Cliff's Notes

The Business of Dentistry

Dental Health, What You don’t Know but Should!

Cliff’s Notes for July 14, 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.




By failing to prepare, you are preparing to fail.”

Benjamin Franklin



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

“How to Restore the Interproximal Zone”

Over 155 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Dental Health, What You Don’t Know But Should!

  • The Straine Effect: Concepts  in Practice Management:

The Magic Formula: How Many Patients Do You Need?

  • The Office Manager Blog:

Creating Electronic Forms – A “How To” Video!

  • American Association of Dental Office Managers:

10 employee conversations that managers hate to have!

  • The Disney Magic of Management:

Insights from the Disney Institute

Underrated Characteristics of Today’s Most Effective Leaders!

  • This Week from the ADA:

The ADA/Kellogg Executive Management Program!

  • Product Review:

OptraPol Next Generation!

  • The Henry Schein Outlet Store:

WaterLase C-100!

  • Dental Practices for Sale:

Practice Sales & Transitions!

  • Music Should Start Your Day:

A Cliff’s Notes Favorite!

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

image001   Dental Health, What You Don’t Know But Should!

Let’s take the phrase “Dental Health” and put the word “Practice” in the middle. Now let’s look at the health of your practice and compare it to the tooth that you mark down as a “wait & see”. You know that sooner or later that tooth will need some work but at this time it is not critical and you don’t want to ask the patient to commit to a treatment plan. When it is critical, patient acceptance is easier, and as long as the “wait & see” scenario doesn’t domino into other issues, it’s an acceptable chosen approach. However, your Dental Practice Health is another issue.

As a dental field consultant my job is practice development. My specialty covers all aspects of the business of dentistry from clinical to the close personal relationship between the practice and your personal life, from the morning huddle to transition & retirement planning. A life time of business management and interaction with dentists and their problems has given me the opportunity to understand the common issues that affect 90% of my clients, then again, maybe 99%. I can sum it up in one word “Vision”.

Ask yourself these questions:

  1. Do you understand the industry you are in?
  2. Do you understand how the changes in healthcare delivery will affect you?
  3. Have you planned your business strategy for the next 5-10 years?
  4. Do you have an exit plan?
  5. Can you have an exit plan?

If you are an average dentist you probably answered yes to all 5 questions. And if you are that average dentist, you’re probably fooling yourself. Your industry is changing at lightning speed and you need to prepare for, or catch up to, the change.

6 years ago the industry was preaching “fee for service”. There was no excuse for patients not accepting a treatment plan. There was plenty of money around and credit was easy. What happened since then? Here in the New Jersey/New York market we are aloof to trends taking over the rest of the country. Take a good look at your counterparts in the medical community, 70% work for hospital based corporations and in the heart land of America, oral health care is being dragged along. To think this concept is not coming to the northeast is nothing more than an optimistic dream. The dental industry is one of the few Mom & Pop style business models still existing in the United States. Is the future of dentistry becoming a corporate affair? Is it moving towards consolidation and group practices? Can you keep doing what you do and sustain and grow? Now ask yourself if you really understand.

Future success requires a plan and it only take 1 hour to start the thought process. However, you do need to start because every day that goes by puts you deeper into the change. If you should have any questions or concerns please feel free to contact me at any time at 201-321-7494 or It only takes a 1 hour conversation!

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

The Magic Formula: How Many Patients Do You Need?

 Kerry Straine

One of the biggest questions that dentists have is “how many active patients do I need?” The answer is difficult because every practice is different and so much relies on wants and needs. The value of a patient used to be easy to determine, however, the world has changed and as operating costs increase, insurance reimbursements decrease and added competition reduces the patient pool, you need to think outside the box and develop an ongoing business strategy.

In the following video presentation, Kerry talks about the general concept of a patient base.


MAGIC FORMULA: How Many Patients Do You Need

Ever wonder how many patients you need to have a successful practice? Kerry Straine discusses the magic formula. 

To understand more about building your team & practice or 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:……………………………………………….


Creating Electronic Forms – A “How To” Video!

When you are ready to go down the Path to Paperless one of the Dentrix modules you will want to become very familiar with is the Questionnaire Module.  This module will turn your ordinary paper forms into electronic forms that can be linked to your website, iPad, tablet or kiosk workstation.  This video will take you through a demonstration on how to create a new form.  Enjoy!

To see the video and 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………………………………………………….

image004  10 employee conversations that managers hate to have!

 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

Meet the AADOM Team: Log onto:

10 employee conversations that managers hate to have!

Great Leadership: Being a manager means never having to say you’re sorry. No wait, that’s some dumb line from a horrible 1970s movie. However, there may be some truth in that statement. Sometimes, as a manager, you have to have difficult conversations with employees that are guaranteed to make them defensive, angry, and not want to hang out with you after work anymore.

You may feel like a cad and want to apologize, but there’s really nothing to apologize for. You’re just doing your job.
That’s why managers get paid the big bucks. Because when there’s an issue with an employee, everyone expects the manager to “do something about it.” And if you don’t, they’ll think you’re a wimp and that nobody really gives a @#%$.

To read the rest of this article, log onto:

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

Insights from the Disney Institute!

 Underrated Characteristics of Today’s Most Effective Leaders

Posted on June 27, 2013 by Bruce Jones, Programming Director, Disney Institute

  Vision and empathy have long been two characteristics dominating the leadership conversation, but today’s shifting leadership landscape is inviting previously unconsidered leadership characteristics into the fold.
A Seley Distinguished Professor of Management at MIT, Deborah Ancona speaks to new research that suggests two less predictable characteristics of the most effective leaders: sense-making and inventing.

Deborah notes that sense making has not been included in any leadership model that she has seen, yet it kind of makes sense. “When the world is moving so quickly and in so many ways that we cannot predict, that a key thing a leader can do is sense make – that is, make sense of the context in which an organization or a team is operating,” she says.

The second characteristic is inventing which, like innovating, requires an organization to create new products, services, or processes that fundamentally change the way we think or act — to push the organization ahead. A leader with the capacity for inventing or innovating recognizes these opportunities in the environment and inspires people to push them forward until they become a reality.

To read the Disney Institute Blog, log onto:

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

image005  The ADA/Kellogg Executive Management Program!

July 09, 2013

Applications due July 29 for Northwestern University Executive Management Program. The ADA/Kellogg Executive Management Program is inviting applicants for its three-week intensive business education program designed for dentists to learn the core principles of an MBA program. Applications are due July 29.

The program offers dentists the opportunity to learn business management principles along side their peers in dentistry with a curriculum that challenges participants to think creatively.

The same top business professors who teach in Kellogg’s MBA program will cover the principles required to manage a successful business. Courses include operations, business strategy, organization leadership, marketing, finance, accounting, economics and statistics.

Participants attend three sessions at Northwestern University’s Chicago campus on Sept. 27- Oct. 2, Oct.17- 22 and Nov. 14-19. A certificate is received upon completion.

For more information and to apply online by July 29, visit or call 1-312-440-3541.

To read the rest of this article, log onto:

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

OptraPol Next Generation

OptraPol “Next Generation” is a high-quality, one-step polishing system that saves you time.

OptraPol “Next Generation” is excellently suitable for finishing and polishing all popular composite restorations in a single step. The effective silicone polishers are highly filled with micro-fine diamond crystallites – up to 72 wt.%. Consequently, the results of the excellent polishing performance are visible within seconds.

After polishing with OptraPol “Next Generation”, composite restorations, e.g. made of Tetric EvoCeram, exhibit a lasting natural-looking luster. The polishers effectively remove any surface roughness in a very short time and leave the restoration surface exceptionally smooth. As a result, the restorations are less susceptible to staining and the accumulation of plaque.

The OptraPol “Next Generation” one-step polishing system eliminates the need for changing instruments and the risk of confusing the grit size of polishers. In contrast to elastic polishing discs, OptraPol polishers are available in different shapes which are optimally matched to the contours of anterior and posterior teeth. Therefore, restoration surfaces can be polished with much more precision.

The polishers are dimensionally stable, wear resistant and long-lasting. They can be autoclaved and used up to 20 times.

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

Biolase Technology
Condition: New – Overstock
Part Number: 2812488XN   Manufacturer Part Number: 7100104
Catalog Price: $49,900.00  Clearance Price: $15,995.00

Warranty: 6 Month Warranty – All Sales Final!

Please follow the link below for more information about the Waterlase C100 Laser:

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

Dental Practice Sales & Transitions

Music Should Start Your Day…………………………………………

It Sooths the Savage Beast!

In the mid 1960’s a little known penniless song writer by the name of Robert Zimmerman traveled by bus from Greenwich Village in NYC to visit his music idle that was in his last days in a New Jersey Hospital. Woody Guthrie inspired true American music and past his talent to his son Arlo who carried on the tradition as the First Family of American Music. Bob Zimmerman went on to change his name to Dylan and along with Arlo helped keep “American Music” alive. In tribute to his father, Arlo wrote “City of New Orleans”. Below are to versions, the original and Willie Nelson’s Farm Aid version. I hope they help start your day with a smile.


Arlo Guthrie /City of New Orleans     City of New Orleans – Willie Nelson and Sheryl Crow

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

July 14, 2013 - Posted by | Uncategorized

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