Cliff's Notes

The Business of Dentistry

“Systemic Health & Your Standard of Care” & “Do You Need an AED?”

Cliff’s Notes for August 21, 2011

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


“Things may come to those who wait, but only the things left by those who hustle.”

Abraham Lincoln


In This Week’s Issue

  • The New World of Systemic Health is You & Your Standard of Care!
  • Do You Need an AED?
  • Product Review – Honigum for the Perfectionist!

The New World of Systemic Health is You & Your Standard of Care!…

I have said this for years but I need to say it again “healthy & compliant patients see their dentist’s 4 times more often than any other health care professional. Dentistry is the front line of preventive healthcare. Especially with all the new diagnostic tools available.

You don’t need to spend money to increase the level of your standard of care but you do need to raise it. Those who follow all the ADA recommendations are usually good dentists. Those who exceed the recommendations are usually better than good. When I say “better than good” you need to remember marketing 101, packaging is 95% of the sale. I hate to use the word “sale” but you also need to remember that you are in a for profit retail business. Raising your standard of care will increase your treatment plan acceptance and patient compliance and that leads to an increase in revenue and disposable income. There’s that phrase again, “disposable income”.

So, where do you start? Let’s look at some possibilities and the associated costs.

Example #1 – Blood Pressure: This is probably the easiest upgrade to the “patient experience” that you can offer. It requires an automatic (wrist style) BP cuff and instructing your assistant/hygienist how to correctly use it while they are reviewing the patient’s medical history for changes. If you have a patient that is compliant with their appointments and home care, and you notice excessive plaque build-up between cleanings & an increase in blood pressure, should you notify their medical doctor? I would think so, after all, where else is that plaque building up?

Now you just elevated your value in the eyes of the patient. What about the medical doc you contact, how many dentists consult with him/her? You just added another professional to your network.

Total onetime cost – $75.00. Return – Priceless!

Example #2 – Oral Cancer Screening: This is a no-brainer. Regardless of the system you decide to use, the service is rapidly becoming an industry standard, and it should be. It’s about saving someone’s life and that someone may be sitting in your chair. I won’t go into the stories because there are too many and you’ve heard them.

The Velscope has become the industry standard – cost $2500.00 – return $15.00/exam

Example #3 – NHII – This is a quote from the ADA:

By 2015—when the National Health Information Infrastructure will be operational—a patient’s dental record will no longer travel alone. Dental records will be included within electronic health records that also include patients’ entire medical histories, pharmacy, vision, laboratory tests and all other clinical information. EHRs will travel from health care provider to health care provider on the NHII, a communications system often described as a network of information highways.”

The NHII will force accountability on healthcare professionals. Your patients know that this is coming and they expect their healthcare providers to be fully involved. They will expect that that their providers communicate:

Total cost $1k – 25k depending on your current abilities. Return – The rest of your practice. Start now!

For more ideas, log onto:

  1. The American Academy of Dental Sleep Medicine: 
  2. Oral Cancer Organizations  or
  3. The NHII (National Healthcare Information Infrastructure)
  4. DNA Diagnosis –
  5. Sports Protection –
  6. Heart disease –

Do You Need an AED?…………………………………………………………………

Question: Do you need, by law, to have an AED Defibrillator on-site?

Answer: It depends on State law. In New York, yes! In New Jersey, no! In Florida, yes!

You really need to contact your state health department or your local society. The big question is, do I need it & will I need it? The answer to both is yes!  AED’s (Automatic External Defibrillator) will be required by the State of NJ as soon as it gets on the legislative agenda. New York requires that all facilities where the public can gather (including dental offices) must have access to an AED.

The following information will help you decide what will work best for your office and staff.

10:22Add to

Defibtech Lifeline AED |

Part #499-1362 – Catalog Price $1299.99 – Special Offer $1049.99 (good until 12/31/11)

0:33Add to

Zoll AED Plus Training Unit

The AED Plus Trainer 2 is for use by Instructors to train in the use of the AED Plus.

Part #866-7559 – Catalog Price $1899.00 – Special Offer $1494.00 (god until 12/31/11)

6:31Add to

AED defibrillator Powerheart G3 Plus user demo Cardiac Science

A user demonstration for the Powerheart AED G3 Plus.

Part #110-2293 – Catalog Price $1999.00 – Special Offer $1799.99 (good until 12/31/11)


Product Review – Honigum by DMG America…………………………

As a dental industry veteran, I’ve learned that you never change a doc on their composite or impression material unless they are looking to change. When it comes to impression materials, many offices are looking for the best value and price plays a big part. After all, adding $2.00 to the cost of your crown, veneer, in-lay or on-lay may make the procedure un-profitable, do you think? NOT! Use the product that feels the best in your hands!

Most VPS materials function the same as does Polyether. However, about 10 years ago DMG introduced Honigum to the US market. Honigum is a material unique to its self. It has the properties of both VPS & PolyE, but there is an incredible difference. Honigum will actually change viscosity when positive pressure is applied and instantly return to the original viscosity upon reduction of pressure. A heavy body will turn into a light and a light will become thin enough (almost liquid) to take a detailed impression. The contrasting colors, Royal Blue for HB, Soft Blue for Monophase, and yellow for LB, provide incredible definition. I have not found a dental lab that doesn’t enjoy working with Honigum. 

Honigum is one of the more expensive materials on the market, but you do get what you pay for. The only way to secure a better impression is to use a digital scanner, but that’s another discussion.

Click here to see a December 2010 article published in Dentistry Today.

Making a Great Impression

Dec 9, 2010 The rigid Honigum Putty (DMG America) keeps implant transfers firmly in place to ensure accuracy for the work to be done.


Sunday, August 21, 2011………………………………………………….

Vacation over and the storms this week caused high water levels and killed the fishing in the highlands, but that’s nature. I guess it’s true, man imposes & God disposes.

Enjoy the day because once it’s gone you can’t get it back.

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




August 21, 2011 - Posted by | Uncategorized

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