The 2007 situation from the grass-roots level

C-arms were one of the least expensive imaging devices in the ISO market, but because of the OEC situation, there has been a run on the new and used C-arm equipment. Prices are up across the board for equipment and parts, causing positive and negatives effects for third party vendors.

We asked a number of C-arm-dependent ISOs how the OEC situation affected their business in 2007.

Huestis Medical, Taunton, MA is a re-manufactured GE/OEC 9000, 9400 and 9600 C-arms, and sells throughout the U.S. and worldwide. According to Dan Bond, Sales Coordinator, Huestis Medical had a good year in 2007, and is looking forward to a banner year during 2008. As far as economic factors go, Bond states that imaging standards and reimbursement rates are two prime factors that influence the demand for re-manufactured equipment. "As these factors change, so will the future of the re-manufacturing business," says Bond. The company provides a 12-month warranty on all parts except glassware, and used image intensifiers have a 24-month, non-prorated warranty.

Med Imaging Systems, Inc. of Bartlett, TN, sells and services all OEM C-arms - but primarily OEC. Ward Huddleston, CEO, says Med Imaging did extremely well in 2007 and Huddleston is expecting modest growth for 2008. "We believe our company will continue to prosper, since we provide service on all modalities and digital systems," states Huddleston. 'I feel, however, that some ISOs will be forced out of business over time."

Adapting and adjusting

Dan Edwards, Director of Sales and Marketing, Image Diagnostics, Inc, Sterling, MA - a manufacturer of specialized tables for mobile C-arms - states that GE/OEC has been a distributor of IDI tables for many years and was one of its largest customers. "With the stoppage of GE/OEC C-arm shipments, there was a corresponding drop in C-arm table activity that had a significant impact on IDI's business in 2007," notes Edwards. He does see a bright side, however, because he notes, "The GE/OEC situation caused us to step back and take a serious look at our market, our distribution and our path to business growth." Since mid-2007, IDI has significantly expanded its distribution through other C-arm sales organizations and has put much more emphasis on new product development.

Russ Surratt, President of Bighorn Biomedical in Pine Haven, WY, feels that OEC is about to swing the doors wide open after being in the penalty box for a while. "I believe that GE/OEC customers are loyal and are either waiting for back orders, or ready to resume 'business as usual' with OEC -- once the okay is given," says Surratt. He notes that Bighorn has met its customers' needs with an extraordinarily large inventory of refurbished equipment that is sold to customers worldwide. Bighorn specializes in and carries a full line of refurbished OEC products.

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