Cliff's Notes

The Business of Dentistry

Stop Being Just a Dentist! Where there is a Will there is a Way!

Cliff’s Notes for April 28, 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.

People who say it cannot be done should not interrupt

those who are doing it.”

George Bernard Shaw


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

“Implant Pick-Up with Quick-Up”


Over 145 Dental Videos

In This Week’s Issue

  • The Root of It Commentary

Stop Being Just a Dentist!

  • The Straine Effect: Concepts  in Practice Management

Where There is a Will, There is a Way!

  • The Office Manager Blog

There is Always Learning to be Done!

  • American Association of Dental Office Managers

More Than Just “The Girls Up-Front”!

  • Aruba Inventory Management

It’s Time to take control!

  • This Week from the ADA

Antitrust exemption outdated, ADA tells Senate!

  • Product Review

The TF Adaptive File, Endodontics at the Next Level!

  • The Henry Schein Outlet Store

Gendex Digital Sensor Holders!

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

image001   Stop Being Just a Dentist!

 This past week I had the fortune to speak in front of a sold-out session on obstructive sleep apnea or as I termed it, the “Total Health Concept”. The first question I asked the audience was “how many physicians we had in the room?” and the answer was exactly what I expected, nobody raised their hands. My response to that was a simple 2 words “WRONG ANSWER!

You see, in dental school they put you in a box and told you that your job is to fix teeth. The medical profession looks down on you as the people that couldn’t get into medical school, when in reality you are the front line of preventive medicine. The average, presumably healthy, patient sees their dentist 4 to 6 times more often than their primary care physician. You are no different than a cardiologist that specializes in the heart muscle, you specialize in the oral cavity and 99.9% of everything that enters the human body goes through your world. Now that you have a better understanding of who and what you are, let’s talk about using your new found identity to grow your practice and separate you from the dental office down the street.

The average dental patient doesn’t really know if you are a good dentist or a bad one. All they know is that they trust you and your staff and have a good experience in your chair. Growing your practice is all about the patient experience!

Ask yourself these 10 questions:

  1. Do we take every patient’s blood pressure?
  2. Do we screen for OSA?
  3. Do we screen for oral cancer?
  4. Do we do complete probing?
  5. Do we test for excessive oral bacteria?
  6. Do we ask diabetic patients to check blood levels while in the office?
  7. Do we communicate the relationship between oral & systemic health?
  8. Do we communicate with the Patient’s Primary Care physician?
  9. Do we know who the Patient’s Primary Care physician is?
  10. Do we explain to the patient that we are a total health facility?

The Total Health Concept will increase your patient’s chair time by about 5 minutes. However, you are providing the patient with health care services that they have never gotten on a 6 month basis. If any abnormalities are discovered, your communication, in writing, with the patient’s primary care facility is a extremely valuable internal marketing program and who knows, you just may save someone’s life.

Please contact me for more information on implementing total health into your practice. A one hour lunch & learn is all that is needed to get started. The best part is that it probably won’t cost any money to implement.

Start being the health care professional that you are. Go beyond the mouth!

The Straine Effect!………………………………………………………….

Kerry Straine  Concepts in Practice Management: Where there is a Will, there is a Way!

Great leaders come in all shapes and styles with tremendous range in emotional and cognitive intelligence and behavioral strengths and weaknesses. Being a great leader is not the result of good genes or good luck; rather great leaders simply know how to generate results for the organization. Great leaders are also great bosses and connecting with each employee and creating an environment where every employee feels valued is essential to creating the kind of organization that generates results for its employees as well. Before I tell you the nine Dental CEO practices that I recommend you follow in order to become more effective as the leader of your organization, I want to share with you the results of a recent Florida State University College of Business study. Researchers surveyed more than 700 people who work in a variety of jobs about their opinions of supervisor treatment on the job and found the following:

  • 39% said their supervisor failed to keep promises.
  • 37% said their supervisor failed to give credit when due.
  • 31% said their supervisor gave them the “silent treatment” in the past year.
  • 27% said their supervisor made negative comments about them to other employees or managers.
  • 24% said their supervisor invaded their privacy.
  • 23% said their supervisor blames others to cover up mistakes or minimize embarrassment.

The researchers also found that employees stuck in an abusive relationship with their supervisor experienced more exhaustion, job tension, nervousness, depressed moods, and mistrust. They also were less likely to take on additional tasks, such as working longer or on weekends, and were generally less satisfied with their job.

To read the rest of this article, log onto:

To schedule conference call appointment, at no cost or obligation, with Kerry Straine, please feel free to contact me at any time @ 201-321-7494 or send me an e-mail @

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

image001There is Always Learning to be Done!

Seven years ago when I took the Dentrix Certification course to become a trainer, the only reason I did it was I wanted to learn more about the program. When the training department sent me on my first initial training, I knew that teaching, coaching, and consulting was my calling … but I know that I can’t reach everyone out there. I also know that, even with our team of 120 certified trainers, we can’t reach everyone using Dentrix. Whether you are a new team member using Dentrix for the first time or the office manager who has been with the office your entire career, there is always learning that can be done. This is why I am so excited with the redesign of the Dentrix Resource Center and the Learning Plans.

With the redesign, when you log into the Dentrix Resource Center, you can select a Learning Plan that fits your common tasks or job functions. You also have access to many other tools such as…

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  More Than Just “The Girls Up-Front”!

The American Association of Dental Office Managers

A well-trained insurance administrator and treatment coordinator are valuable members of the dental team. They can usually assist the doctor with increasing monthly production by several hundred to several thousand dollars. Just think of what that would do for your practice.

Only the doctor can diagnose and determine a treatment plan. But once the treatment plan is complete, the insurance administrator can add valuable insight in respect to sequencing and timing of specific treatments. The key is open communication between doctor and team. By making a few little adjustments and using the correct code, you can get paid for the things you already do.

Patients are always looking to stretch their dollars. It is important that patients have an experience that exceeds their expectations and they have a greater perceived value of your services than they would at another office. Dentists have no control over most of their overhead. However, they do have control over their perceived value.
Clear communication with the patient is essential to the success of the practice. Not only should team members be able to effectively speak to a patient, they must also hear what the patient has to say. Most patients are less concerned with the type of treatment needed and more concerned about out-of-pocket expense, time off work, etc.

To read the rest of this article, log onto:

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

image006This Week’s User’s Tip! – What are you Waiting For?

It’s FREE! What are you waiting for? Stop walking over dollars to pick up dimes! Start running your practice like a business is supposed to run.

The Aruba inventory management system will save you time and money and reduce your inventory carrying costs. That results in increased cash flow. Increased cash flow = an increase in retained earnings. How can you not just love more “retained earnings”.

For more information on the “free” Aruba Inventory Management Software, please feel free to contact me at any time @ 201-321-7494 or

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

image005       Antitrust exemption outdated, ADA tells Senate!

   April 18, 2013   By Craig Palmer, ADA News staff

Washington—The Association urged Senate support for legislation “eliminating the unwarranted antitrust exemption that grants health insurers special status and permits them to ignore the competitive rules that apply to every other business in the United States.”

Legislation offered in the House by dentist/Rep. Paul Gosar (R-Ariz.), H.R. 911, would amend the 1945 McCarran-Ferguson Act with respect to the business of health insurance, including dental benefit plans.  The McCarran-Ferguson law exempts the health insurance industry from antitrust laws.
That law is outdated, the Association told the Senate Judiciary subcommittee on antitrust, competition policy and consumer rights in written testimony offered for the record of an April 16 hearing on “Oversight of the Enforcement of the Antitrust Laws.”

To read the rest of this article, log onto:

Product Review – TF Adaptive File……………………………………

Endodontic at the Next Level!

Although I personally advocate reciprocal movement over rotary, some practitioner prefer the rotary method. Now with Sybron’s Elements Motor, you can have both!

Adaptive Motion Technology is based on a patented, smart algorithm designed to work with the TF Adaptive file system. This technology allows the TF Adaptive file to adjust to intra-canal torsional forces depending on the amount of pressure placed on the file. This means the file is in either a rotary or reciprocation motion depending on the situation. The result is exceptional debris removal with our classic rotary Twisted File design and less chance of file pull-in with our Adaptive Motion Technology. Now that’s rotary when you want it and reciprocation when you need it..

= Cross-Section of TF Adaptive File

The Elements Motor with Adaptive Motion Technology provides recommended settings for TF Adaptive, TF Classic, K3/K3XF, LightSpeed, M4 and custom settings.


Click here to download a printable TF Adaptive Technique Card


For more information see page #264 of the henry Schein 2013 Dental Catalog

or log onto:

The Henry Schein Outlet Store:………….

Special of the Week!

Condition: Demo
Part Number: 189-9739-D   Manufacturer Part Number: 551001
Catalog Price: $239.99   Clearance Price: $79.00

Warranty: 3 Month Warranty (All Sales Final)
Contains: 5 arms, (1 anterior, 2 posterior, 1 bitewing, and 1 endo); 5 aiming rings(1 anterior, 2 posterior, 1 bitewing, and 1 endo); 10 bite pieces (2 anterior, 4 posterior, 2 bitewing, and 2 endo); and 8 baskets (holders): 2-#1 vertical (black), 2-#1 horizontal (black), 2-#2 vertical (white) and 2-#2 horizontal (white).

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 these messages!

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

April 28, 2013 - Posted by | Uncategorized

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: