Cliff's Notes

The Business of Dentistry

“Is the Era of the Solo Practice Gone?” & “Dentistry & Facial Cosmetics”

Cliff’s Notes for September 22, 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 best thing about the future is that it comes one day at a time.”

Abraham Lincoln



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

“SciCan’s OPTIM 33TB Cleaner & Disinfectant”

Over 165 Dental Videos

Click on the Play List!

In This Week’s Issue


  • The Root of It Commentary:

Is the Era of the Solo Practice Gone?

  • Grassroots News:

Facial Cosmetics & The New Frontier with Dr. Bruce Freund!

  • Product Review:

SonicFill by Kerr!

  • Dentistry Beyond the Mouth:

Give Kids A Smile!

  • The Office Manager Blog:

Unscheduled treatment . . . the urgency is now!

  • American Association of Dental Office Managers:

MADOM Meeting on Dental/Medical Cross Coding – 12/13/2013!

  • The Disney Magic of Management:

Insights from the Disney Institute!

3 Questions to Evaluate Your Leadership Effectiveness!

  • This Week from the ADA:

NASCAR Gives Kids A Smile!

  • The Henry Schein Outlet Store

PRECISE LTM Laser Complete Kit!

  • Dental Practices for Sale

What is a Transition Consultant?

  • Music & a Laugh Should Start Your Day

A Cliff’s Notes Favorite!

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

image001  Is the The Era of the Solo Practice Gone?

 A successful business professional always looks at their market as they think it will appear in the future. They plan their investments and strategies to fit into a continuously changing landscape. For those of you that play chess, think about the structure of the game. You are always trying to plan multiple moves ahead of where you are while using the knowledge of the game to anticipate the field you will have to navigate through. Sometimes, sacrificing a piece is necessary when formulating the game plan. Preparing your dental practice for the future is no different.

You have heard all the experts talk about the digital revolution, PPO’s, advanced diagnostics, and all forms of practice management. However, all of those experts have an agenda, they all sell something. As I tell my clients, we all get up in the morning for three basic reasons – fortune, glory, and the betterment of humanity. Fortune always comes first; it allows us to pursue the next two.

You need to do your due diligence when planning the future of your dental practice. Read the street signs and study the map, don’t rely on the just listening to directions. The independent federal agencies that do census and trend reporting have written that the average dental practice consists of 3 or more dental professionals. This is retail dentistry and not only is it here now, it is the future. I call it economies of scale and shared services.

Dentistry is part of healthcare and we all know that is changing at an alarming rate. Take an open eyed look at your healthcare counterparts, the MD’s, do any of them practice alone? Do you think that dentistry is immune to the forces that changed their world? It is time to face facts, there are no more Marcus Welby’s (Ok, I’m dating myself, Google it).

Several of my clients have seen the future and are planning for it. Thoughts of merging practices, bringing in associates and expanding in-house services are often discussed when treatment planning the future. The Affordable Care Act, in whatever form it ends up being, is just an accelerant to how dentistry will be delivered in the future. The overall costs of doing business in healthcare will continue the transformation and you need to read the signs or you will get lost.

The changes in our dental business landscape are happening so fast you can’t see them go buy, just ask Watson (IBM). For further discussion, questions or concerns, please feel free to contact me at any time @ 201-321-7494 or e-mail

Grassroots News………………………………………………………….

Facial Cosmetics, Dentistry’s New Frontier!

This coming Thursday, September 26th, the Morris/Essex chapter of the Grassroots Study Club will meet at the Heritage Grill in Denville, NJ. The topic is Facial Cosmetics and the Speaker is Dr. Bruce Freund, VP of the American Academy of Facial Cosmetics.

I had the pleasure of visiting Dr. Freund this past week at his office in Englewood Cliffs, NJ. The office has 6 operatories with 4 dedicated to high tech dentistry, and 2 set up for related health and cosmetic procedures. This concept, although not revolutionary, changes the way the average patient views the dental clinical experience.

Dr. Freund appeals to his patients in a way that other dentists do not. He has expanded the total health concept to address emotional and self-esteem issues and routinely engages with other medical professional to better the well-being of his patient base. I do recommend attending this very unique presentation and I applaud the grassroots for exploring this “out of the box” patient care concept.

The Club is holding their annual event on Wednesday October 9th at the Venetian in Garfield, NJ. This year’s full day program features Dr. Paul Homoly in a Treatment Planning Workshop. To register log onto:

For more information on program dates or topics, or to register for any meetings or events, contact the club administrator Linda Barba @ 201-201-446-4265.




Product Review – SonicFill……………………………………………

  Kerr Corporation and KaVo Dental GmbH, have put together their core competences to create a first-of-its-kind, time-saving filling system for posterior restorations. SonicFill System enables clinicians to perform posterior restorations with an easy-to use, single-step procedure that combines the advantages of a flowable composite with a universal composite.

SonicFill System is comprised of a KaVo handpiece that enables sonic activation of a specially designed and conveniently delivered composite from Kerr. SonicFill’s proprietary sonic activation significantly reduces the composite’s viscosity to rapidly fill the cavity. Dentists utilizing SonicFill are able to reduce time for placement, packing and sculpting their restorations.

Go from placement to polished in less than 3 minutes!

Placing posterior composite restorations has always been a tedious procedure, cutting into your time and draining your bottom line. SonicFill is the first and only easy-to-use, single-step composite system that doesn’t require an additional capping layer. Now you truly have the ability to place, adapt and cure posterior restorations with a single increment of material in cavities up to 5 mm deep. It really is that easy! Simply place a single increment, contour, cure for 20 seconds and polish. It really is that fast!

For more information or an in-office demonstration, call Cliff @ 201-321-7494 or log onto:

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

Helping Children through Give Kids A Smile – February 7, 2014

ADA On-Line Registration – October 1, 2013 –

Henry Schein Free Examination Kits Request – TODAY! (Call Cliff for Forms)

Through the Henry Schein Cares Program, Henry Schein Dental will supply examination products for up to 50 exams for participating dental offices and organizations to assist in this important community event.

To receive the free/manufacturer donated products the office must register on the ADA website ( and fill out the product request form. Forms can be obtained by contacting Cliff Marsh @ 201-321-7494 or e-mail:  

Participation does not guaranty exam kits. There are a limited number available for this national program. Early sign-up, ADA on-line registration and a Henry Schein account are required.

The Free Exam Kit for up to 50 Pediatric oral Examinations Includes:

Gloves – Patient Bibs – Bib Holders – Face Masks – Plastic Cups – Gauze Pads – Prophy Angles – Prophy Paste – Fluoride Varnish – Chair Sleeves – Tongue Depressors – Children’s Toothbrushes – Children’s Toothpaste

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

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


Unscheduled treatment . . . the urgency is now.

Do you find no matter how many follow up phone calls you make to patients reminding them they still have that crown to do on #31 they still wait until it is urgent?  Well that urgency is right around the corner . . . end of the year unused insurance benefits.  Now is a great time to send out a special reminder to patients whose insurance plan benefits are going to expire at the end of December.  Use them or lose them!  

Even though I make several follow up phone calls from the Treatment Manger Report and document in the Office Journal my conversations with my patients, there is something to be said when a patient receives a letter in the mail.  They know it is important.   Dentrix makes it super easy to search out patients with unscheduled treatment with remaining insurance benefits using the Letter Merge feature. 

From the Office Manager, go to Letters > misc > Treatment Plan Reminder > Edit > then select the parameters for your search.  Click on the >> next to the ‘Dental Insurance’ to open the options for insurance, then click the >> next to the ‘Procedures,’ put a check mark next to  ‘Treatment Plan,’ and select the date range you want.  These selections will help you generate a group of patients who have a treatment plan with remaining insurance benefits. 

 If you want to customize the Treatment Plan Letter (dtxlm21) you can click on ‘open template’ and make any changes you want and then say “yes” to save.  (Remember, however, that when you create a merge, you must always say “no” to save after you are done printing.)

By sending out your reminder letter now, we can help avoid the situation of patients waiting until the last minute to see if they can get squeezed in before the clock strikes midnight on the 31st of December.

To read the rest of Dayna’s interview, log onto:

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

Metropolitan Association of Dental Office Managers – 12/13/2013

The Metropolitan Association of Dental Office Managers (MADOM) will be forming in Northern New Jersey in the Fall of 2013. The first meeting is scheduled for Friday morning December 13 @ The Vizstara Dental Educational Center in Englewood Cliffs. All team members (Drs. Included) are welcome.

The Topic will be:

  • Dental & Medical Cross Coding

Tuition $65.00 for all attendees and includes a light breakfast and 2 CERP/PACE credits in continuing education. Membership to the national organization (AADOM) is available along with AADOM Fellowship Credits.

Registration starts at 9:30am with continental breakfast.

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

image004   The American Association of Dental Office Managers

Meet the AADOM Team: Log onto:

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

     3 Questions to Evaluate Your Leadership Effectiveness!

Posted on September 19, 2013 by Bruce Jones, Programming Director, Disney Institute

  You don’t have to wait until New Year’s Day to make a resolution, so let fall mark the start of a leadership reboot — turn over a new leaf, if you will. Think about the type of leader you want to be: What is leadership to you? What makes a great leader? To help you decide, we first take a look at several opinions of what leadership is.

Popular definitions of leadership:

• Forbes defines leadership as, “… a process of social influence, which maximizes the efforts of others, towards the achievement of a goal.”
• The Yale Leadership Development program recognizes leadership as, “a skill you will work on and develop throughout your life. There is no effortless path to excellence and accomplishment in this domain.”
• While the dictionary definition of leadership is, “a position as a leader of a group, organization, etc.”

A CEOs take on what makes a truly great leader:
• For Jeff Weiner, CEO at LinkedIn, great leaders, “Take a minute to celebrate success or reflect on failure, but then move on.”

To read the Disney Institute Blog, log onto:

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

ADA/NASCAR Give Kids A Smile day at UIC puts kids on course to good oral health!

 image005    September 20, 2013 By Jean Williams, ADA News staff

The thunderous vrooooom of the revving engine startled the elementary school students, but not for long.

Taking a look: St. Malachy kindergarteners check out the No. 16 3M Ford Fusion race car on display for them during the ADA/NASCAR Give Kids A Smile Day at UIC.

Only moments later, they rushed over to see and touch the source: an 800-horsepower, 3,300-pound race car—usually driven by NASCAR star Greg Biffle—brought to them Sept. 12 courtesy of the ADA/NASCAR Give Kids A Smile Day at the University of Illinois College of Dentistry.

Before seeing the car, the students received free dental treatment and goody bags with oral care supplies, had their faces painted and mingled with the Tooth Fairy; Deebo the 3M No. 16 race team mascot; and Flossie, the Chicago Dental Society mascot.
Meanwhile, Dr. Indru Punwani, UIC professor emeritus and past department head for pediatric dentistry, welcomed an assortment of supporters of the dental school’s access to care efforts, including Give Kids A Smile, the ADA’s premier access-to-care program

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

Cao Group Inc.

Condition: Demo
Part Number: 595-9558-D   Manufacturer Part Number: 002-00176
Catalog Price: $4,899.99  Outlet Price: $2,939.00

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:

Special Sale – 5 Year Old Practice – 4 Op’s / All High Tech / Gross $160k

Owner built practice but needs to focus on NYC practices…Must Sell!

Asking $160k … This practice is being handled by the owners accounting firm. All requests for information will be forwarded to them … Cliff’s Notes is not involved in any way with this listing.

Music & A Laugh Should Start Your Day…………………………

From Me to You, Enjoy!

Otis Redding – Sitting On The Dock Of The Bay

Football or baseball

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 22, 2013 - Posted by | Uncategorized

No comments yet.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: