Cliff's Notes

The Business of Dentistry

“Do Patients Sense Tension?” & “Obama Care Side Effects!”

Cliff’s Notes for February 3, 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.




“Coming together is a beginning. Keeping together is progress. Working together is success.”

Henry Ford 





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

“The Smart Bur II”

Over 130 Dental Videos




In This Week’s Issue

  • The Office Manager –Save Time & Be More productive!
  • American Association of Dental Office Managers – The Road Less Traveled!
  • Aruba Inventory Management – This Week’s Tip “Rebates & Free Goods”!
  • This Week in Healthcare News – Obama Care Side Effects!
  • This Week from the ADA – Be a Part of Shaping Dental Quality!
  • Product Review – Foundation Bone Graph Material + Free On-line CE!
  • “The Root of It Commentary – Do Patients Sense Office Tension?
  • The Henry Schein Outlet Store – Special “Diamond Stone Over-Stock!”




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


Save Time & Be More Productive!

A goal for many offices this year is implementing an electronic and automated appointment reminder and continuing care system. This is such a great idea! Not only will you save time by having someone else do the task for you, but you will be able to fill that time with more productive things. Here are some frequently asked questions that I have heard from offices.

Q: Is email and text part of Dentrix?

A: It is part of eCentral, which is fully integrated with Dentrix. eCentral is a big umbrella that includes the Communication Manager, Insurance Manager, and Website Manager. I will focus today on the Communication Manager, which includes e-mail, postcards, and texting. With this product, you can set the frequency of the correspondence, customize the e-mail message, and choose from hundreds of template selections. What do I think is the best part of it all? It will update the status of the appointment instantly.

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

Tips from the AADOM:…………………………………………………….

Beyond Practice Management: The road less traveled

By Don Deems, DDS, FAGD

image004 The American Association of Dental Office Managers

January 24, 2013 — Perhaps no book in this generation has had a more profound impact on our intellectual and spiritual lives than The Road Less Traveled, by M. Scott Peck.

Expressed in a way that is timeless in its message of understanding, The Road Less Traveled explores the nature of loving relationships and leads us toward peacefulness and fullness of life. It helps us learn how to distinguish dependency from love, how to become a more sensitive parent, and ultimately how to become one’s own true self.

Recognizing that — as in the famous opening line of his book — “Life is difficult” and that the journey to spiritual growth is a long one, Dr. Peck never intimidates his readers, but rather guides them gently through the hard and often painful process of change toward a higher level of self-understanding.

What about us dentists?

To read the rest of this article log onto:

Aruba EZ Inventory Control Software……………………………..

 image006 This Week’s User’s Tip! – Rebates & Free Goods!

Keeping track of rebates and free goods is time consuming and often ineffective, and that will increase the carrying cost of your inventory. It is another “un-seen” expense that lends it’s self to the general consumer mentality. Did you know that only about 5% of free goods are requested by dental consumers? Think about it, you place an order for a 6+1 deal and are told to send a copy of the invoice to the manufacturer, now ask yourself, was it done? Was the invoice flagged? Did you receive the product? Face it, you don’t know. 

The Aruba Inventory Management System automatically keeps those records for you. At any time you can print out a “Proof of Purchase” that has all the information required for obtaining the free goods. The POD also acts as a purchase order request so that you can track the receipt of free product.

So, how do you get the report from Aruba? At the top of the menu bar go to the “What’s New” tab and click. Then go to the redemption tab and chose the report you want to print. This tab will also show you every manufacturer special being offered nationally through Henry Schein, and that is about everything! However, remember the JIT (Just in Time) inventory philosophy, don’t buy product for the free goods, and buy what you need when you need it and if free goods are available within that format, great!

For more information on the “free” Aruba Inventory Management Software, please feel free to contact me at any time @ 201-321-7494 or

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

Obama Care Side Effects!

Doctors Heavy Caseloads Put Patients at Risk, Study Shows

Bloomberg News … By Shannon Pettypiece – Jan 29, 2013 12:00 AM ET

Almost half of hospital doctors said they routinely see more patients than they can safely manage, leading in some cases to unneeded tests, medication errors and deaths, according to a survey by researchers at Johns Hopkins University.

Seven percent of 506 hospital-based physicians surveyed said their heavy workload likely led to a patient complication, and 5 percent reported it probably caused a death over the past year. The findings are published in a research letter released yesterday by JAMA Internal Medicine.

 Click here to view video…


Jan. 24 (Bloomberg) — David Cordani, chief executive officer of Cigna Corp., talks about the U.S. health insurance industry and the company’s strategy. Cordani speaks with Tom Keene on Bloomberg Television’s “Surveillance” on the sidelines of the World Economic Forum in Davos, Switzerland. (Source: Bloomberg)

Doctors are increasingly taking on more patients to compensate for cuts in payments from health insurers, the researchers said. That workload is projected to increase as the 2010 health law expands insurance coverage to 30 million more Americans. The researchers, based at Johns Hopkins University in Baltimore, said there is a risk that rising patient volumes may increase costs by decreasing quality.

“Excessively increasing the workload may lead to suboptimal care and less direct patient care time, which may paradoxically increase, rather than decrease costs,” the study’s authors wrote.

Forty percent of doctors said they saw an unsafe number of patients at least once a month with 25 percent saying it prevented them from fully discussing treatment options or answering questions, according to the survey.

Researchers electronically surveyed doctors in November 2010 using a physician networking website. The average age of the physicians was 38 with an average salary of $180,000. Doctors said they could safely manage 15 people during a shift if they were able to devote 100 percent of their time to patient care.

Lawmakers have moved to prevent medical errors by putting restrictions on the number of hours doctors in training can work and set standards for nursing staffing levels. There are no similar limits on workloads for physicians who focus primarily on care of hospitalized patients.

Related Article: “About Half of Doctors Say They’re Burned Out by Workload”

Log onto:

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

image005  …  Be a Part of Shaping Dental Quality!

 January 28, 2013 By Kelly Soderlund, ADA News staff

As health care systems and how they are financed continue to evolve, much attention is focused on how to measure the quality of patient care. 

The Dental Quality Alliance, as established by the ADA, has taken the lead on developing quality measures within oral health care. These measures touch every practicing dentist in the United States, and as dentistry, how it’s modeled and how it’s financed changes in the future—specifically as a result of the Affordable Health Care Act—they’ll become even more prevalent. 

The mission of the DQA is to advance performance measurement as a means to improve oral health, patient care and safety through a consensus-building process. And here’s your chance to have a say.

To read the rest of this article, log onto:    

Product Review – Foundation…………………………………………..

Bone Graph Material – Easy – Fast – The Best!

 Foundation is a collagen-based, bone filling augmentation material for use after teeth extractions. It is not a bone substitute, but rather stimulates new bone growth at an accelerated pace. Used clinically in Japan since 1998, Foundation is now available in North America.

Immediately following an extraction, Foundation is placed into the socket. It is shaped in

“bullet” form for easy placement and is available in both small and medium sizes. Once inserted, the surrounding cells and capillaries infiltrate Foundation. As the extraction socket heals, it is filled with new augmented bone. There is no need to remove it and no membrane is required.

Foundation is helpful in maintaining bone after any permanent extraction. It is also ideal for pre-implant augmentation, as it will stimulate the bone to fill in at an accelerated pace allowing implants to be placed sooner, in some cases as early as 8 weeks. It is also recommended for third molar extraction sockets to ensure good “bony” support on the distal of the second molar.


  • Collagen-based, bone filling augmentation material
  • Promotes bone growth after tooth extraction allowing implants to be

            placed as early as 8 weeks*

  • Helpful in maintaining bone following any permanent tooth extraction
  • Bullet shaped for easy placement in extraction sockets
  • Available in 2 sizes, small and medium
  • Can be trimmed or shaped for a better fit
  • Independent studies, including University of Rochester, Eastman Institute

for Oral Health Research, available upon request

 Click Here:

FREE CE! Bone Augmentation Course 1 Free CE Unit

Foundation is shaped in bullet form and is available in both small and medium sizes for easy placement. The assortment pack contains a convenient mix of 3 small and 3 medium bullets. With the ability to trim or shape the material, and both sizes now available in one box, the assortment pack.

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. 

Star Dental/Dental EZ Diamond Stones @ $2.00 each!

Overstock (264224N)
Overstock (264227N)
Overstock (264228N)
Overstock (264229N)
Overstock (264235N)

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……………………………………………..

image001Do Patient’s Sense Tension in Your Office?

 The answer is YES!  I walk into a lot of offices on a continuous basis and it is pretty easy to tell if there is office stress or tension between staff members, the docs or both. Not only will this devastate your daily production, but it will create an uncomfortable feeling for your patient and adversely affect the all important “patient experience”.

Everyone has a bad day, but some have more than others and there are a multitude of reasons, some acceptable and some not. Staff cooperation, interaction and team harmony are often dealt with in stern or forceful manners, kind of like when we yell at our kids for fighting. However, your staff members are not children; they are adults and have the maturity, in most cases, to leave the pettiness at home. When your staff has problems with each other, management needs to get involved. Most people will have difficulty masking their emotions to patients, and if not addressed your practice building master plan could go into a death spiral.

There are many methods of promoting team harmony but the most affective one to get your staff to understand that everyone has issues in their lives and sometimes those issues result in aggressive or defiant reactions. As a manager you need to understand that most people live in a “me” world. They get so consumed with their own lives that they forget that most others have the same or similar problems.

How many of your staff meetings turned into complaint sessions? Well, you’re not alone. Team meetings need to be formatted with a solid agenda to be productive and not add to the stress. Management needs to insist that morning huddles and team meetings stay on tract and adhere to protocol. There is a time and place for complaint issues and constructive criticism.

Team harmony is the issue and needs to have its own time and format. So, how do you start? I always suggest a staff discovery meeting. A discovery meeting moderated by a neutral party (consultant) and is preformed without management personnel present. The reason for this is so that staff members can talk freely without the fear of management disapproval. Almost always the anonymous information obtained is very beneficial to the management team in reducing office staff “interactive” stress and increasing productivity. Once you know and understand the problems you can develop and institute a solution. It’s all about making informed decisions.

To find out more about how a staff discovery meeting can benefit your practice, please feel free to contact me at any time @ 201-321-7494 or

Final Thoughts for a Better World from 3 Very Wise Men….


“Ask not what your country can do for you; ask what you can do for your country”

John F. Kennedy

“We can’t help everyone, but everyone can help someone.”

Ronald Reagan

“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 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


February 3, 2013 - Posted by | Uncategorized

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: