Cliff's Notes

The Business of Dentistry

“The World Didn’t End, So Now What?” & “A Review on EndoGuide Burs”

Cliff’s Notes for May 16, 2011

….. E-Blast…..

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

 “A man is but the product of his thoughts what he thinks, he becomes.”

Mohandas Gandhi

In This Week’s Issue

  • The World Didn’t End, Now What?
  • The Demographics are Changing!
  • Product Review – (New) EndoGuide Burs by SS White


The World Didn’t End, Now What?…………………………………………………

5:46 Add to Added to queue

It’s the End Of The World As We Know It (and I Feel Fine)

Well, you’re reading this so I guess we can all assume that the world did not end. When you go to sleep tonight remember to set the clock because Monday is a work day and a new work week. So, what’s the plan?

The reprieve we received, from the wrath of GOD, makes Monday the first day of the rest of your practice and that makes for a great opportunity to restructure or implement new programs. The very first thing you need is a secure base line to measure from. All programs within your business need to be measurable so that you can determine what generates positive revenue, supports positive revenue, or costs too much time.

If you are serious about improving your practice you need understand that it will cost some money. However, investing in your business is just like investing in your retirement plan, it’s an investment made to facilitate a larger return. How long does it take to realize that return is the question, that’s why you need professional advice. Would make a $5,000.00 investment for a $25,000.00 return in 12-18 months? There are no guarantees, but the odds are pretty good. As Benjamin Franklin said “The only guarantees are death and taxes”.

To start enjoying the “new world” you should speak with your financial advisor. Have a quality practice evaluation done and order a DPAT report. Those 2 pieces of information will give you a real good snapshot of your practice; you will be very surprised at what you find. Another old saying is “nothing is as it appears” and after 35 years in the business of dentistry, that saying is so true. I can’t tell you the number of times a Doc told me that a DPAT was wrong. The response is simple, “data used came directly from your database”. Quality reports should give answers, however, they should also raise questions. If we know the question, we can formulate an answer.

Kerry Straine is a nationally renowned speaker and educator on running a dental business. I met Kerry for the first time in September of 2006 and his approach to business development impressed me. We have become friends and he has lectured for me several times.


 What is a DPAT – Digital Practice Analysis Tool


Four Components of a Successful Dental Practice

Please contact me at any time to discuss the advantages of a DPAT (201-321-7494 or

The Demographics are Changing………………….……………………..

Immigration built America. Except for Native Americans, every one of us can trace our ancestry to another country. Now that’s not a political statement, it’s just fact. Our area of the country (NJ/NY Metro) is a center of demographic change.

What does this mean to you and your practice? It means that you and your staff need to go back to school and start learning more about cultures and customs. This is part of a marketing technique that can also offer quite a few favorable personal experiences. When you can intelligently relate to a patient’s culture (not politics) and customs, they become your friend because you are interested in them and not their wallets.

Let’s say you want to start a conversation to gain a new patient’s confidence. As an example: If it’s the middle of June, the patient is Hispanic but you don’t know from what country. Ask if they have plans for the 4th of July holiday. After their reply tell them where your ancestors are from and the name of that country’s big national celebrating. Make it short and they should start talking about theirs. Now you look at them and listen!

By the numbers: The following information reflects the changing demographics in the NJ/NY market.

Bergen Community College 42nd annual commencement

Number of graduates: 2,139

Percent increase over 2010: 11

Number of countries represented: 100+

Number with perfect 4.0 grade point averages: 41

Phi Theta Kappa honor society members: 67

Age of oldest graduate: 81

Source: Bergen Community College

Don’t change your practice, that’s not what this is about. It’s about your practice’s approach to people and that starts at the top. Then, it should trickle down to case acceptance. Another Gandhi quote: “We are the language we speak”.

Product Review – SS White EndoGuide…………..……………………..

EndoGuide Burs are a unique series of eight burs for non-surgical root canal treatment. They are specifically designed to maximize efficiency during endodontic exploration and access while conserving healthy tooth structure. The patented conical-shaped, micro-diameter tip of the EndoGuide Burs acts as a self-centering guide to permit straight-line access to canals. The Blade design functions to effectively polish the dentin surface as it cuts, making visual dentin mapping easier and canal identification more precise.

Dr. David Clark Discusses the Advantages of EndoGuide™

Increase Long-Term Tooth Retention: Conserve vital peri-cervical dentin to strengthen resistance to fracturing.

Reduce Procedure Time: Eliminate multiple access path deviations and the corrective actions associated with round burs that consume valuable procedure time.
Reduce Instrumentation: The SS White® EndoGuide™ Anterior/Bicuspid Kit contains all necessary instruments for endodontic access and exploration.


The SS White® EndoGuide™ Burs patented,1 conical shaped micro-diameter tip acts as

a self-centering guide.

Round Bur “Run-Off

• Eliminate multiple access paths due to round bur “run-off”

• Reduce the risk of gouging and ledging that can lead to perforation

EndoGuide™ Bur Vertical Canal Access

• Achieve straight-line access from incisally positioned, vertical angle

• Conserve vital peri-cervical dentin

• Funnel-shaped design improves canal visibility

EndoGuide™ Bur vs. Round Bur

• Funnel-shaped design improves canal visibility

• Unique blade design polishes dentin to improve canal mapping

EndoGuide Training | SSW EndoGuideSS White Burs

Sunday, May 22, 2011……………………………………………….

The world didn’t end, enjoy the day.

Louis Armstrong – It’s a Wonderful World!

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




May 22, 2011 - Posted by | Uncategorized

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