Cliff's Notes

The Business of Dentistry

“For Every Action” & “Marketing Your Current Patient Base” & “A Product Review of the Paradigm Line”

  Cliff’s Notes for February 5, 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.


“Tact is the art of making a point without making an enemy.”

Sir Isaac Newton



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

Dr. Charles Blair

“Industry Changes That Will Impact Your Practice”


“Insurance Coding”



In This Week’s Issue

  • For Every Action There is a Reaction!
  • Market to your Current Patient Base?
  • Product Review – The Paradigm Line from 3M!
  • Commentary for Sunday

For Every Action There is a Reaction!………………………………………………………………………………..

Newton’s 3rd Law is a “bit of advice” that is overlooked by most small business owners and dentists are not exempt. We tend to make decisions that are influenced by emotion and anticipation. How many “dental toys” are sitting on a shelf earning dust? How much production did you lose because you wouldn’t give staff members a $25.00 gift card if they came in during bad weather? How many dollars did you lose worrying about dimes?

Recently I said that you have no expenses. All of your business expenses are investments. For every investment there should be a calculated return. The investment is an action and the return is the reaction.

Investing in your staff is the best action you can take and you will realize the biggest re-action. A positive attitude among staff members will increase productivity and reduce the overhead footprint on your practice.

An investment in staff starts with a “staff discovery meeting”. For my clients, this is a 1 hour meeting that I conduct, without the doc, and the staff members can answer questions freely, anonymously, and as a group. Staff feels more comfortable and open when the boss is not around and there is safety in numbers. Drama often plays a big part in staff issues and that’s an action that will have a negative reaction. Discovery meetings usually find those speed bumps, and that’s why they’re called discovery meetings.

Running a business is like playing a game of chess, you need to think about your moves in advance and anticipate the reaction. A well managed staff not only increases clinical production and revenues, but it also increases the value of your practice. Now you can put yourself in the position to find a whiz kid associate, start a long controlled transition, and find your little piece of heaven on earth.

Sounds easy don’t it? Well it’s not’s! It requires thought, planning and patients (no pun intended) to take your team into the Red Zone and giving them the tools to help you score (I thought that today was a good opportunity to use some “American” football terms).

To schedule a private time to discuss staff management issues, please feel free to contact me at any time. There are very few situations that I haven’t seen or dealt with and many of your peers have the same problems. Most of us have normal everyday issues, it’s our ability to recognize the actions that will create the biggest positive reaction, and execute.

If you think I can help you do more and better dentistry, please let me know. No matter s how good things seem to be, they can be better.

Market to Your Current Patient Base………………………………………………………………………………………..

I have always said that your current patient base is your “core business” and needs to be constantly maintained. Your marketing dollars should be focused on re-appointing 100% of your patients. You may wonder why I said that, well, just about every practice analysis I do shows a successful re-care rate of only 50%. If you were able to capture 30% more, think of the increase in production. An office that sees 10 patients/day would increase to 13 and that translates to 48 additional appointments per month based on a 4 day work week, and that’s not counting new patients!

We all know that in today’s high tech world of communication you need to have a web page & a Facebook page. You need to be what your patients are seeing everywhere. I walk into 7-11 and there are several flat screens showing everything from advertisements to traffic and weather. 

Investing in patient communication gives you the opportunity to brand yourself. Collect e-mail addresses & cell phone numbers for texting because people don’t answer phones anymore. The growth in your practice is in your current patient base. You need to tap into it and solidify your core business, great structures have strong foundations. The following presentations may help you develop some ideas and please don’t hesitate contacting me at any time.

2:32Add to

Dentist Rewards Patients!

A dentist is using Loyal Patient™ Rewards (savings on travel, entertainment, and merchandise) to reward patients for good oral health.

GURU Patient Education System

Demandforce Patient Communication System


Product Review – The Paradigm Line from 3M………………………………………………………….

With costs rising on all fronts, 3M has addressed the issue. A high quality Nano Hybrid composite at “yesterday’s price!” The secret is that by providing only 12 of the most popular shades, production and regulatory cost drop and 3M is passing it on to the end user.

ST. PAUL, Minnesota—For everyday procedures, the right products can help dentists keep overhead low and deliver patient care with confidence. That’s why 3M ESPE has introduced the Paradigm brand.

Paradigm is a new family brand that will offer dental professionals competitively priced products with the standard features they rely on. The brand debuts with the introduction of Paradigm VPS Impression Material and Paradigm Nano Hybrid Universal Restorative—both scheduled for launch in April 2011.

“The Paradigm brand gives dentists the right balance of price and features for everyday dentistry,” said Keith Haig, director of marketing for 3M ESPE. “With well-made, easy-to-use products from a company they can trust, dentists can deliver quality care even while watching the bottom line.”

The new Paradigm VPS impression material exemplifies the features and value that will be offered by the Paradigm brand. For all indications, the easy-to-extrude material flows smoothly without dripping or slumping. Its hydrophilicity helps the material produce void-free impressions with detail.

Additionally, good tear strength helps protect impressions from damage and distortion during removal from the mouth. With a range of viscosities and setting times, Paradigm VPS impression materials give dentists options to suit their individual techniques and procedures.

Its versatility and price apply to all indications, including crowns and bridges, bleaching trays, mouth guard trays, study models, and provisional and denture impressions.

The new Paradigm Nano Hybrid restorative also offers a simple solution for daily restorative needs. It provides handling without slumping or sticking to instruments, allowing dentists to easily shape the composite.

With 12 shades, Paradigm Nano Hybrid restorative offers enough variety to cover most dentists’ daily needs. In addition, it is easy to polish and has strength and wear resistance. The restorative is intended for all indications, including direct anterior and posterior restorations, occlusal surfaces, core build-ups, splinting, and indirect restorations, such as inlays, onlays and veneers.

“Paradigm brand products are the new value in dentistry,” said Haig. “With straightforward features and reliable quality, 3M ESPE is giving dental professionals the complete range of tools they need.”

Click here for information on Paradigm Capsules (20 count)

Click here for information on Paradigm Syringes (3gm)

Paradigm sampling is available to all of Cliff’s clients. Call: 201-321-7494 or send an e-mail to

 Introductory offer of 3+1 can bring the net cost as low as $3xxx/syringe and $3.50/capsule. Don’t forget about Paradigm VPS Impression Material.

Sunday February 5, 2012………………………………………………………………………………….

It’s Super Bowl Sunday! Enough said, enjoy the day!!






Log On Now!

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://

February 6, 2012 - Posted by | Uncategorized

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