Trade News

Continuing its’ aggressive growth trend, Accu Bite Dental Supply, a leading provider of supplies, equipment, and services to the dental industry, has announced the relocation and substantial expansion of four branch office locations.

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Accu Bite Dental Supply adds locations

Continuing its’ aggressive growth trend, Accu Bite Dental Supply, a leading provider of supplies, equipment, and services to the dental industry, has announced the relocation and substantial expansion of four branch office locations.

The new branch offices are located in Roseville, Calif., serving the greater Sacramento and northern California area; Davie, Fla., serving both Fort Lauderdale and Miami; Tampa, Fla., covering the Tampa and St. Petersburg area; and Plymouth, Mich., covering greater Detroit.

“We are very excited about these expansions. Our new expanded branch offices provide us the opportunity to continue the rapid pace of growth in both sales volume and sales staff in these markets. We are proud to be in a position to make these investments for the benefit of both our customers and sales representatives,” said Jeff Wesley, president of Accu Bite Dental Supply. “With these newly expanded offices, we are able to provide the full complement of our value-added services, allowing the Accu Bite team to continue to develop their positive relationships with our customers.”

DENTSPLY International acquires two companies with orthodontic ties

DENTSPLY International has acquired Glenroe Technologies. Glenroe Technologies is a manufacturer of orthodontic accessory products including elastic force materials, specialty plastics, and intricate molded plastic parts, including NEOCLIPS, a new product used with DENTSPLY’s newly launched Interactive MYSTIQUE bracket (the world’s first low-friction translucent ceramic bracket). It is expected that this acquisition will add approximately $7-8 million to DENTSPLY’s annual sales.

Gary Kunkle, DENTSPLY’s chairman and chief executive officer, stated, “This not only adds attractive new products to our arsenal within the orthodontic market, but provides us with new technology to expand upon. We believe our new offerings within the orthodontic market will continue our recent successes in this expanding market.”

DENTSPLY International has also acquired the orthodontic products business of Raintree Essix. Raintree Essix is the brand leader for specialty plastic sheets used in retainers and in Minor Tooth Movement (MTM) orthodontic treatment, as well as other accessories for the orthodontic market. It is expected that this acquisition will add approximately $7-8 million to DENTSPLY’s annual sales.

“We are excited to have the Raintree Essix team join DENTSPLY,” Kunkle said. “This acquisition complements our current orthodontic offerings and has some exciting technology that we look forward to bringing to the orthodontic market in the future. Raintree Essix’s current brands are well-established and we are optimistic that our combined strength will allow for additional market penetration.”

Holt Dental Supply hands out honors

Holt Dental Supply recently held its annual awards ceremony. Several outstanding performers were recognized for their achievements in 2004. Holt Dental Supply Inc. is extremely proud of these accomplishments and of the overall growth of the company.

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Pictured from left to right are Wayne Lynch (Top Service Technician producer award), Michael DeGeorge (Million Dollar Merchandise Sales and Top Producer award), Matt Morin (Wisconsin Rookie Sales award), Paul Holt (president of Holt Dental Supply, Inc.), Rob Busam (Illinois Rookie Sales award), Paul Phelps (Million Dollar Equipment Sales award), Michael Buschkopf (Largest Merchandise Sales Increase award). Scott Toby (Million Dollar Merchandise Sales award) was unavailable for the photograph.

Straumann opens new North American facility

At a recent inauguration ceremony, Straumann, a global leader in implant dentistry and oral tissue regeneration, officially opened its new combined North American headquarters, training, and production center in Minuteman Park, Andover, Mass.

Located just 25 miles north of downtown Boston, the 161,000-square-foot building was furbished from an empty shell in less than a year, enabling all 100 of Straumann’s current U.S. headquarter staff to move in on schedule.

With training and education being central to Straumann’s philosophy, the new facility has been equipped with a 35,000-square-foot world-class training center incorporating multiple operating suites with television links, a simulation laboratory, dental lab facilities, and a lecture theater/auditorium.

Andover also houses Straumann’s first manufacturing unit outside Switzerland and will produce high-precision implants and components for tooth replacement. Six CNC Swiss screw machines have already been installed, with an additional four to be in place by the end of 2005. The 80,000-square-foot production area offers space for 65 machines based on current manufacturing technology. Andover complements Straumann’s current production unit in Villeret, Switzerland, which is also expanding capacity.

To meet the increasing demand for its dental implants and tissue regeneration products, and to drive future growth, Straumann intends to double its North American workforce within five years to 500 people, some 300 of whom will be based in Andover.

The company’s expansion in Andover reflects its strategic priority to grow in the key U.S. market, where it has climbed two ranks in two successive years. North America contributes just over a quarter of the group’s total sales, a figure that Straumann aims to boost to more than 30 percent by 2008. To achieve this ambitious goal and drive future growth, the company has doubled its U.S. sales team in the past two years.

Sullivan-Schein, Benco reps spend time at KaVo

Representatives from Sullivan-Schein and Benco recently traveled to KaVo Dental’s facility in Lake Zurich, Ill., to learn more about the company’s products.

Sullivan-Schein Dental service group representatives spent one day at KaVo’s facility to learn about product installation, trouble shooting and maintenance of KaVo’s handpiece line. Product focuses included KaVo Air handpieces, electric handpieces, light sources, and tubings.

Benco New York metro area dental sales group representatives spent two days at KaVo’s facility. Product focuses included KaVo Air handpieces, electric handpieces, light sources, tubings, and the DIAGNOdent laser caries detection device.

Instructor Doug Mayer led intense training curriculums for both groups that included PowerPoint presentations and hands-on product training.

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Attending training from Sullivan-Schein were Rafael Brizuela, Damian Crowe, Dale Richardson, Sergio Lujan, Michael Franklin, Jason Wagner, Jason Davis, Myron Vea, Robert Hottott, Robery Biscaino, Tom Funk, Reeves Waggoner, Mark Welch, David Belcher, Larry Scalco, Billy Krieser, Dale Zoucha, and Steve Miles.

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Attendees from Benco (photo below) included Joe Gomez, Linda Cammalleri, Eric Knopf, Marcy Negri, Leonard Lenz, Richard Scalabrini, Rober W.Von Bremen Jr, Matthew Hogan, Jairo Castillo, Frederick Gebert, Robert Lipp, Brett Silvius, Murat Connoyan, Richard Hofmann, Robert Olenchak, James McKeever, Julie Basem, Jason Halvorsen, James McCombs, Cynthia Cross, Richard Spilka, Grazyna Leonard, Steven Sunbury, Melanie Cooke-Pivirotto, Carolyn Mirek, Ami Palluotto, Stephen Grochmal, John Mills, and Jonathan Horn.

Ivoclar Vivadent earns design award

Ivoclar Vivadent’s Optra Accessories have received a Gold 2005 Medical Design Excellence Award (MDEA). The award was recently presented during the Medical Design & Manufacturing East Conference and Exposition at New York City’s Jacob K. Javits Convention Center.

Optra Accessories, which were developed in response to market demands for products that enhance the clinician’s ability to easily and predictably place today’s highly sought-after direct composite restorations, is a specially designed line of contact point instruments, selectively thin matrix bands, composite sculpting and modeling instruments, and lip and cheek retractors.

The MDEA competition is organized and presented by Canon Communications and is the only awards program that exclusively recognizes the contributions and advances in the design of medical technology. Specifically, the program recognizes the achievements of medical device manufacturers, their suppliers, and the many people behind the scenes - engineers, scientists, designers, and clinicians.

Richmond Dental picks JC Thomas

Richmond Dental, a supplier of disposable dental products, has selected JC Thomas Marketing Communications to develop a yearlong, direct mail campaign for several product lines.

“We are excited to work with JC Thomas,” said Sara Evans, marketing manager for Richmond Dental. “Their knowledge and experience in the dental industry makes them a great fit for us.”

Shils award winners named

The Edward B. Shils Entrepreneurial Education Fund recently announced the winners of its second annual Shils Award, which recognizes individuals, organizations, or programs that have significantly and positively impacted the dental community. This year’s Shils Award winners included a diverse array of innovative dental programs designed to foster sustainable, community-based dental programs. They were:

Robert Wood Johnson Foundation’s “Pipeline, Profession & Practice” Program: Launched in 2003, Pipeline, Profession & Practice is a five-year program designed to help increase access to dental care for underserved populations. Grant funds from the Robert Wood Johnson Foundation and the California Endowment were made available to 15 U.S. dental schools to develop community-based clinical education programs that provide care to the most vulnerable populations and to increase recruitment and retention of low-income and underrepresented minority students.

Dr. Jeffrey Dalin: A co-founder in 2002 of what is now the American Dental Association’s “Give Kids A Smile!” Day initiative. This program mobilizes a national community of dental practitioners to provide voluntary oral healthcare services to underprivileged children, and has succeeded in providing millions of underserved children with free comprehensive oral healthcare treatment, screening, and restoration while mobilizing public, private, and professional partners in the organized dentistry. Due to its tremendous success, the “Give Kids A Smile!” Day program was adopted by the American Dental Association and is celebrated each February during children’s dental health month.

Boys & Girls Clubs of America/Crest Healthy Smiles Program: The Boys & Girls Clubs of America have partnered with Crest Healthy Smiles 2010 to improve the oral health of more than 33.6 million members of the clubs nationwide. The program addresses the dental health decline among America’s low-income children and their families. Through this collaboration, educational oral healthcare tools and increased access to dental professionals will be provided to children and teens through more than 3,300 Boys & Girls Clubs across the country. The clubs have become “Cavity-Free Zones,” which is indicative of a commitment to good oral healthcare.

Dr. David Satcher, the former U.S. Surgeon General: Under Dr. Satcher’s leadership, the nation’s first report on Oral Health, “U.S. Surgeon General’s Report on Oral Health,” was issued. The first of its kind, this comprehensive report audited of the state of oral health disease and prevalence in the United States, and formed the basis of many of the dental industry’s comprehensive oral healthcare outreach initiatives, while also spotlighting the silent epidemic of oral caries among low-income children and adults. The recommendations of Dr. Satcher are still being implemented today, and are cited as goals for the improving the nation’s oral health.

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The 2005 Shils Award Recipients: (left to right, bottom) Shirley Hemphill, Boys & Girls Clubs of America; Judith Stavisky, Robert Wood Johnson Foundation’s “Pipeline, Profession & Practice” Program; Dr. Jeffrey Dalin, Co-Founder, The American Dental Association’s “Give Kids A Smile!” Day; (left to right, top) Michael Sudzina, Crest Healthy Smiles Program; Dr. Howard Bailit, Robert Wood Johnson Foundation’s “Pipeline, Profession & Practice” Program. Not pictured: Dr. David Satcher.

Benco partners with Canada’s Transitions Group on practice management

Benco Dental and Transitions Group, both privately held, have announced their agreement to enter into a wide-ranging strategic partnership that will bring together the strengths of both companies in dental practice management consulting.

Through this agreement, Benco Dental and Transitions Group will actively collaborate to develop products and services for the increasingly complex needs of the modern dental practice.

Benco Dental’s practice management consulting group will now be known as Transitions and will be headquartered at Transitions Group’s Burlington, Ontario offices. U.S.-based consultants will continue to provide services through Benco Dental’s 43 regional offices.

Benco Dental’s practice development consulting team formerly operated under the Insite trade name. That name will continue on as the name for Benco Dental’s dental office design division.

Charles Cohen, president of Benco Dental, said, “We expect this joint venture to be highly beneficial to all of our customers. By combining the knowledge base of our practice development consultants with that of Transitions, we can better respond to the challenges facing today’s constantly evolving dental practice.”

Lisa Philp, president of Transitions Group, said, “Benco Dental has been a leader in practice management consulting in the United States, so naturally we’re excited to work together as we strive to become North America’s leading dental consulting and education firm. We see a great deal of potential.”

Both companies have pledged additional resources during the initial phases of the unification.

For more information, log on to www.transitionsonline.com or www.benco.com.

LSM establishes “Expeditors”

LSM has established four remote inventory locations (depots) to expedite the delivery of Tech West pumps and compressors and reduce freight costs to dealers. Operated under the name “Expeditors,” the depots will be located in Des Plaines, Ill.; Grapevine, Texas; Edison, N.J.; and Wilsonville, Ore. This step is part of the LSM commitment to reduce lead times and improve customer service for Tech West products.

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Dealers now have two options when ordering Tech West products from LSM. For orders shipped from a depot, dealers pay only local freight. If dealers choose to pick up products from a depot, they pay only $50 per transaction, regardless of the quantity of products picked up. Each depot stocks all of the popular models of pumps and compressors as well as a limited quantity of replacement parts and accessories.

LSM is committed to providing product of the highest quality at the most competitive prices. For more information or to place an order, call (800) 428-7139.

MCC holds sales training

MCC Equipment Company recently held a sales training meeting June 9-12 at the company’s new facility in Wilsonville, Ore., to train MCC reps on the company’s new equipment line. MCC Equipment recently introduced the MCC Elite Operatory, which was designed to provide the perfect balance of aesthetics, function, ergonomics, and economics. The Elite operatory includes the new Elite Patient Chair with Traverse.

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The reps received training on the MCC Equipment line as well as LSM Dental Equipment, Tech West Pumps and Compressors, and the TG xgenus X-Ray System, which the sales team will also sell. MCC reps attending included Otto Altenhoff, Drew Brown, Jerry Bryant, Jason Carway, Joe Collis, Jim Connors, Brian Dillon, Rudy Garner, Bruce Katynski, Bob Lopez, Mike Mullen, Rick Orme, John Parker, Tony Simone, Dave Sitoski, Tom Turner, and Larry Wicks. Joe O’Brien, Jim Ryan, Jim Dillon, and Ralph Toland were unable to attend. In attendance in addition to the MCC reps were LSM management, including Art Blumenkron, president; Peter McCoy, executive vice president; MCC management, including Wayne LeBeau, president, and Jim Michel, vice president of sales and marketing; and Joe Sakaduski, of Sakaduski Marketing Solutions, a consulting company that provides services to companies in the dental industry.

The sales training program covered equipment construction, design, and operation, especially with regard to the Elite chair with the traverse feature that allows clinicians to move the patient chair front to back to allow better positioning. The reps also received training on Tech West equipment, the xgenus X-Ray System, and the new cabinets from MCC (Stericenter and rear delivery cabinets). Several of the more experienced sales representatives gave presentations that covered sales techniques, working with dealer reps, and competitive advantages of the MCC Equipment line. For more information on MCC Equipment and its products, email info@mccequipment.com, call (888) 582-1514, or go to www.mccequipment.com.

Patterson reps visit KaVo

Patterson Dental sales group representatives recently spent two days at KaVo Dental’s Lake Zurich facility to learn about KaVo products. Product focuses included KaVo air handpieces, electric handpieces, light sources, tubings, and the DIAGNOdent laser caries detection device.

Instructor Doug Mayer led an intense training curriculum that included PowerPoint presentations and hands-on product training.

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KaVo attendees included Doug Gouger, Tim Thompson, and Doug Mayer. Patterson attendees included Jason Owens, Mike Neal, Jody Proctor Much, Darrin Sharp, Alisha Aldridge, John Wilhovky, Amber Jasken, Peter Meehan, Vince Lucas, Susan Yamashita, Matthew Groth, Chee Bonifacio, Zachary James, and Barbara Bauer.

Ansell celebrates 100 years

Ansell Healthcare Products LLC, a global leader in healthcare barrier protective products, is celebrating its 100th anniversary. The company began in 1905 as a simple operation consisting of its founder, Eric Ansell, operating a condom-making machine in a rented shed. Today, a century later, Ansell is a global leader in the manufacture and distribution of medical gloves, occupational safety gloves, and sexual barrier protection products.

The company has undergone many transformations and has changed its name on different occasions to reflect the businesses in which it was involved at the time. The name Ansell Limited was established just three years ago, as a result of a repositioning by Ansell to focus on its core business, the supply of protective products and services in a broad healthcare context. Ansell Healthcare is headquartered in Red Bank, N.J.

“We are extremely proud of Ansell’s rich and growing history that has served professionals and consumers for 100 years,” remarked Carol Carrozza, Vice President, North America, Professional and Consumer Marketing. “Ansell was founded on the principles of exceeding customer expectations of quality and delivery while simultaneously improving internal practices. We expect to continue to adhere to these principles during the next 100 years.”

Information on Ansell and its products can be found at www.ansell.com.

Crosstex acquired by Cantel Medical

Cantel Medical Corporation, as part of its strategic plan to expand its infection prevention and control business, has acquired Crosstex International, Inc., a leading manufacturer and reseller of single-use infection control products used broadly in the healthcare arena, principally in the dental market. As a result of the acquisition, Crosstex became a wholly-owned subsidiary of Cantel on August 1, 2005. Each of the three principal executives of Crosstex - Richard Allen Orofino, president, and executive vice presidents Gary Steinberg and Mitchell Steinberg - has entered into a three-year employment agreement.

James P. Reilly, president and chief executive officer of Cantel, stated, “We continue to pursue our strategy of acquiring branded niche leaders and expanding in the burgeoning area of infection prevention and control. Within the dental industry, the Crosstex brand name has long been recognized as a leader for innovative products and outstanding service. With the termination of our Canadian distribution agreements with Olympus next year, Crosstex will not only accelerate our transformation into a pure-play infection prevention and control company, but will provide us with a significant platform upon which to build. Given its sterling reputation, seasoned management, and quality branded products, we are delighted to add Crosstex to the Cantel family.”

“We have built Crosstex over the past 50 years as a family business and we expect to continue growing with our proven formula for success,” Orofino added. “However, with so many opportunities in our sights, we believe Cantel is the perfect partner to aid us in accelerating our growth plans. There is a wonderful cultural fit between our companies and we are excited to take Crosstex to the next level in our partnership with Cantel.”

For further information on Cantel, visit www.cantelmedical.com.

Nakao named chair of JDTA

Makoto Nakao, president and chief executive officer of GC Corporation, was recently installed as the chairman of the Japan Dental Trade Association (JDTA). Nakao becomes the sixth chairman in the 52-year history of the organization.

Pro-Dex, Micro Motors holds national sales meeting in Chicago

Pro-Dex, Micro Motors recently held its national sales meeting at the House of Blues Hotel in Chicago. The highlight of the meeting was the awards banquet where management joined the Pro-Dex, Micro Motors sales team to celebrate the performances of several independent representatives, and presented three promising additions to the product line - The Performance High Speed Collection, DynaTorq with PDLTM, and Prophy Plus hygiene handpiece.

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Top photo:Top Percentage Increase Award - Scott & Sharon Rosengren. Pictured from left: Patrick Johnson, Karina Ozar, Sharon Rosengren, and Jim McKenney.

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Middle photo:Presidents Award & Top Sales Award - Gordon Jennings. Pictured from left: Karina Ozar, Patrick Johnson, Gordon Jennings, and Jim McKenney.

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Bottom photo:Group photo with representatives. Pictured from left: Dan Clementino, Drew Brown, Gordon Jennings, Karina Ozar, Jim McKenney, Rich Lacasse, Jeff Knudson, Sharon Rosengren, John Doran, and Mike Radicone.

In passing

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Thomas Janzer - Janzer’s career spanned 30 years, working for Valtronic Dental Cabinet Company, Den-Tal-Ez Company, Tuttnauer, and Knight Equipment Company. Over the last 10 years, he built the Janzer Mailbox Company, a family business that turned into an international multi-million dollar entity. He passed away from lung cancer at the age of 65.

La Boit expands, plans for future

What began as a weekend hobby in his garage has transformed into a 20,000 square-foot headquarters for company president Gil Blais and La Boit, Inc., a manufacturer of mobile clinics and units for the veterinary/animal, dental/medical, and law enforcement industries.


Celebrating the recent opening of La Boit, Inc.’s new headquarters and manufacturing facility were (from left) Mike Curran of Key Bank, Willis Kirkbride (Plant Manager of La Boit), Tim Spencer of Donald R. Kenney Co., Sadika White Director of Gahanna’s Economic Development, Jody Blais (Vice President of La Boit), Anne Blais (Secretary/Treasurer of La Boit), Gil Blais (President of La Boit), and Richard Irelan of Dublin Building Systems.
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The 24-year-old company recently opened its new office and manufacturing plant at 700 Cross Pointe Road in Gahanna, Ohio, located near Port Columbus International Airport.

“While previously we operated out of a facility south of the airport, the new building provides more height, which we needed for our larger vehicles. It just has more efficient layout for office and production space,” Blais said.

La Boit’s new facility will increase the company’s numbers for both production and associates.

“We anticipate putting on a second shift, as we’re expecting to double and triple our production at this new site,” Blais said. “Right now we’re at about 28 employees, so increasing our staff is without question; it’s just a matter of time.”

The company currently produces about 4.5 units a month but the new facility will enable La Boit to increase production to six units a month by late summer, with an eventual goal of 10 units per month. “This new facility will help us with that.”

Straumann opens Australian subsidiary

At an official ceremony attended by local dignitaries, key opinion leaders, and academics, Straumann, a global leader in implant dentistry and oral tissue regeneration, inaugurated its own fully-fledged subsidiary in Melbourne, Australia - the company’s first subsidiary in the Asia/Pacific region. Straumann Australia Pty Ltd will supply Straumann products and services to the Australian continent.

Straumann products have been available in Australia since 1996 and were previously distributed exclusively through Ivoclar Vivadent Pty Ltd. The new company brings the number of Straumann’s subsidiaries to 16 worldwide.

Straumann Australia Pty Ltd will be headed by Angela Young, who joined Straumann from the former local distributor together with key members of the previous sales/distribution team.

Philips Oral Healthcare, RDH honor Weiner

Philips Oral Healthcare and RDH magazine (a sister publication of Proofs and a product of PennWell Publishing) honored Jane Weiner, RDH, during a ceremony at the recent American Dental Hygienists’ Association gathering in Las Vegas. Weiner, a Florida-based dental hygienist, was recognized by the two dental companies for being the “Mentor of the Year” in the dental hygiene profession. Pictured below from left to right are Noel Paschke, RDH, MS, Manager, U.S. Professional Education and Academic Relations, Philips Oral Healthcare; Weiner; Craig Dickson, Publisher, RDH magazine; and Lyle Hoyt, Senior Vice President, PennWell Publishing.

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Holt Dental principals visit A-dec

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The principals of Holt Dental, Waukesha, Wisc., recently visited A-dec. Pictured left to right are Tim Karbler, A-dec; Mary Toshner, A-dec; Paul Holt, Holt Dental; Ken Austin, A-dec; Ken Moore, Holt Dental; Terry Fitzsimmons, Holt Dental; Paul Phelps, Holt Dental; and Don Derivan, Holt Dental.

Sullivan-Schein honored by Progeny Dental

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Don Hobbs, vice president of equipment and equipment technical services for Sullivan-Schein (right), accepted the 2004 Dealer of the Year Award from John MacLennan, vice president of sales and marketing for Progeny Dental, a manufacturer and marketer of dental imaging equipment. Sullivan-Schein was honored for its outstanding record of total product sales growth in 2004 of Progeny Dental’s product line, including Progeny’s JB-70 Intraoral X-ray system, which more than doubled its unit sales in 2004.

Schein announces career development grads

Schein announces career development grads The one-week intensive course provides field sales consultants with additional training in areas like dental practice management and sales, and also provides an opportunity for networking and morale building. Pictured below are the following recent graduates: Butch Stenger, Cincinnati; Chris Violette, Dallas; Jeff Trachtenberg, Hartford; Joe Cavaretta, Long Island; Lee Lehman, Portland (Ore.); Melissa Zimmerman, Tulsa; Paul Scruppi, Pittsburgh; Bob Oliver, Birmingham; Ed Dephilippo, Boston; Amy Riley, Sacramento; Shelley Litteral, Detroit; Jim Hall, Boston; Tammi Walls, Tulsa; David Brown, Portland (Ore.); Scott Cook, Portland (Ore.); Vince Butler, Seattle; Jon Hilliard, Pittsburgh; Dave Leipold, Pittsburgh; Karen Cook, Phoenix; Jim Kondrad, Chicago; Jayson Polad, Chicago; Joe Diaz, Chicago.

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