Cliff's Notes

The Business of Dentistry

Career Development, Digital Impression Systems, How to Grow Your Practice in the New Economy

Cliff’s Notes for March 22, 2009


Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…

“When you come to a fork in the road, take it”

Yogi Berra

In This Week’s Blast:

Career Development

Digital Impression Systems

How to Grow Your Dental Practice in the New Economy

Webcast – The Missing Link in Minimal Intervention Dentistry: Effective Caries Control

Premier Exclusive Hygiene Offer

Career Development………………………………………………

As many of you know, I spent the week of Mach 9th in West Allis Wisconsin. West Allis is where Henry Schein has their dental division executive offices and training center. Henry Schein Corporate is located in Melville, Long Island.

The session I attended is called “Career Development III”. Let me explain what we do at these week long sessions so that you can better understand what I do. Our class room curriculum was as follows;

Monday, 4 hours reviewing ADA Production & Financing Surveys and Reports and 4 hours of E-commerce marketing.

Tuesday, 8 hours of Practice Management procedure & protocol.

Wednesday, 8 hours of Practice Management Software updates & report analysis.

Thursday, 2 hours Laser Technology, 2 hours Patient Scheduling Techniques, 2 hours Practice Transitions & 4 hours Embezzlement. Yes it was a long day.

Friday, 2 hours 3D Cone Beam Technology and 2 hours “dental accounting up-dates”.

What surprises most of my clients is that we don’t talk about dental supplies. In today’s economic environment everyone is looking for answers to questions that they didn’t have or think of 1 year ago. The fact is, I and Henry Schein have a direct stake in the survival, profitability and growth of your dental practice. I have available to me, proven resources in every area of dentistry and business management. If I can help you be more profitable and do more and better dentistry, then I am doing my job. The more information and opinions you listen to, the better your ability will be in making informed decisions. In a real world, no one person can all solve your problems, however, I will be able to help you identifies “soft spots” within your operation and recommend solutions and resources if necessary.

I have been doing what I do for a long time and have seen the mistakes, well, maybe not all of them. Hey, there are some that make you shake your head and say to yourself self, “S_ _ _ you can’t make this stuff up”. Well, I guess “there are a lot of stories in the naked city” and the first person that can tell me where that quote came from, I’ll put a $50.00 credit on their account. Please call me with any questions or concerns.

Digital Impression Systems……………………………………

Digital impression systems need to be part of your future business plan. The only technology that I can see higher on the priority list would be Digital Radiography. Digital impression systems, per impression, cost the same as impression material on average; however, their value is in production. We’ll get into that later. There are several systems on the market but my favorites are the 3M Lava OCS & the i-Tero System by Cadent. Understand, these systems do not mill crowns in the office like the E4D or that other one that the “P” company sells. So, let me try to explain in 100 words or less how these systems work.

After doing your prep, you or your assistant take the camera and click & capture several pictures as instructed by the system. The impression and proposed model then appear on the screen. Just as you inspect your impression, you check on the screen and fix any voids you see. Now, you’re done. The entire process takes less than 5 minutes and there is no clean-up. I figure that you will save about 10 minutes per patient.

After completing the process, the digital image is sent to a central milling center, (i-Tero is in Carlstadt) and the model is milled as per the digital specifications. The model is then forwarded directly to the lab of your choice for any type of fabrication. Turn around time from your lab will be the same. From the time you take the impression it will take 3 days for your lab to receive the perfect model. No adjustments will be needed and the lab can begin fabrication upon receipt.

This is the future of dentistry. The systems cost about $24k so a plan needs to be in place before you jump into this. This is great technology and it will be an industry standard, however, today, it is not for everyone. The differences between the 3M & i-Tiero System are about the same as the differences in the Cerac System (by the “P” company) and the E4D System. The technological formats are different. 3M & Cerac require the use of a powder so that the digital cameras can better distinguish the tooth anatomy. The i-Teiro & the E4D utilize the newer digital laser technology in their cameras and do not need any additional coatings to capture perfect tooth anatomy.

How to Grow Your Dental Practice in the New Economy…………….

Friday, March 27, 2009 ………9:00 AM – 3:00 PM

Dental Studies Institute, 7 Speilman Road, Fairfield, NJ 973-808-1666

6 CE’s – Lunch – $125.00 – All paid attendees will receive a $100.00 Henry Schein Merchandise Certificate!!

* Digital to Software, an Introduction to the Paperless World

* Market in the New Economy

* CadCam Dentistry, Fact & Fiction

* Treatment Planning and Acceptance in the New Economy

* Over Denture Attachment, It’s easy!

For more information, please see the attached flyer or call Cliff @ 201-321-7494



The Missing Link in Minimal Intervention Dentistry: Effective Caries Control
Presenter: Dr. Hien Ngo CE Credits: 1
Webcast Begins: 3/30/09 8:00 PM ET, 5:00 PM PT
The modern Minimal Intervention Dentistry (MI) approach relies on dentists taking the dual role of physician and surgeon. So there is a need for a systematic approach to the clinical management of caries. The scope of this lecture will give an update on cariology and describe the Matrix and Traffic Light system and how it can be applied in

October 21, 2009 - Posted by | 1

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