Cliff's Notes

The Business of Dentistry

Dentistry’s Ultimate Fate! & Controlling Overhead

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Cliff’s Notes for June 30, 2013

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210



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.





Don’t let yesterday use up too much of today.”

Will Rogers




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

“Marketing Nightmares & The Social Media”

Over 150 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Dentistry’s Ultimate fate! (See Attachment)

  • The Straine Effect: Concepts  in Practice Management:

Controlling Your Overhead!

  • The Office Manager Blog:

Three best practice management tips for the new dental patient!

  • American Association of Dental Office Managers:

Benefits of Membership!

  • The Disney Magic of Management:

Insights from the Disney Institute

3 Types of Employee Work Strategies (And How to Engage Each)!

  • This Week from the ADA:

Data banks merged under Affordable Care Act!

  • Product Review:

The DentalEar by Audiology Solutions!

  • The Henry Schein Outlet Store

2005 CronaFlex Crown Remover by Kavo!

  • Dental Practices for Sale

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

image001  Dentistry’s Ultimate Fate!

Last week I had dinner with an industry Icon, Dr. Nickolas Elian. Nick used to be the director of NYU’s Dental Implant Department and is currently the owner and clinical director of the Vizstara Dental Educational Institute. Our conversation was not about clinical dentistry, but the future of the private dental practice.

It is a fact that Obama Care is dramatically changing the healthcare industry and dentistry is part of the change. Today’s family medical practice is becoming group orientated and to think that the modern dental office is not far behind is an illusion. It wasn’t too long ago that practice management experts were telling us that success was in the fee for service concept. Well, that has changed.

Today, you need to be involved with insurance companies and that means more right-offs and lower profits. To off-set the lower profits, you need to increase production and extend your hours to accommodate the patient base. Now bring in the cost of the new technology needed to diagnose and comply with new regulations and you can find yourself overwhelmed. In business, growth can be expensive and devastating if not carefully managed and most dentists don’t have the training required and are hesitant in paying for consultation advice. So, what can we expect in the future to hold? Maybe “shared services”?

The error of the solo dental practice is in the twilight of its years. Group practices are here and they will take over our industry. In several parts of the country large corporate management groups coordinate and manage 100’s of practices that utilize economies of scale that reduce management overhead and negotiate fees with insurance carriers. Locally I have seen more practice mergers, partnerships and operatory rental programs. Sharing cone beam technology reduces diagnostic overhead cost. Sharing front desk and reception room space reduces patient management overhead. Shared services will also allow more office hours.

Please see the attached article by Dr. Charles Blair and feel free to contact me at any time to discuss the future of dentistry and your practice at 201-321-7494 or

The Straine Effect!………………………………………..

Controlling Your Overhead!

Kerry Straine

When I consult on production and overhead I specifically tell my clients that you cannot reduce overhead without sacrificing production. You can’t reduce it, but you can control it and reduce its footprint on your overall P&L statement. Although your focus should be on increased production you still need to explore controlling your overhead.

The following video may help in understanding the relationship between production and overhead.


Improving Production and Controlling Overhead

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:……………………………………………………..

image001  Three best practice management tips for the new dental patient!

I have been in the dental industry for more than 20 years, and one thing I know is that every office is striving for more new patients. We hope these new, warm bodies will have dental needs that will keep doctors and hygienists busy and productive. But how do we attract new patients? I am by no means a marketing specialist, so to answer that question you would need to talk to my good friend Rita Zamora. However, once you get those new patients into your practice, here are my three best practice management tips to give them a unique and inviting experience.
Click here to read the rest of my article, including my tips, posted on

To read 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…………………………………………………………

The Benefits of Membership!

 image004  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

The American Association of Dental Office Managers (AADOM) is an organization of professional office managers, practice administrators, patient coordinators, insurance and financial coordinators, and treatment coordinators of general and specialized dental practices. Its mission is to provide its members with networking, resources and education to help them achieve the highest level of professional development. In addition to educational and networking opportunities, AADOM hosts an annual dental managers conference and oversees a fellowship program for dental office managers.

For the Benefits of Membership:

Log onto:

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

Insights from the Disney Institute!

 3 Types of Employee Work Strategies (And How to Engage Each)

At Disney, we believe that showing genuine care for your employees is the best way to engage employees in their work. One way we do this is by recognizing employees for exhibiting the behaviors the organization values — service anniversaries, completing a major project, and going above and beyond for a Guest or co-worker are several reasons Cast Members at Disney are routinely recognized.

While certainly a different type of recognition, Tony Robbins writes about the importance of recognizing the way employees work. “If you want to get the most out of your employees, or your children, or those you supervise, figure out their work strategies,” he writes.

The way an employee functions at work, their work strategy, generally falls into one of three categories:

• Independent Strategy: Those who often find it difficult to work closely with others. These employees crave autonomy and work best with minimal supervision.

Cooperative Strategy: Employees who embrace a cooperative strategy work best in groups where responsibility is shared. They may champion a task individually, but thrive when given the opportunity to collaborate with their team.

Proximity Strategy: A hybrid of the previous two strategies, employees who exhibit a proximity strategy enjoy the opportunity to work as a part of a team but also require time to work individually.

To read the rest of this article, log onto:

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

Data banks merged under Affordable Care Act!


  June 21, 2013 By Craig Palmer, ADA News staff

Washington—National Practitioner Data Bank query fees will remain the same and reporting requirements “essentially the same with some minor technical changes to ensure consistency in reporting” after the bank’s May 6 merger with the Healthcare Integrity and Protection Data Bank, bank officials said.

The 2010 Affordable Care Act required the elimination of duplication between the two data banks. Although the data banks were established for different purposes, overlap existed in some reporting and querying requirements and Congress intended to streamline operations in a single bank. NPDB operations were consolidated with those of the former HIPDB and information previously collected and disclosed by the HIPDB is now collected and disclosed by the NPDB.

To read the rest of this article, log onto:

Product Review – The DentalEar………………………………………….

PROTECT YOUR HEARING from hazardous noise levels in the workplace!

Revolutionary advance in ear mold technology allows for the comfort of a custom fit device without the need for messy, time consuming ear impressions. Sound reduction is achieved utilizing an attenuated filter system; allowing clear, natural communication while protecting the ear from hazardous sound levels.

Research has identified a link between the use of dental equipment and noise-induced hearing loss. Dentists and dental professionals are at-risk for permanent hearing loss.

Tinnitus, ringing in the ear/s is one sign of potentially hazardous noise exposure. Prolonged exposure to hazardous sound levels can contribute to permanent hearing loss.

According to the National Institute for Occupational Safety and Health, noise-induced hearing loss is the most common occupational injury.


Noise-induced hearing loss can now be prevented in a comfortable way while still allowing for clear, natural communication with patients and staff.


Regular Size #999-9995

Slim Size #999-9996

For more information, log onto:

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

Overstock – Reconditioned – Demo

For the Special of the Week or More Outlet Store Offers, Call Cliff @ 201-321-7494

Condition: Overstock

Part Number: 628-9874-N Manufacturer Part Number: 0579.1000
Catalog Price: $1,899.99   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.

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 30, 2013 - Posted by | Uncategorized

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