Trade News

June 1, 2007
The event is undisputedly the world’s leading fair for dentists, dental technicians, the dental industry, and the dental trade.

Featuring another increase in visitor turnout (approximately six percent to nearly 100,000), the 32nd International Dental Show (IDS), the world’s largest trade fair for dentistry and dental technology, once again amazed those in attendance in Cologne. The five-day event was very international in scope, with 35 percent of the trade visitors coming from outside Germany from a total of 150 countries. Around 62 percent of the exhibitors came from abroad, from a total of 54 countries. The largest exhibitor contingent came from Germany, followed by the United States (186 suppliers), Italy (178) and Switzerland (69).

IDS, which takes place in Cologne every two years, once again broke records in all areas. The number of exhibiting companies increased by 200 to 1,742, while the gross hall space was enlarged from 107,000 to 130,000 m2.

“Each event surpasses the outstanding result of the previous one,” said Dr. Martin Rickert, Chairman of the Association of German Dental Manufacturers (VDDI). “Visitors and exhibitors were thrilled by IDS, as supply and demand do not come together at this scale and in this quality anywhere else. The entire sector from all over the world meets at IDS. The event is undisputedly the world’s leading fair for dentists, dental technicians, the dental industry, and the dental trade.”

GC unveils new R&D building in Tokyo

GC Corporation, Japan, recently had the unveiling ceremony of the first phase of the new R&D Building with attendance of 80 esteemed guests in Tokyo.

GC was established in 1921. In 1959, in the chaos of postwar Japan, GC constructed the original R&D Building. Since then, GC has been pushing forward the second stage of expansion and modernization of its facilities. In 2004, towards realization of Vision 2010, celebration of the 90th anniversary and the 100th anniversary, under the company motto of “SEMUI,” GC has decided to construct the new R&D Building for creative space.

Makoto Nakao, president and chief executive officer of GC Corporation, believes the new R&D creative space will help improve the world’s QOL (quality of life), again in accordance with the company’s motto, “SEMUI.”

Patterson, Schick extend agreement

Patterson Companies, Inc. and Sirona Dental Systems, Inc. have extended Patterson’s exclusive distribution agreement for Schick CDR® digital dental X-ray products in the U.S. and Canada through Dec. 31, 2009. Schick is a wholly-owned subsidiary of Sirona. Patterson Dental, Patterson’s dental unit, has been the exclusive distributor of Schick digital products throughout North America since 2000.

Scott P. Anderson, president of Patterson Dental, said, “We are extremely pleased with the extension of our agreement with Schick, one of our key partners and the acknowledged leader in digital radiography. The digital X-ray market is one of the fastest growing in dentistry today, and we believe that the combined strengths of Patterson and Sirona will enable us to continue providing the best digital X-ray solutions to dentists throughout North America.”

Michael Stone, president of Schick Technologies, Inc., added, “The continued partnership of Schick and Patterson offers North American dentists ‘best in class’ technology and service. We are delighted to extend this strategic partnership and look forward to three more years of exciting growth as the market continues to adopt our digital products.

Benco acquires KernCo Dental Supply

Benco Dental has announced the acquisition of KernCo Dental Supply, Inc. Financial terms of the acquisition were not disclosed.

Scott Kern, president and founder of KernCo Dental Supply, Inc., will join Benco Dental along with a number of other key team members.

“We are pleased to make KernCo part of Benco Dental,” said Charles Cohen, president of Benco Dental. “The strategic fit between our two companies is ideal.”

“Like Benco Dental, KernCo built our reputation on outstanding customer service,” Kern said. “Merging with Benco Dental will allow us to offer current KernCo customers the same great service they’ve come to expect, together with an expanded array of products and services including digital technology integration, practice development consulting, dental office design and much more.”

KernCo Dental Supply, Inc., was founded in 1991. The company grew to become a leading provider of dental supplies, equipment and repair service in central Pennsylvania.

Sirona chosen for NADL award

Sirona Dental Systems has been chosen by the National Association of Dental Laboratories (NADL) as the 2006 Supplier Member of the Year.

Sirona was honored at the annual NADL Vision 21 meeting, where it was presented with its award during a special ceremony at the Bellagio Hotel & Casino in Las Vegas.

The NADL annually recognizes individuals and companies who have made significant contributions to the NADL and the dental laboratory profession. Award winners are nominated prior to the Awards Ceremony by NADL members who believe the person, laboratory, or company deserves to be recognized by their colleagues.

The Supplier Member of the Year Award is presented to an NADL member supplier company who makes significant contributions and demonstrates leadership in relation to working in the dental laboratory industry. These contributions may be either directly in service to the NADL, or to the laboratory industry in general.

Sirona has received many accolades and awards over the years that were related to its outstanding service and laboratory CAD/CAM product offering.

“We are very honored by the fact, that the NADL recognizes Sirona as an outstanding supplier of products and services for the dental laboratory industry,” remarked Norbert Ulmer, director of dental laboratory applications for Sirona Dental Systems. “Every day, we strive to listen to, and implement suggestions from the laboratory community in order to supply them with the tools they need to become even more successful.”

Televox Software acquired by West Corp.

TeleVox Software, Inc., the leading provider of messaging solutions to the healthcare industry and other markets, has been acquired by West Corporation. West Corporation, headquartered in Omaha, Neb., is a leader in outsourced communication solutions to many of the world’s largest organizations.

Founded in 1992, TeleVox offers a full suite of high-quality technology solutions, including outbound message delivery, inbound inquiry, on-hold messaging, online communications, website design and hosting, survey delivery systems, and data append services to 12,000 clients worldwide. The core market for TeleVox products is the healthcare industry, though these solutions have applications in various commercial markets. All TeleVox products are designed to enhance doctor-patient and business-customer communication.

According to the details of the merger, TeleVox will no longer operate as an independent company and will become part of West Interactive, a division of West Corporation. Integrating the core competencies and leadership positions of both TeleVox and West will allow them to operate on a larger scale while leveraging the products, scalability, systems and sales teams necessary to maximize potential growth opportunities in the industry.

“We are excited about joining forces with West Corporation, as it represents what we believe will be the best future for TeleVox and all of its customers, employees, partners and suppliers,” stated Neil Armentrout, TeleVox founding president and chief executive officer. “This merger involves two companies that are very similar in culture and business approach, as well as the core values of customer commitment, teamwork, integrity and product excellence.”

3M ESPE again named most innovative company

For the second year running, 3M ESPE ranks as the most innovative company in the worldwide dental industry, according to the 2006 Dental Industry Review conducted by The Anaheim Group, distributors of Dental Fax Weekly.

“At the heart of the company’s culture lies 100+ years of research and development expertise, making discovery a way of life at 3M ESPE,” said Jeff Lavers, division vice president, 3M ESPE. “With more than 6,500 scientists companywide, it’s no surprise that innovation is fostered at every level within the organization - from the lab to the sales force.”

During the past five years, 3M ESPE has led the dental industry with an average of 45 innovations per year. Entering 2007, the company is once again poised to retain its “most innovative” designation with early introductions of RelyX Unicem Self-Adhesive Universal Resin Cement in the Clicker Dispenser and Protemp Crown Temporization Material.

“Our people understand that innovation, in and of itself, is not enough,” continued Lavers. “It’s only when we combine that spirit of discovery with customer insights that we are able to apply our deep knowledge and technological expertise for the betterment of dentistry.”

The Anaheim Group considers three components in its innovation index, including: FDA 510(k) new product clearances for the U.S. market; United States Patent Office dental industry patents; and dental patents from the European Patent Office and the World International Patent Office. The Dental Industry Review summarizes the key business and technical events occurring in the worldwide dental industry.

Team Biotene takes the L.A. marathon in stride

With more than 20,629 entrants, 1,500 volunteers, and a 26.2 mile course to conquer, members of Team Biotene walked, biked, and ran their way toward the finish line of Los Angeles’ 22nd Marathon.

The dedicated employees of Laclede, the makers of Biotene and Oral Balance Dry Mouth products, endured months of rigorous training to help raise money and increase awareness for more than 50 local and national charitable organizations. And, during the three-day event, Team Biotene distributed more than 75,000 Biotene sample packs to thousands of participants through goodie bags and en route giveaways.

“It’s great to be with thousands of other people all trying to make it to the finish while supporting their charities,” said Team Biotene member, Dale Lauterback. “And, it was a blast biking through the streets of L.A. seeing people chewing packs of Biotene Gum!”

For more information about Biotene products or additional events sponsored by Team Biotene, please call 800-922-5856 or visit

DIAC tabs new president

The Board of Directors of the Dental Industry Association of Canada (DIAC) has announced the election of Peter Jugoon as president-elect of DIAC.

Jugoon is currently the executive vice president and chief operating officer of Henry Schein Ash Arcona, and vice president of DIAC. He will continue his duties as vice president of DIAC and director of the governance portfolio until his presidential term commences on May 1, 2008. Jugoon will then assume the responsibilities of president for two years.

KAB Dental makes changes

In recent months, KAB Dental has incorporated dental materials and disposables to complement their equipment sales and service business, which includes turnkey new dental office construction projects.

KAB Dental has relocated to a larger facility, retained Dennis Perkins, DDS, as a consultant to help with their supplies business, and hired two field sales and two inside sales people to sell materials and disposables. Peter Martin is the senior sales person with field sales experience from several dental companies, and Lindsey Palazzolo is a vibrant and enthusiastic junior sales person.

KAB Dental is a dealer with major manufacturers such as 3M ESPE, Kodak, Tyco/Kendal, KaVo, Gendex, etc. KAB has previously sold materials and disposables for a decade and now with their online shopping cart - at - the company feels positioned to benefit from the synergy between their equipment and supplies business.

KAB Dental is based in Michigan and was established 18 years ago by Kirit & Claudia Bhatt. KAB Dental is a member of the United Dental Dealers with more than 20 dealers throughout the United States and Canada. For more information on KAB Dental, please contact Kirit Bhatt at (586) 983-2502.

Milestone signs agreement with Carticept

Milestone Scientific, Inc., has signed a collaboration agreement with Carticept Medical, Inc., an Atlanta-based company developing and commercializing advanced medical device technology for the minimally-invasive treatment of cartilage damage and osteoarthritis.

The companies have agreed to collaborate, at Carticept’s cost, on the development of a specialized injection system for the treatment of arthritic joints. The injection system will use Milestone’s patented CompuFlo technology to painlessly inject Carticept’s proprietary products into the intra-articular joint space.

Once Carticept is satisfied that the prototype meets predetermined performance benchmarks, then Carticept and Milestone will develop a professional version of the system suitable for commercialization and distribution to the professional medical markets.

ProDrive acquires High Speed Service

ProDrive Systems Inc., has acquired High Speed Service Inc., of Portland, Ore. With more than 100 dealers across North America and access to more than 10,000 customers, High Speed Service will help launch ProDrive as a major player in a market valued at USD $1.2B.

Jean Castonguay, president and chief executive officer of ProDrive Systems Inc., said, “Our unique strategy aims to upgrade dental handpieces, improving performance and efficiency - the number one concern of dentists. Joining ProDrive’s power brand with High Speed Service’s handpiece expertise is a natural brand and business extension. Phase one of our combined product and service offering positions us to capture a large portion of the North American market, and begin preparations for the worldwide market.”

Midmark holds Dental Service School

Nine service technicians recently spent three days at Midmark’s Dental Service School in Versailles, Ohio, to learn about Midmark products. Product focuses included Midmark’s dental chairs, instrument delivery units, sterilizers, lighting, and the new Midmark line of vacuums and compressors.

Instructor Jeff Sanders led the dental equipment training and Kim Barga conducted the sterilizer training. Attendees included Rob Bradford, Michael Bennett, Phil Caldwell, Matthew Hansen, and Todd Kivett of Goetze Dental; Kip Anderson of Eastern Dental Supply; Sucre Perez of Naval Branch Health Clinic; and Ken McAdams and Everette Newman of Benco Dental.

Midmark’s service schools are available to all its authorized distributors. Visit for more information.

Midmark holds national sales meeting

Midmark Corporation honored its top dental sales performers during its annual national sales meeting in Versailles, Ohio, last month. This year’s theme was “Movin’ on Up!” Several new products and product concepts were introduced that will drive the division’s growth this year and in the future, including Midmark’s new PowerAir Oil-less Dental Air Compressor line, which evolved from two very successful dental compressor brands - Apollo and Matrx.

During the four-day meeting, the sales representatives received hands-on product training and participated in role playing during these sessions. Many engineers from Midmark were also involved to assist in the product presentations and answer questions.

“Midmark’s new product development teams, from Versailles, Ohio and Orchard Park, N.Y., were an incredibly integral part of the meeting this year, and we showed our sales force that Midmark is putting all of the right pieces of the puzzle in place,” said Eric Shirley, Midmark vice president and general manager, dental division.

A particularly beneficial segment of the meeting for Midmark’s territory sales professionals was the “shadow time” they received. The objective was to give them an idea of the complexities and challenges that Midmark’s operations groups deal with on a day-to-day basis.

“We wanted the reps to see how the jobs of so many are intertwined and how having that knowledge can make us all more effective in serving our customers,” said Shirley. “Thanks to Roger Boeke, Jim Mitchell, Alan Monnin, Kevin Grilliot, Greg Muhlenkamp, Mike Alt, Kevin Hedrick, and Dave Voisard for letting us spend time with their teams and thanks to Karl Weidner for being so supportive of such an outstanding educational opportunity for our sales force.”

At the company’s awards banquet, Midmark’s top sales performers during the year were recognized. The awards included:

Michael Hall - Prestigious Eagle Award - Territory Sales Representative of the Year
Kenny Schwing - Regional Manager of the Year
Matt Buettner - Territory Sales Representative of the Eastern Region and Focus Award - Air & Vac
Mike Harwood - Territory Sales Representative of the Central Region
E. Daniel Shoemaker - Territory Sales Representative of the Western Region
Matt Anderson - Rookie of the Year
Scott Rosengren - Focus Award - Operatory
Mark Soper - Focus Award - Sterilizers
Michael Hall - Focus Award - Casework
Kevin Focke - Focus Award - Analgesia

In addition, seven sales representatives received a plaque for being in the 4 Million Dollar Sales Club - Steve Van Lant, Kevin Focke, Bill Iavaroni, Cecil Bean, Jason Hulak, Michael Hall, and Joe Pantaleo.

NDCU announces new courses, leadership

National Distribution & Contracting, Inc. (NDC) announces new leadership and a new course schedule for their sales rep training program, NDC University (NDCU).

Michele Deen, director of marketing, has been also named as dean of students for NDC University. She has been working closely with the NDC Member and Vendor Services team to expand the content and course offering of NDCU. The primary goal is to enhance the educational experience of participating sales reps and provide them necessary insight and confidence to be successful in healthcare distribution sales and service. The program also allows for one-on-one product training with key vendors.

“I am looking forward to improving upon a quality program by listening to the needs of our members and vendors and aligning mutual goals,” Deen said. Nearly 1,000 students have graduated from the NDCU training program since its inception in 1996.

Remaining 2007 Course Schedule

Summer Session, Advanced Sales Training - Aug. 1-3.
Fall Session, Basic Sales Training - Nov. 28-30.
New this year, NDCU Online - an interactive Webinar training event featuring one vendor (quarterly).
For more information, log on to

LED Dental wins federal supply contract

LED Dental Inc., a Vancouver-based medical device company, has been awarded Federal Supply Schedule Contract V797P-3134M by the Department of Veterans Affairs in Hines, Ill.

Although issued by the Department of Veterans Affairs (VA), the contract enables LED Dental to market its VELscope® (Visually Enhanced Lesion Scope) oral mucosal examination system directly to any and all U.S. Government agencies. In particular, the 5.5 million military veterans eligible for VA services represent a high-risk population for the incidence of oral cancer.

“This is a very important contract for us,” said LED Dental president and chief executive officer Steven Semmelmayer. “Not only from a business perspective, but because we believe it’s important to provide military veterans with the best possible standard of healthcare, including the prevention and early detection of life-threatening diseases such as oral cancer.”

KaVo holds training for Sullivan-Schein reps

Sullivan-Schein Dental sales group representatives recently spent a few 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 with the support of KaVo Dental Sales Representatives Ed Mileto, Anthony Saranczak, Carol Lang, and Matt Murphy.

KaVo paid a visit by Burkhart reps

Two different sets of Burkhart Dental sales group representatives recently spent a few 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 with the support of KaVo Dental Sales Representatives Brad Treadwell and Travis Hale.

Napa Dental has new owner

Steve Knight, owner of Crown Seating, DNTLworks Equipment Corporation, and U.S. Seating Components, recently purchased the assets of Napa Dental of Sparks, Nev.

“At one time, Napa Dental had been a significant supplier of dental stools and upholstery to our industry. We are excited to bring its former knowledge, products and technology into our product line at Crown Seating,” Knight said.

Napa’s assets are being transferred back to the home office of Knight’s companies in Centennial, Colo.

Give Kids A Smile impacts the nation

Los Angeles - As part of the nationwide Give Kids A Smile Day, the Hispanic Dental Society of Los Angeles, provided free, expert dental services to local first graders from the Vaughn Next Century Learning Center. Sponsored by the American Dental Association, Sullivan-Schein Dental, Colgate-Palmolive Co., and Dexis Digital X-Ray, many local volunteering dentists and hygienists were able to provide over 180 underserved children with basic dental care at the MEND center in Pacoima.

Southern California - The University of Southern California School of Dentistry provided free, expert dental services to local children from low-income families. More than 300 children came to Ville Park Community Center in Pasadena for free treatment from 45 volunteers.

“This will help the children not to be afraid to go to the dentist,” said Lilliana Zolana, mother of one of the young patients. “It makes it easier for them to understand the dentist is their friend.”

St. Louis - With the help of 481 dental professionals and volunteers, 650 local children from the St. Louis area were able to receive dental care worth more than $220,000 from the founders of Give Kids a Smile. Give Kids a Smile will continue to complete their treatment with the help of Smile Factories, volunteering dental schools and private offices that agree to complete the dental services needed for each child.

Louisville, Ky. - The University of Louisville School of Dentistry provided free, expert dental services to local children from low-income families. More than 130 children came to the dental school for free treatment as part of Smile Kentucky! This community partnership based in Louisville provides dental education, oral screenings, and dental treatment to school children in surrounding counties. Smile Kentucky! provided education programs to 17,000 students in the schools, free dental screening to 3,500, and free treatment to more than 300 children. The value of the treatments exceeded $100,000.

Providing underserved children with free dental services, Give Kids A Smile has two missions - help children get the dental care they so desperately need and raise awareness of better health care that addresses their dental health needs.

Straumann acquires etkon

Straumann, a global leader in implant dentistry and oral tissue regeneration, and etkon, a privately-owned fast-growing company in conventional and implant-based tooth restoration using CAD/CAM technology, have signed an agreement for a friendly, outright acquisition of etkon by Straumann.

According to the terms of the transaction, the Swiss-based company will pay EURO 77 million up front for 77 percent of etkon’s shares. The remainder are expected to be acquired in the near future, bringing the purchase consideration to EURO 100 million. This makes the acquisition the largest in the history of the Straumann Group to date.

Explaining the rationale behind the deal, Straumann’s president and chief executive officer Gilbert Achermann said, “We believe that future success in the tooth restoration industry will be increasingly driven by CAD-CAM prosthetics. etkon gives us an immediate sizeable presence in this area and makes us the only company in the dental sector that offers surgical, restorative, and regenerative solutions - from bone augmentation and tissue regeneration, through implants and prosthetics, to individualized crowns and bridges. Our two companies are a superb fit - not just in terms of products and services but also with regard to company culture.”

IDM welcomes new member from Korea

During the Association of International Dental Manufacturers’ (IDM) recent General Assembly, held in Cologne in conjunction with the 32nd IDS, the Korean Dental Industry and Trade Association (KDTA) was welcomed as a new member.

KDTA represents more than 70 Korean dental manufacturers. Working with the Korean Exhibition Organizers (KOEX), KDTA is fostering SIDEX, an industry event which attracts nearly 10,000 visitors.

“IDM is very proud to have the prestigious KDTA as a member association,” said Freidrich Herbst, executive director of the IDM. “Jointly with the two IDM founding member associations, the Australian Dental Industry Association and the Japan Dental Trade and Industry Association, the IDM sphere of influence expands now deeper into the Australian, Asia Pacific Rim region.”

New Web site for Alliance of Dental Manufacturers

The Alliance of Dental Manufacturers announces the launch of their new Web site -

The Alliance of Dental Manufacturers is a group of nine independently owned companies who have formed an alliance to better communicate with their dental laboratory clients. The Alliance publishes and distributes a mailer five times per year containing information on member company products and technical articles. The new website will further enhance client communications for Alliance members.

The Alliance of Dental manufacturer members are Dedeco International, Dental Ventures of America, Dillon Company, Indenco Dental Products, Lang Dental Manufacturing, Preat Corporation, Nevin Laboratories, Vaniman Manufacturing, and Whip Mix Corp. Business Development Associates is responsible for the Alliance marketing and promotional activities and programs.

For more information, contact Chuck Yenkner at Business Developments Associates (860) 657-0763.

Whip Mix adds to fight against breast cancer

Whip Mix Corporation announced a special promotion to aid breast cancer research. Until Oct. 31, Whip Mix is pledging to donate a percentage of its sales from HandiMix, Preppies, and Ardent products to the fight against breast cancer. Whip Mix is offering a special “buy 3, get 1” free on HandiMix and Pumice Preppies and a “buy 2, get 1” free on selected Ardent Articulating Paper and Film.

In addition, Whip Mix will award free merchandise & prizes to our qualifying customers. It’s our way of saying thank you for joining Whip Mix in the fight against breast cancer.

For more information about the Whip Mix Breast Cancer Research Promo, visit

Benco teams up with The Hornbrook Group

The Hornbrook Group’s Center for Advanced Clinical Education, an internationally recognized advanced continuing dental education program, has named Benco Dental as its exclusive distributor partner to market the Hornbrook Group’s seminars and course materials.

As a part of this new partnership, Benco Dental is the only dental distributor that will offer exclusive course materials from The Hornbrook Group, including books and videos. Benco Dental will also offer customer enrollment in The Hornbook Group’s advanced live-patient, hands-on and didactic programs on comprehensive aesthetics, full mouth rehabilitation, occlusion, implants, practice accelerators, team training, and more.

In addition, both companies will collaborate on product development, with The Hornbook Group participating in the creation and clinical evaluation of new products marketed under the Benco Dental brand name.

Burkhart’s 2007 Annual Sales Meeting

On February 28th through March 4th Burkhart held its 2007 Annual Sales Meeting at the Hyatt Regency Orange County in Anaheim, California. Burkhart Account Managers and Equipment Specialists along with their spouse and/or special guest were invited to gather and celebrate their successes.

Each year, Burkhart recognizes and awards their top level Account Managers and Equipment Specialists with their Gold, Platinum and Presidents Club status awards. This year at the annual awards dinner, top awards went to:

  • Account Manager of the Year Award - Arne Valdez, Anchorage
  • Equipment Specialist of the Year Award - Lee Palmer, San Diego
  • Leadership Award - Bill Melius, Western Washington
  • Equipment Project & Design Award - Lee Palmer, San Diego
  • New Account Manager Award - Michael Zuelke, Austin

In addition to the four day event, this year’s award winner awardees also enjoyed an exclusive dinner aboard the Ambassador, a 128’ luxury yacht based in Newport Beach.

Other entertainment included Frank Miles “Laugh at Fear”, motivational speaker Doug Young with his talk on “How to Stand Out from the Crowd” and world renowned mentalist duo “The Evasons” performing their interactive, fast paced stage show demonstrating mind reading, levitation and other thought provoking feats.

All had a fabulous time with friends, family and associates; time to relax, enjoy and recharge as well as time to share their practices of growth and catch up on corporate news.

Next year’s awards meeting will be held in San Diego, CA.