Cliff's Notes

The Business of Dentistry

“Transition Planning” / “Reducing Overhead” / “Product Review – OptraGate”

Cliff’s Notes for December 11, 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.


“By failing to prepare, you are preparing to fail.”

Benjamin Franklin


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

 “E-Services Website Manager”


In This Week’s Issue

  • Transition Planning is NOT About Selling Your Practice!
  • The Perfect Plan for Reducing Overhead!
  • Product Review – OptraGate!
  • Commentary for Sunday, November 20, 2011 – A Legend is Gone.


Transition Planning is NOT About Selling Your Practice!……………….

You have kids that are getting older and a lot more expensive. The swimming pool needs some repair and you really want to get away for a week this winter. So, you get up in the morning and fix teeth. Regardless of the fact that you can’t retire today while maintaining your current life style, you don’t want to. You have another 10-30 years to play the game and let’s face it, if you’re making money the game can be fun. Now, if you plan on walking off the field in less than 10 years, we need to have a conversation today! Don’t think about it, just get in touch with your financial advisor and call me!

Transition planning starts the day you buy a dental practice. It is part of your retirement plan. However, it is also the vehicle that fuels your retirement plan. In fact, it fuels your life and secures your family. Your business is your #1 asset and needs to be part of the foundation of your overall life plan. 

When you plan on buying or selling a dental practice, you need to forget you are a dentist and think like a business person. The following video will occupy 7 minutes of your life but it just may be one of the most eye opening presentations you’ll see with regards to your future. A dental practice has a measurable and quantitative value. A seller can realize twice the value while the buyer can realize a very friendly pay-out, if you have a good transition plan in place.

When you want to buy or sell a house you call a broker. When you buy or sell a business you call a Transition Specialist because it is worth a lot more. Please contact me directly if you have any questions or concerns. / cell 201-321-7494

Click Here – 7:37 Add to

Henry Schein We Do That – Transition Planning


The Perfect Plan for Reducing Overhead!……………………………………….

I have the perfect plan for reducing overhead, fire everyone! You may think that is impractical but it is the only way to have any type of dramatic affect on your bottom line. However, what will happen to the bottom line?

Q. How do you reduce overhead?

A. You can’t!

You cannot reduce overhead. You can only reduce the footprint that your overhead has on your production. Consistency and automation allow for increased production and when you increase production your fixed expenses don’t increase but your gross revenues do.

The following video will explain the concept of controlling overhead. I met Kerry Straine for the first time in September 2006. I found him to be the most “real world” management consultant I have seen, and I have seen a lot. Kerry is currently a finalist for the Dr. Bicuspid “Best of 2011”. As a courtesy to our relationship, Kerry offered to review and analyze a current DPAT production report (Digital Practice Analysis Tool) and provide a one hour telephone consult at no cost or obligation.

Please feel free to contact me with any questions or concerns at any time.

201-321-7494 /

Click Here – 6:57 Add to  

Improving Production and Controlling Overhead 

Kerry Straine discusses the necessary steps to build a $1200000-$1400000 practice at 50% Net.

Product Review – OptraGate by Ivoclar Vivadent………………………

OptraGate is a completely new auxiliary aid that enables the treatment field to be enlarged easily, effectively and comfortably. It allows lips and cheeks to be retracted completely and ensures relative isolation. OptraGate is comfortable to wear over longer periods of time, as it is constructed of a soft, flexible latex-free material.

(click here) The lips and cheeks are gently and evenly retracted to provide a full view of anterior and posterior teeth.



Full view and access of the working field. Lips and cheeks are evenly retracted around the mouth. The treatment field is not obstructed by instruments and hands.
Comfortable to wear over long treatment periods. Jaw movements are not obstructed.
Easy-to-use and time-saving principle for the entire dental team as dental assistants are relieved of duties such as retracting lips and cheeks.
Full protection.
Fulfils stringent hygiene requirements.
Can be used in patients with latex allergies

Click Here – 2:02Add to  

Sunday, December 11, 2011………………………..…………………….

Yesterday I learned that we lost an industry legend. I was in my early 20’s when I first met Lenny Cowen. Lenny was known for his knowledge of Nitrous Oxide and was the repair center for most flow meter manufacturers throughout the 60’s and 70’s. One dentist told me that Lenny could build a chair from a bucket of nuts and bolts and I believe he could. At the age of 85 Lenny was still climbing under dental chairs and hanging x-ray. I have met only a few that were as honest and ethical as Lenny and never anyone who was more. Lenny Cowen touched many lives. He passed away quietly last week at the age of 95. The dental industry lost a legend and local hero and many of us lost a friend. Lenny, thank you for being you.

Please enjoy your family and the day. When 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




The Cliff’s Notes Channel http://

December 11, 2011 - Posted by | Uncategorized

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