Roundtable: Ultrasound

Ultrasound systems continue to be a valuable medical technology. We asked industry experts about the latest advances in this medical imaging modality and how HTM departments can best manage and service them. The panel of experts is made up of Jim Carr, Director of Service and International Operations, Advanced Ultrasound Electronics (AUE); Bob Coyle, Director, Northeast Division, MW Imaging Inc.; Don Fletcher, Owner, InterMed Ultrasound Services Inc.; Nick Haralam, Senior Territory Manager, Trisonics; Tobin Taylor-Bhatia, Senior Director, Customer Services, Ultrasound, Philips Healthcare; Matt Tomory, Vice President of Sales, Conquest Imaging; and Christine Wright, Director Business Development, Axess Ultrasound.

Q: How can purchasers ensure they are making a wise investment in an ultrasound system?

CARR: Purchasing a used or refurbished system from a reputable company is the best way to maximize your investment. Ensure the systems you are considering meet your clinical needs, including any features such as DICOM or 3D that you may want to use in the near future. Carefully investigate the service options for the system and probes, and purchase a system that has alternate providers for parts and probes.

COYLE: Buy from a reputable dealer, don’t buy on price alone. Check references and talk to others who have purchased from the dealers that you are considering. Ensure that you will be supported after the system is delivered.

FLETCHER: Understand in detail what the user’s needs are, find out which make/models will meet those needs, determine if a used system will meet those needs or if the unit has to be new. Consult with multiple sellers of both new and used equipment, this will help you determine if additional questions need to be answered prior to making the purchase.

HARALAM: Purchasers should get the department requesting the unit involved, make sure the unit is the correct model type, has the options they need for their specific applications, and be sure the system is at a current software level. The buyer should also research the company they are buying from and ask what type of warranty they will receive and for how long. Ask the vendor for references from customers who have purchased equipment from them and request a brochure on the product you are considering for purchase.

TAYLOR-BHATIA: When purchasers look at making an investment in ultrasound, it is important that they consider the total cost of ownership. In addition to the upfront cost of the system, there are additional components purchasers should consider when comparing the value of an ultrasound system including reliability, services, warranty, education, and financing. Finding an ultrasound manufacturer partner will help ensure that they find the right solution to help ensure that they’re able to maximize return on investment.

TOMORY: Ensure the system meets all the current and potential future needs of the department(s) using it as upgrades can be very costly post-installation. Also, does the system have a proven track record for performance and reliability? Ask for a comprehensive list of customers, not just reference sites.

WRIGHT: Knowing what your clinical demands are is the most important factor in assuring each system will fit the need for purchase. Many look for all the bells and whistles and can overcomplicate the requirements resulting in an increase in workflows and potential decrease of diagnostic confidence. You should always ask two questions, 1. Will a new system improve patient throughput? 2. Do I realize additional revenue?