Cliff's Notes

The Business of Dentistry

It’s All About Management!

Cliff’s Notes for October 28, 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.




“I, not events, have the power to make me happy or unhappy today.

I can choose which it shall be. Yesterday is dead, tomorrow hasn’t arrived yet.

I have just one day, today, and I’m going to be happy in it.”

Groucho Marx




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

Over 120 Dental Videos




In This Week’s Issue

  • The Office Manager – Internal Marketing –!
  • This Week from the ADA – Second science forum spotlights ONJ!
  • “The Root of It Commentary – The Office Manager & AADOM!
  • November Dental Seminar of the Year! “An Evening with Dr. Howard Glazer”!
  • Product Review – The American Association of Dental Office Managers!
  • The Henry Schein Outlet Store – Special “Impact Air”!
  • Give Kids A Smile – We are Cliff’s Notes and We Approved this Message!



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

Internal Marketing

Doctor, picture this scenario . . . You’ve just teed off on the second hole of your favorite golf course on a beautiful Saturday morning. Shortly after sending the ball 250 yards down the middle, you receive a phone call from the guy you opened up #31 on last week and he is now asking for a refill on his pain med. What would you do?

I don’t know about you, but most of the doctors I work with don’t keep an entire history of patient allergies, medications, or past appointments in the back of their minds that they can recall at any given moment. However, if you had your smartphone or iPad, you could get that information very easily and quickly, allowing you to phone in a refill for your ailing patient and get back to your golf game as soon as possible (and make a birdie after that nice drive). With the Dentrix Mobile app, you can log in and get the information you need to take care of your patient (who will be very grateful).

To read Dayna’s Blog, log onto

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

Second science forum spotlights ONJ

October 22, 2012, By James Berry

The second Open Clinical and Science Forum, held Oct. 18 at Moscone West, attracted roughly 1,000 dentists and others to a discussion of one of dentistry’s hotter topics: Medication-associated osteonecrosis of the jaws.

The first installment of the 2012 science forum, held the day before, focused on screening for medical conditions in the dental office. Now in their third year, the science forums continue to spotlight major, sometimes controversial issues in dentistry and are hosted by the ADA Council on Scientific Affairs and The Journal of the American Dental Association.

Dr. Cesar Migliorati, director of oral medicine at the University of Tennessee, was one of four panelists recruited for their expertise on issues related to osteonecrosis of the jaw.

Dr. Migliorati provided a general overview of ONJ, focusing on the diagnostic process and patients at risk, including cancer patients with bone metastasis, osteoporosis patients taking medications to curb fractures, and patients with an extended history of taking bisphosphonates and other drugs associated with ONJ.

To read the rest of this article, log onto:



 November Dental Seminars………………………………………………….

The Seminar of the Year–Not to be Missed!

  • November 15th an Evening with Dr. Howard Glazer

Only 30 Minutes from the George Washington Bridge!

Only 10 Minutes from Morristown!

Only 30 Minutes from Newark!

Only the Most Informative Evening You Will Attend!

Only at the Sheraton Castle!

An Evening with Howard Glazer DDS Event Homepage
Register Now!
The Grassroots Study Club is pleased to invite you to an exciting evening with Dr. Howard Glazer and Vendor Expo on November 15th at the Sheraton in Parsippany, NJ.For the past several years, Dr. Glazer has been named as one of the “Leading Clinicians in Continuing Education” by Dentistry Today, and most recently was named as one of the Top Dentists in New Jersey by New Jersey Monthly magazine. He lectures throughout the United States, Latin America, Canada, Europe, Scandinavia, India, Korea, Japan, Israel and China, on the subjects of cosmetic dentistry, forensic dentistry and patient management. Dr. Glazer is a frequent author of dental articles and has been published throughout the world. Currently he publishes a monthly column in AGD IMPACT entitled “What’s Hot and What’s Getting Hotter!” He maintains a general practice in Fort Lee, NJ.Click on the link below for more information or to register or RSVP.
  • November 25th The Greater NY Dental Meeting

Jacob K. Javits Convention Center, NYC

Henry Schein Booth #3225, 3140



Product Review………………………………………………………………..

The American Association of Dental Office Managers:

By Founding Director Heather Colicchio

When I launched the American Association of Dental Office Managers (AADOM) in 2005, there were national organizations for dental hygienists, assistants and, of course, dentists…but none existed to meet the specific needs of the dental office manager. Many AADOM members don’t know this, but my husband is a neurologist and I had tremendous respect for the abilities of my husband and the other doctors in his practice…but I also saw firsthand evidence that their practice could never be as successful and lucrative without the talents of their office manager, Mary. I knew that office managers in the dental care field might respond to, and benefit from, an organization designed to foster a sense of community among them, that would cater to their unique needs and help them thrive and succeed. My goal was to use my skills in business development and networking to create this association.

To say that I recognized a need in the dental industry would be an understatement: Dental office managers heralded our arrival as one would welcome water in the desert. And over the years, AADOM’s membership has continued to grow at an astonishing pace. 

Through networking and the sharing of information, our members have indeed created a sense of community. AADOM members interact not as each other’s competition, but rather as each other’s source for help, answers and companionship. After all, who else can really understand the demands and responsibilities we face in our jobs except for someone else in the same position? 

To read the rest of this article, log onto:


For more information, Call Cliff @ 201-321-7494



 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: Demo  Part Number: 521-5301-D
Manufacturer Part Number: DE-408
Catalog Price: $815.99 Outlet Price: $489.00(Several available in 5 hole @ $549.00)Warranty: 3-Month
High-speed air-powered handpiece with a compact 45° angled head designed for better access and visibility to the rear of the mouth. Engineered for surgical procedures with 400,000-500,000 rpm. Its unique rear exhaust substantially reduces the risk of air embolisms and eliminates splash back. Fully autoclavable with an in-office replaceable turbine.
Non-optic Quick Disconnect Handpiece (For use with 4 hole coupler)

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 Office Manager & AADOM!

So, you have an “office manager” or you think you do, because that term is used very loosely. Let’s start by understanding the term “Manager”.

According to Webster:


noun \ˈma-ni-jər\

Definition of MANAGER

: one that manages: as

a : a person who conducts business or household affairs

b : a person whose work or profession is management

c (1) : a person who directs a team or athlete (2) : a student who in scholastic or collegiate sports supervises equipment and records under the direction of a coach

Take note of line “C” and the words “direct a team”. Now who is the real manager in your office, the dentist or the front desk? If your answer is the dentist, then your practice will never grow the way you want it to and you will end up spending more time sitting chairside than playing golf.

Your dental practice relies on you to generate income and if you are worrying about the day by day operation your clinical production will suffer and your practice will stagnate. I can testify to this because I see it every day. Most practice owners are more concerned about the expense of management than the return. Remember, when running a business you don’t have any expenses, just investments. It’s the return on investment (ROI) that a practice owner needs to be concerned with.

I had a successful organization for many years and we experienced the greatest growth and profit when we had loyal and competent management in place. That management was expensive and needed to be rewarded for performance, but the ROI was incredible. We were able to concentrate on our core and everything from employee issues to a clogged bathroom were taken care of. Now, we were consulted and made final decisions, but the bulk of time and energy expended was handled by our manager.

Now, the questions you need to ask yourself:

  1. Do I have a true office manager or a front desk receptionist?
  2. How much clinical time do I lose each day dealing with business related issues?
  3. Who talks about $$ with the patients (If it is the doc, there are issues)?
  4. Who is responsible for maintaining office procedure & protocol?
  5. Whose suggestions do you value within the practice?

A true office manager is a tremendous value. This past week I had the pleasure of spending some time with Heather Colicchio. Heather is the founding director of the American Association of Dental Office Managers ( and I was enlightened by some of her research. The truth is that some of the best office managers had no experience in dental but understood business procedure & protocol. These managers are extremely effective and expensive. But let’s remember, pay peanuts & get monkeys or better said “you get what you pay for”.

I do suggest that you encourage your “office manager” join the AADOM and offer to cover the expense. It may just be the best investment you can make. Not only will it help educate them, but the loyalty you will gain by showing them how you respect their position is un-measurable.

For more information or to discuss individual situations, 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 1, 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 28, 2012 - Posted by | Uncategorized

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