Discovery vice president builds low-cost sales

Discovery Technologies was due to begin shipments of its upgradedFilmFax teleradiology system last month, according to MichaelBolser, vice president of sales and marketing. Bolser was appointedto his post in August.

A veteran Acuson and ATL ultrasound salesman, Bolser has beenwith Discovery for nearly two years. His initial responsibilitiesas vice president include strengthening the firm's dealer network,he said.

Discovery laid off most of its direct salespeople in May asit veered away from expensive direct sales in an attempt to stanchlosses (SCAN 5/8/91). President Ralph J. Patitucci, a former GEexecutive, resigned shortly thereafter.

Despite delays in introducing the FilmFax upgrade, cost reductionsand a pickup in product demand has helped Discovery achieve profitability,Bolser said.

Parent HealthWatch of Broomfield, CO, reported a net loss of$2.9 million for fiscal 1991 (end-June) due to a $2.1 millioncharge related to past losses at Discovery.

Discovery is receiving support from HealthWatch, Bolser said.Acting president Alan Goldstone of HealthWatch is exploring waysto raise funds to back FilmFax and is seeking possible acquisitionsthat might help Discovery with related technology or radiologydistribution resources, Bolser said.

The new FilmFax system enables transmission of laser-digitizedand direct-captured (video frame-grabbed) images over as manyas four voice-grade phone lines, thus avoiding the need for expensivededicated data transmission lines, he said.

The 386-based PC platform displays a 1024 x 1280-pixel image,which can pan into a 2000 x 2000-pixel display using a mouse,he said.

Reductions in the price of microprocessor technology as wellas lower material and manufacturing costs are trimming the pricesof high-resolution teleradiology. A FilmFax system can be installedfor a five-member radiology group at a cost of about $50,000,Bolser said.

"Radiologists are taking a look at their productivity frommany different angles," he said. "While a group mightspend $250,000 in recurring costs per year to add a radiologist,it will cost significantly less on a one-time basis to providea laser-based communications system."

BRIEFLY NOTED:

• Frank Kyle was replaced as CEO of MedInc last month byPhilip K. Beauchamp, formerly president and CEO of Sarasota MemorialHospital in Sarasota, FL. Kyle will continue as a consultant tothe company.

Kyle was instrumental in the formation of the American ImagingAssociation during his tenure at the Nashville imaging centercompany. He served as the first president of that center's lobbyingorganization.

• Rudolf H. Schmitz joined Dornier's ultrasound subsidiaryAcoustic Imaging last month as director of marketing and strategicplanning. He has served in a variety of positions with DornierMedical Systems in Atlanta, most recently as general manager ofDornier's surgical laser division. In that role, he managed Dornier'sentrance into the medical laser business. The transfer withinDornier is part of a general restructuring of the German vendor'smedical business (see story, page one).

"We're excited about (Schmitz) joining our team,"said AI vice president of marketing and sales Ross Trimby. "Withhis extensive experience, AI will look at expanding existing marketsas well as identifying new market opportunities."

• Toshiba America Medical Systems of Tustin, CA, promotedGerald Daviess to director of the CT business unit. He will beresponsible for product development, promotion and pricing. Daviessjoined Toshiba two years ago as a CT product manager and was namedacting director of the department last year.