Mini c-arms are also valuable in sports medicine: the Baltimore Ravens purchased a mini C-arm because it can be easily transported between the team's training camp and their playing field and can be used for quick diagnosis views of foot, ankle, knee and hand injuries.

OEM vs. ISO issues


The "turf wars" between OEMs and third-party service providers will never go away, but the good news is that competition gives every healthcare provider a choice. Many ISOs see the OEMs as not easy to work with, but those who have good relationships tend to say GE/OEC is usually the most third-party friendly in the C-arm arena. Many ISOs like to do business with Toshiba, even though it is still a small player in the C-arm field, because they don't have a second-hand program. Ted Huss, President of Medical Imaging Resources, Queen Creek, AZ, believes there will always be a role for ISOs because, "The OEMs will always be too expensive to cover the needs of the entire marketplace. Not every healthcare facility can afford the latest and greatest equipment," he asserted. "I view my role as that of an architect or orchestra leader who gets the best result through management of individual talents. I work at the grass-roots level and know who to trust, who is competent, and who is responsive to the client's needs. Look at used and refurbished systems as 'bridges' to the time when you can afford, and truly need, the most expensive stuff," he added.

Kenneth Saltrick, President of Engineering Services, KCS, Twinsburg, OH, said "As long as companies like mine can produce parts for the ISOs, the ISOs will remain and prosper. Remanufacturing cables or the fresh manufacture of cables will keep them alive. Repairs only last a finite amount of time."

As of August 30, 2006, Engineering Services became an FDA registered remanufacturer of high-end new and refurbished medical cables. One of the opportunities Saltrick sees now is to provide 9800 interconnect cables to the ISOs. "OEC, I believe, cannot manufacture right now," he observed, and that seems to true. "Our builds are less expensive, not cheaper," says Saltrick. "They are of the highest quality."

Remanufactured, refurbished, reconditioned

Darrel Kile, Account Manager Classic Diagnostic Imaging, Solon, OH, says his company prides itself on "taking a machine apart and replacing every critical component that needs replacement. When we're done, the system is virtually as good as new." He has these words of advice when purchasing a refurbished mobile C-arm. "Do more than just kick the tires. Take the covers off, look for signs of dust, hot spots on circuit boards, anything that looks like it was overlooked - and take phantoms shots," Kile advises. "You can't judge a C-arm by its cover; it takes more than fresh paint to refurbish a system," he added.

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