Cliff's Notes

The Business of Dentistry

Cliff’s Notes for February 10, 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.


“It is rare to find a business partner who is selfless. If you are lucky it happens once in a lifetime.”

Michael Eisner



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

“ICON Smooth Surface Treatment Tutorial”

Icon’s Treatment of Incipient Decay has received its own ADA Code # D2990

Over 130 Dental Videos

In This Week’s Issue

  • The Office Manager – CDT 2013 update . . . How to Video!
  • American Association of Dental Office Managers – Skills Your Employees Need!
  • Aruba Inventory Management – Establishing a Supply Purchasing Budget”!
  • March & April Seminar Notice – Don’t Miss Dr. Ross Nash!
  • This Week from the ADA – Code Committee offers public opportunity for input!
  • Product Review – Dimanto – single-level polishing system for composites!
  • “The Root of It Commentary – Do You Know Who Your Business Partners Are?
  • The Henry Schein Outlet Store – Special “Acteon Implant Center!”




The Office Manager Blog:………………………….

CDT 2013 update . . . how to video!

 image001This is probably one of the biggest CDT updates that the ADA has come out with in a long time.  This video will help you and your office not only find the instructions to install the CDT 2013 update but how to apply it and update your system.  I cannot take credit for the video however, the amazing team at Henry Schein put together a great learning tool for you.  Enjoy!

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

Join us for the Dentrix Business of Dentistry Conference 2013

Join us for the 2013 Dentrix Business of Dentistry Conference August 8-10, 2013 at the Aria Resort and Casino in Las Vegas. For two days you will gain the knowledge and resources you can use to improve your practice.

Tips from the AADOM:…………………………….

image004 10 Skills Your Employees Need to Succeed

 The American Association of Dental Office Managers

What skills will employees need to help their companies succeed in this year and beyond? If your team doesn’t have those skills, how can you help them get there?

 CEB’s 2013 Executive Guidance analyzed some 20,000 employees worldwide to pinpoint the challenges facing business teams today.

Here’s the biggest challenge: While employers report they will need to squeeze 20 percent more productivity from employees to meet their business goals, employees say they’re already maxed out. More than two-thirds say their jobs have become more complex; 80 percent say their workload has increased; and 55 percent say they can’t handle the current level of stress much longer.

To read the rest of this article log onto:

Aruba EZ Inventory Control Software……………

image006This Week’s User’s Tip! – Budgeting Clinical Supplies!

 Budgeting your quarterly business expenses is tough enough without having to gage your clinical supply usage. It is true that on your accountants overall P&L statement clinical supplies only account for 6%-8% of your annual business investment so minimizing the time spent is more profitable than worrying about $1.00 on a box of cotton rolls. Working with a clinical budget and adjusting it based on production will dramatically enhance your bottom line. When coupled with JIT (just-in-time) inventory ordering system, the time and money saved on this non-revenue generating necessity can be re-invested into profitable production.

So, how can Aruba help? Within the Aruba reporting system you can produce a “monthly purchase report”. This report will list for you, by item, the amount (in dollars) of how much you spent with a grand total at the bottom. This is how you generate the report:

  • Go to the main menu bar and click on “file” then click on “reports”.
  • When the report drop down menu appears, click on “monthly detail report”.
  • When the detail report menu opens, chose the parameters (years) and click on the PDF button.

Unfortunately, the report will only consider items purchased from Henry Schein. However, with a privileges discount plan your costs can be locked in and there are very few, if any, dental distributors that carry everything with a consistent pricing/discount structure. Together with next day delivery facilitating a JIT (just-in-time) inventory, budgets and carrying costs can be contained.

Next week we will talk about Aruba’s “Privileges” advantage. For more information on the “free” Aruba Inventory Management Software, please feel free to contact me at any time @ 201-321-7494 or

March & April Seminars:…………………………..

  1. 1.   March Session on OSA Dental Diagnosis & Fabricating Appliances!

          Monday March 18th – 6:00 PM to 9:00 PM

            Vizstara Professional Dental Educational Center

            300 Sylvan Ave. Englewood Cliffs, NJ

To Register Call Asteto Dent Labs @ 1-800-447-7750

This session has limited seating. The session is 3 hours long and covers all aspects of incorporating a total health program into your dental practice with a focus on Dental Sleep Medicine, Diagnosis, Treatment and Medical Insurance Reimbursement.

Tuition $189.00 & Includes:

  • 3 Credits in continuing education
  • All patient marketing information, and screening, submission & consent forms
  • A public listing on the Sleep Medicine Dentist website
  • Development and hosting of a personal sleep medicine website ($75/month optional)
  • HCT Certification in Dental Sleep Appliances

            Course Curriculum:

  • Refreshments & Introduction
  • A review of Obstructive Sleep Apnea
  • The function of the appliance
  • Pitfalls in the treatment plan & who not to treat
  • Impression techniques & the use of the George Gauge
  • Fitting & adjusting the appliance
  • Dental Sleep testing, medical diagnosis & consent forms
  • Fees & Medical Insurance reimbursement
  •  Integrating sleep medicine into your practice
  1. 2.   April 17th – Meet Dr. Ross Nash!

Wednesday April 17, 2013

9:00 AM – 4:00 PM

Season’s Catering, Pascack Road, Washington Township, NJ

Dr. $199.00 / Staff $159.99

Continental Breakfast, Catered Lunch, 7 CE’s

To Register Call Asteto Dent Labs: 1-800-447-7750

In today’s economic climate we all know that cosmetic dentistry is down. The Componeer system and technique for creating same day veneers can reduce the patient’s cost by as much as 50% with some of the cost possibly being covered by the patient’s dental insurance (codes will be provided).

Dr. Nash will take you through the process and explain in detail why this unique and innovative process is more advanced and out performs the old “Lumeneer Style” process and puts the dentist in control.

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

Code Maintenance Committee offers public opportunity for input!

 February 04, 2013 By Kelly Soderlund, ADA News staff

The Code Maintenance Committee is offering dentists, third-party payers, dental specialty organizations or any other member of the public the chance to share their passion on changes to the CDT Code. 

The CMC is holding a three-day meeting Feb. 28-March 2 at ADA Headquarters to review 90 change requests. The first day will be an open session for public discussion and comment on the requests, a mix of additions, revisions and deletions to the Code on Dental Procedures and Nomenclature. 

On March 1-2, CMC members will review and discuss the comments and change requests and vote to accept or decline each one. Observers are welcome to these proceedings. 

“Dentists use the CDT every day in their practices,” said Dr. Jim Richeson, CMC chair. “It’s an aspect of dental practice that everyone should be familiar with and have a stake in. The CMC recognizes that and wants to give dentists and others who work with the Code the opportunity to weigh in on how it’s crafted.”

 To read the rest of this article, log onto:

Product Review – Dimanto Polishing System ………………………

Dimanto – single-level polishing system for composites

 The Dimanto one-step multi-use polishing system is designed for pre-polishing and high-gloss finish of composites, including those of the latest generation of hard highly filled materials.

Dimanto ist the new, single-level polishing system for pre-polishing and high-gloss polishing of composites, including those of the latest generation with a particularly hard surface. Dimanto is utilised without polishing paste. As Dimanto is a single-level system, there is no need to change polishers when proceeding from the pre-polishing to the high-gloss polishing stage, as would be the case when using multi-level polishing systems. The diamond-interspersed silicone polishers are manufactured to very high quality standards and are autoclavable. This makes them durable and suitable for repeated use. Dimanto polishers are available in five different shapes: lens, small and large tips, small and large cups. A precisely manufactured metal shaft allows for easy insertion into the contra-angle handpiece and permits the polisher to run smoothly and without vibration.

REF 2380 kit 5 pcs. mixed (one each of small point, large point, small cup, large cup,     lens)
REF 2381 Small point (10 pieces)
REF 2382 Large point (10 pieces)
REF 2383 Small cup (10 pieces)
REF 2384 Large cup (10 pieces)
REF 2385 Lens (10 pieces

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: Demo 
Part Number: 109-9811-D
Manufacturer Part Number: F27105
Catalog Price: $16,499.99
Special Price: $7,499.00Warranty: 1-Year
  • Precision, innovation and unparalleled performance.
  • Piezotome, I-surge and Newtron in one unit.
  • Three handpieces and two pumps make the Implant Center the ideal unit for surgical applications including:

Osteotomy and Osteoplasty, Sinus Lifts and Bone harvesting, Ligament dissection for extractions, Conventional ultrasonic applications – Over 70+ tips available

  • The ultrasonic evolution continues…1st EVER Autoclavable LED Ultrasonic Handpiece! 1st EVER “Air-Active” feature for cleaning dentinal debris (no air-water syringe required).
  • Two 300mL tanks which are easy to refill, even during a procedure.
  • Newtron technology means power, control and reliability.

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 You Know Who Your Business Partners Are?

 As a member of the Henry Schein Business Development Team the word “sales” has taken on a new perspective and meaning. The truth is that the success of a company’s client base will ultimately drive the success of the company. Your practice will grow by improving the overall health of your patient base and providing “value added” health related services such as nutrition and health screening initiatives such as hypertension, obstructive sleep apnea, salivary DNA testing, etc.

Business and practice management are very closely related but also very different. This is something that the average “dental salesperson” does not understand even though it is the most important factor in a business relationship. When owning/running a business it is necessary to have “business partners” that understands that their success directly depends on yours, and if you look at everyone as an adversary then you will be in the fight alone. If you look at your supply vendors and labs as just places to obtain goods and services, again you’re in the fight alone.

I once attended a seminar given by a financial firm on dental practice management. One of the attendees asked how a particular goal could be accomplished if lab bills kept increasing. The “experts” advice was to find a cheaper lab! WRONG – WRONG – WRONG …. The correct answer should have been; what additional values are you getting from your lab? Do your cases come back when promised? Does the lab offer consultation on cosmetic and advanced restorative case? All those service improve your production and lower your overall costs.

A number of year’s back 3M approached my company referring to me as a supply chain partner. That’s when the concept wormed its way into my thick skull. 3M understood that if they could help my organization be more profitable, it would be in my best interest to promote their product line. It is important that the services your partner offers are quality, and if they are you have a winning situation for everyone involved including your customer (patient).

Try asking your “vendor partners” what they can offer in value added service and way that against your overall cost of doing business. If you should have any questions or concerns 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 10, 2013 - Posted by | Uncategorized

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