Cliff's Notes

The Business of Dentistry

“Saving Money on Clinical Supplies in 2013” & “A Product Review of Kleer Veneer”

Cliff’s Notes for December 9, 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.


Loyalty and friendship, which is to me the same, created all the wealth that I’ve ever thought I’d have.”

Ernie Banks




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

“The SSWhite Smart Burs”

Over 125 Dental Videos

In This Week’s Issue

  • The Office Manager – New Patients Welcome!
  • News 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 –Saving Money on Dental Supplies in 2013!
  • Product Review – Kleer Veneer by Pulpdent Corp.!
  • The Henry Schein Outlet Store – Special “The Standard Handpiece”!
  • 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

News from the AADOM:……………………………………………………

Secrets to the Team Approach to Profitability!

Do you ever wish you could wave a wand over your team and they would magically, not only understand their role in the profitability of the dental practice, but do everything they can to work towards the practice goals? We don’t have magic, but we do have the secrets to making that happen.

To learn more log onto:


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 – Kleer Veneer………………………………………..

Kleer Veneer by Pulpdent Corp.

Once again, my favorite “Sleeper Company” has impressed the industry with some real innovation. Kleer-Veneer™ Cement from Pulpdent — After more than 30 years of cementing porcelain veneers, we finally have a cement that is truly clear. Pulpdent has researched and produced the first crystal clear cement that will not alter the final shade of the veneer.

Kleer-Veneer light cure veneer cement allows accurate visualization of the veneer and precise shade verification before light curing. No more try-in pastes to check the shade. Kleer-Veneer has three additional shades that neutralize the existing tooth color: cream, pink, and white. Kleer-Veneer cements are self-adhesive and require no bonding agents or silane for enamel and ceramic surfaces. So this technique deletes two steps from my veneer cementation protocol — placement of bonding agent on tooth and porcelain. The sheer bond strength is 20 MPa to enamel and ceramic surfaces.

Another advantage of Kleer-Veneer cement is the sticky consistency, which holds the veneer in place without drifting, floating, or moving. The film thickness of only nine microns provides a precise fit with perfect adaptation to the tooth. After using this veneer cement, I am going to redo my veneer cementation video to show this superior technique using an outstanding, fully researched product that I believe will withstand the test of time.

Starter Kit Order #3840052…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.

Handpiece Headquarters
Condition: Overstock 
Part Number: HSH0004N
Manufacturer Part Number: HSH0004
Catalog Price: $129.00 Outlet Price: $79.00Warranty: 6-Month
Standard Head, Non-Optic, Manual Chuck, Single Spray, 4-Hole ConnectionCeramic Bearings

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……………………………………………..

How to Save Money on Dental Supplies in 2013!

 We all look to save money in our daily lives. We check specials, cut coupons and sometimes get up at 4:00 in the morning to grab those “Black Friday” specials. However, when running a business you need to maximize your buying power and minimize the time and energy spent in procuring goods and services. Every dental office can be a “Little Power House” when buying supplies and equipment as long as they understand the secret. Notice I said “understand the secret” and not “know the secret”.

We all know the secret, focus your business relationships like a magnifying glass focuses light and the power and energy is concentrated. Whenever you place supply orders you are focusing your buying power but only momentarily. By focusing your buying power in one direction on a continuous basis with a single organization, your overall saving will dramatically increase your bottom line. Production is the fuel that drives your business and anything that slows that down is costing you money.

Inventory cost is another cash draining necessity so you need to be able to buy what you need when you need it. You need to be re-supplied in one day and have the largest selection of products available to you. The magic here is JIT (Just In Time) inventory. A JIT program will reduce your inventory carrying cost and increase cash flow. Talk to your accountant about cash flow, it’s not so much what you spend, it’s how you spend it.

  1. Start by taking a good look at you P&L (profit & loss) statement that your accountant provides at your fiscal year end. Your clinical supply bill is one of the lowest overall operational expenses you have. Depending on your business model it will only represent 5%-8% of you business expense. If you save 20% on your clinical supplies your savings against the P&L percentage may only be 3/10th of 1%. Now I am not saying forget about saving money, but how much expense in time and effort are being invested to save 3/10th of 1% of your gross production? Remember, you don’t have expenses, just investments so examine the ROI.
  2. Interview “vendor partners”! First you need to understand what a vendor partners are. They are organizations whose success directly depends on yours. The performance of their services to your practice allows you to increase production and reduces your expense in time and energy. They should understand and provide additional resources to assist in your growth. You need to understand their investment in your operation. Vendor partners are the organizations that you buy goods and service from. Anyone can provide equivalent pricing on clinical supplies. If you think that one is “cheaper” than another, you are very mistaken and a review of “quarterly savings” is required to prove the point.
  3. Your chosen vendor partners MUST be authorized by the OEM for distribution or you will not be covered by the manufacturer’s product liability insurance.
  4. Your chosen vendor partners MUST be registered with your state government to collect appropriate sales taxes or you are liable for fines and penalties.
  5. Your chosen vendor partner MUST be state licensed by the state DEP & DEA to handle controlled substances and medical devices. If they are not, all liabilities are yours.
  6. Your chosen vendor partners MUST be licensed and insured for at least $2M worth of coverage per incident and you need to have those current records or proof of insurance on file.

After choosing your main vendor due to their ability to perform the services you require (in the NY area there are only 3 that can do it all), it is time to negotiate prices. This is where most dentists make their biggest mistake. No vendor can be the lowest on everything and you need to understand that if you don’t let people make money providing their services, you will not get optimum performance. Look for the greatest overall savings based on quarterly purchases and production. Just like your dental practice, all organizations require a certain amount of profit to exist and if there is not enough profit in dealing with your business they will put other interests higher on the priority list. Your vendor partners look at the relationship with you as an investment and they also look for the ROI. Let’s look at some real concerns for quality clinical supply vendors.

  1. A supplier that discount clinical merchandise too heavily can’t invest in large inventory or selection and provide 99% fill rates as well as next day delivery to facilitate your JIT inventory.
  2. If you only utilize a supplier for equipment, they are not realizing an ROI with you because, believe it or not, they don’t make money selling dental equipment. Dental equipment is a compliment to clinical merchandise and part of the investment the vendor has in your business. You may disagree with this statement but after 30+ years in this industry I would be happy to debate it with you at any time.
  3. You need to pay your bills. Most vendors will work with you through difficult times; however, you need to communicate. You respect and work with patients that communicate with you and quality vendors will do the same. Oddly enough, if a vendor is willing to carry your payables for a long time without any arrangements, you may want to think about the quality and financial strength of the organization you are dealing with. Think about what you are taught about patient collections and know that it holds true across all industries.
  4. Show loyalty and loyalty will be returned. If not, you chose the wrong partner.

Be the powerhouse you are. Focus your business and loyalties and your dental practice will realize the greatest ROI and that translates to more disposable income. I don’t know about you, but I love disposable income.

Inventory management software and bar code ordering systems are available at no cost and are part of the investment that can be made in your business. Please contact me at any time for more information @ 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 9, 2012 - Posted by | Uncategorized

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