Cliff's Notes

The Business of Dentistry

“Why Don’t People Go to the Dentist?” & “A Product Review of Magic FoamCord”

Cliff’s Notes for April 29, 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.



“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.”

Steve Jobs



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

“Quick Up – by VOCO America, for Denture Implant Attachments”


Over 100 Dental Videos



In This Week’s Issue

  • This Week’s Dentrix Office Manager’s Blog –Are You HIPAA Compliant
  • Why Do People Go To The Dentist, or Why Don’t They?
  • Product Review – Magic FoamCord, A Breakthrough in Retraction!
  • The Henry Schein Outlet Store – Special of the Week!
  • “The Root of It” commentary for Sunday, April 20, 2012.


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

HIPAA Security Rule . . . are you compliant?

It has been 7 years since the HIPAA Security Rule became effective on April 21, 2005. With the explosion of electronic health records and the implementation of electronic services, this is a need-to-know topic for all dental practices. I hope this post will help you know where to find information and resources to help your office comply with this not-so-new rule. The Security Rule applies only to electronic PHI (Protected Health Information) and requires that dental practices that store health information maintain its confidentiality, integrity, and accessibility.

·         Confidentiality – means the information is available or disclosed to people or entities authorized to receive it.  

·         Integrity – means the patient’s PHI has not been altered or destroyed without proper authorization.  

·         Accessibility – means that the patient information is retrievable under any circumstance.

One major goal of the HIPAA Security Rule is to allow your dental practice the freedom to implement new technology, improve the quality of patient care, and help make your systems more efficient while still maintaining the security and privacy of your patient’s health information. The Security Rule is designed to be flexible and customizable (depending on the size of your practice) so you can implement policies, procedures, and technologies that fit your office structure. There is no right or wrong way to do things; you just need to have a plan in place and have it documented

To read the rest of this blog, log onto: 


Why Do People Go to the Dentist; or Why Don’t They?..…………………………………..

We all know why people need to go to the dentist on a regular basis so maybe it’s time to sit on the other side of the table and understand why they don’t. Every dentist I speak with asks the same question “they have insurance & it costs nothing, why don’t they come in”. Well, maybe it’s the culture that the dental industry has pushed for so many years especially during the economic boom of the last 20 years that has now come back to earth.

Dr. William Mayo, co-founder of the Mayo Clinic once said “The aim of medicine is to prevent disease and prolong life; the ideal of medicine is to eliminate the need of a physician”. With dentists being taught to push cosmetics, implants and orthodontia by industry experts to increase revenue, we may have forgotten about good medicine and what it encompasses. It’s all about the patient!

I am going to try to explain that last statement with a personal experience. A number of years ago I changed dentists. It wasn’t because they were not providing quality care but every time I or a member of my family sat in the chair we were subjected to a “sales pitch” about elective procedures. I guess they forgot who I was and my understanding of their world. I felt that the focus wasn’t on my overall health, family, or financial concerns and it made for an uncomfortable situation. As another example, a close friend went to a local dentist to have a discolored composite on an upper central replaced. She had no other issues with oral health but was subjected to the presentation of a $5,000.00 cosmetic treatment plan. She explained that at the time she had 2 kids in school and couldn’t budget it. The office attitude towards her changed, she felt awkward and she never went back. That office lost a first time patient and the potential of treating a family.

Now it’s time to think about yourself and how you relate to your outside associations. Put yourself in the “consumer” chair. You need to be more than a dentist. Your patients need to see you as a confidante that is concerned about their overall systemic health including their stress and personal concerns. Clinical dentistry is important and treatment plans need to address all aspects of the patients life. You need to address priorities and make the patient comfortable with your plan on improving their family’s health. If little 13 year old Johnny has issues that are more of a priority than Mom’s, you need to address that because it is a “family priority”. Now you are creating a true family practice and the rewards will translate into referrals and practice growth.

Learn how to feel the patient’s concerns and they will enjoy coming to see you twice a year for their exams and conversations. Work with them and they will work with you. Become a true healthcare mentor and confidante.

I can go on forever on this “practice building” topic so for a more detailed discussion please feel free to contact me at any time @ 201-321-7494 or


Product Review – Magic FoamCord, A Breakthrough in Retraction!………………………….

Don’t you hate packing cord? Try Magic FoamCord®

Magic FoamCord is a new non-hemostatic gingival retraction system by Coltène/Whaledent. Magic FoamCord is reportedly the first expanding vinyl polysiloxane material designed for retraction of the gingival sulcus without the potentially traumatic and time-consuming packing of retraction cord. Magic FoamCord material is syringed around the crown preparation margins and a cap (Comprecap) is placed to reportedly maintain pressure. After five minutes, the cap and foam are removed and the tooth is ready for the final impression. 

Introductory Kit: Order #547-5073
Click here to see our Multimedia module of Magic FoamCord:


The Henry Schein Outlet Store: Special of the Week!…………………………………………………

Outlet Store offers are limited in quantity and only available on a first come-first serve basis. The inventory is very fluid so it pays to check back frequently for new listings.

Log onto: 

Cavitron Plus Silver Package (Dentsply) Overstock #167-0106-N – $2499.00

Dental Handpieces Dental Small Equipment Dental Equipment
Dental Laboratory Equipment Dental Burs Endodontic Files and Reamers
Sterilizers Medical Equipment  

Product Categories

OVERSTOCKED: New Products that are in the manufacturer’s original sealed package
DEMO MODEL: Open-box products that have had no clinical use
RECONDITIONED: Products in excellent condition, restored to the manufacturer’s specification

All products include comprehensive warranties backed by Henry Schein


“The Root of It” Commentary for Sunday April 29, 2012 ………………………………..

Are you practicing “Total Health”? Probably not, most dentists don’t understand the concept. Maybe “not understanding” is the wrong choice of words, perhaps “implementation” is better. 

The average patient doesn’t know if you are a good dentist or a bad one, they only know if they like you and trust you. What makes you different from the dental office down the street? It’s the patient experience. Thinking outside the box and becoming your patient’s trusted healthcare care advisor will make you stand out from the pack. Ask questions and get involved because it is all about Total Health Beyond the Mouth!

Today is Sunday, April 29th. Enjoy the day and please be safe, there are a lot of people that need you.

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!/profile.php?id=1644814090

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April 29, 2012 - Posted by | Uncategorized

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