Cliff's Notes

The Business of Dentistry

“Hand Instrument Management” & “The Likeable Dentist”

Cliff’s Notes for May 26, 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.




Memorial Day

“Freedom is Expensive – God Bless Those That Pay the Bill”





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

“The SoproCare Revolution”

Over 150 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Hand Instruments; The Most Expensive & Abused Part of Your Inventory!

  • The Straine Effect: Concepts  in Practice Management:

The Straine Effect was the Difference!

  • The Office Manager Blog:

Dentrix Top Ten Spot Notes!

  • American Association of Dental Office Managers:

Founders Message & Invitation!

  • Aruba Inventory Management:

Reducing or Eliminating Returns will Save Money!

  • This Week from the ADA:

Targeting the Dental Divide!

  • Product Review:

The Likable Dentist Marketing Program!

  • The Henry Schein Outlet Store:

Action Implant Center!

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

image001Hand Instruments;

The Most Expensive & Abused Part of Your Inventory!

I can’t tell you how many times I see hand instruments mishandled and abused and it is in every dental office! It’s not that your staff is purposely abusing your inventory; it’s that they were never trained and YOU never looked at the procedures that control the movement and use of your biggest, fluid inventory investment.  

When I use the term “fluid” I am referring to an item that is constantly moving through your production system. We concern ourselves with work flow and streamlining production when turning over rooms and facilitating the sterilization process, but rarely do we consider the work flow abuse of very expensive scalers or forceps 

The average dental office (dentist) that has been in practice for 10 years has approximately a $20k investment in quality hand instruments. If you don’t believe me, do the math. A quality scaler runs around $30.00 and quality forceps around $150.00. They are not cheap and lower quality instrument DO NOT save you money because they wear out 2 to 3 time faster. A $10.00 explorer will be replaced 3 times more often than a $20.00 explorer and that is a fact. However, the trick is to make that $20.00 explorer last longer.

Although titanium tips are now in the market place, most dental instrument are made of stainless, but stainless steel is just that, it “stains less”. The quality of the steel is the difference in quality. So, how should you care for these tools of the trade? 

The best way is to use an instrument cassette system. All too often instruments are dumped into an ultrasonic cleaner and the sonic vibration bounces them together damaging the stainless steel finish. The constant banging causes micro-chips and leads to pitting and staining. The cassette system will also maintain the integrity of your set-ups and greatly reduce instrument management time and time is money.

Hinged instrument like forceps and scissors should be lubricated after washing and before sterilization. Surgical instrument milk is the product of choice.

Instrument management is not difficult it just take a little education. My suggestion is a simple lunch-n-learn with a quality instrument manufacturer.

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

Kerry Straine  Concepts in Practice Management:

 Kerry Straine

By Robert Breault, DMD, Cromwell, Connecticut

When I was introduced to Kerry Straine eight years ago I was coming off the false promises, exorbitant fees and negative experience of working with another dental consultant.  You could say I was skeptical about the entire consulting industry.  But because of Kerry Straine’s solid reputation, extensive knowledge and transparent agreement, I decided to give consulting one more try.  Eight years later my practice is still hitting new highs with Kerry Straine on my leadership team. 

Kerry Straine has unparalleled expertise in PPO management and I’ve more than doubled my production and collections and successfully implemented a customized perio policy, which Kerry and I carefully designed together.  Over the past eight years Kerry Straine has provided ongoing know-how in creating AND updating ethical and profitable hygiene and dental departments within my practice.  It’s hard to believe I get all of this with an unbelievable month-to-month agreement, where the commitment to excellence is shared by Straine, my team and myself!

Understand the Principles of management, 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:………………………………………………….

Dentrix Top 10 Note Spots!


Dayna’s top 10 note spots in Dentrix:

  1.       Patient Note – This note is located on the Family File. My recommendation is to use it for light-hearted information about the patient or family such as vacations, kids, pets, etc. The reason I use it for this type of information is because it will print on the Patient Route Slip.
  2.       Insurance Plan Note– This note box is located within the Insurance information, inside of the Coverage Table box. This should contain insurance frequencies, NG coverage, fluoride coverage, exceptions, and limitations. This information can then be seen on the patient chart in the Treatment Plan panel under the Insurance tab. Having this information accessible to your clinical team can help them treat their patients with same-day procedures.
  3.       Appointment Book Note– This note box is seen by everyone in the practice, so it is a great central place to let a team member know to do something or use it like “sticky notes.” Integrate it into your morning huddle routine and have everyone on the team get in the habit of looking here for his or her messages, such as clinical notes not finished, reminder to call a patient, clinical narrative needed for a claim, 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………………………………………………………

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……………………………..

image006This Week’s User’s Tip!

Returning the wrong products ordered is just another expense. Aruba has the ability to greatly reduce or eliminate the problem. Aruba can be adjusted to only show the products you use while still allowing you to search the 200,000+ items that Henry Schein stocks for next day delivery. Orders placed by 4:00 PM are delivered complete (99.9% fill rate) the next day. Now that’s (JIT) inventory control & better cash flow. Ask your accountant about the value of cash flow.

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:…………………………….

Targeting the dental Divide! ADA launches Action for Dental Health campaign!

 image005   May 15, 2013 By Craig Palmer, ADA News staff

Washington—The Association, citing “a disturbing dental divide in America,” announced a nationwide campaign May 15 to reduce the numbers of adults and children with untreated dental disease.

The ADA unveiled the multifaceted campaign, Action for Dental Health: Dentists Making a Difference, at a National Press Club event with national media representatives, members of Congress and oral health advocates and professionals.

“We’ve made great progress, with each generation enjoying better dental health than the one before,” said Dr. Robert Faiella, ADA president. “But there’s still a dangerous divide in America between those with good dental health and those without. Our mission is to close that divide. Good oral health isn’t a luxury. It’s a necessity.”

The Association simultaneously released an ADA Dental Divide in America Study conducted online by Harris Interactive on behalf of the Association April 24-29 among U.S. adults. The study confirmed “a disturbing dental divide in America” that is also indicated by prior research from multiple sources, the Association said. The Harris study found:

To read the rest o this article, log onto:

Product Review –……………………………………………………………..

The Likeable Dentist

Since the launch of Facebook’s mobile advertising offering nearly a year ago, the platform has seen new features and iterations just about every single week. What’s more, mobile ads are enjoying tremendous success; Facebook’s recent Q1 earnings call revealed that ad revenues doubled quarter over quarter. And yet, with such an incredibly powerful tool at their disposal, it seems that many marketers aren’t using it to their advantage.  With over 600 million Facebook members using the mobile app each month, there would appear to be a huge missed opportunity in not advertising on mobile. In reality, optimizing your Facebook ads for mobile is actually pretty simple once you set aside the resources to make it happen. Below are some simple ways to implement mobile ads.

Optimizing News Feed Content for Mobile

One of the top ways to tell your brand’s story is through the content you publish to your Facebook Timeline and users see in their News Feeds. Take advantage of the way the News Feed dominates the screen real estate on mobile by creating visually striking content that catches the eye–and the imagination. Limit the text, use colors that contrast with Facebook’s white and blue, and be sure your content is unique overall so it stands out among the competition. Consider running Promoted Posts and using the Facebook Power Editor to target mobile users specifically.

Mobile App Install Ads

Marketing a mobile app of your own? Wouldn’t it be really helpful if you could use the News Feed in the Facebook mobile app to send consumers directly to their App Store of choice to purchase your app? You can! Mobile Install Ads are designed to give targeted users a one-click solution for finding and installing your app right from their News Feed. A large image, some strong copy, and a big “Install Now” button make this a very useful ad unit for both Android and iOS developers. If you’re a Facebook Mobile user, you may have seen this one used aggressively by mobile game developers.

If you’re building a social marketing and advertising strategy, consider Facebook’s mobile ad units and the impact they can have on your business. Optimizing your existing ads and content for a mobile environment can jump-start engagement, drive impressions for your Facebook Page or website, and encourage installs for your mobile app. Go mobile or go home!

For more information, contact Cliff @ 201-321-7494 or

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

Overstock – Reconditioned – Demo

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

Condition: Demo
Part Number: 109-9811-D  Manufacturer Part Number: F27105
Catalog Price: $16,499.99   Special Price: $7,499.00

Warranty: 1-Year

Precision, innovation and unparalleled performance.  Piezotome, I-surge and Newtron in one unit.

Three handpieces and two pumps make the Implant Center the ideal unit for surgical applications including:

  1. Osteotomy and Osteoplasty
  2. Sinus Lifts and Bone harvesting
  3. Ligament dissection for extractions
  4. Conventional ultrasonic applications
  5. Over 70+ tips available
  6. The ultrasonic evolution continues…
  7. 1st EVER Autoclavable LED Ultrasonic Handpiece!
  8. 1st EVER “Air-Active” feature for cleaning dentinal debris (no air-water syringe required).
  9. Two 300mL tanks which are easy to refill, even during a procedure.

Newtron technology means power, control and reliability.

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!

Cliff Marsh

Henry Schein Dental

P.O. Box 663, 45 Rt. 46 East, Ste. #605

Pine Brook, NJ 07058

Cell: 201-321-7494

Fax: 201-262-2210

May 26, 2013 - Posted by | Uncategorized

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