Cliff's Notes

The Business of Dentistry

Staff Hiring Solutions & Maybe it’s Time NOT to Buy!

Cliff’s Notes for February 6, 2011

….. E-Blast…..


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

“The budget should be balanced, the Treasury should be refilled,
 public debt should be reduced, the arrogance of officialdom should be
 tempered and controlled, and the assistance to foreign lands should
 be curtailed lest Rome become bankrupt. People must again learn to
 work, instead of living on public assistance.” 

Cicero – 55BC (It’s been 2,064 years, I guess we just never learn)

In This Week’s Issue

 * Staff Hiring Solutions!

*Maybe it’s Time NOT to Buy!

*Product Review – Icon 3rd Addition Clinical Report


Staff Hiring Solutions……………………………………………………….

Some of us older folks like quoting a line from the Mel Brooks comedy History of the World “It’s good to be the King”. Well, that’s not always true. The King has the responsibility for the smooth function of government. Now, please allow me to be politically correct because lately it’s seems more of the “Queen’s” responsibility. Today, there are just as many, if not more, women in dentistry as men.

Part of running an efficient organization is putting together a quality staff. In sports, coaches are always looking for the player that has “all the tools” and you should be no different. Your staff is your team and no one player can take you to a championship. You must continually look to improve.

One of the most difficult jobs the King or Queen have is finding those “all tool” players. I am always asked to consult on helping find quality team members. So, I am excited to announce that Henry Schein is partnering with Iscopia Software, a leading provider of online recruitment and candidate assessment technology, to launch the Henry Schein Dental Hiring Solution, a unique new online hiring tool developed especially for dentists. Available exclusively to Henry Schein customers, the Henry Schein Dental Hiring Solution helps dentists make better hiring decisions simply, quickly, and economically.

Using Iscopia’s award-winning Iscopia Hiring Kit™ platform, the Henry Schein Dental Hiring Solution is a user-friendly online solution created to answer the specific hiring requirements of dentists. It features six of the most common dental job profiles, including dental hygienist, dental office manager, and dental treatment coordinator, among others. Each job profile is delivered as a module including a customizable, pre-built job description; job-specific online tests and questionnaires; candidate ranking reports; interview guide; and much more. The Henry Schein Dental Hiring Solution also provides seamless access to the most popular job boards, enabling dentists to publish job openings at the click of a mouse.

I am convinced that the Henry Schein Dental Hiring Solution will provide immediate, quantifiable benefits to dentists. However, don’t just take my word for it. One dentist — Fred Peck, DDS, AAACD, from Cincinnati, OH — who tested the solution while it was being was being rolled out had this to say:

“The Dental Hiring Solution has fundamentally changed the way I hire new staff. It’s extremely well organized, customizable, and completely web based. The software helps to categorize prospective employees by job title and qualifications, while eliminating staff interruptions with phone calls and emails. I will never go back to my old methods.” 

For more information on “Hiring Solutions” please feel free to contact me at any time at 201-321-7494 or


Maybe It’s NOT Time to Buy!……………………………………………….

There are times to advance your agenda and times to secure your business foundation. As a business development consultant, I often recommend against incorporating new systems or technologies that straps cash flow just because you are told how much your revenue will increase. Unfortunately, in most cases, it takes money to make money. If you want to grow your business by up-grading to new technology, you better have a plan to market and utilize the new formats to maximize their effectiveness. How many great ideas are sitting idle in the closet?

A DPAT report (Dental Practice Analysis Tool) is essential before planning expansion. It provides the basic information to identify practice issues that you may not be aware of. By identifying issues, we can implement solutions and increase production that will increase revenue. Increased revenue provides the fuel to fund the new technologies that will further enhance your retained earnings. There’s that term again, “retained earnings” I just love it!

Every dental practice has issues. Those issues need to be prioritized and we need deal with the simple ones first. I do a lot of DPAT’s for my clients and there does seem to be a common deficiency that every office has. Patient re-care, hygiene/perio management and fee schedules are always at the top of the list. Addressing those three concerns will have a dramatic impact on your businesses bottom line. Isn’t it a great problem when your accountant has to be creative because you made too much money?

Sales persons will always tell you all the benefits of investing in technology and it always sounds good, but most dentists don’t do there due diligence before a major business purchase. They act like general consumers and end up getting soured on good investments. Let me give you an example.

One of Henry Schein’s competitors, the “P” company, is on an all out push on the Cerac Dental Cadcam System. There are approximately 150 Cerac units in the state of New Jersey and about 100 of them have become very expensive planters. Now, Henry Schein supports the E4D System and it is an end user decision as to which one is better. However, the first decision should be about return on investment and what office formats and procedures need to be changed to enhance the return. Again we come back to due diligence and having a plan. The main focus of the plan is not the use of the technology, but how will it put more (new) patients in the chair?

As a consultant, my success directly depends on yours. Often I have suggested to clients not to buy something because I felt that they were not ready for it. You need to recognize your business production deficiencies and create a priority list with the simplest on top. Some of the resolutions can be quick, easy and no or low cost. However, the longer you wait to resolve problems, the harder and more expensive it will be.

So, when is it time to buy? When the numbers work! You can’t do the numbers unless you know the whole story. You can’t know the whole story without consulting professionals. If you want to utilize all the new toys the dental industry has to offer and create or increase your personal wealth, start planning today! For more information or in-office consultation (at no cost) please feel free to contact me at any time at 201-321-7494 or

Alice wants a TV set and Ralph Kramden of “The Honeymooners” is being cheap, he’s “waiting for 3D television” – after 50 years his wait is finally over! How long are you going to wait before you get started? Don’t take my word for it, talk to your business and financial advisor and order a DPAT report, then its game-on!

Ralph Kramden and 3D TV


Product Review – Icon Up-date………………………………………….. 

The 3rd Edition of the DMG America Icon Science Book is now available.  This edition fills 89 pages and includes many of the in-vitro and in-vivo studies that have been completed or are currently under way worldwide.

 In all, there are 73 contributing authors to this new publication Before Icon was introduced as a product we sought to provide the available science to prove its efficacy. This 3rd Edition continues to provide the kind of scientific and clinical proof we know is necessary to back such a new and innovative therapy.  For a copy of the publication, please give me a call @ 201-321-7494 or send me an e-mail @


Sunday February 6, 2011………………………………………………….

It’s Super Bowl Sunday. The Pack vs the Pitts. I never did like the Steelers. Enjoy the game your family and friends and please be safe.

Cliff Marsh

Henry Schein Dental

P.O. Box 663 / 45 Rt. 46 East, Suite 605

Pine Brook, NJ 07058

Cell: 201-321-7494

Fax: 201-262-2210




February 6, 2011 - Posted by | Uncategorized

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