Cliff's Notes

The Business of Dentistry

“Reducing Overhead Through Buisness Relations” & “A Product Review-Grandio Heavy Flow” + “It’s Time to Give Kids A Smile”

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Cliff’s Notes for July 22, 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.



Do the right thing. It will gratify some people and astonish the rest.

Mark Twain




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

“It’s Time to Give Kids A Smile” 

Over 100 Dental Videos

In This Week’s Issue

  • It’s Time To Give Kids A Smile
  • Product Review – Grandio Heavy Flow by VOCO!
  • The Henry Schein Outlet Store – Special of the Week!
  • “The Root of It Commentary” – Reducing Overhead Through Business Relations!


It’s Time to Give Kids A Smile.……………………………………………………………….

Friday, February 8, 2013

Each year on the first Friday in February, thousands of the nation’s dentists and their dental team members provide free oral health care services to children from low-income families across the country. (While the first Friday of February is the recommended event date, Give Kids A Smile programs can be successfully conducted during any month of the year. Some dentists may choose to pick another date that is more convenient to their schedule.)

The ADA’s Give Kids A Smile® program enhances the oral health of large numbers of needy children. Give Kids A Smile (GKAS) activities also highlight for policy makers the ongoing challenges that disadvantaged families face in finding dental care. Find a program today!

The best way to get involved is to register your local program. If you are participating with a dental society, dental school or community health center, please allow the coordinator to sign you up. If you are a GKAS coordinator or an individual dental office, please sign up now!

This is the 6th year that I have been involved with Give Kids A Smile. I have to warn you, there are many emotions that go along with participation. My first year, I had to leave a facility because I was getting emotional. It wasn’t because kids were crying; it was because kids were laughing. There was so much excitement over being at the dentist, it was overwhelming. Think about it, this was an adventure to little kids that only see healthcare professionals when they are sick. This was like a class trip with Mom & Dad.

I can go on and on with stories, but maybe it’s time to have some of your own. Please volunteer today. Log onto the ADA website or call me @ 201-321-7494.

Product Review – Grandio®SO Heavy Flow!…………………………………………………………..

 Grandio®SO Heavy Flow by VOCO is the new, high-viscosity flowable universal nano hybrid restorative, is equipped with a very high filler content (83 w/w%) and exceptional stability in comparison to conventional flow composites. Thus, it is recommended for any type of treatment that relies particularly on these qualities, such as treatment of class V cavities, restorations in the upper jaw area, and splinting of teeth in orthodontics, periodontics and traumatology. For composite restorations that are directly modelled in the mouth the increased viscosity results in simplified and stress-free placement of the composite layers, coinciding with excellent wetting properties. Grandio®SO Heavy Flow is suitable for the following indications: minimally invasive restorations of all types, restorations of small class I cavities and extended fissure-sealing, class II to V restorations including treatment of cuneiform defects and cervical caries, blocking-out of undercuts, repair of fillings and veneers, luting of translucent prostheses (e.g. full ceramic crowns), interlocking and splinting of teeth with glass fibre strands such as GrandTEC®. It can also be used as base material, in combination with glass fibre strands, for the fabrication of semi-permanent crowns and bridges. 

Special material and handling properties

Grandio®SO Heavy Flow is subject to far lower shrinkage during polymerisation (2.96 %) than conventional flow materials, and it also features high compressive and flexural strength (417 MPa and 159 MPa respectively), an E-modulus that is extremely high for a flowable material (11.85 GPa), high surface hardness (175 MHV), as well as low abrasion (40 µm, ACTA with 200,000 cycles). The user will soon discover the advantages of this slow flowing composite which complements flowables with conventional viscosity. On the one hand, it offers a longer working period during which the material can be placed in the cavity and distributed before polymerisation. On the other hand, less time is required for the removal of any excess that may arise due to running of the material. Due to its reduced flowability, GrandioSO® Heavy Flow is outstandingly suited for all fillings where elaborate sculpting is either not required or not wanted. Here, its excellent material and handling properties make GrandioSO® Heavy Flow superior to many packable composites. Grandio®SO Heavy Flow may also be used in ideal combination with the new VOCO composite Grandio®SO. Grandio®SO Heavy Flow is available both in the non-running, non-dripping NDT® syringe in 10 shades, and as Caps in five shades.

For more information log onto

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.

Condition: Demo
Part Number: 791-0012-D Manufacturer Part Number: 4200
Catalog Price: $2,749.00 Outlet Price: $1,649.00

Warranty: 1-Year

Log onto: Click on a Category!
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 July 22, 2012 ……………

 Are you a business power house? You may not think so, but if you are a decision maker, then you are! Hey, you may not be an Aircraft Carrier, but a small gun ship can do a lot of damage. Think about what sun light can do to your skin over a long period of time, but if you concentrate it through a magnifying glass you create a little laser beam.

No business can grow without strong, healthy relationships. You can focus your business and create laser beam like relationships that will enhance your bottom line by increasing your productivity. If you have been following Cliff’s Notes, you may remember me saying that you can’t reduce overhead, you can only control it. Your overhead, for the most part, is a constant. However, you can reduce your overhead’s foot print on you P&L statement by increasing production, but we leave that for another discussion.

By focusing your business relationships your production will increase due to the amount of time you can redirect to generating revenue. The fastest way to the finish line is straight ahead with the fewest stops along the way. The most successful dental practices focus on production and negotiate the fairest overall price structure with the fastest and cleanest delivery and service. That leaves clinical staff the time to do what you pay them for, delivering dentistry. Regulatory, tax and risk manage liabilities are also reduced by working with companies that are insured and regulatory compliant. Your tax and legal advisors can better explain that.

Practice management group are always talking about quality patients. Business is always talking about quality customers. Quality patients always get priority status just like quality customers. Priority status maintains work flow, work flow effects production and production feeds the engine that drives your life.

The most effective way to control your overhead is “cash flow”. Get your money as quickly as you can and hold onto it as long as you can. The best way to hold onto your money is to institute a “just in time inventory (JIT)” by insisting on next day service and 99% fill rates as well as “not giving raises to staff”. These are techniques that are proven to work. JIT is the most effective method of controlling payables; unfortunately, the results are measured on your quarterly P&L and require a business not a consumer mind set. JIT increases cash flow!

Not giving raises sounds a little tough, after all, as the saying goes “pay peanuts and get monkey”. However, have you considered bonus upon production? If you have quality staff that understands that their success directly depends on yours, a bonus system could be the key to increased production. Increase production by 10% and your overhead will only increase by 2%. Imagine if your productions increased by 50% and you overhead by 6%, how much more disposable income would you have. Don’t you just love “disposable income”?

For more information on reducing your overhead foot print, please feel free to contact me at any time @ 201-321-7494 or

Today is Sunday, July 22nd. 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://

July 22, 2012 - Posted by | Uncategorized

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