Th Trade News 01

Trade News

Jan. 1, 2009

3M ESPE expands reach of C.O.S.

3M ESPE is expanding the availability of its Lava™ Chairside Oral Scanner C.O.S., a digital impression system that enables the high-speed capture of accurate and precise impressions. By implementing a new business model, releasing new indications, entering new regions and signing the first distribution agreements, 3M ESPE is making it possible for more dentists and labs to utilize the system and participate in the digital workflow.

Any dentist or lab in active regions can participate in the digital workflow by utilizing a business model that requires no capital investment from a lab and allows doctors to work with their existing lab. 3M ESPE continues the strategic and regional launch of the Lava C.O.S. by expanding into the mid-Atlantic, southern Florida, Texas, and northern California regions. These regions will complement existing operations in the Northeast, upper Midwest, Pacific Northwest, and southern California regions.

Additionally, Henry Schein®, Burkhart Dental, and Benco Dental are the first distributors of the device, responsible for installing, maintaining, and servicing the Lava C.O.S. for dentists. 3M ESPE will continue discussions with additional qualified distributors as part of the non-exclusive distribution arrangement for the Lava C.O.S.

“We are excited about providing more customers access to this ground-breaking new technology in the growing digital restorative space,” said Wayne Roen, business director, digital restorative dentisty, 3M ESPE. “With our regional expansion, outsourcing model and partnerships with leading distributors.”

Dr. Fresh® acquires trio of brands

Dr. Fresh® Inc. has announced its purchase of the Binaca®, Tek® and Dentex® brands of breath sprays, and other oral care products from Ascendia Brands. The move expands Dr. Fresh’s already impressive portfolio and compliment the company’s existing mouthwash and breath spray franchises. Dr. Fresh has begun marketing and distributing the entire Binaca and TEK brand portfolio, while developing new programs for the Dentex brand.

“Binaca has long been the standard in the breath care category, enjoying a high degree of recognition and a loyal consumer following. We are thrilled to be able to count it among our brands,” said Daniel Enriquez, vice president of sales and marketing for Dr. Fresh Inc. “Binaca will accelerate our expansion into the breath care segment on the heels of our recent launch of Dentyne breath sprays, while also providing exceptional value both to consumers and to retailers. The Tek brand will diversify our offerings and increase our market share in the institutional arena.”

Burhart reps train on C.O.S.

Burkhart Technology Service Technicians recently attended training for the new Lava™ Chairside Oral Scanner C.O.S from 3M ESPE. Technicians were certified in operation, installation, calibration, and troubleshooting of the Lava™ C.O.S.

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Attending were (back row, left to right): Shannon Bruil (corporate); Sean Baker (3M Lava™ C.O.S. trainer); Jeff Knoll (San Diego); Chuck Brown (Yakima); Ken Silver (Spokane); and Matt Hahn (National Accounts Manager for 3M ESPE); (front row, left to right): Shawn Kambarn (Tacoma); John Bullock (Eugene); Jim Dyck (Portland); and Keith Batcheller (corporate). expands, the leading online and catalog distributor of high-quality and affordable new or refurbished dental equipment and custom dental cabinetry, recently opened its first satellite showroom/sales office at 2564 Appling, Suite 107, Memphis, TN 38133. The phone number is (888) 312-6381.

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This is the company’s first showroom outside of its Wichita Falls, Texas, headquarters. The company also appointed Memphis native and dental industry veteran Bill Barnett as vice president of sales for Memphis and its surrounding regions. Barnett will be responsible for sales, marketing, and operations for the Memphis facility.

According to the company’s vice president of business development Joe Kern, “Memphis is the perfect location for our company to provide a tangible, ‘try it before you buy it’ sales experience to a large population of practicing dentists across eight different states. What’s more, Billy knows this region like the back of his hand thanks to more than 30 years of cumulative dental industry experience.”

Midmark divests N2O product line

Midmark Corporation has successfully completed the divestiture of its dental nitrous oxide delivery product line. Midmark announced that Parker Hannifin had acquired the product line, and will relocate manufacturing from Midmark’s facility in Orchard Park, N.Y., to Parker’s Porter Instrument Division in Hatfield, Pa.

“As our dental business has continued to grow, the dental nitrous oxide product line is no longer a fit for us strategically,” commented Midmark president and chief executive officer Dr. Anne Eiting Klamar. “This divestiture will allow us to continue to grow by focusing on those areas that provide strategically impactful growth and revenue potential. Our facility in Orchard Park will continue to manufacture a wide and growing range of dental and veterinary products.”

The Matrx nitrous oxide delivery system includes digital flowmeters, manifold systems, standard analog flowmeters and breathing circuits. “The Matrx product line broadens our offering in the dental equipment market and enables Parker to offer products uniquely designed for oral surgery and cosmetic markets,” said John Greco, president of the Parker Instrumentation Group. “These products enhance Porter’s range of solutions to satisfy varying customer requirements.”

“We are confident Parker’s Porter Instrument Division will seamlessly integrate this dental product line into its existing operations,” said Eric Shirley, vice president and general manager of Midmark’s dental division. “Satisfying the needs of our mutual customers during this transition will be the goal of both companies.”

Esschem wraps up 50th anniversary

Esschem, Inc., a longtime producer of customized acrylics for dental applications, just celebrated its 50th anniversary. From its original affiliation with H.D. Justi & Son, Inc., a manufacturer of artificial teeth, Esschem’s excellence in innovation, responsiveness, and manufacturing have enabled it to thrive in a competitive marketplace.

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Esschem was established in 1957, but traces its roots back to 1858. Company founder, Henry Daniel Justi, was a 19th century innovator whose use of compounds and different molding techniques produced teeth that were more lifelike and durable. In 1864, he obtained his first U.S. patent for improved tooth molding. In the 1950s, an acquisition from another dental industry pioneer, Dr. Wallace A. Erickson, enabled it to integrate its own acrylic polymer and monomer production, thereby launching Esschem, Inc. In the 1960s, Esschem established itself as the major supplier of bulk, custom acrylic polymers and monomers to the dental industry.

Henry M. “Tac” Justi
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All of this has been accomplished under five generations of family management. Today, Henry Daniel Justi’s great-great grandson, Henry M. “Tac” Justi, is chairman and chief executive officer of the company and, since the early 1990s, has led the company through a period of remarkable growth. Tac Justi’s son, Henry Daniel Justi II, representing the sixth generation, joined the company in 2007.

Nobel Biocare makes tech moves

Nobel Biocare has signed an agreement to buy 100% of BioCad Medical Inc., a leading developer of computer-aided software for prosthetics, for a total amount of EUR ∼26 million (CHF ∼39 million). At the same time, Nobel Biocare also announced the signing of an exclusive partnership with Optimet, Optical Metrology Ltd, to offer a new generation of optical scanners with impression scanning capabilities. Along with the acquisition and the partnership, Nobel Biocare will introduce a broad range of new prosthetic materials and products. Hence, Nobel Biocare will be in a position to provide dental professionals a leading optical scanner and CAD/CAM software, the most comprehensive material and product offer, and unique manufacturing capabilities for prosthetics.

This complete range will be presented at all major industry events including Chicago Midwinter, AO, and IDS in early 2009 and launched thereafter.

Mydent unveils new booth at ADA

Sporting a new look at its booth at the recent ADA gathering in San Antonio, Mydent International was looking to make a statement.

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“The new Mydent International booth represents a full transformation of our products, services, and overall mindset. Mydent has been known for years as a ‘private label’ manufacturer and while we embrace that past and will continue to provide private label products, our focus has turned toward the promotion of our DEFEND brand product line,” said company president Andrew Parker. “With the introduction of innovative new products such as the SilPure Antimicrobial Scrubs and Lab Coats, and more coming in 2009, we felt it was time for Mydent to step out from behind the private label shadow and let the dental community know what we are all about — great everyday products at unbeatable prices. We feel that the new booth will give us the visibility that we need and the new design will ‘welcome’ distributors and end users alike to take a harder look at our product offerings.”

P&G tweaks plans, affecting dealers

Procter & Gamble began billing its toothbrush plans directly on January 1, meaning Oral-B and Crest brush plans will no longer be billed through any dealer.

Another strong IDS shaping up

Preparations for the 33rd IDS (International Dental Show) are in full swing. IDS, the world’s largest dental industry event, will take place from March 24-28, 2009 in Cologne, Germany.

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IDS takes place every two years and is organized by the German Dental Manufacturers (VDDI) and the German trade show organizer Koelnmesse GbmH. The previous event in 2007 attracted 1,742 exhibitors (55 countries) and 100,522 visitors (149 countries).

“According to surveys, more than 90 percent of our past exhibitors plan to return to IDS in 2009. This high retention rate shows that IDS is the place to be for anybody who is doing business at an international level in the dental community,” said Dr. Markus Heibach, VDDI president.

IDS will continue with its tradition to reserve the first show day as a “Dealer’s Day,” allowing only dental trade and importers access to the show floor. The organizers have expanded the exhibition area to 1.3 million square feet and will use Halls 3, 4, 10, and 11 of the world’s fourth-largest exhibition center. The space expansion was needed to accommodate the expected number of 1,750 exhibitors. More than 60% of the exhibitors will be suppliers from countries outside of Germany.

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Guidance Endo, Patterson sever ties

Guidance Endo and Patterson Dental have severed their exclusive relationship. Guidance has chosen the sell its products direct to the dentist.

Burkhart sales team earns trip to IDS

The entire Burkhart sales team has earned a trip to the International Dental Symposium in Cologne, Germany, for exceeding a lofty sales growth goal. Kathy Inman, vice president of sales, said, “We set the bar high and through a tremendous amount of hard work, our sales team cleared the bar. I am very proud of their commitment to taking care of our clients and growing our business.” Lori Isbell, president, added, “This is an amazing opportunity for our sales team. They will have a chance to travel to Europe and experience the world’s leading convention, something that very few salespeople in our industry get to experience. This is a much deserved reward.”

Lares extends agreement with Fotona

Lares Research has extended its agreement with Fotona, the leading European manufacturer of all-tissue dental lasers, for an additional five years. Under the new agreement, Lares Research continues as the exclusive U.S. distributor of Fotona’s all-tissue Er:YAG and Nd:YAG dental lasers currently sold under the Lares laser model names PowerLase® AT and PowerLase® HT. The new agreement also provides for Fotona and Lares to work closely together on the development of new lasers and new laser clinical applications, in addition to enhancements to the existing products.

Whip Mix receives Kentucky award

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Whip Mix Corporation was recently named the recipient of the 2008 Kentucky Manufacturer of the Year Award by the Kentucky Association of Manufacturing. The Kentucky Manufacturer of the Year Award was created in 2001 to focus attention on the important contributions manufacturers and industry make to their employees, customers, and communities. Nominees were judged on innovation and entrepreneurial leadership, community leadership and policy contributions made to enhance the prosperity of the Commonwealth. The award was presented at the Kentucky Association of Manufacturers Annual Meeting and Awards Luncheon at the Kentucky Convention Center in Louisville, Ky.

Zenith holds sales meeting

Zenith Dental recently honored its top performers during its annual national sales meeting in Brainerd, Minn.

The sales meeting was held at the Grand View Lodge, Minnesota’s premier family, golf, and spa resort. This year’s sales meeting theme was “Agglomeration.” Agglomeration is the act or process of gathering into a mass; hence, the Zenith team’s gathering. Agglomeration was appropriate for Zenith’s sales meeting, as the company recently introduced its star product, LuxaCore® Z-Dual, a highly advanced endodontic core material and post cement.

During the five-day meeting, sales representatives received hands-on product training. Numerous educational lectures and meetings were held, including presentations by several well-known clinician guest speakers. Exciting new products and product concepts were also introduced that will drive Zenith’s growth this year and in the future.

At the company’s awards banquet, Zenith’s top sales performers during the year were recognized. The following awards were presented:

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    Ken Berkley – “Presidential Award for Sales Representative of the Year.” In recognition of his outstanding devotion, support, and leadership, coupled with a solid profit increase for two of Zenith’s major accounts. In addition, Berkley achieved substantial sales growth for the company.
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    Gloria Murphy – “Sales Achievement Award.” Murphy received this prestigious award in recognition of a remarkable sales increase. This is her second consecutive year receiving this award.
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    Lindsey Sibcy – “Award of Excellence.” In recognition for her total commitment to sales, and reflecting exceptional account profits.
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    Karen Richard – “Award of Excellence.” For an outstanding year that included the highest sales increase for one of the company’s most lucrative accounts.
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    Bill Cyr – “Herb Wolfe Tenacity Award.” This award recognizes a person who continues to succeed while accepting additional sales responsibilities.
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    Steve Richard – “Early Impact Award.” In recognition of his impressive dedication and development during his initial year at the company.
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    Lisa Costello – “Outstanding Recognition Award.” With sincere gratitude and appreciation for her untiring support and devotion to Zenith Dental.
    Lisa Costello – “Tom Rosinski Memorial Award.” Presented by the sales force, this award is in recognition of an outstanding spirit, dedication, and excellence.

“In addition to a focus on all things Zenith, it was nice to spend time with the whole Zenith family,” remarked George Wolfe, president of Zenith Dental. “Our down time consisted of barbeques, bonfires, boating, swimming, and fishing on Gull Lake. It reinforced what a great team we have and a good time was had by all.”

Editor’s Note: The following company was not listed in the November dealer directory. We apologize for the omission.

Parkway Dental Services Inc.
4576 S. Crescent Blvd.
Pennsauken, NJ 08109 (856) 488-1120
(856) 488-0838 Fax