Cliff's Notes

The Business of Dentistry

“How Did The Beatles Help Advance Dentistry?” & “The Battle of the Appointment Book!”

Cliff’s Notes for September 23, 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.


“Common Sense is not that Common”



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

“Dental Products Shopper Evaluates Identafi Oral Cancer Detection”

Over 100 Dental Videos



In This Week’s Issue

  • The Office Manager – The Battle of the Appointment Book!
  • This Week in Dentistry from the ADA – Public Drug Abuse Initiatives!
  • October Dental Seminars “Up-Date”
  • Product Review – Identafi Multi-Spectral Oral Cancer Screening System!
  • The Henry Schein Outlet Store – Special of the Week “Identafi!
  • “The Root of It Commentary – The Beatles Helped Advance Dentistry!
  • Give Kids A Smile – We are Cliff’s Notes and We Approved this Message!




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

The battle of the appointment book! By Dayna Johnson

Scheduling is a chess game. It takes skill and planning to make just the right moves so that, at the end of the day, you’re not in checkmate with the entire team backing you into a corner, and you wondering what you did that caused total chaos. The schedule is the one thing in the dental practice that affects every team member, but running it properly is often not taken seriously. The problems I find in the dental practices I work with are completely fixable, with a little planning.

Front Office: “Too many people are scheduling appointments and my appointment book is a mess!”


Back Office: “All the front office is concerned about is production, and I need to get this patient in this week!”

To read Dayna’s Blog, log onto

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

ADA announces professional, public drug abuse initiatives

September 25, 2012 By Craig Palmer, ADA News staff

Washington—The Association announced continuing education opportunities for prescribers of opioid medications and offered “strong support” for prescription drug abuse initiatives in professional and public communiqués.

“Medicine abuse has become a real problem in our communities,” Dr. William R. Calnon, ADA president, said in a media release announcing the multi-pronged efforts. “As prescribers of narcotic pain medications, dentists are well positioned to educate patients about how to keep these drugs from becoming a source of harm.”

“The ADA has developed or recognized several continuing education modules for dentists to refresh their knowledge about opioid prescribing,” Dr. Calnon and Dr. Kathleen O’Loughlin, ADA executive director, said in a related letter to constituent and component dental societies. “The content includes tips about cautious opioid prescribing and counseling parents about proper at-home storage and disposal of unused medications. Dentists can also learn how to recognize signs that a patient may be seeking opioid medications for non-medical purposes and what to do when that occurs.

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

When making reservations you will need to supply credit card information. By using the tuition waiver code CMCN, your seat (s) will be reserved and your credit card will not be charged as long as you register at the seminar. You can cancel your attendance up to October 15th by calling 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!

Click here for more information & reservations,

or call:  800-686-4200


  1. 1.      “ A Story NOT Silenced by Oral Cancer” w/Eva Grayzel – Oral Cancer

4:29  Eva Grayzel at The Mayo Clinic

Survivor – Motivational Speaker:
Eva’s career as a Master Storyteller and performance artist provides her the skills to communicate her experience as a survivor in a unique and powerful way. Her passion to save lives by publicly telling her intimate and dramatic story took off after her experience as a featured speaker at the 2003 ADA Annual Session.


  1. 2.      “Using Digital Patient Engagement and Social Media in your Practice”

w/Edward J. Zuckerberg, DDS, FAGD & Jason J. Krause, MBD


  1. “The Million Dollar PPO” w/Dr. Matthew Krieger:
    This seminar will provide a detailed blueprint for building a million dollar PPO practice. It will take you from the initial patient phone call through the recare system with predictable and repeatable results.


  1. “Using TOTAL HEALTH PRODUCTS”, Add the Health / Medical Dimension to Your Practice w/ Christine Taxin. Behaving more like a “Wellness Center” not only changes your relationship with your patients, but your practice can now bill to medical insurance – just like oral surgeons have done for decades!


  1. Foundations of Dental Office Management w/Teresa Duncan (2 CE’s)
    This new course is designed for doctors or managers with less than five years of management experience or for those desiring a refresher course on the basics of dental office management.


  1. Free Crown Event – Come and see what the future of dentistry offers utilizing the latest in chairside CAD CAM dentistry.


  1. Dentrix Digital/Paperless Office – Learn how to optimize your Dentrix Software with simple day-to-day tasks.




Product Review………………………………………………………..

Identifi  Multi-Spectral  Oral Cancer Screening

For those of you who have purchased and use the Velscope System, KUDOS! You have fully engaged with part #1 of oral systemic health. However, for those of you who have not, the next generation of detection is here!

The Identafi® uses white, violet and amber wavelengths of light to excite oral tissue in distinct and unique ways. As a result, biochemical changes can be monitored with fluorescence, while morphological changes can be monitored with reflectance. The combined system of fluorescence and reflectance uses the body’s natural tissue properties as an adjunctive tool for oral mucosal examination. Conventional examination of tissue is performed using a highly concentrated White light.

Wearing reusable Identafi® filtered eyewear to enhance visual effects and allow transmission of reflected light, the health professional then switches to Violet for a second observation.

The clinician’s photosensitive glasses block the violet excitation light and allow the observance of the tissues natural fluorescence. Violet light enhances normal tissue’s natural fluorescence; however, suspicious tissue appears dark because of its loss of fluorescence.

When suspect abnormalities are present the selector is switched to Amber light, which enhances normal tissue’s reflectance properties so the clinician may directly observe the difference between normal and abnormal tissue’s vasculature. This independent view of vascular architecture may assist in the assessment of confounders when screening for oral cancer.

Studies indicate abnormal tissue has a diffuse vasculature, where normal tissue vasculature is clearly defined. The combination of all three Multi-Spectral wavelengths provides the clinician with more visual information, improved results over direct visual exam alone and increased confidence for recommending biopsies.

Order #8080282….$2949.00 (Cliff’s clients call for special pricing)


For more information on the Identafi System 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.

Diadent MFG
Condition: Demo 
Part Number: 606-0228-D … Manufacturer Part Number: 4001-1001
Catalog Price: $1,149.99 … Clearance Price: $399.00

Warranty: 6 Month Warranty – All Sales Final

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…………………………………….

The Beatles Helped Advance Dentistry?

John, Paul, George & Ringo…Isn’t it strange the way things develop. I want to thank Dr. Adam Kimowitz, the President of the Grassroots Study Club, for this bit of trivia.

Sir Godfrey Hounsfield was an English electrical engineer who shared the 1979 Nobel Prize for Physiology or Medicine for his part in developing the diagnostic technique of computerized axial tomography (CAT), or computerized tomography (CT). In this technique, information obtained from X rays taken by scanners rotating around the patient are combined by a computer to yield a high-resolution image of a slice of the body.

After studying electronics and radar as a member of the Royal Air Force during World War II and at Faraday House Electrical Engineering College in London, Hounsfield joined the research staff of EMI Ltd. in 1951. He led the design team that built the first all-transistor computer in Great Britain, the EMIDEC 1100, in 1958–59. Later, while investigating the problem of pattern recognition, he developed the basic idea of CAT. Hounsfield extended the capability of a computer so that it could interpret X-ray signals so as to form a two-dimensional image of a complex object such as the human head. He pursued the application of axial tomography to medical diagnosis, building a prototype head scanner and then a body scanner at EMI.

Now you may ask how the Beatles fit into this story. Well, EMI Limited owned a little business called Abbey Roads Studios and they had a small record label called EMI Records. EMI Records introduce the “Fab Four” providing huge amounts of revenue for EMI to invest and develop the CAT Scan. The technology funded by the Beatles success we now call 3D Cone Beam.

To read more about Sir Godfrey Hounsfield, log onto:

Give Kids A Smile………………………………………………..

Today is Sunday September 30th. Tomorrow, 10/1, you need to go on-line and register with the ADA to be listed as a GKAS Site. 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”


We are Cliff’s Notes and we approved this message!


Cliff Marsh

Henry Schein Dental

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

Suite 605

Pine Brook, NJ 07058


October 1, 2012 - Posted by | Uncategorized

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