Cliff's Notes

The Business of Dentistry

“Disaster Recovery, Don’t Put it Behind the Curtain!”

Cliff’s Notes for June 2, 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.





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

“Futurabond by VOCO”

Over 150 Dental Videos

In This Week’s Issue


  • The Root of It Commentary

Don’t Put “Disaster Recovery” Behind a Curtain!

  • The Straine Effect: Concepts  in Practice Management


  • The Office Manager Blog

Collection Accounts . . . not fun, but necessary!

  • American Association of Dental Office Managers

How to Lead When You’re Not in Charge!

  • Aruba Inventory Management

Why Rely on Henry Schein?

  • This Week from the ADA

June 3 webinar eyes oral health care for pregnant women!

  • Product Review

OneFill Obturators!

  • The Henry Schein Outlet Store

Kavo CRONAflex Crown Remover!

  • Dental Practices for Sale

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

  Disaster Recovery can be a Disaster!

 After several discussions with some of my clients, it appears that many of you are not prepared for a disaster recovery. I guess that step-one is to understand what disasters you need to plan for. This is NOT practice management, this is business management and your entire management team (legal, financial & insurance included) needs to be involved. Here are the topics of concern, please understand that there are points to address within each topic.

  1. Loss of daily production.
  2. Weather related.
  3. Disability related.
  4. Public utility related.
  5. Facility related.
  6. Regulatory related.
  7. Municipality, State or Federal related.
  8. Employee issues.
  9. Embezzlement.
  10. Accusation.
  11. Theft of intellectual property.
  12. Family issues.
  13. Legal.
  14. Death.
  15. Separation/divorce.
  16. Partnership issues.
  17. Separation.
  18. Death.
  19. Embezzlement.
  20. Theft of intellectual property.

Not all disaster situations result in a shutdown of production, but they all will cause a disruption in business. It is not difficult to prepare for un-expected distractions, but from the conversation I have had, it does appear difficult to get started.

Owning a company for a lot of years has given me the ability to learn to expect the unexpected. Please don’t think that it can’t happen to you, because it can and it will. I am available at any time to discuss the implementation of your disaster recovery plan. Contact me @ 201-321-7494 or

NOAA predicts active Atlantic hurricane season

May 29, 2013

Washington—The National Oceanic and Atmospheric Administration predicts an active or extremely active six-month Atlantic hurricane season starting June 1.

There is a 70 percent likelihood of 13-20 named storms with winds of 39 miles per hour or higher of which 7-11 could become hurricanes with winds of 74 mph or higher including 3-6 Category 3, 4 or 5 major hurricanes with winds of 111 mph or higher, says NOAA’s Climate Prediction Center. These ranges are well above the seasonal average of 12 named storms, 6 hurricanes and 3 major hurricanes.

NOAA’s seasonal hurricane outlook is not a hurricane landfall forecast nor does it predict how many storms will hit land or where a storm will strike. Forecasts and storm impact information will be offered throughout the season by NOAA’s National Hurricane Center. For more information visit the website.

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

Kerry Straine  Concepts in Practice Management: OH, NO! THEY’RE FIGHTING!

 Kerry Straine

Conflict is one of the most anxiety-arousing topics in management. It creates feelings of fear, tension, anger, discomfort, aggression, destruction, and hostility.

Most of us believe that conflict is harmful and to be avoided at all costs.

It is important to put conflict in its proper place, so that like a knife in the hand of a surgeon it can be used to heal, or to harm in the hand of a murderer; therefore, conflict can be used constructively or destructively.

One of the roles of a leader is to manage conflict! To learn more about resolving conflict and the finacial benefits of “Team Harmony”, log onto: or please feel free to contact me at any time.

To schedule a 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:…………………………………………………..

Collection Accounts . . . not fun, but necessary!

I have worked in two different dental practices in my career and, since I have been a Dentrix trainer, I have observed the different methods of how dental practices deal with the accounts they send to collection. It seems like there are many different philosophies and methods when dealing with collection accounts. Today, I want to spell out a few things that I recommend you do when sending an account to collection.

Take the account out of the “general population.” What I mean by that is make sure this account does not come up on your Accounts Receivable Report, billing statement run, or finance charge generation. You definitely do not want to be sending any more billing statements or applying any more finance charges to this account. To do this in Dentrix, I would suggest changing the account billing type to “Sent to Collection.” The billing type in Dentrix is attached to the entire account. You can change it from the Family File by double-clicking on the box that contains the billing type (see image below) or on the Ledger where you can set up Payment Agreements. Then when you run a report or generate billing statements you can exclude this billing type.

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  How to Lead When You’re Not in Charge!

 The American Association of Dental Office Managers

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.    

How to Lead When You’re Not in Charge  by Gary Hamel and Polly LaBarre

For all of the books (thousands) written on leadership, individuals (millions) who have participated in leadership seminars and dollars (billions) invested in leadership development, too many leadership experts still fail to distinguish between the practice of leadership and the exercise of bureaucratic power.

In order to engage in a conversation about leadership, you have to assume you have no power — that you aren’t “in charge” of anything and that you can’t sanction those who are unwilling to do your bidding. If, given this starting point, you can mobilize others and accomplish amazing things, then you’re a leader. If you can’t, well then, you’re a bureaucrat.

To gain a true leadership advantage, organizations must be filled with individuals who understand how to maximize their own ratio of “accomplishment over authority.” They must believe it’s possible to do something big with a little dab of power. Think, for example, of Jimmy Wales, the founder of Wikipedia, the world’s largest compendium of knowledge. None of the thousands of individuals who’ve contributed to Wikipedia report to Wales, and yet, as a “social architect,” he built a platform that energized and organized an extraordinary amount of human effort.

To read the rest of this article, log onto:

For more information on the AADOM, log onto:

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

image006  This Week’s User’s Tip! – Why Rely on Henry Schein?

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 

1:37  Click Here  

Henry Schein – Why Rely on Henry Schein – Distribution

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:………………………………..

image005  June 3 webinar eyes oral health care for pregnant women!

May 22, 201 

Elk Grove Village, Ill.—The American Academy of Pediatrics is hosting a free webinar to discuss the importance of collaboration among health professionals to ensure that the oral health needs of pregnant women are met.

The Working Together to Promote Oral Health Care for Pregnant Women Webinar will be held June 3, noon–1:30 p.m. Central time. Faculty includes Dr. Jayanth Kumar; Renee Samelson, M.D; Russel Maier, M.D.; and Melissa Moore-Sanchez.

This webinar will:

• highlight Oral Health Care During Pregnancy: A National Consensus Statement.

• share what health professionals can do in their practices and ways to work with other health professionals to promote the importance and safety of oral health care for pregnant women.

• discuss key concepts around prevention, disease management, treatment, anticipatory guidance and connecting with community resources.

• focus on common concerns of health professionals (liability) and pregnant women.

The AAP is accredited by the Accreditation Council for Continuing Medical Education to provide continuing medical education for physicians. The AAP designates this live activity for a maximum of 1.50 American Medical Association Physicians Recognition Award category 1 credit(s). Physicians should claim only the credit commensurate with the extent of their participation in the activity.

The webinar will be archived on the AAP Children’s Oral Health Web site, following the presentation.

For more information on the course or continuing education credit requirements, contact or register online.

To read the rest o this article, log onto:

Product Review – OneFill Obturators………………………………….

Fill the Void

Fill the Void Henry Schein’s OneFill

Easy-to-use plastic OneFill obturators feature a new level of precision, performance, and radiopacity.

Henry Schein Endodontics announces the immediate availability of their exclusive carrier-based OneFill plastic obturators. OneFill can be used to obturate any constant or variable 04, 06, 08, and 10 tapered canal—size 20 to 50—shaped by NiTi rotary systems, hand-filing techniques, and the SAF Endo System.

OneFill features a precise coating of heated alpha-phase gutta percha to improve accuracy and allow for easy cleanup. Compatible with popular oven brands, the obturators are extremely radiopaque and provide an excellent 3D fill. The calibration rings are designed to easily determine working length, while the new size verifiers match the obturators and confirm precise sizing.

This endodontic filling system is offered in popular ISO sizes in 25 mm lengths for system versatility. OneFill obturators are available in sizes 20, 25, 30, 35, 40, 45, and 50 in quantities of 6 or 20 obturators per package. Size verifiers are sold 6 per package.

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

Overstock – Reconditioned – Demo

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

Condition: Overstock
Part Number: 628-9874-N   Manufacturer Part Number: 0579.1000
Catalog Price: $2,174.99   Clearance Price $799.00

Warranty: 6 Month Warranty – All Sales Final ……

  CORONAflex utilizes compressed air to produce a precisely controlled and powerful impact that is delivered to the tip of the instrument. The energy created by this impulse destroys the adhesive qualities of the layer of cement below the surface of the prosthesis, removing it undamaged in most cases

As a result, the dangers of breakage created by traditional leverage techniques are eliminated. More importantly, patient comfort is greatly enhanced.

The CORONAflex system contains forceps and clamps to be used for crown removal and a loop holder / loops for bridge removal

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

All products include comprehensive warranties backed by Henry Schein Dental.

Dental Practices for Sale…………………………………………………….

Dental Practice Sales & Transitions


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

June 2, 2013 - Posted by | Uncategorized

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