Cliff's Notes

The Business of Dentistry

“The Response to the AHA Statement!” & “A Product Review of HyFlexCM Multi-Use Rotary Files” & “10 Tips for Building and Managing a Great Staff”

Cliff’s Notes for May 20, 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.



“It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.”

Charles Darwin



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

“An Introduction to E4D Cad Cam Dentistry”


Over 100 Dental Videos



In This Week’s Issue

  • A Formal Response to the American Heart Association’s Statement!
  • Product Review – HyFlexCM Multi-Use Rotary Endo File (Free Sample Offer)!
  • The Henry Schein Outlet Store – Special of the Week!
  • “The Root of It” Commentary – 10 Tips for Building & Managing a Great Staff!



AAOSH Response to AHA Scientific Statement………………………………………………

The Relationship between Periodontal Disease and Atherosclerotic Vascular Disease

The medical and dental scientific communities along with their industry stakeholders and the public media at large have been justifiably intrigued for many years by the proposed connections that exist between oral inflammation and the general health of the body. Specific to this interest is the alleged associations between periodontal disease and atherosclerotic vascular disease.

AAOSH is concerned that the headlines, public statements and media reports arising from the American Heart Association’s release of its Scientific Statement concerning the proposed connections between vascular disease and periodontal disease, misstate the actual findings and statements contained within the study itself.

Furthermore, the headlines and news coverage about the Scientific Statement have regrettably added confusion to these understandings within the medical‐dental scientific community, the media and within the public at large. While the actual reviews have not altogether disagreed with the major premise of the study’s conclusions (i.e. that there was no periodontal‐induced causation for vascular disease), many headlines (such as found on the American Dental Association’s newsroom website1) are in our view misleading and potentially damaging, especially with audiences who would miss or disregard the finer points and conclusions of the study itself.

To read the rest of this article, log onto:

Dr. Dan Sindelar responds to the AHA statement about Periodontal Disease & Heart Disease. AAOSH.TV



Product Review – HyFlexCM Multi-Use Rotary Endo File!…………………………………………

 When was the last time a manufacturer claimed that a rotary endo file was recommended for multiple use? File separation is mostly caused by metal fatigue and all manufacturers will only state that the instruments are designed for “single use”. Heat sterilization (autoclave) degrades the molecular structure of the metal and greatly reduce the sharpness of all cutting instruments including rotary files. Reduced metal strength and dull cutting edges = separation & aggravation.

Several years ago Coltene Whaledent introduced a Niti files that has controlled memory and is designed to return to its original shape by being heat sterilized. Eventually the file will wear out and that point is identified when it will not straighten out after sterilization. That gives the user the ability to recognize metal fatigue.

Now let’s talk about PRICE! The HyFlexCM is priced to be extremely competitive with Tulsa, Brassler, Sybron, or any brand you may be currently using. Plus, the multi-use ability will reduce your inventory cost. 

To get a free sample (6 Pack – $60.00 Retail Value) of the HyFlexCM so that you can see the difference, log onto:

  • HyFlex® CM™ NiTi files with Controlled Memory are up to 300% more resistant to cyclical fatigue compared to other NiTi files* which substantially helps reducing the incidence of file separation.

Click here to view the graphic at a larger scale.

  • No rebound + Extreme flexibility = Superior canal tracking:

HyFlex® CM™ NiTi files have been manufactured utilizing a unique process that controls the material’s memory, making the files extremely flexible but without the shape memory of other NiTi files. This gives the file the ability to follow the anatomy of the canal very closely, reducing the risk of ledging, transportation or perforation. Click here to view the graphic at a larger scale.

  • Regains shape after sterilization = Multi-use:

The shape and strength of files with straightened spirals can be restored during autoclaving and reused. Files not returning to original shape should be discarded.
Click here to view the graphic at a larger scale.

  • Use your technique or use ours:

HyFlex® CM™ files can be used with crown-down, step-back or our recommended single length technique. Click here to view our step technique.

For more information or an in-office demonstration, call Cliff @ 201-321-7494 or e-mail



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:

 Velscope Vx – Demo Unit #791-0012-D – $1699.00

(Catalog Price $2749.00) 1 Year Warranty.

Dental Handpieces Dental Small Equipment Dental Equipment
Dental Laboratory Equipment Dental Burs Endodontic Files andReamers
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 20, 2012………………………………….

10 Tips for Building & Managing a Great Staff!

If you’ve gotten to the point where you’re hiring employees for your practice, give yourself a pat on the back. Now your challenge is finding the right employee and putting them to work in a way that will help propel your practice’s continued growth. 

1. Train Them

Many dentists have the deluded expectation that a new staff member should show up able to do their job. No matter how competent they are, they will require train up and integration time.

2. Create an Entrance Interview

Created some documents for new staff members to fill out right when they start about how they like to work, be rewarded, have meetings, etc. By having this written down it gives our whole team an understanding of how new team members might fit in and creates a better work culture.

3. Get a Good Project Management System

A Dental office manager can keep the big picture in their head, but staff need to have the details in front of them.

4. Teach Employees to Never Need a Manager

Teach and empower your staff by giving them parameters to help them do their job autonomously. A team member shouldn’t need a script; they must understand what makes a service valuable to a patient, and the many ways to point out those benefits.

5. Set a Quarterly Theme and Vision

The first year in business you may have just did business day to day. Even though you were doing awesome things, sometimes you may have gotten stuck in a groove because you weren’t shooting for a big goal. So start setting a quarterly theme for your practice. The theme goes into everything you do those three months, and everyone is focused on making that goal a reality.

6. Open Door Policy

Employees (especially new ones) are bound to make more mistakes than necessary if they feel they can’t ask you questions or get your feedback. Make sure you are accessible and available as much as possible. Literally, keep your door open to give the impression that anyone can visit to bounce an idea or ask a question of you.

7. Culture Is King

Put your staff first, and they will take better care of your patients. As you are building your team, you must define what the inside of your practice is going to look like. Your internal brand ultimately dictates how the practice is represented on the outside. If you try to design the patient experience first, it will be forced and unnatural. Try to design the employee experience first.

8. Hire for the Ability to Get Stuff Done

A small practice cannot tolerate people who are lazy, procrastinate or are unable to use limited resources to push forward your goals. You need people who can follow-through, find clever solutions and workarounds with a sense of urgency, and can take charge of a problem and drive it to a successful solution.

9. Practice Transparency

Always by honest with your team regarding financials and clients. In this economy, it’s important to be upfront with in every aspect of the business — particularly when you’re first getting started. Young professional staff members enjoy being an integral part of the planning and decision-making process, and it can also help them better understand how you want the practice to run.

10. Encourage Openness and Honesty

You never want your employees to be afraid to tell you the truth. You can encourage openness and honesty by:

  • 1 Responding calmly when they tell you something has not gone as you expected
  • 2 Talking through a plan for moving forward
  • 3) Agreeing on follow up and accountability.

If you have any questions or concerns please feel free to contact me at any time @ 201-321-7494 or

Today is Sunday, May 20, 2012 and it finally stopped raining. Get outside and re-charge your batteries because tomorrow is the first day of the rest of your life. Enjoy your family and please be safe.

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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May 20, 2012 - Posted by | Uncategorized

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