Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“Attitude is a little thing that makes a big difference.”

Winston Churchill

This Week’s Feature on the Cliff’s Notes Channel

“Watson! Healthcare’s Voice of the Future ”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• Dentrix Office Manager Blog – Tackling Continuing Care!
• Product Review – BruxZir™ Adjustment and Polishing Set for Zirconia
• The Henry Schein Outlet Store – Special of the Week!
• “The Root of It” Commentary – What Does it Feel Like to Save a Person’s Life?
• Attachment – Sleep Medicine, It’s Time to Get on the Train!

Tackling The Continuing Care Problem……………………………………………………..

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson

The Dentrix practice management software has the most powerful Continuing Care system, ensuring that your patients are not falling through those pesky cracks or getting lost in the abyss. Your hygiene department is the lifeblood of the practice; if you don’t have a reliable system for managing when your patients are due for their regular checkups, then your office could be spinning its wheels when it comes to working from accurate lists. I have seen some pretty creative Continuing Care systems out there (and I am not saying that they don’t work), but I always work under the KISS methodology – Keep It Simple, Stupid. My recommendation is to use the Dentrix Continuing Care system the way it is intended to work and it will reward you with accurate and workable lists from which to call.

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/

Product Review –BruxZir for Zirconia!…………………………………………………………………….

BruxZir™ Adjustment and Polishing Set #LS-7579

BruxZir Set #LS-7579 – Order #228-1852 

The exclusive Z-Grit diamond and bonding technology prevents micro-fractures and helps the dentist and lab technician work efficiently with zirconia, ceramic, and all of today’s advanced materials. Its concentric design minimizes vibration for smooth cutting and finishing. Available in (9) friction grip and (5) handpiece shapes. Friction grip shapes are available in 5-packs; handpiece shapes are available individually.

For more information on Zir-Cut Technology, log onto:

http://www.axisdental.com/getdoc/ea6bdb1e-7d5f-4be2-a40b-099001ca2f7a/ZIR-CUT.aspx

The Henry Schein Outlet Store: Special of the Week!………………………………………………….

Outlet Store offers are limited in quantity and only available on a first come-first serve basis. The inventory is very fluid so it pays to check back frequently for new listings.

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/

Whaledent COLTOLUX LED CURING LIGHT

The Coltolux LED from Coltène Whaledent combines a slim curing probe with high output in a cordless lightweight pen-style design. Heat sink technology reduces heat emission and eliminates the need for a fan. The dome-shaped lens minimizes light diffusion, and the LED light output matches the absorption spectrum of camphor quinone photoinitiators. Features include an audible signal every 10 seconds and automatic power-saving sleep mode after 20 seconds.

Product Categories

All products include comprehensive warranties backed by Henry Schein

“The Root of It” Commentary for Sunday May 27, 2012………………………………….

What Does it Feel Like to Save a Person’s Life?

Look back on your practice and ask yourself how many patients have developed life threatening or life ending illnesses? What are the early signs of those illnesses; could it have been high blood pressure or persistent hoarseness or maybe excessive fatigue? Now ask yourself how often the average person visits their medical doctor to explore the cause of these minor everyday abnormalities.

I’ll say it again and keep saying it, DENTISTRY IS THE FOREFRONT OF PREVENTIVE MEDICINE! It’s the tip of the sword and if you want to be considered a modern progressive healthcare professional, you better jump on board the train before it leaves you behind.

I am getting so tired of docs complaining that business is down and people don’t want to come in and have work done. Now, I don’t disagree that money is tight; however, maybe it’s time to start adding procedures that extend beyond the dentist’s traditional role, think logically outside the box. William Arthur Ward once said “The Pessimist complains about the wind, the optimist expects it to change, the realist adjusts the sails”. Maybe it’s time to add some new value to your services. Maybe it’s time to start actively looking for the pre-cursers to cancer, diabetes and heart conditions.

Every day there are real people with husbands, wives, kids, houses and pets that sit in your chair. Their systemic health is your responsibility and their medical insurance is there to help you do it. Utilize the tools!

The following was published just this past week by the University of Wisconsin Madison. Sleep Apnea Associated with Higher Mortality from Cancer – This falls into your world. To read this article log onto:

http://www.med.wisc.edu/news-events/news/sleep-apnea-associated-with-higher-mortality-from-cancer/37687 – your patients will!

For more information on incorporating Oral Systemic Health into your practice and increasing your value of services while raising your standard of care, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Also, open the attachment to this report and get on the train, because the office down the street is already is.

 www.aaosh.org

Today is Sunday, May 27, 2012. This weekend please don’t forget all the men and women that stand on the wall every night while we sleep making sure that no one will harm us. They protect our freedom and liberties while sacrificing so much. When you pass them on the streets, in the Malls and air ports remember to say thank you.

Enjoy your family and please be safe.

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”

Charles Darwin

This Week’s Feature on the Cliff’s Notes Channel

“An Introduction to E4D Cad Cam Dentistry”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• A Formal Response to the American Heart Association’s Statement!
• Product Review – HyFlexCM Multi-Use Rotary Endo File (Free Sample Offer)!
• The Henry Schein Outlet Store – Special of the Week!
• “The Root of It” Commentary – 10 Tips for Building & Managing a Great Staff!
  

AAOSH Response to AHA Scientific Statement………………………………………………

The Relationship between Periodontal Disease and Atherosclerotic Vascular Disease

The medical and dental scientific communities along with their industry stakeholders and the public media at large have been justifiably intrigued for many years by the proposed connections that exist between oral inflammation and the general health of the body. Specific to this interest is the alleged associations between periodontal disease and atherosclerotic vascular disease.

AAOSH is concerned that the headlines, public statements and media reports arising from the American Heart Association’s release of its Scientific Statement concerning the proposed connections between vascular disease and periodontal disease, misstate the actual findings and statements contained within the study itself.

Furthermore, the headlines and news coverage about the Scientific Statement have regrettably added confusion to these understandings within the medical‐dental scientific community, the media and within the public at large. While the actual reviews have not altogether disagreed with the major premise of the study’s conclusions (i.e. that there was no periodontal‐induced causation for vascular disease), many headlines (such as found on the American Dental Association’s newsroom website1) are in our view misleading and potentially damaging, especially with audiences who would miss or disregard the finer points and conclusions of the study itself.

To read the rest of this article, log onto: www.aaosh.org

Dr. Dan Sindelar responds to the AHA statement about Periodontal Disease & Heart Disease. AAOSH.TV - http://aaosh.tv/?p=472

Product Review – HyFlexCM Multi-Use Rotary Endo File!…………………………………………

 When was the last time a manufacturer claimed that a rotary endo file was recommended for multiple use? File separation is mostly caused by metal fatigue and all manufacturers will only state that the instruments are designed for “single use”. Heat sterilization (autoclave) degrades the molecular structure of the metal and greatly reduce the sharpness of all cutting instruments including rotary files. Reduced metal strength and dull cutting edges = separation & aggravation.

Several years ago Coltene Whaledent introduced a Niti files that has controlled memory and is designed to return to its original shape by being heat sterilized. Eventually the file will wear out and that point is identified when it will not straighten out after sterilization. That gives the user the ability to recognize metal fatigue.

Now let’s talk about PRICE! The HyFlexCM is priced to be extremely competitive with Tulsa, Brassler, Sybron, or any brand you may be currently using. Plus, the multi-use ability will reduce your inventory cost. 

To get a free sample (6 Pack – $60.00 Retail Value) of the HyFlexCM so that you can see the difference, log onto: http://www.hyflexcm.com/sample.html

• HyFlex® CM™ NiTi files with Controlled Memory are up to 300% more resistant to cyclical fatigue compared to other NiTi files* which substantially helps reducing the incidence of file separation.

Click here to view the graphic at a larger scale.

• No rebound + Extreme flexibility = Superior canal tracking:

HyFlex® CM™ NiTi files have been manufactured utilizing a unique process that controls the material’s memory, making the files extremely flexible but without the shape memory of other NiTi files. This gives the file the ability to follow the anatomy of the canal very closely, reducing the risk of ledging, transportation or perforation. Click here to view the graphic at a larger scale.

• Regains shape after sterilization = Multi-use:

The shape and strength of files with straightened spirals can be restored during autoclaving and reused. Files not returning to original shape should be discarded.
Click here to view the graphic at a larger scale.

• Use your technique or use ours:

HyFlex® CM™ files can be used with crown-down, step-back or our recommended single length technique. Click here to view our step technique.

For more information or an in-office demonstration, call Cliff @ 201-321-7494 or e-mail cliff.marsh@henryschein.com.

The Henry Schein Outlet Store: Special of the Week!………………………………………………….

Outlet Store offers are limited in quantity and only available on a first come-first serve basis. The inventory is very fluid so it pays to check back frequently for new listings.

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/

 Velscope Vx – Demo Unit #791-0012-D – $1699.00

(Catalog Price $2749.00) 1 Year Warranty.

Product Categories

All products include comprehensive warranties backed by Henry Schein

“The Root of It” Commentary for Sunday May 20, 2012………………………………….

10 Tips for Building & Managing a Great Staff!

If you’ve gotten to the point where you’re hiring employees for your practice, give yourself a pat on the back. Now your challenge is finding the right employee and putting them to work in a way that will help propel your practice’s continued growth. 

1. Train Them

Many dentists have the deluded expectation that a new staff member should show up able to do their job. No matter how competent they are, they will require train up and integration time.

2. Create an Entrance Interview

Created some documents for new staff members to fill out right when they start about how they like to work, be rewarded, have meetings, etc. By having this written down it gives our whole team an understanding of how new team members might fit in and creates a better work culture.

3. Get a Good Project Management System

A Dental office manager can keep the big picture in their head, but staff need to have the details in front of them.

4. Teach Employees to Never Need a Manager

Teach and empower your staff by giving them parameters to help them do their job autonomously. A team member shouldn’t need a script; they must understand what makes a service valuable to a patient, and the many ways to point out those benefits.

5. Set a Quarterly Theme and Vision

The first year in business you may have just did business day to day. Even though you were doing awesome things, sometimes you may have gotten stuck in a groove because you weren’t shooting for a big goal. So start setting a quarterly theme for your practice. The theme goes into everything you do those three months, and everyone is focused on making that goal a reality.

6. Open Door Policy

Employees (especially new ones) are bound to make more mistakes than necessary if they feel they can’t ask you questions or get your feedback. Make sure you are accessible and available as much as possible. Literally, keep your door open to give the impression that anyone can visit to bounce an idea or ask a question of you.

7. Culture Is King

Put your staff first, and they will take better care of your patients. As you are building your team, you must define what the inside of your practice is going to look like. Your internal brand ultimately dictates how the practice is represented on the outside. If you try to design the patient experience first, it will be forced and unnatural. Try to design the employee experience first.

8. Hire for the Ability to Get Stuff Done

A small practice cannot tolerate people who are lazy, procrastinate or are unable to use limited resources to push forward your goals. You need people who can follow-through, find clever solutions and workarounds with a sense of urgency, and can take charge of a problem and drive it to a successful solution.

9. Practice Transparency

Always by honest with your team regarding financials and clients. In this economy, it’s important to be upfront with in every aspect of the business — particularly when you’re first getting started. Young professional staff members enjoy being an integral part of the planning and decision-making process, and it can also help them better understand how you want the practice to run.

10. Encourage Openness and Honesty

You never want your employees to be afraid to tell you the truth. You can encourage openness and honesty by:

• 1 Responding calmly when they tell you something has not gone as you expected
• 2 Talking through a plan for moving forward
• 3) Agreeing on follow up and accountability.

If you have any questions or concerns please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Today is Sunday, May 20, 2012 and it finally stopped raining. Get outside and re-charge your batteries because tomorrow is the first day of the rest of your life. Enjoy your family and please be safe.

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

It’s Mother’s Day!

“As usual, there is a great woman behind every idiot.”

John Lennon

This Week’s Feature on the Cliff’s Notes Channel

“Componeer Direct Composite Veneering System”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• This Week’s Dentrix Office Manager’s Blog – Burn The Calendar!

• Product Review – The SoproLife Diagnostic Tool!

• The Henry Schein Outlet Store – Special of the Week!
• “The Root of It” commentary for Sunday, May 6, 2012.
  

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson…………………………..

Burn The Calendar

Are you someone who has one of those enormous desk calendars where you map out when to send out Continuing Care postcards and to whom they should go? Or do you have that box full of postcards separated by the monthly tabs so you can go quickly and pull out this month’s postcards and send them out to everyone that is scheduled or due? But … now you have to match up the cards to a list to make sure you don’t send a card out to someone who has scheduled his or her appointment since his or her last appointment. This is your system and you have been doing it like this forever, right? You have it mastered, but it is still a chore. 

If you could eliminate this chore from your weekly or monthly routine, you would have more time to spend with patients and more time building relationships by talking to patients about treatment and following up on referrals. This chore can be completely automated with eCentral Communication Manager.

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/ 

Product Review –SoproLife Intraoral Camera & Diagnostic Tool!………………………………

Developed around a ¼’’ CCD and high quality electronics, this highly sophisticated optical unit allows the SOPROLIFE to provide unsurpassed image quality for each mode in white as well as in blue light.

Whatever the selected position, the image becomes rapidly crystal clear thanks to the large depth of field of SOPROLIFE. 

Ergonomics:

SOPROLIFE easily adapts into any dental practice thanks to its versatility, sleek profile, and ease of use. It can be used with a simple monitor or any imaging software.

The blue LED we have selected emits light at 450 nm. This wavelength excites the dentin which, in reaction, reflects a light signal named Fluorescence.

A color dental diagnosis:

The spectrum (color) of the fluorescence signal is green when the dentin is healthy and dark red, when the dentin is infected.

The 3 applications of SOPROLIFE in your dental practice modes are available:

Diagnostic aid mode

Treatment aid mode

Daylight mode (white light)

• Mode I – Healthy tooth: Homogeneous green signal of fluorescence sent by the healthy tooth.

• Mode II – Infected tooth: Red/dark signal of fluorescence sent by the infected tooth.

Click here:

http://www.soprolife.com/dental-imaging/treatment-demonstration.php

For an in-office demonstration, call Cliff @ 201-321-7494 or e-mail cliff.marsh@henryschein.com

The Henry Schein Outlet Store: Special of the Week!………………………………………………..

Outlet Store offers are limited in quantity and only available on a first come-first serve basis. The inventory is very fluid so it pays to check back frequently for new listings.

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/

Product Categories

All products include comprehensive warranties backed by Henry Schein

“The Root of It” Commentary for Sunday May 6, 201……………………………………………….

Lucy Hobbs Taylor  (March 14, 1833 – October 3, 1910) was the first American woman to graduate from dental school (Ohio College of Dental Surgery in 1866). 

Lucy Hobbs was born on March 14, 1833 in Constable, New York. She entered the working world by teaching school for ten years in Michigan. In 1859, she moved to Cincinnati, intending to become a dentist. When she was refused admission to dental school, she began a private program of study with a professor from the Ohio College of Dental Surgery.

By 1900, almost one thousand women had followed Lucy Taylor into dentistry, an increase many attribute largely to her accomplishments.^[5] In 1983, the American Association of Women Dentists honored Taylor by establishing the Lucy Hobbs Taylor Award, which it now presents annually to AAWD members in recognition of professional excellence and achievements in advancing the role of women in dentistry.

Today, there are more women in the dental field than men. The daily routine of a lady dentist is quite different from a man’s. The ergonomic design out a dental operatory and the dental equipment is not formatted for most women. Several companies like Kavo and Pelton & Crane are addressing the issues such as chairs with narrower backs and bases that go lower to the floor.

The problem lies with existing operatories and the fact that most new dentists are women. Docs that are looking to install new equipment need to be aware that the chances are their new associate of doc buying the practice will probably be a woman.

I was introduced the American Association of Women Dentists in 2006. The obstacles that they face are compounded by their role in society that has them be the family caregiver. As practice (business) owners they often struggle win the respect of the patient and staff.

I currently have 22 women clients, and I see the issues they deal with everyday. I suggest that every dentist, male or female, become familiar with the AAWD because women are now over 50% of the practicing dentists in the United States.

http://www.aawd.org/

3:10Watch

Dental Marketing and Business Coach for Women in Dentistry

Today is Sunday, May 13, 2012. Have a wonderful Mother’s Day!

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“The world we have made as a result of the level of thinking we have done thus far creates problems we cannot solve at the same level of thinking at which we created them.”

Albert Einstein

This Week’s Feature on the Cliff’s Notes Channel

“Incorporating Sleep Medicine into Your Practice”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• This Week’s Dentrix Office Manager’s Blog – Even Out Cash Flow!
• Elective Dentistry is Down, It’s Time to Think Outside the Box!
• Product Review – The WatchPat!
• The Henry Schein Outlet Store – Special of the Week!
• “The Root of It” commentary for Sunday, May 6, 2012.
  

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson…………………………..

Even Out Cash Flow

Do you dread the day that you have to run statements? The mountain of paper that sits on your desk for 3-4 days while you sort through it, piece by piece, writing personalized messages or stamping a page with color-coded stickers to draw attention to the fact that the balance is past due. On top of that, the entire following week is spent fielding phone calls from patients with questions about their bills. Sound familiar? What if you could do away with this archaic routine? Well, listen closely … because I am about to tell you how.

For several years now, I have been doing statement runs every 2-3 days. Yes, you heard it right . . . every 2-3 days. Why? It has made life at the dental office so much better. Running statements every 2-3 days does multiple things.

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/ 

Elective Dentistry is Down, It’s Time to Think Outside the Box!..…………………………

Elective dentistry is down and that is probably an understatement, so what do you do to replace the lost revenue? Everyone is still pushing teeth whitening, Invisiline and all of the other “extras” that supported the practice income over the past few years.  More offices are utilizing Group-On as well as other discount mediums but let’s face it, they don’t bring in quality patients and they don’t add to the bottom line. 

The only way to increase your revenue is to put patients in the chair and offer something that you never offered before. New procedures are always a good start. Ok, you hate doing endo but maybe if it a simple job you shouldn’t automatically send it out. Maybe you should look at your coding procedure, especially if you work with insurance. Or, maybe you should work on giving the patient a reason to come in every 4-6 months and the reason may not be dental care.

Stop thinking about yourself as a dentist and start thinking like the physician that you are. You specialize in oral health just like a cardiologist specializes in heart health; there is no difference in the importance. In fact, you almost always see the patient first and have the ability to always be pro-active instead of re-active.

By promoting and practicing overall systemic health, you will greatly increase the value of your services and the patient’s medical insurance may cover necessary tests. As an example, dentists that perform home tests for sleep apnea provide an incredible service due to the fact that people don’t want to go to sleep centers and all you hear in the news is how important it is to sleep. A home sleep test administered by a dental office cost nothing up front and nets over $1000.00 for 30 minutes of chair time. 70% of the adult population has sleeping disorders so do the math. Plus, re-testing is almost always necessary.

I have a great questionnaire that will help you ask questions and begin discussions about overall health in a format that the patient will respond to. Hey, they never miss an appointment with their medical doctor do they? Start thinking outside the box, you will become your patient’s #1 healthcare confidant and go far beyond just replacing that lost (elective) income.

To get a copy of the questionnaire, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Product Review – Dentistry & The WatchPat!…………………………………………………………..

The Henry Schein Outlet Store: Special of the Week!……………………..

Outlet Store offers are limited in quantity and only available on a first come-first serve basis. The inventory is very fluid so it pays to check back frequently for new listings.

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/

Comfortdrive Operatory Package (w/3 Attachments) Overstock #628-0278 – $3739.00

Click on any category to view Outlet Store current inventory

Product Categories

All products include comprehensive warranties backed by Henry Schein

“The Root of It” Commentary for Sunday May 6, 2012 ……………

 This week’s Cliff’s Notes is dedicated to “Total Health” and Dental Sleep medicine. It is the easiest and most effective systemic health solution you can bring to your patients. With regards to office production, you can generate $1000.00 of net profit in 30 minutes (approx) chair time. This is the future of dentistry and every day you wait will be lost “quality of life” for your patients and lost revenue for your practice. 

Call me today for more information @ 201-321-7494.

Today is Sunday, May 6^th. Enjoy the day and please be safe, there are a lot of people that need you.

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.”

Steve Jobs

This Week’s Feature on the Cliff’s Notes Channel

“Quick Up – by VOCO America, for Denture Implant Attachments”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• This Week’s Dentrix Office Manager’s Blog –Are You HIPAA Compliant
• Why Do People Go To The Dentist, or Why Don’t They?
• Product Review – Magic FoamCord, A Breakthrough in Retraction!
• The Henry Schein Outlet Store – Special of the Week!
• “The Root of It” commentary for Sunday, April 20, 2012.
  

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson…………………………

HIPAA Security Rule . . . are you compliant?

It has been 7 years since the HIPAA Security Rule became effective on April 21, 2005. With the explosion of electronic health records and the implementation of electronic services, this is a need-to-know topic for all dental practices. I hope this post will help you know where to find information and resources to help your office comply with this not-so-new rule. The Security Rule applies only to electronic PHI (Protected Health Information) and requires that dental practices that store health information maintain its confidentiality, integrity, and accessibility.

·         Confidentiality – means the information is available or disclosed to people or entities authorized to receive it.  

·         Integrity – means the patient’s PHI has not been altered or destroyed without proper authorization.  

·         Accessibility – means that the patient information is retrievable under any circumstance.

One major goal of the HIPAA Security Rule is to allow your dental practice the freedom to implement new technology, improve the quality of patient care, and help make your systems more efficient while still maintaining the security and privacy of your patient’s health information. The Security Rule is designed to be flexible and customizable (depending on the size of your practice) so you can implement policies, procedures, and technologies that fit your office structure. There is no right or wrong way to do things; you just need to have a plan in place and have it documented

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/ 

Why Do People Go to the Dentist; or Why Don’t They?..…………………………………..

We all know why people need to go to the dentist on a regular basis so maybe it’s time to sit on the other side of the table and understand why they don’t. Every dentist I speak with asks the same question “they have insurance & it costs nothing, why don’t they come in”. Well, maybe it’s the culture that the dental industry has pushed for so many years especially during the economic boom of the last 20 years that has now come back to earth.

Dr. William Mayo, co-founder of the Mayo Clinic once said “The aim of medicine is to prevent disease and prolong life; the ideal of medicine is to eliminate the need of a physician”. With dentists being taught to push cosmetics, implants and orthodontia by industry experts to increase revenue, we may have forgotten about good medicine and what it encompasses. It’s all about the patient!

I am going to try to explain that last statement with a personal experience. A number of years ago I changed dentists. It wasn’t because they were not providing quality care but every time I or a member of my family sat in the chair we were subjected to a “sales pitch” about elective procedures. I guess they forgot who I was and my understanding of their world. I felt that the focus wasn’t on my overall health, family, or financial concerns and it made for an uncomfortable situation. As another example, a close friend went to a local dentist to have a discolored composite on an upper central replaced. She had no other issues with oral health but was subjected to the presentation of a $5,000.00 cosmetic treatment plan. She explained that at the time she had 2 kids in school and couldn’t budget it. The office attitude towards her changed, she felt awkward and she never went back. That office lost a first time patient and the potential of treating a family.

Now it’s time to think about yourself and how you relate to your outside associations. Put yourself in the “consumer” chair. You need to be more than a dentist. Your patients need to see you as a confidante that is concerned about their overall systemic health including their stress and personal concerns. Clinical dentistry is important and treatment plans need to address all aspects of the patients life. You need to address priorities and make the patient comfortable with your plan on improving their family’s health. If little 13 year old Johnny has issues that are more of a priority than Mom’s, you need to address that because it is a “family priority”. Now you are creating a true family practice and the rewards will translate into referrals and practice growth.

Learn how to feel the patient’s concerns and they will enjoy coming to see you twice a year for their exams and conversations. Work with them and they will work with you. Become a true healthcare mentor and confidante.

I can go on forever on this “practice building” topic so for a more detailed discussion please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Product Review – Magic FoamCord, A Breakthrough in Retraction!………………………….

Don’t you hate packing cord? Try Magic FoamCord^®

Magic FoamCord is a new non-hemostatic gingival retraction system by Coltène/Whaledent. Magic FoamCord is reportedly the first expanding vinyl polysiloxane material designed for retraction of the gingival sulcus without the potentially traumatic and time-consuming packing of retraction cord. Magic FoamCord material is syringed around the crown preparation margins and a cap (Comprecap) is placed to reportedly maintain pressure. After five minutes, the cap and foam are removed and the tooth is ready for the final impression. 

Introductory Kit: Order #547-5073
Click here to see our Multimedia module of Magic FoamCord:

http://www.dentrek.com/class/FlashClass/DTST/MagicFoamCord_EU/TrekGray_Control.swf

The Henry Schein Outlet Store: Special of the Week!…………………………………………………

Outlet Store offers are limited in quantity and only available on a first come-first serve basis. The inventory is very fluid so it pays to check back frequently for new listings.

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/ 

Cavitron Plus Silver Package (Dentsply) Overstock #167-0106-N – $2499.00

Product Categories

All products include comprehensive warranties backed by Henry Schein

“The Root of It” Commentary for Sunday April 29, 2012 ………………………………..

Are you practicing “Total Health”? Probably not, most dentists don’t understand the concept. Maybe “not understanding” is the wrong choice of words, perhaps “implementation” is better. 

The average patient doesn’t know if you are a good dentist or a bad one, they only know if they like you and trust you. What makes you different from the dental office down the street? It’s the patient experience. Thinking outside the box and becoming your patient’s trusted healthcare care advisor will make you stand out from the pack. Ask questions and get involved because it is all about Total Health Beyond the Mouth!

Today is Sunday, April 29^th. Enjoy the day and please be safe, there are a lot of people that need you.

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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’ve always believed that a lot of the trouble in the world would disappear if we were talking to each other instead of about each other”

Ronald Reagan

This Week’s Feature on the Cliff’s Notes Channel

“Biodentine – Dentin In A Capsule”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• This Week’s Dentrix Office Manager’s Blog –Refine & Improve Your Reports!
• Infection Control – Handpieces & Your Investment!
• Product Review – Luxatemp Ultra & Cyrano The American Eagle!
• The Henry Schein Outlet Store – Special of the Week!

* The Root of It” commentary for Sunday, April 20, 2012.

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson………………………………………………

Redefine and Improve your Reports

If you know how Billing Types are used in your Dentrix software, please raise your hand. Okay, I see a few hands out there, but not many. Billing types are typically defined at the initial training session during the practice setup; however, I would like all of you to re-evaluate your billing types and see if they are working effectively for you.

First of all, what is a Billing Type? A Billing Type is used to define a group of patient accounts for billing purposes, filtering of reports, and categorizing patient accounts. Most offices I encounter have either left the Billing Types as the Dentrix default or maybe added one or two, but never truly understood how they could help the practice. I believe this simple little tool can reshape and improve your accounting and reporting at your office.

What are some examples of how Billing Types are used?

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/ 

Sterilization of Dental handpieces!..……………….…………………………………………………………………….

Let’s review how to care for your investment in handpieces. Regardless of what brand you use, your handpieces are the most commonly used and abused pieces of equipment in your office. However, you can’t do dentistry without them. 

Repairs are the expenses that drive you nuts! However, you need to remember that you don’t have expenses in business, you only have investments. The ROI of that investment is what off-sets your overhead cost. That means that quality will, more often than not, give you a better return.

All handpieces are made of Stainless Steel, Brass/SS combinations or Titanium. Titanium is the best; however the cost scares people away. Brass heads will not corrode but brass is a soft metal and if the handpiece is dropped, the head could dent causing failure. Stainless Steel is just that, it stains less! There are many different qualities of Stainless Steel and that usually determines the price of the unit.

Now that we determined that you get what you pay for, the sterilization process is the same for all of them. I have searched the internet and found multiple methods but it does appear that the authors all have their own agendas and no one focuses on the dos and don’ts.

1. DON’T use any disinfectants of any kind. Disinfectants will deteriorate the rubber “O” rings in the handpiece head and may cause separation of the fiber optic elements and fogging of fiber optic glass rods.
2. DON’T keep the handpiece in the room when spraying or wiping countertops or equipment with disinfectants. The vapor will tend to settle on the handpiece and cause pre-mature breakdown.
3. DO Scrub the handpiece in a sink with normal tap water. Think about it, it is made to get wet. Don’t use distilled water, that’s a whole other discussion.
4. DO use a spray cleaner/lubricant immediately after cleaning. The spray will clean out any debris in the turbine and the lubricant will coat the turbine and rubber “O” rings protecting them against damage from the sterilizer. Lube free turbines still need to be spray cleaned, however, if you use a lubricant/cleaner you will need to continue to lube the handpiece. Dental Ez has a product called “Junk-Out” that cleans lube-free turbines (order #808-7650). Lube-free turbines are not maintenance-free, they need to be cleaned & purged. The lubricant/cleaner I recommend is Euro Lube (order #100-4976) but you will need a reusable spray cap that fits your handpiece design.
5. DO purge excess lubricant from the handpiece before placing it in a sterilization bag. Purging should be done by using a “purge station” and not your dental unit. Expelled excess lubricant will damage your handpiece tubing.
6. DON’T use flash sterilization. The rapid heat induced expansion of the metal will reduce the turbines life. If you need your handpieces turned around that fast, buy more handpieces.

Maintaining your handpiece inventory according to the manufacturer’s instructions will reduce down time and increase the ROI on your investment.

Finally, use authorized repair centers! Authorized repair facilities use quality replacement parts and will restore the handpiece to manufacturer specifications. As the old saying goes “you get what you pay for”. Most break-down is due to the ball bearings and the stainless steel race in the turbine. Quality replacement parts will last longer.

For in-office instruction and review of handpiece protocol or repair suggestions, please contact me at any time @ 201-321-7494 or cliff.marsh@henryschin.com.

Product Review – Luxatemp Ultra & Cyrano The American Bald Eagle!………………………………..

A World’s first: Cyrano the bald eagle after his shattered beak was repaired with Luxatemp. 

This is one patient you wouldn’t expect to find flicking through magazines in your waiting room. Excuse me, in your reception room, because your patients don’t wait. Anyway, Cyrano the bald eagle was found with a large chunk from the top half of his beak missing and is the first bird to have it fixed using a dental material. In the first operation of its kind, after consulting with DMG America, a dentist applied Luxatemp, normally used on human teeth, to repair the eagle’s beak. Although the author is not familiar with dental materials or terminology, I find it amazing at the versatility of the product.
Read more: http://www.dailymail.co.uk/news/article-1251420/Bald-eagle-Cyrano-shattered-beak-repaired-using-human-filling.html

Incorporating proprietary nano technology, new Luxatemp Ultra continues the Luxatemp tradition of leading the dental industry’s provisional category.

Stronger and more durable than ever.

A  recent major university study found that Luxatemp Ultra surpasses all leading provisional materials in flexural strength – the key to provisional stability and long-term durability, especially with multi-unit temporaries.  In addition, Luxatemp Ultra delivers improved initial hardness and superior break resistance.

Incorporating proprietary nano technology, new Luxatemp Ultra continues the Luxatemp tradition of leading the dental industry’s provisional category.

Stronger and more durable than ever.

A  recent major university study found that Luxatemp Ultra surpasses all leading provisional materials in flexural strength – the key to provisional stability and long-term durability, especially with multi-unit temporaries.  In addition, Luxatemp Ultra delivers improved initial hardness and superior break resistance.

Luxatemp Ultra advances the Luxatemp provisional material line, providing enhanced strength. It is a self-cured composite for the fabrication of temporary crowns and bridges, inlays, onlays and veneers. Luxatemp Ultra is also indicated for the fabrication of long-term temporaries. The two-component material is based on multifunctional methacrylates and is automatically mixed. Luxatemp Ultra is fluorescent and is available in shades A1, A2, A3, A3.5, B1, and BL. It is available in 76 g automix cartridges with 15 mixing tips and 15-g Smartmix syringes with 10 mixing tips.  Luxatemp Ultra automix was evaluated by 26 consultants in 586 uses. It received a 91% clinical rating.

Product Features:

Luxatemp Ultra provides provisional restorations with very good esthetics and excellent polishability. The material dispenses smoothly from the cartridge into the clinician’s matrix of choice. Working time is adequate, even for multiple-unit cases, and setting time in the mouth is quick enough to allow removal after about 1.5 minutes. Upon removal, some sticky residue usually has to be cleaned from the adjacent teeth. Bubbles in the material and voids in the temporaries are minimal, with repair easily accomplished with flowable composite. Consultants noted that the enhanced strength was not relevant for the majority of their needs. They did note that the set material was very hard and sometimes brittle in thin areas. Forty-two percent of consultants reported that Luxatemp Ultra was better than their current provisional material and 46% reported it was equivalent.

Clinical Tips

• Store in a dry place at room temperature.
• Insert Luxatemp Ultra over the prepared teeth within 45 seconds after start of mixing. Remove the temporary from the mouth during the elastic phase, 1:30-2:30 minutes after start of mixing.
• After about 5 minutes from the start of mixing, the temporary can be finished.

For more information log onto:

http://www.dmg-america.com/catalog/provisional-materials/luxatemp-ultra

The Henry Schein Outlet Store: Special of the Week!……………………………………………………………..

Product Categories

All products include comprehensive warranties backed by Henry Schein 

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/

“The Root of It” Commentary for Sunday April 22, 2012 ………………………………………………………

The dentist is the engine that moves the practice, but all engines need fuel and the fuel is your staff! No marketing program or enhanced standard of care can be successful without your team being fully involved. If you are planning on implementing new procedures make sure to include your team. Team harmony can make or break a dental practice. Your staff is part of the solution, not the problem. 

Please feel free to contact me at any time with regard to employee management and team harmony. My success directly depends on yours and I enjoy being part of your team.

Today is Sunday, April 22^nd and we are in for a nasty couple of days with wind and rain. Please stay safe and enjoy your family. Life goes by too fast so don’t miss any of it!

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

Cliff’s Notes for April 15, 2012

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“Trust men and they will be true to you; treat them greatly and they will show themselves great.”

Ralph Waldo Emerson

This Week’s Feature on the Cliff’s Notes Channel

“OptraDam Anatomically Shaped Rubber Dam”

By Ivoclar Vivadent

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• The Dentrix Dentist Blog – Dentrix Mobile & Team Smile!
• Employees & the Social Network & The Hiring Solution!
• The Henry Schein Outlet Store – Reconditioned – Demo’s & Overstock!
• Product Review – Impression Cartridge Transfer Connectors!
• Commentary for Sunday, April 15, 2012 – Tapping your Sleeping Assets!
  

Dentrix Mobile: by Dr. Bill Busch……………………………………………………………………………………………

I first heard Dr. Busch (Dr. Bill as he likes to be called) speak at the Henry Schein 2010 National Meeting in Washington DC. He is a co-founder of Team Smile, an organization that works with professional sports teams and Henry Schein Cares to provide free dentistry to under privileged children. Please view the video at the end of this section and log onto their website.

The Dentrix Dentist Blog:

I recently upgraded my phone to the 4G Droid Razor.  I thought that I would not see much of an improvement in speed.  Boy was I wrong.  This is smokin fast, not as fast a G5 for Dentrix though; just kidding they are about the same.  Combine the 4G service with the Dentrix Mobile Solution available free from Dentrix when your on a service contract. Dentrix Mobile.

The Dentrix mobile is optimized for the i-pad and the Motorola Xoom (I use the Xoom).  I bought a car attachment for the Xoom and I have it right next to me if I need to check my schedule, call a patient, add a note to the patient’s appointment, check the patient’s prescriptions etc.  Using the tablet is nicer because you can see the whole appointment book and it is easier to see.
The way to save money if you have Verizon or any of the other carriers is to sign up for the wireless Hotspot that most all 4G phones offer.  It is a service that costs me $20/month extra on my phone bill but once I get in the car with my phone; my tablet connects to it automatically so they share the web connection.  This way you don’t have to pay a monthly fee for your phone and your tablet.  You can connect up to 5 devices to it anytime you’re out.  So I guess you could share with your family when you’re on vacation and so forth.
If you want to hear an informative broadcast on what 4G really is listen to this NPR broadcast: Log onto What does 4G really mean anyway?

For more information, Log onto Dr. Busch’s blog site:

http://thedentrixdentist.blogspot.com/2011/01/welcome-to-dr-bill-buschs-blog.html

2012 archive for April 7, 2012

Please Log onto – Team Smile: http://teamsmile.org/

TeamSmile is the nation’s premier advocacy group that partners oral health professionals with professional athletic organizations to provide life-changing dental care to underserved children in our communities. By partnering with professional sports organizations, we create an experience that develops bonds between children’s organizations, oral health professionals, surrounding communities, and the athletes that solidify the message that oral health care is vitally important to long-term health. Through this experience, children receive free oral health education, screening, treatment, and are taught that the mouth and body are linked for overall health.

1:33Watch  

video lang: en

Henry Schein and Team Smile

5th annual Henry Schein Team Smile event in Fresno California. Over 240 children received free dentistry thanks to volunteer dentists and their teams. 

Employees and the Social Network! ……………………………………………………………………………………….

Several lawmakers have drafted legislation to ban the practice by employers of asking current and prospective employees for access to their social media accounts claiming it is an unlawful invasion of privacy. It also violates Facebook’s terms of use and, as I regularly tell audiences, can potentially expose the employer to unanticipated legal liability depending on the protected characteristic information contained on the sites.
The best advice? Accessing a current or prospective employee’s social media site by a decision maker is a bad idea. It might have limited applications in instances when an employer is alerted to a potential issue, but beyond that, the dangers and risks far outweigh any potential benefits. 
To learn more about how best to avoid employee claims, log onto: www.employeerelationssolutions.net/blog or contact:

Matthew R. Grabell, Esq. CEO Employee Relations Solutions @ 201-488-6438 or e-mail mgrabell@employeerelationssolutions.net.

“Tell him Cliff sent you!”

7:32Watch  

Henry Schein Dental Hiring Solution – Overview

The Henry Schein Outlet Store………………………………………………………………………………………………

Did you ever wonder what happens to un-wanted products that find their way back to Henry Schein? The Outlet Center offers a reliable source for Overstocked, Demo Model and Reconditioned Dental and Medical Equipment at incredible savings. The inventory and quantities are very fluid so it pays to check back often.

Special of the Week

Product Categories

All products include comprehensive warranties backed by Henry Schein

Log onto: http://www.henryschein.com/us-en/sites/outletcenter/

Product Review – Impression Cartridge Transfer Connectors………………………………………………

The Root of It “Commentary for Sunday April 15, 2012…………………………………………………………

Tapping Your Hidden Asset!

I recently had a conversation with one of my clients about the problems they are having in growing the practice. As I often do, I want to share some of the questions and an obvious solution that most dentists don’t fully understand.

The question was a common one, why is it so much more difficult to grow the practice now than it was 10 years ago? Well, the first answer is always the same, “the economy”. The second answer is also the same, “the economy”. The third answer is also the same, “I don’t know”!

Maybe the answer is right in front of you? Maybe it’s your staff? Maybe you’re not utilizing leadership skills or “leading by example”. Maybe it’s time to start to start looking at your staff as being part of the solution and not the problem.

Leadership is all about getting people to follow your protocol with enthusiasm. You need to motivate and incentivize. It’s not about clinical abilities, your staff creates the “patient experience” and that is something you can’t do. If the patient feels comfortable they trust your skills.

To discuss staff problems can be difficult because it involves taking a good look at yourself and your staff from the outside. For a more detailed and confidential discussion please feel free to contact me at any time @ 201-321-7494 or e-mail cliff.marsh@henryschein.com.

Making the call is the hardest part…..

Note: April 17^th is tax day. If you have to pay, you probably did something wrong.

Today is Sunday, April 15^th. Take time to enjoy your family and the day. Tomorrow is the first day of the rest of your life!

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“Leadership is the art of getting someone else to do something you want done

because they want to do it.”

Dwight D. Eisenhower

 This Week’s Feature on the Cliff’s Notes Channel

“Inventory Control is Practice Management – Organization from Zirc Dental”

+

Over 100 Dental Videos

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

* This Week’s Dentrix Office Manager’s Blog – HIPAA 5010 & Your Practice!

* Is Business Down? It’s Your Own Fault!

• Product Review – ExciTE F and The VivaPen Dispensing System!
• “The Root of It” commentary for Sunday, April 8, 2012.
  

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson………………………………………………………

HIPAA 5010 . . . How it Affects Your Practice

Last Friday, I was teaching my first Insight Seminar for the 2012 season and, to my surprise, very few attendees knew what HIPAA 5010 was or what they needed to do be compliant. With this new discovery of how little people know about how HIPAA 5010 will affect their dental practice, I thought this would be good information to share on my blog. What is HIPAA 5010 anyway?

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/ 

Is Business Down? It’s Your Own Fault!..……………………………………………………………………………….

Everywhere I go I hear the same complaints “patient cancellations & business is down”. Well, the truth is that the economy is not getting much better and won’t for some time. People have less disposable income and elective dental procedures are way down. So, what are you doing about it? Most offices are blaming someone else like the president, the congress, the oil companies and whoever else that can to justify the reduced revenue. The truth is, the problem is you!

There comes a time when we need to look at ourselves and regain focus or go back to school. Too many times we try and fail and are afraid to try again. There was a story that I read when I was young (many moons ago) and I tried to live by it all my life. It’s about not giving up. Some of you may remember it; it was taken, almost exactly, from a poem by Steven Crane.

“A man saw a ball of gold in the sky; He ran home and got a latter and climbed up to get it, and eventually he reached it – alas, it was a ball of clay.

When he climbed back down the latter he looked up and there was another ball of gold in the sky. So, he climbed back up the latter and again it was a ball of clay.

He climbed down latter tired from the fruitless effort and when he looked up there was another ball of gold in the sky. This time he laughed and went on his way.

This time it was a ball of gold! Aye, by the heavens, it was a ball of gold.”

You need to implement new procedures and begin managing your business to meet the changing times. As an example, you may hate doing endo, but 1 endo procedure a week will NET you $20k/year. Take a look at your insurance coding. Don’t assume that your staff knows how to do it correctly, it’s your responsibility. How do your patients view their experience when sitting in the chair? It’s all your responsibility, your name is on the sign and there is no one to blame but yourself. Sometimes you need to have an independent party to look at your business from the outside with a by-partisan view of personal and operational systems. You want someone that will tell you what you don’t want to hear so you can address deficiencies and make informed decisions.

Seal the leaks in the boat and you will sail swift and smooth, but it won’t happen unless you take control. Those of you who I have spent time speaking with may be familiar with something my father once told me “trust in two people, God and yourself and watch God, because he likes to play tricks. And, if it weren’t for the aches & pains, we wouldn’t know we’re alive”.

For more information or if you have questions or concerns, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Product Review – ExciTE F in the VivaPen by Ivoclar Vivadent……………………………………………………..

ExciTE is a tried-and-tested, light-curing single-component adhesive, which is used in conjunction with the total-etch technique. ExciTE can be used for direct restorative treatment procedures (composites, compomers), as well as for the adhesive light-curing cementation of indirect restorations (all-ceramics, composites).

ExciTE F is available in the unique VivaPen delivery form

The pen allows the adhesive to be applied directly to the restoration in a time-saving and economical manner. The specially designed VivaPen brush cannula facilitates access to all tooth surfaces.

Easy and time-saving direct application

The exceptional pen-shaped VivaPen delivery form enables easy and clean direct application of ExciTE in the mouth of the patient. The VivaPen is comfortable to operate with the click mechanism on the side of the pen. If additional adhesive is required, another click is enough to dispense more material. Due to the exchangeable brush cannulas, the VivaPen can be used several times.

Exact dosing saves material

The VivaPen allows dental professionals to dispense the exact amount of material required. The specially designed VivaPen brush cannula features the least possible dead volume minimizing waste and saving material. One VivaPen is enough for 80 to 100 applications.

A single layer of ExciTE F is enough to establish a long-lasting bond to the tooth structure.

Control of the remaining amount of material is in the handle.

Acetone-free chemistry

ExciTE F contains ethanol as solvent, which allows the adhesive to be stored for longer periods of time, without affecting its quality or bonding results.

Reduced postoperative sensitivity

Fluoride release during the first few days after the restoration has been placed may help prevent postoperative sensitivities.

ExciTE F contains extremely fine fillers (nano fillers). Therefore, it is easy to distribute on the cavity surface in an even layer. In addition, a glossy layer becomes visible on the surface during application, which allows the uniform coverage of dentin and enamel areas to be visually checked.

Versatile system

Provided that it is previously light-cured, ExciTE F can also be used to place indirect restorations. Its low film thickness allows ample room for the cement utilized in luting procedures.

For more information log onto;

http://www.ivoclarvivadent.us/en-us/products/products/adhesives/

“The Root of It” Commentary for Sunday April 8, 2012 ……………………………………………………………..

There is Gold in the Hills. It’s time to turn your scrap metal into cash! Cliff’s Notes GAURANTIES through Henry Schein & Argen Refineries more return (as much as double) than any source you have used in the past. A complete assay report is provided and if you are not satisfied, the metal will be returned. For more details or a free pick-up, call Cliff @ 201-321-7494 or e-mail cliff.marsh@henryschein.com.

For those of you celebrating, enjoy your family and friends and be safe. It’s a time to remember the important things in our lives.

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

liff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

April Fools!

“Forgive, O Lord, my little jokes on Thee, And I’ll forgive Thy great big one on me.”

Robert Frost

This Week’s Feature on the Cliff’s Notes Channel

New form 3M “RelyX Ultimate”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• This Week’s Dentrix Office Manager’s Blog – Insurance Claims Getting Denied?
• Reduce Overhead with JIT Inventory Management!
• Product Review – Icon, The Affordable Smile by DMG America!
• “The Root of It” commentary for Sunday, April 1, 2012

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson…………………………………………………………

Insurance Claims Denied…Again!!….by Dayna Johnson, February 8, 2012

I don’t know about other areas of the country, but in my neck of the woods I’m hearing from offices that insurance companies are denying their claims in record numbers. Even in my own office, where we typically have only $1,500 to $3,000 in outstanding claims over 30 days, that number has climbed to more than $5,000. And there doesn’t seem to be any pattern to follow, where we could nip it in the bud with one quick fix. What I can say is that the issues I’m seeing are not being picked up with the eClaims triggers, so we as office managers and financial coordinators must troubleshoot the problems and fix them on our own. Let’s take a look at where some of the problems arise, and I will give you some suggestions on how to create a better insurance claim.

To read the rest of this blog, log onto:  http://thedentrixofficemanager.blogspot.com/  February 8, 2012 posting.

Reduce Overhead with JIT!..…………………..……………………………………………………………………………………….

JIT, or just in time, inventory is a inventory management strategy that is aimed at monitoring the inventory process in such a manner as to minimize the costs associated with inventory control and maintenance. To a great degree, a just-in-time inventory process relies on the efficient monitoring of the usage of materials in the production of goods and ordering replacement goods that arrive shortly before they are needed. This simple strategy helps to prevent incurring the costs associated with carrying large inventories of raw materials at any given point in time.

A just in time inventory management process involves understanding how much of a given item is needed to maintain production while more of the same item is ordered. This involves two key factors. First, it is necessary to know how long it will take for the item to be shipped from the supplier and arrive at the manufacturing facility. Second, the anticipated life or usage of the item must be determined. By knowing these two pieces of information, it is possible to establish procedures that allow the item to be reordered just in time to arrive and replace a worn item, without having the replacement set in storage for an extended period of time.

My solution for my clients is the Aruba Inventory Management System. I prefer it over the web based systems because of its ease of use and small learning curve for staff members. As a Windows®-based hardware and software solution, Aruba® eZ transmits your orders over the internet or using a regular phone line.

Although the system uses your on-line connection, it will not allow access to any other programs or internet surfing. Purchase history, order quantities & dates are readily available so needed quantities can be easily forecasted. Aruba also provides access to all national manufacturer free goods and rebate promotions as well as notification of HS special offers. Through the redemption reports, all free goods and rebates are recorded automatically and proof of purchase forms can be printed so original invoices need not be retained or copied.

The most important aspect of Aruba is that if that if orders are entered by 3:00 in the afternoon, they will be delivered by UPS the next day, JUST-IN-TIME.

The Aruba eZ Inventory Management Program is free of charge. For more information or a demonstration, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Additional features:

• Easy-to-use searching.
• Custom shopping lists for faster ordering.
• Order directly from your purchase history.
• Bar code compatibility for error-free ordering.
• Free custom bar code package available directly for your account.

The most important ingredient for a successful JIT inventory management system is fast “next day” delivery and 99%+ fill rates (no back orders) from your vendor partners.

Product Review – Icon by DMG The Affordable Smile!……………………………………………………………………

At a recent meeting of the Hudson County Dental Society, Wayne Flavin the Director of Scientific Affairs for DMG America, did a clinical presentation on Icon, a carries infiltration product. Unlike other products that “re-calcify” enamel, Icon infiltrates the tooth structure and eliminates incipient decay without drilling. Being as this unique as this product is and considering the amount of research and clinical studies available, I was amazed that so many dentists were not aware of it value to patients with regard to cosmetics and cost.

DMG America has introduced an entirely new, revolutionary approach to treating incipient caries—Icon, a caries infiltrant. Until now, dental professionals had only two options for treating caries: fluoride and other remineralization therapies, if caries were not too advanced; or the “wait and see” until it was time to “drill and fill” approach. Caries infiltration is a major breakthrough in micro-invasive technology that fills, reinforces, and stabilizes demineralized enamel without drilling or sacrificing healthy tooth structure.

Icon represents a new category of dental products, It is the first product to bridge the gap between prevention (fluoride therapy) and caries restoration. Icon’s micro-invasive infiltration technology can be used to treat smooth surface and proximal carious lesions up to the first third of dentin (D-1). In just one patient visit, Icon can arrest the progression of early enamel lesions and remove white spot lesions.”

When a dentist discovers incipient caries that are beyond preventive therapies though too early for restorative treatment, Icon offers a simple alternative to the “wait and see” approach. With Icon, the dentist can offer immediate treatment without unnecessary loss of healthy tooth structure. Icon prevents lesion progression and increases life expectancy for the tooth. Icon also provides a highly esthetic alternative to microabrasion and other restorative treatments for cariogenic white spot lesions. White spot lesions infiltrated by Icon take on the appearance of the surrounding healthy enamel.

“The Icon infiltration system is simple and user friendly,” Haberstumpf says. “Total treatment time is about 15 minutes, so it saves patients time and frees up additional chair time.”

After isolating the tooth with a rubber dam and placing wedges to separate the teeth, the tooth surface is prepared with a 15% HCL gel to open the pore system of the lesion body. Next, the surface is rinsed, dried with ethanol, and further dried with air. The Icon Infiltrant resin, which has a high penetration coefficient, is applied onto the lesion, excess material is removed, and the material is light cured. The manufacturer recommends applying a second layer of the infiltrant, followed by additional light curing.

For complete information, detailed product descriptions and treatment steps, a training video, and an overview of the 12 international studies currently being conducted with Icon, visit the Drilling No Thanks! website at www.drilling-no-thanks.com. The Icon kits provide everything necessary for treatment except the rubber dam, including specially designed dental wedges, patented perforated applicator tips for the materials, individual syringes filled with Icon-Etch, Icon-Dry (ethanol), Icon-Infiltrant, and both written and diagrammatic instructions. All syringes come in a special screw-type applicator to ensure the materials are gently and slowly extruded onto the tooth.

Icon Proximal is available in a Mini-kit with two treatment units, or a package of seven units. Each proximal treatment unit contains enough material for two proximal lesions. The Icon Smooth Surface Mini-kit includes two treatment units and is also available in packages of seven units, enough material for two or three smooth surface lesions per unit.

4:12Watch            DPR Friday, March 16, 2012

video lang: pt envideo lang: en

  1:31Watch

“The Root of It” Commentary for Sunday April 1, 2012 ……………………………………………………………

Don’t be the fool!

Well, we didn’t win the Mega Millions so I guess we get up and go to work on Monday morning. However, even though today is “April Fools”, a day of fun and jokes some day we won’t want to get up and make the donuts and now is the time to think about that. 

Everyone says “prepare for the future” but most dentists miss the most important thing. Your great asset is your practice and I can’t tell you how many professionals leave a lot of Money (real dollars) on the table when they decide it’s time to walk off the field, or at least, become the designated hitter.

Don’t make the mistakes so many of your friends do, don’t be the fool. Call me for that 1 hour confidential conversation that will help you make informed decisions. Then you can laugh all the way to the bank while saying, let’s go fishing!

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

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

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.

“Even if you’re on the right track, you’ll get run over if you just sit there.”

Will Rogers

This Week’s Feature on the Cliff’s Notes Channel

“Welcome to Dentrix G5”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• This Week’s Dentrix Office Manager’s Blog – Say Goodbye to Post-it Notes!
• Success is Cash Flow!
• Product Review – RelyX Ultimate Resin Cement “NEW” from 3M!
• Root of it commentary for Sunday, March 25, 2012

This Week’s Dentrix Office Manager’s Blog by Dayna Johnson………………………………………………

Say Goodbye to Post-it Notes

If you have been following my blog for a while, you know how much I use the Office Journal for documenting phone conversations with patients about Continuing Care follow up, Unscheduled Treatment management, and Collection calls.  Now I want to take the Office Journal to a whole new level. 

How many of you have a desk covered with sticky notes or a big desk calendar with all your reminders to follow up with patients?  What if I could help eliminate all those pesky pieces of paper and show you a way to use the Office Journal to help organize your daily life at your practice? 

To read the rest of the blog, log onto:  http://thedentrixofficemanager.blogspot.com/ 

Success is Cash Flow..…………………..…………………………………………………………………………………………

Most dental practices don’t understand cash flow. The fault lies in your “dental school” training and the focus on quality clinical procedures with little regard for the fact that when operating a dental practice you are also operating a “small business”.

I teach practice management, however, lately I have found that there is a greater need in “business management” and the understanding that every check you write, regardless of what it is for, is not an expense, it is an investment. The key to success is maximizing your return on that investment (ROI).

Last week I attended another session on practice management. The speaker was outstanding, however, every speaker has an agenda and few fully practice what they preach. I’m not saying he is not passionate nor believes what he says, but you need to look at the global picture and understand the business mind vs a consumer mentality.

Today, I want to address the cost of your inventory and how to achieve the greatest ROI. Let’s start by understanding what your inventory is. It consists of everything you buy to run your business. Clinical, promotional and business office supplies all fall under the umbrella of “inventory”. There are more, but to discuss them we would need a private session to examine your particular situation so today’s column will focus on the three that smack you in the face every month.

The speaker I saw recently made the same comment I have heard many times over, “the cost of supplies is not important, it’s all about production”. Although I agree with the production part, the cost of your inventory is part of controlling your overhead and disregarding control is a major flaw in any type of business management format. Cost is important, but the balance of cost & production needs to be clearly understood. The key in reducing or controlling your inventory cost is a “just-in-time supply chain” and “focused business relations”. When combining these two concepts, you will control your inventory, increase production and dramatically increase your cash flow. That will lead to more “retained earnings” and retained earnings are the reason we get up every day and go to work.

Inventory Turns:

The first key in inventory management is how fast it turns over or in simpler terms, how long does it sit on the shelf before it is put into the production flow to generate revenue. The longer a product sits idle, the more it costs. In an accounting sense, if it is not used up completely in 90 days, it loses about 10% of its value. In a perfect world, inventory should turn 12 times per year, however, that is impossible. It is understood that some items may last for a year so we look for averages. The target should be 6 times so those 3+1 deals may not be good deals.

Just-In-Time Inventory:

Buying what you need when you need it allows you to turn inventory more quickly. Turning your product faster increases your cash flow and that increase may be more valuable than saving a few dollars investing in that “super sale”. Don’t take my word for it, ask your financial advisor. Cash in the bank is worth more than savings on the shelf. You need to focus your purchases with vendors that can completely re-supply you, on demand, in the shortest amount of time.

Focus Your Business for the Best Prices:

Your dental office can be a “little power house” when negotiating prices and terms with vendors. The more you offer the more you get. Trying to negotiate every price cost time for the vendor and raise their cost of doing business with you and cost you time in production. If you can negotiate a fair price with a trusted source that remains consistent and delivers quickly, it allows you to focus on other business related issues, predict operational costs to balance budgets, and focus on production.

The concept of inventory control, focused relations, production and cash flow is too involved to discuss in a short news letter so please feel free to contact me at any time to evaluate and suggest alterations in your business flow procedures (201-321-7494 or cliff.marsh@henryschein.com). The following videos may help you understand what needs to be discussed and why.

2:26Watch

Do You Have Too Much Inventory?

1:37Watch

Henry Schein – Why Rely on Henry Schein – Distribution

The answer, Just-In-Time Inventory!

Product Review – RelyX Ultimate Resin Cement!…………………………………………………………………..

New from 3M Dental Products!

3M ESPE introduced an adhesive resin cement at the Chicago Dental  Society Midwinter Meeting that the company says delivers significantly higher bond strength, initially and over time, when combined with Scotchbond Universal adhesive.

Approved for a wide range of indications, RelyX Ultimate adhesive resin cement is approved for all indications, including veneers, inlays, onlays, crowns, and bridges, and is ideally suited for CAD/CAM and glass ceramic restorations, the company noted.

RelyX Ultimate’s unique formulation includes an integrated component that activates the dark cure function of the adhesive and eliminates the need for an additional activator, according to 3M ESPE. Scotchbond Universal adhesive functions as a silane agent for glass ceramics, as well as a zirconia and metal primer. With the new materials such as zirconia and glass ceramics, there is simply a need for greater bond strength.

In a study presented at the 2011 International Association for Dental Research Continental European Division meeting comparing RelyX Ultimate plus Scotchbond Universal with several competing products, researchers found that RelyX Ultimate delivered stronger or comparable bond strength to enamel at 24 hours and long term.

RelyX Ultimate cement comes in total-, selective-, or self-etch and is available in four fluorescent shades that provide life-like fluorescence and color stability, according to 3M ESPE.

RelyX Ultimate cement trial kits (available in A1 and translucent shades) include a variety of mixing tips: regular, wide, and intraoral. The dual-barrel syringe contains 8.5 grams of cement paste, which is enough material for approximately 16 applications.

4:09Watch

video lang: en

Cementation of a glass ceramic inlay with RelyX™ Ultimate by 3M ESPE

Henry Schein Introductory Offer – Purchase a Trial Kit (Translucent) #378-0383 @ $195.99 & get a refill kit #378-0383 Free (value $163.99).

Note: Prices DO NOT reflect Cliff’s Notes program discounts that will be applied upon invoicing. 

Root of It Commentary for Sunday March 25, 2012………………………………………………………………

It still puzzles me that most dentists don’t under who they are. You are made to feel that you are at the bottom of the healthcare provider food chain when in reality you are at the forefront of preventive medicine. The problem is that you don’t relay your systemic health concerns to your patients. Dentists are physicians! Just like a cardiologist specializes in the heart muscle and related issues, a dentist specializes in the oral cavity and ALL of its related issues.

We all know the relationship between oral and systemic health, so why aren’t we taking to patients about it? Maybe this is what is needed to get patients to keep their appointments and put dentistry higher on the priority list.

The ADA has started promoting oral systemic health to the general public. You may have noticed commentaries on local news shows. It’s time you jumped on board. Log onto www.aaosh.org and please contact me with any questions or concerns.

Enjoy this damp Sunday and remember, April showers will bring May flowers.

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