Fi June18

For Dental Professionals June, 2010 A partnered publication withSales Dental Sales Pro • www.dentalsalespro.com

For Dental Sales Professionals

June 2018

Dental Distribution Hall of Fame Andy Whitehead (left); Jim Wiltz (right)

JUNE 2018

FOR DENTAL SALES PROFESSIONALS

Dental Distribution Hall of Fame

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6 8 38 43 44 54 56 4

June 2018

Andy Whitehead (left); Jim Wiltz (right)

Editor’s Note

We tip our hat

Giving back

Cosmetic dentist donates his services to help survivors of domestic and violent abuse.

Cements 101

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A working guide for your dental customers

Burs

Experts weigh in: Which bur is right for your dental customer’s practice?

OSAP partners to advance competency in dental infection prevention and control education

DENTAL ADVISOR Product Awards

2018

Sales reps can now earn industry specialist designation.

TOP AWARD

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WINNER

Sterilization Monitoring

Quality assurance processes and procedures are inherent to the infrastructure of dental practices.

Healthy Rep

Health news and notes

For Burkhart rep Jason Corbin, there’s more than one type of goal.

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News

First Impressions

Score!

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EDITOR’S NOTE

LAURA THILL Editorial Staff

We tip our hat

It’s been said that following one’s passion is key

to success. Some may disagree, but they likely don’t know many dental sales professionals – those who live and breathe the dental industry and consider their customers and colleagues an extension of their family.

Each year, First Impressions’ Dental Distribution Hall of Fame honors a couple of these individuals and their contribution to dentistry. At the same time, our team tips its hat to the many others who are equally deserving of recognition.

In this issue, readers have an opportunity to meet Andy Whitehead, formerly of Crosstex, and James Wiltz, formerly of Patterson Dental. Both demonstrate the qualities that drive success – both personal and professional – and help ensure continuity and advancement within the dental industry.

When Andy Whitehead joined the dental sales industry in 1972, he was confident this was a career that would lead to great benefits. The industry, it turns out, would equally benefit from his 45 years of service. Through the years, he worked to educate the profession on the importance of infection prevention and control, and to help bring dental care to underserved communities. Additionally, in the course of 45 years, he raised over $3 million for groups like Organization for Safety, Asepsis and Prevention (OSAP), the Dental Trade Alliance Foundation (DTAF), the America Dental Assistants Association Foundation (ADAAF), the American Dental Hygienists Association (ADHA) and Oral Health America (OHA), earning him the informal title, The Dental Industry Auctioneer.

James Wiltz’s career was a classic American story: He held nearly every position at Patterson Dental during his more than 41 years with the company, eventually becoming CEO. He was known to his colleagues as a trusted teacher of the trade and was instrumental in numerous organizational efforts, including centralizing purchasing and distribution and pioneering Patterson’s technology platforms. He understood and appreciated the opportunities that technology would bring for Patterson’s customers.

After his appointment as CEO in 2005, he oversaw continued company growth through acquisitions, growing equipment and technology sales, and deepening relationships with customers. In retirement, he continued to play a vital behind-the-scenes role.

Dental Distribution Hall of Fame 2017 David P. Blackshear: President and owner, Atlanta Dental Howard Sorenson: Sales manager, Porter Royal Sales 2016 Richard Fishbane: Vice president of research, Strategic Data Marketing Michael Lynam: National sales manager, Porter Instrument Division 2015 Mike Brown: President, Nashville Dental Robert Sullivan: Founder, Sullivan Dental

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2014 Joan Austin: Co-founder, A-dec Morton Charlestein: CEO, Premier Dental Products 2013 M eyer Cyker: Founder, Healthco Richard Saslow: Founder, Hu-Friedy 2012 Ken Austin: Co-founder, A-dec Larry Cohen: President, Benco Perry Burkhart Jr: President, Burkhart Dental Peter Frechette: President/CEO, Patterson Dental Stanley Bergman: Chairman/CEO, Henry Schein

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Editor Laura Thill lthill@ sharemovingmedia.com Managing Editor Graham Garrison ggarrison@ sharemovingmedia.com Founder Brian Taylor btaylor@ sharemovingmedia.com Senior Director of Business Development Diana Craig dcraig@ sharemovingmedia.com

Director of Business Development Jamie Falasz, RDH jfalasz@ sharemovingmedia.com Art Director Brent Cashman bcashman@ sharemovingmedia.com Circulation Wai Bun Cheung wcheung@ sharemovingmedia.com Weekly Drill Editor Alan Cherry acherry@ sharemovingmedia.com

First Impressions is published bi-monthly by Share Moving Media 1735 N. Brown Rd. Ste. 140 • Lawrenceville, GA 30043-8153 Phone: 770/263-5257 • Fax: 770/236-8023 www.firstimpressionsmag.com

First Impressions (ISSN 1548-4165) is published bi-monthly by Share Moving Media., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Copyright 2018 by Share Moving Media. All rights reserved. Subscriptions: $48 per year. If you would like to subscribe or notify us of address changes, please contact us at the above numbers or address.

POSTMASTER: Send address changes to Share Moving Media., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Please note: The acceptance of advertising or products mentioned by contributing authors does not constitute endorsement by the publisher. Publisher cannot accept responsibility for the correctness of an opinion expressed by contributing authors.

First Impressions editorial advisory board Shannon Bruil, Burkhart Dental Frank Cohen, Safco Steve Desautel, Dental Health Products Inc. Nicole Fox, Patterson Dental Suzanne Kump, Patterson Dental Dawn Metcalf, Midway Dental Supply Lori Paulson, NDC Patrick Ryan, Benco Dental Co. Scott Smith, Benco Dental Co. Tim Sullivan, Henry Schein Dental

Clinical board Brent Agran, DDS, Northbrook, Ill. Clayton Davis, DMD, Duluth, Ga. Sheri Doniger, DDS, Lincolnwood, Ill. Nicholas Hein, DDS, Billings, Mo. Roshan Parikh, DDS, Olympia Fields, Ill Tony Stefanou, DMD, Dental Sales Academy

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WHAT YOU MAY HAVE MISSED

Cements 101 A working guide for your dental customers

Many factors contribute to achieving an optimal restoration, includ-

ing selecting the right cement. The type of restoration (i.e., veneers vs. crowns), the restorative material used, tooth preparation design, necessary bond strength, clinical implications (inflamed soft tissue, isolation, etc.), retentive vs. non-retentive implications and the desired esthetic outcome all determine what cement will work best.

Depending on the clinical requirements and material selection, dentists may place restorations using either conventional or adhesive cementation techniques. Conventional cementation combines preparation design, such as retention/resistance form to lute restorations to the underlying tooth structure. Adhesive cementation, on the other hand, produces a micromechanical

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and chemical bond between the tooth structure and the restoration. Dentists therefore need a thorough understanding of not only the restorative material used in the fabrication of a dental restoration, but also the cementation options and protocols for predictable clinical outcomes.

Conventional cements Conventional cements lute restorations with underlying tooth structure by creating a hardened cement layer between the restoration and the tooth. Conventional cements most notably include zinc polycarboxylate, glass ionomers, resin-modified glass inomers and zinc phosphate cements. These materials provide

limited-to-no chemical bond with the tooth structure; hence, retentive preparation designs should be taken into consideration.

Clinicians use these cements to lute high-strength ceramics and metal-based restorations. The physical and mechanical properties of cements varies, depending on their chemistry. The zinc polycarboxylate cement consists of metal oxides and polyacrylic acid. The dry mixture is mostly used as a powder, which is mixed with water for processing. The complicated setting reaction takes place by the reaction of metal oxides with the polyacrylic acid.

The comparatively high solubility of the cement and mild pulpal reaction is a substantial disadvantage. Contrary, glass-ionomer cements consists of fluoroaluminosilicate glass and liquid containing polyacrylic, itaconic acid and water. They demonstrate the advantage of being able to release fluoride ions. Setting reaction takes place with the help of an acid-base reaction.

Clinical experiences with glass-ionomer cements have been gathered for more than 20 years, however they produce low retention rates and hence are not indicated for retentive tooth preparations. The resin-reinforced glass-ionomer cements were formed by replacing part of the polyacrylic acid in conventional glass ionomer cements with hydrophilic methacrylate monomers. This group of luting agents includes a number of hybrid cements, the physical and clinical properties of which vary strongly, depending on the composition of the individual components. Their adhesion to the tooth structure is often weak, and when applied to moist dentin, produce little post-cementation thermal sensitivity.

hybrid layer). Adhesive resin cements have significantly superior mechanical properties; however, when proper isolation can’t be achieved, conventional cements are recommended.

Adhesive cements are further classified according to the following curing options: • Self-cure resin cements (chemical cure) • Dual-cure resin cements (chemical and light cure) • Light-cure resin cements (light cure only) Dual-cure and light-cure resin cements require light energy for complete polymerization of cement. However, restorations made of metals, metal alloys and opaque ceramics, such as traditional Zirconia oxide, are impervious to light, contraindicating the use of dual-cure and light-cure resin cements for cementation. As such, self-cure resin cements are indicated in these clinical conditions.

Clinical experiences with glass-ionomer cements have been gathered for more than 20 years, however they produce low retention rates and hence are not indicated for retentive tooth preparations.

Adhesive resin cements Adhesive resin cements are superior options for all-ceramic restorations. They are methacrylate-based and consist of monomers and inorganic filler particles. Their setting reaction is based on a cross-linking of the polymer chains, which is initiated chemically (self-cure resin cements) and/or by light (dual-cure or lightcure resin cements) and provides chemical bonding between the tooth and the indirect restoration. These resin cements demonstrate high mechanical properties (greater wear resistance and resistance to the oral environment) and offer outstanding aesthetics given the wide choice of shades.

Generally, adhesive resin cements require the tooth preparation to be etched and rinsed, and then conditioned with an adhesive bonding agent and cured. Etching removes the smear layer and demineralizes the tooth surface, whereas the bonding agent forms an interpenetrating network with free collagen fibers (the

By comparison, the cementation of highly esthetic restorations, such as veneers in the anterior region, requires materials that ensure long-term color stability for high quality esthetics.

One option is to use amine-free resin cements.

Self-adhesive resin cements Self-adhesive resin cements combine some of the advantages of resin cements with the convenience of conventional cements, including moderate level bond strengths. These cements don’t require the application of conditioners or bonding agents on the prepared tooth surface, making the system easy to use and error-prone. However, given the comparatively lower bond strength and mechanical properties, these cements are not highly recommended for low strength glass ceramics.

Preparation design and restorative materials The preparation design and restorative material largely determine what type of cement is used. Preparation design is significant in cement selection. Depending on the inclination/taper of

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WHAT YOU MAY HAVE MISSED the axial wall of the prepared tooth in relation to the longitudinal axis of tooth, the preparation design is generally classified as retentive or non-retentive. Depending on the height of the prepared tooth (>4mm), the preparation design is classified as a short preparation. Retentive preparations feature an inclination/ taper between 4 to 8 degrees, with a longitudinal axis of tooth.

This feature provides additional mechanical retention, which facilitates the cementation of a restoration, either using adhesive or conventional cementation techniques.

While adhesive cementation is known to provide a strong bond and good marginal seal, the luting forces of conventional cement are sufficient to lute restorations with retentive tooth prep design due to additional mechanical retention achieved by

• Intermediate-strength ceramic (feldspathic, leucite-reinforced and fluoroapatite restorations).

• High-strength ceramic (lithium disilicate, alumina and zirconia restorations).

• Indirect composite (reinforced composites) Intermediate strength glass ceramics, such as those with a high glassy content, obtain additional support from adhesive bonding and must be adhesively cemented using resin cements. Therefore, feldspathic, leucite-reinforced and fluorapatite ceramic restorations should be cemented with adhesive resin cements.

Speaking the language Because different cements are suited to different clinical situations, dentists require a thorough understanding of their attributes and limitations – including restoration type (veneer, crown, inlay, onlay), restorative material (low or high strength, or opaque), tooth prep (retentive or non-retentive) and conditions such as isolation – in order to select the material best suited to their practice.

Adhesive resin cements are recommended for all clinical situations, except when an ideal isolation cannot be maintained. Conventional cements are considered highly versatile. And light-cured resin cements are indicated for thin veneers due to their high color stability, while self-cure resin cements are ideal for opaque restorations, such as metals or opaque thick zirconia restorations.

A clinician looking to achieve an intermediate bond strength and ease-of-use can use self-adhesive resin cements. In fact, the presence of MDP in selective self-adhesive resin cements has eliminated the need for a primer application on zirconia restorations. As such, these cements are the product of choice for cementing zirconia restorations with retentive prep design.

Regardless of what type of cement the practice relies on, it is essential for clinicians and their dental staff to read the instructions for use to ensure the most predictable, successful clinical outcome.

Because different cements are suited to different clinical situations, dentists require a thorough understanding of their attributes and limitations – including restoration type (veneer, crown, inlay, onlay), restorative material (low or high strength, or opaque), tooth prep (retentive or non-retentive) and conditions such as isolation – in order to select the material best suited to their practice. the tooth preparation design. At the same time, non-retentive preparations feature an inclination/taper in excess of 8 degrees and lack retentive features. Given their limited or no-chemical bonding properties, conventional cements are not ideal for this clinical scenario. Rather, adhesive resin cements are recommended due to their ability to chemically bond with the restoration and tooth.

The restorative material used also determines cement selection.

Indirect restoratives include: • Metal and metal-based (metal alloys and porcelain-fused-to-metal restorations).

Editor’s note: First Impressions would like to thank Ivoclar Vivadent for its assistance with this article.

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FIRST PERSON

BY LAURA THILL

Giving back Cosmetic dentist donates his services to help survivors of domestic and violent abuse.

If a smile speaks a thousand words, so too does the lack of one. The National

Coalition Against Domestic Violence (NCADV) estimates that more than 10 million people living in the United States experience physical domestic abuse each year.

“Domestic violence is prevalent in every community and affects all people regardless of age, socio-economic status, sexual orientation, gender, race, religion or nationality,” the organization states on its website. “Domestic violence can result in physical injury, psychological trauma and even death. The devastating consequences of domestic violence can cross generations and last a lifetime.”

Michael Fulbright

Dr. Michael Fulbright’s affiliation with the American Academy of Cosmetic Dentistry (AACD) has taught him that while an abuse victim’s healing may begin in a hospital emergency room, it’s often not complete without a major dental restoration. For the last 10 years, the Redondo Beach, California-based cosmetic dentist and owner of Fulbright Cosmetic & Reconstructive Dentistry has participated in the AACD Charitable Foundation’s Give Back a Smile program, providing advanced dental treatment to survivors of domestic abuse free of charge. “This has been a great opportunity,” says Fulbright. “I have never turned a patient away and always provide treatment above and beyond the basic necessities. I figure, if I can do more for patients, why not?”

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An emotional ride

Working with survivors of abuse has been fulfilling, notes Fulbright; at the same time, the experience has been an emotional one. “These patients have gone through a lot,” he points out. “Many of them are missing their front teeth.” Ideally, he works to restore their ability to smile, but sometimes, that can be challenging. For instance, he had a recent patient who was a victim of domestic abuse in 1975. When the woman’s husband passed on, she was finally willing to contemplate a restoration, however she was concerned about losing her few remaining teeth.

In another case, a man was beaten up by his partner, “This has been a great and Fulbright provided a fullopportunity,” says mouth restoration. “He was a Fulbright. “I have never street performer, so this was turned a patient away essential,” he says. In a third case, he treated a man who and always provide was beaten up in nearby Long treatment above and Beach, California while walkbeyond the basic ing with his partner. “Abuse is necessities. I figure, a difficult, traumatic thing to if I can do more for get past,” he says. “But, I like that I can give these patients patients, why not?” a second chance.”

Indeed, Fulbright has seen his patients move on to new relationships and job opportunities. Some have even become regular patients at his practice. “Once I complete a restoration, I’m not liable for future care, but I always make it a point to follow up with patients,” he says. After all, he explains, patients must demonstrate a substantial level of commitment to be admitted into the program. Not only must they submit to a strenuous vetting process

by NCADV, they risk being kicked out of the program if they fail to return a call to Fulbright’s practice or don’t show up to their dental appointment. “NCADV tracks these patients carefully, as well as the amount of work and expenses I donate,” he says.

“This has been a great experience for me. These patients have been through a lot and [they deserve] the ability to smile.”

Give Back a Smile The Give Back a Smile (GBAS) program began in 1999.

Since then, AACD member dentists, dental laboratories and other dental professionals have volunteered their time and expertise pro bono to provide care to over 1,600 patients, at a value of $16+ million in donated dental services.

To be eligible, patients must: • Be 18 years or older and receive dental injuries to the smile-zone from a former intimate partner/ spouse or family member. This includes sexual assault and rape victims.

• Be away from all abusive relationships with an intimate partner or spouse and/or living in a separate home from an abusive family member, for a minimum of one year.

• Wait one year after a sexual assault.

• Meet at least once with a domestic violence/sexual assault advocate, case manager, counselor, faith leader, therapist or doctor with experience in counseling survivors of domestic violence/sexual assault.

The program does not help with dental neglect (such as cavities), gum disease, jaw injuries or orthodontic treatment (braces, shifted teeth, and/or spaces between teeth).

Nor does it replace or fix previous dental work completed by any dentist.

In order to apply for the program, patients must pay a $20 application fee or complete 10 hours of community services.

For more information visit https://www.aacd.com/index. php?module=cms&page=1932.

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Dental Distribution Hall of Fame Dental distribution has a rich

history. Some of today’s distributors and manufacturers have roots that go back 50, 100, 150 years. Others have made their mark much more recently. First Impressions established the Dental Distribution Hall of Fame as our way of saying thanks to those who have brought us to the point we are today. It’s a way of sharpening our collective memory, and it’s a way to keep our role models front and center.

We introduce this year’s inductees – James Wiltz and Andy Whitehead – in this month’s issue.

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DENTAL DISTRIBUTION HALL OF FAME

Dental Business in his DNA James Wiltz’s career is the classic American story of rising up through the ranks to become CEO.

James Wiltz held nearly every position at Patterson Dental during his more than 41 years with the company. His first step into the dental industry was as a dental technician in the U.S. Navy in Washington, D.C., during the Vietnam War. He was discharged in the fall of 1969 and joined Patterson as a territory sales representative in his home state of Kansas. At that time Patterson operated branches in 40 cities.

Wiltz’s career took him and his new bride, Jane, on a journey that included Sioux City, Iowa, to manage a sales territory, then to Minnesota – first as an equipment specialist, and later to become a branch manager. In 1980, he

“ Jim built more than a legacy at Patterson.

His legacy reaches the whole dental industry.”

– Dave Misiak, president, Patterson Dental

Jim Wiltz

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was promoted to vice president of the Midwest division of Patterson.

Leading behind the scenes When his colleague, Pete Frechette, joined Patterson as CEO in 1982 with little knowledge of the dental business, Wiltz became his trusted teacher of the trade and part of the executive team that leveraged their own finances on a daring buyout from the Beatrice Corporation. As a private company, the executive team focused on growth through market-consolidating activities and forward thinking. The business grew to 75 branches, strengthening Patterson’s national position.

Wiltz was instrumental in these organizational efforts, which led to his promotion to vice president of sales and

As part of the executive team at Patterson Dental, Wiltz recognized the need for innovation and technology by developing a value-add strategy for the future.

distribution in 1986. By 1992, Patterson became a publicly traded company on Nasdaq with the stock ticker PDCO, and the following year, the company expanded its reach into Canada. In 1996, Wiltz was named the president of Patterson Dental Supply, Inc.

Forward thinking As part of the executive team, Wiltz recognized the need for innovation and technology by developing a valueadd strategy for the future. Under his leadership, the company focused on three things: • Establishing relationships to become the single source for dentists.

• Being easy to do business with.

• Building a high-tech platform.

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DENTAL DISTRIBUTION HALL OF FAME Wiltz was instrumental in centralizing purchasing and distribution, as well as pioneering Patterson’s technology platforms. He understood the opportunities that technology would bring for their customers. His unwavering belief that in-office CAD/CAM technology was the future of dentistry became a pinnacle of success for Patterson. He also introduced Eaglesoft, a practice management software, to the dental industry.

A new era The year 2000 was monumental. Patterson achieved $1 billion in sales. The executive team seeded the funds to form the Patterson Foundation as a way to give back to the community by helping underserved people live healthier lives. This same year, the Patterson Technology Center was established to support customers with products, equipment and technology.

The following year, Patterson diversified its portfolio by acquiring Webster Veterinary, and by 2003 added a medical business to the mix. These events propelled the company and Wiltz,

now president and chief operating officer, into new markets and new industries.

In his first year in this role, Wiltz established the organization as Patterson Companies Incorporated, serving the dental, animal health and medical markets and reaching $2 billion in sales. In 2005, he took the helm of the company as chief executive officer.

During the next five years, Patterson continued to grow through acquisitions, growing equipment and technology sales, and deepening relationships with customers. In 2010, Wiltz retired and became a member of the Patterson board of directors. He again played a behindthe-scenes leader as the interim president and chief executive officer for six months in 2017, until the board of directors named Mark Walchirk as the current president and chief executive officer of Patterson Companies.

His legacy In his 41+ years with Patterson, Jim Wiltz held nearly every position at the company. “Jim built more than a legacy at Patterson,” says Dave Misiak, president, Patterson Dental. “His legacy reaches the whole dental industry. Jim represents leadership, growth and making the tough, but right decisions. He was an example of how to treat customers, employees and shareholders. Jim’s legacy of leadership, customer-centric philosophy and forward thinking is alive in the DNA of our company.”

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A Legacy of Giving 45 years ago, Andy Whitehead made a practical career move that led to a lifetime of service.

When Andy Whitehead joined the dental sales industry in 1972, he was confident this was a career that would lead to great benefits. The industry, it turns out, would equally benefit from his 45 years of service.

“A friend of mine recommended that I look into dental sales, and I liked the idea of joining a relatively recession-proof field,” Whitehead recalls. In time, his decision – born out of practicality – evolved into an opportunity “to educate the profession on the importance of infection prevention and control; to help bring dental care to underserved communities; to make a difference in an industry that was truly making a difference in people’s health; and to leave a legacy for my family, children, grandchildren and close friends.”

Additionally, in the course of 45 years, he has raised over $3 million for groups like Organization for Safety, Asepsis and Prevention (OSAP), the Dental Trade Alliance Foundation (DTAF), the America Dental Assistants Association Foundation (ADAAF), the American Dental Hygienists Association (ADHA) and Oral Health America (OHA), earning him the informal title, The Dental Industry Auctioneer.

“This industry has been good to me, as well as to my family,” Whitehead says. “It’s an industry I’ve loved and has seen me through many years – some of them difficult ones. It has also taught me compassion.” A Vietnam War veteran, he has

advocated for the country’s service people. And, as a survivor of cancer, he has supported multiple causes and helped establish Crosstex in Pink with a Purpose, which has raised over $100,000 for women’s cancer research.

Looking back As a teenager, Whitehead had his eye on a career in hotel and restaurant management. The Weymouth, Massachusetts, native worked at the Sonesta Hotels through high school – even training in London at one of the hotel’s properties, Carlton Tower Hotel, Knightsbridge.

While overseas, he attended South Devon Technical College (Torquay, England), earning a degree in food and beverage management before returning to work at the Sonesta Hotel property in Cambridge, Massachusetts.

As did many young men in the Vietnam Andy Whitehead War era, Whitehead joined the United States Army and was stationed first in California and later in Vietnam. Although awarded a bronze star for his service in Vietnam, it’s a time he prefers not to discuss in length.

However, his experience taught him compassion for service people. “I am proud of my service and have always been an advocate for our service members,” he says.

Upon his return to the States, Whitehead rejoined the Sonesta Hotel properties, working in its management training programs in Boston, Massachusetts, Philadelphia, Pennsylvania and Buffalo, New York. While in Buffalo, he attended a five-year night school program at Erie Community College and earned a degree in business management & marketing.

His decision to enter the dental sales industry led him to McMullen Dental, a family-owned regional dental company

A Vietnam War veteran, he has advocated for the country’s service people. And, as a survivor of cancer, he has supported multiple causes and helped establish Crosstex in Pink with a Purpose, which has raised over $100,000 for women’s cancer research.

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DENTAL DISTRIBUTION HALL OF FAME serving Western New York and Northwestern Pennsylvania. After a couple of years working in merchandise and sales, he transitioned into operations and management. In this role, he gained purchasing experience and worked closely with vendors. He also worked on marketing and promotional programs, including fliers and coordinating meetings. He was engaged in the company’s expansion program, including operational transition and training. And, when

A go-giver “The world teaches us that success comes from being a go-getter,” says Robert Murphy, a longtime friend, industry colleague and president of Designs From Space. “Andy Whitehead’s example teaches us that it also comes from being a go-giver.

Hopefully, Andy will experience many more years of go-giving for the benefit of the dental industry and its members.”

That the dental industry experienced some changes over the last 45 years would be an understatement, notes Whitehead, recalling the mail order vendors typical of the early days of his dental sales career.

sales reps were out on vacation or extended leave, he was always happy to cover their territories.

In 1980, McMullen was sold to Patterson Dental, and in 1981, Whitehead joined Patterson’s corporate office in Minneapolis, Minnesota. While at Patterson, he worked as a national merchandise manager, overseeing national infection control campaigns and training, and vendor relations. He was later promoted to vice president of marketing, during which time he worked on companywide advertising campaigns, the Oral B program and dealer acquisitions. In that time, he also stepped in as a founding member of OSAP. In 1986, Whitehead joined the Henry Schein Dental team in Long Island, NY as director of dental sales. Over the next three years, he helped build an inbound/outbound sales team, successfully negotiated the first Henry Schein Dental school book store at New York University and initiated the company’s first group practice program.

In 1989, he took a position as president with Silverman’s Dental in King of Prussia, New York. He spent the next three

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First Impressions

www.firstimpressionsmag.com

Sharing isn’t always caring.

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DENTAL DISTRIBUTION HALL OF FAME years helping expand their product line from orthodontics to also include dental consumables and small equipment mail order distribution. In addition, he helped build an inbound/ outbound telesales team and successfully negotiated multiple government contracts.

From 1992 to 1996, Whitehead worked with Dental Market Resources. As company president, he helped establish dental

distributor America Dental Supply (ADS) in St. Petersburg, Russia. He also put together a global sales team for ProDen Systems (reportedly the industry’s first portable intraoral camera system) and built global alliances with a range of U.S. clients and manufacturers.

Next, Whitehead accepted a position with Crosstex International (currently a Cantel Medical company). As the company’s new vice president of sales and marketing, and, later, senior vice president of business development, he created a new marketing department and expanded international sales, including establishing overseas distribution facilities. Additionally, he developed and launched a number of products (e.g., the Secure Fit® line of masks and the SureCheck® line of pouches) and helped Crosstex expand its product portfolio well beyond its single-use disposables. Long before his retirement from Crosstex in 2017, he had helped the company successfully identify and acquire multiple related companies.

Andy’s daughter and granddaughters: Liz (daughter), Sophie, Laila and Isabelle

A recognized figure “Andy is a recognized figure in the dental market,” says Gary Steinberg, President & CEO, Crosstex International, a Cantel Medical company. “Everyone knows Andy, and we were lucky enough to have him on our team.

“Andy has played an instrumental role, not only at Crosstex, but within the dental community as a whole.

His sincere passion for the dental market is evident through the great amount of time that he has dedicated to supporting major organizations like the Organization for Safety, Asepsis and Prevention (OSAP) and the Dental Trade Alliance Foundation (DTAF). It’s a privilege to know him as colleague and to have him as a friend, and we all could not be prouder. Andy is truly deserving of this recognition and his induction into the First Impressions Dental Distribution Hall of Fame.”

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From mail to media

That the dental industry experienced some changes over the last 45 years would be an understatement, notes Whitehead, recalling the mail order vendors typical of the early days of his dental sales career. “From mail orders, we evolved to hybrid and then to full-service distribution,” he says. At the same time, the small, regional, family-owned distributors and manufacturers that once owned the market were forced to consolidate.

“We saw major changes in technology, including the transition from Telex to Fax to computers and email,” he says. “We also saw the transition from field sales only to a combination of that and telemarketing.” At the same time, more companies established private labels.

The birth of digital dentistry has impacted everyone from manufacturers and distributors to clinicians and patients, Whitehead points out. And, today, social media plays a greater role than ever before in helping dental practices connect with patients, he adds.

A growing focus on infection prevention and control led to the birth of OSAP in the 1980s. And, over the past 10+ years, small dental practices have begun to consolidate to form midmarket groups and DSOs.

“It has always been my family – including my two adult children and my grandchildren – who’ve inspired me through the years. And, my close network of friends and colleagues in the dental industry have helped me become the person I am today.”

– Andy Whitehead

Associations Andy Whitehead has worked closely with a number of industry associations during his 45-year career:

Organization for Safety, Asepsis and Prevention (OSAP) • Current interim executive director.

• Founding member (with Patterson Dental) in 1984 and has continued to remain active in an executive capacity through the years.

• Chairman of the association board for two years.

• Chairman of the Foundation board for one year.

• Board of director member for 12 years.

• Annual fundraising auctioneer.

Andy’s son and family

A big decision When it came time to retire in 2017, Whitehead faced a crossroads. “After 45 years, the time was right,” he says. “But, I still wanted to remain active in the industry.” The perfect solution, it appeared, was to start his own consulting firm. “This way, I could continue to consult for Crosstex, as well as other dental entities,” he says. His new company, Classz Consulting LLC, offers business and product development, as well as merger and acquisition services. “The name, Classz, includes the initials of my five grandchildren!” he adds.

“It has always been my family – including my two adult children and my grandchildren – who’ve inspired me through the years,” says Whitehead. “And, my close network of friends and colleagues in the dental industry have helped me become the person I am today. Without my family and friends, none of my accomplishments would have been possible or as meaningful to me.”

Dental Trade Alliance (DTA)/ Dental Trade Alliance Foundation (DTAF) • Active in former Dental Manufacturers of America (DMA), DTA and DTAF. • DTA Foundation board member for three years.

• Annual fundraising auctioneer.

• Created end-of-meeting video recaps at DMA annual meetings for 7 years.

America Dental Assistants Association (ADAA)/ America Dental Assistants Association Foundation (ADAAF) • American Dental Assistants Association Foundation board member for six years.

• Annual fundraising auctioneer.

America Dentists Care Foundation (ADCF) • America Dentists Care Foundation board member (Missions of Mercy). First-year member.

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First Impressions

June 2018

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2018

TOP AWARD

WINNER

TOP & PREFERRED PRODUCT AWARDS

DENTAL ADVISOR Product Awards DENTAL ADVISOR awards are one of the most respected awards

ADVISOR has a team of 300 consultants throughout the United States who voluncreated to recognize quality products and equipment, taking into account evidenceteer their time to provide their opinions based clinical and laboratory research to honor the best. on products and equipment used in their In the following interview, Dr. Sabiha S. Bunek, practices. We rate the products and in the fall of Editor-in-Chief, and CEO of DENTAL ADVISOR, pro- each year, we vote on the top products in each catvides First Impressions readers some details on the egory. Since there are several highly rated products to choose from, we speak from our experience of Product Awards. evaluating the products either clinically or in our First Impressions: Can you share a few words laboratories, or both. The best products naturally rise to the top and are tough to beat. The preferred on what your role is at DENTAL ADVISOR? Dr. Sabiha S. Bunek Dr. Sabiha S. Bunek: As Editor-in-Chief and CEO of product is the one that was the leading competitor DENTAL ADVISOR, I lead a team that works with both to the award winner and deserves note as it rated dental professionals and manufacturers to obtain and very highly as well. Our awards are earned and publish evidence-based clinical and laboratory infor- given, not bought. The awards are highly debated mation on dental products and equipment. With my in our editorial meetings for weeks and combined unique role as a practicing clinician and editor, I find with feedback from our team of practicing dentists myself continually trying to bridge the gap between in the field. It’s not always easy!

The best products naturally rise to the top and are tough to beat. The preferred product is the one that was the leading competitor to the award winner and deserves note as it rated very highly as well. research and clinical practice. Our team at DENTAL ADVISOR communicates regularly with our own scientists as well as those working with manufacturers to encourage testing that is pertinent to real-life dentistry.

By engaging in both worlds, our team can successfully report on real-world clinical applications and advocate for better products for the entire dental profession.

First Impressions: Can you share how products are chosen for the coveted DENTAL ADVISOR awards?

Dr. Bunek: As an organization, we review and report on hundreds of products per year. THE DENTAL

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First Impressions: How is DENTAL ADVISOR qualified to give these awards?

Dr. Bunek: We believe we are very qualified!

When we first began the publication in 1983, our founders knew there was not a way to evaluate products and look at the differences. Both of our founders, Drs. John Farah and John Powers, have PhDs in Dental Materials, and as such had very curious and scientific minds. Their vision began what DENTAL ADVISOR has become today. We have a small but mighty team of true professionals committed to excellence and delivering evidence-based information to dental professionals and manufacturers. Thirty-five years later, we have taken the bricks and built a house that has expanded our services to the profession and our ability to report our findings.

Hu-Friedy’s promise to help you perform at your best is at the core of everything we do, which is why we’re proud to bring you the sharpest, longest lasting scaler on the market: EverEdge 2.0. Engineered to be better than ever, so you can be, too.

Learn why EverEdge 2.0 is the solution for you at Hu-Friedy.com/EE2 ©2018 Hu-Friedy Mfg. Co., LLC. All rights reserved. [663] 0318

TO P P R O D U C T AWA R D W I N N E R S CATEGORY: PREPARATION

ANESTHETIC BUFFERING SYSTEM

CARBIDE BURS: MULTI-USE

CARBIDE BURS: SINGLE-USE

Anutra Local Anesthetic Delivery System

Alpen® Speedster ®

SINGLES

(Anutra Medical)

(Coltene Whaledent, Inc.)

(Meisinger USA)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

HANDPIECE: AIR-DRIVEN

HANDPIECE: ELECTRIC

INNOVATIVE DESIGN

Tornado

iOptima

AVID Fit ® Hygiene System

(Bien-Air)

(Bien-Air)

(AVID Dental)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

CATEGORY: DIRECT RESTORATIVES

SECTIONAL MATRIX

BONDING AGENT: TOTAL-ETCH

BONDING AGENT: UNIVERSAL

Composi-Tight® 3D Fusion Sectional Matrix System

OptiBond™ FL

Scotchbond Universal Adhesive

(Kerr Restoratives)

(3M)

(Garrison Dental Solutions)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

WINNER

COMPOSITE: LOW-FILLED FLOWABLE

COMPOSITE: HIGHLY-FILLED FLOWABLE

COMPOSITE: UNIVERSAL

NovaPro™ Flow

CLEARFIL MAJESTY™ ES Flow

Estelite® Sigma Quick

(Nanova Biomaterials, Inc.)

(Kuraray America, Inc.)

(Tokuyama Dental America, Inc.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

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TOP AWARD

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2018

TOP AWARD

WINNER

TO P P R O D U C T AWA R D W I N N E R S CATEGORY: DIRECT RESTORATIVES

COMPOSITE: ESTHETIC

COMPOSITE: BULK FILL RESTORATIVE

BIOACTIVE RESTORATIVE

Harmonize™ Universal Composite

Tetric EvoCeram® Bulk Fill

ACTIVA™ BioACTIVE-RESTORATIVE™

(Kerr Restoratives)

(Ivoclar Vivadent)

(Pulpdent Corporation)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

RMGI RESTORATIVE

PULPAL PROTECTANT

DESENSITIZER

Ionolux

TheraCal LC ®

TEETHMATE™ DESENSITIZER

(VOCO)

(Bisco, Inc.)

(Kuraray America, Inc.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

CATEGORY: INDIRECT RESTORATIVES

SOFT TISSUE MANAGEMENT PASTE

RETRACTION CORD

SCANNABLE IMPRESSION MATERIAL

Traxodent®

Knit Pak™+ AICI3 Impregnated Knitted Cord

Flexitime® Fast & Scan

(Premier Dental Products Co.) ®

(Premier ® Dental Products Co.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

BITE REGISTRATION

ALGINATE ALTERNATIVE

ALGINATE

Futar ® Fast

Xantasil®

Cavex Cream Alginate

(Kettenbach)

(Kulzer)

(Cavex Holland BV)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

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(Kulzer)

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2018

TOP AWARD

WINNER

TO P P R O D U C T AWA R D W I N N E R S CATEGORY: INDIRECT RESTORATIVES COMPOSITE CORE MATERIAL

CEMENT: SELF-ADHESIVE

PROVISIONAL: UNIVERSAL

Visalys® Core

PANAVIA™ SA Cement Plus

Visalys® Temp

(Kettenbach)

(Kuraray America, Inc.)

(Kettenbach)

2018

2018

TOP AWARD

2018

TOP AWARD

WINNER

TOP AWARD

WINNER

WINNER

CEMENT: ESTHETIC RESIN

PROVISIONAL: ESTHETIC

CEMENT: INNOVATIVE

Variolink® Esthetic

Luxatemp Fluorescence

TheraCem®

(DMG Amercia)

(Bisco, Inc.)

(Ivoclar Vivadent)

2018

2018

TOP AWARD

2018

TOP AWARD

WINNER

TOP AWARD

WINNER

WINNER

CATEGORY: INDIRECT RESTORATIVES CEMENT: RMGI

CEMENT: IMPLANT

GC FujiCEM™ 2

CEM-IMPLANT™

(GC America)

(B.J.M. Laboratories, Ltd.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

ZIRCONIA PRIMER

DENTURE RELINE MATERIAL

Z-PRIME™ Plus

Sofreliner Tough S

(Bisco, Inc.)

(Tokuyama Dental America, Inc.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

CATEGORY: POLISHERS COMPOSITE POLISHER: TWO-STEP

CERAMIC POLISHERS

Twist Polishing Kit

ALL CERAMIC Polishers®

(Meisinger USA)

2018

TOP AWARD

WINNER

(Cosmedent, Inc.)

2018

TOP AWARD

WINNER

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June 2018

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TO P P R O D U C T AWA R D W I N N E R S CATEGORY: LONG-TERM PERFORMERS

LONG-TERM PERFORMER: CERAMIC

LONG-TERM PERFORMER: BONDING AGENT

LONG-TERM PERFORMER: ESTHETIC ZIRCONIA

IPS e.max Press

OptiBond™ XTR

NexxZr ® T

(Ivoclar Vivadent)

(Kerr Restoratives)

(Sagemax Bioceramics, Inc.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

LONG-TERM PERFORMER: ZIRCONIA

LONG-TERM PERFORMER: SELF-ADHESIVE CEMENT

LONG-TERM PERFORMER: UNIVERSAL MULTI-LAYER

BruxZir ® Full-Strength

RelyX™ Unicem 2 Automix SelfAdhesive Resin Cement (3M)

Filtek™ Supreme Ultra Universal Restorative (3M)

(Glidewell Laboratories)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

CATEGORY: ENDODONTICS ENDODONTIC BIOACTIVE CEMENT

ENDODONTIC IRRIGANT

ENDODONTIC OBTURATION SYSTEM

NeoMTA Plus™

Irritrol

elements™ free Cordless Continuous Wave Obturation

(Avalon Biomed, Inc.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

(Kerr Endodontics)

2018

TOP AWARD

WINNER

APEX LOCATOR

DENTAL DAM: LATEX

DENTAL DAM: NON-LATEX

Apex ID™ Digital Apex Locator

Sanctuary Powder Free Black Latex Dental Dam

Isodam®

(Kerr Endodontics)

TOP AWARD

WINNER

WINNER

June 2018

(Sanctuary Health)

2018

2018

TOP AWARD

30

(Essential Dental Systems)

First Impressions

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(HEDY Canada)

2018

TOP AWARD

WINNER

TO P P R O D U C T AWA R D W I N N E R S CATEGORY: PATIENT PRODUCTS

TAKE-HOME WHITENING

TEMPORARY THERAPEUTIC DEVICE

DENTURE ADHESIVE

Venus White Pro

SOVA® Night Guard

OlivaFix®

(Kulzer)

(Akkervall Technologies)

(Bonyf)

2018

2018

TOP AWARD

2018

TOP AWARD

WINNER

TOP AWARD

WINNER

WINNER

ATHLETIC MOUTHGUARD

PREVENTATIVE PRODUCT

SISU® NextGen

MI Paste Plus®

(Akervall Technologies)

(GC America)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

CATEGORY: SMALL EQUIPMENT LED CURING LIGHT

HANDPIECE MAINTENANCE SYSTEM

INTRAORAL CAMERA

Bluephase® Style

QUATTROcare™ Plus

IRIS Intraoral Camera

(KaVo)

(Digital Doc)

(Ivoclar Vivadent)

2018

TOP AWARD

WINNER

2018

TOP AWARD

WINNER

2018

TOP AWARD

WINNER

DIODE LASER

DYNAMIC MIXER

IN-OFFICE WHITENING

Picasso Plus/Picasso Plus Lite

Dynamix Speed

BEYOND® Polus® Advanced

(AMD LASERS ®)

(Kulzer)

(BEYOND ® International, Inc.)

2018

TOP AWARD

WINNER

2018

TOP AWARD

WINNER

2018

TOP AWARD

WINNER

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TO P P R O D U C T AWA R D W I N N E R S CATEGORY: DIAGNOSTIC LED HEADLIGHT

PANORAMIC IMAGING SYSTEM

Feather Light LED

CS 8100

(UltraLight Optics, Inc.)

(Carestream Dental)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

CATEGORY: INFECTION CONTROL GLOVES: NITRILE

GLOVES: FITTED

Transcend™ Nitrile Powder Free Examination Gloves

QualiTouch® Blue Nitrile Left/Right Fitted Gloves

(Cranberry ®)

(SmartPractice)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

GLOVES: CHLOROPRENE

HAND CARE

LeSoothe® Polychloroprene Powder Free Exam Gloves

fiteBac® SkinCare Gel (Kimmerling Holdings Group, fiteBac SkinCare LLC)

(SmartPractice)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

CATEGORY: INFECTION CONTROL INSTRUMENT CASSETTE

AIR/WATER SYRINGE TIP

STERILIZATION POUCHES

Infinity Series™ Cassettes

Seal-Tight™ Disposable Air/Water Syringe Tips

DEFEND® LOC

(Hu-Friedy)

(Kerr TotalCare)

(Mydent International)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

WINNER

SURFACE DISINFECTANT

STERILIZATION MONITORING SYSTEM

WATERLINE TREATMENT PRODUCT

OPTIM 1

Sterility Assurance System

DentaPure® DP365B

(Crosstex International)

(Crosstex International)

(SciCan)

2018

2018

TOP AWARD

TOP AWARD

WINNER

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2018

TOP AWARD

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WINNER

First Impressions

www.firstimpressionsmag.com

2018

TOP AWARD

WINNER

TO P P R O D U C T AWA R D W I N N E R S CATEGORY: INFECTION CONTROL

CATEGORY: MISCELLANEOUS

DISPOSABLE

NITROUS MASK

BEST VALUE PRODUCT

Bib-Eze® Disposable Bib Holders

ClearView Single-Use Nasal Hoods

MIXPAC™ T-Mixer

(Kerr TotalCare)

(Accutron, Inc.)

(Sulzer Mixpac AG)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

CATEGORY: HYGIENE HYGIENIST’S CHOICE

PROPHY PASTE

FLUORIDE VARNISH

GingiCaine® Syringes

Gelato® Prophy Paste

FluoroDose® 5% Sodium Fluoride Varnish with Xylitol

(PacDent International, Inc.)

(Keystone Industries)

(Centrix, Inc.)

2018

2018

TOP AWARD

TOP AWARD

WINNER

WINNER

2018

TOP AWARD

WINNER

P R E F E R R E D P R O D U C T AWA R D W I N N E R S

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BONDING AGENT: SELF-ETCH

BONDING AGENT: TOTAL-ETCH

COMPOSITE: ESTHETIC

CLEARFIL™ SE Protect

iBond ® Total Etch

Venus® Pearl

(Kuraray America, Inc.)

(Kulzer)

(Kulzer)

COMPOSITE: UNIVERSAL

COMPOSITE: HIGHLY-FILLED FLOWABLE

RMGI RESTORATIVE

Admira Fusion

BEAUTIFIL Flow Plus

Riva Light Cure HV

(VOCO)

(SHOFU Dental Corporation)

(SDI North America, Inc.)

June 2018

First Impressions

www.firstimpressionsmag.com

P R O P H Y PA S T E

6

Gelato ® Prophy Paste • used for high-luster polishing & stain removal • non-splatter, consistent formula • 1.23% fluoride ion • four grits & six tasty flavors (mint, bubble gum, cherry, raspberry, piña colada, & orange sherbet)

www.keystoneindustries.com

TO ORDER, CALL: 1.800.333.3131

P R E F E R R E D P R O D U C T AWA R D W I N N E R S

CEMENT: ADHESIVE

CEMENT: SELF-ADHESIVE RESIN

CEMENT: ESTHETIC RESIN

G-CEM Linkforce™

Maxcem Elite™ Chroma

NX3 Nexus™ Third Generation

(GC America)

(Kerr Restoratives)

(Kerr Restoratives)

CEMENT: INNOVATIVE

CEMENT: TEMPORARY IMPLANT

CEMENT: TEMPORARY

Ceramir ®

Premier® Implant Cement™

Temp-Bond™ NE Temporary Dental Cement

(Doxa Dental)

(Premier ® Dental Products, Co. )

(Kerr Restoratives)

PVS IMPRESSION MATERIAL

RETRACTION CORD

FIBER POST

Panasil

ShortCut™ Retraction Cord

GLASSIX Plus Radiopaque & Light Transmitting Fiber Post

(Kerr Restoratives)

(Nordin Dental)

(Kettenbach)

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June 2018

PRIMER: CERAMIC

PRIMER: ZIRCONIA

CLEARFIL™ Ceramic Primer Plus

Q-CERAM™

(Kuraray America, Inc.)

(B.J.M. Laboratories)

First Impressions

www.firstimpressionsmag.com

P R E F E R R E D P R O D U C T AWA R D W I N N E R S

SURFACE DISINFECTANT

HAND CARE

GLOVES: CHLOROPRENE

CaviWipes™

Hand Essentials™ Skin Repair Cream

Micro-Touch® Denta-Glove ® Green Neoprene

(Kerr TotalCare)

(Hu-Friedy)

(Ansell)

DISPOSABLE

ISOLATION & PROTECTIVE DEVICE: DRY ANGLE

DENTAL DAM: NON-LATEX

SteriPocket™

Absorbent Cheek Pad

Sanctuary Powder Free Non-Latex Dental Dam®

(Richmond Dental & Medical)

(Richmond Dental & Medical)

(Sanctuary Health)

PROPHY PASTE

MANUAL TOOTHBRUSH

Enamel Pro Prophy Paste

Brilliant!®

(Premier ® Dental Products, Co. )

(Compac Industries)

ALGINATE

WHITENING: IN-OFFICE

KromaFaze™

Sinsational Smile

(Kerr Restoratives)

(Sinsational Smile, Inc.)

www.firstimpressionsmag.com

First Impressions

June 2018

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SALES FOCUS/BURS

Burs

Experts weigh in: Which bur is right for your dental customer’s practice?

From general practitioners

to endodontists and prosthodontists, clinicians rely on burs – or rotary instruments – for a range of applications. “Burs have been a staple product for years within the dental industry,” says Michael Vranesevic, MBA, global product manager, Rotary and Private Label Business Unit, Coltene. Over the years the industry has seen technologi-cal improvements, such as the creation of one-piece carbide burs, eliminating the brazed joint of two-piece burs, he points out. More recently, new delivery methods have been de-veloped, such as sterile packaged products, he adds.

“The combination of high-quality natural diamond and the diamond attachment process remains key,” says Dr. Jason Goodchild, director of clinical affairs, Premier Dental (who formerly taught at Creighton University and currently practices in Philadelphia part-time). “Manufactured or synthetic diamond quality has improved slightly, however the attachment process, which primarily is some form of electroplating, has not changed. The alternative to plated diamond is a braze technique, and the original brazed dental bur has under-gone continuous quality improvements.”

Bur selection often is determined by the material being worked on, as well as the procedure. Tungsten carbide burs, for instance, are generally used for caries removal, rapid reduction

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of PFM (porcelain fused metals) materials and contouring/finishing prior to the use of polishers. Diamond burs are useful for such restorations as veneering, crown preparations, bridges and contact point adjustments. Zirconia burs can be used to create an access through a zirconia crown. Shape, too, factors into the choice of burs: Typically, round-shaped rotary burs are used to create an access, while safe-end burs are used to flatten and flare the access.

When your dental customers are informed about their bur options, they can select the product that best serves their dental practice. First Impressions Magazine asked the experts to weigh in.

First Impressions Magazine: What are the pros and cons of different types of burs?

Dr. Jason Goodchild: The two main cutting surfaces of burs are tungsten carbide and diamond. Stainless steel is typically used for the shank of modern burs because tungsten carbide is three times as hard as steel, making it a more useful cutting

NSK America Corp. 1800 Global Parkway, Hoffman Estates, IL 60192, USA TEL: +1 888 675 1675 FAX: +1 800 838 9328

SALES FOCUS/BURS tool for tooth, bone and dental restorations. Both tungsten carbide and diamond burs come in numerous shapes and sizes.

Rotary tooth preparation for crowns and bridges with quality diamond burs is often faster and more precise than preparations using carbides. One paper states “The enormous advantage of using diamond burs for grinding human teeth was found by Westland in 1980. He discovered that under the same circumstances, the specific grinding energy is three times lower with diamond burs than with carbide burs. Moreover, an increase in loading force did not change the outcome.” (Cohen BD, Bowley JF, Sheridan PJ. An evaluation of operator preference of diamond burs in coronal tooth preparation. Compend Contin Educ Dent 1997;18(2):160-4.

the same restorative outcomes. It often comes down to what the clinician learned to use in school, or what they have become comfortable with in their clinical practice. For crowns and bridges, often the type of restorative material helps to dictate the marginal finish design, as well as the appropriate diamond bur tip shape and diameter to achieve that design. In addition, understanding the dimensions of any diamond bur (tip dimension, major diameter and cut-ting length) used for crown and bridge preparation enables the dentist to gauge the proper occlusal reduction, based on the manufacturer guidelines. There are calibrated depth guide burs, and some clinicians like the training wheels approach they provide. However, they can add an extra step to the procedure and prolong chairtime. The primary advantage of calibrated reduction burs – not only for the occlusal, but for the facial of anterior teeth – is the ability to achieve a consistent balance between creating enough reduction for the intended restorative material and preserving of natural tooth structure.

Both tungsten carbide and diamond burs come in numerous shapes and sizes. Rotary tooth preparation for crowns and bridges with quality diamond burs is often faster and more precise than preparations using carbides.

Michael Vranesevic: Carbide, diamond and zirconia burs each offer benefits, depending on the application. It is important to understand the method by which each type of bur functions in order to achieve the desired outcome (i.e. caries preparation, crown removal, crown preparation, etc.). Carbide burs act in a cutting/chipping manner. Diamond and zirconia burs act in an abrasive wearing/grinding manner. Both of these mechanisms for reducing tooth structure – cutting/chipping and abrasive wearing/grinding – are beneficial when applied appropriately. For instance, metal cutting carbide burs with aggressive profile characteristics work well for rapidly cutting amalgam, metal, enamel and dentin. Both carbide and diamond burs work well on natural tooth structure (e.g., enamel and dentin), while zirconia burs are best utilized on a zirconiabased surface (e.g., a zirconia crown).

First Impressions Magazine: What applications are different shaped burs used for?

Goodchild: Form follows function in rotary tooth preparation. A football-shaped diamond is ideal for shaping the lingual aspect on anterior teeth, and the occlusal aspect on posterior teeth. It is important to remember that many shapes can be used to achieve

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Vranesevic: Burs can be used in various procedures. Following are some of the more commonly used burs as well as a few unique burs with potential applications. Of course, depending on the procedure at hand, the manner of application and/or burs used may differ based on the dental professional’s assessment.

Carbides

• Round (i.e. 2, 4, 6): Caries preparation, removal of old fillings, working on fillings, and endodontic access creation.

• Pear (i.e. 330): Caries preparation and removal of old materials, such as amalgam.

• Cross cut fissure (i.e. 557): Creating preparation with straight, parallel sides and flat floors, as well as gaining access to carious dentin.

• Round end fissure cross cut metal cutter (i.e. 1558G): Rapid reduction of metal, amalgam, enamel and dentin.

• Endodontic burs (219EZ and 152EZ): Safe-end (noncutting tip) burs used for flattening and flaring access points during root canal preparation.

Diamonds • Football: Crown preparations and working on the lingual and occlusal surfaces of the tooth, as well as adjustments.

• Round: Caries preparation, working on fillings and endodontic access creation.

• Round end taper (851 Safe-End variation): Safe-end (non-cutting tip) burs used for flattening and flaring access points during root canal preparation.

• Round end taper: Crown preparation, as well as crown cutting.

• Occlusal reduction: Reduction of the occlusal surface during restorative procedures.

First Impressions Magazine: Do all burs have crosscuts for greater efficiency?

Goodchild: Additional cuts across the blades – or crosscuts – can be added to increase cutting efficiency of tungsten carbide burs. These operative burs are either straight-bladed or crosscut. Straight-bladed burs cut smoothly, but are slower, especially with harder materi-als. Crosscut burs can cut faster due to the lack of debris build-up. In the case of diamond-coated burs, a smooth shape is created and a fine-, medium- or coarse-ground diamond coating is applied over it. (Little D. Handpieces and burs: the cutting edge. Available at: https://www.dental academyofce.com/courses/1592/PDF/ HandpieceandBurs.pdf. Ac-cessed February 12, 2018.)

First Impressions Magazine: What is the cost, and how many burs do dentists need on hand?

Goodchild: Diamond burs are divided into lower-cost, singleuse burs, which cost $1-2 each, and slightly more expensive, reusable types that cost $5-10 each. The costs of burs is not insignificant to dentists, however; it is considered a low overhead cost, which can impact the restorative outcome and patient comfort. (For example, efficient cutting burs work better and are more comfortable for the patient.) Typically, dentists routinely use 2-4 diamonds for a crown preparation, but often keep 10-12 shapes in their armamentarium for different sized teeth and specialty procedures. The same is true for tungsten carbide burs. A typical restorative preparation may

Rotary instruments can vary in price depending on the bur type, packaging and offering size. Generally, the more unique the bur is and/or the more complex the geometry is, the higher the cost.

Vranesevic: Not all carbide burs have crosscuts. The crosscut geometry is a feature of certain bur profiles, which can lend themselves to added cutting efficiency. That said, greater cutting efficiency is not always the goal. For example, in the finishing process, where a 30-bladed carbide may be used, the goal is not necessarily bulk reduction of the tooth structure, but refinement of the surface finish prior to polishing.

First Impressions Magazine: Can the bur blade be positioned at different angles?

Goodchild: Yes, they can. This is particularly necessary in the back of the mouth, where access is a challenge in hard-to-reach areas and complex preparation geometry is required.

Vranesevic: Whether burs are carbide, diamond or zirconia, they have unique profiles and angulations that aid in performing certain tasks. When utilizing burs during intraoral procedures, minimal space is available and only slight adaptations can be made to the position of the bur. These adaptions are made at the practitioner’s discretion, while working toward the ideal outcome for the given situation.

require several different shapes, and the clinician may carry a larger variety to account for usual clinical situations.

Vranesevic: Rotary instruments can vary in price depending on the bur type, packaging and offering size. Generally, the more unique the bur is and/or the more complex the geometry is, the higher the cost. For instance, a metal cutting US# 330 carbide bur typically will cost more than a standard friction grip US# 330 carbide bur. The number of burs dental professionals keep on hand varies based on the practice type and procedures per-formed. For instance, a handful of burs may be all that is needed to perform most basic procedures, while additional specialty burs are added for more complex procedures. Sales representatives should ask probing questions to best understand how each particular dental professional operates, and to tailor an offering to fit their needs.

First Impressions Magazine: What is the lifetime of a bur?

Goodchild: Bur life is very difficult to quantify given the multiple factors involved, such as handpiece maintenance, the amount of water spray used, the pressure/load applied, the type/girth of the bur (e.g., very thin flame or large shoulder, or chamfer bur) and the

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SALES FOCUS/BURS material being cut. Brand and bur quality also play a significant role. Major manufacturers tend to produce longer lasting, better quality burs, but at a potentially higher cost; discount brand burs may not last as long, but they may be less expensive. Because the bur quality can impact the clinical outcome and patient experience, it is recommended that clinicians get the best tools they can afford.

Vranesevic: The average lifespan of a bur varies, depending on whether it is carbide, dia-mond or zirconia. Factors such as the number of uses, time under use and material the bur is used on have the potential to impact the lifespan. To ensure burs are still viable for use, practitioners should inspect them for wear routinely and replace them as necessary. Wear may present itself as dulled and/or chipped blades on a carbide bur and lessening of partial coverage on diamond and zirconia burs.

First Impressions Magazine: What objections might dentists have with regard to trying new burs?

Goodchild: They often say burs cost too much, or they aren’t getting enough uses out of them. Sales reps should remind their dental customers that quality instruments provide fast and consistent patient outcomes, with no expensive re-visits or doovers. The cost of the dental bur is relatively low when measured against the importance of quality care and patient satisfaction.

Vranesevic: Dentists may have a number of concerns, including: • Trying a new product. Particularly if their current methodology works and provides a predictable outcome, they may be less willing to change. Sometimes, though, a new instrument may provide a more ideal outcome. Be mindful of the challenges practitioners face on a daily basis and their desire for consistency.

• Learning curve. Steep learning curves can reduce efficiencies, as well as potentially increase procedure times. A quick demonstration, application video, tips and techniques card, and/or testimonials from other practitioners may help place dentists at ease.

• Supporting evidence. Offering internal and external performance testing results when available can help build credibility. Testimonials from clinicians, as well as peer reviews, can aid in communicating features and benefits from one practicing professional to another.

• Cost. By asking probing questions and providing useful information, sales representative can build value into the solutions they present. Demonstrating how time and money can potentially be saved by switching to a new bur, or implementing another bur, can help build the clinicians’ confidence in making a purchase.

Probing sales questions When initiating a discussion of burs, it’s important for sales reps to encourage their dental customers to discuss all aspects of the crown and bridge – particularly tooth preparation, tissue management and conventional or digital impressions. Reps should ask their dentists about the type of crowns they recommend to their patients and what their favorite margin design is for those materials. Enquiring about burs and techniques for cavity prep and finishing are also good lead-ins, as is a discussion of the growing need for proper rotary instruments for crown-removal.

Some good probing questions include: • “Doctor, how can I help make your life easier when you perform different procedures using burs?”

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• “What is your ideal outcome for each procedure you perform?”

• “Where do you see an opportunity for improvement when using burs?”

• “When working with your current rotary instruments, what takes you the most time?”

• “What are some of the most common procedures you perform on a daily basis?”

• “What are some of the more difficult procedures you perform with burs? What challenges do you face?”

• “How many burs do you use when performing an endodontic access?”

• “How many burs do you use when removing a crown?”

Sometime, reps can learn a lot about their dental customers’ needs simply by listening!

Safest Dental Visit

TM

OSAP partners to advance competency in dental infection prevention and control education Sales reps can now earn industry specialist designation.

Over the years, several infection control breaches in dental settings have

made national headlines. To help address this issue, the Organization for Safety, Asepsis and Prevention (OSAP), the Dental Assisting National Board (DANB) and the DALE Foundation have formed a collaboration to create a multi-faceted infection control education and credentialing initiative. Together, the three partners bring expertise in infection control (OSAP), certification and credentialing (DANB) and research and online education development (the DALE Foundation). This initiative will produce a unique set of vetted and validated certificate and credentialing programs to help advance knowledge and support infection control compliance and safety in dental settings.

As a part of the education programs associated with this initiative, a new industry specialist designation program – the OSAP-DANB Dental Industry Specialist in Infection Prevention and Control TM program – has been announced. The industry specialist designation is designed for the sales representatives of manufacturers and distributors of infection control products and services.

This targeted education program supports dental sales representatives who are often consulted for infection control products and services and begins with the completion of the OSAP-DALE Foundation Dental Infection Prevention and Control Certificate Program TM to meet one of the exam eligibility requirements to qualify to earn the OSAP-DANB Dental Industry Specialist Infection Prevention and Control professional designation.

This baseline education, combined with the additional requirements to earn and maintain the industry specialist designation, aim to assess knowledge-based competency and reinforce compliance with infection prevention and control protocols for patient and provider safety.

OSAP, DANB and the DALE Foundation will be releasing additional details on the education and credentialing initiatives in the coming months. Learn more about the OSAP-DALE Foundation Dental Infection Prevention and Control Certificate Program and the OSAP-DANB Dental Industry Specialist in

Infection Prevention and Control by visiting www.osap.org, www.danb.org or www.dalefoundation.org.

About OSAP

The Organization for Safety, Asepsis and Prevention (OSAP) focuses on strategies to improve compliance with safe practices and on building a strong network of recognized infection control experts.

OSAP offers an extensive online collection of resources, publications, FAQs, checklists and toolkits that help dental professionals deliver the safest dental visit possible for their patients. Plus, online and live courses help advance the level of knowledge and skill for every member of the dental team. The organization’s Annual Conference is May 31-June 3 in Dallas, TX. For additional information, visit www.OSAP.org.

About DANB The Dental Assisting National Board, Inc. (DANB) is recognized by the American Dental Association as the national certifying board for dental assistants. DANB’s mission is to promote the public good by providing credentialing services to the dental community. DANB exams and certifications are recognized or required by 39 states, the District of Columbia, the U.S. Air Force and the Department of Veterans Affairs. For more information, visit www.danb.org.

About the DALE Foundation The DALE Foundation, the official DANB affiliate, benefits the public by providing quality continuing education and conducting sound research to promote oral health. The DALE Foundation offers interactive e-learning courses and study aids to help dental assistants and other dental auxiliaries expand their knowledge and grow their careers. To learn more, visit www.dalefoundation.org.

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INFECTION PREVENTION

BY DR. KATHERINE SCHRUBBE, RDH, BS, M.ED, PHD.

Sterilization Monitoring: An important quality assurance process Quality assurance processes and procedures are inherent to the infrastructure of dental practices.

Quality assurance measures

provide the basis for sound protocols that meet the standard of care for patient treatment, as well as compliance to stated guidelines and recommendations outlined by important agencies, such as the Centers for Disease Control and Prevention (CDC) and professional organizations, such as the American Dental Association (ADA), the Association for the Advancement of Medical Instrumentation (AAMI) and the Organization for Safety, Asepsis and Prevention (OSAP).

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The correct reprocessing of reusable dental instruments in any practice setting is the foundation for patient safety.

It’s important to monitor this process to ensure certain parameters are met during sterilization and to directly challenge the sterilizer in killing spores. As part of

the quality assurance program, the practice should comply with CDC guidelines, which recommend three types of sterilization monitoring to ensure reusable dental instruments are safe for patient use1-3: • Mechanical.

• Chemical.

• Biological.

Mechanical monitoring Mechanical techniques for monitoring involve evaluating the cycle times and temperature – or pressure – that is reached in the sterilizer by actually viewing the gauges or displays on the machine. Many newer models of sterilizers have computerized recording type devices, such as flash-drives, which can provide printouts of stored information related to mechanical monitoring. Dental team members should know the correct readings for all sterilizers so that inconsistencies are easily recognized and addressed.

Using only a Class 1 tape chemical indicator on the external packaging does not meet the full requirements for chemical indicator protocols established by the CDC. Also, this type of external chemical indicator does not indicate that sterilization – let alone a complete sterilization cycle – has occurred.

Mechanical monitoring does not confirm sterilization; however, incorrect readings can be a first clue for sterilizer malfunction.1-3 Dental team members must remember that mechanical monitoring has to do with the processes occurring inside the sterilizer chamber, rather than the conditions of the packages, pouches or cassettes. Thus, mechanical monitoring will not detect problems that result from overloaded sterilizers, improper packaging materials or the use of closed containers.4

saturated steam; ETO-time, temperature, relative humidity and/ or ETO concentration) is present.3 Chemical indicators are available in different designs, including tape, strips and special markings on packaging pouches.

The CDC states, “a chemical indicator should be used inside every package to verify that the sterilizing agent (e.g., steam) has penetrated the package and reached the instruments inside. If the internal chemical indicator is not visible from the outside of the package, an external indicator should also be used. External indicators can be inspected immediately when removing packages from the sterilizer. If the appropriate color change did not occur, do not use the instruments. Chemical indicators also help to differentiate between processed and unprocessed items, eliminating the possibility of using instruments that have not been sterilized.”2 Chemical indicators should not replace biological indicators, as only a biological indicator consisting of bacterial endospores can measure the microbial killing power of the sterilization process.5 The AAMI offers the following table to explain the six types of chemical indicators.6 (It is important that all dental team members are trained on the chemical indicators being used in their dental practice.)

The AAMI Standards list six types of chemical indicators: Type

Indications for Use

Type 1

Process indicator for use on the exterior of packages.

Type 2

For use in specific test procedures, i.e. Bowie-Dick type test to check for proper air removal of pre-vacuum steam sterilizers.

Type 3

Single-variable indicator that reacts to one critical variable, i.e. time or temperature.

Type 4

Multi-variable indicator that reacts to 2 or more critical variables.

Type 5

Integrating indicator that reacts to all critical variables and is equal in performance to a biological indicator, but does not replace routine biologic monitoring.

Type 6

Emulating indicator that reacts to all critical variables for a specified sterilization cycle.

Chemical monitoring Chemical monitoring should be implemented on a routine basis.

The goal of chemical monitoring is to determine whether instrument packages – including the instruments inside these packages – have been exposed to the sterilizing conditions.4 Chemical indicators (CIs) change color or physical form when a certain parameter is reached inside the sterilizer. Heat- or chemicalsensitive inks in the indicators change color when one or more sterilization parameter (e.g., steam-time, temperature, and/or

ANSI/AAMI ST79:2010/A4:2013 Comprehensive guide to steam sterilization and sterility assurance in health care facilities – http://www.aami.org/productspublications/ProductDetail. aspx?ItemNumber=1383

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INFECTION PREVENTION Many dental professionals and staff are familiar with autoclave tape from dental school or their training programs.

Autoclave tape is often used on the external packaging of wrapped cassettes or instrument packs. The tape is considered a Class 1 chemical indicator and usually reacts to one variable: temperature/heat.

Using only a Class 1 tape chemical indicator on the external packaging does not meet the full requirements for chemical indicator protocols established by the CDC.1-3 Also, this type of external chemical indicator does not indicate that sterilization – let alone a complete sterilization cycle – has occurred. For instance, it’s possible the sterilizer reached the appropriate temperature and then immediately malfunctioned after the chemical indicator already changed color.4 In addition to the Class 1 chemical indicators, other types of chemical indicators commonly used include the multiparameter CI, which may be a Class 4 that reacts to more than one parameter (time, temperature or the presence of steam), and the integrating CI, which is a Class 5 that reacts to all three parameters. Many manufacturers make dual-indicator pouches, which have both internal and external Class 4 CIs built into the packaging, meeting the criteria set by the CDC. Integrating chemical indicators in the form of strips should be used for cassettes and are available through a variety of vendors. Integrating indicators should be placed inside the cassette prior to placing it in a large pouch or wrapping. After opening each processed pack, pouch or cassette, the dental team must immediately observe the internal chemical indicator. If the appropriate change has not occurred, the sterilizing agent has not penetrated the packaging material or the package has not been processed through the sterilizer,4 and the items should not be used on a patient.

Biological monitoring Sterilizer monitoring – together with the proper sterilization of instruments and materials – is an essential part of any in-office infection control program,5 according to the ADA. Biological indicators (BIs), or spore tests, are the only process indicators

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that directly monitor the lethality of a given sterilization process.

Spores used to monitor a sterilization process have demonstrated resistance to the sterilizing agent and are more resistant than the bioburden found on medical devices. B. atrophaeus spores are used to monitor ETO and dry heat, and G. stearothermophilus spores are used to monitor steam sterilization, hydrogen peroxide gas plasma and liquid peracetic acid sterilizers.3 Biological monitoring should be completed on a weekly basis1-5 and results should be logged. Maintaining accurate records ensures cycle parameters have been met and establishes accountability in the practice.2 Dental team members responsible for conducting weekly spore testing must be trained and take their responsibility seriously. Many larger practices have dedicated sterilization staff to carry out these duties, which helps to ensure consistency and calibration that positively impacts patient safety.

Instructions for use (IFU) should be followed for the specific biological indicator used in the practice, and both the control

INFECTION PREVENTION

It is important in all practice settings to ensure the correct staff members are placed in the correct areas of the practice and that they are well trained.

and test biological indicator must be from the same lot number. Miller outlines the general procedure for use of biological indicators:4 1. Insert the biological indicator inside a pack, pouch or cassette and complete the packaging procedures.

2. Place the pack, pouch or cassette in the center of the load (unless otherwise indicated by the sterilizer IFU) and process as part of a normal load cycle.

3. Record the date of the test, type of sterilizer, temperature and time of the cycle, nature of the packaging and name/ initials of the staff member conducting the spore test.

4. Retrieve the test biological indicator and mail it with the control biological indicator to the monitoring service, or follow the protocol for inoffice incubation of the biological indicators.

5. Receive/maintain records of the results.

Biological monitoring should also be completed:6 • When running the first cycle after a repair to a sterilizer.

(Release the load only after a passing biological indicator. AAMI recommends attaining three passing biological indicators before putting the sterilizer back into service.)

• On all implantable devices.

(This is not applicable for most dental settings, as implants are delivered sterile by the manufacturer.)

• At the initial use of a sterilizer.

• During the training of new staff.

• When a loading procedure has changed.

• When processing hazardous waste on-site.

Dental practices may question how long they should maintain sterilization records. The CDC recommends that practices maintain sterilization records for three years, but it stresses the importance of researching any local or state regulations that may apply.3 The three types of sterilization monitoring all play an important role in the quality assurance program of the practice. Dental team members must have a clear understanding of these procedures and a rationale to carry out these tasks, which highly impact patient safety. It is important in all practice settings to ensure the correct staff members are placed in the correct areas of the practice and that they are well trained. Large group practices in particular can serve as models for demonstrating the commitment to best practices in sterilization monitoring and compliance to guidelines for safe patient care.

Editor’s note: Dr. Katherine Schrubbe, RDH, BS, M.Ed, PhD, is an independent consultant with expertise in OSHA, dental infection control, quality assurance and risk management. She is an invited speaker for continuing education and training programs for local and national dental organizations, schools of dentistry and private dental groups. She has held positions in corporate as well as academic dentistry and continues to contribute to the scientific literature.

References

1. Centers for Disease Control and Prevention. Guidelines for Infection Control in Dental Health-Care Settings --- 2003. MMWR 2003;52(No. RR-17); 24-25.

2. Centers for Disease Control and Prevention. Summary of Infection Prevention Practices in Dental Settings: Basic Expectations for Safe Care. Atlanta, GA: US Department of Health and Human Services, Centers for Disease Control and Prevention, National Center for Chronic Disease Prevention and Health Promotion, Division of Oral Health, March 2016.

3. Centers for Disease Control and Prevention. Guideline for Disinfection and Sterilization in Healthcare Facilities (2008); last update: February 15, 2017.

Available at: https://www.cdc.gov/infectioncontrol/pdf/guidelines/disinfection-guidelines.pdf. Accessed March 11, 2018.

4. M iller CH, Palenik CJ. Infection Control and Management of Hazardous Materials for the Dental Team. 5th ed. St. Louis: Mosby Elsevier; 2013; 135-141.

5. American Dental Association. Oral health topics – infection control. Available at: https://www.ada.org/en/member-center/oral-health-topics/infectioncontrol-resources. Accessed March 11, 2018.

6. Organization for Safety, Asepsis and Prevention. OSHA and CDC Guidelines; Combining safety with infection control and prevention for Dentistry. Interact Training System; 5th Ed, 2017.

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REP CORNER

BY LAURA THILL

Score!

For Burkhart rep Jason Corbin, there’s more than one type of goal.

As far as Jason Corbin could see, his college degree in biology led to two options: teaching or graduate school. In fact, when he graduated from University of Tulsa nearly 20 years ago, a career in sales was the farthest thing from his mind. “I never even thought about working in sales,” he laughs. “I happened to go in for a teeth cleaning and my dentist asked me about my plans. She referred me to Jack Powers at Burkhart Dental Supply. I ran with her lead, and it worked out!” At press time, he was approaching his 20-year anniversary with the distributor.

need to listen to the whole dental team in order to be a problem-solver.” Sales reps often seek meetings with those in the office who make the purchasing decisions, he adds. “But, it’s very important to support the entire dental team.”

Additionally, sales reps must approach each meeting with a solid game plan, he continues. “We must differentiate ourselves. We’re not just there to save our customers money, but also to increase their efficiency and their ability to provide great patient care.”

Fieldwork

Jason Corbin (left) with Rob Cann, original founder of the Street Soccer program

A career in dental products sales, it turns out, was great for Corbin – and good for the industry, too. The account manager has earned a place in Burkhart’s President’s Club annually for the past 11 years. He attributes his success to perseverance and tenaciousness. “Follow-up and persistence is very important in this industry,” he explains. “Much of what we do is relationship-based, so we really

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“Much of what we do is relationshipbased, so we really need to listen to the whole dental team in order to be a problem-solver.”

– Jason Corbin, account manager, Burkhart

www.firstimpressionsmag.com

For the past six years, when he wasn’t in the field meeting with dental customers, Corbin spent a lot of time on the soccer field, helping organize street soccer games for Tulsa’s homeless community. The national philanthropic organization, Health U.S.A., has about 20 soccer teams – called Street Soccer U.S.A. – across the country. Together with his college friend and fellow soccer player, Brian Majka, Corbin helped found the Tulsa chapter of Street U.S.A. “We developed a relationship with organizations, such as the Salvation Army, John 3:16 Mission and the Tulsa Day Center for the Homeless,” he explains.

“These groups helped us set up meetings,” he says.

“This was an opportunity for Brian and me to introduce soccer to homeless people in Tulsa.” But, the soccer league served as much more than a sports outlet, he points out. “The team generally attracted homeless men. We not only taught them how to play soccer but encouraged them to reconnect with their families and the community. Homeless people often lose touch with their families. When possible, we’d help them find jobs.”

It helped that both Corbin and Majka are married to counselors with the skills to guide them. Still, they invested much time, effort and emotion in their players. “We were two well-dressed guys trying to

establish some trust and explain [to the homeless community] what we were trying to do,” he says.

“In the early days, we’d stop by shelters and try to get people to sign up.

“We’d set aside our Friday afternoons for practice,” Corbin continues. “Often, we had no-shows, or people arrived to practices late. And, if they showed up altered, we couldn’t permit them to play. Sometimes, only a couple of guys would show up and we’d just end up talking. We’d find out how their week went or buy them a meal.”

Additionally, there was a need to raise money, he points out. “Each year, we’d participate in a Street Soccer USA, Tulsa, Oklahoma Club national tournament,” he says. “We’d fly between six and eight team members (18 years and older) would donate his earnings and a punk rocker who had his band to the tournament, which took us to cities such as New York donate their proceeds.

City, where we played in Times Square; San Francisco, where we played in front of the Capitol Building; and Philadelphia, where we played at the base of the Rocky Steps in front of The good and the bad the Philadelphia Museum of Art.” Raising the necessary funds In the six years he coached soccer, Corbin saw many lives iminvolved various church fundraisers, designing/selling t-shirts prove, in spite of past hardships. “We helped several people find and more. A couple of former soccer players from University jobs,” he says. “We’d help them fill out their job applications and of Tulsa helped out as well, including a street performer who get their driver’s license.” Sometimes it came down to helping

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REP CORNER

someone pay a small fine he owed – but couldn’t afford – just to help him move forward.

“Some of these people had endured mental or physical abuse or had been in and out of foster care growing up,” he says. Others came from a privileged background but, for one reason or another, their life was temporarily derailed. “One man was a soccer player in college,” he says. “He blew his knee out and was prescribed pain killers, which eventually led to heroin use. We met him when he was in his young 20s and had been living on the streets as a heroin addict for two or three years. He had to visit a methadone clinic daily.” Happily, his story had a positive ending. “He has since reconnected with his family, and his brother and sister came out to see his first soccer game. It was a powerful success story – and actually our first success story.”

Some stories, however, did not play out so well.

“There was one man, Victor, who came from a broken background,” Corbin recalls. “His mom was in prison for using drugs. While there, she died of cancer. Victor was a very good athlete, musician and fisherman.

At one point, he lived with Brian for a week or two.”

Unfortunately, like his mother, Victor battled a drug

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“My experience coaching a soccer team for the homeless community in Tulsa has made me more compassionate toward other people and has taught me the value of developing relationships.”

– Jason Corbin, account manager, Burkhart

addiction. “He would disappear for weeks at a time. We’d reel him back in every so often, but in the end, he went to prison for selling drugs.”

Then there was Jeff. “Jeff was an electrician,” says Corbin.

“He was divorced and had a daughter. During one of our soccer games, he suffered a compound fracture. He had issues with drug addiction, but he required pain medication. And,

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now he couldn’t play soccer.” It was a perfect storm.

“Brian took in Jeff for a couple of weeks, and we found a surgeon willing to donate the time and resources to reconstruct his leg.” Jeff’s life took a turn when he moved to California and reunited with a former group of friends – and his old lifestyle of drug use. “But he could walk again,” Corbin adds.

Indeed, there are different kinds of success, Corbin discovered. For the most part, though, “we defined it as staying drug-free, having housing, reconnecting with family and looking for a job. The majority of our people were short-term successes.” Particularly since players could only attend one national soccer tournament, they sometimes lost interest in the proTulsa Street Soccer Club. Co-founder Brian Majka seated in front row, left, with blue shirt and red hat. gram after a year. Still, in the six years he and Majka helped run the soccer club, they coached as many as he notes. “Coaching/teaching is great training for speaking to 100 players – nearly 60 of whom went to the tournament. dental teams.”

“My experience coaching a soccer team for the homeless Recently, as his own children are getting older and more community in Tulsa has taught me compassion,” says Corbin. involved in activities, Corbin has found it a bit more difficult to “It’s made me more compassionate toward other people and stay as involved in his soccer program. “Now it’s time to coach has taught me the value of developing relationships.” And that’s my own kids!” he says. not a bad skill to have when working with his dental customers,

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HEALTHY REP

Health news and notes All is not lost Scientists from Columbia University presented new evidence that our brains continue to make hundreds of new neurons a day, even after we reach our 70s, in a process known as neurogenesis, reports The New York Times. That’s the good news. The not-so-good news? Researchers did uncover some differences in the brains of young people and older people. Specifically, they found that development of new blood vessels in the brain decreases progressively as people get older. They also discovered that a protein associated with helping new neurons to make connections in the brain decreased with age. This might explain why some older people suffer from memory loss or exhibit less emotional resiliency, according to researchers.

The cost of loneliness Loneliness can hurt productivity and profits. The share of American adults who say they’re lonely has doubled since the 1980s to 40 percent, according to a report in the Washington Post.

Though the U.S. doesn’t track the financial effect of disconnected workers, researchers in Britain estimate the penalty to businesses can reach $3.5 billion a year, accounting for higher turnover and heftier healthcare burdens. A recent study in the Harvard Business Review found 61 percent of lawyers surveyed

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ranked “above average” on a loneliness scale from the University of California at Los Angeles. Other particularly lonely groups were engineers (57 percent), followed by research scientists (55 percent), workers in food preparation and serving (51 percent), and those in education and library services (45 percent).

Go easy on yourself A healthy dose of self-compassion actually helps us form habits that support good health, reports the Washington Post. A 2017 study published in Health Psychology Open found that people who have higher levels of self-compassion tend to handle stress better – they have less of a physical stress response when they are stuck in traffic, have an argument with their spouse or don’t get that job offer – and they spend less time reactivating stressful events by dwelling on them. That’s important, because not only does chronic stress directly harm health – the physical responses to stress include spikes in blood pressure and blood sugar, along with suppression of the immune system – but if you also react strongly to stress, you’re more likely to use unhealthy short-term coping mechanisms such as smoking or numbing your feelings with food or alcohol. The study also found that self-compassionate people are more likely to adopt health-promoting behaviors and maintain them even if they don’t appear to be paying off in the short term.

Are you ready, boots?

Exercise does not have to be prolonged in order to be beneficial, according to a study published in the Journal of the American Heart Association. It just has to be frequent. “Despite the historical notion that physical activity needs to be performed for a minimum duration to elicit meaningful health benefits, we provide novel evidence that sporadic and bouted [moderate-to-vigorous physical activity] are similarly associated with substantially reduced mortality,” write the researchers. “This finding can inform future physical activity guidelines and guide clinical practice when advising individuals about the benefits of physical activity.

Practitioners can promote either long single or multiple shorter episodes of activity in advising adults on how to progress toward 150 minutes-per-week of moderate-to-vigorous physical activity]. This flexibility may be particularly valuable for individuals who are among the least active and likely at greater risk for developing chronic conditions.

Obesity and cancer

should not eat more than 50 grams (or about 12 teaspoons) of added sugars per day, and closer to 25 is healthier. The average American would need to reduce added-sweetener consumption by about 40 percent to get down to even the 50-gram threshold.

A healthy look at kids’ sports: Participation over prowess In 2015, New York Times sportswriter Karen Crouse set out to study Norwich, Vermont, a small town that has placed at least one of its own on almost every United States Winter Olympics team since 1984. “What started out as a sports book evolved into what is essentially a parenting guide, as I came to realize that Norwich’s secret to happiness and excellence can be traced to the way the town collectively raises its children,” she writes. “It is an approach that stresses participation over prowess, a gen-

Sugar is the driving force behind the diabetes and obesity epidemics. Health experts recommend that you focus on reducing added sweeteners – like granulated sugar, high fructose corn syrup, honey, maple syrup, stevia and molasses.

Doctors can’t always explain why one person gets cancer and another doesn’t.

But research has shown that certain risk factors may increase a person’s chance of getting cancer, reports National Institutes of Health. One risk factor is obesity, or having too much body fat. Many studies have found links between obesity and certain types of cancer. That doesn’t mean obesity is the cause of these cancers. People who are obese or overweight may differ from lean people in ways other than their body fat. Yet, studies have consistently linked obesity with an increased risk for several types of cancer. Researchers are now exploring what biological mechanisms might link obesity and cancer.

Sweet nothings Added sugars are almost everywhere in the modern diet – sandwich bread, chicken stock, pickles, salad dressing, crackers, yogurt and cereal, as well as in the obvious foods and drinks, like soda and desserts, according to a report in the New York Times.

The biggest problem with added sweeteners is that they make it easy to overeat. They’re tasty and highly caloric but they often don’t make you feel full. Instead, they can trick you into wanting even more food. Sugar is the driving force behind the diabetes and obesity epidemics. Health experts recommend that you focus on reducing added sweeteners – like granulated sugar, high fructose corn syrup, honey, maple syrup, stevia and molasses.

You don’t need to worry so much about the sugars that are a natural part of fruit, vegetables and dairy products. A typical adult

erosity of spirit over a hoarding of resources, and sportsmanship over one-upmanship. Norwich has sent its kids to the Olympics while largely rejecting the hypercompetitive joy-wringing culture of today’s achievement-oriented parents. In Norwich, kids don’t specialize in a single sport, and they even root for their rivals. Parents encourage their kids to simply enjoy themselves because they recognize that more than any trophy or record, the life skills sports develop and sharpen are the real payoff.”

Eye on stroke Research into curious bright spots in the eyes on stroke patients’ brain images could one day alter the way these individuals are assessed and treated. A team of scientists at the National Institutes of Health found that a chemical routinely given to stroke patients undergoing brain scans – gadolinium – can leak into their eyes, highlighting those areas and potentially providing insight into their strokes. Gadolinium is a harmless, transparent chemical often given to patients during magnetic resonance imaging scans to highlight abnormalities in the brain. In healthy individuals, gadolinium remains in the blood stream and is filtered out by the kidneys.

However, when someone has experienced damage to the bloodbrain barrier, which controls whether substances in the blood can enter the brain, gadolinium leaks into the brain, creating bright spots that mark the location of brain damage.

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NEWS

Industry News Henry Schein President James Breslawski assumes new role as Vice Chairman, Jonathan Koch to lead Global Dental Distribution Group Henry Schein, Inc. announced that James P. Breslawski has been named Vice Chairman of the Company, in addition to his role as President of Henry Schein. The Company also announced that Jonathan Koch has joined Henry Schein as Senior Vice President and Chief Executive Officer, Global Dental Group. Mr. Koch’s appointment is effectively immediately.

Patterson Dental launches new cloud practice management solution Patterson Dental, a business unit of Patterson Companies announced that its new cloud practice management software, Fuse, is now available for customer licensing. Fuse is designed

to centralize all scheduling, patient information and practice data – accessible anywhere and in real time. “By asking hundreds of dental professionals, we built a unique practice management tool that will meet the needs of our evolving industry,” said Dave Misiak, President, Patterson Dental North America. “Our goal with Fuse is to deliver a solution that seamlessly connects every report, schedule and patient. It is designed to boost practices’ productivity so our customers can focus on what matters most – caring for their patients.” Fuse is a browser-based practice management application that leverages the cloud for dental office operations. Designed for both single and multi-location dental offices, the Fuse platform provides administrative, operational and business functionality for a dental practice.

Henry Schein Appointee Announcements Lauren Cooper, Field Sales Consultant Cooper will represent Henry Schein Dental in Orange County. She is new to the dental field, and previously worked for Canidae Corporation as a Sales Representative.

Patrick Edmonds, Field Sales Consultant Edmonds will be representing Henry Schein Dental in the Metro New Jersey region. He is new to the dental field and previously worked as a Business Account Executive for Spectrum Business.

Jeff Harris, Equipment Sales Specialist Jeff will be representing Henry Schein in the Memphis, TN area. He has seven years of experience in the dental field, all of which he spent working for Dentsply Sirona as a Senior Hygiene Specialist.

Kristy Hitchner, Field Sales Consultant Hitchner will be representing Henry Schein Dental in the Garnet Valley, PA area. She has 20 years of experience in the dental field, and previously held various roles at Heartland Dental including: Dental Instructor and Certified Registered Dental Assistant.

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April Johnson, Field Sales Consultant Johnson will represent Henry Schein Dental in the Knoxville and Chattanooga area, TN area. She has over 5 years of experience in the dental field all of which she spent working as a Territory Sales Manager for National Dentex.

Nate Keenan, Field Sales Consultant Keenan will be representing Henry Schein in the South Bay area, CA. He joins Henry Schein after completing an internship with the Company over the summer of 2017.

Tim Plakon, Field Sales Consultant Plakon is going to represent Henry Schein Dental in the Denver, CO region. He is new to the dental field and previously worked as a Specialist for NBC Sports.

Tate Roark, Regional Manager Roark will represent Henry Schein Dental in the Tulsa, OK area. He has 18 years of experience in the dental field, five of which he spent working as a Regional Manager for VOCO America.

Sci-Can Appointee Announcements SciCan, Inc. welcomed Sheila Barone to the newly created position of Sales Representative, Infection Control in Denver, CO. Sheila’s responsibilities include working closely with distributors and local SciCan Sales Reps to sell the OPTIM product line to dental offices.

SciCan, Inc. welcomed Travis Wannemuehler to the newly created position of Sales Representative, Infection Control in Baltimore, MD. Travis’ responsibilities include working closely with distributors and local SciCan Sales Reps to sell the OPTIM product line to dental offices.

SciCan, Inc. welcomed Erica Smith to the newly created position of Sales Representative, Infection Control in Atlanta, GA. Erica’s responsibilities include working closely with distributors and local SciCan Sales Reps to sell the OPTIM product line to dental offices.

SciCan, Inc., announced Scott Rinnas as its new Sales Representative based in Chicago, IL. Scott will be responsible for managing SciCan’s product lines in Northern Illinois, Wisconsin, and Northern Michigan. Scott has an extensive background in the U.S. dental market. He has held positions across the country with Henry Schein Dental, and most recently Crosstex International. Scott holds a Bachelor’s degree from Michigan State University in Marketing, Sales, and Entrepreneurship.

SciCan, Inc., announced Mark Pontarelli as its new Sales Representative based in Nashville, TN. Mark will be responsible for managing SciCan’s product lines in Alabama, Mississippi, Kentucky and parts Tennessee and Florida. Mark has an extensive background in the U.S. dental market. He was in equipment and clinical sales for a-dec for twelve years in the Southeast, as well as Arizona.

Mark also marketed an all-tissues laser for one year with Convergent Dental.

SciCan, Inc. welcomed Kendrick White to the newly created position of Sales Representative, Infection Control in Kansas City, MO. Kendrick’s responsibilities include working closely with distributors and local SciCan Sales Reps to sell the OPTIM product line to dental offices.

SciCan, Inc. announced the promotion of Steve Marble to Eastern Regional Sales Manager.

Steve will have sales management responsibilities for eight SciCan Sales Representatives from New England to Florida. Steve has over twelve years of experience in the dental industry and has spent ten of those years with SciCan. He has had tremendous success as a Sales Representative in the New England area and has also served as SciCan’s US Sales Trainer for the past five years, a job he will continue in along with his new role.

SciCan, Inc. welcomed John Mudd to the newly created position of Sales Representative, Infection Control in Los Angeles, CA. John’s responsibilities include working closely with distributors and local SciCan Sales Reps to sell the OPTIM product line to dental offices.

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NEWS

Benco Dental New Appointees Kersey Abraham, Territory Representative Benco Dental is pleased to welcome Kersey Abraham to its Mid-South region. Abraham earned her Bachelor’s degree at the University of Oklahoma and brings health care experience to the Benco family.

Drennen Ashcraft, Territory Representative The Benco Dental team in the Dixie region welcomes Drennen Ashcraft. Ashcraft earned a Bachelor’s degree from the University of Alabama. He brings three years of sales experience to Benco.

Jason Binsol, Territory Representative Jason Binsol joins Benco Dental in the Bay region.

Binsol, a U.S. Navy veteran, brings 12 years of dental industry experience to the Benco family.

John Boudreaux, Territory Representative Benco Dental is pleased to welcome John Boudreaux to its Dixie region. Boudreaux studied at University of Louisiana, Lafayette, and brings 12 years of dental industry and sales experience to his new position and to Benco customers.

Ryan Butler, Territory Representative Ryan Butler joins Benco Dental in the Derby region.

Butler earned a Bachelor’s degree at the University of Kentucky and brings two years of sales experience to Benco customers.

Carly Cammarano, Territory Representative The Benco Dental team in the Bay region welcomes Carly Cammarano. Cammarano, a Registered Dental Hygienist, earned degrees from the University of Bridgeport and the Fones School of Dental Hygiene.

She brings four years of dental industry and sales experience to Benco.

Matt Davies, Territory Representative Matt Davies joins Benco Dental in the Lone Star region. Davies earned a BBA degree from the University of Houston. He brings two years of sales experience to the Benco family in Texas.

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Debbie DeBaun, Territory Representative Benco Dental is pleased to welcome Debbie DeBaun to its Citrus region. DeBaun, a Registered Nurse, earned a degree from Hillsborough College.

She brings 25 years of health care and dental sales experience to the Benco family.

Kim Dickinson, Territory Representative Kim Dickinson joins Benco Dental in the Cascade region. Dickinson, a Certified Dental Assistant, earned a degree from Lake Washington College. Published in Dental Products Report, she brings 15 years of dental industry experience to the Benco family.

David Krhovsky, Territory Representative David Krhovsky joins Benco Dental in the Great Lakes region. Krhovsky, a graduate of Indiana University, brings six years of health care industry experience to the Benco family.

Amy McCleary, Territory Representative Benco Dental is pleased to welcome Amy McCleary to its Bay region. McCleary, who earned a Bachelor of Arts degree at the University of Oregon, brings seven years of experience to the position.

Kevin Person, Territory Representative Kevin Person joins Benco Dental’s team in the Rocky Mountain region. Person earned a B.S. degree from University of Colorado and an M.B.A from Webster University. He brings 17 years of dental industry experience to the Benco team.

Cassie M. Pugh, Territory Representative The Benco Dental team in the SoCal region welcomes Cassie M. Pugh. Pugh, who earned a degree from Hope International University, brings three years of experience to Benco customers.

Kara Skean, Territory Representative Kara Skean joins Benco Dental in the Midway region. Skean earned a Bachelor’s degree from the University of Iowa. She brings nine years of dental industry experience to the Benco family.

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