Cliff's Notes

The Business of Dentistry

Dentists Await New IRS “Device Tax” Rules

Cliff’s Notes for November 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.





America will never be destroyed from the outside. If we falter and lose our freedoms, it will be because we destroyed ourselves.

Abraham Lincoln




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

“TOP 10 Reasons Why Associateships Fail”

Over 120 Dental Videos




In This Week’s Issue

  • The Office Manager – Looking Ahead to 2013!
  • This Week from the ADA –Dentists Await New IRS “Device Tax” Rules!
  • “The Root of It Commentary – Obama Care, You Asked for it so Here it Comes!
  • Product Review – EvoClean by Ivoclar Vivadent!
  • The Henry Schein Outlet Store – Special “The Hygiene Handpiece”!
  • Give Kids A Smile – We are Cliff’s Notes and We Approved this Message!




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

Looking Ahead to 2013!

We are coming down to the closing weeks of 2012 and many offices are already looking ahead to 2013 with new forecasts on production goals (I know my office is). My office in Washington State is currently going through a time of transition. We have a new practice owner and a new front office team member, so we have many changes ahead. One of the big changes is setting goals for production. My office has always used the goal feature in Dentrix. It allows the scheduling coordinators to see what we need to do in order to meet and exceed our projections, then we can use the Perfect Day Scheduling feature to map out our appointment book in a way that helps us meet our projections. When I enter the goals and then use the “view amount” feature, our front office team can easily make sure our office is scheduling to goal.

Here are my suggestions for your practice so you can start 2013 out right. First, in a planning meeting or regular team meeting, determine what the production goals are for your doctor(s) and hygienist(s) per day. Next, multiply this daily goal by the number of days worked to get a monthly goal that you can enter into your Dentrix software. When you have this number for each producer, go to the Office Manager > Analysis > Setup > Goals Setup where you will see a box that looks like this:

To read Dayna’s Blog, log onto

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

Dentists await IRS device tax rules:

By Craig Palmer … November 08, 2012

Washington—Dentists and the dental industry await IRS regulations implementing a 2.3 percent medical device excise tax that takes effect Jan. 1, 2013. The Internal Revenue Service, among other regulatory agencies, is expected to issue post-election rules implementing Affordable Care Act provisions, the excise tax among them.

The dental profession and industry are basing member and customer guidance on proposed rules issued by the IRS on Feb. 3, 2012 defining a “taxable medical device…in general” as a device approved by the Food and Drug Administration for human use. The FDA regulates dental devices as well, and the IRS said those, too, are subject to the tax.

The medical device excise tax is a manufacturer’s excise tax, the IRS said, and the manufacturer or importer of a taxable medical device is responsible for reporting and paying the tax.

To read the rest of this article, log onto:




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

EvoClean –  Sometimes It’s The Little Things!

The universal cleaning paste Ivoclean effectively cleans the bonding surfaces of prosthetic restorations after intraoral try-in and thus creates optimum pre-requisites for the adhesive luting procedure.

Proper cleaning after try-in


Effective cleaning

Universal – for all restorative materials

Easy-to-use application


Extraoral cleaning of pre-treated ceramic and metal restoration surfaces which have been contaminated during intraoral try-in. For more information 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: 772-0566-D   Manufacturer Part Number: 90701L01
Catalog Price: $769.99   Outlet Price: $459.00Warranty: 1-Year
Lightweight and balanced cordless hygiene handpiece. Designed to eliminate cord drag and reduce hand/wrist strain. Offers a more natural hand positioning and enhanced comfort. Controlled by a wireless foot pedal.
Contains: 1 inner module, 1 metal outer sheath, 1 charging base, 1 cordless foot pedal, 1 handpiece cradle, 1-25 pack of Disposa-Shields, 1 power supply, 20 NUPRO® Freedom™ disposable prophy angles & 1 operation manual.

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………………………………………………………..

Obama Care! You asked for it so hold on for the ride because here it comes!

 We really don’t know what Obama Cara will bring to or on dentistry so I may be wrong in some of my thoughts. However, as a kid growing up in the suburbs of New York City I was taught that 2+2=4 and that there was no other possible answer.

On January 1, 2013 the new medical device tax rules will take effect (see this week in dentistry from the ADA). Within the thousands of pages of regulations there is a new series of expenses that will be levied on medical devices and medical device manufacturers. These new manufacturing costs will have to be passed down to the consumer causing the prices of all equipment and replacement parts to rise. In some cases, these increases will be significant. Unfortunately, these new rules cross over into the world of consumable materials as well as durable goods and that will affect profitability.

Henry Schein is a distribution company and like the dental office, we are governed by manufacturer price increases. Due to our size and buying power, we can usually hold onto old prices through the 1st quarter of the new year (April 1st) however, we have been notified by several large manufacturers that this year, increases will take place on January 1st. These manufacturer increases will affect the entire industry regardless of where you obtain your goods and services and you will need to plan carefully in all areas of your business.

These changes are going to happen and now you need to deal with the rising costs of doing business and lower insurance payments that will be the result of achieving affordable health care for the general public. After all, the insurance companies are still “for profit” organizations as are the factories that produce dental materials and equipment. A good place to start is with a DPAT practice analysis to review your UCR fee schedule, production per patient, successful re-care and top 25 revenue generating procedures.

Controlling your overhead will be a major factor; however, controlling your overhead does not mean lowering it. You cannot effectively lower overhead without sacrificing production; you can only reduce its footprint on the P&L statement by increasing production or revenues.

 The coming year will be trying and stressful for many of us but it can be very successful and profitable if approached correctly. Look at all aspects of your business and determine how they integrate with each other. Remember, you don’t have any expenses, just investments and although patient care is your prime concern, business is all about the ROI.

I am available at anytime to address any questions or concerns as well as confidential discussions.

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!


November 26, 2012 - Posted by | Uncategorized

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