Cliff's Notes

The Business of Dentistry

Dentistry & Botox! & What’s in the Tool Bag?

Cliff’s Notes for April 17, 2011

….. E-Blast…..

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


If you give people tools, [and they use] their natural ability and their curiosity, they will develop things in ways that will surprise you very much beyond what you might have expected.

Bill Gates

In This Week’s Issue

  • Dentistry & Botox!
  • What’s in the Tool Bag?
  • The Business of Dentistry!
  • Product Review – Multilink Does it All!


Dentistry & Botox, The State Will Take The Question!………..

Last week I read an article in the local paper (The Record) about the NJ State Board of dentistry finally speaking up on the facial filler debate. Several years ago I was invited to a meeting at a friend’s office. I was not aware that I was about to be introduced to a topic that was always living on the fringes and now was about to become main stream. The meeting was with the newly founded Academy of Facial Cosmetics.

The American Academy of Facial Cosmetics

The AAFC was founded by a group of healthcare professionals, experienced and certified in the use of facial cosmetic…

After a very professional presentation, the President of the organization, Dr. Zev Schulhof, asked me what I thought. My opinion was very reserved until he brought up some critical factors.

Q. What medical professional uses a needle more than a dentist?

A. None.

Q. Who knows more about facial design than a dentist?

A. Nobody.

Q. What healthcare professional sees a healthy normal patient more often than a dentist?

A. None.

I was sold! I couldn’t find any reason why a dentist should not be able to provide facial fillers to enhance their cosmetic procedures. Several other healthcare specialties are disputing the ability of a dental office to administer the service, however, in my travels I have not found any practice not capable (with training) of offering facial cosmetics.

Politics plays a role in everything we do. There is a lot of money in providing the facial fillers to cosmetically motivated patients. The investment in this procedure will be around $3000.00 and you will need to start an awareness campaign to let the world know you perform this value added procedure. If you have a strong cosmetic practice, the procedure could produce a healthy ROI. However, from a business stand point, in today’s economic climate when cosmetic dentistry is down, an investment in a Velscope may be a better call. Anyway, that’s my opinion.

What’s in the Tool Bag?……………………………………………………

Before you look to see what’s in your tool bag, you need to understand what the tool bag is. Everything you use to facilitate your business is a tool. Your staff, your suppliers, your lenders, your handpiece, they are all tools you need to do your job. A contractor can build a house better and faster if they use quality tools designed for specific functions.

We often look at professional services as necessary expenses. Try looking at it as tools needed to build your house. When an accountant, consultant or vendor is considered a business tool, a real value and ROI can be attached.

Most dental practices don’t relate to suppliers as tools, after all you can buy cotton rolls and burs anywhere. That’s a consumer based mentality. In today’s market with technology and clinical techniques advancing every day, you need a relationship with sources that have the resources to help you keep pace. When choosing or negotiating with vendors, professionals and lenders, the question should not be “how much” but “what’s the proposal”. The more you are offered in a global proposal, the better quality tool you have.

By giving your staff & yourself quality tools you will always make the job easier. And when utilized correctly, they will offer an excellent ROI while enabling you obtain all your goals.

The Business of Dentistry………………………………………..

As I visit my dental clients, I sometimes get into conversations about management software. Office staff seems to light up when I tell them about software solutions. Unfortunately, formulized training has a cost and it can get expensive, but the ROI can be huge. 

For good software and training, you probably spent, or should plan on spending, about $5k-$10k. If you didn’t, the chances are that you’re not using your software correctly. In today’s market with all the promotions being offered, practice management software, such as Dentrix; ends up being free after rebates and tax incentives.

So why don’t more dental practices invest in “software training”? It’s probably because the decision makers don’t want to spend the money because they can’t justify the investment. Well, they are missing the big picture. If you spend $600.00 on software training that can keep a staff member off the phone (re-care & insurance) for 2 to 3 hours a day it will increase production. As far as an ROI, if you can reduce phone time by 2 hours per day, 4 days per week @ how much an hour, how long will it take to cover your investment? Do the math!

Dentrix now offers a program called “Profitability Coaching”. The program is designed to answer questions and provide guidance to maximize the function of your software. This is a very user friendly and inexpensive way to train staff. The in-office format is scheduled so it does not conflict with patient time. For more information please feel free to contact me at any time.

Business of Dentistry Conference 2011


Business of Dentistry Conference 2011

Come and join us in Las Vegas for our 4th annual Dentrix Business of Dentistry Conference. We are excited to announce that the Business of Dentistry Conference will be returning to the Red Rock Resort in Las Vegas on June 9 – 11, 2011.
Once again, this year’s meeting is designed for the entire staff with courses for each member of your team. For two days, dentists, practice managers, administrators, and their teams will have direct access to some of the best business minds in dentistry.

Click here to visit the Business of Dentistry site.|


Product Review – Multilink by Ivoclar Vivadent!…………………………….

I have spoken about this product on several occasions, but it is not often that a product (over time) proves to be the best. That, of course, is my personal opinion and I am sure that there will be quite a few people that disagree. However, two years of recommending this product has only re-enforced my personal endorsement. I have never heard a negative comment from any user, except for the cost, but you get what you pay for and the cost difference per use will not be noticeable.

Multilink Automixprovides high immediate bond strengths as well as long term security to meet you and your patient’s expectations. Multilink Automix contains hydrolytically stable phosphoric acids that provide not only high bond strengths, but results that will last.

Multilink Automix is a truly multi-purpose adhesive cement, indicated for cementation of indirect restorations (inlays, onlays, crowns, bridges and posts) made of:  
  • All-ceramic
• Metal and metal ceramics (PFM)
• Zirconia and aluminum oxideFiber  re-enforced composite


For more information, the following link will provide R&D data.

Multilink Scientific Documentation

Ultradent-Method, after 24 h (Ivoclar Vivadent, R&D). MPa. Shear bond…

 Sunday April 17, 2011………………………………………………………

Today is Sunday, April 17, 2011. The tax man has arrived. When I think about this time of year I have visions of the “Three Horsemen”.  If you have to pay anything, we need to talk and if you are getting a refund, we still have to talk. A perfect tax plan will balance out a return and have a refund (over payment) of $1.00.

Be safe and enjoy the day!

April 17, 2011 - Posted by | Uncategorized

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: