FI-Sept19

For Dental Sales Professionals

September 2019

The Equipment Guide Equipment solutions for your dental customers

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SEPTEMBER 2019

FOR DENTAL SALES PROFESSIONALS

The Equipment Guide Equipment solutions for your dental customers

20 4 6

Editor’s Note

10 15

Coming Clean

16

The Right Fit

38 40

Quick Bytes

48 2

ACTEON Air Techniques Crosstex International, a Cantel Medical company Tokuyama DentalEZ

Dentsply Sirona DryShield Flow Dental GOJO Industries, Inc. Handler Manufacturing Ivoclar Vivadent

KaVo Kerr MouthWatch Septodont Solmetex Sterisil®

Solutions that work

First Impressions

A True Leader

The look and feel of the reception area is important, but keeping it free of germs is critical to the health of patients and staff.

From new protocols to new technology, Benco Dental territory rep Sharon Masiarczyk helps her dental customers embrace change.

Surface disinfection is key to a safe dental environment.

Integrity, Knowledge, Client Success

12

Burkhart Dental Supply account manager Kristi Hoffman gives her dental customers peace of mind.

Henry Schein field sales consultant Sarah Slade embraces her customers’ challenges and the opportunity to offer breakthrough solutions.

Form and Function

Technology News

TriState at 25

A broad product line, expansive equipment showroom, best-in-class equipment service program and – more recently – two GPO agreements propel distributor toward its second 25 years.

News

September 2019

First Impressions

www.firstimpressionsmag.com

Dental patients are drawn to an efficient and attractive practice, say experts.

44

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EDITOR’S NOTE

LAURA THILL Editorial Staff Editor Laura Thill lthill@ sharemovingmedia.com

Solutions that work September marks

First Impressions Magazine’s annual Equipment & Technology Guide – an opportunity to share with distributor readers their manufacturer partners’ latest and greatest technology offerings. From dental waterline treatment systems to amalgam separators, dry vacuums, intraoral scanners, curing lights and more, sales reps and their dental customers can take advantage of some of the most progressive dental technology to date.

Of course, it’s one thing for us to inform you about the great products available for dentists today. It’s quite another for you to distinguish between a great product, and a product that’s great for a particular dental practice. Indeed, if anyone knows how to bring the best possible solutions to each and every dental customer, it’s the field sales rep.

For instance, Benco Dental territory rep Sharon Masiarczyk’s goal is to help her customers understand how and why change is the best solution for their practice.

By watching and analyzing her dentists’ buying habits, she is able to find alternative products that offer better value and savings. “My goal is to help them understand how and why change is the best solution for their practice. I am their go-to person for answers on all of the above.”

First and foremost, Henry Schein field sales consultant Sarah Slade wants to see her customers succeed. “My dental customers see me as an extension of their team,” she says. “Establishing meaningful connections within the offices is key for a successful relationship. For me, it’s very important to get to know the office staff and understand their roles and their needs. I take this in and, in turn, offer them targeted solutions to address their biggest challenges.”

Burkhart Dental Supply account manager Kristi Hoffman offers her dental customers solutions that can enhance the value of their practice and their ability to care for patients. “I bring knowledge, experience and a good understanding of the business,” she points out. “My job is to help my customers make smart purchasing decisions that free up valuable time for the staff, enabling them to focus on building relationships with the patients.”

With that in mind, we invite you to explore our annual Equipment & Technology Guide – an opportunity to expand your repertoire of solutions to meet your dental customers’ evolving needs.

4

September 2019

First Impressions

www.firstimpressionsmag.com

Managing Editor Graham Garrison ggarrison@ sharemovingmedia.com Publisher Scott Adams sadams@ sharemovingmedia.com Founder Brian Taylor btaylor@ sharemovingmedia.com Senior Director of Business Development Diana Partin dpartin@ 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 The Dental Facts 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 2019 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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FI_0919

INFECTION CONTROL

BY LAURA THILL

First Impressions The look and feel of the reception area is important, but keeping it free of germs is critical to the health of patients and staff.

The dental reception area is the initial point of reference for patients, who expect a clean, welcoming environment that attests to the professionalism of the practice. Anything less may make them think twice about returning, according to Leann Keefer, RDH, BS, MSM, director of clinical services and education, Crosstex, a Cantel Medical Company. “We never get a second chance to make that first impression,” she points out.

“The appearance of the reception area reflects the attitude and habits of the dentists and staff,” says Keefer.

“It’s critical to make a positive, lasting impression. In addition, the reception area should be designed to optimize patients’ mood and well-being, as well as improve their perception and experience.” Patients are reported to comment more frequently on their experience in the reception area than on the dental team’s clinical skills, she adds. “Clinical care and staff/patient relationships are key to having patients return, but don’t

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September 2019

First Impressions

underestimate the power of how the dental office presents itself to patients.”

Achieving the ideal look and feel of the reception area is only half the battle.

Upper respiratory and seasonal illnesses are easily spread, making it imperative for the dental staff to follow regular infection control protocols. “Upper respiratory and seasonal illnesses can be spread through direct contact with mucous membrane; cross-contamination with clinical contact surfaces; and droplet transmission, including sneezing and coughing, which spreads the pathogens

www.firstimpressionsmag.com

by large particle droplets that carry microorganisms,” says Keefer.

“People with flu can spread it to others up to about six feet away,” she continues. “Most experts think that flu viruses spread mainly by droplets made when people with flu cough, sneeze or talk.

These droplets can land in the mouths or noses of people who are nearby, or possibly be inhaled into the lungs. Less often, a person might get flu by touching a surface or object that has flu virus on it, and then touching their own mouth, nose or eyes.” (https://www.cdc.gov/flu/about/ disease/spread.htm) People often misread their seasonal illnesses, Keefer continues. For instance, a sick person can be contagious before his or her symptoms appear. “If you have a cold, you’re contagious for one or two days before your symptoms develop and for two weeks after you are first exposed to the virus,” she says. “With the flu, people are the most contagious in the first three to four days after symptoms begin.

However, it is possible to infect others a day before symptoms start. Children and those with weakened immune systems may pass the virus for longer than seven days.”

First lines of defense The reception area receives heavy traffic, from early morning to evening. If left unattended, it inevitably will become cluttered with waste and carry the potential for cross-contamination, notes Keefer, who recommends daily cleaning and maintenance, with emergency cleanups throughout the day as needed. “The staff shouldn’t ignore details that can differentiate the practice,” she explains. “They should take 10 minutes to sit down and carefully view the reception area through the eyes of a patient.

“Boxes of facial tissues and pump bottles of alcohol-based hand rub should be appropriately placed for patient use

in the reception area,” Keefer continues.

“Wastebaskets with lids should be positioned for easy access to avoid used tissues being left on tabletops or hidden under chairs.” It’s also important to account for patient demographics when selecting and arranging furniture, she points out.

“Given that some patients value their privacy and are concerned about other people’s germs, it’s better to arrange small groupings of chairs than line them up along the perimeter of the room.”

Posting respiratory etiquette and hand hygiene signs in the reception area can serve to remind patients to cover their coughs and wash their hands, she says, noting that posters may be downloaded from the following websites: • http://www.health.state.mn.us/divs/ idepc/dtopics/infectioncontrol/cover/ • http://www.health.state.mn.us/ handhygiene/how/clean8.pdf

How clean is that surface?

Cold viruses have been shown to survive on surfaces for several days, while flu viruses are capable of being transferred to hands and causing an infection that can survive on hard surfaces for 24 hours.

The staphylococcus aureus bacteria that cause MRSA infections can survive for days to weeks on surfaces. MRSA bacteria can live on surfaces for longer than some other bacteria and viruses because they survive better without moisture. Generally, MRSA bacteria survive for longer on hard surfaces than on soft surfaces. Germs generally remain active longer on stainless steel, plastic and similar hard surfaces than on fabric and other soft surfaces. Other factors, such as the amount of virus deposited on a surface and the temperature and humidity of the environment, can also affect how long cold and flu germs stay active outside the body.

The dental staff should follow surface disinfection protocol for housekeeping surfaces using the appropriate chemical/cleaner and process with dwell time. That said, they should be mindful, as strong cleaning solutions used to kill germs can cause respiratory problems.

They should wear appropriate personal protective equipment (PPE) during cleaning and maintenance, including a Level 1 ASTM face mask, safety eye protection and heavy-duty utility gloves, says Keefer.

“PPE must be donned/doffed appropriately, and hand hygiene should be performed immediately after doffing PPE.”

being treated. (The friction of cleaning removes most germs, leaving remaining germs to be addressed by the sanitizer or disinfectant.)

“Sanitizing reduces germs on inanimate surfaces to levels considered safe by public health codes or regulations,” says Keefer. “Disinfecting destroys or inactivates most germs on inanimate objects, with the exception of bacterial spores and prions. It is important to follow the manufacturer’s instructions for use and maintain the safety data sheet binder for any cleaning materials or products used in the office.

Cold viruses have been shown to survive on surfaces for several days, while flu viruses are capable of being transferred to hands and causing an infection that can survive on hard surfaces for 24 hours.

It’s important to take a consistent, organized approach, she says. “Cleaning from high to low, and back to front, helps avoid dust and debris falling back onto the surface,” she explains.

“Durable, washable surfaces – including both healthcare grade and those manufactured for commercial use – are easier to clean. Clean first, then use an appropriate level of sanitizer or disinfectant as indicated, based on the surface

Microfiber cloths and flat mop heads are recommended due to their ability to pick up and hold dirt, as well as efficiently absorb liquid, notes Keefer. “The absorbency of microfiber is up to seven times its own weight in liquid, which is great for cleaning spills or glass surfaces, without leaving streaks.” It can be helpful to keep color-coded, microfiber cloths on hand for each purpose, she adds. “Using machine washable microfiber cloths can help cut

Infection prevention resources The CDC offers a number of resources, including its Summary of Infection Prevention Practices in Dental Settings: Basic Expectation for Safe Care (2016) and Respiratory Hygiene/Cough Etiquette in Healthcare Settings, which are designed to limit the transmission of respiratory pathogens spread by droplet or airborne routes. The strategies primarily target patients and individuals accompanying patients to the dental setting, who might have undiagnosed transmissible respiratory infections; however, they apply to everyone – including dental healthcare personnel – with signs of illness, such as cough, congestion, runny nose and/or increased production of respiratory secretions.

www.firstimpressionsmag.com

First Impressions

September 2019

7

INFECTION CONTROL the cost of disposable cleaning products, such as paper towels. By folding the microfiber cloth into thirds lengthwise, and then again in half provides, multiple clean surfaces during cleaning and dusting. And, it’s better to spray a cleaning/disinfecting product directly onto the cloth as opposed to the surface to reduce aerosol and respiratory hazards. In addition, she recommends adhering to the following protocols: •W indows, doors, walls and mirrors. All floors, walls, surfaces, cabinets, drawers, and equipment must be capable of being quickly and easily cleaned and disinfected. Using a microfiber cloth, damp wipe vertical surfaces and ledges, paying particular attention to smudges and fingerprints; use a cleaning agent as needed.

• High touch surfaces. This includes – but is not limited to – door handles, cabinet knobs, light switches, remote controls, phones and sink faucets, which should be cleaned and disinfected daily with an EPA-approved disinfectant. If high-touch surfaces become visibly dirty, they should be immediately cleaned and disinfected.

• Furniture. Regular vacuuming of upholstered items can refresh the fabric and keep furniture looking good. The dental staff should spot clean any fabric and use appropriate solutions for vinyl and leather surfaces. They should dust light bulbs and replace burned-out bulbs.

Using plug protectors in electrical outlets help keep younger patients’ fingers safe.

• Tables and wood. All wood trim on furniture and tables should be dusted. A mixture of a cup of olive oil and a quarter-cup of white vinegar

can nourish the wood and help it retain its shine. Plus, the vinegar is a natural germ killer. In addition, the furniture legs, the front of the reception desk and other surfaces should be scrubbed.

• Interactive toys. Toys, games and play equipment can be easily wiped clean. It’s helpful to limit toys to those that are washable, with fewer parts and smooth/flat surfaces.

Colorfast, plastic toys can be disinfected using a solution of a ½ cup of bleach per gallon of water. Toys should be soaked for five minutes, then rinsed and air dried.

• Electronic equipment. Televisions, monitors and cords should be wiped with a dry microfiber cloth approved for electronics and noscratch surfaces. The entire surface of remote controls, keyboards and mouse pads should be wiped. It’s particularly important to address buttons, which are a source of cross contamination. Alternatively, singleuse disposable surface barriers may be used to protect electronics.

• Trash and recycle containers.

Loose trash should be picked up throughout the day and properly disposed of. When checking the trash bin for emptying, staff should refrain from reaching into, or pushing on, the trash liner to compress the trash. Rather, they should leave the liner in container, close the top, and twist and tie a knot in the top of the bag. (When disposing of the trash bag, it should be carried away from one’s body.) All surfaces of the trash container should be wiped down with a surface disinfectant

wipe and allowed to air dry before replacing it with a new liner.

• Flooring. Carpets should be vacuumed daily using a HEPA filter, low decibel vacuum cleaner. They should be spot cleaned as needed, and cleaned every three months.

Hard flooring should be cleaned using a broom or dust mop, followed by flat-head mop for light cleaning.

• Odors. Odors can be particularly offensive to patients and staff.

A good ventilation system with charcoal filters can help minimize unpleasant odors. Cautionary use of disinfectant/deodorant sprays is recommended, as patients may be allergic or have respiratory concerns.

Throughout the day, the dental staff should practice proper hand hygiene.

Washing hands with soap and water is the best way to get rid of germs. If soap and water are not available, an alcoholbased hand sanitizer (minimum 60 percent) is recommended. The staff should offer respiratory prevention packets (i.e., a disposable surgical mask, facial tissues and cleansing wipes) to all symptomatic patients. And, they should attempt to isolate all patients with suspected illnesses.

Loose items should be kept organized in containers, office policies should be saved in plastic sleeves in a three-ring binder, and magazines and pamphlets should be stored in clear plexiglas holders and wall mounts to keep them orderly. “While studies have shown low fomite contamination of the glossy pages, some offices are removing magazines from the reception area and asking patients to bring their own reading materials and children’s toys to reduce the risk of cross contamination,” says Keefer.

Additional information related to respiratory hygiene/cough etiquette can be found in the 2007 Guideline for Isolation Precautions (available at: http://www.cdc.gov/hicpac/pdf/isolation/Isolation2007.pdf). Recommendations for preventing the spread of influenza are available at: http://www.cdc.gov/flu/professionals/infectioncontrol/.

8

September 2019

First Impressions

www.firstimpressionsmag.com

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INFECTION CONTROL

Clean and safe: CDC recommendations for disinfecting surfaces

Coming Clean Surface disinfection is key to a safe dental environment.

Taking precautionary steps

to prevent the spread of infection at the dental practice is not necessarily difficult. But it does require time, effort and mindfulness. Unless regularly disinfected to remove germs and bloodborne pathogens, some surfaces – particularly those that are frequently touched or contacted – present a risk of contamination. The good news is that surface disinfectant manufacturers have begun collaborating with other device and product companies, leaving dental professionals with an increasing number of options for preventing the spread of infection at their practice.

“The versatility of surface disinfectants has increased, enhancing product compatibility and permitting use throughout a facility,” says Joel Rich, national sales director of non-acute, GOJO Industries, Inc. “As surface disinfectant manufacturers collaborate with other device and product manufacturers, a synergistic effect has taken hold, leading to new and easier-to-use disinfectants.”

As an example, GOJO Industries, Inc. has introduced PURELL Surface Disinfectant, which features rapid kill and dry times with no glove or rinse requirements. It is said to be effective on

10

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First Impressions

most hard and soft surfaces, from plastics and porcelain to metals, laminate, granite, upholstery, sealed wood, vinyl and more. In additional, it has the lowest possible EPA ratings, and as such, carries no precautionary statements or warnings. “The room can be disinfected quickly and safely,” Rich points out.

“The Centers for Disease Control and Infection (CDC) guidelines encourage the proper cleaning and disinfection between patient use of shared medical devices and patient-centric areas,” says Rich. Today’s surface disinfectants make it easier for the dental staff to do so, he adds.

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Cleaning is the necessary first step of any disinfection process, according to the Centers for Disease Control and Prevention (CDC). Cleaning removes organic matter, salts and visible soils, all of which interfere with microbial inactivation. The physical action of scrubbing with detergents and surfactants and rinsing with water removes substantial numbers of microorganisms. If a surface is not cleaned first, the success of the disinfection process can be compromised. Removal of all visible blood and inorganic and organic matter can be as critical as the germicidal activity of the disinfecting agent. When a surface cannot be cleaned adequately, it should be protected with barriers.

Environmental surfaces can be divided into clinical contact surfaces and housekeeping surfaces. Clinical contact surfaces can be directly contaminated from patient materials either by direct spray or spatter generated during dental procedures or by contact with gloved hands of dental health care personnel.

These surfaces can subsequently contaminate other instruments, devices, hands, or gloves. Housekeeping surfaces (e.g., walls, floors, sinks) are not directly touched during dental treatment and carry the lowest risk of disease transmission.

There are three levels of disinfection: high, intermediate, and low. Highlevel disinfectants, such as glutaraldehyde, are used as chemical sterilants and should never be used on environmental surfaces. Intermediate-level disinfectants are registered with the Environmental Protection Agency (EPA) and have a tuberculocidal claim, and low-level disinfectant are EPA-registered without a tuberculocidal claim (i.e., hepatitis B virus and HIV label claims).

The Environmental Protection Agency regulates low- and intermediate-level

INFECTION CONTROL

Recommendations for cleaning and disinfecting environmental surfaces: Environmental Surface Type Clinical contact

Housekeeping

Examples

Recommendations for Cleaning and Disinfecting*

• Light • Handles • Switches • Dental radiograph equipment

• Use surface barriers to protect, particularly for surfaces that are hard to clean, and change barriers between patients.

Use surface barriers to speed operatory turnaround.

OR

• Computers • Drawer handles • Faucets

• Clean and disinfect surfaces that are not barrier protected using an EPA-registered hospital disinfectant with a low-level (i.e., HIV and HBV label claims) to intermediate-level (i.e., tuberculocidal claim) activity after each patient. Use an intermediate-level disinfectant if visibly contaminated with blood.

• Floors • Walls • Sinks

• Clean with a detergent and water or an EPA-registered hospital disinfectant/detergent on a routine basis, and when visibly soiled.

• Clean mops and cloths after use and allow to dry before reuse; or use single-use, disposable mop heads or cloths.

• Prepare fresh cleaning or EPA-registered disinfecting solutions daily and as instructed by the manufacturer.

• Clean walls, blinds, and window curtains in patient-care areas when they are visibly dusty or soiled.

*High-level disinfectants should never be used on environmental surfaces.

disinfectants that are used on environmental surfaces (clinical contact surfaces and housekeeping). The Food and Drug Administration regulates liquid chemical sterilants/high-level disinfectants (e.g., glutaraldehyde, hydrogen peroxide, and peracetic acid) used on heat-sensitive semicritical patient care devices.

When used correctly, commercially available disposable disinfectant wipes, cloths, or towelettes are effective for cleaning and disinfecting environmental surfaces in dental settings. Any disinfectant used in a dental setting should be registered by the Environmental Protection

Agency (EPA) and be approved for use in health care settings (i.e., hospital grade).

Dental health care personnel should always follow manufacturer recommendations for use of cleaners and EPA-registered disinfectants (e.g., amount, dilution, contact time, safe use, disposal). Disinfectant wipes that you can buy at the grocery store are not EPA-registered and are not recommended for use in a dental setting.

Other techniques refer to the twostep procedure used to clean and disinfect environmental surfaces. If using liquid disinfectant, the user would spray the surface with the disinfectant and wipe it

using a disposable towel to clean the surface (“spray-wipe”), followed by another “spray” to disinfect the surface. When using disposable disinfectant wipes, the process is described as wipe-discardwipe because the user uses one wipe to clean the surface, discards the wipe, and uses a second wipe to disinfect the surface. Disinfectant products should not be used as cleaners unless the label indicates the product is suitable for such use.

The Centers for Disease Control and Prevention recommends following manufacturer recommendations for use (e.g., amount, dilution, contact time, safe use, disposal).

Source: Centers for Disease Control and Prevention, CDC 24/7: Saving Lives, Protecting People™.

For more information visit https://www.cdc.gov/oralhealth/infectioncontrol/faqs/cleaning-disinfecting-environmental-surfaces.html.

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SALES REPS

A True Leader From new protocols to new technology, Benco Dental territory rep Sharon Masiarczyk helps her dental customers embrace change.

Growing up in Michigan in the 1980s, Sharon Masiarczyk took part in her high school’s dental assistant program. It didn’t take her long to get hooked on dentistry. However, her family’s move to Florida one December meant she would have to find another way to gain experience in this field.

Soon after arriving in Florida, she happened to notice a Healthco ad in the Palm Beach Post for a warehouse position working the phones. “I thought this would be a great way to expand my skills in the dental field,” she recalls. “As fate would have it, this was the perfect job for me! I worked with some wonderful people at their West Palm Beach warehouse, and I absolutely loved what I did.”

Masiarczyk left her position in 1990 to stay home with her young children. By the time they began school in 1995, she was more than ready to resume her career. The timing was perfect: Her former supervisor from Healthco, Lee Hunter, had since joined Meer Dental, which was hiring outside sales reps. “Lee hired me and gave me the opportunity to do outside sales,” she says. Once again, she was hooked. Three years later, about the time Meer Dental was in the process of being acquired, Benco Dental was establishing itself in the Florida market, she notes. “It was clear that Benco would be the best fit for me,” she says. “I officially joined the Benco family 21 years ago, in 1998.”

Sharon Masiarczyk

Value to the practice In Masiarczyk’s experience, dentists generally have two major concerns: recognizing the need for change, and deciding how to incorporate that change into their office. She cites a few examples, including: • Changing office policy and procedures, either for their staff or their patients.

• Accepting a new insurance plan at their office.

• Moving to a new location when the office lease is set to expire.

• Adopting – and prioritizing – new technology, such as scanners, 3D X-ray, lasers, etc.

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SALES REPS

“All of these changes require a growth mindset,” says Masiarczyk. “I make sure my customers know I am here for them, every step of the way. My goal is to help them understand how and why change is the best solution for their practice. I am their go-to person for answers on all of the above.

“One of my favorite roles as an office’s territory rep is to watch and analyze their buying habits,” she continues. “This allows me to show them

position to help boost the production numbers. And better production numbers mean the practice is helping more patients in their community. I also bring Benco equipment support techs into the office and organize lunch-and-learns focused on maintaining the equipment at the practice. It’s incredible how this hour empowers the staff to maintain the office’s investments. Benco Dental and I can offer a whole-office approach to anything our customers need.”

“ As territory reps, we need to keep ahead of what’s coming and understand how all avenues of technology fit together and are incorporated into our offices.”

Benco Dental territory rep Sharon Masiarczyk

alternative products that offer better value and savings.” The ability to continually find her customers valueadded solutions helps build their trust, she adds. “This level of trust, in turn, allows me to have more in-depth conversations with the doctor and the team about a budget. I can help them understand what, when and how they are buying, which is very exciting.

“At Benco, we create amazing reports to share with our offices that offer insight on the business side,” says Masiarczyk. “I truly believe that when the team has a better understanding of the financial numbers, they’re in a better

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In addition, Masiarczyk makes it a point to work closely with her manufacturer rep partners – a relationship that is invaluable to both her customers and herself. “My strategy has always been to connect the manufacturer rep to as many different team members in a dental practice as possible,” she says.

“This allows me to stand back, listen and learn how they showcase their product and respond to the customers’ clinical questions.

“Manufacturer reps offer unique expertise on their products,” she continues. In fact, after spending a day with them, she feels more informed herself.

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Not only has she provided some of her customers with additional resources, she can pass along invaluable lessons to other customers, as well. “And that just makes me better at my job,” she points out.

Perhaps one of her all-time favorite ride-days was the time she co-traveled with her daughter, Ashley. “Ashley joined the Benco family in 2015 as a territory rep in Atlanta, Georgia, and recently transferred to New Braunfels, Texas to cover the San Antonio market. There is nothing better than working with your children!” That said, she is extremely grateful for the day she worked in the field with Benco’s national sales trainer, Sharon Shivetts. “Sharon came to Florida about five years ago for a co-travel day,” she says. “She challenged me on every aspect of customer care and shared ideas for how to be the most efficient territory rep for my dental customers.

The day I spent with Sharon was one of the most beneficial learning opportunities of my sales career.”

Looking ahead, Masiarczyk anticipates that technology will play an increasingly bigger role in the dental industry. “Benco will be ready,” she notes. “I tell my customers that we don’t do dentistry anymore; we do digital dentistry,” she points out. “As territory reps, we need to keep ahead of what’s coming and understand how all avenues of technology fit together and are incorporated into our offices.” By truly understanding all the products they offer, territory reps can best support their dental customers, she adds.

“Evolving technology will allow territory reps to expand their territories and service more customers, faster and with greater accuracy than ever before,” Masiarczyk says. “I’m excited for the future of dentistry and to be part of this change.”

SALES REPS

Integrity, Knowledge, Client Success Burkhart Dental Supply account manager Kristi Hoffman gives her dental customers peace of mind.

For years, Kristi Hoffman felt okay about her career in sales. That is, until 17 years ago, when she was approached by a friend who loved her sales position at Burkhart. “I always admired how happy she was with her job and the support Burkhart offered its team,” she says. “And while I had worked in sales positions in various industries, I never encountered a company that put the customers’ needs first quite like Burkhart.”

For Hoffman, that was a turning point, and in 2002, she joined Burkhart as an account manager. Since then, she has helped her dental customers address such concerns as decreasing insurance reimbursements and rising costs associated with running a practice, as well as negotiate the changing dental landscape as dental service organizations take hold.

Value to the practice First and foremost, Hoffman offers her dental customers solutions that can enhance the value of their practice and their ability to care for patients. “I bring knowledge, experience and a good understanding of the business,” she points out. “I want my customers to make decisions that work to their best interest. My job is

can come to me with a question, task or concern, or for advice,” she notes. “The Burkhart Promise is to provide our customers with integrity, knowledge and client success. We offer them peace of mind.” It all comes down to establishing a strong, trusting relationship with the dental practice, she adds. “When you have earned trust and established a great relationship, there is no question your customers will feel good about their purchasing decisions and be able to focus on the big picture, such as overhead and efficiency.”

Ride-days with her manufacturer rep partners provide yet another opportunity for Hoffman to offer her customers a value-added service. “I think there is a real benefit to gain when distributor reps and manufacturer reps spend oneon-one time together,” she says. Not only can she become better acquainted with products she sells, it allows the dental staff and doctors to keep current with new and innovative technology.

Moving forward, Hoffman anticipates that territory reps will face more competition from the direct-selling market, making it more important than ever for them to provide face-to-face value to their customers. In addition, she expects

“ I want my customers to make decisions that work to their best interest.”

– Kristi Hoffman, account manager, Burkhart Dental Supply

Kristi Hoffman

to help them make smart purchasing decisions that free up valuable time for the staff, enabling them to focus on building relationships with the patients.

“I strive to be a knowledgeable resource for the dental practice rather than an order taker,” she continues. “As such, everyone at the dental office knows they

the gray market will continue to present challenges to dental practices. “It’s a huge, widely misunderstood issue,” she says. “I continue to counsel my offices on the risks associated with purchasing mishandled or counterfeit products. If the price is too good to be true, the risks will far outweigh the cost!”

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SALES REPS

The Right Fit Henry Schein field sales consultant Sarah Slade embraces her customers’ challenges and the opportunity to offer breakthrough solutions.

Sarah Slade’s parents

always encouraged her to set the bar high: They loved their careers and taught her that she should expect the same. “My parents were my inspiration,” she says. “They would share stories about their work day – the things that challenged them and their joy working with great colleagues.”

She appreciated their healthy worklife balance and was intent on following in their footsteps.

“Unfortunately, my first job out of college didn’t go so well,” Slade recalls.

“I accepted a sales position at a company that lacked leadership, direction and a sense of purpose. I had hoped to join a company with strong ambitions, that wanted to make a difference, and I quickly realized this position was not going to meet my personal needs. So, I quit!”

After that, it didn’t take Slade long to find the ideal fit. Soon after reaching out to her professional network in the Boston area, she was steered toward Henry Schein. “During my interview process, I had the opportunity to meet

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Sarah Slade

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PROPER ERGONOMICS STARTS WITH PATIENT POSITIONING More than 80 percent of dentists in the United States have reported suffering from neck, shoulder and lower back pain.1 The stress of improper ergonomics takes its toll on dentists, dental assistants and dental hygienists alike and can lead to myriad problems, including:

92% MUSCULOSKELETAL DISORDERS

92% of dental clinicians reported symptoms in at least one anatomical region within one year, with dental hygienists being the group most affected.2

34% LOST PRODUCTIVITY

Work-related musculoskeletal disorders make up 34% of lost workdays due to injury.3

1 OUT OF 3 EARLY RETIREMENT

Nearly one-third of dental health professionals cite musculoskeletal disorders as the reason for early retirement.4

3 TIPS FOR ERGONOMIC PATIENT POSITIONING 1. RETHINK ARM RESTS. Move any adjustable arm rests completely out of the way until the patient is seated properly in the chair. Arm rests not only disrupt the ease of entry and exit to the chair, they can also cause patients to position themselves too low or too far forward. Many arm rests also become “stress grips” for patients, causing them to scoot farther down the chair during procedures and create tension in their hands and shoulders.

One excellent option to avoid the improper positioning caused by most arm rests is to choose a patient chair with integrated arm rests. This design allows for easy access for the patient to the chair and easy access for the clinician to the patient.

It also removes the temptation to grasp the end of the arm rest, helping patients keep their shoulders, arms and hands relaxed.

2. USE THE HEADREST AS A BULLSEYE. Before the patient sits in the chair, position the head rest high. A high headrest will create a bullseye for the patient, helping them stretch to a better position and get seated all the way back in the chair. Once the patient is seated, adjust the headrest to accommodate their actual height and support their neck. This positioning will give the clinician ideal access to the oral cavity.

The key to increasing career longevity and productivity while minimizing pain is proper ergonomics.

3. ADJUST THE CHAIR TO THE PROPER HEIGHT. Positioning the chair too high is a common mistake. Ensure that, whether moving the chair to the supine or semi-supine position, the patient’s maxillary or mandibular plane remains parallel to the clinician’s forearms and elbows. This position will help clinicians maintain better posture and relieve tension in their neck and shoulders.

01 Valachi, B., & Valachi, K. (2003). Mechanisms leading to musculoskeletal disorders in dentistry. J Am Dent Assoc, 134(10), 1344-1350. PMID: 14620013.

Retrieved from https://jada.ada.org/article/S0002-8177(14)65116-3/fulltext 02 Johnson, C.R. & Kanji, Zul. (2016). The impact of occupation-related musculoskeletal disorders on dental hygienists. Canadian Journal of Dental Hygiene. 50. 72-79.

Retrieved from https://www.researchgate.net/profile/Zul_Kanji/publication/317224618_The_impact_of_occupation-related_musculoskeletal_disorders_on_dental_hygienists 03 White, S. W. (2003, January 01). Ergonomics ... How does dentistry fit you? Retrieved from https://www.dentistryiq.com/articles/wdj/print/volume-1/issue-1/ features/ergonomics-how-does-dentistry-fit-you.html 04 Dunn, S. (2007). Workplace Ergonomics. Quality America: OSHA Watch, 9(4), 1-2, 8. Retrieved April 2019, from http://www.hcpro.com/content/214461.pdf © 2019 Midmark Corporation, Miamisburg, Ohio USA All rights reserved.

THERE’S A BETTER CHOICE. High quality can be affordable. Your customers don’t have to compromise by settling for “entry-level” operatories when they can experience proven solutions from Midmark. Our most popular Choice Package is available at 25% off retail every day.

See if your doctors’ purchases qualify for additional Midmark PLUS rebates at midmark.com/plus.

Savings may vary based on contract pricing. Savings cannot be combined with other offers and are not in addition to contract pricing. Ask your Midmark sales representative for details. © 2019 Midmark Corporation, Miamisburg, Ohio USA All rights reserved.

The Midmark Choice Package includes: • Ultra-Series Chair • Asepsis 21® Delivery Unit • Assistant’s Unit • Lights • Stools

midmark.com/choice

THERE’S A BETTER CHOICE. High quality can be affordable. Your customers don’t have to compromise by settling for “entry-level” operatories when they can experience proven solutions from Midmark. Our most popular Choice Package is available at 25% off retail every day.

See if your doctors’ purchases qualify for additional Midmark PLUS rebates at midmark.com/plus.

Savings may vary based on contract pricing. Savings cannot be combined with other offers and are not in addition to contract pricing. Ask your Midmark sales representative for details. © 2019 Midmark Corporation, Miamisburg, Ohio USA All rights reserved.

The Midmark Choice Package includes: • Ultra-Series Chair • Asepsis 21® Delivery Unit • Assistant’s Unit • Lights • Stools

midmark.com/choice

SALES REPS

the local leadership team and could tell right away that this was the right fit for me,” she says. “Our conversations were forward thinking; I could see they were genuinely interested in helping their employees grow and, most importantly, they demonstrated their passion for serving their customers.”

She joined Henry Schein in 2017 and immediately fell in love with her work. “My first two years were focused on learning about the company and the marketplace, as well as building connections within the industry,” she says. Not a day has gone by that she hasn’t loved her job, she adds. In fact, in 2018, she was awarded Henry Schein’s Rookie of the Year. “I believe in Henry Schein’s mission and enjoy the new challenges each day brings.”

Value to the practice Slade is well aware how challenging it can be for dentists to navigate the everchanging dental marketplace. As overhead expenses grow, reimbursements diminish, she points out. At the same time, dental owners must keep up with rapid advances in technology.

It’s important for them to know the right time to implement new technology – both for their practice and their dental team, she explains. And, above all, they must maintain a positive work environment – one that fosters a happy staff and happy patients, she adds.

That said, she does what it takes to help her customers succeed.

“ My one-on-one time with the manufacturer reps has been invaluable. The manufacturer reps who have taken the time to help me better understand their products have really helped shape me as a sales rep.”

“My dental customers rely on me to bring them information that will benefit their practice,” says Slade. Especially considering the many sales reps they meet with and the countless flyers they receive featuring new promotions and technology updates, it’s easy for them to become overwhelmed, she notes. “My customers look to me to stay knowledgeable about what’s going on in the dental field. Henry Schein has been at the forefront, ensuring we have the right tools to help our dental offices succeed. As such, we are able to implement strategies and systems within an office that can position them for success.

“My dental customers see me as an extension of their team,” she continues. “Establishing meaningful connections within the offices is key for a successful relationship. For me, it’s very important to get to know the office staff and understand their roles and their needs. I take this in and, in turn, offer

“ Establishing meaningful connections within the offices is key for a successful relationship.”

– Sarah Slade, Henry Schein field sales consultant

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them targeted solutions to address their biggest challenges.”

By reaching out to tenured sales reps with longtime experience, Slade continues to learn and grow. “Their wisdom and guidance help me develop my own personal skill set and grow my business,” she says.

Her ride-days with the manufacturer sales reps have been equally helpful. “When I joined the industry, I was completely overwhelmed by all of the knowledge necessary to be successful,” she recalls. “My one-on-one time with the manufacturer reps has been invaluable. The manufacturer reps who have taken the time to help me better understand their products have really helped shape me as a sales rep.

“I am always curious about what the manufacturer reps see in the industry and what challenges they encounter,” she continues. “My favorite ride-days are when we can focus on our customers’ challenges and determine what benefits we can offer them.”

Moving forward, Slade anticipates sales reps will need to “think deliberately and strategically about how we stay relevant in the dental marketplace.” And, it’s a challenge she embraces. “This is what brings me back to work every day,” she says. “It enables all of us at Henry Schein to remain at the forefront of dental innovation and bring breakthrough solutions to our customers.”

SPONSORED

A-DEC

The Value of Reliability John Bettencourt, A-dec special markets representative, talks about choosing dental equipment—and shares his top tips on making a wise purchase.

Q: If you had just one piece of advice about purchasing dental equipment, what would it be?

John Bettencourt: Look at the big picture, not just the price tag. The true cost of dental equipment goes beyond the purchase price. Consider the “hidden costs” of ongoing maintenance, repairs, replacement, and typical product lifespan. There’s also a “human cost” to trading quality for price: Unreliable, inefficient equipment is frustrating for dental teams to use, and can give patients a negative impression of your organization.

Q: So what’s the most important thing to look for?

Bettencourt: Choose reliability first.

Everything depends on your equipment working consistently, day after day.

That’s what keeps operatories full, clinic schedules running smoothly, and your staff working productively. The dental equipment in a DSO gets a lot more use than the equipment in a private practice; you’ve got to know that you can count on it to work today, tomorrow, and down the road. Any time your equipment is out of service, no matter what the reason— maintenance, repairs, or waiting on a part—it’s not making you money.

Q: Is there a way to accurately gauge reliability?

Bettencourt: Ask a lot of questions before you buy! Get your dealer’s honest opinion about the durability of each brand. What’s the expected lifespan? Is the equipment specifically designed for a

DSO setting? Take a look at what dental schools are using. They’re similar to DSOs in that their equipment takes a lot of wear and tear, and they want the best value for their money. It says a lot that 57 out of 62 North American dental schools choose A-dec equipment—even those on tight budgets. They recognize that reliability pays off.

Q: But if a DSO is planning to sell their group within a few years, wouldn’t it make sense to get the lowest-priced equipment?

Bettencourt: I understand the pressure to keep costs low; but not at the expense of quality. If your equipment

John Bettencourt

Bettencourt: First, think about the manufacturer’s reputation: Are they known for high quality products? Second, look at what kind of customer support you’ll get after

“ The true cost of dental equipment goes beyond the purchase price.

Consider the “hidden costs” of ongoing maintenance, repairs, replacement, and typical product lifespan.” breaks down, you’re not generating income from it—so you’re not getting a good return on your investment, no matter what the initial cost was. It all comes back to the same principle: Reliability pays off. That’s true in the short run as well as the long run.

Q: Equipment is a big capital expense. How can DSOs feel more confident making that purchase?

the sale (a solid warranty is the minimum you should expect.) Third, talk to equipment technicians and ask which brands they think are the most reliable, and if the manufacturers provide thorough training for installation, maintenance, and troubleshooting. And one final consideration: Will parts still be available five years from now?

That can make the difference between a quick, easy repair and having to replace an entire chair or delivery system.

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First Impressions

September 2019

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The Equipment Guide

Equipment solutions for your dental customers No matter what time of year dentists make a big purchase, they want to be certain it is an investment – not just overhead. Sales reps can help by sitting down with their customers, analyzing how the practice currently operates, examining the dentists’ short- and long-term goals, and then helping arrive at optimal solutions. The following articles present products and solutions to help your dental customers succeed.

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EQUIPMENT GUIDE

X-Mind Prime

by ACTEON customers about the X-Mind Prime panoramic and CBCT digital imaging product line by asking the following questions: • “Doctor, what do you think about adding 3D CBCT technology to your practice?

• “What brands of 3D CBCT have you considered in the past?”

X-Mind Prime is

the latest addition to ACTEON’s panoramic and CBCT digital imaging product line. It blends cutting-edge technology with ease of use in a compact design. With X-Mind Prime, high tech is at any dental professional’s fingertips, with tools for accurate diagnosis and complete treatment planning.

X-Mind Prime combines 2D and 3D technologies. Using a single sensor, the practitioner can quickly and easily switch between modes. With 24 panoramic and 32 CBCT options, X-Mind Prime covers many clinical applications, including implantology, endodontics, TMJ and sinus

imaging. Practitioners can also scan 3D objects, such as stone models and impression materials, opening up a whole range of new possibilities.

Distributor sales representatives can initiate a discussion with their dental

Some dentists may question whether it’s practical to purchase a new CBCT/PAN unit: • “I do not have room in my practice for a CBCT/PAN unit.”

• X-Mind Prime is wall mounted and very compact.

Its zero footprint enables it to fit in just about any practice.

• “I do not have the budget for adding a CBCT/PAN to my practice.”

• At $25,000 for a PAN only, and $59,999 for a CBCT/ PAN combination unit, XMind Prime is affordable for many dentists.

• “I don’t need one right now, and I’m concerned I won’t get a good return on my investment.”

• B ased on a recent study, 53 percent of treatment plans are changed after a 3D CBCT is performed.

3D CBCT technology is a proven way to enhance your dental customers’ diagnostic capabilities and can almost immediately impact any dental practice. The ability to see things three dimensionally can help change the course of a treatment plan and facilitate comprehensive care for every patient. X-Mind Prime is the perfect device for ensuring this.

Editor’s note: Sponsored by ACTEON.

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EQUIPMENT GUIDE

ScanX Swift View

by Air Techniques

Distributor sales representatives can initiate a discussion with their dental customers about ScanX Swift View by asking the following questions: • “Doctor, is your practice currently film-based, or digital?”

• “If you’ve already incorporated a direct-digital hard sensor, do you still find it difficult to capture images?”

• “What percent of your patients are pediatric? What percent are geriatric?”

• “Do many of your patients have special needs or issues with gagging?”

• “Do you ever have the need to take a size 4 occlusal?”

The ScanX Swift View – the newest addition to the Air Techniques

ScanX product portfolio – is a compact, single-slot phosphor storage plate (PSP) scanner digital radiography system. An ideal in-operatory solution or an adjunct to an existing direct digital sensor, the ScanX Swift View provides high-diagnostic image resolution (up to 20 lp/mm) with intuitive, time-saving digitization for all intraoral sizes (0-4). ScanX PSPs are as thin and flexible as traditional analog film, permitting easy placement for significantly increased patient comfort. And, greater patient comfort ensures fewer retakes, increasing productivity and profitability for the dental practice.

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Some dentists may question the need to purchase a new direct-digital sensor. However, ScanX Swift View PSP technology should not be undervalued. Often, the best digital solution for a dental practice is a hybrid approach that includes both direct sensors and ScanX PSP technology.

Dentists can capture 100 percent of their images with a hybrid digital solution, completely eliminating film and chemicals from the practice – a great solution for patients, the dental team and the practice.

Air Techniques offers a diverse product portfolio for today’s dynamic market place, and the ScanX Swift View provides dentists with an innovative solution designed to address a variety of needs that may arise in their practice.

Editor’s note: Sponsored by Air Techniques.

TRUST THE LEADER

IN AIR & VAC

FOR ALL YOUR DENTAL EQUIPMENT NEEDS Super quiet and designed to be 100% water-free, the LT eliminates the collection tank for a motor driven air/water separator providing 100% oil-free variable frequency driven performance all in a compact footprint.

NEO delivers 100% ultra-dry, oil-free air using Air Techniques’ exclusive Membrane dryer Technology combined with a multi-color touch screen display and fully integrated diagnostic monitoring system.

“ I am very satisfied with the suction that my new “My staff loves that AirStar NEO is virtually Mojave LT3 provides. My staff and I appreciate maintenance free and the smart, state-ofhow quiet it is, and our patients appreciate it too.” the-art diagnostic monitoring functions.”

- Holly Burns, DDS

For more information, to schedule a demo, or to place an order, contact your local dealer representative. To learn more, visit http://bit.ly/fiairstarneo

- Michael Brown, DDS

EQUIPMENT GUIDE

EsteCem II ®

by Tokuyama

EsteCem® II is Tokuyama Dental’s latest innovation in adhesive dentistry.

Compatible with all dental substrates and materials, this dual-cure resin cement simplifies indirect restorations, eliminating the need to stock various cements and following different protocols, depending on the case.

By integrating Tokuyama Universal Bond’s compatibility with all restorative materials and speed of application, EsteCem II reduces chair time, cost and inventory by eliminating the need for extraneous primers, activators, bonding agents and luting materials. The EsteCem II paste is extremely hydrophobic, as it does not contain an acidic monomer, resulting in minimal water absorption and significant reduction of marginal discoloration and cracking risk.

EsteCem II is indicated for cementation of crowns, bridges, inlays and onlays made of glass/oxide ceramics (porcelain, zirconia and alumina), metals (precious and non-precious) and resin materials, including inorganic filler (composite materials). EsteCem II is also recommended for cementation of veneers, which makes it stand out from competitors that need to offer separate products for different techniques.

Cleaning up excess cement is easy: Three seconds of tack cure produces a

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gel-like viscosity that can be peeled off.

To finish the restoration, EsteCem II can be light-cured in 20 seconds (depending on the curing light used), or self-cured in about 8 minutes.

EsteCem II delivers high bond strength to all prosthetic materials, thanks to Tokuyama Universal Bond’s 3D-SR monomer. The molecules form a three-dimensional cross-linking adhesion interface. It allows a reinforced adhesion to all restorative materials with retentive and non-retentive surfaces in self-etch, light-cure or selfcure mode, offering flexibility for doctors’ cases. This gives clinicians the freedom to use their preferred restorative for all indications.

When used with Tokuyama Universal Bond, EsteCem II does not require lightcuring or etching (optional), and virtually eliminates post-op sensitivity. Sales representatives should ask their dental customers if they keep multiple cements,

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additional primers or activators, and desensitizers in inventory. In all cases, EsteCem II offers savings potential.

Distributor sales representatives can initiate a discussion with their dental customers about EsteCem II by asking: • “Doctor, what bonding and cementation protocols do you follow when cementing indirect restorations?”

Most doctors will respond that the protocol depends on the case and the material used. When used with Tokuyama Universal Bond, restorations with EsteCem II will always follow the same and short protocol, simplifying the process and saving chair time.

Some dentists may hesitate to try a new product. Sales reps should remind them that EsteCem II can save them significant time and money. Dentists will appreciate its unique universal compatibility and simplified protocol, as well as its bond strength.

Brochures and additional studies can be downloaded at www.tokuyama-us.com/ estecem-ii-dental-cement.

Editor’s note: Sponsored by Tokuyama.

RAMVAC dry vacuums

by DentalEZ

RAMVAC dry vacuums – including the Bulldog and Bison – are known

to be reliable and long lasting! Their energy-efficient technology makes them a great choice for any dental office.

Energy efficient RAMVAC motors and rotary vane pumps run at a minimum of 50 percent less BTUs than competitive technology*, enabling dental practices to save on their energy costs without sacrificing any performance.

The rotary vane pumps used in RAMVAC dry vacuums ensure consistent vacuum performance, even as additional HVEs are opened. They require minimal maintenance and still outlast the service life of non-lubricated systems.

Distributor sales representatives can initiate

a discussion with their dental customers about RAMVAC dry vacuums by asking the following questions: • “Doctor, how high is your current electric bill? Are you aware that utility room energy consumption is likely contributing to higher costs?”

• “Would you like to offset the consumption of power, while at the same time maintain high suction?”

• “Did you know our high-efficiency motor pumps consume less BTUs at the highest suction than competitive pumps do when idle?”

Some dentists may question whether it’s practical to purchase RAMVAC dry vacuums: • “I am concerned about the cost of the RAMVAC dry vacuums.”

• Rest assured, RAMVAC dry vacuums offer a great return on investment. The low-maintenance dry vacuums consume less water and energy, and their long-term benefits pay off quickly.

Rest easy knowing that the Bulldog and Bison vacuums will run consistently and efficiently for years to come, as backed by a 10-year pump limited warranty. *As noted in user manuals.

Editor’s note: Sponsored by DentalEZ.

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EQUIPMENT GUIDE

CEREC Primescan ®

by Dentsply Sirona

CEREC® Primescan by Dentsply Sirona is the fastest, most accurate in-

Primescan’s unique technology allows for easy capturing and quicker processing of more data in higher resolution. Intelligent processing in Primescan ensures the optimal interaction with the software by transmitting exactly the data the software needs to proceed. The result: Complete 3D-scan models are displayed immediately, no matter how fast you scan.

16 crowns a month that normally take two visits to place can save almost $24,000 in its first year using a CEREC Single Visit restoration workflow.

• “I’m not sure I have the time to learn a new technology.”

• Primescan is fast and easy from the very first scan. The newly designed software utilizes AI for a five-click concept, which automates many of the design steps, such as auto margin and model axis generation. CEREC has the largest community of support and education through multiple programs from Dentsply Sirona and partners.

Distributor sales representatives can initiate a discussion with their dental customers about CEREC Primescan by asking the following questions: • “Doctor, what has kept you away from digital impressions or CAD/CAM?” • “Are you aware of the workflow benefits and cost savings associated with scanning and sending to the lab?”

• “Would the ability to add implants, ortho or sleep apnea treatment help your practice grow?”

• “What materials are you using with your lab for crowns? Did you know you can use those same materials with single visit dentistry?”

CEREC Primescan is your customers’ perfect starting point into digital dentistry. No matter how they design their workflows, CEREC Primescan facilitates efficient digital workflows – both chairside at the practice and with your customers’ partners. With flexible options that complement the way your dentists work, CEREC can produce anything from single-unit crowns to implant abutments, surgical guides and more. CEREC Primescan eliminates the need for impression materials and inconvenient temporaries, reducing in-office time for patients and increasing efficiency for a range of workflows.

traoral scanner on the market today, taking digital impressioning to a higher level of quality*. The innovative Smart Pixel Sensor processes more than 1 million 3D points per second, producing photorealistic and highly accurate data. Its dynamic depth scan technology enables perfect sharpness and outstanding precision, even at a measuring depth up to 20 mm – a crucial advantage for sub-gingival indications.

Some dentists may question whether it’s practical to purchase the CEREC Primescan:

• “Is Primescan really worth between $45,000 for DI and $155,000 for single visit dentistry?”

• Yes! Your doctors are already paying this. A practice placing

Editor’s note: Sponsored by Dentsply Sirona.

* Accuracy of complete- and partial-arch impressions of actual intraoral scanning systems in-vitro Andreas ENDER (PD Dr med dent), Moritz ZIMMERMANN (Dr med dent), Albert MEHL (Prof Dr med dent Dr rer nat), University of Zurich, Int J Comput Dent. (publishing date: March 2019).

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DryShield All-in-One Isolation System DryShield – the all-in-one modern isolation system, now with autoclav-

able and all-new single-use mouthpieces – combines the tasks of a high-suction evacuator, saliva ejector, bite block, tongue shield and oral pathway protector in one sleek easy-to-use device.

DryShield can be used on almost every dental procedure. The system is easy to use, installs in seconds and immediately improves patient experience and safety. The mouthpieces are soft and flexible, yet provide increased visibility and cheek retraction to aid the doctor in performing dental procedures.

Dentists can determine whether DryShield is right for their dental practice by considering a few points: • For modern isolation users: How much are they spending today on mouthpieces? For them, DryShield represents savings, ease of use and portability.

Designed by a dentist for dentists, the DryShield mouthpiece is engineered in two options – autoclavable and now single-use – to meet dentists’ needs for maximum affordability and convenience.

It’s an intelligent breakthrough in isolation, bringing ease and comfort to doctors and patients alike. In a study of DryShield users, 95 percent of dentists reported that DryShield made it easier to perform restorative procedures while improving procedure quality. Procedure times were dramatically reduced by 20 to 30 percent per procedure, allowing more procedures per appointment, more patients scheduled per day and more consistent ontime schedules. Eight-five percent also indicated that DryShield improved their

patients’ experience by increasing comfort, as well as reducing chair time.

With a vision of making modern isolation accessible for all dentists, DryShield is the first all-in-one isolation system to offer a full slate of autoclavable and single-use mouthpiece options.

Both options work interchangeably with the flagship DryShield isolation system.

Although DryShield autoclavable mouthpieces continue to be the most economical option for many offices, for certain practices a single-use mouthpiece option may be preferred. In particular, the single-use mouthpieces target the needs of certain hospitals, government organizations and practices that want the added convenience.

• For dentists using traditional methods: Switching to DryShield means a significant reduction in chair time, increased autonomy for both the dentist and assistant, 2-quadrant dentistry and the ability to fit DryShield into their practice’s workflow.

By increasing office productivity and efficiency, DryShield lets dentists focus on what they do best: provide quality dentistry and an ideal patient experience at a very reasonable price point. The DryShield system represents our company’s commitment to enabling dentists to grow their practices and rediscover their love of dentistry. DryShield is a winning solution for the entire dental office and their patients.

Editor’s note: Sponsored by DryShield.

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EQUIPMENT GUIDE

Bullseye alignment ring

by Flow Dental

Flow Dental’s new Bullseye is an essential add-on for any dentist who

uses a hand-held X-ray. With hand-held imaging, it’s possible that the X-ray may move during exposure and fail to align properly to the sensor, phosphor plate or film. The Bullseye alignment ring acts as a docking station, ensuring the X-ray remains properly aligned and thereby eliminating cone-cutting, blurred images and embarrassing re-takes. The universal alignment ring works with all handheld X-rays, including NoMad® and Xray 2Go*.

The Bullseye is easy to use. Dentists simply peel and stick the Bullseye ring to the acrylic shield on their handheld X-ray, then slide the aiming ring on the positioner along the aiming bar until it passively nests within the Bullseye ring. Bullseye is re-usable and mounts permanently on the X-ray device.

• “Doctor, do you use a hand-held X-ray in your practice?”

• “Would you be interested in a product designed to eliminate the risk of cone-cutting or blurred images when using a hand-held X-ray?”

Some dentists may question whether it’s practical to purchase a Bullseye alignment ring: • “I am concerned about the cost.”

• A Bullseye retails for only $20.

• “Is it disposable? How often must I replace it?”

Distributor sales representatives can initiate a discussion with their dental customers about Flow Dental’s new Bullseye by asking the following questions:

• The Bullseye is re-usable. Stick it on your hand-held X-ray and you are good to go.

• “Will the Bullseye add weight to my hand-held X-ray?”

• The Bullseye is practically weightless.

This neat little gadget takes the guess work out of handheld X-ray positioning. It’s an opportunity dentists cannot afford to miss!

Editor’s note: Sponsored by Flow Dental.

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PURELL Surface Disinfectant

by GOJO Industries, Inc.

PURELL Surface Disinfectant

offers no tradeoffs between safety and efficacy! Compared with other products, PURELL Surface Disinfectant has powerful germ kill, with no glove or rinse requirements. Using the power of alcohol, it disinfects bacteria and viruses in as little as 30 seconds. Additionally, it has the lowest EPA toxicity rating, which means there are no precautionary statements or warnings.

With rapid kill and dry times, by the time the product dries, the germs have been killed, making it possible to turn over a room very quickly. PURELL Healthcare Surface Disinfectant is effective on most hard and soft surfaces, including plastics, porcelain, metals, laminate, granite, upholstery, sealed wood, vinyl, Corian®, stainless steel and hand piece tubing.

The EPA classifies products by Categories 1-4. Products considered EPA Category 3 or lower are less safe and should include warning labels and precautionary statements. Many of these products also require dental professionals to use personal protective equipment and wash their hands after use. Some may also contain harsh fumes from bleach or other active ingredients. Fragrance-free, PURELL Surface Disinfectant is in Category 4 – the safest category.

Distributor sales representatives can initiate a discussion with their dental customers about the PURELL Surface Disinfectant by asking the following questions:

• “Doctor, how do you feel about your current surface disinfectant? Are you concerned about contact times and kill claims?”

• “Are you concerned that your current product is harming your equipment?”

• “Would you be interested in a surface disinfectant with no glove or rinse requirements and that is guaranteed not to harm your equipment?”

Some dentists may question whether it’s practical to purchase PURELL Surface Disinfectant: • “We are currently buying surface wipes and they work fine.”

• PURELL Surface Disinfectant is safe and effective. It has powerful germ kill, with no glove or rinse requirements, making it especially convenient for your staff to use.

You are guaranteed to reduce the risk of infection without harming your equipment.

Editor’s note: Sponsored by GOJO Industries, Inc.

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EQUIPMENT GUIDE

Pro Tech Lite PTL-24

by Handler Manufacturing

The Handler Manufacturing PTL-241, the latest in the Pro Tech Lite

line of workstations, is the first-of-its-kind high-tech platform for milling and 3D printing devices manufactured in the U.S.A. of heavy gauge steel and pharmaceutical grade solid work surface.

Since the advent of technology in the dental lab space, there has not been a platform built specifically for the hightech, expensive equipment used in digital dentistry. Today’s milling and 3D printing technology requires a solid, level and stable platform to operate and perform efficiently, while protecting the investment.

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The PTL-241 is stable and sturdy for all bench-top digital dentistry applications.

The PTL-241 comes standard with four lockable storage drawers to help control inventory of pucks, blocks, tools and supplies, and a single-door cabinet to house a dust collector, PC or small compressor.

The PTL-241 provides users with an ergonomic, solid platform to protect

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their investment in technology and control valuable inventory, all in one contained and controllable steel cabinet.

Handler Manufacturing can also build to suit any size, space or lab layout, including the PTL-241 with other cabinetry and Pro Tech Lite workstations for an ergonomic contemporary workflow.

PTL-241 features: • Single-door cabinet for dust collector, small compressor or PC. • Four lockable drawers to secure expensive inventory of pucks, blocks, burs and tools.

• 38-inch wide work surface with cable drops and ample space for a milling machine, computer monitor and keyboard.

• Large openings on the back of the cabinet to effectively run utilities, hoses and cables.

• Leg levelers designed to provide excellent stability, with no vibration.

• S calable/customizable to fit any space.

• Available in several standard color options.

• Dimensions: 38 inches wide x 27 inches deep x 36 ¾ inches high.

Contact Handler directly at rickladuca@handlermfg.com or (908) 233-7796, or go to www.handlermfg.com.

Editor’s note: Sponsored by Handler Manufacturing.

Bluephase G4 ®

by Ivoclar Vivadent

Bluephase® G4 is

an intelligent LED curing light with Polyvision™, a technology designed to help guarantee a more effective polymerization of lightcured dental materials. Polyvision alerts clinicians if they move the curing light probe away from the tooth while curing, and dynamically adjusts the curing time to compensate for the movement, ensuring the restoration has received the right amount of light energy needed for proper polymerization.

Moving the curing light a mere 30 degrees significantly reduces energy delivered to the restoration, possibly resulting in inadequate curing, negative patient outcomes and clinical failures,

such as post-operative sensitivity. Bluephase G4 helps alert clinician of movement, just as some automobiles alert drivers when they start drifting out of their lane.

Distributor sales representatives can initiate a discussion with their dental customers about Ivoclar Vivadent’s Bluephase® G4 by asking the following questions: • “Doctor, do you ever glance or drift away while curing a restoration?”

• “Are you aware that moving the curing light a mere 30 degrees reduces energy delivered to the restoration by more than 25 percent, possibly resulting in clinical failures?”

Some dentists may question whether it’s practical to purchase the Bluephase® G4: • “I find the Polyvision feature annoying.”

• It is easy to turn off Polyvision, however, you may find it helpful.

For instance, some toothbrushes vibrate and light up when excessive pressure is applied while brushing. At first, some patients may find this annoying, but they quickly learn better brushing techniques. Similarly, the Polyvision technology helps dental professionals become aware of movements that can result in inadequate curing.

Bluephase G4 also features Polywave™ technology, which provides a broad wavelength spectrum of 385515nm, allowing the light to cure all dental materials on the market today. The optimal cure means happier, healthier patients and, ultimately, a more successful dental practice.

Editor’s note: Sponsored by Ivoclar Vivadent.

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First Impressions

September 2019

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EQUIPMENT GUIDE

elements e-motion ™

by KaVo Kerr

KaVo Kerr is excited to introduce the elements™ e-motion endodontic mo-

tor with next generation Adaptive Motion technology. The new Adaptive Motion enables higher cutting efficiency and greater protection against file separation, deformation and transportation. elements e-motion also features an intuitive, fullcolor touch screen and a customizable interface, allowing users to program up to five pre-sets, with ten files each for streamlined efficiency. elements e-motion provides clinicians with a database of 196 pre-loaded file settings for maximum file sequence customizability.

Powered by KaVo’s 100 percent German-made technology, elements e-motion is built to be lighter, more compact and ergonomic compared to other devices. It accommodates both right- and left-handed users, with four handpiece mounting options for ergonomic comfort. The smaller handpiece head also offers improved visibility and easier posterior access. With thoughtful features, Adaptive Motion

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First Impressions

technology and a remarkably intuitive interface, the new elements e-motion motor is equipped to modernize and simplify the endodontic experience.

Clinicians who have added elements e-motion to their practice have benefited from: • Higher cutting efficiency and greater protection against file separation, deformation and transportation.

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• An intuitive, full-color touch screen and customizable interface, allowing users to program up to five pre-sets, with ten files each for streamlined efficiency.

• A database of 196 pre-loaded file settings for maximum file sequence customizability.

• One hundred percent Germanmade technology and lightweight, compact, ergonomic construction.

• Four handpiece mounting options for ergonomic comfort and a design that accommodates both right- and left-handed users.

• A smaller handpiece with improved visibility and easier posterior access.

Distributor sales representatives can initiate a discussion with their dental customers about KaVo Kerr’s elements e-motion by asking the following questions: • “Doctor, are you happy with your current endodontic file system and motor?”

• “What do you like about your current system, and what do you wish you could change?”

• “How would a new endodontic motor equipped with the latest technology and compatible with your current file system benefit your practice?”

With thoughtful features, Adaptive Motion technology, and a remarkably intuitive interface, the new elements e-motion motor is equipped to modernize and simplify the endodontic experience.

Editor’s note: Sponsored by KaVo Kerr.

The Theculmination culminationofof35 35years yearsofofresearch researchand anddevelopment, development,Tokuyama TokuyamaDental Dental isisproud proudtotopresent presentOMNICHROMA, OMNICHROMA,the theworld’s world’sfirst firstdental dentalcomposite compositethat that matches matchesevery everytooth toothwith witha asingle singlecomposite compositeshade. shade.

Color Colorand andComposites Composites AllAll smiles smiles have have something something in in common, common, and and that that is the is the colors colors that that make make upup human human teeth teeth shades. shades.

From From A1A1 toto D4, D4, allall shades shades ofof teeth teeth express express a narrow a narrow range range ofof red-to-yellow red-to-yellow color. color.

White White

AA

A1A1 A2A2 A3A3 A3.5 A3.5 A4A4

BB

B1B1 B2B2 B3B3 B4B4

CC

C1C1 C2C2 C3C3 C4C4

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D2D2 D3D3 D4D4

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Reddish-Yellowish Reddish-Yellowish

Lightness Lightness HueHue

Greyish Greyish Shades Shades Color Color Saturation Saturation

Reddish-Grey Reddish-Grey Darker Darker

ToTo match match every every smile, smile, most most composite composite brands brands require require multiple multiple shades. shades.

That’s That’s because because most most composites composites today today depend depend onon the the color color ofof red red and and yellow yellow dyes dyes added added toto the the resin resin material material toto emulate emulate tooth tooth shades. shades.

This This means means that that dentists dentists must must keep keep a large a large inventory inventory ofof diff diff erent erent composites composites toto accommodate accommodate a variety a variety ofof patients. patients.

OMNICHROMA OMNICHROMAChanges ChangesEverything Everything OMNICHROMA OMNICHROMA is the is the first first universal universal composite composite that that offoff ersers one one shade shade toto match match allall patients. patients.

The The red-to-yellow red-to-yellow structural structural color color generated generated byby OMNICHROMA OMNICHROMA combines combines with with the the refl refl ected ected color color ofof the the surrounding surrounding tooth tooth and and creates creates the the perfect perfect match match forfor almost almost every every patient. patient.

Before Before Light Light Curing Curing

A1A1 A2A2 A3A3 A3.5 A3.5 A4A4 B1B1 B2B2 B3B3 B4B4 C1C1 C2C2 C3C3 C4C4 D2D2 D3D3 D4D4

After After Light Light Curing Curing

Just JustOne OneShade Shadefor forEvery EveryPatient Patient • No • Nomore moreshade shadeselecting selectingneeded needed • No • Nomore moreexcess excessproduct productfor forincidental incidentalshades shades • No • Nomore moreexpired expiredcomposite composite

IN S I DE THE T EC H NO LO GY Structural Color Structural color occurs when different wavelengths of light are amplified or weakened by the structure of a material itself, expressing colors other than what the material may actually be.

From morpho butterflies to peacocks, some of the rarest and most beautiful colors in nature are the result of structural color.

Smart Chromatic Technology Through the utilization of Tokuyama’s spherical fillers and Smart Chromatic Technology, OMNICHROMA is the first use of structural color in composite dentistry.

OMNICHROMA’s structural color mechanism is made possible by the precise shape and size of the filler within the composite.

The 260nm identical spherical fillers of OMNICHROMA are the perfect size and shape to produce the effects of structural color to match the surrounding tooth color.

SEM Image of OMNICHROMA at 5,000x Magnification

Herculite™ Ultra

Filtek™ Supreme Ultra

OMNICHROMA

OMNICHROMA

A1 Tooth

A4 Tooth

Excellent color match

Excellent color match

A1 teeth restored using OMNICHROMA

SEM Image of OMNICHROMA at 20,000x Magnification

Tetric EvoCeram®

TPH Spectra® ST

OMNICHROMA Fillers generate red-to-yellow structural color as ambient light passes through the composite, without the need of added pigments and dyes. The red-to-yellow color combines with the reflected color of the patient’s surrounding dentition, creating the perfect match from A1 to D4 and beyond.

A4 teeth restored using OMNICHROMA

*Limit one sample kit per doctor. While supplies last. Offer valid until 11/30/19. Please allow 4-6 weeks for delivery of complimentary goods. Offer valid in US and Canada only. For evaluation purposes only. Participating doctors or dentists are obligated to properly report and reflect any bonus product, rewards, rebates, discounts or other benefit they receive on their submissions to Medicare, Medicaid, state or federally funded healthcare program and/or private insurance.

www.TheDentalFacts.com

Brought to you by Share Moving Media DentalFacts was founded in 1994 to provide timely and accurate business and technical information to the worldwide dental industry.

Today, Share Moving Media, your trusted providers of First Impressions, and Efficiency in Group Practice magazines is carrying out this legacy and continuing to deliver the most up-to-date industry news!

Subscribe today to keep up with the latest technical information in the dental industry.

Contact us today for more information...

EQUIPMENT GUIDE

TeleDent 2.0

by MouthWatch

MouthWatch recently introduced

TeleDent 2.0, a feature-rich upgrade to its field-proven all-in-one teledentistry platform. TeleDent 2.0 provides dentists with telehealth functionality comparable to that which currently enables hospitals and medical groups to efficiently practice connected care.

True healthcare for dentistry, TeleDent 2.0 takes the digital workflows seen in business and other healthcare systems and applies it to improving dental care delivery.

As with other telehealth platforms, TeleDent 2.0 can facilitate and enhance remote communication between providers and patients, while also allowing real-time clinical video consultations between patients and providers or members of a care team. The end result is more efficient clinical operations and improved patient outcomes.

Distributor sales representatives can initiate a discussion with their dental customers about TeleDent 2.0 by asking the following questions: • “Doctor, are you looking to generate additional revenue streams?”

• “Would you like to expand hygiene department hours without needing a dentist in the office?”

• “Do you need a more efficient referral system or a better way to manage rotating specialists?”

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• “Would you like to collaborate with allied healthcare providers, particularly in the case of medicallycompromised patients?”

• “Would you like the ability to exchange information directly with your patients?”

• “Would you like to expand your community outreach programs?”

TeleDent 2.0 will enable dental practice owners to transform these challenges into business opportunities.

Some dentists may question whether it’s practical to purchase the MouthWatch TeleDent 2.0.

• “My IT department is already overworked and doesn’t need another integration project.”

• TeleDent 2.0 is cloud-based software that comes with superior customer support and training. It also integrates seamlessly with most practice

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management and imaging software on the market.

• “My team won’t use it.”

•O ur experience has been that dental teams learn how to use TeleDent fairly quickly and enjoy the improved workflow and the ability to collaborate with their peers. They also enjoy the positive patient feedback.

• “It’s too expensive.”

• TeleDent is surprisingly affordable and can be easily expanded as you grow your team or add locations.

• “New, improved technology is constantly available. Perhaps I should keep my options open.”

• TeleDent is virtually future-proof.

We constantly improve the technology, and when we do, our current customers are upgraded free-of-charge.

TeleDent 2.0 may be the only technology investment dentists can make that can simultaneously improve access to both care and new revenue streams.

For more information, click here.

Editor’s note: Sponsored by MouthWatch.

Dentapen

by Septodont

A consistent injection of anesthesia is an essential step toward a more

comfortable patient experience. But dentists face a variety of issues when using a traditional syringe, such as adhering to the recommended injection time (1 milliliter in 1 minute); variations in pressure, which can damage tissue and cause discomfort to the patient; and providing consistently high-quality injections throughout the day.

The Septodont Dentapen – a new generation of electronic syringes, designed to perform less painful injections – ensures these challenges are greatly reduced.

As with most electronic syringes, the Dentapen injection is monitored with a constant flow, at the right pace, enabling the dentist to focus more on needle insertion1. The dentist remains in better control of the injection and the patient experiences less pain. According to one recent study of 50 dentists who received a palatal injection, 96 percent preferred injections from an electronic syringe vs. manual syringe, and their pain perception was reduced by a factor of two2.

A self-contained, cordless, intuitive device that matches the dentists’ habits, Dentapen is a leader among electronic syringes. There is no console, tubing, foot pads or proprietary disposables for dentists to contend with. Dentapen can be held in two different ways: by the wings, like a manual syringe, or pen-like, for a precise injection during special procedures. Dentists can use any local anesthetic cartridge and their favorite dental needle. And, patients find the small, modern look to be less threatening and more reassuring, enabling them to relax.

Distributor sales representatives can initiate a discussion with their dental customers

about the Dentapen by asking the following questions: • “Doctor, do your patients appear anxious about receiving an injection of anesthesia?”

• “Would you be interested in a new injection technique – one that is more exact and less painful for your patients?”

Some dentists may question whether it’s practical to purchase the Dentapen: • “The Dentapen costs more than traditional dental syringes.”

• True, but Dentapen offers much more than an easier way to give an injection. It ensures a much-improved patient experience. Quick injections can be painful. The Dentapen forces dentists to slow down their injection pace, thereby significantly improving the patient experience.

When patients are more relaxed, dentists can work more efficiently, with better outcomes. Dentapen is an important step in the right direction.

Editor’s note: Sponsored by Septodont.

1. CCLAD (Computer-Controlled Local Anesthesia Device).

2. Hochman MN, Chiarello D, Hochman CB, Lopatkin R, Pergola S, Computerized Local Anesthesia Delivery vs. Traditional Syringe Technique. NY State Dent J. 1997; 63:24-9.

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EQUIPMENT GUIDE

NXT Hg5 Amalgam Separator

by Solmetex

Solmetex has been

the market leader in amalgam separation for the past 25 years. Our current award-winning system, the NXT Hg5 Amalgam Separator, is available in three sizes:

• NXT Hg5 Amalgam Separator: Suitable for 1-10 ops.

• NXT Hg5 Mini Separator: Suitable 1-4 ops.

• NXT Hg5 High Volume Separator: Suitable for 11-20 ops.

The NXT Hg5 Amalgam Separator is part of the Solmetex complete solution to the EPA dental rule on the handling and disposing of amalgam waste in the dental practice. Four main components of the regulation include:

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• An ISO 11143 certified amalgam separator (NXT Hg5 Amalgam Separator).

• A properly labeled amalgam bucket for the recycling of all dental amalgam waste (Practice Waste Solutions Amalgam Bucket).

• A vacuum line cleaner with a pH level between 6 and 8 (PowerScrub Vacuum Line Cleaner with a true pH of 7).

• Proper recycling and certificates of compliance (Solmetex Compliance Center at solmetex.com).

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Distributor sales representatives can initiate a discussion with their dental customers about the NXT Hg5 Amalgam Separator by asking the following questions: • “Doctor, do you have an amalgam separator currently installed?”

• “If not, how many operatories do you have and what is your plan to purchase an amalgam separator prior to July 14, 2020?”

Some dentists may question whether it’s practical to purchase the NXT Hg5 Amalgam Separator: • “I no longer place amalgam in my dental practice. Why do I need an amalgam separator?”

• Although some dentists may no longer place amalgam, they likely continue to remove amalgam from their patients’ mouths.

• “The EPA deadline for dentists to install an amalgam separator is July, 2020. I have plenty of time!”

• Dental practices should not wait too long to purchase an amalgam separator. As we near the EPA deadline, installers are likely to be in high demand and installation costs may increase.

The NXT Hg5 series of amalgam separators meet or exceed all requirements of the EPA dental regulation. Solmetex offers a simple, turn-key solution to amalgam waste recycling, including certificates of compliance available online at solmetex.com.

Editor’s note: Sponsored by Solmetex.

System G5

by Sterisil®

The Sterisil® System G5 utilizes six stages of purification to provide

on-demand, purified and treated dental water for any dental practice. The G5 combines silver-based antimicrobial technology with integrated smart technology, making it a leader in dental water purification. It is the only dental water treatment system engineered with a Class A UV light capable of killing 99.99 percent of bacteria and viruses.*

Equipped with a touchscreen, PC app, and a network of sensors, the G5 offers water quality monitoring and realtime diagnostics for optimized dental water treatment.

Purchasing distilled water to be used as a base for treated dental water often leads to additional steps for the dental practice, which must properly treat the water to resist bacterial growth.

This can be time-consuming and costly.

The G5 eliminates trips to the store or costly deliveries to attain distilled water, as well as time spent manually dosing the water for treatment.

With the G5, both distilled quality water and treated dental water can be produced onsite with no additional costs or labor. Water is plumbed to the system from a municipal supply, such as a sink line; it’s then purified and dispensed, either as distilled quality or treated dental water.

Distributor sales representatives can initiate a discussion with their dental customers about the G5 by asking the following questions: • “Doctor, what is your current waterline treatment protocol?”

• “How much time do you spend on waterline related issues?”

• “What does an ideal waterline quality assurance protocol look like for your practice?”

• “Are you covered from liability should the quality of your dental water treatment be called into question?”

Some dentists may question whether it’s practical to purchase the G5: • “I’ve never had a problem with my waterlines.”

• Waterline issues may not always be visible to the naked eye. An HPC bacterial assessment performed by an impartial third-party lab will prove what we already know to be true: Not treating your lines leaves your patients and staff vulnerable to serious bacterial exposure.

• “The G5 costs more than other Sterisil Systems. Does it offer that much more?”

• Absolutely. An assortment of sensors and integrated smart technology make the user experience easier and more intuitive than the previous G4 System. Add a Class A UV light for upgraded disinfection and you have a powerful dental waterline treatment system in a sleek, user friendly package.

The introduction of Class A UV disinfection and smart technology exemplify a major shift in the waterline category compared to traditional chemical treatments and manual processes. The Sterisil® System G5 is poised to lead the way forward to a more user-friendly and efficient water treatment program.

Editor’s note: Sponsored by Sterisil.

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QUICKBYTES

Technology news Cool on demand Summer heat is with us a little while longer. Homeowners who install a smart thermostat like Nest can control their electric fans and air conditioners at a set schedule. But the rest of us can use a cheaper solution – a Wi-Fi-connected power outlet, also known as a smart plug. It’s simple, according to The New York Times “Personal Tech.” Leave your fan’s power switch in the “on” position.

Plug the smart plug into a power outlet, and then plug your electric fan into the smart plug. Install the plug’s companion app on your phone. Inside the app, connect the plug to your Wi-Fi network and name the plug “fan.” From here, you can schedule the plug to turn off at a specific time. If you leave the house and forget to turn off the fan, you can use the app to manually shut it off. Some examples of smart plugs: a $17 device from TP-Link, which works with an app called Kasa; and the Womo Mini, which costs around $25.

Wireless earbuds with noise cancellation Truly wireless earbuds have exploded in popularity over the past couple of years, but one feature they often lack is active noise cancellation. Sony was preparing to release its new wireless WF-1000XM3 earbuds with active noise cancellation, and Google Assistant built in, reports 9to5Google. Sony advertises strong battery life for the WF-1000XM3.

The earbuds themselves offer six hours of playback while using noise cancellation, and another 24 hours of power within the charging case. That case can also deliver 90 minutes of playtime with just 10 minutes of charging, and it also uses magnets to guide and hold the

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earbuds in place, as well as using USBC. Sony has delivered native Google Assistant with the new earbuds. A tap and hold of the right earbud’s touchpad triggers the Assistant. Other features include pausing music when one earbud is taken out, a “Quick Attention” feature that lets in ambient sound, and customizable touch controls, too. Price was expected to be $230 through outlets such as Amazon.

Protect your privacy from apps Apps on your smartphone or other mobile devices can be convenient tools to access the news, get directions, pick up a ride share, or play games. But these tools can also put your privacy at risk, warns the Department of Homeland Security. When

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you download an app, it may ask for permission to access personal information – such as email contacts, calendar inputs, call logs, and location data – from your device. Apps may gather this information for legitimate purposes – for example, a ride-share app will need your location data in order to pick you up. However, app developers gain access to this information and may share it with third parties, such as companies who develop targeted ads based on your location and interests. Some steps to take: Review app permissions; be cautious with signing into apps on public Wi-Fi networks; avoid connecting your smartphone to any computer or charging station that you do not control. More tips may be found at www.us-cert.gov/ncas/tips/st19-003

September is Dental Infection Control Awareness Month (DICAM), a proactive way to deliver education to show what’s being done to September is Dental Infection Awareness Month (DICAM), protect patientsControl and build trust in infection control. a proactive way to deliver education to show what’s being done to protect patients and build trust in infection control.

TAKE TAKE SAFETY SAFETY VIRAL VIRAL #DICAM19 #DICAM19

Whether you’re a dental practice, educator, consultant, or part of the dental trade, The Whether you’re dentalAsepsis practice, educator, Organization foraSafety, and consultant, or part of the dentalyou trade, Prevention (OSAP) encourages to The Organization for Safety, Asepsis and participate in #DICAM19 and Take Prevention Safety Viral.(OSAP) encourages you to participate in #DICAM19 and Take HELP TAKE SAFETY VIRAL WITH THE SafetyUS Viral.

SAFEST DENTAL VISIT™ PLEDGE: HELP US TAKE SAFETY VIRAL WITH THE • Comply with current Guidelines SAFEST DENTAL VISIT™CDC PLEDGE: • • • •

Have an Infection Control Coordinator Comply with current CDC Guidelines Foster a culture of infection Have an Infection Control Coordinator prevention and safety • Foster a culture of infection Educate your patients about what your prevention and safety practice is doing to protect them. Clinicians Educate yourbring patients about your don’t usually it up, and what patients practice is doing protect them.

Clinicians may be too shy totoask, so we’ve created don’t usually bring it up, and patients free campaign materials to help may be too shy to ask, so we’ve you start — and continue — this created free campaign materials to help important conversation. you start — and continue — this important conversation.

Visit OSAP.org/DICAM Visit OSAP.org/DICAM

DISTRIBUTION

TriState at 25 A broad product line, expansive equipment showroom, best-inclass equipment service program and – more recently – two GPO agreements propel distributor toward its second 25 years.

TriState Dental Supplies & Equipment celebrates its 25th year as a full-service dealer and business partner to the Northeast dental community. It has achieved that milestone by offering: • A comprehensive selection of products. (TriState is an authorized distributor of over 35,000 dental consumables from dozens of manufacturers like 3M, KaVo Kerr, DMG, GC and more).

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• An authorized partner in capital equipment with KaVo Kerr, Gendex, Midmark, Pelton & Crane and others.

• A best-in-class equipment service program, offering maintenance plans, emergency response and rapid repair services throughout the Northeast region.

• And, most recently, two new agreements with group purchasing organizations.

Headquartered in Monroe, New Jersey, TriState has a field office in Connecticut and a newly opened satellite sales office in Islip, New York. The Monroe facility serves as the company’s main distribution facility, and houses an equipment showroom with 12 fully functional operatories and a learning center.

“Our sales platform has been developed to ensure the best alignment with our customers’ individual preferences and needs,” says David Howlett, vice president of sales. “All our clients work with trained dental business development specialists to work closely with their office teams, whether it be in person or on the phone. Of course, orders may also be placed directly with a call to our toll-free number, via fax or 24/7 via our webstore customer portal.”

GPO agreements TriState penned two GPO agreements last year. In April 2018, the distributor partnered with Acurity (formerly the Greater New York Hospital Association) as the contracted vendor for dental supplies, service and capital equipment.

Published contract pricing for dental consumables is available to all Acurity member sites, including acute and nonacute care facilities, throughout the five boroughs of New York.

In October 2018, TriState formed a relationship with United Iroquois Shared Services (UISS), which UISS has been leveraging to help drive new member acquisitions.

“Partnering with GPOs has allowed us to broaden the reach of our offering across significantly wider, more keenly targeted audiences than we could touch directly on our own, particularly within institutional accounts with multiple stakeholders,” says Howlett.

“We work very closely with organizational leadership to co-develop an

exclusive, holistic program based on the unique needs and preferences of the members of that group. An engaged membership trusts their GPO representatives to vet and pre-qualify partners based on their own set of criteria, which means that our program becomes a central component of the unique set of benefits available to members.

“We take great efforts to work as closely as possible with our GPO partners’ marketing teams to deliver targeted, co-branded messaging,” he continues. “We also freely offer our marketing services to those partners that require additional resources in order to ensure member awareness and participation.”

That said, TriState’s partners are “highly

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DISTRIBUTION

“ What’s good for our clients is good for us and simply put, we are extremely confident in our group program model and the benefits it generates for our partner organizations and their members.”

– David Howlett, vice president of sales

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motivated” and do a great job of communicating benefits through their respective platforms, he adds.

“What’s good for our clients is good for us and simply put, we are extremely confident in our group program model and the benefits it generates for our partner organizations and their members,” says Howlett. He points to “the peace of mind that comes with incredibly competitive, assured and published pricing on supplies, as well as additional calendarized benefits and incentives for purchasing across multiple categories of products.

“In addition, members can work directly with a dedicated dental specialist, allowing for a deeper dialogue with office teams to create new efficiencies and to deliver savings across many other areas of their practice. Working with TriState, a group can also leverage our close relationships with manufacturer partners to arrange for continuing education opportunities, product demonstrations, hands-on workshops and seminars, etc.

“As members become more familiar with us and our program over time, we help them discover many other ways in which they can save with us on capital equipment, service, technology, etc.”

Clinicians now have more choices and more control over their destinies than ever before, says Howlett, adding that group purchasing will remain a key component for TriState’s future growth strategy.

“But the best part about the TriState business model is that because we are scaled to be truly customer-centric, we can deliver much more of a personal, custom experience in serving as an extension of our clients’ teams – to help their businesses grow and become more successful, regardless of whichever purchasing model they determine is best for them.”

OFFICE DESIGN

BY LAURA THILL

Form and Function Dental patients are drawn to an efficient and attractive practice, say experts.

Designing a new dental office is no small undertaking. As with any proj-

ect, it’s a time-consuming and costly endeavor and without an expert’s guidance, dental owners risk making decisions that can adversely impact the future of their practice. Not only is it important to design a dental office “for the future,” it is essential to design with both form and function in mind, according to Jen Rhode, Integrated Design Studio manager, Henry Schein Dental, and Ben Oliver, equipment sales specialist, Henry Schein Dental.

“At Integrated Design Studio, we focus on creating a warm and inviting environment, as well as creating a space that offers function and efficiency,” says Rhode.

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“In order to achieve the ideal work environment and ultimate patient experience, we structure the space into three zones: public, treatment and staff zone. Beyond

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flow and function of space, we partner with our team of equipment and technology sales specialists to optimize our customers’ space and identify equipment and technology needs, including chairs and delivery units, cabinetry, mechanical utilities, digital diagnostic equipment, imaging solutions and digital restorations.”

Together, Henry Schein’s Integrated Design Studio team and equipment technology sales specialists strive to create a personalized office space designed

around function, creativity and innovation. “We work with both general and specialty practices around expansions, remodels and new construction,” she says. “We offer space planning, 3D visualization and interior finish selection, such as furniture, fabric, flooring, paint, laminate, solid surface, wallcovering, artwork, décor and lighting.”

Once the dental practice works with the equipment sales specialist, such as Oliver, to select its equipment, Rhode’s

“If the practice owner needs four operatories, as well as technology, we offer a complete portfolio of costeffective solutions to meet their budget.”

– Ben Oliver, equipment sales specialist, Henry Schein Dental

team finalizes equipment specifications, installation requirements and placement. “The average equipment budget for a start-up dental practice is between $150,000- $200,000,” Oliver says, adding that dental owners’ initial concerns are how many rooms/operatories they should build and what technology they should add first.

“Typically, practitioners start with three operatories, digital sensors and intraoral cameras,” says Oliver. That said, depending on the line of equipment they select – and the cost involved – it may be more practical to begin with two operatories, he notes. “If the practice owner needs four operatories, as well as technology, we offer a complete portfolio of cost-effective solutions to meet their budget,” he says. In many cases, dentists want digital impressioning up front, but may not have the budget to accommodate it. “To help meet their needs costeffectively, we suggest different brands of operatory equipment, mechanical room equipment and other categories of equipment, thereby freeing up their budget for digital impressioning. By offering a wide range of equipment, we can provide a balance of quality and technology that dentists want.”

If dental owners don’t plan for the long-term, they risk limitations down the road, Oliver points out. “We must design dental offices for the future, which means adding 3D printing and milling units,” he says. “Designing an office without the ability to have this technology would be like designing a car without the ability to navigate!

“Designing an office around CAD/ CAM and 3D is crucial to its ability to be competitive while delivering the highest level of quality and convenient patient care,” he continues. “Clinicians often focus on how they can expand their practice based on the volume of patients, but

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OFFICE DESIGN

we encourage them to consider how a remodel – with the integration of 3D and CAD/CAM technologies – can help enhance efficiencies and increase production. Two examples of this are in sleep dentistry and implantology. The top two nitrous oxide manufacturers offer digital portable nitrous options that are both efficient and esthetic.”

Sterilization center The sterilization center is a primary consideration in designing an office, according to Oliver. “The sterilization center should be within 30 feet of all operatories and

“ We must design dental offices for the future, which means adding 3D printing and milling units. Designing an office without the ability to have this technology would be like designing a car without the ability to navigate!” preferably have two entrances to offer easy access and improve workflow and efficiency,” he says. Often, a semi-open look is created by incorporating a glass wall to separate the sterilization space from the operatory hallway, enabling patients to see the dental team at work and helping to put them at ease, he explains.

“The size of a steri-center is just as important as its location,” says Oliver.

“For a mid-size office with four to six operatories, we suggest between 12-16 linear feet of sterilization space. A linear sterilization area utilizes the space more efficiently, but sometimes an L- shape is required. A galley style sterilization area

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is also a great way to design a steri-center, preferably with an entrance on each side. For dental practices with more than six operatories, the multiple steri-centers must be addressed to ensure proper flow.

Chairside ergonomics It seems dentists often prioritize the health of their dental team and patients over their own wellbeing, notes Oliver.

“This is a topic that the equipment sales specialist should discuss with every doctor,” he points out. “For dentists new to the field, it is important that they create good ergonomic habits early on. It’s just as important for seasoned

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dentists to modify their habits to decrease spinal and musculature fatigue, which they likely have been experiencing for many years.”

For starters, equipment specialists should focus on the placement of the doctor’s instrumentation and his or her proper seating on the stool, notes Oliver. No matter where the dentist’s unit is located (i.e., chair-mounted, 12-o’clock-mounted or side-mounted), there are pros and cons, he says. “As our customers’ trusted advisor, we must discuss each option and pick the best fit for their practice. When it comes to stools, configuration and setup is key.” Even the most expensive stool available on the market may not offer the appropriate size seat pan, height or tilt for a particular dentist, he points out. “Setup is key, and an equipment specialist – together with the manufacturer – should help with this.”

First impressions Patients form their impression of the dental practice the moment they enter the waiting room. So, it’s very important that the front office reflect the level of care that the patient expects to receive, says Oliver. “Dentists should take a tip from Starbucks! On average, Starbucks completes a minor remodel every three to five years. Do they do this because the place is falling apart? No. They do this because the customers’ perception is their reality.

“Clinicians must keep their practice “up-to-date and relevant,” he continues.

“Updates do not necessarily mean adding a flat panel TV and a Keurig in the waiting room. Rather, the dental practice should maintain a clean, contemporary, welcoming environment.”

Amenities, such as beverage stations, a children’s play area, comfortable seating and charging stations, reinforce the professionalism of the dental practice and beckon patients, Rhode adds.

NEWS

Industry News Burkhart Dental Supply partners with SICAT Tacoma, Washington-based Burkhart Dental Supply announced its partnership with SICAT. As a leading innovator in the dental industry, SICAT develops and markets 3Dbased analysis and planning software, surgical guides, and therapeutic appliances for various dental disciplines. “Burkhart is constantly looking for products and services that will allow our clients to deliver the best patient experience and clinical outcomes. SICAT offerings allow us to help our clients with both of these goals,” says Lori Burkhart Isbell, Burkhart’s President.

Burkhart Dental Supply hires account manager in Oklahoma City Burkhart Dental Supply announced the hiring of Ryan Wray as a new account manager in its Oklahoma City, Oklahoma, office. Ryan Wray brings 5 years of dental industry experience to the Burkhart team.

Prior to joining Burkhart, Wray was a territory representative for Benco Dental. He Ryan Wray graduated from Eastern Oklahoma State in Wilburton, Oklahoma with a degree in speech and communications.

Cantel to acquire Hu-Friedy Cantel Medical Corp. announced that it has reached an agreement to acquire Hu-Friedy Mfg. Co., LLC, a 111-year-old global leading manufacturer of instruments and instrument reprocessing workflow systems serving the dental industry. After closing, Cantel will combine Hu-Friedy with its dental division, Crosstex, a global leader in infection prevention, sterility assurance, dental water management and conscious sedation systems.

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Hu-Friedy’s large sales and customer care team, supported by a strong marketing organization, will enhance Cantel’s commercial and customer engagement capabilities.

The acquisition will also enhance the dental division’s supply chain efficiency and enable it to better support its distribution partners while also addressing the increased concern among healthcare professionals in the areas of clinical performance, compliance, technology, education and training.

Finally, the acquisition will further help dental professionals eliminate risk and streamline operations to deliver best-inclass patient care.

“The combination of our two dental businesses provides a clear and immediate opportunity to become the leading provider of a ‘Complete Circle of Protection’ offering for instrument reprocessing workflow and infection prevention and compliance solutions in the dental industry,” said George Fotiades, president and chief executive officer of Cantel. “By bringing together our highly complementary dental portfolios, we will create a business that is uniquely positioned to address the most critical workflow needs of our customers while improving patient care.

Hu-Friedy brings us the scale, commercial capabilities and portfolio breadth to enable our dental business to be a significant driver of long-term profitable growth for Cantel.”

“We are excited to join forces with Cantel and are looking forward to the opportunities this combination will bring for our customers, employees and other stakeholders,” said Ron Saslow, chairman and chief executive officer of Hu-Friedy.

“As a leader in dental instrumentation and instrument management solutions, Hu-Friedy’s combination with the Cantel portfolio of leading infection prevention dental consumables is a perfect match to further enhance our ability to serve our dental customers.”

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