Cliff's Notes

The Business of Dentistry

“The ADA & The Looming Tax Cliff!” – “Is Your Staff Engaged?”

Cliff’s Notes for October 7, 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.


“To me there has never been a higher source of earthly honor or distinction than that connected with advances in science.”

Sir Isaac Newton


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

“Frenectomy with the Navigator Soft Tissue Laser”

Over 100 Dental Videos




In This Week’s Issue

  • The Office Manager – Proper Ergonomics = A Healthy Hygienist!
  • This Week from the ADA – ADA advises Congress on looming tax cliff!
  • October Dental Seminars “Up-Date”
  • Product Review – Honigum Pro, with GPS Technology?
  • The Henry Schein Outlet Store – Special of the Week “Tri Auto ZX”!
  • “The Root of It Commentary – Is Your Staff Engaged?
  • Give Kids A Smile – We are Cliff’s Notes and We Approved this Message!




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

Proper Ergonomics = A Healthy Hygienist! By Dayna Johnson

Throughout this month, you’ll see plenty of pink ribbons as October is widely known as Breast Cancer Awareness Month. In addition to acknowledging this important cause, October is also National Ergonomics Month, which can be an equally important message for any member of the dental team.

With ergonomics in focus this month, I wanted to share a video interview I conducted with Mary Govoni at the recent Speaking Consulting Network meeting in Charleston, S.C. Mary is one of the dental industry’s leading experts on the importance of proper ergonomics in the dental office, and a champion of proper positioning throughout the work day as she has seen first-hand how poor posture and working conditions has shortened the careers of many dental professionals.

In this video, Mary shares some great tips on staying healthy through proper ergonomics in the dental practice, including how scheduling can make a difference. Click below to watch our video interview.

To read Dayna’s Blog, log onto

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

ADA advises Congress on looming tax cliff

By Craig Palmer, ADA News staff

Washington—Tax increases and spending cuts scheduled to take effect Jan. 1, 2013, could have “a chilling effect” on dental practices if not adequately addressed, the Association told the U.S. House of Representatives Small Business Committee.

“The bottom line is the ADA believes increasing taxes on employer dental practices would only succeed in exacerbating an already very sluggish economy and will increase the cost of providing care, and thereby undoubtedly have a negative impact on access to care,” the Association said in a statement for the record.

The Committee held a hearing on how small businesses could be affected by the impending “tax cliff.” The combination of tax hikes and spending cuts could trigger a “significant recession” if not adequately addressed, according to the non-partisan Congressional Budget Office.

“Like all similarly situated small businesses, employer dental practices would be adversely affected by the potential increase in income tax rates and the phase-out of deductions and exemptions, such as estate, gift and generation-skipping transfer taxes, as well as the phase-out of itemized deductions for high income earners,” the Association said.

“Dentists who own their own practices rely on section 179 expensing of investments in new equipment and dental operatories to expand and update their facilities. The very significant reduction in the amount that can be deducted under section 179 (the 2012 maximum write-off of $139,000 will fall to $25,000 in 2013) and the continual uncertainty in this area will have a chilling effect on needed capital expenditures in the dental profession.”

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 cas 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


“ 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.


“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.


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

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


“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!


Foundations of Dental Office Management w/Teresa Duncan
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.


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


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



Product Review……………………………………….

Honigum Pro by DMG America

DMG America introduces new Honigum Pro with GPS Technology, the only impression material with Directional Intelligence™. This proprietary formulation is engineered to find its way into tiny crevices and hard-to-reach areas in the mouth, providing for impressions of unmatched accuracy.

 Englewood, NJ – DMG America introduces new Honigum Pro with GPS Technology, the only impression material with Directional Intelligence™. This proprietary formulation is engineered to find its way into tiny crevices and hard-to-reach areas in the mouth, providing for impressions of unmatched accuracy.
“New Honigum Pro is the first impression material with the extraordinary ability to change its flow characteristics when placed under pressure,” says Tim Haberstumpf, DMG America’s Director of Marketing “In short, Honigum Pro goes where you put it, flows where you need it and comes off intact when you remove it. The result is an incredibly crisp, accurate and detailed impression.”

Honigum Pro’s Flexible Working Time provides the clinician greater control prior to insertion in the mouth. Once in the mouth, the extreme hydrophilicity and rapid snap-set help to drastically reduce voids, impression errors and micro-movement distortions. Plus the subtle honey aroma makes for a more patient friendly procedure without causing over-salivation.

“We’re truly excited to have dental professionals put the new formulation to the test. If impression quality matters to you, then you owe it to yourself to try Honigum Pro,” added Haberstumpf.
For more information and a complete list of DMG America product offerings, please visit, or call 1-800-662-6383


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: Overstock 
Part Number: 721-5079-N  Manufacturer Part Number: 24-5316227
Catalog Price: $2,199.99  Special Price: $1,249.00Warranty: 1-Year

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…………………………

Is Your Staff Engaged?

 As most of you know, I am big on analogies, so here’s another one. A Dentist is like a fine tuned athlete and games are usually won on conditioning and focus. So, is your staff in condition? Are they focused? You play 192-240 games a year; do you have them ready for game day?

Game day starts with preparation and unless you prepare correctly you can’t win, so how do you prepare? It all starts with the manager and the field coach. The manager is you, the doc, and the manager creates the game plan and sets the direction and expectations of the team. The field coach is the office manager (or in smaller offices, the patient coordinator) and their job is to make sure that the team follows the game plan.

To develop a game plan, the following steps need to be observed “religiously”!

  1. The manager or coach needs to be the first to arrive (lead by example).
  2. All team members need to arrive on time, at least 30 minutes before game time.
  3. A team meeting (morning huddle) must start 10 minutes after arrival time or 20 minutes before the first patient arrives.
  4. All of the day’s patients must be reviewed so that questions do not slow down production. A dental office’s marketing program begins with “running on time” and that is the corner stone of the “patient experience”.
  5. All of the next day’s patients need to be reviewed in case there are any lab cases or referral reports that are needed.

The team leaders need to understand and re-enforce the pre-clinical procedures such as medical history updates and exploratory questions. Your patients will not volunteer health related information other than teeth related issues so your staff must engage in conversations about systemic health. As health care professionals you and your team are morally obligated to look for hypertension, OSA, diabetes, oral cancer, TMJ, radiological detections and DNA pre-cursers that may affect your patients overall health. These are all part of the ADA’s programs that are bringing the medical and dental communities closer together with regard to diagnostics and overall systemic health. As our healthcare system moves forward, medical insurance providers will recognize more of what the dental office will do. OSA is a perfect example, but we will leave that for another discussion.

I have said this before, a normal “healthy” patient sees a dentist 4 to 6 times more often than a medical doctor. By incorporating systemic health questions into your daily game plan, you will add procedures, increase treatment plan acceptance and dramatically improve the patient’s experience.

However, none of these things will happen unless the team is engaged. That engagement is critical and is the responsibility of the manager and coaches. If a preset game plan is not followed and maintained, a team will revert to their old ways and any enhancements to the practice will have been a waste of time. Water will always flow to the lowest point in the easiest direction. Don’t let your staff flow to the easiest point. Direct and maintain the flow for the best results, the responsibility is yours alone.

As the team’s general manager, the responsibility of setting direction and implementing procedure falls on your shoulders. The coach can follow the plan, but in the end, staff accountability, including the coach, is yours. Being a “boss” is not easy, I’ve been there, but you need to remember that your dental practice is a business and has to be run accordingly.

For more information on team management and direction, please feel free to contact me at any time @ 201-321-7494 or

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

Today is Sunday October 7th. If you want to participate and receive free exam merchandise from Henry Schein, 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 7, 2012 - Posted by | Uncategorized

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: