Cliff's Notes

The Business of Dentistry

“Invest to Grow!” & “Pregnant patients OK to see a dentist!”

Cliff’s Notes for August 18, 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.





The over-all point is that new technology will not necessarily replace old technology, but it will date it. By definition; eventually, it will replace it. But it’s like people who had black-and-white TVs when color came out. They eventually decided whether or not the new technology was worth the investment.”

Steve Jobs




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


Indications for use and how to use with lithium disilicate and zirconia

Over 160 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

You Need to Invest to Grow!

  • When Kerpen Speaks:

The 1 Thing You Must Do In Every Job Interview!

  • The Office Manager Blog:

What if you could have a Smartphone at the Office?

  • American Association of Dental Office Managers:

The Most Important Employment Documents!

  • The Disney Magic of Management:

Insights from the Disney Institute

What Happens When You Can’t Give What the Customer Wants?

  • This Week from the ADA:

Ob-gyns: encourage pregnant patients to see a dentist!

  • Product Review:

SockIt Gel – Oral hydrogel Wound Dressing!

  • The Henry Schein Outlet Store

Midmark Vacuum Pump!

  • Dental Practices for Sale

Co-Ownership & Partnership Agreements!

  • Music Should Start Your Day

A Cliff’s Notes Favorite!

The Root of It Commentary………………………….

image001  You Need to Invest to Grow!

 Investment is a term that is applied to money issues, however, everything you do in business and life is an investment. You invest in time when you drive your kids to their activities, you invest in your enjoyment when you buy tickets to a play, and you invest in your health when you spend extra money on “natural” food. What you don’t often realize is the return on investment (ROI) and how those returns affect the other aspects of your life, and your dental practice is a major aspect of your life.

It is a fact that 40% of the dental industry does not utilize digital radiography and 50% of those that do invested in the least expensive system they could find. They would have been better off to keep using film. But, out of the 40% that have still not engaged, I’ll bet that more than half drive cars that are valued over $50,000.00.

Now let’s look at your practice and focus on the next 10-30 years. You invest carefully and manage your retirement portfolio but are you thinking about the value your practice has and will have when it is time to walk off the field? Even if you just started the game, you need to look down the field and keep your eye on the goal line. Every play (decision) is an investment in moving forward and scoring.

Think about what the new breed of dentist is learning in school. They don’t know how to develop x-ray film and in a very short time, they won’t know how to correctly use an impression material. As far as money, they will be coming out of school with hundreds of thousands of dollars in student loans, so who will be able to or worst want to buy your practice? How will that affect your retirement portfolio?

It’s time to start thinking about investing in your future and your retirement, whether it is 3 years or 30 years away.  Plan your business investments to where the dental industry is going, not where it is today. Those plans may be scary and if you have a conservative nature may seem risky, but you still need to have the discussions. Think about where dentistry was 10 years ago. Technology is fueling technology and the changes are happening faster and faster. The net profit per procedure is dropping; you need to look at tomorrow’s technology to fill the gaps and decide not if but how are you going to invest and change.

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

When Kerpen Speaks!………………………………………….

The 1 Thing You Must Do In Every Job Interview!

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

    I recently interviewed an excellent candidate for a position at our growing startup, Likeable Local. The woman had an incredible resume, an infectious personality, and, seemingly, a great work ethic. She was dressed for success, with a style fitting our culture. She answered all of my questions well, and seemed like a potential excellent fit for our company. Yet, despite all of this, she didn’t receive another interview, and I absolutely couldn’t seriously consider hiring her. What went wrong?

When I asked her what questions she had for me, the job candidate replied, “None, really. I’ve been following you guys online for awhile and feel like I know everything already.”

That was a fatal error, of course. By not asking questions, she told me she wasn’t truly interested in learning more, in creating value, and in our company. I couldn’t hire an otherwise very-well-qualified candidate because, in her lack of questions, she displayed a lack of passion for, interest in, and curiosity about our company and the position.

The most important thing you must do in every interview is to ask great questions.

The key is to ask great questions- not to ask questions that you should know the answers to already (“What does the position entail?) or questions that make it all about you (“What is your vacation policy?”)

Here are 9 great questions you can use or make your own on your next job interview. Obviously they’re generic and should be tailored based on circumstances:

1) Who would make the ideal candidate for this position?

2) How will the work I’ll be doing contribute to the organization’s mission?

3) What were the best things about the last person who held this position?

4) What are three ways I can contribute to the company beyond the job description?

5) How can I best contribute to the department’s goals?

6) How do you see me best contributing to the corporate culture and morale?

7) What do you see as the biggest challenges of working here and how can I overcome those challenges?

8) What is your vision for where the company or department will be in one year? In 3-5 years?

9) How can I best help you and the team succeed?

Of course, the more research you do in advance, the more you can ask specific questions about the company’s recent news, blog posts, product launches, plans, etc. But here’s the bottom line:

To read the rest of this article, log onto:

On January 14, 2014 Dave Kerpen will be the featured speaker at the Grassroots Metro Study Club meeting @ Vizstara in Englewood Cliffs, NJ. And on January 23, 2014 He will be visiting the Grassroots in Denville, 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:……………………………

What if you could have a Smartphone at the Office?


If you are using a smartphone for personal use you might have pictures attached to your contacts so when your phone rings you can see exactly who is calling.  What if your office phone system could do that . . . .and more?  While I was speaking at the Business of Dentistry conference recently in Vegas I had a chance to walk through the vendor booths and I was amazed at the new phone system offered by Tech Central through Henry Schein. 

Watch a short video on my blog and see how this new technology comes to life. 

For more information contact Cliff @ 201-321-7494 or CLICK HERE to be directed to the Tech Central website.

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

Tips from the AADOM………………………………..

image004  The Most Important Employment Documents!

 The American Association of Dental Office Managers

Employment litigation can be expensive and time-consuming. An employer’s success or failure in defending itself can turn on the law or the facts. Employers cannot do too much to change the law that applies to any given case. But, experience shows that employers can do a lot to shape the facts and to improve their position in employment litigation. Most of the time, this shaping of the facts depends on the documentation. Moreover, while the particular facts may be different from case to case, the same types of documents are at issue in nearly every employment law case.

To read the rest of this article, log onto:

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:

The Magic of Management…………………………..

Insights from the Disney Institute!

    What Happens When You Can’t Give a Customer What They Want?

To read the Disney Institute Blog, log onto:

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

image005  Ob-gyns: encourage pregnant patients to see a dentist!

 August 13, 2013  By Craig Palmer, ADA News staff

Washington—Teeth cleanings and dental X-rays are safe for pregnant women, according to recommendations issued by The American College of Obstetricians and Gynecologists. Ob-gyns are being advised to perform routine oral health assessments at the first prenatal visit and encourage their patients to see a dentist during pregnancy, The College said in a July 26 statement.

The College Committee on Health Care for Underserved Women issued the guidelines. Committee Opinion #569, Oral Health Care During Pregnancy and Through the Lifespan, is published in the August issue of the Obstetrics & Gynecology journal.

Opinion #569 was reviewed by the Oral Health Care During Pregnancy Advisory Committee, which includes representatives of the ACOG, the American Dental Association and the Health Resources and Services Administration’s Maternal and Child Health Bureau, and coordinated by the National Maternal and Child Oral Health Resource Center at Georgetown University.

To read the rest of this article, log onto:

Product Review – SockIt Hydrogel………………….

Oral Wound Dressing Offers a New Solution for Post-Treatment Care

Oral hydrogel wound dressing.


SockIt! is an all-natural, drug-free oral wound dressing designed to be used after any procedure, including tooth extractions, implants and grafts.

After initial application in the office, the syringe is sent home with the patient to provide fast, continuous pain relief, protect oral wounds from contamination and promote optimal healing.

Contains: mannose polysaccharides from aloe vera, xylitol and essential oils of cinnamon, clove and thyme. The gel adheres to and protects injured tissues from irritation and contamination. Tests have demonstrated its effectiveness in preventing the growth of microorganisms.


Because it enhances healing and minimizes post-procedural pain, SockIt! reduces calls or revisits from patients complaining of post-op complications. This saves chairtime that, in turn, can be devoted to the next procedure. In addition, SockIt! is billable and may be reimbursed by insurance. All of which makes SockIt! a wound management/procedural profit center.

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: 386-7731-N   Manufacturer Part Number: CV6R
Catalog Price: $5,713.00   Outlet Price: $3,999.00

Warranty: 1-Year

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

Dental Practice Sales & Transitions:

“Co-Ownership & Partnership Agreements”

Log onto:

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

From Me to You, Enjoy!


West Side Story-Jet Song


NYC : Nilsson: The Lord Must Be In New York City (Fan video)

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

August 18, 2013 - Posted by | Uncategorized

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