Around The Industry

Celebrate the industry.
Catch up with the latest awards and appointments, market moves and noteworthy items.

To submit items for publication contact JDT Unbound at jdt@nadl.org.


Sirona Dental Systems and Henry Schein, Inc.
Expand Distribution Relationship into the United States

Sirona Dental Systems, one of the leading manufacturers of integrated dental equipment, announced the expansion of their worldwide relationship with Henry Schein, Inc., the largest distributor of healthcare products and services in the combined North American and European markets. Sullivan-Schein Dental, the U.S. dental division of Henry Schein, will be an authorized dealer of Sirona Imaging, Operatory and Instrument products in the United States. This agreement does not include Sirona’s CAD/CAM restoration equipment.

Henry Schein’s relationship with Sirona significantly expanded in 2004 when Henry Schein became the largest distributor of dental products in Europe through its acquisition of demedis, which has always been Sirona’s largest customer outside of North America.

“We are excited about the expansion of this relationship,” said Jost Fischer, President and Chief Executive Officer of Sirona Dental Systems GmbH. “Henry Schein, Inc. is currently the largest distributor of Sirona Dental Systems products outside of the United States. We expect that the expansion of this relationship into the U.S. market will strengthen both Henry Schein and Sirona’s global position.”

"We are delighted to offer Sirona’s integrated dental equipment to our customers in the United States as well as throughout Europe," said Stanley M. Bergman, Chairman, Chief Executive Officer and President of Henry Schein. “By combining Sirona’s strong brand name and technologically advanced products with Sullivan-Schein's marketing expertise and broad dental customer base, we have an opportunity to jointly capitalize on the valuable growth opportunities within the U.S. dental equipment market.”

Island Dental Signs Distribution Agreement with KaVo America

Island Dental Co., Inc., a leading full-service dealer to dental offices across the country, recently signed a national distribution agreement with KaVo America Corp.

Under the terms of the agreement, Island Dental will offer the complete KaVo product line which includes handpieces and accessories, dental operatory cabinetry, diagnostic devices, handpiece maintenance products, operatory equipment, laboratory products and dental training systems.

According to Rick Maynard, Vice President of Kavo Instrument Sales, “We are pleased to welcome the additional Island Dental locations to our distribution network. We look forward to strong sales and service support from the Island Dental team.”

Thanks to aggressive expansion in recent years, Island Dental is able to provide KaVo with full national distribution coverage via a network of 19 locations. “We are very pleased to be the national distributor for world-class KaVo products,” said Jeff Reichardt, Island Dental’s executive vice president of sales and operations. “This partnership will result in improved availability and quicker delivery for KaVo customers.”
For more information, call your local Island Dental location or visit www.islanddental.com

3M ESPE Sales Force Offers Complete Solutions for the Dental Lab

New positions reflect dedication to setting the standards in the industry, improving communications with dental labs/dentists, and improving customer satisfaction

3M ESPE has appointed five new Laboratory and Indirect Procedure Specialists to support the dental laboratory market, part of an improved selling procedure designed to deliver complete solutions to dentists and dental lab professionals.  Bringing a wealth of knowledge and expertise to their positions, the Laboratory and Indirect Procedure Specialists include: Kevin Black, Northwest region; Steve Shimota, North Central region; Bonnie Zaborny, Northeast region; Bill Dow, Western region; and Dave Schumaker, Southeast region.

“With the introduction of Lavaô Crowns & Bridges, 3M ESPE leaped to the forefront of the indirect restorative solutions market,” said Jim Buchanan, Marketing and Sales Manager - Laboratory Products, 3M ESPE.  “This new team of Lab and Indirect Procedure Specialists provides dental labs and dentists with enhanced support for such solutions through sharing of the latest laboratory technologies and products in dentistry.”

For more information regarding dental laboratory solutions or to contact the representative in your area, please visit www.3MESPE.com/labproducts.

UK Opens Research Center

A ribbon cutting ceremony was held recently for the Delta Dental of Kentucky Clinical Research Center located in the University of Kentucky College of Dentistry. The center is the clinical arm for the Center for Oral Health Research, which is studying ways to positively affect oral health disparities and access in Kentucky. The center is possible because of a gift of $750,000 given by Delta Dental Plan of Kentucky and a matching gift from the Commonwealth of Kentucky Research Challenge Trust Fund boosting Delta Dental’s investment to UK to a total of $1.5 million. The funds will enhance clinical research efforts into oral health problems and improving oral health for Kentuckians.

"Delta Dental Plan of Kentucky is thrilled to participate with the UK College of Dentistry in a facility that is aimed at making Kentuckians healthier,” said Cliff Maesaka, president and CEO of Delta Dental Plan of Kentucky. “Dental health is a part of overall health, and basic scientific research is a vital link in helping Kentuckians make healthy lifestyle choices."

The facility represents new research space. The center boasts three state-of-the-art clinical research operatories, space for secure record storage and office space for the clinical coordinators and dental hygiene staff.

“This facility provides the college the opportunity to apply research from more basic, molecular level bench science to the very real quality of life issues plaguing too many Kentuckians,” said Sharon P. Turner, dean, UK College of Dentistry.  “We are excited about the possibilities of helping people with the discovery of new, readily applicable knowledge and we are extremely grateful to Delta Dental of Kentucky for making this long-held dream a reality.”

Participating in the official ceremony were Dr. Clifford Maesaka, president and CEO, Delta Dental Plan of Kentucky; UK Provost Mike Nietzel; Dr. Sharon P. Turner, dean, UK College of Dentistry; and Dr. Jeffrey Ebersole, associate dean for Research & Graduate Studies, UK College of Dentistry.

The center provides a state-of-the-art facility to support planning, education and completion of clinical research studies. The close proximity and collaborations with UK’s General Clinical Research Center and Clinical Research Organization provides a unique opportunity for carrying out clinical research involving multi-disciplinary teams of dentists, physicians and health care ancillaries.

Kentucky has the highest rate of edentulism - total loss of teeth - in the United States, resulting from periodontal disease and/or tooth decay. In addition, when the bacteria in the mouth or their toxins from the bacteria get into the blood, they can increase the risk for general health problems, such as cardiovascular disease and diabetes, and appear to contribute to the pre-term and low-weight birth of newborn infants that may lead to long-term health problems for the child.

Among a variety of federal and industry sponsored research projects, current research studies include: effects of periodontal disease/chronic infections on pre-term birth; effects of gestational diabetes on periodontal disease and its relationship to obstetric outcomes; the effects of nutritional supplementation on the treatment of periodontal disease; the relationships between smoking, genetics and periodontal disease; the viral-bacterial interactions in periodontal disease; and the use of saliva for diagnosis of oral and systemic conditions.

Sirona Concludes Record Year

Sirona group sales increased by 13 percent to 320 million euros in its recently concluded financial year 2003/04. Operating results (EBITDA) increased to a record high of 71 million euros, an improvement of 17 percent.

In the past financial year Sirona, one of the world's leading manufacturers of dental equipment, considerably increased its sales and operating results comparable to the previous year (EBITDA). Revenues were 13 percent higher at 320 million euros (2002/03: 284 million euros). Operating results comparable to the previous year (EBITDA) increased by 17 percent to 71 million euros, EBITDA for the period was 22% of sales. While the operating results improved significantly, the company recorded an after tax net loss of 13 million euros due primarily to costs directly related to the 2004 change in ownership from Permira to EQT.