Medical Dealer - January 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Cloud-Based Solutions in the Medical Device Industry

JANUARY 2016 | WWW.MEDICALDEALER.COM

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p. 58 ENDOSCOPE ACCESSORIES MEDICALDEALER 1

We treat your probes like patients.

It’s time for a second opinion.

You would never cut corners with patient care, so why would you do it with ultrasound probes? For comprehensive, certified ultrasound probe repairs, call Bayer Multi Vendor Service.

Q Industry leading capabilities Q Proven quality Q Dedicated Customer Care Specialists Q Robust loaner program Q ISO Certified repair processes Q Warranted repairs and exchanges

Call Bayer Multi Vendor Service and get the quality, service and value you deserve.

1-844-MVS-5100 PP-MVS-UTS-US-0051

mvs.bayer.com

September 2015

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

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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.

Supplying your GE & OEC cablesat a price you can a fford. bles cle Ca a t p e c e 9800 R 9900,

Kenneth Saltrick, Pr esident of Engineer ing Services in Twinsburg, Ohio, kn ows from his long ex perience that C-arm machines th emselves are absolu te workhorses.

Cables t c e n n erco 00 Int 8 9 , 0 990

For customers lookin g to blend the gap between expensive and unreliable used OEM assemblies, WE ha ve yo ur so lut ion.

Our complete repa ir contains a new ca ble as se m bly , utilizing all OEM cable and co mponents with a ha rve ste d plate and connec housing as they ar tor e proprietary items.

Th es e completely repaire products will have d a significant cost sa vings with build qu above new OEM pr ali ty oducts and carry a warranty of 180 da which is untouchable ys, in the market.

We want your Cable Cores! cable(s) and we Call or email us the condition of the part. We will then will submit an offer to purchase the it can be repaired. If it is inspect and test the part to see if s the transaction and deemed repairable, we will proces mail you a check the next day. @eng-services.com

Email photos and requests to: info

Buying Repaira ble 9800 / 9900 HV Cable Cores

330.425.9279 X.11 com www.eng-services.

New Year, New Upgrade.

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Resolve to make this year your best year. Pacific Medical offers the lowest rates hands down. With the assurance of a one year warranty, fast turnaround times, and thousands of items in stock, we can’t be beat.

PACIFIC MEDICAL

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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.

“The real goal is what happens in health

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care when doctors can access all this

core competencies, it’s our main

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something else, and they want to pull up another patient’s chart.”

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CONTENTS_Features 64 HEAD IN THE CLOUD

Cloud-based solutions are available for the health care industry, including medical imaging. Coding technologies have evolved to be able to offer “amazing functionality in a cloud scenario" increasing its affordability for second- and third-tier customers.

70 MW IMAGING

MW Imaging celebrates 25 years of outstanding service and growth in the ultrasound industry this year. The company’s growth can be attributed to its focus on customer service as well its commitment to seeking out quality employees.

Medical Dealer (Vol. 20, Issue #1 January 2016 is published monthly by MD Publishing, 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

POSTMASTER: Send address changes to Medical Dealer at 18 Eastbrook Bend, Peachtree City, GA 30269-1530.

For subscription information visit www.medicaldealer.com. The information and opinions expressed in the articles and advertisements herein are those of the writer and/or advertiser, and not necessarily those of the publisher. Reproduction in whole or in part without written permission is prohibited. © 2016

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MEDICALDEALER 11

INDUSTRY UPDATE 15 News & Notes 26 RSNA Scrapbook 30 Block Imaging MD Publishing 18 Eastbrook Bend Peachtree City, GA 30269 (800) 906-3373 Fax: (770) 632-9090 Publisher

John M. Krieg john@mdpublishing.com

Vice President

Kristin Leavoy kristin@mdpublishing.com

Editor

John Wallace jwallace@mdpublishing.com

Art Department Jonathan Riley Jessica Laurain Kara Kronen

Account Executives

33 OEM Updates

MARKET ANALYSIS Radiology: Ultrasound 41 Market Analysis 42 Product Showroom 48 Vendor Q&A 49 Preferred Vendors Med/Surg: Endoscope Accessories 57 Market Analysis 58 Product Showroom 61 Preferred Vendors

SLICE OF LIFE

Jayme McKelvey Andrew Parker Warren Kaufman

74 The Other Side

Contributors

80 Pay It Forward

Jim Fedele Matthew N. Skoufalos Dan Bobinski

Accounting

Kim Callahan

Circulation Lisa Cover

76 Dan Bobinski 84 Off the Clock 87 Marketplace 88 Categorical Index 90 Alphabetical Index

Web Department Betsy Popinga Taylor Martin

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

12 MEDICALDEALER | JANUARY 2016

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MEDICAL EQUIPMENT, PARTS & SERVICE

Score!!!

Score!!! AAAnew new newDunlee Dunlee Dunlee

tube tube tubefor for formy my myGE GE GECT CT CTsystem! system! system!

Introducing the Dunlee P40 for the GE Optima CT660* CT system Introducing Introducing the the Dunlee Dunlee P40 P40 forfor the the GEGE Optima Optima CT660* CT660* CTCT system system –a smart choice for shrinking budgets.

The newest addition to our – a – smart a smart choice choice for for shrinking shrinking budgets. budgets.

The The newest newest addition addition to our portfolio of replacement CT tubes, the P40, is not only identicalto inour portfolio portfolio of of replacement replacement CT CT tubes, tubes, the the P40, P40, is is not not only only identical identical in in fit, form, and function to the original tube, it carries the same exact fit, fit, form, form, and and function function to to the the original original tube, tube, it carries it carries the the same same exact exact warranty. Like all products we bring to market, it’s designed to perform warranty. warranty.

Like all all products products wewe bring bring to to market, market, it’sit’s designed designed to to perform perform better andLike last longer, yet costs considerably less than the original. better better and and last last longer, longer, yetyet costs costs considerably considerably less less than than the the original. original.

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

AllParts AllParts Medical, Medical, your your ultimate ultimate partners partners forfor tubes tubes and and parts. parts.

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

Please visit us at RSNA 2015 – Booth 2700 Please Pleasevisit visitususatatRSNA RSNA2015 2015––Booth Booth2700 2700 Discover the Dunlee difference.

Discover Discoverthe theDunlee Dunleedifference. difference.

Dunlee and AllParts Medical are Philips companies.

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

INDUSTRY UPDATE_News and Notes

RICHARD L. BARON NAMED RSNA PRESIDENT Richard L. Baron, M.D., FACR, was named president of the Radiological Society of North America (RSNA) Board of Directors at the Society’s annual meeting in Chicago.

Baron is professor of radiology at the University of Chicago Medical Center, where he has been since 2002, serving as chair of the Department of Radiology from 2002 to 2011 and dean for clinical practice from 2011 to 2013. At the University of Pittsburgh, he served as chair of the Department of Radiology from 1992 to 1999, and as founding president and CEO of the University of Pittsburgh Physicians from 1997 to 2002.

As president, Baron will place a priority on fostering the development of new radiological innovations, and facilitating education into the daily practices of RSNA members. Bringing together RSNA members and participants from around the world to maximize their educational opportunities and experiences will be an important emphasis. •

Staff Reports

Richard Baron

PAMPLONA CAPITAL MANAGEMENT TO ACQUIRE MEDASSETS Pamplona Capital Management has agreed to acquire RCM and HIM solution and will be positioned to partner with health systems to meet the needs of an evolving reimMedAssets, a health care performance improvement company that serves four out of every five hospitals in the bursement environment which is increasingly requiring United States. In addition, Pamplona has entered into a sepoutsourced and clinically integrated revenue cycle solutions. arate agreement with VHA-UHC Alliance NewCo Inc., the In addition to the sale of MedAssets’ SCM business to nation’s largest member-owned health care company, to VHA-UHC Alliance, Pamplona and VHA-UHC have agreed divest MedAssets’ Spend and Clinical Resource Management to work together in select service offerings to serve their (SCM) segment to VHA-UHC Alliance following the commutual members and customers, representing further strategic growth opportunities for both businesses. pletion of Pamplona’s acquisition of MedAssets.

Pamplona is purchasing MedAssets for $31.35 per share, Pamplona will combine MedAssets’ Revenue Cycle Manwhich represents a total enterprise value of approximately agement (RCM) segment, which currently serves more than $2.7 billion for the acquisition.

2,700 hospital clients and touches more than $450 billion The transaction will require the receipt of customary in gross patient revenue annually, with Precyse, a Pamploapprovals, including certain regulatory approvals and expina-owned company that is a leader in health information ration of the waiting period under the Hart-Scott-Rodino management (HIM) services, technology, and education.

Antitrust Improvements Act. The transaction also is subject MedAssets and Precyse already have a strategic partnerto customary closing conditions, including the approval of ship and share a number of customers, and their offerings are the merger agreement by MedAssets stockholders. • highly complementary.

This combined enterprise will offer an end-to-end WWW.MEDICALDEALER.COM

MEDICALDEALER 15

INDUSTRY UPDATE_News and Notes

NEW UNI-SIM LITE PATIENT SIMULATOR FROM RIGEL Rigel Medical has introduced a compact and versatile simulator capable of verifying the performance and accuracy of essential patient vital signs monitors.

The new multifunction UNI-SiM Lite handheld and battery-powered simulator ensures that essential medical equipment continues to provide accurate data for the correct diagnosis, treatment and monitoring of patients.

The entry-level patient simulator carries out the most common simulations and checks, performing NIBP, SpO2, ECG waveforms, temperature, respiration and invasive blood pressure tests simultaneously.

Among the UNI-SiM Lite’s many special features are user definable systolic and diastolic pressures for NIBP simulations to allow specific NIBP settings for different types of monitors.

In addition, the new test instrument is compatible with the Rigel PULS-R SpO2 universal simulation finger, which ensures accurate representation for each type of SpO2 probe, reducing the need for separate accessories.

Fully synchronized simulation signals in the UNI-SiM Lite provide the closest and most accurate representation of a real patient, with the incorporation of a wide range of adult and paediatric custom physiological settings.

The unit’s fast start up function, single push-button activation and long battery life means that biomedical engineers and technicians can complete spot checks and verify performance of essential medical equipment quickly and efficiently.

The new UNI-SiM Lite forms part of a comprehensive range of specialist biomedical test equipment available from Rigel Medical. • FOR FULL DETAILS, visit www.seaward-groupusa.com/ unisim-lite.

16 MEDICALDEALER | JANUARY 2016

Staff Reports

Dallas • April 21-23, 2016

MD EXPO INTRODUCES REVERSE EXPO! MD Publishing adds Reverse Expo to kick off the MD Expo 2016!

The next MD Expo, being held April 21-23, 2016, in Dallas, will feature a reverse expo. This popular new networking and business generation event will be the first ever at an MD Expo!

“We are proud to announce a new twist … where added value and ROI is the name of the game,” according to the MD Expo website.

The MD Reverse Expo will be held Thursday, April 21, 2016, from 1-4 p.m. at the Fairmont Hotel.

The MD Reverse Expo will allow medical equipment sales and service vendors a unique opportunity to meet with 20 Supply Chain, Procurement and Healthcare Technology Directors from America’s most prestigious hospitals, imaging centers and health systems. Meet with real decision makers, have one-on-one interaction, and network with high-level executives.

MD Publishing will provide a unique and optimal environment to start the relationship at the Reverse Expo. Then, throughout MD Expo’s exhibit hall, networking events, classes and entertainment, build and establish a real rapport and bond with decision makers.

It’s the perfect recipe for maximizing your time and return on investment!

The MD Reverse Expo is limited to first 40 vendor attendees! • FOR ADDITIONAL INFORMATION, visit www.mdexposhow.com/dallas/reverse-expo/.

MEDICAL EQUIPMENT, PARTS & SERVICE

_News and Notes

SUMMIT IMAGING ACHIEVES ISO 13485:2003 AND ISO 9001:2008 CERTIFICATIONS Summit Imaging has received ISO 13485:2003 and ISO 9001:2008 certifications from the National Standards Authority of Ireland (NSAI) for its repair and support services of ultrasound medical equipment. To earn the certifications, Summit underwent an extensive development and implementation process of the Quality Management System (QMS), culminating in a multi-day certification audit

by NSAI. The International Organization for Standardization (ISO) is the world’s largest developer and publisher of international standards for the implementation of QMSs and various other technical and operational procedures. Earning both of these certifications highlights Summit’s commitment to assuring its customers receive the finest in quality and support for their ultrasound repair needs.

The ISO 13485:2003 certification specifies the requirements an organization’s QMS must meet to demonstrate its ability to provide medical devices and related services that consistently meet customer and regulatory requirements.

With the ISO 13485:2003 certification, customers can be confident that Summit is dedicated to maintaining the highest level of quality, efficiency and responsiveness to achieve the company’s ultimate goal of superior customer satisfaction.

The ISO 13485:2003 certification recognizes that the policies, practices and procedures of Summit ensure consistent quality in the repair and support services provided to clients.

The ISO 9001:2008 certification is presented to an organization with a QMS that aims to enhance customer satisfaction through the effective application of the system, including processes for continual improvement of the system and the assurance of conformity to customer and regulatory requirements.

“Achieving the ISO 13485:2003 and ISO 9001:2008 certifications became a strategic priority in 2013,” said Alan Dishlip, CFO of Summit Imaging. “It is an important milestone for our company and a testament to all of our employees who value and deeply care about providing quality repair and service. The certifications showcase Summit Imaging’s dedication to achieving the highest possible standard for business processes and further solidify our role as a trusted leader in the field of ultrasound repair and service.” • FOR MORE INFORMATION about Summit Imaging’s ultrasound equipment support resources, visit www. mysummitimaging.com/support.

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SAGE SERVICES GROUP INTRODUCES TELEMETRY CASE Sage Services Group, a provider of medical patient monitoring services, parts, and accessories, has launched a new product in the guardian. The guardian is a custom-fit case designed to protect telemetry transmitters from everyday wear and tear.

“Earlier this year, our team started looking for ideas to protect transmitters because of the number of devices we received at our facility for service that were dropped or mishandled,” Sage Services Group President and Founder Joe Harper explains.

The idea is quite simple – Why not protect telemetry units the way smartphones are protected?

Ultimately, these cases are easily cleaned, durable for repeated use, and are designed to protect.

Telemetry transmitters are a vital tool in medical facilities nationwide. This equipment is essential to the hospital staff to monitor patients wirelessly.

When telemetry devices are damaged, the units are out of service to be repaired and the hospital incurs additional expenses to have them fixed.

“Our team is excited to launch the guardian and partner with our customers in an effort to reduce unnecessary repairs and keep these critical telemetry devices in service where they belong,” Harper adds.

The guardian comes in 12 different models that are a custom fit for specific transmitters, including Philips, GE/Marquette, Mindray and Spacelabs transmitters. The custom-fit, single-piece construction ensures the transmitter is protected. An internal shock-absorbing frame increases the durability of the unit. The case is simple to clean and disinfect. It features a lint-free and dust-free coating. • TO LEARN MORE about Sage Services Group, visit www.SageServicesGroup.com or call 877-281-7243.

MEDICALDEALER 17

INDUSTRY UPDATE_News and Notes

Staff Reports

INTERMED RECEIVES SAFETY AWARD InterMed Biomedical recently received a SHARP award. The On-site Consultation’s Safety and Health Achievement Recognition Program (SHARP) recognizes small employers who operate an exemplary safety and health management program.

OSHA encourages employers to operate exemplary safety and health management systems. To reward such employers, OSHA allows those who meet a few basic eligibility requirements to become exempt from OSHA inspections for a period of not less than one year, with eligibility for a renewal if qualified.

InterMed received a 36-month exemption, which is the most any company has ever received, according to Keith Brown, a safety and health consultant. InterMed can renew after the 36-month period but must meet eligibility requirements.

There are four steps to SHARP: 1. Request a full-service comprehensive visit from USF SafetyFlorida and correct all hazards (serious and other-than-serious) identified by the consultant.

2. Implement and maintain a safety and health management system.

3. Score at least two on all 50 basic attributes of the Safety and Health Program Assessment Worksheet (OSHA Form 33).

4. Agree to notify USF SafetyFlorida prior to making any changes in working conditions or work processes that might introduce new hazards into the workplace.

InterMed Biomedical Services Inc. was founded in 1995 in response to a need in the industry for a customer-focused, third-party biomedical sales and service provider that could provide expert service and discounted prices to its customers. InterMed Biomedical’s administration has been with the company since it’s inception.

InterMed Biomedical has been steadily and organically growing since 1995, has been awarded by Inc. Magazine’s as one of the fastest-growing companies and has been recognized as the Gainesville Chamber of Commerce’s Overall Small Business of the Year. • FOR MORE INFORMATION about InterMed, visit www.InterMed1.com.

DMS HEALTH ACHIEVES GOLD STATUS ACCREDITATION WITH JOINT COMMISSION performance standards. To earn and DMS Health has achieved The Joint care organization, from governance maintain The Joint Commission’s Gold Commission’s Gold Seal of Approval and leadership to information manafter a review and on-site inspection agement. During the on-site survey, Seal of Approval, an organization must process. This accreditation marks the a team of Joint Commission expert undergo an on-site survey by a Joint company’s 16th consecutive year on the surveyors evaluated DMS Health’s Commission survey team at least every Joint Commission’s Gold Status list. compliance with health care standards three years.

“Our continued accreditation valrelated to a variety of areas, including Currently, DMS Health has more idates DMS Health’s commitment to coordination of care, infection prethan 100 mobile units in use in North America, serving nearly 300 hospitals patient safety, environmental safety vention and control, management of and health care providers. The Joint and quality of care when a patient medications, and patient education Commission Accreditation applies moves from a client’s facility to our and training. only to the mobile units staffed by mobile environment,” said William Joint Commission accreditation is recognized nationwide as a symbol DMS Health. • Vogel, CEO of DMS Health.

The Joint Commission review covof quality that reflects an organizaers all areas of the operation of a health tion’s commitment to meeting certain

18 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

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INDUSTRY UPDATE_News and Notes

MAINSPRING PARTNERS WITH PARTSSOURCE Mainspring Healthcare Solutions is excited to announce a new partnership with PartsSource that will transform how HTM departments manage parts inventory. Over the last decade, the two companies have been innovators in their respective markets; PartsSource with its highly automated parts procurement solution and Mainspring with its integrated equipment lifecycle management platform. The new partnership will deliver greater benefits to clients, including significantly reduced parts costs, improved staff productivity and detailed visibility into parts consumption, spending and quality.

Poor inventory management of medical equipment parts costs HTM departments hundreds of dollars per bed annually, even before considering lost technician time and unnecessary equipment downtime. Some typical areas of waste include technicians spending up to two hours a day determining what part to buy and who to buy it from, departments holding non-critical inventory, overpaying due to last-minute purchases and paying excessive expedited shipping costs.

Unfortunately, poorly managed parts programs also suffer from a lack of data to confirm usage, cost or quality, making it difficult to justify an investment to fix the problem. The net result is that many hospitals have made very little progress in parts management over the years. PartsSource and Mainspring are changing that.

The PartsSource ePartsFinder application and online marketplace automates the complex workflow of medical equipment parts procurement. The company facilitates more than 300,000 transactions annually by connecting thousands of suppliers and OEMs to over 3,300 hospitals worldwide. The solution makes it easy to find the best options for replacement parts, whether it’s new from the OEM, aftermarket or refurbished. It also manages the procurement process by seamlessly coordinating information between the hospital’s purchasing system, the vendor and Asset Enterprise, Mainspring’s CMMS. “The Mainspring partnership with PartsSource is going to take our software automation to a new level, by incorporating the power of ePartsFinder directly into Asset Enterprise. Users will be able to view the PartsSource catalog and place purchase requests from within a work order. Their purchase request status will then be automatically updated in the system, saving HTM departments a great deal of time and money,” said Mainspring CEO Hank Goddard.

Asset Enterprise will also have the ability to automatically order parts based on upcoming scheduled work and par levels. This level of automation reduces unplanned downtime, improves compliance for preventative maintenance, while reducing parts and shipping costs.

The automated closed-loop process for parts procurement will give managers complete visibility into parts usage, inventory levels and costs. Asset Enterprise can easily interface with ERP software to allow for purchasing information to be shared seamlessly between the operational and financial databases.

The basic integration between Asset Enterprise and ePartsFinder is free to Mainspring clients. • 20 MEDICALDEALER | JANUARY 2016

Staff Reports

#RSTISUPPORT

RSTI EXCHANGE // Visit RSTI Exchange Online and Shop Our Full Line

of Pre-owned Equipment WHITFIELD JOINS // Ask About Our On-Demand Service, Parts RSTI-EXCHANGE Installations and Tech Support in Conjunction RSTI-Exchange has added a new with Parts Purchases team member in industry veteran // Access a Constantly Expanding Inventory of Parts Jason Whitfield. in Stock for Most Manufacturers and Modalities Whitfield is no stranger to the // Call 440.349.4700 or Email industry.

He has been the parts Sales@RSTI-Exchange.com for in Full Details industry for 7 years, including a stint ©2015PartsSource.

RSTI | STATE OF OH REG. NO. 93-09-1377T with He left PartsSource to enter the 3D printer business.

He joins RSTI after being successful in sales at both of his previous jobs. Also, he brings with him a host of talents, not the least of which is enormous enthusiasm.

He is married with a daughter and a newborn son.

Since 1985, RSTI (Radiological Service Training Institute) has been providing quality diagnostic imaging training. With a selection of over 35 courses each year, RSTI has trained over 15,000 service professionals from over 50 different countries in radiology, mammography, CT, ultrasound, networking, PACS and DICOM. Located in Solon, Ohio, RSTI offers classrooms and lab facilities to accommodate up to 60 people. Each lab and classroom is equipped with instruments and technology. •

RSTI_Ad-HP-Exchange-2016.1.indd 1

MEDICAL EQUIPMENT, PARTS & SERVICE

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_News and Notes

INDUSTRY VETERANS JOIN THE ALLPARTS MEDICAL, DUNLEE TEAM AllParts Medical and Dunlee have announced that Mike Wade and Steve Muniak have been added to assist with a growing number of accounts as part of the joint AllParts/Dunlee sales team. Wade will assist customers in the northeastern United States while Muniak will work in the central United States.

Prior to joining the AllParts Medical/Dunlee team, Wade was with General Electric’s Life Care Solutions division. Previously, Wade worked at PartsSource in various sales roles.

Muniak formerly served as the director of digital services with SD Myers division where he was charged with growing the technology solutions division. Muniak also formerly worked at PartsSource. He has more than 25 years of industry experience. • TO SEE A LISTING of Dunlee contacts, visit www.dunlee.com/page/contactus.

EQ2 AND AMT DATASOUTH ANNOUNCE INTEGRATION EQ2 and AMT Datasouth have completed the integration of their formerly standalone management, service, sales and marketing teams. The resulting synergies allow both brands to have focused efforts in supplying hospitals with unique, customized solutions.

EQ2 was acquired by AMT in September 2013 and at first maintained separate service, sales and marketing teams. After identifying numerous synergies for reaching health care organizations that both businesses have long track records of serving, the two groups are now a fully combined team.

EQ2’s customers include biomedical/clinical engineering and facilities/plant engineering departments for asset tracking and management. EQ2’s CMMS has several modules that integrate to meet each customer’s specific needs for managing everything from work orders, to maintenance schedules on medical devices and facilities equipment, to compliance inspection preparation. The “HEMS” CMMS was first developed in 1983 as a collaborative effort of the University of Vermont, ASHE (American Society for Healthcare Engineering), and the Kellogg Foundation. In 1993, EQ2 was formed as a private company to manage the continued growth of HEMS. AMT’s roots also go back to 1983. It has provided printing solutions for hospitals, pharmacies, airlines, lotteries, auto dealerships, and backroom-warehouse-workshop applications. In health care AMT customizes patient wristband and label solutions for each hospital and also offers AMT Process 24/7 software for downtime patient admittance and administration. • FOR INFORMATION, visit www.eq2.com and www.amtdatasouth.com.

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MEDICALDEALER 21

INDUSTRY UPDATE_News and Notes

fully Warranted remanufactured

GE AMX-4+ TRISONICS GROWTH BEGINNING TO TAKE SHAPE On November 16, 2015, Trisonable engineers in the business ics started an exciting new teaching the courses, but a comchapter in the company’s hisfortable, high-tech facility to tory. With employees, members house it.” of the local Chamber of ComA full schedule of the trainmerce and elected officials in ing classes, as well as the attendance, a ribbon was cut registration form, can be found signaling the opening of the on theTrisonics website at company’s new 24,000-squarewww.trisonics.com. foot facility.

Trisonics continues to set This new office will offer the gold standard in ultrasound many new benefits not only for solutions by offering a full line of the company, but for its cusservices including refurbished, tomers as well. The expansive new, and pre-owned systems, warehouse space will allow for probes and parts. Trisonics is the addition of more inventory also proud to staff 18 highly as well as housing stations for trained multi-vendor service extensive in-house repair capaengineers who provide hands-on bilities. The larger office also ultrasound repair in the Mid-Atallows for Trisonics to continue lantic and Northeastern part of to expand its personnel to meet the country and can customize the increasing demands of the their services to meet any need industry and better service cusand/or budget. tomers.

Training, tech support, and One of the most excitclinical applications are also ing additions for Trisonics is part of the growing amenities a new state-of-the-art trainthat Trisonics offers customers. ing room. This 36-seat training Moving into the new building facility boasts a static-free floor, and increasing capabilities only 65-inch interactive smart board enhances Trisonics ability to and can accommodate up to provide an unparalleled level of 200 participants remotely. customer service.

“For years we have been “Trisonics is always looking asked to provide training,” says for new and exciting ways to help Stuart Latimer, President. “But our customers and expand our we just did not have the space footprint in the world of ultraor the resources to do so. Now, sound. This is just the start of not only can we offer the most many things to come. We couldn’t experienced and knowledgebe more excited,” says Latimer. • 22 MEDICALDEALER | JANUARY 2016

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

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INDUSTRY UPDATE_Scrapbook

Staff Reports

5

RSNA 2015

Medical Dealer magazine representatives were in attendance at the 101st Radiological Society of North America’s Scientific Assembly and Annual Meeting at McCormick Place in Chicago. The magazine’s RSNA issue was available to attendees at several booths throughout McCormick Place.

The RSNA Scientific Assembly and Annual Meeting included a packed exhibit hall with 94 first-time exhibitors joining longtime veterans of the world’s premier scientific and educational

1

2

3 4

6 7

8

9

10

forum in radiology. Final numbers were not available at press time but more than 50,000 people were expected to attend, including thousands of professionals from around the world.

The 2015 RSNA Scientific Assembly and Annual Meeting also featured more than 3,100 scientific presentations and posters covering the latest in radiologic research as well as access to approximately 2,100 education exhibits and informatics demonstrations.

1 The team at Bayer MVS prepares to greet attendees at the 101st RSNA in Chicago, Illinois.

2 International Medical Equipment & Service, a division of Richardson Electronics, represented its parent company.

26 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_Scrapbook

3 The leadership at Zetta Medical Technologies stands by to speak with attendees.

9 Varian Medical Systems displayed its current product line.

10 Mads Vittrup from FlexRay in Denmark, Jen Davis of Tri-Imaging Solutions and IAMERS President Diana Upton work the IAMERS booth.

4 Dunlee's expansive booth even offered meeting rooms for onsite discussions.

5 Ampronix takes the opportunity to meet with clients during the five-day conference.

6 Krista Bryan (left) and Carrie Fields with Technical Prospects.

7 RTI Electronics, a Sweden-based company, had a colorful booth display.

8 Gary Shaw (left) and Dan Bond with Eastern Diagnostic Imaging.

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MEDICALDEALER 27

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

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

SETTING THE GOLD STANDARD IN ULTRASOUND SOLUTIONS 28 MEDICALDEALER | JANUARY 2016

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INDUSTRY UPDATE_Block Imaging

By Chris Sharrock

MOBILE C-ARMS VS. CYSTO UROLOGY SYSTEMS

W

hen it comes to imaging equipment, today’s urologist has options. Specifically: a mobile C-arm and surgical table with a monitoring system, or a dedicated, fixed urology suite.

There isn’t a “right” answer when it comes to this decision – both options have their pros and cons – but, depending on the needs at your individual facility, there probably is a “best” answer.

could be a hindrance in select circumstances.

Chris Sharrock

Mobile Urology Setup: C-arm, Table, Monitoring System Pros: • Adding a C-arm, mobile surgical table, and monitoring system to your facility will require no remodeling. Nothing is anchored to the floor, there are no power requirements beyond a standard outlet, and the overall footprint of the setup is relatively low.

• The system can be used for many other applications besides urology. If your facility does more than just urology, a room with this setup offers flexibility for other specialists in the building.

• The monitoring system, similar to a C-arm monitor cart with an articulating boom arm, gives mobile setups performance similar to those 30 MEDICALDEALER | JANUARY 2016

of fixed units and flexibility above and beyond. You can run almost any video signal into these monitors for use anywhere.

• A mobile urology setup costs significantly less than a fixed suite. How much less will depend largely on which model of C-arm you’re considering.

Cons: • Switching from patient to patient or from doctor to doctor is clumsier with a mobile setup. With three pieces on wheels, two sets of foot controls and more exposed cabling, the freedom of movement comes at the price of some awkwardness.

• Unless you invest in a bariatric-grade table, most mobile surgical tables have a maximum weight capacity of 450 pounds. This will, of course, suffice for the majority of patients, but

Fixed Urology System Pros: • Due to their larger image intensifiers (16” vs. 13” in the largest C-arms), fixed urology systems offer a larger field of view than mobile C-arms.

• Fixed systems also have more powerful generators at 65 kilowatts, versus 25 in the largest C-arms. This enables urologists to do longer studies on bigger patients. Another aspect of fixed systems that comes in handy for bigger patients is the higher weight capacity of the tables. The average rating is around 600 pounds.

• With all of the components integrated together, a single set of foot controls, and many of the cables concealed, adjusting a fixed system between procedures can be much smoother. This integrated, single-piece style is also a format that many experienced urologists are more familiar and comfortable with.

Cons: • A fixed urology system will cost you more than a mobile setup. Not only is this true in terms of the equipment, but also in the remodeling and installation that will be necessary to get your fixed room up and running.

• This type of equipment is very well suited to urological procedures, but not really cut out for other specialties. Count on urologists, and MEDICAL EQUIPMENT, PARTS & SERVICE

urologists only, using these systems.

• Unlike C-arm buyers, those shopping for fixed urology systems have very limited choices in terms of manufacturers. Currently, there are only two major players making new urology rooms: Siemens and Liebel-Flarsheim. These are well-made systems but, due to their single-purpose nature, they don’t hold their value as well as C-arms in the secondary market.

The Takeaway As we said earlier, there isn’t really a “right” answer here, but hopefully you’ve gained some perspective on what your “best” answer is. Based on our experience with people looking for a great urology setup, we suggest that you: • Buy a fixed system if you plan to focus on urology or if the urology volume at your facility will be very high. Fixed systems are also a better choice if power and throughput are priorities.

• Buy a mobile C-arm setup if your facility has more moderate urology volume and could use the C-arm’s flexibility to perform in other specialties. The C-arm setup is also a better option if you’re operating on a tighter budget.

CHRIS SHARROCK is the C-arm Product Manager at Block Imaging. Sometimes referred to as the “The C-arm Guy,” he has a passion for music, fitness and genuinely enjoys helping others make decisions about C-arms.

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INDUSTRY UPDATE_OEM Updates

Staff Reports

NEW ULTRASOUND TECHNOLOGY USEFUL FOR IMAGING OF OVERWEIGHT, OBESE PATIENTS Overweight patients are more ultrasound systems. By combining traditional keys. Etched marking for difficult to image using ultrasound information independently obtained primary controls equips the user to because greater amounts of tissue from multiple transmissions, the easily locate key functions without weaken sound waves as they pass new architecture synthesizes a looking away from the image display into the body, which hinders the transmit beam that is narrow not monitor. ability to achieve high-resolution only at a single point or region in These systems are intended for images. the image but over the entire spatial general diagnostic imaging use in Carestream’s Touch Prime and area, which can lead to higher image radiology, OB/GYN, musculoskeletal Touch Prime XE Ultrasound Systems quality. and vascular applications. Both can provide deep penetration of the The Touch Prime and Touch Touch Prime ultrasound systems abdomen and other areas, which Prime XE units offer a sealed, allare available for order in the United is especially important for large touch control panel that combines States and a Health Canada license is or obese patients. These newly the speed and flexibility of a soft user pending. • designed systems also offer more interface with the tactile feedback of uniform resolution over the entire depth of the imaged area.

The Touch Prime platform employs Carestream’s advanced SynTek Architecture, which is a combination of technologies that simultaneously provide enhanced spatial detail with increased frame rates for improved visualization of moving structures while optimized image formation can reduce noise and artifacts. Imaging and Doppler improvements allow for more consistent visualization of subtle tissue contrast differences and can improve the ability to see small structures.

Carestream’s architecture represents a significant improvement over the serial lineby-line acquisition of conventional WWW.MEDICALDEALER.COM

MEDICALDEALER 33

INDUSTRY UPDATE_OEM Updates

FUJIFILM MEDICAL SYSTEMS WELCOMES NEW COO FUJIFILM Medical Systems U.S.A Inc. has announced that Johann Fernando, Ph.D., and Diku Mandavia, M.D., will join its executive leadership team. Fernando was named Chief Operating Officer and Mandavia was named Chief Medical Officer effective September 28, 2015.

As Chief Operating Officer, Fernando will provide day-to-day leadership and management for Sales, Medical Informatics and Modality Solutions Divisions, Business Operations, and Service to help achieve Johann Fernando the company’s sales and profitability from the University of Texas Southgoals and establish sustainable growth. western Medical Center.

He also leads the effort to expand As Chief Medical Officer for FUJIthe Healthcare IT business and drive FILM Medical Systems U.S.A. Inc. collaboration across business units. and FUJIFILM SonoSite Inc., ManTrained as a medical imaging physicist, davia will provide strategic leadership Fernando has worked in positions of for the healthcare portfolio efforts by increased responsibility and leadership overseeing a growing list of activities with Picker & Marconi Medical Systems, Agilent Technologies, ADAC Labs related to patient care, medical professional networking, and health systems and Philips Healthcare. Most recently interaction. Mandavia joined FUJIFhe was Vice President and General ILM SonoSite Inc. as a medical advisor Manager for Accuray. Fernando has an in 2007, is a clinical associate professor MBA from Case Western Reserve University, and a Ph.D. in radiology imaging of emergency medicine at the Univer-

Staff Reports

Diku Mandavia

sity of Southern California, and was an attending staff physician at Cedars-Sinai Medical Center, Los Angeles. He is also a founding member and past chair of the ACEP Ultrasound Section, taught thousands of physicians worldwide, lectured at over 150 national and international conferences, has contributed to over 90 publications, and is co-director of the National Resuscitation Conference. Mandavia received his medical degree from Memorial University in Canada, and is a graduate of the Stanford Executive Program. •

HITACHI ANNOUNCES FDA CLEARANCE OF SCENARIA SE MODELS Hitachi Medical Systems America Inc. has announced FDA for premium 64/128-slice imaging technologies and excepclearance to market the new Scenaria SE 64 and SE 128. tional patient accommodation features with added speed and The Scenaria SE models feature added work-flow-speed ease of use capabilities,” said Mark Silverman, Director of CT and ease of use capabilities to facilitate the higher daily scanMarketing. • ning volumes of busy CT facilities. Scenaria SE models are Smart-Dose (XR-29) compliant, including lower dose patient safety capabilities.

Scenaria SE adds significant platform enhancements that are highlighted by 40 percent increases in standard Recon Speed (to up to 50 images per second) and MPR Recon Speed with added automation of frequent use operator functions, all combining to enhance workflow. Scenaria SE also includes an upgrade of the standard patient table weight capacity to 550 pounds, for bariatric patient accommodation.

“Scenaria SE demonstrates Hitachi’s continuing commitment to provide compelling value-based CT solutions by enhancing the Scenaria Platform that is already recognized 34 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

_OEM Updates

GE HEALTHCARE ACQUIRES HEALTHCARE ADVISORY FIRM GE Healthcare is expanding organizations need partners its U.S. health care consulting who can help design and business with the acquisition activate solutions that deliver of The Camden Group. GE care effectively and efficiently Healthcare Camden Group will amidst evolving reimbursement act as the U.S. business unit of GE structures. Combining GE Healthcare’s global advisory firm, Healthcare Partners and The GE Healthcare Partners.

Camden Group’s capabilities will GE Healthcare Camden Group allow the firm to deliver strategic will be equipped to enable U.S. and financial consulting to health health care organizations to care organizations, as well as navigate the transforming health advisory consulting on population care industry by combining The health management, value-based Camden Group’s in health care care, clinical integration and care consulting for more than 2,000 redesign across the continuum. health care organizations with GE Healthcare Camden GE Healthcare’s clinical and Group’s advisors will be able to leadership expertise around the help clients transform operational world. Terms of the transaction productivity through unique, are not being disclosed. integrated solutions that combine Today’s health care expertise with complex modeling

and financial analytics for powerful, outcomes-based results.

The group has deep domain knowledge in hospital operations, physician practice transformation, transactions, performance improvement and change management.

The acquisition builds on GE Healthcare’s broader mission to develop analytics-based solutions that deliver transformational, enterprise-wide outcomes for health care. Last year, GE Healthcare acquired Finnamore and Foresight Partnership to further expand its consultancy and solutions business globally. •

KONICA MINOLTA ADVANCES THE DESIGN OF DIGITAL RADIOLOGY SOLUTIONS Konica Minolta featured AeroDR LT, its new digiAdvanced digital features, such as compatibility tal radiology solution, at the 2015 annual meeting with AeroSync automatic exposure detection and of the Radiological Society of North America roaming capabilities, and usability with most fixed (RSNA). The AeroDR LT provides radiologists with and portable X-ray devices, are the cornerstone of the state-of-the-art capabilities of the AeroDR XE the modern radiology department. Whether on the in a lower weight version to deliver primary imaggo or in the treatment room, radiologists can diaging at the point-of-care. nose a patient with AeroDR LT’s ability to preview The AeroDR LT was designed to maximize effiimages within one second of use and deliver fully ciencies by minimizing the effects of wear and processed images in six seconds. tear that come with alternative wireless flat panCustomers can leverage the AeroDR LT to help els. The lightweight, hardened, IPX6-rated, liquid streamline workflow and avoid unplanned downresistant enclosure allows radiologists to help opti- time. The lithium ion capacitor lets users receive mize patient outcomes, productivity and return on up to 4.1 hours of imaging use or 150 images with investment both in-room and outside of the radiol- only a 13-minute charge time. The reliable built-in ogy department, such as at the patient’s bedside or panel drop sensors and continuous panel handling in ER/trauma or intensive care/critical care units. data monitoring can help reduce repair costs and The AeroDR LT weighs 5.5 pounds and has the avoid catastrophic failures. • ability to hold patients up to 661 pounds on a bed.

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MEDICALDEALER 35

INDUSTRY UPDATE_OEM Updates

PHILIPS AND CANADA’S MACKENZIE HEALTH ANNOUNCE PARTNERSHIP Royal Philips and Mackenzie Health, a regional healthcare provider serving Southwest York Region in Ontario, Canada, have announced a $225 million, 18-year large scale alliance that will advance Mackenzie Health’s medical technology procurement and maintenance programs for the existing Mackenzie Richmond Hill Hospital and the future Mackenzie Vaughan Hospital, which will be completed in 2019.

The collaboration is based on a managed equipment services model through which Mackenzie Health will have access to state-of-the art equipment (including those of other vendors) and services for a multi-year term under a single payment structure. This includes procurement, installation, systems integration, maintenance and timely updates to ensure that the hospitals will be provided with the medical technologies that their departments require for the optimal delivery of care.

The collaboration further includes a broad range of services including room design, cloudbased predictive analytics and diagnostic technologies. The largest of its kind in Canada, this managed equipment services agreement aims to transform and improve health care for over half a million patients in the area.

Mackenzie Health and Philips are working together to advance Mackenzie Health’s “smart hospital” vision. The multi-year, large scale alliance is structured to support Mackenzie Health’s transformation into a two-hospital regional provider of best-in-class care through medical technology optimization and a concerted focus on the patient experience. The new 350-bed smart hospital in Vaughan will be the first new hospital to be built in Southwest York Region in more than 50 years. Mackenzie Vaughan Hospital will embrace connected health technologies or the “Internet of Healthcare Things” to offer a state-of-the-art emergency department, modern surgical services and operating rooms, access to acute inpatient and intensive care beds, technologically advanced medical imaging, specialized ambulatory clinics and a flexible design, enabling it to evolve as new thinking and best practices emerge. • 36 MEDICALDEALER | JANUARY 2016

Staff Reports

SIEMENS HEALTHCARE PRESENTED INNOVATION LEADERSHIP AWARD Based on its recent analysis of the medical imaging analytics market, Frost & Sullivan recognizes Siemens Healthcare with the 2015 North American Frost & Sullivan Award for Visionary Innovation Leadership. The innovative spirit and vision underlying Siemens Healthcare’s new teamplay eco-system, as well as its potential to contribute to the dissemination of value in the medical imaging field, make the company the most deserving candidate for this award. teamplay is a collaborative tool designed to enable a team effort, which Siemens Healthcare refers to as a team sport approach.

With its ability to fine-tune imaging procedures and optimize patient outcomes, the solution is extremely well-aligned with the unmet requirements of today’s medical imaging market. For instance, it delivers on medical imaging providers’ need to benchmark themselves against other competitors to assess their strengths, weaknesses and areas that deserve urgent improvement.

“In essence, teamplay marks the beginning of the development of a unified cloud-based analytics platform, which helps imaging providers decide on needed changes, and proceed through implementing and managing these changes,” said Frost & Sullivan Principal Analyst Nadim Daher. “By potentially leveraging information collected through millions of imaging procedures performed by thousands of customers using the company’s imaging equipment, teamplay fosters a collaborative spirit at the local, regional and national levels.”

As such, teamplay perfectly exemplifies the prowess that can be achieved by applying the Internet-of-Things (IoT) concept to the medical imaging field. Siemens Healthcare is excelling in the twotiered approach needed to realize an effective IoT: first, building a solid infrastructure for data collection that meets customers’ privacy and reliability requirements, and second, designing an easy-to-use and workflow-integrated delivery mechanism for the resulting analytical insights.

In addition to serving the needs of imaging equipment end users, teamplay is designed to support department managers in conducting retrospective studies that are necessary to implement new best practices across the imaging service line. Across these end-user groups, the solution will gain popularity, considering that it integrates well into the day-to-day imaging workflow, without the penalty of disruption or loss in operational efficiency. teamplay brings similar operational efficiency to Siemens Healthcare as it does to imaging providers. The company leverages its own solution in its equipment servicing group and can be credited for implementing a preventative approach to maintenance services and supplanting the inefficient break-fix approach.

Each year, Frost & Sullivan presents its Visionary Innovation Leadership Awards to companies that demonstrate the vision to leverage global Mega Trends and integrate them strategically into processes to achieve excellence. The Award recognizes the efficacy of the recipient’s innovative process and the impact it has on business and society at large. • MEDICAL EQUIPMENT, PARTS & SERVICE

Staff Reports

ULTIMAX-I FPD MULTIPURPOSE SYSTEM EXPANDS ANGIOGRAPHY LAB CAPABILITIES

Expanding the clinical capabilities of limited R&F room space with the industry’s smallest tilting C-arm multipurpose system available, Toshiba America Medical Systems Inc. introduces the newest addition to its X-ray portfolio. The Ultimax-i FPD multipurpose system has a small footprint that installs adjacent to back walls to improve patient access and allow for more complex procedures by providing routine angiography lab capabilities within an existing R&F space.

Toshiba’s Ultimax-i FPD system is designed to efficiently use the space providers have to safely diagnose and treat all patients, without the need for major renovation. The multipurpose system can accommodate patients up to 500 pounds with a wide, high-capacity table. The system features full-spectrum detection on a flat-panel detector with corner-to-corner, 43 cm x 43 cm coverage for high-resolution imaging. This large, flatpanel detector also helps reduce dose by limiting areas of anatomy receiving unnecessarily repeated radiation exposure, and thus results in safer exams.

“At Toshiba, we believe hospitals shouldn’t have to endure costly construction to renovate smaller existing R&F rooms or delay a system upgrade to expand their imaging capabilities,” said Bill Newsom, director, X-ray Vascular Business Unit, Toshiba. “With Ultimax-i FPD, health care providers don’t have to sacrifice on advanced imaging technology, allowing them to deliver better patient care and achieve the Triple Aim of reform.” •

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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

PRODUCT FOCUS_Radiology_Market Analysis

Staff Reports

ULTRASOUND MARKET TO EXCEED $8 BILLION

T

he global ultrasound is healthy and is expected to reach new highs in coming years thanks to new technology and an increased need for quality health care, especially in developing nations.

“The global ultrasound devices market is mainly driven by rising number of cancer patients, diseases associated with the aging population, and increasing investments, funds, grants by government bodies,” according to a report by MicroMarket Monitor. “The market was valued at $5.7 billion in 2013 and is expected to reach $8.65 billion by 2018, at a CAGR (Compound Annual Growth Rate) of 6.4 percent.”

“Geographically, North America accounted for the largest share in terms of revenue of the total ultrasound devices market. This is majorly due to the presence of large number of key players such as GE Healthcare and Siemens Healthcare in the region.

Owing to rising geriatric population, it has been projected that Asia-Pacific and Rest of the World (RoW) will grow at the highest and second highest CAGR respectively during the forecast period. Improving government initiatives will further augment the growth of this market in aforementioned regions,” according to MicroMarket Monitor.

Helen Titus, Carestream’s Worldwide X-ray and Ultrasound Solutions Marketing Director, also predicts growth.

“We expect steady growth in the ultrasound market because it has proven to be a safe and cost-effective modality with strong clinical value in preliminary diagnosis for a WWW.MEDICALDEALER.COM

variety of diseases and conditions,” Titus explained. “Now specialty departments within a hospital are purchasing ultrasound systems and these additional users also help drive higher sales.”

“Ultrasound can replace costly radiation-based imaging for needle placement and other procedures, which is helping to fuel growth in the U.S. In addition, advanced new technology such as 3D/4D, elastography and cardiology drives greater demand for ultrasound systems,” she added.

Matt Tomory with Conquest Imaging also expects the market to continue to grow.

“Recent analysis of the ultrasound market by iData research indicates the ultrasound market in the U.S. is over $1 billion now and will grow to over $2 billion by 2020. This is fueled by many factors including new technology, new applications of existing technology and the rapid rise in point-of-care systems and procedures,” Tomory explains.

“The technology is becoming smaller and less expensive therefore it is permeating more areas of facilities. Now, exams are being performed throughout a hospital rather than sending patients to radiology.”

“From a global perspective, the market is growing even faster,” he adds. “With the rise of cancer, cardiovascular disease and aging populations coupled with the modality’s applications expansion, miniaturization, advances in technology and lower cost, ultrasound will experience steady, dramatic growth for the foreseeable future. Also, health care infrastructure continues to improve globally which opens doors for this cost-effective, portable, non-invasive modern miracle.”

A report by Technavio predicts that the ultrasound market will also benefit from new, portable technology.

“We expect steady growth in the ultrasound market because it has proven to be a safe and costeffective modality.”

“Conventional ultrasound machines have certain limitations such as low diagnostic accuracy and difficulty in imaging patients who are overweight as sound waves in these machines did not pass deeper into the body,” according to a description of the Technavio report. “However, portable ultrasound devices are highly sensitive and can even detect pancreatic tumors. These devices are affordable and hence widely used by gynecologists and obstetricians. These devices are also useful for on-field scanning and used for vascular, pediatric, cardiac, endocrinology, and radiology applications.”

Titus also said an aging global population will benefit the ultrasound market.

“Global demand is driven by an aging population, which brings a higher risk of disease. There is also a growing need for minimally invasive treatment with a cost-effective imaging system that can be moved wherever it is needed,” she said.

MEDICALDEALER 41

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

JANUARY PRODUCTS : This month, Medical Dealer explores Ultrasound.

PHILIPS EPIQ 7

P

hilips EPIQ ultrasound system features its most powerful architecture ever applied to ultrasound imaging, allowing users to truly experience ultrasound’s evolution to a more definitive modality.

EPIQ is supported by a family of proprietary xMATRIX transducers, providing enhanced clinical information from each scan, and faster and more consistent exams that are easier to perform and allow for a high level of confidence, even for technically difficult patients. EPIQ features HeartModelA.I., which brings advanced Live 3D quantification, automated 2D views and robust reproducibility to echocardiography. HeartModelA.I. automatically detects, segments, and quantifies the left atrium and left ventricle from a 3D volume. To see a video with more information, visit https://youtu.be/Nx24-L6-K-4. •

42 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Product Showroom

CARESTREAM Touch Ultrasound Systems

C

arestream’s Touch Prime and Touch Prime XE Ultrasound Systems began shipping in the United States and Europe in December. A Health Canada license is pending. Both premium systems are designed for general diagnostic imaging use in radiology, OB/ GYN, musculoskeletal and vascular applications. These systems employ Carestream’s advanced SynTek Architecture, which delivers breakthrough technologies that simultaneously provide enhanced spatial detail with increased frame rates for improved visualization of moving structures while optimizing image formation to reduce noise and artifacts. Imaging and Doppler improvements allow for more consistent visualization of subtle tissue contrast differences and can improve the ability to see small structures. •

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MEDICALDEALER 43

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

GE HEALTHCARE LOGIQTM E9 XDclearTM 2.0

W

ith the LOGIQ™ E9 XDclear™ 2.0 ultrasound system, we’ve rethought virtually every element of the imaging chain, from the pulse of the probes to the clarity of the pixels. The result is our highest level of imaging performance yet – a leap forward you have to see to believe. •

44 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Product Showroom

MINDRAY TE7 Touch Enabled Ultrasound System

M

indray’s TE7 Touch Enabled Ultrasound System offers fast focused assessment with superior image quality, responsive operation, and simplified workflow. It supports rapid and confident evaluation in multiple point-of-care (POC) settings. The intuitive tablet-like operation, superior image quality with one-touch image optimization, and exam presets improve both diagnostic confidence and efficiency. Simply tap to open or close functions, drag to adjust parameters or move objects, pinch to zoom in or out, slide for selections, and even swipe to expand the image – all with the touch of a finger. •

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MEDICALDEALER 45

PRODUCT FOCUS_Radiology_Product Showroom

Staff Reports

TOSHIBA AplioTM 500 Platinum

T

oshiba puts customers first by offering a safe and less invasive solution to help clinicians get better diagnoses on all patients with industry-leading depth and detail. Toshiba’s AplioTM 500 Platinum Series expands the clinical utility of ultrasound, allowing clinicians to consolidate lines of care onto a single platform. The system provides powerful clinical imaging tools for advanced visualization, quantification and intervention. Clinicians can visualize blood flow like never before with Superb Micro-Vascular Imaging (SMI) for the AplioTM 500 Platinum. SMI allows clinicians to see small vessels and low-velocity microvascular blood flow without the need for contrast agents or more invasive modalities. •

46 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Product Showroom

SIEMENS ACUSON NX3

B

uilt specifically around the way you work, the ACUSON NX3™ ultrasound system is simple and uncomplicated, yet powerful. When form meets function, the result is an intuitive and smart ultrasound system that will help promote your highest levels of performance. Scan smarter with a streamlined control panel that has 28 percent fewer keystrokes and 3x more usercustomizable settings. It features an intuitive 10.4” high-resolution touch control panel that allows for faster selection of imaging protocols. The ACUSON NX3 includes a portfolio of fully compatible and scalable transducers, which can reduce up-front investment by an average of 31%. Users can experience higher resolution with Siemens exclusive 16 MHz transducer which delivers advanced superficial imaging to support disease characterization efforts. •

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MEDICALDEALER 47

VENDOR Q & A_Radiology_Ultrasound

Staff Reports

VENDOR Q&A

ULTRASOUND

U

ltrasound is an imaging modality that is becoming more popular on an almost daily basis. The

technology is becoming smaller and less expensive which is fueling its growth. We reached out to ultrasound expert Matt Tomory at Conquest Imaging to find out what to look for when it comes to maintaining and servicing these advanced medical devices.

What are the most important things to look for in an ultrasound service provider?

There are many choices and variables when it comes to ultrasound service providers. As a former service engineer with over 25 years of experience, I still love and miss servicing these modern miracles.

First is training and experience; you must have an engineer who has been trained properly in all aspects of ultrasound including servicing all makes and models, accreditation and regulatory compliance, true preventative maintenance, DICOM and even clinical applications. Next comes parts and probes. Do you want the provider sourcing the lowest cost, highest margin parts? Not me. Our service engineers only utilize our Quality 360° Certified parts and probes to ensure repairs are completed the first time and for a long time. What about the company delivering the service? Are they ISO certified? Are they a true ultrasound company? Do they have 24x7 technical support? We live and breathe comprehensive ultrasound support and so should your provider.

Can you describe your Multi-Vendor Portable Depot Repair Service?

Portable ultrasound systems are rapidly gaining market share but service has been lagging far behind. We have developed a depot repair solution which combines rapid turnaround with fully warrantied repairs at a very aggressive price point.

48 MEDICALDEALER | JANUARY 2016

capabilities. For larger organizations, we have enablement programs which combine training, technical support, failure mitigation programs and supplemental service designed to eventually migrate service in-house which is where dramatic savings are realized.

Matt Tomory EVP - Sales and Marketing, Conquest Imaging Performed by our highly trained engineers using state-of-the-art tools and proprietary processes, this is a perfect alternative to costly, time-consuming repairs through the manufacturers.

What care plans do you offer and how do they benefit health care facilities?

We offer a myriad of plans designed to suit every need and budget. They range from accreditation compliant preventative maintenance only to full coverage for all parts, probes and service. These plans are suited best for small- to medium-sized organizations without internal service

Many department directors believe the OEM is the safest option for ultrasound systems service. How would you convince them that a reputable, independent service company can provide the same level of service as the OEM? The OEMs do an excellent job and there are times/situations where there is a benefit to working with them. As I mentioned earlier, there are many choices when it comes to ultrasound support but do they supply the important items mentioned earlier in this article? With the ingredients of comprehensive training, Quality 360° Certified parts and probes, ISO certification, expert engineers and a lower price point, why wouldn’t you use an independent organization like Conquest Imaging?

What are the most important things to look for when seeking service for an ultrasound system?

Customers need to look for an organization that is dedicated to ultrasound and one that understands the complex technical, clinical and regulatory needs of the provider.

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND

Alpha Source Inc. 6619 W. Calumet Road Milwaukee, WI 53223 Phone: 800-654-9845 Fax: 615-851-8213 Email: steve.heintze@alphsource.com Website: www.alphasource.com

SEE OUR AD ON PAGE 53

Alpha Source is your single source for medical equipment replacement parts and Ultrasound service. We stock and distribute a wide range of OEM service parts, for all modalities, specializing in Ultrasound and GE Imaging service parts and consumables. We also manufacture battery packs with an unsurpassed commitment to quality.

AUE

Bayer HealthCare Multi Vendor Service 625 Alpha Drive Pittsburgh, PA 15238 1-844-MVS-5100 Email: mvscustomercare@bayer.com Website: www.mvs.bayer.com

SEE OUR AD ON PAGE 2

Bayer HealthCare Multi Vendor Service is your trusted provider for MRI coil, ultrasound transducer, CR reader and dry film printer repair. With exceptional repair capabilities, quality solutions and dedicated customer care, we provide excellent value in third-party service.

ADVANCED ULTRASOUND ELECTRONICS

DEF INING TH E STA NDA RD

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

SEE OUR AD ON PAGE 19

AUE is a leader in refurbishing ultrasound parts, systems equipment, peripherals and service by using cutting edge technology to repair parts down to component level. It is our goal to provide high quality workmanship and customer service on every part and system that we offer.

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Because Quality Matters.

Conquest Imaging Corporate Technology and Logistics Center 1815 Industrial Drive Stockton, CA 95206 Toll-Free: 866-900-9404 Fax: 209-942-2572 Email: mtomory@conquestimaging.com Website: www.conquestimaging.com

SEE OUR AD ON PAGE 40

Conquest Imaging delivers the highest quality ultrasound parts, probes, service, training and technical support in the industry.

Powered by our exclusive Quality 360째 reconditioning and testing processes and ISO 9001:2008 certification, you can count on cost effective ultrasound material support that outlast the others including the OEM. Conquest Imaging. Because Quality matters.

MEDICALDEALER 49

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

ULTRASOUND Exclusive Medical Solutions 455 E. State Pkwy, Suite 101 Schaumburg, IL 60713 Toll free:1 866-676-3671 Fax: 847-278-1155 Email: info@emedicalsol.com Website: www.emedicalsol.com

SEE OUR AD ON PAGE 39

Exclusive Medical Solutions is dedicated to providing the highest quality medical imaging equipment, services and parts at the best price possible. Established from a group of factory trained engineers with over five decades of combined medical imaging equipment experience, Exclusive Medical Solutions provides services, parts, and equipment to hospitals, imaging centers, orthopedic clinics and independent practitioners throughout the United States. The company has the capability of setting up a turnkey ready imaging clinic with all the equipment needed. Contact Exclusive Medical Solutions today to find out how to save on high-quality medical imaging equipment, services and parts at up to 75 percent off OEM prices.

Bilingual support available.

Global Medical Imaging 222 Rampart St. Charlotte, NC 28203 Toll-Free: 800-958-9986 Phone: 704-940-7755 Fax: 704-940-7756 Email: info@gmi3.com Website: www.gmi3.com

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

SEE OUR AD ON PAGE 7

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.

InterMed SEE OUR AD ON PAGE 14

GMI sells, services and supports ultrasound systems, nuclear cameras and PACS networks across the USA. At GMI, we focus on one thing. Transparency. The truth is that we serve our customers with confidence knowing that we can provide the best experience in the industry. From sales to service and world class support, we have the products and services you need to support your business today and grow tomorrow. Call us today to learn how we can help your business.

50 MEDICALDEALER | JANUARY 2016

13351 Progress Blvd.

Alachua, FL 32615 Phone: 800-768-8622 Fax: 386-462-5330 Email: sales@intermed1.com Website: www.intermed1.com

SEE OUR AD ON PAGE 28

Your medical equipment sales and service experts: • Multi-vendor repair services, all levels of coverage • 24/7 availability • National Ultrasound: Service, sales & training • East Coast Nuclear Medicine: sales, service & training • Southeast Biomedical Services: Comprehensive programs & equipment repairs • Jump teams available

MEDICAL EQUIPMENT, PARTS & SERVICE

Ultrasound_Preferred Vendors

Master Medical Equipment 56 N. Conalco Drive Jackson TN 38301-5604 Toll-Free: 866-468-9558 Email: sales@mmemed.com Web: www.mmemed.com

SEE OUR AD ON PAGE 38

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!

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

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

SEE OUR AD ON BACK COVER

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

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

SEE OUR AD ON PAGE 31

Metropolis is one of the largest stocking dealers in the world with a large warehouse and office in the heart of New York City. Metropolis provides all imaging systems; C-arms, DEXA, Ultrasounds, Mammography, Portables, CTs’, MRI and Cath/ Angio. Metropolis has it all, that is the reason costumers are 110% satisfied with the Metropolis team.

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DIAGNOSTIC IMAGING Multi Diagnostic Imaging & SURGICAL SOLUTIONS

SEE OUR AD ON PAGE 73

MW Imaging See Our Corporate Profile On Pages 70-72 920 Hemsath Rd., Ste. 102 St. Charles, MO 63303 Phone: 877-889-8223 Fax: 636-925-0070 Email: info@mwimaging.com Website: www.mwimaging.com With over 20 years experience, MW Imaging offers worldclass ultrasound service, OEM ultrasound parts, free tech support for any ultrasound system, free loaners with your transducer repair, and hero kits.

MEDICALDEALER 51

PRODUCT FOCUS_Radiology_Preferred Vendors

Staff Reports

PREFERRED VENDORS

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

SEE OUR AD ON PAGE 39

PartsSource is the industry’s leading provider of biomedical and imaging replacement parts through our comprehensive technology tools. As your single source for parts procurement, our top priority is delivering outstanding service to clinical engineering and supply chain departments. We achieve this through workflow optimization using our suite of technology tools- including instant online pricing, a mobile app, online marketplace, and seamless integrations with your asset management (CMMS) and purchasing (ERP) systems.

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

SEE OUR AD ON PAGE 69

Tri-Imaging Solutions is a replacement parts, equipment, service support, and technical training company. We provide quality tested imaging parts – and can even help to install, we buy-sell-move equipment, and provide technical support. All replacement parts come with a 90-day warranty. Available 24/7/365.

SEE OUR AD ON THE IBC

Summit Imaging, Inc. 15000 Woodinville-Redmond Road NE Building B, Suite 800, Woodinville, WA 98072.

Phone: 866-586-3744 Fax: 866-586-3740 Email: Info@mysummitimaging.com Website: www.mysummitimaging.com Summit Imaging is an Ultrasound Parts and Transducer Repair company that can quickly address specific technical needs based on a foundation of outstanding rapid customer service. Our philosophy is simple; make our customers heroes.

52 MEDICALDEALER | JANUARY 2016

Trisonics, Inc. 3535 Walnut St. Harrisburg, PA 17109 Toll-free: 877-876-6427 Phone: 717-939-6860 Fax: 717-939-6864 Website: www.trisonics.com

SEE OUR AD ON PAGE 28

Trisonics, Inc. is your ultrasound imaging partner specializing in ultrasound service, support, systems, transducers and parts. Our goal is to provide cost effective solutions with an emphasis on personalized service.

MEDICAL EQUIPMENT, PARTS & SERVICE

Is It Clear?

January

July

December

Is it clear how your team identifies image degradation in your ultrasound equipment? Are you certain that your PM procedures comply with all OEM requirements? Is your documentation ready for ACR validation site survey?

Alpha Source is the clear choice for ultrasound parts and service. Our national field service team of ultrasound equipment experts will keep your equipment delivering top performance. Our best-in-class ALPHA PMTM includes probe quality assurance that definitively shows image degradation over time while capturing all the documentation you need to meet regulatory requirements.

Choose Alpha Source for ultrasound parts and service

think SOLUTIONSTM ®

To learn more, visit us at www.alphasource.com/isitclear or phone us at 1-800-971-4701 Alpha Source, Inc., 6619 West Calumet Road Milwaukee, WI 53223 • 800-654-9845

ULTRASOUND WWW.MEDICALDEALER.COM

PAR TS & SER VICE | BATTERY & DEVICE MANUFACTURING | SER VICE PAR TS MEDICALDEALER 53

RELAX. The answers can be found in the Ozarks

BIOMEDICAL Solving Centrifuge Problems Is Our Business • Free Tech Support • Depot Repair • Rental Units

• Re-manufactured Parts • New OEM Parts • Exchange Units

www.ozarkbiomedical.com | 800-457-7576

54 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

With almost 30 years of experience, Bulb Direct is your source for medical and

FREE CATAL OG!

scientific bulbs. Specializing in replacement bulbs for your microscopes, operating lights, optical, diagnostic and other medical devices. We pride ourselves in providing exceptional customer service, great prices, and brand name quality, such as GE, Phillips, etc.

Contact us for your Bulb Direct Catalog! sales@bulbdirect.com 800-772-5267

Visit us online at Bulbdirect.com

Let us know how we can better serve you today!

www.TellBMES.com B E YO N D T H E E X P E C T E D

WWW.MEDICALDEALER.COM

1.888.828.2637

www.bmesco.com

MEDICALDEALER 55

TRIM 2.25” TRIM 4.5”

20 YEARS

BUYING & SELLING

SPECIALIZING

pre-owned diagnostic imaging equipment dosen’t have to be a...

in Siemens X-Ray & CT Parts

PAIN IN THE NECK TRIM 4.5”

Since 1987 We’ve Been Relieving The Pain

PROOF APPROVED

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CLIENT SIGN–OFF:

All Manufactures & Modalities

508-559-9441 | www.InternationalXrayBrokers.com | admin@intxray.com PLEASE CONFIRM THAT THE FOLLOWING ARE CORRECT LOGO PHONE NUMBER WEBSITE ADDRESS SPELLING GRAMMAR TRIM 9.75”

PUBLICATION

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EXCELLENCE & PROFESSIONALISM COMMITMENT 1/3 Page Square 4.5”x4.5” TECHNATION ORTODAY

MEDICAL DEALER

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DESIGNER: JL

German Electronics SIEMENS X-RAY & CT PARTS

www.GermanElectronics.com

888.428.9729

56 MEDICALDEALER | JANUARY 2016

AY 90 DAIR P RE ANTY! R WAR

• Rigid to Flexible Endoscopes • Complete Endoscopy Suite Set-Ups • Repair Service (24-48 hour turn-around on minor repairs) • Technical Support Customer Service Quotes • Loaner Scopes & Courier Service

866.297.ENDO(3636)

www.endoscopyspecialists.com • sales@endoscopyspecialists.com 1011 SHOTGUN ROAD • FORT LAUDERDALE, FL 33351

MEDICAL EQUIPMENT, PARTS & SERVICE

TRIM 4.5”

NEW • PRE-OWNED • REFURBISHED ENDOSCOPY EQUIPMENT

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

ENDOSCOPY DEVICES MARKET GROWS

T

he growing use of minimally invasive surgical procedures and new technology are among the factors fueling the growth of the global endoscopy devices market.

Research published in several industry reports predicts continued growth.

Research Beam’s report “Global Endoscopy Devices Market 20152022” estimates that the market is poised to reach $47.6 billion by 2022, growing at a CAGR (Compound Annual Growth Rate) of 5.90 percent from 2014 to 2022.

“Some of the key factors driving the market growth are rising preference for minimally invasive surgeries, technological advancements and aging population,” according to Research Beam. “Whereas factors such as lack of skilled professionals and high investment costs for endoscopic equipment are restraining the market growth. Growing economic conditions, high income, developing health sectors and a large consumer base in emerging countries like India and China will drive the endoscopy device market opportunities.”

Transparency Market Research, a global market intelligence company providing business information reports and services, also indicates new highs for the endoscopy devices market.

“The market was valued at $24.9 billion in 2012 and is further expected to reach an approximate value of $36.9 billion in 2019. The overall market is growing at a CAGR of 6.8 percent from 2013 to 2019,” according to Transparency Market Research. “In the past few years, the demand for endoscopy WWW.MEDICALDEALER.COM

devices has increased tremendously due to the growing preference for minimally invasive surgeries and demand for cost-effective endoscopic procedures in terms of pre- and post-surgical operations.”

“The demand from this market has also increased due to the reduced chances of infection and blood loss as a result of noninvasive procedures and shorter stay at hospitals because of a quicker recovery. These factors are advantageous in the field of medicine, especially oncology. Hence, the adoption of endoscopy is increasing rapidly across major regions in the world,” according to Transparency Market Research.

BCC Research also indicates a robust growth of the endoscopy devices market over the next few years.

“Global market for endoscopy was totaled nearly $26.3 billion in 2012. Market is projected to reach nearly $27.7 billion in 2013, and this is anticipated to increase to $37.3 billion by 2018 at a compound annual growth rate of 6.2 percent,” according to BCC Research.

The research and Markets forecast through 2019 projects that the endoscopy market will eclipse $40 billion.

“The global endoscopy market is expected to reach approximately $43 billion by 2019 growing at around 7.0 percent CAGR from 2014 to 2019,” according to Research and Markets. “The major drivers for the market growth are aging population, increase in cancer, diabetes, and obesity patients along with a rise in patient’s preference for minimal invasive surgeries. Additionally, shorter stay in hospitals, speedy recovery, and reduced medical bud-

“The demand from this market has also increased due to the reduced chances of infection and blood loss as a result of noninvasive procedures ...” get are expected to enhance the endoscopy market growth.”

Research and Markets foresees some challenges for the overall endoscopy market.

“However, the shortage of qualified endoscopic technicians, high cost of initial investment, contamination risk and patient safety of endoscopic procedures pose a threat for the market growth,” according to the report.

However, health care advances in developing countries are among factors that will promote market growth.

“Advancement in the field of endoscopic devices with accurate visibility, high-definition imaging and documentation, ease of handling and cleaning the devices and growing demand in emerging countries brings in more opportunities for the endoscopy market,” according to Research and Markets.

Some of the leading manufacturers in the global endoscopy market include Johnson and Johnson, Olympus Corp., Covidien plc, Boston Scientific Corp., Stryker Corp., Smith & Nephew and Karl Storz.

MEDICALDEALER 57

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

JANUARY PRODUCTS : This month, Medical Dealer explores Endoscope Accessories.

BUFFALO FILTER LaparoVue™ Visibility System

B

uffalo Filter’s LaparoVue™ Visibility System is an all-in-one solution designed to take the complexity out of achieving optimal visualization. Distinctive by design, LaparoVue features two ports, one for warming and white balancing and one for cleaning and defogging. Both ports can be used simultaneously during surgery providing greater efficiency and reducing surgery delays. The ergonomically designed unit warms the scope in five minutes to prevent fogging and operates for up to five hours. LaparoVue also features a scope cradle that safely and securely supports the scope, reducing tension on the lens and potential for damage. Additionally, two radiopaque VueTip™ Trocar Swabs are provided to be used to remove debris and excess liquid from the trocar cannulas. • 58 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

Endoscope Accessories_Product Showroom

OLYMPUS EZDilate

N

early 492,000 balloon dilations are conducted each year in the U.S., according to Truven Health Analytics. EZDilate, Olympus’ new multi-stage endoscopic balloon dilator, provides efficient navigation through difficult anatomy in the esophagus, pylorus, papilla and colon. The unique center visual marker facilitates precise placement, positioning accuracy, and assessment of the stricture during dilation. Additionally, the rounded balloon shoulders and ultra-clear material enhance visualization of the stricture during dilation. EZDilate’s new sizing options enable inflation at half-millimeter intervals for more controlled, gradual dilation. EZDilate completes Olympus’ portfolio of endotherapy devices for gastroenterologists.•

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MEDICALDEALER 59

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

STAHL LED300 LIGHT SOURCE

T

he Stahl LED300 light source is a compact, efficient, durable source of brilliant “daylight” quality light for almost all endoscopy applications. The lumen output is comparable to many Xenon units, but is more stable and efficient. The expected LED life of 30,000 hours eliminates costly periodic lamp changes. The temperature color is 6950º K nominal with virtually no UV or IR emissions. It has a turret with multiple connectors: Acmi, Olympus, Storz and Wolf, so you can keep using your existing light cable. The light source accepts 100-240V AC, 50/60Hz input power for worldwide operation.

The LED300 is 11 inches wide, 4.5 inches tall and 11 inches deep. It weighs 7.5 pounds. •

60 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

PRODUCT FOCUS_Med/Surg_Product Showroom

Staff Reports

PREFERRED VENDORS

ENDOSCOPE ACCESSORIES Endoscopy Specialists, Inc. 1011 Shotgun Road Sunrise, FL 33326 SEE OUR AD ON Toll-Free: 866-297-3636 PAGE 56 Phone: 954-916-0922 Fax: 954-916-0921 Website: www.endoscopyspecialists.com The highest quality, pre-owned endoscopy equipment, at the most affordable price. All aspects of endoscopy from rigid to flexible endoscopes, complete endoscopy suite setups, endoscopy accessories, affordable repair service, and technical support. Domestic and international sales with unparalleled customer service and competitive pricing. New, pre-owned, or refurbished equipment and special requests.

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Government Liquidation SEE OUR 15051 N Kierland Blvd #300 AD ON PAGE 7 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.

S.H. Medical Corporation 3061 N.W. 82nd Ave. SEE OUR Miami, FL 33122 AD ON PAGE 61 Phone: 305-406-2222 Fax: 305-406-2113 Email: shmedical@shmedical.com Website: www.shmedical.com S.H. Medical Corp, a leading company in the distribution and export of new, refurbished and pre-owned medical equipment with nearly 20 years of experience. Specializing in rigid and flexible endoscopy equipment and repairs, video towers and surgical instruments. S.H. Medical offers the best service, warranty, and prices in the used market! “Se habla español” “Falamos Portugues”

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Cloud-Based Solutions in the Medical Device Industry

BY MATT SKOUFALOS

64 MEDICALDEALER | JANUARY 2016

MEDICAL EQUIPMENT, PARTS & SERVICE

of collaborative, distributed business operations and on-demand resources, cloud computing is the model for the digital workforce and anyone who interacts with it. Finance, media, commerce, travel; essentially, any business with a digital component has either moved or is moving much of its operations to a cloud hosting, distribution, or service platform.

“ ‘Cloud’ is such a popular term in every other industry, but in our industry, there’s almost nobody doing it well,” said Steve Deaton, Vice President of Konica Minolta Healthcare IT. “People say, ‘Yeah, we do cloud, but you have to have a crazy Internet connection for it to be fast.’ Or, ‘It only works in a limited environment.’ You don’t just jump on the bandwagon because the word cloud is sexy in every other industry.”

But just as in many aspects of the transition to digital business, Deaton says the health care sector in general, and medical imaging in particular, has lagged behind other industries in adopting cloud computing technologies – first, out of a fear of security vulnerability, and later, out of a fear that the various access points across which the data must travel aren’t robust enough to handle the traffic.

Within the past year, however,

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Steve Deaton

coding technologies have evolved to be able to offer “amazing functionality in a cloud scenario,” Deaton said, which has in turn increased its affordability for second- and third-tier customers.

“The coding technology is putting us on the cusp of making it affordable for the imaging center chain,” he said. "Until recently, you couldn’t have the tool sets needed in software that was written for the cloud. It needed to be this big server application, and going

to the cloud was really only a supplemental thing for the outside users. Now you’re getting to the point where you see people in the last year-and-a-half transitioning from PACS to an advanced viewer for PET-CT, a zero-footprint viewer for the outside physicians; and they kind of pick and choose, and put them all together.”

Nonetheless, Deaton said, cloud-based imaging is a “market-dependent” business opportunity. Enterprise-class institutions, which typically employ their own IT teams, often build their own cloud infrastructures. Small- and medium-sized facilities, which are searching for ways to control costs in the migration of their networks to cloud storage, may offload the work to a third-party partner, a decision which comes with its own set of particulars.

But at the hospital level, making the switch to the cloud becomes

MEDICALDEALER 65

CLOUD-BASED SOLUTIONS

an expensive endeavor just in the course of digitizing existing patient records. For many budget-strapped institutions, paying to transfer already-completed (and billed-for) medical images into the cloud often feels like “reaching into the same pocket and taking more profitability out of that same study we’ve already paid for,” Deaton said.

“If you’re going to go all cloud, you’ve got to move all the data to the archive,” Deaton said. “If you’re big, you’ve got a lot of data, and it’s expensive.”

Small and medium-sized imaging practices are “business-oriented, cost-conservation people,”

rity measures incorporated in bank or government websites. Even with those advances, he said, the transfers of data still involve moving it via that web front end from the server to the workstation, which is a potential security lapse; a newer security concept called server-side rendering could resolve such issues.

“Just about every viewer out there does temporarily cache a study on its local hard drive,” Deaton said. “Then the computer stores a local copy, and now you have unencrypted data on your computer. If you had a virus, it could copy that data and you’d never know.”

ductivity, physician multi-tasking, and greater flexibility in patient management and the delivery of care.

“The real goal is what happens in health care when doctors can access all this data in an organized fashion,” Deaton said; “when they see something and it reminds them of something else, and they want to pull up another patient’s chart.”

“What happens when everything in the market is accessible?”

Scott Whyte, Senior Vice President of Growth and Innovation for Tempe, Arizona-based cloud provider ClearDATA, believes creating that seamless user experience from

"The real goal is what happens in health care when doctors can access all this data in an organized fashion, when they see something and it reminds them of something else, and they want to pull up another patient’s chart.” he said, often simply because they lack the financial strength “to go buy best-of-breed everything.” For them, Deaton argued, a cloud hosting solution “can reap the best bang for the buck,” and yet, “their IT staffs are often the ones lagging behind the industry.”

Such is the crux of the matter.

When firms consider outsourcing their cloud storage to a third-party provider, they’re making a choice based on their options for cost and stability. Security design has trended toward web-oriented client interfaces in the past six or seven years, Deaton said, which has allowed cloud developers to take advantage of the same secu66 MEDICALDEALER | JANUARY 2016

Creating a network architecture that doesn’t require moving the data to the user terminal in order to access it “is the way that every other industry” leverages the cloud, Deaton said, but the design hasn’t been applied to medical imaging because the high-resolution patient studies stored and transmitted are far larger. Providing access to such images in a secure, HIPAA-compliant environment without bringing the file to the local device “has been the number one show-stopper” in terms of cloud security, he said. When that functionality is present in a system, the next-level implications of cloud access may be realized, including increased pro-

task to task requires understanding users’ needs. Those workflow considerations must be taken into account at the design phase of any storage architecture.

“It’s important to choose a vendor with deep health care knowledge who can come in and help you sort out user expectations, especially physician expectations, before you invest in a new technology solution,” Whyte said. “What you don’t want to do is build a solution for today that misses the mark for tomorrow.”

For example, operating an on-premises data storage network means a consistent, cyclical reinvestment in server and storage MEDICAL EQUIPMENT, PARTS & SERVICE

“You can get yourself in trouble using the cloud with someone who doesn’t have the highest standards of certification, knowledge, staff training, focus, technology, and standard operating procedures completely focused on safeguarding that patient data." hardware that is not only expensive but which must keep the network in compliance with federal regulations for data storage and security.

If a health organization is not using a third-party provider for those services, then it is paying to provide them itself.

“In research settings, if you have to go to and buy on-premises servers and storage, you’re buying a million dollars of computing and storage for predicted peak workloads three years out,” Whyte said.

“You might have hundreds of terabytes of data. You might be doing research studies for a week or two, so you have occasionall spikes in the usage of that computing and storage, but since you bought it, capital-wise, you’re paying for it whether you use it or not.”

Alternatively, the computing power and storage of a secure, robust, and functional third-party cloud solution can be activated only when needed, and for fractions of pennies per gigabyte per hour, with security and management function overlays that other hardware may not offer, Whyte said.

Unlike on-premises digital storage investments, cloud computing can be made available on demand WWW.MEDICALDEALER.COM

as opposed to purchasing physical equipment that requires a far larger, corresponding investment of personnel and upkeep.

“Since it’s cloud and you pay for what you use, you can try the cloud inexpensively,” Whyte said.

“What is a lot harder to do is to bring in capital equipment. You still have to have a lot of human resources to plug things in and hook them up and get it all to work. You have a lot of elasticity when you move to the cloud.”

Whyte also argued that part of maintaining a HIPAA-compliant standard of care involves keeping confidential patient information secure and private and, even in a cloud computing environment, that task can be made easier or more difficult depending upon the vendor.

“You can get yourself in trouble using the cloud with someone who doesn’t have the highest standards of certification, knowledge, staff training, focus, technology, and standard operating procedures completely focused on safeguarding that patient data,” he said. “Does the cloud service platform really ‘get’ security, and do they really ‘get’ security, privacy compliance,

Scott Whyte

specifically, as it relates to health care? Are they able to back that up contractually? How do they handle breaches? Defense in depth with multiple layers is what a cloud consumer is going to look for.”

For many health care facilities, determining when to migrate to the cloud is a decision contingent on a number of factors, from equipment life cycle to executive strategy.

When hospitals develop experience working with secure healthcare cloud organizations – which, increasingly, is a descriptor applied to more of their partners – they establish a familiarity with a solution that allows them to coordinate their services with other caregiving organizations.

“Sometimes you have to partner with another health organization in a market that you might yesterday have competed with,” Whyte said.

“That applies to population health, care coordination, etcetera.”

Those partnerships turn on cooperative inter-organizational relationships; but just as important to the future of radiology as migrating to cloud solutions for computing and storage services is migrating to the cloud for the sake of competitive advantage.

MEDICALDEALER 67

CLOUD-BASED SOLUTIONS

“Providing data is a long-term investment in getting more patients and more referrals from those particular people; anyone who recognizes that goal or need is going to pay for it long-term.”

Robb Vaules

Robb Vaules is the CEO and Founder of YellowCross, a startup that connects attorneys with physicians in a HIPAA-compliant cloud solution for consultations and expert witness testimony. Vaules, who’s seen the imaging community wrestle with teleradiology and nighthawking services in particular, believes the cloud is the next iteration of a similar hurdle for many providers, raising questions of competition and service provision as much as of opportunity.

“Storage is cheap; that’s a big part of the cloud,” Vaules said. “The reality comes down to who’s file sharing.”

For practices that don’t have access to certain radiology subspecialists, the cloud is an opportunity to drive new business while also expanding the reach and breadth of their operations. He acknowledges that it’s mostly a world in which mid-sized to larger practice networks are entering, although Vaules, like Deaton, believes the value is exponentially greater for smaller practices. Yet he sees such physician groups being far more willing to invest in buildings than in 68 MEDICALDEALER | JANUARY 2016

building their IT systems – and with good cause. For the time it takes to design, install, operate, and support a cloud-based storage system a physician could much more easily close on a real estate transaction, and sometimes, have a more tangible, reliable, resellable asset at the end of the process.

“Between training and installation, you could be looking at $2 to $5 million” to roll out a cloud-based architecture “depending on the volume you have in your practice,” Vaules said. “Past that, you have to sign a service contract, and you’re still going to be paying $10,000-15,000 a month.

It’ll take you a year from the time that you decide you want to purchase something to the time you sign a contract, and then it’s another six months to a year before you roll it out completely.”

Host it onsite, “and you’re not only paying for the software, but those IT people,” he said.

“Even a five-person practice is going to have a few more salaried employees” on staff to maintain, man-

age, and support the cloud.

Just as critical as the capital investment structure, another key consideration in deciding when to migrate to a cloud-based solution involves knowing the competition in the local marketplace, Vaules said.

Providing reliable access to imaging data on a secure, multifunctional platform is a service that not only has value unto itself, but which helps drive future business – and “if you’re not doing it, someone else will do it,” he said. “[Physicians are] needing to have the data faster and faster and faster, not just moving patients through the hospital, but because someone has another appointment,” Vaules said.

“Providing data is a long-term investment in getting more patients and more referrals from those particular people; anyone who recognizes that goal or need is going to pay for it long-term,” he said. “Those who adopt the technology quickly and get in with those referring physicians are going to be able to win the battle long-term.”

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MEDICALDEALER 69

CORPORATE PROFILE

MW IMAGING

celebrating 25 years!

M

W Imaging celebrates 25 years of outstanding service and growth in the ultrasound industry this year. The company’s growth can be attributed to its focus on customer service as well as its commitment to seeking out quality employees.

MW Imaging Founder and President Robert “Bob” Grzeskowiak knows his company’s success and longevity go hand-in-hand with his intense and unwavering desire to provide the best possible customer service. This trait is nurtured in a company-wide atmosphere that consistently produces excellence.

It is an approach that delivers top-quality service to all of MW Imaging’s customers – whether they have depended on MW Imaging for 20-plus years or are using the company for the very first time.

“I think our key to success is customer service. Providing our customers with reliable quality parts, probes and systems, immediate call back response, 24/7 free technical support, six-month warranty for most parts and a reliable competent staff that meets and exceeds our customers’ expectations,” Grzeskowiak says.

MW Imaging Operations Manager 70 MEDICALDEALER | JANUARY 2016

Amber Sportsman knows about the company’s excellent service because she was once a customer.

“Midwest Imaging (now MW Imaging) was started out of a need for third-party service in the St. Louis, Missouri area,” Sportsman says. “In the ’80s and early ’90s, Bob Grzeskowiak was a service engineer with Hewlett Packard and had a very loyal customer base. The customers were loyal to Bob, not HP – I know this because at that time I was one of those customers! Bob was encouraged to start his own business, after all, he was the face we all knew and his service was always prompt and top notch. With customer support in place, he made the jump. Midwest Imaging was officially launched in 1991 and was incorporated in 1995.

Since that time, Bob moved from his garage to a 10,000-square-foot facility located in St. Charles, Missouri and 2016 marks our 25th anniversary in business.”

Bob Grzeskowiak President, MW Imaging

Grzeskowiak led by example from the very beginning and he continues to offer constant reminders to treat customers right, every day!

“We say it all of the time, but honestly, our personal approach to our business is what has led to our loyal customers. MW Imaging has become a trusted name in the ultrasound industry. We aren’t saying other companies don’t have loyal customers but to our customers, we are rock stars,” Sportsman explains. “Our customers have our cell numbers, they know they can call us anytime and we’ll pick up the MEDICAL EQUIPMENT, PARTS & SERVICE

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phone. They know we’ll come in on a weekend to get parts out for Monday morning delivery. We know about their families, we value so many of them as friends – it’s not always just about the business.”

MW Imaging Senior Field Service Engineer Tom Hanak also stresses the importance of customer service. It is evident that everybody within the company cares about quality service. It is more than a tagline on an advertisement. MW Imaging lives and breathes customer service.

“Customer service is one of our core competencies, it’s our main goal and one of the reasons we are successful,” Hanak says. “MW Imaging uses our technical expertise to get the customer the parts or service they need to take care of their ultrasound systems.

We thoroughly test our parts to ensure that customer is getting a quality part.”

“While we may be viewed as small in size, under 15 employees, our hearts are big,” National Sales Manager Andrew Geidel says. “We understand our customers’ needs and put our knowledge and integrity to work the moment we receive a request for service, parts, repair, and – most of all – our unprecedented 24/7 tech support.”

MW Imaging Northeast Director Bob Coyle points out that industry expertise is another factor in the company’s growth because it goes hand-in-hand with providing outstanding customer service.

“We are a small, privately owned company that focuses on what we do best which is medical ultrasound. Our service professionals average over 30 years of experience in the ultrasound field,” Coyle explains.

“We have years of experience so there is very little that stumps us.

If we do get stumped on an issue, we have the resources to find the answer,” he adds.

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“Customer service is one of our core competencies, it’s our main goal and one of the reasons we are successful.” – Tom Hanak “Our extensive inventory enables us to solve most system issues with one site visit. This service results in quicker uptimes and a reduction in parts, labor and travel costs,” Grzeskowiak adds.

MW Imaging knows ultrasound and can help customers with a variety of models from different manufacturers.

“The industry continues to evolve exponentially, so we have had to accommodate these challenging times. By investing in the most recently released platforms and reverse engineering them, we are able to accommodate our customer needs and stay at the forefront above our competition,” Geidel explains. “While we are specifically known for our expertise with regards to the Philips line, I always find myself reminding our

customers that we are very good with … GE, Siemens, Toshiba, and other OEMs as well. Also, we are not just a probe repair company, or just a parts resource. We encompass all things ultrasound.”

MW Imaging’s Matthew Nafziger says the company evolves with the newest technology and devices in ultrasound. It is just one more way MW Imaging provides excellent service.

“We’re always adapting to the recent changes in the ultrasound field.

Whether it’s a new system or new process, I feel like we’re always ahead of the industry,” Nafziger says. “Even though we may not advertise it right away, we’re always spearheading new systems, technologies, and the capabilities of a ultrasound system.”

Hanak is confident in the capabilities of MW Imaging’s proven team.

MEDICALDEALER 71

CORPORATE PROFILE

“I’m excited about all our products and services, it’s a great feeling walking into a ultrasound room knowing that you can fix just about anything that is going wrong with their system,” Hanak says.

Coyle says MW Imaging stresses the importance of providing customers with what they need, sometimes before they even know what is coming up in the ultrasound industry.

“We work with the departments to try and tailor our services to their particular needs. If the department prefers to tackle the service we are there to provide tech support and parts support and to provide onsite service when needed,” Coyle says.

“We work to stay ahead of the curve with new product introductions. We make certain that when a new product is introduced that we will be ready to support it with parts and technical expertise once the warranty period has expired,” he adds.

Teamwork among the entire MW Imaging staff is another strength of the organization.

“I believe businesses are faced with challenges every week, every day, every hour. They can be as large and unique as the advancement in technologies or as small as helping a customer over the phone. In every instance, we are able to overcome these obstacles as a team,” Hanak says. “Our experienced staff combines to hammer out these challenges as they come up.”

Sportsman agrees and has seen firsthand how the teamwork at MW Imaging results in solutions for customers.

“Every employee at MW Imaging is critical to the smooth operation of our company. We all have our strengths and weaknesses, but when you put us together we are one cohesive group,” she says. “The saying ‘everyone is replaceable’ is true, but 72 MEDICALDEALER | JANUARY 2016

replacing one of our staff would be quite the challenge!”

“From my standpoint, all of the employees need to be recognized.

It’s a team effort from beginning to end,” Geidel adds. “We all contribute to the success of our customers’ requests. It’s a well-oiled machine, it’s a mighty backbone. And it’s a great feeling knowing that we can achieve this day-in and day-out for our clientele using all of our personnel resources.”

MW Imaging’s facilities empower the team to do the work they do and achieve exceptional results for customers.

“Our 10,000-square-foot facility supports our research and development/technical support group, probe repair unit, PCB repair unit, shipping department, administrative staff and warehouse,” Grzeskowiak says.

A quarter century of delivering service to customers has also resulted in the potential for additional growth in the near future.

“Future expansion of our building to connecting buildings is in the planning stages,” Grzeskowiak says.

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Regardless of the size of MW Imaging’s headquarters, customers can continue to turn to the company for outstanding work with an emphasis on customer service.

“Honesty, integrity, knowledge, experience, and that personal touch are the foundation of MW Imaging’s mission,” Geidel says. “Expect the best, expect the commitment, and expect success!”

MW Imaging’s founder and president attributes the company’s success to his employees. He is excited about MW Imaging’s 25th anniversary and is looking forward to another 25 years.

“MW Imaging will be celebrating its 25th year of providing our customers with reliable products and services in 2016,” Grzeskowiak says. “The company started in a modest garage setting and today is one of the top third-party products and services company in the U.S. and international markets. This success would not be possible without the dedication of our current staff. I’m truly grateful and appreciative of their hard work and dedication.”

FOR MORE INFORMATION about MW Imaging, visit mwimaging.com.

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MEDICALDEALER 73

SLICE OF LIFE_The Other Side

By Jim Fedele

HAPPY NEW YEAR! HERE IS YOUR NEXT ISSUE

A

nother year has rocketed past. I am not sure where the time goes. I especially like it when I think something happened two weeks ago and I am corrected that it happened two months ago. When I reflect on this past year I feel like it was not quite as tumultuous as some previous years. However, as I look to the future, I see a very big and expensive issue on the horizon.

After a year of CMS and Joint Commission “clarification” I felt like this would be a year that I could actually focus on what we were supposed to do to meet requirements without the fear that is was going to be changed. I got our waiver in order to use RPTs, I got my inventory reclassified and even identified equipment in the AEM program. From a compliance perspective, I feel good about what I was able to accomplish in 2015.

This year had its share of challenges.

We continue to have issues with a monitoring system that is only three years old. The OEM is working with us to help resolve the issues. Getting manuals and repairs parts at reasonable prices has also been a challenge. I am finding that the OEMs have been pricing repair parts so high that they force you into a service contract because one event blows up the ROI on servicing it yourself. However these items are not new and occur at regular frequencies.

I see a new threat that is going to tax our limited resources and push us into a new relationship with the OEM – cybersecurity. I have had a couple of 74 MEDICALDEALER | JANUARY 2016

meetings with our IT team and a consultant they hired to address medical equipment security. Given some of the data breaches that have occurred at other facilities, our leadership team is taking the threat very seriously. The consultant did a complete risk analysis of our systems, processes, and hardware to help us get started on our journey to

agree with him, we are just going to have to take it one step at a time.

For those of you who haven’t considered or worried about cybersecurity threats. You should have a serious discussion with your IT security team to start planning. A data breach alone could cost your facility thousands in fines depending on how much and

“I am looking forward to another great year that is going to be full of new challenges and learning. To all my faithful readers, thank you and Happy New Year.”

mitigate the threat. The amount of information we received feels overwhelming some days.

The largest issue is that many of the mitigation steps require the OEM to permit us to patch, upgrade, or isolate our medical equipment. From an inventory perspective there are many systems out there that are on a network that is 5 or 10 years old. When asking the OEM to provide a patch or upgrade the unit, they state that the device is no longer supported and cannot comply. I can imagine for facilities that really want to take this seriously will need to replace a lot of equipment.

There is going to be a lot to do to really mitigate the threat of a cyber attack or a data breach, our IT director says it will be more like a journey than a project. I

what kind of information is stolen. An attack on the network could jeopardize patient care and safety due to the inability of clinicians to access crucial information. Minimally, you should start identifying equipment that is on the network and what risks it presents.

I am looking forward to another great year that is going to be full of new challenges and learning. To all my faithful readers, thank you and Happy New Year.

JIM FEDELE, CBET, has been with Medical Dealer magazine for more than 15 years. He is currently the director of clinical engineering for Susquehanna Health Systems in Williamsport, Pa. He can be reached for questions and/or comments by email at info@mdpublishing.com.

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MEDICALDEALER 75

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• OptiVantage

SLICE OF LIFE_Bobinski

By Dan Bobinski

THE TRUE MEANING AND VALUE OF EXPERIENCE

T

So how does one gain experience? The simple answer is we have to expose ourselves to situations and be willing to make mistakes. Then, with the wisdom we gain from having experience, we have an easier time recognizing obstacles and dealing with them in a sensible, proactive way.

I love the following axiom, not only because it contains a tasty morsel of humor, but mainly because it contains a significant serving of truth:

The more experience you have, the easier it is to recognize and eliminate obstacles that slow you down. However, it’s important to know that gaining experience is not as simple as watching something or having something happen to you. Experience has to be built, or constructed, and the more true experience we have, the easier it is to remove obstacles to success.

A little background on how the word “experience” came to be may help explain my point.

In ancient Persia people told stories about malevolent spirits responsible for catastrophic events.

If people encountered one of these spirits, they could get hurt and they might even die. An evil spirit was known as a “Peri.” That word made its way to the Greek language, and, from there, to Latin. Today, the word “Peri” forms the root of such words as peril, perish, expert and experience.

When we break down the word experience into its specific parts we get a better sense of what it really means: ex “out of” or “from” peri “test” or “danger” ence “action” or “condition” or “quality” Thus, etymologically, the word “experience” means to get through a dangerous situation. Accordingly, 76 MEDICALDEALER | JANUARY 2016

Dan Bobinski Workplace Consultant

to say someone has experience is to indicate he or she has accumulated wisdom from having faced and, most importantly, worked through, perilous or risky actions.

I’m not saying we should all go bungee jumping or skydiving, but without being outside our comfort zone, it’s hard to gain experience, and following that, wisdom.

Along these same lines, allow me to point out that an expert, regardless of paper credentials, is someone who has gained experience. Too often people are said to be experts if they have acquired academic knowledge, but the word really refers to someone with actual, real-world experience.

Good judgment comes from experience.

Experience comes from bad judgment.

Obviously, bad judgment is not required to gain experience, but this adage is a wonderful way of saying we’re not always going to make great decisions when dealing with things outside our comfort zone. In other words, we’re going to make mistakes along the way (bad judgment), but we’re going to gain experience from those mistakes (get through dangerous situations), and then, as a result, be able to make better decisions (have good judgment).

The following story further illustrates the concept: A man was working at a large corporation, overseeing a high-profile project. One day he made a huge MEDICAL EQUIPMENT, PARTS & SERVICE

_Bobinski

mistake which ended up costing his company more than a million dollars. Embarrassed beyond compare, the man could hardly muster the nerve to come to work after that.

Early the next week the man was called into the president’s office, and he feared the worst. After the man was seated, the president started explaining a new, cutting-edge project that he thought would take the company to new heights. The man thought the president might have been confused about which meeting he was in, especially when the president said to him, “and I’d like you to oversee this new project.”

Flustered, the man replied, “I’m not sure I understand. I’m the one who made that huge mistake last week that cost the company over a million dollars. Didn’t you call me in here to fire me?”

The president laughed in response, saying, “Fire you? Why on earth would I do that? I just spent a million dollars training you!”

In this story, the president knew the experience gained from making that huge mistake would enable the man to recognize problems much better, and prevent those problems from hindering future projects.

As managers and leaders, we should also develop judgment about who else has (and has not) gained experience. This usually comes as we gain experience ourselves, for then WWW.MEDICALDEALER.COM

As managers and leaders, we should also develop judgment about who else has (and has not) gained experience. This usually comes as we gain experience ourselves, for then we are better able to recognize who else has it, too.

we are better able to recognize who else has it, too.

This can be a no-brainer if you already have a lot of miles behind you, but if you’ve not been out-andabout in the world much, it’s wise to learn how to identify who has or does not have experience. Just because someone is a dedicated employee doesn’t mean they’ve learned how to navigate difficult situations. The key is to remember that experience has to be gained. Learning has to be constructed. Some people can stumble into situations from now until Doomsday and not learn anything from them.

To identify someone with experience, listen to a person’s language. Is it victim language, or does it speak of lessons learned? And if it speaks of true lessons learned, has the person built and maintained initiative, or is their language full of reasons to “avoid?” Your answers to these questions will let you know if you’re

dealing with someone who has true experience.

With all this in mind, I hope you can see why it’s important that we learn from our own predicaments.

If we regularly avoid difficult situations, we lose opportunities to learn from them, and we remain ill equipped to identify and remove obstacles to success. This is not to say we should look for trouble.

Rather, when problems do arise, we gain experience when we face the troubles and diligently work through them.

THIS ARTICLE is adapted from Dan Bobinski’s latest book, “Removing Obstacles to Success.” Dan is a certified behavioral analyst, and president of Workplace-Excellence.com and Everything-Training.com. As a consultant and trainer, he helps organizations of all shapes and sizes. Reach him at dan@workplace-excellence.com or 208375-7606.

MEDICALDEALER 77

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MEDICALDEALER 79

SLICE OF LIFE_Pay It Forward

By Matthew N. Skoufalos

MINDRAY PROVIDES HELPING HAND

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hen medical device manufacturer Mindray was selected by the American Society of Echocardiography Foundation (ASEF) to be the official device provider of its August 2015 humanitarian mission to Vietnam, the company was excited to participate. Mindray had sponsored similar missions to other countries in Asia, Africa and Latin America, said Jeff Corliss, Senior Director of Marketing, Mindray North America. The company, which has its global headquarters in Shenzhen, China, expected a mostly smooth exchange when shipping its M7 portable cardiac ultrasound systems to the Vietnam National Heart Institute.

“It looked fairly straightforward on paper, but it turned out it was fairly more complex than anticipated,” Corliss said.

Mindray was selected for the mission not only because its ultrasound systems are useful in detecting rheumatic 80 MEDICALDEALER | JANUARY 2016

Jose Banchs uses an ultrasound to scan a patient in Vietnam.

heart fever and other cardiac problems that are prevalent in Vietnam, Corliss said, but because the company would be able to support the mission on both ends, from its Asian offices to its North American headquarters in Mahwah, New Jersey.

Many of the challenges of operating in developing nations were known at the outset of the project, Corliss said – power that is inconsistent or unavailable altogether on the ground, potential shipping and customs issues – but

some of the technical complications that arose required a little extra attention. In the past, the cardiologists and sonographers who had traveled to the country had supported their missions by carrying equipment in by hand, another circumstance that made the Mindray M7 a preferred choice for the mission, Corliss said.

“That’s fine if you get through customs,” he said. “If you don’t, it can throw a wrench in the works. When the cardiologists and sonographers and the interpreter walk

in, they want to be ready to go.”

Fortunately, Mindray had planned to ship its equipment weeks ahead of the ASEF trip to Hanoi to guarantee that the gear could make it to the Vietnam National Heart Institute and be ready to go for the patient screening and technological training activities planned around the conference. When customs officials required additional paperwork of attendees, Mindray applied its internal resources to resolving the task. Mindray Vietnam GM William Song, who is based in Hanoi, “was like gold,” Corliss said – and doubly so when a typhoon in Taipei prevented the M7 shipment from arriving in-country on the day for which it had been planned.

“It was a true international effort,” Corliss said. “We have a group that is 12 hours away from us [in New Jersey], and I feel as if we know each other even though we haven’t met face-toface. We were talking to each other virtually

MEDICAL EQUIPMENT, PARTS & SERVICE

_Pay It Forward

Professor Dr. Do Doan Loi, Director of the Echo Lab and Deputy Head, Cardiology, welcomes over 130 physicians from Bach Mai and its sister provincial hospitals to the Vietnam-America Cardiac Ultrasound Symposium.

every day about ‘How can we get this running?’ ” Song was instrumental not only in making the connections that put the ultrasound equipment in the hands of workers on the ground, Corliss said, but also in helping coordinate the details of the ASEF symposium. Song helped with final arrangements, that included setting up a meeting room, technical programming for presenters, and coordinating meals for 150 attendees on a full-day conference of case reviews.

“It’s amazing the stuff behind the scenes that’s required, but it was all made invisible to the final participants,” Corliss said. “Now we WWW.MEDICALDEALER.COM

can smile because it all worked.”

Throughout the length of just a few days in Vietnam, ASEF professionals and volunteers screened 279 local people using Mindray mobile cardiac ultrasound devices in an area where the medical infrastructure mostly comprises small, rural clinics.

That’s in excess of an original goal of 200225, Corliss said, and some of those diagnoses resulted in the immediate hospitalization of some patients or referral to local resources for management of chronic conditions.

“The number of people that were able to participate exceeded

even our plans, which were laid out based on the amount of equipment we had and the amount of hours in a day,” Corliss said.

In addition to screening and patient case reviews, the conference helped train local professionals and health care technicians to implement a program that could continue the screenings after the medical missionaries left. Six of the seven $45,000 units that Mindray sent for the task came home with the experts that operated them on the trip; the seventh remained in Vietnam to carry on in their absence.

“We left a product behind that they had

been fully trained on, that they had had the opportunity to use, that would allow them to continue the program,” Corliss said.

ASEF CEO Robin Wiegerink said in a prepared statement that the Mindray devices “contributed greatly to the success of our efforts in Hanoi … and will greatly help medical care after the ASEF mission ends.”

“As Mindray's global influence increases, we are also taking more responsibility in supporting local health care improvement wherever we are,” Song added.

To that end, Corliss pointed out that the company managed a similar program in AppaMEDICALDEALER 81

SLICE OF LIFE_Pay It Forward

Mindray Vietnam GM William Song's work behind the scenes helped make the ASEF Symposium a success.

lachia a few years ago to help provide necessary scans for less fortunate Americans. The program helped “people who did not have health insurance, who maybe had not seen a doctor in 10 years,” he said.

“It’s scary and heartwarming mixed together when you see the line of people intensely appreciative of having the opportunity to have an examination that could maybe save their lives,” Corliss said.

The manufacturers behind the devices are “so frequently a little bit removed, sadly at times,” from their hands-on applications in the field, Corliss said; participating in medical missions like the one to Vietnam helps people who don’t 82 MEDICALDEALER | JANUARY 2016

“It’s scary and heartwarming mixed together when you see the line of people intensely appreciative of having the opportunity to have an examination that could maybe save their lives.” work at the bedside to connect the dots.

“We produce equipment that is used by clinicians,” he said. “We interface with clinicians.

For a variety of reasons, we’re not usually there when they deliver care.

We don’t really see the

products in use.”

“What struck our team was the incredible level of interest in the people of Vietnam in this program,” Corliss said. “It’s always about the smiles on people’s faces and the ability in their rural communities

to have this level of care provided. It’s something, that to us, we’re proud of it.”

“We left behind people who are trained to run the program going forward,” he added. “I think that’s what makes us all smile a bit.”

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MEDICALDEALER 83

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SLICE OF LIFE_Off The Clock

Staff Report

COMPETITIVE ENERGY DRIVES RAY-PAC FOUNDER

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fter retiring from Varian in 2012 and pulling the ripcord on the corporate work week, Robert Hibdon found that he could not seem to slow down. To pass the time, he filled his hours with activities that fulfilled his innate drive for challenges and competition. As Ralph Ranson said: “Before the reward there must be labor. You plant before you harvest.”

By utilizing his laser-like focus on the racetrack, in the open seas, and at the shooting range, Hibdon soon discovered that the success he had enjoyed in the business world was coming his way in recreational activities.

“Any sport I participate in, I play to win, and I would put a limitless amount of effort into being the best,” Hibdon discloses.

Hibdon’s racing career began with vintage cars, a held over pursuit from his teenage years during which he rebuilt a 1951 Jaguar XK120 that he’d salvaged from a neighborhood garage and still drives to this very day. Decades after this vehicular initiation, Hibdon was speeding around tracks like Mid-Ohio, Watkins Glen and Road America.

“The Open-Wheel Formula 3 Series within the Sports Car Club of America (SCCA) series was a great hobby,” Hibdon says, “but I could only participate six times a year.”

Racing is as risky as you’d expect, too. After Hibdon wrecked (and subsequently rebuilt) his Lotus 23, 84 MEDICALDEALER | JANUARY 2016

he started to feel like it was time to hunt for a physically safer car.

“I had this terrible crash when the Lotus’ suspension broke, and I hit the wall and broke eight ribs,” Hibdon painfully recalls. “I started to want a safer competing experience, and so I got out of vintage racing and into newer, safer cars.”

Eventually, Hibdon shifted his focus from cars to sailboats. Unlike auto racing, which for Hibdon was largely a solo enterprise, sailing is a sport that requires a lot of organization and teamwork.

“When you go racing, you go to win,” he says. “So you have to try hard, which means you have to practice. It’s a lot like work: You

“ Any sport I participate in, I play to win, and I would put a limitless amount of effort into being the best.” organize it, you figure out what you’re doing wrong and you fix it. Then, if you’re lucky and good, you become a winner and everyone wants to beat you.”

“All other hobbies are just me against the world; sailing is an organizational thing,” Hibdon says.

Somewhere along the way,

Hibdon also picked up skeet shooting, which he believes involves as much mental fortitude as physical skill. Groups of five shooters hit the range with boxes of 25 shells in increasing smaller denominations, from 12- down to 410-gauge. Miss once and you’re out.

“It gets increasingly harder as you progress through your rounds because each round has less BBs to hit the target,” Hibdon says.

“The skeet targets are moving at 50 mph and sometimes coming from both directions. Your handeye coordination has to be not only fast, but also on target. You stand up there holding the gun, as soon as you see the flash of movement, you get in front of the ‘bird,’ and you pull the trigger.”

Competitive skeet shooting is subdivided into age brackets, and Hibdon found that he was able to best most of his peers by age 60. Nonetheless, he again ran into a wall. At the end of one tournament, it was a shoot-off for the win, and Hibdon found himself facing his hero, champion MEDICAL EQUIPMENT, PARTS & SERVICE

_Off the Clock

shooter Todd Bender. Hibdon missed on the very first shot. This taught Hibdon that concentration and focus are important in all ventures in life.

With that, or perhaps somewhere else along the way, Hibdon discovered that his hobbies had metamorphosed into work a mere three years into retirement. Whether behind the driver’s seat of a sports car, at the helm of a sailing vessel, or quite literally as the guy calling his own shots, Hibdon couldn’t seem to take his foot off the gas.

“I was possessed by being the very best at everything and, I had to win,” he says.

During and after the sale to Varian, Hibdon retained ownership of two of the buildings in which the company operated in North Charleston, South Carolina. In 2014, Varian notified him of its intention to downsize, and told him he could have the smaller of the two buildings back. Hibdon’s response was to WWW.MEDICALDEALER.COM

“I found that your personality doesn’t change after you retire. You just focus on something else. I’m happy to be back in the X-ray tube business which is something that I enjoy as much as a hobby.”

ask, “Why don’t you sell me the equipment and I’ll go back into the X-ray tube business?” That was the beginning of Ray-Pac, an X-ray tube remanufacturing firm developed to sell exclusively to X-ray dealers and independent service organizations.

Hibdon has temporarily set aside his race cars and shotguns, yet still sails and races weekly with his crew in the Charleston Harbor. According to Hibdon, sailing as a pursuit is the closest analogy to the workplace for its

requirements of team-building and a management skill set.

In the process of re-entering the world of business, Hibdon discovered that focusing all of that competitive energy on his commercial life has allowed him to enjoy his hobbies again.

“I found that your personality doesn’t change after you retire.

You just focus on something else,” Hibdon says. “I’m happy to be back in the X-ray tube business which is something that I enjoy as much as a hobby.”

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CATEGORICAL INDEX

ANESTHESIA Paragon Service…………………………………………… 25 APPRAISAL Valcon Partners, LTD…………………………………… 38 ASSOCIATIONS IAMERS…………………………………………………………… 63 AUCTION/LIQUIDATION Government Liquidation………………………………7 JD Imaging Corp.…………………………………………… 87 Shattuck, LLC………………………………………………… 19 BATTERIES AlphaSource Inc.…………………………………………… 53 Eastern Diagnostic Imaging……………………… 22 BIOMEDICAL Bayer Healthcare - MVS.…………………………………2 Biomedical Equipment Services LLC.………… 32 Conquest Imaging………………………………… 40, 48 Elite Biomedical Solutions………………………… 62 Global Medical Imaging……………………………… 14 InterMed Biomed………………………………………… 54 Maull Biomedical Training, LLC………………… 75 Retrieve Medical Equipment……………………… 83 CARDIOLOGY Bionet America, Inc.……………………………………… 32 RSTI Exchange……………………………………………… 75 Southeast Nuclear Electronics………………… 32 C-ARMS Eastern Diagnostic Imaging……………………… 22 CENTRIFUGES Ozark Biomedical………………………………………… 54 COMPUTED TOMOGRAPHY East Coast Medical Systems……………………… 79 Ed Sloan & Associates………………………………… 29 Exclusive Medical Solutions……………………… 39 German Electronics……………………………………… 56 International Medical Equipment & Service………………………………………………………… 10 KEI Medical Imaging Services…………………… 87 Metropolis International…………………………… 31 Mobilescan Imaging……………………………………… 19 Retrieve Medical Equipment……………………… 83 RSTI Exchange……………………………………………… 75 Technical Prospects……………………………………… 23 Tri-Imaging……………………………………………………… 69 88 MEDICALDEALER | JANUARY 2016

DIAGNOSTIC IMAGING Digirad Corp.………………………………………………… 87 Eastern Diagnostic Imaging……………………… 22 First Call Parts……………………………………………… 37 Multi Diagnostic Imaging Solutions…………BC ENDOSCOPY Endoscopy Specialists………………………………… 56 S.H. Medical Corporation…………………………… 61 GENERAL ALCO Sales and Service………………………………… 24 Biomedical Equipment Services LLC.………… 32 Eastern Diagnostic Imaging……………………… 22 Government Liquidation………………………………7 PartsSource…………………………………………………… 39 RSTI Exchange……………………………………………… 75 Shattuck, LLC………………………………………………… 19 Valcon Partners, LTD…………………………………… 38 IMAGING ICE/Imaging Community Exchange…………… 86 IMAGING/PARTS Ampronix……………………………………………………………6 Diagnostic Solutions…………………………………… 55 Eastern Diagnostic Imaging……………………… 22 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 79 PartsSource…………………………………………………… 39 Technical Prospects……………………………………… 23 Tri-Imaging……………………………………………………… 69 INFUSION THERAPY Elite Biomedical Solutions………………………… 62 LABORATORY Ozark Biomedical………………………………………… 54 LASER IMAGERS Multi Diagnostic Imaging Solutions…………BC MODULE/TELEMETRY Bio-Medical Equipment Service Co.…………… 55 MONITORS/CRTs Advanced Ultrasound Elec./AUE………………… 19 Ampronix……………………………………………………………6 Technical Prospects……………………………………… 23 MRI Carolina Medical Parts………………………………… 24 East Coast Medical Systems……………………… 79 Ed Sloan & Associates………………………………… 29

ENMET, LLC…………………………………………………… 87 Exclusive Medical Solutions……………………… 39 KEI Medical Imaging Services…………………… 87 Mobilescan Imaging……………………………………… 19 Retrieve Medical Equipment……………………… 83 RSTI Exchange……………………………………………… 75 NUCLEAR MEDICINE Digirad Corp.………………………………………………… 87 E.L. Parts, LLC………………………………………………… 78 Global Medical Imaging……………………………… 14 InterMed NucMed………………………………………… 79 International X-Ray Brokers……………………… 56 Northeast Electronic, Inc.………………………………9 RSTI Exchange……………………………………………… 75 Southeast Nuclear Electronics………………… 32 PATIENT MONITORING Bio-Medical Equipment Service Co.…………… 55 Bionet America, Inc.……………………………………… 32 ENMET, LLC…………………………………………………… 87 Gopher Medical, Inc.…………………………………… 79 Master Medical Equipment………………………… 38 Pacific Medical…………………………………………………5 PHANTOMS ATS Laboratories, Inc.…………………………………… 38 PROBES/PROBE REPAIR Conquest Imaging………………………………… 40, 48 Global Medical Imaging……………………………… 14 ONLINE RESOURCES ICE/Imaging Community Exchange…………… 86 MedWrench…………………………………………………… 83 RADIOLOGY Eastern Diagnostic Imaging……………………… 22 Engineering Services………………………………………4 ENMET, LLC…………………………………………………… 87 First Call Parts……………………………………………… 37 German Electronics……………………………………… 56 International X-Ray Brokers……………………… 56 InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 79 JD Imaging Corp.…………………………………………… 87 Maull Biomedical Training, LLC………………… 75 Metropolis International…………………………… 31 Multi Diagnostic Imaging Solutions…………BC Radon Medical LLC……………………………………… 78 RSTI Exchange……………………………………………… 75 Technical Prospects……………………………………… 23 Varian Medical Systems…………………………………3 MEDICAL EQUIPMENT, PARTS & SERVICE

Categorical Index

RADIOLOGY PARTS InterMed Ultrasound…………………………………… 28 InterMed NucMed………………………………………… 79 RECRUITING Adel-Lawrence Associates, Inc.………………… 87 REPAIR/REFURBISH Advanced Ultrasound Elec./AUE………………… 19 ALCO Sales and Service………………………………… 24 Ampronix……………………………………………………………6 Bio-Medical Equipment Service Co.…………… 55 Biomedical Equipment Services LLC.………… 32 Carolina Medical Parts………………………………… 24 Conquest Imaging………………………………… 40, 48 Digirad Corp.………………………………………………… 87 Eastern Diagnostic Imaging……………………… 22 Ed Sloan & Associates………………………………… 29 Elite Biomedical Solutions………………………… 62 Endoscopy Specialists………………………………… 56 Exclusive Medical Solutions……………………… 39 German Electronics……………………………………… 56 Global Medical Imaging……………………………… 14 International Medical Equipment & Service………………………………………………………… 10 KEI Medical Imaging Services…………………… 87 Master Medical Equipment………………………… 38 MTC/Medical Technologies Co.…………………… 78 Multi Diagnostic Imaging Solutions…………BC MW Imaging……………………………………………… 70-73 Northeast Electronic, Inc.………………………………9 Pacific Medical…………………………………………………5 Radon Medical LLC……………………………………… 78 Southeast Nuclear Electronics………………… 32 Summit Imaging.………………………………………… IBC Trisonics………………………………………………………… 28 REPLACEMENT PARTS Advanced Ultrasound Elec./AUE………………… 19 ALCO Sales and Service………………………………… 24 AlphaSource Inc.…………………………………………… 53 Carolina Medical Parts………………………………… 24 Classic Diagnostic Imaging………………………… 62 Conquest Imaging………………………………… 40, 48 Diagnostic Solutions…………………………………… 55 Digirad Corp.………………………………………………… 87 E.L. Parts, LLC………………………………………………… 78 Ed Sloan & Associates………………………………… 29 Elite Biomedical Solutions………………………… 62 First Call Parts……………………………………………… 37 Global Medical Imaging……………………………… 14 Government Liquidation………………………………7 WWW.MEDICALDEALER.COM

International Medical Equipment & Service………………………………………………………… 10 KEI Medical Imaging Services…………………… 87 Master Medical Equipment………………………… 38 MTC/Medical Technologies Co.…………………… 78 Multi Diagnostic Imaging Solutions…………BC Ozark Biomedical………………………………………… 54 PartsSource…………………………………………………… 39 Radon Medical LLC……………………………………… 78 Southeast Nuclear Electronics………………… 32 Summit Imaging.………………………………………… IBC Technical Prospects……………………………………… 23 Trisonics………………………………………………………… 28 Varian Medical Systems…………………………………3 RESPIRATORY ENMET, LLC…………………………………………………… 87 STERILIZERS ENMET, LLC…………………………………………………… 87 Government Liquidation………………………………7 InterMed Biomed………………………………………… 54 SURGICAL Eastern Diagnostic Imaging……………………… 22 Endoscopy Specialists………………………………… 56 International Medical Equipment & Service………………………………………………………… 10 S.H. Medical Corporation…………………………… 61 SURPLUS MEDICAL Government Liquidation………………………………7 TEST EQUIPMENT TUBES/BULBS Dunlee……………………………………………………………… 13 German Electronics……………………………………… 56 Government Liquidation………………………………7 International Medical Equipment & Service………………………………………………………… 10 Ray-Pac…………………………………………………………… 23 Technical Prospects……………………………………… 23

InterMed Ultrasound…………………………………… 28 Mobilescan Imaging……………………………………… 19 MW Imaging……………………………………………… 70-73 Retrieve Medical Equipment……………………… 83 Summit Imaging.………………………………………… IBC Trisonics………………………………………………………… 28 ULTRASOUND PARTS Advanced Ultrasound Elec./AUE………………… 19 Conquest Imaging………………………………… 40, 48 Global Medical Imaging……………………………… 14 InterMed Ultrasound…………………………………… 28 VCR REPAIR/SERVICES Advanced Ultrasound Elec./AUE………………… 19 Conquest Imaging………………………………… 40, 48 VENTILATORS Government Liquidation………………………………7 VIDEO Endoscopy Specialists………………………………… 56 Multi Diagnostic Imaging Solutions…………BC X-RAY Classic Diagnostic Imaging………………………… 62 Diagnostic Solutions…………………………………… 55 Eastern Diagnostic Imaging……………………… 22 Engineering Services………………………………………4 Exclusive Medical Solutions……………………… 39 German Electronics……………………………………… 56 Government Liquidation………………………………7 Ray-Pac…………………………………………………………… 23 Retrieve Medical Equipment……………………… 83 Tri-Imaging……………………………………………………… 69 X-RAY PARTS Technical Prospects……………………………………… 23

ULTRASOUND Advanced Ultrasound Elec./AUE………………… 19 AlphaSource Inc.…………………………………………… 53 ATS Laboratories, Inc.…………………………………… 38 Bayer Healthcare - MVS.…………………………………2 Conquest Imaging………………………………… 40, 48 Diagnostic Solutions…………………………………… 55 Endoscopy Specialists………………………………… 56 Exclusive Medical Solutions……………………… 39 MEDICALDEALER 89

ALPHABETICAL INDEX

Adel-Lawrence Associates, Inc.………………… 87 Advanced Ultrasound Elec./AUE ……………… 19 ALCO Sales and Service ……………………………… 24 AlphaSource Inc. ………………………………………… 53 Ampronix …………………………………………………………6 ATS Laboratories, Inc. ………………………………… 38 Bayer Healthcare - MVS. ………………………………2 BC Technical, Inc. ……………………………………………8 Bio-Medical Equipment Service Co.………… 55 Biomedical Equipment Services LLC.……… 32 Bionet America, Inc. …………………………………… 32 Bulb Direct Holding, Inc. …………………………… 55 Carolina Medical Parts ……………………………… 24 Classic Diagnostic Imaging ……………………… 62 Conquest Imaging ……………………………… 40, 48 Diagnostic Solutions ………………………………… 55 Digirad Corp.………………………………………………… 87 Dunlee…………………………………………………………… 13 E.L. Parts, LLC ……………………………………………… 78 East Coast Medical Systems …………………… 79 Eastern Diagnostic Imaging …………………… 22 Ed Sloan & Associates ……………………………… 29 Elite Biomedical Solutions ……………………… 62

Endoscopy Specialists ……………………………… 56 Engineering Services ……………………………………4 ENMET, LLC ………………………………………………… 87 Exclusive Medical Solutions …………………… 39 First Call Parts …………………………………………… 37 German Electronics …………………………………… 56 Global Medical Imaging …………………………… 14 Gopher Medical, Inc. ………………………………… 79 Government Liquidation ……………………………7 IAMERS ………………………………………………………… 63 ICE/Imaging Community Exchange ………… 86 InterMed Ultrasound ………………………………… 28 InterMed NucMed ……………………………………… 79 InterMed Biomed ……………………………………… 54 International Medical Equipment & Service ……………………………………………………… 10 International X-Ray Brokers …………………… 56 JD Imaging Corp. ………………………………………… 87 KEI Medical Imaging Services ………………… 87 Master Medical Equipment ……………………… 38 Maull Biomedical Training, LLC ……………… 75 MedWrench ………………………………………………… 83 Metropolis International ………………………… 31

Mobilescan Imaging …………………………………… 19 MTC/Medical Technologies Co. ………………… 78 Multi Diagnostic Imaging Solutions ………BC MW Imaging …………………………………………… 70-73 Northeast Electronic, Inc. ……………………………9 Ozark Biomedical ……………………………………… 54 Pacific Medical ………………………………………………5 Paragon Service ………………………………………… 25 PartsSource ………………………………………………… 39 Radon Medical LLC …………………………………… 78 Ray-Pac ………………………………………………………… 23 Retrieve Medical Equipment …………………… 83 RSTI Exchange …………………………………………… 75 S.H. Medical Corporation ………………………… 61 Shattuck, LLC ……………………………………………… 19 Southeast Nuclear Electronics………………… 32 Summit Imaging. ……………………………………… IBC Technical Prospects …………………………………… 23 Tri-Imaging …………………………………………………… 69 Trisonics ……………………………………………………… 28 Valcon Partners, LTD ………………………………… 38 Varian Medical Systems ………………………………3

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MEDICAL EQUIPMENT, PARTS & SERVICE

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WHY BUY GE PARTS THROUGH MULTI?

On August 1st, Multi and GE initiated a relationship that has enormous benefits for our industry customers. We have become your dedicated imaging specialist and first phone call for GE parts.

FEATURING THE FULL LINE OF GE IMAGING AND NON - IMAGING PARTS Imaging, Anesthesia, Monitoring, Maternal Infant Care, Diagnostic Cardiology

SPECIAL PRICING AND EXCLUSIVE DISCOUNTS Direct customer benefits

6AM - 5PM PST ORDERING AND SUPPORT Same level of service, delivery and support available nationwide

CUSTOMIZED ORDERING FOR INVENTORY DEMAND FORECASTING Personalized planning to ensure stock availability, low cost, and superior customer service.

OEM PARTS ID AND SUPPORT Reduced confusion and ordering mistakes

We’re excited to demonstrate the benefits of this relationship that you are now able to experience. Multi and GE have teamed up to make your life easier.

GIVE US A CALL! M ulti® Inc .

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MEDICAL EQUIPMENT, PARTS & SERVICE