Upfront Planning Can Help Ensure an Efficient, Well- Equipped Dental Lab. Lab

A partnered publication with Dental Sales Pro • www.dentalsalespro.com

For Dental Sales Professionals November 2015

The Efficient Upfront planning can help ensure an efficient, well- equipped dental lab. Lab

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Some dentists may object to the cost involved in adding a lab. If so, sales reps should discuss with them their financing options.

The Efficient Lab Upfront planning can help ensure an efficient, well-equipped dental lab...... p.6

Dental Overhead Lighting...... p.10 Stress Points For diabetic patients, stress can present a long-term threat...... p.14

QuickBytes...... p.16

WindshieldTime...... p.18

News...... p.20

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Efficients onsite dental labs become Lab increasingly common, it Upfront planning can is more important than ever for sales reps to help help ensure an efficient, Atheir dental clients make the lab a part of the upfront solution – not an well-equipped dental lab. afterthought. “More and more new offices and renovations are including an on-site lab with more functionality than before,” says Rick LaDuca, president and general manager, Handler Red Wing Int. Whether onsite or not, dental labs are very relevant to any dental practice, he explains. “The role of an onsite lab is to support the practice. Everyone has a role in supplying the best clinical care to patients, and the on-site lab is a convenient and efficient way to resolve certain patient issues without delay.”

6 : November 2015 : First Impressions : www.firstimpressionsmag.com Indeed, since joining the dental health industry as air, gas, electric, water and ventilation, must all 14 years ago, LaDuca has watched on-site opera- be in place at strategic locations for maximum ef- tions become “more involved and better equipped” ficiency and safety. And, there should be at least to deal with issues. “Practices are grasping the con- one sit-down work station, a sink and plenty of cept of work flow efficiency and time management,” storage to minimize clutter and potential safety he points out. “Also, I believe there is more synergy hazards.” In addition, Handler offers dental clients between the practice and the lab.” the following equipment: • Lathe, splash hood and small dust collector for Today’s dental lab provides a number of important polishing and grinding applications. services, he notes, including: • Sandblaster for cleaning crowns. • Assisting the practice with consultative service. • Plaster bin, vibrator and model trimmer for A qualified certified dental technician can work making models. (Some dental offices elect to face-to-face with a dentist on a patient issue, invest in a small mixer to properly mix plaster.) for a quick and accurate resolution. • Vacuum-forming equipment and materials de- • Making repairs and relines to a patient’s denture. signed to make night guards and mouth guards. • Making night guards and mouth guards of all types. • Pressure pot designed to make repairs and • Adjusting crowns and bridges. relines on dentures. • Fabricating new crowns using CAD/CAM • CAD/CAM milling system for fabricating milling solutions. crowns, along with a sintering furnace. • Lab handpiece designed for intricate grinding Design is key and polishing. Careful, upfront planning can make the difference • Small ultrasonic machine for cleaning between an efficient lab positioned to grow with the and disinfecting. practice, or one fraught with complications. Distribu- tor reps should work closely with their dental clients An onsite lab setup is an investment to be sure – and enlist the support of a qualified design source but it represents a fraction of the cost of the dental whenever possible, notes LaDuca. practice, notes LaDuca. And, purchasing American- For starters, the lab design must be “thought out made products helps keep costs down, while ensur- and designed to provide a maximum return on the ing higher quality, he points out. “There is no reason investment of space,” he says. Labs require ample to purchase expensive European products when space to ensure optimal efficiency and avoid safety the best quality comes from America,” he says. “Our violations, he adds. Most guidelines are dictated by business model includes working with quality sup- OSHA and OSAP, as well as local codes and ordinanc- pliers in planning and supplying solutions that meet es, making it all the more important for dentists to our needs. This philosophy should be implemented do their research and partner with a good supplier in the onsite lab. and lab designer. “We believe the practice should partner with a qualified, sensible distributor who understands the Despite advances in technology, onsite dental practice and the lab to provide the best support, labs still require “the basic products,” according to knowledge and financing available,” he continues. LaDuca. “The work stations and cabinetry should “As a lean manufacturer, we believe that cutting cor- be sturdy, durable and manufactured of steel, with ners more often than not leads to problems. Prac- solid work surfaces,” he says. “The lab infrastruc- tices that try to do everything themselves to save ture should be [planned upfront]. Utilities, such money usually end up paying more in the end.”

www.firstimpressionsmag.com : First Impressions : November 2015 : 7 The Efficient Lab

All said and done, having an efficient onsite lab • “Are your patients satisfied with turnaround enables a dental practice to provide better service, times, or would they be happier if you could quicker care, direct consultation, problem resolution, take care of certain problems more quickly?” efficient workflow and more, according to LaDuca. • “Why do you have patient cases stacked up on “Practices grow by word of mouth. A patient will a shelf in the hallway, where they can be dam- gladly tell friends and neighbors how good the qual- aged and patients can see them?” ity of work is and how quickly they received care.” • “What is that bench over there in the corner? Is that where you do your lab work?” Share your knowledge • “How much are you paying in courier fees The more sales reps know about their client’s back and forth to the lab?” practice and the benefits of adding a lab, the bet- • “Your old wooden lab cabinets look like they ter solutions they can provide. “Be knowledge- need a face lift. Would you mind if I engaged able and attentive,” LaDuca advises. “In this grow- an expert to work up an estimate to renovate ing world of dentistry, everyone is pressured to your lab?” • “So you want to expand your practice. That’s great. Let’s sit down to discuss Some dentists may object to the your requirements and do cost involved in adding a lab. some planning.” If so, sales reps should discuss with Some dentists may object to the cost involved in adding a lab. them their financing options. If so, sales reps should discuss with them their financing options. The time investment may make numbers and sell technology. That is great also be off-putting. However, knowledgeable reps can – and clearly a growing part of the industry. But help their clients pool their resources and delegate actually having knowledge of the applications, much of that responsibility, says LaDuca. And, for those understanding the practice and its problems and dentists who express concern that their new lab could being able to solve them, will create a trust and fail, he recommends the following: “I often like to quote bond that can last for years.” John F. Kennedy,” he says: ‘There are risks and costs to a program of action. But they are far less than the long- Although every dental client has a unique set of range risks and costs of comfortable inaction.’” needs, sales reps can initiate a discussion about the Onsite and co-location lab models are likely to value of updating – or adding – an onsite lab by ask- continue to grow in years to come, notes LaDuca. ing several probing questions: “Lab owners, technicians and dentists will be able to • “When you were in dental school, what type of take advantage of shared costs, shared responsibility, lab curriculum was offered? Did you enjoy it?” collaboration, education, mind share, technology (For many dentists, working in the lab offers a and more to create a successful, thriving work en- source of stress relief.) vironment that results in a win-win-win scenario.” FI

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Tech Talk By The DENTAL ADVISOR

Editor’s note: At The Dental Advisor, not a day goes by without our phone ringing from a customer asking for the “best.” As a dental publication that was designed after Consumer Reports, over the past 25 years we have learned one thing – the best changes from day to day. Providing relevant and timely information to customers is something we strive for. This series of Tech Talks focuses on educating dental sales professionals on the products and technology they are selling so they can in turn educate their customer. Product evaluations are available at dentaladvisor.com.

Dental Overhead Lighting

here are few techniques in the healthcare lights are still being sold, several dental manufactur- field that are more complex in terms of light- ers have embraced the new LED technology. ing than operative dentistry. Dentists must deal with natural light, light from handpiec- Reasons to consider replacing older overhead Tes, overhead light, and lights designed specifically for dental lights: operatories which are either chair mounted, ceiling • Most of the new designs are more aseptic mounted and fixed, or track mounted. With the digiti- • Easier to position with a third axis movement zation of the operatory, additional designs are being • Have a non-cure setting and will give the proper Beyond our markets. made to incorporate monitors on to chairs, as well as intensity and light color range required in dentistry At Midmark, we passionately want to make a positive difference in extra “arms” to house trays, small equipment, etc. One • Provides a brighter light the practice of healthcare and in every life we touch. The long life of factor has not changed. The need for a properly illu- • Power consumption is greatly reduced a Midmark sterilizer doesn’t have to end with you. With your help, we have partnered with organizations like Direct Relief® to facilitate the minated oral cavity. There are two schools of thought • LED lights use significantly less power donation of over 8,500 sterilizers in 35 countries. Because we believe currently on operative lights: use them or do not. In the • Ambient room temperature will increase less that everyone deserves accessible, quality healthcare. absence of an overhead light, headlamps can be used. than 1 degree if the light is on for eight hours. midmark.com/caringFI | 877-437-3020 LED Overhead Operatory Lights LED Dental Headlights Proper illumination is needed for an efficient work Clinicians are beginning to recognize that the quality environment. While halogen overhead operatory of light in the working field is just as important as

10 : November 2015 : First Impressions : www.firstimpressionsmag.com Manufactured by Midmark Corporation, Versailles, OH. Beyond our markets. At Midmark, we passionately want to make a positive difference in the practice of healthcare and in every life we touch. The long life of a Midmark sterilizer doesn’t have to end with you. With your help, we have partnered with organizations like Direct Relief® to facilitate the donation of over 8,500 sterilizers in 35 countries. Because we believe that everyone deserves accessible, quality healthcare.

midmark.com/caringFI | 877-437-3020

Manufactured by Midmark Corporation, Versailles, OH. Tech Talk

magnification. As the level of magnification is in- • Light output (foot candles) creased, the field of view becomes darker (avail- The brightness of the light source is measured in able light is spread out). Headlights can counter- foot candles. Foot candles are dependent on the act this problem by providing spot illumination distance between the light and the object. To have that helps reduce shadows to the operating field. an accurate measure of light output make sure the Further, this can help reduce eyestrain and the company states the foot candles at a given distance need to reposition the over-head light. Most por- (i.e., light output equals foot candles at x inches). table headlights on the market use Light Emit- ting Diode (LED) technol- • Weight ogy. Unlike conventional Attaching a headlight to fiber-optic lights that cre- your loupes or headband will ate light by heating the add additional weight. It is tiny wire inside the glass, important to choose a head- LEDs use semiconductor light that is light enough for chips. Since LEDs do not the clinician’s comfort. use heat to illuminate, the light source does not have • Battery type to be replaced. LED head- LED headlights are pow- lights also require much ered by rechargeable bat- less power and therefore teries that can be attached can be run on batteries, to a lab coat, belt, or carried which can be incorporated in a shirt pocket. onto the headband or clip on battery pack. The ability to run on batteries al- • Battery life lows LED headlights to be portable, and the den- Batteries need replacement once the running time tist does not need to be restricted by a fiber optic decreases to an unacceptable level. Most recharge- cable attached to a light source. able batteries have a life expectancy of 1-2 years.

Advantages of LED Headlights: • Composite sensitive filter • More durable because there is no glass or Many headlights have a built-in orange filter to prevent filaments to break. light from polymerizing resin composite materials. • Portable (battery operated). • Better color temperature. • LED operating life • Less heat generated and more energy efficient. Most LEDs have a lifespan of ~ 50,000 hours of use.

Factors to consider when purchasing a headlight: • Type of mounting • Color temperature (deg Kelvin) Headlights have mounts (custom or universal) that Describes the color of the light emitted by the LED. can be attached to dental loupes or headbands. Pure white is the most desirable color and is re- Most general practitioners prefer mounting to flected in a color temperature between 5500-6500 loupes because they find it more convenient and degrees Kelvin. Lower temperatures will have a yel- not as bulky or heavy as mounting the headbands. lowish light while higher temperatures will produce The advantage of headbands is that the weight is more of a bluish light. evenly distributed around the head. FI

12 : November 2015 : First Impressions : www.firstimpressionsmag.com Apavia_FIMP_2015_08_FINAL.pdf 1 8/12/15 10:30 AM Feeling Trapped?

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t would be difficult to imagine a scenario where A healthy response stress is a good thing. However, it can have a Since stress blocks the body from releasing insulin in particularly negative impact on people who people with type 2 diabetes, reducing stress in one’s have diabetes. November is American Diabetes life can be helpful. (People with type 1 diabetes don’t IMonth ® – a time to examine the challenges that dia- make insulin, so stress reduction won’t have the same betic patients face and the solutions available to ad- effect on them.) dress those challenges. There are several ways to fight stress, such as exer- A heavy toll cise, dance, volunteering or taking up a new hobby. There is no shortage of stress in life: Health, physi- Sometimes a small change, such as taking a less hectic cal injury, finances, work (or lack of it) and relation- route to work, can help one reduce stress. Other times, ships can all play a role. When stress occurs, the body it requires a major change, such as applying for a job tends to respond with transfer or moving to a different part of the country. In a fight-or-flight action, In people with addition, the ADA recommends the following: according to the Ameri- type 2 diabetes, • Breathing exercises. Take deep breaths in can Diabetes Association both mental and and relax your muscles as you breathe out. (ADA) website. Levels physical stress Breathing exercises should be done at least of hormones increase, can raise blood once a day for 15 or 20 minutes. causing the body to glucose levels. • Progressive relaxation therapy. Tense the store additional energy Particularly, dur- muscles, then relax them. (in the way of glucose • Motion. Circling, stretching and shaking parts and fat) for the cells. ing long-lasting of the body – particularly to music – can be The cells, in turn, do stressful situations, therapeutic. their part to protect the diabetics are at • Positive thoughts. When negative thoughts body from danger. risk for long-term arise, replace them with happy or proud In people who have elevated blood thoughts. Sometimes a memorized poem, diabetes, however, the glucose levels. prayer or quote can be used to replace a fight-or-flight response negative thought. does not work well, notes the ADA. Their insulin is not always able to allow extra energy into the Living with diabetes – taking medication, check- body’s cells, leading to an overload of glucose in ing blood glucose levels regularly and sticking to an their blood. Furthermore, if they are distracted, they appropriate diet – can be stressful in itself. But, com- may forget to check their glucose levels as often as pounded by daily or unexpected events, stress levels they should. In people with type 2 diabetes, both for people with diabetes can be that much higher. mental and physical stress can raise blood glucose Sales reps can provide a value-added service to their levels. Particularly, during long-lasting stressful situ- physician customers by reminding them to touch base ations, diabetics are at risk for long-term elevated regularly with their diabetic patients to determine blood glucose levels. how well they are coping with stress in their lives. FI

14 : November 2015 : First Impressions : www.firstimpressionsmag.com

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.

On-the-go connection Sport Pace is designed to en- AT&T and ZTE USA have introduced the ZTE Mob- hance workouts by providing ley™, AT&T’s first plug-in vehicle Wi-Fi hotspot, in training statistics and tests for AT&T stores and online at www.att.com/mobley. The users, while at the same time al- ZTE Mobley allows up to five devices to connect to lowing them to listen to music the Internet and use the data plan to surf the Web, without the distraction of wires. play games and watch videos. The device, which is easily installed by plugging it into the vehicle’s on- Key features of the Jabra Sport board diagnostics port (OBD II), requires no charging Pace include: cables to run. The vehicle automatically powers the • Premium stereo sound ZTE Mobley to create a Wi-Fi connection – reportedly • Enhanced training with the in a matter of seconds. It works with most vehicles Sport Life app, which pro- manufactured as far back as 1996. vides evaluation and tips. • Five hours of talk and music time, Key features include: as well as rapid charging • Qualcomm MDM9215 processor, together with AT&T’s • Ergonomic design for a secure fit 4G LTE network, for faster speed and performance • Water-, shock-, sand- and dust-resistance • Automatic Wi-Fi connection whenever the car is on • Reflective neck cord for nighttime running • Customizable networks through AT&T’s Wi-Fi manager home page The battery reportedly supplies up to five hours of music or talk time, along with 15-minute charging. The The device is available for free with a two-year agree- Jabra Sport Pace Wireless is available online, as well as ment, or for $100 with no annual commitment. It can at Best Buy and Dick’s Sporting Goods stores for $99. be added to the Mobile Share Value plan for an ad- For more information visit www.jabra.com/pace. ditional access charge of $10 a month, or connected with DataConnect plan with monthly charges of $20 Game manager for 1GB or $30 for 3GB. SEGA® Europe Ltd. and Sports Interactive recently introduced Football Manager ™, an opportunity for sports An earful fans to manage their favorite team Due for release in Let the earbuds do the heavy lifting. The new Jabra mid-November, Football Manager 2016 will comprise a Sport Pace™ Wireless earbuds, designed to let music suite of simulations, designed to provide a football man- lovers get more out of their fitness endeavors, provide agement experience for the widest possible audience. training management through the Jabra Sport Life In addition to Football Manager 2016 on PC and Macin- app. When used with the app, the Jabra Sport Pace ear- tosh, the squad also includes Football Manager Touch buds reportedly become an easy-to-use training part- (for both computer and high-end tablets) and Football ner for experienced and novice workouts alike. Jabra Manager Mobile (for all iOS and Android devices).

16 : November 2015 : First Impressions : www.firstimpressionsmag.com Previously known as Football Manager Classic, The app is a design-driven approach to the tradition- Football Manager Touch has previously been avail- al inbox that helps people sort email with the flick able as a quick-play mode within the full simula- of their wrist or the angle at which they hold their tion. As of this month, it will be available separately phone. The email app includes the following features: through Steam (for PC and Macintosh), as well as for • Horizontal timeline view. Users can see high-end tablets. Football Manager Mobile was for- their email quantified on a timeline that shows merly known as Football Manager Handheld. Those email volumes by day. As they scroll between who pre-purchase Football Manager 2016 from a days, users see where they’re at on their own participating digital retailer will be rewarded with a personal timeline. download key for “An Alternative Reality: the Foot- • Motion gestures. Users can move through their ball Manager Documentary.” In addition, they will inboxes with new gestures. They can pick up in- also have access to a fully-playable Beta version of dividual emails, grab stacks or columns of emails, the game, which will be available roughly two weeks and toss emails to their four hot corners. Geron- prior to the official release date. Fans who pre-order imo also unlocks advanced features over time, a boxed copy from a participating retailer will re- allowing users to move between days and emails ceive a limited edition version of Football Manager with wrist flicks. 2016, which also will include “An Alternative Reality: • Separate robot emails from human emails. the Football Manager Documentary.” By tapping the back of their phone, users can hide all robot emails as they fall off the screen. McApp experience • Annotate photos. Users can write and draw on McDonald’s anyone? APPsolutely! McDonald’s is go- photos in Geronimo and then share their creations ing digital, and it wants you to be part of the experi- with friends. ence. Beginning in Philadelphia, • Rearrange emails. Users can users will have access to its new organize their emails, arranging McDonald’s Mobile App. The dig- them in the order that they de- ital app is designed to engage sire rather than the chronologi- customers by providing conve- cal order in which they arrive. nient ways to interact with the McDonald’s brand, including a Geronimo offers features for the store locator, nutritional facts, ca- Apple Watch, as well, which per- reer information, Ronald McDon- mit users to: ald House Charities® information • Search. Search and find emails. and product promotions. • Human-only notifications. Flip a switch to limit emails to those Email and then some coming from real people. Stealth startup Jumpin Labs an- • Compose emails. Compose nounced its first innovative iOS a full email from scratch, right app, Geronimo, available for free in from the wrist. the App Store at https://itunes.ap- • Beautiful visual design. View ple.com/us/app/geronimo-email- attachments and photos of con- reinvented/id1014698284?mt=8. tacts in a visual style. FI CLICK HERE TO COMMENT ON THIS ARTICLE

www.firstimpressionsmag.com : First Impressions : November 2015 : 17 Windshieldtime 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.

Good driver, bad rap Take your keys! Driver beware – especially if you are a single, di- The National Insurance Crime Bureau (NICB) has vorced or widowed female driver living in Chicago, warned drivers to take their keys and lock their vehi- Ill. The consumer watchdog, the Consumer Federa- cles, or risk becoming a statistic. Some 45,000 drivers tion of America, reports that this group of drivers is last year admitted that they had left their keys in the often subject to penalties and disadvantages, par- car when it was stolen. Indeed, in spite of its warnings, ticularly from major insurers such as Geico, Farmers many people make it easy for car thieves, says NICB. and Progressive, according to The Chicago Tribune. Today’s vehicles have excellent anti-theft systems, but Reportedly, when a woman divorces her husband they don’t work unless drivers use them, it adds. Anoth- or loses him to a death, she can expect an annual er major concern for insurers and law enforcement is increase in premium of 8 percent at Geico, 20 per- the growing crime of cargo theft. The theft of electron- cent at Farmers and 7 percent at Progressive. On ics, retail goods, food and pharmaceuticals is a threat to the flip side, a recent InsuranceQuotes.com report the economy and can also impact the health and wel- found that older, married female Chicagoans gen- fare of the American public, NICB points out. An aver- erally receive lower rates. age cargo theft resulted in a loss of $237,000 last year.

Stress-free and safe Less is more Studies show that up to 1,500 people are injured or Do consumers continue to covet high tech electron- killed in road rage incidents each year, according ics and racy new car technologies? The 2015 Harris to Hastings & Hastings. Because stressful driving Poll AutoTECHCASTSM – an annual study of consumer conditions, such as traffic congestion and weather awareness and adoption of advanced and emerging conditions, can lead to road rage, Hastings & Hast- automotive technologies – suggests that educating ings encourages drivers to consider traffic condi- consumers about the value of existing features and tions before they begin their commute. If commut- cultivating usage may have a more positive effect on ers know ahead of time that they will encounter both cars sales and customer loyalty. The AutoTECH- difficult traffic conditions, they can plan ahead CAST study surveyed over 14,000 new car buyers in accordingly. For instance, by leaving 15 or 20 the United States and explored about 60 technologies. minutes early, they can compensate for time lost The study results suggest that redefining success, with in backed up traffic. Commuters who are stuck in a focus on familiarity, usage, satisfaction and loyalty traffic knowing they will arrive late to their destina- between users and brands, may better serve the in- tion experience more stress than those stuck in the dustry than marketing a constant stream of new tech- same traffic who will be arriving on time, notes the nologies. Only 16 of the 60 technologies evaluated ob- group. And, stress is one of the leading causes of tain good familiarity scores. Back-up cameras received road rage. It can build slowly as a result of several a score of 61 percent; satellite radio 51 percent; and minor incidents, without drivers even realizing it. back-up warning systems 42 percent. Technologies As a result, drivers may experience intermittent ex- such as automatic window tinting and augmented plosive disorder or IED. Getting cut off by another reality dashboard received lower scores of 7 percent; car once or twice may be a minor annoyance; be- and DMC-Driver mode control received a score of only ing tailgated, honked at, cut off or passed 10-15 6 percent. Over four in ten – or 44 percent – of those times during a commute could lead to an IED. surveyed report they’ve never used one or more of

18 : November 2015 : First Impressions : www.firstimpressionsmag.com the major infotainment solutions, and low users are • 10 best hybrid cars under $30,000 significantly less likely to be familiar with infotain- • 10 best sedans under $25,000 ment features. Technologies such as real-time naviga- tion, personal assistance services and text-to-speech/ 5. 2015 Jeep Wrangler speech-to-text options also appear to be underused. • Best resale value award: compact SUV/crossover The consensus is that consumers feel inundated with • Best resale value award: midsize SUV/crossover technology in their new car purchases, and over four in • Lowest 5-year cost-to-own: midsize SUV/crossover ten recent car buyers – or 42 percent – believe carmak- • 10 most fun SUVs ers add too much technology to their vehicles. • 10 coolest cars under $25,000 • 10 best SUVs under $25,000 2015 top picks Kelley Blue Book (KBB.com) has announced its “10 Most 6. 2015 Honda CR-V Awarded Cars of 2015.” • Kelley Blue Book best buy: small SUV 1. 2015 Honda Civic • 15 best family cars • 15 best family cars • 10 most comfortable cars under $30,000 • Kelley Blue Book best buy: small car • 10 best SUVs under $25,000 • Lowest 5-year cost-to-own: sporty compact car • 10 best all-wheel-drive Vehicles under $25,000 • 10 coolest cars under $18,000 • 10 tech-savviest cars starting under $20,000 7. 2015 Jeep Renegade • 10 best hybrid cars under $30,000 • 10 coolest cars under $18,000 • 10 coolest cars under $25,000 • 10 tech-savviest cars starting under $20,000 • 10 best sedans under $25,000 • 10 most fun SUVs • 10 best SUVs under $25,000 2. 2015 Subaru Impreza • 10 best all-wheel-drive vehicles under $25,000 • Best resale value award: compact car • Best resale value award: sporty compact car 8. 2015 Chevrolet Impala • 10 coolest cars under $18,000 • Kelley Blue Book best buy: full-size car • 10 tech-savviest cars starting under $20,000 • 15 best family cars • 10 best all-wheel-drive vehicles under $25,000 • Lowest 5-year cost-to-own: full-size car • 10 best sedans under $25,000 • 10 most comfortable cars under $30,000

3. 2015 Honda Accord 9. 2015 Honda Fit • Kelley Blue Book best buy: midsize car • Best resale value: subcompact car • 15 best family cars • 10 coolest cars under $18,000 • 10 most comfortable cars under $30,000 • 10 tech-savviest cars starting under $20,000 • 10 best green cars • 10 best hybrid cars under $30,000 10. 2015 Mazda Mazda3 • 10 best sedans under $25,000 • 10 coolest cars under $18,000 • 10 tech-savviest cars starting under $20,000 4. 2015 Toyota Camry • 10 best sedans under $25,000 • 15 best family cars • Best resale value award: hybrid/alternative energy car To see KBB.com’s full coverage of the 10 Most Awarded • 10 most comfortable cars under $30,000 Cars of 2015 visit http://www.kbb.com/car-reviews-and- • 10 best green cars news/top-10/most-awarded-cars-2015/2000012395/. FI

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www.firstimpressionsmag.com : First Impressions : November 2015 : 19 Benco Dental opens 3rd CenterPoint ACTEON North America announces the Design Showroom in Flower Mound (TX) release of the PSPIX phosphor plate scanner Benco Dental (Pittston, PA) opened its new CenterPoint ACTEON North Amer- Design Showroom at 501 Lakeside Parkway, Suite 100, ica has announced Flower Mound, Texas. This marks the third significant the release of its next expansion for the company within a decade. Founded generation phosphor in 1930 by Benjamin Cohen, Benco has remained fam- plate scanner, the PSPIX. ily owned and focused on its unique mission to “de- The PSPIX features a liver success, smile after smile.” A ribbon-cutting event very small footprint, and open house took place on October 8, 2015 for the high quality and con- company’s third Destination CenterPoint, which will trasted images, in- enhance its level of commitment to the more than credibly fast acquisi- 35,000 dentists and dental laboratories the company tion times and removable parts for easy sterilization. currently services nationwide. Tightly integrated with Sopro Imaging software, the PSPIX is available for both the Windows and OS X Patterson, iDent to market Epson operating systems and can be shared across a local Moverio BT-200 Smart Glasses area network. “The PSPIX provides exclusive advan- Patterson Dental (St Paul, MN) and iDent (Middle- tages to our practitioners,” said Tim Long, VP and town, NY) will together market Epson’s (Long Beach, COO of ACTEON. “The reduced footprint is 3 times CA) Moverio BT-200 smart glasses, which will feature smaller than any other plate scanner and the PSPIX iDent’s eye-CAD Connect software to assist dentists can be placed chair side providing a marked in- using a CAD/CAM system to produce 3D digital mod- crease in productivity and improved patient experi- els of patient teeth for dental restoration. With eye- ence…” continued Long. “By providing offices with CAD Connect, dentists can view a transparent, bin- a small and affordable scanner that has ‘Click and ocular display of the 3D model with the glasses while Scan’ functionality, practices can now be dedicated maintaining visual contact of the patient’s teeth, to patient care and comfort” said Long. eliminating the need to constantly look up at a computer monitor during procedures. Once the patient’s Ivoclar Vivadent announces teeth are scanned, the dental CAD scanning system executive team promotions can immediately design and output a digital mold Ivoclar Vivadent’s (Amherst, NY) CEO, Robert Gan- for a highly accurate crown that can be inserted into ley, announced the promotions of several members the patient’s mouth during the same office visit. For of the company’s North American executive team. more information, visit www.pattersondental.com. Sarah Anders, who joined the company in 2003, was

20 : November 2015 : First Impressions : www.firstimpressionsmag.com

news

promoted to the newly established position of chief leadership position. John Q Baumann was ap- operating officer. George Tysowsky DDS, who joined pointed to the position of president and chief the company in 1985, was promoted to SVP technol- executive officer. Baumann is currently serving ogy and professional relations. Michael Gaglio, who as chair of the board of directors for Midmark. As has been with Ivoclar Vivadent since 1999, will be- COB, Klamar, along with other board members, come SVP marketing and digital communications. will work with Baumann to set the overall direc- And Pierre Lamoure, with the company since 1985, tion for the company’s continued growth and will be SVP clinical sales. long-term health. She also will provide leadership for the company’s governance structure as well Midmark announces corporate leadership as the company’s regional and industry commit- changes, expands Emerge Stronger® Advanced ments. Klamar and Baumann will assume their Education Series for dental customers new roles by January 4, 2016 Midmark Corporation (Dayton, OH) appointed Midmark Corporation also announced the ex- Anne Eiting Klamar MD as its chair of the board pansion of its advanced education series, Emerge (COB) of directors. Klamar has served as the com- Stronger®, to meet the increased demands of den- pany’s president since 2000 and added the role tists who wish to design an office that will take their of chief executive officer in 2003, making her the business to the next level. To accommodate den- fourth generation of the Eiting family to hold a tists from various locations, Midmark has increased the number of Emerge Stronger seminars at its Versailles, Ohio location, and in cities throughout the U.S. To address the growing trend of dentists who want to deliver an inviting and captivating overall patient experience, the Emerge Stronger Educational Series program was designed to help them understand what it takes to enhance their office space for optimal economic benefits and an improved patient experience. Starting in 2011, Emerge Stronger two-day seminars were crafted to assist dental professionals in the renovating, ex- panding or building of a new dental practice. The seminar focuses on design, zoning, construction and several other key topics led by notable speak- ers, Pat and Dr. Jeff Carter of Practice Design Group. The Carters, a licensed interior designer and reg- istered dentist duo, formed Practice Design Group in response to dentists seeking a more collabora- tive and innovative design resource than was available through the dental supply houses and other formula-driven dental office design companies. For more information regarding the Emerge Stron- ger Educational Series, please visit midmark.com/ emergestronger or call 1-800-MIDMARK, ext. 8923.

22 : November 2015 : First Impressions : www.firstimpressionsmag.com NOW WITH

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ACTEON North America . 124 Gaither Drive, Suite 140 . Mount Laurel, NJ 08054 Technical Support: (877)-4ACTEON . Company Main: (800) 289 6367 E-mail: [email protected] . www.acteonusa.com No one should have to face oral healthcare alone.

43.5 million American family caregivers face the challenges of senior oral healthcare every day. They need our help.

Learn what you can do to help our nation’s older adults and their families enjoy the beneﬁ ts of a healthier, happier smile by calling 312-836-9900 or visiting oralhealthamerica.org today.

Donate to Oral Health America before December 31st and Ivoclar Vivadent will match your gift DOLLAR FOR DOLLAR!

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