Cliff's Notes

The Business of Dentistry

Do You Think You Have a Hygiene Department?

Cliff’s Notes for March 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.


Doing what’s right isn’t the problem. It is knowing what’s right.”

Lyndon B. Johnson




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

“OptraSculpt Pads”

By Ivoclar Vivadent


Over 130 Dental Videos

In This Week’s Issue

  • The Office Manager – Introducing Dentrix Ascend, My Favorite Feature!
  • American Assoc of Dental Office Managers – Star Power & Company Power!
  • Aruba Inventory Management – “The Personal Shopping List”!
  • March & April Seminar Notice – March & April Seminars 44 CE’s!
  • This Week from the ADA – Dental & Nursing Students, The One Stop Shop!
  • The Henry Schein Outlet Store – Special “Progeny JB-70 X-ray!”
  • Product Review – OptraScupt Pad by Ivoclar Vivadent!
  • “The Root of It Commentary – Do You Think You Have a Hygiene Department?



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

Introducing Dentrix Ascend, My Favorite Feature!


I am sitting on my flight home from the Chicago Midwinter meeting where Henry Schein announced the launch of their beta version of the new Dentrix Ascend web-based practice management software. While I was at Midwinter, I sat through three demos, grilled Adam and the team with questions, and then went to the Dentrix Ascend booth and played around with it on my own. Even though it is still in beta (the testing phase), I am extremely excited about this product and it’s potential to effectively manage the dental practice. Now, I am definitely not abandoning Dentix. Dentrix is by far the most robust, customizable, and comprehensive practice management system out on the market. However, the new Dentrix Ascend will become a part of my professional life.

I want to share with you what I saw and highlight some of the amazing features of Dentrix Ascend

GPS … which stands for Goals, Problems, and Solutions. This is freaking brilliant! On the office overview screen, the dashboard can be customized for your job description in the office. For example, if you are the financial/billing coordinator, your “dashboard” would show you problems that need attention – 3 unpaid claims, 2 claims unsent, 5 claims need attention, 4 unpaid accounts, etc.

To View the rest of 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:…………………………………………………

Turning Star Power into Company Power! By Kacia Bal

image004The American Association of Dental Office Managers

Though the outcomes are dramatically different, powerful personalities Steve Jobs and Lance Armstrong both displayed narcissistic traits. Some now suggest organizations can accentuate the positive elements of employees with those traits, including contagious passion and drive, while taking steps to avoid the destructive fallout that comes with arrogance and ruthlessness.

Narcissism in employees, when carefully identified, addressed and channeled, can be molded to benefit an organization, according to new research by Hogan Assessment Systems, based in Tulsa, Okla.

The white paper, published by the personality assessment and consulting firm as an e-book, analyzes the relationship between job performance and participants’ scores on Hogan’s bold scale, a measure used to indicate a tendency toward narcissistic behavior. The study, which included nearly 1,000 participants, concludes that intuitive managers can motivate high-bold types to become competent leaders and company assets.

To read the rest of this article log onto:

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

image006This Week’s User’s Tip! – The Personal Shopping List!

2 Doctors, 2 Hygienists, 3 Assistants and everyone uses something different! As a purchasing manager this is a nightmare to deal with. What do you do when Dr. Bob yells out “hey, get me more of that new Tempbond”? Ok, there are 5 different types of Tempbond, which one do you want? Or when Mary the hygienist tells you she needs another “universal Cavitron insert”, which one! There are 6 different styles referred to as universal.

Well, ask Aruba! The personal shopping list will solve the problem. Granted, like all computer data you need to keep it updated, but Aruba will keep it organized. Here’s how you do it……

At the top of the Aruba screen you will see a button entitled “Shop List” click on the button and the personal shopping list window will open. When the window opens click on the “New” button and enter the person’s name. Now you’re ready to start entering the items exclusive to that person. Once the items are on the list, by clicking on the item and then on “add to order” the product will be automatically added to your current order. However, you need to remember that Aruba will automatically list the same quantity as was ordered the last time so you may want to adjust that.

Next week we will talk about Bar Coding and Henry Schein’s Free Bar Code Scanner.

The Aruba inventory management system will save you time and money and reduce your inventory carrying costs. That results in increased cash flow. 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.

See The Attachments for More Details on 6 Great Seminars & 2 Fantastic Fun-In-The-Sun Getaways!

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

image005  Dental, nursing students collaborate for “one-stop” health care!

   February 27, 2013 by Karen Fox, ADA News staff

(Cliff’s Note: As I have been saying, Total Health is coming to dentistry; it is time to get on the train!)

Cleveland—Patients in dental chairs at the Case Western Reserve University School of Dental Medicine are seeing something new these days: a nurse.
The CWRU dental and nursing schools are taking an innovative and interprofessional team approach to treating patients in a new three-year test project known as the Collaborative Home for Oral Heath, Medical Review and Health Promotion, or CHOMP.

The program creates, in essence, a one-stop shop for patient care.
Funded with a $265,000 grant from the Health Resources and Service Administration to the school of nursing, CHOMP debuted in January at the Case Western Reserve dental clinic. The grant targets efforts where health sciences are finding new ways to bring the health science professions together in working and learning situations. Patients will continue to pay for regular dental exams and testing, but the grant defrays fees for health screenings and immunizations.

“We have been thinking for a long time about how dentists and dental offices can be of even greater value to society by playing a broader role in primary health care,” said Dr. Jerold Goldberg, dean of the dental school.

To read the rest of this article, log onto:

Product Review –OptraSculpt Pad…………………………………

OptraSculpt Pad is a new modelling instrument from Ivoclar Vivadent with foam pad attachments designed for the non-stick adaptation of composite materials. This instrument allows composite filling materials to be shaped without leaving unwanted marks. Smooth and even restoration surfaces can be achieved with ease. Reference scales on the instrument handle assist in the creation of the desired esthetic results.
OptraSculpt Pad is a modelling instrument with special foam pad attachments, which enable the efficient, non-stick application of composite filling materials. It is particularly suited for the placement of Class III, IV and V restorations and direct veneers.

* Non-stick shaping and contouring:

The non-stick attachments of OptraSculpt Pad enable composite filling materials to be shaped and contoured with ease, without leaving any unwanted marks. Fillings with smooth and even surfaces can be achieved with utmost efficiency.

* Creating smooth and even surfaces:

Natural-looking results are easy to accomplish in anterior and cervical restorations due to the special material of the pad attachments. The highly flexible synthetic foam material optimally adapts to the tooth shape and allows the filling to be contoured smoothly.

* Professional esthetic results:

Reference scales on the instrument handle assist in the creation of esthetically pleasing, anatomically correct anterior restorations. The markings allow the clinical situation to be compared with the ideal average tooth width proportion and angular alignments in the upper anterior dentition.

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: Overstock
Part   Number: 606-0001-N  /  Manufacturer Part Number: I7017
Catalog Price: $5,180.00   Outlet Price: $2,429.00Warranty: 1-Year
The JB-70 redefines AC   technology with superior imaging capabilities, simple, efficient operation   and smart good looks. Progeny’s advanced pre-heat feature makes the JB-70 the   workhorse of your practice – ideal for standard and high speed films and   optimized for today’s digital sensors. It’s a new generation of dental   imaging brought to life in an intraoral x-ray system that is smarter, more   reliable and easier to use.Installation must be done by Henry   Schein Dental only

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 Really Think You Have a Hygiene Department? Probably Not!

The first question you need to ask yourself is if you understand what a hygiene department is supposed to do? It has been my experience that very few offices really know and those that think they do don’t engage the new concepts or understand how the clinical/business pieces fit together.

Every practice management specialist will tell you that hygiene is the engine that drives the growth of a dental practice. The full concept is so much more than we can talk about in these notes, but maybe we can touch on the purpose of having a hygiene department.

Do you understand what a hygienist job really is? It’s just not cleaning teeth, taking x-rays and educating on oral cleanliness. Hygiene’s job is to make sure that the mouth is 100% text book perfect. Now, there is no mouth that fits that description and that is when the dentist’s clinical diagnosis comes in.

You see, in most cases your patients trust your staff more than you. If a hygienist tells a patient that they notice recession below a 12 year old crown and that they want to bring it to the doctors attention, your job of suggesting a “replacement” treatment plan is 90% done. Now don’t get me wrong, you may evaluate the situation and tell the patient that it looks fine for now but it needs to be “watched” but hygiene raised the question as a clinical observation.

A fully understood and managed hygiene program also fuels a systemic health program and elevates the patient experience. How long does it take (or in a dentist’s world how much does it cost) to screen for oral cancer? The same holds true for obstructive sleep apnea, oral DNA testing, hypertension and a host of other topics that may be covered by health insurance.

The creation of a first class hygiene department starts with a simple 30 minute no-cost evaluation that will dramatically change your practice. A 90 minute lunch & learn will get it started.

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 650, 45 Rt. 46 East, Ste. 605

Pine Brook, NJ 07058

Cell: 201-321-7494

Fax: 201-262-2210!/cliff.marsh1

March 3, 2013 - Posted by | Uncategorized

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