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DENTAL DISTRIBUTION

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JUNE 2019

FOR DENTAL SALES PROFESSIONALS

DENTAL DISTRIBUTION

HALL OF

FAME 16

6 8 24 38

Publisher’s Note

42 44

Quickbytes

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June 2019

The Hall of Fame Issue

Developmental Modalities and Team Coaching Could your team development measures be hurting morale?

Healthy Reps

Health news and notes

Periodontal Disease

When sales reps understand the risks of periodontal disease, they can better understand their dental customers’ concerns.

A Leap of Faith

Henry Schein Dental practice transition consultant Dr. Suzie Stolarz helps her customers successfully navigate the next stage of their career.

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Technology News

Dental Advisor Product Awards

Dental Today

In spite of the growing number of dentists joining DSOs, it’s clear the industry holds a place for both solo and group practices.

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Automotive-related news

Gloves

Gloves today are thinner – and offer greater durability – than their predecessors.

Selecting comfortable, great-fitting masks for the dental team can be key in ensuring that they consistently wear them.

News Editor’s Note

The Greatest Blessing

First Impressions

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PUBLISHER’S NOTE

SCOTT ADAMS Editorial Staff Editor Laura Thill lthill@ sharemovingmedia.com Managing Editor Graham Garrison ggarrison@ sharemovingmedia.com

The Hall of Fame Issue Entrepreneur –

A person who organizes and operates a business, taking on greater than normal financial risks in order to do so

The theme of this year’s Hall of Fame is just that. The individual being inducted this year was not only a great entrepreneur, but a visionary, risk taker, and problem solver.

“Compassion, wisdom and his love of the industry enabled Fred Salzman to help his dental customers succeed for over half a century.”

I will not go into too much depth on Fred given the wonderful work Laura Thill has done capturing his story, but I will say a few words.

As a small business entrepreneur myself, reading Fred’s story was so inspiring. From his service to our country to starting and buying a small dental supply company, Fred showed time and time again that hard work and a love for our industry can help make anyone’s vision come to life.

As a dental sales rep reading this magazine, you are essentially an entrepreneur like Fred. Please take the time to read his story and see firsthand what success looks like in our space.

Founder Brian Taylor btaylor@ sharemovingmedia.com Senior Director of Business Development Diana Partin dpartin@ 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

I’d say those three themes are what every great company should focus on.

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

Please enjoy this issue of First Impressions.

Clinical board

I started out this publisher’s letter on entrepreneurship, but I’d like to close with what I see as Fred’s life themes for success: • Work hard, expect to win, and don’t be afraid to try • Treat everyone with compassion and work toward mutual success • Find what you love and make your vison a reality

Dedicated to the Industry, R. Scott Adams Publisher

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Publisher Scott Adams sadams@ sharemovingmedia.com

Director of Business Development Jamie Falasz, RDH jfalasz@ sharemovingmedia.com

June 2019

First Impressions

www.firstimpressionsmag.com

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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PRACTICE POINTS

BY KRISTINE BERRY, RDH, MSEC

Developmental Modalities and Team Coaching Could your team development measures be hurting morale?

Knowing where Chicago is won’t help me get there unless I also know where I am relative to Chicago. Am I try-

ing to get there from Charlotte or Boston? It seems apparent that we need to know where we are and where we want to be in order to get there. Yet, when it comes to team development, a surprising number of organizations look for short cuts, without clearly thinking about where they stand. In the end, this shortcut can be costly in terms of time, money and employee morale.

Over the past decade, the popularity of team building or team appreciation has grown exponentially. The terms team facilitation, team building, team consulting, team coaching and team training are often used interchangeably, and many dental groups are eager to capitalize on the perceived benefits. But they might not know what they are honestly getting. Some succeed despite themselves. Some fail when they didn’t have to. Most employees and outcomes suffer more than they should have.

In this article, we will discuss: •C lear distinctions between five team developmental modalities, with the benefits and limitations of each.

• Team coaching and literature insights.

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June 2019

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Team development modalities There are a variety of different ways of developing your groups or teams, including: • Team facilitation.

• Team training.

• Team building.

• Team consulting.

• Team coaching.

Each of these approaches – or modalities – has value, and each is appropriate in certain circumstances. It’s important to be clear about which modality you’re using at any given moment, as

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PRACTICE POINTS well as the outcomes you’re likely to achieve with that approach.

It is also vital to understand the distinctions between the various modalities and what each modality can achieve. The following is an example of the five team modalities: Modality #1: Team facilitation • Approach. Active guidance and management of a specified method, process or tool during a planned meeting or work session.

• Facilitator responsibility. Owning and implementing the method, process or tool effectively to drive the team’s desired results.

• What it sounds like. “Now that you’ve learned about building value in your hygiene department, split up into pairs and discuss how you can incorporate these tools and strategies in your offices.”

• Direct outcomes. Increased knowledge and acquisition of new skills.

• Back at the office impact. Learned skills may be applied to the day-to-day duties and responsibilities of the office and/or a new system for the office.

Modality #3: Team building • Approach. Games, simulations, role play and other structured group experiences delivered during special event or meeting.

• Team builder responsibility.

Structuring and leading an engaging, bonding experience for the team.

• What it sounds like. “Everyone grab a blindfold, a piece of rope and a rubber ball.”

• Direct outcomes. Greater team spirit, cohesion and personal trust.

• Back at the office impact. Team spirit, trust and cohesion may have a positive impact on team member interactions.

Over the past decade, the popularity of team building or team appreciation has grown exponentially. The terms team facilitation, team building, team consulting, team coaching and team training are often used interchangeably, and many dental groups are eager to capitalize on the perceived benefits. But they might not know what they are honestly getting.

• What it sounds like. “The next step in this process is writing a systems checklist. I’ll remind you of the guidelines and lead you through it.”

• Direct outcomes. Achievement of a specific team goal or deliverable (i.e., case acceptance system).

• Back at the office impact. The team leader and members may adopt useful facilitator behaviors and/or a new method, process or tool.

Modality #2: Team training • Approach. Learning a set curriculum delivered through reading, teaching and exercises.

• Trainer responsibility. Accurately and effectively communicating subject matter; providing expertise in a given subject area (i.e., hygiene retention).

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Modality #4: Team consulting • Approach. Assessment or survey followed by recommendations and expert direction or advisory support.

• Consultant responsibility. Providing relevant and useful analysis and advice.

• What it sounds like. “You’re missing some critical metrics and systems in your practice. I recommend you do A, B and C...”

• Direct outcomes. Expertise and directives of what needs to be accomplished to achieve the desired outcome.

• Back at the office impact. Steps and strategies the team might commit to and implement to facilitate changes in their workflow.

Modality #5: Team coaching • Approach. Real-time interventions during regular team meetings and work sessions.

• Coach responsibility. Sharing in-the-moment observations and questions that expand team awareness and the potential for change.

• What it sounds like. “Over the past five minutes, what have you noticed about the team’s approach to X? What would you like to do differently going forward?”

• Direct outcomes. Immediate improvements in awareness, skills and effectiveness.

• Back at the office impact. Positive changes in individual and team performance can be observed and reinforced right away.

A closer look at team coaching Team coaching, as defined above, is a relatively recent concept in dentistry. It is growing in popularity for a variety of reasons.

The most cited reason is that it supports sustainable implementation and accountability, because it can be done in real time while doing real work. Then, organizations have less and less time to shut down practice locations and go off-site for traditional team events, and budgets are tight. Many consumers of team development programs (an amalgam of personal development plans and the business objectives) not only want to provide learning opportunities for their employees, they also seek support through the implementation of back-in-the-office change to achieve sustainable results.

Recently, while coaching a team, I noted their lateness in beginning their morning huddle. The pattern of lateness is the behavior. Moreover, I noticed no one said anything about it. You may ask yourself, “Well, has the team been trained on how to conduct a morning huddle?” Yes. “Does the team understand the meaning of having a morning huddle?” Yes. “Are there checklists and standard operating procedures in place to follow regarding the process of a morning huddle?” Yes. Training, facilitation (role play), consulting (huddle system or process) and team building (agreement to have a huddle) apparently had been addressed for this team. Yet, when a team member or a doctor walked in late, no one apologized and the huddle started all over again. I sensed a feeling of discomfort by the team members who were there on time; the huddle started late, it was choppy up front, team members’ time was being wasted, and there was a general sense of frustration.

I asked the team about the norms around this behavior. When I explored this question with the them, I found they had the following beliefs regarding lateness: • Being on time doesn’t matter. No one cares, no one calls anyone out and no one is held accountable.

• The late team member and doctor told me, “My time is more important than theirs.”

These assumptions drive the behaviors that create the outcome: unproductive or ineffective huddles and beginning the day with team members feeling disrespected and frustrated. A negative feeling was palpable throughout the day and the cost to the practice could be seen in terms of: • Higher turnover rate of valued employees.

• Decreased morale and motivation, resulting in lower productivity.

• Excessive owner/managerial time devoted to addressing employee distress over why it was okay for others to be late.

My experience having coached hundreds of teams has shown me that teams develop habitual behaviors and norms, which may undermine individual and collective change. Hence, when transformation is the goal, an integrated team development approach that incorporates team coaching offers the unmatched potential to guide the team where it needs to go.

As a team coach, I don’t believe this team needed another webinar or training on the mechanics of a huddle. Yet, there was an opportunity to coach the team leader and owner so they would have the outcome they desired: respectful conduct and accountable performance – in other words, a fully present, engaged and productive morning huddle.

My experience having coached hundreds of teams has shown me that teams develop habitual behaviors and norms, which may undermine individual and collective change. Hence, when transformation is the goal, an integrated team development approach

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PRACTICE POINTS that incorporates team coaching offers the unmatched potential to guide the team where it needs to go. Team coaching as a core practice, supported by other modalities that provide the necessary tools, skills and methods within a framework, serves as an essential driver of a team’s success.

Team coaching and team literature insights

Key insights from peer review articles have identified that it’s the rare team coach who starts from a deep understanding of team process and dynamics, complex adaptive systems, complexity theory, a background in interpersonal group dynamics or group-based dialogue.

In the academic world of team coaching, the following are the thought leaders: Richard Hackman, Ruth Wageman, Peter Hawkins, David Clutterbuck, Christine Thornton, Patrick Lencioni, Alex Caillet and Amy Yeager. Their published works speculate that team coaching is 30 years behind individual coaching in definitions, training and research. The research related to skill acquisition of coaches suggests a lack in the developmental pathway from individual coach training and experience to a masterful team coach. It seems that most coaches just transfer the skills they use to coach individuals, add a dash of facilitation (facilocoaching, as I call it) or team building, and wing it. Key insights from peer review articles have identified that it’s the rare team coach who starts from a deep understanding of team process and dynamics, complex adaptive systems, complexity theory, a background in interpersonal group dynamics or group-based dialogue. Additionally, coaches minimally trained in

team development theories rarely reveal to their audience or client whether they are wearing the hat of a team coach, facilitator, consultant or trainer.

Of the 130+ team coaching models identified in the research, the four academic team coaching studies indicate that team coaching has a positive impact on a team’s performance (outcomes), motivation (the effort people invest), innovation, increasing the level of trust and respect (safety) and increasing the level of skills and knowledge within a team.

Summary

Each of the five team development modalities is very helpful in achieving specific team outcomes. But, if the appropriate modality is not applied, the results won’t be as successful. Problems arise when there’s a disconnect between the result you want for your team and the modalities being used to achieve it. Arguably, the most challenging type of outcome to achieve is transformative and sustainable change. Real transformation requires the team to do more than acquire useful tools, learn new systems or skills, or obtain specific short-term results. Team coaching is a way to blend the development and training of teams with a consistent drive toward real, meaningful and sustainable change objectives.

Editor’s note: Training staff on new products and technology is not the only thing that keeps your dental customers up at night.

Proper team building and development can mean the difference between a high-functioning dental office and a high turnover rate.

Your customers will appreciate the following article by executive coach Kristine Berry. Berry works with group practices, but her advice holds true for solo practices as well.

Kristine Berry is an international speaker and executive coach, specializing in enhancing group practices. If you are looking for a speaker or coach, she invites you to email her at kristine@kristineberry.com or visit her website www.kristineberry.com.

References 1. Brown, S. W., & Grant, A. M. (2010). From Grow to Group: theoretical issues and a practical model for group coaching in organizations. Coaching: An International Journal of Theory, Research and Practice, 30-45.

2. Caillet, A., & Yeager, A. (n.d.). Team Coaching: A Deep Dive. 2018 Institute of Coaching Conference Presentation. Boston, MA. 3. Peters, J., & Carr, C. (2013). Team effectiveness and team coaching literature review. Coaching: An International Journal of Theory, Research and Practice, 116-136.

4. S alas, C. E., & Rosen, M. (2008). On Teams, teamwork, and team performance: Discoveries and development. Human Factors, 50 (3).

5. What so experienced team coaches do? Current practice in Australia and New Zealand. (2019, February). International Journal of Evidence based Coaching and Mentoring.

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June 2019

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BY LAURA THILL

FIRST PERSON

A Leap of Faith Henry Schein Dental practice transition consultant Dr. Suzie Stolarz helps her customers successfully navigate the next stage of their career.

A classic rock D.J.? A sports medicine doctor? Growing up, Dr. Suzie Stolarz had a few ideas of what she wanted to do and none of them remotely involved dentistry. By the time she was in high school, she was certain her future lay in broadcasting. Her parents, however, had other plans in mind for their daughter. â&#x20AC;&#x153;My parents strongly encouraged me to pursue a career in the medical field,â&#x20AC;? says Stolarz, currently a practicing dentist and a practice transition consultant for Henry Schein Dental.

Dr. Suzie Stolarz www.firstimpressionsmag.com

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FIRST PERSON

however, she discovered some issues with its revenue stream, which raised her concerns. “I met with my CPA to show him my findings, and we decided it would be a bad decision to move ahead with the purchase,” she recalls. “My CPA was surprised I was able to catch the issues on the report; he suggested I was more business savvy than most dentists and should consider a career in the transition business.”

It was perhaps one of the easiest leaps she has made in her career, notes Stolarz. “As a practicing dentist, I knew the issues other dentists faced. I understood their day-to-day business operations, procedures, work flow, staffing needs, A different era patient relationships and overhead expenses.” This was exIn 1995, when Stolarz began practicing dentistry, the indusactly the experience required to guide them through their try bore little resemblance to its current state. In fact, CEREC transition needs, such as buying or selling a practice, hiring technology was newly emerging. “The biggest, most positive an associate or taking on a partner, she adds. “I spent several changes in dentistry these past 20 years most definitely have years with another transition company, after which I joined Henry Schein Professional Practice Transitions, a subsidiary of Henry Schein, Inc.” Today, Stolarz experiences the best of both worlds: In addition to working as a Henry Schein Professional Practice Transitions consultant, she continues to practice dentistry and see patients two days each week. “As a practice transition consultant, I have an oppor– Dr. Suzie Stolarz, Henry Schein Professional Practice Transitions consultant tunity to listen closely to dentists and work to understand where they are – and where they’d like to be – in their career,” she says. “I am able to guide these dentists through been the use of digital X-ray, CAD-CAM technology and the abiltheir business transactions and, most importantly, the emoity to mill same-day crowns in the office,” she says. “Given that tional piece of moving on to the next phase of their lives.” patients today have such busy lifestyles, they really appreciate For many dentists approaching retirement or another their single-visit appointments. transition, the dental landscape is much different today Another big change Stolarz has witnessed in dentistry has than when they began their careers, and they rely on Stobeen the number of new dental practices opening and the shift larz’ expertise to determine their next steps. For instance, from fee-for-service to an insurance/PPO driven market. “Pathe growth of DSOs presents a whole new set of options for tients today have many choices for dental care,” she points out. dentists looking to transition, she points out. “For most single As a result, it’s become more important than ever before for practitioners who are ready to retire, the ideal scenario is dental professionals to build strong relationships with their parecruiting a similar-minded dentist who will purchase their tients, she adds. “Relationships are the most important reason practice and continue growing the business they have built,” patients stay with their dental practice and refer their friends she explains. “For some practitioners who have larger revand family to also join.” enue practices, and who love the clinical portion but are frustrated with managing and running their business, joining a From practice to practice transition consultant DSO or large group is a wonderful solution. These doctors are Stolarz bought and sold several dental practices over the years able to continue practicing dentistry without the headache of before moving to Tennessee in 2014, where she intended to managing the business.” make another purchase. After reviewing the practice’s reports, “In college I studied chemistry and psychology and was medical school bound, until I discovered I could apply for early admission to dental school my junior year,” she continues.

The more she thought about it, dentistry made perfect sense.

“My entire life, I was always building something or working on projects with my hands, so the artistic portion of dentistry appealed to me,” she says. A self-admitted overachiever, upon her acceptance to dental school, she leapt at the opportunity to get a head-start on the next stage of her education.

“ As a practice transition consultant, I have an opportunity to listen closely to dentists and work to understand where they are – and where they’d like to be – in their career.”

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“ For some practitioners who have larger revenue practices, and who love the clinical portion but are frustrated with managing and running their business, joining a DSO or large group is a wonderful solution.”

At the same time, Stolarz finds herself helping transitioning dentists navigate the growing number of millennials looking to run a business. “The influx of millennials has made it more challenging to find a dentist who not only wants to take over the business portion of a practice, but also wants to be the clinical provider,” she says. “Most millennials have an entrepreneurial drive and aren’t afraid of taking a financial risk; but, they don’t want to practice clinical dentistry full time and invest in nurturing patient relationships to grow the practice. In addition, they often want to work at larger practices in cities and tend to shy away from smaller, rural practices, which actually have tremendous growth opportunities.”

Regardless of the issues her customers face, Stolarz is confident she can help them successfully meet the challenges inherent to transitioning. “My dental customers’ most common concerns are truly understanding the value of their practice

and taking care of their staff and their patients,” says Stolarz.

“I spend a great deal of time getting to know them so that I can find the best dentist to take over their legacy. I consider myself a matchmaker and pride myself on having that perfect mix of brains and heart. My dental customers are trusting me with their baby, so finding the right fit is essential and means the world to me.”

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Fred Salzman

DENTAL DISTRIBUTION

HALL OF FAME 16

June 2019

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A Driving Force Compassion, wisdom and his love of the industry enabled Fred Salzman to help his dental customers succeed for over half a century.

BY LAURA THILL

It was never his dream to sell dental supplies. It was his calling. “Nobody

60 years, Barbara has been the driving force in my life,” he says. “Apart from being a great wife and mother, she has always pushed me to do well in life and business.” He credits his wife with a good deal of his success as a dental distributor, he adds.

says, ‘I want to sell dental supplies when I grow up!” says longtime dental distributor Fred Salzman, who retired from the industry in 2012.

As so often happens, life intervened, opportunities arose and, well, it turned out that Salzman had much to offer dental professionals. It might even be said he would have done the industry a disservice had he looked beyond.

A rotten lab technician Born in 1932, Salzman grew up in Brooklyn, New York. “When I was in high school, my parents thought I should consider becoming a dentist,” he recalls. So, after graduating in 1950, he pursued a twoyear degree in dental lab technology at the New York Institute of Applied Arts and Science.

Following his two years of college, he decided to enlist in the Korean War. “I enlisted in the Air Force and was assigned to a MASH unit,” he says. This particular unit had dental capabilities and a dental laboratory unit, and since he still considered a career as a dentist, it made sense for him to test the waters as a lab technician. After four years, however, it was clear: “I was a rotten lab technician and I likely would not be a skilled dentist.”

Salzman was honorably discharged from the Air Force in 1956, and two years later he married his best friend and greatest motivator, Barbara. “For

From technician to sales If working in a dental lab felt completely wrong to Salzman, selling to dental labs was quite another story. “In 1956, I took a position with Jelenko Dental selling dental products to laboratories,” he recalls. “I quickly realized how much I enjoyed the industry. And, I was becoming a successful salesman.” When a friend commented on how well he was doing and pointed out that dentists used – and purchased – a lot of these same supplies, it got him to thinking about new opportunities. Shortly afterward, he began his search for a position in dental supplies sales.

“In 1957, I joined Central Dental Supply Company (Hempstead, New York) as a sales rep,” says Salzman. “Central Dental Supply was owned by the Rubenstein brothers, Herb and Ed. My territory included all of Long Island. I would travel between East Hampton and Lynbrook, New York, concentrating mostly on the South Shore of Long Island.

“In the 15 years I worked at Central Dental Supply, I established two side businesses: Glen Dental (named for astronaut

“Dental sales involved the rep, an order pad and the supply closet, and our biggest goal was to spend meaningful, faceto-face time with the doctor.”

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*Limit one sample kit per doctor. While supplies last. Offer valid until 8/31/19. 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.

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DENTAL DISTRIBUTION HALL OF FAME John Glenn) sold give-away toys to the dentists I visited; my second business involved assisting dentists in selling and monetizing the scrap gold they would accumulate.” When he left the company in 1972, he was ready to take the leap from part-time to full-time business owner. Together with his new partner, Saul Shernowitz, he purchased Becker-Parkin from retiring owner Harry Becker.

A market leader “Becker-Parkin was established in 1932 by Jack Parkin,” Salzman explains. “Harry Becker later joined the company, eventually taking it over in 1952. When Saul and I purchased BeckerParkin, it included only four employees, and we worked from a small office/warehouse in the heart of Times Square (42nd Street and Broadway). Our outgoing daily orders were as small as eight to 10 boxes. Saul managed the day-to-day business, and I brought in the sales.” In 1983, when Shernowitz decided to move West, Salzman purchased his half of the company and became the sole owner.

More than a business relationship From his customers to his colleagues, Fred Salzman credits many individuals for keeping him enthusiastic, day after day, throughout his 50-year career as a dental sales rep and distribution owner. “I truly liked and loved many of my dentist clients,” he says. “These were more than simply business relationships. I got to know many of them and their families. I enjoyed the fact they needed and relied on me.

I welcomed their calls on a Sunday night, whether it was work-related or regarding a sick family member. My doctors knew they could count on me to be compassionate.”

In addition to the guidance and support of his wife, Barbara, Salzman relied on close colleagues, such as Herb Rubinstein and Saul Shernowitz.

“Herb Rubinstein taught me the finer points of what made a good dental salesperson,” he says. “We would talk often and he took time to coach me

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in my younger days. Herb retired and moved to Colorado, and we continued to stay in touch well into his 90s.

“Saul Shernowitz also taught me a great deal,” he continues. “Nobody worked harder or was kinder to customers than Saul. If a dentist visited New York City from another part of the world and stopped by our office to purchase supplies, Saul wouldn’t hesitate to drive him or her back to the airport on his way home to Long Island. Saul was a great friend and partner.

“I also had the privilege of working with some of the finest people at Becker-Parkin,” Salzman continues: Keith Gauzza, Dianne Guarino, Steve Hoytt, Mike Harvella, Lisa Morley, Sergy Kunin, Luis Mercado, Richard Kelstein, Josh LeMaire, Margie Tabatnik, Catalina Lajara, Russell Kaminsky, Diane Berry and Marty Cosimo, who will be missed. There were many others, as well; too many to name.”

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In addition, Salzman taught dental students and lectured at Stonybrook Dental, New York University, Columbia and many other dental schools in New York City. Experiences such as these helped him stay current and energized, he points out. “In addition to lecturing, I would bring in guest speakers,” he says.

“We covered such topics as location, finance, office design and the various elements that contribute to building a new practice or growing an existing one. I discussed what dentists must do to be successful in the dental industry, as well as reallife situations that are never actually taught in dental schools.

“I also served as president of Dental Dealers of America from 19921994. The organization held annual meetings for dental dealers to meet, attend lectures and discuss various products and changes in the industry.”

My father “Becker-Parkin was the last full-service dental company in Manhattan,” recalls Fred Salzman’s son, Marc Salzman. “We started out in Times Square, in the heart of New York City before moving to 24th Street and 7th Ave.,” he says. “Later, we moved downtown to 13th street and 6th Ave., then back to 33rd Street and 10th Ave. Dad would scout our new location, and my brother, Barry, myself and all of the Becker-Parkin employees would pack up our company, load everything on trucks and move to the new location. Once there, we’d unpack in time to restart our business within a couple of days.

Dad couldn’t leave the city; he loved it too much.

“Growing up, Barry and I would make deliveries to the doctors’ offices,” says Marc. “If a doctor was out of film, Dad would put Barry or me on the subway (he’d give us some of those coin tokens) and have us make the delivery. This was long before cell phones and Google maps existed! And, we didn’t know the city too well. Still, we managed to make those deliveries.

On weekends, the elder Salzman thought nothing of making deliveries himself, notes Marc. “If one of his clients was short on product, Dad would go to the office, pick up what was needed and bring it to his client.

This was – and still is – a part of our lives in one way or another.

“Dad is retired now and lives in Florida with our mom, Barbara,” he says. “Barry works with dental and medical offices on the clinician side, and I joined Darby Dental and sell equipment and supplies to new and existing customers. Most of my customers are from our Becker-Parkin days, and they continue to ask about my father. Dad was old school and had a hands-on, personal touch that you don’t often see in sales today.” Nor did his father believe in traditional 9-to-5 hours, he adds. “It was more like 7 a.m. to whenever he needed to make that last visit or last call, whether from his home office or his company office.

“There have been a lot of changes in the dental industry, many of which included advances in technology,” says Marc. “My dad worked through all of these changes. He was there at the beginning and worked his way through digital X-ray and composites. He made a lot of good memories with a lot of great people!”

In spite of helping run the business for 11 years, the change proved challenging for Salzman. “I had to wear many hats, including president, chief operating officer and sales manager,” he says. “I have to laugh today. As overwhelming as it seemed, the company included all of 10 people then!”

In the mid 1980s, Salzman’s two sons, Barry and Marc, also joined the company. “That’s when the company really began to grow,” he says. “Marc focused on sales and computer operations while Barry oversaw finance and company operations.

Having them involved enabled me to once again focus on sales.

But, at this point, I wasn’t just selling dental supplies: I was selling my vision to others. My goal was to grow Becker-Parkin into a market leader.” Indeed, that’s exactly what he did. By 2007, Becker-Parkin had grown to include over 400 employees and 15 office locations, and sold dental supplies in all 50 states, as well as internationally.

In 2007, Salzman sold his company to Henry Schein Dental, remaining with the company for another five years until he retired in 2012.

Then and now From the time Salzman entered the dental industry in 1956, to his retirement 56 years later, the dental industry experienced numerous changes: From technology to demographics, selling dental products evolved tremendously.

“When I began my career, the dental industry had yet to be influenced by the catalogue, the computer, the cell phone, the fax machine, the digitization of the dental office and much

Fred Salzman and his wife, Barbara

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DENTAL DISTRIBUTION HALL OF FAME

more,” says Salzman. Indeed, he considers his early years a much simpler time.

“Dental sales involved the rep, an order pad and the supply closet,” he says. “We would drive to our doctor’s office, enjoy conversation with the staff and then make our way back to the supply closet.

We worked up an order with either the doctor or office manager, and our biggest goal was to spend meaningful, face-toface time with the doctor. Sometimes that meant having a sandwich in his or her office during our lunch break; sometimes it involved catching the doctor for five minutes between patients.”

Staying connected has taken on a whole new meaning today, he continues.

“Sales reps today often stay in contact with their doctor or account through text

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“Dental supplies have been such an important part of my life. The fantastic people I met along the way have been the greatest blessing I received throughout my career.”

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messages,” he points out. “It’s become common for dental supply people to visit the office once a month and encourage their customers to place their orders online.” Of course, these changes didn’t take place overnight, he adds.

At the same time, industry players came and went “In my early years, Healthco was king of the hill. Then, along came Henry Schein.” But, perhaps the biggest change was the evolution of technology.

Long before desktop computers, iPads and smart phones entered the scene, the catalogue presented a huge advantage to sales reps and their customers. “Doctors no longer had to rely on the sales rep’s knowledge,” says Salzman. “They could look everything up themselves in the catalogue and compare prices. The better reps

were able to use the catalogue to our advantage. It included all of the great innovations that were occurring in dental supplies, which we could point out to the doctors. I remember how many doctors I convinced to switch from silver to composite, to a light-cured composite and finally to a curing light. My doctors knew I would never sell them anything I didn’t believe in or that wasn’t in their best interest. I always did my homework.”

Finally, the introduction of Dental Service Organizations contributed to sweeping changes in the industry, notes Salzman.

DSOs have allowed dentists to focus on the clinical side of dentistry and avoid worrying about administrative responsibilities, he explains. In addition, DSOs have played a hand in bringing dental care to many patients who otherwise would not have access to care.

“ At this point, I wasn’t just selling dental supplies: I was selling my vision to others.”

Care and compassion.

The catalogue was replaced by the computer and online ordering, notes Salzman. Soon afterward, reps began relying on smart phones and mobile ordering – anywhere, any time. “The ability of the better dental supply reps to use the dissemination of information in real time for the doctor only enhanced our ability to sell more products.”

Later in his career, the influx of female dentists greatly impacted the dental industry, he points out. “I think this change was extremely important for the advancement of our industry,” he says.

“Women’s viewpoint, taste and style definitely has helped promote the advancement of cosmetic dentistry. When I started my career, we relied on silver fillings to make sure teeth were functional. Today, we understand how important it is for teeth to be whiter, brighter, straighter, beautiful and more resilient. I think much of this enhancement can be credited to women dentists influencing our industry.”

In addition to building 50 years of lasting relationships and positive memories, Salzman believes his career taught him to be a much more caring, compassionate individual. Even as sales reps had fewer and fewer face-to-face meetings with their dental customers, “we continued to help our doctors, got to know them on a personal level and helped them out in any way we could,” he says. “And this had nothing to do with the monetary rewards of selling the most products. It was all about caring about the dentists and wanting them to succeed.”

Salzman selected his 80th birthday as his retirement date.

“At least 150 people came to New York City to celebrate with me and my family,” he recalls, noting that he continues to stay in touch with many of them. Looking back, his greatest takeaway from a half century of servicing dental professionals is this: Caring, compassionate people not only know when someone needs a hug. “They also possess an essential personality characteristic that enables them to succeed – and help others succeed – in this wonderful dental industry,” he says. “Dental supplies have been such an important part of my life. The fantastic people I met along the way have been the greatest blessing I received throughout my career.”

From Becker-Parkin to Henry Schein Dental The Salzman family sold its company, Becker-Parkin, to Henry Schein Dental in 2007. Fred Salzman stayed on with Henry Schein Dental for about five years after that. Keith Drayer, vice president and general manager, Henry Schein Financial Services, Henry Schein Dental, recalls working with Salzman.

“Henry Schein’s unique corporate culture has helped sustain the longterm tenure of Team Schein Mem-

bers,” says Drayer. “Fred was one of these TSMs, and while he reported to me on an org chart, I benefitted from his mentorship. Fred had been an innovator in the dental industry and continued his innovative ways in his new career. He could develop successful, mutually-beneficial relationships faster than anyone I have watched. He could go into a dental school and help students understand

the value distributors brought to their future careers beyond the latest supplies, equipment and technology.

“Fred led by example, demonstrating how interactions with co-workers, customers and manufacturers could produce long-term partnerships. I’m glad Fred was my org chart team member; but more importantly, he served as a meaningful mentor who impacted my personal and professional life.”

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HEALTHY REPS

Health news and notes ExerciseRx Exercise can lower blood pressure and reduce visceral body fat at least as effectively as many common prescription drugs, according to two reviews of relevant research about the effects of exercise on maladies, reports The New York Times. Together, the new studies (reviewed in the British Journal of Sports Medicine and Mayo Clinic Proceedings) support the idea that exercise can be considered medicine, and potent medicine at that. But they also raise questions about whether enough is known about the

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types and amount of exercise that might best treat different health problems and whether we really want to start thinking of our workouts as remedies. The possibility of formally prescribing exercise as a treatment for various health conditions, including high blood pressure, insulin resistance, obesity, osteoarthritis and others, has been gaining traction among scientists and physicians. The American College of Sports Medicine already leads a global initiative called Exercise Is Medicine, which aims to encourage doctors to include exercise prescriptions as part of disease treatments.

Birth control app The U.S. Food and Drug Administration issued a final order to classify Natural Cycles – a birth control app – as a Class II device. It uses an algorithm that is sensitive to patterns in a woman’s cycle to determine daily fertility, based on basal body temperature and period data. Natural Cycles is said to be 93 percent effective with typical use, which means that seven women out of 100 get pregnant during one year of use. Natural Cycles is the only app of its kind to be available in Europe and the U.S. for use as a contraceptive. The app can also be used to help plan a pregnancy when the time is right. In August 2018, Natural Cycles’ application for De Novo classification as a Class II medical device was granted by the FDA. The agency’s final order is the last part of the approval process that establishes the required special controls and officially codifies the new regulation for this type of technology.

• Avoid driving through flooded areas and standing water.

As little as six inches of water can cause you to lose control of your vehicle.

• Do not drink floodwater, or use it to wash dishes, brush teeth, or wash/prepare food. Listen to water advisory from local authorities to find out if your water is safe for drinking and bathing.

• During a water advisory, use only bottled, boiled, or treated water for drinking, cooking, etc.

• When in doubt, throw it out! Throw away any food and bottled water that comes/may have come into contact with floodwater.

• Prevent carbon monoxide (CO) poisoning. Keep generators at least 20 feet away from doors, windows, or vents. If you use a pressure washer, be sure to keep the engine outdoors and 20 feet from windows, doors, or vents as well.

Healthy contact lens wear More than 45 million Americans wear contact lenses. However, wearing contact lenses can increase your chances of getting an eye infection – especially if you do not care for them properly. The Centers for Disease Control and Prevention recommends taking these simple steps to protect your eyes: 1) Don’t wear contact lenses while sleeping unless directed to do so by your eye doctor; 2) never mix fresh solution with old or used solution; and 3) don’t swim or shower while wearing contact lenses, as contact lenses can carry germs from the water into the eye. The sixth annual Contact Lens Health Week will be observed Aug. 19 – 23, 2019.

The possibility of formally prescribing exercise as a treatment for various health conditions has been gaining traction.

After the flood Initial damage is not the only risk associated with floods, says the CDC. Standing floodwater can also spread infectious diseases, bring chemical hazards, and cause injuries. After you return home, if you find that your home was flooded, practice safe cleaning.

Remove and throw out drywall and insulation that was contaminated with floodwater or sewage. Throw out items that cannot be washed and cleaned with a bleach solution: mattresses, pillows, carpeting, carpet padding, and stuffed toys. Homeowners may want to temporarily store items outside of the home until insurance claims can be filed. Clean walls, hard-surfaced floors, and other household surfaces with soap and water and disinfect with a solution of one cup of bleach to five gallons of water. In addition:

Stillbirth and subsequent pregnancy Conceiving within a year or even six months after a stillbirth did not increase a woman’s likelihood of having another stillbirth or a preterm or small for gestational age (SGA) baby compared with an interpregnancy interval of at least two years, according to a study published online in the Lancet. The results are from the first large-scale observational study to investigate the interval between stillbirth and subsequent pregnancy, including almost 14,500 births in women from Australia, Finland, and Norway who had a stillbirth in their previous pregnancy. Currently, the World Health Organization recommends that women do not attempt to conceive until at least six months after a miscarriage or abortion and at least two years after a live birth, but there are no recommendations for the optimal interval after a stillbirth (defined as fetal loss after midpregnancy).

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TOP & PREFERRED PRODUCT AWARDS

DENTAL ADVISOR Product Awards DENTAL ADVISOR awards are one of the most respected awards created to recognize quality products and equipment, taking into account evidencebased clinical and laboratory research to honor the best.

In the following interview, Dr. Sabiha S. Bunek, Editor-in-Chief, and CEO of DENTAL ADVISOR, provides First Impressions readers some details on the Product Awards.

Dr. Sabiha S. Bunek

First Impressions: Can you share a few words on what your role is at DENTAL ADVISOR? Dr. Sabiha S. Bunek: As Editor-in-Chief and CEO of DENTAL ADVISOR, I lead a team that works with both dental professionals and manufacturers to obtain and publish evidence-based clinical and laboratory information on dental products and equipment. With my unique role as a practicing clinician and editor, I find myself continually trying to bridge the gap between research and clinical practice. Our team at DENTAL ADVISOR communicates regularly with our own scientists as well as those working with manufacturers to encourage testing that is pertinent to real-life dentistry.

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

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

Dr. Bunek: As an organization, we review and report on hundreds of products per year. THE DENTAL ADVISOR has a team of 300 consultants throughout the United States who volunteer their time to provide their opinions on products and equipment used

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in their practices. We rate the products and in the fall of each year, we vote on the top products in each category. Since there are several highly rated products to choose from, we speak from our experience of evaluating the products either clinically or in our laboratories, or both. The best products naturally rise to the top and are tough to beat. The preferred product is the one that was the leading competitor to the award winner and deserves note as it rated very highly as well. Our awards are earned and given, not bought. The awards are highly debated in our editorial meetings for weeks and combined with feedback from our team of practicing dentists in the field. Itâ&#x20AC;&#x2122;s not always easy!

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

Dr. Bunek: We believe we are very qualified!

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

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

CARBIDE BURS: MULTI-USE

CARBIDE BURS: SINGLE-USE

Anutra Local Anesthetic Delivery System (Anutra Medical, Inc.)

(Coltene Whaledent, Inc.)

SINGLES (Meisinger USA)

SPECIALTY BUR

HANDPIECE: ELECTRIC

HANDPIECE: AIR-DRIVEN

Occlusal Reduction Kit (Meisinger USA)

iOptima (Bien-Air Dental)

Tornado (Bien-Air Dental)

Alpen® Speedster ®

CATEGORY: DIRECT RESTORATIVES SECTIONAL MATRIX

SPECIALTY MATRIX BAND

BONDING AGENT: UNIVERSAL

Composi-Tight® 3D Fusion Sectional Matrix System (Garrison Dental Solutions)

PinkBand® and PinkBand® Contour (PinkBand ®)

Scotchbond™ Universal Adhesive (3M)

Clinician: Dr. Sabiha S. Bunek

One-handed dispensing

BONDING AGENT: SELF-ETCH

COMPOSITE: HIGHLY-FILLED FLOWABLE

COMPOSITE: LOW-FILLED FLOWABLE

Clearfil™ SE Protect (Kuraray America, Inc.)

CLEARFIL MAJESTY™ ES Flow (Kuraray America, Inc.)

NovaPro™ Flow (Nanova Biomaterials, Inc.)

#6, 7 Class V Clinician: Dr. John W. Farah

Clinician: Dr. John W. Farah

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

COMPOSITE: UNIVERSAL

Harmonize™ Universal Composite (Kerr Restoratives)

Estelite® Sigma Quick (Tokuyama Dental America, Inc.)

#9, Clinician: Dr. Sabiha S. Bunek

Tooth #8 Clinician: Dr. Sabiha S. Bunek

RMGI RESTORATIVE

BIOACTIVE RESTORATIVE

Ionolux (VOCO)

ACTIVA™ BioACTIVE-RESTORATIVE™ (Pulpdent ® Corporation)

Clinician: Dr. Sabiha S. Bunek

CATEGORY: INDIRECT RESTORATIVES FIBER POST

COMPOSITE CORE MATERIAL

SOFT TISSUE MANAGEMENT PASTE

Parapost® Taper Lux™ (Coltene Whaledent, Inc.)

Visalys® Core (Kettenbach)

Traxodent® (Premier ®Dental)

RETRACTION CORD

SCANNABLE IMPRESSION MATERIAL

BITE REGISTRATION

Knit Pak™+ AICI3 Impregnated Knitted Cord (Premier ®Dental)

Flexitime® Fast & Scan (Kulzer)

Futar ® Fast (Kettenbach)

Excellent radiopacity

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T O P P R O D U C T AWA R D W I N N E R S CATEGORY: INDIRECT RESTORATIVES ALGINATE ALTERNATIVE

VPS IMPRESSION MATERIAL

CEMENT: ESTHETIC RESIN

Xantasil ® (Kulzer)

Imprint™ 4 VPS Impression Material (3M)

Variolink® Esthetic (Ivoclar Vivadent)

Clinician: Dr. Gary Bloomfield

CEMENT: ADHESIVE

CEMENT: SELF-ADHESIVE

CEMENT: INNOVATIVE

G-CEM LinkForce™ (GC America)

PANAVIA™ SA Cement Plus (Kuraray America, Inc.)

TheraCem® (Bisco)

CEMENT: IMPLANT

CEMENT: RMGI

PROVISIONAL: ESTHETIC

CEM-IMPLANT™ (B.J.M. Laboratories, Ltd.)

GC FujiCem™ 2 Automix (GC America)

Luxatemp Fluorescence (DMG America)

Clinician: Carol Reed, CDA, RDA

PROVISIONAL: UNIVERSAL

CEMENT: TEMPORARY NON-EUGENOL

DENTURE RELINE MATERIAL

Visalys® Temp (Kettenbach)

Provicol QM Plus (VOCO)

Sofreliner Tough S (Tokuyama Dental America, Inc.)

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

CATEGORY: POLISHERS

ZIRCONIA PRIMER

COMPOSITE POLISHER: MULTI-STEP

Z-Prime™ Plus (Bisco)

Twist Polishing Kit (Meisinger USA)

CATEGORY: LONG-TERM PERFORMERS LONG-TERM PERFORMER: ESTHETIC ZIRCONIA

LONG-TERM PERFORMER: BONDING AGENT

NexxZr ® T (Sagemax Bioceramics, Inc.)

OptiBond™ XTR (Kerr Restoratives)

LONG-TERM PERFORMER: CEMENT: SELF-ADHESIVE RelyX™ Unicem/Unicem 2 Automix Self-Adhesive Resin Cement (3M)

#30 at three years Clinician: Dr. John W. Farah

LONG-TERM PERFORMER: ZIRCONIA

LONG-TERM PERFORMER: COMPOSITE: UNIVERSAL MULTI-LAYER

BruxZir ® Full-Strength (Glidewell Laboratories)

Filtek™ Supreme Plus & Ultra Universal Restorative (3M)

#30 at six years Clinician: Dr. John W. Farah

CATEGORY: ENDODONTICS ENDODONTIC BIOACTIVE CEMENT

PULPAL PROTECTANT

NeoMTA Plus ® (Avalon Biomed, Inc.)

TheraCal LC®

#14 Occlusal

Sanctuary™ Powder Free Black Latex Dental Dam (Sanctuary ™ Health)

(BISCO)

Clinician: Dr. Edward Lowe

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DENTAL DAM: LATEX

T O P P R O D U C T AWA R D W I N N E R S CATEGORY: ENDODONTICS DENTAL DAM: NON-LATEX

ENDODONTIC OBTURATION SYSTEM

ENDODONTIC IRRIGANT

Isodam® (HEDY Canada)

elements™ free Cordless Continuous Wave Obturation (Kerr Endodontics)

Irritrol (Essential Dental Systems)

CATEGORY: PATIENT PRODUCTS WHITENING: TAKE-HOME

ORAL HEALING PRODUCT

Venus White Pro (Kulzer)

StellaLife™ VEGA™ Oral Care Recovery Kit (StellaLife)

Pre-op

1 week post-op

CATEGORY: HYGIENE FLUORIDE VARNISH

PREVENTATIVE PRODUCT

FluoroDose® 5% Sodium Fluoride Varnish with Xylitol (Centrix Dental)

MI Paste Plus ® (GC America)

CATEGORY: MISCELLANEOUS BEST VALUE PRODUCT

DESENSITIZER

MIXPAC™ T-Mixer (Sulzer)

TEETHMATE™ DESENSITIZER (Kuraray America, Inc.)

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T O P P R O D U C T AWA R D W I N N E R S CATEGORY: SMALL EQUIPMENT HANDPIECE MAINTENANCE SYSTEM

LED CURING LIGHT Bluephase® Style (Ivoclar Vivadent)

QUATTROcare™ Plus (KaVo)

INTRAORAL CAMERA

WHITENING: IN-OFFICE

Iris Intraoral Camera (Digital Doc)

Beyond ® Polus® Advanced (BEYOND ® International, Inc.)

DYNAMIC MIXER

ASSISTANT PRODUCT OF THE YEAR

Dynamix Speed (Kulzer)

EyeSpecial C-III (SHOFU Dental Corp.)

CATEGORY: DIAGNOSTIC LED HEADLIGHT

PANORAMIC IMAGING SYSTEM

Feather Light LED (UltraLight Optics, Inc.)

CS 8100 (Carestream Dental)

Clinician: Dr. Julius E. Bunek

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

AIR/WATER SYRINGE TIP

UltraPure™ Non-Woven Sponge (Crosstex ®)

Seal-Tight™ Disposable Air/Water Syringe Tips (Kerr TotalCare)

WATERLINE TREATMENT PRODUCT

SALIVA EJECTOR

MASK

DentaPure® DP365B (Crosstex ®)

Safe-Flo™ (Crosstex ®)

BeeSure® Vibe™ (Cranberry-Pro2 Solutions)

STERILIZATION MONITORING SYSTEM Sterility Assurance System (Crosstex ®)

Clinician: Shelby Crawford, DA

NITROUS MASK

HAND CARE

ClearView™ Nasal Mask (Crosstex ®)

fiteBac® (Kimmerling Holdings Group, fiteBac SkinCare LLC)

GLOVE: FITTED

GLOVE: NITRILE

QualiTouch® (SmartPractice)

Reflection® Sapphire™ Sensitive Blue Nitrile Powder Free Exam Gloves (SmartPractice)

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

NEEDLE

BONDING AGENT: TOTAL-ETCH

COMPOSITE: ESTHETIC

Transcodent Painless Injection Needles (Sulzer)

iBond ® Total Etch (Kulzer)

Venus ® Pearl (Kulzer)

COMPOSITE: UNIVERSAL

COMPOSITE: HIGHLY-FILLED FLOWABLE

RMGI RESTORATIVE

Admira Fusion (VOCO)

G-aenial™ Universal Injectable (GC America)

Riva Light Cure HV (SDI North America, Inc.)

DESENSITIZER

COMPOSITE POLISHER: MULTI-STEP

COMPOSITE POLISHER: ONE-STEP

Shield Force Plus (Tokuyama Dental America, Inc.)

VPS IMPRESSION MATERIAL Panasil (Kettenbach)

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Super-Snap Xtreme (SHOFU Dental Corp.)

One Gloss (SHOFU Dental Corp.)

UNIVERSAL PROVISIONAL

CEMENT: SELF-ADHESIVE RESIN

Venus ® Temp 2 (Kulzer)

Maxcem Elite™ Chroma (Kerr Restoratives)

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

COMPOSITE CORE MATERIAL

NX3 Nexus™ Third Generation (Kerr Restoratives)

LuxaCore Z (DMG America)

GLASSIX Plus Radiopaque & Light Transmitting Fiber Post (Nordin Dental)

PRIMER: CERAMIC

PRIMER: ZIRCONIA

CERAMIC POLISHERS

CLEARFIL™ Ceramic Primer Plus (Kuraray America, Inc.)

Q-CERAM™ (B.J.M. Laboratories, Ltd.)

ASAP Indirect + (Clinician’s Choice)

CEMENT: TEMPORARY IMPLANT

WHITENING: IN-OFFICE

WHITENING: TAKE-HOME

Premier ® Implant Cement™ (Premier ® Dental)

Sinsational Smile (Sinsational Smile, Inc.)

Whiteness Perfect (FGM)

ISOLATION & EVACUATION DEVICE

PROPHY PASTE

FLUORIDE VARNISH

ReLeaf™ (Kulzer)

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FIBER POST

CEMENT: ESTHETIC RESIN

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Enamel Pro® Prophy Paste (Premier ® Dental)

First Impressions

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MI Varnish ® (GC America)

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

WATERLINE TREATMENT PRODUCT

SURFACE DISINFECTANT

STERILIZATION POUCHES

Monarch Lines (Air Techniques)

CaviCide™ & CaviWipes™ (Kerr TotalCare)

SURE-CHECK Sterilization Pouch (Crosstex ®)

NITROUS MASK

MANUAL TOOTHBRUSH

ENDODONTIC OBTURATION SYSTEM

AXESS Mask Sedation System (Crosstex ®)

Brilliant! ® (Compac Industries)

Dia-Duo Cordless Obturation System (DiaDent ®)

DENTAL DAM: NON-LATEX

DISPOSABLE PROPHY ANGLE

ORAL CANCER SCREENING

Sanctuary™ Powder Free Non Latex Dental Dam® (Sanctuary ™ Health)

2pro® (Premier ® Dental)

Goccles® (Pierrel Pharma)

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PERIODONTAL PERIODONTAL DISEASE DISEASE

Periodontal Disease When sales reps understand the risks of periodontal disease, they can better understand their dental customersâ&#x20AC;&#x2122; concerns.

Periodontal disease begins with gingivitis â&#x20AC;&#x201C; a mild form that causes the gums to become red, swollen and prone to bleeding. The good news is that, with professional treatment and good oral homecare, the disease is reversible.

Left untreated, however, gingivitis can advance to periodontitis. Plaque can spread and grow below the gum line over time, and toxins produced by the bacteria in plaque irritate the gums. The toxins stimulate a chronic inflammatory response, causing the tissues and bone that support the teeth to break

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down. In turn, the gums separate from the teeth, forming pockets, which can become infected. As the disease progresses, the pockets deepen and more gum tissue and bone are destroyed. Eventually, teeth can become loose and may need to be removed.

Left untreated, gingivitis can advance to periodontitis. Plaque can spread and grow below the gum line over time, and toxins produced by the bacteria in plaque irritate the gums. The toxins stimulate a chronic inflammatory response, causing the tissues and bone that support the teeth to break down. such as heart disease, respiratory disease and diabetes, are associated with this form of periodontitis.

• Necrotizing periodontal disease. Necrotizing periodontal disease is an infection characterized by necrosis of gingival tissues, periodontal ligament and alveolar bone. These lesions are most commonly observed in individuals with systemic conditions such, as HIV infection, malnutrition and immunosuppression.

The most common forms of periodontitis include: • Aggressive periodontitis. Aggressive periodontitis occurs in patients who are otherwise clinically healthy.

Common features include rapid attachment loss and bone destruction, and familial aggregation.

• Chronic periodontitis. Chronic periodontitis results in inflammation within the supporting tissues of the teeth, progressive attachment and bone loss. This is the most frequently occurring form of periodontitis and is characterized by pocket formation and/or recession of the gingiva. It is prevalent in adults, but can occur at any age.

Progression of attachment loss usually occurs slowly, but periods of rapid progression can occur.

• Periodontitis as a manifestation of systemic diseases.

This often begins at a young age. Systemic conditions,

Dental professionals should remind their patients that while brushing, flossing and using mouthwash can help prevent periodontal disease, a number of factors in addition to plaque can affect their gums: • Age. Studies indicate that older people have the highest rates of periodontal disease. Data from the Centers for Disease Control and Prevention indicates that over 70 percent of Americans 65 and older have periodontitis.

• Smoking and/or tobacco use. In addition to being at risk of illnesses such as cancer, lung disease and heart disease, tobacco users also are at increased risk for periodontal disease. Studies have shown that tobacco use may be one of the most significant risk factors in the development and progression of periodontal disease.

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PERIODONTAL DISEASE • Genetics. Research has indicated that some people may be genetically susceptible to gum disease.

Despite aggressive oral care habits, these people may be more likely to develop periodontal disease.

Identifying these people with a genetic test before they even show signs of the disease and getting them into early intervention treatment may help them keep their teeth for a lifetime.

• Stress. Stress is linked to many serious conditions, including hypertension and cancer. It’s also a risk factor for periodontal disease. Research demonstrates that stress can make it more difficult for the body to fight off infection, including periodontal diseases.

In addition to being at risk of illnesses such as cancer, lung disease and heart disease, tobacco users also are at increased risk for periodontal disease.

Studies have shown that tobacco use may be one of the most significant risk factors in the development and progression of periodontal disease.

• Medications. Some drugs, such as oral contraceptives, anti-depressants and certain heart medicines, can affect oral health. Dental professionals should ask their patients what medications they take and inquire about any changes in their overall health.

• Clenching or grinding teeth. Clenching or grinding teeth can put excess force on the supporting tissues of the teeth, speeding up the rate at which these periodontal tissues are destroyed.

• Other systemic diseases. Other systemic diseases that interfere with the body’s inflammatory system may worsen the condition of the gums.

These include cardiovascular disease, diabetes, and rheumatoid arthritis.

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• Poor nutrition and/or obesity. A diet low in important nutrients can compromise the body’s immune system and make it harder for the body to fight off infection. Because periodontal disease begins as an infection, poor nutrition can worsen the condition of the gums. In addition, research has shown that obesity may increase the risk of periodontal disease.

Although symptoms of periodontal disease often don’t appear until an advanced stage of the disease, dental professionals can educate their patients to recognize warning signs, including: • Red, swollen or tender gums or other pain in the mouth.

• Bleeding while brushing, flossing, or eating hard food.

• Gums that are receding or pulling away from the teeth.

• Loose or separating teeth.

• Pus between the gums and teeth.

• Sores in the mouth.

• Persistent bad breath.

• A change in the way the patient’s teeth fit together when he/she bites.

• A change in the fit of partial dentures.

Comprehensive evaluation and treatment In 2011, the American Academy of Periodontology published the Comprehensive Periodontal Therapy Statement, which recommends that all adults receive an annual comprehensive evaluation of their periodontal health. In its statement, the AAP noted that “as a result of advances in knowledge and therapy, the majority of patients can retain their dentition over their lifetime with proper treatment, reasonable plaque/biofilm control, and continuing care.”

A comprehensive assessment of a patient’s current health status, history of disease and risk characteristics should include the following: 1. Extra- and intraoral examination to detect non-periodontal oral diseases or conditions.

2. Examination of teeth and dental implants to evaluate the topography of the gingiva and related structures; to measure probing depths, the width of keratinized tissue, gingival recession, and attachment level; to evaluate the health of the subgingival area with measures such as bleeding on probing and suppuration; to assess clinical furcation status; and to detect endodontic-periodontal lesions.

3. Assessment of the presence, degree and/or distribution of plaque/biofilm, calculus and gingival inflammation.

4. Dental examination, including caries assessment, proximal contact relationships, the status of dental restorations and prosthetic appliances, and other tooth- or implant-related problems.

5. An occlusal examination that includes determining the degree of mobility of teeth and dental implants, occlusal patterns and discrepancy, and determination of fremitus.

6. Interpretation of current and comprehensive diagnosticquality radiographs to visualize each tooth and/or implant in its entirety and assess the quality/quantity of bone and establish bone loss patterns.

7. Evaluation of potential periodontal-systemic interrelationships.

8. Assessment of the need for and suitability of dental implants.

9. Determination and assessment of patient risk factors, such as age, diabetes, smoking, cardiovascular disease and other systemic conditions associated with development and/or progression of periodontal disease.

Clinical findings, together with a diagnosis and prognosis, should be used to develop a treatment plan, including non-surgical, surgical, regenerative and cosmetic periodontal therapy or dental implant placement, to arrest or deter further disease progression, according to the AAP. When indicated, the plan should include: • Medical and dental consultation or referral for treatment, when appropriate.

• Surgical and non-surgical periodontal and implant procedures to be performed.

• Consideration of adjunctive restorative, prosthetic, orthodontic and/or endodontic consultation or treatment.

• Provision for ongoing re-evaluation during periodontal or dental implant therapy and throughout the maintenance phase of treatment.

• Consideration of diagnostic testing, which may include microbiologic, genetic or biochemical assessment or monitoring during the course of periodontal therapy.

• Consideration of risk factors, including, diabetes and smoking, which play a role in the development, progression and management of periodontal diseases.

• Periodontal maintenance program, including ongoing evaluation and reevaluation for treatment.

Source: The American Academy of Periodontology. For more information visit https://www.perio.org/consumer/types-gumdisease.html.

The oral-systemic health connection Periodontal disease may begin in the mouth, but patients don’t always realize that its effect on their health can reach much further. Research has shown that periodontal disease is associated with several other diseases: • Diabetes. People with diabetes are more susceptible to contracting infections, including periodontal disease. In fact, periodontal disease is often considered a complication of diabetes. Those who don’t have their diabetes under control are especially at risk. Furthermore, periodontal disease may make it more difficult for people who have diabetes to control their blood sugar. Severe periodontal disease can increase blood sugar, contributing to increased periods of time when the body functions with a high blood sugar and putting people with diabetes at increased risk for diabetic complications.

• Heart disease. While a cause-and-effect relationship has yet to be proven, several studies have shown that periodontal disease increases the risk of heart disease. Scientists believe that inflammation caused by periodontal disease may be responsible for the association. Periodontal disease can also exacerbate existing heart conditions.

• Stroke. Studies have pointed to a relationship between periodontal disease and stroke.

• Osteoporosis. Researchers have suggested a link between osteoporosis and bone loss in the jaw, placing people at risk for tooth loss.

• Respiratory disease. Research has found that bacteria that grow in the oral cavity can be aspirated into the lungs, causing respiratory diseases such as pneumonia, especially in people with periodontal disease.

• Cancer. Researchers found that men with gum disease were 49 percent more likely to develop kidney cancer, 54 percent more likely to develop pancreatic cancer, and 30 percent more likely to develop blood cancers.

Source: The American Academy of Periodontology. For more information visit https://www.perio.org/consumer/ types-gum-disease.html.

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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 Do you know what your IoT devices are doing?

You may have a number of smart Internet-connected devices in your home, but do you have any idea who they’re talking to or what they’re sending? For instance, let’s say you have a Roku TV and that you are live-streaming the Bloomberg Channel. Do you know that the Bloomberg Channel could be communicating with 13 different advertising and tracking servers in the background? Or that your smart Geeni light bulb could be communicating with a Chinese company every 30 seconds even while you are not using the bulb? To learn more about your own IoT devices, you could set up a wireless hotspot and run Wireshark, but Princeton University says it has a better solution. Princeton IoT Inspector is an open-source tool that lets you inspect IoT traffic in your home network from the browser. With a one-click install process, you can watch how your IoT devices watch you. Download at https://iot-inspector. princeton.edu/blog/post/getting-started/

Apple Music vs Spotify Apple Music now has more paid U.S. subscribers than Spotify – specifically, more than 28 million versus Spotify’s 26 million,

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as of February 2019, reports Ars Technica. Sources claim that Apple Music is expanding more rapidly in the U.S., at a rate of about 2.6% to 3%. Spotify’s growth rate is reportedly 1.5% to 2%. It’s unlikely that Apple will claim this as a victory, because it, like Spotify, doesn’t publicly break out regional subscriber counts.

Space spinoffs No, Tang, Teflon and Velcro are not spinoffs of the U.S. space program, though their popularity was heightened by it. However, material meant to bring back samples from Mars, originally developed for NASA’s Jet Propulsion Laboratory, is now used in suture during heart surgery. What’s more, a lightweight, highpressure tank NASA invented to hold rocket fuel now stores oxygen to keep pilots, firefighters and intensive care patients breathing. The latest edition of NASA’s Spinoff publication features nearly 50 commercial technologies that were developed or improved by the agency’s space program, and provides a look at some future ones too. Spinoff is part of the agency’s Technology Transfer program within the Space Technology Mission Directorate.

Don’t tell Facebook!

Want to hide your browsing from Facebook? Here’s a Tip of the Week from The New York Times : On your computer: Install the Firefox web browser and download the Facebook Container, which is an add-on that isolates your browsing activity from Facebook. On your phone: Delete the Facebook mobile app and use only Facebook.com via the mobile browser. Install a tracker blocker, such as Disconnect.me, and activate the blocking. Alternatively, install a private web-browsing app like Firefox Focus, which blocks trackers by default, and only use this browser when loading Facebook.com

owners. Amazon says that voice commands, such as “Alexa, tell me the news,” followed by the source’s name, will launch in-depth news sessions featuring stories curated by the news provider.

Wi-Fi 6 routers from Netgear Netgear is said to be introducing a family of four new routers that makes the migration to Wi-Fi 6 networking easy, reports Venture Beat. The San Jose, California-based maker of networking hardware has created four routers that support the latest Wi-Fi networking standard, 802.11ax. These devices are intended to help households that are dealing with an increasing number of con-

New line of smart glasses Huawei is expected to launch a line of smart glasses this summer. The glasses let you listen to music in stereo and take calls. They also charge wirelessly. Writes a critic from CNET: “What’s impressive … is that there’s absolutely no discernible sign of any technology at all, no buttons and no bulges, and to the naked eye it would be impossible to distinguish them as smart glasses at all. We’ve come a long way since the days of Google Glass.”

Internet around the world

Getting the news is already a top voice activity among smart-speaker owners. Amazon says that voice commands, such as “Alexa, tell me the news,” followed by the source’s name, will launch in-depth news sessions featuring stories curated by the news provider.

OneWeb, a space startup that recently launched its first “constellation” of micro-satellites to deliver broadband access across the globe, has raised $1.25 billion to begin mass-producing its satellites and capitalize on what it calls “first mover advantage,” reports Venture Beat. Founded in London in 2012, OneWeb is one of a number of startups planning to bring affordable, high-speed Internet access to more people around the world by deploying hundreds of low-orbit satellites. The infrastructure is intended to not only help mobile operators and internet service providers extend their coverage to hitherto hard-to-reach areas, it will also ensure always-on coverage during natural disasters.

In-depth news from Alexa One of the top use cases for Amazon Alexa is its ability to quickly summarize the day’s headlines via its customizable “Flash Briefing” skill, reports TechCrunch. Now, Amazon is rolling out a new feature that will allow Alexa device owners to get more in-depth news from their preferred news provider – the launch of “long-form news.” Currently, the new feature works with news from Bloomberg, CNBC, CNN, Fox News, Newsy and NPR, Amazon says. Getting the news is already a top voice activity among smart-speaker

nected devices and an increasing demand for greater bandwidth from streaming video, audio and online gaming. Netgear’s Wi-Fi 6 routers are said to deliver up to four times better performance than Wi-Fi 5, or 802.11ac.

Bottom-of-the-ocean dominance Google makes billions from its cloud platform. Now it’s using those billions to buy up the Internet itself – or at least the submarine cables that make up its backbone, reports Venture Beat.

In February, the company announced its intention to move forward with the development of the Curie cable, a new undersea line stretching from California to Chile. It will be the first private intercontinental cable ever built by a major non-telecom company. Google has fully financed a number of intracontinental cables already; it was one of the first companies to build a fully private submarine line. And Google isn’t alone. The year 2016 saw the start of a massive submarine cable boom, and this time, the buyers are content providers. Corporations like Facebook, Microsoft and Amazon all seem to share Google’s aspirations for bottom-of-the-ocean dominance.

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GROUP PRACTICE PROFILES

BY LAURA THILL

Dentistry Today In spite of the growing number of dentists joining DSOs, it’s clear the industry holds a place for both solo and group practices.

DSO-affiliated and large group practices may be growing in popular-

ity, but that doesn’t mean solo practices won’t continue to play an important role in the industry. There is opportunity for all players in the dental industry, says one dentist. Another points out that as the dental industry continues to grow, there will be a need for both small and large practices. But many dentists agree that whether an office is part of a DSO or is a solo practice, what really matters is that patients are treated with the best possible care.

First Impressions Magazine profiled several DSO-affiliated dental practices about a number of issues, including implementing new technology, addressing the oral-systemic health connection and working with the growing number of young dental professionals entering the industry. Here’s what a few of them had to say:

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Mortenson Family Dental – Shelbyville, Kentucky, location

One of 145 practices that comprise Mortenson Dental Partners (MDP), the Shelbyville, Kentucky, location is home to Jacob Masters, DMD, and his team of three hygienists, three dental assistants and two front-desk staff members. Since joining MDP five years ago, Masters and his staff have benefited from guidance, brand recognition and more.

“Working within a dental service organization has enabled us to be a part of larger network that offers support, guidance and even addresses administrative needs, such as hiring new

staff or purchasing supplies,” says Masters. “MDP has helped us get bulk discount pricing on labs and supplies, enabling us to reduce our overhead and increase our profitability. They have also extended such benefits as employee medical insurance and stock ownership.” In turn, he has been able to offer his staff higher wages, better benefits and retirement opportunities.

For patients, this has meant lower costs and better care.

“Through consistent auditing processes, implementation of equipment/new technology and collaboration with groups within the DSO, such as the clinical committee, our patients can receive consistent and competent care,” he points out.

Masters especially appreciates that MDP values involvement in organized charities. “Every practice within our DSO is encouraged to provide charity services, such as patient discounts or fundraising through 5K races and raffles,” he explains. “MDP also makes year-round financial donations to multiple organizations via annual projects. The most successful of these projects is an annual whitening fundraiser, where all proceeds are donated to charity. MDP has donated over $1.7 million to charity over the past 20 years through whitening alone.”

MDP also organizes a free-extraction charity to patients in need, he adds.

practitioner and developing consistent relationships. As such, other offices in our DSO can refer patients internally, offering internal discounts while creating brand loyalty. Access to the Internet has helped patients become better educated and more cost conscious, and they appreciate that our front desk has the tools to provide as much information upfront as possible regarding the cost of the procedures, eliminating any last-minute surprises.

First Impressions: As more millennials enter the dental industry, how has this impacted your practice?

Jacob M. Masters, DMD: Millennials are, without a doubt, the most technology-adept generation to enter the workforce, as well as the most susceptible to the disadvantages of social media. They

“ There’s no question that technology has enabled us to give our patients a consistent, family-friendly experience and competent care. As a company, we try to provide as many services inhouse as possible, knowing our patients value seeing the same practitioner and developing consistent relationships.”

First Impressions: How does your practice implement new technology efficiently and effectively?

Jacob M. Masters, DMD: Our offices are consistently equipped with digital x-ray sensors, digital panoramic imaging, intraoral cameras, soft tissue lasers, adjunct oral cancer screening devices and electronic health records. As a company, we have been slower to adopt bleeding-edge technologies, such as intraoral scanning and cone beam technology; the current return-on-investment at the average general practice level has not proven to be profitable. However, CBCTs have been regionally placed, allowing practitioners to refer patients to another office for a scan at the same fixed cost to the company.

As the applications of CBCT technology and intraoral scanning continue to develop, and as the cost continues to decrease, I see these technologies becoming pieces of standard equipment at each of our offices.

There’s no question that technology has enabled us to give our patients a consistent, family-friendly experience and competent care. As a company, we try to provide as many services inhouse as possible, knowing our patients value seeing the same

– Jacob Masters, DMD

often are more educated, have higher school debt, are unable to utilize their degrees, earn lower wages, are more likely to live with their parents longer and less likely to be home-owners. As a result, they tend to be drawn to educational opportunities and higher incomes that come with working in a DSO. In addition, social media has exposed millennials to multiple workplace cultures. It is easy for companies to advertise new positions, and it’s just as easy for people to apply for them. As it becomes easier for millennials to move from one company to another, it has proven more and more crucial for organizations to focus on building culture and loyalty to the organization. Our office has seen higher turnover among frontdesk staff and dental assistants, leading us to offer higher wages and greater educational opportunities to individuals interested in these positions. MDP, too, emphasizes a better work-life balance, promotes the benefits of ESOP and health insurance and attempts to create a culture that is unique and enjoyable, with shared values, ethics and goals.

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GROUP PRACTICE PROFILES First Impressions : We hear more and more about the connection between oral and physical health and the need for dentists to take a holistic approach to patient care. How has this impacted the way your dental professionals work with patients?

Jacob M. Masters, DMD: At MDP, we place vital importance on collecting a consistent and comprehensive medical history, including medication lists, for all of our patients. This has allowed our providers to better educate patients on oral-systemic connections. In my office, we have had particular success implementing head-and-neck exams, including lymph node checks,

DecisionOne Dental Partners, Acierno Family Dentistry

Acierno Family Dentistry, a general dentistry office, is one of 26 offices that comprise DecisionOne Dental Partners. Located in the Edison Park neighborhood of Chicago, Illinois, the office is home to three dentists, five hygienists, seven dental assistants and five front-office team members.

“Being part of a group provides our doctors with numerous benefits,” says co-founder and chief medical officer Michael Acierno, DDS. “As part of a group, Acierno Family Dentistry is supported on all back-end business items, enabling our team members to focus on what matters most: providing patients with exceptional care. At the same time, the group offers our doctors mentorship and educational opportunities to help them grow professionally.”

“All 26 locations are communitybased, which means our primary focus is on customer service and excellent patient care,” says Acierno. “We want our patients to be comfortable and to feel like we are their advocates.” That means addressing patients’ needs from the time they enter the office to the time they complete their visit, he notes. “Our front office staff work hard to provide patients with accurate treatment plans; – Michael Acierno, DDS they also work closely with insurance companies to ensure patients receive their full benefits.” sleep apnea evaluations, extra-oral soft-tissue exams and taking First Impressions: How does your practice implement new baseline vitals on new patients. These small steps have, withtechnology efficiently and effectively? out a doubt, saved lives. From cancer to dangerously high blood Michael Acierno, DDS: Oral cancer is becoming one of the pressure, we’ve seen it all. Being a member of a DSO has almost frequent cancers in the world, and catching it early is lowed us to better educate our patients and offer them greater crucial. Fortunately, there is a lot of great technology in the systemic care. dental field right now that allows us as clinicians to do more for our patients than ever before. We have placed a Velscope First Impressions: In your experience, what does the growing in every one of our practices. This oral cancer screening tool DSO market mean for traditional solo practices? allows dentists to see changes in tissue that cannot be seen Jacob M. Masters, DMD: From one year to the next, patients with the human eye. Being a part of a group has enabled us invest more and more money in dentistry. The private capital to work with the manufacturer to ensure not only that each of that supports many DSOs increases each year, indicating the our offices has the technology, but that everyone is properly dental industry is growing and will continue to do so. Yes, this trained to use it. Several of my patients have benefited, as we growth will likely foster new competition; but with the compehave been able to catch this devastating disease early. tition comes opportunity. As the dental industry continues to grow, I believe both DSOs and private practitioners will also First Impressions: As more millennials enter the dental industry, continue to grow. There is opportunity for all players in the how has this impacted your practice? dental industry.

“ Oral cancer is becoming one of the most frequent cancers in the world, and catching it early is crucial. Fortunately, there is a lot of great technology in the dental field right now that allows us as clinicians to do more for our patients than ever before.”

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Michael Acierno, DDS: Dentistry in 2019 is changing drastically due to a number of factors. For one, the cost of a dental education is higher than ever, and it is continuing to rise. In addition, the rising costs of technology and dental materials are making it increasingly difficult to purchase a practice. For these reasons, a higher number of graduating dentists are less likely to practice on their own, and more likely to join a group. DecisionOne Dental Partners understands this. We have tried to create a model that meets these demands â&#x20AC;&#x201C; a model where doctors can have ownership in our group while enjoying the benefits of a support organization.

This has worked really well for us, and our doctor retention rate is over 90 percent.

First Impressions: We hear more and more about the connection between oral and physical health and the need for dentists to take a holistic approach to patient care. How has this impacted the way your dental professionals work with patients?

Michael Acierno, DDS: A majority of dental patients see their dentist more frequently than they see their physicians. We understand this. Instead of just treating teeth, we have shifted our focus to treating the whole body. We now take all of our patientsâ&#x20AC;&#x2122; blood pressure and recommend that those with high readings see their physician. We also screen for sleep apnea, diabetes and several other health risk factors that patients need to be aware of.

First Impressions: In your experience, what does the growing DSO market mean for traditional solo practices?

Michael Acierno, DDS: While there will always be a place for private practices in dentistry, group practices are going to continue to grow in popularity. As the expenses of the dental field continue to increase, those doctors that want to own a solo practice will need to be prepared to spend a lot of time and energy focusing on the business side of the practice. At the end of the day, whether an office is part of a DSO or is a solo practice, the only thing that really matters is that patients are treated with exceptional care and customer service.

Editorâ&#x20AC;&#x2122;s note: This is Part I of a two-part series. Part II will run in our annual Equipment and Technology Guide, which appears in September.

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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.

Automotive-related news Vehicle cybersecurity The 5StarS consortium has released a consultation paper to seek feedback on a new assurance framework to assess the cybersecurity of vehicles. Feedback is sought from automotive manufacturers, government and insurers to ensure this revolutionary framework is readily adopted when finalized this summer by the Innovate UK funded consortium. With the rise of new technology becoming a common component of new vehicles – from in-car entertainment, to connectivity that will boot up our homes as we drive there – manufacturers must have proven,

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built-in safeguards and resilience against the emerging threat of cyber attacks. Furthermore, the arrival of Connected Autonomous Vehicles (CAVs) and Advanced Driver Assistance Systems (ADAS) is also accelerating the debate around technology’s role, and impact on, road safety.

Backseat driver Volvo Cars says it believes intoxication and distraction should be addressed by installing in-car cameras and other sensors that monitor the driver and allow the car to intervene if a

start on the next generation of Volvo’s scalable SPA2 vehicle platform in the early 2020s.

Meanwhile, Volvo Cars introduced the Care Key, which allows drivers to set limitations on their car’s top speed, before lending their car to other family members or to younger and inexperienced drivers. The Care Key will come as standard on all Volvo cars from model year 2021.

Volvo Cars says it believes intoxication and distraction should be addressed by installing in-car cameras and other sensors that monitor the driver and allow the car to intervene if a clearly intoxicated or distracted driver does not respond to warning signals and is risking an accident.

The streets were never free

clearly intoxicated or distracted driver does not respond to warning signals and is risking an accident. That intervention could involve limiting the car’s speed, alerting the Volvo on Call assistance service and, as a final course of action, actively slowing down and safely parking the car. Alerts would be triggered by a complete lack of steering input for extended periods of time, drivers who are detected to have their eyes closed or off the road for extended periods of time, as well as extreme weaving across lanes or excessively slow reaction times. Introduction of cameras on all Volvo models will

Congestion pricing has the potential to significantly change how traffic flows through Manhattan streets, how commuters get around the city, how companies like Uber and Lyft operate, writes Emily Badger in a recent article in The New York Times.

But if the policy spreads, it could challenge a deeply embedded cultural idea, requiring people to pay for something Americans have long demanded – and largely believe they’ve gotten – free of charge. The idea of the open road evokes these intertwined meanings: The freedom to use it should be free. Residential street parking should be free. Traffic lanes should be free. Stretches of public curb dedicated to private driveways?

Those should be free, too. Congestion pricing could finally put a price to what we’ve taken for granted.

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SPONSORED

MIDMARK

A Smart Vacuum Is Smart Business As the devastating

effects of waste become known, more dental offices are exploring green initiatives, adopting new behaviors, and looking for ways to reduce energy consumption and waste.

Infection control methods, mercury-containing dental materials, x-ray systems, and conventional vacuum systems produce the most dental waste according to the Eco-Dentistry Association (EDA). The bigger your group, the higher the environmental and financial cost.

Manufacturers are responding with eco-friendly innovations like the low maintenance PowerVac® G vacuum. It delivers up to 83% energy savings using a sophisticated, on-demand energy management system rather than constant operation.

Standard vacuums run at full speed all day, continuously generating pressure. Only a small percentage of that pressure is actually used. The rest gets released through the vacuum relief valve (VRV). It’s an inefficient, energy-sucking process also

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generating a lot of heat. The heat causes excessive equipment wear, compromising reliability and increasing maintenance calls.

Then, more energy is required to cool the equipment room.

The PowerVac G produces only the pressure that’s needed when it’s needed. You define the optimal vacuum level and a pressure transducer monitors the demand for suction while a variable frequency drive (VFD) adjusts the motor speed to maintain that level. This intelligent computer control means dentists pay only for pressure they actually use and nothing for extra cooling.

To say savings are significant is an understatement. At HealthPark Dentistry, a five-dentist office in Ohio, utility costs plummeted by $3,400 in one year. And, the savings go beyond energy. When compared to a dual 2-horsepower wetring vacuum system, the PowerVac G saves up to 240,000 gallons of water a year. That’s enough to fill a backyard pool 12 times!

Dental practices are exploring the benefits of going green, and smart equipment like the PowerVac G deliver optimal performance that’s environmentally friendly and business smart.

Find your projected savings with the interactive savings calculator at midmark.com/savings-calculator.

Experience the Midmark Difference Deliver a better care experience with mechanical room equipment you can count on for high performance and efficiency.

Our premium products keep your practice running smoothly so you can focus on what matters mostâ&#x20AC;&#x201D;your patients.

Ask about our limited-time, free-product offer on mechanical room solutions for your practice.

1.800.MIDMARK | midmark.com/airvac2019

Š 2019 Midmark Corporation, Miamisburg, Ohio USA. All rights reserved.

SALES FOCUS

Gloves Gloves today are thinner – and offer greater durability – than their predecessors.

When selecting the best glove solutions for a dental practice, a lot depends on personal preference. Factors such as flexibility, tactile sensitivity, cost and the potential for allergic reactions to certain glove materials all come into play. “There is no one glove that fits all,” says Alen Kwong, Business Development, Cranberry.® “However, all gloves should provide the comfort and protection that allows dental professionals to work safely in their environment.”

The good news is that many gloves today – whether latex, nitrile or another material – are thinner, facilitating greater tactile sensitivity, yet more durable than in years past.

more and more popular. Not only are polychloroprene gloves not associated with allergies, their synthetic rubber content is said to closely match the flexibility and barrier protection offered by latex gloves.

Subhead: Know your options There are pros and cons to every glove type, notes Kwong.

• L atex. Latex gloves have long been considered a trusted glove material for dental markets. Made from natural rubber latex, these gloves are known for their flexibility and fitment properties, as well as their ability to offer reliable barrier protection. That said, some practitioners and patients have allergic reactions to latex gloves, widely deterring their use.

•V inyl. A more economical option than latex, vinyl gloves are made with polyvinyl chloride and are free of latex allergens. Glove wearers, however, often feel vinyl gloves do not offer the same flexibility as latex gloves.

• Nitrile. Made with synthetic rubber, nitrile gloves offer nearly the same flexibility and durability that latex gloves provide. Not long ago, some doctors considered nitrile gloves too expensive to purchase.

However, newer generations of nitrile gloves have come down in price, and today they are thinner than latex gloves, while retaining their durability. That said, there have been growing concerns over allergic reactions to the chemical accelerators used in nitrile glove manufacturing. As a result, new accelerator-free nitrile gloves are becoming more popular.

• Polychloroprene. Due to the growing concerns over allergic reactions to the chemical accelerators used in nitrile glove manufacturing, accelerator-free nitrile gloves – or polychloroprene gloves – have become

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“Some dental professionals may find it confusing that different gloves are packaged in different quantities, ranging from 100 to 300 gloves per box,” says Kwong. “Sales reps can do their customers a service by calculating a standard unit of cost across the board. While it’s important to make economical choices, however, it never pays to save money at the expense of staff and patient safety.”

Transcend Nitrile Powder-Free Exam Gloves with Low Derma Technology Low Derma Technology is a patented formulation with no added allergy-induced chemical accelerators such as dithicarbamate, thiuram and mercatobenziothiazole.

Utilizing Low Derma Technology, Cranberry launched Transcend Nitrile Powder-Free Exam Gloves to eliminate the risk exposure of Type I & Type IV allergic reactions. Not only does this ensure a cleaner nitrile for clinicians, Transcend Nitrile Powder-Free Exam Gloves are also built with strong film formation for unconventional strength.

Source: Cranberry®

SALES FOCUS

Facemasks Selecting comfortable, great-fitting masks for the dental team can be key in ensuring that they consistently wear them.

If you believe dentistry to be a low-risk career, think again! According to a 2018 post by Business Insider (https://www.businessinsider.com/most-unhealthyjobs-in-america-2017-4), of the top five professions considered most damaging to one’s health, four are in dentistry, including that of dental hygienist and general dentist.

Indeed, when dental professionals neglect to take necessary precautions, they place themselves in harm’s way. For starters, most procedures performed by dental clinicians using ultrasonic scalers, high speed handpieces and air-water syringes are capable of generating contaminated aerosols and splatter, according to Monica Cardona, product manager, personal protective equipment, Crosstex International Inc., a Cantel Medical Company. In fact, the ultrasonic scaler produces more airborne contamination than any other dynamic instrument in dentistry,1 she points out.

Furthermore, dental aerosols can travel up to four feet from the work zone2 and remain airborne for up to 30 minutes, placing the dental team at risk for the transmission of infection.3 Some dental professionals may not be aware of the various risks airborne contamination poses to their team, says Cardona, who notes the following:

• There is an increased prevalence of respiratory infections among dentists, and the symptoms are associated with the highly contaminated breathing zone in the dental operatory.2 • Based on the average rate of respiration at 16 breaths per minute, a clinician has the potential for 7,680 exposures in a workday.4 • With laser dentistry on the rise, dental professionals are facing a new set of occupational health risks – the potential transmission of disease through the laser plume.5 • Ninety-five percent of laser plume is made up of water, but the remaining five percent contains potentially hazardous bioaerosols, including cellular debris, blood fragments and bacteria.5 “The most effective means to reduce transmission of pathogenic organisms is the use of personal protection equipment (PPE) such as gloves, masks, and eye protection,” says Cardona. “The better educated dental professionals are, the more likely they will be to comply with accepted standards and guidelines,” she adds.

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SALES FOCUS

Selecting the right face mask Selecting comfortable, great-fitting masks for the dental team can be key in ensuring that they consistently wear them. In addition, it’s important to understand mask ratings in order to choose the appropriate mask protection level for each procedure performed at the practice. Several mask designs are considered to provide exceptional comfort, according to Cardona: • The Ultra™ Sensitive Earloop Mask with Secure Fit™ Technology from Crosstex, with an extra soft, white hypoallergenic, inner cellulose layer, will not lint, tear or shred, providing ultimate comfort.

• Masks with flat ear loops attached to the outside of the mask (as opposed to the inside of the mask) provide a comfortable fit and help eliminate irritation.

• Masks free of latex, fiberglass, chemicals, inks and dyes help minimize skin sensitivities.

• Masks with anti-fog or fog-free strips on the inner layer block and absorb moisture. They also form a strong seal, preventing the fogging of eyewear while it cushions the nose ridge.

• Some masks have unique vapor barriers on the outside layer, further blocking moisture.

Cardona recommends using the following charts to determine the most appropriate mask rating levels for different procedures:

Face Mask Tests and User Benefits Tests

Test Description

User Benefits

Fluid Resistance (mm Hg)

The ability of a face mask’s materials of construction to minimize fluids from traveling through the material and potentially coming into contact with the wearer. Face masks are tested with synthetic blood on a pass/fail basis at three velocities corresponding to the range of human blood pressure (80, 120, 160 mm Hg). The higher the pressure withstood, the greater the fluid spray and splash resistance.

Helps reduce potential exposure of the wearer to splash and splatter of blood, body fluids and other potentially infectious materials (OPIM).

Bacterial Filtration Efficiency (BFE percent) @ 3.0 µm

BFE is the measure of the percent efficiency at which a face mask filters bacteria passing through the mask by comparing the bacterial inlet concentration to mask effluent concentration. A higher percentage indicates higher filtration efficiency (i.e., a 95-percent filter efficiency indicates that 95 percent of the aerosolized bacteria was retained by the mask and 5 percent passed through the mask material.

Helps reduce wearer exposure to microorganisms.

Particulate Filtration Efficiency (PFE percent) @ 0.1 µm

PFE is the measure of the percent efficiency at which a face mask filters particulate matter passing through the mask by comparing the particulate inlet concentration to mask effluent concentration.

Helps reduce wearer exposure to airborne biological particles, inorganic dust and debris.

Differential Pressure (P mm H2O/cm2)

Measures the resistance of mask materials to airflow, which relates to the breathability of the mask. The values are expressed from 1 to 5; the higher the number, the higher the PFE and BFE.

Provides measure of comfort and breathability.

Flammability (flame spread)

The rate at which the material burns determines the level of flammability; a minimum of a 3.5 second burn rate is required to pass with a Class 1 rating.

Mask materials are flame spread Class 1 rated, meeting FDA recommendations for materials of construction of surgical masks intended for use in operating rooms.

Source: ASTM International (formerly known as American Society for Testing and Materials).

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Face Mask Material Requirements by ASTM Performance Level Characteristic

LEVEL 1

Fluid Resistance (mm Hg)

LEVEL 2

LEVEL 3

80

120

160

Bacterial Filtration Efficiency (BFE percent) @ 3.0 µm

≥ 95%

≥ 98%

≥ 98%

Particulate Filtration Efficiency (PFE percent) @ 0.1 µm

≥ 95%

≥ 98%

≥ 98%

Differential Pressure (P mm H2O/cm2)

< 4.0

< 5.0

< 5.0

Class 1

Class 1

Class 1

Flammability (flame spread)

Source: ASTM International (formerly known as American Society for Testing and Materials).

ASTM Level 1

ASTM Level 2

ASTM Level 3

Ideal for procedures where low amounts of fluid, spray and/or aerosols are produced.

Ideal for procedures where light-tomoderate amounts of fluid, spray and/ or aerosols are produced.

Ideal for procedures where moderateto-heavy amounts of fluid, spray and/or aerosols are produced.

• Patient exams

• Limited oral surgery

• Complex oral surgery

• Operatory cleaning/maintenance

• Endodontics

• Crown preparation

• Impressions

• Prophylaxis

• Implant placement

• Lab trimming, finishing & polishing

• Restoratives/ composites

• Periodontal surgery

• Orthodontics

• Sealants

• Use of ultrasonic scalers (Magnetostrictive and Piezo) • Laser-based applications*

* Masks are considered a secondary control and are not meant to replace recommended primary engineering controls for laser plume exposure.

Source: ASTM International (formerly known as American Society for Testing and Materials).

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SALES FOCUS

Not only must different face masks be worn for different procedures, they must be a good fit for the wearer.

ASTM International is an international standards organization, as well as a globally recognized leader in the development, product testing and delivery of international voluntary consensus standards. The latest version of the standard specifying performance of face masks, ASTM F2100-11, was released in April 2011. Face mask material performance is based on testing for fluid resistance, bacterial filtration efficiency (BFE), particulate filtration efficiency (PFE), breathability (P) and flammability.

Stay ahead of the game Not only must different face masks be worn for different procedures, they must be a good fit for the wearer. Contaminants can bypass a mask in several ways; a well-fitting mask that can conform to any face shape or size can greatly reduce the risk of infection. Masks with malleable nose and chin closures allow for

a customized fit, increasing the effectiveness of mask protection. Furthermore, guidelines state a mask must be changed with each patient. It’s also recommended that clinicians change their mask every 20 minutes in a moderate-to-high aerosol environment and every hour in a non-aerosol environment. It’s important to note that the filter media of a mask becomes less effective when wet.

And, the best time to determine whether anyone at the practice has skin sensitivities is before new masks are purchased. Colors and inks made from chemicals and dyes are common irritants to the skin. If the inside of the mask is colored or has a print, this may be the cause of irritation. And while a white mask interior is ideal, not all white mask interiors are the same. A white cellulose interior is recommended for sensitive skin. Ideally, masks free of latex, fiberglass, chemicals, inks and dyes should be worn to minimize potential skin sensitivities.

References 1. Chugh, A. “Occupational Hazards in Prosthetic Dentistry.” Dentistry 07, no. 02 (2017).

2. Veena, et al. “Dissemination of Aerosol and Splatter during Ultrasonic Scaling: A Pilot Study.” Journal of Infection and Public Health 8, no. 3 (2015): 260-65.

3. Harrel, S. “Contaminated Dental Aerosols: Risks and Implications for Dental Hygienists”. Dimensions of Dental Hygiene. October 2003;1(6):16, 18, 20.

4. Johns Hopkins Medicine; Health Library. Vital Signs, accessed December 29, 2014. http://www.hopkinsmedicine.org/healthlibrary/conditions/cardiovascular_diseases/vital_signs_body_temperature_pulse_rate_respiration_rate_blood_pressure_85,P00866/ 5. Ulmer B C. “The hazards of surgical smoke.” AORN J. April 2008; 87(4):721-734.

Secure FitTM Mask Technology Crosstex masks with Secure FitTM Mask Technology feature flexible aluminum strips above the nose and below the chin, creating additional breathing space and allowing for a custom fit, regardless of face shape or size. This innovative design significantly reduces gapping at top, bottom and sides, increasing the effectiveness of mask protection. Even if a mask has a high-level filter, the lack of a close circumferential seal to the face will negate filter performance,

because particles will follow the path of least resistance and travel through the gaps between the mask and the face.

Most regulatory and professional organizations recognize the inherent fit issues of masks showing gaps along the cheeks and chin. A recent study evaluating the total leakage through a surgical face mask indicated 5 to 8 percent came from filter leakage, with 25-38 percent coming from face seal leakage.6

Source: Crosstex International Inc., a Cantel Medical Company.

Reference 6 Grinshpun, S. A., Haruta, H., Eninger, R. M., Reponen, T., McKay, R. T., and Lee, S.-A. (2009). Performance of an N95 Filtering Facepiece Particulate Respirator and a Surgical Mask During Human Breathing: Two Pathways for Particle Penetration. J. Occup. Environ. Hyg., 6:593–603.

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INFECTION CONTROL

BY DR. KATHERINE SCHRUBBE, RDH, BS, MED, PHD.

Compliance and Infection Control in the Dental Lab Are your dental customers addressing infection control and safety in their lab?

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

The dental lab: Itâ&#x20AC;&#x2122;s something the dental team never wants to discuss! Upon entering the lab, they inevitably see model trimmers heaped with dental stone, lathes with scruffy rag wheels, bins of various materials, vacuum-forming machines and metal blocks holding countless stones, discs, burs and lots of dust. And, while infection control and safety team members tend to overlook the dental lab, it can pose unique challenges for the practice, which need to be addressed.

Clean and safe According to the Centers for Disease Control and Prevention (CDC), dental prostheses, appliances and items used in their fabrication (e.g., impressions, occlusal rims and bite registrations) are potential sources for cross-contamination and should be handled in a manner that prevents exposure of DHCP, patients or the office environment to infectious agents.1,2 So, how can dental labs be kept clean and safe for dental healthcare

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personnel and patient care? In short, to ensure the lab is clean, only items that have been cleaned and disinfected should enter the lab.

The CDC points out that dental prostheses, impressions, orthodontic appliances and other prosthodontic materials should be thoroughly cleaned (i.e., blood and bioburden removed), disinfected with an EPA-registered hospital disinfectant with a tuberculocidal claim, and thoroughly rinsed before

Gloves must be worn when working in the lab any time a team member is exposed to blood or other potentially infectious materials, and if chemicals are involved, team members must have chemical resistant utility-type gloves.

Although most dental settings have an in-office lab, many continue to rely on external labs as well; specific protocols must be in place for both to ensure safety and decreased risk of occupational exposure to microorganisms. For starters, the lab should have an area designated for receiving and disinfection.

Barriers should be placed on countertops, and the area should be cleaned and disinfected on a regular basis, depending on how busy the lab is.1,2 Additionally, the American Dental Association and the CDC recommend that all saliva-contaminated items be rinsed with water and disinfected before being sent to a lab, and items returning from a lab must be disinfected before being delivered to the patient.3 Lab cases and items sent to and from an external lab must include explicit written procedures for transport and receiving, as well as for returning cases that have been cleaned and disinfected for patient use.

During patient care, prostheses often must be handled and/ or taken to the lab for adjustments. In these cases, itâ&#x20AC;&#x2122;s advisable for dental professionals to immediately rinse each item with water after taking it from the patient. With appropriate personal protective equipment (PPE) in place, items can be placed in a beaker or zip-lock baggie containing an ultrasonic detergent; the entire unit should then be placed in an ultrasonic machine for cleaning and disinfection. If there is heavy debris on an item, it may require some initial scrubbing prior to ultrasonic cleaning.

After disinfection and any necessary lab work, the item must be thoroughly rinsed and returned to the patient in a mouth-rinse solution, free from chemicals.2 Impressions must be thoroughly rinsed with water; then, depending on the impression material and what disinfectant is compatible with that material, the impression can be immersed or sprayed with disinfectant. According to researcher C.H. Miller, itâ&#x20AC;&#x2122;s preferable to immerse items with an EPA-registered disinfectant, as spraying disinfectants releases chemicals into the air and does not ensure constant contact of the disinfectant with all surfaces of the impression.2,3

Disinfecting lab equipment

being handled in the in-office laboratory or sent to an off-site laboratory. And, the best time to clean and disinfect these items is as soon as possible after removal from the patientâ&#x20AC;&#x2122;s mouth, before drying of blood or other bioburden can occur.1 Team members should consult with the manufacturer regarding the type of disinfectant that is appropriate for use on each item, as some cleaning products may modify or alter impressions and other dental materials.

A lot of blasting, polishing and grinding takes place in dental labs. Again, to keep equipment as clean as possible and avoid cross-contaminating patients, only clean items must be brought into the lab. For instance, the lathe can be a dangerous machine, as it has whirling wheels, stones and bands, which generate aerosols, spatter and projectiles.2 Along with ensuring that machine guards (e.g., a plexiglass shield) are in place and utilized, the same OSHA standards for use with PPE, cleaning, disinfecting and barrier protection apply to the dental healthcare personnel working in the lab. To ensure the lathe is not the culprit of cross-contamination, a unit-dosed system should be used. Fresh

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INFECTION CONTROL polishing compounds in unit doses, sterilized or disposable rag wheels and disposable pan liners all should be available.2,3 Miller recommends that the lathe unit be disinfected twice a day.2 Also, team members should never have food or drink on hand or apply cosmetics in the lab, and refrigerators should only store medical and dental materials.3,4

Occupational exposure and PPE Team members must remember that anything coming from a patient’s mouth and entering the lab is contaminated with saliva, bacteria and possibly blood. The CDC states that the transfer of oral microorganisms into and onto impressions has been documented, and the movement of these organisms onto dental casts has also been demonstrated.1 Incorrect handling of contaminated impressions, prostheses or appliances, therefore, can lead to the transmission of microorganisms, so PPE should be worn until disinfection is completed.1 Dental lab technicians and other dental healthcare personnel working in the lab are considered at risk for occupational exposure and, as such, must comply with OSHA standards for safety and protection.

PPE must include protective eyewear or face protection with impact resistance to guard against splashes, flying projectiles and chemicals. Staff pouring chemicals without the use of proper goggles are violating OSHA standards if the safety data sheet (SDS) specifically requires the use of eye protection.4,5,6 Also, eyewear needs to be rated by an agency, such as the American National Standards Institute (ANSI). Otherwise, it does not meet OSHA’s requirements.7

Gloves must be worn when working in the lab any time a team member is exposed to blood or other potentially infectious materials, and if chemicals are involved, team members must have chemical resistant utility-type gloves.4,6 Lab coats must be worn to protect workers’ skin and undergarment clothing from splashes, infectious agents and chemicals. And, with all of the dust and exposure to hazardous materials, respiratory protection is vital to lab safety. As such, appropriate masks and respirators are required for this type of exposure.

For instance, crystalline silica has been recently associated with harmful exposures in dental labs. Silica is commonly found in lab products like porcelain, pumice and stone.

In response, OSHA introduced the Respirable Silica Standard, which went into effect for all dental labs on June 23, 2018.7,8 OSHA has lowered the Permissible Exposure Level (PEL) for silica by cutting it in half. Under this standard, employers must perform air sampling to determine whether administrative and engineering controls, such as dust collection, are adequate to protect employees.7 While most dental healthcare personnel are focused on patient care and the risk exposure associated with clinical settings, risks and exposure in the dental lab should not be forgotten.

All dental settings must ensure that dental healthcare personnel working in the lab are safe for the short – and the long – term.

Training dental healthcare personnel on lab safety is critical, and it’s required by OSHA.4,6 Management teams can be role models when they set high standards and foster a culture of safety in the dental setting, including safety in the dental lab.

References 1. C enters for Disease Control and Prevention. Guidelines for Infection Control in Dental Health-Care Settings – 2003. MMWR 2003;52 (No. RR-17): 33-34.

2. M iller CH, Palenik CJ. Infection Control and Management of Hazardous Materials for the Dental Team. 5th ed. St. Louis: Mosby Elsevier; 2013;185.

3. O rganization for Safety Asepsis and Prevention. OSHA and CDC Guidelines Interact Training System. Atlanta: OSAP; 2017.

4. US Department of Labor. Occupational Safety and Health Administration. Bloodborne Pathogens Standard; 1910:1030. Available at https://www.osha.gov/pls/ oshaweb/owadisp.show_document?p_id=10051&p_table=STANDARDS. Accessed March 19, 2019.

5 Daw K, Scungio D. Modern Dental Network. The most common OSHA violations in the dental lab. October 23, 2018. Available at http://www.dentalproductsreport.com/lab/article/most-common-osha-violations-dental-lab. Accessed March 17, 2019.

6. U S Department of Labor. Hazard Communication. Available at: ttps://www.osha.gov/dsg/hazcom/. Accessed March 19, 2019.

7. Mott, K. Modern Dental Network. 5 surefire ways to get an OSHA inspection in your dental lab. Available at http://www.dentalproductsreport.com/lab/article/5surefire-ways-get-osha-inspection-your-dental-lab?page=0,1. Accessed March 17, 2019.

8. US Department of Labor. Silica, Crystalline. Available at https://www.osha.gov/dsg/topics/silicacrystalline/. Accessed March 19, 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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NEWS

Benco Dental acquires Dart Dental; announces partnership with StellaLife Benco Dental announced

plans to acquire Connecticut-based Dart Dental Supply on April 29, 2019. This is Benco’s first significant acquisition in the Northeast region in the past several years, according to a release.

Dart Dental was founded in 1976 by Art Stengel out of his parents’ home and today operates as a full-service distributor in Hamden, Connecticut. For more than 40 years, the company has specialized in dental supply and equipment sales and has offered the highest level of customer care. Dart’s Territory Representatives and Equipment Technicians will be retained by Benco Dental to serve customers in the greater New England area.

“Team Dart is excited to join Benco Dental and grow with another family-owned company,” said Art Stengel, Dart Dental founder. “Benco’s national network will provide our customers with extensive offerings and will support our level of personalized service.”

Benco Dental, headquartered in Northeastern Pennsylvania, is the largest family-owned dental distributor in the United States, offering a full array of supplies, equipment and services to dentists across the nation. Within the past 88 years, the company has developed distribution innovations that have become industry standards and in 2018, launched an Innovation Index.

This key metric tracks the percentage of products sold that were introduced in the previous three years.

“We’re committed to driving dentistry forward through innovation and delivering a world-class customer experience,” said Chuck Cohen, Benco Dental Managing Director. “It’s exciting whenever the opportunity arises to expand our territory and customer base via the acquisition of a like-minded organization. Art and his team at Dart Dental have established a

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reputation for building strong customer relationships through exceptional service.”

Benco Dental also recently announced a partnership with StellaLife, an innovative biotech company on a mission to improve people’s lives and significantly reduce, or in some cases eliminate, the need for narcotic pain medications, steroids and antibiotics.

StellaLife is an Illinois-based company that focuses on Intelligent Healing, by using ingredients from botanical plants and minerals in an attempt to limit toxins and ensure good health for all patients. The company has worked with leading chemists, dental specialists, physicians, and pharmacists to create a line of products that aim to improve dental patients’ experience.

“The clinically proven StellaLife product line encompasses a broad spectrum of applications, ranging from recovery to maintenance, and from the treatment of oral inflammatory conditions to pain management,” said Debbie Durako, StellaLife Director.

Benco Dental New Appointees Julia Banford, Territory Representative Benco Dental is pleased to welcome Julia Banford to the Derby region. Banford earned a degree in business at the University of Maryland and Expanded Functions Dental Auxiliary (EFDA) certificate from Sinclair College. She brings five years of industry experience to the Benco family.

Sarah Dean, Territory Representative The Benco Dental team in the Gateway region welcomes Sarah Dean. Dean earned a Bachelor of Science degree in biology from Kansas State University and a Bachelor of Science degree in Dental Hygiene from Wichita State University. The Registered Dental Hygienist brings five years of dental experience to the Benco family.

Scott Fritz, Territory Representative Scott Fritz joins Benco Dental in the Mid-South region. Fritz earned a Bachelor of Science degree in criminal justice. The former U.S. Air Force police officer brings 13 years of dental sales experience to Benco.

Nick Hancock, Territory Specialist Benco Dental is pleased to welcome Nick Hancock to its Desert region. He is currently working towards a degree in humanities from Northern Arizona University and brings customer service experience to Benco customers.

Austin George, Territory Representative Austin George joins Benco Dental in the Mid-South region. George earned a bachelorâ&#x20AC;&#x2122;s degree in business management at the University of Memphis.

George brings six years of business experience to Benco customers.

Ashley Hewitt, Territory Representative The Benco Dental team in the Trailblazer region welcomes Ashley Hewitt. She brings two years of sales and operations experience to Benco.

Bryon Holbrook, Territory Representative Bryon Holbrook joins Benco Dental in the Derby region. Holbrook earned a degree in business management from Wright State University. He brings 7 years of industry experience to Benco customers in his region.

Brent Melvin, Territory Representative Brent Melvin joins Benco Dental in the Derby region. Melvin earned a Bachelor of Applied Science degree at Indiana State University. Melvin brings six years of sales experience to the Benco family.

Cameron Murray, Territory Representative Benco Dental is pleased to welcome Cameron Murray to its SoCal region. Murray earned a Bachelor of Science degree in mechanical engineering from Lindenwood University. He brings four years of sales experience to Benco.

Lauren Pelletier, Territory Representative Benco Dental is pleased to welcome Lauren Pelletier to the Rocky Mountain region. Pelletier earned a Bachelor of Science degree in biochemistry at the University of New Mexico.

Eric Rowe, Territory Representative Eric Rowe joins Benco Dental in the Trailblazer region. Rowe earned a degree in business from Mesa Community College. He brings one year of industry experience to the Benco family.

Corey Ann Scarpachio, Territory Representative Benco welcomes Corey Scarpachio in the Citrus region. Scarpachio earned a Bachelor of Science degree in dental hygiene from the University of North Carolina at Chapel Hill. This Registered Dental Hygienist brings 11 years of dental experience to the Benco family.

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NEWS

Henry Schein New Appointees Quinn Floyd, Field Sales Consultant Quinn will be representing Henry Schein Dental in the Chicago area. He is new to the dental field and graduated from the University of Dayton with Bachelor’s degree in Finance and Marketing with a sales emphasis.

Madeline Adams, Field Sales Consultant Madeline will be representing Henry Schein Dental in the Bay and South Bay, California region. She is new to the dental field and graduated from California State University Chico with Bachelor’s degree in Communication and Public Affairs.

Zachary Houston, Field Sales Consultant Zachary will be representing Henry Schein in the Atlanta, Georgia area. He is new to the dental field and previously worked at All American Self Storage as an Office Clerk / Sales.

Jake Seibel, Field Sales Consultant Jake will be representing Henry Schein in the Baltimore, Maryland area. He is new to the dental field and comes from High Volume Imaging where he was an Outside Sales Representative.

Matt Shine, Digital Tech Specialist Matt will be representing Henry Schein in the Baltimore, Maryland and Washington D.C. region. He has 2 years of experience in the dental field, all of which he spent working at Patterson Dental.

Cody Montgomery, Field Sales Consultant Cody will be representing Henry Schein in the Louisville and Southcentral Indiana area. He has 2 years of experience in the medical field, all of which he spent working at DRE Medical.

Jamar A. Johnson, Field Sales Consultant Jamal will be representing Henry Schein Dental in the Lexington, Kentucky region. He is new to the dental field and graduated from the University of Kentucky with a Bachelor’s in Business and Organizational Communication.

Alex Giwa, Field Sales Consultant Alex will be representing Henry Schein in the Detroit, Michigan area. He has experience as a Henry Schein intern and graduated from Central Michigan University with a Bachelor’s in Marketing and Professional Sales.

Gabrielle Roberts, Field Sales Consultant Gabrielle will be representing Henry Schein Dental in the Houston, Texas territory. She is new to the dental field and previously worked as a Territory Manager at Orthofix - Spine.

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Lisa Soucie, Field Sales Consultant Lisa will be representing Henry Schein Dental in the Central Nebraska region. She is new to the dental field and previously worked as a Specialized Probation Officer at the State of Nebraska Supreme Court.

Rob Watson, Field Sales Consultant Rob will be representing Henry Schein in the Metro New Jersey area. He is new to the dental field and graduated from Kean University with a Bachelor’s degree in Finance.

Alexandra Merrick, Field Sales Consultant Alexandra will be representing Henry Schein Dental in the Bowling Green, Kentucky region. She is new to the dental field and most recently worked as a District Manager at Royal Canin.

Melissa Bartz, Digital Tech Specialist Melissa will be representing Henry Schein in the Phoenix, Arizona territory. She is new to the dental field and previously worked as an Inside Exclusive Product Specialist at MSG Minnesota.

Nicole Swadlow, Field Sales Consultant Nicole will be representing Henry Schein in the Fort Lauderdale, Florida area. She is new to the dental field and previously worked as Branch Retail Manager at Enterprise Rent-a-Car. Samantha Thomas, Field Sales Consultant Samantha will be representing Henry Schein in the Houston, Texas area. She has interned at Henry Schein’s San Antonio, Texas location and graduated from Texas State University with a Bachelor’s in Marketing with Concentration in Sales.

Dana Jennings, Field Sales Consultant Dana will be representing Henry Schein in the New Jersey Metro area. She is new to the dental field and most recently worked as a Sales Broker at All Risks.

Chris Johnson, Field Sales Consultant Chris will be representing Henry Schein in the San Diego / Pacific Coast region. He has worked at Henry Schein for 13 years.

Stuart Hill, Field Sales Consultant Stuart will be representing Henry Schein in the New Orleans area. He has 34 years of experience in the dental field, 28 of which he spent working at Patterson Dental.

Linda Quast, Regional Sales Manager Linda will be representing Henry Schein in the Milwaukee, Wisconsin area. She is new to the dental field and most recently work in sales for 15+ years at Mikron Digital Imaging-Midwest, Inc. and Dura Pharmaceuticals.

Patterson New Appointees

Cal Andrews

Teresa Brooks

Kyle Burden

Kristen Burns Spaccaforno

Jacob Cawsey

Chris Clemson

Matt Green

Scott Marcin

Shawn Plunkett

Noel Rubin

Aimee Sammon

Kim Yoder

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First Impressions

June 2019

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WHAT YOU MAY EDITOR’S NOTE HAVE MISSED

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

The Greatest Blessing Can the year really be half over? That time passes quickly is an understatement! It’s also

a reminder of how important it is to step back and reflect on all we’ve accomplished – both in our careers and personally.

June marks our annual Hall of Fame issue – an opportunity to honor the industry’s finest. The blood, sweat and tears our readers invest, day after day, to make dental professionals’ lives easier and patients’ outcomes better is not lost on the First Impressions team.

This year, First Impressions recognizes longtime dental sales rep and distribution owner Fred Salzman. Salzman spent much of his 50-year career growing his company, Becker-Parkin, into a market leader. But that’s hardly what his dental customers remember him for. Even as texting and emails became the primary means of staying in touch with customers, he continued to go out of his way to make his customers feel special. “We continued to help our doctors, got to know them on a personal level and helped them out in any way we could,” he recalls. “And this had nothing to do with the monetary rewards of selling the most products. It was all about caring about the dentists and wanting them to succeed.”

By the time Salzman retired on his 80th birthday, he had built a lifetime of relationships and memories. In his words: “Dental supplies have been such an important part of my life.

The fantastic people I met along the way have been the greatest blessing I received throughout my career.”

In this issue, we also touch on another important topic – the growth of dental service organizations. Indeed, DSOs have become the elephant in the room, so to speak. It’s clear these organizations are shaping the industry, and some sales reps may question how they will impact their future. In the first of a two-part series, First Impressions presents the perspectives of a couple of DSO-affiliated practices. The bottom line: There’s a place in the dental industry for all practices, large and small. For the doctors, it’s a matter of finding the best fit. And, as Fred Salzman reminds us, for the sales reps, it continues to be about listening closely, understanding customers’ needs and providing the best possible solutions to help dental professionals be successful.

The bottom line: There’s a place in the dental industry for all practices, large and small. For the doctors, it’s a matter of finding the best fit.

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