Cliff's Notes

The Business of Dentistry

“Delta Class-Action Suit Continues” – “Ergonomics Starts With Your Eyes”

Cliff’s Notes for March 18 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.

“Gentlemen, “you will permit me to put on my spectacles, for I have not only grown gray but almost blind in the service of my country.”

George Washington

March 15, 1783

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

“Ergonomics will Improve Your Health, Increase Productivity & Extend Your Career!”


In This Week’s Issue

  • This Week’s Dentrix Office Manager’s Blog – Collections!
  • Class-Action Law Suit Continues!
  • Product Review – Heine, Ergonomics Starts With Your Eyes!
  • Commentary for Sunday, March 4, 2012

This Week’s Dentrix Office Manager’s Blog…………………………………………………………………………….

Each week, I am amazed at how many offices I visit that not only are not using the Collections Manager Report, but donn’t even know what it is. When I am working with an office on its collection routine, I always ask, “What are you currently using for your collection calls?” The typical answers are “the aging reports” or “the billing statements”. Crazy I say!

Why don’t I like using the Aging Report for making collection calls? As soon as you print the report, it is outdated. What do I mean? Every day another account balance goes over 30 or over 90 days and unless you reprint this report every day, you will be missing some accounts. Also, as soon as you post the daily checks, you have to get a pen and scratch someone off the list or change the balance if they make a payment.

It is definitely NOT HIPAA compliant. Could you imagine if a patient saw that report sitting on your desk, complete with personal information, full name, phone numbers, and balances? I would be mortified is I was a patient on that list and someone saw it. Especially if you had some handwritten message on there like, “filed for bankruptcy” or “send attorney letter”. This report uses way too much paper. Since I teach offices how to go paperless, this one is big for me. Using this report is too time-consuming!

To read the rest of the blog, log onto: 


Class-Action Law Suits Continue …………………..………………………………………………………………..

Another in a series of class-action suits lodged by dentists and doctors and aimed at reforming insurers’ claims-processing procedures has been settled in federal court. District Judge Stanley Chesler certified the class and finalized an agreement in Kirsch v. Delta Dental of New Jersey Inc., 07-cv-186, which alleged oppressive billing and claims practices that health-care insurer denied. The settlement includes no monetary award but requires Parsippany-based Delta to make changes to its “Benefits Connection” website to allow offices to….For more information log onto

This notice was supplied by JoAnn Pietro, RN, Esq. of Wahrenberger & Pietro LLP150 Morris Avenue, Springfield, New Jersey 07081 (973)258-9000 fax (973)258-9899 Ms. Pietro’s (all woman’s) firm specializes in healthcare law and is experienced in presenting issues to the NJ State Board of Dentistry.

Product Review – Heine, Ergonomics Starts With Your Eyes!…………………………………………………

High-quality optical magnification offers many advantages during treatment. Along with a considerable improvement in the sharpness of the image, you will also experience healthier, ergonomic body posture. 

HEINE high-tech optics, fitted with achromatic lenses, give incomparably clear and brilliant images with no color distortion. The high quality image in all HEINE systems is the result of the best optical components, manufactured by HEINE, allowing exact and individual adjustment of the optics. Our exclusive coating system ensures great results for a brilliant and bright image.

When choosing a magnification system, it is important to consider several factors. The two most important points to remember are optical performance and ergonomics.


The declination angle is the angle between the line of sight in the normal eye position and the line of sight given by the user’s lowered eyes. If the user has to rest his chin on his chest, the declination angle of the loupe used is too small. If the user has to look down too far or tilt his head back, the declination angle is too large. The ideal declination of the head is achieved when the neck and eye muscles are as relaxed as possible.

Comfort is no problem for HEINE loupe systems. The adjustable declination angle and our extraordinary optical quality avoid strain on the neck and eye muscles. Weight is an important factor here; loupes and frames, including the coaxial LED lighting, are extremely light and therefore comfortable to wear, even over longer periods of time. The secret is that the weight is distributed evenly by the modern S-Frame.

Optics is enhanced by a special anti-reflection coating. This multiple coating reduces the light reflection to around 0.3 %. The result is as clear as it is satisfying. The alignment of the achromats or prisms is adjusted for optimum performance, resulting in extremely sharp images and a field of view which is free of distortion right to the edge – as well as an excellent depth of focus.

Coaxial lighting:

With HEINE LED lighting, you will be working with 100 % coaxial, white and homogenous light. For dental applications, a yellow filter can be used, preventing premature hardening of composite materials.

Not all blessings come from above: Even an extremely bright and well positioned ceiling light may cast a shadow during some examinations. Only an additional coaxial light, i.e. fitted between the eyes, allows shadow-free lighting of, for example, a cavity.

For more detailed information & pricing, call Cliff or log onto:

Commentary for Sunday March 18, 2012………………………………………………………………………………

Affective   leadership is the root of a successful organization. A dental practice is no different and regardless of how much money you make, you can do better if you communicate your protocol to your staff in a clear and focused manner that they will understand.

You do not have expenses, you only have investments. Staff members are not employees; they are your professional associates. You need to allow them to what they are trained to do, instruct them to your protocol and direct training so they can maximize their abilities and take pride in their own performance.

Sometimes you may need to be humble so they can understand your concern and sacrifice for the good of the practice. Those of you who know me well are aware of my passion for American history and lessons learned from the past.   On March 15, 1783 our “American Experiment” was about to fail and once again a George Washington saved our nation with his unique form of leadership.

We don’t need to reinvent the wheel; we should look at why great men and women became great leaders. This is a great story and I recommend reading it. Log onto: 

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




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March 18, 2012 - Posted by | Uncategorized

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