Th Trade News 01

Trade News

June 1, 2009

Ultradent dedicates new facility

Ultradent Products, Inc., recently dedicated its new manufacturing facility with a ribbon-cutting ceremony. The 65,000-square-foot expansion is the first phase of a 200,000-square-foot planned expansion.

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The dedication marked Ultradent’s 30th anniversary in business and completion of their first 235,000 expansion located in an adjacent lot in South Jordan. With the addition of the new facility, Ultradent plans to expand their current manufacturing operation to meet increasing requirements. The expansion also includes relocation of their OEM business which has experienced tremendous growth manufacturing product for various medical and oral healthcare customers.

Aribex leader recognized

Dr. D. Clark Turner, chief executive officer and president of Aribex, Inc., has been named “Emerging Executive of the Year” by the Utah Technology Council. The award was recently presented during UTC’s annual members meeting at the Little America Hotel in Salt Lake City.

“Dr. Turner has developed technology that not only is innovative and marketable, but also improving lives around the world,” said Richard Nelson, UTC president and chief executive officer. “His portable X-ray guns are being used in third world countries to bring dental care to orphans, children, and many impoverished individuals.”

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Turner’s company manufactures the NOMAD family of highly-portable, battery-powered handheld X-ray devices for the dental, veterinary, forensic, and industrial verification markets. The NOMAD handheld devices are the first of their kind, prompting the Food and Drug Administration to recognize a new product category.

ADC adds Arnold Dental Supply

American Dental Cooperative (ADC) announces a new member, Arnold Dental Supply. Started in 1903, Arnold Dental Supply, based in Lynnwood, Wash., is a full-service dental supply company serving the state of Washington and neighboring states. Frank Nowtash acquired the company in 1993.

Arnold Dental Supply has eight sales representatives in Western Washington, three in Eastern Washington, and four in Oregon. Seven service technicians support the activities of the sales team.

Midmark to acquire Progeny

Midmark Corporation has entered into an agreement to acquire Progeny™, Inc., a leading manufacturer of radiographic imaging products in the dental market. This acquisition will align Progeny’s imaging expertise with Midmark’s vision to provide innovative products to its customers in the dental market, as well as the medical and veterinary markets.

“Midmark is a global leader in the markets we serve,” said Anne Eiting Klamar, president and CEO of Midmark. ”Together, Progeny and Midmark create a company with genuine global market presence known for innovation and world-class customer support. Progeny’s top quality equipment will allow us to expand our line of products that are critical to the delivery of efficient patient care.”

Johnson & Lund celebrates 150 years

The Johnson & Lund Company in Rochester, N.Y., believed to be the oldest dental supply company in the country, is celebrating its 150th anniversary this year. With a staff of 20, Johnson & Lund offers the upstate New York dental community a one-stop shopping experience for equipment, CAD office design, and sundry merchandise.

Johnson & Lund originated in Philadelphia in 1859. The founders, Frederick Johnson and Oliver Lund, manufactured and distributed precision dental instruments. Success during the next half-century grew the company to include distribution centers in Atlanta, Chicago, and Rochester. In the early 1920s, the Rochester branch was purchased by several of its employees. One of those employees, John VanDussen Sr., later became president and sole owner. The company remained in his family until 1988 when John VanDussen Jr., sold the company to several employees.

The current management team has been in place for 21 years: Jerry Larkin (president, 35 years); David Rodman (vice president, 46 years); and Anthony Romano (vice president, 38 years). On average, the current employees have been with Johnson & Lund for more than 25 years.

Burkhart holds basic training

Basic training was recently held at the training facility in Tacoma. Basic training covers equipment and repair, within operatories, sterilization room, and the mechanical room.

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Attending were (left to right): Shannon Bruil (corporate), Bill Compau (Oklahoma City), Darold Slack (instructor), and Les Babcock (Anchorage).

PDT earns C.P. Higgins Award

Paradise Dental Technologies recently earned the C.P. Higgins Award, an award presented by the Missoula (Mont.) Area Economic Development Corporation (MAEDC) to a local company which employs more than 50 people who have health benefits.

PDT has more than 60 employees, distributes in 27 countries, and has a 23,000-square-foot facility on 10 acres.

M.Source is launched

Mona Zemsky has started M.Source, a marketing strategy company with offices in both Chicago and Southern California. Zemsky’s business venture is aimed at helping companies grow sales, results, and exposure with practical strategies that maximize bang for the buck.

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Zemsky was formerly marketing manager for dental manufacturers Yates & Bird and Motloid and their parent company Bird-X, Inc., a position she held for 18 years.

M.Source’s niche is small successful companies that need marketing help but don’t want to commit to a full time person, and where the owner is too busy running the business to have the time to conceive, evaluate and implement all the great ideas. For more information, send an email to [email protected], log on to, or call (773) 600-7740

Midmark holds national sales meeting

Midmark Corporation recently held its annual national sales meeting for its dental division in New Orleans, announcing the top sales performers for 2008. This year’s meeting was themed “Any Given Day,” centered on the concept that Midmark sales representatives should strive to be their best in everything they do any and every day.

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“Midmark celebrated an incredible year of unprecedented sales achievement for 2008,” said Jim Aycock, director of sales, dental products. “More products were sold through dental’s distribution partners last year in the history of Midmark’s dental division. In addition, many individual sales records were broken including that of Jim Reed, central region sales representative, who received four major sales awards including Territory Sales Representative of the Year.”

During the meeting, Midmark honored its top dental sales performers at an awards banquet. The awards included:

Jim Reed – Prestigious Eagle Award – Territory Sales Representative of the Year

Vince Noone – Regional Manager of the Year

Joe Pantaleo and Bill Iavaroni – Territory Sales Representatives of the Eastern Region

Jim Reed – Territory Sales Representative of the Central Region

Jeremy Bjornberg – Territory Sales Representative of the Western Region

Jim Reed – Focus Award, Operatory

Mark Soper – Focus Award, Sterilizers

Jim Reed – Focus Award, Casework

Michael Hall – Focus Award, Air and Vac

Expodental has new home in October

The General Assembly of UNIDI (Italian Dental Industries Association) have decided on a new location for the 37th edition of International Expodental. This year’s event will be held in Rome from October 15-17 in Pavilions 7-8-9 of the new Fiera Roma exhibition centre.

This will be the first time in more than 25 years that the show has not been in Milan. For more information, visit

Schein acquires OrthoOrganizers

Henry Schein, Inc. has announced the acquisition of Ortho Organizers, a full-line manufacturer and distributor of orthodontics products.

Ortho Organizers, a privately owned company with headquarters in Carlsbad, Calif., has approximately 200 employees, including 20 sales representatives. Sales in 2008 were approximately $30 million, and its products are sold both domestically and internationally.

“Ortho Organizers executives, including President and CEO George Guttroff, along with Henry Schein leadership will be working to develop the Henry Schein orthodontics platform. We are delighted to welcome our new colleagues from Ortho Organizers to Team Schein,” said Stanley M. Bergman, chairman and chief executive officer of Henry Schein.

In addition to Guttroff’s responsibility at Ortho Organizers, he has been appointed president of Henry Schein’s newly formed Global Dental Specialties Group, with responsibility for advancing the company’s global orthodontic and implant sales.

Brazilian legislation may be changing

The Brazilian National Sanitary Agency is currently analyzing the feasibility of granting legal operating permits specific for dental dealers (dental surgeon’s materials shops). These permits will be similar to the ones given to pharmacies and drugstores. A work group formed by representatives of ANVISA and ABIMO (Brazilian Medical Devices Association) is currently writing a legislation proposal that meets the odontological sector needs.

The present Brazilian sanitary legislation does not meet the needs of the odontological sector. Due to the difficulties in meeting the legal requirements, around 75% of the dental dealers operate without full documentation.

Mitch Cutler, FSC for Henry Schein, joins Linda Van de Perre, CEO of Paradise Dental Technologies (PDT), Inc., and Mitch Rieders, PDT’s metro New York rep, for some quality time during instrument training at PDT’s Missoula, Mont., factory.
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“Despite the wish to comply with the legal requirements, most of the dental dealers are unable to meet all requirements, there are four necessary legal permits which are expensive and take very long to be granted, in addition, there is the difficulty in getting the sanitary license.” explained ABIMO’s director Paulo Roberto Ramos de Souza.

Coltene/Whaledent honors four

To honor Coltene/Whaledent’s achievements within the United States and Canadian sales territories, a new program, The President’s Circle, was created to acknowledge and reward territory sales managers based on sales performance and management skill. The four specific areas of recognition are: Most Improved Territory year over year, Sales Promotion Superstar, Rookie Territory Manager of the Year, and Territory Manager of the Year.

The 2008 President’s Circle winners are:

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Lee Ann Shandle joined Coltene/Whaledent nearly four years ago and in that short time she has worked both in the Los Angeles and San Diego territories for the Western Region. Her dedication and hard work helped her increase 2007 sales by more than 25% in 2008, earning her the award for Most Improved Territory.

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Brad Morrison has shown true entrepreneurship in his Western Canadian territory for the Western Region since 1986. His unique resourcefulness has served him well many times throughout his 23-year career with Coltene/Whaledent. He exhibited great initiative again during 2008’s Double Rewards and Holi-Dazzle promotions by closing 216 deals, more than twice the number of the second-place rep, earning Morrison the award for Sales Promotion Superstar.

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Since joining Coltene/Whaledent in June of 2007, Nick Helms has repeatedly demonstrated the capability to successfully manage his territory in the Midwest Region. He achieved second-place in the Double Rewards and Holi-Dazzle promotions, ranked #1 Rookie with Affinis Impression material and ParaPost Posts & Core material, while also exceeding budget goals in all major product categories. His dedication and stellar performance have earned him the 2008 Rookie of the Year award.

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Dan Knackert started with Coltene/Whaledent eight years ago and has continually proven himself in his Wisconsin territory for the Northern Region. His tireless efforts to reach customers drove him to hold more than 40 Lunch & Learns in 2008 and earned him first place for total number of Detail Days with his Retail Reps. Achievements like these, together with his pursuit of excellence, have helped Knackert to exceed his budgets in all product lines and allowed him to surpass his sales targets by 115%. His outstanding performance has earned him the 2008 Rep of the Year award.

Burkhart celebrates in Germany

Recently, more than 100 Burkhart associates arrived in Cologne, Germany, to attend the International Dental Symposium. “We place a high value on growing our people’s knowledge about how they can help their clients succeed’ said Lori Isbell, president of Burkhart. “The IDS is one of the most powerful dental learning environments for anyone from our industry to experience and I am confident that those associates who were able to attend have gained greater insight about the future of dentistry and how they can better serve their clients.”

New products for the industry are first unveiled at the IDS. With more than 1,750 exhibits, Burkhart associates learned first-hand about many new dental technologies that would be coming to the United States over the next couple of years. They were able to see the similarities as well as the differences in dentistry throughout the world.

The trip wasn’t all work. In addition to spectacular evening dinners and parties along the Rhine, associates had the opportunity to visit many of the historical sites that Germany has to offer. Some chose to extend their stay and were able to visit other parts of Europe.

Hu-Friedy, Pelton & Crane tackle infection control in dental waterlines

Hu-Friedy and Pelton & Crane have announced a new strategy for addressing infection control in dental waterlines. In order to expand awareness and knowledge of dental waterline cleanliness, Hu-Friedy will be the exclusive distributor of Vista Research Group consumables and Pelton & Crane will be the exclusive distributor of Vista-branded waterline equipment. This strategy will allow both companies to exponentially spread the knowledge about an often forgotten infection control issue – clean water in every operatory.

Hu-Friedy announces the extension of its Instrument Management System (IMS) line to include Team Vista™, an effective, economical, and easy to use waterline treatment system for maintaining clean and fresh water in independent water bottle delivery systems. Pelton & Crane offers the Vista suite of equipment, including VistaClear™ and VistaPure™. VistaClear is a dental waterline treatment system that eliminates the need for independent bottles, while VistaPure provides a convenient and cost-effective supply of high purity, distilled-quality water for labs, dental, and medical offices.

For more information, visit or

Supporting Ronald McDonald House

Every Rock Hill, S.C., employee of KOMET USA supported the Ronald McDonald House (RMH) of Charlotte recently by wearing special RMH T-shirts.

The T-shirts were purchased by 21 employees during the charity’s “Sport a Shirt, Share the Night” fundraiser. T-shirts were purchased for $10 each, and that cost covers a donation for a family to stay at the House for one night while their children are being treated at Charlotte-area hospitals.

“Being in the healthcare industry, we all know how much a family needs support while their child is sick,” said Warren A. White, KOMET USA’s Chief Operating Officer of Sales and Marketing. “We’re excited about our partnership with the Ronald McDonald House of Charlotte because it will be a great resource for the families of this community. Our employees are thrilled about getting involved in such a meaningful way.”

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Ansell, Tillotson reach agreement

Ansell Healthcare Products LLC, of Red Bank, N.J., and Tillotson Corporation, of Lexington, Mass., recently announced that Ansell has taken a license under the Tillotson Patent for disposable Nitrile Gloves, in the U.S. and in Europe, and will begin to mark its packaging with the Tillotson Patent numbers. Their agreement also settled all disputes between the companies and their affiliates relative to the manufacture and sale of such gloves.

Neil Tillotson and Luc DeBecker developed this glove technology in 1990, and Tillotson Corporation was granted a patent in 1997, when Mr. Tillotson was 98 years of age. The Tillotson patent teaches how to produce a synthetic rubber glove that relaxes after being donned and comfortably conforms to the contours of the wearer’s hand. All other terms of the license are confidential.

Darby helps Memphis kids

Darby Dental Supply, LLC, with its national distribution hub in Memphis, is partnering with the Memphis Dental Society, the Shelby County Dental Society, and First Tennessee Bank to sponsor two ongoing programs for the benefit of Memphis City schoolchildren – the ToothPrints Child ID Program and free StrongSmile oral care kits.

Dr. Stueart Hudsmith, president of the Memphis Dental Society and Monte Stewart, Darby Dental Supply’s Memphis sales manager supervise a Kirby Midddle School nurse as she takes an impression using the ToothPrints Child ID impression wafer.
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The ToothPrints Child ID Program is targeted to Memphis city schoolchildren between the approximate ages of 12-14 who already have their permanent teeth. The program uses a wax wafer to take an impression of the teeth that provides an accurate identification tool for lost and missing children. The bite impressions will be administered by school nurses and kept on file with either the school or local law enforcement agencies. Darby has already made a preliminary donation of 6,000 ToothPrints wafers to various Memphis City schools and is prepared to supply another 12,000 over the course of the 2009 school year.

The StrongSmile oral care kits consist of a toothbrush, toothpaste, and dental floss as part of an ongoing effort to teach children from kindergarten to second grade how to keep their teeth strong and cavity-free. The StrongSmile kits are usually handed out during scheduled school visits by local area dentists and dental hygienists who donate their time to teach children about the proper way to brush and floss their teeth to reduce the likelihood of cavities. Additional funding for the StrongSmile kits was provided by the Memphis Dental Society and First Tennessee Bank. Approximately 6,500 StrongSmile kits will be distributed this spring, with an equal number slated for distribution this fall when students go back to school.

Milestone expands into China

Milestone Scientific has announced that it has granted China National Medicines Corporation, d/b/a Sinopharm, exclusive distribution and marketing rights of the award-winning STA Single Tooth Anesthesia System™ (STA System) in China. Traded on the Shanghai Stock Exchange (SHA:600511), Sinopharm is China’s largest domestic manufacturer, distributor, and marketer of pharmaceuticals and importer of medical devices, and the country’s largest domestic distributor of dental anesthetic carpules to the Chinese dental industry.

The deal paves the way for Milestone’s Computer-Controlled Local Anesthetic Delivery (C-CLAD) technologies to reach progressive oral health practitioners in China through Sinopharm’s extensive medical and dental distribution network.

Darby moves Florida telesales operation

Darby Dental Supply, LLC, recently relocated its Florida telesales operation from Pompano Beach to Coral Springs to accommodate the company’s aggressive expansion and modernization plans.

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The new office, located at 3300 University Drive in downtown Coral Springs, comprises 10,000 square feet and can comfortably seat 70 telesales representatives, whereas the Pompano Beach office could only accommodate 40. In addition, the Coral Springs office is equipped with the latest computer and telephone systems, resulting in a more modern, cost-effective telesales operation.

“The Pompano Beach office served us well for many years,” explained Darby president Gary Rosenberg. “However, that building’s office space and technology infrastructure no longer met the requirements of our fast-track expansion and modernization plans. We have room to grow in Coral Springs, and that’s what we intend to do.”

The Pompano Beach and Coral Springs offices are within a few miles of each other, and all current Darby employees were able to make the move without hardship.

Atlanta Dental installing DentaCAD

Atlanta Dental Supply recently met with representatives of the DentaCAD Company and began the process of implementing DentaCAD’s 2000 PLUS SYSTEM in all branches of their company. The DentaCAD System is reported to address all the needs of a typical dental equipment sale. The current System includes many innovations, including RepAlert© which automatically notifies users of new and updated databases, SmartCatalog© which very efficiently creates accurate orders for dental equipment, and soon will also include “configurator” capabilities. More than 70 manufacturer/suppliers of dental equipment are subscribers of the DentaCAD System.

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From left to right, back row: Tom Richardson (Atlanta Dental vice president of sales and marketing), Allen Harris (equipment coordinator), Matt Anderson (equipment specialist), Brian Stallings (equipment specialist), Jason Kirkus (Eastern regional manager), Tom Clements (service and equipment manager), Tim Gardner (equipment coordinator), Barbara Gray (equipment coordinator), James Johnston (DentaCAD IT Group Manager). From left to right, front row: Lee Clifton (regional specialist), Adrianne Smith (equipment coordinator), Joe Kennedy (DentaCAD president).

Darby helping with mobile dental clinic

Darby Dental Supply, LLC, with its national distribution hub in Memphis, is a co-sponsor Bellevue Baptist Church’s Christian Mobile Dental Clinic.

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The well-equipped van will travel to low income areas of Memphis to provide basic dental care to under privileged children. Darby Dental Supply donated products and materials used by volunteer dentists and dental hygienists to examine and treat local residents who otherwise would not have access to oral health care.

The Christian Mobile Dental Clinic travels to participating Baptist Churches throughout Memphis. The free services offered are simple extractions, simple fillings, and cleanings. There are no walk-ins. The host churches schedule the appointments for community residents.

“Local demand for the Mobile van’s dental services has been extremely high,” said Darby president Gary Rosenberg. “One church had 21 confirmed appointments with 19 people on standby for cancellations. We are committed to helping to keep this Mobile Dental Clinic on the road and serving the Memphis community”

Whip Mix earns supplier honor

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Whip Mix Corporation was named the recipient of the 2009 Supplier Member of the Year Award from the National Association of Dental Laboratories. The award recognizes individuals and companies who have made contributions to the NADL and the dental laboratory profession. Whip Mix was chosen as the recipient of the award for its continued effort to improving dental laboratories through Lean Manufacturing. Lean Manufacturing provides laboratories with materials, equipment, and consulting designed to streamline their processes while reducing waste and increasing delivered value. In addition to its efforts to help dental labs, Whip Mix has been a corporate member of the NADL for over 25 years. The award was given at the 2009 NADL Vision 21 Meeting.

Alfa Medical, Prestige Medical ink pact

British manufacturer Prestige Medical has appointed Alfa Medical Equipment Inc. of Westbury, N.Y., to act as master distributor for their range of autoclaves/sterilizers in North America. The arrangement is designed to provide customers with a quicker, more efficient service, with Alfa Medical holding a complete inventory of products and spare parts readily available for shipment.

In addition, Alfa Medical will offer a complete service and repair center for all Prestige Medical products, including the “Kavoklave” series.

Patterson is AADOM diamond sponsor

Patterson Dental recently announced a Diamond Level Corporate partnership with the American Association of Dental Office Managers (AADOM), providing unprecedented tools, resources, and support for managing today’s dental practice.

“The partnership that began in 2006 has moved to an all new level,” said Patterson Office Supplies Marketing Manager Kim McQueen. “Customers can watch for exceptional opportunities as the result of this relationship. Our extended partnership will be leveraged to provide a virtually unlimited array of information for office managers and administrators, including Webinars, study clubs, sponsorship of conferences, and much more.”