Cliff's Notes

The Business of Dentistry

“Reduce Overhead with JIT Inventory Management” – “Product Review – The Affordable Smile”

Cliff’s Notes for April 1, 2012


liff 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.



April Fools!

“Forgive, O Lord, my little jokes on Thee, And I’ll forgive Thy great big one on me.”

Robert Frost



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

New form 3M “RelyX Ultimate”

In This Week’s Issue

  • This Week’s Dentrix Office Manager’s Blog – Insurance Claims Getting Denied?
  • Reduce Overhead with JIT Inventory Management!
  • Product Review – Icon, The Affordable Smile by DMG America!
  • “The Root of It” commentary for Sunday, April 1, 2012


This Week’s Dentrix Office Manager’s Blog by Dayna Johnson…………………………………………………………

Insurance Claims Denied…Again!!….by Dayna Johnson, February 8, 2012

I don’t know about other areas of the country, but in my neck of the woods I’m hearing from offices that insurance companies are denying their claims in record numbers. Even in my own office, where we typically have only $1,500 to $3,000 in outstanding claims over 30 days, that number has climbed to more than $5,000. And there doesn’t seem to be any pattern to follow, where we could nip it in the bud with one quick fix. What I can say is that the issues I’m seeing are not being picked up with the eClaims triggers, so we as office managers and financial coordinators must troubleshoot the problems and fix them on our own. Let’s take a look at where some of the problems arise, and I will give you some suggestions on how to create a better insurance claim.

To read the rest of this blog, log onto:  February 8, 2012 posting.


Reduce Overhead with JIT!..…………………..……………………………………………………………………………………….

JIT, or just in time, inventory is a inventory management strategy that is aimed at monitoring the inventory process in such a manner as to minimize the costs associated with inventory control and maintenance. To a great degree, a just-in-time inventory process relies on the efficient monitoring of the usage of materials in the production of goods and ordering replacement goods that arrive shortly before they are needed. This simple strategy helps to prevent incurring the costs associated with carrying large inventories of raw materials at any given point in time.

A just in time inventory management process involves understanding how much of a given item is needed to maintain production while more of the same item is ordered. This involves two key factors. First, it is necessary to know how long it will take for the item to be shipped from the supplier and arrive at the manufacturing facility. Second, the anticipated life or usage of the item must be determined. By knowing these two pieces of information, it is possible to establish procedures that allow the item to be reordered just in time to arrive and replace a worn item, without having the replacement set in storage for an extended period of time.

My solution for my clients is the Aruba Inventory Management System. I prefer it over the web based systems because of its ease of use and small learning curve for staff members. As a Windows®-based hardware and software solution, Aruba® eZ transmits your orders over the internet or using a regular phone line.

Although the system uses your on-line connection, it will not allow access to any other programs or internet surfing. Purchase history, order quantities & dates are readily available so needed quantities can be easily forecasted. Aruba also provides access to all national manufacturer free goods and rebate promotions as well as notification of HS special offers. Through the redemption reports, all free goods and rebates are recorded automatically and proof of purchase forms can be printed so original invoices need not be retained or copied.

The most important aspect of Aruba is that if that if orders are entered by 3:00 in the afternoon, they will be delivered by UPS the next day, JUST-IN-TIME.

The Aruba eZ Inventory Management Program is free of charge. For more information or a demonstration, please feel free to contact me at any time @ 201-321-7494 or

Additional features:

  • Easy-to-use searching.
  • Custom shopping lists for faster ordering.
  • Order directly from your purchase history.
  • Bar code compatibility for error-free ordering.
  • Free custom bar code package available directly for your account.

The most important ingredient for a successful JIT inventory management system is fast “next day” delivery and 99%+ fill rates (no back orders) from your vendor partners.


Product Review – Icon by DMG The Affordable Smile!……………………………………………………………………

At a recent meeting of the Hudson County Dental Society, Wayne Flavin the Director of Scientific Affairs for DMG America, did a clinical presentation on Icon, a carries infiltration product. Unlike other products that “re-calcify” enamel, Icon infiltrates the tooth structure and eliminates incipient decay without drilling. Being as this unique as this product is and considering the amount of research and clinical studies available, I was amazed that so many dentists were not aware of it value to patients with regard to cosmetics and cost.

DMG America has introduced an entirely new, revolutionary approach to treating incipient caries—Icon, a caries infiltrant. Until now, dental professionals had only two options for treating caries: fluoride and other remineralization therapies, if caries were not too advanced; or the “wait and see” until it was time to “drill and fill” approach. Caries infiltration is a major breakthrough in micro-invasive technology that fills, reinforces, and stabilizes demineralized enamel without drilling or sacrificing healthy tooth structure.

Icon represents a new category of dental products, It is the first product to bridge the gap between prevention (fluoride therapy) and caries restoration. Icon’s micro-invasive infiltration technology can be used to treat smooth surface and proximal carious lesions up to the first third of dentin (D-1). In just one patient visit, Icon can arrest the progression of early enamel lesions and remove white spot lesions.”

When a dentist discovers incipient caries that are beyond preventive therapies though too early for restorative treatment, Icon offers a simple alternative to the “wait and see” approach. With Icon, the dentist can offer immediate treatment without unnecessary loss of healthy tooth structure. Icon prevents lesion progression and increases life expectancy for the tooth. Icon also provides a highly esthetic alternative to microabrasion and other restorative treatments for cariogenic white spot lesions. White spot lesions infiltrated by Icon take on the appearance of the surrounding healthy enamel.

“The Icon infiltration system is simple and user friendly,” Haberstumpf says. “Total treatment time is about 15 minutes, so it saves patients time and frees up additional chair time.”

After isolating the tooth with a rubber dam and placing wedges to separate the teeth, the tooth surface is prepared with a 15% HCL gel to open the pore system of the lesion body. Next, the surface is rinsed, dried with ethanol, and further dried with air. The Icon Infiltrant resin, which has a high penetration coefficient, is applied onto the lesion, excess material is removed, and the material is light cured. The manufacturer recommends applying a second layer of the infiltrant, followed by additional light curing.

For complete information, detailed product descriptions and treatment steps, a training video, and an overview of the 12 international studies currently being conducted with Icon, visit the Drilling No Thanks! website at The Icon kits provide everything necessary for treatment except the rubber dam, including specially designed dental wedges, patented perforated applicator tips for the materials, individual syringes filled with Icon-Etch, Icon-Dry (ethanol), Icon-Infiltrant, and both written and diagrammatic instructions. All syringes come in a special screw-type applicator to ensure the materials are gently and slowly extruded onto the tooth.

Icon Proximal is available in a Mini-kit with two treatment units, or a package of seven units. Each proximal treatment unit contains enough material for two proximal lesions. The Icon Smooth Surface Mini-kit includes two treatment units and is also available in packages of seven units, enough material for two or three smooth surface lesions per unit.

4:12Watch            DPR Friday, March 16, 2012

video lang: pt envideo lang: en



“The Root of It” Commentary for Sunday April 1, 2012 ……………………………………………………………

Don’t be the fool!

Well, we didn’t win the Mega Millions so I guess we get up and go to work on Monday morning. However, even though today is “April Fools”, a day of fun and jokes some day we won’t want to get up and make the donuts and now is the time to think about that. 

Everyone says “prepare for the future” but most dentists miss the most important thing. Your great asset is your practice and I can’t tell you how many professionals leave a lot of Money (real dollars) on the table when they decide it’s time to walk off the field, or at least, become the designated hitter.

Don’t make the mistakes so many of your friends do, don’t be the fool. Call me for that 1 hour confidential conversation that will help you make informed decisions. Then you can laugh all the way to the bank while saying, let’s go fishing!

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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April 1, 2012 - Posted by | Uncategorized

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