Cliff's Notes

The Business of Dentistry

“The Dentist, A Primary Care Advisor!” & “A Product Review-Embrace Varnish”

Cliff’s Notes for December 16, 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.


“There are three things you can do in a baseball game.

You can win, or you can lose, or it can rain.”

Casey Stengel



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

“The ADA & Eva Grayzel”

This may be the most important dental video you will watch. It’s time to be the total healthcare professional you are!

Over 125 Dental Videos



In This Week’s Issue

  • The Office Manager – At some point we need to let patients go!
  • News from the American Association of Dental Office Managers!
  • This Week from the ADA –The Communication Award!
  • “The Root of It Commentary – What is a Dentist? A Primary Care Advisor!
  • Product Review – Embrace Varnish!
  • The Henry Schein Outlet Store – Special “Midmark Unit Mount Light”!
  • Give Kids A Smile – Friday, February 1, 2013!




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

At some point we need to let patients go!

Recently, I was in an office doing some training on the Practice Advisor Report and we were talking about the “Active Patient” count and how Dentrix comes up with that number. I informed them that, with the Practice Advisor Report, you determine the definition of an “active patient” using the amount of time it has been since the patient was in last for an appointment. This led to a new discussion of what was their protocol for patients who haven’t been in for 18, 24, or even 60 months? We ran a search of patients with a last visit date of more than five years ago and the list had more than 700 patients on it. They were shocked!

So … do you have a protocol in place? Most offices don’t, yet knowing which patients are active or inactive can make a huge difference in your practice’s planning for increased productivity in 2013.

I think one of the most powerful features in Dentrix is the Continuing Care system. If you manage it correctly, no one will fall through the cracks. But, at some point, we need to let the patient go. I know it’s hard, but it must be done. Here’s what I suggest and you can tweak it as you want.

To watch Dayna’s video, log onto

News from the AADOM:……………………………………

Office Holiday Parties, Do’s & Don’ts!


Season’s Greetings! As the holiday season approaches, you may already be in the process of planning a work-sponsored party where alcohol is available. After all, everyone loves a holiday party and the chance to kick back a bit with a drink or two on the boss. However, there are no shortages of stories about holiday parties gone wrong. From inappropriate confessions of un-requited love, to someone’s spouse having a little too much spiked eggnog and telling the doctor “you know what your problem is,” there is no shortage of possible awkward moments that can happen.

So what steps can you take as a manager to help ensure that things don’t get out of hand and make for a very uncomfortable return to work? Or worse, a trip to court! Here’s how to proceed with caution and avoid the headaches that can come after:

To learn more log onto:



This Week in Dentistry from the ADA:…………………… named among “most creative communication vehicles”

By Karen Fox, ADA News staff   December 12, 2012


The ADA’s consumer website has garnered an award in an annual contest for association media. won the bronze award in the website category in the Association TRENDS 2012 All-Media Contest. Award winners were announced Dec. 12. was one of more than 420 entries in 22 categories of association communications.

Held annually, the competition recognizes the most creative and effective communication vehicles developed in the industry over the prior year. It’s sponsored by Association Trends, a news publication for association professionals.

To read the rest of this article, log onto:




Product Review – Embrace Varnish………………………

Embrace Varnish

 Pulpdent Corporation’s Embrace Varnish, 5% Sodium Fluoride with CXP is part of a new generation of fluoride varnishes. By incorporating Xylitol coated Calcium and Phosphate in a permeable resin matrix that does not separate and requires no mixing, Pulpdent has developed a sustained, time-release bioactive varnish with predictable, uniform dosage that delivers 10 times more fluoride than the leading varnish brand.

Embrace Varnish releases bioavailable calcium and phosphate ions, the essential building blocks of teeth. The xylitol coating prevents the calcium and phosphate salts from reacting until they come in contact with saliva. Saliva dissolves the xylitol and releases the calcium and phosphate ions, which react continuously in saliva with fluoride ions to form protective fluorapatite on the teeth.

Embrace Varnish is available in unit dose packages containing 0.4mL varnish and an applicator brush.

#7370031 – $67.29



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: 386-3173-D
Manufacturer Part Number:153585-001
Catalog Price: $2,610.00 Outlet Price: $1,559.00

Warranty: 1-Year Advanced Shadow Reduction

Upfront Touchpad Controls

3 Axis of Rotation

Automatic On/Off Setting

Three Intensity Settings

Independent Composite Safe Setting Part No.153604CE

Integrated Voltage Regulator

150W Halogen Bulb

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………………………………..

What is a Dentist? The Role of a Primary Care Advisor!

 Dentistry has and is changing every day. Those of you who know me have heard me say “dentistry is the forefront of preventive medicine”, you are healthcare professionals not just tooth mechanics. You and your staff need to involve yourselves in your patient’s total health. Total health is a true practice builder but it requires the entire team along with the passion and understanding that you can become your patient primary care advisor.

We all know about the new diagnostic tests available to dentistry, the advertisements hit us in the face every day. First there was Oral CDX then came the Velscope. The Velscope lead to the development of the Identifi System that can illuminate vascular canals as well as abnormal lesions. Now we have bacterial DNA and Obstructive Sleep Apnea testing but the problem with all of these wonderful tools is that they cost money and sometimes we can’t charge for them. That’s too bad, because they save lives.

Did you ever save a person’s life? I did once a long time ago. There was a bad collision between two boats and I happened to be nearby at the time. It’s a great feeling when you realize that by helping one person you affected so many others. As a dental professional you change people’s lives, as a healthcare professional you can save them. The residual effect is that you will grow your practice and make more money.

Digital imaging allows dentists to see things they never could. A digital pan can identify a blockage in the carotid artery and hidden tumors, I have seen this numerous times. Eva Grayzel is an oral cancer survivor. If the Identifi System was available and her dentist had it, her cancer could have been identified before it became malignant. Eva was lucky, she lived to tell her story, but not without years of pain and anxiety. Why can’t you give your patients the chance to avoid what she and so many others go through? Maybe it’s because it will cost you a few dollars?

“Everyone thinks of changing the world,

but, no one thinks of changing himself.”

Leo Tolstoy

 Cone beam saved my ability to eat normally. I was diagnosed with Oral Cancer 14 years ago and had a max dose of radiation which continues to gift me with dental complications. After the second molar on the only side where I chew needed extraction, I began to lose weight. I was told a bridge spanning two molars was not recommended; dental implants were discouraged due to the high rate of ORN. I saw a specialist in NYC who sent me for a cone beam x-ray. The cone beam determined areas of my bone were dense enough to hold implants. I was told if I didn’t do implants, I’d have no future option of them since if bone isn’t stimulated it would recede over time.
Four years ago, I had 3 implants in my lower jaw which was radiated to the max. Thanks to the Cone Beam I continue to eat normally!

Eva Grayzel is an exceptional human being. I strongly suggest that you watch her video and re-consider your role as part of your patient’s healthcare team.

ADA Commercial with Speaker Eva Grayzel

Give Kids A Smile…………………………………………..

Today is Sunday December 16th. Give Kids A Smile is scheduled for Friday, February 1, 2013. You don’t have to be registered to participate.

“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 16, 2012 - Posted by | Uncategorized

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