FI DEC 19

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Leap of Faith Dentists who have been reluctant to offer cosmetic services may be surprised to learn it’s a great fit for their practice.

And their patients will love them for it!

December 2019

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11/19/19 11:01 AM

FOR DENTAL SALES PROFESSIONALS

DECEMBER 2019

Leap of Faith Dentists who have been reluctant to offer cosmetic services may be surprised to learn it’s a great fit for their practice. And their patients will love them for it!

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4 6 9 16 28

Publisher’s Letter Nothing to Lose

Braced for Best Outcomes

Composites

Newer products have led to decreased placement time, with no compromise to quality and esthetics.

Amid growing options for orthodontic treatment, orthodontists continue to offer patients their unique expertise.

Burs

A bur is not just a bur

An All-time High

18

Advanced technology opens restorative opportunities for doctors willing to learn. Their patients benefit too.

Quickbytes

Technology News

Rasheed Khalifa, DDS

www.firstimpressionsmag.com

First Impressions

December 2018

1

DECEMBER 2019

FOR DENTAL SALES PROFESSIONALS

Blue Light: An ocular risk Safety protocols must keep pace with advances in dental materials and techniques

24

30

OSAP Dental Infection Control Boot Camp™

The Dental DJ

Whether helping his dental customers or acting as DJ and master of ceremonies for a wedding party of 200, Gari Calvert knows his stuff.

36

Windshield Time

34

40 48

Automotive-related news

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First Impressions

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Industry news

Benco, Burkhart, Henry Schein, Patterson New Appointees

Editor’s Note

Cosmetic dentistry: A win-win for dentists and their patients

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PUBLISHER’S LETTER

SCOTT ADAMS Editorial Staff Editor Laura Thill lthill@ sharemovingmedia.com

Nothing to Lose Here at First Impressions, we get to see how best-

in-class brands use content to grow an audience with the goal of becoming a trusted adviser. Whether you’re a national brand or a professional salesperson, your goal should be the same when it comes to your customers.

As a trusted adviser, your current clients become more committed to you, and your potential clients are drawn to you when you deliver content that’s more important to them than it is to you.

I encourage you to read First Impressions each month for stories that have relevance to you – and your clients.

Visit firstimpressionsmag.com and print out articles to show your current and potential clients. Add in a note with your insights on the content, and let these clients know you’d love the opportunity to talk with them more about the subject.

What if you’ve never done anything like this, nor do you see any of your competitors doing this? That’s the exact reason you should be using content to build your personal brand.

Think about your last big purchase. Chances are, you read, watched, or listened to some kind of content related to it.

What about your passion in life? I’d bet big dollars you seek out content around it on a daily basis. The fact that you’re reading this magazine proves you look for content that helps you become the best rep possible. Your buyers do the same thing.

Now is a great time to try out content to gain and keep customers. What do you have to lose?

Happy Selling!

Dedicated to the Industry, R. Scott Adams

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December 2019

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

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

First Impressions is published bi-monthly by Share Moving Media 1735 N. Brown Rd. Ste. 140 • Lawrenceville, GA 30043-8153 Phone: 770/263-5257 • Fax: 770/236-8023 www.firstimpressionsmag.com First Impressions (ISSN 1548-4165) is published bi-monthly by Share Moving Media., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Copyright 2019 by Share Moving Media. All rights reserved. Subscriptions: $48 per year. If you would like to subscribe or notify us of address changes, please contact us at the above numbers or address.

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

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

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

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SALES FOCUS

BY LAURA THILL

Composites Newer products have led to decreased placement time, with no compromise to quality and esthetics.

When it comes to dental restorations, there’s a lot riding on the composite.

It takes a high-quality composite to successfully address shrinkage, polishability and handling. Yet many dentists tend to stick with their current composite until they encounter its shortcomings.

“When I ask dentists what their biggest concerns are with regard to composites, they almost always mention shrinkage, polishability, radiopacity and handling,” says Lisa Eisensmith, M.A., Senior Marketing Manager

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Chairside, Direct Restoratives, Ivoclar Vivadent, Inc. Shrinkage can affect the marginal integrity of the restoration; polishability can attribute to secondary caries; and radiopacity can aid in diagnosis using an X-ray.

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In Eisensmith’s experience, dentists base their purchasing decisions primarily on how well the composite handles, which can be a very subjective decision, she points out. “They also look at promotions and price, peer recommendations and product evaluations,” she says. “Composites are a tough category due to the number of products on the market, and dentists do not tend to look for a new material unless

they are experiencing challenges with their current material, or there is a significant advancement in materials.”

While the composition of today’s composites – filler particles and monomers – is much the same as that of early composites, the size of the filler particles has significantly decreased, which has led to improved restoration strength, fracture toughness, surface hardness and over all integrity.

“The introduction of the nano-sized filler particles almost 15 years ago has led to improved physical properties of the material, as well as the polishability and gloss retention of the restorations,” says Eisensmith. “The introduction of the 4mm composites also became a game changer for posterior composites. With regard to our 4mm composites at Ivoclar Vivadent, dentists can decrease placement time significantly without compromising the quality and esthetics of the posterior restorations.”

Both the size of the filler particles and the pigments in the materials determine where the materials are placed, Eisensmith continues. “For example, primarily of the 4mm composites are indicated in the posterior. They have minimum shade offerings, which are more widely acceptable in Class I and Class II restorations. When it comes to the anterior, dentists tend to look for exact shade and transparency options so they can match the shade and characteristics of the natural surrounding dentition. Ivoclar Vivadents’ Empress® Direct composite, for example, has 32 shades and 5 levels of translucency, which provides all the necessary options for a highly esthetic anterior restoration.”

Over the past 10+ years, many dentists have made the shift from amalgam filling material to resin-based composites, according to Eisensmith. That said, patient demographics greatly impact the choice of materials for direct fillings, she points out. “Amalgam fillings are still a relevant option for patients who do not wish to pay

out-of-pocket costs for a direct filling,” she explains. “These are typically covered by dental insurance, while resin-based fillings often result in out-of-pocket expense for the patient.”

“Esthetically pleasing resin-based filling materials are the more popular directfilling material option,” she continues.

“Approximately 80% of direct restorations are posterior restorations, which is why there has been a trend towards the more efficient 4mm posterior materials.”

“I would also recommend that distributor reps look at the top manufacturers in a category and do a net pricing analysis,” she says. “This would involve taking a look at the price based on the number of grams per refill. It would also account for any promos currently offered. In many cases, a 3+1 from one manufacturer looks like the best deal; but it really isn’t when these things are taken into consideration.” Manufacturer reps can provide a lot of information on

“ The introduction of the nano-sized filler particles almost 15 years ago has led to improved physical properties of the material, as well as the polishability and gloss retention of the restorations.”

– LISA EISENSMITH, M.A., SENIOR MARKETING MANAGER, DIRECT RESTORATIVES, IVOCLAR VIVADENT, INC.

PRICING

Composites – which have a shelf life between two and three years – can range in price, depending on a number of factors, according to Eisensmith. Flowable composites, which are sold in a syringe delivery system with about 1.2 grams of materials, are considerably less expensive than sculptable composites in a cavifil delivery system with 4-5 grams.

“The raw materials a manufacturer uses can impact on the price,” says Eisensmith. “I would encourage distributor reps to reach out to the territory reps at the manufacturer to get more details on the material. Many times, pricing reflects the cost of raw materials, as well as the technological advancements of the materials. This can lead to a higher quality material designed to outlast the lower priced competitors.

their materials in addition to pricing, including clinical studies and evaluations, she adds.

“At Ivoclar Vivadent, we offer a material that has clinical success rates of over 96% retention over 12+ years,” says Eisensmith. “Most restorative materials hope to offer 5-7 years.” For a mid-sized practice with, say, three dentists performing up to 75 direct restorations each week, this can have a significant impact over time, she points out.

PROBING QUESTIONS

Many dentists are still unaware of 4mm composites, even though they have been available for the past 10 years, according to Eisensmith. These materials have been validated by over five years of clinical studies and are known to facilitate efficiency in the dental practice, she notes.

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First Impressions

December 2019

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SALES FOCUS Distributor sales reps can initiate a discussion with their customers by asking a few questions, including: ›› “Doctor, what would you like to change about your current composite material?” ›› “What are the most important criteria you consider when choosing a composite?” ›› “Are you aware of the latest trends in composite technology, such as 4mm composites, which have been associated with increased efficiency at the dental practice?”

“ The beauty of composites is that they are a consumable product for a procedure that is done quite frequently in every general practice.”

– LISA EISENSMITH, M.A., SENIOR MARKETING MANAGER CHAIRSIDE, DIRECT RESTORATIVES, IVOCLAR VIVADENT, INC.

Distributor reps should be prepared to provide their dental customer with an overview of the product features and benefits, she points out. Most manufacturers provide this information in their brochures and scientific documentation. “Co-traveling with a manufacturer rep is a great way to learn how the manufacturer rep presents their material to the practice and

3s PowerCure-System

by Ivoclar Vivadent Inc. The 3s PowerCure System by Ivoclar Vivadent comprises four coordinated products: the adhesive, Adhese® Universal; the sculptable and flowable 4mm composites, Tetric® PowerFill and Tetric® PowerFlow; and the high-power curing light, Bluephase® PowerCure, capable of curing the adhesive and composites in just 3 seconds. The 3s PowerCure System is an open dental system; each individual product can be used to address a range of standard indications. Tetric PowerFill is a 4mm sculptable composite that can be cured in only 3 seconds with the Bluephase PowerCure curing light or in 10 seconds with a curing light intensity of ≥ 1000 mW/cm2. In addition, clinicians can count on: ›› Outstanding esthetics, including lifelike esthetics in the posterior region due to Ivocerin® and Aessencio® technologies. ›› High quality, such as that provided by conventional composites, and better reliability due to fewer layers, shorter curing times and intelligent curing assistance. ›› Greater efficiency. Clinicians can expect 57 percent time savings over conventional incremental technique due to increased layer thickness (up to 4mm) and reduced curing times (starting at 3 seconds).

“The objection I hear most often from dentists concerns how well the composite material handles,” says Eisensmith. “Dentists tend to have handling benchmarks based on the material they currently use. I understand how important handling is, but with the availability of composite warmers and new instrumentation that aids in a simplified placement, handling should not be a reason for dentists to walk away from a clinically proven, predictable material.”

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how it stands apart from the other filling materials on the market,” she says.

“The beauty of composites is that they are a consumable product for a procedure that is done quite frequently in every general practice,” says Eisensmith.

They are a great foundation for success for both the dental practice and sales reps, she adds.

www.firstimpressionsmag.com

SALES FOCUS

Burs A bur is not just a bur

Burs may account for as little as 5% of a sales rep’s annual consum-

able business. But, as one of the most critical tools in the operatory, they certainly should not be an afterthought – for reps or their dental customers!

By helping dentists select appropriate burs for their practice, sales reps can point their customers toward greater efficiency and better results. “Choosing the right bur can really make a difference in a dental practice,” says Ronnie Klein, a Long Island, New York-based field sales consultant with Henry Schein Dental. When dentists do not use a bur that’s best suited to a particular procedure, they may not achieve the best possible results for their patients,

he points out. “Some burs may be dull and cause root and tooth fracture,” he says.

“Dull burs also may not polish the teeth well, leaving voids for bacteria and decay.”

Price can be a big concern for dentists, according to Klein. On average, a solo-practice dentist spends about $500 each year on burs, he notes. “Carbide burs cost between $1.30-$6, depending on the type and what they are used for,” he says. “Disposable diamond burs cost as little as 85 cents, while reusable ones cost as much as $8.”

Dentists also focus on the longevity of a bur, and whether they can be sterilized and reused. In Klein’s experience, diamond burs offer a high-quality, smooth cut. They often are the bur of choice for crown preps and fillings. By comparison, carbide burs offer a more aggressive cut and are appropriate for fast tooth removal or cutting through crowns, bridges and/or metal. Ceramic and steel burs offer longevity. Depending on the angles of the tooth structure, dentists may prefer pear, round or cross-cut tapered fissured burs. That said, many dentists base their preference on the techniques they learned in dental school, he adds.

Taking the time to help your dental customers select the right burs for their practice can make a difference to their bottom line and boost their patients’ satisfaction. Burs may be considered a small consumable, but they’re certainly an important one!

Questions to ask By asking a few pointed questions, such as the following, distributor sales reps can initiate a discussion with their dental customers to help identify their need: • “Doctor, how often do you change out your burs?”

• “How satisfied are you with the burs you currently use?”

• “What changes would you make to your current burs to facilitate greater efficiency throughout your practice?”

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First Impressions

December 2019

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SPONSORED

CROSSTEX

Efficient protection VistaCool™ Direct-to-Drain Cooling System for Autoclave Wastewater saves staff time while protecting cabinetry and drains from steam-sterilizer exhaust.

Adhering to proper sterilization protocols in the dental practice is key

to infection control and the safety of patients and staff. But sterilization comes with its share of challenges. For instance, with steam sterilization, autoclaves that use fresh water for each cycle must exhaust wastewater in the form of steam and condensation. Most sterilizers discharge this steaming-hot exhaust into some form of condenser bottle, which is typically located beneath the sterilizer inside a base cabinet. It’s important that this sterilizer wastewater is managed properly, but dealing with it can be problematic.

Over the course of multiple sterilization cycles, these condenser bottles fill up and can get very hot. It’s not unusual for busy practices to have to empty the bottles many times throughout the week, creating additional tasks for office staff members.

If the bottles are emptied too soon, before they have sufficiently cooled, the wastewater can actually melt plastic plumbing. On the other hand, if the bottles aren’t emptied frequently enough, they can overflow inside the cabinet. In addition, spills and steam that escape from condenser bottles create a humid environment, which can contribute to delamination, mildew, rot and rust inside sterilization center cabinets.

To help dental practices protect drains and cabinets, as well enhance office efficiency, Crosstex, a Cantel Medical Company, now offers the VistaCool™ Directto-Drain Cooling System for Autoclave Wastewater. This patent-pending system saves staff time by eliminating the need for office staff to empty condenser bottles manually. And because it’s non-electric and self-regulating, there’s no user maintenance required. Unlike other systems, only the VistaCool™ Direct-to-Drain Cooling System for Autoclave Wastewater can refresh its own coolant water when it senses

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• How will the steam sterilizer exhaust be collected and managed?

• Will our staff have to monitor and manually empty the sterilizer wastewater multiple times each week?

If so, how much time will this take, and how safe is it for them to handle bottles of hot condensation?

• What are the odds of a condenser bottle overflowing if the staff becomes busy and forgets to empty it?

• Could our dental cabinets become warped, delaminated or otherwise damaged as a result of steam from condenser bottles?

that the water in the tank has become too warm to serve as an effective coolant.

Not only does the system prevent sterilizer wastewater from melting plumbing, the CSA-certified backflow prevention meets or exceeds most local plumbing codes. And because cooled wastewater is sent directly down the drain, dental professionals can rest assured their cabinets will be protected from potential damage due to spills or the humid environments created by exhaust from condenser bottles.

The VistaCool™ Direct-to-Drain Cooling System for Autoclave Wastewater is approved for use with some of the leading fresh-water sterilizers on the market, including both newer and older SciCan STATIM 2000 and 5000 units, as well as the Midmark and Ritter M3. For practices that prefer using fresh water instead of recirculated water for sterilization, the double-sterilizer model of the VistaCool™ Direct-to-Drain Cooling System for Autoclave Wastewater enables Midmark and Ritter M9 and M11 UltraClave Automatic Sterilizers to use fresh water for each cycle by sending wastewater directly to the drain.

This modification requires the use of a simple, Midmark-approved adapter kit.

CONSIDER THIS!

Learn more at Crosstex.com/VistaCool.

Few dental professionals would question the importance of sterilization. But the sterilization process inevitably raises several questions, such as:

Editor’s note: Sponsored by Crosstex International Inc, a Cantel Medical Company.

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Show your customers a better way.

If your customers are still buying bottled water and manually emptying sterilizer condenser bottles, it’s time for better solutions. You can show them how the right systems can enhance their efficiency, boost their productivity, and help to protect the investments they’ve made in their dental equipment and instruments.

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Cools autoclave wastewater and sends condensation safely down the drain automatically – protecting cabinets and drains, while also saving valuable staff time.

Direct-to-Drain Cooling System for Autoclave Wastewater

Water Purification System

All product names are trademarks of Crosstex International, Inc., a Cantel Medical Company, its affiliates or related companies, unless otherwise noted.

Marks not registered in all jurisdictions. © 2019 Crosstex International, Inc. DADV01103 Rev A 0819

(888) 276-7783

info@crosstex.com

crosstex.com

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Leap of Faith Dentists who have been reluctant to offer cosmetic services may be surprised to learn it’s a great fit for their practice. And their patients will love them for it! BY LAURA THILL

Patients today expect more – and better – cosmetic services, leaving dentists to consider how their practice can best meet this need. “We definitely have become an increasingly customer service industry,” says Kristine Aadland, DMD. “Patients now have access to apps like beautify, and they can see what they would look like with straight, bright white teeth. The trick for dentists is to meet their demands.”

Thanks to recent advances in technology, dentists are able to provide quick, yet quality, results, Dr. Aadland continues. “As a CAD/CAM dentist, the biggest advances I have seen in cosmetic dentistry include upgrades in proposals of restorations within our software and our scanning abilities. The new PrimeScan, by Dentsply Sirona, has cut a significant amount of time off of my sameday anterior cases. Also, the capabilities of digital wax-ups and having greater material choices all further my ability.

The fact that I can provide an esthetic anterior case with high quality materials and high esthetics in one day for my patients is an amazing advancement. Pixel upgrades have enabled our DSLR cameras to show intricate details, providing us with a roadmap to mimic tooth color in our restorations. There are also apps available for smile design, which provide us with a picture to copy or help us better communicate expectations with our patients.” At the same time, social media groups enable dentists to share their cases and learn from one another’s experiences, she points out. Evolutions such

as these have made cosmetic dentistry more user friendly and even fun for dentists, she adds.

A CASUAL CONVERSATION

Some dentists find it challenging to initiate a discussion about cosmetic services with their patients, notes Dr. Aadland.

“I think the biggest challenge for some dentists is that they do not believe they are good enough to provide the work, or they lack the confidence to have this conversation with their patients,” she says.

“Our culture promotes esthetic dentistry and celebrates it when people get a new smile.”

– Kristine Aadland, DMD

“Truthfully, the clinical skills are not much different than the other types of services that general practitioners provide every day. The challenge is to decipher patients’ expectations and then deliver that.

As in many areas of dentistry, communication and confidence are key.”

In fact, that initial conversation with patients may be easier than some dentists realize. “I see a lot of free whitening ads for new patients in both solo and small group practices,” says Dr. Aadland.

“This meets a portion of the cosmetic demand. When I see the growing popularity of in-mall bleaching centers and services like the Smile Direct club, which are patient-driven rather than dentist-driven, it leads me to believe that there is a demand for these services that is not being met.

“Some dentists are definitely more comfortable than others in diagnosing and talking about cosmetic dentistry,” she continues. “Cosmetic dentistry is a very casual conversation in our office, such as asking patients if they like their smile. For instance, if I am running behind for a hygiene exam, my staff often will tell the next patient, ‘The doctor is recreating someone’s smile and will see you in a few minutes. Thank you for your patience.’ This can lead to that patient wondering about his or her own smile, and a conversation usually unfolds from there. It is amazing how many people are unhappy with their smiles.

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COSMETIC DENTISTRY “Our culture promotes esthetic dentistry and celebrates it when people get a new smile,” says Dr. Aadland. And, social media has made it increasingly easier for dentists to market cosmetic services, she adds. “Online pictures are becoming more creative, showing off new smiles and subtly telling people that they, too, can have a smile like that.” That said, word of mouth remains the gold standard in marketing, she points out. “Most of my

new patients are referred by my existing patients,” she says.

NOTHING MORE REWARDING

In Dr. Aadland’s experience, there is nothing more rewarding for dentists than watching patients shine after receiving a new smile. The positive impact on their confidence is amazing, she notes. “Patients who used to hold their hands over their mouth to cover it while they talked

“ The transformation when someone finds their confidence is like no other, and I personally feel honored to be part of it.”

– Kristine Aadland, DMD

suddenly glow from the inside out. The transformation when someone finds their confidence is like no other, and I personally feel honored to be part of it.”

As is likely the case for many dentists, Dr. Aadland admits she hesitates when patients with healthy teeth approach her looking for a Hollywood smile.

“Why would I want to cut down healthy teeth if I don’t believe it’s necessary?” she asks. But a number of patients have given her reason to reconsider. “I had one patient come to me for veneers,” she recalls. “I explained my concerns about cutting down his natural teeth, which were healthy. He pointed out that 18 million people had elective cosmetic surgery in 2018, and that this procedure was much safer than getting general anesthesia or having major surgery. I had to agree, and his new smile does look amazing! Patients today want cosmetic surgery. Who are we to judge?”

Adding cosmetic dentistry For general dentists looking to add cosmetic services to their practice, Kristine Aadland, DMD, recommends they begin with basic offerings, such as whitening, and build from there. “Offering services like whitening is easy,” she explains.

From there, she recommends taking continuing education courses that focus on smile design.

“After that, offering reshaping, bonding and veneers is easy,” she points out. “Whether dentists are making them in the office with CAD/CAM, or sending the restorations to a lab, they still have to know what to look for and how to meet their patients’ expectations.

“I think the hardest cosmetic procedure is bonding,” Dr. Aadland continues. “Dentists looking to get into conservative cosmetic dentistry should take a course specifically on bonding and then go for it!”

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One-Shade Universal Composite

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COSMETIC DENTISTRY ADDRESSING CHALLENGES

An All-time High Advanced technology opens restorative opportunities for doctors willing to learn. Their patients benefit too.

BY LAURA THILL

Better quality materials have made it possible for dentists to deliver

beautiful, predictable restorations. Yet, many practices still don’t offer cosmetic services. Whether some general dentists lack the confidence to do so, or they lack the marketing skills to make their patients aware of these services, it’s a missed opportunity for the practice and patients alike.

“The quality of cosmetic dental services that we can offer patients is at an alltime high,” says Pamela Maragliano-Muniz, DMD, FACP, and a key opinion leader in the dental industry. “For indirect restorations, lithium disilicate and other all-ceramic restorations can provide gorgeous results for our patients. Adhesive resin cementation systems have improved color stability, which helps prevent the cement from interfering with the aesthetics of even the thinnest of restorations. In fact, some universal cementation systems have made the delivery of indirect restorations much simpler.

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“Even direct composite materials are getting better,” says Dr. MaraglianoMuniz. Aesthetic materials that once lacked the strength and longevity have since been significantly improved, she explains. “Today, a skilled dentist can layer composite resin and provide predictable, long-lasting restorations that mimic natural tooth color, texture and translucency.” Indeed, as it has become less complex to deliver quality restorations, dentists no longer require an extensive inventory of cements and composites, she adds.

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Not every dentist has the education, expertise or confidence to provide cosmetic dental services, notes Dr. Maragliano-Muniz. “Dentists who are trained to provide comprehensive dentistry tend to offer more complete treatment plans that include multidisciplinary and cosmetic dental care,” she points out. “Dentists who are less comfortable with a particular procedure will be less likely to recommend it.”

That said, patients only know what they are told – and see. Dr. MaraglianoMuniz says that in her experience, the use of photographs is one of the most direct ways for dentists to communicate with patients, as well as market their services. “Patients often have a hard time interpreting our explanation of their condition or our recommendation for treatment,” she says. They do, however, tend to respond positively to before-and-after photos. “When patients are presented with photographs of their own teeth, they see a perspective they have never seen before,” she says. “This helps them understand and own their dental problems and seek a resolution. Dentists that offer before-and-after photos are conveying the message: ‘I’ve treated cases like yours before and have given patients some beautiful, successful results.’ This will help the patient feel more confident about the treatment recommendations, as well as the clinical skills of the dentist.”

In fact, if dentists are not using photography in their practice, they are missing out on a significant portion of patient documentation, as well as the opportunity to collect marketing material on successful cases, notes Dr. Maragliano-Muniz.

“If a dentist is marketing the practice as a cosmetic-focused practice, having the education to provide comprehensive dentistry, and understanding the importance of taking photographs, is essential,” she says.

“I use photography for documentation,

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lab communication, practice marketing and to critique my own work. I consistently take photographs after completing cases, where both the patient and I are satisfied with the clinical outcome; often, while evaluating the post-op photographs, I find other areas of improvement as well.

This drives me to continually elevate my skills and knowledge of dental materials.”

Patients also face obstacles to moving forward with cosmetic dental services. “Many procedures are considered elective or cosmetic, and they may not be covered by insurance,” Dr. MaraglianoMuniz explains. “Patients with financial challenges may not be able to pursue elective – let alone necessary – cosmetic dental procedures.”

Sometimes, patients are not aware they require cosmetic dental procedures, especially when dental breakdown has been gradual, she points out.

“Documenting a patient’s dental status is prudent, as changes in dental health can be demonstrated with photography, radiography and impressions,” she says.

At the end of the day, when dentists take time to educate their patients, patients can weigh their options and may be more likely to move forward with treatment.

“ The quality of cosmetic dental services that we can offer patients is at an all-time high.”

– Pamela Maragliano-Muniz, DMD, FACP.

FORM AND FUNCTION

“Form and function go hand in hand,” says Dr. Maragliano-Muniz. If a patient has a cosmetic issue, there’s often an underlying functional problem which – if left untreated – will worsen and further compromise the cosmetic issue, she notes.

Dentists do a service for both their practice and their patients when they effectively market the full range of their services. “I’ve had patients come to me for cosmetic dentistry because they aren’t aware that their current dentist offers these services,” says Dr. Maragliano-Muniz. Dentists who aren’t confident marketing cosmetic services can benefit from continuing education, she adds.

All that said, when dentists offer services they are confident and competent to provide, they likely will deliver successful, long-term outcomes. “If there are procedures dentists wish to provide, but they lack the experience, there are many CE courses – including hands-on restorative and photography courses – that will help the dentist gain confidence and competence.

Dental technology changes constantly, and it’s essential that dentists keep up, notes Dr. Maragliano-Muniz. “It is critical that we stay open minded and continually learn. There are many techniques and materials available, enabling us to provide stunning restorations,” she says. “We owe it to our patients to learn the techniques and offer this care.”

Universal cements and bonds EsteCem II by Tokuyama Dental is a universal cementation system compatible with any type of restoration. In addition, Tokuyama Universal Bond (Tokuyama Dental America) can be used as an autopolymerizing bonding agent on natural tooth structure, as well as a silinating agent on indirect restoration.

Estelite Omega by Tokuyama Dental is a resin composite system consisting of 11 shades. This composite may be

layered to create restorations that blend with adjacent tooth structure, or mimic natural tooth structure when fabricating direct veneer restorations. When characterizations or shade modifications are necessary, Estelite Omega can be characterized using Estelite Color – a system consisting of nine tints and four opaquers – to create any smile, down to the most minute detail!

Editor’s note: Pamela Maragliano-Muniz, DMD, FACP, is a board-certified prosthodontist and the owner of Salem, Mass.-based Salem Dental Arts, PLLC.

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ORTHODONTICS

BY LAURA THILL

Braced for Best Outcomes Amid growing options for orthodontic treatment, orthodontists continue to offer patients their unique expertise.

A beautiful smile

can do wonders for our self-esteem, particularly when our photo is plastered across Facebook and Instagram. And patients today have more options for improving their smile than ever before – from ordering aligners online to seeking treatment from a general dentist. That said, some dental professionals believe there are advantages to working with an orthodontist.

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For one, orthodontists bring additional training – usually between two and three years of specialized academic and clinical training – to the operatory, compared to general dentists. “This equips the specialist to treat a wide range of orthodontic patients utilizing the appropriate methods,” says Rasheed Khalifa, DDS, an orthodontist based in Manteca, Calif. “Most importantly, the specialist’s knowledge of human growth and development helps the specialist arrive at the correct diagnosis of the orthodontic problems, leading to better treatment results.

“ Thanks to technological advances like digital X-ray and scanners and 3D printers, orthodontists can provide more accurate diagnoses and efficient treatment. And the incorporation of nickel/titanium alloy in arch wires and coil springs has nearly eliminated the need for pulling teeth in patients with crowded or underdeveloped jaws.”

– Rasheed Khalifa, DDS

Rasheed Khalifa, DDS

“Addressing an improper bite or malocclusion in its various manifestations is the most common reason I treat orthodontic patients,” Khalifa says. “Common examples of improper bite are excessive overjet (often referred to as over-bite or buck teeth) under-bite, anterior deepbite, anterior open-bite, individual tooth or teeth cross-bite, rotated teeth, spaced or crowded teeth.”

Although he typically recommends fixed metal braces for teenagers and ceramic fixed braces for adults, in some cases, patients can be fitted with clear

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ORTHODONTICS

aligners. But this isn’t the best option for every patient, he adds. “While clear aligners have made orthodontic treatment appealing to teen and adult patients who are not comfortable wearing braces, in some cases, they may not be the right choice for the correction they require.”

In fact, for some extreme cases, even traditional treatment with fixed braces will not suffice. For instance, to treat jaw abnormalities in growing children, Khalifa modifies their growth pattern utilizing myofunctional removable appliances. Gross skeletal jaw abnormalities in non-growing patients may require orthognathic surgical correction, such as orthodontics combined with jaw surgery, he says. Thanks to technological advances like digital X-ray and scanners and 3D printers, orthodontists can provide more accurate diagnoses and efficient treatment. And the incorporation of nickel/titanium alloy in arch wires and coil springs has nearly eliminated the need for pulling teeth in patients with crowded or underdeveloped jaws, he says.

“ From the patients’ perspective, they are very aware of the need for orthodontic treatment when their teeth are crooked, obviously spaced or they have a gross over or underbite. And social factors like social media and selfies have made the public even more conscious of their smiles.”

– Rasheed Khalifa, DDS

A DAY’S WORK

On a typical day, Khalifa sees between 30 and 40 patients, either to place braces, make necessary adjustments, remove orthodontic appliances or check bite stability on patients already in retention. “The majority of these patients require adjustments, such as activating their orthodontic appliances by bending or changing arch wires and/or changing their elastomers,” he explains.

It’s common for a patient to schedule an emergency visit because an arch wire is poking his or her gums and must be cut flush. But, the day after Halloween traditionally is one of the busiest days of the year for emergency calls, according to Khalifa. Indeed, sticky, chewy or hard treats can play havoc on orthodontic appliances. “We promote the American

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Association of Orthodontists’ Orthodontic Health Month recommendations and post braces-friendly tips on social media, but we still end up with calls regarding broken braces and wires,” he says.

Emergencies aside, however, some patients simply are less motivated than others when it comes to complying with treatment, Khalifa says. Teens sometimes require regular encouragement to wear their removable elastics or maintain good oral hygiene, he says. “We talk to them and sometimes offer reward programs.

In fact, we’ve improved compliance by

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offering patients points toward a monthly movie ticket drawing.”

That said, patients generally do what it takes to get the best possible results. “I emphasize to patients that straight teeth are easier to clean and lead to lifelong better oral and overall health,” says Khalifa.

“From the patients’ perspective, they are very aware of the need for orthodontic treatment when their teeth are crooked, obviously spaced or they have a gross over or underbite. And social factors like social media and selfies have made the public even more conscious of their smiles.”

GREATER COMPETITION

As more general dentists have added orthodontics at their practice, and patients have more options for treatment, orthodontists must work harder to market their services, according to Khalifa. “In order to remain competitive, orthodontists must market their practice heavily,” he says. “This can be accomplished the traditional way, by establishing good rapport with the referring general dentists. But I also recommend in-house marketing by the whole staff, which should reflect the desired image of the

“Emergencies aside, however, some patients simply are less motivated than others when it comes to complying with treatment.”

practice. This may include programs that keep patients and their families engaged with the office and the treatment, as well as community involvement.

“In this era of the patient experience, it’s especially important that orthodontic practices take full advantage of online and social media to reach their market niche, as well as offer contests and rewards to engage young patients and their families,” says Khalifa. Bottom line, he explains, orthodontists want to see patients benefit from an improved smile, facial appearance and oral health, and inevitably, better self-esteem.

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SPONSORED

MOUTHWATCH

Teledentistry: Key to engaging patients When patients can’t come to the office, Paul Labbe, DDS, brings the office to his patients aware of TeleDent™, a turnkey teledentistry platform by MouthWatch. “By utilizing TeleDent in our offices, we have been able to develop a screening program that includes local health fairs and school outreach events, making it possible to perform dental screenings in schools without using radiation to assess caries risk, identify decay and abscesses, or determine hygiene classifications.

BRINGING AWARENESS TO THE COMMUNITY

Dr. Labbe’s screening program, which is integrated with several local schools, is bringing awareness to parents and their

From the start of his career, Paul Labbe, DDS, owner of Texas-based Planet

Dental, has made it a point to give back to the community. With four offices and a quality team of dental professionals strategically located in an underserved area of Southern Texas, it would appear he’s in a position to provide some deeply needed care. As he discovered, however, patients in need can be difficult to reach – that is, until he added teledentistry to his practice.

“The best part about this profession is the ability to give back to any community,” says Dr. Labbe. “In dental school, I had the opportunity to participate in several outreach programs, including a mission trip to Fiji, where we set up a clinic in a remote village and provided oral hygiene services, oral surgery, limited removable prosthodontics, direct glass isomer restorations and limited root canal services. I also was involved in a program

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that delivered dental care to the homeless in San Francisco.”

When he established his practice in the Laredo, Texas, area, for the most part he focused on treating underserved children. “Unfortunately, the parents of these children would habitually break dental appointments and usually only visited our office when their children’s caries were visible and at a rampant state,” he says. It was then he became

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“Before we had teledentistry, unless patients were in our office, we could not provide any caries risk assessment or recommendations.”

– Paul Labbe, DDS, owner of Texas-based Planet Dental

children who otherwise might not visit a dentist, he notes. “This absolutely has had a positive effect on the community,” he says. “In fact, without teledentistry, it would be nearly impossible to reach these patients. “

“Before we had teledentistry, unless patients were in our office, we could not provide any caries risk assessment or recommendations,” says Dr. Labbe. “Today, with the help of a laptop, the TeleDent app, a MouthWatch intraoral camera, gloves and mirrors, we can screen for visible caries, infections, calculus and plaque buildup, eruption anomalies, mal occlusions and more. Essentially, we are able to take the diagnostic

portion of the exam (excluding radiographs) outside of the office, and educate children and adults about their oral health.” Now Dr. Labbe and his team can share images with patients and their parents, which help them explain the diagnosis and recommendation. “As a result, our patients and their parents are much more engaged in their appointments and more willing to comply with treatment recommendations!”

Dr. Paul Labbe

Teledentistry at a glance Teledentistry is helping dental practices expand their private model, notes MouthWatch CEO Brant Herman. “Our allin-one teledentistry platform, TeleDent™, is a prime example,” he says. A secure, cloud-based, easy-to-use system, TeleDent is feature-rich and highly scalable, and offers the following benefits, he points out: • Efficient communication. Better communication throughout a dental practice means greater collaboration among team members.

• Improved patient care. Efficiently treating patients facilitates more predictable, positive patient outcomes and an elevated standard of care.

• Convenient consultation. TeleDent makes it easier for them to consult with patients – either in realtime or via store and forward-file and exam sharing.

• Increased patient case acceptance. TeleDent helps clinicians visually explain to patients why they need treatment, particularly for complex cases.

• Enhanced patient experience. From the initial virtual consultation to treatment completion, doctors and their dental team can offer patients a more enjoyable experience, leading to greater patient retention.

Editor’s note: Sponsored by MouthWatch.

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INFECTION CONTROL

Blue Light: An ocular risk

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

Safety protocols must keep pace with advances in dental materials and techniques

In the hustle and bustle of today’s busy dental practices, safety must remain a priority. Compliance to Occupational Safety and Health Administration (OSHA) standards and Centers for Disease Control and Prevention (CDC) recommendations form the foundation and best practices of procedures and protocols that drive this safety. Dentistry is a science that requires not only precision hand skills, but also accurate vision; thus, eye protection from all hazards is critical for a long, successful career of caring for patients.

Most providers are keenly aware of the risks of ocular injury and exposure from spray and spatter of patient oral fluids. The OSHA Bloodborne Pathogens Standard states, when splashes, sprays, splatters or droplets of blood or OPIM pose a hazard to

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the eyes, nose or mouth, then masks in conjunction with eye protection (such as goggles or glasses with solid side shields) or chin-length face shields must be worn.1 The CDC concurs, stating, dental health care personnel should wear protective eyewear with solid side shields or a face shield during procedures likely to generate splashes or sprays of blood of body fluids or the spatter of debris.2

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INFECTION CONTROL

A NEW OCULAR RISK

With advances in restorative dentistry and the trend of placing composite restorations rather than amalgam, there is a new ocular risk providers must pay attention to: blue light.3 Light curing units (LCUs) are not only used for curing composite restorations, but also for bonding and tooth whitening, and the lights have become more intensified over time. Most adhesive materials found on the market today contain photoinitiators, material components that require absorption of optical radiation in the wavelength range 350–500 nm to set. Light emitting diode (LED)-based curing lights are the most used light sources with an emission peak in the blue/blue-green range (430–490 nm).4 Quartz-tungsten-halogen (QTH) light curing units (LCUs) have dominated light curing of dental materials for decades and are now almost entirely replaced by modern LED LCUs. Visible LEDs were invented around 1963. Nevertheless, it was not until the 1990s that LEDs were seriously considered by scientists or manufacturers of commercial LCUs as light sources to photopolymerize dental composites and other dental materials.5 So, how does blue light affect the eyes of dental team members who use

it? Blue light has the shortest wavelengths of all types of visible light (380– 495 nm). Accordingly, blue photons have greater energy than photons with longer wavelengths, and high-frequency blue light is sometimes referred to as high-energy visible light.6 Many studies have been done on ocular hazards of LCUs used in dentistry. A recent study

by Alasiri et al was published in April 2019, as a systematic review of online PubMed and Google Scholar databases.

The objective of the study was to examine the literature and summarize studies that describe the potential ocular hazards posed by different systems of LCUs used in dental clinics to ensure the safety of the operator, patient and auxiliary staff. The results confirmed most of what is now widely known – that blue light radiation can cause moderate-tosevere retinal damage to both dental healthcare workers and patients who are exposed for long periods of time without wearing eye protection. Blue light has a higher energy and can penetrate to the back of the eye at the retina, which is susceptible to damage, risk of burning, enhanced retinal aging and, over time, macular degeneration.6,7,8

Along with blue light exposure of LCUs, many practices – especially large groups and DSOs – use electronic patient record systems. The use of computers, phones and other devices with electronic displays are means of additional exposure of eyes to increased amounts of light stimulation. As phototoxicity contributes to the progression of retinitis pigmentosa and age-related macular degeneration, which are major causes of blindness worldwide, the influence of light on the retina is a public health concern.6 How much blue light from LCUs are dentists exposed to? While this differs based on each practice and provider, in a study of Norwegian dentists4, the researchers found they spent on average 57.5% of their working days placing restorations (ranging from 1 to 30 restorations per day). The average length of light curing for one normal layer of composite was 27 seconds. The longest individual mean curing time per day was about 100 times higher than that of the lowest. Almost one-third of the dentists used inadequate eye protection against blue light.4 RECOMMENDATIONS FOR EYE SAFETY TO BLUE LIGHT

Graphic courtesy of Palmero Healthcare

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Orange – and/or bronze-colored filters block blue light most effectively. Orange filters cut out more blue light than bronze filters and block blue light wavelengths of anywhere between 385-495 nm. Therefore, it is possible to greatly reduce the effects of blue light on the eyes by ensuring that it has to pass through filters, such as functional protective eyewear that contain these colors.6 Where there is not specific guidance related to a worker hazard, the employer can invoke OSHA’s General Duty Clause as a strategy to mandate additional safety measures for employees. The General Duty Clause

Graphics courtesy of Palmero Healthcare

states, each employer shall furnish to each of its employees a workplace that is free from recognized hazards that are causing or likely to cause death or serious physical harm.9 Thus, any recognized hazard not covered in a standard, such as the Bloodborne Pathogens, is covered under the General Duty Clause and the employer must implement a feasible and useful method to correct the hazard, such as standard protocols to wear and use special orange filter eyewear to protect dental healthcare team members from potential ocular injury of blue light exposure.

Looking away from the light is not recommended; in many cases this behavior causes the curing light operator to move the light away from the restoration area, resulting in decreased light dose to the material, which may compromise restoration quality.4 Currently, the most important recommendations regarding the use of blue light in dentistry are to read the manufacturer instructions for curing devices and to use radiation-filtering protection goggles.6 Protecting clinicians’ eyes from blue light exposure of LCUs is just as important as protecting eyes from patient

oral spray and spatter, but not as widely practiced or accepted. Team members must be informed and educated on the hazards of long-term exposure to blue light, and as specific safety eyewear is indicated to reduce the potential of ocular injury from patient oral fluids, blue light filtering eyewear should be utilized to protect the eyes of team members during procedures involving LCUs. Employers and management teams must ensure compliance and keep up with appropriate safety protocols as dental materials and techniques continue to advance.

References 1. U .S. Department of Labor. Occupational Safety and Health Administration; Bloodborne Pathogens Standard. Available at https://www.osha.gov/pls/oshaweb/owadisp.show_document?p_id=10051&p_table=STANDARDS. Accessed September 17, 2019.

2. U .S. Centers for Disease Control and Prevention. Oral Health; Personal Protective Equipment. Available at https://www.cdc.gov/oralhealth/infectioncontrol/faqs/personal-protective-equipment.html. Accessed September 17, 2019.

3. Eklund, SA. (2010). Trends in dental treatment, 1992 to 2007. J. Am. Dent. Assoc., 141(4): 391-399.

4. K opperud,SE., Rukke,HV., Kopperud,HM., Bruzell,E.M. (2017). Light curing procedures – performance, knowledge level and safety awareness among dentists.

Journal of Dentistry, 58: 67-73.

5. Jandt, KD., Mills, RW. (2013). A brief history of LED photopolymerization. Dental Materials, 29 (6): 605-617.

6. Yoshino, F., Yoshida, A. (2018). Effects of blue-light irradiation during dental treatment. Japanese Dent Sci Rev, 54 (4):160-168.

7. Alasiri, RA., Algarni, HA., Alasiri, Reem A. (2019). Ocular hazards of curing light units used in dental practice – A systematic review. Saudi Dent J, 31(2):173–180.

8. H am, WT, Jr., Ruffalo, JJ, Jr., Mueller, HA., Clark, AM., Moon, ME. (1978). Histologic analysis of photochemical lesions produced in rhesus retina by short-wave-length light. Investigative Ophthalmology and Visual Science, 17(10):1029-1035.

9. U.S. Department of Labor. Occupational Safety and Health Administration. General Duty Clause. Available at https://www.osha.gov/laws-regs/oshact/section5-duties.

Accessed September 17, 2019.

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

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QUICKBYTES

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 GOOGLE’S PRIVACY TOOLS

Google celebrated Cybersecurity Awareness Month (October) by rolling out tools to give customers greater control over their privacy when using Google Maps, YouTube and Google Assistant, reports The Verge. Google confirmed that it was launching incognito mode for Maps, which was scheduled to appear on Android in October before expanding to iOS “soon.” When you turn on incognito mode, your Maps activity on that device, like the places you search for, won’t be saved to your Google

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Account and won’t be used to personalize your Maps experience. As for YouTube, Google said it was introducing the same rolling auto-delete feature that can already automatically clear out your location history and web data at an interval of your choosing. And last, Google is letting you wipe recent voice commands or questions to Google Assistant without opening an app on your phone. Just say “Hey Google, delete everything I said to you the last week.” (Unfortunately, you can’t delete more than a week’s worth of history.)

tracking. The artificial intelligence that powers the system is said to automatically adjust the speed and intensity of the motion to keep the user in deep sleep cycles.

HOLD THE PHONE!

Tired of listening to bad “hold” music?

DoNotPay, the app, launched a new feature, “Skip Waiting On Hold,” that does the listening for you, reports Tech Crunch. “Just type in the company you need to talk to, and DoNotPay calls for

to the writer. “Across three separate support encounters in the store and online, they told me I had to buy a replacement pair for $138, nearly the price of a whole new set.” But here’s the straight story: If your AirPods are less than a year old and performing poorly, an Apple store will replace them at no cost. You can buy an extended warranty for $29; it covers the battery – but only for two years. And if your AirPods are out of warranty, you’ll pay $49 per stick – or $98 per head.

“ When your AirPod batteries finally go, even Apple’s employees are confused about your options,” according to the writer.

SLEEP TIGHT

Big presentation tomorrow? Get a good night’s sleep with Adiva One, a set of modular bed legs that can be attached to any standard bed frame, reports Digital Trends. The legs move in a pattern to give the bed a gentle rocking motion while you sleep. The manufacturer, Adiva, cites research that found an oscillatory motion improved the length and quality of sleep of participants in the study. Two motion sensors clip to the mattress to provide integrated sleep

you using tricks to get a human on the line quickly,” according to the report.

“Then it calls you back and connects you to the agent so you never have to listen to that annoying hold music. And in case the company tries to jerk you around or screw you over, the DoNotPay app lets you instantly share to social media a legal recording of the call to shame them.” Skip Waiting On Hold comes as part of the $3 per month DoNotPay suite of services.

‘MY AIRPODS ARE DYING’

AirPods are comfortable, convenient and popular, but each of them contains a rechargeable battery marching toward an untimely death in as little as two years, according to an article in the Washington Post. “When your AirPod batteries finally go, even Apple’s employees are confused about your options,” according

LOST AND FOUND

Apple is rumored to be making a tracker tag similar to Tilesmart trackers, reports CNET. And since Apple debuted new ultra wideband or UWB technology in its iPhone 11 models, speculation heated up that the company could release its Tile-competitor before the end of 2019.

Reports suggest the tags will be batterypowered and able to attach to items like keys, a purse or a backpack, and could then be used to help you find them if the item is lost. The tracker tags can reportedly pair with your iCloud account by proximity to an iPhone or other Apple device, according to CNET. Users would get notifications when the device gets too far away from the tag, so you wouldn’t lose things. If the tagged item is in a location that the user has set as a safe place, users won’t be notified by the app.

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Safest Dental Visit

TM

OSAP Dental Infection Control Boot Camp™

The Organization for Safety, Asepsis and Prevention (OSAP) – a com-

munity of clinicians, educators, policy makers, consultants and industry representatives who advocate for the Safest Dental Visit™ – will host the OSAP Dental Infection Control Boot Camp™ in Chicago at the Chicago Marriott Downtown Magnificent Mile, Jan. 27-29, 2020. OSAP Dental Infection Control Boot Camp™ is a three-day, fast-paced educational course presented by national and international experts in dental infection prevention and patient safety. The course will provide a comprehensive review of all the basics in dental infection control, as well as offer 25-plus hours of CE credit plus a copy of the newly updated OSHA & CDC Guidelines: OSAP Interact Training System – a 6th Edition workbook with checklists, tools and more.

The course is designed for: • Infection control coordinators in busy dental practices.

• Educators responsible for infection prevention and

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safety instruction.

• Compliance officers in group practices and on dental boards.

• Federal service employees responsible for infection control in

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their duty stations.

• Federally Qualified Health Center (FQHC) personnel responsible for infection control.

• Consultants and sales representatives who want to demonstrate infection control competency.

Upon completion of this course, participants will be able to: • Describe disease transmission and principles of infection prevention and control in a variety of oral health care settings.

• Identify relevant infection control laws, regulations, guidelines, standards and best practices.

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

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Safest Dental Visit

TM

• Use quality assurance measures (e.g., direct observation and feedback) to ensure accurate implementation of recommended infection control practices.

Not only will participants leave the 2020 OSAP Dental Infection Control Boot Camp™ with new information, resources and products to help them better address infection prevention and safety challenges, they will meet new colleagues who share their interest in this critically important topic area.

On Jan. 26, 2020, from 2-5 p.m., Boot Camp will kick off with the TeamSTEPPS Preconference Workshop. A product of more than 25 years of experience with the Agency for Healthcare Research and Quality and the TeamSTEPPS curriculum, the workshop is designed to help break down communication barriers between healthcare professions.

The OSAP Dental Infection Control Boot Camp™ will follow the workshop and run: • Jan. 27, 7:30 a.m. – 4:30 p.m.

• Jan. 28, 7:30 a.m. – 5:30 p.m.

• Jan. 29, 7:30 a.m. – 4:15 p.m.

Information on the faculty, agenda and other details regarding the educational program will be posted at www.osap.org.

The U.S. Army, Navy and Air Force each will have additional training sessions on Jan. 30. Ranking officers will be required to attend and civilians employed by these branches will be encouraged to attend as well. (Federal service dress codes are posted at www.osap.org).

DENTAL ASSISTANT SCHOLARSHIP

OSAP is excited to present dental assistants attending the 2020 Boot Camp,

2020 Dental Infection Control Boot Camp™ Jan. 27-30, 2020 – Chicago • Registration Early-Bird Pricing by 10/31/2019

Received After 10/31/2019

Received After 12/15/2019

OSAP Members and Military/Federal Service Personnel

$425

$505

$665

Non-members

$625

$705

$865

Additional Attendees from Same Facility

$325

$405

$565

Early-Bird Pricing by 10/31/2019

Received After 10/31/2019

Received After 12/15/2019

OSAP Members and Military/Federal Service Personnel

$75

$100

$150

Non-members

$105

$130

$180

Registration Fees

TeamSTEPPS Pre-Conference Jan. 26, 2020 – Chicago • Registration Registration Fees

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a scholarship in memory of Anna Nelson, CDA, RDA, MA. Qualified applicants will receive: • 25% off the early-bird member rate for 2020 OSAP Dental Infection Control Boot Camp™ ($106.25 value).

• One free year of the OSAP Basic Membership (an online membership with a $75 value).

Dental assistants are encouraged to apply for this scholarship prior to registering. Scholarships are limited to 30 and will be awarded on a first-come, first-serve basis, provided the eligibility requirements are met.

REGISTRATION

OSAP member registration fees apply to all membership levels, except for those with the Basic Membership (online membership). Registrants must log into their OSAP account to receive the member rate.

To ensure we can accommodate your needs, please indicate your requirements on the registration form. If you have any questions, contact OSAP at office@OSAP.org.

The OSAP Dental Infection Control Boot Camp™ is the only course in the country that focuses solely on developing leaders in this critical topic. Potential exhibitors and sponsors who sell infection control or patient safety products will not want to miss it!

Additional registration information is coming soon and will be available at www.osap.org.

Questions about the program, logistics or registration should be directed to: Email: office@OSAP.org Phone: 410-571-0003 U.S. and Canada: 1-800-298-6727 Mailing Address: 3525 Piedmont Rd. Building 5, Ste. 300, Atlanta, GA 30305

The culmination of 35 years of research and development, Tokuyama Dental is proud to present OMNICHROMA, the world’s first dental composite that matches every tooth with a single composite shade.

Color and Composites All smiles have something in common, and that is the colors that make up human teeth shades. From A1 to D4, all shades of teeth express a narrow range of red-to-yellow color.

White

A

A1

A2

A3

A3.5

A4

Reddish-Brownish

Tooth color space

B

B1

B2

B3

B4

C

C1

C2

C3

C4

Reddish-Yellowish

Lightness Hue

Greyish Shades Color Saturation

D

D2

D3

D4

Reddish-Grey Darker

To match every smile, most composite brands require multiple shades. That’s because most composites today depend on the color of red and yellow dyes added to the resin material to emulate tooth shades. This means that dentists must keep a large inventory of different composites to accommodate a variety of patients.

OMNICHROMA Changes Everything OMNICHROMA is the first universal composite that offers one shade to match all patients. The red-to-yellow structural color generated by OMNICHROMA combines with the reflected color of the surrounding tooth and creates the perfect match for almost every patient.

Before Light Curing

A1

A2

A3

A3.5

A4

B1

B2

After Light Curing

Just One Shade for Every Patient • No more shade selecting needed • No more excess product for incidental shades • No more expired composite

B3

B4

C1

C2

C3

C4

D2

D3

D4

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

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

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

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

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

SEM Image of OMNICHROMA at 5,000x Magnification

Herculite™ Ultra

Filtek™ Supreme Ultra

OMNICHROMA

OMNICHROMA

A1 Tooth

A4 Tooth

Excellent color match

Excellent color match

A1 teeth restored using OMNICHROMA

SEM Image of OMNICHROMA at 20,000x Magnification

Tetric EvoCeram®

TPH Spectra® ST

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

A4 teeth restored using OMNICHROMA

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

CONTINUING DENTAL EDUCATION

CANCELLATIONS AND REFUNDS

OSAP is an ADA Continuing Education Recognition Program (CERP) Provider.

ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual courses or instructors, nor does it imply acceptance of credit hours by boards of dentistry.

All registration cancellations and refund requests must be made in writing by Dec. 15. A 50% refund of conference fees will be given for cancellations received between Nov. 1 and Dec. 15.

No refunds will be granted for requests postmarked after Dec. 15. Requests should be submitted to OSAP via email at office@osap.org. OSAP regrets that refunds will not be given for no shows.

Not only will participants leave the 2020 OSAP Dental Infection Control Boot Camp™ with new information, resources and products to help them better address infection prevention and safety challenges, they will meet new colleagues who share their interest in this critically important topic area.

Participants requesting professional CE credits will receive a CE verification form to record the CE numbers for the specific courses they attend. To receive CE credit, participants must sign in at the conference, attend the sessions, record the assigned CE number for each lecture attended (note: CE verification numbers are announced at the end of each session) and complete the required evaluation forms. Attendees will need to maintain their CE verification form as proof of participation in the educational programming.

All requests for exceptions to the cancellation and refund policy must be submitted in writing by the registrant with appropriate documentation no later than Dec. 15. After that, no refund considerations will be made.

Substitutions within this program will be accepted. Individuals may receive a substitution for a full registration prior to the conference by submitting a written request to office@osap.org. Onsite transfers will not be permitted. The individual submitting the substitution request is responsible for all financial obligations (any

balance due) associated with that substitution before the change can be made.

Badge sharing, splitting and reprints will be strictly prohibited.

OSAP is not responsible for airfare, hotel or other costs incurred by participants in the event of a program or registration cancellation. As added protection against unforeseen circumstances, OSAP suggests travel insurance.

OSAP will offer registrants contact information to facilitate networking after the course. By registering, individuals give OSAP permission to include their name and contact details on the attendance list. During the registration process, there is an option to opt-out of this attendance list. Alternatively, individuals who do not wish to be included on the attendance list should email their exclusion request to office@osap.org by Dec. 15.

OSAP takes photos during the course.

By registering, participants give OSAP permission to use any images taken at the course in which they appear, as well as any written comments they submit on evaluation forms.

CODE OF CONDUCT

OSAP’s Code of Conduct outlines OSAP’s expectations for anyone attending or contributing to an OSAP meeting or educational activity, as well as the consequences for unacceptable behavior. If any participants are the subject of unacceptable behavior or witness any such behavior during conference events, they should contact Michelle Lee, OSAP’s Executive Director at 404-944-4824 or mlee@osap.org.

Editor’s note: OSAP focuses on strategies to improve compliance with safe practices and on building a strong network of recognized infection control experts. The organization offers an online collection of resources, publications, FAQs, checklists and toolkits that help dental professionals deliver the Safest Dental Visit for their patients. Plus, online and live courses help advance the level of knowledge and skill for every member of the dental team. For additional information, visit www.osap.org.

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WINDSHIELD TIME

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.

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WHAT DO YOU DO WHEN THE BATTERY DIES?

One of the biggest concerns regarding hybrid vehicles – especially as they age and move into the used-car market – is the cost of replacing the battery pack, writes Christopher Smith in Motor1.com. Barring unexpected failure, the packs will eventually diminish to a point where they need replacing, and that usually comes with an exceedingly steep price tag

miles, whichever comes first. That’s up from the previous 8-year / 100,000mile warranty, and it’s also good for those who buy a used Toyota hybrid on the secondhand market. In normal driving conditions, Toyota’s updated warranty covers the generally accepted lifespan of modern hybrid batteries, which is around 10 years and 150,000 to 200,000 miles on average, reports the magazine. As such, it would appear Toyota is keen on capturing more usedcar shoppers in the years ahead.

SUVS CANCEL OUT FUEL SAVINGS

Here’s the good news: Fuel efficiency improvements in smaller cars save over 2 million barrels of oil a day, and electric cars displace less than 100,000 barrels a day. And the bad news? Around 40% of annual car sales today are SUVs, compared with 20% a decade ago. That’s about 200 million SUVs operating around the world, up from about 35 million in 2010. Net result: SUVs were responsible for all of the 3.3 million barrels a day growth in oil demand from passenger cars between 2010 and 2018, while oil use from other type of cars (excluding SUVs) declined slightly, reports the IEA. If consumers’ appetite for SUVs continues to grow at a pace similar to that of the last decade, SUVs would add nearly 2 million barrels a day in global oil demand by 2040, offsetting the savings from nearly 150 million electric cars.

GASBUDDY MUST GO: POPULAR MECHANICS

of several thousand dollars. To alleviate some of the concern, Toyota announced it is offering buyers of its hybrid vehicles a new extended battery warranty. Starting with 2020-model-year vehicles, Toyota will cover batteries in its entire hybrid lineup for 10 years or 150,000

GasBuddy lets you compare prices at nearby gas stations, wherever you are.

But it does so by gathering loads and loads of location data on you. That’s why Popular Mechanics has named the app one of the “7 Apps You Should Delete from Your Phone Right Now.” The reason? The company told its users about

a privacy policy change through an email and a push notification: “If you access the Service through a mobile device, and if your preferences are set to permit collection of the information, we will also automatically collect information about your driving habits, including, but not

Starting with 2020-model-year vehicles, Toyota will cover batteries in its entire hybrid lineup for 10 years or 150,000 miles, whichever comes first. limited to, driving distance, speed, acceleration and braking habits.” Says Popular Mechanics: Users surrender a lot of information for any service that uses geolocation, “but explicitly collecting data on your whereabouts in the background all the time feels like a full-on manifestation of Big Brother.”

STOP-AND-STOP

The average American commute grew to just over 27 minutes one way in 2018, a record high, according to data released this fall by the U.S. Census Bureau, reports the Washington Post.

The average American has added about two minutes to their one-way commute since 2009, the data shows. “That may not sound like a lot, but those numbers add up: The typical commuter now spends 20 more minutes a week commuting than they did a decade ago,” reports the newspaper. “Over the course of a year, it works out to about 17 additional hours commuting.”

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REP CORNER

The Dental DJ Whether helping his dental customers or acting as DJ and master of ceremonies for a wedding party of 200, Gari Calvert knows his stuff.

When it comes to delivering great customer service, Benco territory rep

Gari Calvert doesn’t miss a beat. As one might expect, his success as a sales rep largely comes from his many years of experience. What some of his dental customers may not realize, however, is that his polished in-office presentations are, in large part, the result of his longtime work as a wedding DJ. “A successful DJ must offer great customer service,” he points out. Indeed, if he can introduce a bride and groom to a room filled with 200 guests, he certainly can captivate the dental staff at a lunch-and-learn!

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THE BEST OF BOTH WORLDS

Calvert joined the dental industry in 2002, following a 10-year sales stint with General Electric. “I worked as a sales representative for the General Electric Silicones division, which entailed covering 14 states in my car,” he says. He wanted a job that involved less driving and more opportunity to build relationships with

his customers, he recalls. “I took a position with Patterson and immediately fell in love with the industry,” he says. “The products, the technology and the people – this was where I wanted to be.” Since joining Benco in 2010, his professional life has only gotten better and more exciting, he adds.

His work as a DJ took off much earlier, when he was still in college. “I always loved music and enjoyed being in front of a camera or microphone, as well as public speaking,” he explains. “During my junior year at Siena College in Loudonville, New York, I visited 88.3FM WVCR, a local radio station that was affiliated with my college.” He was intent on becoming an on-air disc jockey, he recalls, and it turned out his timing was just right: A single interview with the station’s general manager landed him a gig. “It was a great time slot and came with a lifetime radio license, which I still have today.” he says. After his college graduation three years later, Calvert remained at the station as the Friday night hard rock director. “I had the opportunity to interview – and spend time with – some great rock groups, like Aerosmith, Rob Zombie and many others,” he says.

In 1993, Calvert was ready to start his own DJ business. He was working for GE at the time, and the GM division approached him about working as the DJ at a company party to celebrate a pinnacle GE recently reached. “I was a radio DJ, not a party DJ!” he recalls. But he was not about to turn down the opportunity to DJ in front of 300 people – a decision he would not regret. At the end of the party, a guest approached him, asking whether he could DJ at her wedding. One thing led to another, and the result has been “27 years of fun and hard work, and about 300 weddings where I have had the pleasure of being the master of ceremonies and DJ.”

“ Success comes from doing what others wouldn’t think to do.”

– Gari Calvert, Benco territory rep

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REP CORNER

It took about five years before he was truly comfortable in the public arena, but once he reached that point, Calvert found that each wedding he worked was his best experience.

“Public speaking can put a lot of pressure on you, especially when you feel like you can make or break the whole event,” he points out. Indeed, there’s much more to being a DJ than playing music and addressing the guests.

“Success comes from doing what others wouldn’t think to do,” he says.

“Successful DJs watch the crowd and quickly adapt to the group they are entertaining. We also must be able to work with the other hired entities, such as the photographer, the caterer and others. Before college, I worked as a banquet manager for a high-end banquet facility that specialized in weddings; this provided me with some great experience.

Although he never worked a gig or a wedding he didn’t enjoy, he does have a few favorites, such as a wedding that took place in Loudonville. “The wedding was held at a beautiful, historic venue called Pryun House,” he recalls. “I provided the music for the ceremony, which went beautifully. The reception took place in a quaint barn, and the entire night was magical. As I ended the final song, the entire wedding party applauded me.

Each of them came up to me to tell me how much fun they had. And, most importantly, the bride made a special trip to my DJ booth to tell me how happy

“ I find I am extremely comfortable speaking with my dental customers about any topic –something I attribute to my DJ business.”

– Gari Calvert, Benco territory rep

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she was with my service. She had tears in her eyes.”

Calvert has considered winding down his work as a DJ. For now, though, he’s having too much fun to stop. Besides, his years of experience as a DJ have allowed him to “hone” his speaking skills, which, in turn, has helped him connect with his dental customers. For instance, when he’s addressing a customer and only has a minute or two to tell him or her about a new product or service, or to convey important information, every word counts. “I find I am extremely comfortable speaking with my dental customers about any topic – something I attribute to my DJ business.”

The rewards outweigh the risks

Snowmobiling definitely comes with its share of risks, according to Benco territory rep Gari Calvert. But that hasn’t stopped him from partaking in the sport these past 10 years. “Before my fourth child was born, I would snowmobile almost every weekend (weather permitting) in Old Forge, New York, the snowmobiling capital of the United States,” he says. “It’s in the Adirondacks, where there are over 200 miles of beautiful snowmobile trails.

“Sure, snowmobiling has risks, much like driving a car,” he points out. “I’ve seen crashes due to speeding, alcohol, recklessness and equipment failure. But, the rewards far outweigh the risks. Spending a day on a snowmobile and covering 150 miles of beautiful trails is more therapeutic than you can imagine!”

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NEWS BURKHART DENTAL SUPPLY HIRES CIO; RECEIVES FAUCHARD ACADEMY TRADE & INDUSTRY AWARD

Tacoma-based Burkhart Dental Supply is pleased to announce it has hired Cefe Quesada as its chief information officer. Prior to his move to Burkhart, Quesada spent his career in financial services in various capacities. Most recently, he was a technology leader at State Street Bank where he Cefe Quesada reported to the global chief information officer with responsibility over global software engineering and cloud-based development. Prior to joining State Street, Quesada spent 15 years at Russell Investments where he was the global head of technology. He led the strategy, vision, and execution of Russell Investments’ technology in support of global business strategy. Before that, he held various roles in the Investment Management and Global IT organizations while at Russell.

Quesada has a bachelor’s degree in Spanish and religion from Pacific Lutheran University. He earned a master’s in applied information management from the University of Oregon.

Burkhart Dental Supply also announced it is the 2019 recipient of the prestigious Dental Trade and Industry Recognition Award presented by the Pierre Fauchard Academy. Presented annually since 1994, the award honors an outstanding leader in the field for contributions to dentistry and the community. The Pierre Fauchard Academy is an international dental honor and service organization dedicated to the recognition of outstanding dentists throughout the world. It seeks to pursue the highest ideals of dentistry in every country in both ethical and moral practice and through service to community, nation and profession.

The Pierre Fauchard Academy is comprised of nearly 11,000 Fellows divided into 142 sections, 55 in the United States and another 87 in many other parts of the world, including South America, Europe, Asia, Africa and Australia. The membership is made of dentists who are among the most outstanding leaders in various fields of dentistry. Fellowship is by invitation only.

IVOCLAR VIVADENT NORTH AMERICA ANNOUNCES PROMOTIONS OF KEY MEMBERS

Ivoclar Vivadent North America recently announced promotions and changes in the roles and responsibilities of several key members of the North American management team. Chet Spivey was named senior vice president clinical sales. Spivey will be responsible for leading the organization’s clinical sales team and expanding business outcomes for distribution partners and dental professionals. Spivey is currently transitioning into his new role and will be replacing Pierre Lamoure. Pierre Lamoure, a 34-year veteran

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at Ivoclar Vivadent, has led the clinical sales team over the past 25 years and has been instrumental in the expansion of Ivoclar Digital. Spivey will be working closely with Lamoure as he transitions into his new role.

Lamoure will retire in March of 2020.

Chet Spivey Grace Gerrity has been promoted to the position of vice president marketing and communications. Since joining Ivoclar Vivadent in 1996, Gerrity has served as director of corporate marketing services, successfully leading campaign developments for new products, revisions to flagship brands, and producing all events at major trade shows. During her Grace Gerrity 23-year tenure at Ivoclar Vivadent, Gerrity has also been adjunct professor at the State University of New York; in 2016 she was honored with the New York State Chancellor’s Award for Excellence in Adjunct Teaching.

In her new role as director marketing equipment, Rebecca Spillman will continue her contribution to the success of the digital Rebecca Spillman equipment group by applying her strategic vision, excellent organization skills, and planning abilities. Since joining Ivoclar Vivadent in 2010 as associate marketing manager, Spillman quickly rose to marketing manager in 2013 and senior marketing manager in 2018.

Melissa Moore has been promoted to director of sales & customer service. In Melissa Moore her new role, she will manage the organization’s inside sales and customer service teams. Since joining Ivoclar Vivadent in 2015 as technical inside sales manager, Moore’s leadership ability and systematic approach have helped steer Ivoclar Vivadent’s customer service objectives. Additionally, Moore has demonstrated a comJonathon Nyitrai petence in achieving results through her hands-on coaching approach.

Jonathon Nyitrai has been promoted to director logistics warehouse operations. Since joining Ivoclar Vivadent in 2004 as logistics coordinator, Nyitrai has enjoyed success in the Warehouse and Logistics Department, being promoted to warehouse manager in 2010 and senior operations manager in 2014. Nyitrai has demonstrated strong analytical skills and a processoriented approach to executing objectives.

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NEWS

Benco Dental New Appointees Lyndon Briggs, Territory Representative Benco is pleased to welcome Lyndon Briggs to the team in the Hudson region. Briggs earned a Bachelor of Science degree from Central Connecticut State University. He brings 17 years of dental sales experience to the Benco family.

Heather Fischthal, Territory Representative Benco Dental welcomes Heather Fischthal to the Gotham region. Fischthal graduated with a degree in Health Administration from Florida Atlantic University. She brings six years of sales experience to Benco customers in her region.

Matt Carey, Territory Representative The Benco team in the Lone Star region welcomes Matt Carey. Carey studied biology and business at the University of Houston. The Certified Dental Technician earned a degree in Dental Lab Technology at Texas State Technical College.

He brings 30 years of dental industry experience to his Benco customers.

Ashley Gusich, Territory Representative The Benco team in the Desert region welcomes Ashley Gusich. Gusich attended Kennedy King College in Chicago. Gusich brings experience as a Registered Dental Hygienist to Benco customers.

Terri Chaisson, Territory Representative Benco Dental welcomes Terri Chaisson to the team in the Dixie region. Chaisson earned a degree in general studies from Louisiana State University. The Registered Dental Assistant brings dental industry knowledge to the Benco team.

Jim Collins, Territory Representative The Benco team in the New England Region welcomes Jim Collins. Collins earned a Bachelor of Arts degree from Brown University. He brings 15 years of dental experience to his Benco customers.

Jodi Della Barba, Territory Representative Benco welcomes Jodi Della Barba to the Liberty region. Della Barba, a Registered Dental Hygienist, earned her degree in Dental Hygiene from Harcum College. She brings five years of dental sales and business experience to her Benco customers.

Jill Engel, Territory Representative Jill Engel joins Benco Dental in the Midway region. Engel earned a Bachelor of Science degree from Southern Illinois University. The Registered Dental Hygienist brings seven years of dental experience to Benco.

Thomas Erny, Territory Representative Benco Dental is pleased to welcome Thomas Erny to the Gotham region. Erny earned a Business Management degree from Indiana University of Pennsylvania. He brings 21 years of sales experience to the Benco family.

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Scott Greiner, Territory Representative Benco Dental welcomes Scott Greiner to the Hudson region. Greiner earned a Bachelor of Science degree in Business from Northeastern University.

He brings 28 years of dental sales experience to the Benco customers in his region.

Emily Gunter, Territory Representative Benco Dental is pleased to welcome Emily Gunter to the Lone Star region. Gunter earned a Bachelor of Arts degree in Organizational Development from the University of the Incarnate Word. The Registered Dental Assistant brings 17 years of dental industry experience to Benco customers.

Michael Jordan, Territory Representative The Benco team in the Bay region welcomes Michael Jordan. Jordan earned a degree in Electrical Engineering from Grambling State University.

He brings 17 years of sales experience to Benco customers in his region.

Bryan Keaton, Territory Representative Benco Dental welcomes Bryan Keaton to the Mid-south region. Keaton earned a degree in Business from the University of Arkansas at Little Rock. He brings 11 years of dental sales experience to the Benco family.

Jeffrey Long, Territory Representative Jeffrey Long joins the Benco team in the Lone Star region. Long studied at Stephen F. Austin State University and brings 25 years of dental sales experience to his Benco customers.

Argentina Moreno, Territory Representative The Benco Dental team in the Desert region welcomes Argentina Moreno. She brings 12 years of experience to Benco customers in her region.

Kristine Phisayavong, Territory Representative The Benco team in the SoCal region welcomes Kristine Phisayavong. She earned a degree in General Education from Orange Coast College and brings five years of dental industry experience to Benco customers in her region.

David Rodriguez, Territory Representative David Rodriguez joins the Benco team in the Hudson region. Rodriguez brings 14 years of dental sales experience to Benco customers.

Peter Tomasulo, Territory Representative Benco Dental welcomes Peter Tomasulo to the team in the Hudson region. Tomasulo earned a Bachelor of Arts degree in Business and Recreation Media from Lyndon State College. He brings 35 years of dental industry experience to Benco customers in his region.

Dale Wallingford, Territory Representative Dale Wallingford joins the Benco team in the Rocky Mountain region. He brings 13 years of dental sales experience to the nation’s largest independently owned dental distributor.

Henry Schein New Appointees Dylan Stark, Field Sales Consultant Dylan will represent Henry Schein Dental in the Springfield, Missouri territory. He has three years of experience in the dental field and graduated from Southern Illinois University Edwardsville with a B.S. in Political Science.

Emma Gallagher, Field Sales Consultant Emma will represent Henry Schein Dental in the Queens, Bronx, and Long Island territories. She is new to the dental field and graduated from Wake Forest University with a degree in psychology. Emma was also a NCAA Division 1 student athlete.

Hannah Erfle, Field Sales Consultant Hannah will represent Henry Schein Dental in the Greater Philadelphia area. She has one year of experience in the dental field and graduated from Temple University with a degree in communications. Hannah was also the coordinator for Delaware Valley Children’s Charity and worked as a field sales intern at Henry Schein.

Brian S. White, Field Sales Consultant Brian will represent Henry Schein Dental in the Western Slope of Colorado. He has 30 years of experience in the dental field, working for 10 years as a digital technology specialist for Henry Schein Dental.

Daniele Pace, Regional Manager Daniele will represent Henry Schein Dental in the Rocky Mountain area. She has six years of experience in the dental field, previously working as a CAD/CAM specialist for another distributor. Daniele graduated from the University of North Dakota with an M.S. in Speech Language Pathology.

Taryn Wesoly, Field Sales Consultant Taryn will represent Henry Schein Dental in the Long Island, New York territory. She has two years of experience in the dental field and previously worked as a dental assistant. She graduated with a B.S. in Biology from Fairfield University.

Amber Jean Rehfuss, Field Sales Consultant Amber will represent Henry Schein Dental in the Dallas territory. She previously worked as a national account executive for iHeart Media and has three months of experience in the dental field. Amber graduated from the University of North Texas with a B.S in Integrative Studies – Business, Communications, and Journalism.

Christian Fehling, Regional Sales Manager Christian will represent Henry Schein Dental in the St. Louis, Missouri region. He has 15 years of experience in the dental field and previously worked as a general manager for eight years at another distributor.

Christian graduated from the University of Missouri, Columbia with a B.A. in Psychology.

Patrick Maloney, Field Sales Consultant Patrick will represent Henry Schein Dental in the Philadelphia area. He has one year of experience in the dental field and previously worked as a district manager for Mars Pet Care. Patrick graduated from Monmouth University with an MBA in Business Administration.

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NEWS

Patterson New Appointees • July

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DANIEL ASKINAZI

CHRISTY BEEBE

ERIK BRAND

CATHY BRODA

COURTNEY BUCZEK

AMY COLLINS

KARI CRIGER

TRACEY DUNBAR

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First Impressions

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LINDA ELIE

ALLISON FLOYD

HILLARY GERSTEIN

CHELSEA GRANT

JEFF HANCOCK

JENNIFER JOHNSON

MONICA LEVESQUE

MICHELLE NGUYEN

JESSAMYN NUNEZ

WILLIAM PANG

LENA PICHARDO

RICO PONCE-SUAREZ

BRANDI RICE

JAMES SAMSEL

MATTHEW SCHROEDER

ADDISON SHAWVER

DANIELLE SMITH

TRINITY SMITH

COURTNEY VANBUREN

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December 2019

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NEWS

Patterson New Appointees • September

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CHRISTOPHER BRANHAM

LISA GRIMM

NATALIE HARDY

SCHERESE HART-CLARK

JULIE HOFMANN

BRADLEY KLEIN

December 2019

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LERIN KRIEGER

JUAN DE MERCADO

BEN MONFREDO

HEATHER PFLEEGOR

NICOLE PHILLIPS

CHAD SOHRT

TANNER SORENSON

JOSH TIMMS

CHARLE WESTFALL

BRIANNE WISAN

PAVLE ZEKOVIC

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First Impressions

December 2019

47

WHAT YOU MAY EDITOR’S NOTE HAVE MISSED

BY ANTHONY LAURA THILL STEFANOU, DMD, FOUNDER, DENTAL SALES ACADEMY

Cosmetic dentistry: A win-win for dentists and their patients A picture paints a thousand words – and these days, almost everyone’s picture is posted

on social media. Not only does our country’s growing online presence raise the bar for people’s aesthetic expectations, it also opens cosmetic and restorative opportunities for dentists.

Indeed, cosmetic dentistry presents a newer opportunity for your dental customers – if they’re willing and ready to make the leap. And who better to help them get on board than their distributor sales reps?

Better quality materials have made it possible for dentists to deliver beautiful, predictable restorations. Yet, many practices still don’t offer cosmetic services. With the help of their distributor sale reps, they can do so!

Dental technology changes constantly, and it’s essential that dentists keep up, notes Pamela Maragliano-Muniz, DMD, FACP, and a key

“ It is critical that we stay open minded and continually learn.

There are many techniques and materials available, enabling us to provide stunning restorations.”

– Pamela Maragliano-Muniz, DMD, FACP

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December 2019

First Impressions

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opinion leader in the dental industry. “It is critical that we stay open minded and continually learn.

There are many techniques and materials available, enabling us to provide stunning restorations,” she says. “We owe it to our patients to learn the techniques and offer this care.” The more comfortable dentists are providing a service, the more likely it is they will deliver successful, long-term outcomes, she adds.

Kristine Aadland, DMD, agrees. “I think the biggest challenge for some dentists is that they do not believe they are good enough to provide the work, or they lack the confidence to have this conversation with their patients,” she says. But, even offering something as basic as whiteners can lead to happier patients and a better bottom line for the practice, she adds.

In Dr. Aadland’s experience, there is nothing more rewarding for dentists than watching patients shine after receiving a new smile. The positive impact on their confidence is amazing, she notes. “Patients who used to hold their hands over their mouth to cover it while they talked suddenly glow from the inside out. The transformation when someone finds their confidence is like no other, and I personally feel honored to be part of it.”

MAKE A GOOD IMPRESSION With advanced video scanning technology and the smallest wand on the market providing better ergonomics and patient comfort, the Midmark Mobile True Definition™ Scanner can help create consistently accurate visual impressions more affordably.

DIGITAL IMPRESSIONS SAVINGS DATA PACKAGE AND FAMILY PROMOTIONS

Comparison to other intraoral scanner wand sizes

Dentists new to True Definition can get their first year of data FREE when they purchase a new Midmark Mobile True Definition Scanner. Dentists ready to expand their True Definition family with another new scanner can get FREE data for a year PLUS their choice of either the included training OR a $1,000 rebate. Offers end December 31, 2019.

midmark.com/truedefFI Š 2019 Midmark Corporation, Miamisburg, Ohio USA

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