Cliff's Notes

The Business of Dentistry

“Staff Management: The Good, Bad & Ugly” – “Do Midlevel Providers & Improvre Oral Health”

Cliff’s Notes for January 6, 2013

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.

“I never made a mistake in my life.

I thought I did once, but I was wrong.”

Charles M. Schulz




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

“Temporization with Venus Diamond”

Over 130 Dental Videos

In This Week’s Issue

  • The Office Manager – How Do You Run a Year End?
  • News from the American Association of Dental Office Managers!
  • This Week in Healthcare News – Penn research & preventing periodontal disease!
  • This Week from the ADA – Do midlevel providers improve oral health?
  • “The Root of It Commentary – Staff Management, the Good, the Bad & the Ugly?
  • Product Review – Venus Pearl by Heraeus Kulzer!
  • The Henry Schein Outlet Store – Special “The Comfort Spa”!
  • Give Kids A Smile – Friday, February 1, 2013!




The Office Manager Blog:…………………………




How Do You Run a Year End?

This time of year, I usually get the same questions and concerns about the Year End, and my answer is always the same . . . it is just like running a Month End. Whatever your routine is for running a Month End (either using the Month End Update or the Month End Wizard, which are both located on the Ledger), the steps are exactly the same.

Since we all like to know how we ended the year, there are some reports that could supplement your Month End routine.

Here are some examples:

Analysis Summary Report – This report gives you a detailed summary of Production, Collections, and Adjustments for each provider. Just select 01/01/2012 through 12/31/2012 as your date range (always select procedure date).

Production Summary Report – This is a good one because it shows you year-to-date totals for specific categories in Production or Collection, plus it can be filtered by procedure code. If you want to see how many dental implants you placed or how many quads of scaling you did in 2012, this report can give you that information.

Adjustment Summary Report – Now the doctors probably don’t want to see these totals, but it is reality. This is a good way to see where they are writing off money.

Referral Reports – This report will help you make your marketing plans for 2013. This will show you how patients are being referred and if you should focus more on the newspaper or the next Valpak add My opinion, however, is spend your money on internal marketing!

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

News from the AADOM:……………………………


The American Association of Dental Office Managers

Staying focused is as easy as 1-2-3

By Lisa M. Spradley

My husband has a rule in our house — if I’m on the phone, I’m not allowed to pick up anything around the house. You may guess why. I tend to misplace things when I do more than one thing at a time. I cannot tell you how many times I’ve misplaced my keys doing just this. It can be challenging trying to do multiple tasks at one time.

When you work at the front desk, however, that challenge can be extremely daunting. Losing your keys is bad enough. But imagine making an appointment for a patient and forgetting to put it in the computer schedule because you were sidetracked by a phone call. Now imagine having that patient show up for an appointment that you do not have on your already booked schedule. I can tell you from experience; it is not a fun time for anyone.

Learning to focus on the task at hand keeps you more productive. These three easy steps will ensure that you stay focused and accomplish your daily goals.

To read the rest of this article, log onto:




This Week in Healthcare News:…………………………..

Penn research offers new way to halt periodontal disease:

January 02, 2013 

Philadelphia—Scientists at the University of Pennsylvania have demonstrated an ability in mouse model to prevent periodontitis from developing and stymie the progression of the disease once it’s already occurred.

The new strategy works by blocking a molecular receptor that bacteria normally target to cause the disease. Published in the Journal of Immunology, the study was led by postdoctoral researcher Dr. Toshiharu Abe and expands on previous research by Dr. George Hajishengallis, a professor and senior author on the paper, and co-senior author John D. Lambris, Ph.D., the Dr. Ralph and Sallie Weaver Professor of Research Medicine in the Department of Pathology and Laboratory Medicine in Penn’s Perelman School of Medicine. Their research on Porphyromonas gingivalis, the bacterium responsible for many cases of periodontitis, showed that it acts to hijack a receptor on white blood cells called C5aR, a part of the complement system, a component of the immune system that helps clear infection but can trigger damaging inflammation if improperly controlled.

By hijacking C5aR, P. gingivalis subverts the complement system and handicaps immune cells, rendering them less able to clear infection from the gum tissue. As a result, numbers of P. gingivalis and other microbes rise and create severe inflammation. Mice bred to lack C5aR did not develop periodontitis.

To read the rest of this article, log onto:




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

Do midlevel providers improve oral health?

January 02, 2013

By Craig Palmer, ADA News staff 

An ADA scientific literature review finds no evidence of disease prevention or cost effectiveness associated with midlevel providers such as dental therapists. “The expert panel and the ADA can be proud of the work that went into this report,” said Dr. Robert A. Faiella, Association president. “It is an unprecedented look at these issues.” The report’s principal author, Dr. J. Timothy Wright, said that “this analysis shows midlevel providers who provide surgical treatment do not result in reduced rates of dental caries in the population. Oral health disparities exist regardless of the provider workforce model.” 

To read the rest of this article, log onto:      




Product Review – Venus Pearl……………………..

 Venus® Pearl is the new nano hybrid composite in the Venus® family from Heraeus Kulzer. The natural colouring options and benchmark durability introduced by Venus® Diamond are now complemented by Venus® Pearl which is characterized by a softer consistency during sculpting. 

The advantages of Venus® Pearl:

  • Easy and convenient handling – thanks to a creamy and low sticky consistency as well as excellent sculptability and polishability.
  • Superior physical properties – unique Heraeus urethane crosslinker formula enables low shrinkage stress, high flexural strength, and compatibility to commonly used bondings.
  • Long-lasting aesthetics – featuring a wide range of shades for exact colour adaptation based on 3 levels of translucency allowing multi-shade & single-shade layering techniques.

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.

National Dental Inc.
Condition: Demo 
Part Number: 643-9936-D
Manufacturer Part Number: 0720-CS2KIT
Catalog Price: $1,239.99  Outlet Price: $739.00Warranty: 1-Year
Hot disposable towels on demand less than 3 seconds. Offers an economical and easy method of enhancing patients’ clinical experience by presenting a soothing and refreshing hot towel. User-friendly, one-touch operation.

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 




image001The Root of It Commentary………………………..

Staff Management, the Good, the Bad & the Ugly!

 A very wise man once told me that the law protects the creeps, however, I think what he meant was that the creeps know how to take advantage of the law. When I was growing up there was another cliché, “buyer beware” well here in 2013, when it comes to running a business it’s more like “seller beware”.

Employee management is one of the toughest parts of running a business (dental practice). I had a good size company for a lot of years and the one thing that I don’t miss is dealing with employees on a day by day basis. The hardest part, was knowing who you are hiring.

Today, there are multiple ways of understanding the personality of your staff. The law states clearly that you can’t ask certain questions that may be misunderstood as a form of discrimination, however, the explosion in social media and the ease of obtaining information of public record can eliminate much of the guess work and help you make informed decisions.

Maturity and ethics are the two traits that I always look for. You can teach clinical skills, procedure and protocol but you can’t teach real world ethics and maturity can only be learned over time. Sometimes the lessons in maturity start at an early age, but sometimes they don’t.

I have a Facebook page and have “friended” a lot of people. I find it amazing at how people let themselves go on the social networks without the understanding that what is posted on the internet stays there forever. By looking at a potential employee’s page you can get a feeling of their personality and get a better feeling if they will fit your offices personality.

From an employer’s perspective, that’s one of the “good” parts, the “bad” is making the gut level to hire. So, how do you protect yourself against a “mistake” and we have all made mistakes.

  • All new hires are “at will” employees on a 90 trial basis. This needs to be in document form and signed by all parties involved.
  • Present and explain your current employee manual and have the employee sign a document stating that received and fully understand the manual.
  • Provide adequate training and a job performance evaluation at the 30 & 60 day marks. Again the employee needs to sign and receive a copy of the evaluation along with the opportunity to ask question or dispute comments.
  • If you feel that the employee can not fit in with your office protocol, termination must be done before the 90 day trial period or you need to put the employee on “written” probation for a set amount of time.

The most important part of the “Good” & the “Bad” is the CURRENT & UP-DATED employee manual. Now, we need to address the “Ugly”.

The “Ugly” is termination and the anticipated backlash. When running a business the most horrible feeling is when you open the morning mail and there is a letter from an attorney threatening litigation due to “wrongful termination”. No matter how angry or violated you feel, this situation is going to cost you money because you will have to defend yourself and respond. The question is how much will it cost? If all of your hiring procedures are correct and up to date, the cost will be minimal; maybe nothing more than your attorney’s fee for a response and you do want to have your attorney respond. I have personally been down this road and I see my client’s go through it all the time.

  • Make sure that your employee manual has been reviewed by an employment attorney. Just like medical specialist, there are legal specialists.
  • Don’t try to defend yourself! Most plaintiff cases are taken on contingency with the expectation of a settlement.
  • Always consult with your legal advisor before termination.
  • Make sure you have clear and up to date employee files.
  • Make sure that all employees, current and past, have had the same equal opportunities.
  • Don’t have a “knee jerk” reaction to a complaint. 

Proper employee management can improve your practice and develop the true team concept. For more information on staff issues and team harmony, please feel free to contact me at any time @ 201-321-7494 or

Also, please don’t hesitate requesting recommendations for legal counsel that specializes in employment law.

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


January 6, 2013 - Posted by | Uncategorized

1 Comment »

  1. Hi there! This post could not be written much better!
    Looking through this post reminds me of my previous roommate!
    He always kept preaching about this. I’ll forward this article to him. Fairly certain he will have a great read. Thanks for sharing!

    Comment by pennsylvania virtual office | April 2, 2013 | Reply

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