Cliff's Notes

The Business of Dentistry

Hygiene is the Engine & Re-Care is the Fuel

Cliff’s Notes for May 19, 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.



“When I was 5 years old, my mother told me that happiness was the key to life. When I went to school, they asked me what I wanted to be when I grew up. I wrote down “happy”. They told me I didn’t understand the assignment, and I told them they didn’t understand life.”

John Lennon



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

“On-Hold Messaging”

Over 145 Dental Videos

In This Week’s Issue


  • The Root of It Commentary

Hygiene is the Engine That Drives your Practice and Re-Care is the Fuel!

  • The Straine Effect: Concepts  in Practice Management

Successful dental practice owners do the things

unsuccessful practice owners don’t!

  • The Office Manager Blog

Your daily motivation!

  • American Association of Dental Office Managers

Founders Message & Invitation!

  • Aruba Inventory Management

JIT Inventory Management!

  • This Week from the ADA

House action encourages dentists to promote bone marrow matching programs!

  • Product Review

OptraSulpt Achieving large and tight proximal contacts in the posterior region!

  • The Henry Schein Outlet Store

Kavo Comfort Drive Electric Handpiece System!

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

image001Hygiene is the Engine That Drives your Practice and Re-Care is the Fuel!

One of the things I do is to evaluate dental practice production and find the holes in the ship. I guess you can say that I’m the guy that tells you what you don’t want to hear. However, if you know the problem, you can formulate a solution. Sometimes those solutions are easy and sometimes they are complex, but regardless of the corrective effort required, problems within your production system are a continuous loss of revenue and profit and they need to be addressed.

On every evaluation I do, the one thing that sticks out is the faults in the re-care system. The data from your computer that is used to generate the analysis confirms the problem, but I can usually determine it after asking 2 questions.

  1. How many active patients does the office have (most people don’t know)?
  2. How many hours of hygiene per week are scheduled?

As an example, if an office tells me they 750 active patients (that’s a problem in its self) and they have 16 hours of scheduled hygiene per week (2 days); I will explain to them the math.

  1. 750 patients requires 1500 hygiene hours per year.
  2. 16 hours per week based on 48 weeks = 768 hygiene hours per year.

Fact: 768 hygiene hours can’t service your patient base and that tells me that you are not getting your patient to schedule cleanings and exam. Based on a 48 week schedule you would need 31.25 hygiene hours per week, not including the treatment of new patients, just to treat your existing base.

The problem is not hygiene, the problem is re-care and the question is why can’t you get the patients scheduled? You need to pump the fuel that runs the engine if you want your practice to grow. You don’t need new patients; you need to get your existing patients into the chair. When you get patients into the hygiene chair and your hygienist is fully instructed in your office protocol and standard of care, all cylinders start firing!

There are a number of ways to get patients to comply with preventive treatment. No one technique will work by its self, but several simple concepts working in sync on a consistent basis will be a game changer. The biggest obstacle you will face is you! If you don’t believe and are not willing to invest time in developing protocol, whatever efforts you expend will fail; I have seen it too many times.

You can’t fix problems unless you know what they are. It all starts with a simple, no cost, 1 hour discovery meeting. For more information please feel free to contact me at any time @ 201-321-7494 or

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

Concepts in Practice Management: Successful dental practice owners do the things unsuccessful practice owners don’t.

Kerry StraineBy: Kerry and Olivia Straine

The fundamental differences relate to a commitment, or lack of commitment, to four core principles, which are the cornerstones of The Intelligent Practice: Standard of Care, Standard of Business, Standard of Teamwork, and Standard of Leadership

Having analyzed thousands of dental practice statistics from every state in the county, I can easily say that the Standard of Care principle is the principle most often compromised. At first glance this may seem hard to believe, but once you recognize the poor decisions that erode this principle, you can understand how make more intelligent choices that will support your Standard of Care. It is essential for every business owner to lay the proper foundation from which all other “standards” will emerge. The intelligent practice owner defines and commits to operation policies and strategies that represent the values of the owner. Every business attracts the customer that reflects the values of the business. Make certain you have given this the proper attention it deserves. Only then can you develop your Standards of Business, Teamwork, and Leadership

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:…………………………………………………….

image001   Your daily motivation!

My sister has run two full marathons and one half-marathon and I have been there as her cheerleader for all three events. During the full marathons, I met her at different mile markers to give her fuel, energy drink, or just a “LET’S GO RAYCH” to motivate her on to a successful finish. What if you had a coach like this in your dental practice to be there for you at different points throughout the month and give you a snapshot of how your month was shaping up, as well as give you some motivational tips to help you on to a successful finish at the end of the month? Well … you do. This daily motivationally coach is called “The Daily Huddle Report.”

In my last blog, I said you had a personal practice management consultant with the Practice Advisor Report because this report will give you footnotes with management tools available in Dentrix to help you reach your goals. The Daily Huddle Report is like your personal trainer.  After you have entered in your office goals for production (Office Manager > Analysis > Practice > Setup > Goals), the Daily Huddle Report will give you a day-to-day picture of what happened yesterday, what is scheduled today, and what is left remaining for the month. You can see clearly what needs to happen to meet your production goal for the month.

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………………………………………………………

Founders Message & Invitation!

 image004  The American Association of Dental Office Managers

By Heather Colicchio, AADOM Founder

The AADOM’s Annual Session is September 19th to 20th in Orlando Florida.  To register, log onto Cliff’s Notes readers receive $100 off conference registration. The code is: HENRYSCHEIN2013.    

When I launched the American Association of Dental Office Managers (AADOM) in 2005, there were national organizations for dental hygienists, assistants and, of course, dentists…but none existed to meet the specific needs of the dental office manager. Many AADOM members don’t know this, but my husband is a neurologist and I had tremendous respect for the abilities of my husband and the other doctors in his practice…but I also saw firsthand evidence that their practice could never be as successful and lucrative without the talents of their office manager, Mary. I knew that office managers in the dental care field might respond to, and benefit from, an organization designed to foster a sense of community among them, that would cater to their unique needs and help them thrive and succeed. My goal was to use my skills in business development and networking to create this association.

To say that I recognized a need in the dental industry would be an understatement: Dental office managers heralded our arrival as one would welcome water in the desert. And over the years, AADOM’s membership has continued to grow at an astonishing pace. 

Through networking and the sharing of information, our members have indeed created a sense of community. AADOM members interact not as each other’s competition, but rather as each other’s source for help, answers and companionship. After all, who else can really understand the demands and responsibilities we face in our jobs except for someone else in the same position? 

That sense of community extends in a very real way to our annual Dental Office Managers Conferences. At a time when many conferences are declining in attendance, AADOM is breaking records! The AADOM conference has earned its reputation as the nation’s premier event for dental office administrative and business professionals to learn best practices from internationally recognized speakers. It also provides priceless networking opportunities as well as exposure to new products and trends that help our members stay at the forefront of innovations in the dental care industry.

The list of member benefits goes on: continuing education opportunities, including our AADOM Fellowship program; our popular online Member Forum, a valuable resource for sharing; subscription to The Observer, The Official News Magazine for Dental Office Managers; AADOM Registered Local Study Clubs—and much more! Please take a moment to look through this brochure, and feel free to contact the AADOM Team for more details. We remain committed to meeting the needs of dental office managers and practice administrators across the nation. We understand the unique challenges you face and want you to know that you are not alone! AADOM members are the best and brightest in dentistry and it is my privileges to have AADOM represent them.

For more information, log onto:

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

This Week’s User’s Tip! –

image006JIT Inventory Management!

Aruba is JIT (Just In Time) Inventory. JIT = Cash Flow & Cash Flow = Retained Earnings!

Aruba is 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 software runs independently from all other programs on your system. There is no possibility of internet miss-use by staff or any unauthorized personnel.

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”.

By the way, bar code scanning and the scanner are free and part of the system.

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:………………………………….

House action encourages dentists to promote bone marrow matching programs!

 image005   May 20, 2013 By Kelly Soderlund, ADA News staf 

The ADA is urging dentists to encourage their patients to participate in bone marrow matching programs.

The ADA House of Delegates passed a resolution in 2012 to help member dentists understand the importance of promoting bone marrow matching programs. Res. 162H-2012 states: “that the ADA urges members to support participation in the bone marrow matching program by providing appropriate literature in their offices, gathering samples and forwarding them for registration.” The ADA’s dental practice and science divisions were assigned to implement the resolution.

The resolution encourages dentists to get the kits, swab their patients’ cheeks and send the samples in to the registry.  But because a medical or dental professional is not necessary for the task, it also indicates that patients can obtain a kit with the materials to swab their own cheek cells and mail the samples to a bone marrow registry.

The National Marrow Donor Program is one of the largest registries in the country and, according to its website, determines the type of tissue in the samples it receives. Doctors around the world search the registry to find a match for their patients in need of a bone marrow transplant. People can join online and receive their kit in the mail or in person.

The Gift of Life Bone Marrow Foundation is another bone marrow registry.

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

Achieving large and tight proximal contacts in the posterior region


OptraSculpt is an innovative modeling instrument that facilitates working with composite materials. It consists of a high-quality handle and shank as well as specially designed modeling tips in six different shapes.

The special working ends are slightly elastic. Furthermore, they reduce the stickiness associated with handling composites, allowing fillings to be shaped more easily. The modeling tips can be rotated 360° and snapped into place at any angle desired.

The shank and handle are made of quality stainless steel and plastic. These parts of the instrument can be reused. The plastic working ends are disposable for reasons of hygiene. The six different working ends can be combined to create a total of 15 different individual instruments.

Two versions of the instrument are available: a double-end variant as well as an instrument with a stainless steel spatula on one side. 


Reduced sticking to composites

The position of the modeling tips can be selected as desired

Individual combinations

 For more information, log onto:

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

Overstock – Reconditioned – Demo

For the Special of the Week, Call Cliff @ 201-321-7494

Condition: OverstockPart Number: 628-0278-N   

Mfg Part Number: 1007.4682
Catalog Price: $4,799.99 Outlet Price: $3,739.00

Warranty: 2-Year

High –speed handpiece with patented, integrated micro-motorSpeed range 30,000-200,000 rpm

30-watt power

Ceramic bearings

Integrated brushless motor

Sterilizable up to 135° C (275° F)

25,000 LUX light intensity

3-port spray

Call Cliff (201-321-7494) for this Outlet Store Special & more Outlet Store listings!

All products include comprehensive warranties backed by Henry Schein Dental.

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!

May 19, 2013 - Posted by | Uncategorized

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