Cliff's Notes

The Business of Dentistry

“So, You Need More Patients?” & “The Post-Recession Dental Economy”

Cliff’s Notes for January 20, 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.


“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.”
Steve Jobs 



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

“Panoramic Positioning with the Progeny Vantage Panoramic X-ray”

Over 130 Dental Videos

In This Week’s Issue

  • The Office Manager – Track Production Goals – Video!
  • American Association of Dental Office Managers – Front Desk Habits!
  • This Week in Healthcare News – Saliva Gland Test for Detecting Parkinson’s!
  • This Week from the ADA – Reports Measure Post-Recession Dental Economy!
  • Product Review – Blu-Bite Clear!
  • “The Root of It Commentary – So, You Need More Patients?
  • The Henry Schein Outlet Store – Special “Kavo TLC Electic Handpiece System”
  • Give Kids A Smile – Friday, February 1, 2013!



The Office Manager Blog:…………………………………




Tracking Production Goals – Video!

Does your office have a new bonus program for 2013 that is based on production numbers?  Watch this video and learn how to enter your production goals into Dentrix and monitor them on a daily basis.   Also, see two other places that your goals vs. production can be viewed.

To View the Video on Dayna’s blog, log onto

Tips from the AADOM:…………………………………….


The American Association of Dental Office Managers

Seven Habits of a Successful Front Office Team

By, Lisa M. Spradley, FAADOM

As office managers, we know that there are certain tasks that must be done to keep the dental office productive and efficient. The front office plays a key role in keeping the entire practice running smoothly. They are responsible for answering phone calls, greeting patients, scheduling follow-up appointments, discussing treatment plans and checking out patients to include collections. These tasks are just a few of the things that must be done daily to ensure excellent patient care by our front office team. I have found that by practicing the following seven habits, our office is not only more productive; but are patients and staff our happy to be a part of our dental family.

To read the rest of this article, log onto:




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

Promising Saliva Gland Test for Detecting Parkinson’s

Testing a part of a person’s saliva gland may be a way to diagnose Parkinson’s disease, according to new research by the Mayo Clinic that will be presented at the American Academy of Neurology’s annual meeting in March.
Parkinson’s disease is a difficult disease to diagnose. Currently the only way to pinpoint the disease is to do a clinical exam to analyze a person’s symptoms. To achieve a definitive answer, an autopsy is performed on the brain after a person has passed away.
Charles Adler, M.D., Ph.D., and main researcher of the study said:

“We have previously shown in autopsies of Parkinson’s patients that the abnormal proteins associated with Parkinson’s are consistently found in the submandibular saliva glands, found under the lower jaw. This is the first study demonstrating the value of testing a portion of the saliva gland to diagnose a living person with Parkinson’s disease. Making a diagnosis in living patients is a big step forward in our effort to understand and better treat patients.”

The study consisted of 15 people with a mean age of 68 who had Parkinson’s disease for an average of 12 years. The participants chosen had also responded well to Parkinson’s medication and did not have any previous saliva gland issues.

 Diagram of the saliva glands.
1) Parotid Gland. 2) Submandibular Gland. 3) Sublingual Gland.

Two different saliva glands were biopsied: the minor saliva glands in the lower lip and the submandibular gland. The extracted tissues were then analyzed for evidence of the irregular Parkinson’s protein.
Researchers suggest that one of the most important potential advantages this test could have is creating more accurate clinical trials. Parkinson’s clinical trial participants currently do not always have Parkinson’s disease, making it harder to test new therapies.
In nine of the eleven patients who had an adequate amount of tissue to examine, the irregular Parkinson’s protein was found. The rate of positive outcomes in the biopsies of the lower lip glands seemed much lower than for the lower jaw gland.
Dr. Alder explained:

“This study provides the first direct evidence for the use of submandibular gland biopsies as a diagnostic test for living patients with Parkinson’s disease. This finding may be of great use when needing definitive proof of Parkinson’s disease, especially when considering performing invasive procedures such as deep brain stimulation surgery or gene therapy.”

To read the rest of this article log onto:




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

Reports measure post-recession dental economy

By Craig Palmer, ADA News staff

January 10, 2013

Bethesda, Md. – National dental spending estimates from the Centers for Medicare & Medicaid Services suggest the dental economy is gaining traction. But an Association analysis indicates that per capita dental spending has remained flat since 2008.
Post-recession expansion of the dental economy continued in 2011 spurred by the fastest rate of growth in consumer out-of-pocket spending for dental services since 2008, analysts said in the government’s annual health spending report.
However, after decades of growth, the average amount a person spends on dental care has flattened and has not recovered since the recession, according to the ADA Health Policy Resources Center. Inflation adjusted per capita dental spending began slowing well before the recent economic downturn, HPRC researchers said.

To read the rest of this article, log onto:    




Product Review – Blu-Bite Clear………………………

The Henry Schein Blu-Bite Clear is intended for use as a matrix material for temporaries.
It offers detail while allowing light to pass through for curing the temporary material. It’s Clear bite-registered material is fast-setting. Blue-Bite Clear is available in a package with two, 50-mL cartridges and 12 pink mixing tips.




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: Overstock 
Part Number: 628-0371-N
Manufacturer Part Number: 1003.5840
Catalog Price: $3,259.99
Special Price: $1,999.00Warranty: 3-Year
Your all in one answer to high speed, low speed, and torque controlled endodonticprocedures, now with SAFEdrive is software that monitors the operation of a high speed attachment and provides an audible and visual signal to let the user know if the attachment is malfunctioning or heating up. Enhances patient safety with the GENTLEcap, a protective, autoclavable heat shield. Endo operation is available at the push of a button so no separate endo motor is needed. Performs exact rotary procedures safely with torque control and auto reverse, all with cellular fiber optics. Also feature 6 easy to program endo presets and sterlizable brushless motor. Air/electric conversion kit for any delivery unit.
Contains: ELECTROtorque TLC unit with SAFEdrive, KL702 brushless electric motor, electric tubing, transformer & mounting bracket with hardware.

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……………………………..

So, You Need More Patients?

 You read the articles, you go to the seminars and everyone tells you they have the answer. But, your practice is in a metropolitan area, there is a dentist on every corner, and they all work with the same insurance companies. Now what?

Well, all of those dental offices are reading the same articles and attending the same seminars so everyone is doing the same thing and everyone looks the same. So, you need to first clearly recognize and understand the target. I am sorry for terming patients as targets, but for the purpose of future marketing discussion, that’s what they are.

Average people take notice of something that is different. A positive difference holds their attention for a few seconds longer and tends to leave an impression. Marketing 101 – “packaging is 95% of the sale” – “quality gets the re-order”. Your marketing plan is your package and your office procedures and protocol is you quality. The quality issue is staff and practice management and that is a separate business issue. However, first impression makes the difference when aiming at the target.

A dentist comes out of school energized in practicing the highest quality of oral health care. I hear from them constantly talk about how good they are and how they can’t understand why more of their patients and community doesn’t realize that. The truth is that the quality you provide, unfortunately, is 2nd or 3rd on the patient’s priority list. It comes behind price and the office visit experience. Your quality and abilities are assumed to be good. The medical community and your instructors have put you in a box and if you want to succeed in the competitive market you are in, you need to think outside the box.

You need to wrap your package and put bows and ribbons on it. You know the contents (quality) is there but business development requires more. You and your staff need to exceed the expectations your target market expects. You need to do more than just treat tooth decay and reconstruction.

You need to present a total healthcare format and you need your staff to be on-board. The consistency of your staff’s presentation is part of both you package and protocol. If you are interested in enhancing your non-clinical protocol and energize your practice, please feel free to contact me with any questions or concerns @ 201-321-7494 or

Give Kids A Smile……………………………………………..

Today is Sunday January 20th. 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 these messages!

Cliff Marsh

Henry Schein Dental

P.O. Box 663 / 45 Rt. 46East

Suite 605

Pine Brook, NJ 07058


January 20, 2013 - Posted by | Uncategorized

1 Comment »

  1. I really like it whenever people come together and share
    opinions. Great blog, keep it up!

    Comment by natural remedies for teeth whitening | April 20, 2013 | Reply

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