Cliff's Notes

The Business of Dentistry

“If You Impliment You Will Succeed” & “The New HIPPA Rules”

Cliff’s Notes for September 8, 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 attacks of September 11th were intended to break our spirit. Instead we have emerged stronger and more unified. We feel renewed devotion to the principles of political, economic, and religious freedom, the rule of law and respect for human life. We are more determined than ever to live our lives in freedom.”

Mayor Rudolph Giuliani 




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

“Lasers & Implants”

Over 165 Dental Videos

In This Week’s Issue


  • The Root of It Commentary:

If You Implement, You will Succeed!

  • Product Review:

Realine (from Invisalign)

For the Non-Invisalign Dental Office, The Complete Process Explained!

  • Dentistry Beyond the Mouth:

Helping Children through Give Kids A Smile!

  • The Office Manager Blog:

The New HIPPA Omnibus Rule!

  • American Association of Dental Office Managers:

The Metropolitan Association of Dental Office Managers!

  • The Disney Magic of Management:

Insights from the Disney Institute!

3 Things Football can Teach us about Leadership…

  • This Week from the ADA:

ADA offers Sunshine Act FAQs exclusive to members!

  • The Henry Schein Outlet Store

Midmark Wet Ring Vacuum Pump!

  • Dental Practices for Sale

What is a Transition Consultant?

  • Music Should Start Your Day

A Cliff’s Notes Favorite!

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

image001  If You Implement, You Will Succeed!

 Implementation of new office protocol is very rarely successful. I recently had some in-depth discussions with the iSleep Group at their Manhattan office and the biggest question they had for me was “WHY”?

The identification of OSA, a life threatening condition, is so simple and costs the dental office absolutely nothing, they couldn’t understand why dental offices are not screening every patient once every year. Not only can the dental office dramatically affect a patient’s life, but the side effect could generate huge increases in revenue.

The answer is that most dentists and their staff go through their day inside a box. You talk about C&B, cosmetics, occlusion and teeth whitening but how often do you ask your patients how they feel? And I don’t mean “How are you today”, I mean “How have you been feeling, health wise”. I will lay odds that you don’t on a routine basis.

How often do you communicate with the patient’s primary care provider with regard to possible systemic conditions? You don’t! You are a healthcare provider, you are a specialist, you are a physician that that specializes in the oral cavity and 99% of everything that goes into your patient’s body goes through your world.

I have clients that spent a lot of money on a Velscope or Identifi System and don’t use it on every patient. Why, because the patient doesn’t want to pay for it. Wrong answer! Think about it, the patient doesn’t want to pay for the screening so you have less concern for possibility of oral cancer. You don’t want your staff to take the 2-3 minutes to review an OSA screening because heart attack & stroke are not your main concern.

The implementation of new office protocol requires discipline and dedication. All too often I have seen programs as standard as soft tissue management fall by the wayside because team leaders allow team members to fall back into old routines. 

Patient total healthcare is a new concept for dentistry, maybe it is because dentistry is the forefront of preventive medicine. Maybe it is time to buck the old trends and become your patient’s total healthcare advocate that they visit every 6 months.

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

Product Review – Realine by Invisalign………………………………….

The following 7 instructional videos will explain the entire Realine process.

Align Technologies does not require any additional training. However, if you would like in-office instruction, please feel free to contact me at any time.

Adding New Patients – Realine

This is a more in-depth look at adding a new patient, but also covers areas such as filling out the prescription, impressions needed 

Treatment Plan – Realine

Dentists want to know what they will see when the treatment plan is presented to them. In this video, they will see exactly what will 

Submitting Patient Records – Realine

Again, this will cover the impression technique and shipping instructions.

Using Realine

This video establishes how to use and the support available on the doctor’s Realine site.

Selecting Intraoral Scans-Realine

How To Upload Photos on the Realine Website

This is a more in-depth look at adding a new patient, but also covers areas such as filling out the prescription, impressions needed.

Submitting Prescription – Realine

This video goes into the details of completing the prescription form which involves entering patient information.

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

Helping Children through Give Kids A Smile

The American Dental Association began the Give Kids A Smile program in 2003 as a way for dentists to join with others in the community to provide dental services to underserved children. The program initially began as a one-day event in February, but has since grown to local and national events year-round. Dentists and other team members volunteer their time, and services, to provide screenings, treatments and education to children throughout the United States. Each year, approximately 450,000 children benefit from more than 1500 events, all because of the efforts of 40,000 or more annual volunteers.

2014 Give Kids A Smile Day National Kickoff Event

Celebrating its 12th year, the national kickoff event will be held at Howard University in Washington, D.C.  More details to follow.

Mark Your Calendar…

There are many exciting upcoming events for Give Kids A Smile:

For more information call Cliff @ 201-321-7494 or

Important Dates
October 1, 2013 Give Kids A Smile Day 2014 Sign Up Goes Live
November 8, 2013 Product Request Deadline
December 6, 2013      Product Recipient List Posted
Week of January 20, 2014 Product Delivered
 Friday, February 7, 2014  

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

image001The New HIPPA Omnibus Rule

  If you haven’t already heard, the HIPAA Omnibus Rule took effect on March 26, 2013 and compliance is required by September 23, 2013. Since annual team HIPAA training is required, now would be a great time to review your protocols and forms. There are some new changes to our HIPAA Privacy Practice Notice and our Business Associate Agreements that will require us to redistribute these forms. I know . . . what a pain, right? 

Here are some highlights of the Omnibus Rule that I pulled directly from the full summary, which you can read at your leisure at:

Also, make sure you work with your attorney or malpractice company to make sure all your forms are compliant.

To see the rest of 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.


 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!

3 Things Football Can Teach Us About Leadership

Posted on September 05, 2013 by Bruce Jones, Programming Director, Disney Institute

  The 53-man rosters are set, the lines are painted on the turf, and football is primed to make its grand return as the Super Bowl XLVII champion Ravens return to Denver in defense of their title.
The Ravens capped their improbable run to the Super Bowl by winning four straight games, this after losing four of their final five regular season games. But it wasn’t without the leadership of several veterans who set the tone for the team.
At Disney, we believe that leadership is a verb defined by one’s actions rather than a position one holds. Perhaps that’s how many teams are able to identify new leaders — through the player’s actions and behaviors which reflect the values of the organization.

While the transient nature of the NFL remains a constant threat to the value system of an organization, a team’s leaders understand their responsibility in communicating the values and vision of the organization to new players — an absolute necessity to continue progressing towards the team’s common goal.
Here are three other lessons leaders can take from the football field:

To read the Disney Institute Blog, log onto:

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

image005  ADA offers Sunshine Act FAQs exclusive to members

       September 05, 2013  By Craig Palmer, ADA News staff

The Association has posted a Sunshine Act Frequently Asked Questions for Dentists document to help members understand implications of the “transfer of value” data collection that began Aug. 1 and the data reporting that will follow.

The posting expands ADA communications on the Sunshine Act, which requires that certain companies providing payments, gifts, food, education and other “transfers” to dentists submit annual reports to the federal government with information about each dentist and what was provided. The government will post the information on a searchable public website called “Open Payments.” Certain companies must also report ownership and investment interests held by dentists and their immediate family members.

To read the rest of this article, 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   Special Price: $3,799.00

Warranty: 1-Year

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

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

“What is A Transition Consultant?”

Log onto:

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

From Me to You, Enjoy!

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

Blood Sweat & TearsSpinning wheel – YouTube

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 8, 2013 - Posted by | Uncategorized

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