Cliff's Notes

The Business of Dentistry

“Risk Management is More Than You Think” & “Realine by Invisalign”

Cliff’s Notes for June 16, 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.




A good decision is based on knowledge and not on numbers.”



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

“3M Astringent Retraction Paste”

Over 150 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Risk Management is more than you think!

  • The Straine Effect: Concepts  in Practice Management:

4 Components to a Successful Dental Practice!

  • The Office Manager Blog:

The HIPPA Business Agreement, Don’t get Caught without One!

  • American Association of Dental Office Managers:

A Message from Heather!

  • The Disney Magic of Management:

Insights from the Disney Institute!

Why Only 30% of Employees Say They Are Engaged at Work

  • This Week from the ADA:

ADA commends Senate oral health care bill!

  • Product Review:

Realine from the Makers of Invisalign, Align Technologies!

  • The Henry Schein Outlet Store:

Gendex 9200 Panoramic System!


  • Dental Practices for Sale:

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

image001Risk Management, its Bigger Than You Think!

The definition of Risk Management is The process of identification, analysis and either acceptance or mitigation of uncertainty in investment decision-making.” When running a business it is important that this concept translates throughout your entire organization.

Recently, a good size dental material & equipment distributor in the north east was de-authorized by a major dental manufacturer for “not playing nice”. It is certain that the distributer will continue selling the manufacturers products; however, they will not be getting them from the manufacturer. The chance is that the product will be coming from overseas and that there will not be any quality control or proof of origin.

The next time you go to a “Dollar Shop” take a good look at the name brand product you are buying. Often the package looks the same but the printing may not be in English. Now that doesn’t mean too much with cleaning supplies or shampoo, but it does when it comes to clinical supplies. Today, the dental and medical industries are being flooded with un-authorized and counterfeit product. It is suggested that you contact the material manufacturer and you legal advisor to confirm authorized and safe distribution channels.

Click on the link below to see a recent court ruling on a law suit against an un-authorized distributor of an FDA controlled product.


Inside Dentistry

Avoiding the Gray: Minor Flaws Lead to Major Issues

By Matthew R. Petrosino, BA

April 2011, Volume 7, Issue 4 Published by AEGIS Communications

In today’s economy, cost seems to be valued more than quality, making the dental marketplace ripe with opportunities for the sale of less-than-optimal products. Although there are many reputable dental supply dealers, there are those whose integrity is questionable.

The gray market has infiltrated all areas of the dental marketplace, even into the biggest and most trustworthy suppliers. Without scrutiny and vigilance, dentists may never be sure of the materials they purchase, or their origin. However, steps can be taken to save the embarrassment of failed restorations and possible legal action against the practice; manufacturers likely will not cover materials purchased from non-recommended dealers.1,2

Manufacturer-Authorized Dealers

A critical tool when purchasing materials, manufacturers typically provide a list on their websites of suggested dealers.1,2 These dealers are the most trusted by the manufacturer and have the proper licensing to sell their products.1,2 Distributors or companies that aren’t listed, but found through internet searches and other means, ultimately should be avoided. Additionally, it is not unreasonable to call the dealer to gain insight into product origin and gauge their trustworthiness.1,2

To read the rest of this article, log onto:

Also, please refer to the links below.

DentaLaegis On-Line

Journal of the American Dental Association

Dentistry IQ Network

Consumer Guide to Dentistry

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

Concepts in Practice Management: 4 Components to a Successful Dental Practice!

Kerry Straine


Click Here: Four Components of a Successful Dental Practice

Kerry Straine shows how to prepare your practice for any economic climate. These are four components of a successful dental practice.

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:………………………………………………….


Don’t get caught without one . . . a HIPAA business agreement that is!

We have been going through an ownership change in my dental practice. Because of that, I have had to provide the attorneys many, many reports so they could valuate the practice. All the reports that have been requested so far have been just numbers. However, one of the attorneys recently requested a full Aging Report. Being the HIPAA officer for the practice, I replied, “I will need a HIPAA Business Agreement before I can send this report to you.” Even though this report is being sent to an attorney (who I am sure has a great deal of knowledge when it comes to confidentiality), I must still have his company sign and send back a HIPAA Business Agreement because this report has PHI (Protected Health Information).

Yes, even attorneys who work with dentists on a regular basis do not remember to ask or offer a HIPAA Business Agreement to their clients. This is a requirement for any outside agency that may have access to your patients’ PHI. Any time your office works with an attorney, consultant, CPA, hardware tech, or collection agency that has access to patient information, you must have a signed HIPAA Business Agreement and keep it in your practice’s HIPAA manual.  Don’t get caught without one!

To read 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.    

Heather Colicchio, AADOM Founder

A Message from Heather! It’s SUMMERTIME!

It’s summertime here at the Jersey Shore!  While Snooki and I were chilling on the beach, I had the opportunity to reflect on how much we have done so far at AADOM this year! Education is our theme and, as always, we are at the top of our game. Our Virtual Study Club (VSC) for advanced dental office managers and our Foundations of Dental Management course (FDPM) designed for those dental office managers with five years or less experience have been hugely successful this year.

WEBINARS! One of the things we at AADOM do best! When I started AADOM 9 years ago I did not know what a webinar was and now, thanks to the stellar AADOM team, we have become one of the leaders in delivering practice management education through interactive web learning. Our webinars have reached over 400 registrants and the feedback from our members is always tremendous. If you are a member and have not attended one, I encourage you to do so. They are free for members, a great way to earn CE, stay current in our field and they are offered monthly. You can visit our homepage for upcoming member webinars!

To read the rest of Heathers message, log onto:

The Magic of Management……………………………………………….

Insights from the Disney Institute!

 Why Only 30% of Employees Say They Are Engaged at Work

by Bruce Jones, Programming Director, Disney Institute

 Gallup is still several weeks away from releasing their State of the American Workplace results, but they have begun to preview some of their data showing changes in employee engagement from 2009 to 2012. The data represents responses from some 150,000 workers varied by industry and location.

The key takeaway — only 30% of respondents say they are fully engaged at work.

 The study broke respondents down into three categories:

  • Engaged (30%): Employees who have a connection and emotional stake in their work.
  • Disengaged (54%): Employees with less of an emotional stake in their work; more likely to put forth a minimum amount of effort.
  • Actively Disengaged (18%): Employees who are actively against the goals of their organization and/or boss.
  • One of the key drivers of employee engagement is the feeling that the organization and the employee’s leader genuinely care for their well-being and success. Caring for your people creates an emotional connection that drives commitment to goals and overall engagement in the organization.

 Consider the ripple effect of care:

  • Employees are more likely to stay
  • Customers of more likely to stay
  • Customers have a higher intent to recommend
  • You have an engaged, committed workforce which exhibits the behaviors your organization desires

U.S. Managers Boast Best Work Engagement, Managers also show greatest improvement in engagement:

by Daniela Yu, Jim Harter, and Sangeeta Agrawal

WASHINGTON, D.C. — Thirty-six percent of managers and executives were “Engaged” in their jobs in 2012 — meaning they are deeply involved in and enthusiastic about their work and actively contributing to their organization. This is the highest level of worker engagement across 12 different occupation types and is the most improved from the 2009 economic downturn — up 10 percentage points. Manufacturing and transportation workers are the least engaged in their jobs, as they were in 2009. Service workers are the only group to see their engagement decline in 2012 compared with 2009, down three points.

To read the rest of this atricle, log onto:

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

image005   ADA commends Senate oral health care bill!

 June 11, 2013 By Craig Palmer, ADA News staff

Washington— The Association thanked Sen. Bernie Sanders (I-Vt.) for offering “important oral health provisions” in legislation to reauthorize the landmark Older Americans Act.

“We believe that these additions are important for increasing access to needed oral health care for senior citizens,” ADA President Dr. Robert A. Faiella and Executive Director Kathleen O’Loughlin said in a letter commending legislation that would include OAA oral health care provisions for the first time since its 1965 enactment.

The bill, S. 1028, would provide grants to support national dental programs to coordinate medically recommended dental care for low income individuals. The dental care would be provided by volunteer dentists at no cost to patients who have medical conditions like diabetes, cancer, autoimmune disease or kidney disease or need heart or joint replacements or transplants.

To read the rest of this article, log onto:

Product Review – Realine by Invisalign……………………………

There are no special classes, seminars or accreditations to become a Realine Dental Office!

Realine is a five-step clear aligner system designed specifically to fix minor crowding. During the course of treatment, patients will wear five sets of custom-made aligners. Worn correctly, the aligners will gently and gradually shift teeth.

  Realine(TM) aligners

The Realine Advantage

Realine is a new offering from Align Technology, Inc. Realine is available exclusively through Henry Schein Dental.

 Realine is designed for people with minor crowding issues or very small gaps in their front teeth.

With Realine, dentists can close small gaps and treat orthodontic relapse — giving a straighter, more confident smile without the discomfort or disruption of traditional braces.

Expand your treatment options

Providing Realine can make good business sense for your practice. It’s an innovative, cost-effective way to address your patients minor orthodontic and cosmetic concerns.

 Flexibility in billing

With a low lab fee, you can bill in a way that works for you—whether that’s through insurance or fee for service.

 More predictable results

Realine is engineered to deliver more predictable results at a price point your patients will appreciate.

From the creators of Invisalign®

The Realine system is designed to be easy and effective. It’s based on the same technology used to treat millions of patients from Align Technology the creators of Invisalign®. 

Log Onto:

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

Overstock – Reconditioned – Demo

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

Condition: Demo   
Part Number: 717-6494-D
Manufacturer Part Number: P9200DDE 

Catalog Price: $46,995.00 – Special Price: $19,999.00

Warranty: 1-Year

Designed for every application:

The Orthoralix 9200 DDE is very easy to use even though it is a digital system designed for every dentist, orofacial orthopedist and oral surgeon and with a wide selection of projections. Minimum effort and automated processes offer maximum operating comfort. The Orthoralix 9200 DDE comes in two designs: Standard and Plus. Both versions can be expanded with the teleradiographic device set up for digital imaging.

Key benefits include:

  • CCD sensor module replaces film and cassette
  • Connects to a standard PC or to an Ethernet connection
  • Fully robotic, software controlled image path
  • Motorised vertical column
  • Three point positioning laser beams
  • Large range of programs
  • Upgradable to Ceph and TransScan

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 16, 2013 - Posted by | Uncategorized

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