“Delta Class-Action Suit Continues” – “Ergonomics Starts With Your Eyes”
Cliff’s Notes for March 18 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“Gentlemen, “you will permit me to put on my spectacles, for I have not only grown gray but almost blind in the service of my country.”
George Washington
March 15, 1783
This Week’s Feature on the Cliff’s Notes Channel
“Ergonomics will Improve Your Health, Increase Productivity & Extend Your Career!”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- This Week’s Dentrix Office Manager’s Blog – Collections!
- Class-Action Law Suit Continues!
- Product Review – Heine, Ergonomics Starts With Your Eyes!
- Commentary for Sunday, March 4, 2012
This Week’s Dentrix Office Manager’s Blog…………………………………………………………………………….
Each week, I am amazed at how many offices I visit that not only are not using the Collections Manager Report, but donn’t even know what it is. When I am working with an office on its collection routine, I always ask, “What are you currently using for your collection calls?” The typical answers are “the aging reports” or “the billing statements”. Crazy I say!
Why don’t I like using the Aging Report for making collection calls? As soon as you print the report, it is outdated. What do I mean? Every day another account balance goes over 30 or over 90 days and unless you reprint this report every day, you will be missing some accounts. Also, as soon as you post the daily checks, you have to get a pen and scratch someone off the list or change the balance if they make a payment.
It is definitely NOT HIPAA compliant. Could you imagine if a patient saw that report sitting on your desk, complete with personal information, full name, phone numbers, and balances? I would be mortified is I was a patient on that list and someone saw it. Especially if you had some handwritten message on there like, “filed for bankruptcy” or “send attorney letter”. This report uses way too much paper. Since I teach offices how to go paperless, this one is big for me. Using this report is too time-consuming!
To read the rest of the blog, log onto: http://thedentrixofficemanager.blogspot.com/
Class-Action Law Suits Continue …………………..………………………………………………………………..
Another in a series of class-action suits lodged by dentists and doctors and aimed at reforming insurers’ claims-processing procedures has been settled in federal court. District Judge Stanley Chesler certified the class and finalized an agreement in Kirsch v. Delta Dental of New Jersey Inc., 07-cv-186, which alleged oppressive billing and claims practices that health-care insurer denied. The settlement includes no monetary award but requires Parsippany-based Delta to make changes to its “Benefits Connection” website to allow offices to….For more information log onto http://www.mskf.net/PDFs/Kirsch.pdf.
This notice was supplied by JoAnn Pietro, RN, Esq. of Wahrenberger & Pietro LLP150 Morris Avenue, Springfield, New Jersey 07081 (973)258-9000 fax (973)258-9899 jpietro@wpslawfirm.com. Ms. Pietro’s (all woman’s) firm specializes in healthcare law and is experienced in presenting issues to the NJ State Board of Dentistry.
Product Review – Heine, Ergonomics Starts With Your Eyes!…………………………………………………
High-quality optical magnification offers many advantages during treatment. Along with a considerable improvement in the sharpness of the image, you will also experience healthier, ergonomic body posture.
HEINE high-tech optics, fitted with achromatic lenses, give incomparably clear and brilliant images with no color distortion. The high quality image in all HEINE systems is the result of the best optical components, manufactured by HEINE, allowing exact and individual adjustment of the optics. Our exclusive coating system ensures great results for a brilliant and bright image.
When choosing a magnification system, it is important to consider several factors. The two most important points to remember are optical performance and ergonomics.
Ergonomics:
The declination angle is the angle between the line of sight in the normal eye position and the line of sight given by the user’s lowered eyes. If the user has to rest his chin on his chest, the declination angle of the loupe used is too small. If the user has to look down too far or tilt his head back, the declination angle is too large. The ideal declination of the head is achieved when the neck and eye muscles are as relaxed as possible.
Comfort is no problem for HEINE loupe systems. The adjustable declination angle and our extraordinary optical quality avoid strain on the neck and eye muscles. Weight is an important factor here; loupes and frames, including the coaxial LED lighting, are extremely light and therefore comfortable to wear, even over longer periods of time. The secret is that the weight is distributed evenly by the modern S-Frame.
Optics is enhanced by a special anti-reflection coating. This multiple coating reduces the light reflection to around 0.3 %. The result is as clear as it is satisfying. The alignment of the achromats or prisms is adjusted for optimum performance, resulting in extremely sharp images and a field of view which is free of distortion right to the edge – as well as an excellent depth of focus.
Coaxial lighting:
With HEINE LED lighting, you will be working with 100 % coaxial, white and homogenous light. For dental applications, a yellow filter can be used, preventing premature hardening of composite materials.
Not all blessings come from above: Even an extremely bright and well positioned ceiling light may cast a shadow during some examinations. Only an additional coaxial light, i.e. fitted between the eyes, allows shadow-free lighting of, for example, a cavity.
For more detailed information & pricing, call Cliff or log onto:
http://www.heine.com/PRODUCTS/PRODUCT-OVERVIEW/Loupes-Headlights
Commentary for Sunday March 18, 2012………………………………………………………………………………
Affective leadership is the root of a successful organization. A dental practice is no different and regardless of how much money you make, you can do better if you communicate your protocol to your staff in a clear and focused manner that they will understand.
You do not have expenses, you only have investments. Staff members are not employees; they are your professional associates. You need to allow them to what they are trained to do, instruct them to your protocol and direct training so they can maximize their abilities and take pride in their own performance.
Sometimes you may need to be humble so they can understand your concern and sacrifice for the good of the practice. Those of you who know me well are aware of my passion for American history and lessons learned from the past. On March 15, 1783 our “American Experiment” was about to fail and once again a George Washington saved our nation with his unique form of leadership.
We don’t need to reinvent the wheel; we should look at why great men and women became great leaders. This is a great story and I recommend reading it. Log onto: http://www.historyplace.com/speeches/washington.htm
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
“Got Staff Issues?” – “The Microlux Transilluminator!”
Cliff’s Notes for March 4, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“Start with good people, lay out the rules, communicate with your employees, motivate them and reward them. If you do all those things effectively, you can’t miss!”
Lee Iacocca
This Week’s Feature on the Cliff’s Notes Channel
This Week’s Focus is on Employees and “Customer Service”
Nobody does it Better than Disney!
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- This Week’s Dentrix Office Manager’s Blog!
- Got Staff Issues?
- Product Review – The Microlux Transilluminator!
- Commentary for Sunday, March 4, 2012
This Week’s Dentrix Office Manager’s Blog……………………………
My last three posts, including today’s, outline the most critical parts of your patient’s clinical record. Where, how, and what to document can make or break you in a malpractice lawsuit. A 2005 survey by the ADA Council on Members Insurance was designed to determine the frequency, severity, and causes of dental malpractice claims reported between 1999 and 2003. The results of this survey can be found on page 13 of the ADA Dental Practice Dental Records guide. CLICK HERE to download your copy of this guide.
After reviewing this article, I found that five of the top 10 most frequent charting errors were in the clinical note section. Because this is such an important subject, I am going to help you avoid these potentially costly mistakes with the new Dentrix clinical note templates! For more information and to view the rest of this week’s Dentrix Blog, log onto: http://thedentrixofficemanager.blogspot.com/
Got Staff Issues? ……………………………………………………………….
Do you find yourself listening to everything going on around you? Are you concerned every time you hear staff talking to each other? Or, do you feel your staff is running the office and you’re afraid of losing them if you “define” the rules? Well, then we need to talk.
Understanding the employee situation is a key to a successful business. They all have the same problems you do, or did, or will. Money, children, and family discord are all part of life, and if you can manage the balance then you are a good manager.
Some of you reading this may think that I am speaking of you, but I am not. I am speaking about those managers and staff members that I talk to every day in every dental office. You are not alone, you all have the same problems and 99% of them can be solved! How do you solve them? You stop talking and start listening! After you listen, you think about all sides of the table and make informed decisions. It’s all about team harmony and production. Remember, your employees are NOT expenses, they are investments and an investment needs to realize the ROI.
Below is one of the thousands of article written on “Team Harmony” and a great video by Kerry Straine. It’s not about holding hands and singing, it’s about production, growth, and increasing retained earnings. Please contact me with any questions or concerns (201-321-7494 or cliff.marsh@henryschein.com.
video lang: en
Kerry Straine educates on the importance and joy of building a Best in Class Team.
Secrets to Dental Staff Retention in Difficult Times
By Rhonda R. Savage, DDS
Across the U.S., dentists, dental practice managers, and their dental staff alike are struggling. The dental practice is fortunate if it experienced growth in 2009 and 2010. Many are flat in growth or have declined and dental practice managers are faced with these tough choices:
- 1. Lay off employees or cut hours
- 2. Decrease benefits
- 3. Reduce pay
- 4. Freeze salaries
By far, the most appealing of the four is freezing salaries. The problem is, no hard working dental staff wants to hear these words “times are tough…no raises this year.” The question is how do you keep employees happy and productive during tough times? In addition, key employees may have the opportunity to move to another company. How do you retain, challenge and motivate these key dental staff to stay with you during the hard times?
Pay and benefits are not the number one motivational factor for employees. While important, most rank the need for praise and appreciation the highest, closely followed by the need to belong to a close-knit dental team. Team members also need to have responsibility and feel like their voice matters in an organization.
Use the following tips to keep dental staff happy, employee turnover down and productivity up, despite “no raises this year”:
To view the rest of this article, log onto: http://www.dentalmanagementu.com/dental-practice-management/dental-staff-retention/372
For in-office assistance and consultation on staff management issues, contact Cliff @ 201-321-7494 or cliif.marsh@henryschein.com.
Product Review – The Microlux Transilluminator!………….…………….
Transilluminator: Illuminate and view teeth in 3D. Go from opaque to translucent and revealing cracks, craze lines, fissures and more, instantly!
The fiber optic light guide is a high quality image grade glass light guide designed to focus the LED light at the output. The light guide can be wiped with disinfectant, cold sterilized, autoclaved, or heat sterilized. It is NOT recommended they be chemclaved.
Simply place the fiber optic probe adjacent to the oral structure under examination and the passage of the light through the tissue is proportional to the translucency of each material. Caries, calculus, cracks and the orifice of root canals do not transmit as much light as healthy enamel or dentin and appears darker.
The use of fiber-optic illumination in general dental practice.
The diagnosis of approximal carious lesions, in the absence of cavitations, is often difficult and bitewing radiographs are frequently used to supplement the visual, clinical examination. Recommendations regarding the prescription and timing of bitewing radiography have been made recently1 but there is still considerable variation in their use between individual dentists and different regions of the country2. Radiographs can enhance the detection of approximal lesions3,4 but there is a need to keep exposure to radiation as low as possible.
Click here for the Diagnostic System Guide (Video Presentation)
Microlux Transilluminator Available with 2 & 3mm glass light guides which allows doctors to better visualize caries on anterior and posterior teeth.
Posterior Caries To visualize posterior proximal decay, place the probe on the cervical area of the tooth. Caries appear as a dark shadow on the occlusal surface.
Anterior Caries Anterior caries can be visualized by placing the probe on the labio-cervical region of the tooth and examine from the lingual.
Root Fracture Root fractures can often be detected by using the Endo Fiber tip. Place it either bucally or lingually in the gingival sulcus. Fracture lines will appear dark via transillumination from the outside to the inside of the canal.
Root Canal Orifice To help locate root canal orifice, place the light source on the buccal or lingual cervical region of the tooth.
Periodontal Disease To help detect the depth of the pockets and gingival recession, use the lighted Perio Probe and insert the tip in the gingival sulcus. The depth indications are 3, 5, and 7mm.
Features:
• Autoclavable light guide, available in 2mm and 3mm
• High output L.E.D
• Battery Operated
• Portable and easy to use
• Protective Sleeves available
For under $220.00, your diagnostic abilities can dramatically increase.
Henry Schein Part #107-5222 – Cliff’s Notes Privileges Club Members get special pricing. Call 201-321-7494 or e-mail cliff.marsh@henryschein.com.
Commentary for Sunday March 4, 2012……………………………….
My career in the dental trade has offered me the opportunity to speak with and learn from some of the brightest and forward thinking people in our industry. At the end of the day everything we do is all about “life after dentistry” and unfortunately we tend to lose sight of that along the way. You may be in your 40’s with kids in grammar or high school (they are expensive, aren’t they) and think you have time, you don’t! Or you may plan on working another 10 years so start planning now! I’ve seen too many people wait too long and leave a lot of $$$ (real money) on the table. If this is you, please call me. A one hour conversation could change your life.
Today is Sunday, March 04, 2012 and spring is in the air. We’re 30 days away from baseball’s opening day and you’re thinking about planning your summer vacation. It’s time for your “New Birth of Freedom” so enjoy it all!
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
“The Dentrix Office Managers Blog” – “The Death of A Dental Salesman”
Cliff’s Notes for February 26, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“Quality in a product or service is not what the supplier puts in; it’s what the customer gets out of it. Nothing else constitutes quality.”
Peter F. Drucker
This Week’s Feature on the Cliff’s Notes Channel
Total Systemic Health – Part II
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- The Dentrix Office Manager Blog!
- The Death of a Dental Salesman!
- Product Review – Total Health Education!
- Commentary for Sunday, February 26, 2012 – Pat Paulsen for President?
The Dentrix Office Manager Blog…………………………………………………………………………..
Dayna Johnson’s blog on using Dentrix to improve practice management is free of charge and continually updated. If you are going to purchase the best of the best, you want to be able to utilize and unleash the organizational and economic power.
Meet Dayna Johnson — The Dentrix Office Manager
Meet Dayna Johnson, author of The Dentrix Office Manager blog, helping practices develop Dentrix “Super Users”.
Dayna – Last week, I talked about the best place to document your patient’s health history and keep track of medication lists. While today might just be a review for some of you who have been using these features, I urge you to play along because you might learn something new. How and where to document your patient’s medical alerts and special needs is just as important as the health history, but does not require the legality of being date stamped and locked down.
In my next post, I will tackle the most important piece of clinical documentation . . . the clinical note! Log onto the Blog @…
http://thedentrixofficemanager.blogspot.com/
The Death of a Dental Salesman! …………………………………………..
I guess the title of this section is a little politically in-correct, it should read “salesperson” but I thought the title would catch your attention, and I guess it did. You see, in marketing 101 you learn that packaging is 95% of the sale and when a marketing program is correctly presented, it will succeed.
Did you realize that dental sales people are dying off and facing extinction, and so they should! Evolution has pushed the “practice of dentistry” into the “business of dentistry” and the needs of the dental practioner, unfortunately, have changed forever. A dental practice needs to have a Dental Business Consultant that works for free!
An experienced dental business consultant understands how dental offices work and how they should be constructed around the doctor’s personality, dreams and goals. A dental business consultant is the bridge between “practice management” & “business management”. They meet with you, your staff, accountants, attorneys, spouses and whomever, to create the plan for reaching “life after dentistry” and yes, it will arrive!
A quality dental business consultant should not be as concerned about the composite you use or what cement you like or how many you have on the shelf. If it’s on the shelf, it’s costing you money and cash flow. In my opinion, the best materials in the world are the ones that work best in your hands. There are some that I prefer over others, but I don’t use them clinically. As a dental consultant I am concerned about you using more of them, expanding your standard of care, maximizing revenues and retained earnings, and elevating your family’s quality of life.
The sad part about the Death of the Dental Salesman is that most dental professional doesn’t understand what the new species does. Imagine, an non-equity partner that works for free and is only concerned about your success? Sound too good to be true? Well, this time it’s not. However, when looking for that partner, choose wisely my friend, watch out for the sale pitch and look for experience and integrity.
For more information, questions, concerns or referrals, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.
For a look at Dental Business Consulting, log onto:
http://www.henryschein.com/us-en/sites/wedothat/index.html
Product Review – Total Health Beyond The Mouth!……………………………………………………….
Welcome to Henry Schein Total Health Online Learning. This website gives you immediate access to our multimedia training library where you can learn about new techniques and products.
- Earn interactive CE credit by signing up for Henry Schein Total Health LIVE WEBINARS.
- Earn self-study CE credit by viewing the on-demand CE webinars.
- All CE credits are provided by an approved ADA CERP provider.
Log onto: http://totalhealthlearning.com/
Commentary for Sunday February 26, 2012…………………………………………………………….
Pat Paulsen was a staple on the Smothers Brothers Comedy Hour. In today’s political climate with everyone telling us how bad it is, we need to have a laugh. Things are not that bad, it just requires a little change and a little more work. I hope you enjoy the next 90 seconds.
Add to
Pat Paulsen For President 2008
Ok, so he’s deceased. Picky, picky, picky! Some things never change.
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
“The American Academy for Oral Systemic Health” – “NJDA Loses Court Battle!”
Cliff’s Notes for February 19, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“I hope I shall possess firmness and virtue enough to maintain what I consider the most enviable of all titles, the character of an honest man.”
George Washington
This Week’s Feature on the Cliff’s Notes Channel
“The American Academy of Oral Systemic Health ”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- The American Academy for Oral Systemic Health!
- NJDA Loses Court Battle!
- Dental Billing & Coding – Full Day Session!
- Product Review – Total Health Patient Education!
- Commentary for Sunday, February 12, 2012 – Products Liability!
The American Academy for Oral Systemic Health………………………………………………………
The American Academy for Oral Systemic Health is an organization of health care leaders and health professionals dedicated to the relationship of oral health and whole body health. AAOSH membership includes and is open to health professionals from many allied health disciplines, corporate supporters and sponsors, health educators, and healthcare leaders.
Understanding the emerging science-driven relationships between the mouth and the body, AAOSH promotes building closer ties between allied health professionals and improving interdisciplinary communication and professional referral relationships.
AAOSH invites all health professionals and members of the healthcare community at large to increase their understanding of the many relationships between the mouth and the body, and to become actively involved with us in changing the public and professional attitudes and awareness related to the many oral-systemic connections.
For more information log onto: www.aaosh.org or Henry Schein Total Health Learning: Earn Dental CE Credits Online … Accredited Dental Continuing Education Courses Free Through Live Webinars an Online Training. http://www.totalhealthlearning.com/
Dr. Jacqueline Russo Talks about the American Academy for Oral Systemic Health
Jacqueline Russo, nurse and dentist, speaks about her commitment to educating the public on the mouth-body connection.
NJDA Loses Court Battle! ………………………………………………………………………………………………..
A state appeals court has turned away the New Jersey Dental Association’s challenge to a state regulation that forces dentists to charge reduced rates for certain services. The state Department of Banking and Insurance did not act improperly when it allowed two dental insurance carriers to bundle two plans for its subscribers — one that provided coverage for certain services and another that set a fee schedule for non-covered services that dentists had to agree to, the Appellate Division held Wednesday February 15th in New Jersey Dental Association v. Metropolitan Life Ins. Co., A-2916-10.
This information was supplied to Cliff’s Notes by JoAnn Pietro, RN, Esq. of Wahrenberger & Pietro LLP
JoAnn Pietro specializes in litigation and health law in Dentistry and is recommended by Cliff’s Notes. Contact information jpietro@wpslawfirm.com / www.wpslawfirm.com
Dental Billing and Coding: Maximize Practice Revenue……………………………………………………………………….
Friday March 2, 2012 9:00 am – 4:00 pm / 6 CEU’s / Cost: $140.00
More insurance billing & better collections. Patients, who understand their insurance benefits, accept treatment. These are just some of the rewards your office can expect to reap by fully understanding dental billing and coding, and knowing how to read an insurance EOB, or Explanation of Benefits document.
Speaker: Christine Taxin: Course Objectives and Outcomes:
Establish basic knowledge of dental insurance and EOBs – Examine typical insurance collection problems, and learn how to avoid them – Eliminate common mistakes on dental insurance claims – Know how to get the most out of patients’ dental benefits – Increase confidence that production goals that are set can be met!
For more information or to register, please click on the link below:
Product Review – Total Health Patient Education Kit…………………………………………………………….
Why don’t patients keep their appointments? It’s time to change the culture and raise dentistry on the priority list. This is a marketing effort that will increase patient flow and raise the level of care your office provides. You need to communicate!
The Total Health Kit provides all the information required to introduce your patients to the new world of preventive medicine. The tag line is “Your Mouth is a Window into the Health of the Rest of Your Body”.
The easy to read literature covers Perio Disease – Oral Cancer & HPV – Sleep Disorders – Heart Disease – Diabetes – Pregnancy.
Why try to re-invent the wheel? The complete kit costs $89.99 and is available for next day delivery. Part #125-0112.
For more information on advancing your practice of dentistry, log onto: www.aaosh.org
Commentary for Sunday February 19, 2012……………………………………………………………
In today’s market we are all looking to save a few bucks, but are we willing to gamble and extend our liabilities. I said it before and I’ll say it again, only buy product from authorized distributors. If you are not sure who is authorized and who is not, call the manufacturer. Your reputation and future depend on it. I could have listed a countless number of articles addressing the concerns, but I know you have seen many of them before. Here are 3 of the most recent.
FDA warns of counterfeit cancer drug – CNN.com
3 days ago … The FDA says a counterfeit version of the anti-cancer drug Avastin may have been purchased and used in practices in the United States.
http://www.cnn.com/2012/02/15/health/fda-avastin-counterfeit/index.html
Gray Market vs. Black Market | Inside Dentistry | dentalaegis.com
The channels used for gray market products typically are the same channels used to sell counterfeit products. Counterfeit drugs and devices used in dentistry.
http://www.dentalaegis.com/id/2011/04/gray-market-versus-black-market
WHPA ‘Be Aware’ counterfeit medical products campaign
FDI World Dental Federation www.fdiworldental.org. WHPA ‘Be Aware’ counterfeit medical products campaign. For more information about Be Aware, please log onto:
http://www.whpa.org/WHPA_Counterfeit_Medicines_campaign.pdf -
Log On Now! www.sleepcomplete.com
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“A Story of 2 Dentists” – “Why Do Manufacturers Offer Free Goods” – The Smart Bur 2″
Cliff’s Notes for February 12, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“America will never be destroyed from the outside. If we falter and lose our freedoms, it will be because we destroyed ourselves.”
Abraham Lincoln
This Week’s Feature on the Cliff’s Notes Channel
“The Straine Effect”
Kerry Straine was voted the National Practice Management Consultant of the Year by Dr.Bicuspid.com
http://www.drbicuspid.com/index.aspx?sec=nws&sub=rad&pag=dis&ItemID=309576
“Kerry Straine & Keys to Success”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- A Story of 2 Dentists!
- Why Do Manufacturers Offer Free Goods? It’s Not What You Think!
- Product Review – Link to the Smart Bur 2 by SS White
- Commentary for Sunday, February 12, 2012
A story of 2 Dentists……………………………………………………….
Most of you know that I am not 100% politically correct so for the purpose of this “true” story I will refer to both dentists as men, even if the fact is that there are more women dentists entering the industry.
Dr. Jim graduated dental school in 1969. The Jets had just upset the Colts and won the Super Bowl, the Miracle Mets upset the Oriels in the World Series & Neil Armstrong walked on the Moon. It was an era of surprises and success and Jim’s dental career was no different, it started off with a bang!
After graduation, Jim was mentored by his family’s dentist and opened his own practice from scratch. The practice grew, Jim raised a family and now he and his wife agreed that it was time to travel and enjoy life. It’s time for “life after dentistry”. Although he wanted more free time, he felt that he was too young to retire and enjoyed the income and perks his business provided so in 1982 he brought in Bill as an associate and hopefully a future partner.
Bill was young and enjoyed dentistry’s new diagnostic technologies and re-constructive techniques and the patients all liked him. After a year, Jim offered Bill an opportunity to buy into the practice so they contacted their respective attorneys to work out a deal. Well, that was the first mistake. If there is anything I have learned over my 35+ years in business, it is that “when the professionals get involved, the deal can get screwed up”.
The trap that Jim & Bill fell into is that they did not understand what the professional’s roll is. The professional’s role is to provide information so that YOU can make an informed decision. In a practice sale, the lawyer’s job is to inform you of possible liabilities and offer advice to protect your future. An accountant’s job is to crunch numbers and provide detailed financial information as well as a tax plan for the next several years. It’s your job to see the long term ROI and pull the trigger on a deal.
So, how does a “GOOD” deal get structured? You need to consult an experienced Practice Transition Specialist. A transition specialist is a neutral party that provides information to the professionals as well as successful contractual formulas. Transition Specialist can also be “practice brokers” but a practice broker is usually not a transition specialist. The explanation of the difference between the two is a separate discussion and I would be happy to have that conversation as a side bar. I can be reached @ 201-321-7494 or cliff.marsh@henryschein.com.
Jim & Bill were developing a very healthy relationship but the deal, although eventually consummated, soured their friendship. Jim’s pot of gold turned into a pot of silver, still not bad, and Bill’s dream was delayed by several years.
A Dentist is like a fine tuned athlete, they don’t want to walk off the field. If you are a NY Yankee fan think about the relationship between Joe DiMaggio and Mickey Mantle, it’s no different. Dr. Jim was forced to leave the practice, by contract, after the deal expired 2002 and retired to a warmer climate. In 2009 Dr. Bill brought in a new associate, Dr. Jane, and in 2010 created a win-win 5 year transition but now plans full time retirement, at the request of his wife, at the end of 2013, two years ahead of schedule. Dr. Bill learned from his past and had an experienced transition expert work with his financial advisors to help him structure an acceptable deal with Dr. Jane and a long term plan for the next phase of his life. Dr. Bill and Dr. Jane remain friends and will for many years to come.
This is a true story. Some of you may think it is about you, but I guaranty it is not. Dr. Bill is my friend and he is currently working 6-10 days per month and is enjoying his new grandchild and his 2nd home in the Florida Keys.
You see, the story is almost always the same and the outcome only depends on whether you turn right or left at the start of your journey. You are only going to transition out of dentistry once, do it the right way.
A very successful investment banker once said to me “when both side of the deal walk away from the table a little un-happy, it’s a good deal”.
Why Do Manufacturers Offer Free Goods?………………………………….
How many times do you hear “by 6 & get 1 free”? This is a standard sales technique that was designed to get you to try a product and possibly start using it on a regular basis. However, with technology now offering detailed consumer information data the concept has changed. Now you are asked to fax or mail a copy of your invoice to the manufacturer to receive your free goods.
The question most savvy consumers have is why don’t they just lower the price? Well, this is why. Millions of dollars are spent every year on market research and the data reveals that 70% of free goods are not requested by consumers and leaves the manufacturer with a straight retail sale. In a dental office, the buyer and the supply manager must communicate with each other and coordinate the requests and monitor the receipt of merchandise. If the free merchandise requests fall through the cracks it could cost the office thousands of dollars annually and with different management issues consuming time (time is money) on a daily basis, lost inventory is a common occurrence.
Inventory management automation is the only way to economically track merchandise and control the flow of “working inventory”. Many of my clients utilize the Aruba Inventory Management System, that I provide free of charge, to control and minimize inventory expenses.
Aruba software is supported by over 90% of the dental manufacturers in the U.S. and coordinates all national promotions with your purchases. On a quarterly basis all manufacturer promotions are directly down loaded into Aruba and any qualifying purchase your team makes is automatically recorded and available with the click of a mouse. POP (proof of purchase) reports created by Aruba are accepted by all industry manufactures so there is no need to photocopy or hold invoices on the side. The POP contains all rebate and contact information including invoice number, date and cost.
There is no reason your organization can’t better control the flow of your working inventory by using inventory software. The only reason it won’t work is because your inventory manager doesn’t want to use it. Now that may raise other questions, but we’ll leave that discussion for another time.
For more information on inventory management, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.
Henry Schein – Why Rely on Henry Schein – Distribution for your inventory management and flow. Next day delivery & 99.8% fill rates means less inventory on your shelf, lower carrying costs, and more time for clinical production. The ONLY way to successfully reduce overhead is to increase production.
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video lang: en
Improving Production and Controlling Overhead
Kerry Straine
Product Review – SS White Smart Bur 2…………………………..
The Smart Bur 2 will not cut dentin. The following link provides detailed information/
http://www.sswhiteburs.com/smb/index.php
Commentary for Sunday February 12, 2012………………………
Today is the birthday of the 16th President of the United States, Abraham Lincoln. When growing up in the 1960’s part of our grade school assignment was to memorize 2 historical documents. The first was the preamble to the Constitution that started off with “We the People of the United States”. The second was one of the greatest speeches ever given. It was written on the back of an envelope on a train ride from Washington DC to a small town in Pennsylvania called Gettysburg.
On the afternoon of November 19, 1863, after several hours of standing in the cold and listening to politicians make speeches, President Lincoln approached the podium. His remarks lasted only 90 seconds but summed up the belief and strength of our founding fathers.
Regardless of your political convictions, “We The People” was Lincoln’s core value. Never before or since has an American President sacrificed so much to preserve our constitution and our Union.
The Gettysburg Address
Four score and seven years ago, our fathers brought forth, upon this continent, a new nation, conceived in liberty, and dedicated to the proposition that “all men are created equal.”
Now we are engaged in a great civil war, testing whether that nation, or any nation so conceived, and so dedicated, can long endure. We are met on a great battlefield of that war. We have come to dedicate a portion of it, as a final resting place for those who died here, that this nation might live. This we may, in all propriety do. But, in a larger sense, we cannot dedicate — we cannot consecrate — we cannot hallow, this ground — The brave men, living and dead, who struggled here, have hallowed it, far above our poor power to add or detract. The world will little note, nor long remember what we say here; while it can never forget what they did here.
It is rather for us, the living, we here be dedicated to the great task remaining before us — that, from these honored dead we take increased devotion to that cause for which they here, gave the last full measure of devotion — that we here highly resolve these dead shall not have died in vain; that this nation, under God shall have a new birth of freedom, and that the government of the people by the people and for the people, shall not perish from the earth.
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The Gettysburg Address As Read By Johnny Cash
President Lincoln’s message to America rings down through the ages…
Enjoy the day, enjoy your family and teach your children well….
Log On Now! www.sleepcomplete.com
“For Every Action” & “Marketing Your Current Patient Base” & “A Product Review of the Paradigm Line”
Cliff’s Notes for February 5, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“Tact is the art of making a point without making an enemy.”
Sir Isaac Newton
This Week’s Feature on the Cliff’s Notes Channel
Dr. Charles Blair
“Industry Changes That Will Impact Your Practice”
&
“Insurance Coding”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- For Every Action There is a Reaction!
- Market to your Current Patient Base?
- Product Review – The Paradigm Line from 3M!
- Commentary for Sunday
For Every Action There is a Reaction!………………………………………………………………………………..
Newton’s 3rd Law is a “bit of advice” that is overlooked by most small business owners and dentists are not exempt. We tend to make decisions that are influenced by emotion and anticipation. How many “dental toys” are sitting on a shelf earning dust? How much production did you lose because you wouldn’t give staff members a $25.00 gift card if they came in during bad weather? How many dollars did you lose worrying about dimes?
Recently I said that you have no expenses. All of your business expenses are investments. For every investment there should be a calculated return. The investment is an action and the return is the reaction.
Investing in your staff is the best action you can take and you will realize the biggest re-action. A positive attitude among staff members will increase productivity and reduce the overhead footprint on your practice.
An investment in staff starts with a “staff discovery meeting”. For my clients, this is a 1 hour meeting that I conduct, without the doc, and the staff members can answer questions freely, anonymously, and as a group. Staff feels more comfortable and open when the boss is not around and there is safety in numbers. Drama often plays a big part in staff issues and that’s an action that will have a negative reaction. Discovery meetings usually find those speed bumps, and that’s why they’re called discovery meetings.
Running a business is like playing a game of chess, you need to think about your moves in advance and anticipate the reaction. A well managed staff not only increases clinical production and revenues, but it also increases the value of your practice. Now you can put yourself in the position to find a whiz kid associate, start a long controlled transition, and find your little piece of heaven on earth.
Sounds easy don’t it? Well it’s not’s! It requires thought, planning and patients (no pun intended) to take your team into the Red Zone and giving them the tools to help you score (I thought that today was a good opportunity to use some “American” football terms).
To schedule a private time to discuss staff management issues, please feel free to contact me at any time. There are very few situations that I haven’t seen or dealt with and many of your peers have the same problems. Most of us have normal everyday issues, it’s our ability to recognize the actions that will create the biggest positive reaction, and execute.
If you think I can help you do more and better dentistry, please let me know. No matter s how good things seem to be, they can be better.
Market to Your Current Patient Base………………………………………………………………………………………..
I have always said that your current patient base is your “core business” and needs to be constantly maintained. Your marketing dollars should be focused on re-appointing 100% of your patients. You may wonder why I said that, well, just about every practice analysis I do shows a successful re-care rate of only 50%. If you were able to capture 30% more, think of the increase in production. An office that sees 10 patients/day would increase to 13 and that translates to 48 additional appointments per month based on a 4 day work week, and that’s not counting new patients!
We all know that in today’s high tech world of communication you need to have a web page & a Facebook page. You need to be what your patients are seeing everywhere. I walk into 7-11 and there are several flat screens showing everything from advertisements to traffic and weather.
Investing in patient communication gives you the opportunity to brand yourself. Collect e-mail addresses & cell phone numbers for texting because people don’t answer phones anymore. The growth in your practice is in your current patient base. You need to tap into it and solidify your core business, great structures have strong foundations. The following presentations may help you develop some ideas and please don’t hesitate contacting me at any time.
A dentist is using Loyal Patient™ Rewards (savings on travel, entertainment, and merchandise) to reward patients for good oral health. http://loyalpatientsinc.com/
GURU Patient Education System http://www.howdoyouguru.com/
Demandforce Patient Communication System http://www.demandforce.com/
Product Review – The Paradigm Line from 3M………………………………………………………….
With costs rising on all fronts, 3M has addressed the issue. A high quality Nano Hybrid composite at “yesterday’s price!” The secret is that by providing only 12 of the most popular shades, production and regulatory cost drop and 3M is passing it on to the end user.
ST. PAUL, Minnesota—For everyday procedures, the right products can help dentists keep overhead low and deliver patient care with confidence. That’s why 3M ESPE has introduced the Paradigm brand.
Paradigm is a new family brand that will offer dental professionals competitively priced products with the standard features they rely on. The brand debuts with the introduction of Paradigm VPS Impression Material and Paradigm Nano Hybrid Universal Restorative—both scheduled for launch in April 2011.
“The Paradigm brand gives dentists the right balance of price and features for everyday dentistry,” said Keith Haig, director of marketing for 3M ESPE. “With well-made, easy-to-use products from a company they can trust, dentists can deliver quality care even while watching the bottom line.”
The new Paradigm VPS impression material exemplifies the features and value that will be offered by the Paradigm brand. For all indications, the easy-to-extrude material flows smoothly without dripping or slumping. Its hydrophilicity helps the material produce void-free impressions with detail.
Additionally, good tear strength helps protect impressions from damage and distortion during removal from the mouth. With a range of viscosities and setting times, Paradigm VPS impression materials give dentists options to suit their individual techniques and procedures.
Its versatility and price apply to all indications, including crowns and bridges, bleaching trays, mouth guard trays, study models, and provisional and denture impressions.
The new Paradigm Nano Hybrid restorative also offers a simple solution for daily restorative needs. It provides handling without slumping or sticking to instruments, allowing dentists to easily shape the composite.
With 12 shades, Paradigm Nano Hybrid restorative offers enough variety to cover most dentists’ daily needs. In addition, it is easy to polish and has strength and wear resistance. The restorative is intended for all indications, including direct anterior and posterior restorations, occlusal surfaces, core build-ups, splinting, and indirect restorations, such as inlays, onlays and veneers.
“Paradigm brand products are the new value in dentistry,” said Haig. “With straightforward features and reliable quality, 3M ESPE is giving dental professionals the complete range of tools they need.”
Click here for information on Paradigm Capsules (20 count)
Click here for information on Paradigm Syringes (3gm)
Paradigm sampling is available to all of Cliff’s clients. Call: 201-321-7494 or send an e-mail to cliff.marsh@henryschein.com.
Introductory offer of 3+1 can bring the net cost as low as $3xxx/syringe and $3.50/capsule. Don’t forget about Paradigm VPS Impression Material.
Sunday February 5, 2012………………………………………………………………………………….
It’s Super Bowl Sunday! Enough said, enjoy the day!!
Log On Now! www.sleepcomplete.com
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“Workplace Litigatiion” – “Did You Forget Your Job?” – Product Review “MI Varnish”
Cliff’s Notes for January 29, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“In nothing do men more nearly approach the gods than in giving health to men.”
Cicero
This Week’s Feature on the Cliff’s Notes Channel
“It’s Time to Give Kids A Smile”
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- Workplace Litigation is on the Rise!
- Did You Forget Your Job? What About Your Responsibility?
- Product Review – MI Varnish, New from GC America!
- Commentary for Sunday January 29, 2012 – GIVE KIDS A SMILE!!
Workplace Litigation is on the Rise!…………………………………………………………………………………
PRESS RELEASE 1-11-11
EEOC Reports Job Bias Charges Hit Record High of Nearly 100,000 in Fiscal Year 2010
Retaliation Surpasses Race as Most Frequent Allegation; Agency Obtains $404 Million for Victims
The U.S. Equal Employment Opportunity Commission (EEOC) today announced that private sector workplace discrimination charge filings with the federal agency nationwide hit an unprecedented level of 99,922 during fiscal year (FY) 2010, which ended Sept. 30, 2010.
Despite the increase in overall charges filed with the EEOC last fiscal year, the Commission dramatically slowed the growth of the charge inventory. As a result, the federal agency ended FY 2010 with 86,338 pending charges – an increase of only 570 charges, or less than one percent. Between fiscal years 2008 and 2009, the EEOC’s pending inventory increased 15.9 percent.
“We are pleased to see that our rebuilding efforts are having an impact on how efficiently and effectively the Commission enforces the civil rights laws protecting the nation’s workers,” said EEOC Chair Jacqueline A. Berrien. “Discrimination continues to be a substantial problem for too many job seekers and workers, and we must continue to build our capacity to enforce the laws that ensure that workplaces are free of unlawful bias.”
The FY 2010 data show that the EEOC filed 250 lawsuits, resolved 285 lawsuits, and resolved 104,999 private sector charges. Through its combined enforcement, mediation and litigation programs, the EEOC secured more than $404 million in monetary benefits from employers — the highest level of monetary relief ever obtained by the Commission through the administrative process — to promote inclusive and discrimination-free workplaces.
The FY 2010 enforcement and litigation statistics, which include trend data, are available online at http://www.eeoc.gov/eeoc/statistics/enforcement/index.cfm. According to the FY 2010 data, all major categories of charge filings in the private sector (which include charges filed against state and local governments) increased. These include charges alleging discrimination under Title VII of the Civil Rights Act of 1964, as amended; the Equal Pay Act; the Age Discrimination in Employment Act; the Americans with Disabilities Act; and the Genetic Information Nondiscrimination Act (GINA). Last year, for the first time ever, retaliation under all statutes (36,258) surpassed race (35,890) as the most frequently filed charge, while allegations based on religion (3,790), disability (25,165) and age (23,264) increased. In its first year of enforcement, the EEOC received 201 charges under GINA. Historically, race had been the most frequently filed charge since the EEOC became operational in 1965.
http://www.eeoc.gov/eeoc/statistics/enforcement/charges.cfm
The FY 2010 data also show: The mediation program ended the year with a record 9,370 resolutions, 10 percent more than FY 2009 levels, and more than $142 million in monetary benefits;
The EEOC also expanded its reach to underserved communities by providing educational training and public outreach events to approximately 250,000 persons; The agency continued its concerted effort to build a strong national systemic enforcement program. At the end of the fiscal year, 465 systemic investigations, involving more than 2,000 charges, were being undertaken;
The EEOC resolved a total of 7,213 requests for hearings in the federal sector, securing more than $63 million in relief for parties who requested hearings. The agency also resolved more than 4,600 federal sector appeals — 400 more than in FY 2009.
The EEOC enforces federal laws prohibiting employment discrimination. Further information about the Commission is available on its web site (www.eeoc.gov).
Protect Yourself: Do you have;
- An up-to-date employee manual.
- An up-to-date written job discretion.
- An up-to-date O.H.S.A. written compliance statement.
- An up-to-date written office protocol manual.
- An up-to-date written patient policy.
There are some constants in business and it is part of my job to keep my clients informed. Managing your staff correctly will help contain costs and increase production. Increased production reduces the footprint of your total overhead on your P&L. The result is more “disposable income” and that’s a good thing. Please contact me at any time with any questions or concerns @ 201-321-7494 or cliff.marsh@henryschein.com.
Did You Forget What you Do?……………………………………………………………………………………………….
I was fortunate this week to attend a session on Sleep Apnea that was sponsored by the Hudson County Dental Society. During the session a question was raised regarding patients requesting snoring devices and a statement was made by one of the attendees “if they ask for a device, I’ll make one and that’s it”. Now, I don’t know the doc, his background, or his patient base but the statement bothered me. Perhaps he had a long day and hasn’t been sleeping well; however, the statement is contradictory to everything that has happened to dentistry in the last 10 years and what I believe about the dental (oral healthcare) industry’s position and responsibility to the public. My concept is simple, “systemic health”.
I looked across the table at the doc and said “is there any concern for the reason the patient snores”? Snoring is a marker for more serious health conditions and once again I will say that Dentistry is the Forefront of Preventive Medicine.
I hate the word “dentist”, John Henry Holliday (Doc Holliday) was a dentist. I believe that my clients are physicians that specialize in oral & maxiofacial health and almost everything that naturally enters the body comes over the dental bridge.
There is no healthcare professional that will see a healthy patient more often than a dentist. The modern dental office is in the perfect position monitor systemic health markers and communicates any noticeable changes with a patient’s medical doc.
Not only will a systemic health program improve the quality of your patient’s lives, but it will raise your standard of care. When implemented correctly it will dramatically improve your patient re-care issues and fill the schedule. By the way, we call it re-care because things like cars are re-called, people are re-cared. So, how do you start your “culture change”? It all starts with what you want to be. Gandhi once said “we are the language we speak”, Stu Leonard once said “packaging is 95% of the sale”. Be your patient’s healthcare confidante. Communicate with their primary care physician and you will save lives while your practice is rapidly growing. Hey, we’re talking about adding 5 minutes and some great medicine to every exam as well as giving the patient a real good incentive to keep their next appointment and respond to your communication.
For more information on systemic health monitoring or if you have any questions or concerns, please contact me at any time.
201-321-7494 or cliff.marsh@henryschein.com.
Product Review – New from GC America MI Varnish…………………………………………………
MI Varnish™ releases higher fluoride, calcium and phosphate ions due to the RECALDENT™ (CPP-ACP) Technology* – making it the clinical choice for you, your staff and your patients.
• Enhances acid resistance of enamel and promotes bioavailability of calcium, phosphate and fluoride enriched saliva.
• Smooth, creamy texture allows for even flow over tooth surfaces as well as interproximally.
• Reduces sensitivity by penetrating and sealing into dentinal tubules.
• Use with MI Paste™ and MI Paste Plus™ for a comprehensive preventive system.
Benefits of MI Varnish™
• Higher fluoride, calcium and phosphate ions released due to the RECALDENT™ (CPP-ACP) technology (FIG 4 & FIG 5)
• Reduces sensitivity by sealing and penetrating dentinal tubules effectively blocking out external stimuli
• Enhances acid resistance of enamel and promotes calcium and phosphate enriched saliva
• Flows easily into interproximal areas, due to its low viscosity
• Non-clumping white natural translucent shade
• Excellent retention – stays on longer than the leading varnishes
• Unique unit dose, easier to open, easy to access varnish
• Generous volume per unit dose, enough for a full adult dentition
• Does not immediately clump upon exposure to saliva allowing ease of use and longer working time
• Greater fluoride contact time and increased calcium and phosphate bioavailability than gels, foams and varnishes
• Stands out on tray, easy to identify – brightly colored unit dose
Sunday January 29, 2012 – Give Kids A Smile………………………………………………………….
This Friday, February 3rd, is National Give Kids A Smile Day. This is one of the most heartwarming and heart wrenching days on my calendar. GKAS is this week’s feature on my YouTube Channel. www.youtube.com/cliffmarsh100.
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future! http://www.dentalwriter.com/
Log On Now! www.sleepcomplete.com
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“Reality Check! You don’t Have Expenses” & “Product Review – Helios 3000″
Cliff’s Notes for January 22, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“We didn’t have any central organization. I came to work and it felt like a zoo with all the cages open”
Les Wexner
(Founder of Limited Brands)
This Week’s Feature on the Cliff’s Notes Channel
Designing & Building the 21st Century Dental Practice!
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- It’s Time for a Reality Check – “You Don’t Have Expenses!”
- Product Review – Helios 3000 LED Overhead Light!
- DentaCheques & The Dental Lifeline!
- The Implementation of a Sleep Medicine Program!
- Commentary for Sunday January 22, 2012
Reality Check! There Are No Expenses!…………………………….
We all want the toys. The reason you own a business is to capitalize on a specific talent that you have. Now don’t get me wrong, a quality dental practice starts with a high standard of care, but at the end of the day it’s all about the houses, cars & boats. So, let’s talk about some of those nasty “expenses” that take away from your disposable income, because they are not expenses.
When writing checks from your business, you may call them expenses, but in reality they are investments. A pay check written to an employee is an investment in that person just like a check written to a lending institution for an equipment lease. Your utility bills, legal fees, supply costs, computers, etc. need to be looked at as investment. Question, what is the return on each of those investments?
Your investment in staff is the number one investment you can make. The New York Yankees are a great example, invest in quality, and put quality on the field every day. The NY Yankees are the most successful and valuable sports franchises in the world.
Staff (employee management) can be a very difficult investment to manage. Most small business owner are reluctant to change (terminate) staff because of the difficulty in replacing them with better quality. The answer to that is to train your staff to your protocol from day one and if they can’t fit the system in 90 days, start looking at the ROI and consider replacing or working around any particular inefficiency.
When bringing on a new employee they need to be presented with, and acknowledge the receipt of, several documents.
- An up-to-date employee manual.
- An up-to-date written job discretion.
- An up-to-date O.H.S.A. written compliance statement.
- An up-to-date written office protocol manual.
- An up-to-date written patient policy.
The office protocol is the one that directly relates to the return on investment for an employee and that return should be measured in several ways. One of the larger offices I work with has 18 employees and the office runs very efficiently. However, one of the staff members is a “no-it-all” and it creates a little tension at some times. When discussing it with the doc, he felt that the quality of her work, the kindness in her personality and her ability to relate with the patients outweighed the loss of production (tension). He is managing his investment for the best return (ROI).
Why is employee management so important? When you do your taxes this year, take a good look at your P&L statement (profit & loss). The items that affect the largest percentage of the pie should be addressed first. I’ll bet its staff!
There are some constants in business and it is part of my job to keep my clients informed. Managing your staff correctly will help contain costs and increase production. Increased production reduces the footprint of your total overhead on your P&L. The result is more “disposable income” and that’s a good thing. Please contact me at any time with any questions or concerns @ 201-321-7494 or cliff.marsh@henryschein.com.
Product Review – Helios 3000 LED Overhead Light……………..
Consultants’ Comments
- “Excellent illumination.”
- “Helios 3000 has auto shutoff when you push the light up.”
- “Light is heavy and sturdy.”
- “The silver on the face of the reflective shield is hard to keep streak free.”
Description
Helios 3000 LED Operating Light is an LED dental light with multiple intensity options and automatic shut-off capabilities. Helios 3000 is available in seven mounting variations: Track, Ceiling, Cabinet, Wall, Post, PMU, and Ellipse Mounted. The light provides advanced positioning capabilities and enhanced ergonomics for precise and efficient illumination of the oral cavity. It features patent-pending LED technology designed to deliver a precisely calibrated 7.6 x 15.2 cm light pattern. The light has long LED life expectancy, virtually no radiant heat, and dual Kelvin settings (5000 and 4200 K) for shade matching. The light has a mode to avoid premature curing of light-activated resin. Helios 3000 was evaluated by 8 consultants in 2200 uses. It received a 97% rating.
Suggested Retail Price depends on mounting variations and ranges between $3,895 for Ellipse System Mounted Light on Curved Post and $4,395 for Track- or Wall-mounted Light.
Equipment Features
Consultants unanimously agreed that Helios 3000 is an attractive, modern-looking light that provides excellent illumination. The auto on/off feature is conveniently activated by raising or lowering the light. The rectangular light pattern sufficiently illuminates the oral cavity without getting in the patient’s eyes. The unit contains a fan for cooling the diodes. The fan noise is minimal and received no negative comments from consultants. Several consultants reported that the silver reflector was difficult to clean without streaking.
Seventy-five percent of consultants reported that Helios 3000 was better than other dental lights and would switch to it and recommend it.
DentaCheques………………………………………………………………………..
Year after year, Dental Lifeline Network has worked to provide comprehensive dentistry for society’s most vulnerable individuals; those with disabilities or who are elderly or medically fragile and have no other way to get help. The money raised through the sale of DentaCheques books and other donations generated 23.6 million dollars worth of dental care last year. With a waiting list of 17,000 patients in need, it is imperative that everyone find a way to support the work of Dental Lifeline Network, either by purchasing a book or even volunteering your time and resources.
DentaCheques Turns Your Donations in to Dental Care for Those in Need
- Each year approximately 9,000 dental offices purchase a DentaCheques book, a tax-deductible charitable contribution. DentaCheques enables dentists to save hundreds, and even thousands, of dollars on purchases of equipment and supplies for their dental practices while providing dental services to vulnerable people who are desperately in need of care. This year’s edition offers $120 in invoice discounts from Henry Schein, over $700 in free products and potentially thousands of dollars of savings. Great gifts for your dental peers, there is no limit on the number of books that can be purchased.
- Each year 15,000 dentists and 3,200 dental laboratories volunteer their time and resources providing dental services on behalf of Dental Lifeline Network. Volunteering is easy with Dental Lifeline Network coordinating all arrangements with the patient in advance. The dentist simply reviews the patient profile prior to appointment, with the ability to decline the case for any reason, and then sees the patient in his/her own office to determine the treatment plan. Dental Lifeline Network will arrange for specialists and donated lab work as needed.
- Each year hundreds of companies and individuals make donations to Dental Lifeline Network. Although the revenue from the sale of DentaCheques books supplies a major source of funding for the organization, additional donations are still a critical component to the success of Dental Lifeline Network. For every $1 in general operating support, the Dental Lifeline Network provides $9 in charitable treatment and other direct-care program services. This would not be possible without the support of the dental professionals, the dental industry, and dental laboratories who donate.
Add a DentaCheques Book to your next order, you’ll save money and the cost ($149.00) is 100% tax deductable. Oh, remember, you’re helping a neighbor.
Log onto the Dental Lifeline Network.
http://dentacheques.org/index.php?dcsid=brmh1f6qlaoe7u8jo8vcrmi8m1
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For more information & free webinar access log on to
Sunday January 22, 2012……………………………….
Log On Now! www.sleepcomplete.com
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future! http://www.dentalwriter.com/
“A Sleep Medicine Seminar!” & “What is a DentaCheques?”
Cliff’s Notes for January 15, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
Richard M. DeVos
This Week’s Feature on the Cliff’s Notes Channel
“The National Dental Lifeline”
The 2012 NDLT DentaCheques Book is now available through Henry Schein (part #108-1812).
All proceeds go directly to the NDLT, please help support their efforts.
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- The Implementation of a Sleep Medicine Program!
- Your Dental Practice is More Than Just Fixing Teeth!
- DentaCheques & The Dental Lifeline!
- Commentary for Sunday January 15, 2012
The Sleep Complete Program…………………………………………….
“The Implementation of a Sleep Medicine Program”
February 10th & 11th (12th for those who observe) a hands-on session will be held in NYC @ the Marriott Marque. The session offers 14 CE and covers everything an Oral Health professional needs to know. The dental industry has never been presented a program this complete.
Successful Implementation of Dental Sleep Medicine
For Dentists and Their Team!
Course Description:
- Referrals and Marketing for Dental Sleep Medicine
- Learn to Communicate with Physicians
- Medicare – Fact, Fiction and Correct Coding
- Home Sleep Testing and Snoring
- Screening for Obstructive Sleep Apnea
- How does Oral Appliance Therapy help treat OSA
- The best Appliance Designs
- Implementation of Office Flow and Integrate Dental Sleep Medicine into your Practice
- Medical Billing and Medicare: Getting Paid
- Hands on live history taking and exam for the entire dental team
- Scheduling, Forms, Letters and Documents
At the end of this course, participants should be able to:
- Build and maintain a solid dental sleep medicine program
- Understand how to select an appliance
- Communicate with MD’s and develop referrals
- Bill Medical Insurance
Price is for the dentist and up to two staff members at no charge!
Two days: $1999.00 for Dentist and 2 individuals – (14 CE’s)
Friday
Registration & Continental Breakfast: 7:30 AM
Start Time : 8:00 AM – End Time : 5:00 PM
Saturday*
Registration & Continental Breakfast: 7:30 AM
Start Time : 8:00 AM
End Time : 4:00 PM
*Sunday
Repeat of Saturday’s Program for those that observe.
Refund and Cancellation Policies: Cancellations are to be made in writing. All paid registration fee will be refunded at 100% for cancellations received 14 days prior to start of course. An assessment fee of $250.00 will be taken for cancellations received after this time. This course provider reserves the right to cancel a course or to provide a substitute instructor if conditions warrant. All registration fees will be returned if the course is cancelled
Your Dental Practice – It’s More Than Fixing Teeth……………………………………………………..
Don’t you wish that all you had to do was dentistry? Your world is creating and re-creating chairside and the business side of you practice is the “necessary evil”. This is the part of the business that most dentists don’t understand and that’s OK as long as you are willing to listen to experts in the industry.
Most of us get embarrassed when we don’t understand something that people think we should. As a business owner, you are responsible for everything and that can be a difficult task. That’s why you need management advice. Every successful organization has expert advisors that provide the information from different sides of the table so that the CEO can make “informed” decisions. I don’t care how successful you are; you can always use the clear & honest advice from an industry expert that can look in from the outside and be objective. A good practice advisor will tell you what you don’t want to hear.
When taking control of your business in 2012, start with a private review of your employees. This means being critical and weighting pros & cons. Nothing good can happen in an organization unless the staff is motivated and managed. When I say manage, I am saying professionally and legally. Do you have an employee manual? Did you review it with your staff? Did you have them sign off on receiving and understanding it? Did you give them a copy and put the original in their “employee file”? And, most important, did you provide a written job description with a company “mission statement”. I’ll bet that you don’t have a printed mission statement; in fact, you probably don’t know why you need it. Again, that’s ok as long as you are interested in an answer.
Most dentists I know don’t have up to-date business files let alone anything staff related. For some reason they are afraid to offend their employees by insisting on the acceptance of written rules. Blame it on your accountant, lawyer or payroll company but get it done. It is that important.
If you would like to talk about how to get started motivating and managing your staff, please feel free to contact me at any time @ 201-321-7494 or e-mail:
Product Review – DentaCheques………………………………………………………………………………………………..
Year after year, Dental Lifeline Network has worked to provide comprehensive dentistry for society’s most vulnerable individuals; those with disabilities or who are elderly or medically fragile and have no other way to get help. The money raised through the sale of DentaCheques books and other donations generated 23.6 million dollars worth of dental care last year. With a waiting list of 17,000 patients in need, it is imperative that everyone find a way to support the work of Dental Lifeline Network, either by purchasing a book or even volunteering your time and resources.
DentaCheques Turns Your Donations in to Dental Care for Those in Need
- Each year approximately 9,000 dental offices purchase a DentaCheques book, a tax-deductible charitable contribution. DentaCheques enables dentists to save hundreds, and even thousands, of dollars on purchases of equipment and supplies for their dental practices while providing dental services to vulnerable people who are desperately in need of care. This year’s edition offers $120 in invoice discounts from Henry Schein, over $700 in free products and potentially thousands of dollars of savings. Great gifts for your dental peers, there is no limit on the number of books that can be purchased.
- Each year 15,000 dentists and 3,200 dental laboratories volunteer their time and resources providing dental services on behalf of Dental Lifeline Network. Volunteering is easy with Dental Lifeline Network coordinating all arrangements with the patient in advance. The dentist simply reviews the patient profile prior to appointment, with the ability to decline the case for any reason, and then sees the patient in his/her own office to determine the treatment plan. Dental Lifeline Network will arrange for specialists and donated lab work as needed.
- Each year hundreds of companies and individuals make donations to Dental Lifeline Network. Although the revenue from the sale of DentaCheques books supplies a major source of funding for the organization, additional donations are still a critical component to the success of Dental Lifeline Network. For every $1 in general operating support, the Dental Lifeline Network provides $9 in charitable treatment and other direct-care program services. This would not be possible without the support of the dental professionals, the dental industry, and dental laboratories who donate.
Add a DentaCheques Book to your next order, you’ll save money and the cost ($149.00) is 100% tax deductable. Oh, remember, you’re helping a neighbor.
Log onto the Dental Lifeline Network.
http://dentacheques.org/index.php?dcsid=brmh1f6qlaoe7u8jo8vcrmi8m1
Sunday January 15, 2012…………………………………………………………………………………..
30 days until pictures and catchers report to baseball spring training!
30 days until the Boys of Summer are back!
60 days until the Ides of March (et tu Brute?)!
90 days until the tax man! Did you have to send them money? If you did, we need to talk.
Hey, the winter almost over so what’s your plan for 2012?
Log On Now! www.sleepcomplete.com
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future! http://www.dentalwriter.com/
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
“Putting Patients Back in the Chair” & “The Moses Patient Appliance”
Cliff’s Notes for January 9, 2012
Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.youtube.com/cliffmarsh100
The reason we do what we do, is so that we can to do what we want to do, when we want to do it!
It’s a tongue twister, but working as a team and making informed decisions, will get us there.
“A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty”
Winston Churchill
This Week’s Feature on the Cliff’s Notes Channel
Diagnostics – Dentists Save Lives!
We have entered a new world of preventive medicine & dentistry will be the cutting edge.
http://www.youtube.com/cliffmarsh100
In This Week’s Issue
- Total Health – Log-On Now!
- Priority #1 – Putting Patients in the Chair!
- Product Review – The Moses Patient Appliance!
- Commentary for Sunday January 9, 2012 – Changing The Culture.
Total Health & Beyond – The Sleep Complete Program…….
Log On Now! www.sleepcomplete.com
15 years ago I told everyone that they would be required to have an amalgam separator and nobody listened until the last minute. 3 years ago I started warning everyone about January 1, 2015 and the need to connect to the National Healthcare Information Infrastructure and computerization, I hope you listened. Now I’m telling you that Sleep medicine will become a major topic over the next 18 months. Medical insurance coding is in place for dentists and the added healthcare services that you can offer will raise your standard of care and look real nice on your bottom line. You need to be informed! Log on NOW, the webinars are FREE!
Priority #1 – Putting Patients in the Chair………………….
“I need more patients” is what I hear in every dental office I walk into. On every DPAT report I run for clients, the re-care issues light up like a neon sign. So, how do we address this? The first thing you need to do is separate your marketing strategies into 2 programs.
The first program should target your current patient base. This is the easiest & least expensive and offers the biggest ROI. Now I know you are collecting patient e-mail addresses & cell phone numbers because that’s the only way you will be able to communicate with them; and you will need to actively communicate. There are a lot of different communication programs on the market. Some are very inexpensive, however the services are limited. You can’t consider these programs as expenses, you need to think about them as investments, and what is the ROI on that investment. The programs that I review have been selected because I believe they are top quality and when used correctly offer the highest rate of return.
Communication with your current patient base: If you’re fortunate enough to have Dentrix Software, there is a module that will automatically send e-mails & Tx’s to your patients. If you don’t have Dentrix, I would recommend a “Demand Force” style program.. These programs remind the patient about appointments and request a response. My dentist uses it. I get reminded via e-mail and my family requested Tx’s. When linked to your website & social networks, your current patient base will respond with better compliance and your schedule will be more consistent.
Your connection to the internet needs to be constant, consistent and complete. That means a website, social network page and reputation monitoring. How often have you Goggled your own name?
Take a look at this video and then call me. The new world is here and it’s not that hard to jump in. 201-321-7494 or cliff.marsh@henryschein.com.
http://www.youtube.com/watch?v=JxM66OTUw8w 2:52 Add to Demandforce D3
Patient Retention: Incentives are a must. You may not believe this, but a visit to the dentist is not high on anyone’s priority list so you need to make it a pleasant experience. This may require an office “culture change” and should not be attempted alone. An independent and objective third party needs to weigh-in. Sometimes you’re just too close to the forest to see the path through the trees. Your “pleasant patient experience” may not be objective.
You need to start with the staff. Marketing 101 “packaging is 95% of the sale”! Spend some money and buy each clinical staff member 5 sets of matching “fashion” scrubs in 5 different colors. Each week day has its color and everyone dresses the same (except the doc and business office staff). This sounds corny, but it reflects a unified team. Name nags are also needed. You will notice that the staff will begin acting more like a team and if they can’t, you made need to change the line-up. Remember, team harmony is important, your patients can sense tension and tension is not good in a dental office.
http://www.youtube.com/watch?v=yd_2_vhPuhI 4:29 Add to – Kerry Straine has been recognized by “Dr. Bicuspid” as one of the top dental practice consultants in the country. If you have any questions about uniting your team and office culture, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com. I can also arrange a 1 hour telephone consult with Kerry with no cost or obligation.
A real nice incentive program is Loyal Patient. Take a look at www.loyalpatient.com and tell them Cliff sent you.
http://www.youtube.com/watch?v=vE3MNju1p6w 2:32 Add to
A dentist is using Loyal Patient™ Rewards (savings on travel, entertainment, and merchandise) to reward patients for good oral health.
The second program is the larger investment, external marketing for new patients (i.e. Demandforce). This requires a lot of work and attention. You need to utilize the standard and new media’s formats. Face Book, Twitter, interactive websites, etc. The idea of this program is to grow the number of patients in the 1st program and realize the higher ROI.
The most important thing to remember is that any program you put in place takes time to work. There are no silver bullets. Please feel free to contact me at any time if you have any questions or concerns.
Product Review – The Moses Patient Appliance……………..
Sleep Medicine can be a life saving function of the dental health professional. You need to look at the new programs so that you are prepared to answer the questions your patients will start asking. If you don’t know the answers, the office down the street will.
This new, innovative device adds another dimension to oral-appliance therapy. Stimulating protrusive tongue reflexes and an open anterior design advances the tongue and enlarges the cross-sectional area of the airway. Combined with mandibular advancement, it becomes the most effective appliance available. Two-part construction allows patients to talk, drink, open wide and close their lips, making this the most comfortable appliance available.
Below are Technical Bulletins that you will find useful when prescribing The Moses appliance. Please click on the links to learn more.
The Moses Appliance is part of Sleep Dynamics. The product has received a top rating from the CRA and the results will soon be published.
“The Implementation of a Sleep Medicine Program”
February 10th & 11th (12th for those who observe) a hands-on session will be held in NYC @ the Marriott Marque.
For more information & free webinar access log on to www.sleepcomplete,com.
Sunday January 9, 2012……………………………….
Nothing is ever routine. Every patient, every exam is unique and special. In 2012 you need to stop being a “Dentist” and start being an “Oral Healthcare Specialist”. Welcome to the new world of medicine and dentistry is on the front line.
Take a look at this website and the Dental/Medical Cross Coding features. It’s your future!
Enjoy the day, your family & the weather,
Cliff
Cliff Marsh
Henry Schein Dental
P.O. Box 663 / 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
Cell: 201-321-7494
Fax: 201-262-2210
cliff.marsh@henryschein.com
http://www.cliffsnotesblog.me
http://www.facebook.com/#!/profile.php?id=1644814090
http://www.linkedin.com/pub/cliff-marsh/11/447/44
The Cliff’s Notes Channel http://www.youtube.com/cliffmarsh100
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