s a onestop shop, and the women can get the clothes that they need in order to help them get a job that would help them be successful.”

RSNA Media Relations Manager Emma Day

said that volunteering with Poised for Success helped her appreciate the level of confidence that the program afforded the women it serves. When a client is trying on an outfit and looks in a mirror, the organization doesn’t allow them to leave feeling like the clothes they have selected are “OK” or “good enough.”

“Each person has to have their ‘I love it’ moment before they leave,” Day said. “[Poised for Success] really wants people to feel good about the outfits that they’re taking home with them in order to feel confi-

dent that they can land the job that they’re looking for.”

Reactions like those are why she enjoys working with the committee, Ramos said.

“I’ve always enjoyed giving back to the community,” she said. “Even if I don’t meet [the beneficiaries], if I can’t see who they are, I know if I help the community, it’s going to impact everyone else around me. There have been times myself where I’ve needed support from the community. I like to give my time back where I can as well.”

MEDICALDEALER 73

SLICE OF LIFE_

By Matt Skoufalos

3 CHEERS FOR COACH ENGLAND A drianna England didn’t become a cheerleading coach because she was interested in the activity. A former high school volleyball, softball, and basketball player, she didn’t like cheerleaders as a teenager and didn’t consider it a sport. So how did the Inside Sales Manager for Conquest Imaging in Stockton, California get to coach her hometown Lincoln High School Trojans cheer squad?

For that answer, you have to turn the clock back 10 years, to when her daughter, Desiree, decided to become a cheerleader. At five, England said, Desiree was excited to participate, but so anxious about the demands of the sport that she wouldn’t make it to and from a practice without bursting into tears. England gamely decided to take up coaching to put her more at ease.

“I became the team mom, an assistant coach, a cheer coordinator, and when she hit the high school, I joined as the head coach for freshmen,” England said. “I’ve been coaching 10 years now.”

Today, Desiree is a year-round athlete, excelling in softball just as her mother did (England also captains the Conquest Imaging coed softball team and anchors its doubleplay pivot at second base) while still participating as a cheerleader 10 years into the sport. That’s a testament not only to the staying power of the mother-daughter bond that the two share, but also to England’s ability to dive into foreign circumstances and emerge renewed by the process.

74 MEDICALDEALER | NOVEMBER 2015

“It was challenging at first because I didn’t know anything about cheer,” she said. “I was thinking about scholarships and [Desiree’s] adult life after school, and I didn’t think cheer was going to benefit her. As I learned cheer, and learned it was also a sport, she liked it, I wanted to jump right in and make it something she was going to strive for that she could be better at it.”

A team mom, England entered the cheer environment as a complete novice – and by default was quickly named an assistant coach. Three years after that, by learning about the other moms associated with the team and investing herself in

participation with cheer, England was also named Coach of the Year by the Delta Youth Football League in Stockton. The award left her speechless, she said, but the recognition meant everything.

“It felt good to know that parents and other adults are trusting me out there with these kids,” England said.

“The reason I coach is not for the sport at all; it’s more of a mentoring duty that I have, and I build so many relationships. It’s exciting to tell your girls, ‘I became coach of the year!’ It makes them want to come to practice and follow my instruction.”

In the process of becoming the coach of the year, the woman who entered the sport simply to comfort

“ As I learned cheer, and learned it was also a sport, she liked it, I wanted to jump right in and make it something she was going to strive for that she could be better at it.” the sport, she was ready to coach her own level of cheerleaders. A year after that, England became the cheer coordinator for Desiree’s squad, essentially leaving the coaching duties behind and taking on responsibility for overseeing parent interactions, coach training, and broader organizational duties. Today she is an executive board member overseeing the youth league joint football and cheer squads – quite a jump from the days of being removed from the experience altogether.

In 2012, seven years into her

her child, said she has learned more about herself, and about parenting, than she ever could have imagined.

Lessons about patience, first (and second) impressions, coaxing talent out of children, and the power of one woman’s personal involvement are but a few of them. One of the most unexpected, England said, was “going through the trials of having to pick my lifestyle and my values” and living them in a public way.

“You have to be this good example and this good role model at all times, on the field, off the field, social MEDICAL EQUIPMENT, PARTS & SERVICE

media,” she said. “I have to take my personality and modify it whether I’m talking to a parent, a child, a principal. Your whole life changes. But I would rather call myself a mentor than a coach any day.”

After 10 years, England said, her career in the medical industry and her amateur career as a coach have become one and the same to her.

Time management skills, interpersonal skills, communication skills “are what I have but also what I’m building every single day,” she said.

Distilling those virtues into a singular coaching philosophy, England arrived at this hypothesis: “If you work really hard and are kind, amazing things will happen.”

“My days are long,” England said. “I have 14-18-hour days, I have a full-time job, and I coach full-time. There’s no way anybody else would take on something like this unless it’s in your heart.”

The girls on her team have long days as well.

Practice is scheduled four days a week; then there’s football games at which they perform.

Community service is a conditional requirement of participation, so “any time there’s an event in our community, we rally up girls,” England said.

It’s not uncommon for WWW.MEDICALDEALER.COM

cheerleaders to awaken at 7 a.m. and not be back to their bus at the end of the night until 10 p.m.

Plus, every student must maintain a C average or better to participate. All

for others,” she said.

“I’ve been with girls who now are coming up on graduation. We are having weekly talks about how to develop as a person on and off the field. We are

Adrianna England enjoys coaching her daughter, Desiree.

those obligations are timeconsuming, England said, but they contribute to a well-rounded experience.

“I think my years count as a lot of encouragement

growing together and, as a coach, I want to see them to the end. I am not done coaching until they graduate.”

Not only has England’s

relationship with her young charges deepened, she said, but so has her dynamic with her daughter. Desiree doesn’t suffer from “CDS,” their in-house acronym for “Coach’s Daughter Syndrome”—rather, they work to help her achieve the same expectations of her fellow members of the squad.

“I actually feel I have built a lifelong bond with my daughter,” England said. “Because I’ve been coaching her so long, and coaching all her friends, to this day, they’re all like sisters. When she sees I have a hard day, she can sympathize with me and she can say, ‘Mom, maybe you can try this approach.’

Because she is young and with all these girls, she can help me be a better coach, and I can help her be a better cheerleader.”

In the future, England said, she could absolutely see Desiree joining her as a coach after graduation.

“I’m showing her, ‘this is the way we should do it,’ and she’s just jumping right in and encouraging others, and letting me be part of her friends’ lives and her cheerleaders’ lives,” England said.

“Knowing that the same expectations I have of her I expect of any young person, it makes her want to be bigger, better, stronger.”

MEDICALDEALER 75

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MEDICAL DEALER’S GUIDE TO RSNA 2015

GUIDE TO RSNA 2015

INTERVIEW WITH THE PRESIDENT

T

he Radiological Society of North America’s centennial anniversary was a huge success last year. The RSNA 101st Scientific Assembly and Annual Meeting at McCormick Place in Chicago is the place to be later this month as the association embarks on its second century.

We caught up with 2015 RSNA President Ronald L. Arenson, M.D., FACR, to discuss achievements realized thus far during his tenure, the challenges today’s radiologists face and prognostications for 2016 and into the future.

MD: How great has it been to be a part of RSNA’s centennial anniversary?

What are some of the organization’s achievements that you are the most proud of as the second century begins?

ARENSON: The centennial celebration has been extraordinary, and there’s still more to come! We will wrap up the celebration at the conclusion of this year’s annual meeting, marking the 100th anniversary of the founding of RSNA. RSNA has had a multitude of outstanding achievements. RSNA’s informatics initiatives have contributed greatly to improving the safety, quality and efficiency of patient care. Also, through its Research & Education Foundation, RSNA has supported outstanding young investigators – advancing education, research and practice and strengthening the future of our specialty.

MD: I believe the importance of patient-centered care was expressed as an area of interest when you were named president of RSNA. Can you share your thoughts on how this has impacted radiology and health care in the United States?

82 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

this challenge is to embrace technologies that improve workflow and help manage and utilize the rapidly expanding database of medical information.

ARENSON: With easy access to medical information online, patients have become more knowledgeable and much more involved in their health care decision-making. It is important that radiologists adapt to a patient-centered practice so that they too can be more directly involved in the medical decisions governing the care of their patients.

Also, by being more patient-centered, radiologists can improve their patients’ comfort with their radiology exams.

MD: Are there any causes that you feel strongly about? What is the status of these causes?

ARENSON: There is a great deal of waste and inefficiency in the health care system right now. Radiology is central to modern medical care but is often the target of criticism for escalating costs. Therefore, I think it is crucial that we strive to demonstrate the value of the services we provide. As a specialty, we need to work on ways to improve efficiencies and transition to a value-based model.

MD: Also, can you discuss radiology’s evolution from volume-based to value-based practice?

ARENSON: Medical imaging has become an integral part of the diagnosis, treatment and management of patients. However, in the past many radiologists spent a large amount of time interpreting images and had little contact with patients. Over the years, patients have become more involved in their medical care, and they want to know more about the medical imaging procedures they undergo. By shifting to a valWWW.MEDICALDEALER.COM

Ronald L. Arenson, M.D., FACR, 2015 RSNA President

ue-based practice, radiologists can become a recognized member of the patient’s health care team. Value-based practice facilitates communication between the radiologist, referring physician and patient; increases patient comfort with and understanding of medical imaging; and, most importantly, improves the quality of care we deliver to our patients.

MD: What are some of the challenges radiologists are facing now?

How can they navigate these obstacles?

ARENSON: We have an aging population in greater need of medical care, and the demand for medical imaging services has exploded.

Radiologists must find a way to provide optimal care in a climate of increasing demand and diminishing reimbursement. One way to address

MD: What do you see as the biggest challenges radiologists will face in the coming years?

ARENSON: The science is advancing so quickly that radiology is a completely different field today than it was a decade or two ago.

Understanding and efficient use of information technologies will be critical as departments move toward centralization of data, mobilization and cloud storage and transmission.

MD: What have been some of the most amazing technological advances you have seen in radiology since earning your medical degree in 1970?

ARENSON: Many of today’s most widely used modalities actually came into clinical use after that time, including MR, CT, PET and ultrasound. More recently, we’ve seen incredible developments in precision medicine, molecular imaging and functional imaging.

MD: What advice would you offer radiologists who are entering the field?

ARENSON: Adopt both a patient-centric practice and a value-based practice model. The future of radiology lies in our ability to demonstrate that we make a difference in the lives of our patients.

MD: Thank you for your time. Is there anything else you would like to share with our readers?

ARENSON: I’ll see you at RSNA 2015!

MEDICALDEALER 83

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RSNA PREVIEW A

new century begins at the Radiological Society of North America’s (RSNA) 101st Scientific Assembly and Annual Meeting later this month. The annual event kicks off on November 29 and concludes on December 4. It will once again be held at McCormick Place in Chicago.

The theme for this year’s Scientific Assembly and Annual Meeting “Innovation is the Key to our Future” celebrates the previous 100 years while at the same time looking toward the future.

“RSNA 2015 celebrates RSNA’s 100 years at the forefront of the radiology industry – bringing together the specialty’s professionals for education opportunities and networking, and providing a forum for collaboration on the latest innovations by practitioners and manufacturers alike,” according to the Scientific Assembly and Annual Meeting website. “Join the celebration for a look back at the evolution of radiology and RSNA, and a look ahead to its future.”

The 101st Scientific Assembly and Annual Meeting is set to host more than 50,000 attendees from around the world. It is a must-attend event WWW.MEDICALDEALER.COM

for radiologists and diagnostic imaging professionals. The event boasts world-class education with a complete schedule of sessions offering everything one can think of when it comes to the radiology industry. Presenters will touch on a variety of topics including the President’s Address from Ronald L. Arenson, M.D.; a Special Lecture from Darrell G. Kirch, M.D., President and CEO, Association of American Medical Colleges; New Horizons Lecture by Jeffrey R. Immelt, Chairman and Chief Executive Officer, General Electric; the Annual Oration in Diagnostic Radiology by James H. Thrall, M.D., from Massachusetts General Hospital; and the Annual Oration in Radiation Oncology by Walter J. Curran Jr., M.D., from the Emory University School of Medicine.

Breaking news is another reason to attend with more than a dozen scientific press conferences and approximately 3,000 scientific presentations and posters covering the latest trends in radiologic research on important topics like Alzheimer’s disease, stroke, breast cancer, heart disease, mild traumatic brain injury and more. There are also opportunities to meet experts in all radiologic

subspecialties and related fields as well as access to approximately 2,000 education exhibits and informatics demonstrations.

The R&E Foundation Virtual Auction is one aspect of the annual event that people can start to participate in before the actual Scientific Assembly and Annual Meeting.

The R&E Foundation will host a Virtual Auction to celebrate the Inspire-Innovate-Invest Campaign for Funding Radiology’s Future. The Virtual Auction will open online in mid-November and run through RSNA 2015. Join the fun and spirited competition in bidding for experiential packages while supporting the Foundation.

An expansive exhibit space allows space for manufacturers to showcase their products and interact with attendees one-on-one. It is another reason for the popularity of the Scientific Assembly and Annual Meeting.

Among OEMS presenting are: Carestream (South-Hall A, Booth 4706) continues to expand its DR portfolio with enhanced DRX Plus detectors, an advanced DRX-Evolution Plus system, and a new DRX-Excel platform for MEDICALDEALER 85

MEDICAL DEALER’S GUIDE TO RSNA 2015

fluoroscopy and radiography. The company is also marketing two premium ultrasound systems and developing cone beam CT technology for extremity imaging designed to support the imaging needs of orthopedic and sports medicine specialists when available. Carestream also offers RIS+PACS, vendor-neutral archiving and reporting capabilities including new native multi-media reporting. Carestream’s Clinical Collaboration Platform consolidates multiple silos of information to enhance sharing of dermatology, endoscopy, radiology, cardiology and other types of files. Raw data is stored via standards-based integration and avoids the need for costly data migration or replacement.

Fujifilm Medical Systems U.S.A. Inc. (South-Hall A, Booth 4165) will introduce its latest and most innovative digital radiography solutions at RSNA 2015. Fujifilm is reinventing DR with the latest new FDR D-EVO II detectors. FDR D-EVO II detectors are completely re-engineered for higher performance; featuring a lighter, more durable chassis, smooth tapered edges 86 MEDICALDEALER | NOVEMBER 2015

for easier positioning , built-in image storage and more. D-EVO II even features IPX-6 water resistance rating and an antibacterial coating. Fujifilm’s mobile X-ray systems facilitate care at the patient bedside, in the emergency department, operating rooms, ICU, NICU or wherever general X-ray is needed. Fujifilm’s latest in mobile DR, the FDR Go is a full-featured system in a compact design built on a 32kW mobile X-ray platform. FDR Go uses FDR D-EVO digital detectors and offers a full-functionality technologist workstation. Fujifilm also introduces Virtual Grid. Virtual Grid processing corrects for the effects of scatter radiation that would otherwise reduce image contrast and clarity for images acquired without an anti-scatter grid.

Siemens (South-Hall A, Booth 4136) will feature the new Symbia Evo SPECT system and the new MAMMOMAT Inspiration with digital breast tomosynthesis option at RSNA. The Symbia Evo SPECT system is the most recent addition to Siemens’ all-new Symbia family of SPECT and SPECT/CT systems. The breast tomo-

synthesis add-on option for the MAMMOMAT Inspiration and MAMMOMAT Inspiration Prime Edition digital mammography systems features an algorithm that reconstructs multiple 2D breast images into an approximation of a 3D image to enable detection of tumors hidden by overlapping breast tissue. Siemens will announce additional new product information to be presented at RSNA at a later date.

Toshiba America Medical Systems Inc. (North-Hall B, Booth 7336) will demonstrate the following diagnostic imaging technologies at this year’s Radiological Society of North America (RSNA) annual meeting: Aquilion Lightning; Celesteion PET/CT system; Vitality Solutions portfolio; Infinix 4DCT; Ultimax-i FPD Multipurpose System; Vantage Titan 3T; Vantage Titan 1.5T; Xario 100; and Aplio Platinum.

For a complete listing of companies presenting at the 101st Scientific Assembly and Annual Meeting, visit https://rsna2015.rsna.org/exhibitor/.

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MEDICAL DEALER’S GUIDE TO RSNA 2015

Ampronix Inc 15 Whatney Irvine, CA 92618 Phone: 949-273-8000 Toll-Free: 800-400-7972 Website: www.ampronix.com/ Booth: North - Hall B: 7707

FEATURED EXHIBITORS

SEE OUR AD ON PAGE 6

With more than 30 years experience in the medical imaging arena, we here at Ampronix are committed to bringing optimal solutions to the medical imaging world while maintaining superior quality and customer service. We are an authorized distributor for all major brands along with having a very large service/repair center and 2 certified Clean Rooms. Today, we remain committed to the same level of innovation that started Ampronix back in 1982.

We are proud to be known and relied on for providing unparalleled customer service, superior quality, technolog-

ically advanced, performance-based imaging equipment and peripherals.

Ampronix, an ISO 9001, ISO 13485 & ANSI/ESD certified company. Ready when you are.

SEE OUR AD ON PAGE 88

AMX SOLUTIONS AMX Solutions Inc. 2702 Mike Padgett Hwy Augusta,GA 30906-3736 Phone: 706-793-2697 Toll-Free: 866-630-2697 Website: www.amxsolutionsinc.com Booth: South - Hall A: 5148 We’re proud to introduce our newest “solution” for the AMX portable and that is the DR Ready System. It’s priced under $100K and comes with a 24 month parts warranty which includes the tube. The system comes complete with software, dual monitors and an AED panel but can be

AMX SOLUTIONS Built With Quality! Backed With Confidence!

purchased for use with your choice of software and any AED panel.

Bayer HealthCare SEE OUR 100 Bayer Blvd AD ON PAGE 2 Whippany, NJ 07981 Phone: 973-694-4100 Website: www.radiologysolutions. bayer.com/ Booth: South - Hall A: 4736 Transforming Diagnostic Imaging Insights into Innovations Bayer HealthCare Medical Care has its roots in radiology. Its commitment to imaging began more than 75 years ago, when its parent company became a contrast-media manufacturer, and continued with the integration of the Medrad portfolio of power injectors and radiology accessories. With such a foundation, Bayer has established a long tradition of bringing imaging products to the healthcare market-

aMx Solutions is proud to introduce the first dr ready portable which can be used with any aed panel and software.

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yoUr SolUtion for the portable digital MarKet Under $100,000 aMx Solutions is proud to announce partnering with portable dr Solutions. this “Solution” brings the newest technology to the forefront of the imaging industry. please see the features listed above. if you have any questions, please call 866.630.2697.

866.630.2697 | www.amxsolutionsinc.com

88 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

place. Over the years, Bayer products have helped revolutionize imaging technology.As a leading global supplier and trusted innovator, Bayer is committed to expanding and improving solutions for optimum patient care. We are committed to improving patient outcomes by developing innovative, cost-efficient products to help physicians quickly and accurately diagnose and treat disease.Our growing product portfolio also includes unique technologies that refine workflow while enhancing outcomes for diagnostic radiology.

Clear Image Devices LLC SEE OUR 3930 Michael Rd N AD ON PAGE 42 Ann Arbor, MI 48103 Phone: 734-645-6459 Website: www.clearimagedevices.com Booth: North - Hall B: 7900

Clear Image Devices (CiD) is the imaging technician’s answer to the challenge of optimal patient positioning for X-ray imaging. We engineer and build products that enable accurate imaging results, as well as products that protect imaging panels from damage.CiD’s products are designed for safety and are compatible with most commercial imaging systems.

Additionally, CiD can work collaboratively with you to develop custom devices that address the unique challenges of your imaging environment.CiD’s research and development staff has been developing clinical and research-related products for over 20 years. Our patient positioning devices reflect this long-term commitment to innovative development. International dealer inquires welcome.

Cool Pair Plus 2812 Corporate Pkwy Algonquin, IL 60102-2564 Phone: 224-293-6060 Toll-Free: 800-861-5956 Website: www.coolpair.com Booth: South - Hall A: 1839

SEE OUR AD ON PAGE 89

Cool Pair Plus provides cryogenic equipment for MRI equipment, including cold heads, compressors, oil adsorbers and flexible gas lines.

We support equipment used in GE, Siemens, Philips, Hitachi, Toshiba, Elscint, Picker and Marconi MRI equipment. New and reconditioned parts and field service are available.

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MEDICAL DEALER’S GUIDE TO RSNA 2015

FEATURED EXHIBITORS

inclusive program designed around the needs of radiology departments to protect imaging budgets with predictable monthly fees for replacement CT tubes.

Dunlee 555 N Commerce St Aurora, IL 60504 Phone: 630-585-2100 Phone: 800-238-3780 Website: www.dunlee.com Booth: South - Hall A: 2700

SEE OUR AD ON PAGE 10

Dunlee, a division of Philips Healthcare, remains at the forefront of medical imaging as an international leader in research, design, and manufacture of high-performance replacement tubes for CT and radiographic applications.

Dunlee markets and distributes products to OEMs, service providers, and end users all over the world. Dunlee will be featuring the Dunlee Reevo 240G, replacement tube for GE LightSpeed VCT Systems. Dunlee also offers Glassware Solutions, an innovative and all

SEE OUR AD ON PAGE 93

Eastern Diagnostic Imaging Inc 597 Winthrop St Taunton, MA 02780-2166 Phone: 508-828-2970 www.easterndiagnosticimaging.com Booth: South - Hall A: 2775 OECC-Arms, AMX-4 portables and RF systems remanufactured by EDI keep your budget healthy. EDI has been helping the Diagnostic Imaging Community for over 25 years. Call 508828-2970 today for more information or visit our web site at www.easterndiagnostic.com

SEE OUR AD ON PAGE 31

IAMERS 85 Edgemont Pl Teaneck, NJ 07666-4605 Phone: 201-357-5400 Website: www.iamers.org Booth: South - Hall A: 1706 The International Association of Medical Equipment Remarketers and Servicers is dedicated to creating a professional, secondary market by bringing together leading dealers, lessors, refurbishers, and services committed to ethics and professionalism. Member companies represent a wide variety of medical specialties but are bound together by their commitment to IAMERS’ written and enforceable code of ethics.

Increase Your Medical Imaging Add-On

sales s ales #1 Brand in Imaging Accessories Come See Us! RSNA North Hall B: 7900

90 MEDICALDEALER | NOVEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

International Medical Equipment & Service (A Division of Richardson Healthcare) SEE OUR 8190 Regent Parkway AD ON PAGE 4 Fort Mill, SC 29715 Phone: 704-739-3597 Website: www.IMESimaging.com Booth: North - Hall B: 7913 Discover A Better Choice at Booth #7913. Richardson Healthcare and International Medical Equipment & Service (IMES) will showcase A Better Choice for Diagnostic Displays, Parts, Training & Support, Ergonomic Furniture & Mounts, and Portable DR. Join us for hands-on demonstrations of our Image Systems diagnostic monitors and workstations, as well as EZ2GO, our exclusive portable DR upgrade system. Be among the first to see the

WWW.MEDICALDEALER.COM

new features and products unveiled, and learn about how our QA3 testing process, service training, and 24/7 technical support will help lower costs for in-house and third-party service providers.

Kopp Development 785 NE Dixie Hwy SEE OUR AD ON Jensen Beach FL 34957 PAGE 90 Phone: 772-225-6932 Toll-Free: 888-838-5677 Website: www.koppdevelopment.com Booth: South - Hall A: 3114

to be the most accurate ferromagnetic detectors for MRI. In addition, they have been independently tested to be the most sensitive in a real-world MRI environment. All FerrAlert™ detectors incorporate our unique, patented technology to detect and precisely locate offending ferrous objects. This unique and timesaving feature makes them the preferred choice by hospitals and imaging centers worldwide.

The new FerrAlert™ HALO II detectors incorporate our new Visual Advanced Warning Technology, which will bring to our customers an unparalleled ease of use and satisfaction.Please visit us to see all our MRI Safety Solution products.

Kopp Development Inc., the world leading manufacturer of ferromagnetic detectors for MRI Safety, is proud to announce the newest generation of FerrAlert™ detectors, HALO II. FerrAlert™ detectors are recognized

MEDICALDEALER 91

Metropolis International, LLC SEE OUR AD ON 21-11 44th Ave Fl 3 PAGE 67 Long Island City, NY 11101-5007 Phone: 718-371-6026 Website: www.metropolismedical.com Booth: South - Hall A: 3954

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

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Metropolis International LLC is a company that spans the globe in providing vendors, dealers and end users with quality pre-owned diagnostic imaging equipment. We are continually building personal relationships with everyone with whom we do business.

From C-arms to CT, Mammography and X-ray we deliver the best equipment to buyers.We treat dealers and hospitals with pride and respect that is second to none!Customers all over the world have grown accustomed to the expertise and products we provide. This is the only way to be successful. All of your needs will be taken care of in finding the right equipment for you.

Low DOA/Warranty Rates 90-Day Standard Warranty (extended warranties available) Personal Customer Service

SEE OUR AD ON PAGE 84

Northeast Electronics 13 A Street Derry, NH 03038 Phone: 800-528-2082 Website: www.northeastelectronics.com Since 1986, Northeast Electronics, Inc. has been dedicated to providing our clients with superior nuclear medicine equipment and system solutions.

800.726.2314 www.troffmedical.com parts@troffmedical.com

92 MEDICALDEALER | NOVEMBER 2015

Oxford Instruments Healthcare 1027 SW 30th Ave, Deerfield Beach, FL 33442 SEE OUR Tel: 954-596-4945 AD ON PAGE 87 Fax: 954-596-4946 Toll Free: 888-673 5151 Healthcare@oxinst.com Booth: South - Hall A: 1403 OI Healthcare specializes in providing quality CT & MRI equipment sales, maintenance service, mobile imaging solutions, quality parts, and biomedical support options to healthcare practitioners across the USA.

SEE OUR

AD ON Rayence Co. Ltd PAGE IBC 2200 Fletcher Ave Ste 705B Fort Lee, NJ 07024 Phone: 82-31-8015-6245 Website: www.rayence.com/en/ Booth: South - Hall A: 3737

Rayence Co Ltd., headquartered in South Korea, is a global leading manufacturer and a premier supplier of flat panel detectors (FPD) for digital radiography imaging systems. We provide a complete line of high quality a-Si TFT and CMOS X-ray detectors in a variety of sizes that are specifically designed to deliver a customized solution for diagnostic medical, dental, veterinary, and non-destructive testing applications. At Rayence, we continually redefine our development and manufacturing process to assure that our digital imaging solutions provide images that exceed the expectations of our customers and generate a low cost of ownership to the various markets we serve.

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Technical Prospects, LLC SEE OUR 1000 S County Rd CB AD ON PAGE 91 Appleton, WI 54914 Phone: 920-757-6583 Website: www.technicalprospects.com Booth: North - Hall B: 7901 Technical Prospects is a dedicated supplier of parts, training and support for Siemens CT, X-ray, angiography, cardiac catheterization, mammography and mobile/portable imaging units. We also offer new and used tubes with installation. Our training center provides functional training/ testing bays, two classrooms, and OEM-trained engineers with almost 100 years of combined experience to lead our training initiatives.We are the largest, most specialized provider of pre-owned tested and refurbished Siemens medical imaging replacement parts. We also offer OEM CT brushes, proactive maintenance components, and new and used tubes with installation. Our OEM-trained engineers provide 24-hour technical support, and our training center provides quality hands-on training opportunities.

Unfors RaySafe Inc 86 South St Ste A Hopkinton, MA 01748 Phone: 508-435-5600 Toll-Free: 866-486-3677 Website: www.raysafe.com Booth: South - Hall A: 1711 RaySafe helps you avoid unnecessary radiation.Unfors RaySafe, a Fluke Biomedical company is the global leader of X-ray quality assurance solutions to help protect patients and staff from unnecessary radiation. Our solutions are designed to minimize the need for user interaction, bringing unprecedented simplicity and usability to the X-ray room. We’re committed to establishing a radiation safety culture wherever technicians, medical staff and patients encounter radiation.

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Varian Medical Systems 1678 Pioneer Rd Salt Lake City, UT 84104 Phone: 801-978-5715 Toll-Free: 800-432-4422 Website: www.varian.com Booth: South - Hall A: 4303

SEE OUR AD ON PAGE 3

GE AMX-4+

Varian Medical Systems is the world’s leading manufacturer of medical devices and software for treating cancer and other medical conditions with radiation. The company provides comprehensive solutions for radiotherapy, radiosurgery, proton therapy and brachytherapy. Varian is also a premier supplier of X-ray imaging components, including tubes, digital detectors, and image processing software and workstations for use in medical, scientific, and industrial settings, as well as for security and non-destructive testing.

Varian Medical Systems employs approximately 6,900 people who are located at manufacturing sites in North America, Europe, and China and approximately 70 sales and support offices around the world.

Zetta Medical Technologies, LLC 1313 Ensell Rd Lake Zurich, IL 60047 SEE OUR AD ON Phone: 847-550-9990 PAGE 20 Toll-Free: 800-991-1021 Website: www.zettamed.com Booth: North - Hall B: 6664 Zetta is a high-performance independent service organization offering preowned/used medical equipment, dedicated CT, MRI & PET/CT service and quality replacement parts to the medical imaging industry. The name Zetta is a mathematical term meaning 1021 and it simply reflects our dedication to achieve the highest levels of customer satisfaction.

Our processes have been perfected over a 25 year history of remanufacturing GE AMX portables. You won’t believe the difference from our competitors, and you won’t see the difference from new. We stand behind every product that leaves our facility. Every remanufactured system is sold with a full warranty and life time technical support.

Call EDI today at 508-828-2970 for the best VALUE in remanufactured GE AMX-4+.

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MEDICALDEALER 93

MEDICAL DEALER’S GUIDE TO RSNA 2015

CHICAGO TRAVEL TIPS

Photo courtesy of Choose Chicago

C

hicago is the home of the annual RSNA conference and is known as the Windy City. The weather in late November and early December can be unpredictable, but almost everyone agrees that those attending RSNA should pack their winter wardrobe.

Yet, there is more to this grand city than cold winters. Chicago has a lot to offer everybody from the first-time visitor to the frequent flyer. It is the home of iconic professional sports teams, has its own style of pizza and all that jazz!

Since you have your winter wardrobe why not use it? Chicago is a great place to see amazing architecture and Millennium Park is a popular spot for visitors and locals. Don’t miss out on seeing Anish Kapoor’s “Cloud Gate” a.k.a. “The Bean.” The Chicago Architecture Foundation is a good place to start or end a day of sightseeing with books, posters and gifts with Chicago’s signature skyline.

The Skydeck Chicago in Willis Tower offers amazing views from more than 1,300 feet above the city with glass

94 MEDICALDEALER | NOVEMBER 2015

boxes extending four feet over the ledge for thrill seekers.

Chinatown is another option with its Nine Dragon Mural Wall, Chinatown Gate, Ping Tom Memorial Park and the Chinatown Square mural and zodiac statues.

If the weather is too cold, Chicago’s numerous museums and theaters are welcome escapes. The Art Institute of Chicago and the Goodman Theatre are popular spots and worth a visit. The Museum Campus is another hot spot.

The Museum Campus is close to Lake Michigan and surrounds three of the city’s most notable museums – the Adler Planetarium; the Shedd Aquarium; and the Field Museum of Natural History. The park is also the site of Soldier Field football stadium and the Lakeside Center of McCormick Place.

There is no shortage of restaurants in Chicago. The city offers a variety of tastes for every budget. There truly is something for everyone. Of course, don’t leave town without diving into a Chicago-style deep-dish pizza. Uno Pizzeria, Giordano’s, Gino’s East, Lou

Malnati’s and Pequod’s Pizza are just a few of the recommended eateries for the perfect pie.

Bistro RSNA is a convenient option for onsite gourmet meals at McCormick Place. Serving Sunday through Thursday, 11 a.m.-2:30 p.m., this all-inclusive buffet includes tax, beverages and dessert, as well as express entry and a reserved seat. Save by purchasing your Bistro RSNA meal tickets online before November 25 for $22/ ticket. Tickets purchased onsite are $24. For daily menu options and to purchase tickets in advance, visit BistroRSNA.com/attendee.php.

There is also a variety of food options available throughout McCormick Place including 23rd Street Café, Connie’s Pizza, Jamba Juice, Starbucks, Lakeside Café, Luzita’s Taqueria, Midwest Grilled Cheese Bar, Manny’s, McDonald’s Express and more.

For more tips on what to do in Chicago, visit www.choosechicago.com.

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CATEGORICAL INDEX ANESTHESIA Doctors Depot…………………………………………………5 Paragon Service…………………………………………… 44 APPRAISAL Valcon Partners, LTD…………………………………… 98 ASSOCIATIONS IAMERS…………………………………………………………… 31 AUCTION/LIQUIDATION Government Liquidation………………………………7 JD Imaging Corp.…………………………………………… 80 Shattuck, LLC………………………………………………… 63 BATTERIES Eastern Diagnostic Imaging……………………… 93 Holden Battery Services……………………………… 32 BIOMEDICAL AIV…………………………………………………………………… 76 AMX Solutions……………………………………………… 88 Bayer Healthcare - MVS.…………………………………2 Biomedical Equipment Services LLC.………… 64 Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 34 Health Tech Talent Managment, Inc.………… 70 Integrity Biomedical Services, LLC…………… 71 InterMed Biomed………………………………………… 70 Maull Biomedical Training, LLC………………… 96 Medical Specialties Distributors……………… 62 Quantum Biomedical…………………………………… 77 Retrieve Medical Equipment……………………… 98 Unique Biomedical Services……………………… 80 CAREER SERVICES Health Tech Talent Managment, Inc.………… 70 CARDIOLOGY Bionet America, Inc.……………………………………… 29 J & M Trading…………………………………………………… 64 Southeast Nuclear Electronics………………… 30 Southwestern Biomedical, Inc.……………………8 C-ARMS Eastern Diagnostic Imaging……………………… 93 CENTRIFUGES Ozark Biomedical………………………………………… 49 COMPUTED TOMOGRAPHY East Coast Medical Systems……………………… 32 Ed Sloan & Associates………………………………… 71 Exclusive Medical Solutions……………………… 57 German Electronics……………………………………… 78 International Medical Equipment & Service……………………………………………………………4 J & M Trading…………………………………………………… 64 KEI Medical Imaging Services…………………… 33 Metropolis International…………………………… 67

100 MEDICALDEALER | NOVEMBER 2015

MIT/Medical Imaging Technologies…………… 30 Mobilescan Imaging……………………………………… 99 Oxford Instruments Healthcare………………… 87 Retrieve Medical Equipment……………………… 98 Technical Prospects……………………………………… 91 Tri-Imaging……………………………………………………… 56 Zetta Medical Technologies………… 20, 55, 95 DATA MEDIA Radiology Data……………………………………………… 80 DIAGNOSTIC IMAGING AMX Solutions……………………………………………… 88 Digirad Corp..………………………………………………… 81 Eastern Diagnostic Imaging……………………… 93 J & M Trading…………………………………………………… 64 Multi Diagnostic Imaging Solutions…………BC Radiology Data……………………………………………… 80 TROFF Medical……………………………………………… 92 ENDOSCOPY Capital Medical Resources………………………… 81 Endoscopy Specialists………………………………… 78 HMB Endoscopy Products…………………………… 42 S.H. Medical Corporation…………………………… 25 GENERAL ALCO Sales and Service………………………………… 77 Biomedical Equipment Services LLC.………… 64 Eastern Diagnostic Imaging……………………… 93 Government Liquidation………………………………7 Harvest Right……………………………………………………9 PartsSource…………………………………………………… 65 Puma Export, Inc.………………………………………… 98 Shattuck, LLC………………………………………………… 63 Valcon Partners, LTD…………………………………… 98 IMAGING ICE/Imaging Community Exchange…………… 79 IMAGING/PARTS Ampronix……………………………………………………………6 AMX Solutions……………………………………………… 88 Diagnostic Solutions…………………………………… 76 Eastern Diagnostic Imaging……………………… 93 InterMed Ultrasound…………………………………… 62 InterMed NucMed………………………………………… 41 J & M Trading…………………………………………………… 64 PartsSource…………………………………………………… 65 Technical Prospects……………………………………… 91 Tri-Imaging……………………………………………………… 56 TROFF Medical……………………………………………… 92 INFUSION THERAPY AIV…………………………………………………………………… 76 Medical Specialties Distributors……………… 62 LABORATORY MIT/Medical Imaging Technologies…………… 30 Ozark Biomedical………………………………………… 49

Harvest Right……………………………………………………9 Unique Biomedical Services……………………… 80 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MAMMOGRAPHY Digitec Medical Service Corp.……………………… 32 MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 43 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 69 Ampronix……………………………………………………………6 Technical Prospects……………………………………… 91 TROFF Medical……………………………………………… 92 MRI Carolina Medical Parts………………………………… 25 Cool Pair Plus………………………………………………… 89 East Coast Medical Systems……………………… 32 Ed Sloan & Associates………………………………… 71 ENMET, LLC…………………………………………………… 81 Exclusive Medical Solutions……………………… 57 Field MRI Services………………………………………… 81 Independence Cryogenic Engineering……… 76 KEI Medical Imaging Services…………………… 33 Kopp Development, Inc.……………………………… 90 Medical Systems Technologies………………… 57 MIT/Medical Imaging Technologies…………… 30 Mobilescan Imaging……………………………………… 99 Oxford Instruments Healthcare………………… 87 Retrieve Medical Equipment……………………… 98 Zetta Medical Technologies………… 20, 55, 95 NUCLEAR MEDICINE Digirad Corp..………………………………………………… 81 E.L. Parts, LLC………………………………………………… 42 Global Medical Imaging……………………………… 34 InterMed NucMed………………………………………… 41 International X-Ray Brokers……………………… 33 J & M Trading…………………………………………………… 64 Northeast Electronic, Inc.…………………………… 84 Southeast Nuclear Electronics………………… 30 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 43 Bionet America, Inc.……………………………………… 29 ENMET, LLC…………………………………………………… 81 Gopher Medical, Inc.…………………………………… 57 Integrity Biomedical Services, LLC…………… 71 Master Medical Equipment………………………… 99 Pacific Medical……………………………………………… 21 Quantum Biomedical…………………………………… 77 Southwestern Biomedical, Inc.……………………8 PHANTOMS ATS Laboratories, Inc.…………………………………… 64

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index PROBES/PROBE REPAIR Conquest Imaging………………………………………… 13 Global Medical Imaging……………………………… 34 ONLINE RESOURCES ICE/Imaging Community Exchange…………… 79 MedWrench…………………………………………………… 97 RADIOLOGY Asset Management Associates, LLC………… 30 Eastern Diagnostic Imaging……………………… 93 ENMET, LLC…………………………………………………… 81 German Electronics……………………………………… 78 Holden Battery Services……………………………… 32 International X-Ray Brokers……………………… 33 InterMed Ultrasound…………………………………… 62 InterMed NucMed………………………………………… 41 J & M Trading…………………………………………………… 64 JD Imaging Corp.…………………………………………… 80 Kopp Development, Inc.……………………………… 90 Maull Biomedical Training, LLC………………… 96 Metropolis International…………………………… 67 Multi Diagnostic Imaging Solutions…………BC Oxford Instruments Healthcare………………… 87 Radon Medical LLC……………………………………… 63 Rayence Inc.………………………………………………… IBC Technical Prospects……………………………………… 91 TROFF Medical……………………………………………… 92 Varian Medical Systems…………………………………3 Zetta Medical Technologies………… 20, 55, 95 RADIOLOGY PARTS AMX Solutions……………………………………………… 88 Clear Image Devices LLC……………………… 42, 90 InterMed Ultrasound…………………………………… 62 InterMed NucMed………………………………………… 41 J & M Trading…………………………………………………… 64 TROFF Medical……………………………………………… 92 RECRUITING Adel-Lawrence Associates, Inc.………………… 81 REPAIR/REFURBISH 2D Imaging, Inc.…………………………………………… 81 Advanced Ultrasound Elec./AUE………………… 69 AIV…………………………………………………………………… 76 ALCO Sales and Service………………………………… 77 Ampronix……………………………………………………………6 AMX Solutions……………………………………………… 88 Bio-Medical Equipment Service Co.…………… 43 Biomedical Equipment Services LLC.………… 64 Carolina Medical Parts………………………………… 25 Conquest Imaging………………………………………… 13 Digirad Corp..………………………………………………… 81 Digitec Medical Service Corp.……………………… 32 Eastern Diagnostic Imaging……………………… 93 Ed Sloan & Associates………………………………… 71 Endoscopy Specialists………………………………… 78 Exclusive Medical Solutions……………………… 57 Field MRI Services………………………………………… 81 German Electronics……………………………………… 78 WWW.MEDICALDEALER.COM

Global Medical Imaging……………………………… 34 Independence Cryogenic Engineering……… 76 Integrity Biomedical Services, LLC…………… 71 International Medical Equipment & Service……………………………………………………………4 KEI Medical Imaging Services…………………… 33 Master Medical Equipment………………………… 99 Medical Systems Technologies………………… 57 MIT/Medical Imaging Technologies…………… 30 MTC/Medical Technologies Co.…………………… 99 Multi Diagnostic Imaging Solutions…………BC MW Imaging…………………………………………………… 22 National Ultrasound…………………………………… 77 Northeast Electronic, Inc.…………………………… 84 Pacific Medical……………………………………………… 21 Quantum Biomedical…………………………………… 77 Radon Medical LLC……………………………………… 63 Southeast Nuclear Electronics………………… 30 Summit Imaging.…………………………………………… 24 Trisonics………………………………………………………… 63 TROFF Medical……………………………………………… 92 Zetta Medical Technologies………… 20, 55, 95 REPLACEMENT PARTS 2D Imaging, Inc.…………………………………………… 81 Advanced Ultrasound Elec./AUE………………… 69 ALCO Sales and Service………………………………… 77 AllParts Medical…………………………………………… 49 AIV…………………………………………………………………… 76 Carolina Medical Parts………………………………… 25 Classic Diagnostic Imaging………………………… 33 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 76 Digirad Corp..………………………………………………… 81 Digitec Medical Service Corp.……………………… 32 E.L. Parts, LLC………………………………………………… 42 Ed Sloan & Associates………………………………… 71 Global Medical Imaging……………………………… 34 Government Liquidation………………………………7 Independence Cryogenic Engineering……… 76 International Medical Equipment & Service……………………………………………………………4 J & M Trading…………………………………………………… 64 KEI Medical Imaging Services…………………… 33 Master Medical Equipment………………………… 99 MTC/Medical Technologies Co.…………………… 99 Multi Diagnostic Imaging Solutions…………BC National Ultrasound…………………………………… 77 Oxford Instruments Healthcare………………… 87 Ozark Biomedical………………………………………… 49 PartsSource…………………………………………………… 65 Radon Medical LLC……………………………………… 63 Southeast Nuclear Electronics………………… 30 Summit Imaging.…………………………………………… 24 Technical Prospects……………………………………… 91 Trisonics………………………………………………………… 63 TROFF Medical……………………………………………… 92 Unique Biomedical Services……………………… 80 Varian Medical Systems…………………………………3 Zetta Medical Technologies………… 20, 55, 95

RESPIRATORY ENMET, LLC…………………………………………………… 81 Medical Specialties Distributors……………… 62 SOFTWARE Radiology Data……………………………………………… 80 STERILIZERS ENMET, LLC…………………………………………………… 81 Government Liquidation………………………………7 InterMed Biomed………………………………………… 70 SURGICAL Capital Medical Resources………………………… 81 Eastern Diagnostic Imaging……………………… 93 Endoscopy Specialists………………………………… 78 International Medical Equipment & Service……………………………………………………………4 S.H. Medical Corporation…………………………… 25 Unique Biomedical Services……………………… 80 SURPLUS MEDICAL Government Liquidation………………………………7 TEST EQUIPMENT Greenwich Instrument Co., Inc.………………… 80 TUBES/BULBS AllParts Medical…………………………………………… 49 Dunlee.…………………………………………………………… 10 German Electronics……………………………………… 78 Government Liquidation………………………………7 International Medical Equipment & Service……………………………………………………………4 J & M Trading…………………………………………………… 64 Ray-Pac……………………………………………………… 58-61 Technical Prospects……………………………………… 91 Zetta Medical Technologies………… 20, 55, 95 ULTRASOUND 2D Imaging, Inc.…………………………………………… 81 Advanced Ultrasound Elec./AUE………………… 69 AIV…………………………………………………………………… 76 ATS Laboratories, Inc.…………………………………… 64 Bayer Healthcare - MVS.…………………………………2 Clear Image Devices LLC……………………… 42, 90 Conquest Imaging………………………………………… 13 Diagnostic Solutions…………………………………… 76 Endoscopy Specialists………………………………… 78 Exclusive Medical Solutions……………………… 57 InterMed Ultrasound…………………………………… 62 Mobilescan Imaging……………………………………… 99 MW Imaging…………………………………………………… 22 National Ultrasound…………………………………… 77 Retrieve Medical Equipment……………………… 98 Summit Imaging.…………………………………………… 24 Trisonics………………………………………………………… 63 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 69 Conquest Imaging………………………………………… 13 MEDICALDEALER 101

CATEGORICAL INDEX Global Medical Imaging …………………………… 34 InterMed Ultrasound ………………………………… 62 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE ……………… 69 Conquest Imaging ……………………………………… 13 VENTILATORS Government Liquidation ……………………………7 VIDEO Endoscopy Specialists ……………………………… 78

Multi Diagnostic Imaging Solutions ………BC X-RAY Asset Management Associates, LLC ……… 30 Classic Diagnostic Imaging ……………………… 33 Clear Image Devices LLC …………………… 42, 90 Diagnostic Solutions ………………………………… 76 Eastern Diagnostic Imaging …………………… 93 Exclusive Medical Solutions …………………… 57 German Electronics …………………………………… 78 Government Liquidation ……………………………7 Holden Battery Services …………………………… 32

MIT/Medical Imaging Technologies ………… 30 Ray-Pac …………………………………………………… 58-61 Rayence Inc. ……………………………………………… IBC Retrieve Medical Equipment …………………… 98 Tri-Imaging …………………………………………………… 56 X-RAY PARTS AMX Solutions …………………………………………… 88 Greenwich Instrument Co., Inc. ……………… 80 J & M Trading………………………………………………… 64 Technical Prospects …………………………………… 91 TROFF Medical …………………………………………… 92

ALPHABETICAL INDEX 2D Imaging, Inc. ………………………………………… 81 Adel-Lawrence Associates, Inc.………………… 81 Advanced Ultrasound Elec./AUE ……………… 69 AIV ………………………………………………………………… 76 ALCO Sales and Service ……………………………… 77 AllParts Medical ………………………………………… 49 Ampronix …………………………………………………………6 AMX Solutions …………………………………………… 88 Asset Management Associates, LLC ……… 30 ATS Laboratories, Inc. ………………………………… 64 Bayer Healthcare - MVS. ………………………………2 Bio-Medical Equipment Service Co.………… 43 Biomedical Equipment Services LLC.……… 64 Bionet America, Inc. …………………………………… 29 Capital Medical Resources ……………………… 81 Carolina Medical Parts ……………………………… 25 Classic Diagnostic Imaging ……………………… 33 Clear Image Devices LLC …………………… 42, 90 Conquest Imaging ……………………………………… 13 Cool Pair Plus ……………………………………………… 89 Diagnostic Solutions ………………………………… 76 Digirad Corp.. ……………………………………………… 81 Digitec Medical Service Corp.…………………… 32 Doctors Depot ………………………………………………5 Dunlee. ………………………………………………………… 10 E.L. Parts, LLC ……………………………………………… 42 East Coast Medical Systems …………………… 32 Eastern Diagnostic Imaging …………………… 93 Ed Sloan & Associates ……………………………… 71 Endoscopy Specialists ……………………………… 78 ENMET, LLC ………………………………………………… 81 Exclusive Medical Solutions …………………… 57 Field MRI Services ……………………………………… 81 German Electronics …………………………………… 78 Global Medical Imaging …………………………… 34 Gopher Medical, Inc. ………………………………… 57 Government Liquidation ……………………………7 102 MEDICALDEALER | NOVEMBER 2015

Greenwich Instrument Co., Inc. ……………… 80 Harvest Right …………………………………………………9 Health Tech Talent Managment, Inc.……… 70 HMB Endoscopy Products ………………………… 42 Holden Battery Services …………………………… 32 IAMERS ………………………………………………………… 31 ICE/Imaging Community Exchange ………… 79 Independence Cryogenic Engineering …… 76 Integrity Biomedical Services, LLC ………… 71 InterMed Ultrasound ………………………………… 62 InterMed NucMed ……………………………………… 41 InterMed Biomed ……………………………………… 70 International Medical Equipment & Service …………………………………………………………4 International X-Ray Brokers …………………… 33 J & M Trading………………………………………………… 64 JD Imaging Corp. ………………………………………… 80 KEI Medical Imaging Services ………………… 33 Kopp Development, Inc. …………………………… 90 Master Medical Equipment ……………………… 99 Maull Biomedical Training, LLC ……………… 96 Medical Specialties Distributors …………… 62 Medical Systems Technologies ……………… 57 MedWrench ………………………………………………… 97 Metropolis International ………………………… 67 MIT/Medical Imaging Technologies ………… 30 Mobilescan Imaging …………………………………… 99 MTC/Medical Technologies Co. ………………… 99 Multi Diagnostic Imaging Solutions ………BC MW Imaging ………………………………………………… 22 National Ultrasound ………………………………… 77 Northeast Electronic, Inc. ………………………… 84 Oxford Instruments Healthcare ……………… 87 Ozark Biomedical ……………………………………… 49 Pacific Medical …………………………………………… 21 Paragon Service ………………………………………… 44 PartsSource ………………………………………………… 65

Puma Export, Inc. ……………………………………… 98 Quantum Biomedical ………………………………… 77 Radiology Data …………………………………………… 80 Radon Medical LLC …………………………………… 63 Ray-Pac …………………………………………………… 58-61 Rayence Inc. ……………………………………………… IBC Retrieve Medical Equipment …………………… 98 S.H. Medical Corporation ………………………… 25 Shattuck, LLC ……………………………………………… 63 Southeast Nuclear Electronics………………… 30 Southwestern Biomedical, Inc. …………………8 Summit Imaging. ………………………………………… 24 Technical Prospects …………………………………… 91 Tri-Imaging …………………………………………………… 56 Trisonics ……………………………………………………… 63 TROFF Medical …………………………………………… 92 Unique Biomedical Services …………………… 80 Valcon Partners, LTD ………………………………… 98 Varian Medical Systems ………………………………3 Zetta Medical Technologies ……… 20, 55, 95

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MEDICALDEALER 103

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