Cliff's Notes

The Business of Dentistry

“The Dentrix Office Managers Blog” – “The Death of A Dental Salesman”

Cliff’s Notes for February 26, 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.


“Quality in a product or service is not what the supplier puts in; it’s what the customer gets out of it. Nothing else constitutes quality.”

Peter F. Drucker


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

Total Systemic Health – Part II

In This Week’s Issue

  • The Dentrix Office Manager Blog!
  • The Death of a Dental Salesman!
  • Product Review – Total Health Education!
  • Commentary for Sunday, February 26, 2012 – Pat Paulsen for President?

The Dentrix Office Manager Blog…………………………………………………………………………..

Dayna Johnson’s blog on using Dentrix to improve practice management is free of charge and continually updated. If you are going to purchase the best of the best, you want to be able to utilize and unleash the organizational and economic power.

2:03Add to

Meet Dayna Johnson — The Dentrix Office Manager

Meet Dayna Johnson, author of The Dentrix Office Manager blog, helping practices develop Dentrix “Super Users”.

Dayna – Last week, I talked about the best place to document your patient’s health history and keep track of medication lists. While today might just be a review for some of you who have been using these features, I urge you to play along because you might learn something new.  How and where to document your patient’s medical alerts and special needs is just as important as the health history, but does not require the legality of being date stamped and locked down.

In my next post, I will tackle the most important piece of clinical documentation . . . the clinical note! Log onto the Blog @… 


The Death of a Dental Salesman! …………………………………………..

I guess the title of this section is a little politically in-correct, it should read “salesperson” but I thought the title would catch your attention, and I guess it did. You see, in marketing 101 you learn that packaging is 95% of the sale and when a marketing program is correctly presented, it will succeed.

Did you realize that dental sales people are dying off and facing extinction, and so they should! Evolution has pushed the “practice of dentistry” into the “business of dentistry” and the needs of the dental practioner, unfortunately, have changed forever. A dental practice needs to have a Dental Business Consultant that works for free!

An experienced dental business consultant understands how dental offices work and how they should be constructed around the doctor’s personality, dreams and goals. A dental business consultant is the bridge between “practice management” & “business management”. They meet with you, your staff, accountants, attorneys, spouses and whomever, to create the plan for reaching “life after dentistry” and yes, it will arrive!

A quality dental business consultant should not be as concerned about the composite you use or what cement you like or how many you have on the shelf. If it’s on the shelf, it’s costing you money and cash flow. In my opinion, the best materials in the world are the ones that work best in your hands. There are some that I prefer over others, but I don’t use them clinically. As a dental consultant I am concerned about you using more of them, expanding your standard of care, maximizing revenues and retained earnings, and elevating your family’s quality of life.

The sad part about the Death of the Dental Salesman is that most dental professional doesn’t understand what the new species does. Imagine, an non-equity partner that works for free and is only concerned about your success? Sound too good to be true? Well, this time it’s not. However, when looking for that partner, choose wisely my friend, watch out for the sale pitch and look for experience and integrity.

For more information, questions, concerns or referrals, please feel free to contact me at any time @ 201-321-7494 or

For a look at Dental Business Consulting, log onto:


Product Review – Total Health Beyond The Mouth!……………………………………………………….

Welcome to Henry Schein Total Health Online Learning. This website gives you immediate access to our multimedia training library where you can learn about new techniques and products.

  • Earn interactive CE credit by signing up for Henry Schein Total Health LIVE WEBINARS.
  • Earn self-study CE credit by viewing the on-demand CE webinars.
  • All CE credits are provided by an approved ADA CERP provider.

Log onto:


Commentary for Sunday February 26, 2012…………………………………………………………….

Pat Paulsen was a staple on the Smothers Brothers Comedy Hour. In today’s political climate with everyone telling us how bad it is, we need to have a laugh. Things are not that bad, it just requires a little change and a little more work. I hope you enjoy the next 90 seconds.


Add to 

Pat Paulsen For President 2008

Ok, so he’s deceased. Picky, picky, picky! Some things never change.

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 26, 2012 - Posted by | Uncategorized

1 Comment »

  1. Nice post thanks for sharing i like this post

    Comment by Dental practice management consulting | May 17, 2012 | Reply

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