Cliff's Notes

The Business of Dentistry

“The Change in Managed Dentistry” & “NEVO from E4D”

Cliff’s Notes for July 21, 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.




Opportunity is missed by most people because it is dressed in overalls and looks like work.

Thomas Edison




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

“E4D’s New Technology, The Nevo Scan!”

It Is Getting Easier Every Day!

Over 155 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

The Change in Managed Dentistry is Coming, It’s Time to Embrace!

  • The Straine Effect: Concepts  in Practice Management:

5 strategies for success in your dental practice!

  • The Office Manager Blog:

The Business of Dentistry Conference!

  • American Association of Dental Office Managers:

Easy tips to ensure your dental practice gets paid on time!

  • The Disney Magic of Management:

Insights from the Disney Institute

Want to Be More Collaborative? Sit In a Circle!

  • This Week from the ADA:

FDA approves marketing of test for medical steam device effectiveness!

  • Product Review:

E4D NEVO Scanner and Design Center for Restorative Dentistry!

  • The Henry Schein Outlet Store:

ValuKlave 1730 by Tuttnauer!

  • Dental Practice Sales & Transitions:

 “Co-Ownership & Partnership Agreements”

  • Music Should Start Your Day:

A Cliff’s Notes Favorite!

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

image001  The Change in Managed Dentistry is Coming, or is it here?

Unless you have been living in a vacuum, you have seen the changes in dentistry over just the last 5 years. Technology is fueling technology and the way a patient’s dental care is managed has evolved and it will it will continue to. The clinical changes are advancements in diagnostics and it is the diagnostic capability that will usher in the most radical change.

Many of my clients are “Anti-Obama Care” and in this commentary I will not take any side or make any political statement, however, I will point out what I see as the one basic principle that will not be repealed or challenged and where it will take dentistry over the next 5-10 years.

Although the Affordable Care Act (Obama Care) was designed to provide health care for everyone, the raw basic principle that is not being fought out in the media is to reduce health care costs by keeping people healthy. It is about preventive medicine and dentistry is medicine. Now, whether you agree with the practicality of 350 million people seeking on-going preventive care is not the point. The fact is that the concept will not be repealed so as healthcare providers we need to adapt. Just like our medical doctor counterparts, our insurance reimbursements will be reduced, our overhead will continue to rise and we will need to increase production by seeing more patients. So, where does that leave us? We need to better manage our patients and our time.

When you implemented digital radiography, and I hope you did, you not only increased your diagnostic capability, but you reduced the patient’s chair time and eliminated the cost of film, chemicals, clean-up and disposal. By reducing chair time you were able to see one more patient a day, increasing daily revenue within the same number of work hours. When you began using e-claims and tracking through your software, you eliminated paperwork, postage, lost claims and got paid three times faster that improved your cash flow. These were good business investments and now it is time to look at some others.

Unless you don’t have an intraoral camera, or practice management software or digital radiography, Digital impressions should be the next item on your list. By incorporating digital impression technology we eliminate 95% of the cost of impression materials and related support items, we eliminate “re-takes” and store impression data indefinitely in the patient’s electronic chart. We will reduce the room turnaround time by eliminating some auxiliary “clean-up” chores, and that will free-up business hours that can be transferred to clinical time. Most of all, you will impress your patients, no more goop & goo!

Managing your patients also includes understanding their insurance benefits and helping them utilize what they have. Most of my clients don’t utilize their practice management software’s ability to “manage patients”. If you don’t use Dentrix, you should look into Trojan Software to link to your data and a patient’s current insurance eligibility. Knowing eligibility and available benefits before the patient is in the chair is a big advantage when treatment planning and having total health discussions.

Information is power, and the more power we put into our management systems will make the changes in healthcare a positive and profitable experience. Change is going to continue to happen, so we can’t ignore it we need to embrace it. Bob Dylan once wrote “how many times can a man turn his head and pretend that he just doesn’t see?”  It’s time to open your eyes and step out of the box.

For further discussion, please feel free to contact me at any time @ 201-321-7494 or e-mail

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

5 strategies for success!

 Kerry Straine

In the following video presentation, Kerry talks about the general concept of a successful dental practice.


5 Success Strategies for Dentists

Kerry Straine shares 5 strategies for success in your dental practice.

To understand more about building your team & practice or to schedule a conference call appointment, at no cost or obligation, please feel free to contact me at any time @ 201-321-7494 or send me an e-mail @

The Office Manager Blog:…………………………………………….


To see 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…………………………………………………

Easy tips to ensure that your dental practice gets paid on time!

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.    

Meet the AADOM Team: Log onto:

Easy tips to ensure your dental practice gets paid on time — and in total — for treatment

By Jan Keller

In the current economic environment, the collection of accounts receivable becomes more of a challenge each day. There are several easy steps to take, however, that can help. This article takes a look at a few that you can implement easily and quickly in your dental practice.

To read the rest of this article, log onto:

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

Insights from the Disney Institute!

 Want to Be More Collaborative? Sit In a Circle.

Posted on July 16, 2013 by Bruce Jones, Programming Director, Disney Institute

  New research from the University of British Columbia suggests that more collaborative meetings happen outside of the boardroom.

The study, conducted by the Sauder School of Business, shows the impact of seating arrangements on the way people think. “The geometric shape of a seating arrangement can act as a subtle environmental cue for people, by priming their fundamental need for inclusiveness or individuality,” says Sauder Assistant Professor Juliet Zhu.

Volunteers were asked to sit in circular or angular (boardroom-style) seating arrangement to evaluate advertisements. The volunteers seated in a circular arrangement reacted more favorably to advertisements featuring groups of family members or friends — advertisements that conveyed a sense of belonging. In contrast, volunteers sitting in angular seating arrangements more closely identified with advertisements portraying “maverick” types — individuals.

The findings suggest that circular seating arrangements may make for more collaborate meetings because of the sense of belonging it creates. At Disney, we know that removing the fear of sharing ideas is critical to collaboration — each participant must recognize that his or her idea is separate from their personal identity

 To read the Disney Institute Blog, log onto:

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

image005  FDA approves marketing of test for medical steam device effectiveness!

  July 16, 2013

The U.S. Food and Drug Administration approved marketing of a new test that can determine faster whether steam sterilizers are functioning properly.

Verify Cronos Self Contained Biological Indicator is the first biological indicator test that provides results in two hours. Like other biological indicator tests, the Verify Cronos SCBI consists of a vial containing dried spores from the heat-resistant bacteria Geobacillus stearothermophilus. Prior to the start of a sterilization cycle, the vial is placed inside the sterilization chamber along with the sterilization load. After the sterilization cycle is complete, the spores are placed in a liquid medium ideal for growth of any surviving bacteria. Growth of bacteria indicates that sterilization failed.

The Verify Cronos SCBI test uses a genetically-engineered strain Geobacillus stearothermophilus that produces an enzyme that fluoresces in reaction with the recovery medium if test microorganisms are present after the sterilization process. Genetically engineered Geobacillus stearothermophilus that survive a sterilization cycle will start growing and producing the enzyme within two hours, giving much faster results than the 24 hours normally needed with a natural bacterial strain

To read the rest of this article, log onto:  

Product Review – NEVO……………………………………………..

E4D NEVO Scanner and Design Center for Restorative Dentistry

 E4D® NEVO™ Scanner and Design Center

Connected to a laptop powered by Intel’s Thunderbolt™ technology, E4D NEVO scanner utilizes blue laser technology to offer high quality, powder-free image capture, as well as exceptional video-rate speed and ease of use. Other features of the scanner include adjustable FOV, ergonomic design for easy positioning, removable tips for infection control, color-coded feedback to operator, and more.  The Design Center’s easy-to-learn Autogenesis software and robust design tools let users construct custom restorations for patients requiring everything from a single to full arch.

Features and Benefits: The NEVO Scanner:

  • Computer-guided image capture
  • Plug-and-play technology allows users to freely scan at multiple NEVO workstations.
  • Ergonomic design offers comfort and ease of use, as well as increased operational efficiency.
  • Removable wand tips eliminate patient down time and provide superior infection control.
  • Continuously heated mirror tip counters intraoral fogging.
  • Blaze technology™ utilizes a smaller 450mm wavelength laser to accurately capture restorations, hard and soft tissues, models, and impressions.
  • Intel Thunderbolt™ connectivity to the NEVO Design Center laptop offers lightning-fast capture and data processing.

The NEVO Design Center:

  • Includes design software, laptop PC with customized Skinit cover, mouse, and optional cart.
  • Portable restorative design system with laptop convenience lets you take work virtually anywhere.
  • Autogenesis™ software constructs custom restorations for every patient.
  • Easily designs single units and bridges.
  • Proprietary ICE™ view offers a clean, clinically accurate view of captured images.
  • Switch between ICE and real 3D data view to identify and mark margins.
  • Push and pull virtual restorations to adjust occlusal and interproximal contact.

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

Tuttnauer VALUKLAVE 1730
Condition: MFR-Reconditioned

Part Number: 6682244MR   Manufacturer Part Number: 1730
Catalog Price: $2,539.99  Outlet Price: $1,899.00

Warranty: 1-Year

  • Fast Cycle Time. 11 minutes from a hot start* (Standard Unwrapped Cycle time)
  • Automatic shut off at the end of both the sterilization and dry cycles
  • A long life electro polished chamber and door Double safety locking device prevents door from opening while chamber is pressurized
  • Drain valve is located on the front, allowing for quick and easy draining of water reservoir
  • Dual safety to protect against overheating
  • International certifications

Dental Practices Sales & Transitions…………………………….

“Co-Ownership & Partnership Agreements”

Log onto:

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

It Sooths the Savage Beast!

2:23   2:39

The beach boys – fun, fun, fun

Roger McGuinn – “I Wanna Grow Up To Be A Politician” – 1986

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 21, 2013 - Posted by | Uncategorized

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