Trade News

Jun 1st, 2006
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Unified USA Pavilion planned for IDS 2007

The Dental Trade Alliance (DTA) and the U.S. subsidiary of the IDS organizer, Koelnmesse Inc., have agreed on a jointly organized USA Pavilion at IDS 2007. IDS is the largest international industry event for the dental industry. Show dates are March 20-24, 2007 in Cologne, Germany.

The unified USA Pavilion will provide ample space for DTA and non-DTA members. In the past, two organized groups exhibited separately. Gary Price, DTA chief executive officer, stated, “Our overall interest is to provide our members with maximum exposure to international dealers at this important international dental industry trade show. A combined presence consisting of all U.S. companies in one pavilion will increase visibility for our members at IDS. The U.S. Pavilion is also likely to attract new DTA companies that have not exhibited at this event. I am confident that combining the two groups will produce positive synergies and provide positive results for U.S. exhibitors at IDS 2007.”

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Added Mette Petersen, president of Chicago based Koelnmesse, Inc., “U.S. companies have exhibited very successfully at IDS. A number of U.S. exhibitors have introduced product innovations at the show and the number of U.S. companies taking part in IDS has grown consistently. For the 2007 IDS, more than 150 exhibitors from the United States are expected to participate. Based on current response rates, it is anticipated that most will choose to take advantage of the increased visibility of the joint USA Pavilion. We look forward to working with DTA management to accomplish this.”

The USA Pavilion package will consist of a host of services and amenities. Besides a fully furnished turnkey display, the package includes access to a hosted lounge area with snacks, beverages, interpreter service, and communication devices. A special business-to-business reception is being planned for companies wishing to work with other international manufacturers and dealers. U.S. companies tend to prefer a full service approach so they can concentrate on marketing their products rather than dealing with trade show logistics.

IDS 2007 will occupy the same halls as the 2005 meeting. However, all halls have been assigned new numbers due to the recent expansion of the Koelnmesse fairgrounds. The organizer expects IDS attendance numbers to pass the 2005 levels of 75,000 attendees and 1,500 exhibitors.

For more information regarding exhibiting or attending, please contact Darrin Stern, U.S. Sales Manager, IDS 2007, at (773) 326-9925 or by email at d.stern@koelnmessenafta.com, or Franz Balve, U.S. Sales Manager, IDS 2007 (DTA Members), at (732) 933-1117 or by email at fbalve@globaltradeshow.com.

Colgate-Palmolive buys Tom’s of Maine

Tom’s of Maine, a big player in the small but growing natural personal products category, has agreed to be swallowed up by Colgate-Palmolive Co., the world’s largest maker of toothpaste.

In a recent deal, Colgate said it would buy an 84 percent stake in privately held Tom’s of Maine - best known for its toothpaste - for $100 million, subject to adjustment at closing.

Tom’s of Maine, which has nearly 200 employees, has stronger gross profit margins than Colgate, making it an attractive prize. Colgate has narrowed its focus to highly profitable businesses such as oral care and personal care. However, with annual sales estimated at about $50 million, Tom’s of Maine will be just a small addition to Colgate, which had $11.4 billion in sales in 2005.

Colgate expects to close the deal during the second quarter and said the acquisition should be neutral to profit in 2006 and increasingly positive after that.

Tom’s of Maine was founded in 1970 by Tom and Kate Chappell with a $5,000 loan from a friend. Colgate said Tom Chappell will continue to run the company from its Kennebunk, Maine, office. The Chappell family will retain a 16 percent stake. Colgate will have an opportunity to increase its holdings in the future.

According to Colgate, the U.S. market for natural oral and personal care products is valued at $3 billion and is growing 15 percent per year. Tom’s of Maine is the No. 1 oral care brand in the natural category.

Lares celebrates 50 years

Lares Research, a company that offers leading edge dental lasers and handpieces, is celebrating its 50th anniversary. The company was founded in 1956 by Joe and Al Lares as a machine shop specializing in micro-precision machining and now markets technologically advanced dental products around the world.

Headed since 1985 by Craig Lares, son of one of the company founders, Lares has broadened its product line to include air abrasion cavity preparation systems and hard- and soft-tissue lasers, while continuing to enhance its handpiece line by adding fiberoptic lighting and offering both low- and high-speed handpieces as well as electric handpieces. Part of this expansion was due to the acquisition of the dental division of Sunrise Technologies in 1997. The company has ISO 9000 and CE certification and is now located in Chico, Calif.

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Lares Research offers a line of dental lasers, high-speed and low-speed handpieces, and the Apex electric handpiece system. For more information, call (800) 347-3289 or visit www.laresdental.com.

Argen acquires Jelenko dental alloy business

The Argen Corporation has acquired the Jelenko dental alloy business from Heraeus Kulzer, Inc. All Jelenko alloy business is now being processed through Argen’s state-of-the-art facility in San Diego, Calif.

Formed in 1912, Jelenko has maintained a remarkable reputation as a high-quality, dependable alloy company. Argen is committed to upholding the consistent quality and great reputation of the Jelenko brand.

“The Jelenko name is well recognized and respected in the dental industry,” said Anton Woolf, executive vice president of Argen. “We believe that this is a perfect fit for our business model.”

Argen will maintain the Jelenko brand name. All Jelenko products will be manufactured with the same alloy names, packaging, and formulas. With a broad range of more than 600 different alloy compositions, Argen anticipates that the Jelenko product offering will expand and improve.

“As the premier dental alloys supplier in the world, we feel that Jelenko fits our strategic vision for the future,” Woolf said. “With this acquisition, we strengthen our commitment to the dental laboratory owners to offer the highest quality and broadest range of dental alloys in the world.”

Pro-Dex Micro Motors holds sales meeting

Pro-Dex Micro Motors held its annual national sales meeting at the House of Blues Hotel in Chicago in conjunction with the Chicago Midwinter dental meeting. Among the meeting highlights, the top sales representatives from 2005 were honored. Jeffrey Knudson (Beverly Hills, Mich.), was named Top Salesperson. Rich LaCasse (Hendersonville, N.C.) was awarded for Top Percentage Increase. Gordon Jennings (Hawthorne Woods, Ill.) and Denise Ryan (Tustin, Calif.) were both recognized for their efforts in launching the IntraFlow™ one-step intraosseous anesthesia delivery system, the newest product offering from Pro-Dex Micro Motors.

Pro-Dex Micro Motors can be found online at www.pro-dex.com. For more information, call (800) 562-6204.

Coast Dental, Kodak ink agreement

Coast Dental and Eastman Kodak Company recently announced a multi-million-dollar agreement that will put the Kodak RVG 6000 Digital Radiography System into Coast’s 107 practices across the southeastern United States. Coast Dental, a leading provider of dental care in Florida, Georgia, Virginia, and Tennessee, “wanted a digital imaging system that equaled or surpassed the quality of film images and Kodak delivered,” said Michael Smith, Coast’s chief information officer.

“When we committed to adding digital radiography to our offices, we sought an industry-leading strategic partner with a solid track record for innovation,” noted Tom Marler, Coast’s chief executive officer. “We found that Kodak’s collaborative approach is a perfect fit for Coast and for our future plans.”

“This agreement with Coast represents the first large-scale deployment of our RVG 6000 System in the U.S.,” said Richard Hirschland, general manager of Kodak’s Dental System Group. “Coast Dental is a recognized leader in dental patient care and innovation, and we’re pleased the company chose our digital diagnostic imaging technology as its path forward.”

Kodak will assist Coast Dental in the phased installation of the RVG 6000 System. Five installations are already in place. The companies also will collaborate on education programs for Coast patients.

Remedent expands into Asia

Remedent, Inc., a leader in the research and development, manufacturing, and marketing of oral care and cosmetic dentistry products, recently signed an agreement with Dream Life Inc., for distribution of its take-home whitening product, the MetaTray in Asia. Dream Life will grow Remedent’s distribution in the Asian marketplace with a 500-person sales force in China, Korea, Vietnam, Thailand, and Mongolia. Through a vast dealer network, Dream Life will market and sell the MetaTray and the Remedent brand throughout these regions. The contract states that Dream Life will order 10,000 units per quarter or 40,000 units per year, with minimum orders of no less than 2,000 units.

Judd D. Hoffman, vice president of worldwide sales and operations for Remedent, stated, “This is an exciting opportunity for Remedent as we continue to build our brand name globally. Dream Life represents a dynamic partnership with significant growth potential to the Asian market. We look forward to working with Dream Life to enhance our global product platform.”

Ho Myong Kang, chief executive officer of Dream Life, commented, “Providing Remedent’s unique and innovative MetaTray in the Asian market is a great opportunity for Dream Life to meet our customers’ needs. These countries are growing rapidly, the popularity for cosmetic dentistry products is increasing, and the MetaTray fulfils this demand.”

DENTSPLY salespeople recognized

DENTSPLY recently recognized and rewarded its North American sales managers who made significant contributions to the company’s overall sales performance. The presentations were made during the February Midwinter Meeting of the Chicago Dental Society.

The North American Sales Award Program consists of two types of awards. The DENTSPLY Circle of Excellence recognizes outstanding performance for any sales manager who meets and or exceeds four minimum criteria. The DENTSPLY Sales Achievement Award recognizes top performance in three distinct categories of sales management, based upon five weighted criteria.

The winners of the 2005 DENTSPLY Circle of Excellence Award include Chris Bodish (DENTSPLY GAC), Harold Cicerone (DENTSPLY GAC), Casey Conroy (DENTSPLY Professional), Tony DeRose (DENTSPLY Canada), Marc Katz (DENTSPLY GAC), Joanne Klempner (DENTSPLY Maillefer), Ed Marill (DENTSPLY GAC), Steve Novakowski (DENTSPLY GAC), Matt Sabel (DENTSPLY Federal Government), Greg Sheehan (DENTSPLY Caulk), Scott Todd (DENTSPLY Ransom & Randolph), Kurt Van Hofwegen (DENTSPLY Maillefer), and Whit Wylie (DENTSPLY Caulk).

The winners of the 2005 DENTSPLY Sales Achievement Award include Category I Winner (Sales Director, Large Manufacturing Division) - Ed Marill, Director of Sales and Marketing, DENTSPLY GAC. Ed has recently been promoted to VP and General Manager of DENTSPLY GAC. Category II Winners (Sales Director/Manager, Smaller Divisions/Groups) - Kurt Van Hofwegen, Area Sales Director, DENTSPLY North America, and Scott Todd, Worldwide Sales Manager, DENTSPLY Ransom & Randolph. Category III Winner (Regional Sales Manager, Supervise Sales Representatives) - Tony DeRose, Regional Sales Manager, DENTSPLY Canada.

NEXADENTAL joins United Dental Dealers

United Dental Dealers (UDD) announces its newest member, NEXADENTAL. NEXADENTAL’s initial focus was on the orthodontic market. With more than 15 years in the dental supply business, the company has rapidly expanded into other specialties. With the association to UDD, NEXADENTAL will continue to develop its sales in the general practitioner market.

NEXADENTAL is a leading oral healthcare supplier focused on providing the highest-quality products, competitive pricing, and excellent service to the dental industry. NEXADENTAL is headquartered in La Vista, Neb., and does business in all 50 states and Canada.

Discus Dental completes acquisition of BriteSmile

Discus Dental, Inc., a leading direct manufacturer and marketer of professional and consumer dental products, has completed the acquisition of BriteSmile, Inc.’s “Associated Center” business and substantially all of BriteSmile’s intellectual property in exchange for approximately $35 million in cash. In connection with the purchase of these assets, Discus Dental and BriteSmile have settled all outstanding litigation between the two companies.

BriteSmile’s Associated Center business consists of approximately 5,000 independent dental offices in more than 40 countries globally. Each Associated Center utilizes the BriteSmile light-activated teeth whitening system consisting of the whitening light and the procedure kit.

“The completion and successful integration of this acquisition not only establishes Discus Dental as the dominant company in the light-activated chairside whitening category but also as the world leader in professional whitening,” stated Robert Hayman, president and chief executive officer of Discus Dental, Inc.

Discus Dental will continue to manufacture, market, distribute, and provide ongoing support for all BriteSmile Associated Centers.

Lanmark’s Simpson honored by New Jersey business magazine

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Christine Simpson, chief executive officer of Lanmark Group (pictured at left), has been selected as one of NJBiz magazine’s 2006 New Jersey’s Best 50 Women in Business. The winners were feted at a recent awards ceremony at the Ocean Place and Resort in Long Branch, N.J.

Each year, NJBiz editors select outstanding women candidates who have excelled in their profession, demonstrated a commitment to the community, and have advocated for the professional growth of women.

“I am honored to be included in this list of prestigious business women in New Jersey,” remarked Simpson. “Being placed among numerous fellow female business and community leaders reinforces the belief that regardless of age, gender, or status, we all have the opportunity to create the future of ourselves, our community, and New Jersey.”

Starting as a front-desk receptionist at Lanmark, Simpson progressed to president and owner in less than a decade. Under her direction, Lanmark Group grew to be one of the leading healthcare marketing, communications, and advertising agencies in New Jersey.

3M completes OMNII acquisition

3M has completed the acquisition of OMNII Oral Pharmaceuticals, a provider of differentiated preventive dental products, solutions, and support for dental professionals. OMNII headquarters will remain in West Palm Beach, Fla. It will be a wholly owned subsidiary.

SS White adds to its sales force

SS White recently hired 11 new independent reps in the northeast United States (six) and Canada (five). The additional team members will be supporting the authorized dealer network and dedicated to moving the SS White business forward in 2006 and years to come.

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Brian Reichert (shown on top left) has been promoted to National Accounts Manager and Northeast Regional Manager for SS White U.S. and Canada. The new independent reps in the northeast U.S. and Canada will report to him.

Top left to right: Brian Reichert (national accounts manager and Northeast regional manager, SSW), Paul Rouillard (PMR Marketing, SSW), Leon Rapport (Mid-Atlantic, SSW), Paul Snell (PMR Marketing, SSW), Maurice Munoz (Mid-Atlantic, SSW), James Kaplan (JK Dental Sales, SSW) Bottom left to right: Dr. Gary Johnson and Dr. David Reisberg from the Craniofacial Center in Chicago. Julie Garceau, Helen Doucet, Bob and Chris Dickson and Jeff MacAlpine (Canadian independent reps) are not shown.

Four entities withdraw from Asian Pacific Dental Federation

Stemming from disagreements on several key issues, four key dental associations - the Japan Dental Association, the Australian Dental Association, the New Zealand Dental Association, and the Korean Dental Association ­- have withdrawn from the Asian Pacific Dental Federation. There are 23 national dental associations remaining in the APDF.

Austin honored by Oregon State University

Joan Austin, co-founder of A-dec Inc., was recently awarded the Lifetime Trustee Award by the Oregon State University Foundation at an awards ceremony in Rancho Mirage, Calif.

The Lifetime Trustee Award is presented to an individual who has demonstrated more than 12 years of outstanding service as a trustee of the OSU Foundation and has made significant financial contributions to benefit the university. Austin has served the OSU Foundation since the mid-1970s and has served more than 26 years on the OSU Foundation Board, including terms as chair and treasurer.

“Joan Austin has provided steady leadership to the OSU Foundation,” said Jim Rudd, chair of the OSU Foundation Board of Trustees. “Her personal dedication and significant contributions have helped elevate Oregon State University to new heights. I’m particularly impressed with how she translated her personal experience as an entrepreneur and family business owner into top programs at OSU.”

Joan Austin, with her husband Ken Austin, created both OSU’s Austin Family Business Program, a flagship program that supports the unique needs of family businesses, and the Austin Entrepreneurship Program, an undergraduate business program that prepares students to launch their first business ventures.

Both Joan and her husband were inducted into the OSU College of Business Hall of Fame in 2003.

Danaher to purchase Sybron Dental

Danaher Corp. has pledged to buy Sybron Dental Specialties Inc. for about $2 billion to add to its dental equipment making business.

The high-tech dental instruments and implants Sybron manufactures will let Danaher offer a wider range of products to dentists and orthodontists. Danaher’s dental businesses currently make products like X-ray machines, chairs, and surgical tools.

Sybron made an acquisition of its own earlier in the year, paying cash for an infection-prevention product line of Dental Disposables International Inc.

BISCO celebrates 25th anniversary

Founded in 1981 by research chemist Byoung In Suh, BISCO is celebrating 25 years of service to dentistry. BISCO is headquartered in a 91,000-square-foot facility in Schaumburg, Ill. Consistent with the company’s roots, research and development is the heart of the company’s strategy. For more than 25 years, BISCO scientists have used state-of-the-art equipment and techniques to develop innovative products for restorative dentistry.

Beyond the company’s focus on research, there is a strong corporate commitment to enhancing the industry through education. BISCO is an ADA CERP Recognized Provider and an Academy of General Dentistry Accepted National Sponsor. The BISCO INSTITUTE provides clinicians with education on current techniques and materials. BISCO also provides a number of unrestricted grants for dental institutions and research organizations worldwide.

BISCO stands behind their commitment to produce only the highest quality products that exceed the most demanding aesthetic standards. To learn more about BISCO products and the BISCO INSTITUTE, please call (800) 247-3368 or visit www.bisco.com.

Nordent relocates

Nordent Manufacturing has relocated into a larger facility. According to Nordent president, Bob Tatum, the move was required to meet the continuing demand for Nordent’s complete line of quality dental instruments.

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The expanded facilities provide for additional office/customer service space and 75 percent additional manufacturing facilities.

“This move is significant in two ways,” stated Tatum. “First, it enables us to expand our manufacturing operation and secondly, increase our customer service department. The benefits of this move will be immediately felt by both our customers and reps.”

Nordent Manufacturing, Inc., can now be reached at 610 Bonnie Lane, Elk Grove Village, IL 60007, by phone at (847) 437-4780, or by e-mail at customerservice@nordent.com.

Axis Dental moves into new headquarters

Axis Dental Corporation has moved into a new 30,750-square-foot corporate headquarters in the Dallas suburb of Coppell. The facility is located in the Coppell Trade Center.

“Strong market acceptance of our products has fueled significant growth over the last 10 years and has necessitated the expansion of our facilities. This new location reflects the spirit and hard work of our dedicated employees. None of this would have been possible without them” said Perry Lowe, Axis President and chief executive officer.

The new headquarters is the primary distribution center and will house the company’s 33 corporate employees. The company also has an additional 27 employees who operate throughout the U.S. and Canada.

Axis Dental can be reached at 800 West Sandy Lake Road, Suite 100, Coppell, TX 75019, by phone at (800) 355-5063 or through the Web at www.axisdental.com.

Remedent signs Italian distribution deal

Remedent, Inc., has signed a distribution agreement with Chefaro Pharma Italia SRL, a subsidiary of Omega Pharma, a leading European provider of OTC medicines and parapharmaceutical products. Remedent recently received Chefaro Italia’s initial order for the iWhite™ Tooth Whitening System, and it expects the revenue from this initial order to be approximately EUR 1.4 million (US $1.7 million).

Under the terms of the agreement, Chefaro Italia’s sales force will distribute Remedent’s iWhite’s consumer products to pharmacies throughout Italy, Vatican City and the Republic of San Marino. Chefaro Italia will also have right of first refusal in the same countries for new products Remedent is developing. Remedent has similar exclusive distribution agreements for Spain, France, Portugal and Greece.

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Sullivan-Schein recognized by Chinese Dental Society
In recognition of its outstanding commitment to the Chinese-American community, Sullivan-Schein was honored by Chinese American Dental Society of Southern California at the group’s annual meeting and year-end convention. This is the first time the Chinese Dental Society has honored a dental supply company for its outstanding service and contribution to the local dental community. Dr. James Huang, president of the Chinese Dental Society, presented Sullivan-Schein Regional Manager Russ Baker with the award (see photo at left). During his formal remarks, Baker reiterated Sullivan-Schein’s ongoing commitment to diverse dental practitioners and to fostering cultural competency in the dental profession to the more than 800 assembled guests, which included former ADA President Dr. Eugene Sekiguchi. Also present at the awards dinner was Sullivan-Schein Field Sales Consultant Tim Hsu and Sullivan-Schein Regional Manager Maritza Alford.

Sullivan-Schein reps graduate from Career Development Class

Shown below are recent graduates of Sullivan-Schein’s Career Development Class. 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. The company’s Career Development Class works to help add value to the company’s customers by training sales consultants to act as business solutions providers who help dentists build stronger and more profitable practices.

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Attending were: Bob Zager (Middletown, CT), Analiza Marty (San Diego), Emily Blough (Pittsburgh), Jennifer Dunaway (Pittsburgh), Kevin Lannan (Seattle), William Eisberg (Baltimore), Michael Burguillos (New Orleans), Evan Godwin (Little Rock), Calvin Hamilton (Little Rock), C.J. Brucker (Spokane), Scott Rogers (Dallas), Mike Barras (Dallas), Georgia Cullen-Chiki (Orlando), Sharon Hanoon (Los Angeles), Farrah White (Birmingham), Matthew Kessner (Houston), David Marchal (Columbus, OH), Diane Zurko (Las Vegas), John Aird (Las Vegas), Cynthia Rowell (Jackson, MS), Andy Garrison (Jackson, MS), Cregg Askins (Lake Mary, FL), Dale Watkiss (Jacksonville), Kevin Penner (Canada), Brian Hollopeter (Canada), J.P. LeBlanc (Canada), Cindy Petrie (Canada), Murray Stamer (vice president of finance, Sullivan-Schein), and Andrew Hoggard (general manager, Halas, Australia).

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