Cliff's Notes

The Business of Dentistry

“A Sleep Medicine Seminar!” & “What is a DentaCheques?”

Cliff’s Notes for January 15, 2012

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


The reason 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.


It is impossible to win the race unless you venture to run, and impossible to win the victory unless you dare to battle.

Richard M. DeVos


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

The National Dental Lifeline”

The 2012 NDLT DentaCheques Book is now available through Henry Schein (part #108-1812).

All proceeds go directly to the NDLT, please help support their efforts.



In This Week’s Issue

  • The Implementation of a Sleep Medicine Program!
  • Your Dental Practice is More Than Just Fixing Teeth!
  • DentaCheques & The Dental Lifeline!
  • Commentary for Sunday January 15, 2012


The Sleep Complete Program…………………………………………….

“The Implementation of a Sleep Medicine Program”

February 10th & 11th (12th for those who observe) a hands-on session will be held in NYC @ the Marriott Marque. The session offers 14 CE and covers everything an Oral Health professional needs to know. The dental industry has never been presented a program this complete.

Successful Implementation of Dental Sleep Medicine

For Dentists and Their Team!

Course Description:

  • Referrals and Marketing for Dental Sleep Medicine
  • Learn to Communicate with Physicians
  • Medicare – Fact, Fiction and Correct Coding
  • Home Sleep Testing and Snoring
  • Screening for Obstructive Sleep Apnea
  • How does Oral Appliance Therapy help treat OSA
  • The best Appliance Designs
  • Implementation of Office Flow and Integrate Dental Sleep Medicine into your Practice
  • Medical Billing and Medicare: Getting Paid
  • Hands on live history taking and exam for the entire dental team
  • Scheduling, Forms, Letters and Documents


At the end of this course, participants should be able to:

  • Build and maintain a solid dental sleep medicine program
  • Understand how to select an appliance
  • Communicate with MD’s and develop referrals
  • Bill Medical Insurance

Price is for the dentist and up to two staff members at no charge!

Two days: $1999.00 for Dentist and 2 individuals – (14 CE’s)

Registration & Continental Breakfast:  7:30 AM
Start Time :  8:00 AM – End Time :  5:00 PM

Registration & Continental Breakfast:  7:30 AM
Start Time :  8:00 AM
End Time :  4:00 PM


Repeat of Saturday’s Program for those that observe.

Refund and Cancellation Policies:  Cancellations are to be made in writing. All paid registration fee will be refunded at 100% for cancellations received 14 days prior to start of course. An assessment fee of $250.00 will be taken for cancellations received after this time. This course provider reserves the right to cancel a course or to provide a substitute instructor if conditions warrant. All registration fees will be returned if the course is cancelled


Your Dental Practice – It’s More Than Fixing Teeth……………………………………………………..

Don’t you wish that all you had to do was dentistry? Your world is creating and re-creating chairside and the business side of you practice is the “necessary evil”. This is the part of the business that most dentists don’t understand and that’s OK as long as you are willing to listen to experts in the industry.

Most of us get embarrassed when we don’t understand something that people think we should. As a business owner, you are responsible for everything and that can be a difficult task. That’s why you need management advice. Every successful organization has expert advisors that provide the information from different sides of the table so that the CEO can make “informed” decisions. I don’t care how successful you are; you can always use the clear & honest advice from an industry expert that can look in from the outside and be objective. A good practice advisor will tell you what you don’t want to hear.

When taking control of your business in 2012, start with a private review of your employees. This means being critical and weighting pros & cons. Nothing good can happen in an organization unless the staff is motivated and managed. When I say manage, I am saying professionally and legally. Do you have an employee manual? Did you review it with your staff? Did you have them sign off on receiving and understanding it? Did you give them a copy and put the original in their “employee file”? And, most important, did you provide a written job description with a company “mission statement”. I’ll bet that you don’t have a printed mission statement; in fact, you probably don’t know why you need it. Again, that’s ok as long as you are interested in an answer.

Most dentists I know don’t have up to-date business files let alone anything staff related. For some reason they are afraid to offend their employees by insisting on the acceptance of written rules. Blame it on your accountant, lawyer or payroll company but get it done. It is that important.

If you would like to talk about how to get started motivating and managing your staff, please feel free to contact me at any time @ 201-321-7494 or e-mail:

Product Review – DentaCheques………………………………………………………………………………………………..

Year after year, Dental Lifeline Network has worked to provide comprehensive dentistry for society’s most vulnerable individuals; those with disabilities or who are elderly or medically fragile and have no other way to get help. The money raised through the sale of DentaCheques books and other donations generated 23.6 million dollars worth of dental care last year. With a waiting list of 17,000 patients in need, it is imperative that everyone find a way to support the work of Dental Lifeline Network, either by purchasing a book or even volunteering your time and resources.

4:17 Add to

DentaCheques Turns Your Donations in to Dental Care for Those in Need

4:50 Add to

“A Complex Problem”


  • Each year approximately 9,000 dental offices purchase a DentaCheques book, a tax-deductible charitable contribution. DentaCheques enables dentists to save hundreds, and even thousands, of dollars on purchases of equipment and supplies for their dental practices while providing dental services to vulnerable people who are desperately in need of care. This year’s edition offers $120 in invoice discounts from Henry Schein, over $700 in free products and potentially thousands of dollars of savings. Great gifts for your dental peers, there is no limit on the number of books that can be purchased.
  • Each year 15,000 dentists and 3,200 dental laboratories volunteer their time and resources providing dental services on behalf of Dental Lifeline Network. Volunteering is easy with Dental Lifeline Network coordinating all arrangements with the patient in advance. The dentist simply reviews the patient profile prior to appointment, with the ability to decline the case for any reason, and then sees the patient in his/her own office to determine the treatment plan. Dental Lifeline Network will arrange for specialists and donated lab work as needed.
  • Each year hundreds of companies and individuals make donations to Dental Lifeline Network. Although the revenue from the sale of DentaCheques books supplies a major source of funding for the organization, additional donations are still a critical component to the success of Dental Lifeline Network. For every $1 in general operating support, the Dental Lifeline Network provides $9 in charitable treatment and other direct-care program services. This would not be possible without the support of the dental professionals, the dental industry, and dental laboratories who donate.

Add a DentaCheques Book to your next order, you’ll save money and the cost ($149.00) is 100% tax deductable. Oh, remember, you’re helping a neighbor.

 Log onto the Dental Lifeline Network.

Sunday January 15, 2012…………………………………………………………………………………..

30 days until pictures and catchers report to baseball spring training!

30 days until the Boys of Summer are back!

60 days until the Ides of March (et tu Brute?)!

90 days until the tax man! Did you have to send them money? If you did, we need to talk.

Hey, the winter almost over so what’s your plan for 2012?

Log On Now!

Take a look at this website and the Dental/Medical Cross Coding features. It’s your future!

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://

January 15, 2012 - Posted by | Uncategorized

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