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For Dental Professionals June, 2010 A partnered publication withSales Dental Sales Pro •

For Dental Sales Professionals

Open to Change

With the help of their sales reps, general dentists can offer more restorative procedures.

December 2017

THE COMPACT MAKES A BIG CHANGE To help any user of air driven handpie ces conver t to electric and enjoy the full b e n e fi t s o f i t s h i g h f u n c t i o n a l i t y. A b i g change in treatment environment is b rou g ht w ith o n l y a m ino r a d diti o n to th e current equipment in your off ice.


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Open to Change With the help of their sales reps, general dentists can offer more restorative procedures.



Publisher’s Letter

Embracing Change

What You May Have Missed

8 12 14 23 28 44 46 48 4

The Ideal Cure: As curing technology has become increasingly sophisticated, curing lights have become more and more diverse, leading dentists to question which light solution and bulk fill composite best meets the needs of their practice.

Ask the Expert

The Best Years are Yet to Come

Twenty years later, the merger of Sullivan Dental with Henry Schein Dental is still going strong.


A former practicing dentist and current sales expert answers your questions

Raising the Bar

Healthy Reps

As dental practices – both large and small – face greater demands, service technician Greg Rehms works harder than ever to exceed expectations.

Relationships: A public health priority



Four Ways to Build Resilience

Instructions for Use

What they are and why they are important to the dental practice

Windshield Time

Automotive-related news


Technology News

First Impressions

Whether it’s growing and selling Christmas trees, or satisfying a dental practice, the goal is the same for Andy Mutch: Smiles.



December 2017

Smile after Smile

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BILL NEUMANN Editorial Staff

Embracing Change When I sit

down to craft the publisher’s letter, I sometimes have a theme or current topic I’d like to focus on, and other times I read through the articles that will appear in the current issue to find something relevant to discuss. I often joke with people in the dental industry that writing the publisher’s letter is one of my least favorite things to do. However, once I sit down to write it, I end up learning a lot. I am forced to really think about what is going on at that particular moment in our industry, and how it relates to our readers. ‘Change’ is the theme of this publisher’s letter and this issue. Each article in this issue referenced significant changes in our industry. Our industry is not alone when it comes to change. One only must look at the retail landscape, publishing, and even transportation, to see rather rapid and drastic changes. In dentistry we are seeing advancements in technology that are impacting almost every aspect of our customers’ business. Your challenge as a sales representative is to understand that change, and then guide your customers to the right products and services that will keep them ahead of this evolution – to their advantage and to the benefit of their patients. As we close out our 10th anniversary publishing First Impressions, we have some insightful content that you don’t want to miss. Our First Person column features an interview with Tim Sullivan, President of the North American Dental Group at Henry Schein. Tim looks back on the merger of Sullivan Dental and Henry Schein 20 years ago. He also speaks about what has changed and the increased pace of this change. Tim points out that even with this rapid change, some things remain the same: focusing on people, mentorship and work/life balance. These remain keys to running a successful business. In Open to Change, David Rice, DDS discusses restorative dentistry and how technology is a valuable tool to enhance the patient experience. This technology also requires dentists to adapt to change as they integrate new equipment, procedures and processes into their practices. Rounding out the theme of change, our Service Tech Profile on Greg Rehms of Burkhart Dental focuses on the tech’s role in helping practices adapt to constantly evolving technologies, such as digital radiography, milling machines and intraoral scanners. With all this talk of change, you will also enjoy a more traditional and steadfast article. Our Rep Corner article features Andy Mutch of Benco Dental and his family’s Christmas tree farm. In my opinion, the most successful reps will be the ones who embrace new technology and change, and in turn, help their customers adapt. You will need to help your customer overcome their fears, and together, make the necessary advancements to create a more successful practice. Cheers to change, Bill Neumann


December 2017

First Impressions

Editor Laura Thill lthill@ Managing Editor Graham Garrison ggarrison@ Founder Brian Taylor btaylor@ Publisher Bill Neumann wneumann@ Senior Director of Business Development Diana Craig dcraig@

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

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 First Impressions (ISSN 1548-4165) is published bi-monthly by Share Moving Media., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Copyright 2017 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 Rick Cacciatore, Patterson Dental Frank Cohen, Safco Steve Desautel, Dental Health Products Inc. 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



Ideal Cure

As curing technology has become increasingly sophisticated, curing lights have become more and more diverse, leading dentists to question which light solution and bulk fill composite best meets the needs of their practice.


December 2017

First Impressions

Curing lights today are an integral part of modern dentistry, notes Sha-

shikant Singhal, BDS, MS, director of professional services, Ivoclar Vivadent, Inc. “Nowadays, curing lights are used not only to polymerize dental composites, but also to cure dental adhesives; resin cements in various clinical situations, like curing through ceramic restorations; post and cores; and deep restorative cavities,” he says. “Therefore, to provide an ideal restoration with long-term clinical success, it is critical for a clinician to select a curing light that meets all the requirements.” Curing light technology features quartz-tungsten halogen, plasma arc, argon laser and most contemporary LED curing lights, he adds. But, that begs the question: How can dental providers determine the ideal curing light solution for the needs of their practice?

The science behind the cure

is calculated by the power intensity of a curing light exposed over a period,” he explains. To ensure adequate polymerization, most manufacturers recommend between 10 and 20 seconds of light polymerization for a resin composite, with a curing light power intensity of 1000 mW/cm2. “The light units with lower power intensity can result in compromised polymerization of a resin composite,” he points out. Finally, it is also critical to have uniform distribution of light – or beam homogeneity – at the end of the curing light probe to ensure the composite material is uniformly and adequately polymerized, he says. “A non-uniform distribution of light energy results in localized hot spots of adequate energy, resulting in inadequate polymerization of the remaining exposed composite surface. These lights tend to be more economical, but they have limitations, such as a non-ho mogenous beam profile or a narrow spectrum, – Shashikant Singhal, BDS, MS, director of which can compromise professional services, Ivoclar Vivadent, Inc. Shashikant Singhal the clinical outcome.” ® Ivoclar’s Bluephase Style curing light from Ivoclar Vivacoupled with matrix, using coupling agents; and photo-initiators, according to Singhal. “The photo-initiators absorb light energy of dent meets Singhal’s standards for wavelength spectrum, specific wavelengths from curing light units,” he explains. “The power intensity and a homogenous beam profile. “Bluephase energy absorbed excites the molecules and enables the formation Style curing lights are equipped with advance polywave light of free radicals; this, in turn, initiates polymerization.” For years, emitting diode technology, enabling them to achieve an opclinicans relied on the photo-initiator, Camphorquinone, he points timal broad spectrum wavelength range from 385 - 515 nm, out. However, Camphorquinone has a yellowish color, prompting with high power intensity of 1,200 mW/cm2,” he says. “Polywave the use of lighter colored initiators, such as Lucirin TPO and phetechnology serves as a benchmark for many clinicians, as it ennyl-propanedione (PPD). Recently, Ivoclar Vivadent patented a new ables them to cure all dental restorative materials with difphoto-initiator, Ivocerin, designed for use in bulk fill technology and ferent photo-initiators systems (e.g. Camphorquinone, Lucirin color stable resin cements. TPO, phenylpropanedione (PPD), Ivocerin etc.). Additionally, When purchasing a new curing light, Singhal looks for light Bluephase Style curing lights are equipped with a parallel light units that offer a broad wavelength spectrum, high power intensity guide, which helps reduce light-intensity loss when the light and a homogenous beam profile – attributes that ensure the curguide needs to be held at distances from the material to be ing light unit will adequately polymerize all resin-based material, he irradiated.” The Bluephase Style’s light guide, in combination notes. “Photo-initiators absorb light energy of a specific wavelength with the unit’s ergonomic pen design, ensures easy access to spectrum to facilitate the polymerization,” he says. “Most – but not the entire mouth, he adds. all – contemporary LED curing lights have a narrow wavelength spectrum of 430 - 480 nm. The absorption spectrum of CamMyths and challenges phorquinone (CQ) is between 390 – 510 nm, and Ivocerin is beFew non-surgical restorative procedures today do not require tween 370-460 nm.” By comparison, Lucirin TPO and PPD absorb the light polymerization of dental materials. “While there has light in the range of less than 430 nm, and the materials may not be been much attention to the details of diagnosis, clinical procecured properly using a narrow spectrum LED curing light, he adds. dures and the development of improved adhesives and resins, It’s also important to consider the amount of energy relight polymerization is often taken for granted,” says Singhal. quired to adequately polymerize the material, says Singhal. “This Some clinicians may not fully understand the curing process, he The rapid changes in light curing technology in recent years – and the impact this has had on the chemistry of light-cured resin-based materials – makes it more important than ever for dentists to fully understand the curing process, as well as challenges. “Clinicians must understand the chemistry of the composite, their curing lights and the polymerization technique, as inadequate polymerized composite restorations tend to show high wear, chipping, catastrophic fracture and compromised esthetic by staining,” says Singhal. For starters, light cured resin-based materials consist of a number of ingredients, including resin matrix; filler particles

“Curing lights are used not only to polymerize dental composites, but also to cure dental adhesives; resin cements in various clinical situations, like curing through ceramic restorations; post and cores; and deep restorative cavities.”

First Impressions

December 2017


WHAT YOU MAY HAVE MISSED notes. “Not all curing lights are the same, and not all hard materials are completely polymerized, and it’s important that dentists be aware of this,” he says. Indeed, there is much variance from one curing light to another, Singhal points out. Higher end curing light units, designed with a higher quality LED curing light, tend to provide consistent power output over longer periods of time, he notes. It’s equally important for dental offices to measure power output of their curing lights regularly. “Dental manufacturers invest in a high-quality radiometer devices like an integrating sphere, which can measure power output of a curing light with accuracy of ± 5 percent, however these devices are expensive,” he adds. “Other less expensive chairside radiometers are also available.”

Again, dentists get what they pay for, and the less expensive, conventional hand held radiometers fail to provide accurate light intensity measurements, in his opinion. “Most handheld radiometers are only capable of measuring power output over a small area of the probe, resulting in an inaccurate or false reading,” he says. “In contrast, Ivoclar Vivadent’s Bluephase® meter II features a surface sensor, permitting the meter to measure power output over the radiating surface of the curing light probe with an accuracy of ± 10 percent.” Investing in higher end equipment and materials not only helps ensure optimal results, it often saves dentists – and patients – time, Singhal notes. For instance, using traditional resin-based filling material requires a longer time to polymerize increments of composites, while restoring deep cavities, he says. “Factors such as air bubbles, compromised adaptation of layers, contamination and heat generation from multiple polymerization cycles during the restorative procedure can further compromise the clinical outcome,” he explains. “Other factors, like composite shades and 10

December 2017

First Impressions

translucencies, can also affect the light polymerization reaction. Lab studies have shown that darker, opaque dentin shades require higher light energy for polymerization compared to lighter, more translucent enamel shades. Conventional initiator systems alone are unable to cure increments exceeding 1.5 - 2 mm. So, it’s critical that clinicians consider all variables during polymerization of these materials.”

Bulk fill composites Dentistry is quickly changing, notes Singhal, and with that comes the availability of increasingly efficient products – including bulk fill composites. “These materials have higher depth of cure compared to conventional composites and allow clinicians to restore cavities in thick increments of 4-5 mm, decreasing chairside time without compromising clinical outcome.” Dental manufacturers can achieve an increased depth of cure by increasing either the concentration of photoinitiators, curing time or translucency of the material, he says. “Increasing the concentration of photoinitiators and polymerization time will enhance reactivity of the material to light energy, whereas increased – Shashikant Singhal translucency allows deeper light penetration to achieve a higher depth of cure,” he explains. That said, increasing photoinitiator concentrations can decrease working time, while an increased polymerization time means greater heat generation from the curing light unit and a longer chairside time, and increased translucency can compromise the esthetics of the restoration. Unlike conventional approaches, which employ a composite layering technique, Ivoclar Vivadent’s Tetric® EvoCeram Bulk Fill composite – a light cured composite indicated for direct restorations in posterior teeth and for class V restorations – has a sculptable viscosity and is formulated to be light polymerized in bulk increments of up to 4 mm, notes Singhal. “The time required to adequately polymerize this material from a light curing unit with

“While there has been much attention to the details of diagnosis, clinical procedures and the development of improved adhesives and resins, light polymerization is often taken for granted.”

an intensity greater than 1000 mW/cm2 is only 10 seconds,” he says. “Tetric EvoCeram Bulk Fill includes a patented light initiator/polymerization booster, Ivocerin, for a high depth of cure. It combines advanced composite-filler technology to achieve the desired mechanical properties and high surface finish; a pre-polymer shrinkage stress reliever to minimize polymerization shrinkage stress; and a light sensitivity filter for adequate working time. “Ivocerin is truly an innovation in photo-polymerization technology,” he continues. “Traditional photo-initiator systems, such as Camphorquinone, have limitations, such as low quantum efficiency (low sensitivity to light). In addition, the use of amine-based co-initiators with Camphorquinone may cause discoloration of composite material due to the oxidation of the remaining amine component. To overcome these challenges, and to innovate an ideal photo-initiator technology for contemporary bulk fill materials, Ivoclar Vivadent collaborated with Professor R. Liska of the Vienna University of Technology to develop and patent the germanium-based photo-initiator, Ivocerin. Unlike conventional photoinitiators, Ivocerin is approximately ten times more reactive to the curing light, thereby requiring less light energy. The absorption spectrum of Ivocerin ranges from 370 nm – 460 nm, so light can be activated using commercially available curing light units. And, Ivocerin’s amine free chemistry ensures that composite materials are highly color stable.” For Ivoclar Vivadent Inc., innovation comes down to the ability to perfect strategies, products and services, Singhal points out.

“Clinicians must understand the chemistry of the composite, their curing lights and the polymerization technique, as inadequate polymerized composite restorations tend to show high wear, chipping, catastrophic fracture and compromised esthetic by staining.” – Shashikant Singhal

“We strive to anticipate our customers’ needs, and we continually challenge our research and development team to find better, more effective and efficient solutions to meet clinicians’ requirements. “Ivoclar’s research and development team includes chemists, researches and well-trained dental professionals, who understand what dentists truly need to run a successful practice,” Singhal says. “Once a product is developed, our team creates educational content, such as scientific literature and animated and clinical tip videos, which are available on the Ivoclar Vivadent North American website.” These resources – as well as online training sessions – are available to dentists, as well as their staff and their distributor sales reps, he adds. “Our longtime customer service support, which includes experienced clinicians, registered dental hygienists/ assistants and trained customer service representatives, is always available. We mean it when we say, ‘Customer satisfaction is guaranteed!’”

First Impressions

December 2017




Q: Why is it so challenging to help dentists solve their problems? Editor’s note: Anthony Stefanou, DMD, will answer reps’ questions on their dental customers. Email him your questions at or visit


December 2017

First Impressions

A: This is a broad question, but a very important one. For start-

ers, let’s state that one of the three general rules of sales is to solve problems. That, along with asking questions and listening, as well as gaining trust, will probably always be what is necessary to be successful in sales. Having said that, when talking about problem solving, what does this mean specifically when it comes to dental sales?

In our sales training workshops, we spend a great deal of time covering this issue, because it has to first be recognized as a psychological concept, so taking a step back is necessary before providing the answer to why problem solving is somewhat different when prospecting dentists. The way to truly become effective at implementing the proper approach is to give examples and work on it through exercises. For now, we can address the basics so that we can at least make a slight shift to our approach.

Questions to ask If you aren’t seeing the results you expect as the problem solver, it is mainly because of the assumptions you are making, which we will get to in a moment. Let’s begin by saying that you can’t solve a problem unless you know what the problem is (to the dentist). So, here are three questions: 1. How does a dentist define the “problem”? 2. Who is communicating the “problem”? 3. How is the “problem” being communicated? When we begin working for a dental company in sales, we learn three main areas: the company itself, the products/ services offered, and the competition. That’s fine, and has to be done. This also usually involves being trained to believe that your company has the best product for the dentist, and the company trainers will tell you so you can tell dentists why. Dentists need your product because it solves “x” problem for them, which dentists aren’t doing well, or can be doing better. Herein lies the inherent breakdown. Neither the “we are the best” or the “we can solve your problem” works well. Dentists are told by everyone they speak to that the product is the best, and also told that they need the product for “x” reason. Looking at these statements closely, we can see that sales reps are starting with assumptions. It’s almost as if all dentists have the same problem, and if we can just get in front of them and impress them with the answer, we will win the account. What if you were selling life insurance instead of a dental product? If you started conversations with your prospects assuming they don’t know anything about life insurance, they don’t have life insurance, they a specific type of life insurance, you would probably admit you were off on your assumption, and most likely the sale wouldn’t go well. Going back to the dentist, when we assume we know their problem, and then we communicate the problem to them, their reaction is to get defensive. No one likes to be told their problems, and dentists in particular don’t like to be told why they need something. Do you?

No one likes to be told their problems, and dentists in particular don’t like to be told why they need something. Do you?

If we also assume that all the dentists in your territory have the same problem, we get ourselves deeper in trouble. Every dental office is different (this is why scripting and assumptions in general don’t work), and dentists buy what they want, not what they need. Want and need are two entirely different things. The dentist gets to decide what their problem is, and even if they already know and it is in line with what you think, they have to be allowed to communicate it before you do. Dentists have a specific way of defining the word “problem” in itself, which generally is different than what reps are taught the definition. It’s not complicated. It simply comes down to the word want. A problem is really getting them to tell you what they want. How do you do that? You ask! Once you get to learn how to tweak your approach this way, things fall in to place nicely. Here’s what it comes down to: • Dentists generally know what they want. If it differs from what they are doing/using, then it becomes their problem. • You have to ask and let them verbalize the problem to you. If your product, company, or service can solve it, you know that now because it has been communicated to you. Whether you were right or wrong about the problem doesn’t matter. All that matters is that you find out what they consider their problem to be. Sounds simple right? It comes down to a change up front. You can’t solve a problem unless you allow the dentist to communicate it to you!

First Impressions

December 2017



Relationships: A public health priority

Elevating social connection should be a public health priority, according to an article in a special issue of American Psychologist, the journal of the American Psychological Association. A robust body of scientific evidence suggests that being in high-quality close relationships and feeling socially connected are associated with decreased risk of mortality, according to researchers. Social isolation, loneliness and relationship discord are well-established risk factors for poor health. Despite the importance of social connection for good health, government agencies, healthcare providers and healthcare funders have been slow to recognize social connection as a public health priority, according to the authors. They give an overview of the extent of the problem (as many as 43 percent of U.S. adults older than 60 experience frequent or intense loneliness) and provide suggestions on how to integrate social relationships into public health priorities by researching and developing interventions to improve social connection.


December 2017

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An epidemic of loneliness? Writing for Harvard Business Review, former U.S. Surgeon General Vivek Murthy spotlighted the growing “loneliness epidemic,” its risks to a person’s health and happiness – and five ways to fight back, beginning in the workplace, reports The Advisory Board Company. According to Murthy, “Companies in particular have the power to drive change … not only by strengthening connections among employees, partners, and clients, but also by serving as an innovation hub that can inspire other organizations to address loneliness.” Five steps to foster social connection at work are: • Evaluate how socially connected your workplace is. Do people feel valued by colleagues? Does the culture support giving and receiving kindness? • Foster understanding for what a “high-quality” relationship looks like. Positive emotions, such as kindness, compassion and generosity, enhance performance and resilience. • Prioritize the development of social connections. “Designing and modeling a culture that supports connection is more important than any single program,” says Murthy. • Urge workers to help others and accept themselves. “Although it may seem counterintuitive to assist others when you are feeling lonely, extending help to others and allowing yourself to receive help builds a connection that is mutually affirming,” Murthy writes. • Create opportunities to learn about colleagues’ personal lives. According to Murthy, “The likelihood that authentic social connections will develop is greater when people feel understood and appreciated as individuals with full lives.”

It’s not your imagination: Food allergies are increasing Food allergies are commonly thought of as a childhood condition, but for some children, food allergies continue into adulthood, and adult-onset food allergy does occur, according to Robin Gelburd, president of FAIR Health. Healthcare claims data suggest that food allergies are predominantly, but not exclusively, found in young people. Almost a third (27 percent) of all claim lines with diagnoses of history of food allergy were attributable to patients between the ages of 0 and 3. Preschool age children (4-to-5-year-olds) accounted for 8 percent of the total, with individuals between the ages

First Impressions

December 2017


HEALTHY REPS of 6 and 18 making up an additional third (31 percent). Altogether, patients 18 years old and younger accounted for 66 percent of the claim lines, those over 18 years old the remaining 34 percent. Private insurance claim lines (the individual procedures or services listed on an insurance claim) with diagnoses of anaphylactic food reactions climbed 377 percent nationwide from 2007 to 2016, according to FAIR Health. Among specifically identified foods causing anaphylaxis, the most common was peanuts (26 percent), followed closely by tree nuts and seeds (18 percent).

Colon cancer growing concern for white Americans under 55 Colorectal cancer (CRC) incidence has been increasing in the United States among adults younger than 55 years since at least the mid-1990s, with the increase confined to white men and women and most rapid for metastatic disease, reported researchers in the Journal of the American Medical Association (JAMA. 2017;318(6):572-574. doi:10.1001/jama.2017.7630) Although CRC mortality is declining overall, trends for all ages combined mask patterns in young adults, which have not been comprehensively examined.

A robust body of scientific evidence suggests that being in highquality close relationships and feeling socially connected are associated with decreased risk of mortality.

Improving bone mineral density in prostate cancer patients One in two men with prostate cancer receives androgen deprivation therapy (ADT). Unfortunately, ADT is associated with many potential adverse effects, including significant bone loss and increased risk of fractures. But researchers from McMaster University report in Annals of Internal Medicine that evidence shows improvements in bone mineral density with biophosphonates, but whether this is associated with reduced fractures remains unclear. Evidence from available trials show fracture reduction was restricted to one drug: denosumab. 16

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Progress stalls in preventing stroke deaths Progress in preventing stroke deaths has slowed, following years of progress, according to the Centers for Disease Control and Prevention. While the CDC does not specifically address the reasons behind the slowdown, other studies point to increased numbers of Americans with risk factors such as high blood pressure, obesity, and diabetes. Almost 800,000 people have a stroke each year and more than 140,000 die, even though about 80 percent of strokes are preventable. Blacks continue to have the highest stroke death rates among all races/ethnicities, and stroke death rates increased among Hispanics by 6 percent each year from 2013-15.

Take a movement break Excessive sedentary time, whether accumulated throughout the day or accrued in prolonged, uninterrupted bouts, is a significant risk factor for all-cause mortality, regardless of exercise habits, according to researchers. Taking movement breaks every 30 minutes throughout the day could help to mitigate the negative health effects of too much sitting. A study published in Annals of Internal Medicine suggests that physical activity guidelines should target reducing and interrupting sedentary time in addition to setting daily goals for moderate- to vigorousintensity physical activity. Researchers at Columbia University Medical Center, New York-Presbyterian/Weill Cornell Medical Center and other institutions studied a national cohort of 7,985 black and white adults aged 45 years or older to examine the association between sedentary behavior (its total volume and accrual in prolonged, uninterrupted bouts) and allcause mortality. Sedentary time was objectively measured using a hip-mounted accelerometer. According to the authors, taking a break from sitting every half hour could help to mitigate the negative effects of sedentary time.


The Best Years are Yet to Come Twenty years later, the merger of Sullivan Dental with Henry Schein Dental is still going strong.

When Tim Sullivan

met with the Henry Schein Dental team 20 years ago – including company heads Stan Bergman, chairman and CEO, and Jim Breslawski, president and CEO of Henry Schein Global Dental Group – he was confident he had found a home for his distributorship, Sullivan Dental. “I knew these were good people that I and the team at Sullivan Dental could work with for a long time,” he recalls. Still, he never envisioned how smoothly the two companies would merge, and how quickly the first 20 years would transpire. In spite of their differing market strategies, Sullivan Dental and Henry Schein Dental had “organizational cultures that were very much aligned,” Sullivan points out. “Both companies understood that success was based on the balance between employees, customers, suppliers, shareholders and the communities around us,” he says. “That balance has been the Team Schein Mosaic of Success.” First Impressions Magazine spoke to Sullivan about the factors that inspired the merger and the challenges – and rewards – that followed.

First Impressions

December 2017


FIRST PERSON First Impressions Magazine: What influenced Sullivan Dental to join Henry Schein Dental? Are these factors still in play today? Tim Sullivan, president, North American Dental Group, Henry Schein: I recently wrote an internal blog of sorts to all Team Schein Members that was titled, “Staying True 20 Years Ago and Today.” So much is written these days about all the change that has transpired in the world, and how that pace of change is increasing. That fact is incredibly true, but I wanted to pause a moment and remind our team (and myself) that while much has changed, much has also remained the same. I wrote about three factors: • People. Without a great team, we cannot generate results for our key constituents. • Mentorship. It’s not just about finding good mentors, but becoming one. • Balance. It’s easy to talk about balance, but tough to find it. I encouraged our team to find time for all the things that bring balance to their lives.

Sullivan: The greatest reward has been to be a part of Team Schein for 20 years, and knowing this has been the right decision for the Sullivan Dental team. At this year’s Dental National Sales Meeting in Nashville, Tenn., we celebrated the 20th anniversary of the merger, and I asked all those in the room who were with us at the time of the merger to stand. I took GREAT pride in seeing a room filled with dozens of Team Schein Members who know what a critical role they’ve played in helping build the company we are today. Recognizing the others in the room who have joined us since 1997 was another gratifying moment – one that continues to give me a sense of great pride and personal reward. I also have gained a personal sense of accomplishment and fulfillment knowing how proud my father, Bob, would be about what we have been able to achieve as the market leader.

FI: How has the Sullivan-Schein relationship evolved over the past 20 years? Sullivan: The digitalization of dentistry, combined with customer consolidation, has forced our company – and the industry – to evolve. The good news is that we remain While reflecting on these three facWe communicated the plan, committed to flexibility and adaptability, tors, I realized they were the same mesno matter how big we get as a company. sages that influenced my decision to adjusted it as needed and Our customers have evolved in both size complete the merger with Henry Schein executed it. By being transparent and digital capabilities, as well. We believe 20 years ago. about our plan, we were able we are the market leader today due to our FI: What were the greatest challengto build relationships based on adaptability to address both of these dyacross all segments of the mares involved in merging the two comtrust. Once you have established namics ket (single office-based practitioners to panies? How did you address them? trust, you can accomplish most mid-sized and large group practices). We Sullivan: We had to announce the mergdo our best to see where the market is er in August, but could not actually merge anything with your team. heading and then invest in the resources the organizations until the deal closed in required to address those dynamics. Or, to put it another way, we November. This made the initial three months incredibly chalgo where the growth is. lenging, because we could only speak to the how and why. Everyone could see the benefits of merging Sullivan Dental and FI: What have you considered to be the most pressing Henry Schein, but we couldn’t actually do anything other than industry challenge in the last 20 years, and how has the talk about it for three months. The next big challenge was to go Sullivan-Schein relationship enabled Henry Schein Dental live and ensure the walk matched the talk. This, too, takes time, to successfully address this challenge? and time is something rarely on your side. What did we do to Sullivan: We break down our strategic plan into three-year segaddress these challenges? We communicated the plan, adjusted ments. This year not only marks both the end of our last threeit as needed and executed it. By being transparent about our year strategic plan, we also find ourselves immersed in working plan, we were able to build relationships based on trust. Once on the next three-year strategic plan. We see the continuation you have established trust, you can accomplish most anything of digitalization and customer consolidation progress at a much with your team. I look back now on those merger mania years faster pace than anything we have seen before. Therefore, we and smile. We often talk about the good ole days, yet today’s need to continue to invest in the areas that will drive further cuschallenges are simply tomorrow’s good ole days. tomer value. If we remain committed to our customers’ success, I am confident we will live up to Stan Bergman’s message: “Our FI: What has been the greatest reward you’ve experienced best years are yet to come!” since the merger 20 years ago?


December 2017

First Impressions


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Raising the Bar As dental practices – both large and small – face greater demands, service technician Greg Rehms works harder than ever to exceed expectations. 20

December 2017

First Impressions

A lot has

changed in the 28 years since Greg Rehms joined Burkhart Dental as a field service technician. But the importance of the tech-customer relationship has remained the same – and likely always will, he notes. “Just about anyone can fix equipment, but it takes a certain personality type to know how to foster relationships,” he says. “Service techs must be able to do both, and do them well.

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Axess® is a registered trademark of Crosstex International, Inc., a Cantel Medical Company. Accutron™ is a trademark of Accutron, Inc., a subsidiary of Crosstex International, Inc.

SERVICE TECH PROFILE “My customers have always relied on my knowledge and my ability to ensure their equipment functions efficiently,” Rehms explains, making it as important as ever for techs to build strong, trusting relationships with their customers. “At Burkhart, we are very relationship-oriented. Over the years, I’ve built greater customer trust with each service call and equipment installation, and I’ve grown closer than ever to the dentists and their staff.”

The evolving practice

“Just about anyone can fix equipment, but it takes a certain personality type to know how to foster relationships. Service techs must be able to do both, and do them well.”

around our customers’ needs,” he says. “Our account managers work long hours, and I must be respectful of their time. This calls for optimal time management skills on my part.” Communication between service techs and sales reps – and lots of it – is key to meeting their customers’ needs, he adds. “It’s important that we are always on the same page, especially with regard to recommending new equipment. We want to ensure our customers get the best solution possible and don’t want to confuse them by offering more than one opinion.”

Today, dental practices are under greater pressure to ensure their practice is profitable, Rehms notes. They must work DSOs – a growing trend more closely with insurance companies In the face of these challenges, Rehms – Greg Rehms, Burkhart Dental, and adapt to constantly changing techhas seen many dentists – particufield service technician. nology, including digital radiography, larly newer ones who carry debt from intra-oral scanners and milling madental school – join dental service chines, as well as learn to log and track equipment problems organizations (DSOs). Regardless of the size of the denin their computer system. “Overall, dental practices have tal practice, he makes it a point to never lose sight of his adapted to new technology very well,” he says. “But, the ones customers’ needs and expectations, and then exceed their who fare best are those devoted to training their staff. And, expectations. “In order to give my dentists the very best it’s important that they devote sufficient time to training. It’s service they deserve, I need to take time to communicate not just a matter of exposing the dental staff to new equipwith them,” he explains. That said, working with a multi-site ment, but ensuring they are truly comfortable with the new dental practice comes with a unique set of challenges. “One technology. The difference can mean a of my newer customers is a DSO with much happier practice! eight locations,” he says. “The chal“As dentists get increasingly buslenge for me has been to get to know ier, it’s becoming harder to schedule all of the dentists and staff across all face time with my customers,” Rehms of the offices, and build that trust.” continues. “As a result, it has become Indeed, he looks forward to the relaincreasingly important for me to stay tionship growing based on honesty and on top of services calls, parts ordering clear communication. and van inventory, office checks for “I helped facilitate a meeting new equipment, technology and trainbetween the two owners of this DSO ing. Service techs who aren’t orgaand Burkhart’s president, Lori Burnized and detail-oriented will struggle, khart,” Rehms says, noting that the and it’s bound to have an impact on emergence of DSOs continues to be their customers.” an important industry trend. “I’m very As the demands on dentists have excited about this. It’s critical for Burchanged, so too has the relationship khart to be in close touch with our between service techs and their field customers and make them feel that sales rep counterparts, notes Rehms. much more appreciated. The bottom “Today, the service tech-sales rep relaline is, no matter who our customer is, tionship requires joint strategic planning we’re all in this together.” – Greg Rehms

“Over the years, I’ve built greater customer trust with each service call and equipment installation, and I’ve grown closer than ever to the dentists and their staff.”


December 2017

First Impressions



“Success is not final, failure

is not fatal, it’s the courage to continue that counts.” It was inspirational when Winston Churchill said it. But for most of us, mustering the courage to go on in the face of failure is not easy. My ancestors braved war and famine, but if my email goes down, I feel like I can’t cope. Intellectually you recognize, on the scale of human suffering, greater tragedies have been endured. But in the moment, it still feels hopeless. Challenging situations – be they large or small – require resilience. If you really want to improve your resilience, you need to train your brain. Resilience is a muscle, and like any muscle you must train it if you want it to get stronger. Here are four techniques to improve your resilience muscle:

1. Preemptive mindfulness Studies have shown mindfulness, gratitude, and other meditative practices increase your resiliency. Even 10 minutes a day listing your gratitudes will improve your brain’s ability to deal with stress and failure before it happens. If keeping a gratitude journal isn’t your speed, you can increase your resiliency by sleeping, seeing the sun every day, or spending 15 minutes without your phone while you’re eating. These small things add up to a more mindful person, and mindful people can handle stress.

2. Breathe five times There’s a reason you always hear the words, “take a deep breath.” Breathing gives your brain oxygen. This helps your mind remember things, make measured responses, and be strategic. In a stressful

Four Ways to Build Resilience

situation, your temptation is to hold your breath. Instead, do the opposite. Take five deep breaths before you even try to think. You can train yourself to use this as your default response to challenges. The 30 seconds won’t matter to the problem, but it will matter very much to your brain.

3. Go to the good Before you tackle your big challenge, reset your brain by focusing on something positive. When I’m feeling frazzled, I send a gratitude email or a wow you message to a client or colleague. Telling a client what a great job they did on a project builds your resilience muscle because it reminds your brain, things are good. When I do this, I usually get a second round of dopamine when the client sends back a thank you.

4. Look for 10% Tackling big problems is daunting. Your brain shuts down because it can’t process the full situation. Instead, focus on a marginal gain. Ask yourself, how can I improve this situation by 10%? If you lost a customer, improving the relationship by 10% may mean one sincere phone call. If you got a bad performance review? A 10% improvement may be writing a plan for you to improve. Focus on 10% a few times, and you’ll quickly make a sizeable dent in a setback. When you develop your own resilience muscle, the payoffs are huge. You’re happier, and you’re also more effective.

Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling with Noble Purpose. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purposedriven sales organization. Her NSP is to help leaders drive revenue and do work that makes them proud.

First Impressions

December 2017


Open to Change With the help of their sales reps, general dentists can offer more restorative procedures.

By Laura Thill


December 2017

First Impressions

General practitioners today

have the opportunity to perform restorative procedures that at one time were considered niche services. Composites, crowns, implants, extractions, bone augmentations and more have become routine procedures for many general dentists. Some, however, have been held back by the cost of new equipment, the need for training and education, and a tendency to resist change.

“As we see super GPs following in the specialists’ footsteps, the greatest technologies being adapted by today’s top GPs are cone beam computed tomography (CBCT), lasers and ceramic ovens,” says David Rice, DDS, the owner of a team-centered, restorative and implant practice in East Amherst, N.Y., and founder of student and new dentist community, igniteDDS. “Savvy GPs want to see everything – both diagnostically and in the treatment equipment. They also want to have total control of hard and soft tissue via lasers, as well as the ability to tweak their final ceramics to ensure delivery happens as planned and to perfection.” When today’s practices incorporate 3D imaging/Ceph, microscopes and CAD/CAM equipment as the standard of care, they design the physical space to accommodate it, says Patrick Montagna, senior product manager at Benco Dental. “They adapt equipment maintenance, adjust patient treatment plans and build in opportunities for staff training sessions with coaches,” he says.

billing side, as many procedures now can be completed in a single appointment, collecting payment on the day of service – rather than over time – becomes critical to maintaining a healthy accounts receivable.” That said, it’s becoming increasingly important for sales reps to act as consultants to their customers. Sales reps must be “master communicators,” who take the time to learn what each individual dental practice needs, and then deliver the solution that best meets those needs, notes Rice. “The reps that come to my practice do several things that set them apart,” he explains. “Primarily, they understand what I value most and they speak to me accordingly. Too many reps today deliver the same pre-planned speech to every clinician and forget we are all different. The speech needs to be customized. Doing so permits

Restorations in the general practice

Barriers to entry

Restorative procedures are increasingly making an appearance in the general dental practice. Some of the more common procedures include: • Fillings and repairs (inlay/onlay). • Root canal therapy. • Crowns (both posterior and anterior) and bridges. • Implants. • Extractions/bone augmentation. • Composites (including single posterior, anterior and posterior quadrant).

“The biggest barriers to entry – real or perceived – are cost and fear of change,” says Rice. “Although many dentists educate their patients about value over cost, they seemingly have a hard time living that lesson themselves. Take CAD/CAM and scanning, for example: Many dental practices could easily introduce a fully digital solution from scan to design, to same-day delivery. With that, many still choose scan-only or more traditional options. Although they generally recognize the value of the service, they are sometimes put off by the cost.” And – perhaps as a force of habit – they often prefer to rely on their lab, he points out. “Dentists are examining the cost of cone beams, scanners, mills and furnaces, as well as accessories, such as milling blocks, sprays and powders, because they have not always seen a return on investment,” says Paul Jackson, director of merchandising at Benco Dental. “In addition, they may be reluctant to purchase the wrong equipment, or unsure of how to integrate the new equipment in their practice. For instance, a dentist may need to change prep design or adjust impressioning techniques, as well as revise staffing needs and patient scheduling, to accommodate new procedures and equipment.” “With regard to scheduling, today’s GPs require additional time, as they now can take procedures from start to finish in a single appointment,” says Rice. “To that point, often there is no follow-up for insertion on indirect restorative procedures. On the

dentists to see the true value to their practice, and their fear of change melts away.” As technology, speed and efficiency continue to drive restorative dentistry, sales reps and their customers must continue to adapt. “Moving forward, it will become increasingly important to implement technology that allows for greater efficiency and an even better patient experience,” says Rice. “Technology can be a valuable tool to enhance the patient experience, but it requires dentists to adapt to change and integrate new equipment and a new process into their dental practice. “We also see a possible paradigm shift where technology will change the way dentists work with their labs,” Rice continues. “We believe technology will continue to allow dental professionals to connect and collaborate with labs more efficiently and accurately, with tremendous clinical benefits. “In short, GPs must be open to change, adapt to new technology and processes, and always strive to learn,” says Rice. To a large extent, their success will depend on how well their sales reps guide them.

First Impressions

December 2017




Digital Doc Xray2Go handheld X-ray device Light weight, portable and

safe, the Xray2Go replaces the need for costly wall mounted units. It saves time, improves efficiency and improves patient experience by staying in the operatory while taking all radiographs.

Features: • R echargeable battery, (at least 150 exposures per charge) • Simple preprogrammed exposure times, • Protection shield protects operator and patient from dispersed radiation •M  icro-computer and Specialized Circuit for Precise Exposure Technique Factors • Self-diagnostic Control Panel • Constant Emission Power Technology • Safe & Simple for technicians • Low Patient Exposure • Camera-like Operation • Easy to Learn and Use • Portable for Multi-Operatory Use • Film, Plate & Sensor Capability • No Installation

For more information, visit: hand-held-x-ray/ Digital Doc LLC, 4789 Golden Foothill Parkway, El Dorado Hills, California 95762; (Toll free) 800.518.1102; (local): 916.941.8010; Fax (local): 916.941.7689 26

December 2017

First Impressions


Save Time. Improve Efficiency. Improve Patient Experience by staying in the operatory while taking all radiographs. BENEFITS • Shoulder Strap • Rechargeable Battery (at least 150 exposures per charge) • Safe & Simple for technicians • Low Patient Exposure • Camera-like Operation • Easy to Learn and Use • Portable for Multi-Operatory Use • Film, Plate & Sensor Capability • No Installation • 60 kv Frequency X-ray • High Image Quality

® © Digital Doc LLC, 4789 Golden Foothill Parkway, El Dorado Hills, CA 95762. Digital Doc and Xray2Go are trademarks of Digital Doc LLC. All rights reserved.

1-800-518-1102 •



Instructions for Use

What they are and why they are important to the dental practice

When your customers purchase a new car, they find the time to read and review every page of the ½-inch-thick owner’s manual to ensure the new vehicle runs at peak performance. When they purchase a new television for the dental reception area, they unfold the thin accordioned sheets of diagrams to review the set-up and ensure that each connection jack has the correct cords plugged in, prior to turning it on for viewing. So why do dental healthcare personnel discount – or even ignore – instructions for use (IFU) that accompany medical/dental devices or products used in the dental practice? In fact, does everyone in the practice even know what IFU stands for and why it’s important? IFUs are provided for medical devices and products in accordance with federal Food and Drug Administration (FDA) standards. In October 1982, the FDA merged the Bureau of Medical Devices and the Bureau of Radiological Health to establish the Center for Devices and Radiological Health (CDRH). The Center develops and implements national programs to protect the public’s health in the fields of medical devices and radiological health. These programs are intended to assure the safety, effectiveness and proper labeling of medical devices; control 28

December 2017

First Impressions

unnecessary human exposure to potentially hazardous ionizing and nonionizing radiation; and ensure the safe, efficacious use of such radiation.1 In an ever-increasing society of litigation, dental healthcare personnel must be aware of, educated and accountable for the proper use and maintenance of medical/dental devices utilized in the dental practice. In large group practices and DSOs, where there are greater numbers of staff, calibration and team members to be trained, it is vital that the IFU are a key component of patient care and staff safety. Everything from sterilizers to hand-held x-ray equipment, chemical indicators and more contain IFU, which must be explicitly followed for peak performance of the device. Part of the FDA’s mission is to protect the public’s health by assuring the safety, efficacy and security of human and veterinary drugs, biological products, medical devices, our nation’s

INFECTION CONTROL food supply, cosmetics and products that emit radiation.2 In the daily routine of dental practice, most dental team members are primarily focused on CDC and OSHA compliance and may not realize how great an impact the FDA makes. On March 17, 2015, the FDA released “Reprocessing Medical Devices in Health Care Settings: Validation Methods and Labeling Guidance for Industry and Food and Drug Administration Staff.” The document not only superseded the April 1996 guidance titled, “Labeling Reusable Medical Devices for Reprocessing in Health Care Facilities: FDA Reviewer Guidance”, but included an appendix (E) that was updated June 9, 2017.3 Let’s take a brief review of the highpoints of this document as it relates to reprocessing reusable devices in the dental practice. For starters, the 2015 FDA guidance focuses on the importance of stated methods for reprocessing reusable/reprocessable devices, sterilization parameters and labeling requirements for manufacturers submitting devices for 510(k) clearance. A 510(k) requires demonstration of substantial equivalence to another legally U.S. marketed device; substantial equivalence means that the new device is at least as safe and effective as the predicate. The guidance document applies not only to new devices, and exemption from 510(k) does not mean a device is exempt from compliance with labeling or quality system requirements.4 The updated 2015 guidance states that for reusable medical devices, validated reprocessing instructions are expected from the manufacturer.3 Section 6 of the 2015 guidance document lists six criteria manufacturers should include in their IFU to ensure users – in this case, dental team members or dental healthcare personnel – understand, implement and facilitate the IFU correctly: •C  riterion 1: Labeling should reflect the intended use of the device. This includes how and where the device is used. For instance, is it only used on skin? Mucosal surfaces? Sterile tissues of the oral cavity? The label should state the reprocessing method that reflects the physical design of the device, its intended use and the soiling and contamination to which the device will be subject during clinical use.3 This provides the DHCP with the information needed to use the device as intended; it is not acceptable to make a subjective decision on device usage once the manufacturer and FDA have made this determination. • Criterion 2: Reprocessing instructions for reusable devices should advise users to thoroughly clean the device. Cleaning is the most important step in the instrument processing cycle.5 The criterion here states that 30

December 2017

First Impressions

instructions to the user should clearly communicate how to achieve thorough cleaning and that details of the cleaning procedure will vary depending on the complexity of the device.3 From the user perspective, the CDC recommends that dental team members assigned to sterile processing areas be trained and understand the importance of cleaning instruments prior to disinfection or sterilization.6

CDC Key recommendations for sterilization and disinfection of patient-centered devices for dental setting.6 • Criterion 3: Reprocessing instructions should indicate the appropriate microbicidal process for the device. In this section, the guidance states that the method for reprocessing should be consistent with current infection control protocols and that whichever reprocessing method(s) is recommended, the compatibility of the device with the method(s) and the ability of the method(s) to successfully reprocess the device features should be validated and then stated in the instructions for use.3 Dental team members must read and understand the IFU for sterilizer cycle times and temperatures. • Criterion 4: Reprocessing instructions should be technically feasible and include only devices and accessories that are legally marketed. This criterion, which was intended as a recommendation for manufacturers to provide the dental team with streamlined, understandable IFU, can actually be quite confusing. It’s intended to ensure that the method for reprocessing the device includes the equipment and accessories needed to implement the instructions, which should be clearly defined. In short, manufacturers should not come up with unreasonable methods or obscure devices needed for the reprocessing of their device. “The FDA recommends that the instructions specify sterilization methods and parameters that are technically feasible for the user. That is, sterilization cycle parameters specified in

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INFECTION CONTROL the labeling for reprocessing a device should be consistent with validated sterilization cycle parameters for commonly available, legally marketed sterilizers.”3 This is demonstrated in the sterilizer manufacturer market, where manufacturers are required to meet AAMI standard cycles to ensure IFU for sterile packaging systems don’t conflict with IFU for sterilization indicators used to monitor their cycles.7 •C  riterion 5: Reprocessing instructions should be comprehensive. This lengthy criterion outlines each segment of the reprocessing steps in detail. It states that the instructions should describe any accessories that are needed for safe reprocessing, and notes whether personnel need any special protection for personnel during reprocessing.3 When the dental practice obtains new equipment or devices, it is critically important to review the IFU and follow the detailed steps for reprocessing without shortcuts. Since the IFU have been validated, compliance will provide the intended and expected results. • Criterion 6: Reprocessing instructions should be understandable. Simply stated, the IFU should “be clear, legible (i.e., reasonable font size) and provided in sequential order from the initial processing step through the terminal processing step.”3 The criterion also states that IFU should be written in “simple” language and that charts, diagrams and pictures can be helpful to end users working to comply with them. If the practice obtains new a sterilizer with an accompanying cycle chart, it is a great idea to post this information in the sterilization area

for dental healthcare personnel to refer to. This way, all team members have access and there is no question or confusion about how to use the sterilizer. Older, legally-marketed reusable devices with IFU prior to the 2015 guidance may not be consistent with state-of-theart science, according to sources such as the FDA and Andrew Steen, CDRC Senior Lead Reviewer, Dental Devices Branch. Labeling alone is not sufficient to ensure these devices are clean, disinfected or sterile, and the purity or quality of the device may fall below that which it purports or is represented to possess.8 In addition, the device may be misbranded such that labeling does not bear adequate IFU and the device is dangerous to health.8 The CDC and FDA agree that devices absent of IFU should be considered single-use – used on a single patient and then disposed of appropriately. This includes dental burs and endodontic files.6,8 For current practice, these devices should be considered single-use, notes Steen. In the future, if the manufacturer has IFU that meet the 2015 guidance, it should be followed. If there are no IFU, or if they are incomplete, clinicians should continue to consider them single-use.8 Given the constant stream of new and emerging technology today, and the numerous medical/dental devices currently used in dental practices, IFU should continue to play an important role. The FDA 2015 guidance has set strong recommendations, including clear expectations, for manufacturers. Dental healthcare professionals must be aware of the devices in their practice, and understand and carry out the appropriate IFU. All dental team members – especially those assigned to instrument reprocessing – must take their role in this process very seriously.

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

1. U S Department of Health and Human Services. Public Health Service Food and Drug Administration. Labeling – regulatory requirements for medical devices. HHS Publication FDA 89-4203. Accessed September 27, 2017. 2. U S Department of Health and Human Services. Public Health Service Food and Drug Administration. FDA Mission Statement. Accessed September 27, 2017. 3. U S Department of Health and Human Services. Public Health Service Food and Drug Administration. Reprocessing Medical Devices in Health Care Settings: Validation Methods and Labeling Guidance for Industry and Food and Drug Administration Staff. March 17, 2015. Accessed September 27, 2017. 4. U S Department of Health and Human Services. Public Health Service Food and Drug Administration. Accessed September 27, 2017. 5. Molinari JA, Harte JA. Cottone’s Practical Infection Control in Dentistry. 3rd ed. Philadelphia: Lippincott Williams and Wilkins; 2010; 223. 6. C  enters for Disease Control and Prevention. Summary of Infection Prevention Practices in Dental Settings: Basic Expectations for Safe Care. Atlanta, GA: US Department of Health and Human Services, Centers for Disease Control and Prevention, National Center for Chronic Disease Prevention and Health Promotion, Division of Oral Health, March 2016. 7. Hughes C. Manufacturer’s IFU. What are they and why they are so important? OSAP Annual Symposium; Baltimore, 2015. 8. Steen AI. FDA Regulations and infection control in the dental setting. OSAP Annual Conference; Atlanta, 2017.


December 2017

First Impressions



Excellent tools, optimal results With the right materials, clinicians perform the optimal bone graft with fewer risks and a reduced cost for patients.

The clinicians at

Chicago, IL.-area Best Dental Group – a practice specializing in periodontics and dental implants – promise their patients a comfortable chair experience with excellent results. Particularly for their patients who require a tooth extraction and bone grafting, they require highquality material and tools that are easy to use and help reduce pain and bleeding. The GUIDOR® easy-graft® CLASSIC Alloplastic Bone Grafting System by Sunstar has proved to be “an excellent tool for our dentists to take better care of our patients,” says Dr. Milton Geivelis, a board certified specialist in periodontics and dental implants, practicing at Best Dental Group.

“Clinicians are always looking for a material that is easy to use, stable, effective in maintaining the ridge and, if possible, synthetic to avoid any inherent risks of human or animal bone substitutes,” says Dr. Geivelis. “The GUIDOR® easy-graft CLASSIC fulfills all of these parameters. It is simple to use, reduces postoperative pain and bleeding by stabilizing the subsequent blood clot, and allows patients the option of having a dental implant in the future.” Having the capacity to offer reasonably priced bone grafts, as well as dental implants, has led to positive patient feedback, increased referrals and the overall growth of his practice, he adds.

First Impressions

December 2017




GUIDOR® easy-graft ® CLASSIC Alloplastic Bone Grafting System GUIDOR® easy graft ® CLASSIC Alloplastic Bone Grafting System by Sunstar is the first particulate bone grafting material designed to be syringed directly into a bone defect, hardening into a stable, porous scaffold in approximately one minute and eliminating the need for a dental membrane in many cases. A complete system, GUIDOR easy-graft is easy to use and helps clinicians provide more predictable clinical results. The system contains BioLinker® and -TCP granules with polymer coating. • When mixed, BioLinker softens the polymer coating, creating a sticky surface that can be compressed and shaped. • BioLinker is flushed out of the material when it comes in contact with blood. • GUIDOR easy-graft hardens in approximately one minute into a stable, porous scaffold of interconnected granules. Dentists especially appreciate that the system is: • 100 percent synthetic and fully resorbable, with a unit-dose application. • Designed to eliminate the need to guess which liquid (e.g. blood, saline) to mix with the granules. • Ideally suited for filling voids around immediate implant placements and ridge preservation after tooth extraction. Each unit contains three systems. A system of GUIDOR easy-graft includes one syringe of polymer-coated granules and one ampule of BioLinker.


December 2017

First Impressions

A leading advantage The GUIDOR® easy-graft CLASSIC features a premium bone grafting material, which is pre-loaded in a syringe. When mixed with the liquid activator Biolinker®, provided, the material becomes a moldable bone graft that hardens into a stable, porous scaffold upon contact with blood. Since the bone granules adhere to each other, there may not be a need for a membrane in most ridge preservation cases with a minimally invasive approach. Compared to other options, these properties place clinicians at an advantage, enabling them to offer the procedure at a reduced cost and significantly minimize chairtime for patients. “Our recent pilot case study has demonstrated that GUIDOR® easy-graft CLASSIC Alloplastic Bone Grafting System alone is as effective as freeze dried bone grafting systems and collagen membrane in similar defects,” says Dr. Geivelis. “when combined with a polylactide bioresorbable membrane (GUIDOR® Bioresorbable Matrix Barrier) on new bone formation, GUIDOR® easy-graft CLASSIC was superior.” “The feedback we receive from our dentists who use the GUIDOR® easy-graft ® CLASSIC has been very positive,” Dr. Geivelis continues. They find the system has a short learning curve, enabling them to place bone grafts quickly and easily, in no time at all, he points out. “Our dentists face no obstacles, and our patients trust we can provide better care.”

Since the bone granules adhere to each other, there may not be a need for a membrane in most ridge preservation cases with a minimally invasive approach.



Rethink Synthetics easy-graft ® CLASSIC alloplastic bone grafting system

PLACING BONE GRAFT HAS NEVER BEEN THIS EASY. Once the coated granules of GUIDOR® easy-graft® are syringed into the bone defect and come in contact with blood, they change in approximately one minute from a moldable material to a rigid, porous scaffold.

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Best of Both Bulk Fills The Estelite Bulk Fill Flow provides worry-free restorations that last

Several years ago, bulk fill composites were first introduced with the promise of simplifying many restorative procedures. No longer would it be necessary to incrementally place layer after layer of composite to complete a full posterior case – just one or two layers and you would be done. Unfortunately, even years after they were first introduced, most bulk fills fall short in several key areas that make them not as simple, or as fast, as one would hope.

Bulk fills categories

With 52 percent higher compressive strength than the leading flowable bulk fill and high flexural strength, patients can bite with confidence. Shrinkage stress is also minimized by the ballbearing like qualities of the spherical fillers, which move freely and disperse the energy built up during polymerization.

Like all composites, bulk fills can fall into two primary categories – flowable and universal types. Flowable bulk fills are generally suited for being used as large increment bases (on average up to 4mm) or liners because of their high cavity adaptation and quick placement, but almost always need a capping layer of different composite because they often lack the strength or esthetics to complete a restoration on their own. The other category is universal type bulk fills, which generally exhibit improved esthetics and strength over flowable bulk fills. Because of this, most do not require a capping layer, but they are sometimes slower in placement than flowables and can often have issues related to cavity adaptation. This can potentially lead to failed restorations down the line. Until now, doctors have had to choose between costs and benefits with these two types of bulk fills. Now, with launch of Tokuyama Dental America’s Estelite Bulk Fill Flow, it is possible to get the best of both worlds. Further improving on the speed offered by other bulk fills, Estelite Bulk Fill Flow 36

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is esthetic and strong all on its own, requiring no additional composites or equipment for outstanding esthetics and strength, offering faster and simpler single-increment restorations up to 4mm. Utilizing the Estelite Spherical Filler technology that is the foundation for all Tokuyama composites, Estelite Bulk Fill Flow provides more natural looking bulk fill restorations through several key improvements. First is higher shade matching ability, which means that Estelite Bulk Fill Flow is able to match most cases with only five shades. Opacity is also markedly increased in this new bulk fill, an area that in particular many brands require a capping layer to make up for. Finally, thanks to its spherical filler technology and mirror like surface smoothness, achieving a high, natural, and longlasting polish is easy. However, Estelite Bulk Fill Flow isn’t just more esthetic – it is stronger and more durable as well. With 52 percent higher compressive strength than the leading flowable bulk fill and high flexural strength, patients can bite with confidence. Shrinkage stress is also minimized by the ball-bearing like qualities of the spherical fillers, which move freely and disperse the energy built up during polymerization. Spherical fillers also reduce wear and abrasion to the composite and opposing teeth, and exceptional cavity adaptation ensures that doctors can rely on Estelite Bulk Fill Flow to provide worry-free restorations that last.



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Smile after Smile Whether it’s growing and selling Christmas trees, or satisfying a dental practice, the goal is the same for Andy Mutch: Smiles.

From January through December, Michigan-based Benco dental ter-

ritory representative Andy Mutch can think of no better job than working with his dental customers to ensure their needs are met. But, come Thanksgiving, customer service takes on a whole new meaning for him and his family. When he turned 13, his parents pursued a longtime dream of purchasing land and starting a Christmas tree farm, where families could come to select their holiday tree. Although it took a solid eight years to grow and harvest the trees to the point where Mutch’s Hidden Pines could open its doors to the public, since then, they have hosted as many as 6,000 people in any given holiday season.

“It’s great seeing people take time to make family memories, especially during the holiday hustle,” Mutch says. “I like to see them away from their work, away from their electronic devices and out with their families, continuing – or starting – an annual tradition. Generally, our customers are relaxed and excited to welcome the holiday. Some families wear matching Santa hats, some tail gate in the parking lot, some sing Christmas carols on the wagon rides, some bring their dogs and some have snowball fights!”

A balancing act

Andy Mutch with wife, Beth, and two daughters, 8-year-old Natalie and 6-year-old Elise


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Having a father who is a dentist and experiencing life in a dental office taught Mutch early on what it meant to own a business and work with clients. His brother, Nate, elected to follow in their father’s footsteps as a dentist, and Andy Mutch earned an MBA and joined Benco eight years ago as a dental field sales rep. His pre-dental undergrad experience, coupled with a graduate business degree and the diverse tools offered by Benco, have enabled him to bring a unique value to his dental customers, he notes. “I truly enjoy meeting with and helping customers improve the success of their office,” he says. Indeed, the value of hard work and great customer service was ingrained in Mutch from as far back as he can remember. So, when his parents purchased their farm, located about 80 miles north of Detroit, Mich., he was completely on board. “It was our family’s tradition to get

a Christmas tree every year, so naturally I thought this would be a really cool endeavor.” It took him a while to realize just how much time he and Nate would spend helping bring this project to life. “The farm was our full-time residence, and it was a great experience growing up there,” Mutch continues. “We actually started to plant trees prior to moving to the farm. There was an old farmhouse on the property, and after we finished planting the first field, we began remodeling the farmhouse in order to move in. Between the tree farm, the house remodel, school and sports, life was always pretty busy. We all worked hard and it truly paid off.” If there was a downside, it was that his friends had to think twice about hanging out at the Mutch farm, he jokes. “They knew they would be put to work!” Balancing farm chores with school and sports wasn’t always easy, Mutch points out. But, it taught him to stay focused and organized – skills that continue to serve him as a sales rep, parent and businessperson today. “My parents always stressed the importance of education first, so school work was the priority,” he says. “In addition, I was also involved in sports (basketball, soccer, and football), student council and the National Honor Society. Beyond school, there were expectations that I would help with the farm work prior to social activities. Looking back, I do feel it taught me a great work ethic, responsibility and time management, and truly helped me learn to set goals and prioritize.”

a large percentage of our crops three years in a row. Sometimes we learned our lessons the hard way, but we quickly discovered that different tree species grow better – or worse – in certain soil compositions. Some trees are more susceptible to disease, some trees have a higher tolerance for drought, some thrive better with direct sun and limited shade, and others require more consistent trimming and leader maintenance. “We may have had a slow start, but since opening to the public, we’ve increased our business every single year. We’ve adjusted our marketing, expanded the parking lot and added wagons and tractors to the fleet. We’ve also added a Santa house and improved the Christmas barn, where we sell our merchandise.” Joining the Michigan Christmas Tree Association (MCTA)

“I’ve been blessed with the opportunity to learn from two family businesses – my dad’s dental practice and our Christmas tree farm. Managing a Christmas tree farm and being exposed to all aspects of a dental practice has truly taught me a lot! We have great family dinner discussions and I’ve learned a lot about the importance of teamwork, helping people improve, holding myself to high standards and constantly striving to do better.”

Survival of the crop New business endeavors are almost always a learning experience, particularly in the early years. The Mutch family’s experience was no different. “A Christmas tree farm is truly a difficult business to start, since you don’t see a return on your crop for years to come,” says Mutch. At the same time, it’s necessary to invest in farm equipment and tractors, and the family wanted to remodel an old barn on the land, which they envisioned as a future holiday store and event venue. “I was 13 when we began, and by the time we opened to the public and sold our first tree, I was close to finishing college! “There is a lot of work that goes into preparing and maintaining the land, and the maintenance of the trees – some of which you can control, and others you cannot,” Mutch explains. “There were a few fields we struggled with, and we actually lost

has been especially helpful, he notes. “MCTA offers a tremendous amount of information regarding business operations, crop success and overall best practices. We are still members to this day. At one point my dad was even a member on the board!” Today, four generations of the Mutch family are involved in the business. For Mutch, his wife, Beth, and two daughters, 8-year-old Natalie and 6-year-old Elise, the farm and its visitors have come to symbolize an annual tradition. From planting trees to taking hot chocolate orders, working at the register with their mom and decorating wreaths, the girls can be quite helpful, he notes. “Although, I’d say their favorite things are helping me drive the tractors and honking the horn,” he adds. “My grandparents have been a big part of the farm as well, planting with us every April and staying through much of the Christmas season,” says Mutch. “Prior to my grandmother’s passing, she was always known as the cocoa-lady. My grandfather still works weekends baling and preparing Christmas trees

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REP CORNER for departure. It is so nice to be able to spend time together. I feel blessed!”

A year-round effort Although the tree farm opens to the public the first Friday following Thanksgiving – and remains so each Friday, Saturday and Sunday up to Christmas day – planting and harvesting takes place all year long. “There is always something that needs to be done,” says Mutch. “In April, we prep the fields and figure out how many trees we can appropriately space and plant. We usually bring in a work crew – including friends and family – to help plant the trees. My daughters are now a part of this experience, as well.” Rain or shine, come mid-April, they plant. At least once, they planted 5,000 trees. “The new trees are left to grow the remainder of the year while we trim and maintain the rest of the trees, which we plan to sell in the coming season. The rest of the year is consumed with mowing, spraying, trimming, pinecone removal, insect control, fertilizing and weed control. “As we approach the Christmas season, we tag each tree to be sold, informing families how tall the tree is, what type of tree it is and also its price,” he explains. In addition, the family has generated several ideas through the years to enhance the visitor experience. “The farm actually offers a lot for families,” says Mutch. For one, visitors have a choice of purchasing a pre-cut tree or cutting their own. “We offer a wagon ride from field to field,” he says. “In addition, we have a Christmas barn where visitors can warm up and enjoy a complimentary cup of homemade hot chocolate. The barn is filled with merchandise for purchase too, including wreaths, ornaments, sock gifts, etc.” And, of course, the highlight for most children is the farm’s Santa Claus. “Santa has his own little log cabin, where kids can have their picture taken and receive a candy cane.” 40

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From L-R, Dr. Peter Mutch (Andy’s dad), Nancy Mutch (Andy’s mom), Dr. Nate Mutch (Andy’s brother) and Andy Mutch.

“It’s great seeing people take time to make family memories, especially during the holiday hustle. I like to see them away from their work, away from their electronic devices and out with their families, continuing – or starting – an annual tradition.”

First Impressions

December 2017


REP CORNER The farm Christmas shop is stocked with a variety of Christmas merchandise, including stockings, ornaments, wreaths, local honey, maple syrup, seasonal decorations, hot cocoa and more. “We usually purchase merchandise in January for the following season,” he says. “These items generally arrive in the summer, and we sort, tag and display them in the barn. The family has also added classes for guests looking to make their own wreath, and they make it a point each year to host one of the local schools for special needs children. Indeed, the family’s hard work has paid off. “We currently have about 50,000 Christmas trees in the ground,” says Mutch. After years of trial and error, they now focus on five trees that appear to be popular and sturdy: Blue Spruce, Fraser Fir, Douglas Fir, Concolor Fir and Canaan Fir. And, last year, they welcomed a record high of 6,000 guests. It’s no surprise that Mutch is at the top of his game during the holiday season. After all, looking out for customers is what he does best. Apart from assisting his family as the need arises, he generally helps guide customers through the u-cut process, educates them about the trees and the farming process and helps cut/carry trees. “I make sure all operations run smoothly,” he says. “I know my dad must have faith in me because if there is ever an unhappy customer or complaint, all issues are directed to me – unless he just doesn’t want to deal with that!

“One other neat thing I’m in charge of is helping coordinate a Christmas work party for one of the local businesses each year,” he continues. “We bring in a heated tent where they can cater food for all of their employees. We’ve created vouchers for these employees for a discount off of a tree or a wreath. They have free rein on the farm and can ride the wagons or visit Santa. It’s a fun time! “I’ve been blessed with the opportunity to learn from two family businesses – my dad’s dental practice and our Christmas tree farm,” Mutch says. “Managing a Christmas tree farm and being exposed to all aspects of a dental practice definitely has truly taught me a lot! We have great family dinner discussions and I’ve learned a lot about the importance of teamwork, helping people improve, holding myself to high standards and constantly striving to do better. All of these attributes have helped me understand my dental customers’ needs, as well, enabling me to go above and beyond what it takes to improve their business. One of Benco’s mottos is, We deliver success smile after smile. This holds true for the Christmas tree business as well.” But as far as the tree farm is concerned, Mutch admits he and his family must credit some of their success to someone else. “I suppose the farm’s motto would have to be, Santa delivers smiles candy cane after candy cane,” he says. And that means more dental needs, he jokes.

I do! For Benco sales rep Andy Mutch, his family’s Christmas tree holds a special meaning. It’s an opportunity for his family and extended family to work side by side to create a special experience for the thousands of guests who visit each holiday season to cut down a tree, visit Santa, build a wreath, or simply relax with a cup of cocoa and browse through their holiday store. It’s also where Mutch proposed to his wife 11 years ago. “It was carefully planned – that is for sure,” he recalls. “All of our Christmas trees are tagged, and that year I secretly changed some of the labels. I had my dad call Beth (my girlfriend at the time) to come

help label trees for certain customers who supposedly were going to pick them up. My dad explained that they were unable to do it because they had to go out of town, so she agreed, not knowing what was in store. “It was March 25th, and to our surprise, it was a beautiful, snowy Saturday,” he continues. “Upon arriving, we marched out to the field. I followed Beth from tree to tree with a clipboard while she read the names on the tags out loud. Several of the trees were tagged with first name and last initial, like Will U. As we continued up and down the rows of trees, she came upon a tag that just said ‘Beth.’

She paused for a moment, and I quickly explained this must have been the tree I chose for her the year prior, which we never cut down. “Beth continued to the next tree, which read, ‘Will U.’ and I documented what she said. The next tree was labeled as ‘Mary,’ and the following tree was tagged ‘me?’ Beth paused with the tag in her hand and turned around to question what was going on. I had knelt down in the snow with a ring in my hand and tears in my eyes. She said, ‘Yes!’ and we have been happily married for almost 11 years! In fact, we’ve transplanted that tree to our own yard to remember the day!”

Editor’s note: for more information about Mutch’s Hidden Pines, visit 42

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Chances are you spend a lot of time in your car. Here’s some automotive-related news that might help you appreciate your home-away-from-home a little more.

Automotive-related news Electric vehicles: Downstream impact Electric vehicles are coming. Be prepared. In a recent article, the Washington Post listed four consequences: 1) Oil demand could be slashed by 3.5 million barrels per day worldwide by 2025, and possibly 9 million barrels by 2040; 2) wait times for electricvehicle charging at gas stations could turn those stations into “hospitality-type venues;” 3) if General Motors’ 2016 U.S. sales were converted to electric vehicles, 6.5 million tons, or 13 billion pounds, of greenhouse gasses would be reduced annually; and 4) the need for auto mechanics might shrink, as an electric vehicle has 20 or so electromagnetic parts, as opposed to 2,000 moving parts in the internal combustion engine.

…Speaking of GM and electric vehicles After nearly a century of building vehicles powered by fossil fuels, General Motors announced in October that the end of GM producing internal combustion engines is fast approaching, reports the Washington Post. The acceleration to an all-electric future will begin almost immediately, with GM releasing two new electric models next year and an additional 18 by 2023. “General Motors believes in an all-electric future,” Mark Reuss, 44

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the company’s chief of global product development, was quoted as saying. “Although that future won’t happen overnight, GM is committed to driving increased usage and acceptance of electric vehicles.”

Top 5 most expensive states for auto insurance CarData reports those states are: 1) Florida, a non-fault state with mandatory $10,000 personal injury protection, and whose hurricanes and tropical storms necessitate increased comprehensive coverage; 2) Louisiana, whose natural disasters, generous claim settlements, poorly maintained roads and the ability to directly sue insurance companies jack up premiums; 3) Michigan, with the most comprehensive no-fault insurance system, personal injury protection with unlimited lifetime medical benefits and mandatory property protection insurance; 4) New Jersey, with high accident rates, personal injury protection up to $250,000, medical fraud and population density; and 5) New York, a no-fault state (meaning that someone who is injured in an accident would first look to his or her own insurance coverage to pay for expanses), whose population density contributes to high prices.

salvage title and sold at online auctions to dismantlers, who will save usable parts or have the vehicle crushed and sold for scrap. Still, auto shoppers should be on the lookout for cars being sold with no indication of any damage. Some tips: Check vehicle carpeting for water damage; check for rust on screws; inspect upholstery and seat belts for water stains; remove the spare tire and inspect area for water damage; check the engine compartment for mud or indicators of submergence; check under the dashboard for mud or moisture; inspect headlights and taillights for signs of water; check the operation of electrical components; check for mold or musty odor.

Hankook opens plant in Tennessee

Wandering minds Keeping drivers engaged during hands-free driving – in case they need to re-take control of the vehicle when required – could be a challenge. Seeing Machines announced the debut of its FOVIO driver monitoring technology in the 2018 Cadillac CT6. The system uses an infrared camera on the steering wheel column to determine the driver’s attention state. The camera measures head orientation and eyelid movements under a full range of daytime and night-time driving conditions, including the use of sunglasses. If the driver looks away from the road or closes their eyes for more than a few seconds, a light bar integrated into the steering wheel will flash to guide the driver’s attention back to the road. If the system determines that the driver is continuing to ignore the road, intentionally or otherwise, a series of escalating visual, audible, seat vibration alerts are employed. This is followed, eventually, by an automatic safe stop of the vehicle if the driver does not, or cannot, return their attention to the road.

Beware flooded vehicles More than 422,000 insured vehicles damaged by Hurricane Harvey in Texas were being processed at insurance industry salvage locations as of mid-October, reports the National Insurance Crime Bureau. In addition, more than 215,000 claims were filed following damage to vehicles from Hurricane Irma in Florida. These insured vehicles will be processed and rebranded with a

South Korea-based Hankook Tire opened its first manufacturing facility in the United States in Clarksville, Tenn. The Tennessee plant is Hankook’s eighth plant worldwide, and its first phase will produce 5.5 million units annually. In addition, Hankook moved its American headquarters to Nashville last year and reports it has hired more than 100 local employees to oversee operations there.

If the driver looks away from the road or closes their eyes for more than a few seconds, a light bar integrated into the steering wheel will flash to guide the driver’s attention back to the road.

Auto pilot

To ensure the safe division of tasks between driver and vehicle in the highly and fully automated driving phases, a new device from Continental performs several key tasks. Located in the center console of the vehicle, it continuously informs vehicle occupants of the current driving mode using its kinematic function. During manual driving phases, Smart Control retracts into the center console so that the driver can use it only as a touchpad. As soon as the vehicle is on a section of road that is fit for automated driving, the device rises from the center console and the driver can activate the automated driving mode. The device can be operated in a similar way to a joystick and provides variable haptic feedback to the operator. Smart Control, combined with other cockpit elements such as a digital instrument cluster, informs vehicle occupants about the current driving mode by lighting up in a specific color. Continental believes this will contribute to keeping the driver’s attention at an optimal level, especially while the car is in automated driving mode.

First Impressions

December 2017



Editor’s Note: Technology is playing an increasing role in the day-to-day business of sales reps. In this department, First Impressions will profile the latest developments in software and gadgets that reps can use for work and play.

Technology News One in a million The probability that a random person in the population could look at your iPhone X and unlock it using Face ID is approximately 1 in 1,000,000 (versus 1 in 50,000 for Touch ID), says Apple in its Face ID Security white paper. Face ID allows only five unsuccessful match attempts before a passcode is required to obtain access to your iPhone. The probability of a false match is different for twins and siblings that look like you as well as among children under the age of 13, because their distinct facial features may not have fully developed. If you’re concerned about this, we recommend using a passcode to authenticate.

Smiling faces Are you surprised? Younger millennials (ages 18-24) take more photos than any other age group in the United States – averaging 439 photos every six months, according to new research from the Consumer Technology Association. The study, “Focus on Digital Imaging Industry Drivers: Apps, Outputs and Storage,” also shows that among the 81 percent of Americans who take photos and use apps, more than half (53 percent) have used a dedicated digital imaging (DI) tool or service app, such photo editing, management, output or kiosk services.

The smart home The smart home is likely to become a major generator of connected and IoT (Internet of Things) device deployment growth during the 2020s, according to research by Strategy Analytics. Smart home devices will overtake smartphones by 2021 as a share of deployed connect IoT devices.

One word for you: Graphite Electric vehicle manufacturers and battery makers have long been searching 46

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for the “Holy Grail” technology that could lower the cost of batteries while also extending their range, according to One material that could actually lead to cheap, long-range and fast-charging electric vehicles is graphite. Within graphite is graphene, the world’s thinnest material. Graphene is durable and tough – 200 times stronger than steel – yet ultra-light weight. It is also transparent, and conducts electricity substantially better than copper, says SafeHaven. com. Electrons can travel using graphene with virtually zero resistance and no heat loss, nearly qualifying it as a superconductor. These virtues have singled it out as one of candidates most likely to take lithium-ion batteries to the next level, potentially leading to a breakthrough for electric vehicles. The only problem is that production of graphene is still low. Graphite itself is still cheap, but the trick is rendering out the graphene. Scientists were only able to separate out graphene in 2004, and researchers and entrepreneurs are still looking for ways to mass-produce the material at low cost.

The Facebook of its time

One material that could actually lead to cheap, long-range and fastcharging electric vehicles is graphite. Within graphite is graphene, the world’s thinnest material. Graphene is durable and tough – 200 times stronger than steel – yet ultra-light weight.

AOL Instant Messenger was scheduled to end its two-decade run on Dec. 15. From a Wall Street Journal “eulogy”: “The late 1990s was a period of technological growing pains. Cellphones weren’t smart. People dialed up the Internet through beige boxes with squawking 56K modems. The only glimmer of an always-on future came from shiny ‘America Online’ discs that arrived in the mail. It wasn’t cool, but it was the Facebook of its time. Family and friends signed up, mostly because loved ones were there. One AOL feature did induce envy: a window where you could type anything you wanted, and your ‘buddy’ could reply immediately. This was instant messaging.”


Industry News Patterson Companies names Mark Walchirk as president, CEO Patterson Companies Inc (St. Paul, MN) named Mark Walchirk as president and CEO, effective November 20, 2017. He will succeed James Wiltz, who will continue to serve as interim president and CEO until that time and will remain on the Patterson board following the transition. Walchirk most recently served as president of U.S. Pharmaceutical for McKesson.

Air Techniques donates to the University of Puerto Rico School of Dental Medicine Air Techniques Inc (Melville, NY) donated several boxes of its Monarch brand of Hand Sanitizer to the University of Puerto Rico School of Dental Medicine. Monarch, Air Techniques’ brand of infection prevention products includes surface disinfectants and cleaners, instrument cleaners, skin and hands, and equipment cleaners. The supply of Monarch hand sanitizers was shipped to the university per the request of the American Dental Education Association (ADEA) Corporate Council. “We are glad to help those recovering from the devastating effects of the recent hurricane,” said Nicole Miller, Air Techniques Product Manager of Hygiene. “Air Techniques is committed to playing an active role within the dental community.”

ADA Foundation taps new executive director The ADA Foundation, the charitable arm of the American Dental Association (Chicago, IL), named Nick Falco as its new executive director. Falco most recently was CFO and business executive of the American College of Occupational and Environmental Medicine.

Henry Schein donates more than $18,000 in dental supplies to Growing Smiles Foundation Henry Schein Inc (Melville, NY) donated more than $18,000 in dental supplies and equipment to the Growing Smiles Foundation in support of its recent annual mission to provide comprehensive oral health treatment to underserved children living in Peru. As part of the donation, Henry Schein provided the Growing Smiles Foundation with a range of supplies including gloves, restorative materials, dental handpieces, and other instruments. The Growing Smiles Foundation team consisted of two pediatric dentists, a periodontist, three pediatric dental residents, a dental hygienist, and 17 dental students from Temple University’s Maurice H. Kornberg School of Dentistry (TUKSoD). The team treated approximately 220 patients, 190 of which were 48

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First Impressions

children who attend the Jose Maria Arguedas Elementary School in the city of Chorrillos. The team, in partnership with the local dental school in Lima, the Peruvian University of Applied Sciences (UPC), administered more than 140 cleanings and fluoride treatments, over 100 restorative treatments, over 450 sealants, and performed dozens of extractions and other minor operations when necessary. Faculty and students from UPC visit the school three to four times a week during the school year to provide oral health education and preventive dental services, and refer patients to their dental school for follow-up care. “Henry Schein has been an incredible partner to the Growing Smiles Foundation and we are extremely grateful for this generous donation,” said Dr. Bari Levine, MPH, Founder of the Growing Smiles Foundation and TUKSoD graduate. “Henry Schein’s support helps foster a generation of dental students who understand the beauty of offering one’s skills and expertise to help the underserved. Also, Henry Schein’s support allows us to focus on patient care and improving the lives of patients who may not be able to access quality dental care. We look forward to continuing to join with Henry Schein in their mission to ‘help health happen.’”

Oral Health America receives $50,000 challenge grant from Ivoclar Vivadent Oral Health America (OHA) has received a $50,000 challenge grant from Ivoclar Vivadent in support of its Older Adults campaign, Leading by Living, according to a release. With one out of every four 65-year-olds expected to live past age 90, education about self-care and aging in place (remaining in one’s home) is of utmost importance. Older adults educate those around them just by being; this campaign seeks to explore that role and those relationships while teaching the importance of oral health to overall health. “We are grateful for Ivoclar Vivadent’s continued support to Oral Health America,” said Beth Truett, President & CEO of Oral Health America. “Thanks to their commitment to older adults and their caregivers through Leading by Living as well as OHA’s Wisdom Tooth Project®, we are fulfilling our mission of elevating health literacy for older Americans through our Toothwisdom. org website, our Tooth Wisdom®: Get Smart About Your Mouth community workshops and through community demonstration projects, to which Ivoclar has been committed for more than seven years.”

Henry Schein Appointee Announcements Amy Pacucci, Field Sales Consultant Amy will represent Henry Schein Dental in Chicago, IL. She has 16 years of experience in the dental field. Her previous employers include Precise Dental Arts and Patterson Dental. Margaret DeBoer, Field Sales Consultant DeBoer will represent Henry Schein in Grand Rapids, MI. She has 30 years of experience in the dental field, 18 years of which were spent with her previous employer, Patterson Dental, where she worked as a sales representative. Kimberly Akimoto, Field Sales Consultant Kimberly will represent Henry Schein Dental in the Honolulu, Hawaii region. She has over 14 years of experience in the dental field and her previous employers include Patterson Dental and Nobel Biocare. Ana Babich, Digital Technology Specialist Ana will be a digital technology specialist for Henry Schein Dental in the Raleigh, NC area. She has 10 years of experience in the dental field and has previously worked as a clinical team leader Brian Jakubowski, Equipment Sales Specialist Brian will represent the Omaha, NE region for Henry Schein Dental. He has 10 years of experience with Henry Schein working in medical sales. Randy Bullard, Field Sales Consultant Bullard will represent Henry Schein Dental in the Nashville, TN region. With his previous employer, Randy has 34 years of experience in the dental field, 24 of which were spent as a territory representative for Patterson Dental. Mike Williams, Equipment Sales Specialist Williams will represent Henry Schein Dental in Tennessee. He previously worked for 29 years as an equipment specialist for Patterson Dental. Emily Cunard, Dental Technology Specialist Cunard will be working for Henry Schein Dental in the Tampa, FL area. She previously worked as a sales education representative for Medtronic and holds a bachelor’s degree in marketing from the University of Central Florida. Trent Crollard, Equipment Sales Specialist Crollard will be representing Henry Schein as an equipment sales specialist consultant in Portland, OR. He has 21 years of experience in the dental field, 17 of which were spent as an equipment specialist at Patterson Dental.

Jenny Moros, Field Sales Consultant Moros will represent Henry Schein Dental in the Charlotte, SC region. She has 14 years of experience in the dental field working as a territory sales representative for Patterson Dental. Matt Henderson, Field Sales Consultant Henderson will be representing Henry Schein in the Nashville, TN region. He has seven years of experience as a territory sales rep for Patterson Dental. Mark Pruett, Digital Technology Specialist Mark will represent Henry Schein Dental in the Richmond, VA region. He previously worked as a Cerec specialist for Patterson Dental. Aaryn Emrie, Field Sales Consultant Aaryn will be representing Henry Schein in the Houston, TX region. He has six years of experience in the dental field, and most recently worked as a Cerec sales associate for Patterson Dental. Tim Bahr, Digital Technology Specialist Tim will be based in the Ft. Wayne, IN area for Henry Schein Dental. He has 17 years of the experience in the dental field, 15 years of which he spent as an equipment specialist for Patterson Dental. Jerry Newman, Field Sales Consultant Jerry will be based in the Nashville, TN region for Henry Schein Dental. He has 28 years of experience in the dental field, 23 of which he spent working as a territory representative for Patterson Dental. Kyle Cerio, Digital Technology Specialist Kyle will be based in the Buffalo, NY region for Henry Schein Dental. He previously worked as a unit manager for Altria and holds a bachelor’s degree in business management from St. John Fisher College. Staci Adlin, Digital Technology Specialist Staci will represent Henry Schein in the Omaha, NE region. She previously worked for Medtronic as a diabetes sales representative, and is new to the dental field. Ryan Grilz, Equipment Sales Specialist Ryan will represent Henry Schein in the Dallas, TX region. She has over four years of experience in the dental field working as a senior exclusive product specialist for Henry Schein, and was named the 2014 exclusive product specialist of the year. Brandon Philips, Equipment Sales Specialist Brandon will represent Henry Schein in the Denver, CO area. His recent work experience includes working as a senior exclusive product specialist for Henry Schein.

First Impressions

December 2017


NEWS Chris Fiora, Field Sales Consultant Fiora will represent Henry Schein in the Baltimore, MD and Washington, DC areas. He previously worked for over seven years as a territory representative for Patterson Dental. Chris Moyer, Field Sales Consultant Chris will be representing Henry Schein in the Ft. Lauderdale, FL region. He has 10 years of experience in the dental field, over five of which he spent working for Patterson Dental. Craig Carpenter, Digital Technology Specialist Craig will be representing Henry Schein in the Wilkes – Barre, PA area. He is new to the dental field and has a bachelor’s degree in political science from King’s College. Jon Acker, Digital Technology Specialist Jon will be representing Henry Schein in the Baltimore, MD and Washington, DC regions. He has 10 years of experience in the dental field, all of which he spent working as a Cerec specialist for Patterson Dental. Bob Tremblay, Field Sales Consultant Bob will be representing Henry Schein in the Wallingford, CT area. He has 39 years of experience in the dental field, 34 of which he spent working as a territory representative for Patterson Dental. Debra Riper, Field Sales Consultant Debra will represent Henry Schein in the Albany, NY region. She has 29 years of experience in the dental field, 17 of which she spent as a territory representative for Patterson Dental. Toby Hampp, Equipment Sales Specialist Toby will represent Henry Schein in the Wallingford, CT area. He has 14 years of experience in the dental field, 2 of which he spent working as a territory representative for Patterson Dental. Chad Perker, Equipment Sales Specialist Chad will represent Henry Schein in the Little Rock, AR region. He previously worked as the vice president for Regions Insurance. David Ariyoshi, Digital Sales Specialist David will represent Henry Schein in Hawaii. He is new to the dental field and previously spent eight years as the director of technical solutions for Xerox. Maurice Pancheco, Digital Sales Specialist Maurice will represent Henry Schein in the Albuquerque, NM area. He has two years of experience in the dental field, both of which he spent working as a Cerec Specialist for Patterson Dental.


December 2017

First Impressions

Michael Trimble, Equipment Sales Specialist Michael will represent Henry Schein in Albuquerque, NM. He has 10 years of experience in the dental field, five of which he spent working in equipment sales for Benco. Jared Glasko, Field Sales Consultant Jared will represent Henry Schein in the Cleveland, OH region. He is new to the dental field and previously worked as a sales consultant for Paychex. Robby Meland, Field Sales Consultant Robby will represent Henry Schein in the Fargo, ND area. He is new to the dental field, and previously worked at Bismark State College as an assistant professor of military science. Hunter Malec, Field Sales Consultant Hunter will represent Henry Schein in the Birmingham, AL region as well as the northwest FL region. He is new to the dental field and previously worked as a surgical sales representative for DePuy Mitek Sports Medicine. Billie Turner, Field Sales Consultant Billie will represent Henry Schein in the Las Vegas, NV region. He has two years of experience in the dental field, both of which he spent as a territory representative at Patterson Dental. Bri Anton, Field Sales Consultant Bri will represent Henry Schein in the Springfield, MO region. He is new to the dental field, and previously worked as the senior sales team lead for Schneider Logistics. Dallin Adams, Field Sales Consultant Adams will represent Henry Schein in the Billings, Montana region. He has three years of experience in the dental field, and previously worked as a dental assistant and commercial sales manager at smile 2 heart dental. Jeff Buck, Field Sales Consultant Jeff will represent Henry Schein in the Eagan, MN area. He has almost a year of experience in the dental field working as a sales ambassador for Clear – Airport. Pat Swenson, Field Sales Consultant Pat will be representing Henry Schein in the Salt Lake City, UT region. He has eight years of experience in the dental field working as a dental practice manager. Jonathan Locke, Field Sales Consultant Jonathan will be representing Henry Schein in the Houston, TX region. He is new to the dental field, and previously worked as an outside sales representative for Therapeutic Solutions. Will Zenahlik, Equipment Sales Specialist Will be representing Henry Schein in the San Francisco Bay area. He has over 10 years of experience in the dental field, and previously worked as an equipment specialist for Patterson Dental.

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I trust Tetric EvoCeram due to its unique chameleon effect and the superior clinical results.

– Dr. Katerina Papathanasiou Boston, MA

The Tetric Evo Line of composites offers an esthetic and predictable restoration in all cavity classes. ®

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© 2017 Ivoclar Vivadent, Inc. Ivoclar Vivadent and Tetric EvoCeram are trademarks of Ivoclar Vivadent, Inc.

Dr. Papathanasiou chose Tetric EvoCeram to close the diastemas between the six anterior teeth. The use of Tetric EvoCeram enamel and dentin shades gave excellent long-term esthetic clinical results.



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