Cliff's Notes

The Business of Dentistry

Cash Flow? What’s That – Part II & Oral Cancer Awareness


Cliff’s Notes for March 13, 2011



….. E-Blast….. 


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



Wisdom is knowing what to do next; virtue is doing it.” 

David Star Jordan



In This Week’s Issue

·         April is Oral Cancer Awareness Month!

·         Cash Flow? What’s that?

·         Last Call for Mexico! CE’s In The Sun!

·         Product Review – Sirona’s Digital Stick-On Bite Tab?


Don’t forget to check out the “link” section of the blog.

Check out “Bette Midler sings Long John Blues”



April is Oral, Head & Neck Cancer Awareness Month……

As usual, for the 12th year in a row, April will be the official Oral Cancer Awareness Month in the US. We will be posting the information regarding the month, and the 2011 awareness screening week (April 11th- 15th 2011), on our current events calendar, showing locations, dates and times for the registered sites involved Numerous organizations, institutions and private medical and dental practitioners are cooperating to make this the largest national awareness month and screening week ever. All the events that we are notified of, screening sites, walks, lectures, etc. will be posted on our event calendar regardless of who the sponsoring dental or medical office, institution, or organization is. Through this group collaboration, we are working to see this disease brought to the attention of as many individual people as possible, and see that oral cancers get the national media attention necessary to raise public awareness.


Only with the help of a large network of participating professional offices and facilities will this become a reality.


Jack Klugman on early detection of oral cancer


Oral Cancer Awareness Public Service Announcement (60 sec)

Oral Cancer Awareness, think about it, every hour of every day, one person will lose their life to oral cancer. This year alone, that’s more than 34,000 Americans.

Maybe it’s time to invest in a Velscope. Its proven technology, easy to use and your patients deserve it. The difference between the Velscope and the Visilight is about the same as between a spot light and a glow stick. You can see a lot further down the road.


Cash Flow? What’s That?…………………………..

Last week I attempted to help you understand that cash flow is affected by every part of your business. The swift movement of goods and services speeds up cash flow and that’s a good thing. Let’s keep it simple, when talking about goods and services, there is an “in” box and an “out” box. This week we will talk about the “out” box.


What hurts the most as it is on its way out? Do you think it may be money? That’s the first place to examine. The control of cash is critical to every organization. The goal is to get it in as fast as possible and send it out in an organized format that enhances the bottom line. You need to look at out bound cash as a “profit center”. What that means is that while the cash is in your hands, it needs to increase its value and I am not talking about stock picks. Value is measured in many different ways, but as long as it helps facilitate your overall production it will be a positive ROI (return on investment).


Let’s say you receive a statement from Henry Schein and there is $500.00 due on the 20th of the month. Well, if you pay it on the final day (20th) and use a credit card you can earn Privilege Points and extend the use of the cash for an extra 30 days. Plus, you will earn credit card awards while doing that. That’s double dipping but the trick is to make sure that the credit card is paid on time. That can be arranged with cash control programs offered by most banks. You can have a special account set up, much like a payroll account, and designate that certain bills by automatically paid by a certain date. You still don’t lose control because you are paying a bill that was approved 45-60 days earlier.


These programs can be very useful in controlling outbound cash and creating quarterly budgets. However, don’t try to set this up yourself, speak to your accountant/financial advisor and allow them to customize a system that works.


When monitoring cash, inbound or out, you need to have an audit trail. This can and should be done with password protected software. I have been doing this a long time and I have seen many “un-comfortable” situations. Checks & balances today help prevent heartache tomorrow. If you should have any questions or concerns, please feel free to contact me at any time or 201-321-7494.


Next week we’ll talk about controlling “inbound” cash and the silent partners.


Last Call for Mexico & CE’s In The Sun!………

OOOH!! The winter was tough and March is roaring. You need to re-charge the batteries and soak up some vitamin E. Now tell me if this doesn’t sound good?

Pubelo Bonito Pacifica Hotel, Cobo San Lucas, Mexico! CaboDent Seminars in The Sun is presenting a journey into the world of the hottest dental materials and emerging technologies that need to be embraced as we submerge into the new world of dentistry.

The session dates are April 28th-April 30th. Classes are from 8:00 AM-11:30 Am and 12 CE’s will be awarded. For more information, log onto Tell them you read about on Cliff’s Notes and you will receive some additional considerations.

For more information, please feel free to contact me directly at any time or 201-321-7494.


Product Review: Sirona’s Digital Stick-On Bite Tab…

Every now and then there’s a “little nothing” of a product that make life easier. One of the biggest hassles with digital radiography is the sensor holders. It’s not like the sensor isn’t big enough. Well Sirona came out with XIOS sensor holder. It’s a disposable stick-on bite tab that connects directly to the Rinn XCP arms and rings. They are color coded and available in posterior, anterior and bite wing.


The clever XIOS sensor holders are actually smaller than the sensor holders. This simplifies their placement in the patient’s mouth. Although there will be less bulk and weight it won’t make the patient any happier, but you’re going to love it.


Anterior (blue) 100/package               #811-2762

Posterior (yellow) 100/package           #811-4246

Bite Wing (red) 100/package              #811-5465


Sunday March 13, 2011………………………………………………………………………………

“Et tu, Brute?”

Julius Caesar (III, I, 77)

Enjoy the day, be safe and “Beware the Ides of March!”

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!/profile.php?id=1644814090

March 13, 2011 - Posted by | Uncategorized

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