Cliff's Notes

The Business of Dentistry

Paralysis by Analysis? & It’s Time for DentaCheques!

Cliff’s Notes for February 13, 2011

….. E-Blast…..


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


A man would do nothing if he waited until he could do it so well that no one could find fault.”

John Henry Newman

In This Week’s Issue

  • Paralysis by Analysis!
  • ADA DentaCheques
  • Product Review – Amaris Gingiva by VOCO

 Paralysis by Analysis………………………………………………………

Around the world Americans are sometimes referred to as Cowboys and if you ever wondered why it’s because we move fast and have a tendency to “shoot from the hip” (John Wayne style). We know what we want and we can’t wait to get it. We make mistakes but always keep putting one foot in front of the other and continue to move forward. That “American attitude” may seem impulsive but look at where it has gotten us over the last 100 years.

In the business world we sometimes wait too long to act on our ideas. We justify research and the data we need to analyze, in excess, before we attempt to change or implement. By the time we decide to act, we find ourselves far behind the curve and our competitors. Most of the reasons for “justification” are born out of financial concerns. Don’t get me wrong, due diligence is a pre-requisite and a priority but eventually you reach a point of diminishing returns. You can step up to the plate but if you don’t swing the bat, you’ll never get a hit.

I live and work in the greater New York market where change moves 24 hours a day, 365 days a year and at a faster pace than anywhere in the world. Sometimes thinking too much slows you down and looses the game. I’m not saying that you should jump in without knowing what’s in the water, but if everyone else is and the majority is enjoying it, set up a plan and take the plunge. Ronald Regan once said “a tree is a tree, how many times do you need to look at it?”

We all know that a business website is a necessity in today’s competitive markets. A good and effective site together with a marketing program may cost $10k-$12k but the return on that investment can be 10 fold. If you wait, the site will still cost you the same but think about your “lost revenue” and lost patients during the extended analysis period.

How about waiting to implement an intraoral camera? If you have to justify the $5k expenditure, think about how many clinical procedures it will take to pay off the camera and the improved quality of healthcare. In most cases the expense is covered in less than 60 days.

We all know that digital radiography enhances every dental practice. It is the single addition to your practice that will have the most immediate impact on your diagnostic abilities and treatment planning. A panoramic unit is second. The surveys and data are proven, so how much research do you need to do? You are losing potential revenue every day. You are walking over dollars to pick up dimes. 

Sometimes I am mind boggled at what dentists justify. For example, the Velscope System. It is proven and effective but you need to justify the cost of $2499.00. Well, if you are charging $25.00 for the service and you can examine 2 patients a day, it’s paid off in a little over 2 months. Oh, as a side benefit, you just may save someone’s life. But, go ahead and take the time to analyze the data. The doc down the street took the shot last month and has it up on his website and in his reception room and mailers.

It is very easy to evaluate what investments will work in your office. What you need to understand is that no investment or change will be measurable for at least 90 to 120 days. Unfortunately, too often we expect instant gratification and that’s not reasonable for a business investment.

One of the most common problems a dental office has is patient re-care. If you address it today your accountant will have to get creative in October. Having too much retained earnings (I just love that phrase) can be a wonderful problem.

Are you suffering from paralysis by analysis? You don’t have to re-invent the wheel, you just need to fit it onto your wagon and then hitch that wagon to a star.


DentaCheques Support the ADA’s Dental Lifeline Network……………

It is that time of year when we launch our DentaCheques campaign. This unique coupon

book changes a $149 charitable contribution into hundreds of dollars for a doctor and thousands of dollars of dental care for needy disabled, elderly, and medically compromised individuals.  Henry Schein Dental’s continued support of Dental Lifeline Network and your personal commitment to the DentaCheques coupon book make this humanitarian effort possible. 

  •  100% of the funds raised go to support the programs of Dental Lifeline Network, such as Donated Dental Services (DDS)
  • Dental Lifeline Network is a national humanitarian dental organization that provides comprehensive dental treatment for needy individuals who are elderly, disabled or medically at-risk and have no other way to get help
  • Over the past 25 years,15,000 volunteer dentists and 3,000 laboratories have donated $187 million in dental treatment to 101,000 people
  • Every book sold provides $2,600 in dental care to vulnerable patients in need. The more books your office purchases – the more people you help to live free of pain and the human dignity of a smile.


If you are a specialist and need a way to thank your refers, is this not a great idea?

To order the 2011 DentaCheques Book (item #108-1812) – Call Cliff @ 201-321-7494 or send an e-mail to

Welcome to Dental Lifeline Network  “Donated Dental Services Program” celebrating its 25th anniversary…

Dental Lifeline Network ( is a national humanitarian dental organization providing access to comprehensive dentistry for by DentalLifeline

Amaris Gingiva………………………..The Alternative to SurgeryHIGHLY ESTHETIC LIGHT-CURED
  • Composite restoration in gingiva colors
  • V-shaped defects
  • Exposed cervical areas
  • Esthetic corrections also in the gingival area
  • Primary splinting


  • Highly esthetic chairside composite restorative which can be adapted to a large variety of gingiva colors
  • One basic color and three mixable opaquers can reproduce virtually all gingiva colors
  • Cervical areas exposed after gingival recession and cervical V-shaped defects can be restored esthetically and functionally
  • Gingiva colors now also for chairside use
  • Advanced composite technique: Amaris® Know-How in gingiva colors for highly esthetic restorations beyond the gingival margin


The complete Kit (#840-9340) has a retail cost of $226.99. This price will be reduced by utilizing you current discount plan. For more information, call Cliff @201-321-7494 or e-mail

Sunday February 13, 2011………………………………………….

What can I say! Tomorrow, pitchers & catchers report for spring training. The boys of summer are back and there is a light at the end of this long cold winter tunnel. Now, as we approach the Ides of March we are well seasoned and should be able to easily tame the last Lion of winter and welcome the Lamb of spring. 

Hang in there because the sunshine is just around the corner. Take some time and enjoy your family and the day.

February 13, 2011 - Posted by | Uncategorized

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