Cliff's Notes

The Business of Dentistry

Staff Issues, Soft Tissue Lasers, Dentrix Users Group

Cliff’s Notes for February 7, 2010
…..E-Blast…..

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

“Quality means doing it right when no one is looking”
Henry Ford

In This Week’s Issue!
• Defense Wins Games! Does Your Staff Have Issues?
• Soft Tissue Lasers!
• Dentrix / EZ Dental Users Group!
• Just How Profitable is ICON?

Defense Wins Games! Does Your Staff Have Issues?…………………………………………………….
When I had my own business, there was nothing that made me more nuts than staff issues. It steals time and productivity and that eats up a lot of your retained earnings. It’s larceny & embezzlement rolled up into one and it is so completely unnecessary. Your staff is your practice, so how do we make them feel all warm and fuzzy and motivated? Giving raises is great! But, that thrill only lasts for a few weeks, then it is just increased overhead. We need to develop a plan that puts everyone on the same page based on collection and individual production and it’s not as hard as it sounds. The hardest part is to explain it to the staff and get them to work together.

Many of the clients I deal with tell me, in confidence, about staff issues. Their staff usually tells me, in confidence, about staff & doc issues. I respect that confidence on both sides and there has never been an instance where the trust has been broken. There can’t be and never will. However, it does give me a good look at the forest and sometime that helps in finding the path through the trees.

Your practice is yours. You are the boss and it is not a democracy. The key is to bring out the best from a quality staff and have them move in the direction you want. Most of the road blocks you hit have to do with personalities. You need to utilize some “industrial psychology” to turn those road blocks into nothing more than little speed bumps. You want your staff to understand that the better the practice does, the better they will do. Team harmony is a key element in staff performance. Achieving that, requires a little work, but the rewards or as I put it, return on investment, could be staggering.

Don’t expect implemented programs to show results for 3-4 months. It takes time for a train to build speed, so you need to stay up-beat and point out every success. Eventually, your program will become routine and you will increase your production and collections. Most new programs fail because we allow our staff to fall back into old habits. As the owner, it is your responsibility to keep your business on track and moving. I guess it’s just like those morning huddles that we have every day or do we?

Please contact me if you would like more information on team harmony or bonus on production/collection programs.

Soft Tissue Lasers!……………………………………………………………………………………………………..
Over the last several weeks I have been asked a lot of questions about soft tissue lasers and why some are $10,000.00 and some are $3,000.00. My favorites are Ivoclar Vivadent’s Odyssey, the Sirolase by Sirona and the EasyLase by BioLase. A soft tissue laser is one of those purchases that you can’t understand until you have it. If you do have one and don’t use it or like it, you probably just need a little more training. The following link will take you to the American Academy of laser dentistry. As far as the cost, remember the marketing triangle, Price-Quality-Service, pick 2 because you can’t have all 3.

http://www.laserdentistry.org/join/professionals.cfm

Ivoclar Vivadent address the lower cost diode laser market ………….New pricing for Odyssey 2.4G!
With the Odyssey Navigator as the “leading” soft-tissue laser, it is important that Ivoclar Vivadent also offer a “value” alternative for the new emerging “low priced” market segment. With 5 watts of power, wireless foot control, preset programming, the “Patented” retractable fiber management system AND a NEW Suggested Retail Price of $6,495.00, the Odyssey 2.4G is without a doubt the #1 laser in this new segment! (The Odyssey 3W will be discontinued.) Ivoclar Vivadent also offer a free training class and experienced local field representation. Call Cliff for “your” price.

http://www.ivoclarvivadent.us/odyssey/about/index.php

AMD Picasso
Everyone was asking about the AMD Picasso Diode Laser, so I did some inquiries. The following are some bullet points of a “draft publication” that was sent to me. I do suggest you do your own research to confirm these points.

• AMD was started by former executives from Biolase. There has never been a standalone laser company that existed for more than 10 years.
• The Academy of Laser Dentistry has criticized their safety features.
Safety Issues: Most unsafe diode laser ever sold.
1. Foot control has no safety features.
2. Laser remains in ready mode-can be fired inadvertently. Does not return to safety mode automatically.
3. Aiming beam goes off when activating laser cancelling any therapeutic benefits from the HeNe beam itself.
4. Glasses have been shipped that are not safety rated.
• Practical Issues:
1. Handpiece has a metal cannula. When the fiber breaks, it is impossible to see until it heats up the metal creating a hazard to patient and/or operator. Also, the angle of the tip is impractical for the posterior area of the mouth.
2. Fiber storage real: Impossible to rewind, notches will cause premature breakage of fibers.
3. Touch screen is too small for most dentists finger tips and is difficult to read from counter top distance.
• Training is website based. A DVD is included which uses a poor quality of dentistry. Individual training is over $5,000.00.
• Components are produced in China.

Dentrix/EZ Dental Users Group…………………………………………………………………
Software runs the modern dental office. Dentrix & EZ Dental are rated as the 2 best practice management programs in their class. If you own one of these, it is time to un-lock their power and understand what they can do.

We are forming a “users” group designed for the office manager and owner. As an owner, you need to know what your software can do and as an office manager you need to know how to do it. So, on Friday morning, March 25th, we will be holding the first of a 4 part series. The session will be 2 ½ hours long and 3 AGD / CERP credits will be issued, courtesy of the Health Compliance Team. Certified trainers will be leading the discussions and time will be allotted at each session to review collections, insurance coding, marketing and any other issue that may be frustrating the business management side your office.

This program is exclusive for “Cliff’s Notes” clients and if you own this software, you will be receiving detailed information. As always, I am available to answer any of your questions and concerns.

Just How Profitable is ICON?……………………………………………………………………………………..
The following is part of an e-mail I received Friday evening. It is from an old friend of mine. Wayne is probably the most knowledgeable dental person I have ever known. He has held many positions within our industry and is currently the Director of Scientific Affairs for DMG/America…………

Hey Cliff,

I was discussing ICON with a dentist the other day and the topic of profitability came up. I know we have talked about this. I made the statement that ICON would prove to be the most profitable part of his practice- more profitable than his crown and bridge work, if he adopted it. “How do you figure that??” was his response.

I explained that his two visit chair-time, cost of materials and lab fees subtracted more profit from his fee for a single crown than treating 3-4 smooth surface lesions in a single 30-45 minute visit. “Do the math” I explained, how much time do you schedule for a crown prep?” Now, figure the lab fees, materials; impression materials, anesthetic, burs, provisional impression, provisional material, polishing materials, etc. When you figure out your C&B costs and then compare your costs and fees for ICON you’ll see what I mean.” After a 20 minute discussion he agreed that “even if it isn’t more profitable, it’s probably just as profitable”. “Yep, and how many crown preps walk through your door every day?” “Okay now, how many times could you use ICON a day?” Pause “Can I get it from Henry Schein?” “You sure can”.

All the best,
Wayne

Wayne J. Flavin
Director of Scientific Affairs

Sunday, February 7, 2010………………………………………………………………………..
It is Super Bowl Sunday, there is really nothing else to say about today. Enjoy the game, it should be one of the best and please stay safe and alert if you are driving home from a party.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

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February 7, 2010 - Posted by | 1

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