Cliff's Notes

The Business of Dentistry

“Who is Responsible for the Medical Device Tax?” & “Dentistry Can Change the World!”

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Cliff’s Notes for December 23, 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.




“Progress is impossible without change, and those who cannot change their minds cannot change anything.”

George Bernard Shaw




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

“The Early Detection of Oral Cancer & the Identafi Process”

Over 125 Dental Videos

In This Week’s Issue

  • The Office Manager – What’s the Status of the Lab Case!
  • News from the American Association of Dental Office Managers!
  • This Week from the ADA – Patients Not Responsible for Med Device Tax !
  • “The Root of It Commentary – Dentistry Can Change the World?
  • Product Review – IPS Empress Direct by Ivoclar Vivadent!
  • The Henry Schein Outlet Store – Special “Statim 5000 Sterilizer”!
  • Give Kids A Smile – Friday, February 1, 2013!




The Office Manager Blog:…………………………………

What is the Status of the Lab Case!

Do any of these lab-related scenarios ever happen in your office?

·         You call to confirm a patient for tomorrow, only to be told later that the lab case is not in the office and you have to reschedule the patient.

·         The lab case was never sent out.

·         UPS, FedEx, or the Postal Service lost the patient’s case and you have no way of tracking it.

·         You are trying to fill an opening in your schedule for tomorrow, but you have to go into the back and find the spiral-bound notebook containing the log of all the lab cases to find out if the case is back so you can call the patient.

Do you wish you had a better system for managing the lab cases in your office? The Dentrix Lab Case Manager can help with all the above scenarios. It is easy to set up, easy to use, and will help you and your team communicate better about lab cases and, in turn, help your office run more efficiently. When I say help your team communicate better, I am talking about non-verbal communication … you don’t even have to talk to get an answer to your lab-related question. With the Lab Case Manager, you can see right from the patient’s appointment if the case is out or in, check the due date, check what lab it went to, and check the status of it with the tracking number. I am amazed that more offices are not utilizing it.

To read the rest of Dayna’s blog, log onto

News from the AADOM:…………………………………..

The American Association of Dental Office Managers

Running an Excellent Dental Office!

By Lauren Burns, Associate Editor

Danielle Dailey on running an excellent dental office.

Though there are many aspects involved in the making of a successful dental practice, communication is by far the most important. I try to lay the groundwork for effective communication in my office by being open with team members so they can come to me with serious issues. After all, I need to know what’s working and what isn’t. We organize weekly meetings to talk about the way the office is running. These are good opportunities to catch up with the team, make sure everyone is on the same page, and address any issues that need attention.

With good communication, your staff will be more satisfied with their jobs. They’ll feel they’re being heard, and there won’t be any confusion between what you, as an office manager, expect and what your team members attempt to do. Trust me when I say that your patients can feel the attitude in your office. When you have a happy staff, you have happy patients, and happy patients bring referrals. Communication in the office is a win-win situation for everyone.

To read the rest of this article, log onto:




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

Dentists not responsible for collecting medical device tax!

December 18, 2012

Dentists will not be responsible for a 2.3 percent medical device excise tax that will be applied as of Jan. 1, 2013.

“Dentists will not be responsible for assessing, collecting or paying the tax. However, they can expect some modest increase in the cost of materials and finished dental devices as manufacturers adjust their prices to accommodate the tax.” The ADA has posted updated information on the new tax at

Upon President Obama’s re-election, the Internal Revenue Service issued new rules implementing Affordable Care Act provisions, the excise tax among them. The new regulations affect manufacturers, importers and producers of taxable medical devices.

While there is still information to be discovered in regards to the tax, the ADA has posted information on its website to inform members ahead of the implementation date.

To read the rest of this article, log onto:   




Product Review – IPS Empress Direct……………………

Product Review – IPS Empress Direct.

 For nearly 20 years, the name IPS Empress has been associated with the highest level of esthetics in the reproduction of natural tooth characteristics. With more than 40 million restorations having been fabricated with the material to date, the system has gained a reputation for producing long-lasting, natural-looking results and maintaining high quality standards. Through the years, the IPS Empress System has been continuously further developed to keep abreast of the latest trends. As a result, decisive enhancements have been made with regard to its esthetics and function and its processing properties. 

In 2004, the product portfolio was further expanded and optimized by introducing the new IPS Empress Esthetic pressable ceramic. Since IPS Empress CAD was launched in 2006, the popular IPS Empress material can also be processed with state-of-the-art CAD/CAM technology – even directly at the chairside.

With the introduction of IPS Empress Direct in 2009, a product was added to the IPS Empress range that combines the esthetics of a ceramic with the convenience of composite. In 2010, the IPS Empress portfolio was extended to include IPS Empress Direct Flow, which consists of three special flowable Effect shades.

These materials allow individual optical effects and lifelike anatomical characteristics to be achieved.

IPS Empress Direct is a universal nano-hybrid filling material for direct esthetic restorative procedures. IPS Empress Direct provides a high gloss polish and the lifelike opacity, fluorescence and opalescence that is required to fabricate beautiful and naturally esthetic restorations with remarkable efficiency.

The three special flowable Effect materials of IPS Empress Direct Flow enable individual optical effects and the anatomical features of anterior teeth to be recreated in a lifelike fashion.

Dental professionals, researchers and color specialists worked together to develop IPS Empress Direct’s new resin technology maximizing handling characteristics, physical properties and uncompromised shade match. From a chemical standpoint, the filler particles used in IPS Empress Direct consist of the same basic components as IPS

Empress ceramic. Therefore, IPS Empress Direct is the ideal composite for use in combination with IPS Empress ceramics, because it allows esthetic, natural-looking direct restorations to be created.

The IPS Empress System continues to be synonymous with highly esthetic restorations, giving even your most discerning patients the radiant smiles they desire.

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.

Condition: MFR-Reconditioned Part Number: 1382391MR
Manufacturer Part Number: 01-201103
Catalog Price: $5,699.99 Special Price: $3,699.00Warranty: 1-Year
Larger than the 2000, the Statim 5000 has an additional sterilization cycle and a roomier cassette designed to process bulkier instruments and greater loads. It’s a reliable cassette sterilizer that’s compact enough to fit in patient treatment areas and fast enough to sterilize expensive Lasik, PRK, endoscopic and cataract instruments, including phaco handpieces, between procedures – it can complete an unwrapped sterilization in just 9 minutes & a wrapped cycle in just 17.5 minutes
The Statim 5000 is fully automatic. Select one of four sterilization programs and with one touch of the keypad, begin the cycle. An advanced microprocessor controls all functions and maintains optimal sterilization conditions, from start to finish.
SciCan’s Statim cassette sterilizers have a biological effectiveness that has been proven in tests for hollow and solid instruments at many internationally recognized institutes in North America and Europe.
*Cycle times do not include drying

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………………………………..

Dentistry Can Change the World, One Patient at a Time!

But only if you want it!

 You read all the articles and you hear all the lecturers. They all tell you how you can change a person’s life by fixing their smile. They tell you how to “sell” dentistry and some practice management groups will tell you that when it comes to the patient, there is no excuse. Well, there is an excuse; it’s called the economy, un-employment, tuitions and more. I call it the real world! So, how do you sell dentistry without making the patient base feel un-comfortable? Maybe by selling total health!

Next week will be the last issue of this newsletter for 2012. I will be talking about what I see as dentistry’s failures, however, as Winston Churchill said “failure is not final”. The failure I see in dentistry is not the objective, it’s the process. When in dental school you are taught to stay in the box that the healthcare system has created. Perfect smiles, bright white teeth and natural occlusion are all part of your normal working day and most dentist stop there. The average patient does not value dentistry because dental care is seen more as a nuisance than a necessity. Please don’t say that your patients do, because 80% do not. I am a firm believer in the 80/20 rule and your world is no different. How many times have you had a patient tell you to pull the tooth for $350.00 rather than save it for $1500.00? How many times have you had a patient tell you “whatever insurance will cover”? You need to change that and it all starts with “The Process”.

The ADA is delivering the message, the objective is patient education on the relationship between oral and overall systemic health. So many new organizations have been formed to help you understand how to relate your field of medicine to the public. Unfortunately, most dental practices will not think outside of the box and therefore the process is a failure. Again, failure is not final!

The ADA has started their campaign on national television to jump start the process. I saw this commercial last night on a major network as part of a public service announcement.


OCF Michael Douglas

by OralCancerFoundation

Friday, December 21, 2012 was portrayed as the end of days. Well the Sun came up and we all went about our daily routines. However, the truth behind the Mayan calendar was the end of an age and the dawning of a new one. Start the New Year with a vision and begin the process of total health.

As always, I am available at any time should you or your staff have any questions or concerns. You can reach me 24/7 @ 201-321-7494 or

My Reflection on the New Age…

As we all take time this holiday season and enjoy our time with friends and family, take a moment to thank God for all the blessings he has bestowed upon our great nation and remember where we came from. Also, please remember the men and women around the world that stand on the wall at night and are not with their loved ones, so we can sleep safe and warm. 

It was on Christmas Eve in 1776 when George Washington did the unthinkable; against all odds he crossed the Delaware River to launch a surprise attack against better trained and better equipped Hessian soldiers in the town of Trenton on the Christmas Day. At the time this victory was seen as only a minor nuisance and setback for the powerful British forces, but, its significance was greatly miscalculated.

It was the objective and the process in the birth of a nation.


“It always seems impossible until it’s done.”

Nelson Mandela

Give Kids A Smile…………………………………………..

Today is Sunday December 23rd. 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 23, 2012 - Posted by | Uncategorized

1 Comment »

  1. This blog was… how do you say it? Relevant!
    ! Finally I’ve found something which helped me. Cheers!

    Comment by 2008 2:02 PMFrom: "gail" To:jayoubetyou@yahoo.comRe: never a last name It is just a bad idea all around.... You may want to remove them. Gail -----Original Message----- From: Star To: gail Sent: Tue | March 22, 2013 | Reply

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