equipment 101 - amazon s3€¦ · : first impressions : september 2016 : 7 purpose driven design™...

Equipment solutions for

your dental customers

Equipment

101

For Dental Sales Professionals June, 2010A partnered publication with Dental Sales Pro • www.dentalsalespro.com

For Dental Sales Professionals September 2016

S P E C I A L E Q U I P M E N T I S S U E

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4 : September 2016 : First Impressions : www.firstimpressionsmag.com

EditorMark Thill

[email protected]

Senior EditorLaura Thill

[email protected]

Managing EditorGraham [email protected]

FounderBrian Taylor

[email protected]

PublisherBill Neumann

[email protected]

Director of Business Development

Diana [email protected]

CirculationWai Bun [email protected]

Associate EditorAlan Cherry

[email protected]

Art DirectorBrent Cashman

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First Impressions (ISSN 1548-4165) is published bi-monthly by Medical Distribution Solutions Inc., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Copyright 2016 by Medical Distribution Solutions Inc. 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 Medical Distribution Solutions Inc., 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 is published bi-monthly by mdsi1735 N. Brown Rd. Ste. 140 • Lawrenceville, GA 30043-8153

Phone: 770/263-5257 • Fax: 770/236-8023www.firstimpressionsmag.com

Editorial Staff

September • 2016 For Dental Sales Professionals

p.18p.19 Georgia-Pacific

Dentalp.20 Hu-Friedyp.22 SciCanp.24 Solmetexp.26 Sterisilp.28 Tuttnauer

p.30 Air Techniquesp.32 Engle Dental Systemsp.33 ACTEONp.34 Ivoclar Vivadentp.35 NSK Dentalp.36 Accutronp.38 Porter

p.8

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Equipment solutions for your dental customers

Equipment

101

Leadership Don’t Panic How leaders can take fear off the table when confronting challenges p.6Service Tech ProfileLaser Focus In service or sales, Chad Alger keeps his eye on the customer p.8Financing Speed and Ease Fintech enables dental practices to obtain financing more easily, more quickly and less expensively. p.12WindshieldtimeAutomotive-related news p.16Sales Focus: ChairsHave a Seat Comfort counts in the chair p.40

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© 2016 Direct Capital, a division of CIT Bank, N.A. All rights reserved. *Monthly payment amounts for demonstration purposes only; actual products and payments may vary based on equipment cost and credit. All estimates are based on 36 month terms. All finance programs, rates, terms, and payments are estimates and subject to final credit approval, and

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leadership

Here’s how it usually plays out. The numbers look bad, leaders try to rectify them be instilling more measurements. They tighten the ship; they say things like “We need more accountability.” They have weekly meetings to review the numbers; they com-mand the sales team, “Close anything you can right now!” After a few weeks of this, people scurry around like rats on a sinking ship. Finger-pointing and a reactionary mindset rule the day.

Here’s why this happens, and how we helped our client overcome this instinct:1. Fear of failure ignites the lizard brainThe lizard brain, aka the amygdala, is the most primitive part of your brain. It’s ignited and ruled by fear. Instead of thinking about the future, the lizard brain

By Lisa Earle McLeod

Don’t PanicHow leaders can take fear off the table when confronting challenges

A client of ours was experiencing a drop in sales; financial performance was down, way down. The natural response is fear and panic. Unfortunately the natural response is the very worst path for a leader.

says, “Do anything you can to survive today.” Unfortunately, the amygdala isn’t very smart. It can’t tell the dif-ference between a threat to your life and a threat to your ego. For a lead-er, fear of not making the numbers feels life threatening. Fear ignites the panic that causes leaders to scream and shout at their teams, or hole up in their offices.

Our client was tempted to go into panic mode. But instead, we took the time to plan. Instead of focusing in-ward, which is what panicked organi-zations do, we helped our client focus outward, on their customers. Instead of requiring their people to attend more

www.firstimpressionsmag.com : First Impressions : September 2016 : 7

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internal meetings, we sent them out to meet with clients to find out why they were and were not buying. We used the information to revise the strategy. We instituted some short-term band-aids to help cash flow. But the majority of our effort was strategic.

This is counter to what the lizard brain tells you, but it’s the only way to create a stable organization. It required some deep breathing. The leadership team had to reset themselves and not let the panic seep through their organization. We had to simultaneously focus on both short and long-term, and create a strategy that could be executed immediately. For-tunately, our client, with our help, was able to calm the lizard brain, and rally their team around a plan.

2. Financial results are a lagging indicatorThe numbers are the result of the thoughts, beliefs, behav-iors, processes and systems that were created months, and

years ago. Financial results are a symptom, not a cause. Leaders who pound on the spreadsheet demanding improve-ment don’t address the root cause. It’s like having a brain tumor and deciding the best course of action is to take Ad-vil, because it relieves your headache. You’re still going to get headaches, and they’re going to get a lot worse. If your neurologist developed a treatment plan that only focused on symptoms, and not cause, they would be a failure in their field. Leadership is no different.

With our client we unpacked the cause of the finan-cial decline. It didn’t happen overnight. Lack of emphasis on prospecting, increased competition, and eroding value proposition all contributed. We chose places to get quick wins – more prospecting – and created a plan to improve product offerings.

As a leader your job is to take fear off the table. The first place you need to remove it is in your own brain. FI

Lisa is a sales leadership consultant, and author of Selling with Noble Purpose. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purpose-driven sales forces. She has appeared on The Today Show, and has been featured in Forbes, Fortune and The Wall Street Journal. She provides executive coaching sessions, strategy workshops, and keynote speeches. Visit www.LisaEarleMcLeod.com


service tech profile

C had Alger has always enjoyed building things. But unlike many service techni-cians, he also enjoys selling too. So he does both.

Alger, of Nampa, Idaho (about 20 miles west of Boise) is in technical ser-vices for Burkhart Dental. But he is also involved in equipment sales and even some merchandise accounts.

“It keeps me going in every which direction, but I don’t lose focus on my customers,” he says.

Laser FocusIn service or sales,

Chad Alger keeps his eye on the customer

Designed for Easy Placement

Once the coated granules of GUIDOR® easy-graft® are syringed into the bone defect and come in contact with blood, they change in approximately one minute from a moldable material to a rigid, porous scaffold.

• 100% synthetic and fully resorbable

• Available in three sizes - large, medium and small

• Ideal for ridge preservation and other bone grafting procedures

This product should not be used in pregnant or nursing women.

easy-graft® CLASSICalloplastic bone grafting system

To learn more, visit http://us.GUIDOR.com/easy-graft/ or call 1-877-484-3671. Instructions for Use (IFU), including indications, contraindications, precautions and potential adverse effects, are available at http://us.GUIDOR.com/IFU/.© 2016 Sunstar Americas, Inc. All rights reserved. GDR16060 08022016v1The trademarks GUIDOR, easy-graft and BioLinker are owned by Sunstar Suisse, SA.

rated it excellent or good and worthy of trial by colleagues.* Full-report is available at http://us.guidor.com/cliniciansreport/

*Source: Gordon J. Christensen Clinicians Report®, September 2015. Published by CR Foundation, an independent, non-profit, dental education and product testing foundation.

91%

Product Size Item # Granule Size Content

Large C11-008 500-1000 µm 3 systems x 0.4 mL

Medium C11-078 500-1000 µm 3 systems x 0.25 mL

Small C11-018 500-630 µm 3 systems x 0.15 mL

1 system = 1 syringe of GUIDOR easy-graft granules and 1 ampule of BioLinker®

Request

Detailing Kit

Online





Contact your Sunstar representative for more information or visit http://us.guidor.com/dealer

Designed for Easy Placement

Once the coated granules of GUIDOR® easy-graft® are syringed into the bone defect and come in contact with blood, they change in approximately one minute from a moldable material to a rigid, porous scaffold.

• 100% synthetic and fully resorbable

• Available in three sizes - large, medium and small

• Ideal for ridge preservation and other bone grafting procedures

This product should not be used in pregnant or nursing women.

easy-graft® CLASSICalloplastic bone grafting system

To learn more, visit http://us.GUIDOR.com/easy-graft/ or call 1-877-484-3671. Instructions for Use (IFU), including indications, contraindications, precautions and potential adverse effects, are available at http://us.GUIDOR.com/IFU/.© 2016 Sunstar Americas, Inc. All rights reserved. GDR16060 08022016v1The trademarks GUIDOR, easy-graft and BioLinker are owned by Sunstar Suisse, SA.

rated it excellent or good and worthy of trial by colleagues.* Full-report is available at http://us.guidor.com/cliniciansreport/

*Source: Gordon J. Christensen Clinicians Report®, September 2015. Published by CR Foundation, an independent, non-profit, dental education and product testing foundation.

91%

Product Size Item # Granule Size Content




1 system = 1 syringe of GUIDOR easy-graft granules and 1 ampule of BioLinker®

Request

Detailing Kit

Online





Contact your Sunstar representative for more information or visit http://us.guidor.com/dealer


service tech profile

Born and raised in Meridian, Idaho, Alger has a long history of building and repair-ing things. In school, he took classes in auto mechanics, welding and woodworking. While most middle schoolers were enjoying their summers socializing, playing ball or swimming, Alger was riding his bike to building sites and helping in home construc-tion. “I got to understand structural issues, framing, plumbing – everything you need to know to do the job.”

He began his dental career in the warehouse and then in receiving for a small dental supply business in Boise called Mountain West, where his sister, Carrie, worked in accounts payable. Mountain West was acquired by Sullivan Dental, which later became Sullivan Schein, and then, Henry Schein Dental.

Detour into serviceAs a service technician for Henry Schein, Alger was the top performer in his zone in 2000, 2002, 2005, 2006, 2007 and 2008, and was the top service provider for the company in 2005. But sales stayed in his blood.

“ I believe honesty and just plain simple upfront questions-and-answers are respected.”

“My customers would say, ‘I need a new light’ or ‘I need a new chair,’ and my mentality was, ‘I can help you with that,’” he says. When he joined Burkhart in 2009, he built on that experience of service and sales.

It’s not so difficult, he says. “Ser-vice can easily be rolled into equip-ment sales, because the doctors trust you. They know you won’t lead them astray.” Regardless of the role, the conscientious service technician or salesperson does one thing above all others – care for the customer. Ser-vice techs who fear that the doctor will resent them servicing and selling equipment probably shouldn’t attempt to do both, he adds.

At Burkhart, he took on merchan-dise sales for a time. It was actually a hybrid role – service and merchandise sales. “But it’s impossible to give 100 percent of your time to both; they are

full-time jobs. So I backed out of mer-chandise sales.” Even today, however, in some remote areas, customers will ask him to be their sales guy. “I tell them, ‘I can help you with that, but I can’t give you 100 percent of my time.’ They totally understand that.”

What does it take to be a success-ful service tech? “I think what makes me successful is my commitment to my customers,” says Alger. “If they ask me to provide a service to them, they know it will get finished quickly. I believe honesty and just plain simple upfront questions-and-answers are respected.”

Service techs and equipment spe-cialists can make a dynamic team, pro-vided they stay in close touch all the way through projects, he adds. They also need to respect each other’s strengths. For example, the equipment special-ist and technician should communicate when it’s best to hand off the job to the technician to handle the details of a proj-ect. Then both can circle back when the job starts to wrap up.

“Our doctors put a large amount of trust in the service technician’s opinion,” he says. “I think sales reps sometimes don’t understand the significance of the service technician’s contribution and how we can help them create a relation-ship with the doctor.”

It’s a lesson he intends to keep in mind if and when he makes the transi-tion to full-time sales.

Alger lives with his wife, Sally, and three children: Kayla, Bailey and Braxton. FI

change the game withmajor league savings

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financing

discomfort, dental practices must invest in everything from laser to jaw structure technology, as well as freshly overhauled offices designed to accommodate their new equipment and attract a growing patient base. “Financing both small and large projects through today’s fast financing channels is becoming a go-to strategy for

the dental profession,” Solomon and Bourdon point out. “Fast and easy access to financing through fintech – or financial technology – brands, such as Direct Capital, al-lows dentists to invest in technology and maintain mo-mentum in their practices.”

What it isFintech is a relatively new financing tool that uses technol-ogy to make financial services more efficient. This often makes it easier for people to make payments, transfer money or manage their assets using their cell phone. It is replacing the traditional finance model involving conven-tional banks and investors. In short, it’s considered a faster, more convenient way for business owners to get loans. And because fintech firms generally have lower overhead than banks, they can afford to pass along that savings to their customers. “As business owners demand more ser-vices from financing institutions – and demand them faster than ever before – fintech firms like Direct Capital blaze a trail of innovation,” say Solomon and Bourdon. “By offering

Dental equipment and technology aren’t the only things changing today. So are the ways dental

practices finance them. Managing and maintaining cash

flow is a key growth strategy for dental practices, according to Douglas Solo-mon, vice president strategic relation-ships, and Greg Bourdon, vendor verti-cal manager, both with Direct Capital, a financial technology company that delivers financial solutions for small and medium sized businesses, franchisors and equipment and technology sellers. “Dental specialists and general practitio-ners alike face the same needs as each other and other businesses throughout the United States,” they point out. “Capi-tal is required to invest in new and ever changing technology, so access to capi-tal is important to stay competitive and service customers’ needs.”

Indeed, as patients expect faster, more convenient services, with less

By Laura Thill

Speed and EaseFintech enables dental practices to obtain financing more easily, more quickly and less expensively.

Douglas Solomon

Greg Bourdon

EASY, EFFECTIVE, COMPLETEGENTLE INTERDENTAL CLEANING!

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financing

an online application, a fast review and response approval process and – if approved – a quick funding pro-cess, fintech firms like Direct Capi-tal are reducing the traditional bank financing process from months to a few hours.

“Fintech has become a stan-dard and accepted funding model for small and mid-size businesses,” Solomon and Bourdon continue. “An expedited funding process is in-step with other business-to-business and business-to-consum-er transaction experiences. Direct Capital, which is part of CIT Bank, delivers the powerful combination of fintech speed and ease, and the highest levels of compliance and security. The dental rep – particu-larly one working with Direct Capital – is provided with a portable bank, and from a phone, tablet or lap-top, he or she can walk customers through a simple and fast application and funding process.”

For dental practice owners, fintech financing enables them to strategically manage their cash flow without devoting end-less hours to the process, note Solomon and Bourdon. “A typi-cal application takes about three minutes online, with approvals in as little as 30 seconds and often same-day funding, making it easier for dentists today to finance projects costing between $50,000 to $250,000,” they add.

Partnering with your customersWhether distributor sales reps are helping their dental cus-tomers find the best equipment solutions – or the best ways to finance that equipment – a strong relationship between the rep and his or her customers ultimately will lead to an outcome that benefits both the practice and the patients. “It’s all about partnerships,” say Solomon and Bourdon. “By partnering with an organization like Direct Capital, distributor sales reps literally can provide their customers with a por-table bank. Dental practices can potentially save hours, days or weeks by utilizing fintech for financing. Distributor reps can arrange financing on the spot with their customers by using the online financing platform.”

Solomon and Bourdon recommend asking dental customers the following to initiate a discussion about the benefits of using fintech:

• “Doctor, how do you typically pay for your equipment upgrades?”

• “What do you anticipate your return on investment will be by investing in your new equipment? How much money will your investment save – or generate for – your practice each month?”

• “What equipment would you invest in, assuming you had the capital to do so?”

Dentists who are unfamiliar with fintechs or the financing orga-nizations with which their sales reps work may express a few concerns, such as:

• “What is your financing partner’s source of capital?”• Response: A fintech firm, such as Direct Capital,

is the sourcing firm. For instance, Direct Capital is not a broker; it funds its own deals.

• “Is the financing firm fully regulated?”• Response: Direct Capital is a division of CIT Bank,

N.A. and, as such, fully regulated by the FDIC.• “What are the typical rates and terms for a

practice my size?” • Response: These can vary, depending on credit

and time in business.• “How easy is the fintech process?

Exactly what can I expect?”• Response: The process is extremely easy for

most applicants. The application typically takes about three minutes to complete. Once it is submitted, you will receive communication and feedback throughout the process, so you will know exactly where your loan acceptance stands.

• “How quickly will I get approved?”• Response: The response time is quick – a few

minutes. Direct Capital, for instance, uses its own blaze credit-scoring model. If an underwriter needs to review the application, however, this may take a bit longer.

“Through a partnership with [financing firms such as] Direct Capital, distributors can provide their customers with flexible financing options,” say Solomon and Bourdon. “They can track every deal status in real-time; manage their sales pipeline; and promote financing options anywhere online, and through all marketing channels.” FI

“A typical three-minute

online application, a quick review

process and, in many cases, same-day funding,” make it much

easier for dentists today

to finance projects costing

between $50,000 to $250,000.”

– Solomon and Bourdon

PROJECT TITLE PG# / BRAND PROJECT MANAGER / EXT.PPD_HC_Healthlink_Hand_Care_Dental_Channel_Ad 41952 / PPD HC Stephen Jung/ x 7511FILE NAME SPEC. / NI# DIMENSIONSNI-24209_PPD_HC_Healthlink_Hand_Care_Dental_Channel_Ad NI-24209 8." W x 10.5" H STAGE PRINT PROCESS / #COLORS RELEASE DATE / VENDOR

MECHANICAL PREFLIGHT 4/C 03/11/14 / i4Color

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DATE 03/12/14 00/00/00 00/00/00 00/00/00 00/00/00 00/00/00 00/00/00 00/00/00 00/00/00 00/00/00

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1CloroxNI-24209_PPD_HC_Healthlink_

Hand_Care_Dental_Channel Ad 03.13.2014 cl

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510-271-6569

Handle (hands) with care.Specially created for people in healthcare, HealthLink® Hand Care products all contain aloe vera. It prevents chapping and drying — bringing soothing relief to hands that are washed all day long.

AloeGuard® Antimicrobial Soap: Gentle formula washes away germs leaving hands clean but not dry.

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8"

10.5"


Selfie alarmIf you are alarmed about drivers taking selfies while they have their hands on the wheel and their foot on the gas pedal, you aren’t alone. The Zebra shares your concerns and has intro-duced a product designed to discourage the practice and ulti-mately make the roads safer. The In-Car Selfie Prevention Alarm (ICSPA) uses connected technology to monitor for high levels of vanity – for instance, how often drivers check themselves out in the rearview mirror, how many photos are in their smart phones’ selfie albums, and even how many cosmetic products are in the vicin-ity – within a vehicle. When such activities exceed a safe threshold, a kill switch is activated on the driver’s smartphone. Continued monitoring may activate safe brak-ing and parking if the driver doesn’t become more engaged in his or her driving. The company intends to use its funding efforts to produce millions of free ICSPAs for cars nationwide for drivers who find their car insurance through TheZebra.com.

Under pressureThe National Safety Council recent-ly released survey results show-ing that 82 percent of Americans feel the most pressure from their families to drive distracted. Two-thirds of drivers reported feeling unsafe because of another driver’s distraction, but far fewer – just 25 percent – recognized that their own distractions have put themselves or others at risk. The dangers of using cell phones – even hands-free – while driving have been understood for years, yet today there are more ways than ever to stay con-nected behind the wheel. In-vehicle systems allow drivers to call, text, email, update social media and browse the Internet, despite research showing these systems cause distraction that can lin-ger long after the driver finishes the task. That said, 55 percent of drivers said if their vehicle or phone came with a technology solution to prevent distraction, they would not turn it off.

Other key findings from the poll include:• 54 percent of drivers feel pressure from work

to drive distracted.• Of the teen drivers surveyed, 73 percent said their

friends put the most pressure on them to drive distracted (71 percent said their family puts the most pressure on them.)

• 74 percent of drivers admitted they would use Facebook behind the wheel.

• One in 4 drivers said they would feel much better about their drive if there was no way to use technology behind the wheel.

• 66 percent of drivers would talk on the phone while driving through a parking lot, which can be a chaotic environment with many hazards.

Service, pleaseWhen it comes to auto care, 80 percent of vehicles require service, a new part and/or repair, according to the Car Care Council, which reports that vehicles inspected at community car care events held throughout the country in 2015 failed one or more aspects of the inspection process. Some areas posting the highest failure rates include:

• Low fluid levels (washer fluid 26 percent, engine oil 23 percent and coolant 19 percent)

• Clogged or dirty air filters (19 percent)• Illuminated check engine light (13 percent)• Worn belts (13 percent)• In need of battery service (13 percent) and

wiper blade replacement (12 percent).For more information visit www.carcare.org.

Strike preventionKiekert AG, an automotive locking systems manufacturer, has developed an electromechanical door protection function called i-protect, a technology designed to prevent a car door from unintentionally striking nearby obstacles, The system was developed from concept to prototype in just six months. The i-protect sensors and the door-brake system work to-gether to ensure collision avoidance. On-board vehicle elec-tronics evaluate the signal and send a stop command directly

WindshieldtimeChances 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.

The In-Car Selfie Prevention

Alarm (ICSPA) uses connected technology to

monitor for high levels of vanity – for instance, how

often drivers check themselves out in the rearview

mirror, how many photos are in their

smart phones’ selfie albums, and even how many

cosmetic products are in the vicinity –

within a vehicle.

www.firstimpressionsmag.com : First Impressions : September 2016 17

to the door check when an nearby obstacle is detected. The i-protect stopping mechanism controls arresters on the door hinges and can stop the door electromagnetically when nec-essary, just centimeters away from an obstacle. The technol-ogy reportedly recognizes static objects of any size or shape within the swing range of the door.

Tire maintenanceBasic automotive maintenance important year round, particularly given the damage to roads caused by the winter season. For instance, if a vehicle – including its tires – is not properly main-tained, a pothole can cause significant damage to one’s tires, suspension, steering system and even the engine. Hankook Tire offers the following checklist for drivers:

• Check your tires regularly. A recent Hankook Tire Gauge Index (a quarterly survey of Americans that uncovers their attitudes and opinions about all things related to driving) reveals that 51 percent of Americans do not regularly check their tire pressure and 33 percent do not know how. For best performance, Hankook recommends inflating the vehicle’s tires to the vehicle manufacturer’s

recommended pressure. This information can be found in the vehicle’s owner’s manual.

• Learn to change a tire. About 40 percent of all drivers (and 60 percent of all female drivers) reportedly do not know how to change a flat tire. Furthermore, 17 per-cent of drivers between 18 and 34 years do not have a spare in their car or are not sure where it is located.

• Select an appropriate tire.

Self-driving UbersUber is testing a self-driving car on public streets in Pittsburgh, ac-cording to an Associated Press article. Uber reports it has outfitted a Ford Fusion hybrid with radars, laser scanners and high-resolu-tion cameras and is using the car to test self-driving capability and collect mapping data. For now, though, a trained driver remains behind the wheel to ensure safety. The San Francisco, Calif.-based company selected Pittsburgh as the testing ground because it has a wide variety of weather and road types. Plus, Uber an-nounced a partnership with Pittsburgh’s Carnegie Mellon University last year and has opened its own Advanced Technologies Center, which is led by a former Carnegie Mellon robotics engineer.


Equipment solutions for your dental customers

Equipment

101No matter what time of year dentists make a big

purchase, they want to be certain it is an investment – not just overhead. Sales reps can help by sitting

down with their customers, analyzing how the practice currently operates, examining the dentists’ short- and long-term goals, and then helping arrive at optimal solutions. The following articles present products and solutions to help your dental customers succeed.


Our SofPull® centerpull towel system is a smart choice for steady use areas that demand dependable performance and exceptional value, without sacrificing style. This easy-

to-load, self-threading dispenser holds up to 320 7.8-by-15-inch centerpull towels for extended service intervals for enhanced satisfaction. One-at-a-time touchless dispensing reduces waste and minimizes the risk of cross-contamination. Our sophisticated smoke color makes this dispenser the perfect choice for office buildings, retail businesses, restaurants and healthcare facilities.

Greater efficiency, better outcomesThe SofPull® centerpull towel system offers dentists and their staff a number of benefits, including:

• Touchless dispensing minimizes the risk of cross contamination.• One-at-a-time dispensing helps

control usage and minimize waste.• The soft, absorbent towel dries hands quickly

and can wipe up large spills and tough messes.• An innovative, low-paper indicator triggers at approximately

50 sheets to ensure timely refills.• The towel system features a self-threading design for easy loading. • Durable construction and aesthetically pleasing – the towel

system works well in a variety of settings.

Sales reps can provide their dental customers with the right towel system by asking the following:

• “Are you satisfied with your current paper towel products?”• “Are you looking for ways to save money and create

more efficiencies with your product purchasing?”

• “Who do you currently buy these products from?”• “What manufacturer do you currently

use for these product categories?”

Addressing your customers’ concernsDentists and their staff may express a few concerns, such as:

• Will this towel rope? And will I truly get one-at-a-time dispensing?

• Yes. Unlike other centerpull towel dispensers, our SofPull® centerpull dispenser features a proprietary paper construction that only allows one towel to be dispensed at a time.

• Centerpull towel quality is typically poor. What quality can we expect from SofPull® centerpull towels?

• Our SofPull® centerpull towels are soft and absorbent. They dry hands quickly and are able to wipe up large spills and tough messes.

• Will the system fit in my space? • This system actually fits in most spaces

and can be installed vertically or horizontally, without hindering dispensing.

We currently offer a SofPull® Centerpull Trial kit, which can be ordered at no charge by visiting www.georgiapacificdental.com/trial-kit. Trial Kit contains the SofPull Translucent Smoke Regular Capacity Centerpull Dispenser and two SofPull Centerpull towel 320-sheet rolls.

Editor’s note: Sponsored by Georgia-Pacific Dental

Georgia-Pacific Dental


equipment guide

T he new Hu-Friedy EMS AIR-FLOW handy 3.0 PREMIUM provides clinicians with a superior biofilm management solution to enhance their current clinical protocols.

Used in combination with glycine-based AIR-FLOW PERIO powder, the Handy 3.0 PREMIUM has the versatility to easily, efficiently and effectively remove harmful biofilm from both su-pragingival and subgingival areas of the tooth. It includes two handpiece attachments for supragingival stain and biofilm re-moval and subgingival biofilm removal with one Handy unit.

The device connects to any dental unit’s high-speed hand-piece tubing for quick and easy setup.

Typically, the invisible biofilm is removed stroke by stroke with hand or power scalers. This is time consuming, and it is easy to miss part of the surface. AIR-FLOW Therapy’s air-pow-der-water mixture covers a broader surface area in just sec-onds, providing a more efficient solution for this challenge. With biofilm accumulation contributing to several diseases, such as periodontitis and peri-implantitis, it is more important than ever for practices to prioritize biofilm management and removal for their patients’ oral and overall health.

Probing sales questions• “What does your practice currently use for biofilm

management both supragingivally and subgingivally?”• “What would you do with an extra 8-12 minutes

per patient if you didn’t have to remove biofilm stroke by stroke?”

• “What are you doing to prevent peri-implantitis for your implant maintenance patients?”

• “How are you removing biofilm around ortho brackets, restorations, etc?”

Addressing customer concerns• “I tried air polishing years ago and didn’t like it.”

• Response: “AIR-FLOW Therapy is completely different than other air polishing systems that you’re familiar with. The targeted spray is less messy, the AIR-FLOW powders are comfortable for the patient, and the subgingival capabilities will enrich your biofilm management.”

• “Scaling works fine for removing biofilm.” • Response: “While it is true that hand or ultrasonic

scaling can do the job in removing biofilm, AIR-FLOW Therapy will save you time and effort, allowing you to provide more comprehensive services to your patients.”

• “Rubber cup polishing works fine for plaque and stain removal and is cost effective.”

• Response: “Disposable rubber cups are commonly used for polishing, but AIR-FLOW Therapy can do so much more. Not only does this technology remove stain and supragingival plaque, it reaches subgingivally for standard and perio maintenance patients and can be used in specialty cases, such as implants, restorations and ortho.”

Biofilm management should become a regular topic in your conversations with offices, considering the massive im-pact it has on patient health. AIR-FLOW Therapy is easy to in-corporate into current hygiene protocols and provides a signifi-cant enhancement in time savings, patient comfort and patient outcomes. www.hu-friedy.com/biofilm

Editor’s note: Sponsored by Hu-Friedy

Hu-Friedy

To learn more, visit Hu-Friedy.com©2016 Hu-Friedy Mfg. Co., LLC. All rights reserved.

DELIVER THE MOST EFFICIENT, MORE EFFECTIVE BIOFILM MANAGEMENT SOLUTION TO YOUR CUSTOMERS.

Only with AIR-FLOW Therapy can your customers save 8–12 minutes per procedure by putting supra & subgingival biofilm management first. AIR-FLOW

removes harmful biofilm in 5 seconds per site instead of the 40+ seconds it

takes to remove with mechanical debridement. Not only will they be more

thorough in their biofilm management, they’ll get those “magical minutes”

back to be more comprehensive all around in their services.

With AIR-FLOW, you have the power to help clinicians say bye bye to biofilm.

POWER SCALING


equipment guide

T he STATIM G4 is the same renowned and trusted au-toclave it has been for over 20 years, but now boasts a new contemporary look and internet connectiv-

ity that is the first of its kind. The STATIM G4 permanently stores all cycle data both on- and off-site in the dental of-fice and automatically notifies service personnel should there ever be an issue with the unit. STATIM G4 is the only unit on the market that allows for remote trouble shoot-ing from anywhere in the world and automatic software upgrades through internet connection. This allows dealer and SciCan techs to remotely run machines to help with service questions and provide free software upgrades and SciCan techni-cal phone calls after any error codes, for any office connected.

STATIM G4 is still powered by SciCan’s signature steam technology to provide sterilization and dryness at speeds faster than conventional chambered autoclaves and continues to be the world’s fastest autoclave, with a start-to-sterile cycle time of 6.5 minutes.

The STATIM G4 series uses fresh steam distilled water for every cycle, and is considered to be the best sterilizer available for use with all dental handpieces and expensive dental instru-ments. It boasts an integrated data logger to capture data on each cycle, an easy-to-use LCD touchscreen interface, and features an internet connection for easy troubleshooting and software upgrade downloads. STATIM G4 units collect and store all sterilization cycle records for the safety of the patients and the dental office. The safe and fast turn around time of dental instrument sterilization assures the patient has all instrumentation delivered to the operatory, even when there is a change in plans during a procedure.

STATIM G4 Specifications:• STATIM 2000 G4 cycles times: 6 minutes unwrapped;

14 minutes wrapped.• STATIM 5000 G4 cycle times: 9 minutes unwrapped;

17.5 minutes wrapped.• A large 3.5-inch high-resolution touchscreen that

offers a vivid display of messages and current cycle information, all with extraordinary clarity.

• Uses fresh steam distilled water with every cycle.• Dri-Tec drying system for fast dry loads.

Editor’s note: Sponsored by SciCan

SciCan

STATIM G4 units collect and store all sterilization

cycle records for the safety of the patients

and the dental office.

OPTIM 33TB, exceptional cleaning & disinfection capabilities.A breath of fresh air. ■ One step disinfectant cleaner –

fast & convenient■ AHP – patented technology

designed to deliver better cleaning and faster disinfection results (active ingredient 0.5% hydrogen peroxide)

■ Hydrogen peroxide does not leave behind active residue which may lead to the development of resistant strains of microorganisms

■ EPA Cat. 4: lowest toxicity level on EPA toxicity category

OPTIM is a registered trademark and “Your Infection Control Specialist” is a trademark of SciCan Ltd.

Click here to watch the

product video.

STATIM

is a registered trademark and Your Infection C

ontrol specialist is a trademark of S

ciCan Ltd.

www.scican.com

STATIM, the world’sfastest autoclave

from start to sterile.

A large touch screen offerscommunication between

the unit and the user, allowing for easy operation,

and tutorial viewing.

SPEED TOUCH

G4 collects all cycledata and service history,

protecting youroffi ce and patients.

COLLECT

Connect to anyonefrom anywhere...

your STATIM is nowaccessible online.

CONNECT

Introducing the new generationSTATIM®... the STATIM G4 Series The gentleness you know, a level of

interactivity never seen before

Click here to watch the

product video.


equipment guide

In 1999, Solmetex® designed the Hg5, which has quickly become the gold standard in high performance amalgam separation for the dental market. We have extensive experience in water chemistry and chemical separation

science, as well as federal, state and local regulations governing water and hazardous wastes. What makes Solmetex different is our Total Solution Pro-vider concept, which integrates waste handling and recycling into our complete product line, affording a truly Green set of solutions.

Currently, there are 11 states and over 25 municipalities with amal-gam waste regulations, with anticipated EPA regulations nationwide as of December 2016. The Hg5 amalgam separator, combined with The Solmetex Compliance Center, enables us to keep small dental practices

Solmetex®


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to large dental clinics, such as the Pen-tagon, in compliance with ever-chang-ing regulations. This all-in-one solution gives dentists peace of mind that they are in compliance.

When the national regulation is an-nounced in December 2016, with a possi-ble two-year implementation period, there will be approximately 75,000 separators that will need to be installed. With such a high demand, it is important that dental dealers do two things for their customers: First, educate the dental office about the anticipated regulation; second, ask the practice about its install plan. The install plan is important for several reasons. For one, it ensures dentists are compliant by the deadline date. It also protects den-tists from overpaying for installation of the amalgam separator. Finally, it will allow im-plementation of new BPM (Best Manage-ment Practices) procedures for amalgam waste within the practice.

Since the introduction of amalgam separators, there has been no subject more polarizing within the dental indus-try – which begs the question, WHY? Amalgam separation has been a debate in dentistry for 15 years. Several studies have proven that amalgam separators re-duce the amount of mercury in the waste water. However, their hidden benefit is their ability to keep dental debris/particles out of the vacuum. This helps increase the life of the vacuum and keeps the practice running and productive.

The Hg5 series of amalgam sepa-rators has been the leader within dis-tribution for over 15 years. We attribute our success to our superior customer/technical service team, matched with a product that is easy to install, easy to maintain, easy to recycle, and easy to sell. For more information or training, please visit Solmetex.com or email [email protected].

When the national regulation is announced in December 2016, with a possible two-year implementation period, there will be approximately 75,000 separators that will need to be installed.

Editor’s note: Sponsored by Solmetex


equipment guide

T he Sterisil System connects directly to the city water sup-ply and sends purified water anywhere you need it for convenient, on-demand use. The system provides two

grades of water: Pure water and EPA registered treated dental water. The pure water is for autoclaves and rinse cycles on in-struments washers and the treated dental water is for filling up dental bottles to prevent bacteria in DUWLs.

The Sterisil System requires no tablets or daily additives. It is scalable to treat from one to 100+ chairs, and it is environ-mentally proactive by eliminating plastic storage bottles and encouraging recycling. In addition, the System offers:

• Fully automated monitoring with visual and audible alarms.

• Six stages of water purification, plus Class B Ultraviolet light.

• Continual residual disinfectant to combat bacteria.

Sales reps can provide their dental customers with the right water treatment system by asking the following:

• “Doctor, are you meeting the ADA, CDC and EPA guidelines for dental water?”

• “Is regular testing facilitated to ensure the product meets and exceeds drinking water standards?”

• “Have you confirmed the dental waterline disinfection product you are using, or considering for use, complies with Best Management Practices (BMP) and does not increase the output of mercury in your amalgam separator?”

• “Have you considered that bacteria may be the source of clogged handpieces?”

• “Does your full office system meet the ADA, CDC and EPA guideline of bacteria reduction?”

• “Are you tired of having to drop tablets and pay staff to daily maintain DUWL’s?”

Addressing your customer’s concerns• “The System is too expensive.”

• The initial cost may seem high, but the capital expense is diminished when you eliminate maintenance procedures, shock protocols, staff labor, handpiece repairs, and reduce overall annual maintenance cost.

• “Is it too much for my office?” • Sterisil customizes the System specific for your

clinic. Based on size and business of your office, you will get exactly what you need.

• “I don’t think I have room for it.” • The Sterisil System is adaptable. It is compact in

size and can fit under a sink or on a wall.• “The equipment seems complicated and daunting.”

• The Sterisil System does all the work for you with fully automated monitors that signal when to perform maintenance.

• What about the maintenance time? • Maintenance only takes 10 minutes a year!

The Sterisil System is the only one in its class to provide autoclave water and EPA registered dental water effluent to <10 CFU/ml. It is used in U.S. Dental Universities, as well as for treating water at military facilities around the world.

Editor’s note: Sponsored by Sterisil

Sterisil

Taking water safety to a whole new level!The Sterisil System G4 provides treated dental water to dental chairs and distilled quality water to table top autoclaves. The treated dental water will continually keep dental unit waterlines virtually free from bacteria and ensure your customers are safe from biofilm. With an EPA registered claim of ~≤10 CFU/ml, you can rest assured your lines are clean and clinically proven by the ADA, CDC and EPA standards.

No more buying jugs of distilled water

No daily tablets or additives for dental water use

No more guesswork with waterline disinfection

Sterisil SystemThe solution for any dental facility

For more information contact your local dealer or Sterisil Representative

719 622 7200 or online at Sterisil.com

®


equipment guide

T uttnauer offers a full line of autoclaves and accessories for dental and medical professionals in the largest range of chamber sizes to meet all needs. The fully automatic

EZPLUS and EZ models, available in 9-inch, 10-inch, 11-inch and 15-inch diameter chamber sizes, feature active closed-door drying, meaning the door stays closed through the dry cycle. With one touch, the autoclave fills, heats up, sterilizes, exhausts and dries – all with the door closed. This is critical, since closed-door drying maintains sterility by encouraging staff to not handle wet items, which can lead to contaminating the load.

All practices use an autoclave and are a candidate for a new autoclave. Some offices are in need of new, more ad-vanced models and some have increased their volume, making them excellent candidates for a larger or more advanced unit.

Sales reps can provide their dental customers with the right sterilizer solutions by asking the following:

• “How old is your sterilizer?” • “Is it time to replace your sterilizer?”• “What model sterilizer are you replacing?” The answer

will give the sales rep a good indication of the type of sterilizer the office is comfortable using and the chamber size it currently has.

• “Does your current model sterilizer meet all the needs in the office?”

• “Does your office need to change from a manual to a fully automatic autoclave?”

• “Has the volume of items to be sterilized increased, decreased or remained the same?”

Preventive maintenance tipsRegular cleaning and maintenance of a sterilizer is critical to keeping the device in good working condition. Establish – and follow – a regular cleaning schedule according to manu-facturer directions in the operator’s manual. A specific staff member should be responsible for cleaning the autoclave on a regular basis, and the doctor or office manager should fol-low up to ensure that the sterilizer is, in fact, being cleaned.

Do not overload the sterilizer trays. Overloading steril-izers is the number one cause of sterilization cycle failures, including inadequate sterilization and drying. All staff should

be trained on – and understand – proper loading. Correct loading permits efficient air re-moval from the cham-

ber; permits steam penetration and saturation; and ensures proper drainage of condensate. When using pouches, do not overlap or stack the pouches. Place pouches on trays in a single layer, or use a pouch rack to ensure proper steam pen-etration and adequate drying. Surfaces that are hidden when items are overlapped or stacked will not be exposed to the steam and will not be sterilized. (Selling opportunity: If the volume is such that pouches are being stacked, the office clearly requires a larger chamber or multiple sterilizers.)

Always use steam-distilled water with the physical character-istics detailed in the sterilizer manufacturer’s operator’s manual.

Editor’s note: Sponsored by Tuttnauer

Tuttnauer

Introducing

New EZGlide door and locking device Front or top water fill

Closed door drying

New EZ View3” x 2.5”multi-color display

Best in class 2 year parts& labor warranty

Available in EZ11Plus with 5 traysand EZ9Plus with 3 trays

Designed to meet the most current sterilization standards ANSI/AAMI ST55

THE NEXT GENERATION OF TUTTNAUER STERILIZERS EZPLUS FULLY AUTOMATIC STERILIZERS

1925-2015

YEARS

Tel: (800) 624 5836, (631) 737 4850 Email: [email protected], www.tuttnauerUSA.com


equipment guide

Air Techniques’ CamX family of intraoral camera and car-ies detection aids were built with the dentist in mind. The new sleek design comfortably fits in all hands and fea-

tures automatic on/off functionality, two capture buttons for ease of access and unique capture on release capability to reduce blur from motion. Dentists can rely on CamX products to educate their patients about procedures. And, when patients better understand the need for treatment options it can often lead to more informed decisions and treatment acceptance.

CamX Spectra featuresThe only caries detection aid that uses fluorescence technology to visualize and discover caries earlier, as well as plaque and calculus.

• 4 Violet LEDs stimulate metabolic products found in cariogenic bacteria, causing them to glow red while healthy enamel glows green.

• Caries and plaque filters in the imaging software show caries activity by means of a color scale and numeric evaluation.

• Repeatable and reliable documentation for monitoring progress of caries due to the 8mm spacer.

CamX Elara features• Excellent Image Quality: 8 White Light LEDs positioned

around the lens provide bright homogeneous image quality.• Always in focus from 5-35mm, making the camera easy

to use and eliminating the need for further adjustments.

Sales reps can provide their dental customers with the right intraoral camera solution by asking the following:

“ Doctor, do you ever find that your patients do not want to move forward with treatment because it doesn’t hurt yet?

“ Wouldn’t it be great to be able to share before and after images with your patients to show them the progress they have made?”

“ How do you decide if you should monitor caries or treat the problem?”

“ Do you find it challenging to effectively communicate to your patients when they can’t see exactly what you see?”

Addressing your customers’ concernsElara Objections

”Our hygienist doesn’t have enough time to take pictures”• Patient education saves time in the long run and

converts treatment plans into production.

”Are there lower cost alternatives?”• There are lower cost alternatives, but long-term

durability and optics may be low quality as well. We offer a quality product at an affordable price with the support of Air Techniques.

Spectra Objections“We don’t need caries detection technology.”

• The use of fluorides have made dentists’ lives harder for occlusal caries detection with an explorer. Explorers do not necessarily tell the whole story and can cause additional damage to the tooth surface.

Effective communication builds trust and motivates patients to send referrals. The CamX Elara intraoral camera and CamX Spectra caries detection aid are irreplaceable additions to any dental office!

Editor’s note: Sponsored by Air Techniques

Air Techniques

Your Partner in Training & Education

Customer Care Reliability Integrity Experience

A program tailored to provide thebest experience possible.*

Knowledgeable trainers with over55 years of experience.

You’ll have peace of mind knowingyou will be ready to serve yourcustomers at a moment’s notice.

The Air Tech Training Program

* Scan the QR Code to learn more about Air Techniques training program. Search for your dealer to see when their class is scheduled.


equipment guide

When Engle Dental Systems introduced its E300 LED Dental Light – the company’s first LED system – it insisted on solving a few major design issues. The

E300 LED Dental Light offers a wide range of industry-leading features, such as interchangeability with existing Engle Dental lights. No retrofitting is necessary to replace a halogen model with the new LED light on newer systems, and only minor adjust-ments on older halogens. The light itself is also more compact than the competition, making it very maneuverable, and provid-ing a more pleasant experience for the patient.

Traditionally, LED lights have been bigger, less maneuverable and have required more lenses to output the correct amount of light. The E300 LED Dental Light enables dentists to use only four lights, without reducing the quality or quantity of output. Newer lens technology ensures its spread remains comparable to other lights.

The Engle E300 is one of the most affordable on the mar-ket, while providing a series of unique features that make it stand out among its competition. The system requires 20 times

less power than a standard halogen light, produces less heat and is cool to the touch. The light’s unique curing filter means dentists no longer need to turn the lights on or off to activate curing, or refocus the light for a different output. In addition, the E300 LED Dental Light is infrared-free.

Engle is confident the E300 LED Dental Light will become the benchmark for quality LED technology in the dental offer-tory in years to come.

Engle has been a leading manufacturer in high quality com-ponents for the dental operatory since its inception. In addition to offering doctor and assistant support systems and lighting, Engle is the only worldwide manufacturer of the traverse chair, which exudes style and comfort and provides a unique level of control to today’s modern dentist. Corporate offices are located in Hillsboro, Oregon. Visit them at www.EngleDental.com, email [email protected], or call 800.547.1906.

Editor’s note: Sponsored by Engle Dental Systems

Engle Dental Systems


ACTEON has developed the first personal scanner – the PSPIX2. The PSPIX2 is a phosphor plate system that is three times smaller than any other scanner on the market

and is ideal to place in every operatory. The dental practitioner can shoot an X-ray and run the plate through the scanner in front of the patient, generating an image in under nine seconds. Immediate images lead to a quick diagnosis and the ability to educate the patient with a high quality image.

The PSPIX2 significantly saves time and provides the dental professional with more accurate diagnoses due to superior image quality over argentic film. This is all done without the need for harmful chemicals or long development times. Workflow is improved, as is patient satisfaction and the practice’s revenue.

Sales reps can provide their dental customers with the right scanner solution by asking the following:

• “Doctor, how would you feel about an imaging system that provides images within seconds, without the additional costs of film or sensors?”

• “What do you think about a chair-side digital phosphor plate option for better workflow?”

• “Would you like to have your assistant in your operatory, helping you, rather than in the dark room, spending time away from the patient?”

Addressing your customers’ concernsThe main misconception about phosphor plate systems is that they are an older technology that has been replaced by digital sensors. However, this is not the case due to the wide range of imaging plate sizes offered for the PSPIX2. The imaging plates are very flexible and are positioned like film, making them more comfortable for the patient. They are perfect for those who are unable to tolerate larger and more rigid digital sensors, such as patients with a strong gag reflex and a small mouth. These plates, regardless of size, provide sharp and accurate images for a reliable diagnosis.

The PSPIX2 will work with most imaging software in both Windows and MAC environments. If the office does not have im-aging software, ACTEON will provide Sopro Imaging free of charge. Sopro Imaging supports thousands of users around the world.

The PSPIX2 will be a welcome addition to any dental prac-tice by increasing workflow and patient education.

Editor’s note: Sponsored by ACTEON

ACTEON


equipment guide

L ightweight, slim and ergonomic, the Bluephase® Style LED curing light is comfortable to hold in ev-ery hand. Whereas some curing lights have a nar-

row spectrum and do not activate all photo initiators, leading to clinical failures, the Bluephase Style Polywave Technology™ offers the broadest spectrum, enabling it to cure all materials currently known in the range of 385-515nm.

The innovative Click & Cure corded battery back-up option enables dentists to switch from cordless to corded operation with a single click, while the induc-tive charging system eliminates the need for battery contacts, facilitating easier cleaning, maintenance and battery charging.

Indeed, battery-powered curing lights often fail be-cause the charging contacts become corroded or dam-aged. Proper disinfection requires that the curing light is wiped with disinfectant solution after each use before be-ing replaced on the charging base. The disinfectant solu-tion has a tendency to pool in the charging base, however, causing the contacts to corrode. By eliminating the charg-ing contacts and allowing the Bluephase Style to charge inductively, Ivoclar Vivadent has eliminated this problem for your dental customers.

Sales reps can provide their dental customers with the right curing light solution by asking the following:

• “Doctor, does your curing light have the spectrum to cure all dental materials?”

• “Does your curing light feel comfortable in your hand after using it all day?”

Some dentists may be enticed by the low cost of bud-get lights, which continue to be available, particularly through online retailers. Remind your customers that, as is often the case, we get what we pay for. Low-cost dental curing lights will likely result in improper curing for the following reasons:

• Budget lights often provide inconsistent performance during use.

• The batteries may be unreliable, and the curing light’s power output declines sharply as the battery life decreases.

• Light output at the tip end is highly inhomogeneous in budget lights, and it does not cover as large an area as do lights from major dental manufacturers.

Bluephase Styles gives your doctors the peace of mind knowing that it will cure all materials in the practice.

Editor’s note: Sponsored by Ivoclar Vivadent

Ivoclar Vivadent


Delivering exceptionally high power, the newest ultra-premium air turbines in NSK’s line of Ti-Max Z hand-pieces are engineered for maximum durability, con-

sistent performance, smooth cutting and optimal access to all areas of the mouth.

The standard-head Ti-Max Z900L delivers an industry-leading 26 watts of power and operates between 330,000 and 400,000 rpm. The miniature head Ti-Max Z800L provides 23 watts of power and runs from 360,000 to 430,000 rpm. Made possible by a proprietary specially shaped turbine, these power outputs enable fast cutting for reduced treatment time, as well as a smooth, consistent cutting feel for comfortable operation.

The handpieces feature solid-titanium bodies. The ergo-nomic shape and DURAGRIP coating create a firm and con-trolled grip, even in wet conditions. Access is enhanced with slim neck dimensions, optical head angle and a unique notch on which to rest the index finger and thumb. Cellular glass optics further improves visualization of the operating site.

Their improved, long-lasting ceramic bearings dramatically prolong the instruments’ working life, and their durable design reduces running costs.

Sales reps can provide their dental customers with the right handpiece solution by asking the following:

• “Doctor, are you pleased with the performance of your current handpieces?”

• “Would you be interested in a handpiece that offers more torque?”

• “Would you like a handpiece that comes with a longer warranty?”

• “Would you prefer using a quieter handpiece when working?”

The Z800L is the only handpiece on the market today that offers 23 watts of power and still has the smallest head and neck dimensions.

When dentists use NSK’s Ti-Max Z handpieces, they will not have to change couplers, as we offer a selection of handpiece back-ends. And, with the 2 ½ -year war-ranty program, your customers will find they save money in repairs.

Editor’s note: Sponsored by NSK Dental

NSK Dental


equipment guide

Remote Flow System™The Remote Flow System™ (RFS) combines gas delivery at point of use, patient monitoring via the reservoir bag, and vacuum control into one central unit. It replaces both the conventional bag tee and vacuum control valve, and can be installed remotely in a more convenient location.

Models are compatible with Accutron’s Digital Ultra™ Flushmount and Ultra PC™ % Cabinet Mount Flowmeters.

Universal Cabinet Slides are available to mount the Remote Flow System discretely within a cabinet, and RFS Chairmount Kits are available to mount it chairside.

Digital Ultra™ FlushmountRFS Chairmount Kit™ and Remote Flow System™

• Allows you to mount the Remote Flow System™ at the patient chair

• Eliminates long mixed gas and vacuum hoses draping from adjacent cabinets, providing easier access to the patient

• Creates uncluttered, safer work zone for doctor and staff• Minimizes displacement of patient mask caused by

drag/pull and weight of long hoses• Allows disconnection of scavenging circuit and rubber

goods so they can be stored when not in use

Rep probing questionsDid you know that you could mount your nitrous oxide vacuum and gas delivery control system at the patient chair, so when using nitrous oxide, you don’t have to work around long hoses draping from your cabinetry?

Potential objections sales reps might encounterWe do not use nitrous oxide or do not use it frequently enough to make any changes.

Final pointsUsing Accutron’s RFS Chairmount KitTM allows the Remote Flow System™ to be mounted at the patient chair without drilling new holes. It can be installed in the field – retrofitted where possible or incorporated in new construction. Remote Flow System Chair-mount Kits are available for a wide variety of dental chair brands.

Safety, convenience and location, location, location!

Accutron

About Accutron: Accutron Inc. is a leading manufacturer of innovative analgesia conscious sedation equipment and accessories. Functionally, Accutron systems are built around three basic principles – ef-

ficacy, safety and asepsis. For over forty-five years the company’s single focus has been to design and manufacture high quality sedation products that assist dental practitioners in relaxing their patients and making their dental visit a comfortable experience. www.accutron-inc.com

About Crosstex: Recently Accutron was acquired by Crosstex, a Cantel Medical Company. Crosstex continues to diversify and expand its product portfolio and the markets it serves –

all directly related to improving and enhancing the patient experience as it relates to infection prevention, patient safety and comfort. The complete Accutron and Crosstex product lines are available through authorized dental distributors. www.crosstex.com

ADVANCED NITROUS OXIDE CONSCIOUS SEDATION SYSTEMS

Remote Flow System™ and RFS™Chairmount Kit is a gas delivery and vacuum control system located chairside that eliminates scavenging circuit hoses draping from adjacent cabinetry. Kits are available for a wide variety of dental chair brands.

The Digital Ultra™ Flushmount is the right choice for clinicians who prefer to work in a digital environment. Its sealed flush surface makes it easy to disinfect or barrier-protect.

Longest flowmeter warranty in the dental industry.

ChairsideDelivery

Digital Ultra™

Flushmount Digi-Flo™ Automatic

Switching Manifold/AlarmThe Digi-Flo™ Automatic Switching Manifold/Alarm is an automatically controlled system. It is designed to safely and economically deliver nitrous oxide and oxygen gases to dental operatories. In the event of line pressure changes, the alarm system provides audio and visual alerts.

Switching cylinders is anautomatic process.

WarrantyYear

All the right stuff,to help your

patient relax!PREMIUM QUALITY

MAD

E IN THE U.S.A.

All Accutron productsare manufactured in the USA.

Scan to seecurrent promotionswww.accutron-inc.com


equipment guide

T he Porter Silhouette is a revolutionary new dispos-able nitrous oxide mask and breathing circuit. Until recently, many dentists have said they avoid using

nitrous, even though it provides obvious benefits to both the patient and the practice. Their common objection: “Nasal hoods are big and bulky, get in the way, and slow us down.” Silhouette addresses many of the dentist’s pain points when it comes to using nitrous.

Silhouette is a low-profile, single-patient-use breath-ing circuit and nasal mask. It allows unobstructed access to the oral cavity and is lightweight and comfortable for the patient. There is a unique adhesive strip on the inside of the mask that secures the mask to the top of the nose, provid-ing a superior seal. Patients have a full range of motion and unlike traditional hoods, which often become displaced, Silhouette remains in place. Silhouette is also unmatched in scavenging efficiency (as demonstrated through thermal imaging videos). The improved seal allows for a more pre-dictable delivery of nitrous oxide, as well as more efficient scavenging of the waste gas.

Sales reps can provide their dental customers with the right nitrous oxide mask solution by asking the following:

• “Doctor, do you like working around the current nasal hoods that you use?”

• “Would you be interested in trying a new product that is smaller and easier to work around?”

• “Would you be interested in trying a new product that has an improved seal on the patient’s nose?”

Silhouette is slightly more expensive than other disposable options, but it provides superior features and benefits, permitting dentists to work more efficiently without having to adjust their ergonomics as with traditional nasal hoods. Nitrous can be a very profitable revenue generator for the office, and some offices may bump their nitrous fee a couple of dollars to offset the additional cost. As a single-use product, Silhouette offers an improvement over current infection control standards and can save the prac-tice time and money compared to traditional nasal hoods and circuits, which require disinfection between patient use.

Silhouette easily retro-fits to most modern flowmeter systems. Each flowmeter will need to be equipped with the Silhouette Con-nection Kit (SIL-CONN-KIT), which is easy to set up. Silhouettes come in 12-packs with four different size options. Most offices starting out will order at least one Connection Kit and one or two Variety Packs.

Contact Porter for free product samples and literature. Your customers will thank you for introducing them to this exciting new product – and they will get excited about using nitrous again!

Editor’s note: Sponsored by Porter

Porter

www.porterinstrument.com/dental215-723-4000

Enhance your practice with nitrous oxide systems from Porter.

Silhouette will change your view of nitrous oxide.

Learn more and watch videos at: www.porterinstrument.com/silhouette or call 215-723-4000

Porter’s SILHOUETTE is aunique low profile, disposable nasal mask and breathing circuit.SILHOUETTE’s designeliminates the hassles of using nitrous oxide and offersmany advantages including:

• Unobstructed access to the oral cavity• Easily retrofits to most flowmeters• A predictable nitrous experience• Enhanced scavenging efficiency reduces

N2O exposure• Disposable mask and circuit for improved

infection control

• Widest selection of flush-mount and portable options

• Contact Porter or your Porter Representative to ask about end-of-year promotions

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sales focus: chairs

When it comes to impressing dental patients, ap-pearances count. So, too, does comfort. Indeed, your customer’s patients likely are drawn to a practice that looks and feels professional, and a

good dental chair can go far in attracting them.Dental chairs today are much improved over early mod-

els. New features, such as heat and massage, are designed to relax patients and enhance current procedures – particularly longer procedures. Advanced hydraulic systems and structural components support patients weighing up to 450 lbs and offer soft start/stop movement. Construction and engineering de-signs, such as cantilevered forward-lift mechanisms, help improve access for both the doctor and patient, including patients with special needs.

Still, some dentists may be reluctant to replace worn chairs and upgrade to more savvy models. As with many pur-chases, cost is often a factor. (Chairs don’t make money for the practice, some may point out.) Some dentists believe that such an investment will go unno-ticed by patients. In addition, replacing a chair can be seen as a disruption to the office workflow. Then there is the matter

of how to dispose of the old chair. After all, no one welcomes the prospect of storing an unused chair in his or her garage.

Distributor sales reps can help ease their dental custom-ers’ concerns, as well as educate them on the value of replac-ing old, worn chairs. True, dentists can’t bill their patients for chair time alone. But, the chair – and how it feels – determines patient comfort and, in turn, their perception of the practice. Patient compliance, acceptance and cooperation all are influ-enced and enhanced by patient comfort, according to experts. When dentists use their chairs to maintain patient flow and enhance patient scheduling/planning, they can, indeed, make money for the practice.

Reps should begin by helping their customers understand the delivery and removal process. For instance, will the distrib-utor dispose of the old chair responsibly – perhaps by donating it to charity? Can it be removed when there are no or fewer patients scheduled? Reps should be clear up front as to how long the entire process will take, particularly since it can vary from 30 minutes to four or five hours. And, they should explain exactly what will change with the addition of a new chair, and what will remain the same – not just with regard to the chair and delivery system, but also with the assistant’s instruments, lights, stools and the J-box. Finally, sales reps should specify how many staff members will need to be present during the replacement process.

Sales reps should

also know the needs

of the practice

with regard to number/type of patients

seen.

Have a SeatComfort counts in the chair


Starting a dialogueWhen addressing chair replacement with their dental custom-ers, sales reps should begin with the end in mind by focusing on the dentist’s goals. The best solution is a chair that fits the needs of the practice both now and in the future. That said, reps should come prepared with a number of solutions, such as different ergonomic designs and contours to match varying patient needs, adjustable headrests, upholstery options, includ-ing heated upholstery, and massage units.

Quality dental chairs range in price from $7,000 to $12,000, with high-end chairs offering greater ranges of high/low motion; greater access (e.g., some bases are shaped to accommodate patients while some backrests are sculpted to permit the dentist greater access); stronger construction to ac-commodate heavier or obese patients; additional accessories and options; tight-fitting components that are easier to clean and maintain; and sleeker styling with polished covers and fewer seams to reflect the image of the practice.

It’s also important to offer financing options, whether that means 90-day, multi-year or interest-free financing. Then there is the matter of leasing vs. financing the equipment. But, reps should take steps to avoid offering too many financing options, which could be confusing. Instead, reps should understand the customer’s needs: Understand what the customer means by “too expensive” or “I need to finance the equipment.”

Sales reps should also know the needs of the practice with regard to number/type of patients seen. For instance, most mid-sized practices require five or six dental chairs, including the hygiene room. Ideally, a dental practice always has one room that is free. When procedures run longer than expected, having an extra room can help restore patient flow. It also can serve as a revenue-generator to accommodate emergency cases.

By approaching dentists with some probing questions, such as the following, sales reps can determine their needs and the best solutions to address those needs:

• “Doctor, do your patients fidget in the chair?” • “Do your patients ever mention that they are cold?” • “Do your patients have to move around in the chair as

you move it? Do you find they are readjusting them-selves because their shirt or blouse is pulling out as they recline, or is their head not in the headrest when you lay them back?”

• “How old are your chairs?”

• “Are your patients increasing in size? Are they getting older? Are any of your patients handicapped or with special needs?”

• “Do you ever have to use posture supports or pillows to help patients feel comfortable?”

• “Do you or anyone in your office experience back pain or problems? Do you find yourself stretching during the day to get back relief?”

• “Do you anticipate doing expanded procedures or hav-ing patients who require longer procedures, such as full-arch or whole-mouth restorations?”

• “Can you stand during your extractions when using your current chairs? Do you wish you could make the chair lower for some of your procedures?”

• “Have you ever cracked your knee on a rotation brake of the chair, or hit yourself against the armrests?”

• “Which chair in the office do you most dislike, and why?” • “Which chair in the office is your favorite, and why is it so?”

A thorough discussion with dental customers can lead to some value-added service on the part of the distributor. And the better the service, the bigger the bond of trust likely will be between the rep and the customer. FI

Editor’s note: First Impressions Magazine would like to thank Midmark Corp. for its assistance with this piece.


Sponsored: Crosstex

Crosstex Broadens Product Portfolio with Acquisition of Accutron Inc.Expands into Small Equipment & Technology Focused on Patient Safety & Comfort

Cantel Medical Corporation subsidiary, Crosstex, continues its’ market diversification and expansion with the acquisition of Accutron Inc., the industry leading manufacturer of “conscious sedation” nitrous oxide delivery systems and nasal masks. Conscious sedation in dentistry is used to put the patient in a relaxed state during a dental procedure and is currently used in more than fifty percent of all dental practices and more than ninety percent of pediatric dental practices. Conscious sedation is safe and effective, induces a relaxed state, decreases anxiety and physical movement, and may eliminate the need for local anesthesia in certain instances. This allows the practitioner to deliver better patient care. All Accutron products are FDA com-pliant, carry the CE Mark, are registered with Health Canada and manufactured in their ISO 13485 facility in Phoenix, AZ.

“Conscious sedation and the safety and comfort of the pa-tient have always been the focus of our company. From the very beginning we strived to be the market leader and market in-novator in conscious sedation technology” stated Accutron Vice President of Sales & Marketing Jonathan Blasdell. He went on to state, “We firmly believe that by coming together as one and combining the strengths of the Crosstex marketing network, Accutron’s technology and manufacturing capabilities, and the continued utilization and professionalism of the PSA sales

team, we can increase the understanding and expand the use of conscious sedation in dentistry.”

Andrew Whitehead, Senior Vice President of Business Develop-ment stated, “Crosstex continues to diversify and expand its product portfolio and the markets it serves – all directly related to improv-ing and enhancing the patient experience as it relates to infection prevention, patient safety and comfort. In the past 18 months we have acquired and become the market leader in dental unit water-lines with the acquisitions of DentaPure and Liquid Ultra, entered the industrial market with the acquisition of the NAMSA sterility assur-ance products division; and have now entered the small equipment/conscious sedation market with the acquisition of Accutron.”

“With the strong support of our global distribution partners and our marketing/educational focus, we will elevate the awareness of conscious sedation as it relates to increased production for the den-tal practitioner as well as improving the patient experience in terms of infection prevention, safety and comfort.” stated Gary Steinberg, President and CEO, Crosstex. “The addition of Accutron and their employees compliments our strategic vision. Their presence also

strengthens our relationship within the dental commu-nity, both domestically and internationally, bringing increased awareness to our existing portfolio of infection prevention, safety and compliance products.” FI

About Crosstex: Crosstex, a Cantel Medical company, manufactures a wide array of unique and innovative infection prevention and compliance products for the global healthcare industry. Founded in 1953 and headquartered in Hauppauge, New York, Crosstex is a recognized leader for its portfolio of water-line treatment, biological monitoring, sterility assurance packaging and personal protection equipment (PPE). Sold in more than 100 countries, the range of products distributed to medical, dental and veterinary practices and facilities include our award winning (5 consecutive years) Secure Fit technology face masks, DentaPure waterline treatment cartridges and Liquid Ultra, Sure-Check sterilization pouches with internal/external multi-parameter indicators, Tyvek pouches with 510K approval, SteamPlus Type 5 chemical integrators, ConFirm and Passport Plus in-office and mail-in biological indicators, Rapi-cide OPA/28 high level disinfectant. For information on the full line of Crosstex infection prevention, patient safety and compliance products, please contact Crosstex at 631-582-6777 or visit www.crosstex.com.

About Cantel Medical Corp.: Cantel Medical is a leading global company dedicated to delivering innovative infection prevention and control products and services for patients, caregivers, and other healthcare providers which improve outcomes, enhance safety and help save lives. Our products include specialized medical device reprocessing systems for endoscopy and renal dialysis, advanced water purification equipment, sterilants, disinfectants and cleaners, sterility assurance monitoring products for hospitals and dental clinics, disposable infection control products primarily for dental and GI endoscopy markets, dialysate concentrates, hollow fiber membrane filtration and separation products, and specialty packaging for infectious and biological specimens. Additionally, we provide technical service for our products. For further information, visit the Cantel website at www.cantelmedical.com.

Multi-Award Winning Waterline Treatment

ONE SIMPLE DENTAPURE® CARTRIDGE INSTALLATION.SAFE, COMPLIANT WATERFOR 365 DAYS!365 Day Water Bottle Cartridge DP365B365 Day Municipal Cartridge DP365M

TOP WATERLINE PRODUCT

1 Barbeau J., Tanguay R., Faucher E., Avezard C., Trudel L., Côte L. and Pre’vost A.P. 1996. Multiparametric Analysis of Waterline Contamination in Dental Units. AmerSoc for Microbiology. 62, 11:3954–3959

Dental unit waterlines are virtual breeding grounds for bacteria. Research shows that in just five days, biofilm buildup can send microbial counts soaring, reaching 200,000 CFU’s/mL1.

The DentaPure® cartridge is making microbiological dental unit water purification safe, easy& economical!

DentaPure cartridges give you an entire year of safe, compliant water with one simple install.

Save money and effort while keeping your patients protected!

Actual Photo Of Handpiece Biofilm

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Multi-Award Winning Waterline Treatment

ONE SIMPLE DENTAPURE® CARTRIDGE INSTALLATION.SAFE, COMPLIANT WATERFOR 365 DAYS!365 Day Water Bottle Cartridge DP365B365 Day Municipal Cartridge DP365M

TOP WATERLINE PRODUCT

1 Barbeau J., Tanguay R., Faucher E., Avezard C., Trudel L., Côte L. and Pre’vost A.P. 1996. Multiparametric Analysis of Waterline Contamination in Dental Units. AmerSoc for Microbiology. 62, 11:3954–3959

Dental unit waterlines are virtual breeding grounds for bacteria. Research shows that in just five days, biofilm buildup can send microbial counts soaring, reaching 200,000 CFU’s/mL1.

The DentaPure® cartridge is making microbiological dental unit water purification safe, easy& economical!

DentaPure cartridges give you an entire year of safe, compliant water with one simple install.

Save money and effort while keeping your patients protected!

Actual Photo Of Handpiece Biofilm

Clean Water. Clear Choice. ™

All claims made based on use with potable water.

Learn More! Scan or visitwww.DentaPure.comto see the simple product installation video.

888.276.7783

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