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Trade news

Sept. 1, 2006

ADA makes changes to annual session

The American Dental Association (ADA) has announced a series of changes to the operation and schedule of its Annual Session Marketplace Exhibition, including the return to its previous space-selection process for exhibitors.

A scene from the 2005 ADA Annual Meeting in Philadelphia.
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Exhibition categorization to end - Beginning in 2007, the ADA will end its three-year trial of an exhibitor categorization concept that divided the ADA Marketplace Exhibition into four clusters - Over-the Counter/Pharmaceutical, Dental Services, Instruments and Equipment, and Materials/Infection Control. The model required each exhibitor to select a category that most closely reflected the company’s line of products/services.

The concept, introduced at the 2004 Annual Session in Orlando, makes its last appearance at this year’s event in Las Vegas. The 2007 ADA Marketplace Exhibition marks the return to assigning booth spaces based solely on priority points earned by exhibitors from their past marketplace participation.

“The ADA values its partnerships with member attendees and manufacturers who exhibit each year,” said Dr. Ken McDougall, incoming general chair of the ADA Annual Session. “After extensive review of exhibitor and attendee feedback, we determined that the original priority-point system allows both exhibitors and attendees to have the most positive experience.”

“On-site space draw” for 2007 Annual Session set for Las Vegas - The ADA will implement an “on-site space draw” at the 2006 ADA Annual Session in Las Vegas, inviting the 300 ADA 2006 exhibitors with the highest number of priority points to select their space for ADA 2007 in San Francisco. The 300 exhibitors will receive notification by mail in early September 2006, which will include their appointment date and time. All other exhibiting companies will have the opportunity to be included in the first-round space assignment by mail-in application (deadline dates to be included in the application mailer).

Exhibitors to enjoy peak crowds from Marketplace Exhibition schedule change - The ADA is revising its Marketplace Exhibition schedule for the 2007 and 2008 Annual Sessions to provide exhibitors with more exposure to peak attendance crowds. Beginning in 2007, the Marketplace Exhibition will be open to attendees on the first, second, and third days of the Scientific Session, and closed on the fourth day. According to the ADA, the first two days of the exhibition have the highest participation levels. In recent years, the Marketplace Exhibition has opened on the second day of the four-day Scientific Session and remained open on the third and fourth day.

ADA World Marketplace - During the past three years, the ADA has expanded its efforts to gain the participation of attendees and dental exhibitors from outside the U.S. As part of this continued effort and beginning in 2007, the exhibition will be renamed the ADA World Marketplace. This updated positioning reflects the ADA’s five-year international business development plan.

Heraeus Kulzer “evolves” by using distributors to handle lab products in Canada

Heraeus Kulzer Inc., recently transitioned from a customer-direct to a distributor-based sales model in Canada. Specifically, Heraeus Kulzer’s broad assortment of dental laboratory products were made available in Canada through Henry Schein Ash Arcona, Excel Dental Laboratory Sources, and Westan Dental Products Group as of July.

“The Canadian market has been one of our strongest growth areas in recent years. Selling our products through distributors is part of a healthy evolution,” said Chris Holden, president of Heraeus Kulzer.

On July 4, Henry Schein Ash Arcona, Excel Dental Laboratory Sources and Westan Dental Products Group began offering Heraeus Kulzer laboratory brands, such as Artic®, Basic®, and Premium® denture teeth, HeraCeram® porcelain, and a diversity of laboratory consumables to more than 2,000 dental laboratories in Canada.

“The new distribution model will benefit Heraeus Kulzer’s Canadian customers, who will be able to purchase the full range of Heraeus Kulzer products, making one-stop shopping possible and enhancing laboratory efficiency,” Holden explained. “Canadian labs will also benefit from quicker delivery thanks to the multiple service centers operated by each distributor. All three distributors will continue to provide our customer laboratories exemplary service in a quicker, more efficient way.”

Medicom® moves its U.S. distribution center

Medicom® Inc., has moved its U.S. distribution center from Lexington, Ky., to Augusta, Ga*. The company made the move to the Georgia facility, which is wholly owned and operated by Medicom employees.

The new temperature-controlled warehouse will allow for improved quality assurance. Newly appointed warehouse manager Bruce Morin will manage the facility, bringing to Medicom more than 20 years of experience in warehouse and plant management. Effective immediately, all of Medicom’s U.S. orders will be shipped via the company’s Augusta distribution center.

Patterson reps train at A-dec

Sixteen service technicians from Patterson Dental Supply recently attended a professional technical training seminar at A-dec headquarters in Newberg, Ore. A-dec employees also participated in the seminar.

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A-dec Technical Training Seminars are available most of the year to authorized A-dec dealers and federal government agencies all over the world. July and August are reserved for dental schools and schools with dental assistant or hygiene programs. Each seminar focuses on product concepts and maintenance skills required to service A-dec equipment.

For more information, contact any A-dec territory manager, or call (800) 547-1883.

Diversified Dental Services, FluidThink merge

Diversified Dental Services (DDS) has merged with FluidThink, a New York City-based technology group. Since 1996, DDS, founded as a handpiece and small equipment repair company, has grown into a full service dealer offering equipment from some of the dental industry’s premier manufacturers. With DDS’s five salespeople and more than 3,000 customers in the greater New York area, the addition of FluidThink’s two-person sales staff and client base enables DDS to offer a comprehensive line of intraoral and panoramic digital imaging technology, along with total computer infrastructure to current and future customers.

DDS has a 3,000-square-foot facility and showroom in Setauket, Long Island and FluidThink has a branch office in Manhattan. Also under the DDS umbrella is Dental Repair Specialists (DRS), a nationwide wholesale and mail order handpiece and small equipment repair service.

NDC hosts DTA Credit Management Committee

National Distribution & Contracting, Inc. (NDC), parent of both American Dental Cooperative and United Dental Dealers, recently hosted the Dental Trade Alliance’s Credit Management Committee at their corporate headquarters in Nashville.

Mark Seitz, president and CEO for NDC, Inc., greeted the committee and expressed appreciation for their visit. Dave Rose, vice president of member services, Lori Paulson, managing director, and Al Roberts, director of credit, presented the philosophy of the dental buying groups under the NDC umbrella. In addition, three ADC members discussed their individual scenarios and distributorships. Mike Brown, president, discussed the Nashville Dental operation and their views. Danny Kowalick, CFO, represented Midwest Dental Equipment and Supply in Wichita Falls, Texas. Articulating the position of Goetze Dental based in Kansas City, Mo., was Bart Miller, CFO.

“It was a pleasure to have the committee spend time learning about us and several of our members,” Paulson stated.

The DTA Credit Committee attendees included Peter DeLich, Axis Dental Group; Pat Barbaro, GC America, Inc.; Maysaun Toledo, KaVo/Gendex Corp.; Kim Gallagher, Premier Dental; David Boreneman, Septodont, Inc.; Cheryl Drake, Whip Mix; David Steinbock, Whip Mix, and Sharon McQuirns (chairperson), DentalEZ.

AMT, CoreStrength to work together

American Medical Technologies, Inc., has entered into an exclusive sales distribution agreement with CoreStrength, Inc., whereby CoreStrength’s sales force will distribute AMT’s dental products to dental dealers throughout North America.

Roger, W. Dartt, president and chief executive officer of AMT, stated, “We are very pleased to have this experienced team of dental sales professionals distributing our products to dental dealers throughout North America.”

AMT develops, manufactures, and markets high-technology dental products utilizing a patented Hydrobrasiontechnique and recently acquired the exclusive worldwide distribution rights to the Spectrum Dental tooth whitening product line. AMT’s hydrobrasion products are marketed under the brand names of HydroJet. The Spectrum tooth whitening products are marketed under the brand names of Contrastpm, Contrastpmplus and Contrastam.

“We are excited with the opportunity to expand the HydroJet and Spectrum brands. CoreStrength’s expertise is developing dealer partnering programs through their established field sales organization. AMT and CoreStrength is a good match,” said Jeffrey Goodman, chief executive officer of CoreStrength.

3i opens new headquarters

3i employees celebrated the opening of a new 50,000-square-foot building at the company’s Palm Beach Gardens, Fla., headquarters. The new multipurpose facility accommodates the company’s continuing growth in the dental implant industry, utilizing some of the latest technology available in construction and manufacturing.

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The new structure houses special order products, ARCHITECH PSR® (Patient Specific Restorations®) Operations, and professional education materials as well as receiving, raw materials, storage, and product distribution. It expands 3i’s world-class facility to 186,000 square feet.

Henry Schein adds Darby properties

Henry Schein, Inc., has acquired the assets of Island Dental Co., Inc., Darby Medical Supply Co., and Darby Dental Laboratory Supply Co., Inc., from privately-held Darby Group Companies. Together these three businesses had 2005 sales of approximately $219 million.

“The acquisition of these three businesses is an excellent match with Henry Schein’s U.S. operations, and affords deeper penetration in our dental and medical divisions,” said Stanley M. Bergman, chairman and chief executive officer of Henry Schein. “We look forward to offering new products, services, and programs to our new customers and sales representatives.”

Island Dental is a full-service distributor of dental merchandise and equipment with a nationwide presence, with particular strength in the Northeast, Southeast, and Western United States. The company provides its customers with a selection of more than 45,000 products. The Island Dental business will be integrated into Henry Schein’s Sullivan-Schein Dental division.

Darby Medical Supply provides medical supplies and pharmaceutical products, including generic drugs, branded drugs, and vaccines to small medical practices nationwide, primarily through telesales and direct marketing. It becomes part of Henry Schein’s Medical Group.

Darby Dental Laboratory Supply is a full-line distributor serving the dental lab community nationwide, primarily through direct marketing, with more than 25,000 products. Darby Dental Laboratory Supply will be integrated into Henry Schein’s Zahn Dental Laboratory division.

BioLok, Shofu sign Japanese distribution pact

BioLok International Inc., of Deerfield Beach, Fla., and Shofu Inc., of Japan have entered into an international distribution agreement to market the BioLok Precision Dental Implant System and its related products in Japan.

BioLok will commence training, education, and clinical activities to ensure that Shofu staff is well versed in dental implantology, knowledgeable of the BioLok Dental Implant System, and prepared to commence the marketing of dental implant and related products in Japan, estimated at more than $120 million annually.

“We are extremely excited about developing a strong alliance with Shofu, a significant and very successful company that has built a worldwide reputation in the dental marketplace,” said Bruce L. Hollander, BioLok’s president and chief executive officer. “We look forward to entering the large Japanese market and the possibilities of other cooperative activities.”


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Gerd Heinsheimer - Heinsheimer, 89, the former owner of Heinsheimer Dental Supply Inc., passed away on April 30. He entered the dental supply industry in 1945 and remained enthusiastically active in the business for 60 years. By the late 1960s, he had built his company into one of the largest independent dental supply companies in America. He was active in the Dental Dealers of America and other trade organizations.

Edmund A. Steinbock - Steinbock, 80, who served as president or chairman of Whip Mix Corporation for more than 50 years, passed away on May 24. He served as a naval officer in the South Pacific during World War II and joined the family business, Whip Mix, after the war ended. He received numerous patents for his innovations in vacuum mixing and investing equipment, a casting machine, a burnout furnace and related equipment.

Lou Walter - Walter, 80, formerly of Walter Dental Supply in Hackensack, N.J., passed away on April 22. For more than 60 years, Walter worked in the dental industry as a salesman and owner. In recent years, he was working for Becker-Parkin.

PennWell nabs dental CE business

PennWell Corporation, a diversified global media and information company and parent company of Proofs, has acquired the publishing and continuing education business of the Academy of Dental Therapeutics and Stomatology and Odontos World Media from the company’s founder and president, Michael Florman, DDS. Financial terms of the sale were not disclosed.

Established in 1998 by Florman, an orthodontist based in Santa Monica, Calif., The Academy of Dental Therapeutics and Stomatology (ADTS) is a leading provider of continuing education publications and courses for the dental profession. ADTS is authorized by the American Dental Association to provide continuing education credits to dentists, hygienists, and dental assistants in the U.S.

ADTS publishes the Dental Continuing Education Digest, a peer-reviewed publication which offers dental clinicians high-quality continuing education credits through classes they can take at their convenience. The articles cover topics including cosmetics and restoratives, endodontics, infection control, orthodontics, periodontology, lasers, and hygiene, among others. ADTS maintains a library of tests, which clinicians can complete in print or online. ADTS also publishes monthly courses in dental publications, including PennWell’s Dental Economics and RDH.

Florman will remain involved in the business as a consultant to PennWell. Aldo Eagle, Florman’s partner and vice president of ADTS since 2004, will join PennWell as sales director of the business.

“I look forward to working with PennWell on new launches and product development, including the resurrection of the popular Dental Therapeutic Digest,” Dr. Florman said. The Dental Therapeutic Digest is a reference text to commonly prescribed pharmaceutical products, medical emergency drugs, and periodontal aids.

KaVo hosts numerous training sessions

Many dealers have recently taken advantage of training offered by KaVo at the company’s headquarters in Lake Zurich, Ill. Product focuses for the groups included KaVo Air handpieces, electric handpieces, light sources, tubings, and the DIAGNOdent laser caries detection device.

Atlanta Dental training - Attendees included (not pictured in order): KaVo - Doug Mayer; Chad Mohon. Atlanta Dental - Bill Oakes, Brian Stallings, Dean Cox, Doug Brookshire, Fred Harris, Jason Kirkus, Ken Seremak, Lee Clifton, Matt Anderson, Tom Richardson, David Perpall, David Vick, and David Sauberlich.
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ADC (Leventhal, Atlanta, Freud, Mohawk and Eastern Dental) training - Attendees included (Not pictured in order): KaVo - Doug Mayer; Chad Mohon, Anthony Saranczak. ADC - Paul Currie, Steve Leventhal, Chad Tomlinson, Ginny Ellison, Mike McCleaster, Barbara Jacobs, Dave Jacobs, Jacob Sigmon, Neil Lester, David Surks, Al Dupuis, Beverly Bochak, Jerry McMahon, Matt Weiss, Jerry Paluck, and Douglas Dries.
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Burkhart training - Attendees included (Not pictured in order): KaVo - Jim Liebenstein, Steven Griffith Burkhart - Matthew Ashley, Brandyn Kyle Hohs, Troy Jones, Rebecca LaGuardia, Christian Patterson, Monica Romstad, Donald Taylor, Michael Butler, Layne Moffitt, Lorilee Pearson, and Jason Wheeler.
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Midway Dental training - Attendees included (in order): Chris Kelly, Jason Kwiatkowski, Jeff Abigt, Matt Murphy (KaVo rep), Roger Abigt, Dawn Abigt-Metcalf, Frank Konieczny, and Tina Schadt.
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Sullivan-Schein Dental training - Attendees included (not pictured in order): KaVo - Doug Mayer; Brett Hines. Sullivan-Schein Dental - Jeff Kraus, Katie Geib, Todd Atkinson, Beverley Boothe, Christopher Chris Varner, Don Rucho, Jeff Rice, Paul Smith, and John Bowden.
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Sullivan-Schein Dental training - Attendees included (Not pictured in order): KaVo - Brett Hines, Doug Mayer, Chad Mohon. Sullivan-Schein - David Johnson, Alieda Mackey, Jennifer Ward, Hal Redfern, Alan Handley, Jack Suits, Derek Covell, Ashley Wickstead, Catherine Linder, Drema Simpkins, Frauke Aarnink, Kevin Benevides, Paul Brinkley, Scott Carringer, Stephen Raley, Tony Zylstra, Jamison Leigh, Kirk Greenway, and Marion Stokes.
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