Medical Dealer - December 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

DECEMBER 2015 | WWW.MEDICALDEALER.COM

SUSTAINABILITY GR E EN PR ACT I C E S PAY D I V I D E N D S

FIND YOUR PREFERRED VENDOR

p. 37 CARDIOVASCULAR IMAGING

p. 48 CARTS AND CABINETS

Address Service Requested MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269

PRSRT STD U.S. Postage PAID MD Publishing

w w w. i m e s i m a g i n g . c o m | w w w. r e l l h e a l t h c a r e . c o m

TAILORED VISIT US AT FIME SUPPORT BOOTH #2527 for your service o r g a n i z at i o n

The IMES Parts Program • • • • •

Ready-to-Ship Inventory Exclusive QA3 Testing CT Service Training Expert Technical Support 24/7 Parts Hotline: 704.739.3597 x3

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.

BUILT TO LAST! The MCS-6074 GE PerformixÂŽ 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. Š 2015 Varian Medical Systems, Inc. Varian and Varian Medical Systems are registered trademarks. All rights reserved.

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

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

Doctors Depot

800.979.4993 | doctorsdepot.com aaron@doctorsdepot.com

Dräger Fabius Tiro

Datex-Ohmeda Aestiva 5

• Compact, space-saving design

• Includes 7900 Smartvent (Optional PSV Pro Software)

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

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

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

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

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

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

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

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

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

Dräger Fabius GS and Fabius GS Premium

GE Aespire 7100/7900

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

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

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

• Can be integrated with your hospital information system.

• Heated Absorber

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

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

• CLIC system for Soda Sorb

• Smart Alarms direct user to specific problems and affected parameters

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

• Color display

• 7900 Smartvent includes PSV Pro SW

• Advances Breathing System(ABS)

Score!!! AA new new Dunlee Dunlee

tube tube for for my my GE GE CT CT system! system!

Introducing the Dunlee P40 for the GE Optima CT660* CT system Introducing the Dunlee P40 forbudgets. the GE Optima CT660* CT system – a smart choice for shrinking The newest addition to our – a smartof choice for shrinking budgets.

Theisnewest addition to our portfolio replacement CT tubes, the P40, not only identical in portfolio of replacement CT tubes, P40, not only in fit, form, and function to the originalthe tube, it is carries the identical same exact fit, form, and to the it carries the same exact warranty.

Likefunction all products weoriginal bring to tube, market, it’s designed to perform warranty. products we bring to market,less it’s than designed to perform better andLike lastall longer, yet costs considerably the original. better and last longer, yet costs considerably less than the original.

For predictable costs to help manage your monthly budget, ask us For predictable costsOptima to helpCT660 manage monthly budget, ask us about covering your CTyour scanner under our exclusive about covering your Optima CT660 CT scanner under our exclusive Glassware Solutions and NEW Glassware Solutions + programs.

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

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

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

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Dunlee and AllParts Medical are Philips companies.

Dunlee listed and may AllParts Medical Philips companies. *Products be trademarked by are the referenced OEM. *Products listed may be trademarked by the referenced OEM.

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“Doing things the right way and the

50

“We all feel fortunate to be

responsible way, both for safety and

able to ensure children in

environmental, a lot of times is not a cheap

our community can enjoy a

enterprise. Medical waste, radioactive

traditional holiday experience.

waste that may come out of X-ray machines,

There’s no better feeling than

that has an inherent cost to recycle or

knowing you’re helping put

dispose of. We make it an easy decision to

a smile on a child’s face on

be a good steward.”

68

Christmas morning.”

CONTENTS_Features 50 SUSTAINABILITY

Going “green” isn’t just a fad, it is also a cost-saving measure.

We look at cost-cutting green measures including LEED buildings, waste management options and more. We will also look at the tracking system from Practice Greenhealth.

68 GIVING BACK

One of the Summit Imaging’s favorite holiday traditions is spreading joy, cheer and the spirit of giving through the Forgotten Children’s Fund (FCF).

This year marks the fourth consecutive year the company has devoted its time and financial resources to support the nonprofit organization.

Medical Dealer (Vol. 19, Issue #12) December 2015 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 302691530. POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

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

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MEDICALDEALER 11

INDUSTRY UPDATE 14 News & Notes 20 Block Imaging 24 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: Cardiovascular Imaging 33 Market Analysis 34 Product Showroom 37 Preferred Vendors

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Med/Surg: Carts and Cabinets 43 Market Analysis 44 Product Showroom 48 Preferred Vendors

Art Department Jonathan Riley Jessica Laurain Kara Kronen

Account Executives Jayme McKelvey Andrew Parker Warren Kaufman

Contributors

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

SLICE OF LIFE 60 The Other Side 64 Dan Bobinski 68 Pay It Forward 72 Off the Clock 74 Marketplace 76 Categorical Index 78 Alphabetical Index

Circulation Lisa Cover

Web Department Betsy Popinga Taylor Martin

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MEDICAL EQUIPMENT, PARTS & SERVICE

Please Probe Around, Take Our Pulse, and Scan our Parts

Mark Conrad, President and Co-Founder mconrad@conquestimaging.com

Matt Tomory, EVP - Sales and Marketing mtomory@conquestimaging.com

Our products pass the most stringent of tests for reconditioned ultrasound parts, probes, and equipment. Guaranteed.

At Conquest Imaging, all parts, probes and systems pass our exclusive Quality 360° process for technical reliability and clinical performance. Our team of ISO 9001:2008 certified technicians are setting new standards for quality assurance, giving you the confidence you deserve that your imaging equipment will operate at its peak 24 hours a day.

For over 15 years, we’ve partnered with small to large facilities to deliver a level of purchasing strategies, equipment, service, parts, probes, and training programs you won’t find anywhere else. What sets us apart is our best-in-class service and value, and our processes that enable us to identify potential problems before they happen, letting you rest assured your equipment won’t let you down. As you search for reliable imaging partners, we invite you to put us under the microscope to see what makes us the best in the industry.

The Ultimate in Ultrasound Contact us, Mark and Matt, to chat about your long-term imaging equipment and support needs. Visit conquestimaging.com for product demo videos, and to see how we deliver the ultimate ultrasound experience.

866-900-9444 • www.conquestimaging.com

INDUSTRY UPDATE_News and Notes

RIGEL INTRODUCES HANDHELD SAFETY ANALYZER Rigel has introduced a new handheld and IEC 61010. safety analyzer for the routine elecIn addition, to meet the trical testing of basic medical and needs of some specific types laboratory equipment. of equipment, the unit has the The new Rigel SafeTest 50 is a capability to carry out accurate compact, rugged and reliable safety ana- ground bond testing to NFPAlyzer that is particularly well suited to 99, IEC 62353 and IEC 61010 using Rigel’s unique high-current, high-volume testing demands, with low-energy test technology. a simple color-coded user interface, In all cases, full manual conpush-button operation and the fast step trol means only those specific tests selection of test routines. that are required need to be carried The general purpose tester includes out, with selected single fault condia comprehensive range of safety tests tions ensuring that testing is carried for hospital and medical equipment out quickly and efficiently – without such as medical beds and chairs, operany compromise in accuracy or integating tables, hoists, infusion pumps, rity of testing.

CPAPs, centrifuges and other similar As part of the new streamlined equipment that does not require patient approach to carrying out electrical lead testing. safety tests, an automatic warning As such, the SafeTest 50 is suitable of secondary ground paths ensures for electrical testing to ensure compliance with a range of international safety that users are made aware when invalid results have been made, elimstandards including leakage testing to inating time consuming re-tests and AAMI ES 60601, NFPA-99, IEC 6253

Douglas Folsom

Staff Reports

ensuring correct and valid results are provided first time.

The new Rigel SafeTest 50 analyzer is priced at $985 (list price) and is the latest addition to test equipment from Rigel Medical.• For details, visit www.seaward-groupusa.com/safetest50.

MEDXCEL NAMES NEW CHIEF INFORMATION OFFICER Medxcel, a growing family of health care service organizations focusing on healthcare technology and facilities management, recently named Douglas Folsom as Chief Information Officer. In this role, Folsom will provide strategic technology leadership for Medxcel and its subsidiaries TriMedx, Axess Ultrasound, and Medxcel Facilities Management.

Folsom has nearly 30 years of information technology leadership experience. He was previously with Kohl’s Department Stores as Vice President of Omnichannel Point of Commerce for Customer-Facing Systems, and prior to that as Vice President of IT, Infrastructure Delivery. He also worked for Sterling Commerce and The Spiegel Group.

“Doug has a track record of transforming business through technology,” said Kristy Kainrath, Chief Strategy Officer for Medxcel. “His impressive skill set, which is a combination of business, IT, finance and management, will be an incredible asset to the Medxcel family of companies, as well as our customers.”

Folsom earned a MBA from Ohio University and a bachelor’s degree in electrical engineering technology from DeVry Institute of Technology. He is a member of several professional organizations, including Project Management Institute (PMI), American Management Association (AMA), American Society for Quality (ASQ) and Institute of Electrical and Electronic Engineers (IEEE). • For information about Medxcel, visit www.medxcelglobal.com.

14 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

INDUSTRY VETERAN JOINS TRI-IMAGING SOLUTIONS FREDRIC ELIASSON NEW VP SALES AND BUSINESS DEVELOPMENT

Fredric Eliasson

RTI has announced the appointment of Fredric Eliasson as Vice President Sales and Business Development. Eliasson has a strong track record in international sales and marketing. He is one of the majority owners of RTI. “Fredric has a long experience from international sales and business development. He is very dedicated and will be vital in the evolvement of our sales capabilities,” said Fredrik Ljungberg, CEO of RTI. • Shawn Bryant

KENTUCKY TRAILER ANNOUNCES ACQUISITION OF SMIT MOBILE EQUIPMENT Kentucky Trailer, a manufacturer of custom trailers and truck bodies, has announced the acquisition of Smit Mobile Equipment BV and Smit Mobile Equipment Ltd. Based in the Netherlands, Smit BV is an established, global provider of specialty trailers and mobile solutions to the medical sector, including mobile and relocatable magnetic resonance imaging (MRI), computed tomography (CT), and positron emission tomography– computed tomography (PET/CT) products. Smit UK is a service organization located in the United Kingdom.

“By leveraging the combined capabilities of Smit and Kentucky Trailer, we are strengthening our commitment to the mobile medical market and advancing our goal of delivering exceptional custom design, build and service solutions for the specialty trailer, custom transport and mobilized business markets,” said Gary A. Smith Sr., President and Chief Executive Officer of Kentucky Trailer.

“Together, we will be able to offer more comprehensive global solutions to our original equipment manufacturer and mobile medical imaging service provider partners worldwide.”

Last year, Kentucky Trailer acquired Advanced Mobility & Shelter Technologies LLC and it has been a key component of the Kentucky Trailer growth strategy. With these acquisitions, Kentucky Trailer’s global presence, leadership position and capabilities will expand within the mobile medical market. • WWW.MEDICALDEALER.COM

Tri-Imaging Solutions is excited to announce the addition of Shawn Bryant to its team of experienced medical imaging professionals.

Bryant, a nine-year veteran of the medical imaging industry, joins TIS as Business Development, West Zone, handling strategic accounts and representing the TIS complete line of parts, training, sales and service support.

Wanda Legate, TIS Vice President of Sales and Marketing, is excited to add a team member with a history of quality results and valuable experience serving the industry.

“As an industry veteran, Shawn has a proven track record of successful leadership, account development, and delivering a level of professionalism and phenomenal customer service,” Legate said. “He is extraordinarily well qualified to help lead Tri-Imaging and assist in our West Zone for new business development. We are thrilled to have him as part of the Tri-Imaging team.”

Bryant, a former professional baseball player in the Minnesota Twins and Cleveland Indians organizations, earned a bachelor’s of science in marketing from Oklahoma City University. • MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

TRIMEDX ADDS TO LEADERSHIP TEAM TriMedx has named JT Surgener as executive director of its international business. In this role, Surgener will provide strategic direction for the international business, growing existing market share as well as preparing for entry into new markets.

Surgener has a long history with TriMedx in the United States and in JT Surgener India. He previously served as director of international operations for TriMedx, and managing director for TriMedx India. Previously Surgener served in a variety of TriMedx leadership roles within the United States, including implementation project manager for service operations and client solution development manager.

“JT is a proven business leader who has helped shape TriMedx into the strong global business it is today,” said Kristy Kainrath, Chief Strategy Officer, Medxcel. “Under his direction, TriMedx will continue to serve our current customers with excellence and expand further around the globe.”

Surgener earned a MBA from Indiana University’s Kelley School of Business, and a bachelor’s degree in finance from Butler University. • For information, visit www.trimedx.com.

PROBEHUNTER VALIDATES ULTRASOUND PROBE PERFORMANCE A new ultrasound probe test-system, ProbeHunter, includes features like validation of image, color and Doppler. It gives clinicians and biomeds at hospitals and the ultrasound industry a new tool for quality assurance and patient safety.

The ultrasound probe is the most delicate part of an ultrasound system and is extremely sensitive to shocks, drops and the type of gel or cleaner used. The risk of a false diagnosis is high.

A tester is a must and BBS Medical AB has developed the ProbeHunter test system.

ProbeHunter validates the performance of ultrasound probes for all brands (Siemens, GE, Philips, Toshiba, Hitachi, Mindray, etc). It is designed for biomed departments at hospitals and within the ultrasound industry. • 16 MEDICALDEALER | DECEMBER 2015

Staff Reports

TRISONICS INTRODUCES ULTRASOUND PARTS APP Trisonics has announced the launch of its mobile app in the Apple App Store and Google Play Store. The app provides users a convenient way to receive pricing and purchase parts for ultrasound equipment.

“As an engineer myself, I understand the importance of timeliness and convenience when it comes to getting pricing and ordering parts. We feel like this app gives our customers exactly that by providing a simple process and layout for getting quick pricing on parts, while on the job,” Trisonics Vice President Bryan Hoffman said.

In the app, users will be able to create an account with all of their contact information. Once this is done, the user information will be saved for quick and easy access to the app. From there, users will have the chance to input all of the necessary information regarding the part that they are in search of along with the option to upload a picture of the desired part.

Once this step is complete, users select to be contacted with the price of their part via phone call, text message or email. All inquiries will be sent to a Trisonics representative who works in that customer’s specified region. For customers outside of Trisonics’ service regions, inquiries will be sent to the global sales specialist who will contact the user with pricing in a timely fashion.

An additional feature is the option to add “tech support” or “service support” to a part purchase. Tech support comes free with each part purchase as customers will have the opportunity to speak with a Trisonics representative as they install their new part. The “service support” option allows users to have a Trisonics engineer come to their facility to provide ultrasound service.

The Trisonics Parts Pro app can be downloaded on the Apple App Store or Google Play Store. • MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

DRE MEDICAL ACQUIRED BY JORDAN INDUSTRIES INTERNATIONAL DRE Inc., a worldwide provider of new and refurbished medical equipment, has announced its acquisition by Jordan Industries International LLC. DRE will utilize strategic support from JII to enter into new markets while building on its core business of supplying affordable, dependable medical equipment. Founding partners Michael Spencer and Dr. Charles Vittitow will continue in their roles for developing the business.

“This is very exciting for our customers and our team,” said Michael Spencer, President of DRE. “Becoming part of JII provides the resources and capital needed for growth while at the same time supporting the brand and dedicated people that define who we are.”

“The timing of JII is perfect. We are now aligning key companies from our industry to better serve a broad range of customers. Our new organization will be able to expand product lines, extend service offerings, and share best business practices,” he added.

DRE provides JII a platform for pursuing acquisitions and will be part of a family of companies in its strategic build-up in the medical equipment market. JII also recently acquired Global Medical Imaging, a provider of diagnostic ultrasound systems, nuclear cameras, and maintenance and repair services.

JII is pursuing additional platform acquisitions in the broader medical equipment market to further augment the growth of DRE and GMI and provide cross-selling opportunities among the group of companies. • For information, visit www.dremed.com and www.jordanindustries.com.

WWW.MEDICALDEALER.COM

QUEST ANNOUNCES AVAILABILITY OF THE TOTOKU CCL550I2 Quest International Inc. has announced the availability of the Totoku CCL550i2 color diagnostic display. The newly announced 5MP (megapixel) display is the first color 5MP diagnostic display that has been granted 510(k) FFDM (Full-Field Digital Mammography) approval by the U.S. Food and Drug Administration for use in all digital mammography applications.

The CCL550i2 is a 5-megapixel highbright, color LED-backlit LCD designed for PACS and breast imaging, eliminating the need for other multi-head display configurations or needing to move to another workstation to view additional studies.

“Totoku’s new CCL550i2 offers a superb combination of image quality, versatility and value,” says Bill Greenblatt, Vice President of Sales for Quest International. “Imaging facilities can now utilize a single workstation and display configuration for viewing a wide variety of images across all modalities including mammography. The benefits of using the CCL550i2 can contribute to improvements in workflow productivity and reductions in costs.”

Totoku’s comprehensive product line of DICOM-compliant medical displays ranges from 1.3 megapixel to 6 megapixel, gray scale and color, and are available in single and multi-head configurations.

Quest International serves as a master distributor and authorized service center for Totoku Medical Displays in North America. •

MEDICALDEALER 17

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.

MAXIMIZE REIMBURSEMENTS AND MINIMIZE COST OF UPGRADE BY MEETING

XR-29

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INTRODUCING Z-DOSE 29 FEATURES INCLUDE

BENEFITS INCLUDE

Patient Dose Monitoring & Structured Dose Reporting •

Keep your existing equipment. Avoid paying for scanner

Integrates with Hospital’s paper patient records, PACS

replacement • Maximize your insurance reimbursements

systems and national patient registeries (optional) •

• Keep your XR-29 upgrade costs low. One Company,

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solutions • Lifetime product support • Transferable to

upgrade delays • 99% uptime guarantee • Fast & Flexible

future CT equipment

Implementation

To schedule an online demo call 800-991-1021 or visit www.zettamed.com to learn more.

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A SYMBOL OF ADVOCACY, ETHICS, & NETWORKING Become an IAMERS member and ensure your customers feel confident doing business with you. IAMERS’ members each have made a commitment to provide a quality product to their customers while pledging to conduct business in an honorable and ethical manner. Today IAMERS is comprised of more than 130 organizations worldwide conducting business.

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INDUSTRY UPDATE_Block Imaging

By Stephen Loomis

IS GOING GREEN GIVING YOUR MRI SCANNER IMAGE ARTIFACTS?

P

retty much everyone can agree that using energy more efficiently is a good thing. What some of us may differ on is the best way to get this done. When it comes to the lighting in your MRI scanner suite, however, it seems there is a wrong way and a right way.

We want to share this distinction with you so that your facility can improve its energy efficiency without experiencing side effects in the quality of its service.

Stephen Loomis

The Wrong Way We recently received a service call from a facility that needed the light bulbs changed in their MRI suite. When I mentioned this to the field service engineer (FSE) who handles the facility’s maintenance, he cautioned me about which kinds of light bulbs to use.

I learned that many sites are swapping their traditional, incandescent light bulbs for energy-efficient compact fluorescent lights (CFLs) in an effort to be more environmentally friendly and to cut energy costs. That makes

20 MEDICALDEALER | DECEMBER 2015

sense, right? After all, many of us have done the exact same thing in our own homes and businesses. Unfortunately, what works for us in our houses or at the office is not so good in an MRI suite.

CFLs in this setting can cause noise artifacts in an image.

The MRI engineer went on to say that, in several recent cases, he has been able to eliminate image noise artifacts simply by swapping out the CFL bulbs the site had installed for the older incandescent bulbs they had only just removed.

The Right Way So, does this mean that MRI users must resign themselves to sticking with their old, lower-efficiency incandescent bulbs? Not at all – there is a third lighting option that is green, reduces utility bills, and won’t cause noise artifacts in your images: LED bulbs.

LED bulbs will cost more up front but, overall, are greener and cheaper than either incandescent or CFL bulbs. They burn longer, they use less power, and they don’t contain mercury (like a CFL bulb).

If your energy costs are higher than you would prefer, updating your lighting can be a long-term solution.

However, if you have already made the switch and you find that your MRI system is experiencing noise artifacts in its images, take a look at the type of bulbs you installed in your MRI suite.

If you have CFLs, the problem could be related. Try swapping them out with incandescent (better) or LED (best) bulbs to solve the issue.

STEPHEN LOOMIS is the Service Account Executive at Block Imaging. He loves to help imaging facilities maximize their uptime. Outside the office, he is a husband, musician, and unique footwear aficionado.

MEDICAL EQUIPMENT, PARTS & SERVICE

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MEDICALDEALER 21

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22 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Quality Replacements Available Today!

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MEDICALDEALER 23

INDUSTRY UPDATE_OEM Updates

Staff Reports

CARESTREAM SYSTEM SUPPORTS UPGRADE FROM ANALOG TO DIGITAL IMAGING Carestream unveiled a new lowerfeatures a balanced and articulating A cost-effective DR retrofit priced mobile X-ray imaging system arm that equips it to capture most upgrade provides rapid image that can be purchased as a CR system types of imaging exams. The unit capture with DRX detectors, a and easily upgraded to wireless is compact, lightweight, easy to 19-inch touch screen monitor and DR technology to gain faster image transport and position, and features a access to advanced features. A DAP access and automated features. powerful 30kW generator and eightand X-ray Generator Interface The fully featured Carestream inch touch screen monitor. automatically acquires DAP and Motion Mobile System is available The Motion Mobile System technique information to monitor for order in Europe, Latin America offers manual or APR (anatomical patient dose while eliminating the and other countries outside North programmed radiography) mode for need for manual entry.

America and is sold by Carestream quick selection of exam technique In addition, Carestream’s representatives and local dealers. and push button or hand switch Directview software delivers The new system is scheduled to controlled exposures. A tilting step is accelerated image display and begin shipping in December. designed to help operators move the delivery to PACS or printers. • The portable imaging system unit over uneven surfaces.

24 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

DAVID PACITTI JOINS SIEMENS HEALTHCARE Siemens Healthcare has appointed David Pacitti as President of Siemens Medical Solutions USA Inc. and head of Siemens Healthcare’s North America Regional Organization. Pacitti succeeds Gregory Sorensen, M.D., who served as President and CEO of Siemens Healthcare North America from 2011-2015.

Pacitti will be responsible for leading the marketing, sales, service, and support functions for Siemens Healthcare in the U.S. with additional oversight of Canada, across the entire health care portfolio including medical imaging, laboratory diagnostics, therapy solutions and services. He will be based at the U.S. headquarters in Malvern, Pennsylvania.

“David Pacitti’s leadership experience at Abbott and his deep health care industry experience will greatly benefit Siemens as we look to strengthen our vision for the health care business,” said Dr. Bernd Montag, Global CEO of Siemens Healthcare. “I am honored to welcome him to Siemens Healthcare.”

Pacitti comes to Siemens Healthcare from Abbott Vascular where he served as senior vice president of U.S. commercial sales, marketing and operations from 2013-2015. In this position, and as a member of the senior executive staff, he ran Abbott Vascular’s business in North America. •

HITACHI ANNOUNCES FDA CLEARANCE OF 16-SLICE CT SYSTEM Hitachi Medical Systems America Inc. has announced FDA clearance to market its Supria 16-slice CT system. The new Supria 16 features a compact design and provides Smart-Dose compliant (XR-29) lower dose patient safety capabilities.

Supria 16 combines the latest dose saving technologies in a compact design with enhanced patient access features to comfortably accommodate a wide range of patient sizes, including bariatric patients. Supria 16 can be sited in a scan room as small as 200 square feet.

“Supria demonstrates Hitachi’s continuing commitment to provide superior product value by combining the latest imaging technologies in a design that while compact, still affords the premium patient accommodation features of more expensive systems including a 75 cm gantry aperture, standard 1.8 meter scannable range table with 500-pound weight capacity,” said Mark Silverman, Director of CT Marketing. • WWW.MEDICALDEALER.COM

MEDICALDEALER 25

INDUSTRY UPDATE_OEM Updates

Staff Reports

BAXTER INTERNATIONAL NAMES JOSÉ ALMEIDA CHAIRMAN AND CEO The board of directors of will be a great strength for the Baxter International recently company as he oversees a broad announced it has named José portfolio of medically necessary “Joe” Almeida the company’s products across a geographically Chairman and Chief Executive expansive marketplace. What Officer, effective January 1, 2016.

Joe brings to Baxter in skill Almeida will join the company and experience is imperative immediately as an executive to the company’s stated goal of officer to facilitate a smooth accelerating profitable growth leadership transition. over the near and long term.’’

Almeida, 53, will succeed “Baxter is a trusted and Robert L. Parkinson Jr., who admired brand in health care. has served as the company’s The foundational mission of Chairman and CEO since 2004 Baxter to save and sustain lives and will retire from these roles is at the center of the company’s January 1, 2016, with a brief ability to endure, serving the José “Joe” Almeida transition period thereafter. needs of health care providers Upon retirement, Parkinson will and patients for more than 80 assume the title of Chairman demonstrated record of years,’’ said Almeida. “Leading Emeritus. improving profitability the company as it emerges from “Joe brings to Baxter and creating value for all the spinoff of Baxalta presents an tremendous experience in stakeholders,’’ said Parkinson. outstanding opportunity to create the global medical products “His deep understanding of the value and further the company’s marketplace and has a complex global supply chain mission.’’ •

SIEMENS’ UNVEILS NEW ACUSON P500 PORTABLE ULTRASOUND At this year’s American College of Emergency Physicians (ACEP), Siemens Healthcare introduced its new hand-carried ACUSON P500 ultrasound system, FROSK edition. Its reliable and fast imaging through new and time-tested imaging technology in a compact and easy-to-use device, makes it particularly suitable for use in the emergency department.

All this comes in a compact notebook format of 15 inches. Equipped with a battery that offers up to 60 minutes of scanning time, the new platform can be carried and positioned in any clinical environment, helping clinicians make quick decisions even in difficult scanning conditions. With a standard rapid boot-up feature, the system is ready for scanning in less than 30 seconds.

The ACUSON P500 system’s clear user interface is easy to learn and operate for users of all experience levels. It features a highly sensitive touch screen display with advanced infrared (IR) technology for accurate gesturing. A dual interface control panel offers flexible use of the touch screen or a traditional control panel based on each user’s scanning preferences, allowing them to spend less time on the system and more time on the patient.•

26 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

ZIEHM IMAGING IS A WINNER AT THE INTERNATIONAL BUSINESS AWARDS Ziehm Imaging has been awarded with the Bronze Stevie Award in the category “Best New Product or Service of the Year – Health & Pharmaceuticals” in the 12th annual International Business Awards. The international jury was impressed with Ziehm Vision RFD 3D; the latest addition to the Ziehm Imaging mobile C-arm portfolio which offers intraoperative 3D information for enhanced patient care.

Winners were determined through three months of judging. The Stevie Award winners were presented their awards at a gala banquet at the Ritz-Carlton Hotel in Toronto, Ontario, Canada.

“We are extremely proud to be presented with a Stevie Award for the third year in a row. This prestigious prize validates our product concept and is a great recognition of our innovation leadership,” said Klaus Hörndler, CEO of Ziehm Imaging. “We have developed Ziehm Vision RFD 3D by leveraging our 10 years’ experience in 3D imaging. The result is a completely new 3D C-arm modality that allows for full intraoperative control at any time during the intervention.”

Ziehm Vision RFD 3D has been designed based on the know-how and innovations originally developed for demanding hybrid applications. Ziehm Vision RFD 3D combines 2D and 3D functionality to offer full intraoperative control in high-end applications in orthopedics, traumatology and spine surgery. •

OLEA MEDICAL TO JOIN TOSHIBA MEDICAL SYSTEMS CORP. GROUP Toshiba Medical Systems Corp. recently announced that Toshiba has completed the acquisition of the outstanding shares of Olea Medical SA, following approval from the French Ministry of Economy.

This acquisition enables Toshiba to accelerate the growth of its MRI business and offer new clinical added value to health care providers by leveraging Olea’s software technology for advanced post-processing and image analysis, as well as its broad relationships with key research institutions and customers.

“This partnership means we will benefit from both Toshiba’s and Olea’s strengths to accelerate innovation and enhance our global presence,” said Toshio Takiguchi, president and CEO of Toshiba Medical Systems Corp.

“Through the integration of both R&D teams, we believe we could bring the innovative solutions and products to play an important role in the development of MRI systems.”

Toshiba will also be able to provide multimodality solutions by integrating Olea’s post-processing software with Vitrea, a widely known enterprise and scanner-connected workstation by Vital Images Inc., another subsidiary of Toshiba, to improve collaboration among experts, consolidate and standardize workflows and enhance diagnostic confidence. •

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MEDICAL EQUIPMENT, PARTS & SERVICE

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32 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

CHRONIC DISEASES FUEL CARDIOVASCULAR IMAGING MARKET

M

edical imaging is a huge global market that includes a wide range of modalities as well as an almost endless number of uses when diagnosing or treating patients in the health care setting.

Hexa Research Inc. forecasts continued growth in the global medical imaging systems market through at least 2020 with chronic diseases “especially pertaining to cardiovascular systems, respiratory and brain will drive the market over the forecast period.”

Cardiovascular disease is described by the American Heart Association as “heart and blood vessel disease — also called heart disease — includes numerous problems, many of which are related to a process called atherosclerosis.

Atherosclerosis is a condition that develops when a substance called plaque builds up in the walls of the arteries. This buildup narrows the arteries, making it harder for blood to flow through. If a blood clot forms, it can stop the blood flow. This can cause a heart attack or stroke.”

Other types of cardiovascular disease listed by the American Heart Association include heart failure, arrhythmia and heart valve problems.

“Globally, medical imaging systems market as of 2013 was valued $25,710.5 million and over the forecast period i.e. upcoming five WWW.MEDICALDEALER.COM years, it will grow at a CAGR of

over 6 percent,” according to Hexa Research Inc. An increased awareness of health care by governments is another factor powering the market, according to a report by Mordor Intelligence.

“Globally most industrialized countries are spending a large part of the GDP on health care requirements. The U.S. is set to spend nearly 20 percent of its gross domes-

is set to hit $40 billion by the year 2020, with MRI, PET, CT and SPECT technologies set to lead the way,” according to Mordor Intelligence.

The global market is experiencing growth in Asia as the North American market continues to be a leader.

“North America is dominating the whole market as it has high disposable income, strong R&D, favorable policies, and better health care infra-

“The diagnostic imaging market is set to hit $40 billion by the year 2020, with MRI, PET, CT and SPECT technologies set to lead the way.” tic product on health care by 2017, a higher percentage than any other industrialized nation,” according to Mordor Intelligence. “Medical technology is considered to be one of the primary drivers of continued growth in health spending, representing approximately 20 percent of total cost growth. Moreover within the medical technology market the spending on imaging technology is set to be the fastest growing market.”

The market that includes MRI, CT, PET and SPECT is projected to grow 170 percent during the same forecasted period, Mordor Intelligence reports.

“The diagnostic imaging market

structure,” according to a news release from PR Newswire. “Asia Pacific is expected to show a lucrative growth rate over the forecast period. The presence of high geriatric population and developing economy are the factors expected to drive the growth of medical imaging market in this region.”

Some of the major players in the medical imaging systems market, including cardiovascular imaging, include GE Healthcare, Shimadzu Corp., Philips Healthcare, Toshiba America Medical Systems, Siemens Healthcare and Hitachi Medical Corp.

MEDICALDEALER 33

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

DECEMBER PRODUCTS : This month, Medical Dealer explores Cardiovascular Imaging.

GE HEALTHCARE Revolution CT

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ou leverage the art of your diagnostic intuition and the power of CT technology to convert black and white images into a confident diagnosis. To help you do this, we’ve developed a revolutionary CT platform that creates uncompromised images enabled by the latest technological and scientific advances. Uncompromised image quality and clinical capabilities through the convergence of coverage, spatial and temporal resolution – all in one system.

Revolution CT was designed from the ground up to address your most challenging patient needs. Our innovative technology provides one-beat, motion-free cardiac scanning at any heart rate, whole organ coverage and also provides pediatric patients with sedation free and low-dose scanning capabilities, among other clinical advances. •

34 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Cardiovascular Imaging_Product Showroom

SIEMENS HEALTHCARE SOMATOM Force

T

he SOMATOM Force dual-source CT system, which features two new Vectron X-ray tubes, possesses unparalleled power reserves to apply low kV imaging for a wider array of patients. With an industry-leading acquisition speed enabled by its Turbo Flash Mode, the SOMATOM Force enables users to conduct cardiac imaging in a quarter of a heartbeat at a native temporal resolution of 66 ms without reliance on artificial image enhancement techniques. Due to its low kV imaging, the SOMATOM Force broadens CT’s application for patients with renal insufficiency. It also enables the user to perform an entire adult chest, abdomen, and pelvis study in just one second. •

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MEDICALDEALER 35

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

PHILIPS iCT ELITE WITH IMR

W

ith advanced cardiovascular imaging capabilities through an outstanding acquisition speed of 0.27 sec/rotation, iCT Elite with IMR is ready for your most challenging imaging studies. The system offers wide coverage for whole organ perfusion imaging and advanced acquisitions through iPatient, which puts you in control of innovative workflow solutions. Iterative Model Reconstruction (IMR) sets a new direction in CT image quality with virtually noise-free images and industry-leading low-contrast resolution. It’s all right here, in the iCT Elite with IMR. With iCT, premium capabilities and performance are designed to help you drive and keep referrals through excellence in patient-centric imaging. •

36 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

CARDIOVASCULAR IMAGING

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

SEE OUR AD ON PAGE 57

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

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

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

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.

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SEE OUR AD ON PAGE 55

If you demand quality and a great price, place your bet on First Call Parts for your Philips, Siemens and GE imaging replacement parts. Make one call, First Call Parts.

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International Medical Equipment & Service, Inc. 8190 Regent Parkway Fort Mill, SC 29715 Phone: 704-739-3597 Fax: 704-259-4008 Email: Info@IMESimaging.com Website: www.IMESimaging.com IMES provides reliable, cost-saving solutions for all of your diagnostic imaging systems and parts needs. Inside our 24,000 sqft warehouse, we stock and test parts from all OEMs and modalities. IMES is an unmatched source of quality, inventory availability, and hands-on service training—all backed by 24/7 technical support and customer service.

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MEDICALDEALER 37

PRODUCT FOCUS_Radiology_Preferred Vendors

TECHNICAL SEE OUR AD ON PAGE 32

Northeast Electronics, Inc. 13 A Street Derry, NH 03038 Phone: 800-528-2082 Fax: 603-432-0221 Email: jwshaw@northeastelectronics.com Website: www.northeastelectronics.com Since 1986, Northeast Electronics, Inc. has been dedicated to providing our clients with superior nuclear medicine equipment and system solutions.

38 MEDICALDEALER | DECEMBER 2015

Staff Reports

PROSPECTS

Experts in Siemens Medical Imaging

Technical Prospects 1000 S. County Road CB SEE OUR AD ON Appleton, WI 54914 PAGE 38 Phone: 877-604-6583 Fax: 920-757-6591 Email: jvandersteen@technicalprospects.com Website www.technicalprospects.com 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.

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Tri-Imaging Solutions 10 Fant Industrial Drive Madison TN 37115 Phone: 855-401-4888 Email: kpresley@triimaging.com Website: www.triimaging.com Tri-Imaging provides quality imaging parts/support to industry service companies and hospitals. Expanding to a larger facility solely focused on “EMPOWERING THE ENGINEER” – allowing us to increase parts, technical support, training, equipment (installs, de-installs, sales) and service support capabilities.

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MEDICAL EQUIPMENT, PARTS & SERVICE

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PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

STEADY GROWTH EXPECTED FOR CARTS AND CABINETS MARKET

M

edical carts and cabinets play an important role in the health care industry. They provide safe storage and transport options for a variety of medical equipment and supplies, including imaging equipment, surgical instruments, medications and more.

The medical carts and cabinets market is a part of the larger medical furniture market and is expected to experience continued growth in the coming years.

“The Global Medical Furniture Market is mainly driven by population aging. This market was valued at $2170.41 million in 2013 and is expected to reach $3074.52 million by 2018, at a CAGR of 7.2 percent.

The medical furniture market is the largest segment of $2.1 billion home health care market,” according to MicroMarket Monitor.

“The market of medical furniture is segmented on the basis of types of products, such as cabinet and casework, metal cabinets, scrub sinks, bedside tables, medical tables and carts, instrument stands, kick buckets, IV poles, medical hampers, medical support, stretchers, beds, recovery couches, WWW.MEDICALDEALER.COM

“The market of medical furniture (which includes carts and cabinets) is expected to show steady growth rate during the forecast period from 2014 to 2020.”

chairs, medical stools, blood drawing chair, waste container, inspection beds, portable toiletry, waiting room furniture and others.

Furthermore, the market is also segmented on the basis of applications, such as physician/surgeon’s furniture (examination table, eye surgery chair and others), patient’s furniture (stretchers, bedside table and other) and support staff ’s furniture (IV stand, waste container and others),” according to a news release from Transparency Market Research.

The United States makes up a large portion of the market and is a key player in the growth of the global market. Other markets are expected to help push the overall global market to new heights.

“The North American region is the most dominating market in the world, owing to extensive

number of hospitals and health care infrastructure,” according to the news release. “On the other hand, Asia-Pacific and RoW are the most promising markets in the upcoming period, owing to rise in number of in-patient treatments and medical infrastructure.”

“The market of medical furniture (which includes carts and cabinets) is expected to show steady growth rate during the forecast period from 2014 to 2020,” according to Transparency Market Research.

This growth is anticipated to be driven by a variety of factors, including an increasing number of medical infrastructure across the globe, particularly in developing countries and steadily increasing technological innovations in hospital furniture, according to Transparency Market Research.

MEDICALDEALER 43

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

DECEMBER PRODUCTS : This month, Medical Dealer explores Cart & Cabinets.

ALCO SALES Stainless Steel Utility Cart – 3 Shelves

T

he Stainless Steel Utility Cart – 3 Shelves is ideal for moderate weight loads and all-purpose back-of-the-house duties as well as constant use over various standard floor surfaces. It features durable, unitized electronically welded angle leg frame, 20-gauge stainless steel reinforced shelves, protective bumpers on legs and handle safeguard furnishings and sound deadening panels under shelves limit vibrations and noise. The cart has a weight capacity of 500 pounds. •

44 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Carts & Cabinets_Product Showroom

MAC MEDICAL INC. Vertical Handle Case Carts

M

AC Medical Inc. manufactures a full line of stainless steel case carts that feature fully welded construction for strength and durability. The company has several designs to choose from including its new Vertical Handle Case Carts.

This ergonomically friendly cart has vertical handles located on all four corners to help provide increased comfort and efficiency for easy steering and cart control.

As with all MAC Medical products, the case carts are built with quality and durability in mind. The company’s engineering capabilities allow for the custom design of any specific case cart to satisfy any need a facility may have. •

WWW.MEDICALDEALER.COM

MEDICALDEALER 45

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

MAC MEDICAL INC. Stainless Steel Cabinetry

M

AC Medical Inc.’s stainless steel cabinetry includes a wide variety of freestanding cabinets, recessed cabinets and built-in consoles. The cabinets allow for the flexibility that facilities require in today’s space constrained environments and offer multiple options, from sloped tops to variable height bases, to choose from. MAC Medical works with your elevation plans, facility planners, architects and contractors to meet custom cabinet requirements. •

46 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

Carts & Cabinets_Product Showroom

MEDLINE Aluminum Carts

M

edline’s aluminum carts are 30 percent lighter (that is up to a 38-pound difference) than standard steel carts making them easier to maneuver throughout a facility. The four vertical corner mounting tracks also make it easier to mount and adjust accessories without using predrilled holes. Medline’s lightweight aluminum medical carts offer a dual-shelf for additional workspace and five available locking systems to meet the health care worker’s needs. Carts feature an ABS plastic molded top with cutaway front and easily adjustable dual push handles. The five-inch premium easy roll casters mount to Medline’s high impact plastic stabilizer base.•

WWW.MEDICALDEALER.COM

MEDICALDEALER 47

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PREFERRED VENDORS

CARTS & CABINETS SEE OUR AD ON

ALCO Sales & Service PAGE 48 6851 High Grove Blvd.

Burr Ridge, IL 60527 Phone: 800.323.4282 Fax: 800-950-1167 Email: info@alcosales.com Website: www.alcosales.com

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

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SEE OUR AD ON PAGE 7

Government Liquidation 15051 N Kierland Blvd #300 Scottsdale, AZ 85254 Phone: 480-367-1300 Email: info@govliquidation.com Website: www.govliquidation.com

Government Liquidation (GL) is your direct source for U.S. Government surplus. Sales are conducted via our online auction platform through internet auctions. GL invites you to purchase medical, dental and test equipment in a convenient environment at: www. govliquidation.com. Search our inventory as new items are added daily.

Master Medical Equipment 229 Bobrick Drive Jackson TN 38301-5604 Toll-Free: 866-468-9558 Email: sales@masterfitmedical.com Website: www.mastermedicalequipment.com Here at MME, our aim is to serve you and your company to the best of our abilities. Basically, we aren’t happy until you are happy. Our business thrives on what you need to make your business grow. Our goal is to serve you and your endeavors through premium medical equipment for less than what you would expect to pay elsewhere. Think of us as your wholesaler for quality medical devices. We are here to help you anytime you need us!

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MEDICALDEALER 49

SUSTAINABILITY G REEN PRA CT I C E S PAY D I V I D E N D S

BY MATT SKOUFALOS

50 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

S

tart a conversation about waste in health care, and you’re likely to encounter perspectives on spending, access to services,

insurance premiums or reimbursement rates.

What you’re less likely to hear as much about is literal waste; that is, the physical garbage produced by the delivery of care to millions of Americans throughout the year.

According to the Sustainability Roadmap for Hospitals, supply chain is the second-largest source of expense for hospitals, and the majority of things purchased ultimately end up as waste. Hermine Levey Weston, Member Engagement Manager at Practice Greenhealth of Reston, Virginia, said U.S. hospitals generate about 4 to 4.5 million tons of waste annually, at a median of 42 pounds of total waste per patient-day.

Because trash costs more per pound to dispose of than recycling does, and because hospitals must sort their waste according to federal rules that regulate its safe disposal, the concern of what to do with it all isn’t just financial, it’s logistic. From solid waste, which is classified the same as household garbage, to regulated medical waste (RMW), to hazardous waste (laboratory chemicals), each requires a specific set of protocols for its proper handling, and cutting back on the amount of waste generated requires additional oversight.

“You want to find out where

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your materials are going, and you want to find out what the waste weighs,” Weston said. “Then, you plan an improvement.”

To optimize those improvements, Practice Greenhealth aggregates annual data from its participating hospitals to determine which have the best “environmental profiles,” Weston said, and then normalizes those data for size to derive usable benchmarks for change. The minimum standard to apply for a Practice Greenhealth Partner for Change Award is a 10-percent recycling rate, but the organization cites 25 percent as an average industry benchmark, with a median recycling rate of 31 percent of total waste, and the best performers topping 45 percent.

Within that count, the most expensive waste category is RMW, which should account for less than 15 percent of total waste from hospitals; the best-performing hospitals operate at less than 8 percent while still meeting regulatory requirements, the organization says. Distilling and neutralizing hazardous solvents for recycling helps, as

does streamlining the disposal of pharmaceuticals, Weston said, but for most hospitals, RMW is the most expensive part of their medical waste stream.

“Some hospitals turn all of their waste into regulated medical waste because they’re afraid of regulatory action if they make a mistake,” she said.

Patient safety is the foremost concern in any health care environment, Weston said, which means that the “triple bottom line of people, profit, and planet” turns principally on the first of those three. Concern for the welfare of hospital patients, staff and visitors dominates any conversations about the safe disposal of RMW, how and whether to recycle reusable medical equipment in a hospital setting, and how to derive the most environmental benefit from any such programs.

“Any materials must be safe and clean and effective,” Weston said. “The second a patient gets injured, whether it’s an infection or a needle stick, it’s a problem.

If we can reuse items safely, you hit the cost containment and waste reduction, and there’s an environmental benefit to that too.

There is definitely an increase in hospitals reprocessing devices [but] most of the reprocessing is internal, not external.”

Even as what Weston calls “environmentally preferable purchasing” begins to enter conversations about equipment procurement, discussion about the fate of such devices from a waste perspective usually turns on what happens when they have exceeded their useful life. Many hospitals donate used medical equipment to medical missions; some devices have ancillary value in the aftermarket, to a scrapper,

MEDICALDEALER 51

SUSTAINABILITY

or even to another arm within the same organization, as a “share culture” permeates health care institutions, particularly of office furnishings and other materials, Weston said.

Whether in the operating room, food services, or across the supply chain, recycling is the watchword throughout. Facilities are reinforcing that message by performing spot checks of their waste streams for things that should have been recycled.

They may also try to shift thinking among staff by shrinking the size of RMW containers and putting out larger recycling bins, so the internal educational message becomes, “You shouldn’t be throwing a lot in here,” Weston said.

“There’s a lot of ways you can nudge the proper ways of doing things,” she said, ticking off a list that includes “leadership, waste, chemicals, greening the operating room, healthy foods, energy, environmentally preferable purchasing, water, climate, [and] green buildings.”

Green buildings are an especially relevant topic in health care, as the economic robustness of the sector continues to drive construction, purchasing, manufacturing and development nationwide. By building more health care facilities to address a growing need of service in the population, organizations are also acknowledging a growing awareness of how health care facilities management and planning can address environmental health and wellness issues from the ground up.

“Many of the strategies that

52 MEDICALDEALER | DECEMBER 2015

“Many of the strategies that even eight years ago were viewed as too challenging for health care are now finding their way into the mainstream." – Gail Vittori even eight years ago were viewed as too challenging for health care are now finding their way into the mainstream,” said Gail Vittori, Co-Director of the Center for Maximum Potential Building Systems in Austin, Texas.

“Improved air quality, air and water conservation, stormwater management; the literacy about those issues has tremendously improved.”

Vittori is a LEED fellow, which stands for “Leadership in Energy and Environmental Design,” a certification program for building projects. She was the founding chair of the LEED for Healthcare Committee, which provided supplemental criteria befitting health care institutions to the LEED for New Construction standards. Although LEED for Healthcare primarily addresses new construction and renovations — a new patient wing; a hospital renovation — many health care projects still use the LEED for Existing Buildings rating system, although it lacks “the customization” that

LEED for Healthcare has for new construction projects, Vittori said.

“One of the early objectives was to identify customized credits, completely new credits that did not exist anywhere else at the time, and identify existing ones so that they were sensitive to the operational needs of health care.”

Those new credits address sustainability in design features that are unique to health care institutions: places for respite, energy systems measurement and verification, the use of construction materials that are free of hazardous materials, and so forth.

“Hospitals use so much water it was necessary to develop a new credit for water,” Vittori said.

When LEED criteria are met, facilities constructed in accordance with those standards may earn their owners federal, state or local rebates that make employing such strategies “attractive where they would otherwise be cost-prohibitive,” Vittori said. There’s also a sense of follow-the-leader at play in

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a marketplace that has “created a fair amount of momentum for sustainability in building throughout the United States,” she said.

“I’m very encouraged by that,” Vittori said. “There’s been a tremendous amount of innovation inspired by LEED, whether it’s LEED for Construction or LEED for Healthcare. Manufacturers have looked for market signals with the kind of issues that are raised with specific LEED credits.”

One such signal has been the acknowledgment that sustainability enters into concerns about total cost of ownership (TCO), from the procurement phase of facilities and equipment purchases through operational costs and right into end-of-life issues.

“It’s a relationship between the things that we buy and public health consequences, and for health care, it’s recognizing that the things that are purchased have an opportunity to strengthen the mission [by purchasing] equipment that’s aligned with a set of values,” Vittori said.

“If I was a hospital and I knew what was on the market today, would I make a decision that was more costly at the purchase price or something that dramatically lowers my operational cost?”

That awareness also extends to the purchase and maintenance of medical devices, which naturally invokes a responsibility in manufacturers to create opportunities for flexible, adaptable, modifiable equipment that’s less likely to end up in a landfill due to corporate strategies of planned

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obsolescence.

“There’s a tremendous amount of discard that is a consequence of innovation,” Vittori said, and a corollary need to anticipate innovation in a way that would create easily disassembled devices that can “recapture the embodied value of a piece of equipment” with replaceable components.

Hermine Levey Weston

Another business concept that is growing overseas but which has no legal analogue in the United States is that of “producer responsibility”; a notion, Vittori said, that would extend the obligations of device manufacturers to address “end-of-life disposition of the thing that they create.”

“If I buy something and I decide I don’t want it anymore, what are my options?” she asked.

“Maybe I recycle it; maybe I sell it. Maybe I put it in the trash.

Designing for disassembly,

designing for the environment; those initiatives capture a way of thinking that should inspire good and smart decisions at the front end and create a benefit that continues.”

A handful of manufacturers have risen to that challenge, but without across-the-board legislation, more devices and their component parts end up in landfills, she said.

When there’s no usable future for the equipment a hospital no longer needs, decision-makers will often call someone like Louis Okon, the fourth-generation owner of the Dallas, Texas-based Okon Metals. For solid waste – cabinets, beds, gurneys, “the general stuff you see come out of the hospital that’s made of metal,” Okon said – a company like his is “the option of last resort” for waste in a market where providers would otherwise be paying to dispose of it.

“We fit in at the end of life cycle in this machinery,” Okon said. “We squeeze the last bit of value out of it and pass it on to our customers.”

“Doing things the right way and the responsible way, both for safety and environmental, a lot of times is not a cheap enterprise,” he said. “Medical waste, radioactive waste that may come out of X-ray machines, that has an inherent cost to recycle or dispose of. We make it an easy decision to be a good steward.”

Okon said that scrapping unusable equipment is “the highest-value alternative” to the landfill for providers, which makes the call an easy one for

MEDICALDEALER 53

LOW-DOSE PRACTICES

hospital administrators seeking to cut costs on waste management.

Okon said his customers generally realize a net profit depending on the prices of items and the freight costs of shipping them. The highest-value items are MR magnets,

lar. The steel mills, copper mills, and aluminum mills are struggling to compete because they’re undercutting them. That’s creating a huge supply in the market at a time when demand is decreasing worldwide.”

risking a lawsuit.

“I see it happening within corporations where they’re writing into policy to hold businesses accountable for making sure that material is handled properly, not just the cheapest way to get rid of

“I see it happening within corporations where they’re writing into policy to hold businesses accountable for making sure that material is handled properly, not just the cheapest way to get rid of this toxic item.” – Louis Okon which his team can decommission into their component elements in compliance with environmental standards. But in the past year or so, he said, that profit motive has yielded diminishing returns, month after month, as the market for scrap metals holds less and less value.

“In 106 years, this is definitely one of the more difficult climates for our business,” Okon said.

“The strong dollar is causing U.S. commodities to be too expensive for overseas buyers. China and other countries are selling their metals in the U.S. for less than they could sell it elsewhere just to get a hold of the high U.S. dol-

54 MEDICALDEALER | DECEMBER 2015

Those conditions are testing the appetite that some hospitals have for participating in the recycling market, Okon said. By his guess, the bulk of facilities that contract with his company “are very value-driven in terms of money.” For larger corporations, he sees environmental and safety concerns “about doing the right thing” as tantamount to a public relations strategy that helps craft an image of stewardship. Where the conflict really emerges, as Weston alluded, is in calculating whether the money that could be saved on waste disposal is eaten up by dumping something potentially hazardous in the trash and

this toxic item,” Okon said. “The economics takes care of the rest.”

“Given the current state of commodities being so low, it’ll be interesting to see, if the value gets low enough, will the cost of hauling be more than the value of the scrap?” he said. “There may be a cost to that, which is something that a lot of companies will have to come to terms with. Even then, we are still the best alternative because we are still realizing the value of the recyclables. Utilizing our service is generally an easy decision because of the economics and the environmental and safety [factors]; we hit on all three.”

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SLICE OF LIFE_The Other Side

By Jim Fedele

CHECK YOUR PRIORITIES T he life of a biomedical engineer is full of challenges and issues that seem to sap our time and energy. It is easy in the flurry of government regulations, Joint Commission compliance and battling OEMs to lose sight of our primary focus – the patient. The patient should be our top priority with all the other aspects of our job being second.

Because biomedical technicians are technical and task-oriented people, I think we sometimes get consumed with the daily operations and forget where our priorities should be.

“Always follow your true north,” was the main point in one of my first manager training seminars at the Susquehanna Health System. The “true north” represents the mission of the organization and subsequently our personal mission. The presenter discussed how aligning all of our activities to our “true north” will ensure that everything we do will always advance the mission of the organization. This mindset provides guidance to all decision making. Steven Covey, popular author of the book “The Seven Habits of Highly Effective People,” is also conveying a similar message when he states “Begin with the end in mind.” For me, this one principle embodies all we need to do to ensure we are taking care of our patients.

However, as with so many other things in life, what is easy to say is not always easy to do. When the biomedical engineer is going about his/ 60 MEDICALDEALER | DECEMBER 2015

“It is easy in the flurry of government

regulations, Joint Commission compliance and battling OEMs to lose sight of our primary

focus – the patient. The patient should be our top priority with all the other aspects of our job being second. ” her day there are many opportunities for distractions. A common example is when the biomedical engineer receives a call from nurse Kelly that her patient monitor is not working. The biomedical tech checks the unit and cannot find anything wrong with it. He promptly returns it with a “no problem found” comment. This leaves the possibility of different scenarios. The tech may in-service Kelly, he may argue with Kelly because she has not taken the time to learn the equipment, or he may do nothing and just return it to service.

Depending on what assumptions the tech makes he/she may chose a solution to this problem that is not in the best interest of the patient.

The issue of money and costs are constant concerns for everyone in the organization. It can also distract us from fulfilling our true mission.

The tech’s responsibility is to balance quality, delivery, price and safety with almost every repair. The problem is these aspects often contradict each other. Choices must be

made carefully to ensure there is not a negative impact on the patients.

Some OEMs do not help this process as they make parts hard to get or very expensive. When I have confronted the OEMs I deal with about the high price of their parts. They hide behind words like “quality control” “compliance” and “safety.” Yet, we still receive parts from the OEM that are defective.

My point is, we need to focus on our patients as our most important customer. To some people this may seem like a pointless task. After all, biomedical engineers typically have very little direct patient contact. However, the majority of their work does. In my mind, if all we do is worry about repairing devices, we have done a disservice to our industry. If we go back to the scenario with nurse Kelly with a patient-focused mindset the solution would play out differently. Thinking about a patient who is sick and needs help might be negatively affected by the malfunctioning equipment.

The tech would work with Kelly to MEDICAL EQUIPMENT, PARTS & SERVICE

EXPERIENCE MATTERS

_The Other Side

understand the problem she had with device, ensuring the problem is not intermittent. He would also tactfully work with her on the operation of the device. Finally, the tech would follow up later to ensure the problem has not reoccurred.

If biomeds are truly going to be patient focused we need to be the biggest supporters of our facilities’ nurses. Here is why, there is a parallel situation, imagine if a biomed tech was in the process of performing a very crucial and important PM that had been scheduled for weeks ahead of time and the tech is working hard at completing it in OVED the CHANGES NEEDED allocated time. In addition, the tech has three more units waiting OFF: in the queue, suddenly the tech’s ONFIRM THAT FOLLOWING mostTHE crucial piece ofARE testCORRECT equipment GO PHONE ADDRESS fails.NUMBER To say thereWEBSITE would be an emotional response is the only way I can describe it in this medium. This is TRIM 4.5” how a nurse feels when she is trying

to treat a patient and his/her “tool” fails. However, the “device” she is working on is a person! At least our equipment doesn’t talk back to us.

If one really wants to understand what it means to be “patient focused” try being the patient yourself. Go through the admitting process, and have some tests done, see what it is like to get an MRI or have radiation treatment. Then, imagine that the equipment malfunctioned while it was being used on you. That feeling is what you need to keep in heart, so you can maintain your resolve and always follow your “true north.”

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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 SPELLING GRAMMAR in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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SLICE OF LIFE_Bobinski

By Dan Bobinski

JEDI MIND TRICKS FOR LEADERS “S tar Wars” mania is upon us once again, so allow me to invoke a bit of intergalactic jargon while comparing the Jedi code with some principles I believe are necessary for effective leadership.

First and foremost, follow the Jedi principle of steering extremely clear of the dark side. Using fear and intimidation is no way to garner enthusiasm nor develop a sense of ownership among your team members. The problem? Fear and intimidation are easy to use. Fear is one of the strongest and most compelling of human motivations, so leading via fear is an efficient approach that can save leaders a lot of time. Unfortunately, it’s also one of the most demoralizing approaches one can take.

When Yoda was asked if the dark side was stronger, his response was, “No.” He then described it as, “quicker,” “easier,” and “more seductive.” In other words, relying on fear to motivate may be more efficient, but for healthy results, is far less effective.

To further quote Master Yoda, “Fear leads to anger. Anger leads to hate. Hate leads to suffering.” If you don’t want your organization to suffer, avoid using fear. True Jedi leaders are guardians of peace, so the “mind trick” is this: Set aside planning time each day to focus on that 64 MEDICALDEALER | DECEMBER 2015

Dan Bobinski Workplace Consultant

which will foster a professional, smooth flow of operations. The more your mind sees a professional atmosphere instead of a chaotic one, the more likely it is to actually happen.

Secondly, follow the Jedi principle of listening carefully and being openminded. Obi-Wan Kenobi taught us that, “many of the truths we cling to depend greatly on our own point of view.” Hanging on to our own point of view can result in a closed mind, which, in the long run, builds a wall that separates employees and the organization’s leadership, thus weakening the organization.

Listening carefully is akin to being in tune with the Force. Just like a Jedi is trained to be in touch

with the Force that flows through and around everyone, leaders must train themselves to be sensitive to the organization’s energy, fluctuations and disturbances. As Master Yoda said, “Do not assume anything,” and “always in motion is the future.”

Thus, leaders must have good listening skills and an active curiosity.

Unfortunately, I can’t tell you how many times I’ve walked into businesses and seen leadership walking around with their deflector shields up, disregarding all input and feedback. Don’t they remember what it was like to be part of the rankand-file? Don’t they know that their employees have great ideas for how to make things better? And yet, like an imposing Star Destroyer, too many leaders present a domineering presence that results in people giving them a wide berth. Whether intentional or unintentional, this temperament of intimidation kills creativity and productivity.

Like the Jedi, true leaders want to learn, and they will ardently defend the right of their employees to share ideas. The mind trick is this: Be inquisitive and open to possibilities.

Ask a lot of questions, and challenge those who cut off input before truly considering it.

Another key trait found in good leaders is taking responsibility for one’s own growth and professional development. Like the Jedi, good leaders know that what got them to where MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

they are will not be sufficient to keep them where they are. Continuous self-improvement is always needed.

Therefore, regularly take an inventory of your strengths and areas of weakness, then develop and enact a plan for how to improve. As Master Yoda said, “A Jedi must have the deepest commitment,” and he instructed his students to “Train yourself to let go of everything you fear to lose.” To do this, employ the following mind trick: Be introspective and intellectually honest with yourself (i.e., don’t lie to yourself ), and take purposeful action on what you discover.

Along these same lines, strong leaders also want the people in their organization to develop, too, and they work to foster that growth. They know that teams are made up of individuals, and the strength of any given team is only as strong as its weakest employee. Therefore, in the same way that Jedi are concerned about the welfare of others, strong leaders strive to develop those around them.

They take people under their wings as apprentices and show them the ropes of how to lead effectively.

Why do good leaders build strong teams? They know the power of collaboration is a strong force! To make the most of that force, wise leaders equip their employees with interpersonal skills. In recent years, this has become known as emotional intelligence, which I define as the ability to perceive and assess one’s own and others’ emotions, desires and tendencies, and then take the best course of action necessary to achieve the best win-win result for all concerned.

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In Jedi speak, you can just imagine some Jedi Master passing on the following wisdom: “Coming together is a beginning. Staying together is progress. Working well together is success.” Knowing that a Jedi’s strength flows from the force, the mind trick is this: Tune yourself to perceive and assess the unseen yet highly perceptible factors that influence your teams, and teach others to do the same.

Finally, prepare yourself and everyone around you to anticipate and deal well with change. As Shmi Skywaker said, “You can’t stop change any more than you can stop the suns from setting.” Good leaders stay flexible so they can accommodate the inevitable changes they know are coming, and they help others do the same. The mind trick is just like that of a Jedi: Seek to accommodate change and resolve the accompanying problems that arise with patience, logic, attentive listening, negotiation and persuasion, and all in a calm, confident manner.

Is any of this easy? Not always. In fact, if you try to do any of the above, you may very well fail. But I quote Master Yoda: “Do. Or do not. There is no try.”

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.” As a consultant and trainer, he helps organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208-375-7606.

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MEDICALDEALER 67

SLICE OF LIFE_Pay It Forward

Staff Report

GIVING BACK TO MAKE A DIFFERENCE

T

he most successful businesses are invested in their communities, whether geographical or by industry, which is why Summit Imaging is deeply committed to fostering civic engagement and devoting resources to charitable organizations.

While Summit Imaging’s work affords employees the benefit of knowing they have a tangible, real impact on the lives of patients, the ultrasound medical equipment support company also hopes to instill in its employees that they can make a difference in their community.

Along with Summit’s core values of innovation, reliability, outstanding quality and customer satisfaction, Summit is dedicated to creating a strong community-focused culture among its team members. One of the company’s favorite holiday traditions is spreading joy, cheer and the spirit of giving back through the Forgotten Children’s Fund (FCF). This year marks the fourth consecutive year that Summit has devoted its time and financial resources to support the nonprofit organization.

The Forgotten Children’s Fund began in 1976, when a boy named Craig wrote a letter to Santa Claus after he awoke on Christmas Day with no presents to open. Although the letter never reached Santa, it did inspire a group of dedicated individuals who embody the true spirit of the holiday through the gift of sharing. The FCF is mindful of those children who are experiencing difficult times due to financial hardship, illness, injury or disability and strives to do what it can to make their lives 68 MEDICALDEALER | DECEMBER 2015

happier and more meaningful.

The volunteers tirelessly work to deliver gifts to Washington state’s children in need during the holiday season. The all-volunteer organization retains no salaried employees and relies on the good will of its dedicated volunteers. Every year, volunteers work together to raise money to purchase, wrap and deliver gifts to needy families.

Thanks to supplier contributions and purchasing relations, each dollar contributed to the fund is stretched to its fullest. The charity has lost count of how many children it has helped celebrate Christmas over the past four decades. However, this holiday season alone, the organization will bring joy to more than 2,900 children in 800 families, with Santa Claus delivering a full stocking, two books, a blanket, a Christmas dinner, a new winter coat and at least three toys to each child. The volunteers even spend Christmas Eve personally delivering gifts and visiting foster homes, domestic violence shelters and Seattle Children’s Hospital.

Most of the families selected are not assisted by other public or charitable organizations. Each family is contacted to determine special needs along with the children’s names, ages and clothing sizes. In some cases, help extends beyond gifts to include grocery donations or assistance with fuel or utility expenses.

The FCF currently operates in King County, Pierce County, North Counties (including Skagit, Island, Snohomish and Whatcom Counties) and Chelan Counties of Washington state.

Each year, Summit Imaging donates $30,000 to the charity and more than 30 employees convene at

“We all feel fortunate to be able to ensure children in our community can enjoy a traditional holiday experience.” a north Seattle Toys “R” Us to hand select toys for the children served by the Forgotten Children’s Fund. The generous employees of Seattle’s Hansen Bros. Moving & Storage have also joined in to help Summit support this cause by providing a 15-foot truck to deliver these gifts to the Forgotten Children’s Fund.

For the Summit team, this charitable tradition provides employees a meaningful way to give back to a region that has provided them with many opportunities. Employees find this uplifting experience stays with them long after the holiday decorations have been put away.

“We all feel fortunate to be able to MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Summit Imaging embraced the holiday spirit by hand selecting $30,000 worth of toys and goods to donate to the Forgotten Children’s Fund. More than 30 employees gathered to give back to their community and create lasting memories for more than 2,900 Washington State children.

Summit team members Ashley Johnson and Nicci Valiquette were all smiles as they shopped at a north Seattle Toys “R” Us for the Forgotten Children’s Fund.

This is the fourth consecutive year Summit has partnered with the organization to provide gifts for needy children and families.

ensure children in our community can enjoy a traditional holiday experience,” said Ashley Johnson, Summit’s Customer Outreach Coordinator. “There’s no better feeling than knowing you’re helping put a smile on a child’s face on Christmas morning.”

Recently, Summit Imaging founder Larry Nguyen was asked to serve on the board of trustees for the nonprofit organization.

Along with being actively involved in civic engagement, Summit believes one of the most important things the WWW.MEDICALDEALER.COM

company can do is to create opportunity for others in the form of education and financial well-being.

As such, Summit has made a commitment to supporting programs that directly affect those in the ultrasound industry to further enable the health care community to provide exceptional patient care.

Summit Imaging also supports the greater global community by donating equipment worth thousands of dollars to educational programs in developing countries including Vietnam and

the Dominican Republic. These programs include the Children of the Nations in the Dominican Republic, whose mission is to mobilize a movement of people and organizations to raise children who transform nations.

In Vietnam, Summit supports the clinical engineering training program at the Bach Mai Hospital Project. The mission of the Bach Mai Hospital Project is to assist the Bach Mai Hospital to become one of the major academic teaching centers in Asia while at the same time contributing to the development of a high-quality health care program for the people of Vietnam.

As Summit strives to set a new industry standard for repairing ultrasound equipment, the company remains equally committed to making a difference in its local community, the ultrasound community and the greater global community. It will continue to look for opportunities to become more involved and increase engagement. In the spirit of the holiday season and the communities that help our businesses thrive, Summit encourages other local businesses to find a cause that resonates with them and to learn more about how they can get involved.

MEDICALDEALER 69

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MEDICALDEALER 71

SLICE OF LIFE_Off The Clock

By Matt Skoufalos

SCOUT’S HONOR S ix years ago, Katrina Winn’s three boys, Kyle, Jason, and Alex, were 11, 7, and two-and-a-half, and making their way through the lower ranks of the Boy Scouts.

Winn, co-owner of Carolina Medical Parts in Winston-Salem, North Carolina, recalls how Jason’s Tiger Den leader “got volun-told” that he was going to become the area Cub Master; the scout leader who oversees all the local dens.

In need of some other parents to step up as den leaders and organize scouting activities, he turned to the moms and dads in the troop for help. When his words appeared to fall on deaf ears, Winn and a couple of her fellow mothers saw that their help would be required to keep the group moving forward.

“He said, ‘Can any of you step up?’ and not one of those men raised their hands,” Winn said. “So me and Mindy and Kristin said, ‘We can do this.’ ” Besides, she said, it was “either join them or sit at home bored.”

“When we first started, we were trying to find something for the boys to do,” Winn said. “It was the middle of winter. We didn’t know anybody in the pack.”

The three moms had four kids in the den among them, and they would gather with their children every so often, read the scouting manual together, and decide which achievements were best for the boys to try to earn their ranks.

“We’d pick out the ones that seemed like fun; things that we could possibly handle,” Winn said.

“We didn’t know how to tie knots.

It was all new to us.”

By the time all was said and 72 MEDICALDEALER | DECEMBER 2015

done, the three women had shepherded 10 of the boys in the group all the way through the junior ranks to become Boy Scouts.

At minimum, that meant helping each child earn 16 of 20 possible achievements; of those 10 boys, seven completed all 20.

It’s not as though scouting was an immediate love, either, she said. The first outdoor sleepaway camping trip that Jason took with her husband, Chuck, was a miserable affair in which it rained every day. But something stuck, and miserable as the boy was, he ended up loving it and didn’t want to leave, she said.

“The next year I started going to camp with Jason and I haven’t missed a campout since,” Katrina Winn said. “It’s hot as heck in the summer, but it’s so much fun.

I’ve learned how to tie knots; I’ve learned how to cook in a Dutch oven; I’ve learned stuff.

“I just love watching somebody learn something and get it,” she said. “It’s neat to watch a child grow. [In the beginning] all they want to do is poke the fire. They don’t care how it got started. Then it’s, ‘Let me collect the wood.’ ” Today, Kyle is 17, Jason, 13, and Alex, 9; the older boys are Boy Scouts, and the youngest is a Cub Scout. In six years, Kyle and Jason have advanced to join the Order of the Arrow, a select, peer-invitationonly subset of scouts that brings them to the Raven Knob Scout Reservation in Mt. Airy, North Carolina five or six times a year for preferred activities. Although the acreage of the camp is vast, Katrina Winn knows the boys “couldn’t get lost there even if they tried” because of the achievements

“If you’re going to do

scouting, get involved with it. Don’t just take them, sit in the corner, and let somebody else teach your kid. Get involved with it. Learn along with your child.”

they’ve taken from scouting.

“I don’t worry about them getting hurt and not knowing what to do,” she said. “Not only have they learned the physical skills, they’ve also learned the scout law: be loyal, trustworthy, kind, honest, friendly – not just to humans; to trees, property, animals.”

Moreover, Katrina Winn said she was grateful that the family has enjoyed scouting as something in which they can participate together. When Raven Knob has a parent-son scout family campout, Kyle and Jason work it as activity leaders, and Alex knows he’s likely to encounter one of his brothers in a leadership role. Everyone is united at the end of the day for meals and bedtime, but having their different opportunities to succeed as teachers or students is good for all of them, Katrina Winn said.

“It’s made them very independent,” she said. “They go up there and have a good old time. Some MEDICAL EQUIPMENT, PARTS & SERVICE

_Off the Clock

Katrina Winn, Den Leader for Webelos 1 and Cubmaster for the Pack, is seen with her three scouting sons Alex, 9, Kyle, 17, and Jason, 13.

nights I barely see them when I get home from work on a Friday night, and they get home Sunday at noon.”

The confidence scouting has given her sons extends beyond outdoorsmanship to other life skills, from first aid to volunteerism. When a friend of the family injured her leg chopping wood with a hatchet, Kyle moved without a second thought to bandage the wound until the woman could get to her primary care physician.

Last weekend the trio helped plant trees throughout the community. Every February the boys participate in “scouting for food,” a program that involves collecting canned goods for local food banks. Kyle is currently planning his Eagle Scout project, through which he intends to design, plan, and construct picnic benches for a local athletic field.

“They get to do different things,” Katrina Winn said. “It’s a very well-rounded program. I think they’ve grown a lot from it.”

That personal growth is something that has transferred among all three boys and their parents as well, she said – which leads Katrina Winn to her advice for fellow parents of scouts.

“If you’re going to do scouting, get involved with it,” she said. “Don’t just take them, sit in the corner, and let somebody else teach your kid. Get involved with it. Learn along with your child.”

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MEDICALDEALER 75

CATEGORICAL INDEX

ANESTHESIA Doctors Depot…………………………………………… 4 Paragon Service……………………………………… 42 APPRAISAL Valcon Partners, LTD……………………………… 59 ASSOCIATIONS IAMERS……………………………………………………… 19 AUCTION/LIQUIDATION Government Liquidation………………………… 7 JD Imaging Corp.……………………………………… 75 Shattuck, LLC…………………………………………… 66 BATTERIES Eastern Diagnostic Imaging………………… 67 Holden Battery Services………………………… 40 BIOMEDICAL AIV………………………………………………………………

BETA Biomed Services, Inc.……………………

Biomedical Equipment Services LLC.……

Conquest Imaging……………………………………

Global Medical Imaging…………………………

InterMed Group Biomed…………………………

Maull Biomedical Training, LLC……………

Medical Specialties Distributors…………

Quantum Biomedical………………………………

Rieter Medical Services…………………………

63 67 49 13 21 41 41 28 66 58

CARDIOLOGY Bionet America, Inc.………………………………… 22 J & M Trading……………………………………………… 40 Southeast Nuclear Electronics…………… 59 Southwestern Biomedical Electronics.… 8 C-ARMS Eastern Diagnostic Imaging………………… 67 COMPUTED TOMOGRAPHY East Coast Medical Systems………………… 58 Ed Sloan & Associates…………………………… 56 Exclusive Medical Solutions………………… 61 German Electronics………………………………… 70 International Medical Equipment & Service……………………………………………………… 2 J & M Trading……………………………………………… 40 KEI Medical Imaging Services……………… 75 Metropolis International……………………… 70 MIT/Medical Imaging Technologies……… 62 Mobilescan Imaging………………………………… 55 Technical Prospects………………………………… 38 Tri-Imaging………………………………………………… 10 Zetta Medical Technologies…… 18, 30 ,IBC DATA MEDIA Radiology Data………………………………………… 75

76 MEDICALDEALER | DECEMBER 2015

CONTRAST MEDIA Injector Support and Service, LLC………… 28

MODULE/TELEMETRY Bio-Medical Equipment Service Co.……… 57

DIAGNOSTIC IMAGING Digirad Corp..…………………………………………… 75 Eastern Diagnostic Imaging………………… 67 First Call Parts………………………………………… 55 Injector Support and Service, LLC………… 28 J & M Trading……………………………………………… 40 Multi Diagnostic Imaging Solutions…… BC Radiology Data………………………………………… 75 TROFF Medical………………………………………… 65

MONITORS/CRTs Advanced Ultrasound Elec./AUE…………… 27 Ampronix……………………………………………………… 6 Technical Prospects………………………………… 38 TROFF Medical………………………………………… 65

ENDOSCOPY Capital Medical Resources……………………

Endoscopy Specialists……………………………

HMB Endoscopy Products………………………

S.H. Medical Corporation………………………

75 61 62 22

GENERAL ALCO Sales and Service…………………………… 48 Biomedical Equipment Services LLC.…… 49 Eastern Diagnostic Imaging………………… 67 Government Liquidation………………………… 7 PartsSource………………………………………………… 9 Puma Export, Inc.…………………………………… 73 Shattuck, LLC…………………………………………… 66 Valcon Partners, LTD……………………………… 59 IMAGING ICE/Imaging Community Exchange……… 39 Injector Support and Service, LLC………… 28 IMAGING/PARTS Ampronix……………………………………………………… 6 Diagnostic Solutions……………………………… 40 Eastern Diagnostic Imaging………………… 67 InterMed Group Ultrasound………………… 66 InterMed Group NucMed……………………… 31 J & M Trading……………………………………………… 40 PartsSource………………………………………………… 9 Technical Prospects………………………………… 38 Tri-Imaging………………………………………………… 10 TROFF Medical………………………………………… 65 INFUSION THERAPY AIV……………………………………………………………… 63 Medical Specialties Distributors………… 28 LABORATORY Bulb Direct Holding Inc.………………………… 71 MIT/Medical Imaging Technologies……… 62 LASER IMAGERS Multi Diagnostic Imaging Solutions…… BC MAMMOGRAPHY Digitec Medical Service Corp.………………… 63

MRI Carolina Medical Parts…………………………… 31 East Coast Medical Systems………………… 58 Ed Sloan & Associates…………………………… 56 Exclusive Medical Solutions………………… 61 Independence Cryogenic Engineering… 56 KEI Medical Imaging Services……………… 75 MIT/Medical Imaging Technologies……… 62 Mobilescan Imaging………………………………… 55 Zetta Medical Technologies…… 18, 30 ,IBC NUCLEAR MEDICINE Digirad Corp..…………………………………………… 75 Global Medical Imaging………………………… 21 InterMed Group NucMed……………………… 31 International X-Ray Brokers………………… 63 J & M Trading……………………………………………… 40 Northeast Electronic, Inc.……………………… 32 Southeast Nuclear Electronics…………… 59 PATIENT MONITORING BETA Biomed Services, Inc.…………………… 67 Bio-Medical Equipment Service Co.……… 57 Bionet America, Inc.………………………………… 22 Gopher Medical, Inc.……………………………… 67 Master Medical Equipment…………………… 49 Pacific Medical………………………………………… 29 Quantum Biomedical……………………………… 66 Southwestern Biomedical Electronics.… 8 PROBES/PROBE REPAIR Conquest Imaging…………………………………… 13 Global Medical Imaging………………………… 21 ONLINE RESOURCES ICE/Imaging Community Exchange……… 39 MedWrench……………………………………………… 74 RADIOLOGY Eastern Diagnostic Imaging………………… 67 First Call Parts………………………………………… 55 German Electronics………………………………… 70 Holden Battery Services………………………… 40 International X-Ray Brokers………………… 63 InterMed Group Ultrasound………………… 66 InterMed Group NucMed……………………… 31 J & M Trading……………………………………………… 40 JD Imaging Corp.……………………………………… 75 Maull Biomedical Training, LLC…………… 41

MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

Metropolis International……………………… 70 Multi Diagnostic Imaging Solutions…… BC Radon Medical LLC………………………………… 58 Technical Prospects………………………………… 38 TROFF Medical………………………………………… 65 Varian Medical Systems…………………………… 3 Zetta Medical Technologies…… 18, 30 ,IBC RADIOLOGY PARTS InterMed Group Ultrasound………………… 66 InterMed Group NucMed……………………… 31 J & M Trading……………………………………………… 40 TROFF Medical………………………………………… 65 REPAIR/REFURBISH 2D Imaging, Inc.……………………………………… 74 Advanced Ultrasound Elec./AUE…………… 27 AIV……………………………………………………………… 63 ALCO Sales and Service…………………………… 48 Ampronix……………………………………………………… 6 Bio-Medical Equipment Service Co.……… 57 Biomedical Equipment Services LLC.…… 49 Carolina Medical Parts…………………………… 31 Conquest Imaging…………………………………… 13 Digirad Corp..…………………………………………… 75 Digitec Medical Service Corp.………………… 63 Eastern Diagnostic Imaging………………… 67 Ed Sloan & Associates…………………………… 56 Endoscopy Specialists…………………………… 61 Exclusive Medical Solutions………………… 61 German Electronics………………………………… 70 Global Medical Imaging………………………… 21 Independence Cryogenic Engineering… 56 Injector Support and Service, LLC………… 28 International Medical Equipment & Service……………………………………………………… 2 KEI Medical Imaging Services……………… 75 Master Medical Equipment…………………… 49 MIT/Medical Imaging Technologies……… 62 MTC/Medical Technologies Co.……………… 49 Multi Diagnostic Imaging Solutions…… BC National Ultrasound……………………………… 55 Northeast Electronic, Inc.……………………… 32 Pacific Medical………………………………………… 29 Quantum Biomedical……………………………… 66 Radon Medical LLC………………………………… 58 Rieter Medical Services………………………… 58 Southeast Nuclear Electronics…………… 59 TROFF Medical………………………………………… 65 Zetta Medical Technologies…… 18, 30 ,IBC REPLACEMENT PARTS 2D Imaging, Inc.………………………………………

Advanced Ultrasound Elec./AUE……………

ALCO Sales and Service……………………………

AllParts Medical………………………………………

AIV………………………………………………………………

BETA Biomed Services, Inc.……………………

Bulb Direct Holding Inc.…………………………

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74 27 48 57 63 67 71

Carolina Medical Parts…………………………… 31 Classic Diagnostic Imaging…………………… 59 Conquest Imaging…………………………………… 13 Diagnostic Solutions……………………………… 40 Digirad Corp..…………………………………………… 75 Digitec Medical Service Corp.………………… 63 Ed Sloan & Associates…………………………… 56 First Call Parts………………………………………… 55 Global Medical Imaging………………………… 21 Government Liquidation………………………… 7 Independence Cryogenic Engineering… 56 International Medical Equipment & Service……………………………………………………… 2 J & M Trading……………………………………………… 40 KEI Medical Imaging Services……………… 75 Master Medical Equipment…………………… 49 MTC/Medical Technologies Co.……………… 49 Multi Diagnostic Imaging Solutions…… BC National Ultrasound……………………………… 55 PartsSource………………………………………………… 9 Radon Medical LLC………………………………… 58 Rieter Medical Services………………………… 58 Southeast Nuclear Electronics…………… 59 Technical Prospects………………………………… 38 TROFF Medical………………………………………… 65 Varian Medical Systems…………………………… 3 Zetta Medical Technologies…… 18, 30 ,IBC

Technical Prospects………………………………… 38 Zetta Medical Technologies…… 18, 30 ,IBC

RESPIRATORY Medical Specialties Distributors………… 28

VIDEO Endoscopy Specialists…………………………… 61 Multi Diagnostic Imaging Solutions…… BC

SOFTWARE Radiology Data………………………………………… 75 STERILIZERS Government Liquidation………………………… 7 InterMed Group Biomed………………………… 41 SURGICAL Bulb Direct Holding Inc.………………………… 71 Capital Medical Resources…………………… 75 Eastern Diagnostic Imaging………………… 67 Endoscopy Specialists…………………………… 61 International Medical Equipment & Service……………………………………………………… 2 S.H. Medical Corporation……………………… 22 SURPLUS MEDICAL Government Liquidation………………………… 7

ULTRASOUND 2D Imaging, Inc.……………………………………… 74 Advanced Ultrasound Elec./AUE…………… 27 AIV……………………………………………………………… 63 Conquest Imaging…………………………………… 13 Diagnostic Solutions……………………………… 40 Endoscopy Specialists…………………………… 61 Exclusive Medical Solutions………………… 61 InterMed Group Ultrasound………………… 66 Mobilescan Imaging………………………………… 55 National Ultrasound……………………………… 55 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE……………

Conquest Imaging……………………………………

Global Medical Imaging…………………………

InterMed Group Ultrasound…………………

27 13 21 66

VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE…………… 27 Conquest Imaging…………………………………… 13 VENTILATORS Government Liquidation………………………… 7

X-RAY Classic Diagnostic Imaging…………………… 59 Diagnostic Solutions……………………………… 40 Eastern Diagnostic Imaging………………… 67 Exclusive Medical Solutions………………… 61 German Electronics………………………………… 70 Government Liquidation………………………… 7 Holden Battery Services………………………… 40 MIT/Medical Imaging Technologies……… 62 Ray-Pac………………………………………………… 23, 71 Tri-Imaging………………………………………………… 10 X-RAY PARTS J & M Trading……………………………………………… 40 Technical Prospects………………………………… 38 TROFF Medical………………………………………… 65

TUBES/BULBS AllParts Medical……………………………………… 57 Dunlee.………………………………………………………… 5 German Electronics………………………………… 70 Government Liquidation………………………… 7 International Medical Equipment & Service……………………………………………………… 2 J & M Trading……………………………………………… 40 Ray-Pac………………………………………………… 23, 71 MEDICALDEALER 77

ALPHABETICAL INDEX 2D Imaging, Inc. ………………………………………… 74 Advanced Ultrasound Elec./AUE ……………… 27 AIV ………………………………………………………………… 63 ALCO Sales and Service ……………………………… 48 AllParts Medical ………………………………………… 57 Ampronix …………………………………………………………6 BETA Biomed Services, Inc. ……………………… 67 Bio-Medical Equipment Service Co.………… 57 Biomedical Equipment Services LLC.……… 49 Bionet America, Inc. …………………………………… 22 Bulb Direct Holding Inc. …………………………… 71 Capital Medical Resources ……………………… 75 Carolina Medical Parts ……………………………… 31 Classic Diagnostic Imaging ……………………… 59 Conquest Imaging ……………………………………… 13 Diagnostic Solutions ………………………………… 40 Digirad Corp.. ……………………………………………… 75 Digitec Medical Service Corp.…………………… 63 Doctors Depot ………………………………………………4 Dunlee. ……………………………………………………………5 East Coast Medical Systems …………………… 58 Eastern Diagnostic Imaging …………………… 67 Ed Sloan & Associates ……………………………… 56 Endoscopy Specialists ……………………………… 61 Exclusive Medical Solutions …………………… 61

First Call Parts …………………………………………… 55 German Electronics …………………………………… 70 Global Medical Imaging …………………………… 21 Gopher Medical, Inc. ………………………………… 67 Government Liquidation ……………………………7 HMB Endoscopy Products ………………………… 62 Holden Battery Services …………………………… 40 IAMERS ………………………………………………………… 19 ICE/Imaging Community Exchange ………… 39 Independence Cryogenic Engineering …… 56 Injector Support and Service, LLC …………… 28 InterMed Group Ultrasound …………………… 66 InterMed Group NucMed ………………………… 31 InterMed Group Biomed …………………………… 41 International Medical Equipment & Service …………………………………………………………2 International X-Ray Brokers …………………… 63 J & M Trading………………………………………………… 40 JD Imaging Corp. ………………………………………… 75 KEI Medical Imaging Services ………………… 75 Master Medical Equipment ……………………… 49 Maull Biomedical Training, LLC ……………… 41 Medical Specialties Distributors …………… 28 MedWrench ………………………………………………… 74 Metropolis International ………………………… 70

MIT/Medical Imaging Technologies ………… 62 Mobilescan Imaging …………………………………… 55 MTC/Medical Technologies Co. ………………… 49 Multi Diagnostic Imaging Solutions ………BC National Ultrasound ………………………………… 55 Northeast Electronic, Inc. ………………………… 32 Pacific Medical …………………………………………… 29 Paragon Service ………………………………………… 42 PartsSource ……………………………………………………9 Puma Export, Inc. ……………………………………… 73 Quantum Biomedical ………………………………… 66 Radiology Data …………………………………………… 75 Radon Medical LLC …………………………………… 58 Ray-Pac …………………………………………………… 23, 71 Rieter Medical Services …………………………… 58 S.H. Medical Corporation ………………………… 22 Shattuck, LLC ……………………………………………… 66 Southeast Nuclear Electronics………………… 59 Southwestern Biomedical Electronics. ……8 Technical Prospects …………………………………… 38 Tri-Imaging …………………………………………………… 10 TROFF Medical …………………………………………… 65 Valcon Partners, LTD ………………………………… 59 Varian Medical Systems ………………………………3 Zetta Medical Technologies ………18, 30 ,IBC

SAVE THE DATE FOR THE MEDICAL EQUIPMENT SALES AND SERVICE EXPO

EDUCATION, NETWORKING, EXHIBIT HALL AND FUN! DALLAS, TX • APRIL 21-23, 2016 FAIRMONT HOTEL MDEXPOSHOW.COM • #MDEXPO 78 MEDICALDEALER | DECEMBER 2015

MEDICAL EQUIPMENT, PARTS & SERVICE

WHAT IS 29 Z-DOSE 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. It’s features include: patient dose monitoring and structured dose reporting; integrates with hospital’s paper compliant records, PACS systems and national patient registeries (optional); meets NEMA XR-29 standard; on-

BENEFITS INCLUDE

site and web-based solutions; lifetime product support and is

• Keep your existing equipment

transferable to future CT equipment!

• Maximize your reimbursements • Keep your XR-29 upgrade costs low

Meet XR-29 Standards!

• Minimize upgrade delays • 99% uptime guarantee • Fast & Flexible Implementation

To schedule an online demo call 800-991-1021 or visit www.zettamed.com to learn more.

OFFERING DIGITAL X-RAY UPGRADES!

TOTAL IMAGING SOLUTIONS Serving the Medical Community Worldwide Since 1983

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

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

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

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