Cliff's Notes

The Business of Dentistry

“Dentistry is More Than Just Fixing Teeth” & “Bar Code Supply Ordering”

Cliff’s Notes for March 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.


“Always in Motion is the Future”





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

“The Hu-Friedy Pedo Crown Tutorial”


Over 140 Dental Videos

In This Week’s Issue

  • The Root of It Commentary – Dentistry is More Than Just Teeth!
  • The Office Manager – Building relationships One Referral at a Time!
  • American Assoc of Dental Office Managers –Pros and cons of a new practice!
  • Aruba Inventory Management – Bar Coding & Scanners!
  • March & April Seminar Notice – See Attachments!
  • This Week from the ADA – Grants Authorized for Violence Education Training!
  • Product Review – Sheer White Whitening Strips!
  • The Henry Schein Outlet Store –      LF2-5K      Unit/Chair MT. Light-Gray!

The Root of It Commentary………………………………………………

image001Dentistry is More Than Just Teeth & Your Practice Needs to Engage!

The modern dental office is rapidly transforming into a total health facility. Think about this next statement very carefully “there is no reasonably healthy patient that sees any physician more often than a dentist”. God bless the medical doctors, however, they don’t ask questions unless asked. They don’t see patient often enough to identify pre-cursers to abnormalities before they become issues. An oral healthcare professional does!

In dental school you were put into a box. You were told that your job was to fix teeth and the dental industry told you to change lives by creating the perfect smile. What about saving lives? Implants change the quality of life, but oral cancer screening saves them. Veneers enhance the quality of life, but OSA screening saves them. Same day dentistry enhances the patient experience, but Arestin therapy & DNA Salivary Testing saves them.

The ADA has just issued a Grant for dentists and their staff to be trained in identifying domestic violence (see “This Week from the ADA” – in this week’s issue). This is one more tool that is being given to you to change your practice into a true healthcare facility. The confidence your patients have in confiding with you and your staff is the biggest practice builder you can employ. All the marketing, gizmos and toys don’t compare to a passionate and person referral. So, how do you start changing your practice into a modern 21st Century Total Health Facility? STAFF EDUCATION!

Your staff needs to fully understand their role in healthcare. Like you, they come out of school in a box. It is your responsibility to show them the way out. Albert Einstein once said “If you can’t explain something simply, you don’t understand it well enough”.

With the help of several industry manufacturers & professionals, a “Total Health” instructional program has been developed that will get your team started. It is free of charge, requires 90 minutes (lunch & learn) and involves the concept of questions, screening, education and the employment of the patient’s medical insurance coverage to assist in diagnostics and treatment. Most of these programs require no financial investment but they do require a moral commitment. Become part of your community and separate your Oral Healthcare Practice form the rest of the pack.

By the way, the residual effect of this “simple” transformation is that your practice and revenues will grow at a rapid and substantial rate. All it requires is your understanding and commitment.

If you should have any questions or concerns please feel free to contact me at any time @ 201-321-7494 or

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

image001 Building relationships One Referral at a Time!

I was in a dental practice recently and the topic of marketing came up. One of the team members I was training was not only the hygienist in the office but also the doctor’s wife. She wasn’t as interested in learning how to document a perio charting in the computer as she was how to attract new patients. Even though marketing typically isn’t my specialty, she asked me point blank, “What do you think is the best way to get more new patients?” My answer was, “I believe internal marketing is your best way to attract new patients.” I have worked in the dental practice for more than 20 years and our best patients come from referrals from other patients. Next, she wanted to know how to reward patients for referring. I replied, “You live in a small community, so what about giving your referring patient a gift card from one of your local merchants? It is a win-win. You have a new patient in your chair, your referring patient has some money to spend, and your local merchant will be happy that the money is staying in the community. You might even get some referrals from the local merchant.”

These conversations led us to the amazing feature in Dentrix that allows your office to not only track referring sources and referring patients, but also the gratuities you give to your referrals.

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:…………………………………………………….

image004 The pros and cons of building a new dental practice!

By Donna Domino, Features Editor

The American Association of Dental Office Managers

March 1, 2013 — When Julia Hoang, DDS, graduated from dental school six years ago, she set a goal of taking over a practice within five years. But after trying unsuccessfully to buy the practice where she had been an associate for almost five years, she decided to take a leap of faith and open her own practice from scratch.

A little more than a year after Dr. Hoang made her daunting decision — and after overcoming countless obstacles — she saw her first patients last August.

The process, Dr. Hoang warns, is definitely not for the faint of heart.

Dr. Julia Hoang opened her practice in Moraga, CA, in August 2012. All images courtesy of Dr. Hoang.


“In school, when they talk about opening from scratch or buying another practice, everyone says it’s extremely difficult to open your own office,” she told while proudly showing her light-filled suite in Moraga, a suburb in the San Francisco Bay Area. “You think to yourself, ‘Well, I can handle it. How bad can it be?’ It’s actually pretty bad,’ “she laughingly recalled.

Dr. Hoang had planned to buy a practice in Orinda where she worked as an associate for four and a half years after graduating from the University of California, San Francisco School of Dentistry in 2007.

“I was supposed to buy that office twice and it didn’t happen,” she explained. “I did not want to open from scratch, but I was kind of convinced to do it because at that point I had to create an opportunity, rather than wait for something that wasn’t working out.”

To read the rest of this article, log onto:

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

image006 This Week’s User’s Tip! – Bar Coding & Scanners!

Bar Coding and Henry Schein’s Bar Code Scanner will streamline your practice and help create a true purchasing department. The Bar Code Scanning device resembles the car door lock control on your key chain and is provided free of charge by Henry Schein.

Bar coding your inventory will assist you in several ways. As a dentist, you don’t see the problems or time spent ordering supplies for your office or handling returns.. When I say supplies, I am referring to everything in the clinical space and business office. The clinical staff does not know what office supplies are used and the front office has no clue as to what a clinical supply is, so you need to turn everything into a “widget”. A widget is a generic term for something you use and a bar code system takes 90% of the guess work out of the process.

One of the most important supply side ordering protocols is a budget. To control your quarterly budget, one person needs to track the inventory investment for both clinical and business. This responsibility usually falls on the office manager and the OM usually know little about composites or cements. However, the scanner (like Yoda) is all knowing.

Once the bar code catalog and/or labels are in place, a staff member needs only to scan the code and the scanner stores all the information, on an almost unlimited amount of product. When plugged into the computer with the Aruba program the order will automatically be created and be ready for review, editing and approval. The Aruba system will not allow an item to be duplicated so multiple staff members can scan without the fear of over ordering. After the order is created, the office or purchasing manager can adjust quantities to fit into a JIT inventory management protocol.

One of my larger offices reduced their purchasing costs and increased their working cash flow dramatically by eliminating waste. They also eliminated 90% of their returns because there are fewer mistakes.

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  Grants authorized for violence education, training!

   March 07, 2013 By Craig Palmer, ADA News staff

Washington—President Obama signed legislation March 7 authorizing grants to strengthen the health care system’s response to domestic violence, dating violence, sexual assault and stalking.

The Violence Against Women Reauthorization Act of 2013 extends the statutory authority for federal programs designed to prevent domestic violence, including programs to help health care professionals better identify, counsel and refer victims of domestic abuse. The Association supported similar legislation in the previous Congress.

“Dentists who receive domestic violence education are significantly more likely to screen their patients for domestic violence and intervene,” the Association told the 112th Congress.

To read the rest of this article, log onto:

Product Review – Sheer White Strips………………………………..

Sheer White! Films are the most significant advancement in teeth whitening in nearly a decade! Fast and effective whitening that everyone will love. Carbamide peroxide gel that remains active for as long as 6 hours for longer wear and faster whitening. Thin, moldable films completely contour to teeth and arch, tightly adapting to each user’s anatomy. So comfortable to wear for an hour or even overnight. Finally, a whitening gel that stays where it belongs, against the tooth surface. Sheer White! A whitening system that delivers dentist office professional whitening results in the comfort of your home. Easier. Faster. Better.

Sheer White! fits tight, won’t move; you can speak clearly with no gooey gel. No more bulky whitening trays that pinch the gums or are uncomfortable to wear and prevent effective speech. No old style strips that slide around on the teeth. No gel running down the throat. And Sheer White! Films become virtually invisible. Sheer White! Whitening Films come in a convenient 10 strip kit featuring 5 applications. When you try Sheer White! you will immediately feel the difference. Give yourself at least an hour of wear time so you can feel how comfortable they are, how naturally you can speak while wearing them and how they eliminate excess gel from dispersing in your mouth and throat.

Sheer White! features 20% Carbamide Peroxide gel – the standard in whitening material. The film seals tightly to teeth and gums to keep the gel pressed against the teeth. Wear for an hour or overnight; the longer wear time means faster whitening. Whitening results are similar to that with whitening trays – except NO trays are required. The more whitening you need the more wear time is recommended. You will prefer Sheer White! over trays and strips. Because Sheer White! fits so tight, but so comfortably, you can speak normally with no lisping or drooling. Tasted good too! You can even have a drink while wearing Sheer White!

Sheer White! Key Features:

  • Thin, tight fitting films – for unmatched comfort.
  • Long-lived 20% strength Carbamide Peroxide – outstanding whitening results.
  • Increased convenience for more satisfying results.
  • No bulky trays to make, no additional costs.

6 Patient Kit #595-0000 – As low as $15.60/kit

24 Patient Kit #595-0014 – As low as $11.90/kit

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.

Pelton & Crane
Condition: Overstock
Part Number: 553-2463-N
Manufacturer Part Number: 044778GR-5K
Catalog Price: $1,695.00   Outlet Price: $1,179.00

Warranty: 1-Year

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

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

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March 10, 2013 - Posted by | Uncategorized

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