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.

“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 21^st 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.

1. An up-to-date employee manual.
2. An up-to-date written job discretion.
3. An up-to-date O.H.S.A. written compliance statement.
4. An up-to-date written office protocol manual.
5. 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

1. “Excellent illumination.”
2. “Helios 3000 has auto shutoff when you push the light up.”
3. “Light is heavy and sturdy.”
4. “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.

1:47 Add to

Pelton & Crane- Helios 3000hd

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.

4:17 Add to

DentaCheques Turns Your Donations in to Dental Care for Those in Need 

4:50 Add to

“A Complex Problem”

• 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

For more information & free webinar access log on to

www.sleepcomplete,com.

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/

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 impossible to win the race unless you venture to run, and impossible to win the victory unless you dare to battle.”

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 10^th & 11^th (12^th 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

www.sleepcomplete,com.

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:

cliff.marsh@henryschein.com.

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.

4:17 Add to

DentaCheques Turns Your Donations in to Dental Care for Those in Need

4:50 Add to

“A Complex Problem”

Advertisement

• 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

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.

“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

Dentist Rewards Patients!

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 1^st 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.

 http://themoses.com/

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 10^th & 11^th (12^th 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!

http://www.dentalwriter.com/

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

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 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

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 love sleep. My life has the tendency to fall apart when I’m awake”

Ernest Hemingway

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

“Watch-Pat 2000 Sleep Diagnostics”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• Total Health & Beyond – Sleep Complete is Here!
• Embezzlement – Part 2, Prevention!
• Product Review – Dimanto One-Step Polishers by VOCO
• Commentary for Sunday, December 25, 2011

 Total Health & Beyond – The Sleep Complete Program………………………..

 EDUCATIONAL PROGRAMS:  Sleep Complete now offers you a number of opportunities to learn about Dental Sleep Medicine:

 One Hour FREE LIVE webinar programs are designed to provide an overview of Dental Sleep Medicine and the Sleep Complete program. These programs will be available on the 3^rd Wednesday of each month at 8pm (EST).  To register, just go to the following link: http://totalhealthlearning.com/. If you cannot make a LIVE presentation, the webinar will be available for your viewing at anytime by just going to http://totalhealthlearning.com/.

 Two hour LIVE Presentations are designed to provide additional dental sleep medicine information to customers that have a legitimate interest in going forward. Jen McGuire and Al Simon are developing a Sleep Complete “Presentation in a Box” that will be used at these center level programs. We’ll be working with your RM’s shortly to nail down the precise schedule.

 The Two-Day Implementation Seminar entitled, “Successful Implementation of Dental Sleep Medicine” is the “Gold Standard” in implementation programs within this growing market. It is part of the Sleep Complete Implementation Package, but many of your customers may want to attend before making a total commitment to Sleep Complete. Those customers will be able to sign up for this program separately. The tuition is $1,999.99 and includes the dentist and up to two staff members. It also provides vital hands-on training for the staff in the use of Dental Writer software for reimbursement under medical insurance. 

 Currently, there are twelve (12) Two-Day Implementation Programs scheduled throughout 2012 under Nierman Practice Management and Sleep Complete. The programs are;

 The Metro New York introductory program will be held at the Marriot Marque Hotel on Broadway. If you would like to register for any of these courses, please call Dental Writer at: (800) 879-6468 or go directly to the following link:

http://dentalwriter.com/Events_list.aspx?node=education; Select the course of your choice and hit “Register Now”.

 Embezzlement – Part 2 – Prevention……………………………………………..

RECOMMENDED STEPS TO PREVENTING EMPLOYEE THEFT

1. Develop Written Policy for the “Handling of Office Receipts”    

Include:

a)      Who does daily Petty Cash Reconciliation?

b)      b opens mail (Patient Payments?)

c)      Who does daily deposits?

d)     When checks are stamped for deposit, who posts payments? – Should be different from Person who does #3.-“Deposits”.

e)      Who authorizes adjustments/write-offs/refunds?

f)       Require daily reports.

g)      Who signs all checks? – Should be the doctor.  If done with signature stamp, Dr. must control.

h)      Who mails payments after doctor signs checks? Nobody else should touch check.

i)        Who handles payroll?

j)        Where does the “Unopened” Bank Statements go? – Either to Dr.’s residence or directly to accountant.

Statement: “Theft of office receipts, whether outright theft, fraud or embezzlement, will be legally prosecuted”.

2. Check and understand security settings for computer software.

3. We advise you discuss these recommended changes with your accountant who should provide additional assistance. This will allow you to tell your staff “your accountant” has advised implementing the new policy for all of his/her clients, thereby negating the influence of a changed policy and the chance that it may damage the doctor-staff relationship.

Accusing an employee of theft is very dangerous. False accusations can lead to massive law suits. I have seen this happen many times. It is imperative that you consult your accountant/financial advisor and your attorney and/or an employment law specialist. This is not a time to watch pennies because you may be losing dollars. Talk to experts.

For more information on securing your systems and managing employees, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

Product Review – Dimanto One-Step Finishing & Polishing System………….

 The award of Editors’ Choice signifies the most unique and significant product in the issue. The editors review each product and clinical evaluation article scheduled for an issue and then select the issue’s Editors’ Choice.

 Dimanto by VOCO America, Inc.

888.658.2584
www.vocoamerica.com

 Consultants’ Comments

“Concentric wheels – good selection of shapes.”

“Firm, reusable tips – they do not degrade quickly.”

“Produces polish without a lot of pressure.”

“Good polish after repeated sterilization cycles.”

“Infection control recommendations in the instructions are not relevant to US standards.”

 Description:

Dimanto is a one-step polishing system for pre-polishing and high-gloss polishing of composite restorations. The diamond-interspersed silicone polishers are suitable for repeated use. The recommended speed is 3,000-8,000 rpm. Dimanto can be used with or without water spray. Dimanto is provided in a five-piece kit containing a small point, a large point, a small cup, a large cup, and a lens. These are also available individually in 10-piece kits. Dimanto was evaluated by 27 consultants in 676 uses. It received a 96% clinical rating.

 Product Features:

Dimanto polishers were easy to use to achieve high gloss on composite restorations. The polishers were durable and maintained their shapes, even after repeated usage and sterilization. Consultants were pleased with the gloss produced by Dimanto, particularly when used with water spray. The selection of shapes is ideal, and the sizes are small enough to polish detailed anatomy of the restoration. The polishers are re-usable after sterilization. Thirty-seven percent of consultants reported that Dimanto was better than their current composite polishing system and 48% reported that it was equivalent. Sixty-three percent would switch to Dimanto and 89% would recommend it.

Clinical Tips:

 Do not use at speeds exceeding 20,000 rpm.

 Do not use at speeds exceeding 20,000 rpm.

 Works best following finishing with a fine diamond or carbide bur.
More About: VOCO America, Inc., Finishing and Polishing

Sunday December 25, 2011……………………………………………………….

1:26 Add to

The Lord’s Bright Blessing (reprise)

Mr. Magoo Christmas Carol

It’s the 5^th day of the 8 Crazy Nights!

3:56 Add to

Adam Sandler – 1996 Hanukkah

& Festivus for the rest of us! Enjoy your 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 secret of successful managing is to keep the 5 guys that hate you away from the 4 guys who haven’t made up their minds.”

Casey Stengel, Manager NY Yankees

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

 “Detecting Oral Cancer”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• What’s New for 2012? Total Health & Beyond!
• Embezzlement, It Can’t Happen to You – NOT!
• Product Review – Quick Up (Implant secure hold for composite-based dentures)!
• Commentary for Sunday, December 18, 2011 – It’s Fetivus for the Rest of Us!

Total Health & Beyond!…………………………………………………………………

Henry Schein’s Total Health™ Beyond the Mouth program — This is an integrated wellness and education program that informs patients of the integral link between oral health and total health, and assists dental professionals in uncovering potential systemic health problems, including periodontal disease, oral cancer, sleep disorders, heart disease, and diabetes.

Developed in collaboration with the American Academy for Oral Systemic Health, an organization of health care leaders and health professionals dedicated to the relationship of oral health and whole body health, Henry Schein Dental’s Total Health Beyond the Mouth includes the Total Health Checklist, which, together with screening and diagnostics, assists dental professionals in uncovering health problems, assessing a patient’s oral health, and its impact on their total health.

After completing the checklist, patients are given the Total Health Brochure, a powerful educational tool about the integral relationship between oral health and total health, the significance of periodontal disease, and the close links between other health conditions and oral health. If any potential issues are uncovered through the dental team’s review of the checklist, the patient is provided with a laminated Total Health Patient Guide to prepare for a health discussion following treatment, including discussing further screening and treatment options.

Henry Schein’s Sleep Complete™ — Sleep apnea is a serious problem worldwide and one that is drawing more attention within the dental community. To address it, three leading companies are joining with Henry Schein to provide Sleep Complete, a new comprehensive solution for dentists to incorporate sleep medicine into their practices.

Providing all of the information and products necessary for the successful implementation of dental sleep medicine into the dental practice, the program was developed in collaboration with Nierman Practice Management, Modern Dental Laboratory USA, and Itamar Medical.

Henry Schein Dental’s Sleep Complete program provides tools to address all of the key components of dental sleep medicine —education, treatment, reimbursement, and monitoring.

Sleep Complete – Everything You Need:

No other sleep program provides everything a dentist needs in one complete package. Most dentists struggle with implementing sleep, not sure how to select an oral appliance, what the rules on home testing are, how to bill medical insurance, and how to market this new service. Sleep Complete includes training that prepares dentists and their teams to do all of the above and more.

With the best products on the market:

…Dental Writer from Nierman Practice Management

…WatchPAT Home Sleep Monitoring Device from Itamar Medical

…Moses and EMA Myerson Appliances from Modern Dental Laboratory USA

…Training from Diplomate of the American Board of Dental Sleep Medicine,

    Dr. John Tucker

We’ve done all the product research, so you don’t have to! Our solution is comprehensive and complete. On January 1, 2012 this new frontier opens wide. Maybe it’s time to bring a wellness program into your practice; it puts your patients back in the chair.

For more information, click here and in the comments box enter

Code: cliffmarsh-fsc/nj35

We Do That!

http://www.henryschein.com/us-en/sites/wedothat/wellness.html

Seminar Schedule:

http://www.dentalwriter.com/Events_list.aspx?node=education

CE Webinar:

http://www.totalhealthlearning.com/

Embezzlement, It Can’t Happen to You – NOT!………………………………….

As a practice owner (also known as a “business owner”), a dentist will face a multitude of business related tasks, issues and challenges.  However, the rewards far exceed the drawbacks to business ownership.  But there will be challenges.

One of these potential challenges a dental practice owner faces is possible employee theft.  Depending on the source checked, estimates for the number of dentists who will experience theft at least once during their dental career range from thirty-five to fifty percent (35-50%).  Estimates of dollar loss range from $100 to $500,000+.  This loss due to employee dishonesty may take the form of out-right theft, fraud, or embezzlement. 

The good news:  with certain minimal protective measures, the majority of this theft is preventable.  The key is to understand where the potential exists for theft to occur and implementing the necessary strategies to prevent this loss.

Meet the Thieves

First on our list is “Jane the Eraser” (her name has been changed to protect the guilty). Jane simply withheld any cash payments that were made for services and then erased the patient’s account information after posting the payment (and giving the patient a receipt), thereby removing any record of the payment from the system. 

How was she caught?  She Quit!  During the first couple weeks after her departure, the doctor noticed that although there was no significant increase in production, there was a definite increase in receipts.  Upon further investigation, the doctor discovered that the computer records for several patients seen during Jane’s last week of employment no longer existed.  

Estimated loss- $50,000+ over a three year period.  The doctor recovered $25,000 from his office insurance plan.  Jane got three years probation and was ordered to pay $10,000 restitution.  

Meet “Doris the Duplicator”.  When hired, Doris had successfully lobbied against computerization, convincing the doctor that it was not as efficient as the old manual pegboard system.  In turn, Doris kept a duplicate set of patient ledgers.  Payments and receipts were recorded on the duplicate ledgers while charges were posted on the real ledgers. 

Over a period of eighteen months Doris stole an estimated $40,000.  She was caught when the doctor became suspicious and carefully personally tracked daily financial activity for a couple of days.  Doris was not prosecuted and accepted a job with a different local dental office.

 “Mary the Master” – Mary was one of the best we have ever seen.  She was involved in

1) Skimming, taking cash and not posting it,

2) Layering a technique involving the taking checks and withholding for posting later,

3) Had an excessive need for petty cash, going through about $100 per week. 

 Mary also set up a second business checking account in the dentists’ name (she was the only authorized signer) and subsequently diverted the office credit card deposits to that account. 

 Mary paid all office bills, using erasable ink and thereby allowing for the checks to be made out to her personally and then changing them back to legitimate venders after they cleared the bank.  The deposit slips never matched the bank deposits actually made and subsequently the checking account could never be balanced with the ledger.

 But Mary’s most effective technique was to turn off the statement generator for most patients’ accounts.  And this eventually led to her getting caught.  The two doctors noted that while each year their taxable income had increased over the prior year, according to the computer, their accounts receivable had spiraled out of control and was showing a balance of $500,000+. 

 Feeling there may have been an error in how information was being entered into the computer, they called in a software specialist who discovered the statement generator problem.  After resetting the statement generator, the computer promptly spit out 3000+ statements.  These statements were mailed and the phone lines to the office began to melt as patient after patient called in to complain that this balance had been paid.  Who handled all the calls and comforted the patients?  Mary the Office Manager, of course, who promised to post credits to clear up the balances.

 How was she caught?   At one of the many extravagant parties thrown by Mary, another employee, while retrieving her coat from a closet, saw shoeboxes full of checks made out to the doctors.   But not before, over a five-year period, Mary had embezzled $400,000.   Apparently Mary had some “dirt” on one of the partners, so Mary was never prosecuted and nothing was recovered. Subsequently, the partnership was dissolved.

 Understanding the Thief                

Why do dental staffs steal?  There are different reasons for different individuals.  For some it is the need for money.  For others, feeling they have not been treated fairly, it is revenge.  For many, feeling they are not compensated enough in light of how much the doctor “earns”, jealousy plays a major role.  And for some, just like gamblers who continue to “lose” but continue to bet, it is the “excitement.”

 Many staff that steal share certain characteristics.  Many have life-styles beyond their means.  Excessive debt and constant money problems accompany many.  Many are also the victims of excessive family problems.  These problems come from children, spouses or significant others, and “ex” spouses/significant others.  Many have excessive habits including alcohol, drugs, and gambling.

 What does an employee who is likely to steal from you look like?  They are intelligent and knowledgeable in office procedures.  They are personable and friendly.  They are tireless, willing to put uncompensated over-time and rarely take their allotted vacation time.  Basically, the perfect employee, except for a tiny character flaw-they are dishonest!

 Conclusion

Most theft, fraud, and embezzlement is avoidable if minimal safeguards are instituted.  However, the doctor must take an active role.  Those doctors who blindly trust their employees are the easiest targets and suffer the greatest losses.

 Many new dentists who acquire their dental practice by purchasing an existing practice face the same problem relative to implementing safeguards that older dentists in practice for many years face.  How to implement new procedures without creating the impression that the dentist does not trust the staff? 

 This one is the easiest answer.  Blame it on your accountant.  Tell your staff that your accountant has recommended certain changes be made in how things are done because the recommended changes represent better compliance with GAAP (Generally Accepted Accounting Principles).  In this manner, these changes will barely be questioned, except perhaps for a staff person who is guilty of theft.

 For more information please feel free to contact me at any time. Above all, DO NOT accuse anyone of anything until you have consulted with legal & financial counsel. Should you or your advisors require speaking with a “Dental Practice Embezzlement & Fraud Specialist, there are several very good independent organizations in the area and I would be happy to forward several recommendations.

Product Review – Quick Up – Secure hold for composite-based dentures…………….

In many cases the hold of full dentures is unsatisfactory. The main reasons for this are bone atrophy, resorption processes and changes to the denture base, which is made up of both hard and soft tissue. Implants are used today in many cases for fixing full dentures. This is because small implant diameters and simplified and less time-consuming surgical procedures make this option very attractive. In most cases the existing denture can continue to be worn and only needs to be fitted with the corresponding attachments or secondary components for removable attachment to the implants or primary components.

 To that end, VOCO now offers with Quick Up a self-curing, gingiva-coloured composite for bonding in attachments or secondary components and their reattachment in composite-based dentures. Quick Up enables these procedures to be carried out both quickly and easily chairside, eliminating inaccuracies caused by the transfer to a model in the laboratory.

 Firm hold, comfortable and economical

Quick Up ensures a firm hold of attachments or secondary parts in the denture base and has high strength values. Unlike methods using a support made only of non-hardening silicone instead of a (metal) attachment, attachments or secondary components used with Quick Up not only provide a more stable hold and a higher level of comfort but are also an economical alternative to fixing dentures with silicone. This is because non-hardening silicones tend to discolour and undergo changes the longer they are worn and any rebasings required can never harden, thereby increasing both the frequency of treatments and expense for the patient.

 Complete set for immediate use

Quick Up is available singly and as part of a complete set. Apart from the self-curing luting composite, Quick Up, in the practical QuickMix syringe, the complete set contains the Quick Up Adhesive as bonding agent for the intensive bond between the denture base and luting composite. The set also includes Quick Up LC, a light-curing luting composite for correcting and filling ditchings as well as Fit Test C&B, a special silicone-based control and covering for the trial fitting and blocking out of primary components or implants before the final attachment. The complete set enables attachments or secondary components to be luted in a procedure that is both uncomplicated and timesaving and is completed in just a few worksteps.

Click here to Learn more about Quick Up
Implant Pick up Material

 Sunday, December 18, 2011………………………..……………………….

It’s Festivus for the Rest of Us!

4:44 Add to

The Story of Festivus

3:05 Add to

Snoopy vs. The Red Baron (Snoopy’s Christmas) (CC)

4:07 Add to

ADAM SANDLER – CHANUKAH (HANUKKAH) SONG [PART 1]

Enjoy the rest of 2011!!

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

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

One of the reasons 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.

“By failing to prepare, you are preparing to fail.”

Benjamin Franklin

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

 “E-Services Website Manager”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• Transition Planning is NOT About Selling Your Practice!
• The Perfect Plan for Reducing Overhead!
• Product Review – OptraGate!
• Commentary for Sunday, November 20, 2011 – A Legend is Gone.

Transition Planning is NOT About Selling Your Practice!……………….

You have kids that are getting older and a lot more expensive. The swimming pool needs some repair and you really want to get away for a week this winter. So, you get up in the morning and fix teeth. Regardless of the fact that you can’t retire today while maintaining your current life style, you don’t want to. You have another 10-30 years to play the game and let’s face it, if you’re making money the game can be fun. Now, if you plan on walking off the field in less than 10 years, we need to have a conversation today! Don’t think about it, just get in touch with your financial advisor and call me!

Transition planning starts the day you buy a dental practice. It is part of your retirement plan. However, it is also the vehicle that fuels your retirement plan. In fact, it fuels your life and secures your family. Your business is your #1 asset and needs to be part of the foundation of your overall life plan. 

When you plan on buying or selling a dental practice, you need to forget you are a dentist and think like a business person. The following video will occupy 7 minutes of your life but it just may be one of the most eye opening presentations you’ll see with regards to your future. A dental practice has a measurable and quantitative value. A seller can realize twice the value while the buyer can realize a very friendly pay-out, if you have a good transition plan in place.

When you want to buy or sell a house you call a broker. When you buy or sell a business you call a Transition Specialist because it is worth a lot more. Please contact me directly if you have any questions or concerns.

Cliff.marsh@henryschein.com / cell 201-321-7494

Click Here – 7:37 Add to

Henry Schein We Do That – Transition Planning

The Perfect Plan for Reducing Overhead!……………………………………….

I have the perfect plan for reducing overhead, fire everyone! You may think that is impractical but it is the only way to have any type of dramatic affect on your bottom line. However, what will happen to the bottom line?

Q. How do you reduce overhead?

A. You can’t!

You cannot reduce overhead. You can only reduce the footprint that your overhead has on your production. Consistency and automation allow for increased production and when you increase production your fixed expenses don’t increase but your gross revenues do.

The following video will explain the concept of controlling overhead. I met Kerry Straine for the first time in September 2006. I found him to be the most “real world” management consultant I have seen, and I have seen a lot. Kerry is currently a finalist for the Dr. Bicuspid “Best of 2011”. As a courtesy to our relationship, Kerry offered to review and analyze a current DPAT production report (Digital Practice Analysis Tool) and provide a one hour telephone consult at no cost or obligation.

Please feel free to contact me with any questions or concerns at any time.

201-321-7494 / cliff.marsh@henryschein.com

Click Here – 6:57 Add to  

Improving Production and Controlling Overhead 

Kerry Straine discusses the necessary steps to build a $1200000-$1400000 practice at 50% Net.

Product Review – OptraGate by Ivoclar Vivadent………………………

OptraGate is a completely new auxiliary aid that enables the treatment field to be enlarged easily, effectively and comfortably. It allows lips and cheeks to be retracted completely and ensures relative isolation. OptraGate is comfortable to wear over longer periods of time, as it is constructed of a soft, flexible latex-free material.

(click here) The lips and cheeks are gently and evenly retracted to provide a full view of anterior and posterior teeth.

http://www.ivoclarvivadent.us/optra/optragate.php

Click Here – 2:02Add to  

Sunday, December 11, 2011………………………..…………………….

Yesterday I learned that we lost an industry legend. I was in my early 20’s when I first met Lenny Cowen. Lenny was known for his knowledge of Nitrous Oxide and was the repair center for most flow meter manufacturers throughout the 60’s and 70’s. One dentist told me that Lenny could build a chair from a bucket of nuts and bolts and I believe he could. At the age of 85 Lenny was still climbing under dental chairs and hanging x-ray. I have met only a few that were as honest and ethical as Lenny and never anyone who was more. Lenny Cowen touched many lives. He passed away quietly last week at the age of 95. The dental industry lost a legend and local hero and many of us lost a friend. Lenny, thank you for being you.

Please enjoy your family and the day. When it’s gone you can’t get it back.

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

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

One of the reasons 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. 

“Dogs Bark, Cows Moo & Politicians Spend Money”

Samuel Clemens (Mark Twain)

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

“Cubex Inventory Management System”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• Dentist Threatens to Sue Patient!
• Cancelations Will Kill You!
• Product Review – Palodent^® Plus Sectional Matrix!
• Commentary for Sunday, December 4, 2011

Dentist Threatens to Sue Patient!…………………………………………………….

The following article was sent to me by an old friend. Marc Daichman is one of the owners of Asteto Dent Lab in Milburn, NJ. Marc is a wealth of dental information. He can be contacted @ 973-763-1000. 

Dentist Threatens to Sue Patient for Negative Yelp Review

By Mikaela Conley | ABC News – Thu, Dec 1, 2011 8:17 AM EST

Robert Lee went into Dr. Stacy Makhnevich’s New York dentist office for a sore tooth, but the year that followed turned into what one Public Citizen senior lawyer called an “unconscionable practice.”

The controversy began in 2010, when Lee went into Makhnevich’s office for a scheduled dentist’s appointment. Bleary from pain, Lee claimed he was told he had to sign several papers, including a “Mutual Agreement to Maintain Privacy,” before being treated. The form required Lee to agree not to publish any commentary or write anything disparaging about his experience with Makhnevich. While Lee said he was hesitant to sign such a form, he claimed he was in severe pain and, therefore, gave in to the requirements.

Lee received a bill for $4,766 for the dental work, according to Public Citizen, a nonprofit consumer advocacy organization. Lee reportedly asked the dentist to send the necessary paperwork to his insurance company, but she sent it to the wrong company. When he asked for the forms to submit them himself, Makhnevich’s office apparently refused to hand them over and referred him to a third party that required five percent of the total bill for its services. Fed up, Lee wrote negative reviews about Makhnevich and her practice on Yelp and DoctorBase.

Lee then received a letter from the dentist demanding that he delete the post, warning him that he violated the agreement and threatening to sue for breach of contract. Makhnevich also reached out to both websites, asking for Lee’s comments to be removed, according to Public Citizen.

The sites refused to take down the negative reviews, but Makhneich reportedly claimed that a copyright clause gave her ownership of the harsh words. She then sent Lee an invoice for $100 for each day the criticism remained online. Makhnevich did not immediately return requests for comment. “We are now seeking a declaratory judgment from the judge to show that my client was not doing anything wrong,” said Paul Levy, Lee’s lawyer, a senior attorney at Public Citizen. “Doctors and dentists are expected to behave in an ethical manner, and to impose this sort of requirement on people who are having emergencies is unethical.” The suit argues that the forms that Lee signed should be deemed null and void. “Facing criticism comes with the turf of these jobs,” Levy said. “If they defame you, then that’s something else. A doctor can sue for that.”

A North Carolina company known as Medical Justice sells the agreement forms to health care providers. The company claims about 3,000 doctors and dentists use the forms, according to Public Citizen.

In response to the lawsuit Public Citizen filed Tuesday night, Medical Justice Spokespeople announced the company would stop recommending medical professionals have patients sign such forms, Public Citizen announced. “This is a form of bullying, and it’s absurd that this could possibly be an enforceable contract,” said Arthur Caplan, chairman of the department of medical ethics at University of Pennsylvania Medical Center.  ”It infringes upon free speech and you can’t just have that waived away on a silence contract.”

While Caplan acknowledged that doctors or dentists can indeed get “bum raps” from bad write-ups online, “someone who is put off by one negative review isn’t a patient you’d want anyway. If there’s a pattern of bad reviews, that’s a different story.” “This doctor is overreacting and attempting to muzzle patients,” added Caplan. “It is not a desirable reaction at all.”

Cancellations will Kill You!…………………………………………………………….

I always recommend that a dental office order a DPAT (Digital Practice Analysis Tool) on an annual basis. Every boat takes on a little water and the DPAT indentifies possible leaks in your boat. However, the one thing that always sticks out is Re-Care. We call it re-care because cars are re-called, people are re-cared. Now that sounds corny, but it is the thought process that will begin the culture change in your dental world. Dentistry is not high on your patient’s priority list. A culture change (it takes time) in your practice will move your services onto the radar screen. 

Think about what makes you important to your patient? How about a conversation about systemic health and wellness to start your new format. Don’t start by “telling” the patient about wellness, start by asking and listening. Train your staff to listen and make “observational” notes in the patient’s chart when having conversations.

Morning huddles are a key in preventing cancellations and filling holes in the schedule. You need to identify the reason the today’s patient needs to re-appoint. It may just be to maintain their excellent oral hygiene but you need to give them a reason to prioritize their visit and communicate that reason with them.

Cancellations are inevitable, things happen. That’s when you fall back on your ASAP list. However, if you change the culture of your dental office to a healthcare facility, you will raise the value of your services.

Product Review – Palodent^® Plus Sectional Matrix ……………………

The Palodent^® Plus sectional matrix system is comprised of six precisely designed components: rings, matrices, wedges, wedgeguards, forceps, and pin tweezers. These have been designed and refined for optimal performance individually and as a system. As a result, Palodent^® Plus is among the simplest and most accurate matrix systems on the market. 

Consistently accurate, tight contacts. The Palodent® Plus rings are made with nickel-titanium to create a consistent force to separate teeth and then return to their original shape after use, helping to deliver a tight gingival seal and anatomically shaped restoration.

Wide applications for sectional matrix system use. The Palodent® Plus ring tine design helps the system remain stable on significantly damaged teeth. The rings are stackable for multiple restorations at once, will prevent the matrix from collapsing into wide cavities, and can be used when a cusp is missing.

Minimized flash and finishing. The Palodent® Plus ring tines maintain a fit on the tooth that complements the wedge and works with the matrix to seal and shape the restoration, minimizing required finishing.

Wedge compatibility and performance. The V-shape of the Palodent® Plus tines accommodates the wedge from both sides. Fine wave-shaped wings compress and flare for easy placement and a true fit and seal that minimizes impingement of soft tissue.

Glass-fiber reinforced plastic tines maintain a fit on the tooth that complements the wedges and minimizes flash. Ring design promotes exceptional stability in the forceps during placement.

1. Matrix will not collapse into wide cavities, even when a cusp is missing.
2. Super-thin tabbed matrix has a pronounced marginal ridge and significantly greater horizontal curvature for accurate anatomy.
3. V-shaped tines allow you to wedge from both sides before or after ring placement.
4. Nickel-Titanium ring composition for spring strength and memory retention.

http://www.youtube.com/watch?v=h7sJAJjU82g

Take the stress out of Class II restorations. It’s a fast, easy procedure that yields a tight marginal seal, accurate contact, and confidence in your restoration!

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Sunday, December 4, 2011 ………………………..………………………

Enjoy today, we are going to have a little more early fall weather. By now you have spoken to your tax and financial advisors, your 2012 plan is in place and it’s time to cap off the year. ADPAT report should be planned for the moment you close out 2011. Call me for more information.

Enjoy the day,

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  

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

One of the reasons 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.

“Quitting Smoking is the Easiest Thing in the World; I’ve done it a Thousand Times!”

Samuel Clemens (Mark Twain)

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

 “The Componeer Veneer”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• The Changing Face of Dentistry Needs to be Yours!
• Don’t Get Caught Up in Technology & Forget the Basics!
• Cliff’s Virtual New York Dental Meeting 2011 – Part 1 – Attachment!
•  The 2011 New York Dental Meeting Specials! – Attachment!
• Product Review –HyFlex CM (Controlled Memory) Rotary Files!
• Commentary for Sunday, November 20, 2011

The Changing Face of Dentistry Needs to be Yours!……………………….

Dentistry is changing and the ADA has been working hard on changing how the general public relates to oral healthcare. I always said that change is inevitable and we can’t fight it. We need to embrace it and use what we can.

This past week I met with an advertising group and the subject of the social network was discussed. Their take on it was that Face Book is great for internal marketing, however, if the object is new patients, you may want to focus financial and staff resources in other areas. You need to first define yourself and then tell the story.

Defining yourself is being a jack of all trade and the Master of at least one. In the next few weeks the dental industry is introducing the “Total Health Solution”. What is the “Total health Solution”? It’s Diagnostics – It’s Sleep Medicine – It’s Facial Design – It’s Medical Cross Coding – It’s the New Face of Dentistry!

A dentist is a physician, just as a cardiologist specializes in a specific field, so does a dentist. Unfortunately, most cardiologists and medical docs don’t except the fact that a dentist could spot “indicators” through their routine exams long before the patient has any noticeable symptoms. Dentistry is the forefront of preventive medicine and it’s time you and your staff take a look at how you can focus on systemic health, total wellness and the patient experience.

Impress your patients with the wellness concept. Invest 5 minutes discussing their overall health. Get the patients written permission to forward diagnostic test results to their medical provider for records keeping or consultation. The ROI on changing your face is the success of your practice as we move through this decade.

For many dental professionals, the idea of backing down in the next 10 years is very tempting. What’s going to be the value of your practice if today’s graduating dentist has a different concept on what dentistry is. So, find that 1 thing and focus on making it work. Focus everyday and stay on-top of it, it will take time (9 months min.) and when its working for you, find another thing!

Change is not easy but as the saying goes “if it were easy, everyone would do it”. Now is the time to find that 1 thing that can define your specialty and start.

1:49Add to

A League Of Their Own- “Of course it’s hard. If it were easy everyone would do it. It’s the hard that makes it great”  

As always, if you have any questions or concerns, please feel free to contact me at any time.

Don’t Get Caught Up in The Technology & Forget the Basics!…………

Digital – Lasers – Cone Beam – Cameras – Communications – Websites – should I keep going? Technology has become overwhelming and it is developing faster than the average human brain can or ever will. That’s a scry thought because we have started allowing technology to take control over our decisions. As an example, when investing in dental technology you have a natural desire to use it as much as possible. Well, just maybe that tooth could have been saved and the expense and trauma of a dental implant could have been avoided. Over the last 20 years cesarean section births rose dramatically, why? Was the procedure influenced by other factors?

As a dentist, you diagnose and plan necessary treatment. Use the technology and diagnose but please don’t forget, you are the human element. As a healthcare professional there is a tendency to take events in a patient’s life as routine. Believe it or not, a root canal or a crown is an event.

Today’s dentistry is teaching us that there is no reason for a “watch” note in a patient chart. Well, Mrs. Jones appears to have a very small fracture in an older class 2 restoration. The treatment plan calls for a crown and you just purchased an E4D System. The charge to Mrs. Jones, after insurance, is going to be $450.00. However, during the exam, you learned that Mr. Jones just lost his job and insurance. This is when you become the human element.

An emphasis on compassion and trust will change your practice. Team harmony among staff members creates a comfortable and non-stressful environment for patients and staff.  Mrs. Jones will get that crown done, maybe in 3 months, but she will get it done and you have a patient for life. You didn’t embarrass the patient, you helped.

Henry Schein Sponsored Workshops @ The New York Dental Show………

Cliff’ Virtual NY Dental Meeting 2011…………….. – Attached….

2011 New York Dental Meeting Specials…………. – Attached….

Sunday, November 27:

Workshops (Aisle 1200)

9:45 – 12:45 The Dentrix Insight Workshop

2:00 – 5:00 Same Day Dentistry – Same Day Success – Go Digital

Monday, November 28:

Workshops (Aisle 1200)

9:45 – 12:45 Same Day Dentistry – Same Day Success – Go Digital

2:00 – 5:00 Henry Schein Equipment Repair Workshop

Tuesday, November 29:

Workshops (Aisle 1200)

9:45 – 12:45 The Dentrix Insight Workshop

2:00 – 5:00 Henry Schein Equipment Repair Workshop

Wednesday, November 30:

Workshops (Aisle 1200)

9:45 – 12:45 Henry Schein Equipment Repair Workshop

2:00 – 5:00 Same Day Dentistry – Same Day Success – Go Digital

GLOVE CLUB

Sunday, November 27th and Wednesday, November 30th

11:30 am – 2:45 pm

Mike Piazza – NY Mets & Ivan Nova – NY Yankees

Planning for the end of the business year can be challenging. The Greater NY Dental Meeting can be overwhelming so you need a plan on what you are looking to accomplish.

Attached is Cliff’s Notes Virtual NY Dental Meeting 2011 & The NY Convention Specials. There are many products that I endorse, however, it is impossible to review everything. The products and services I review are proven and reliable and receive high praise for my client base.

Also, all products are produced by quality manufacturers and their individual product lines are worth reviewing.

If you wish to discuss any particular item or need information on something not listed, please contact me.

Price will never be an issue. Cliff’s Notes pricing will compete and in most cases be lower than any authorized distributer.

If you are not a Cliff’s Notes direct subscriber (blog readers) please send your e-mail address to cliff.marsh@henryschein.com and I will forward the review to you as quickly as I can.

Product Review – HyFlex CM Rotary Files………………………………

Rotary Endodontics has become a standard in most dental offices. File separation is the most common problem transcending all brands. Well, here is the newest innovation to address the problem and provide a more anatomical re-shaping of the canal.

Coltene Whaledent has introduced the Controlled Memory File and free samples are available.

300% more resistance to separation – 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. 

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.

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. 

Use your technique or use ours – HyFlex® CM™ files can be used with crown-down, step-back or our recommended single length technique.

For a free sample of the HyFlex File, log onto http://www.hyflexcm.com/sample.html

4:02

Add to  

HYFLEX CM Key Features

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Sunday, November 20, 2011 ………………………..………………………

Enjoy Thanksgiving, enjoy your family, enjoy the day and please be safe. I will see you at the NY Dental Show, it opens next Sunday!

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

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

One of the reasons 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.

“Laws control the lesser man… Right conduct controls the greater one.”

Mark Twain

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

 “Dr. Roger Levin & The World Clinical Laser Institute”

http://www.youtube.com/cliffmarsh100

In This Week’s Issue

• Why Technology? By Dr. Roger Levin!
• Cliff’s Virtual New York Dental Meeting 2011 – Part 1 – Attachment!
• 2011 New York Dental Meeting Specials! – Attachment!
• Product Review – Precise Diode Laser by The Cao Group!
• Commentary for Sunday, November 13, 2011

Why Technology? By Dr. Roger Levin……………………………………………………

For years I have been talking to my clients about the importance of technology for a healthcare organization. Often, the stumbling block is the expense. You hear $20,000.00 and you are turned off before you start your analysis. The other issue holding you back is “fear” of learning the technology. You know your smarter than the average 5^th grader.

Business don’t have expenses, they have investments. Every expense is an investment and needs to be related to generating revenue. Who knows, maybe that investment may also help you raise your standard of care.

Last year Dr. Levin made the case at the World Clinical Laser Institute. If lasers are not your thing, embracing the concept will improve your dentistry and patient experience.

28:22Add to

Dr. Roger Levin on Waterlase Return on Investment – Part I

Henry Schein Sponsored Workshops @ The New York Dental Show……………….

Cliff’ Virtual NY Dental Meeting 2011 – Part 1 – Attached….

2011 New York Dental Meeting Specials……… – Attached….

Sunday, November 27:

Workshops (Aisle 1200)

9:45 – 12:45 The Dentrix Insight Workshop

2:00 – 5:00 Same Day Dentistry – Same Day Success – Go Digital

Monday, November 28:

Workshops (Aisle 1200)

9:45 – 12:45 Same Day Dentistry – Same Day Success – Go Digital

2:00 – 5:00 Henry Schein Equipment Repair Workshop

Tuesday, November 29:

Workshops (Aisle 1200)

9:45 – 12:45 The Dentrix Insight Workshop

2:00 – 5:00 Henry Schein Equipment Repair Workshop

Wednesday, November 30:

Workshops (Aisle 1200)

9:45 – 12:45 Henry Schein Equipment Repair Workshop

2:00 – 5:00 Same Day Dentistry – Same Day Success – Go Digital

GLOVE CLUB

Sunday, November 27th and Wednesday, November 30th

11:30 am – 2:45 pm

Mike Piazza – NY Mets & Ivan Nova – NY Yankees

Planning for the end of the business year can be challenging. The Greater NY Dental Meeting can be overwhelming so you need a plan on what you are looking to accomplish.

Attached is part 1 of Cliff’s Notes Virtual NY Dental Meeting 2011. There are many products that I endorse, however, it is impossible to review everything. The products and services I review are proven and reliable and receive high praise for my client base. Also, all reviewed products are produced by quality manufacturers and their individual product lines are worth reviewing.

If you wish to discuss any particular item or need information on something not listed, please contact me. Price will never be an issue. Cliff’s Notes pricing will compete and in most cases be lower than any authorized distributer.

If you are not a Cliff’s Notes direct subscriber (blog readers) please send your e-mail address to cliff.marsh@henryschein.com and I will forward the review to you as quickly as I can.

Product Review – the Precise LTM Diode Laser………………………………

The Precise LTM Diode is the highest quality light weight portable laser that can be priced under $3500.00. This unit is a Cliff’s Notes Top Pick for basic soft tissue laser dentistry.

 The Precise™ LTM is designed with state-of-the-art diode laser technology and complements the advances in restorative dental materials and techniques so you oral soft tissue is as beautiful as the restorations you place. This easy-to-use ‘soft tissue handpiece’ enables easy fine tissue preparation and management of gingival and other oral soft tissues. Your patients will appreciate the increased comfort and faster healing resulting in beautiful soft tissue.
The Precise LTM is a 5-Watt, 810nm diode laser with a patented retractable fiber cartridge. The Precise LTM enables every practitioner to:
1.  Shape fine gingival contours to mimic natural curvatures.

2.  Coagulate as you cut for clear, blood-free environment.

3.  Cauterize nerve endings to stop histamine flow, reducing post-op inflammation.

4. Cut only microns deep to minimize tissue trauma, enabling faster tissue healing.
5. Sterilize tissue – ideal for periodontal treatment, removal of inflamed tissues, enhanced SRP and better healing.

6.  Deliver more predictable and highly esthetic outcomes.

 http://www.caogroup.com/Dental/PDFs/DENTAL030_Operators_Manual.pdf 

Sunday, November 13, 2011 ………………………..………………………

The weather is great and it may be the last chance we have to enjoy the warm Sunshine. Get outside, rake some leaves and tonight watch the NY Jets take over the AFC East. Or, maybe Boardwalk Empire if you have HBO and you’re not into football. Anyway, enjoy the day 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