Cliff's Notes

The Business of Dentistry

“Obama Care & The Future of Dentistry” & “Language Skills for the Staff”

Cliff’s Notes for July 1, 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.


“A man is but the product of his thoughts, what he thinks, he becomes.”

Mahatma Gandhi



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

“Cad/Cam Dentistry & The General Public”


Over 100 Dental Videos

In This Week’s Issue

  • Dentrix Office Manager Blog – Language Skills, They Didn’t Say That, Did They?
  • Product Review – Provicol Temporary Cement by VOCO!
  • The Henry Schein Outlet Store – Special of the Week!
  • “The Root of It” Commentary – Obama Care & The Future of Dentistry!
  • Attachment – Dental Sleep Medicine!


Language Skills – They Didn’t Just Say That, Did She?…………………………………..

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

Have you ever overheard a conversation with a patient and the receptionist’s tone and language made your hair stand up on end? Have you ever overheard a conversation and think to yourself, “They didn’t just say that, did they?”

Language skills are probably one of the most difficult skills to acquire in the dental office. In this week’s blog, I am going to share with you a few of the most common language mistakes made in the dental practice and give you some better language choices I have learned during my 20 years in dentistry.

To read the rest of this blog, log onto:



Product Review – Provicol Temporary Cement!…………………………………………………………

Provicol as low as 33.99/set on Cliff’s Notes Discount Plans.


Non eugenol temporary cement with calcium hydroxide in syringes, cartridges or tubes



  • Temporary cementation of crowns and bridges


  • Calcium hydroxide reduces sensitivities and has a bacteriostatic effect.
  • Excellent adhesion of temporary cementations.
  • Peelable consistency for easy clean-up
  • Highly economical direct application
  • No eugenol allergies
  • No inhibition of curing reaction of resin-based filling or luting materials or glass ionomer cements

QuickMix syringe advantages:

  • New quick and easy to use delivery system
  • No hand mixing: no air bubbles and a predictable homogenous mix every time
  • No mess, no hardened tubes
  • 50% less waste in mixing tips by hand mixing
  • Small tips save 80% waste compared to cartridge systems
  • Separate openings prevent cross contamination
  • Easy and precise direct dosing
  • No extra gun required


  • Provicol
REF 1075 pack 25gm base, 25gm catalyst in tubes
  • Provicol C
REF 1076 pack 2-65gm cartridges, 40 mixing tips type 6
  • Provicol QM
REF 1074 pack 5ml QuickMix syringe, mixing tips type 10

 VOCO America, Inc. | 555 Pleasantville Rd. | Suite 120 North Building | Briarcliff Manor, NY



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:

Handpiece Headquarters
Condition: Overstock
Part Number: HSH0004PBN
Manufacturer Part Number: HSH0004PB
Catalog Price: $179.00 Outlet Price: $119.00Warranty: 6-Month
Standard HeadNon-Optic, Push-Button Chuck, Single Spray Chuck, 4-Hole Connection, Ceramic Bearings
    Dental Handpieces Dental Small Equipment Dental Equipment
 Dental Laboratory Equipment                Dental Burs  Endodontic Files andReamers
Sterilizers Medical Equipment  

Product Categories

  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 July 1, 2012……………………………………

Obama Care & The Future of Dentistry!

 Let me state at the beginning that this is not a political statement. It doesn’t matter if you agree with the new world of healthcare or not, there are some big changes that dentistry will be facing in the coming year and you need to be prepared. 

Obama Care reminds me of the Clint Eastwood classic “The Good, The Bad, and The Ugly”. It’s time to exam what we can see on the surface and prepare to stand our ground until this deal shakes out.

  •  The Good: More of the population should have access to dental care. The holes in the schedule should fill up and more dentistry will be done. The manufacturing sector will need to produce more goods and services to supply the industry and maintain facilities and that will require more employment. The reduced insurance fees will be felt, however, the average dental office will be forced into engaging in new procedures and technology that should result in a balance or increase in revenue. Those offices that have not implemented or looked at the value of the diagnostic and technological advances will need to jump in to the water and start swimming. Understand, the water is not cold, it just the fear of investing in yourself. Interest rates are very low and they won’t get better. Talk to experienced industry consultants then review the plans with your financial advisors. Believing and Investing in yourself is a good thing. Remember, objects that are in motion stay in motion.
  • The Bad: The regulations and new taxes being imposed on the manufacturing sector will cause all prices to rise. Companies need to maintain certain profit margins to remain in business and if businesses fail or merge, the competition is reduced. In addition, the new law calls for a manufacturing tax on class 1, 2, & 3 dental products. To put it in simple terms, there will be additional manufacturing costs on almost all basic dental materials from cotton rolls to composites. The Dental Trade Alliance has enlisted the services of a lobbyist to help reverse this portion of the law. If this provision remains, the cost of doing business will rise dramatically.

Also, all insurance carriers are bound to reduce payments due to their increased carrying costs across the board. The ADA recently sent their members their official statement on the dental coverage under Obama Care and although the children are all considered, the main concern is that it does not go far enough for adults. For more information on the ADA views log onto  The Ugly appears to be the only real salvation.


  • The Ugly: You need to change! Change is the most difficult thing to do because it takes us out of our comfort zone. Hey, you made it through dental school so you have to be smart; it’s time to start thinking outside the box.

One of the problems a dental practice will face with the changes due to Obama Care is that the doc and staff have been trained to act and react in specific ways. You were told that certain procedures and diagnostics fall to the specialists but that is not always true. If you are a GP, you are a primary care provider and that means that you are the one that guides the patient through the maze of options and decisions. You may not specialize in treating all situations, but you are the one that should search for the “precursors & indicators” of systemic health problems and alert the patient of health risks. Guess what, insurance will pay for many of those diagnosis and treatments especially if it involves preventive medicine. This will increase revenue or at least balance out new insurance write-offs.

The Ugly often feeds the Good. A patients medical insurance now covers many of the diagnostic procedures that a dental office can perform and as the “Affordable Healthcare Act” take hold over the next few years practices will start utilizing these newly found revenues. As it stands today, I have had discussions with organizations that will do medical billing for dentists and there is also medical billing software specifically designed for dental offices. Contact me at any time for more information on medical billing.

The Total Systemic Health format is something you practice needs to embrace. All the tools and training are available at no or very little cost. The easiest and most profitable program is “Dental Sleep Medicine”.  The implementation of this program is free and the patient’s medical insurance covers the entire cost. The net profit on sleep diagnosis and the appliance is a minimum $1000.00 per case (approx. 1 hour of chair time). Medical insurance also covers the cost of panoramic x-rays and follow up visits increasing the profitability of the procedure. Using organizations like Home Sleep (Paramus, NJ) allows the office to utilize medical docs that are certified in sleep medicine and the medical billing services making it easy for the dental office to diagnose, treat and get paid. The best part is that this is good medicine and a great service to patient base.


For more information on a total health program or the specifics on sleep medicine, please feel free to contact me at any time @ 201-321-7494 or


To learn more about implementing a sleep medicine program in your office please call me or print out the attachment to this report and fax it to 855-967-1112.

Today is Sunday, July 1, 2012. Enjoy your family and please be safe. Happy birthday U.S.A., 236 years and counting!

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://

July 1, 2012 - Posted by | Uncategorized

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