Cliff's Notes

The Business of Dentistry

“The ADA’s NewWebsite – EBD” & “A Product Review of The George Gauge”

Cliff’s Notes for September 9, 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.


Progress is a nice word. But change is its motivator.

And change has its enemies.”

Robert Kennedy



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

“SafeSider EndoExpress Sequence”

Over 100 Dental Videos

In This Week’s Issue

  • The Office Manager – A Little Known Secret!
  • This Week in Dentistry from the ADA – The ADA’s New EBD Website!
  • Dental Marketing Up-Date – Name recognition, Back to Basics!
  • Product Review – The George Gauge, for Mandibular repositioning!
  • The Henry Schein Outlet Store – Special of the Week “
  • “The Root of It Commentary – Voyager 1 is Reaching for the Stars, are You?




The Office Manager Blog.………………………………………………………………………………

A Little Known Secrete  by Dayna Johnson

 If you are transitioning from paper to paperless, do you find that you are scanning paper all the time? Does the paper pile up in the “to be scanned” box and sit there, just waiting for someone to have free time to take care of it? When I work with offices on their paper storage management, I am surprised by how many offices don’t know about the “send to Dentrix Document Center” feature. I actually received two e-mails about it this week so I thought I would “shout it out” to all of you.

To read Dayna’s Blog, log onto

This Week in Dentistry from the ADA………………………………………………………………….

The ADA EBD Website

Looking for answers to your clinical questions? The Evidence-Based Dentistry (EBD) Web site is a practical resource for scientific evidence, which provides systematically assessed evidence as tools and resources to support clinical decision making.

  Evidence-based dentistry (EBD) is based on three important domains: the best available scientific evidence, a dentist’s clinical skill and judgment, and each individual patient’s needs and preferences.  Only when all three are given due consideration in individual patient care is EBD actually being practiced. The first domain, evidence, is there to inform dentists and patients, but never to mandate a specific course of treatment. If we think about Evidence, Clinical Judgment, and Patient Needs and Preferences as three circles, then EBD is right in the center where all three circles overlap.

This Web site helps clinicians identify systematic reviews, the preferred method for assembling the best available scientific evidence, through our database and provides appraisal of the evidence through our critical summaries

To read the rest of this article, log onto:



Dental Marketing Up-Date!………………………………………………………………………………………………….

Name Recognition

Marketing 101-Name Recognition! In today’s market, e-mails and internet presence are a must, but sometimes we need to get back to basics. For dental offices the best form of marketing is still community involvement. The clients that I have that take the time to “be involved” see a dramatic up-turn in new patients. However, you need to remember that new patients, once they walk through your front door, will rate you on their experience and if they don’t get it, the results could be negative. So build your foundation before the house.

You need to be involved with local community groups and that doesn’t just mean a donation. Sponsor a little league team or a woman’s club event. Attend PTA meetings and organize health fairs, get involved so the community knows you as a person.

As a case in point, in my town there was a chiropractor that opened a new office. He offered to become the “doc on the field” for the Pee Wee football team’s 3 divisions, ages 7-12. Every week he was on the field for all 3 games and earned the simple nick name of “Doc”. Doc didn’t have any kids playing but became the go-to guy with health related issues. The moms loved him and the dads made him part of their circle. It didn’t matter if he was the best, the community trusted him and his practice exploded with growth.

Building your practice is not all high tech, it starts with putting in the time and getting back to basics. If you are interested in some ideas in getting involved, please feel free to contact me at any time @ 201-321-7494 or





Product Review – The George Gauge………………………………………………………………….

The George Gauge™ Ideal for mandibular repositioning

 The George Gauge™ allows the clinician to capture the protrusive bite registration and vertical opening without relying on the patient to achieve proper positioning. The George Gauge™ is a simple and useful tool that allows for accurate measurement taking of the protrusive and retrusive position of the mandible. 

To take a bite registration with the George Gauge, first place the George Gauge in the patient’s mouth without the bitefork attachment. Center the lower incisor notch over the anterior teeth. Cinch up the lower incisor clamp to firmly grip these teeth, and tighten the lower turn screw to secure this position. 

Remove the instrument from the mouth. Insert the bitefork, into the body of the gauge, and slide it until the indicator end is at the 0 point on the millimeter scale. Lightly tighten the upper turn screw. Return the instrument to the mouth with the lower incisor notch centered over the lower midline. Instruct the patient to close into the upper incisor notch with the midline indicator between the central incisors. Modify the upper notch with an acrylic bur if the incisors are rotated or if the incisal edges are excessively thick.

While the patient is firmly biting into the notches instruct him/her to slide the jaw forward as far as possible. Note the + read­ing on the millimeter scale. Then ask the patient to move the jaw back as far as he/she can. Note the position on the – end of the millimeter scale. Add these two num­bers without regard to the + and – signs. The total is the patient’s protrusive range. Multiply that sum by .7 (70%), and add this number to the minus number (retrusive position). The result is the number at which you preset the George Gauge.

Example: Your patient can protrude to the +6 mark on the millimeter scale, and can retrude to -4. Therefore, his protrusive range is 10mm. Take 70% of that range, which is 7mm, and add it to the most retruded position, which is -4. This gives you a setting of +3. Slide the marking end of the bite fork over the millimeter scale until its indicator end rests over the +3 mark, and tighten the upper turn screw.
The George Gauge #288-6539 ………………… $82.79

The George Gauge Bite Registration Package … $157.49



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.

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

AW30C Autoscaler

 South East Instruments AW30C AUTOSCALER 30K
Condition: Demo – Part Number: 107-4775-D Manufacturer Part Number:AW30C
Catalog Price: $808.79 Outlet Price: $489.00 Warranty: 1-Year


  • Linear Power control
  • High Performance Ratings
  • The Precision Automatic Tuning Circuit
  • Air Microswitch Activator
  • Detachable handpiece assembly


  • Size: Height: 2.2” inches, Width: 8.6” inches, Depth: 7.9” inches. Weight: 7 Pounds
  • Output Power To Tip: Operator adjustable from approximately 30 to 55 watts
  • Power Supply To Unit: 110/125 VAC 50/60Hz 220/230VAC 50/60Hz (optional)
  • Current: 0.8 Amperes @ 110/120 VAC Fuse 3AG (2.0 ampere) regular blow style 0.4 amperes @ 220/230 VAC Fuse 3AG (2.0 ampere) regular blow style
  • Frequency Generated : 25,000 Khz CPS and 30,000 Khz CPS (Two models). Accepts corresponding frequency Dentsply/Cavitron® TFI, SLI, FSI, and P series insert tips
  • Air Microswitch Activator (optional) : Needs a minimum input pressure of 20 PSIG and maximum of 60 PSIG city water to properly function.
  • Water Flow and Supply Pressure : 18cc to 30cc per minute flow from insert tip. Operator adjustable precision pressure regulation. Supply pressure to scaler is 25-60 PSIG city water input or contained bottle system.

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…………………………………………………………………………….

Voyager 1 is Reaching for the Stars, Are You?

 How much technology have you embraced in your dental practice? You need to engage the concepts or you will be left behind and the train is leaving the station.

 35 years after leaving Earth, Voyager 1 is reaching for the stars. When NASA’s Voyager 1 and Voyager 2 first rocketed out of Earth’s grip in 1977, no one knew how long they would live. Now, they are the longest-operating spacecraft in history and the most distant, at billions of miles from Earth but in different directions.

Last Wednesday marked the 35th anniversary of Voyager 1’s launch to Jupiter and Saturn. It is now flitting around the fringes of the solar system, which is enveloped in a giant plasma bubble. This hot and turbulent area is created by a stream of charged particles from the sun.

Outside the bubble is a new frontier in the Milky Way — the space between stars. Once it plows through, scientists expect a calmer environment by comparison. When that would happen is anyone’s guess. Voyager 1 is in uncharted celestial territory. One thing is clear: The boundary that separates the solar system and interstellar space is near, but it could take days, months or years to cross that milestone.

Voyager 1 is currently more than 11 billion miles from the sun. Twin Voyager 2, which celebrated its launch anniversary two weeks ago, trails behind at 9 billion miles from the sun. They’re still ticking despite being relics of the early Space Age.

Each Voyager only has 68 kilobytes of computer memory. To put that in perspective, the smallest iPod — an 8-gigabyte iPod Nano — is 100,000 times more powerful. Each also has an eight-track tape recorder. Today’s spacecraft use digital memory just like today’s dental practice.

NOW! Take a look at your office. Think about what your patients are seeing and hearing about technology throughout their daily lives. If you are not going to engage in up-dating the diagnostic abilities of your practice, don’t expect to grow. Voyager was state-of-the-art technology when it was launched; today it is old and tiered. Although it is still functional, NASA would never consider using it today. The general public (patients) would expect to see the latest and greatest and the technology that discovers (diagnosis) new frontiers.

You don’t have to run out and buy everything that looks cool, but you do need to evaluate what will enhance your practice. I am amazed at how many dental offices still don’t have panoramic units. Why, because they cost upwards of $25k. However, did you know that outside of the dentist, a panoramic unit, when used correctly, is the most profitable thing in the dental office? It pays for its self in less than 2 years and dramatically increases your diagnostic capabilities. Your diagnostic ability leads to more treatment planning. More planning results in more procedures.

Give Kids A Smile……………………………………………………………………………………….

Today is Sunday September 9th. The kids are back in school, your family is safe and there is food on the table, so maybe it’s time to give something back to the community. This is the one thing that all American citizens and political parties agree with.

“I have spoken of a thousand points of light, of all the community organizations that are spread like stars throughout the Nation, doing good. I will go to the people and the programs that are the brighter points of light, and I will ask every member of my government to become involved. The old ideas are new again because they are not old, they are timeless: duty, sacrifice, commitment, and a patriotism that finds its expression in taking part and pitching in.”

George H.W. Bush

“We can’t help everyone, but everyone can help someone.”

Ronald Reagan



Join the ADA on Friday, February 8, 2013 to Give Kids A Smile

Call Cliff @ 201-321-7494 for details…It’s feels good to “give back”

Cliff Marsh

Henry Schein Dental

P.O. Box 663 / 45 Rt. 46East

Suite 605

Pine Brook, NJ 07058


September 9, 2012 - Posted by | Uncategorized

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