Cliff's Notes

The Business of Dentistry

Obama Care Part #2 – The Sunshine Act & The Magic of Disney Management

Cliff’s Notes for June 9, 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.




“Power always thinks… that it is doing God’s service when it is violating all his laws.”

John Adams




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

“Valplast Techniques”

Over 150 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Obama Care part #2, The Sunshine Act is effective as of August 1st.

  • The Straine Effect: Concepts  in Practice Management:

You can’t change the past but you can influence the future!

  • The Office Manager Blog:

Resubmit a partial EOB . . . no problem

  • American Association of Dental Office Managers:

The 8 Commitments to successful practice growth!

  • The Disney Magic of Management:

Insights from the Disney Institute!

  • This Week from the ADA:

Dental leaders air concerns with legislators!

  • Product Review:

Sof-Lex™ Spiral Finishing and Polishing Wheels!

  • The Henry Schein Outlet Store:


  • Dental Practice Sales & Transitions:

The Root of It Commentary………………..

image001Obama Care part #2, The Sunshine Act!

Well, you knew it was coming and now it is here. You passed it to find out what was in it and now it’s yours. The Patient Protection & Affordable Care Act holds a lot of surprises. The first was the manufacturer tax that added 2.5% to the cost of healthcare production and distribution. The tax was designed to fund the segment of the population that can’t afford healthcare. Now, on August 1st of this year, the Sunshine Act goes into effect. In simple terms, the Act is designed to create transparency between healthcare providers and their manufacturing & distribution industry partners.

If a supplier or manufacturer offers a premium program (i.e. spend $3000.00 and get a free iPad) the value of the premium needs to be reported. It is IMPORTANT that your purchasing managers are aware of this complication because it will affect your annual tax planning.

It is important that anyone you deal with complies with the new law or you will be held liable. All transaction deemed as a “financial value” will be made available for the general public to view and may be subject to income tax reporting. I suggest you consult with your tax & financial advisor for more detailed information.

Sunshine Act Overview:

The Physician Payments Sunshine provisions in health care reform legislation require drug and medical device manufacturers and distributors to publicly report direct and indirect transfers of value (e.g. meals, premium gifts,  and payments) made to physicians, dentists and teaching hospitals.

The Physician Payment Sunshine provisions were included in the Patient Protection and Affordable Care Act of 2009, which was signed into law on March 23, 2010 by president Obama.

Who is required to report?

Generally, all U.S. manufacturers and distributors of drug, device, biologics, and medical/dental supplies must report payments on an annual basis to the Department of Health and Human Services.

What needs to be reported?

Any payment(s) made to a covered physician greater than $10. If the total of all payments to a covered physician are greater than $100, then all payments, even those less than $10, must be reported. Payments include cash and “in kind transfers” (defined by the law as compensation, food/meals, entertainment, gifts, travel, consulting fees, speaker fees, research funding, grants, education or conference funding, stock, stock options, ownership or investment interest, royalties or licenses, and charitable contributions). Covered physicians may also be referred to as “covered recipients”; covered physicians are generally defined as licensed doctors or dentists, or teaching hospitals.

Payments made directly to a covered physician, as well as payments made on behalf of or for the benefit of a covered physician are reportable. Payments may also be referred to as “transfers of value”.

When does the reporting begin?

The initial reporting period begins August 1, 2013 through December 31, 2013. This report must be filed by March 31, 2014. After that, reporting periods are annual, with reports due March 31 of the following year.

I will bring you more information on the changing healthcare landscape over the next several months, however, be prepared because the change will happen. The best way to protect yourself and your organization is to adhere to all the new regulations and to conduct business with only licensed and fully authorized vendors.

The Straine Effect!…………………………………

Concepts in Practice Management: You can’t change the past but you can influence the future!

Kerry Straine

In Dental School you had dreams of fortune & glory. Then you graduate, work in a residency program or as an associate for a well-established practice. Then you decide it is time to get something of your own and reach for the Promised Land. Now Reality Hits! You are running your own business!

When a dentist first starts and takes on the role of business owner, the first years is focused on survival, which means meeting payroll and other responsibilities.  As the practice and dentist evolve, they move into success where their model is working for them.  They are finically stable and enjoying the rewards of their hard work.  The ultimate reward both financially and personally is achieved when the dentist and practice move into “significant”.

VISION: Great journeys start with a vision.  Your vision is your dream and it describes what the journey is about and what you hope to find or create.

TEAMWORK: A team that embraces a unified vision becomes focused, energized, and confident.  A team that works together knows where they are headed and why they are going there.

GOALS: Achieving your goals is 20% business skills and 80% people skills.  One without the other is failure.

GROWTH: Growing your dental practice will require growing as a leader.  Unless the right attitudes are cultivated an aspiring leader will sputter and fail rather than growing in influence.

SUCCESS: In order to be successful on any level, a dental practice needs to be committed to a vision, and connected by a shared set of values.

An enlightening interview & Pod Cast on “development can be viewed @

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:…………………


Resubmit a partial EOB . . . no problem !  

It’s Tuesday morning and you are just getting back to the office from a long weekend. Getting back into the swing of things, you go to the mailbox and retrieve the weekend mail and start catching up on your insurance payments. As you start posting your first EOB from Delta Dental, you notice that they paid for the exam and bitewings, but they need an updated perio chart before they will submit payment for the perio maintenance cleaning. What do you do?

  1. Apply the partial payment, closing out the claim and then printing an extra copy so you have something to refer back to because the original claim will not show up on your Insurance Aging Report.
  2. Resubmit the entire claim with the perio chart and hold the partial payment until you receive payment on the perio maintenance then post both checks together so the claim will still show up on your Insurance Aging Report.
  3. Put it off until later and call Dentrix support
  4. Split the claim into two parts, applying the partial payment to the exam and bitewings and leaving the perio maintenance open so it will show up on your Insurance Aging Report.

The correct answer is . . . d. If you don’t know how to split an insurance claim, follow along

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  The 8 Commitments to successful practice growth!

 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.    

The 8 Commitments to successful practice growth…

By Dan Paulson

Creating a growing and profitable practice has more to do with you as a leader than any other element. Too often, we rely on others to produce the results we desire. The key to making the process work starts at the top. You are the business owner and the leader. Your behaviors, your attitude, and your own accountability drive the company and its results. To produce the outcomes you want, begin with the “8 Commitments”

The First Commitment — Ownership

You own the results that are produced from your business. It starts with owning your actions, and being aware of how they influence the outcomes of other actions.

The Second Commitment — Learn

Pursue the habit of lifelong learning. It is what you don’t know that blocks you. Make every effort to expand your knowledge of expertise, but go beyond your technical skill. So much of what you do is about communication and human behavior. Make sure to invest in the other skills that lead to a successful practice.

The Third Commitment — Accountability

If you really want to achieve the maximum potential from your practice, be accountable to someone. Accountability will help you stick to the task and meet your deadlines. Seek out an accountability partner. Hire a coach. Tap into the knowledge of others and their ability to make sure you deliver what you promise. The returns far outweigh the costs.

To read the rest of this article, log onto:

For more information on the AADOM, log onto:

Magic of Management  ……………….

Insights from the Disney Institute!

   I guess it was about 15 years ago that I attended a 2 day seminar sponsored by the new Jersey State Chamber of Commerce. Without a doubt it was the best presentation I ever attended. It focused on teamwork and team involvement. What made the seminar so great was that Disney was not telling you what to do, they were telling about how they do it. Every business is different and the Disney tools need to be customized for every situation.

Upon returning to my desk, I incorporated some of the ideas and the results were instant and amazing. It changed my method of communication with my team (32 members) as well as the rest of my business relationships.

The following interview was taken from the Disney Institute Blog. It is worth watching.

5:37  Get Your Employees Engaged by Harvard Business

Doug Conant, former president and CEO of the Campbell Soup Company, explains how to improve staff morale.

This Week in Dentistry from the ADA:…..

image005   Dental leaders air concerns with legislators!

  June 03, 2013 By Craig Palmer, ADA News staff

Washington—Dental leaders and members of Congress talked of “compromise” and “frustration” at the May 13-15 Washington Leadership Conference. Some 550 dentists and state dental leaders registered for the annual springtime event in the nation’s capital.

“We’re holding Congress accountable,” Dr. Joseph Gay told dentist/Rep. Paul Gosar, R-Ariz., one of five House and Senate members who spoke at the WLC. “Right now, Congress isn’t doing its job.”

The lawmakers seemed to agree, at least with the problems if not solutions.

Rep. Mike Simpson, R-Idaho, practiced dentistry for 22 years in Blackfoot, Idaho, before turning to politics and eventual party leadership in Congress. He closed the WLC with an invitation to the nation’s dental leaders “to get to know your member of Congress,” even run for a seat in Congress. “Your ability to do your job is dependent on a lot of things we do in Congress.”

To read the rest of this article, log onto:

Product Review – Sof-Lex Spiral Wheels…

Sof-Lex™ Spiral Finishing and Polishing Wheels

The Sof-Lex™ Finishing and Polishing System—a long-standing favorite of many dentists for producing beautifully smooth results—has added innovative Sof-Lex™ Spiral Finishing and Polishing Wheels. The unique, flexible shape adapts to irregular, convex and concave tooth surfaces, making dental finishing and polishing easier!

Why use points, cups, discs and brushes for dental finishing and polishing, when one shape will do?

One unique spiral shape…

  • Adapts to all tooth surfaces
  • Is effective at reaching anterior and posterior restorations
  • Quickly achieves a life-like luster
  • Works from any angle

Sof-Lex spiral wheels have abrasive particles embedded throughout, so all surfaces of the spiral wheel can be used: side, top, bottom, edge. As a result, the spiral wheels are effective from any angle, making it easier to work intraorally—especially on challenging posterior teeth.

Sof-Flex spiral wheels make dental finishing and polishing easier.
See it in action »

The Henry Schein Outlet Store:……………

Overstock – Reconditioned – Demo

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

Condition: Demo
Part Number: 628-6150-D
Manufacturer Part Number: 0574.0500
Catalog Price: $2,389.99 Outlet Price: $1,599.00

Warranty: 1-Year

High Tech Laser Fluorescence Caries Detection Aid which measures changes in tooth structure caused by caries. It is especially useful for pit and fissure area-even when the outer tooth surface seems to be intact. Over 90% accurate in detecting incipient caries. Allows monitoring over time. Easy to use. Portable, handheld, pen like device. Moves easily from room to room. Ideal for offices that already use the DIAGNOdent Classic and would like to have the added mobility of the hand held DIAGNOdent pen unit.


  • DIAGNOdent pen unit
  • Sterilization cassette
  • 1 standard AA battery
  • instructional DVD
  • Practice Integration kit
  • 2 tips-type A for occlusal surfaces
  • Sterilizable calibration standard

Clinical guidelines and operation manual laminated quick reference guide

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

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 9, 2013 - Posted by | Uncategorized

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