Cliff's Notes

The Business of Dentistry

“Embezzlement, What’s Your Defefensive Strategy” & “Fee Schedules”

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.






Honesty is for the most part less profitable than dishonesty.”





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

“An Introduction to Dental Sleep Medicine”

Over 100 Dental Videos





In This Week’s Issue

  • The Office Manager – Fee Schedules, Your Questions Answered!
  • This Week from the ADA – On Line Tools to Combat Drug Abuse!
  • “The Root of It Commentary – Embezzlement, What’s Your Defensive Strategy?
  • October Dental Seminars “Up-Date”
  • Product Review – Equia by GC America!
  • The Henry Schein Outlet Store – Special of the Week “Pelton Crane Light”!
  • Give Kids A Smile – We are Cliff’s Notes and We Approved this Message!




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

Fee Schedules, Your Questions Answered! By Dayna Johnson

I have received the same questions from several different dental offices lately on the use of Fee Schedules so I thought I would put this video together to show you the answers to the questions I have received.  If you are looking for more detailed information on using fee schedules in your office, refer back to the blog I wrote “Fee Schedules – The Method of Choice for PPO Plans” or “Fee Schedules or Write Off’s – that is the question”.

To read Dayna’s Blog, log onto

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

New online tool for clinicians aims to combat prescription drug abuse!

Includes opportunity for CE credit

October 01, 2012

Washington—The Office of National Drug Control Policy and National Institute on Drug Abuse launched a new online learning tool today to curb prescription drug abuse.

The initiative includes training materials designed to provide dentists, physicians, medical interns and residents, and other clinicians with guidance on proper prescribing and patient management practices for patients on opioid analgesics (painkillers), and includes an opportunity to earn continuing medical education credit.

“It’s no coincidence that our strategy to address our nation’s prescription drug abuse epidemic begins with education,” said Gil Kerlikowske, director of NDCP.  “All of us—parents, patients and prescribers—have a shared responsibility to learn more about this challenge and act to save lives. Prescribers in particular play a critical role in this national effort, and I strongly encourage them to take advantage of this training to ensure the safe and appropriate use of painkillers.”

To read the rest of this article, log onto:





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

Time is growing short…Sign Up Today!

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

“ 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……………………………………………………………………………

EQUIA™ Self-Adhesive, Aesthetic Posterior Restorative

EQUIA is the first self-adhesive posterior restorative system that balances quick and easy handling with excellent aesthetics:

  • Class I, II and V Restorations
  • Amalgam alternative
  • Composite alternative
  • Pediatric restorations
  • Geriatric restorations
  • Special needs patients
  • High caries risk patients
  • Core build-up
  • High strength and wear resistancy

The development of EQUIA was based on the positive feedback from years of clinical experience with high-viscosity GIC restorations, of which longevity has been highlighted again in recent systematic literature reviews.* On this basis, there is evidence that resin coating optimizes the physical properties of the EQUIA restoration. Numerous ongoing, worldwide clinical studies are showing very promising results:*

When evaluating 150 restorations retrospectively after two years, it was concluded that EQUIA may be used as a permanent restoration material for any size Class I and in conservative Class II restorations*

When compared with micro-hybrid composite resin over a period of 12 months, EQUIA was found to be as efficacious as the micro-hybrid, composite resin system*

In a 2011 study of 245 patients covering two years, it has been concluded that the EQUIA system seems to be a reliable choice for long-term dental restorations, even in load-bearing teeth*

Clinical results indicate that EQUIA shows an excellent, initial color match*

*Independent studies listed on

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.

Pelton & Crane
Condition: Overstock 
Part Number: 553-2463-N
Manufacturer Part Number: 044778GR-5K
Catalog Price: $1,695.00 Outlet Price: $1,179.00Warranty: 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………………………………………………………..

Embezzlement, What’s Your Defensive Strategy?

 Embezzlement! The word alone can send chills up your spine. The saddest part is that most of these criminal activities are committed by trusted people, close to home. The examples and stories I reveal to my clients are true and from personal experience. Embezzlement is alive and well and in the dental office environment, very easy!

I can’t count the number of times I have seen dental practices victimized by employee embezzlers. Being trained in staff management and having the opportunity to interact with staff members, I often see signs and openings (opportunity) for “silent partners”. Unfortunately, I can’t (by law) tell a client that I suspect anything because that is nothing more than an accusation. However, I can recommend more controlled business practices to better secure accounting procedures and HIPPA regulations.

I one case, a client approached me and suspected that a staff member was inappropriately sharing in some patient cash payments. On a day the office was closed, the doc set up a camera that was undetectable. The staff member was filmed taking a $50.00 bill and putting it in her pocket. About a year ago I actually apologized to a client I had known for years. One of his staff was skimming money from several accounts and patient payments and I had missed the warning signs, she was very good. The losses amounted to thousands of dollars and involved every area of the practice from receivables to payables. Embezzlement doesn’t stop at just cash, when was the last time you shopped EBay? Also, when was the last time you monitored your scrap metal, and when was the last time you had a forensic accounting review?

If you suspect employee theft of any kind, monetary or intellectual, you need to first consult your accountant and legal advisor. False accusations or terminations without solid proof can cost you big time.

From The AMA:

Did the $20 a patient handed to your receptionist to cover a co-pay go into the cash drawer — or the staffer’s pocket?

This type of theft is common at medical practices, and experts say the risk is especially high at the beginning of the year. Patients are paying an ever-larger share of their medical expenses, and, with most deductibles resetting on the first of the year, a significant amount of cash may pass through staffers’ hands.

“There is so much money,” said Susan Childs, founder and president of Evolution Healthcare Consulting in Rougemont, N.C. “There’s money coming from insurance. There’s so much money from patients, especially from those who have high-deductible plans.”

Read more:

From The AAOMS – Methods and Symptoms:

Fraud, like an oral surgery problem, has signs and symptoms. An increase in patient refunds might represent a concealment of accounts receivable payment. Unusual bad-debt write-offs, or an unusual amount of accounts turned-over to the collection agency, may also signal a cover-up. Declines in practice gross income or profits can be legitimate, or may be a sign that cash is being stolen. Unauthorized data exports may signal an electronic breach. These symptoms are simply red flags that something abnormal is going on. To diagnose the cause, you need to know the possible diseases.

Read More: Pages

For more information on the embezzlement of monetary or intellectual property, 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 15, 2012 - Posted by | Uncategorized

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