Cliff's Notes

The Business of Dentistry

“Dentistry in the Year 2020!” & “The Magic of Leadership”

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Cliff’s Notes for July 28, 2013

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


 Cliff Pic

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.





If your actions inspire others to dream more, learn more, do more and become more, you are a leader.”




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

“How to Set-Up PPO Plans in Dentrix”

Over 155 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Dentistry in the Year 2020!

  • When Kerpen Speaks:

Powerful Leadership: Do Unto Others As They Would Want Done!

  • The Office Manager Blog:

No Speak English, No Worries!

  • American Association of Dental Office Managers:

Keeping Information Secret: What Leaders Can Learn From the NSA!

  • The Disney Magic of Management:

Insights from the Disney Institute

How Great Leaders Overcome Their Weaknesses!

  • This Week from the ADA:

2014 budget proposal seeks no dues increase!

  • Product Review:

Calcimol, modified calcium ion releasing base liner from VOCO!

  • The Henry Schein Outlet Store:

Beaver State Cuspidor!

  • Dental Practices for Sale:

Practice Sales & Transitions!

“Co-Ownership & Partnership Agreements”

  • Music Should Start Your Day:

A Cliff’s Notes Favorite!


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

 image001  Dentistry in the Year 2020!

George Orwell wrote the novel “Nineteen Eighty Four” and published it in 1949. In 1968, Stanley Kubrick wrote the screen play for the movie “2001 AD, A Space Odyssey”. Both men predicted what the world would look like 30 years into the future. Although they were both a little off on the years, both men were right! Looking ahead at the world of dentistry in the year 2020 shouldn’t be that hard to do, it’s only 6 years from now. However, most dental professionals don’t understand how to read the book.

The Patient Affordable Health & Portability Act was scheduled to begin full implementation in 2014 until President Obama delayed portions of it so as not to dramatically impact the nation’s economic recovery. Now whether you agree with the legislation or not or whether it should be repealed, healthcare as we know it will be changed forever. We will need to implement new office protocols and we will be required to submit more documentation as part of the NHII (National Health Information Infrastructure). Any way you look at it, you will need to change the way you do dentistry and I suggest that you start today.

When EMR (electronic medical records) is required in dentistry, and it will be, you will need the software and digital imaging technology to comply. Insurance companies will require digital documentation be attached to e-claims or the claim will be denied. On top of all this, insurance reimbursements will not keep up with the rising cost of “doing business”.

The dental practice as we know it today will also need to change. It will need to be open more hours, do more procedures and function more efficiently. Group practices will be able to utilize the economies of scale but solo practices will need to develop a management team that can function as one unit. As an example, in a 400 meter relay, the hand-off is the most critical part, it is the junction of two parts of the chain. The clinical and management parts of your team need to connect smoothly. A chain is only as strong as its weakest link and in too many cases, the weakest link is Leadership.

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

When Kerpen Speaks!…………………………………………………

Powerful Leadership: Do Unto Others As They Would Want Done!

  Dave Kerpen

CEO, Likeable Local, NY Times Best-Selling Author & Keynote Speaker

I recommend you revise the Golden Rule. Let me explain.

  For years, I’ve written about the simplicity and power of the Golden Rule in business: Do unto others as you would want done to you. It’s a splendid concept, except for one thing: Everyone is different and, the truth is, in many cases what you’d want done to you is different from what your partner, employee, customer, or investor would want done to them.

So I came up with the ‘Platinum Rule’: Do unto others as they would want done to them.

The Platinum Rule is decidedly more difficult than the Golden Rule. It’s easy to know what you’d want, but it’s much harder to truly put yourself in another person’s shoes, walk around, and understand his/her perspective.

To read the rest of this article, log onto:

On October 8th, Dave Kerpen will be the featured speaker at the Grassroots Metro Study Club meeting @ Vizstara in Englewood Cliffs, NJ. For more information and registration please contact me directly.

To understand more about building your team & practice please feel free to contact me at any time @ 201-321-7494 or send me an e-mail @

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

image001  No speak English . . . no worries!

Is your practice located in an area with a high concentration of non-English-speaking patients? Do you find it challenging to discuss treatment in a way that they will understand? What happens when they get home and discuss their treatment needs with a spouse or other family member and they have to try and repeat what they were told in the dental practice? Using Dentrix, what if there was a way that you could send the patient home with a treatment plan that was written in his or her native language? Would this help you grow your practice and increase your level of communications with your diverse patient base?

Using Patient Friendly Descriptions in the Treatment Planner can give you the customization you need to better communicate with your patients inside and outside the office. This feature is fully customizable and can be turned on or off with the click of a button.

To see the rest of Dayna’s blog, log onto:

Tips from the AADOM………………………………………………….

image004  Keeping Information Secret: What Leaders Can Learn From the NSA!

 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:

Whether you agree or disagree with Edward Snowden’s actions in leaking classified data, there is a critical leadership lesson to be learned, there are no secrets. The Bible almost seems prophetic when we read:

For there is nothing covered, that shall not be revealed; neither hid, that shall not be known. Therefore whatsoever ye have spoken in darkness shall be heard in the light; and that which ye have spoken in the ear in closets shall be proclaimed upon the housetops. — Luke 12:2-3

Or, as an unknown modern day poet has put it, “What happens in Vegas ends up on Facebook FB +1.47%.”

If you, as a leader in politics or in business, your community or your church, do things in private you would never do if you thought they would ever become public, you’re living in a fantasyland. Whatever you are doing will almost certainly become public, probably at a time and in a way that causes you maximum embarrassment.

To read the rest of this article, log onto:

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

Insights from the Disney Institute!

 How Great Leaders Overcome Their Weaknesses!

Posted on July 23, 2013 by Bruce Jones, Programming Director, Disney Institute

The best leaders understand that they cannot thrive on their own. Their goal is not perfection, but rather, to understand where he or she is imperfect. These leaders surround themselves with the types of people they can entrust their careers to; they fill the gaps by constantly leveraging the strengths of their team.

A common mistake: Weak leaders surround themselves with weaker teams to avoid conflict.
When your team reflects the values and vision of their leader and broader organization, when egos are sacrificed to focus on a greater goal, and when the collaborative efforts of the team are valued with recognition and appreciation, teams can leverage the strengths of other members to fill the gaps.
Leadership Tip: Great leaders are keenly ware of their strengths and the strengths of their team members—and leverage these constantly.
Consider the Disney brothers. Walt was a creative genius and a masterful storyteller, though historic records suggest his interpersonal skills were limited. Roy was a tenacious and shrewd businessman who, as Walt’s partner, handled the financial side of the business. Though their skill sets were very different, their partnership was successful because they shared the same core values.
Would you trust your career to the people on your team? How does your team work together to fill one another’s gaps?

To read the Disney Institute Blog, log onto:

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

image005  2014 budget proposal seeks no dues increase!

   July 15, 2013 By Judy Jakush

‘Exceptional’ year reinforces financial progress, member programs:

The ADA Board of Trustees agreed at its June meeting that it won’t be asking delegates to consider a dues increase when they meet in New Orleans this fall.

While it adopted a preliminary budget proposal in June with a net deficit of $1,443,000, the Board has also informed delegates it will amend the budget proposal to cover the deficit when more definitive information on anticipated non-dues revenue becomes available.

The draft 2014 budget projects expenditures of $124,237,000 million against $122,794,000 million in anticipated revenue. The dues recommendation is to remain the same as the current year at $522.

Dr. Ron Lemmo, ADA treasurer, says the financial picture is good for many reasons. “This is an exceptional year, and by that I mean ‘different.’ We are also benefitting from good management, from good decisions the Board and House made in 2012 and from good return on investment. But we need to remember that we can’t expect to have these things happen every year, so our budget planning should reflect that.”

To read the rest of this article, log onto:  

Product Review – Calcimol……………………………………………

Calcimol LC by VOCO

Light-cured, resin modified calcium ion releasing base liner and pulp capping material.


  • Indirect pulp capping
  • Lining under all filling materials
  • Protection when applying the total-etch technique


  • Calcium ion release promotes hydroxyapatite and secondary dentin growth
  • High pH level 10–12) supports healing and has an antimicrobial effect
  • Non-Dripping syringe for easy placement without waste
  • Virtually eliminates sensitivities by creating a sealed barrier to the pulp
  • High compressive strength for a solid foundation
  • Radiopaque for easy x-ray identification
  • Acid resistant

Calcimol LC in the new NDT®-syringe:

  • NDT® means non-dripping-technology
  • Especially for fine-flowing materials
  • Can be dosed and applied precisely without any loss of material

Calcimol LC – #999-1712 (Cliff’s Intro Price – $39.95)

For more information log onto:

Or, see the intro video @

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

Overstock – Reconditioned – Demo

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

Beaver State Dental
Condition: Demo

Part Number: 742-6938-D, Manufacturer Part Number: C-3250, Catalog Price: $1,242.00   Clearance Price: $499.00 – Warranty: 6 Month Warranty  –  All Sales Final!

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

Dental Practice Sales & Transitions:

“Co-Ownership & Partnership Agreements”

Log onto:

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

It Sooths the Savage Beast!


Steppenwolf – Born to be wild 1969 (Soundtrack of the road film ‘Easy Rider’) …


The Beatles Get Back Live with Lyrics (Rooftop Concert)

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 28, 2013 - Posted by | Uncategorized

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