Cliff's Notes

The Business of Dentistry

“Reality Check-Dental OSA Diagnosis” & “The Lay Off Aftermath”

Cliff’s Notes for February 17, 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’s supposed to be hard! If it wasn’t hard, everyone would do it.

The hard is what makes it great.”

Jimmy Dugen (Tom Hanks) A League of Their Own





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

“Dental Ergonomic Seating”

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 – Reading Clinical Notes Like You Used To!
  • American Association of Dental Office Managers – The Lay Off Aftermath!
  • Aruba Inventory Management – “The Privileges Advantage”!
  • March & April Seminar Notice – March & April Seminars 44 CE’s! – See Attachments
  • This Week from the ADA – Transfer of Value Regulations!
  • Product Review – Sockit Healing Gel!
  • “The Root of It Commentary – Reality Check – Dental OSA Diagnosis & Treatment!
  • The Henry Schein Outlet Store – Special “Electric Lab Handpiece!”




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

Reading Clinical Notes like you used to!


With more offices every day transitioning from paper charts to electronic charting, we need to find the most efficient ways to not only document in the clinical record and view the information without having to click all over the place. From my experience, most doctors and hygienists want to be able to review their patients’ charts for the day and be able to quickly see what was charged and read the clinical notes together on one screen (similar to what they could see in the old paper charts). Today, let me share a view in the Dentrix chart that does just this.

If you open the Patient Chart and click on the Progress Notes default chart view, you will be able to view a larger screen of the patient’s clinical notes.

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:………………………………………



The American Association of Dental Office Managers

It’s an unfortunate truth that, as practice managers, one day we may have to layoff one or more of our employees due to financial hardship.  We hate to do it, but we also know it is necessary to ensure the survival of our business.
Of course, a layoff doesn’t just end with informing the employees you had to let go, and the ensuing unemployment claims; it also requires a sensitive and thoughtful approach to informing your remaining employees of why the layoff was necessary and addressing their concerns and questions.
Below is guidance to help you through this process as painlessly and drama-free as possible.

I. First Step.

After the layoff notifications are complete, it’s advised to meet the remaining team members to regroup as soon as possible.

•    Allow for at least 30 minutes.

•    Make every effort to have all retained employees present

•    Choose a location that will be private and uninterrupted

To read the rest of this article log onto:

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

image006This Week’s User’s Tip! – The Privileges Advantage!

 The Aruba inventory management system will save you time and money but there is an added “personal” advantage. When you become a Henry Schein Privileges Club Member, every time you use the Aruba system, you will earn “Privileges Points”, 1 point for every dollar spent. The Privileges Program is completely separate and does not affect any other discount or special pricing program we arrange privately. It is an extra based on customer loyalty.

Now for the big question, what is the Privileges Club?

Privileges Club Membership is free of any charges. The only qualification is that your office is a loyal Henry Schien family member. As a member you will receive all type of “un-advertised” discounts and specials on supplies, equipment & equipment service, pus access to the Privileges On-Line Catalog of gifts. Earned Privilege Points do not expire for 3 years and who knows, you may be able to get that big flat screen TV for the reception room.

As your Privileges Points accumulate you can use them towards items on the Privileges website. All you need to do is log on and register. If you are not a Privileges Member and wish to join, please contact me at any time @ 201-321-7494 or

Program Information:

Privileges Log-In:

Next week we will talk about Aruba’s “Shopping List” for employee expense management. 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:……………………..

Transfer of value’ regulations issued! ADA CERP speakers exempted.

 image005  February 13, 2013 By Craig Palmer, ADA News staff

Washington—The Association is reviewing transparency regulations that require reporting of certain payments or transfers of value to covered physicians and teaching hospitals. Dentists are not exempt from the Sunshine Act final rule published in the Feb. 8 Federal Register.

To read the rest of this article, log onto:

Product Review – Sockit (Gel)……………………………….


SockIt! is designed from the ground up to improve healing of all oral wound and virtually eliminate postoperative discomfort.

Manufactured by MCMP, SockIt! Oral Hydrogel Wound Dressing is drug-free, all-natural, and it is approved by the FDA for application to all oral wounds. SockIt! provides fast pain relief and promotes optimal healing, and it is ideal with tooth extractions, grafts, implants, SRP, laser procedures, ulcers, lesions, or injuries to the mouth. SockIt! can be applied in the office and sent home with the patient for use as often as needed.

SockIt! consists entirely of food ingredients, with no artificial ingredients or narcotics. SockIt! contains mannose polysaccharides from aloe vera, xylitol, as well as essential oils of cinnamon, clove, and thyme.

•Apply SockIt! to the affected area immediately after the procedure.

•For optimal wound care and comfort, instruct patient to apply SockIt! to the affected area at least 4 times per day, until the syringe is empty.

•Apply enough gel to cover the affected area; a thin layer will adhere to the tissue.

•SockIt! contains no drugs, has no toxicity or contraindications, can be used on all patient populations, and is safe when swallowed.

•Send SockIt! home with the patient. Multiple extractions and immediate denture patients may require two or more syringes.

•Most offices charge their patients for treatment with SockIt!.  Be sure to use CDT 9630 for insurance coverage.

•Send the Patient Instruction Sheet home with the patient.

For more information log onto:

Item # 173-0168 (5 Unit Package)

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:112-5641-D
Manufacturer Part Number:1125641
Catalog Price:$549.99 Outlet Price:$329.00Warranty: 1-Year
Handpiece system used for dental laboratory cutting, grinding and polishing. Upgraded control box electronics with advanced overload protection for improved reliability. Offers high torque and precision cutting with variable speeds up to 35,000 rpm. Handpiece incorporates ceramic-bearing technology for smooth, quiet performance. Heavy-duty, durable construction. Variable speed control.

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…………………………………

image001Reality Check – Dental OSA Diagnosis & Treatment!

The diagnosis of sleeping disorders is becoming a major topic in dentistry. The American Academy of Oral Systemic Health considers it a central part of the “new age dentist” and by now you have been inundated with e-mails, faxes and mailings telling you how to make big $$ by offering testing and treatments. Well, it’s time to understand to real story and get past the hype.

It is true that OSA (Obstructive Sleep Apnea) is grossly under diagnosed in the US population. It is also true that dentistry is the forefront of preventive medicine and early diagnosis. OSA is no different, however, don’t expect every test to result in a treatment plan but if you don’t seek you will never find.

Adding an OSA screening process will produce treatment plans at a rate of about 1 appliance to 5-6 tests. However, that 1 appliance could be a $5500.00 treatment plan. Now let’s look at some of the reasons that patients won’t engage in dental treatment.

  1. Testing results do not indicate OSA.
  2. Testing results indicate sever OSA and a CPAP is required.
  3. Testing results indicate a neurological condition requiring more advanced medical testing.
  4. The patient has a high medical insurance deductable and chooses not to pay out of pocket. That is when Care Credit can come into play.

The key is to screen every patient and understand the media’s role in advertising snoring appliances. Stopping a patient from snoring is not the issue, what is causing the snoring is the important part of a diagnosis. Hopefully it won’t be a life threatening condition but you will never know unless you look. Unfortunately, medical doctors don’t screen for OSA unless a patient registers a complaint, but dentists can as part of their normal medical history up-date.

Screen every patient, improve their systemic health, communicate with their primary care physicians and your practice will grow.

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 17, 2013 - Posted by | Uncategorized

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