Cliff's Notes

The Business of Dentistry

“Elective Dentistry is Down, It’s Time to Think Outside The Box!” & “A Product Review _ The WatchPat”

Cliff’s Notes for May 6, 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.



“The world we have made as a result of the level of thinking we have done thus far creates problems we cannot solve at the same level of thinking at which we created them.”

Albert Einstein



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

“Incorporating Sleep Medicine into Your Practice”


Over 100 Dental Videos



In This Week’s Issue

  • This Week’s Dentrix Office Manager’s Blog – Even Out Cash Flow!
  • Elective Dentistry is Down, It’s Time to Think Outside the Box!
  • Product Review – The WatchPat!
  • The Henry Schein Outlet Store – Special of the Week!
  • “The Root of It” commentary for Sunday, May 6, 2012.


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

Even Out Cash Flow

Do you dread the day that you have to run statements? The mountain of paper that sits on your desk for 3-4 days while you sort through it, piece by piece, writing personalized messages or stamping a page with color-coded stickers to draw attention to the fact that the balance is past due. On top of that, the entire following week is spent fielding phone calls from patients with questions about their bills. Sound familiar? What if you could do away with this archaic routine? Well, listen closely … because I am about to tell you how.

For several years now, I have been doing statement runs every 2-3 days. Yes, you heard it right . . . every 2-3 days. Why? It has made life at the dental office so much better. Running statements every 2-3 days does multiple things.

To read the rest of this blog, log onto: 


Elective Dentistry is Down, It’s Time to Think Outside the Box!..…………………………

Elective dentistry is down and that is probably an understatement, so what do you do to replace the lost revenue? Everyone is still pushing teeth whitening, Invisiline and all of the other “extras” that supported the practice income over the past few years.  More offices are utilizing Group-On as well as other discount mediums but let’s face it, they don’t bring in quality patients and they don’t add to the bottom line. 

The only way to increase your revenue is to put patients in the chair and offer something that you never offered before. New procedures are always a good start. Ok, you hate doing endo but maybe if it a simple job you shouldn’t automatically send it out. Maybe you should look at your coding procedure, especially if you work with insurance. Or, maybe you should work on giving the patient a reason to come in every 4-6 months and the reason may not be dental care.

Stop thinking about yourself as a dentist and start thinking like the physician that you are. You specialize in oral health just like a cardiologist specializes in heart health; there is no difference in the importance. In fact, you almost always see the patient first and have the ability to always be pro-active instead of re-active.

By promoting and practicing overall systemic health, you will greatly increase the value of your services and the patient’s medical insurance may cover necessary tests. As an example, dentists that perform home tests for sleep apnea provide an incredible service due to the fact that people don’t want to go to sleep centers and all you hear in the news is how important it is to sleep. A home sleep test administered by a dental office cost nothing up front and nets over $1000.00 for 30 minutes of chair time. 70% of the adult population has sleeping disorders so do the math. Plus, re-testing is almost always necessary.

I have a great questionnaire that will help you ask questions and begin discussions about overall health in a format that the patient will respond to. Hey, they never miss an appointment with their medical doctor do they? Start thinking outside the box, you will become your patient’s #1 healthcare confidant and go far beyond just replacing that lost (elective) income.

To get a copy of the questionnaire, please feel free to contact me at any time @ 201-321-7494 or

Product Review – Dentistry & The WatchPat!…………………………………………………………..

WatchPAT is an FDA-approved portable diagnostic device that uses the most innovative technology to ensure the accurate screening, detection, and the follow-up treatment of sleep apnea. Its ease of use is unparalleled in the marketplace and it is greatly complemented by the fact that WatchPAT testing is done in the comfort of your patient’s own bedroom; an environment that best reflects the pattern of their sleep habits.That fact alone may prove to be a lifeline for the millions of undiagnosed patients who are unwilling to spend the night away from home in a hospital sleep center. And for those patients who are waiting for a polysomnography (PSG) but can’t be tested due to sleep center backlog, WatchPAT offers an immediate solution. WatchPAT has been validated against PSG.Sleep apnea is one of the most under diagnosed ailments in medicine, due in part to the fact that many patients simply are unwilling or unable to be tested in a sleep laboratory. Many patients readily admit feeling uncomfortable spending a night at a monitoring facility, hooked up to sensors and equipment while they sleep. Rather than endure this perceived hardship in an attempt to obtain a definitive diagnosis of sleep apnea that would then lead to treatment, many patients instead choose to continue life with sleep apnea.The good news is that WatchPAT has removed this patient hurdle and in doing so has changed the sleep apnea landscape forever without sacrificing diagnostic accuracy. All the patient has to do is slip WatchPAT on their wrist, apply the snore and body position sensors, and oximeter.WatchPAT technology avoids contact with the face and head, a major benefit (and large cause of study failure) when compared to other ambulatory devices. Thanks to Itamar Medical’s advanced technology, it is possible for patients to conduct self-testing in the comfort of their own bed. WatchPAT performs the following tasks:Screen for sleep apnea:WatchPAT screens for sleep apnea in people who appear to be healthy.Diagnose sleep apnea:Validated results confirm RDI and AHI.Monitor treatment: Retesting with WatchPAT provides you with valuable information about whether treatment may need adjustment.

For more information on the WatchPat or how to incorporate it into your practice @ no cost, Call Cliff @ 201-321-7494 or e-mail You can also log onto my YouTube Channel @


Watch-PAT 200 Step by step


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:

Comfortdrive Operatory Package (w/3 Attachments) Overstock #628-0278 – $3739.00

Click on any category to view Outlet Store current inventory

 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 May 6, 2012 ……………

 This week’s Cliff’s Notes is dedicated to “Total Health” and Dental Sleep medicine. It is the easiest and most effective systemic health solution you can bring to your patients. With regards to office production, you can generate $1000.00 of net profit in 30 minutes (approx) chair time. This is the future of dentistry and every day you wait will be lost “quality of life” for your patients and lost revenue for your practice. 

Call me today for more information @ 201-321-7494.

Today is Sunday, May 6th. 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




The Cliff’s Notes Channel http://

May 6, 2012 - Posted by | Uncategorized

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: