“Workplace Litigatiion” – “Did You Forget Your Job?” – Product Review “MI Varnish”
Cliff’s Notes for January 29, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“In nothing do men more nearly approach the gods than in giving health to men.”
Cicero
This Week’s Feature on the Cliff’s Notes Channel
“It’s Time to Give Kids A Smile”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- Workplace Litigation is on the Rise!
- Did You Forget Your Job? What About Your Responsibility?
- Product Review – MI Varnish, New from GC America!
- Commentary for Sunday January 29, 2012 – GIVE KIDS A SMILE!!
Workplace Litigation is on the Rise!…………………………………………………………………………………
PRESS RELEASE 1-11-11
EEOC Reports Job Bias Charges Hit Record High of Nearly 100,000 in Fiscal Year 2010
Retaliation Surpasses Race as Most Frequent Allegation; Agency Obtains $404 Million for Victims
The U.S. Equal Employment Opportunity Commission (EEOC) today announced that private sector workplace discrimination charge filings with the federal agency nationwide hit an unprecedented level of 99,922 during fiscal year (FY) 2010, which ended Sept. 30, 2010.
Despite the increase in overall charges filed with the EEOC last fiscal year, the Commission dramatically slowed the growth of the charge inventory. As a result, the federal agency ended FY 2010 with 86,338 pending charges – an increase of only 570 charges, or less than one percent. Between fiscal years 2008 and 2009, the EEOC’s pending inventory increased 15.9 percent.
“We are pleased to see that our rebuilding efforts are having an impact on how efficiently and effectively the Commission enforces the civil rights laws protecting the nation’s workers,” said EEOC Chair Jacqueline A. Berrien. “Discrimination continues to be a substantial problem for too many job seekers and workers, and we must continue to build our capacity to enforce the laws that ensure that workplaces are free of unlawful bias.”
The FY 2010 data show that the EEOC filed 250 lawsuits, resolved 285 lawsuits, and resolved 104,999 private sector charges. Through its combined enforcement, mediation and litigation programs, the EEOC secured more than $404 million in monetary benefits from employers — the highest level of monetary relief ever obtained by the Commission through the administrative process — to promote inclusive and discrimination-free workplaces.
The FY 2010 enforcement and litigation statistics, which include trend data, are available online at http://www.eeoc.gov/eeoc/statistics/enforcement/index.cfm. According to the FY 2010 data, all major categories of charge filings in the private sector (which include charges filed against state and local governments) increased. These include charges alleging discrimination under Title VII of the Civil Rights Act of 1964, as amended; the Equal Pay Act; the Age Discrimination in Employment Act; the Americans with Disabilities Act; and the Genetic Information Nondiscrimination Act (GINA). Last year, for the first time ever, retaliation under all statutes (36,258) surpassed race (35,890) as the most frequently filed charge, while allegations based on religion (3,790), disability (25,165) and age (23,264) increased. In its first year of enforcement, the EEOC received 201 charges under GINA. Historically, race had been the most frequently filed charge since the EEOC became operational in 1965.
http://www.eeoc.gov/eeoc/statistics/enforcement/charges.cfm
The FY 2010 data also show: The mediation program ended the year with a record 9,370 resolutions, 10 percent more than FY 2009 levels, and more than $142 million in monetary benefits;
The EEOC also expanded its reach to underserved communities by providing educational training and public outreach events to approximately 250,000 persons; The agency continued its concerted effort to build a strong national systemic enforcement program. At the end of the fiscal year, 465 systemic investigations, involving more than 2,000 charges, were being undertaken;
The EEOC resolved a total of 7,213 requests for hearings in the federal sector, securing more than $63 million in relief for parties who requested hearings. The agency also resolved more than 4,600 federal sector appeals — 400 more than in FY 2009.
The EEOC enforces federal laws prohibiting employment discrimination. Further information about the Commission is available on its web site (www.eeoc.gov).
Protect Yourself: Do you have;
- An up-to-date employee manual.
- An up-to-date written job discretion.
- An up-to-date O.H.S.A. written compliance statement.
- An up-to-date written office protocol manual.
- An up-to-date written patient policy.
There are some constants in business and it is part of my job to keep my clients informed. Managing your staff correctly will help contain costs and increase production. Increased production reduces the footprint of your total overhead on your P&L. The result is more “disposable income” and that’s a good thing. Please contact me at any time with any questions or concerns @ 201-321-7494 or cliff.marsh@henryschein.com.
Did You Forget What you Do?……………………………………………………………………………………………….
I was fortunate this week to attend a session on Sleep Apnea that was sponsored by the Hudson County Dental Society. During the session a question was raised regarding patients requesting snoring devices and a statement was made by one of the attendees “if they ask for a device, I’ll make one and that’s it”. Now, I don’t know the doc, his background, or his patient base but the statement bothered me. Perhaps he had a long day and hasn’t been sleeping well; however, the statement is contradictory to everything that has happened to dentistry in the last 10 years and what I believe about the dental (oral healthcare) industry’s position and responsibility to the public. My concept is simple, “systemic health”.
I looked across the table at the doc and said “is there any concern for the reason the patient snores”? Snoring is a marker for more serious health conditions and once again I will say that Dentistry is the Forefront of Preventive Medicine.
I hate the word “dentist”, John Henry Holliday (Doc Holliday) was a dentist. I believe that my clients are physicians that specialize in oral & maxiofacial health and almost everything that naturally enters the body comes over the dental bridge.
There is no healthcare professional that will see a healthy patient more often than a dentist. The modern dental office is in the perfect position monitor systemic health markers and communicates any noticeable changes with a patient’s medical doc.
Not only will a systemic health program improve the quality of your patient’s lives, but it will raise your standard of care. When implemented correctly it will dramatically improve your patient re-care issues and fill the schedule. By the way, we call it re-care because things like cars are re-called, people are re-cared. So, how do you start your “culture change”? It all starts with what you want to be. Gandhi once said “we are the language we speak”, Stu Leonard once said “packaging is 95% of the sale”. Be your patient’s healthcare confidante. Communicate with their primary care physician and you will save lives while your practice is rapidly growing. Hey, we’re talking about adding 5 minutes and some great medicine to every exam as well as giving the patient a real good incentive to keep their next appointment and respond to your communication.
For more information on systemic health monitoring or if you have any questions or concerns, please contact me at any time.
201-321-7494 or cliff.marsh@henryschein.com.
Product Review – New from GC America MI Varnish…………………………………………………
MI Varnish™ releases higher fluoride, calcium and phosphate ions due to the RECALDENT™ (CPP-ACP) Technology* – making it the clinical choice for you, your staff and your patients.
• Enhances acid resistance of enamel and promotes bioavailability of calcium, phosphate and fluoride enriched saliva.
• Smooth, creamy texture allows for even flow over tooth surfaces as well as interproximally.
• Reduces sensitivity by penetrating and sealing into dentinal tubules.
• Use with MI Paste™ and MI Paste Plus™ for a comprehensive preventive system.
Benefits of MI Varnish™
• Higher fluoride, calcium and phosphate ions released due to the RECALDENT™ (CPP-ACP) technology (FIG 4 & FIG 5)
• Reduces sensitivity by sealing and penetrating dentinal tubules effectively blocking out external stimuli
• Enhances acid resistance of enamel and promotes calcium and phosphate enriched saliva
• Flows easily into interproximal areas, due to its low viscosity
• Non-clumping white natural translucent shade
• Excellent retention – stays on longer than the leading varnishes
• Unique unit dose, easier to open, easy to access varnish
• Generous volume per unit dose, enough for a full adult dentition
• Does not immediately clump upon exposure to saliva allowing ease of use and longer working time
• Greater fluoride contact time and increased calcium and phosphate bioavailability than gels, foams and varnishes
• Stands out on tray, easy to identify – brightly colored unit dose
Sunday January 29, 2012 – Give Kids A Smile………………………………………………………….
This Friday, February 3rd, is National Give Kids A Smile Day. This is one of the most heartwarming and heart wrenching days on my calendar. GKAS is this week’s feature on my YouTube Channel. www.youtube.com/cliffmarsh100.
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future! http://www.dentalwriter.com/
Log On Now! www.sleepcomplete.com
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“Reality Check! You don’t Have Expenses” & “Product Review – Helios 3000″
Cliff’s Notes for January 22, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“We didn’t have any central organization. I came to work and it felt like a zoo with all the cages open”
Les Wexner
(Founder of Limited Brands)
This Week’s Feature on the Cliff’s Notes Channel
Designing & Building the 21st Century Dental Practice!
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- It’s Time for a Reality Check – “You Don’t Have Expenses!”
- Product Review – Helios 3000 LED Overhead Light!
- DentaCheques & The Dental Lifeline!
- The Implementation of a Sleep Medicine Program!
- Commentary for Sunday January 22, 2012
Reality Check! There Are No Expenses!…………………………….
We all want the toys. The reason you own a business is to capitalize on a specific talent that you have. Now don’t get me wrong, a quality dental practice starts with a high standard of care, but at the end of the day it’s all about the houses, cars & boats. So, let’s talk about some of those nasty “expenses” that take away from your disposable income, because they are not expenses.
When writing checks from your business, you may call them expenses, but in reality they are investments. A pay check written to an employee is an investment in that person just like a check written to a lending institution for an equipment lease. Your utility bills, legal fees, supply costs, computers, etc. need to be looked at as investment. Question, what is the return on each of those investments?
Your investment in staff is the number one investment you can make. The New York Yankees are a great example, invest in quality, and put quality on the field every day. The NY Yankees are the most successful and valuable sports franchises in the world.
Staff (employee management) can be a very difficult investment to manage. Most small business owner are reluctant to change (terminate) staff because of the difficulty in replacing them with better quality. The answer to that is to train your staff to your protocol from day one and if they can’t fit the system in 90 days, start looking at the ROI and consider replacing or working around any particular inefficiency.
When bringing on a new employee they need to be presented with, and acknowledge the receipt of, several documents.
- An up-to-date employee manual.
- An up-to-date written job discretion.
- An up-to-date O.H.S.A. written compliance statement.
- An up-to-date written office protocol manual.
- An up-to-date written patient policy.
The office protocol is the one that directly relates to the return on investment for an employee and that return should be measured in several ways. One of the larger offices I work with has 18 employees and the office runs very efficiently. However, one of the staff members is a “no-it-all” and it creates a little tension at some times. When discussing it with the doc, he felt that the quality of her work, the kindness in her personality and her ability to relate with the patients outweighed the loss of production (tension). He is managing his investment for the best return (ROI).
Why is employee management so important? When you do your taxes this year, take a good look at your P&L statement (profit & loss). The items that affect the largest percentage of the pie should be addressed first. I’ll bet its staff!
There are some constants in business and it is part of my job to keep my clients informed. Managing your staff correctly will help contain costs and increase production. Increased production reduces the footprint of your total overhead on your P&L. The result is more “disposable income” and that’s a good thing. Please contact me at any time with any questions or concerns @ 201-321-7494 or cliff.marsh@henryschein.com.
Product Review – Helios 3000 LED Overhead Light……………..
Consultants’ Comments
- “Excellent illumination.”
- “Helios 3000 has auto shutoff when you push the light up.”
- “Light is heavy and sturdy.”
- “The silver on the face of the reflective shield is hard to keep streak free.”
Description
Helios 3000 LED Operating Light is an LED dental light with multiple intensity options and automatic shut-off capabilities. Helios 3000 is available in seven mounting variations: Track, Ceiling, Cabinet, Wall, Post, PMU, and Ellipse Mounted. The light provides advanced positioning capabilities and enhanced ergonomics for precise and efficient illumination of the oral cavity. It features patent-pending LED technology designed to deliver a precisely calibrated 7.6 x 15.2 cm light pattern. The light has long LED life expectancy, virtually no radiant heat, and dual Kelvin settings (5000 and 4200 K) for shade matching. The light has a mode to avoid premature curing of light-activated resin. Helios 3000 was evaluated by 8 consultants in 2200 uses. It received a 97% rating.
Suggested Retail Price depends on mounting variations and ranges between $3,895 for Ellipse System Mounted Light on Curved Post and $4,395 for Track- or Wall-mounted Light.
Equipment Features
Consultants unanimously agreed that Helios 3000 is an attractive, modern-looking light that provides excellent illumination. The auto on/off feature is conveniently activated by raising or lowering the light. The rectangular light pattern sufficiently illuminates the oral cavity without getting in the patient’s eyes. The unit contains a fan for cooling the diodes. The fan noise is minimal and received no negative comments from consultants. Several consultants reported that the silver reflector was difficult to clean without streaking.
Seventy-five percent of consultants reported that Helios 3000 was better than other dental lights and would switch to it and recommend it.
DentaCheques………………………………………………………………………..
Year after year, Dental Lifeline Network has worked to provide comprehensive dentistry for society’s most vulnerable individuals; those with disabilities or who are elderly or medically fragile and have no other way to get help. The money raised through the sale of DentaCheques books and other donations generated 23.6 million dollars worth of dental care last year. With a waiting list of 17,000 patients in need, it is imperative that everyone find a way to support the work of Dental Lifeline Network, either by purchasing a book or even volunteering your time and resources.
DentaCheques Turns Your Donations in to Dental Care for Those in Need
- Each year approximately 9,000 dental offices purchase a DentaCheques book, a tax-deductible charitable contribution. DentaCheques enables dentists to save hundreds, and even thousands, of dollars on purchases of equipment and supplies for their dental practices while providing dental services to vulnerable people who are desperately in need of care. This year’s edition offers $120 in invoice discounts from Henry Schein, over $700 in free products and potentially thousands of dollars of savings. Great gifts for your dental peers, there is no limit on the number of books that can be purchased.
- Each year 15,000 dentists and 3,200 dental laboratories volunteer their time and resources providing dental services on behalf of Dental Lifeline Network. Volunteering is easy with Dental Lifeline Network coordinating all arrangements with the patient in advance. The dentist simply reviews the patient profile prior to appointment, with the ability to decline the case for any reason, and then sees the patient in his/her own office to determine the treatment plan. Dental Lifeline Network will arrange for specialists and donated lab work as needed.
- Each year hundreds of companies and individuals make donations to Dental Lifeline Network. Although the revenue from the sale of DentaCheques books supplies a major source of funding for the organization, additional donations are still a critical component to the success of Dental Lifeline Network. For every $1 in general operating support, the Dental Lifeline Network provides $9 in charitable treatment and other direct-care program services. This would not be possible without the support of the dental professionals, the dental industry, and dental laboratories who donate.
Add a DentaCheques Book to your next order, you’ll save money and the cost ($149.00) is 100% tax deductable. Oh, remember, you’re helping a neighbor.
Log onto the Dental Lifeline Network.
http://dentacheques.org/index.php?dcsid=brmh1f6qlaoe7u8jo8vcrmi8m1
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For more information & free webinar access log on to
Sunday January 22, 2012……………………………….
Log On Now! www.sleepcomplete.com
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future! http://www.dentalwriter.com/
“A Sleep Medicine Seminar!” & “What is a DentaCheques?”
Cliff’s Notes for January 15, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
Richard M. DeVos
This Week’s Feature on the Cliff’s Notes Channel
“The National Dental Lifeline”
The 2012 NDLT DentaCheques Book is now available through Henry Schein (part #108-1812).
All proceeds go directly to the NDLT, please help support their efforts.
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- The Implementation of a Sleep Medicine Program!
- Your Dental Practice is More Than Just Fixing Teeth!
- DentaCheques & The Dental Lifeline!
- Commentary for Sunday January 15, 2012
The Sleep Complete Program…………………………………………….
“The Implementation of a Sleep Medicine Program”
February 10th & 11th (12th for those who observe) a hands-on session will be held in NYC @ the Marriott Marque. The session offers 14 CE and covers everything an Oral Health professional needs to know. The dental industry has never been presented a program this complete.
Successful Implementation of Dental Sleep Medicine
For Dentists and Their Team!
Course Description:
- Referrals and Marketing for Dental Sleep Medicine
- Learn to Communicate with Physicians
- Medicare – Fact, Fiction and Correct Coding
- Home Sleep Testing and Snoring
- Screening for Obstructive Sleep Apnea
- How does Oral Appliance Therapy help treat OSA
- The best Appliance Designs
- Implementation of Office Flow and Integrate Dental Sleep Medicine into your Practice
- Medical Billing and Medicare: Getting Paid
- Hands on live history taking and exam for the entire dental team
- Scheduling, Forms, Letters and Documents
At the end of this course, participants should be able to:
- Build and maintain a solid dental sleep medicine program
- Understand how to select an appliance
- Communicate with MD’s and develop referrals
- Bill Medical Insurance
Price is for the dentist and up to two staff members at no charge!
Two days: $1999.00 for Dentist and 2 individuals – (14 CE’s)
Friday
Registration & Continental Breakfast: 7:30 AM
Start Time : 8:00 AM – End Time : 5:00 PM
Saturday*
Registration & Continental Breakfast: 7:30 AM
Start Time : 8:00 AM
End Time : 4:00 PM
*Sunday
Repeat of Saturday’s Program for those that observe.
Refund and Cancellation Policies: Cancellations are to be made in writing. All paid registration fee will be refunded at 100% for cancellations received 14 days prior to start of course. An assessment fee of $250.00 will be taken for cancellations received after this time. This course provider reserves the right to cancel a course or to provide a substitute instructor if conditions warrant. All registration fees will be returned if the course is cancelled
Your Dental Practice – It’s More Than Fixing Teeth……………………………………………………..
Don’t you wish that all you had to do was dentistry? Your world is creating and re-creating chairside and the business side of you practice is the “necessary evil”. This is the part of the business that most dentists don’t understand and that’s OK as long as you are willing to listen to experts in the industry.
Most of us get embarrassed when we don’t understand something that people think we should. As a business owner, you are responsible for everything and that can be a difficult task. That’s why you need management advice. Every successful organization has expert advisors that provide the information from different sides of the table so that the CEO can make “informed” decisions. I don’t care how successful you are; you can always use the clear & honest advice from an industry expert that can look in from the outside and be objective. A good practice advisor will tell you what you don’t want to hear.
When taking control of your business in 2012, start with a private review of your employees. This means being critical and weighting pros & cons. Nothing good can happen in an organization unless the staff is motivated and managed. When I say manage, I am saying professionally and legally. Do you have an employee manual? Did you review it with your staff? Did you have them sign off on receiving and understanding it? Did you give them a copy and put the original in their “employee file”? And, most important, did you provide a written job description with a company “mission statement”. I’ll bet that you don’t have a printed mission statement; in fact, you probably don’t know why you need it. Again, that’s ok as long as you are interested in an answer.
Most dentists I know don’t have up to-date business files let alone anything staff related. For some reason they are afraid to offend their employees by insisting on the acceptance of written rules. Blame it on your accountant, lawyer or payroll company but get it done. It is that important.
If you would like to talk about how to get started motivating and managing your staff, please feel free to contact me at any time @ 201-321-7494 or e-mail:
Product Review – DentaCheques………………………………………………………………………………………………..
Year after year, Dental Lifeline Network has worked to provide comprehensive dentistry for society’s most vulnerable individuals; those with disabilities or who are elderly or medically fragile and have no other way to get help. The money raised through the sale of DentaCheques books and other donations generated 23.6 million dollars worth of dental care last year. With a waiting list of 17,000 patients in need, it is imperative that everyone find a way to support the work of Dental Lifeline Network, either by purchasing a book or even volunteering your time and resources.
DentaCheques Turns Your Donations in to Dental Care for Those in Need
- Each year approximately 9,000 dental offices purchase a DentaCheques book, a tax-deductible charitable contribution. DentaCheques enables dentists to save hundreds, and even thousands, of dollars on purchases of equipment and supplies for their dental practices while providing dental services to vulnerable people who are desperately in need of care. This year’s edition offers $120 in invoice discounts from Henry Schein, over $700 in free products and potentially thousands of dollars of savings. Great gifts for your dental peers, there is no limit on the number of books that can be purchased.
- Each year 15,000 dentists and 3,200 dental laboratories volunteer their time and resources providing dental services on behalf of Dental Lifeline Network. Volunteering is easy with Dental Lifeline Network coordinating all arrangements with the patient in advance. The dentist simply reviews the patient profile prior to appointment, with the ability to decline the case for any reason, and then sees the patient in his/her own office to determine the treatment plan. Dental Lifeline Network will arrange for specialists and donated lab work as needed.
- Each year hundreds of companies and individuals make donations to Dental Lifeline Network. Although the revenue from the sale of DentaCheques books supplies a major source of funding for the organization, additional donations are still a critical component to the success of Dental Lifeline Network. For every $1 in general operating support, the Dental Lifeline Network provides $9 in charitable treatment and other direct-care program services. This would not be possible without the support of the dental professionals, the dental industry, and dental laboratories who donate.
Add a DentaCheques Book to your next order, you’ll save money and the cost ($149.00) is 100% tax deductable. Oh, remember, you’re helping a neighbor.
Log onto the Dental Lifeline Network.
http://dentacheques.org/index.php?dcsid=brmh1f6qlaoe7u8jo8vcrmi8m1
Sunday January 15, 2012…………………………………………………………………………………..
30 days until pictures and catchers report to baseball spring training!
30 days until the Boys of Summer are back!
60 days until the Ides of March (et tu Brute?)!
90 days until the tax man! Did you have to send them money? If you did, we need to talk.
Hey, the winter almost over so what’s your plan for 2012?
Log On Now! www.sleepcomplete.com
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future! http://www.dentalwriter.com/
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“Putting Patients Back in the Chair” & “The Moses Patient Appliance”
Cliff’s Notes for January 9, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty”
Winston Churchill
This Week’s Feature on the Cliff’s Notes Channel
Diagnostics – Dentists Save Lives!
We have entered a new world of preventive medicine & dentistry will be the cutting edge.
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- Total Health – Log-On Now!
- Priority #1 – Putting Patients in the Chair!
- Product Review – The Moses Patient Appliance!
- Commentary for Sunday January 9, 2012 – Changing The Culture.
Total Health & Beyond – The Sleep Complete Program…….
Log On Now! www.sleepcomplete.com
15 years ago I told everyone that they would be required to have an amalgam separator and nobody listened until the last minute. 3 years ago I started warning everyone about January 1, 2015 and the need to connect to the National Healthcare Information Infrastructure and computerization, I hope you listened. Now I’m telling you that Sleep medicine will become a major topic over the next 18 months. Medical insurance coding is in place for dentists and the added healthcare services that you can offer will raise your standard of care and look real nice on your bottom line. You need to be informed! Log on NOW, the webinars are FREE!
Priority #1 – Putting Patients in the Chair………………….
“I need more patients” is what I hear in every dental office I walk into. On every DPAT report I run for clients, the re-care issues light up like a neon sign. So, how do we address this? The first thing you need to do is separate your marketing strategies into 2 programs.
The first program should target your current patient base. This is the easiest & least expensive and offers the biggest ROI. Now I know you are collecting patient e-mail addresses & cell phone numbers because that’s the only way you will be able to communicate with them; and you will need to actively communicate. There are a lot of different communication programs on the market. Some are very inexpensive, however the services are limited. You can’t consider these programs as expenses, you need to think about them as investments, and what is the ROI on that investment. The programs that I review have been selected because I believe they are top quality and when used correctly offer the highest rate of return.
Communication with your current patient base: If you’re fortunate enough to have Dentrix Software, there is a module that will automatically send e-mails & Tx’s to your patients. If you don’t have Dentrix, I would recommend a “Demand Force” style program.. These programs remind the patient about appointments and request a response. My dentist uses it. I get reminded via e-mail and my family requested Tx’s. When linked to your website & social networks, your current patient base will respond with better compliance and your schedule will be more consistent.
Your connection to the internet needs to be constant, consistent and complete. That means a website, social network page and reputation monitoring. How often have you Goggled your own name?
Take a look at this video and then call me. The new world is here and it’s not that hard to jump in. 201-321-7494 or cliff.marsh@henryschein.com.
http://www.youtube.com/watch?v=JxM66OTUw8w 2:52 Add to Demandforce D3
Patient Retention: Incentives are a must. You may not believe this, but a visit to the dentist is not high on anyone’s priority list so you need to make it a pleasant experience. This may require an office “culture change” and should not be attempted alone. An independent and objective third party needs to weigh-in. Sometimes you’re just too close to the forest to see the path through the trees. Your “pleasant patient experience” may not be objective.
You need to start with the staff. Marketing 101 “packaging is 95% of the sale”! Spend some money and buy each clinical staff member 5 sets of matching “fashion” scrubs in 5 different colors. Each week day has its color and everyone dresses the same (except the doc and business office staff). This sounds corny, but it reflects a unified team. Name nags are also needed. You will notice that the staff will begin acting more like a team and if they can’t, you made need to change the line-up. Remember, team harmony is important, your patients can sense tension and tension is not good in a dental office.
http://www.youtube.com/watch?v=yd_2_vhPuhI 4:29 Add to – Kerry Straine has been recognized by “Dr. Bicuspid” as one of the top dental practice consultants in the country. If you have any questions about uniting your team and office culture, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com. I can also arrange a 1 hour telephone consult with Kerry with no cost or obligation.
A real nice incentive program is Loyal Patient. Take a look at www.loyalpatient.com and tell them Cliff sent you.
http://www.youtube.com/watch?v=vE3MNju1p6w 2:32 Add to
A dentist is using Loyal Patient™ Rewards (savings on travel, entertainment, and merchandise) to reward patients for good oral health.
The second program is the larger investment, external marketing for new patients (i.e. Demandforce). This requires a lot of work and attention. You need to utilize the standard and new media’s formats. Face Book, Twitter, interactive websites, etc. The idea of this program is to grow the number of patients in the 1st program and realize the higher ROI.
The most important thing to remember is that any program you put in place takes time to work. There are no silver bullets. Please feel free to contact me at any time if you have any questions or concerns.
Product Review – The Moses Patient Appliance……………..
Sleep Medicine can be a life saving function of the dental health professional. You need to look at the new programs so that you are prepared to answer the questions your patients will start asking. If you don’t know the answers, the office down the street will.
This new, innovative device adds another dimension to oral-appliance therapy. Stimulating protrusive tongue reflexes and an open anterior design advances the tongue and enlarges the cross-sectional area of the airway. Combined with mandibular advancement, it becomes the most effective appliance available. Two-part construction allows patients to talk, drink, open wide and close their lips, making this the most comfortable appliance available.
Below are Technical Bulletins that you will find useful when prescribing The Moses appliance. Please click on the links to learn more.
The Moses Appliance is part of Sleep Dynamics. The product has received a top rating from the CRA and the results will soon be published.
“The Implementation of a Sleep Medicine Program”
February 10th & 11th (12th for those who observe) a hands-on session will be held in NYC @ the Marriott Marque.
For more information & free webinar access log on to www.sleepcomplete,com.
Sunday January 9, 2012……………………………….
Nothing is ever routine. Every patient, every exam is unique and special. In 2012 you need to stop being a “Dentist” and start being an “Oral Healthcare Specialist”. Welcome to the new world of medicine and dentistry is on the front line.
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future!
Enjoy the day, your family & the weather,
Cliff
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“Total Health” / “Medelita Fashions” / Easy Eddie did Good!”
Cliff’s Notes for January 1, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“I never had a policy; I have just tried to do my very best each and every day.”
Abraham Lincoln
This Week’s Feature on the Cliff’s Notes Channel
“The Story of Butch O’Hare & The Congressional Medal of Honor”
&
“The Twisted File”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- Total Health – Log-On Now!
- Product Review – Medelita Fashions!
- Commentary for the New Year…Easy Eddie did Good!
Total Health & Beyond – The Sleep Complete Program……………………………………….
Log On Now! www.sleepcomplete.com
Product Review – Medelita Fashions for the Dental Office……………………………………………….
Henry Schein understands that a professional presentation of office personnel is essential in building patient confidence. Pages #931 – #951 of our 2011-2012 catalog features some of the most current & flattering apparel for the fashion conscious healthcare professional. Enjoy the shopping!
Nurse Mates – Jockey – Grey’s Anatomy – NRG – Landau – Fashion Seal – Meta & Denline
And Our Featured Fashion Line – Medelita
Click here for the Store Tour: http://henryschein.medelita.com/index.html
Elsie G. Women’s Lab Coat by Medelita
The most flattering dental lab coat available. OSHA compliant, cuffed sleeves, and an optional closure at the neck. Feminine waist detail, pleated…
Fauchard Men’s Dental Lab Coat by Medelita
Medelita Men’s is proud to introduce a true men’s dental lab coat. Adhering to OSHA policy with rib cuffed sleeves and optional closure to the neck…
Sunday January 1, 2012………………………………………………………………………….
Sometimes you just got to do the right thing. At this time of year I enjoy re-reading to touching stories that have a common interest. Both men did the right thing in a world that had gone wrong. I hope you enjoy.
Story #1
Many years ago, Al Capone virtually owned Chicago. Capone wasn’t famous
for anything heroic. He was notorious for enmeshing the windy city in
everything from bootlegged booze and prostitution to murder.
Capone had a lawyer nicknamed “Easy Eddie.” He was Capone’s lawyer for a
good reason. Eddie was very good! In fact, Eddie’s skill at legal
maneuvering kept Big Al out of jail for a long time.
To show his appreciation, Capone paid him very well. Not only was the
money big, but Eddie got special dividends, as well. For instance, he and his
family occupied a fenced-in mansion with live-in help and all of the
conveniences of the day. The estate was so large that it filled an entire
Chicago City block.
Eddie lived the high life of the Chicago mob and gave little consideration to the atrocity that went on around him. Eddie did have one soft spot, however. He had a son that he loved dearly.
Eddie saw to it that his young son had clothes, cars, and a good
education. Nothing was withheld. Price was no object. And, despite his involvement with organized crime, Eddie even tried to teach him right from wrong. Eddie wanted his son to be a better man than he was.
Yet, with all his wealth and influence, there were two things he couldn’t
give his son; he couldn’t pass on a good name or a good example.
One day, Easy Eddie reached a difficult decision. Easy Eddie wanted to
rectify wrongs he had done.
He decided he would go to the authorities and tell the truth about Al
“Scarface” Capone, clean up his tarnished name, and offer his son some
semblance of integrity. To do this, he would have to testify against The
Mob, and he knew that the cost would be great. So, he testified.
Within the year, Easy Eddie’s life ended in a blaze of gunfire on a lonely
Chicago Street. But in his eyes, he had given his son the greatest gift
he had to offer, at the greatest price he could ever pay. Police removed from his pockets a rosary, a crucifix, a religious medallion, and a poem clipped from a magazine. The poem read.
The clock of life is wound but once, and no man has the power to tell just when the hands will stop, at late or early hour. Now is the only time you own. Live, love, toil with a will. Place no faith in time. For the clock may soon be still.”
STORY NUMBER TWO
World War II produced many heroes. One such man was Lieutenant Commander
Butch O’Hare. He was a fighter pilot assigned to the aircraft carrier Lexington in the
South Pacific.
One day his entire squadron was sent on a mission. After he was airborne,
he looked at his fuel gauge and realized that someone had forgotten to top
off his fuel tank. He would not have enough fuel to complete his mission and get back to his
ship.
His flight leader told him to return to the carrier. Reluctantly, he dropped out of formation and headed back to the fleet.
As he was returning to the mother ship, he saw something that turned his blood cold; a squadron of Japanese aircraft was speeding its way toward
the American fleet.
The American fighters were gone on a sortie, and the fleet was all but defenseless. He couldn’t reach his squadron and bring them back in time to save the fleet. Nor could he warn the fleet of the approaching danger.
There was only one thing to do. He must somehow divert them from the fleet.
Laying aside all thoughts of personal safety, he dove into the formation
of Japanese planes. Wing-mounted 50 caliber’s blazed as he charged in,
attacking one surprised enemy plane and then another. Butch wove in and
out of the now broken formation and fired at as many planes as possible until all his ammunition was finally spent.
Undaunted, he continued the assault. He dove at the planes, trying to clip
a wing or tail in hopes of damaging as many enemy planes as possible, rendering them unfit to fly. Finally, the exasperated Japanese squadron took off in another direction.
Deeply relieved, Butch O’Hare and his tattered fighter limped back to the
carrier.
Upon arrival, he reported in and related the event surrounding his return.
The film from the gun-camera mounted on his plane told the tale. It showed
the extent of Butch’s daring attempt to protect his fleet. He had,
in fact, destroyed five enemy aircraft.
This took place on February 20, 1942 , and for that action Butch became
the Navy’s first Ace of W.W.II, and the first Naval Aviator to win the
Congressional Medal of Honor.
A year later Butch was killed in aerial combat at the age of 29. His home
town would not allow the memory of this WW II hero to fade, and today,
O’Hare Airport in Chicago is named in tribute to the courage of this great man.
So, the next time you find yourself at O’Hare International, give some thought to visiting Butch’s memorial displaying his statue and his Medal of Honor. It’s located between Terminals 1 & 2.
SO WHAT DO THESE TWO STORIES HAVE TO DO WITH EACH OTHER?
Butch O’Hare was Easy Eddie’s Son…….True Story!
From my family to yours, have a warm, safe and peaceful New Year!………………………….
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
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