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Trade News

Nov. 1, 2006

DENTSPLY enters new partnership program

DENTSPLY International Inc. has entered into a new U.S.-based Strategic Partnership Program, designed to significantly improve its ability to collaborate with and provide value to its key distributor partners. This program will result in a consolidated network of U.S. distributors and will provide DENTSPLY with an increased ability to deliver greater customer-focused services to its distributor partners and dental professional end users. This consolidation will focus DENTSPLY’s activities on 31 of more than 200 current U.S. distributors. These 31 distributors today (see list below) represent more than 90 percent of its distributor-based business in the U.S. This initiative will provide opportunities for those select distributors to build their business with DENTSPLY, while providing DENTSPLY’s sales representatives with a stronger and more committed distributor network and improved customer information. The U.S. Strategic Partnership Program encompasses all DENTSPLY divisions selling through U.S. dental distributors.

Gary Kunkle, DENTSPLY’s chairman and chief executive officer, stated, “We are excited to move forward with our preferred distributors on this initiative, and expect that this will take our mutual partnership to an elite level of collaboration and teamwork. We recognize that this consolidation represents a significant change to the industry and is a historic opportunity for us. We firmly believe that this initiative will allow both DENTSPLY and our retained U.S. distributors to mutually grow businesses and jointly provide the highest level of quality customer service.”

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Hu-Friedy donates to breast cancer fight
Hu-Friedy’s Dental Hygiene promotion, running through Dec. 31, centers on a very important cause - raising support for breast cancer awareness. Hu-Friedy has teamed up with the Y-ME National Breast Cancer Organization to present its “Inspired by You Dental Hygiene Promotion.” Hu-Friedy will donate $2 from each promotional offer redeemed to Y-ME during the months of September through December in support of National Breast Cancer Awareness month. To create additional buzz, members of the Hu-Friedy sales team wore matching Y-ME shirts at the recent CDA meeting in San Francisco. This initiative will continue throughout the fall convention season in the hopes to increase visibility for the breast cancer cause.

The Inspired by You promotion features Hu-Friedy Dental Hygiene products, including the unique EverEdge Technology scalers and curettes, the Sidekick® Instrument Sharpener and Swivel Direct Flow Ultrasonic Inserts.

3i receives Florida business award

3i, a global supplier and manufacturer of dental implants with headquarters in Palm Beach County, Fla., recently received the Governor’s Business Diversification Award for Export Excellence from Gov. Jeb Bush at a ceremony in Tallahassee.

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“Florida’s economy continues to lead the nation thanks to the commitment and success of excellent companies such as our award winners and nominees,” Bush said in a release. “I am confident that with their engagement, we will continue to be a model of economic prosperity.”

The awards program, developed by Enterprise Florida Inc., is designed to recognize companies for their efforts to diversify and enrich the state’s economy by creating high-wage jobs and investing in their communities. Florida companies competed for awards in five leadership categories - business expansion, entrepreneurship, export excellence, innovation, and newcomer. Each nominee competed with other companies, organizations, colleges, and universities in similarly sized markets.

“These companies have demonstrated exceptional innovation and dedication to Florida’s economic growth, increasing capital investment and promoting positive corporate citizenship,” said John Adams, president and chief executive officer of Enterprise Florida, in a release.

DENTSPLY sells Chicago facility

DENTSPLY International Inc. has sold its dental injectable anesthetic facility and equipment located near Chicago to PIERREL S.p.A., of Milan, Italy.

PIERREL is a pharmaceutical contract manufacturing and drug development company listed on the Expandi Market in Milan. PIERREL is currently a supplier of dental injectable anesthetics to DENTSPLY in certain regions of the world. DENTSPLY has also strengthened its relationship for supply of dental injectable anesthetics from PIERREL through a separate supply agreement.

Mr. Gary Kunkle, DENTSPLY’s Chairman and Chief Executive Officer stated, “We are very pleased to have sold this facility to PIERREL. We believe this sale and enhancement of our supply arrangement with PIERREL will be beneficial to both companies for many years to come.”

Popular Kodak anesthetic is coming back

Eastman Kodak Company has announced that one of its most popular dental anesthetics will reenter the market. Kodak expects the product - COOK-WAITE MARCAINE 0.5% with epinephrine 1:200,000 injection (as bitartrate), (bupivacaine hydrochloride and epinephrine injection, USP) Local Injectable Anesthetic - to be available to dental professionals in the United States in early December.

COOK-WAITE MARCAINE 0.5% Local Anesthetic will be manufactured using a terminal sterilization process for greater assurance of product sterility and will be packaged in recyclable boxes that are easier to handle and stack, for smoother storage and dispensing.

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The updated packaging also complies with the American Dental Association uniform color-coding standard. The cartridge features gray, latex-free stoppers. Each carton contains 50 cartridges per box with 20 boxes per carton.

“We’re tremendously pleased that we’re able to bring back this product to our customers,” said Gerald Beckler, global product line manager, Kodak’s Dental Systems group. “MARCAINE 0.5% always has been a popular choice among dental professionals, who appreciate its long duration providing additional patient comfort. Now Kodak customers can again obtain this unique product. “

Midway Dental opens new showrooms

Midway Dental Supply has opened a showroom and branch location in Joliet, a southwestern suburb of Chicago. From this location they will be providing dental sales and service to the greater metropolitan area. Heading the team is Mark Etchoe, Thomas Kelm, and Donald Figura. Their experience in sales and previous dealer expansion activities will ensure a solid base for this expansion. They will continue to expand the group with sales and service providing a contiguous outreach with product shipments from their Lakeville (Ind.) warehouse.

This announcement follows the recent opening of Midway Dental Supply’s brand new showroom in Indianapolis.

Zenith Dental to start hygiene division

Larry Katz, president of Zenith Dental (right), recently announced a new hygiene division to be directed by Herb Wolfe (left), a partner in Zenith Dental. Wolfe has worked in the dental industry for more than 35 years, with a highly successful concentration on hygiene for over the past 30 years.

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The new hygiene division will be marketed under the brand name Kolorz and is being developed with an emphasis on superior taste and fragrance. The line of products will include prophy paste, fluoride, gels and foam, plus topical anesthetics and other high-demand materials for the dental hygienist and auxiliary personnel.

The Kolorz line of products are made with health safe non-caloric sweeteners and, unlike many hygiene products currently on the market, Kolorz products are gluten-free. Kolorz will be launched at the Greater New York Dental Meeting in November.

Grand Rounds in action

Dr. Anthony M. Iacopino (left), incoming Associate Editor of Grand Rounds in Oral-Systemic Medicine, a sister publication of Proofs, was recently front and center for the Wisconsin State Bar Association. The title of his presentation was, “The State of Geriatric Oral Health: Access and Reimbursement Issues for Seniors.” The presentation highlighted the critical need for increased access to basic preventive oral health services, the failure of our federal/state Medicaid system, and the need for innovative transdisciplinary care models and new methods of reimbursement for dental services, especially in long-term care settings.

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As the connections between oral health and general health continue to be established, the legal profession has shown increased interest in the quality of life for the fastest growing segment of our population. It is likely that litigation will help to shape the nature of future reforms in these areas. The large audience was enthralled by the concept and implementation of Grand Rounds and expressed an interest in being able to utilize Grand Rounds as an important resource to learn about current issues in language they could easily understand. This represents yet another example of the important role that Grand Rounds is already serving with regard to collaboration among various professions.

Dr. Iacopino also recently participated in an American Dental Association media training session for ADA spokespersons regarding current issues facing the dental profession, including geriatric oral health. The ADA is aggressively developing a national transdisciplinary agenda for improving access and quality of dental care for older Americans. His article from the August 2006 volume of Grand Rounds entitled “Maintaining Oral Health in the Aging Population: Importance of the Periodontal-Systemic Connection in the Elderly” was distributed and discussed. Grand Rounds once again served as a valuable resource for fostering awareness and providing high-quality credible information upon which future approaches and policies can be designed. Dr. Iacopino is looking forward to further involvement with the ADA as the organization continues to develop its agenda for geriatric oral health.

Henry Schein launches hospital “Comfort Cart”

Henry Schein, Inc., recently launched the “Henry Schein Comfort Cart” at Schneider Children’s Hospital, part of the North Shore-Long Island Jewish (LIJ) Health System in New Hyde Park, N.Y. Stocked with items such as toothbrushes, toothpaste, shampoo, and deodorant, as well as books, games, and other items to make unexpected stays more pleasant for parents and siblings of hospitalized children, the Henry Schein Comfort Cart enables families to focus on caring for their children when it is needed most. Supported by Henry Schein Cares, the company’s global social responsibility program, the Henry Schein Comfort Cart will make regular rounds through the patient areas of the hospital staffed by volunteers distributing the complimentary items.

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“We are pleased to use our company’s core competency of efficiently providing healthcare products to give back to an exceptional medical resource here on Long Island where our worldwide headquarters is located,” said Stanley M. Bergman, chairman and chief executive officer of Henry Schein, who unveiled the Henry Schein Comfort Cart. “This is a community that many Team Schein Members call home and a hospital that has helped several children from our Team Schein family. We are delighted to add even more comfort to this caring facility.”

Henry Schein has committed funds to the Child Life Program at Schneider Children’s Hospital, which will sponsor the Comfort Cart and related programs. The company hopes this initiative will serve as a model program for other hospitals in the country.

“All of us at Schneider Children’s Hospital and the North Shore-LIJ Health System commend Henry Schein for its creativity and commitment as a corporate citizen in conceiving and funding the Henry Schein Comfort Cart,” said Michael Dowling, president and chief executive officer of the North Shore-LIJ Health System. “Parents of hospitalized children are understandably reluctant to leave their child’s side when they are ill, even if it means doing without essential personal care items. The Henry Schein Comfort Cart will make unexpected stays pass more quickly and comfortably.”

IDS looking strong as March approaches

Four months away from its opening, IDS, the world’s largest and most international industry event for the dental industry, is close to being sold out. Show dates are March 20-24, 2007 in Cologne, Germany.

Strong growth rates among first-time exhibitors are noted from EU countries, the Middle East, Far East, Australia, and North America. IDS 2007 will host 20 National Group Exhibits, the largest one coming from the United States with close to 100 exhibitors. An additional 60 U.S. companies will take booth space on their own. For the first time, the USA Pavilion will host members of the Dental Trade Alliance (DTA), who previously displayed equipment via a separate group exhibit. To provide maximum exposure for their members, DTA has teamed up with the subsidiary of the organizer, Koelnmesse, Inc. based in Chicago.

Modernized halls and opening of additional space has provided exhibitors with the long-awaited chance to expand their previous booth sizes. IDS is likely to attract near 80,000 attendees from all over the world, with more than 13,000 of them are expected to be international dental dealers. Other main attendee groups will be dentists and dental labs. The organizer expects 1,600 exhibitors, with 60 percent coming from outside of Germany.

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Sirianni featured in prominent magazine

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Anita Sirianni, the “Sales Coach” and frequent contributor to Proofs, was recently featured as a bylined author in Selling Power magazine.

Yankee Dental Congress approaching

“Brilliance” is the theme of the 32nd Yankee Dental Congress® (YDC), New England’s largest dental meeting, which will be held January 24-28, 2007, at Boston’s Hynes Convention Center.

More than 28,000 dental health professionals are expected to attend the event, sponsored by the Massachusetts Dental Society, in cooperation with the Connecticut, Maine, New Hampshire, Rhode Island, and Vermont dental associations. YDC 32 offers more than 950 exhibit booths and 600 courses for the dental professional.

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On Friday evening, comedian and Oscar-winning actor Robin Williams will be the celebrity entertainment at the new Boston Convention and Exhibition Center, the new home of YDC in 2008.

For more information on YDC 32, please call the Massachusetts Dental Society at (800) 342-8747, (800) 943-9200 (outside Massachusetts), or visit or

Midmark announces new sterilizer promotion

Midmark Corporation has announced its newest dental promotion for all Midmark authorized dental dealer equipment sales representatives called the “Leader of the Pack” promotion. The promotion offers cash rebates to customers purchasing Midmark M11 or M9 UltraClave® Automatic Sterilizers.

Under the terms of this promotion, with the purchase of a Midmark M11 or M9 UltraClave® Automatic Sterilizer, the end-user will receive a $400 rebate check from Midmark. Customers can also receive an additional $200 rebate check with the donation of an old sterilizer to Direct Relief International.

The promotion period runs until Dec. 31, 2006, and the last date end-user must take delivery of products is Jan. 15, 2007. For questions regarding this promotion, please contact the Midmark Promotions Department at (800) MIDMARK, ext. 7575.

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Mydent International hands out awards
Teamwork Excellence awards were given to top employees at Mydent International during their recent annual Awards Dinner. Pictured with Andrew Parker, CEO (center) from left to right are Michael Rivera, Gail Kreisman, Debi Williams, and Wilson Espinosa. Kreisman was also honored for her 10 years of service with Mydent.

Fischer rings NASDAQ Closing Bell

Jost Fischer, chairman, president, and chief executive officer of Sirona Dental Systems, Inc., rang The NASDAQ Stock Market’s Closing Bell on Aug. 31.

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Fischer is shown signing into the NASDAQ podium. This is a symbolic NASDAQ tradition that allows guests to sign into The NASDAQ Stock Market as a representation of NASDAQ’s electronic trading model and the opening or closing of NASDAQ’s trading. His signature was displayed on the NASDAQ seven-story tower in Times Square.

Photo © Copyright 2006, the Nasdaq Stock Market, Inc. Reprinted with permission.


Jeffrey Drometer - Drometer, 48, passed away unexpectedly on Aug. 19. He was president of First Medica, Inc.

Samuel N. Thumim - Thumim, 74, died Aug. 1, following a lengthy illness. He retired in January as manager of market research and sales analysis for DENTSPLY in York, Pa., where he was employed for more than 42 years. He had served served on the board of the American Dental Trade Association.

Miltex drops the puck at Schein meeting

FMiltex was ready to hit the ice at the Sullivan-Schein national sales meeting. The company’s hockey-themed booth was among several chosen as “most creative” during the meeting.

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Pictured in photo from left to right are Jennifer Etchemendy, regional sales manager (Midwest); Devon Howe, director of corporate accounts; and Adrienne Smith, regional sales manager (SouthEast).

Schein helps kids go back to school

Henry Schein, Inc., provided 1,307 children with backpacks filled with school supplies, and Team Schein Members in Florida, Indiana, Nevada, New York, Pennsylvania, South Carolina, Texas, Utah, Virginia, Wisconsin, and Ontario, Canada purchased new first-day outfits to make kids in their communities feel great when they stepped back into the classroom. The initiative is part of Henry Schein Cares, the company’s global social responsibility program.

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“Among our many Henry Schein Cares activities, it is easy to see why our annual Back to School program is the favorite of Team Schein Members,” said Gerald Benjamin, executive vice president and chief administrative officer for Henry Schein. “The program includes our team’s direct involvement - contributing their own money and free time to shop for the school necessities, filling the backpacks, and distributing them to the children who are our neighbors. And Team Schein Members are able to immediately see the results of their efforts in the faces of children receiving the packages. It is a unique experience that enriches the lives of everyone involved.”