From the January 2012 issue of HealthCare Business News magazine


Ruth describes Managed Medical Imaging’s X-ray tubes and image intensifiers sales as being “somewhat strong,” although he adds that the business of other modalities has been better.

For Imaging Affiliates, a seller of X-ray tubes and image intensifiers, sales have been about the same as they were last year, according to Pardue. However, he says, “business is down about 40 percent from what it was, say, three years ago.”


David Ferguson, global product marketing manager for GE Healthcare’s surgery business, says the company’s X-ray tubes business seems to be experiencing growth that is in line with that of the market, due in part to procedure volume. “There’s a bigger need for imaging,” he says, which increases X-ray tubes and image intensifier sales as a result.

What to know before you buy
According to Probst, when customers are looking to purchase X-ray tubes from a third-party market, it is essential for them to find out the date of manufacture, install date and removal date in order to determine how long the product has been in use.

“For refurbished, obviously like in anything—whether you’re talking about buying a car or buying an image intensifier — [find out] where’s it been, how’s it been maintained and who you are buying from,” advises Ruth.

Kuehn mentions that people should not expect every company to offer the same level of quality. “I would just go with proven leaders and get referrals, from people who’ve actually used the product,” he says. “[Customers] should buy products that they have confidence in, that people are saying good things about.”

Pardue suggests that buyers keep their options open and shop around. “In a lot of cases, they can buy from an aftermarket for about half that price, and in some cases it’s the same tube,” he says. “They need to be aware that there are alternatives to the OEM.”

“Customers should buy a tube with enough power and thermal dissipation to handle the requirements of their system,” says Varian’s Hurlock. He also mentions that it is important for them to figure out the equipment’s total cost of ownership by asking the following questions before a purchase: “Is the X-ray tube adequate for the demands the system will make on it? Will the imager degrade over time? Is your supplier offering equipment that will meet your imaging requirements over the entire life cycle of the equipment?”

Extending equipment life
One of the most effective ways to prolong the life of X-ray equipment is by doing preventive maintenance at least once a year, which helps to “stop problems before they become problems,” says Ruth.

January 2012 Magazine

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