Cliff's Notes

The Business of Dentistry

Dental Product Liability, What you didn’t know!

Cliff’s Notes for March 24, 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.

You cannot escape the responsibility of tomorrow by evading it today.”

Abraham Lincoln




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

“Computer design of a Porcelain Crown”


Over 140 Dental Videos

In This Week’s Issue

  • The Root of It Commentary

Product Liability, It’s Your Choice!

  • The Office Manager Blog

What if Every Day Could be Perfect?

  • American Association of Dental Office Managers

9th Dental Office Manager’s Conference!

  • Aruba Inventory Management

Missing Invoices and Delivery Tracking Reports!

  • April Seminar Notice
  • This Week from the ADA

Better Information Urged for the American Affordable Care Act!

  • Product Review

Medical Emergency Kits

  • The Henry Schein Outlet Store

Maxima LED Cordless Curing Light!


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

image001Product Liability, It’s Your Choice! Pay a Little Now or a Lot Later!

Product Liability is something most dental offices don’t concern themselves with just because it is not on the “front line” of your business battle. However, in military terms, don’t let yourself get flanked!

Product liability is what I call the silent killer. Your clinical liability (malpractice) is directly affected by the performance of the materials you use. You have an insurance policy that backs you up for malpractice litigation but is you need to engage that insurance, what happens to your rates?

If a clinical material fails and a patient begins litigation, the plaintiff’s lawyers will go after everyone. Even though all steps and procedures were followed and documented in the patients chart, you are the most vulnerable and you will need to defend yourself. However, the manufacturer whose product failed has “product liability insurance” that could back you up and stave off any financial damage.

All licensed dental materials manufactures carry product liability insurance usually in excess of $2M/ incident. Henry Schein, as well as other 1st tier distributors, carry additional insurance but insist on manufactures to provide their “proof of insurance” or their products will not be distributed. As an example, last year a large and popular dental manufacture was late in providing proof and Schein stopped the distribution of their products until the documents were received.

So, did you ever ask your vendors for their proof of insurance? Did you know that if a supplier is not authorized to distribute a product the manufacturer has no liability to you? Are you using “guaranteed materials”? Maybe not…..I would suggest contacting your suppliers and get in writing a product liability statement. Also, you may want to contact some of the material manufacturers (Dentsply, Kerr, 3M, GC America, etc.) and get a better understanding of their support for product failure when the procurement of the material is from your favorite supplier. And, consult with your insurance and legal advisors on how to protect and prepare for what could hit you from the blind side.

By the way, Dr. Gordon Christensen also has an opinion on the issue, ask the CRA. The bottom line is don’t be penny wise and dollar foolish when it comes to your business dealings.

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

What if Every day Could be Perfect?


What if you could map out your perfect day? Wouldn’t life be great if you could take the guesswork out of scheduling and meet your production goals every day? If you could make this happen in your Dentrix software, would you be interested?

Using the Dentrix Perfect Day Scheduling is the way to map out your perfect day, take all the guesswork out of scheduling, and help your office schedule to goal. I have used it in my office and implemented it in many other offices and the results are amazing! Using the Perfect Day Scheduling, however, takes a lot of discipline on the part of anyone who schedules appointments in your office. It takes a strong will to look at the new patient time block at 4 p.m. and not give it away to your patient of record who is looking for something after school. It also takes some good verbal skills to direct the patient into a spot that has been mapped out for a certain type of procedure. If you and your team can all agree that this is in the office’s best interest, then you will see amazing results … both in patient flow and production.

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:……………………………………

9th Dental Office Manager’s Conference!


The American Association of Dental Office Managers

Conference time is here! The team here at AADOM can’t wait to see you down in the land of Mouse! September will be here before you know it and the kids will be returning for another school year. But YOU will be meeting new friends and catching up with old ones at the beautiful Gaylord Palms Resort in Orlando all while getting an exceptional education. Unless, of course, you bring the kids and turn this into a family vacation!

The line-up this year is education packed and full of what I like to call ‘fun to listen to’ speakers. They deliver their education with punch! The topics are timely you will take away pearls that will improve your practice substantially. This year we have a pre-conference day dedicated to software training. If you want to gain the most out of your Dentrix, Eaglesoft, QSI or Carestream systems then plan on coming in early for this session! Taught by experienced trainers and super users, these courses will enhance and enrich your practice management software experience and give you tips and new reports you can use as soon as you get back to your practice.

To read the rest of this article, log onto:

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

This Week’s User’s Tip! – Missing Invoices & Delivery Tracking Reports!


You have the monthly statement but you can’t find the invoice….

This is a common place problem with all businesses but Aruba makes it easy. By clicking on the “history” button at the top of the screen you will see a listing of all of your invoices over the past 2 years. If you highlight the invoice in question you can verify the receipt of the merchandise by looking at the bottom of the screen for the shipment tracking number. By clicking on the number you will be directly linked to United Parcel Service and a proof of delivery will appear on the screen.

If you need a copy of the invoice, double click on the highlighted document and a copy will appear on the screen that can be printed for your hard copy records.

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

2 April – Seminars: See Attachment for 2 Great Get Away Programs.

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

          April 22nd – 6:00 PM to 9:00 PM

Vizstara Professional Dental Educational Center

300 Sylvan Ave. Englewood Cliffs, NJ

3 hours of Continuing Education (C.E.R.P.)

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

Learn the technique in taking the impression for the Moses Sleep Appliance.

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 (C.R.R.P. / PACE)
  • All patient marketing information, and screening, submission forms
  • A public listing on the Sleep Medicine Dentist website (
  • Development and hosting of a personal sleep medicine website ($95/month optional)
  • HCT Certification for Advanced Training 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:……………………

image005  Better Information Urged for the Affordable Care Act!

March 14, 2013 By Craig Palmer, ADA News staff

Washington— Consumers shopping in the Affordable Care Act marketplace may have difficulty choosing the most appropriate dental benefit product to meet their individual and family needs under current regulatory guidance, the American Dental Association and American Academy of Pediatric Dentistry told federal regulators.

Insurers must offer pediatric dental coverage as an essential health benefit beginning in 2014, but consumers shopping through the new insurance exchanges won’t necessarily have to buy it Insurance exchanges are scheduled to begin enrolling beneficiaries for federally subsidized coverage on Oct. 1

To read the rest of this article, log onto:

Product Review – Emergency Medical Kit………………..

The SM-Series Emergency Medical Kit from HealthFirst is designed for the general dental practice that needs to be compliant and prepared for medical emergencies. The contents of SM-Series kits meet today’s standard-of-care, are compliant with many state regulations and are consistent with the recommendations from the ADA, JADA and the HealthFirst Independent Medical Advisory Board.

All HealthFirst emergency medical kits include the OnTraQ Quality Refill System. Medication and device expiration date are tracked and replaced automatically to maximize shelf-life, save money and ensure readiness.

Save money while gaining peace-of-mind that you’re compliant

• Epinephrine Auto-Injectors & Back-up Ampules

• Diphenhydramine

• Albuterol Inhaler

• Nitroglycerin Pump-Spray or Tablets

• Aspirin

• Ammonia Inhalants

• Glucose

• CPR Pocket Mask

• Medications for sedation-related emergencies (optional)

• Dedicated Oxygen (optional)

Product #6240055 …. $499.99

The Henry Schein Outlet Store:…………………………..

Special of the Week!

Condition: Overstock
Part Number: 900-4427-N Manufacturer Part Number: 9004427
Catalog Price: $624.99 Outlet Price: $299.00

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

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 24, 2013 - Posted by | Uncategorized

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