Trade News

Sept. 1, 2012

DENTSPLY Professional makes cancer-fighting donation

DENTSPLY Professional recently presented a $5,000 check to the Susan G. Komen for the Cure®. DENTSPLY Professional contributed a portion of every limited edition pink Midwest® RDH Freedom Cordless Prophy System sold to make this donation. Presenting the check on behalf of DENTSPLY Professional are (below, pictured left to right): Angela Donohue (Senior Product Manager), Susan Crawford (Director of Marketing), and Autumn Anstine (Product Manager). Josette M. Myers, Vice President of Marketing, Development and Community Relations, Memorial Hospital in York, Pa., accepted the donation on behalf of Susan G. Komen for the Cure.

Midmark announces expansion plans

Midmark Corporation recently announced two growth initiatives, including enhancements to its current manufacturing facility and additional offices located in Dayton, Ohio.

The company, which employs more than 1,500 people worldwide, and approximately 850 people based out of Versailles, Ohio, announced an estimated 100,000-square-foot expansion of two plants in Versailles. The current under-roof square footage of the Versailles campus is roughly 320,000. The additional space would allow Midmark to improve materials management processes and add new equipment. The goal for completion would be late 2013.

Darke County's public-private economic development collaboration, known as Partnering for Progress, partnered with Midmark in an effort to secure $2.6 million in state tax incentives for the Versailles expansion. The Village of Versailles has also offered incentives for Midmark's project, which would retain and create local jobs in support of continued growth of the Midmark campus in Versailles and Darke County.

This project is contingent on approval of state and local incentives.

Midmark also announced its plans for new offices in Dayton, Ohio, that will be named Midmark Center, referring to being centrally located between its Versailles campus and Midmark Connect, a specialized facility focused on innovative healthcare technology and services, located in West Chester, Ohio.

Midmark plans to move approximately 60 positions from Versailles to Dayton, and is currently in discussions to lease office space at the technology-focused Tech Town complex. Midmark's intention to open offices in downtown Dayton is dependent upon successful negotiations and the approval of a pending grant application.

Midmark executives, along with a portion of current and future teammates who support corporate functions, and who maintain specialized skill sets, would move to the new Dayton location beginning late 2012. Versailles would remain Midmark's largest site, home to manufacturing, a variety of associated support functions, and the Customer Experience Department.

Safco Dental expands private label line

Safco Dental Supply Company recently expanded its private label line by adding a wide array of products in categories ranging from earloop masks to impression materials to lead-free X-ray aprons. These Safco products join a line of more than 100 different private label products, developed based on industry trends and customer demand.

"Given the state of the economy and the desire to be more efficient, many dental offices are looking for ways to trim supply costs without sacrificing quality," said Frank Cohen, director of product development and vendor relations for Safco. "We've spent the last three years growing our private label line by over 30 percent, to deliver high quality, affordable products that satisfy what our customers are seeking."

Safco not only expanded their popular brands such as Dentasoft™ toothbrushes, Excel™ impression materials, Nice Bite™ bite registration materials, and Supergrade™ earloop masks, but the company also added new product lines such as True™ alginate substitute and Tru-Verify™ biological monitors.

Schein holds national sales meeting

Henry Schein Dental, the U.S. dental business of Henry Schein, Inc., recently announced the launch of Likeable Dentists at the Company's 17th annual Dental National Sales Meeting. The meeting also celebrated the 15th anniversary of the creation of Sullivan-Schein Dental, the merger of Sullivan Dental and Henry Schein, which later became Henry Schein Dental. Nearly 2,000 Team Schein Members and Henry Schein Dental supplier partners attended the meeting held at the Gaylord Palms Hotel in Orlando.

Edward J. Zuckerberg, DDS, FAGD, was a keynote speaker at the meeting to kick off the launch of Likeable Dentists. Likeable Dentists is a Facebook marketing solution that assists dental practices in using social media to build their brand and engage with existing and prospective patients. Launched in partnership with Likeable, Likeable Dentists includes four key components: content publisher, ad buyer, tab creator, and an offline Facebook marketing kit. The content will educate and engage fans, while the Facebook ads and tabs will drive likes and ultimately new patients. The offline kits tie social media into the physical dentist offices.

In his welcome address to attendees, Stanley M. Bergman, chairman and chief executive officer of Henry Schein, said, "Our ability to dream and recognize that nothing is impossible is what we have seen through our Company's history. As the world around us changes at an increasing pace, ongoing reinvention enables us to anticipate and adapt to these changes, so we can more effectively partner with our customers and continually provide them with the best solutions. Our launch of Likeable Dentist today is a prime example of our commitment to finding innovative solutions that help our customers' practices evolve along with the times and capitalize on the increasing importance of e-commerce in the dental market."

The four-day event included training and education sessions for Henry Schein Dental's Field Sales Consultants, Equipment Sales Specialists and Digital Technology Specialists. It provided the valuable opportunity for Henry Schein Dental sales representatives to share best practices, discuss challenges and opportunities, and meet directly with supplier partner representatives. The meeting also included a merchandise trade show fair and an equipment trade show fair.

"We have the same optimism and excitement about the future of Henry Schein Dental as we did the day we created Sullivan-Schein Dental 15 years ago," said Tim Sullivan, president of Henry Schein Dental. "The theme of our National Sales Meeting this year — 'Believe It – Achieve It' — underscores our enduring commitment over the past 15 years to continually innovate and find the best solutions to enhance our customers' practices as they provide the highest quality care to patients."

Henry Schein Dental's top Field Sales Consultants, Equipment Sales Specialists, Digital Technology Specialists, and Equipment Service Technicians were honored at the Achieving Excellence Awards ceremony. A special Supplier Partner Celebration was held in appreciation for the Company's valued supplier partners.

The Dental National Sales Meeting also provided an opportunity to engage Team Schein Members and supplier partners in Henry Schein's efforts to enhance access to care for underserved and at-risk communities through Henry Schein Cares, the Company's global corporate social responsibility program. The funds raised by donations from Team Schein Members and supplier partners will be donated to the Dana-Farber Cancer Institute in Boston, a world leader in adult and pediatric cancer treatment and research. The donation will be made in memory of Mitch Cutler, longtime Henry Schein Dental Field Sales Consultant.

DenMat relocates

DenMat Holdings LLC has relocated its operations to Lompoc, Calif. The new facility, located on West Central Avenue, will accommodate the company's current needs and enable further expansion for the company's future growth. DenMat expects to relocate its more than 350 employees over a six-month period commencing in June.

"Our current and future space needs dictate a move to a facility where we can consolidate operations under one roof as well as provide room for expansion," said Steve Semmelmayer, chief executive officer of DenMat. "Many of our employees have been with DenMat for quite a few years, so finding a location that was as close as possible to Santa Maria was very important to us."

"We thank the Santa Maria Economic Development Commission and others who tirelessly helped us in our search for an appropriate building in Santa Maria," said Todd Tiberi, chief administrative officer of DenMat. "After an extensive search of the Central Coast, with a focus on Santa Maria, only one building met our needs — the building in Lompoc."

"We are excited about DenMat's relocation to Lompoc," Semmelmayer added. "With this move, DenMat will be well-positioned to seamlessly expand its operations on the Central Coast. We look forward to a long and successful future in Lompoc."

Planmeca working with Schein

Planmeca has named Henry Schein as a U.S. distributor of its full line of dental equipment, software, and other products.

"Planmeca and Henry Schein have a shared commitment to quality and customer service, and we are pleased to be embarking on a new relationship with this industry leader in the important U.S. market," said Bob Pienkowski, president, Planmeca USA, Inc. "Henry Schein's customers rely on the company for a comprehensive offering of dental equipment and for the latest in advanced-technology solutions. We look forward to helping Henry Schein continue to meet its customers' needs and to our future mutual success."

"Planmeca has a very good reputation among dental practitioners worldwide, and we are delighted to be selling the company's leading dental equipment in the U.S.," said Tim Sullivan, president, Henry Schein Dental, the U.S. dental business of Henry Schein, Inc. "Henry Schein is very familiar with Planmeca products as we have successfully served as its exclusive distributor in Australia and New Zealand for nearly two decades."

Moriah Group acquires assets

The Moriah Group, a diversified holding company, of Midland, Texas, recently acquired the operational assets of DentalPlanet (BuyDentalEquipment/SmartCabinets).

DentalPlanet, LLC is in the process of consolidating all operations into one 300,000-square-foot facility in Wichita Falls, Texas.

"It is an exciting time to be part of Dental Planet and the dental equipment and custom cabinetry market," said David Needhan, president. "Moriah Group is proud of this new partnership, and is commited to the continued growth and success of Dental Planet, LLC."

Patterson Dental raises more than $500,000 for breast cancer awareness

Since Patterson Dental's Grins for a Good Cause initiative took root two years ago, more than $500,000 has been raised to increase awareness of breast cancer and help support underserved women and their families who are battling the disease. This milestone achievement was announced recently at Patterson's annual Leadership Summit in Minneapolis.

Grins for a Good Cause leverages Patterson's large network of branch offices across the country to partner with breast cancer organizations and host events focused in their communities.

"We're so impressed with and appreciative of the efforts of our branches to raise over a half-million dollars since the inception of Grins two years ago," said Tim Rogan, Patterson Dental vice president of marketing, merchandise. "We're confident that with this continued commitment of our employees, we'll reach the $1 million mark in the very near future — all going toward the fight against breast cancer."

For Patterson's 2012 fiscal year, which ended in April, the Connecticut Branch led all branches in giving. Donations from these efforts went to Rays of Hope and Making Strides Against Breast Cancer — walk/run events toward a cure for breast cancer.

"It was a great year for giving back for our branch and our community," Connecticut Branch Manager Mike Baker said. "I am proud of my team for their effort and dedication to this worthy cause and honored to know that we have made a difference for people facing the challenges that come with breast cancer."

Events that helped create awareness of Grins for a Good Cause included a Customer Appreciation Day. The branch also used the Grins logo on correspondence pieces.

Patterson Dental also donates a percentage of proceeds from dental products purchased from the Grins for a Good Cause flyer, which will be available to dental offices again this fall. Patterson made a corporate donation totaling nearly $12,000 to the breast cancer organizations supported by the Connecticut Branch and its five branches (Chicago, Houston, Raleigh, Charleston and Greenville) with the most sales from the Grins flyer.

Suni heads to China

Suni Medical Imaging is expanding its sales operations into China. SuniRay, Suni's flagship sensor product, has received official clearance to be marketed throughout China, where digital growth is expected to continue at a rate of 12% to 15% per year.

"As income levels rise in China, more people will be able to afford dental care and, thus, will boost demand for professional dental products," said Paul Tucker, chief executive officer of Suni. "Rising professional income levels and a larger aging population provide a huge growth opportunity for Suni as it enters the Chinese market."

China ranks as the 11th largest market for medical devices and equipment with more than $16 billion in sales at the end of 2011. Dental practitioners will require more and more sophisticated tools to diagnose and treat the Chinese population, where there is one dentist to every 26,000 patients.

"In 2012, the dental equipment market in China is estimated to reach $321 million, and consumables will reach $962 million equating to an overall value of more than $1.2 billion," said Arya Azimi, marketing manager at Suni. "As one of the few companies officially approved to market its dental sensors in China, Suni is poised to bring its constantly innovative dental technology to this new and expanding market."

Suni is currently opening its distribution channel and is seeking distributors within China to assist in the distribution effort. For more information, send an e-mail to [email protected].

Straumann expands presence in Brazil

Straumann has signed an agreement to acquire a 49% stake in Neodent, the leading dental implant company in Brazil, for approximately CHF 260 million in cash. The acquisition will enable Straumann to gain a leading position in Brazil, the world's second largest market for implant dentistry and to enhance its access to additional Latin American markets. The agreement also provides Straumann with options to increase its stake to 100% over the next six years.

Neodent is a privately held company specializing primarily in the design, development, and manufacture of dental implants and related prosthetic components. The company has expanded rapidly over the past 10 years and today controls approximately a third of the Brazilian market. This success has been achieved through a philosophy of making tested implant solutions more affordable to a broader population.

Having grown at an average rate of approximately 20% over the past three years, Neodent achieved sales of BRL 167 million (approx. CHF 80 million) in 2011, which was generated almost entirely in its domestic market. The company is also highly profitable and generated an EBITDA margin of more than 40%.

UNIDI elects new officers

UNIDI, the Italian Dental Industries Association, recently elected its new president as well as the board of directors for the years 2012-2014.

President: Gianfranco Berrutti

Vice President: Mauro Matteuzzi

Treasurer: Fabrizio Ogna

Board of Directors: Andrea Albertini, Edoardo Botteon, Daniela Dal Rio, Alessandro Gamberini, Gianna Marina Torrisi Pamich, and Guido Rini.

Berrutti is general manager at his family Company Major Prodotti Dentari, has been a part of the board of directors since 2004, and has served as the head of the foreign activities carried out by UNIDI.

"My aim, as well as the one of the board of directors, is to carry on the promotion of our Italian dental industry and our main exhibitions — International EXPODENTAL in Milan and Amici di Brugg in Rimini — both in Italy and all over the world".

UNIDI includes more than 100 companies representing the majority of the Italian dental manufacturers. Today, the Italian dental industry achieves annual revenues of over €1.2 billion.

Patterson Dental holds annual Leadership Summit

The annual Leadership Summit enables Patterson Dental branch and region managers and the company's corporate management team to get together in Minneapolis to discuss key initiatives and exciting innovations in the pipeline for the current fiscal year through presentations and breakout sessions. Additionally, Patterson managers meet with manufacturer partners to discuss additional ways to work together to create an even better experience for dentists and their patients.

Patterson Dental President Paul Guggenheim welcomed manufacturers and acknowledged their support for Dental Lifeline Network, in lieu of an event attendance fee.

"Thank you for the time and partnership that you are investing in Patterson Dental," he said. "You provide innovation and tools that create a win-win partnership as we work together at the local branch level to bring even more value to dental practices."

A major Leadership Summit focus is improving the patient experience and practice lifestyle, which Guggenheim summed up as "making dentistry a better place for the patient and the dental team." He said, "One of the ways we do this is through the Patterson Technology Center, which is a big part of our technology story." The expanded PTC, located in Effingham, Ill., opened in September. "The PTC stands behind our local technicians and is committed to helping dentists enhance their practice and improve the patient experience," Guggenheim noted. "We believe the PTC is a competitive advantage that will continue to evolve and optimize the customer experience for the future."

Mike BakerRoy FruehaufJason OwensTed Vlamis
Michael BrackMarie MeltonAndy BlakeTim Wagstaff

Major investments have also been made in Patterson distribution centers. "We have more space than ever to get your products through the supply chain," Guggenheim told manufacturers. Other highlights of fiscal 2012, which ended in April, include the launch of the new, and plans for ongoing optimization. The implementation of Next Gen Systems replaces the legacy branch customer service system and serves as the framework for improving the customer experience and supporting Patterson's growth in the future.

Patterson Companies President and CEO Scott Anderson announced that Patterson Dental North Central Region Manager Rich Kochmann has decided to retire this fiscal year. Kochmann, who has held a wide range of leadership roles in his 32 years with Patterson, said he will work with the Patterson management team to identify a firm retirement date that will be effective in the next several months. "Rich is part of the heart and soul of this organization," Anderson said.

Additionally, the following top-performing branches were unveiled and recognized for their outstanding fiscal 2012 results; the Connecticut Branch raised the most overall for Grins for a Good Cause – Patterson's breast cancer awareness initiative.

Grins for a Good Cause
Connecticut; Mike Baker, Manager

Chuck Lottes Memorial Award for Net Income Improvement
Baltimore; Roy Fruehauf, Manager

Finance — Top Branch Performance
Los Angeles; Jason Owens, Manager

Wild Card Branch — U.S.
Metro NY/NJ; Ted Vlamis, Manager

Top Branch — Group 5
Mobile; Michael Brack, Manager
(2nd) Greenville; Joey Blalock, Manager

Top Branch — Group 4
Charleston; Marie Melton, Manager
(2nd) Charlotte; Perrin DesPortes, Manager

Top Branch — Group 3
Columbus; Andy Blake, Manager
(2nd) Des Moines; Rich Rehm, Manager

Top Branch — Group 2
Houston; Tim Wagstaff, Manager
(2nd) Minnesota; Dan Konicek, Manager

Top Branch — Group 1
Baltimore; Roy Fruehauf, Manager
(2nd) Atlanta; Dan Crawford, Manager

Sirona expands Patterson agreement

Sirona has expanded its exclusive distribution agreement with Patterson Companies, Inc. The existing agreements have been amended with immediate effect and now include all Sirona products for the U.S. market. All U.S. dealers that were supporting Sirona as of June 1, 2012, may continue to order and receive equipment until September 1 of this year. Spare parts for these dealers may be ordered indefinitely.

"The expansion of our exclusive relationship with Patterson will enable us to strengthen our go to market approach and grow in the U.S., by increasing the focus on the seamless integration of our best in class product offerings and digital solutions," said Jost Fischer, chairman and chief executive officer of Sirona. "Internationally we continue to grow, with Henry Schein being our largest and most important distributor and core partner in Europe and a major partner in Canada. With our global sales and service infrastructure we are very well positioned for continued long-term robust revenue growth."

Cefla tabs Imaging Systems as dealer

Cefla North America has appointed Imaging Systems, Inc., as a nonexclusive dealer for its NewTom Cone Beam Computed Tomography (CBCT) products. Imaging Systems will promote and distribute NewTom to imaging centers in addition to being an authorized dealer for Biolase, which is the exclusive North American distributor of NewTom products to dental offices.

Imaging Systems, Inc. is a company based in Peachtree City, Ga., that specializes in the sale of radiographic equipment and employs a sales and service team that has been trained on all NewTom machines VGi upright, VGi Flex mobile, and 5G supine CBCT units.

"We are extremely excited to become an integral part of such a leader in today's healthcare," said Richard Greenan, president.

Cefla North America is the Charlotte-based subsidiary of Italian manufacturer Cefla s.c. From its 150,000-square-foot facility in Charlotte, the company serves customers of all its American and Canadian dental brands — MyRay, Stern Weber, and NewTom. In the American dental markets, NewTom machines are now also available through Imaging Systems Inc.

For more information, visit and

Henry Schein makes two acquisitions

Henry Schein, Inc., has announced two dental acquisitions that advance key priorities of the company's 2012-2014 strategic plan.

Henry Schein enhanced its position in the dental specialty market through the acquisition of Ortho Technology, Inc., a $24 million orthodontics business, and expanded its geographic footprint in Asia through a merger with Accord, a $15 million full-service dental dealer in Thailand, the 26th country in which Henry Schein now has operations or affiliates.

"The addition of Ortho Technology and Accord furthers our strategic priority of global growth in important market segments and new geographies," said Stanley M. Bergman, chairman and chief executive officer of Henry Schein. "Each of these companies is a leader in its respective area of focus, and each is an excellent cultural fit with an unwavering commitment to customer service."

Ortho Technology, Inc. is a distributor of orthodontics products primarily to orthodontists. The company is based in Tampa, Fla., was founded in 1991, has approximately 90 team members and posted 2011 sales of approximately $24 million. The company serves more than 10,000 customers worldwide via direct sales from the U.S. and distributors across the globe.

"Specialty dental markets including orthodontics are important components of our growth strategy. In December 2008 we acquired Ortho Organizers and with this transaction we are further penetrating the $1.25 billion global orthodontics market with a company that has been gaining market share for several years," Bergman said.

Accord is based in Bangkok and recorded 2011 sales of approximately $15 million. Founded in 1976, Accord has approximately 115 team members, including 45 sales representatives, and more than 5,000 customers. Henry Schein has acquired 75 percent of Accord. The Charnsethikul family will retain the remaining 25 percent of the company.

"Thailand, with an estimated market size of more than $100 million, is the fifth largest dental market in Asia. In addition to establishing our presence in that important market, Accord also will serve as an anchor for further expansion into Southeast Asia, which represents an incremental $150 million market opportunity," Bergman said.

Mrs. Suchada Charnsethikul will continue to manage Accord as Managing Director.