Th Trade News 01

Trade News

Nov. 1, 2008

Shils Awards presented

The 2008 Fifth Annual Dr. Edward B. Shils Entrepreneurial Education Fund Dinner gala was recently held at the Union League of Philadelphia. The dinner honored outstanding entrepreneurial initiatives that educate the community at large on the impact of oral health or provide educational opportunities for those in the dental industry and profession.

The 2008 Shils Awards were presented to Dentsply International, Inc.; Dr. Robert Klaus; The Samuel D. Harris National Museum of Dentistry; and Dr. Cherilyn G. Sheets.

In addition, the first–ever Shils–Meskin Award for outstanding leadership, character, and activism was awarded to Dr. D. Walter Cohen. Stanley M. Bergman, chairman and chief executive officer of Henry Schein, Inc., presented the award to Dr. Cohen in honor of his accomplishments as a lifelong contributor to the advancement of dental health, including for his creation of the Bridges to Peace Program. Bridges to Peace, a partnership between the Hebrew University Hadassah School of Dental Medicine and Al–Quds University Dental School in Jerusalem, strives to foster peace among members of the dental community in the Middle East.

Special Recognition Awards went to Dr. Adam Stabholz for his innovative leadership of the Hebrew University Hadassah School of Dental Medicine and work with underserved communities throughout Israel; Dr. Musa Bajali for his leadership and commitment to educational and clinical programs with nontraditional partners; and Dr. Martin Tansy for his efforts in providing oral healthcare to local communities.

Aribex recognized as “Top 25 Under 5”

Aribex®, Inc., a world leader in handheld X–ray technologies, has been named to the prestigious “Top 25 Under 5” for the third year in a row by the Utah Valley Entrepreneurial Forum (UVEF). The award was recently presented to D. Clark Turner, PhD.

“We are very pleased to be recognized as an entrepreneurial leader in our state,” Dr. Turner said. “Last year we were number 14, and this year we’re number seven. This is evidence that all our hard work has been paying off, and it feels great.”

UVEF’s “Top 25 Under 5” seeks to recognize the best emerging companies established by entrepreneurs in the state of Utah. The event is designed to promote those companies who may become leaders in their fields in the state, the region and globally.

DIAC tabs Jamie Matera as president

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The board of directors of the Dental Industry Association of Canada (DIAC) has elected Jamie Matera as president–elect of DIAC.

Matera is the president of Central Dental Laboratories, a full service dental laboratory in Toronto, and is the first DIAC president to come from the laboratory membership.

Matera will continue his duties as vice president of DIAC and director of the marketing portfolio until his presidential term commences on May 1, 2010. He will then assume the responsibilities of President for a period of two years.

Zenith Dental awards trip to RDH® UOR

Zenith Dental recently sponsored the 2008 RDH® Under One Roof (UOR) sweepstakes, awarding two lucky winners a free trip to this year’s late summer event, which took place at the Chicago Hilton.

Each winner received round–trip airfare, paid tuition to the Under One Roof event, and a four–night stay at the Chicago Hilton. The sweepstakes was open to all registered dental hygienists and dental hygiene students who were currently enrolled in an accredited dental hygiene program.

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The winners of the sweepstakes were Nancy Ferguson Brown, RDH (left), from Morganton, N.C., and Catherine Beth Lopez, RDH (right), from Waukesha, Wisc. Standing in the middle is Zenith Dental representative Deborah Hartley, RDH.

Winners were selected in a random drawing and were announced on the Zenith website and contacted via telephone and e–mail.

Xlear moves to four–day work week

In an effort to be more energy efficient and environmentally friendly, Xlear, Inc., has switched to a Monday through Thursday work week. A small staff of customer service representatives will telecommute on Fridays to respond to customers’ immediate needs, while a small fulfillment crew will work half–day to manage any shipping and receiving needs.

Under the new schedule, employees will work 10–hour shifts on Monday through Thursday. Reducing the work week by one day will help to reduce employee gas consumption by 20 percent, while the company will be able to reduce its energy consumption required to light, cool or heat its offices, as well as operate equipment.

“We recognize the strain that rising energy and gas costs are having on our company and employees, as well as the impact that our energy consumption is having on the environment,” said Blaine Yates, chief executive officer of Xlear, Inc. “By moving to a four–day work week and using telecommuters to support our customer service line, we can help ease the financial burden, reduce our carbon footprint and continue to meet the needs of our customers. We encourage our customers to join us in our efforts by placing their orders early in the week.”

Lava C.O.S. given innovation award

The Lava™ Chairside Oral Scanner C.O.S. from 3M ESPE is the recipient of a 2008 International Design Excellence Award (IDEA), a new BusinessWeek report announced today. The IDEA competition, held annually by the Industrial Designers Society of America (IDSA), is a celebration of the year’s most innovative and exciting product designs and one of the world’s most prestigious design competitions. The Lava C.O.S., a digital impression system that enables the video capture of dental impressions, was honored with a Bronze IDEA in the Medical & Scientific Products category, one of only 205 honors awarded to a field of more than 1,500 entries.

VELscope distribution expanded

LED Dental Inc. has announced that its VELscope Oral Cancer Screening System is now being distributed in 25 countries.

In addition to the United States, its largest market, and Canada, the VELscope system has official distribution agreements in twenty–three other countries. These countries, and their respective VELscope system distributors, are Australia (Inline Systems), Austria (Rocker/Narjes), Belgium (Opsyse), Czech Republic (BBServis), France (Opsyse), Germany (Rocker/Narjes), Hong Kong (HealthCare Dental), India (Confident), Ireland (Optident), Italy (Mectron), Korea (Osstem), Malaysia (NTC), Mexico (Velopex), New Zealand (Inline Systems), Poland (BBServis), Portugal (Detecta+), Singapore (IDS), Slovakia (BBServis), Spain (Detecta+), Switzerland (Kaladent), Thailand (Accord), Turkey (Ekodent), and the United Kingdom (Optident).

Tokuyama holds national sales meeting

Tokuyama Dental recently held its second annual national sales meeting in Provo, Utah. The meeting, consisting of two days of product training and role playing, was attended by all 18 sales reps, plus representatives from Tokuyama Dental America’s home office. The highlight of the trip was a visit to Sundance for lunch and a tour of the Clinicians Report™ facility and a talk by Dr. Gordon Christensen.

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At Tuesday evening’s sales award dinner, “The Sisters,” Sue Case and Wendy Combs, won Highest Total Dollar Sales and Highest Total Estelite Sales (pictured at top left, from left to right, Koji Sakade, Wendy Combs, Doug Wills, Sue Case, Tsuyoshi Kumagai and Ichi Yamada). Highest Bond Force Sales went to Chuck Mertz (pictured at middle left, from left to right, Sakade, Wills, Chuck Mertz, Kumagai, Yamada) and the Highest Percent Territory Increase went to Ira Feinman (pictured at bottom left, from left to right, Sakade, Ira Feinman, Wills, Kumagai, Yamada).

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The big winner of the evening was C.A. Bowman (pictured at right, from left to right, C.A. Bowman, Wills, Kumagai, Sakade, Yamada ). Bowman had the highest dollar volume per dentist in his territory and he and his wife won an all–expense–paid trip to Tokyo.

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Direct Relief aided by PDI

Direct Relief, a 60–year–old charitable organization that assists communities confronting enormous hardships such as natural disasters and refugee populations, received a much needed donation of Chlorascrub™ from Professional Disposables International, Inc. (PDI).

“As part of our company’s mission to help prevent infections, it’s our corporate obligation to donate materials to organizations such as Direct Relief,” says Zachary Julius, president of PDI. “Direct Relief makes a substantial difference in the lives of individuals who have been challenged by forces that are out of their control. They have the means to distribute our product to those who will need it the most. We are pleased to help in this way.”

New distribution center opened

Nobilium/Ticonium has opened a new distribution center in central Florida.

“Due to the high cost of freight–sensitive materials, we have established a distribution center in central Florida to better serve our growing market in the southeastern United States,” said CMP Industries LLC president and chief executive officer Devon Howe.

Schein, Sikka Software team up

Henry Schein, Inc. will collaborate with Sikka Software Corporation to provide Henry Schein’s customers with further optimization of business intelligence and financials based on the unique capabilities of Sikka Software’s product offering, including Dental Practice Optimizer®, Clinical Practice Optimizer™, Fee Optimizer Fee Schedule Optimizer®, and HotOptimize®.

“Henry Schein is committed to providing our customers with superior, integrated solutions that enable increased efficiency and higher productivity,” said Kevin Bunker, vice president and general manager of Henry Schein Practice Solutions. “Sikka’s software products complement Henry Schein’s practice management solutions product offering and expands upon our innovative technology and services.”

Focusing on the female dentist

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Dr. Sheri Doniger, one of the nation’s most prominent woman dentists and editor of Proofs® sister publication Woman Dentist eJournal™, recently announced the launch of new lecture and training programs, entitled “Winning over the Woman Dentist.”

According to Dr. Doniger, “In the past, a ‘one size fits both genders’ product development, marketing, and sales approach seemed to work, but it really didn’t. Lost opportunities didn’t seem to have an obvious impact on the bottom line because the woman dentist was a minority.”

The status quo of a male–dominated profession is rapidly changing. For example, in 2008, there will be 2 million more women graduating from dental school than men. Five years from now, an estimated 80% of all U.S. dental practices will be owned by women.

Dr. Doniger’s lecture and training sessions can be tailored to meet the needs of any manufacturer, distributor, or association, whether it be a one–hour or half–day session.

For more information, contact Erin Foster at (732) 389–4500, ext. 128, or [email protected].

Handpiece Experts, Sirona ink pact

Handpiece Experts has announced the commercial launch of the Air Power and E–Power handpieces series, designed and manufactured in partnership with Sirona. These lightweight, high–performance, durable and optics–equipped handpieces are available throughout North America through certified Handpiece Experts dealers.

“This partnership with Sirona is an important strategic step in the growth of Handpiece Experts,” said Jean Castonguay, president and chief executive officer of Handpiece Experts. “By adding new premium products such as the Air Power and E–Power handpieces, Handpiece Experts has become a full–service products distributor with top–quality handpiece products to benefit any dental office. Recently surpassing 165 certified dealers, Handpiece Experts has also become the largest dental handpiece repair network in North America, repairing more than 800 handpieces every day.”

Jan Siefert, vice president of Sirona’s instruments division, said, “We are excited about this new partnership with Handpiece Experts. Their unique dealer–distribution system provides Sirona with a new and important strategic partner in North America. We look forward to a long relationship manufacturing superior products for Handpiece Experts.”

Schein opens new Puerto Rico facility

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Henry Schein, Inc. recently opened the doors to a new, larger Henry Schein Puerto Rico facility in San Juan. The company’s previous facility was opened in February 2007. Attendees at Henry Schein Puerto Rico’s new facility were invited to participate in the day’s festivities, which included a ribbon–cutting ceremony, raffle, vendor fair, and educational classes.

GC America donates to NCOHF

More children are being served by the National Children’s Oral Health Foundation (NCOHF) thanks to a generous donation of dental products from GC America, Inc.

“NCOHF affiliates from California to North Carolina – including the University of California at San Francisco; Howard University; the Medical College of Georgia; Charlotte, North Carolina’s Community Health Services and other nonprofit oral health providers – are using these valuable products to serve our nation’s most economically disadvantaged children,” said Fern Ingber, NCOHF president and chief executive officer. “These products are even serving children in Puerto Rico, through one of NCOHF’s newest affiliates, the University of Puerto Rico.

“GC America’s mission is to provide products that are integral to the practice of ‘minimal intervention’ dentistry,” said David Allen, GC America’s president and chief operating officer. “We are proud to support NCOHF’s efforts to eliminate children’s needless pain and suffering by sharing our products with those who need them most.”

Darby takes care of Guard members

For the past two years, Darby Dental Supply, LLC has had a Full Pay Deployment Program in place for its National Guard and Reserve member employees. Equally important, the program also ensures that their jobs will be waiting for them when they return.

The policy was implemented at the request of the Ashkin family, who own the privately–held company. Three generations of Ashkins have operated Darby Dental Supply under a core philosophy that employees are part of an extended family and should be treated as such.

According to Darby president Gary Rosenberg, “The Ashkin family and executive management of Darby Dental Supply believe that no employee’s family should become financially strapped when their key source of income is deployed to preserve the freedom we often take for granted. We’ve noticed that our National Guard and Reserve members who return to work after deployment are more focused and less stressed if they don’t come home to unpaid bills, uncertain job security, or worse.”

“Knowing that my family was able to live the lifestyle they are accustomed to was very important to me,” said Memphis resident Antonio Bengco, a U.S. Army reservist who recently returned from being stationed at Fort Irwin, California. “The Full Pay Deployment Program is one of the best benefits a company can offer in these troubled times.”

Schein goes green at Texas warehouse

Henry Schein, Inc. recently installed new T5 High Output fluorescent lamps throughout their 176,000–square–foot distribution center in Grapevine, Texas. The lamps replaced the 400– watt metal Halide light bulbs previously used, cutting energy usage in half while maintaining a bright lumen. In addition, 220–watt fluorescent fixtures were replaced with 64–watt T8 fluorescent fixtures, thereby reducing the power usage to one–third while producing an even brighter lumen output than the original lighting.

By installing the environmentally–friendly lighting system, the Henry Schein’s Grapevine distribution center will annually reduce its carbon footprint by 1.2 million pounds of carbon dioxide, a major greenhouse gas responsible for global warming. The new lighting system also results in a 10 percent savings in electric utility expense for air conditioning, as the new fixtures produce less heat than the original lamps. Furthermore, the installment qualifies the Grapevine distribution center for substantial rebates and tax reductions from the local Texas energy company and the Environmental Policy Act, a federal program that encourages people to adopt energy–saving technology.

“The Grapevine distribution center’s ability to reduce its environmental carbon footprint through the installation of energy–efficient lighting is an important step given the energy challenges that we currently face,” said Stanley M. Bergman, chairman and chief executive officer of Henry Schein. “Our company embraces environmental stewardship as a core pillar of corporate social responsibility, and the proactive steps taken by the Grapevine distribution center exemplify this commitment.”

LED Medical wins Canadian award

LED Medical Diagnostics Inc. has been named a winner of the first annual Red Herring Canada 50 awards celebrating the most innovative and promising companies in Canada. LED Medical Diagnostics is the parent company of LED Dental, manufacturer of the VELscope® Oral Cancer Screening System.

The Red Herring Canada 50 nominees are rigidly evaluated on both quantitative and qualitative criteria, such as financial performance, technology innovation, quality of management, execution of strategy and integration into their ecosystem. This unique assessment of potential is measured by a review of the actual track record and standing of a company.

“Being named a finalist for this prestigious award was quite an honor for our company, but to be named a winner is a gratifying reinforcement of the exciting promise presented by our dedicated, talented team and our innovative, life–saving technology,” said David Cox, president of both LED Medical Diagnostics and LED Dental. Cox accepted the award on his company’s behalf in September at ceremonies in Mont–Tremblant, Quebec.

Zila inks pact with Russian distributor

Zila, Inc. has announced that it has selected DentalMed Russian Alliance, Ltd. to be the exclusive distributor of ViziLite® Plus with TBlue™, Zila’s proprietary oral cancer screening product, in Russia and Belarus. DentalMed has begun the registration process of ViziLite Plus in Russia and will begin training its sales representatives and preparing the market for the product launch after the registration process is completed. Terms of the agreement were not disclosed.

New DentaCheques model unveiled

The National Foundation of Dentistry for the Handicapped (NFDH) introduced the revamped fundraising value book and its upgraded companion website, DentaCheques 2009 and respectively, at the recent ADA Annual Session.

Unlike previous editions, DentaCheques 2009 contains offers tailored to the purchaser’s supply company making each and every product offer, rebate, and discount more applicable to each buyer’s practice. Separate and unique books are being produced for participating supply companies including Henry Schein Dental, Patterson Dental Supply, Burkhart, and Benco Dental in addition to several regional distributors.

Each book grants $130 in invoice credits from the dealer, offsetting much of the purchase price – 100% of which is routed to NFDH to be used to expand the Donated Dental Services (DDS) program. Additionally, purchasers are granted access to, where they may request more than a dozen free, no–purchase–necessary products worth hundreds of dollars more. Completing the publication are buy/get offers from many prominent manufacturers like Dentsply International and 3M ESPE. Qualifying purchases can span the entire year.

DentaCheques 2009 can be purchased directly from Patterson, Henry Schein, Burkhart, Benco, and Iowa Dental Supply for a tax–deductible expense of $150. For more information about DentaCheques, NFDH and DDS, visit,, or contact Rob Saldaña at (303) 534–5360 or [email protected].

Midmark’s “Germbusters” promotion

Midmark Corporation’s “Germbusters” promotion kicked off Oct. 1, 2008, offering cash and product incentives for dental offices purchasing Midmark M11 or M9 UltraClave® Automatic Sterilizers.

Under the terms of this promotion, with the purchase of an eligible Midmark M11 or M9 UltraClave Automatic Sterilizer during the promotional period, the dentist will receive a $400 rebate from Midmark or a Midmark M250 Soniclean® Ultrasonic Cleaner with Safety Basket. Plus, with each eligible sterilizer purchase and the donation of an old sterilizer to Direct Relief International®, the dentist will receive an additional $200 rebate. A new addition to this year’s promotion is the Hu–Friedy® bonus – for each 10 IMS cassettes purchased along with an eligible sterilizer purchase, the dentist will receive one free cassette.

Eligible products during this promotion consist of the Midmark M11 UltraClave Automatic Sterilizer and the Midmark M9 UltraClave Automatic Sterilizer.

The promotion ends Dec. 31. For more information, call the Midmark Dental Customer Service Department at (800)MIDMARK.

Burkhart reps train

A–dec training was recently held at the A–dec training facility in Newberg, Ore. Training covered the installation, operation, and troubleshooting of all A–dec products.

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A–dec class (from left to right) – Front: Roy Avila (Houston); Gered Bagocki (Tacoma); Robert Rodriguez (Phoenix); Darold Slack (Portland); Middle: Nicole Elario (A–dec Instructor); Joey Chitwood (Portland); Rick Mertens (Phoenix); Gus Ferreiro (Las Vegas); Tom Pereira (A–dec Instructor); Back: Darby Philpot (A–dec Instructor); Shannon Bruil (Corporate); Marc Meiner (San Diego)

Sterilizer training was recently held at the Burkhart Portland Branch. Representatives from Pelton & Crane, Midmark, and SciCan covered the installation, operation, and troubleshooting of their sterilizer.

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Sterilizer class (from left to right) – Dan Septon (Tacoma); Darold Slack (Portland); Gary McIlrath (Union City); Gabriel Frias (Portland); Tony Medina (San Diego); Robert Rodriguez (Phoenix); Kevin Wallace (Denver); Roger Lea (Yakima)

Air Techniques training was recently held at the Air Techniques training facility in Melville, N.Y. Training covered troubleshooting, operation, and installation of Air Techniques digital products, as well as vacuums and compressors.

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Air Techniques class (from left to right) – Marc Johnson (Air Tech Trainer); Ryan Mertens (Phoenix); Kevin Schmidt (Sacramento); Terry Moore (Portland); Steve Beevor (Yakima); Mike McDermott (Tacoma); David Bartlett (Tacoma); Mike Fiske (Spokane); Greg Rehms (Tacoma); Roger Lea (Yakima); Shannon Bruil (Corporate); Mark Asplund (Northwest PSA Rep)


A Trade News item in the September issue of Proofs® dealing with Darby should have read, “Darby Dental Supply expands Jericho sales office with 4 account managers”

“Christina Kenderes, Stephen Materia, Frank Savino, and Jason Santini bring a wealth of collective sales and customer service experience to Darby “ – Scott Walsh, Darby national sales manager.