Cliff's Notes

The Business of Dentistry

“It’s All About Re-Care” / “Product Review – OneFill Orbturators” / “His Name Was Bubba”

Cliff’s Notes for October 9, 2011


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


One of the reasons we do what we do, is so that we can to do what we want to do, when we want to do it! It’s a tongue twister, but working as a team and making informed decisions, will get us there. 


“Sometimes the cards ain’t worth a dime, if you don’t lay’m down.

Gerry Garcia


This Week’s Feature on the Cliff’s Notes Channel

 “An Introduction to Biodentine”


In This Week’s Issue

  • And The Survey Says – It’s all about Re-Care!
  • October 28th – Marriott at Glenn Pointe, Teaneck, NJ…
  • The New World of Impressions, What’s the Best? It’s an Opinion!
  • Product Review – OneFill Carrier based Orbturators…
  • Commentary for Sunday, October 9, 2011 –His Name Was Bubba!


And the Survey Says – It’s all about Re-Care! ……………………….

During Bill Clinton’s 2nd presidential campaign, James Carvel made a Statement “it’s all about the economy stupid”. Well, when trying to figure out how to increase your revenues, remember, it’s all about re-care so don’t be stupid. Creative re-care programs are a must in today’s competitive world.

I work with a lot of dental practices and do production reports to help them monitor growth and every single one has the same issue, re-care! Getting the patient back into the office is probably the toughest job there is in the world of dental practice management. Gone are the days of having the patient fill out a reminder post card and putting it in a tickler file to be mailed 1 month before the appointment should be scheduled. Today the world moves too fast and if you are out of sight, you’re out of mind.

So, how do we begin addressing an up-grade to your patient re-care system? To start, let’s start referring to it as “a patient communication program”. Re-care starts with the patient understanding that routine dental exams are essential to overall systemic health therefore placing a higher value on dental visits. Hey, people find time to get to the hair stylist, why, because they see a value. By the way, the hair stylist does not accept insurance.

You need to communicate with your patients as often as possible. The only way to do that effectively and economically is to use the internet. You need a Facebook Page! I’m going to say that again, “YOU NEED A FACEBOOK PAGE”, and you need to get all of your patients to “friend” you. You also need a website. Now it doesn’t have to be fancy, but you need to be able to introduce yourself and make that first impression in a favorable format so that the new patient will pick up the phone and call. As far as Facebook, keep it professional and cater to the clientele you are trying to communicate with. I am available at any time to discuss formats and help you set up the page and the program.

The Facebook page needs to coordinate with your website & automated re-care system. All of this starts with computers and software. The best part is that once installed, the management is easy and fast. If you are thinking that your patient base is not into technology due to their age group, you are wrong, it just needs to be easy and interesting. If your path to the future is only your current patient base and referrals, you’re sacrificing the equity in your business. Your future is attracting a younger patient base. Younger patients (younger than you) require internet interaction; they are growing up in a paperless world.

Dentistry as a business has become very competitive. Ask yourself why a first time patient would come to you and not the office down the street? And, how can you keep them coming back? If your answer is “I’m a great dentist” or “I become friends with my patients” we need to talk! If you already have programs in place and are not seeing the results you expected, perhaps there needs to be a re-focus to maximize the potential. Please feel free to contact me at any time to discuss different options to improve your patient communications. However, part of my job is to sometimes tell my clients what they don’t want to hear, but then we can look closer and make an informed decision. Call 201-321-7494 or

This past week, we lost Steve Jobs. Without question, he was the Tomas Edison of our time. Look at the technology that he brought to us in such a simplified fashion. Did you know that he left behind the blue prints for the next 4 Apple creations? How far behind the curve are we?

You may have seen this video, but it is worth watching again. This is what you patients see. If you plan on the future growth of your business, you need to jump on the train because it is leaving the station. Did you forget that Digital 2015 is around the corner? This video was made in 2008; think about how much further we’ve gone.


5:16 Add to

Did You Know 3.0

October 28th – Marriott at Glenn Pointe………………………………..

It’s the Henry Schein “October Fest” – A dental meeting in Teaneck, NJ – 5 Great Seminars – 50 Manufacturer Exhibits – All ADA & NY Convention Specials. Call Cliff for more details….201-321-7494 or e-mail:

The New World of Impressions!…………………………………………………….

In the world of dental impressions, there is nothing better than digital formats. It is the future of dentistry and you should plan on making that investment sometime in the next 3-5 years. Depending on what you are looking for, prices start at about $25k. The cost of operation is about the same as using conventional materials when taking into account all the accessories (i.e. trays, etc.). The savings are in time and re-takes. You also have a permanent digital record that can be electronically transmitted at any time to any place. Although the current systems are proven and accepted there are some new players entering the market and in my opinion we are about 1 year away from the ability to do everything through labs or in-house.  I would be happy to discuss the pros & cons of these systems and how they would fit into your work flow. If you would like to know more, you can view the “3M Lava Digital Work Flow” & an “Introduction to Cadent’s iTero Digital Impression System” on the Cliff’s Notes Channel – log onto: (this week’s feature: Biodentine, Dentin in a Capsule).

However, until it’s time to go digital & paperless, what’s the best impression material to use? The answer is pretty simple; it’s the one that works best in your hands. Now, if you want my opinion, the most accurate impression material on today’s market is Honigum Pro by DMG America. Unfortunately, some people think it is one of the more expensive but at the end of the day it’s not.

Why should my opinion matter too much if I’m not a chairside dentist? Well, when any of my clients use Honigum and then switch brands to try to save a few pennies, their lab asks them to go back to honigum. The detail is as fine as it gets and the contrasting colors of the heavy & light body provides “high definition” margins. The material is called a VPS because of the base consistency; however, it should be in its own category because of its “directional intelligence”. Just as a side note, DMG and the inventor of Impregum invented Honigum as an advanced impression material. It gets its name from the mild honey aroma and although it is tasteless, your patient will appreciate it.

Introducing Honigum Pro

DMG America introduces new Honigum Pro with GPS Technology, the only impression material with Directional Intelligence™. This proprietary formulation is engineered to find its way into tiny crevices and hard-to-reach areas in the mouth, providing for impressions of unmatched accuracy.

Introducing Honigum Pro with GPS Technology from DMG America.

“It Takes Impressions Like it’s Guided by GPS”

Englewood, NJ – August 3, 2011 – DMG America introduces new Honigum Pro with GPS Technology, the only impression material with Directional Intelligence™. This proprietary formulation is engineered to find its way into tiny crevices and hard-to-reach areas in the mouth, providing for impressions of unmatched accuracy.
“New Honigum Pro is the first impression material with the extraordinary ability to change its flow characteristics when placed under pressure,” says Tim Haberstumpf, DMG America’s Director of Marketing, “In short, Honigum Pro goes where you put it, flows where you need it and comes off intact when you remove it. The result is an incredibly crisp, accurate and detailed impression.”
Honigum Pro’s Flexible Working Time provides the clinician greater control prior to insertion in the mouth. Once in the mouth, the extreme hydrophilicity and rapid snap-set help to drastically reduce voids, impression errors, and micro-movement distortions. Plus the subtle honey aroma makes for a more patient friendly procedure without causing over-salivation. “We’re truly excited to have dental professionals put the new formulation to the test. If impression quality matters to you, then you owe it to yourself to try Honigum Pro,” added Haberstumpf.

A Honigum Pro Trial Package is only $49.95 and is shipped directly from DMG America Manufacturer in Englewood, NJ. Henry Schein Product #290-0073.

Product Review – OneFill Carrier based Orbturators………………………

New OneFill™ can be used to obturate any constant or variable 04, 06, 08, and 10 tapered canal, size 20 to 50, shaped by the SAF Endo System, NiTi rotary systems, and hand-filing techniques.

• Heated alpha-phase gutta percha provides excellent 3-D fill

• Precise coating for improved accuracy and easier cleanup

• Popular ISO sizes in 25mm lengths for system versatility

• Extremely radiopaque and easy to use

• Compatible for use in leading oven brands

• Calibration rings designed for easy working length determination

• New Size Verifiers match obturators and confirm precise sizing


OneFill™ carrier-based obturators are easy to use. Simply choose the OneFill obturator ISO size that matches the largest ISO file size taken to length in the canal.

For example, if you finish the canal with a Size 20 file, with an 04, 06, 08, or10 taper, and then fill with the Size 20 OneFill obturator. Use the OneFill tip size matching the tip size of your largest file. Additionally, OneFill can be used for any tapered canal created by any instrument, including the SAF system, NiTi rotary systems, and hand filing.

 Step-by-step instructions:

1. Choose the OneFill obturator that matches the largest file taken to length.

a. For example, if you finish the canal with a Size 20 file with taper 04, 06, 08, or 10, then fill with the Size 20 OneFill obturator.

b. Use the OneFill tip size matching the tip size of your largest file.

2. OneFill can be used for any tapered canal

3. Place the OneFill obturator in a 5.25% sodium hypochlorite solution for one minute, then rinse with 70% alcohol and allow carrier to dry thoroughly before use

4. OneFill can be used with the same heat setting in your current oven

5. Dry the canal and apply a thin layer of sealer

6. Set the stopper to the working length (or use the calibration rings on the OneFill obturator)

7. Set the oven to the corresponding ISO size

8. Insert the OneFill obturator into the oven and start the heating cycle

9. Remove the obturator when the oven beeps

10. Immediately place the obturator smoothly in the canal to the working length

11. Cut the obturator at the orifice level

For more information, log onto:


Sunday, October 9, 2011 – His Name was Bubba………………………

I don’t normally pass on personal e-mails that I receive and you may have seen this, but this week there have been marches on Wall Street, Herman Cane calls it like he sees it and Kodak hit the skids, and then there was Bubba.


His name was Bubba, he was from Mississippi and he needed a loan, so he walked into a bank in New York City and asked for the loan officer. He told the loan officer that he was going to Paris for an international redneck festival for two weeks and needed to borrow $5,000 and that he was not a depositor of the bank.

The bank officer told him that the bank would need some form of security for the loan, so the Redneck handed over the keys to a new Ferrari. The car was parked on the street in front of the bank. The Redneck produced the title and everything checked out. The loan officer agreed to hold the car as collateral for the loan and apologized for having to charge 12% interest.

Later, the bank’s president and its officers all enjoyed a good laugh at the Redneck from the south for using a $250,000 Ferrari as collateral for a $5,000 loan. An employee of the bank then drove the Ferrari into the bank’s private underground garage and parked it.

Two weeks later, the Redneck returned, repaid the $5,000 and the interest of $23.07. The loan officer said, “Sir, we are very happy to have had your business, and this transaction has worked out very nicely, but we are a little puzzled. While you were away, we checked you out on Dunn & Bradstreet and found that you are a distinguished alumnus from Mississippi State, a highly sophisticated investor and multi-millionaire with real estate and financial interests all over the world. Your investments include a large number of wind turbines around Sweetwater, Texas. What puzzles us is, why would you bother to borrow $5,000?” The good ‘ole boy replied, “Where else in New York City can I park my car for two weeks for only $23.07 and expect it to be there when I return?”

His name was BUBBA….

Packaging is 95% of the sale.

Enjoy the day and as always, I am available at any time for any of your questions and concerns.


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




The Cliff’s Notes Channel http://

October 9, 2011 - Posted by | Uncategorized

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