Cliff's Notes

The Business of Dentistry

“Your Future in Dentistry” & “An ADA look at the effect of market forces under Affordable Care Act!”

Cliff’s Notes for September 1, 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.





The greater part of our happiness or misery depends on our dispositions and not our circumstances.”

Martha Washington




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

“Dr. Hornbrook Reviews SonicFill”

Over 160 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

Your Future in Dentistry Can be Bright, But only if you Think Smart!

  • Dentistry Beyond the Mouth:

The Future of Your Practice is Total Health!

  • The Office Manager Blog:

10 Blog Posts for Going Paperless!

  • American Association of Dental Office Managers:

Welcome to the Metropolitan Association of Dental Office Managers!

  • The Disney Magic of Management:

Insights from the Disney Institute

Recruitment Techniques!

  • This Week from the ADA:

ACA: Changing dental benefits landscape:

A look at the effect of market forces under Affordable Care Act!

  • Product Review:

Mr. Thirsty by Zirc?

  • The Henry Schein Outlet Store

Handler Dust Collector!

  • Dental Practices for Sale

What is a Transition Consultant?

  • Music Should Start Your Day

A Cliff’s Notes Favorite!

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

Your Future in Dentistry Can be Bright!

image001  But only if you Think Smart!

Change is inevitable; you can’t stop it or wish it away, so you need to embrace it and as a business/practice owner, prepare for where dentistry is heading and not where it is today. You need to start looking at how and where your positive revenue and increased expenses will affect your business and maybe start considering “economies of scale”.

Today’s dental practice needs to offer as many in-house services as possible. Not only to create positive revenue, but for patient convenience. The dental office of the future will provide all services and work with most if not all insurance companies. This may be a sad fact but it is true. However, economies of scale reduce overall cost and an increase in procedures increases revenue and cash flow. When done correctly the quality of dentistry will not be sacrificed, it will be accomplished faster for a greater number of patients, increase collection and receive payments in a more rapid time frame. It is all basic economics and you need to understand that if you take the clinical side of your practice out of the equation, it’s all about business, and what you do is sell goods and services.

The dental practice as we know it today is going to change dramatically over the next 5-10 years. The writing is no longer on the wall, it is etched in stone and whether Obama Care stays intact or not, the changes are going to happen. The error of the private practioner is coming to an end. Enter the multi-doctor age with every chair full and no holes in the schedule.

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

Dentistry Beyond the Mouth…………………………………………………

 The Future of Your Practice is Total Health!

  Total Health Beyond the Mouth is an integrated wellness and education program that informs patients of the integral link between oral health and total health, and assists dental professionals in uncovering potential systemic health problems. This includes periodontal disease, oral cancer, sleep disorders, heart disease, and diabetes.
Henry Schein Dental’s Total Health Beyond the Mouth program was developed in collaboration with the American Academy for Oral Systemic Health, an organization of health-care leaders and health professionals dedicated to the relationship of oral health and whole body health.

Henry Schein Dental’s Total Health Beyond the Mouth includes the Total Health Checklist, which–together with screening and diagnostics–assists dental professionals in assessing patients’ oral health, its impact on their total health, and uncovering health problems.

After completing the checklist, patients are given the Total Health Brochure, an educational tool about the relationship between oral health and total health, the significance of periodontal disease, and the close links between other health conditions and oral health. If any potential issues are uncovered through the dental team’s review of the checklist, a patient is provided with a laminated Total Health Patient Guide in preparation for a health discussion following treatment. This includes a discussion of further screening and treatment options.

For example, should a potential case of sleep apnea be uncovered through the Total Health process, further screening and treatment could include Henry Schein Sleep Complete, a solution that delivers information and products for implementation of dental sleep medicine in the dental practice.

“The strong link between oral health and overall health is becoming increasingly recognized, and it is clear that preventative oral health care is an essential building block to one’s health and well-being,” said Tim Sullivan, president of Henry Schein Dental.

“Our Total Health Beyond the Mouth program not only provides a helpful tool in assisting dental professionals in uncovering serious health problems and improving the overall health of their patients, but it also educates patients about the oral-systemic connection, invigorates the dental practice with new wellness services, and reinforces the value of preventative and regular oral care.”

According to the National Institute of Dental and Craniofacial Research, 78% of adults have some form of periodontal disease. Only 3% of adults with periodontal disease seek treatment, according to the American Academy of Periodontology.

The Journal of Periodontology notes that an investment in preventative periodontal health saves patients money in the long run, with health care costs for patients with severe periodontal disease 21% higher on average than for those for patients without periodontal disease.

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


Top 10 blog posts for going Paperless

To see Dayna’s blog, log onto:

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

Welcome to the Metropolitan Association of Dental Office Managers

  The Metropolitan Association of Dental Office Managers (MADOM) will be forming in Northern New Jersey in the Fall of 2013. This group will meet for 2-3 hours on Friday mornings, every 3 months @ The Vizstara Dental Educational Center in Englewood Cliffs.

Topics will include:

  • Going Paperless / Electronic Records
  • Dental & Medical Cross Coding
  • Leadership and Marketing
  • HR Compliance and Team Communication

Yearly membership is $250.  Individual sessions for non-members is $75 dollars each.

Registration starts at 9:30am with continental breakfast.

Lecture is from 10:00am-12:00pm.

Membership to the national organization (AADOM) is available along with AADOM Fellowship Credits.

 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:

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

Insights from the Disney Institute!

      Here are 3 recruitment techniques for hiring the right people for your organization:

Rewrite the job description: Most job descriptions are task-based; they fail to identify the behaviors the ideal candidate would possess. Write your job description to include the skills and behaviors that would make the applicant the best person for the job.

Rethink the interview questions: Task-based questions only give you purview into what a candidate is able to do. Add balance to your interview session by asking behaviorally based questions. A behaviorally-based question might start with, “How would you respond if …?”
Integrate your mission and vision statement: Include your mission and vision statement on your organization’s hiring documents. Let it serve as a reminder of who you are, and more importantly, what your candidate is signing up to be a a part of.

To read the Disney Institute Blog, log onto:

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

image005   ACA: Changing dental benefits landscape:

A look at the effect of market forces under Affordable Care Act

September 02, 2013

The “Patient Protection and Affordable Care Act,” shorthanded as the ACA and as this series of reports will refer to it, has the potential to reshape health care in America. Expansion of medical insurance coverage, a move toward more integrated care delivery and significant changes in the financing of health care are among the expectations of ACA legislators and regulators.

The Association’s primary focus has been the law’s potential effects on dentistry and the delivery of dental services to patients.

The first and second ADA News ACA Q-and-As Aug. 5 and 19 are posted online at This report continues an examination of the ACA and dental benefits and looks at an ACA pilot project for accountable care organizations. Member questions on ACA implementation may be directed to the dedicated email address

 To read the rest of this article, log onto:

Product Review – Mr. Thirsty…….

Mr. Thirsty™ is your new sidekick and everyone is benefiting: 

  • The patient is more comfortable
  • The doctor has a clear field to work in
  • The assistant is performing other duties
  • The hygienist works steadily without constant interruption to use the saliva ejector



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

Handler BENCHTOP PORTA-VAC Dust Collector

“Vacuum for Your Lathe”
Condition: Reconditioned
Part Number: 621-9433-R  Manufacturer Part Number: 550
Catalog Price: $299.99  Outlet Price: $149.00

Warranty: 1-Year

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

“What is A Transition Consultant?”

Log onto:

For more information or a confidential conversation, call Cliff @ 201-321-7494 or e-mail

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

From Me to You, Enjoy!

The Beatles – Lovely Rita (2009 Stereo Remaster) – YouTube

Blood Sweat & TearsSpinning wheelYouTube

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

September 2, 2013 - Posted by | Uncategorized

1 Comment »

  1. Interesting article as to ‘Doing what we want to do, when we can do’

    Comment by Margaret Mendez | September 10, 2013 | Reply

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