Cliff's Notes

The Business of Dentistry

24 Months Left Until The National Health Infrastructure!

Cliff’s Notes for December 2, 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.



You must do the things you think you cannot do

Eleanor Roosevelt



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

“Grandio SO Flow-Heavy Tutorial”

Over 125 Dental Videos



In This Week’s Issue

  • The Office Manager – New Patients Welcome!
  • Today’s tip from the American Association of Dental Office Managers!
  • This Week from the ADA –HHS seeks comment on dental coverage proposal!
  • “The Root of It Commentary –The National Health Information Infrastructure!
  • Product Review – The Orbis Temp & Technique!
  • The Henry Schein Outlet Store – Special “AutoScaler”!
  • Give Kids A Smile – We are Cliff’s Notes and We Approved this Message!




The Office Manager Blog:…………………………..

New Patients Welcome!

Do you think you have to open the new patient account before you can send a professional, customized welcome letter?  If your answer is yes, think again.  Watch this instructional video and learn how to easily send new patient welcome letters.

To watch Dayna’s video, log onto

Today’s tip from the AADOM:………………………

Dealing with the office’s “Queen Bee”

Many dental team members have experienced working with a “queen bee” in a dental practice. This person rules the roost and is often shown favoritism. Linda Miles will help you take the sting out of the “queen bee,” and hopefully practice owners will listen to her advice. To see the video click here – More


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

HHS seeks comment on dental coverage proposal!

By Craig Palmer, ADA News staff writer

November 28, 2012

Washington—Affordable Care Act provisions for pediatric dental services “will improve access to care for consumers who require these benefits,” the administration said in a proposed rule.

Health insurance issuers offering coverage in the individual or small-group market must ensure that coverage includes pediatric dental benefits as an essential health benefit. However, if a stand-alone dental plan is available in the insurance exchanges required by the ACA, qualified health plans offered in the exchange may exclude coverage of the pediatric dental component of the EHB package.

This is the only exception to essential health benefits coverage permitted under the section of the ACA outlining standards for health plans to cover the 10 EHB categories, the regulatory notice said.

The Association is reviewing the 119-page Department of Health and Human Services print notice and expects to respond to the request for comments on proposed standards related to essential health benefits, actuarial value and accreditation.

To read the rest of this article, log onto:




Product Review……………………………………….

The Orbis Temp!

ORBIS method are techniques for fabricating passively fitting frameworks for a hybrid prosthesis, fabricating passively fitting permanent hybrid prosthesis (ORBIS Hybrid) and fabricating immediate temporary hybrid prosthesis (ORBIS Temp).

Fixed, detachable restoration is a category of implant retained prosthesis known by many names:  Screw retained denture, hybrid, All-on-4 or fixed, detachable prosthesis (FDP) to name a few.  Whatever name they are given they still share similar, if not the same, characteristics.  They attach prosthesis to implants, typically by way of screws.  The screws allow for retrievability of the prosthesis.  Before making the definitive prosthesis an interim prosthesis or provisional is made.  That provisional can be a conventional denture or an all acrylic FDP.

The following article will describe a technique for fabricating an immediate provisional acrylic fixed, detachable prosthesis.  We will refer to the provisional described in this article as the Orbis Temp.  We are doing this for the sake of short hand and because this technique differs from other techniques.

For more information on the Orbis Technique log onto:

 For more detailed information, Call Peter or Marc at Asteto Dent Labs @ 1-800-447-7750 – Tell them Cliff sent you!




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.

South East Instruments
AUTOSCALER  – Condition: Demo 
Your Choice – 25k or 30k
30k Part Number: 107-4775D
25k Part Number: 107-5432-D
Catalog Price: $808.79 Special Price: $389.00Warranty: 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………………………….

Cliff’s Notes on the National Health Information Infrastructure!

 Well, another NY Show has come and gone and the attendance was on the light side. It appears the storm and the fact that most of us lost 2 weeks of work had an effect on participation. Anyway, there was enough activity to gage the direction most dental offices are now taking.

As expected, the focus of the attendees was on digital technology and impression systems. It made sense that the systems that connected to milling machines were the most popular but with the onset of the NHII (National Health Information Infrastructure) in 2015, it is the digital record that is the issue.

We all know that digital technology, in all of its forms, provides better diagnosis and more accurate treatment planning but the necessity to adapt to the NHII needs to be a prime concern as we move through this next decade (See: 2015 EHR is just around the corner – The Health Information Portability & Privacy Act (HIPPA) is so much more than just privacy; it provides the patient with the secured access of their health records wherever they travel. The dental records you keep are part of the equation and must be available on demand at all times. There are only 24 months left before the NHII is implemented.

So, what do we do and where do we start? Most dental offices are already computerized, but only 60% incorporate some form of digital technology. Engagement with the NHII will require medical and dental offices to have the ability to participate in a paperless environment and that will necessitate full digital integration or a digital scanner to convert x-rays and charts. Although technology can be expensive, the manual updating will cost more in personnel time and data entry verification.

Start by having your “DENTAL” IT person check your network and hardware to ensure they have the capacity to function in the advanced environment. If your hardware has not been updated in the last 3-5 years, the inspection is critical. You will note I stated “DENTAL” IT person, that is due to the specialized integration required for all the new digital systems to work together. It sound complicated, but like dentistry, properly trained professionals can make it happen. One pitfall you need to avoid is using a business network technician or “your nephew” to integrate your digital healthcare technology. Spending a little more at the beginning will save a lot down the road. I have seen this too many times to believe any different.

The second phase of your journey to the NHII cyber world is to evaluate what technology is needed and how to pay for it. Practice management software is the foundation. Choose your software by reputation and support not by price. You get what you pay for! Discuss the investment with your financial adviser and not your colleagues. You need to understand that you dentist friends know as much as you and will never admit they made mistakes.

The next thing you need to do is to associate with the dental industry through an organization that has the ability to support your business without incorporating sub contractors. In the northeast there are only 3 and I suggest you interview all of them before embarking on any technology adventure.

For more information on the NHII and implementing a successful program, 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


December 2, 2012 - Posted by | Uncategorized

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