ADC, UDD “imagine the possibilities”
American Dental Cooperative (ADC) and United Dental Dealers distributors took part in the NDC International Exhibition, which for the first time combined its medical divisions together with its dental divisions. The recent meeting, Imagine the Possibilities, was held at Disney’s Coronado Springs Resort in Lake Buena Vista, Fla.
The meeting began with Senator William Frist, MD, delivering the keynote presentation on healthcare reform to a packed house of more than 1,200 attendees. Educational breakout sessions addressed various business topics including marketing, sales, operations, and technology. On Tuesday, more than 60 manufacturers exhibited on the trade show floor, while also having face-to-face strategic meetings with distributors. The Awards banquet was held Tuesday evening and the following distributors were recognized for their growth and achievements:
ADC Distributors
UDD Distributors
- Spirit Award recipient — Harry Ketarpal, Am-Touch Dental, Valencia, Calif.
- Warehouse Performance Award — Tiger Supply Inc., Farmingdale, N.Y.
- Pro Advantage Performance Award — Northeast Dental & Medical Supplies Inc., Rochester, N.Y. (pictured at right)
- Advertising Excellence Award — Popp Dental Supply LLC, Greendale, Wisc.
Dental Vendors
- Dental Vendor of the Year Award — Royal Dental Group
- Quala Vendor of the Year Award — Preventech
- Dental Warehouse Vendor of the Year Award — Septodont, Inc. (pictured at right)
ADC represents 30 dental distributors in the United States and Canada, and is a division of National Distribution & Contracting, Inc.
Vigodent move strengthens COLTENE
COLTENE Holding AG has acquired the Brazilian company Vigodent in a two-step transaction. With this move, COLTENE strengthens its market position in the largest dental market of Latin America and expands its basis for future growth — especially in Emerging Markets — with direct access to Vigodent’s production capacities and its complementing product ranges.
The Brazilian company has served as a Coltène/Whaledent distribution partner for many years while specializing in its own manufacture of well-established restorative and prosthetic dental consumables. COLTENE agreed with the owner, who will continue to manage the rapidly growing company, that it will expand its stake in the company to 100 percent over the next two years.
Vigodent generates sales of approximately BRL 20 million (CHF 11 million) with around 170 employees in Rio de Janeiro.
“Our stake not only strengthens our market position in Brazil, it also provides us with a direct access to Vigodent’s production capacities and its complementary product lines in the areas of restorative and prosthetic dental consumables,” said Andreas Meldau, COLTENE’s chief executive officer.
Midmark closes Orchard Park facility
Midmark Corporation has relocated all production and support for its air, vacuum, and anesthesia product lines from its Orchard Park, N.Y., facility to its manufacturing facility in Versailles, Ohio.
“The current economic condition has negatively impacted Midmark, as it has many businesses,” stated Anne Eiting Klamar, president and chief executive officer of Midmark. “Unfortunately, we found ourselves with a manufacturing location in the United States that was substantially under capacity and was affecting our cost position and earnings.
“This was not an easy decision to make, but after careful consideration, we believe that it is the best thing to do for the long-term security of Midmark and its teammates. As a result of this decision, it is our commitment to partner with affected teammates to help them make a successful transition to other employment opportunities.”
The closing of the Orchard Park facility affected approximately 80 workers in the dental and veterinary divisions of Midmark.
Schein rep wins DentaCheques drawing
Henry Schein sales rep Terrence Powers was the lucky winner of a trip after his name was selected in the DentaCheques drawing during the California Dental Association’s Spring Session.
Powers, based in California, won a trip for two to the 2009 ADA Annual Session in Honolulu, Hawaii.
Revenue from the sales of DentaCheques are wisely invested in programs that provide direct care to elderly, disabled and medically compromised individuals in need of dental treatments. In 2008, more than 28,750 people were served and their treatment was valued at over $18 million thanks to the program.
The sales of DentaCheques books have seen a 176 percent increase so far this year from $563,816 in 2008 to $1,557,732 in 2009. This significant increase in sales will enable the program to help more people in need this year.
BIOMET 3i expands into Asian markets
BIOMET 3i has established direct operations to serve the Japanese and Korean markets.
The growing importance of the Japanese and Korean markets in the global dental implant market, together with Biomet 3i’s desire to focus more on the Asian market in general, led to the decision to establish direct operations in these two regions. These new offices will operate under the leadership of Ulf Sewerin, BIOMET 3i’s Business Area Director for Asia-Pacific operations.
Grand openings cap DENTSPLY’s big day
As part of the recent DENTSPLY 110-year anniversary celebration, DENTSPLY Prosthetics commemorated the corporate anniversary with festivities, including two new milestones for the West College Avenue facility — the grand openings of the Compartis® USA milling center (below) and the Prosthetics Museum.
Compartis USA is a centralized milling center that offers CAD/CAM outsourcing services to dental laboratory customers. The state-of-the art facility was recently added for expansion into this rapidly growing, high-technology platform.
The DENTSPLY Prosthetics Museum (above)showcases DENTSPLY Trubyte artifacts and memorializes the division’s rich history (1907-present) through educational and interactive displays. The museum will be open to employees, as well as customers and guests by invitation.
IDEM Singapore 2010 granted status
The U.S. Department of Commerce’s U.S. Commercial Service has granted Trade Fair Certification status to IDEM Singapore 2010, to take place at the Suntec Singapore International Convention & Exhibition Center, April 16-18, 2010.
“The Trade Fair Certification Program is an excellent example of the collaborative efforts of the U.S. government and private sector trade show organizers,” said Michael Thompson, who directs the program for the U.S. Commercial Service. “Together, we are working to broaden the customer base of U.S. exporters by introducing them to key trade fairs where they can meet their export objectives.”
The U.S. Commercial Service helps U.S. businesses export by working with them to establish international business relationships. The agency’s global network includes locations in more than 100 U.S. offices and in American embassies and consulates in nearly 80 countries. For more information on the U.S. Commercial Service, visit www.export.gov.
U.S. companies interested in exhibiting at this event should contact Silke Eidam at [email protected] or by calling (773) 326-9929.
MCC, PSA ink agreement
MCC Modular and Custom Cabinets Ltd. (MCC) has strengthened its North American sales channel by signing a sales agreement with Professional Sales Associates (PSA) of Louisville, Colo. Through the agreement, PSA will serve as the exclusive sales group for MCC cabinets in the U.S. and western and eastern Canada. MCC manufactures dental cabinet delivery systems that are sold through distributors in the North American market.
“This exciting new alliance offers us a significant opportunity to grow and strengthen our distributor business,” said Wayne Lebeau, president of MCC.
MCC was established in 1969 and is based in Maple, Ontario, Canada.
Whip Mix celebrates 90 years
Whip Mix Corporation is celebrating 90 years of serving the dental community. To celebrate this occasion, Whip Mix is creating a 90th-year memory album by collecting stories from customers that illustrate how Whip Mix products have helped them and their business. Each month, one story will be featured and $90 will be donated in their name to a charity of their choice.
If your customer (or you) would like to share a story, please visit www.whipmix.com and click on the 90th year icon.
Lambeau hosts DHP Blue Sky Members
Dental Health Products, Inc. Blue Sky Members recently gathered at Lambeau Field for a day of festivities and celebration in honor of their outstanding sales achievements. This annual event recognizes DHPI account executives achieving sales of $1 million or greater within the year. It is a day-long celebration starting with breakfast, then awards ceremony, lunch, roundtable discussions, guest speakers, activities, and finally ending with cocktails and dinner.
This year’s keynote speaker was LeRoy Butler of the Green Bay Packers. Not only did Butler provide an inspirational message to attendees, he also brought copies of his book, “The LeRoy Butler Story… From Wheelchair to the Lambeau Leap,” and signed individual copies for the entire Blue Sky Group.
Ultradent earns safety award
Ultradent Products, Inc. was recently honored with the 2009 Charles A. Caine Award for Workplace Safety at a reception hosted by the Workers Compensation Fund. Nominated because of its outstanding safety practices, Ultradent is among 12 companies out of 24,000 in Utah to receive this distinction.
Ultradent credits its low experience modifier rating (.76) to the company’s safety philosophy of “zero accidents.” For the past 10 years, David Nuttall, Ultradent’s safety and security manager, has worked towards this objective by decreasing the number of reported injuries through various measures including an onsite first aid room to evaluate injuries, a first-aid response team which consist of employees trained to address medical emergencies, and a strong company-wide safety mindset.
Benco acquires Dynamic Dental Solutions
Benco Dental has acquired Dynamic Dental Solutions.Headquartered in Pryor, Okla., Dynamic Dental is a national direct marketer and distributor of dental supplies and equipment. Specializing in more than just supplies and equipment, Dynamic Dental also provides web design, office design, computer networking, and financial services. The Pryor branch will play host to a new region, servicing a market consisting of Oklahoma, Northwest Arkansas, and Southern Kansas.
“The acquisition of Dynamic Dental Supply fits perfectly with our business development strategy of seeking out like-minded companies who are intensely customer focused, and combining their strengths with our wide breadth of services and inherent efficiencies,” said Chuck Cohen, president of Benco.
Dynamic Dental and its president, Skip Pettus, have been servicing the Oklahoma area for five years. Pettus will be retained by Benco as part of its management team, while his sales and service team, with more than 65 years of combined experience, will remain in their positions with Benco.
Dynamic Dental marks the sixth such acquisition by Benco in the past year, strengthening the company’s presence throughout the United States.
Milestone refines international strategy
Milestone Scientific Inc. is refining its marketing strategy to gain greater access to and penetration of the international dental markets for the STA Single Tooth Anesthesia System™ (STA System), CompuDent®, and related disposable handpieces.
The new sales strategy, led by Milestone chairman and interim chief executive officer Leonard Osser, will focus on increasing hands-on oversight and support of Milestone’s existing international distribution network, while also attracting new distributors throughout Europe, Asia, and South America.
To assist in this endeavor, Milestone welcomes Shaul Koren, founder and chief executive officer of Istrodent Pty Ltd AB and one of Milestone’s strongest marketing allies outside of the U.S., as its new international sales director. Koren will help manage product sales for the company in all non-domestic markets worldwide.
“Our 10-year relationship with Shaul has proven to be highly beneficial for Milestone,” noted Osser. “In many cases, it has been through his introduction to leading distributors and industry influencers in key international regions that has helped our company to promote awareness and adoption of Milestone’s growing portfolio of C-CLAD (Computer-Controlled Local Anesthesia Delivery) solutions by dental professionals around the world.”
Ultradent celebrates 30 years
Ultradent Products, Inc., recently hosted its 30-year anniversary in South Jordan, Utah. Representatives from Ultradent’s subsidiary and distributor offices joined for a county fair-style celebration complete with a canned food drive for the Utah Food Bank, carnival games, craft fair, and 5k run. Proceeds from the events, more than $2,000, were donated to Volunteers of America (on behalf of the late Lorin Fischer).
When Ultradent opened its doors 30 years ago, it managed and operated by family members in the basement of founder Dr. Dan Fischer’s home. Today, this Utah-based dental products manufacturer employs more than 800 individuals and provides products to dentists in 100 countries around the world.
Schein, Dentatus ink international pact
Henry Schein, Inc., and Dentatus have announced a five-year agreement establishing Henry Schein as the exclusive distributor of the Dentatus Atlas narrow body implant system in North America, Australia, and New Zealand. Through this agreement, Henry Schein will now be able to offer dental practitioners the full breadth of dental implants.
“In this important and growing market, the Dentatus Atlas system stands apart and is distinctly different from other systems, with clear benefits that shorten healing time and increase patient comfort,” said Stanley Bergman, chairman and chief executive officer of Henry Schein.
Midmark honored again for health
Outstanding progress with a prevention-based healthcare program that encourages employee health and reduces medical costs has once again led Midmark Corporation to be honored as one of the “Healthiest Companies in America” for 2008. This is the second year in a row Midmark has won the award. The award was presented to Midmark by Interactive Health Solutions (IHS), Arlington Heights, Ill. IHS is the leading, national provider of turnkey population health management programs.
“As a company in the healthcare industry lead by a physician, Dr. Anne Eiting Klamar, having engaged, healthy teammates is one of our core company values,” says Sharyl Gardner, CAO for Midmark. “Midmark is proud of it’s teammates who have taken the initiative to get healthier and help us earn the Healthiest Companies in America recognition again this year.”
IHS evaluated more than 2,000 participating companies, selecting 103 Healthiest Companies in America winners for 2008 using its proprietary metric, called the “Interactive Health Index” (IHI). The IHI assesses individual health via indicators of heart disease, diabetes, smoking and other risk factors that are, at least in part, controllable by the individual. A cumulative IHI score is then calculated for each company as a whole. Awards are presented in two categories: 1) Most Improved IHI Score (2007 vs. 2008); 2) Healthiest Company (based on total 2008 IHI score).
3M ESPE honored in Europe
The Great Place to Work® Institute recently published its 2009 list of Best Workplaces in Europe, naming 3M ESPE and 3M Deutschland GmbH in its rankings of outstanding employers. The companies earned 6th place on the overall list of Best Large Workplaces in Europe, with 3M Deutschland GmbH and 3M ESPE AG ranked in 3rd and 5th places, respectively, in their category of 501 to 5,000 employees. More than 1,350 companies participated in this year’s competition, which uses employee surveys to recognize workplaces where employees “trust the people they work for, have pride in what they do, and enjoy the people they work with.”
“This recognition is a gratifying acknowledgment of our efforts to hire outstanding people and create a rewarding environment in which they can build careers,” said Thomas Boekenkamp, General Manager of the 3M ESPE Seefeld, Germany site.
The Best Workplaces in Europe rankings are based on 16 national studies conducted throughout Europe. Each country’s study uses the same methodology, and the European List is compiled with the same criteria as the national rankings. The Great Place to Work Institute examines the relationships between employees and management, their jobs and companies, and inter-employee relationships to determine the quality of workplaces.
New chapter opening for Benco soon
Benco Dental has announced plans to open an industry-leading, state-of-the-art headquarters and distribution center in Jenkins Township, Pa.
“We will have all functional departments under one roof, which will increase both productivity and communication between departments for over 400 associates,” said Lou Mangino, Benco’s vice president of operations.
Located in the CenterPoint Commerce and Trade Park in Jenkins Township, Benco Dental’s new facility will combine two locations currently housing the company’s headquarters, main distribution center, as well as secondary warehouse into more than 272,000 square feet of office and warehouse space. With easy access to five major highways and the Wilkes-Barre/Scranton International Airport, CenterPoint is a key logistic for customer access and shipping.
As part of the expansion, Benco Dental will now offer the largest equipment showroom in North America, with 24 fully equipped operatories of dental equipment from all major manufacturers.
Charity event helps honor Cronin
BIOMET 3i recently hosted the first-ever Neil Cronin Memorial Build-A-Bike event as a part of 2009 North American sales meeting held at the Hyatt Tamaya Resort and Spa in Santa Ana Pueblo, N.M.
The event was held in remembrance of Neil Cronin, a 32 year old BIOMET 3i Sales Representative, who passed away suddenly in February of a brain aneurysm. To honor Cronin’s memory, 169 BIOMET 3i team members participated in a charity Build-A-Bike Event for children who participate in the E. Rene’ Clark Boys and Girls Club which serves the Albuquerque and Rio Rancho area. In a little more than three hours, the BIOMET 3i Team Members built 20 bicycles that were then presented to 18 children who were in attendance.
Shofu enters strategic alliance
Shofu has initiated a business and capital alliance with Mitsui Chemicals, Inc. and Sun Medical Co., Ltd. Mitsui, as a multi-billion dollar manufacturer of raw materials, has a strong core competency in materials development and is engaged in the dental materials business through its subsidiary, Sun Medical.
With a joint task force, Shofu, Mitsui, and Sun Medical plan to promote the development of new products in the dental field, optimize manufacturing technology, explore new advancements in materials technology, and enhance chemical products currently in development.
D4D, Schein announce Takeout Program
D4D Technologies and Henry Schein Dental have launched a national E4D Takeout™ Program, offering dental professionals an exclusive experience with the E4D Dentist System. Participants are encouraged to bring one of their own models to a one-on-one consultation with a Henry Schein CAD/CAM Specialist. At the appointment — either at a trade show, a local Henry Schein Center, or at the Henry Schein Center for Digital Dentistry in Dallas — participants are able to scan their model to create a 3D image of their case. After designing their restoration, the design is sent to the E4D Milling Center, where the restoration is fabricated. The finished restoration is the participant’s complimentary gift to take with them that they can clinically evaluate in their own patient.
“This program is unique because it allows the participant to not only experience the benefits of the E4D Dentist System risk-free, but they will be able to take the completed restoration home with them that day to seat in one of their own patients,” said Dr. Gary Severance, vice president of marketing and clinical affairs at D4D Technologies.
Zila to merge with Tolmar Holding, Inc.
Zila, Inc. has entered into a definitive merger agreement with Tolmar Holding, Inc., a privately held, pharmaceutical research, development, manufacturing, and commercial operations company. Under terms of the agreement, Tolmar will acquire all of the outstanding shares of Zila for a cash purchase price of $0.38 per share, representing an approximate premium of 18% over the closing price of Zila’s shares on June 24, 2009. Total consideration paid by Tolmar includes the purchase of Zila’s existing $12 million senior secured convertible debt at a discount.
David Bethune, Zila’s chairman and chief executive officer, stated, “We are fortunate to have entered into this merger agreement with Tolmar, given Zila’s current financial condition and our inability to access the financial markets. This merger will provide the resources and platform for Zila’s dedicated employees to realize the true worldwide potential of Zila’s oral cancer screening and periodontal products.”
Upon the completion of the proposed merger, Zila will no longer be a publicly traded company.
Sybron Dental Specialties acquires Axis
Sybron Dental Specialties, Inc., has announced the addition of the Axis Dental brands to its corporate portfolio through the purchase of all the outstanding stock of Axis Corporation.
Daniel Even, president of Sybron Dental Specialties, said, “We are very enthusiastic about adding the Axis Dental brands to our family of companies. Beyond a market-leading position in rotary instruments, the acquisition enhances our talent funnel with the addition of the Axis associates.”
“My colleague Wayne Brown and I are thrilled to join a superb organization like Sybron Dental Specialties,” added Perry Lowe, president of Axis Dental. “Our shared culture and values will result in tremendous opportunities for our employees, customers, dealer partners, and suppliers. This acquisition will support our vision of becoming the number one rotary instrument company in the world.”
Even went on to say that Lowe and Brown and the Axis team have built a terrific company, often setting the benchmark for dealer relations. “We could not be more pleased,” he said.
Axis Dental will continue to operate out of Coppell, Texas, as a standalone rotary division within the SDS Dental Consumables platform. Axis customers will continue to secure products through their preferred source.
X-Pod debuts at MyRay sales meeting
MyRay, the digital imaging unit of Cefla Dental Group America, recently held its first national sales meeting. The MyRay management team from Charlotte, N.C., and headquarters in Italy gathered with 16 reps near Chicago O’Hare airport to celebrate the launch of the company’s X-pod sensor with handheld touch screen and to experience the company’s cone beam CT imager SkyView hands-on.
One highlight was the revealing of MyRay’s new handheld digital x-ray sensor with touch screen, X-pod. Reps complimented on the design and functionality of X-pod and received units for demonstration in their local territories.
Teaming up and giving back at
Patterson’s annual Leadership Summit
The annual Leadership Summit hosted by Patterson Dental earlier in the summer provides a forum for Patterson managers and manufacturers to discuss opportunities, challenges and priorities with peers across the country.
Throughout the three-day event, Patterson Dental President Scott Anderson emphasized the importance of the company’s strong relationships with manufacturer partners in bringing the greatest value to customers. The 2009 message was rooted in executing on differentiators with renewed focus and discipline — strongholds like building customer relationships, providing unparalleled local response in increasingly complex dental offices, introducing innovative technologies and taking care of customers in transitions to CAD/CAM, digital solutions and remodeled or new office space.
Anderson stated that the innovation business partners bring, along with the shared customer-focused, service-driven commitment shared by Patterson, drives greater value to the customer than ever. “Manufacturers are our partners for success, integral in engaging in and growing lasting relationships with customers,” he said.
The Leadership Summit also addressed the progress of growth strategies, including the popular and benefit-laden Patterson AdvantageSM customer loyalty program and the decision that enables all dental professionals to streamline their practice technology — free EagleSoft practice management software. “As the economy recovers, our customers and Patterson Dental are well-positioned for the upturn,” Anderson said.
In lieu of a Leadership Summit attendance fee, Patterson requests that donations be made to the National Foundation of Dentistry for the Handicapped (NFDH). Patterson came up with this idea for giving more than a decade ago and has made the solicitation on the Foundation’s behalf every subsequent year. NFDH President and CEO Dr. Larry Coffee said, “Patterson’s appeal in conjunction with the annual Leadership Summit has raised more than $1,000,000 for the NFDH, funds that have been leveraged into more than $15,000,000 in essential, even life-transforming dental therapies for many individuals uniquely challenged by disabling mental, physical and/or medical conditions. And the support raised from the Leadership Summit is just one of several ways by which Patterson enables the expansion and enhancement of the Foundation’s humanitarian direct-care programs.” Coffee added that with the Leadership Summit, there are no overhead costs associated with the solicitation, unlike special events such as dinners and golf tournaments that frequently raise more money for caterers than the cause for which the money is being raised.
Another charity supported by the Leadership Summit has been Christina’s Smile Dental Clinic — mobile facilities equipped with the newest technologies to help underserved children nationwide receive the dental care and preventive education they need. Christina’s Smile Founder/President Dr. Richard Garza said, “Through the years we have seen problems with these children escalate. With the help of friends like Patterson and their business partners, we are making a difference. This partnership created through the Leadership Summit continues to be instrumental in helping us carry out the mission of Christina’s Smile.”
The combined donations from Patterson and business partners were recently presented to the NFDH and Christina’s Smile. “These partnerships with our manufacturer partners — who stepped up to give generously and without hesitation — demonstrate our mutual commitment to work together as an industry to help provide underserved populations with access to much-needed dental care,” Anderson said. “It is our privilege to support the successful outreach and tireless efforts of effective, selfless organizations that are making a difference in the lives of so many.”
Blakeslee tabbed by DENTSPLY
Baltimore-based ad agency Blakeslee has been named agency of record for both DENTSPLY GAC International and Raintree Essix, two divisions within the orthodontic franchise of DENTSPLY International. Blakeslee will provide strategic counsel, full creative and production services as well as public relations across all communication platforms including print, collateral and online media.
FDI opens new headquarters
The new headquarters of the FDI World Dental Federation has opened in Geneva, Switzerland. A five-year renewable lease was taken on one floor of a 10-story office building within walking distance from Geneva Airport and approximately 4 kilometers from the city center on a direct bus route — also a similar distance from the headquarters of the World Health Organisation and United Nations.
The new contact information for FDI is …
FDI World Dental Federation
Tour de Cointrin
Avenue Louis Casai 84
Case Postale 3
1216 Cointrin – Genève
Switzerland
Phone: +41 22 560 81 50
Fax: +41 22 560 81 40
Esstech receives SHARP certification
Esstech, Inc. of Essington, Pa., has been awarded the SHARP certification (Safety & Health Achievement Recognition Program) through OSHA. This rating has been achieved by less than 40 other companies in Pennsylvania.
The certification required Esstech to undergo a series of inspections and interviews and also work with the Indiana University of Pennsylvania for OSHA consultation. The Safety and Health Achievement Recognition Program (SHARP) recognizes all employers who operate an exemplary safety and health management system.
Schein continues DVI support
Henry Schein, Inc., recently shipped pallets of dental supplies to Dental Volunteers for Israel (DVI) as part of the Company’s global social responsibility program, Henry Schein Cares. Henry Schein has supported DVI since 1993.
“Dental Volunteers for Israel is doing important work to enhance the access to healthcare of underserved children in Israel and we are pleased to have supported this work for 16 years,” said Stanley M. Bergman, chairman and chief executive officer for Henry Schein.
The Jerusalem-based DVI, the longest running clinic of its kind in Israel, provides free dental care to underserved children. Founded in 1980, this not-for-profit clinic has provided treatment to over 20,000 children over the past 29 years. Volunteer dentists from around the world, together with Israeli colleagues, perform 1,000 to 1,200 treatments each month. Over 100 children aged 5-18 in Jerusalem receive free care every day.
