Cliff's Notes

The Business of Dentistry

“ADA Report’s” – “Team Harmony” – “Oct. 2012 Seminar Up-Date”

Cliff’s Notes for September 16, 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 just once what others say you can’t do, and you will never pay attention to their limitations again.”

James Cook




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

“Creating a Positive Team Atmosphere in your Office”

Over 100 Dental Videos




In This Week’s Issue

  • The Office Manager – Expand Your Digital Future!
  • This Week in Dentistry from the ADA – ACA impact on Dental Offices!
  • October Dental Seminars “Up-Date”
  • Product Review – Futar Scan BR Impression Material!
  • The Henry Schein Outlet Store – Special of the Week “Camrex 191 IO Camera!
  • “The Root of It Commentary – Team Harmony, Can’t We All Get Along?




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

Expand Your Digital Future!  by Dayna Johnson

I was honored to speak at the AADOM (American Association of Dental Office Managers) annual meeting in Scottsdale over the weekend. For those of you who could not attend, I encourage you to make the trip to next year’s meeting in Orlando, Fla. For more information on AADOM, click here.

This year, my topic was Expand your Digital Future with Dentrix eServices.” In case you missed it, here is a recap.

Today’s dental practices are looking for ways to replace their paper records and forms with digital records and electronic communications, streamline their workflow, reduce waste and clutter, increase productivity, improve profitability, and ensure data security and compliance. How can Dentrix eServices help you with this?

Ø  Create more hours in your week by eliminating the busywork…..

To read Dayna’s Blog, log onto

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

ACA impact on small business employers, the Dental Office!

September 12, 2012

By Craig Palmer, ADA News staff

Washington— An Association member asked the ADA News for information “about the effect the Affordable Care Act will have on dental practices.

“I’ve read where businesses with more than 50 employees will have to provide medical insurance, but that doesn’t apply to the majority of dental practices of which I’m aware,” the doctor said. “Assuming there is not a change in administration next year, what exactly are small dental practices looking at in the way of what we must provide to our staff, both full and part time, as employers? With the economy the way it is, any change in overhead could impact the business side of what we provide to the public.”

Several provisions of the ACA may have effects on small businesses, their employees and families, the Henry J. Kaiser Family Foundation said in a report explaining health care reform.

The ADA Washington Office offered additional information on two potential ACA effects on small business employers.

To read the rest of this article, log onto:





October Dental Seminars “Up-Date”!………………………………………………………………………

October 22ndEnglewood Hospital & Medical Center

  • Obstructive Sleep Apnea – Dental Diagnosis & Treatment

6:00 PM-9:00PM … 3-CE’s


Donald Tannenbaum DMD (Columbia University School of Dentistry)


Lev Grinman MD (Medical Director, HomeSleep – Neurologist & Board Certified Specialist in Sleeping Disorders)

This seminar will bring the dentist & staff up to date on dentistry’s connection to the total health concept and a health issue may that affect 70% of the population.

What you will learn:

* A review of the sleeping disorders

* How to identify Obstructive Sleep Apnea in dental patients.

* How to introduce & direct patients to home testing.

* How to choose an Oral Appliance for your patient.

* Techniques for making impressions to create an Oral Appliance.

* Techniques for making adjustments for maximum results.

* Billing the patients’ medical insurance for the Oral Appliance.

* How to implement Dental Sleep Medicine into your practice.


$75.00/Dr. & $49.00/staff

Tuition waivers are limited and may be available by contacting:

Lawrence B. Goodman, Asteto Labs, HomeSleep, Cliff Marsh or North Jersey Oral Surgery

For More Information or to Register, Call: 201-967-1111

October 24th– Season’s Catering, Washington Township, NJ

Full Day 8:30AM-4:30PM … 7 CE’s

Drs. $129.00 / Staff $69.00

  • “The Hybrid Prosthesis: Achieving a Passive Fit” w/Dr. Javier Urquiola, Prosthodontist – Existing techniques for the hybrid overdenture will be reviewed along with a new economical way of restoring your patients and gaining case acceptance.
  • “Multi-Unit Screw Retained Posterior Restorations”

w/Dr. Glenn M. Applebaum

  • “Building Your Practice” w/DRA Top Choice Speakers.

For more information or to register, call: 1-800-447-7750


October 26th – Teaneck Marriott @ Glenn Point

7:30 AM-4:30 PM … 7 Great Seminars to choose from!

Drs. $159.00 / Staff $89.00 – per seminar

For more information & Reservations call:  800-686-4200

Click Here for this Incredible Line-Up!





Product Review – Futar Scan Bite Registration Material………………………………….

With the ever growing popularity of CAD/CAM systems, Kettenbach LP has made it easier for dentists and laboratory technicians who use this technology to get a clear and accurate bite registration. 

Futar Scan is a scannable, addition-curing, polyvinyl siloxane bite registration material that has been optimized for use with any CAD/CAM system. It can be scanned by optical or laser systems without the powder needed with some systems. Futar Scan stands out from other bite registration materials with its excellent optical properties, guaranteeing high recording quality and optimal image replication.

Product Advantages

  • Optimum scan results in comparative tests (without the use of powder!)

For optical and laser systems

  • Extra hard (Shore-D 35) and extra quick (working time: 15 sec.; intraoral setting time: 45 sec.).
  • Very easy to cut with a scalpel
  • Dispensed using small, short mixing tips
  • Can also be used for standard bite registration!
  • Recommended for use with CEREC® AC by Sirona & E4D by Henry Schein

Benefits to the Practitioner

  • Optimal image reproduction, without errors
  • Can be used in the dental office or laboratory for all currently available CAD/CAM systems
  • Optimal bite registration in minimal time
  • Easy handling, also intraorally
  • Minimal material use
  • One material for many applications

Part #3300075…$72.79 (All discount programs will be applied)


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

Condition: Demo 
Part Number: 107-5341-D  Manufacturer Part Number: 191
Catalog Price: $1,083.39 Outlet Price: $649.00Warranty: 1-Year
Camrex 191 Intra Oral Camera with Camera Handpiece includes: power supply, foot pedal, RCA to BNC converter, plastic sleeves. Can be used with a video monitor, video printer, television, or PC with video capture card. USB not included.






The Root of It Commentary…………………………………………………………………

Team Harmony, Can’t We All Get Along?

The morning huddle begins. Someone is pouting, someone is angry, someone is talking about how irritating the patients will be today … and on and on and on.

There seems to be so much management required in today’s dental practices. The dentist has to spend more of his or her time as a manager than as a practitioner. Why can’t everyone just do their job and leave the dentist alone?

Unfortunately, you are not alone in your practice and that means you have to manage people. Not only do you have to manage people, you have to do it skillfully to get the best results from your staff.

Managing a group of staff members is more of a job than you probably were aware of when you started your practice. You must know how to zig when they zag and lead in the toughest of times. 

I have put together a list of situations and solutions to refer to when you encounter tough times. The steps are primarily centered around how you can help staff members focus their attention and their activities on supporting the business.

If you manage your staff members well, the practice will run smooth as silk. If you ignore the warning signs signaling problems in your practice, you will lose control. The overall common theme to these suggestions is communication. Communicate how you feel often, and focus on achieving patient satisfaction and practice success. You may be faced with some tough decisions, but hang in there: you can make your team successful!

To read the rest of this article log onto:

For more information on how to effectively deal with you team, please feel free to contact me at any time @ 201-321-7494 or

You can also log onto:

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

Today is Sunday September 16th. Please see the attached GKAS registration Form & register with the ADA after October 1st. Registrants can receive up to 50 free exam kits from Henry Schein!

“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 18, 2012 - Posted by | Uncategorized

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