Cliff's Notes

The Business of Dentistry

“Plumbers, Carpenters, Dentists & More!” & “Micromanaging & Lack of Leadership!”

Cliff’s Notes for July 15, 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.




“You don’t lead by hitting people over the head – that’s assault, not leadership.”

Dwight D. Eisenhower




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

“The Likable Dentist – The Easiest Way to Engage the Social Media & Find New Quality Patients”


Over 100 Dental Videos

In This Week’s Issue

  • Dentrix Office Manager Blog – Micromanaging & Lack of Leadership?
  • Product Review – Hu-Friedy Trial Crown Remover!
  • The Henry Schein Outlet Store – Special of the Week!
  • “The Root of It” Commentary – Plumbers, Carpenters, Dentists & More!



Micromanaging & the Lack of Leadership, What’s an Office Manager to Do?…………

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

While attending the recent Speaking Consulting Network meeting in Charleston, S.C., I had the pleasure and honor of interviewing Linda Miles. She is an amazing woman who is passionate about helping the dental team become the best it can be. I am very grateful that she took a few minutes out of her busy schedule to talk with me about two problems that can truly hurt a dental practice — dentists who micromanage and dentists who do not serve as the “leader” of their team.

To read the rest of this blog, log onto:


Product Review – Hu-Friedy Trial Crown Remover!…………………………………………………

Trial Crown Remover – Upper #600-8646

Trial Crown Remover – Lower #600-7636

Let’s face it, one of the most un-certain things you face every day is a crown that will fit tight. Everyone has had them, the ones that don’t need cement. The fit is tight, the color is perfect and the occlusal adjustment is minimal. However, you can’t get it off!

At $100.00 less than competitive products, Hu-Friedy’s Trial Crown Remover does not require emery powder and the rubber tips are fully autoclavable eliminating the need for constant replacement. When you do, finally, need to replace the autoclavable tips, they are only $16.29 (#600-3127).

This instrument, like the Stieglitz Forceps, is something that every restorative practice should have!


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:


Condition: Overstock
Part Number: 628-0371-N, Manufacturer Part Number: 1003.5840
Catalog Price: $3,259.99…Special Price: $1,749.00 (Warranty: 3-Year)

Your all in one answer to high speed, low speed, and torque controlled endodontic procedures, now with SAFEdrive software that monitors the operation of a high speed attachment and provides an audible and visual signal to let the user know if the attachment is malfunctioning or heating up. Enhance patient safety with the GENTLEcap, a protective, autoclavable heat shield. Endo operation is available at the push of a button so no separate endo motor is needed. Performs exact rotary procedures safely with torque control and auto reverse, all with cellular fiber optics. Also feature 6 easy to program endo presets and sterlizable brushless motor. Air/electric conversion kit for any delivery unit. Contains: ELECTROtorque TLC unit with SAFEdrive, KL702 brushless electric motor, electric tubing, transformer & mounting bracket with hardware.

Click to view category offers: 

Dental Handpieces Dental Small Equipment Dental Equipment
Dental Laboratory Equipment Dental Burs  Endodontic Files andReamers
Sterilizers Medical Equipment  

Product Categories

OVER STOCK: 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 15, 2012…………………………………

 Over the past several months I have noticed a trend in the media’s definition of what a dentist is, and it scares the heck of me. The worst part is that I see dental practices falling into the trap. You, the dentist, are down grading your profession and allowing yourselves to be grouped with plumbers, carpenters & electricians (i.e. Angie’s List). Worst yet is grouping yourselves with restaurant, beauty salons & pet stores (i.e. Groupon).

Now I know that attracting new patients is hard, but there are very inexpensive ways to accomplish this feat without degrading yourself or the services you provide. I have never seen a “dental discount” advertisement bring quality patients. You may just as well sign up for every insurance plan that is available. I’m not saying that you shouldn’t sign-up for PPO’s, just be realistic with your business approach and understand the value you offer and promote who you are. If you promote cheap you will be seen as cheap. I’ll say it again; you have no expenses, just investments. What is the ROI in your advertising investment?

Don’t tell me your costs are too high if you’re spending money without making informed decisions, that is a general consumer mentality and you are running a business. I can’t tell you how many dental offices I see make foolish investments. Most of the time it is because someone told them how much money they will make or save and it sounds great. But, was the decision well thought out? Probably not, and that’s because marketing investments are not what you do and your peers don’t do it either. Besides, what works for one office does not always work for another.

Ask yourself if you ever have seen a medical doc or a hospital advertise a price to attract new patients? They don’t, because price is relative to the services being provided. You need to be competitive, but not cheap. A fee balancing report can help, they are very inexpensive and I provide them free for my clients, but that’s another conversation.

The dental profession is unique and essential. Oral Systemic Health is the future of dentistry. You are not a tooth mechanic, you are a physician that specializes in oral decease and although the public does not yet fully understand that, your marketing program should focus on that fact and not on just exams and teeth whitening. Set yourself apart from the crowd. Be different, be exceptional, be the physician you are and your marketing efforts will bring you quality patients.

All forms of marketing will work as long as it is consistent. It’s all about name recognition and branding. The social network is currently the most effective and will give you the biggest bang for your buck. But always remember marketing 101 “packaging is 95% of the sale”.

Every dental practice is different. Please feel free to contact me at any time with any questions or concerns @ 201-321-7494 or

Today is Sunday, July 15, 2012. 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




The Cliff’s Notes Channel http://

July 15, 2012 - Posted by | Uncategorized

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