Cliff's Notes

The Business of Dentistry

“Patient Communication” & “5 Tips for Proper Insurance Coding”

Cliff’s Notes for October 6, 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.





If you pick the right people and give them the opportunity to spread their wings—and put compensation as a carrier behind it—you almost don’t have to manage them.”

Jack Welch



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

“IBM’s Watson Reaches a New Level”

This is where Dentistry is Going in only the next few years!

Over 165 Dental Videos

Click on the Play List!

In This Week’s Issue

  • The Root of It Commentary:

Patient Communication in the Year 2014!

  • Grassroots News:

Dr. Paul Homoly in His Last North East Appearance for 2013!

  • Product Review:

NEVO Dental Impression Scanner!

  • Dentistry Beyond the Mouth:

Give Kids A Smile!

  • The Office Manager Blog:

5 Tips for Proper Insurance Coding!

  • 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!

How Disney Leads in Tough Times!

  • This Week from the ADA:

Dental Groups Urge Device Tax Repeal!

  • The Henry Schein Outlet Store:

Kavo Diagnodent Pen Laser!

  • Dental Practices for Sale

Regardless of Your Age, What’s the Plan?

  • Music & a Laugh Should Start Your Day

The Root of It Commentary……………………..

image001  Patient Communication in the Year 2014I

 Do any of you remember the movie “2001 AD, A Space Odyssey”?  Well, it may have been a couple of decades off in its predictions, but now we are approaching 2014 and the technology is touching our everyday life. In the movie, HAL the computer with artificial intelligence was able to communicate in human relative terms. Today, IBM introduced us to Watson, HAL’s baby brother.

See Watson @:


On a smaller scale you can have practice management software stay in touch with your patients at any level you desire. Let’s face it, no one answers the phone anymore and your staff leaves messages assuming patients will keep their appointments. However, people always respond to a text message. E-mails are great, but we all know what the in-box looks like every morning and it is much too easy to delete and out-of-sight is out of mind.

Systems like Demand Force or Smile Reminders are unique in the way they perform. My personal dentist uses Demand Force and I am reminded of my appointment via e-mail. My family is reminded via text because that’s the way they want it. We are reminded several times in a soft friendly way. What is even better, the software is designed to interact with your appointment format and can help re-activate patients. You can also utilize the program to fill last minute holes in the schedule and filling just one hole will cover the monthly cost.

During Hurricane Sandy, one of my larger clients utilized their system to notify patients where they would be setting up until the office was accessible. They also use their system to send birthday greetings (in Video) and offer procedure specials such as teeth whitening.

Once again, the bottom line is that technology is moving the dental industry faster and faster every day. The train is leaving the station and if you are not prepared to make the run to catch-up, you better be prepared for a long walk.

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

Product Review – NEVO Scanner………………

E4D® NEVO™ Scanner and Design Center D4D Technologies

Impression scanning is the next big “add-on” to your dental practice. Just like digital radiography, impression scanning is the next step. The systems are small, compact and portable and the cost of the impression is reduced to almost nothing. No goop or goo for the patient or staff to deal with and perfect impressions the first time, every time.

  D4D Technologies and Henry Schein’s E4D® NEVO™ Scanner and Design Center enhances the ease-of-use in digital dental restorations for the benefit of the patient and the practitioner.

  • Employs blue laser technology for exceptional data capture quality
  • Excellent video-rate speed and ease of use
  • Extremely fast processing and alignment of scans

D4D Technologies’ E4D® NEVO™ Scanner and Design Center enhances the ease-of-use in digital dental restorations for the benefit of the patient and the practitioner.

The NEVO is the first scanner to use E4D’s patent-pending blue laser technology, which provides exceptional quality of data capture, video-rate speed, and ease of use. The E4D NEVO Design Center is a powerful laptop computer that uses high-speed Thunderbolt™ technology. The NEVO Scanner provides the Design Center with more energy and double the bandwidth of USB 3 connections, resulting in extremely fast processing and alignment of scans. Plug-and-play convenience gives offices of every size the flexibility to customize their E4D NEVO configuration, thereby enhancing the restorative workflow across the entire practice. 

The solid-state NEVO Scanner employs blue laser technology, which offers an improved ability to capture the fine details that allow for more precise and accurate prosthetics. It also incorporates many other advances to ensure an exceptional intraoral scanning experience. These include fog-free scanning, ergonomic design for easy positioning, removable tips for infection control, active heat dissipation for full arch scanning, color-coded feedback to operator, and adjustable field of view.

The laptop-based E4D NEVO Design Center gives the practitioner increased flexibility and portability. Dentists can easily move the E4D NEVO Design Center from operatory to operatory, or even among multiple offices, all while wirelessly connected to the milling center for maximum productivity and patient service.

Available exclusively in the U.S., Canada, Australia, and New Zealand from Henry Schein, the E4D NEVO Scanner and Design Center represents a new level of precision, proficiency and productivity versus prior D4D systems.  

For more information, 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

Grassroots News…………………………………

Presents Dr. Paul Homoly in His Last North East Appearance for 2013

The Joint Chapters of the Grassroots Study Clubs of New Jersey 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 an advanced Treatment Planning Workshop. 200+ are already signed up to hear one of the industries brightest and most entertaining speakers. 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.

The Office Manager Blog:……………………….

image001Five tips on proper coding to insurance!

 Last week, I attended one of my favorite conferences of the year … the American Association of Dental Office Managers (AADOM) annual meeting. This conference is built specifically for office managers and is chock full of course for practice management, leadership, HR, technology, and personal growth. There were more than 600 attendees and the vendor booths spilled out into the hall.

One of the courses I attended was Dr. Charles Blair’s coding class, “Stay out of Jail – Avoid Coding Errors and Excel in Insurance Administration.” Go back to last week’s blog post and you can watch my video interview with Dr. Blair. Today, I want to give you the top five “pearls” I took away from his class.

  • Code what you do – Even if you know the insurance company is going to downgrade to a lower procedure code, make sure you are billing the insurance company the procedure that you provide to the patient. Your clinical notes and the billing should match.
  • Biopsy – Bill out the biopsy procedure at the time you receive the report back from the lab, not at the time you take the biopsy.
  • Crowns prep or seat date? – If you are in-network, you must go by their rules. If you are out of network, you can bill by your rules. Double-check with your insurance contracts. If you can bill at the prep date, then do it. I have always billed crowns out at the prep date (we are out of network for all insurance companies) because this is when we incur the majority of our costs and this is also when I want the patient to pay.
  • Bill D1110 based on dentition not age – We all know that insurance companies will not pay for an adult prophy until the age of 14, but what if your 11-year-old patient has full dentition? According to Dr. Blair, you would bill out the adult prophy and let the insurance company downgrade it.
  • D0180 … not just for the periodontist – Many general dentists do not use this code because they believe it can only be used at a specialist office, but this is not so. Your office can use this code for any patient who has risk factors (smoker, diabetic, etc.) and possibly get paid a higher fee. You must also justify using this code with a perio chart.

Dr. Blair is an expert in coding and has many resources from which your office can benefit. My favorite is the Insurance Solutions Newsletter. For more information, visit his website by CLICKING HERE.

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

Don’t Miss Dr. Charles Blair in a 3 hour session at the Glenn Pointe Marriot in Teaneck, NJ on Friday October 25th @ the Henry Schein Fall Festival. For more information, call 973- and tell them you read it on Cliff’s Notes!

Tips from the AADOM…………………………..

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

The Metropolitan Association of Dental Office Managers (M.A.D.O.M.) will be holding their first meeting on Friday morning December 13, 2013 @ The Vizstara Dental Educational Center, 300 Sylvan Ave. Englewood Cliffs, NJ. All team members (Drs. Included) are welcome.

The Topic will be: “Dental & Medical Cross Coding” with Ms. Christine Taxin, CEO, Links To Success.

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.

To register, contact Linda Barba, Educational Coordinator @ 201-446-4265

 image004  The American Association of Dental Office Managers

Meet the AADOM Team: Log onto:

The Magic of Management………………………

How Disney Leads in Tough Times!

Posted on October 03, 2013 by Bruce Jones, Programming Director, Disney Institute 

We have known for years that pay alone does not ensure performance, regardless of an employee’s level of responsibility within an organization. A recent article from CBC News supports that sentiment citing a report that found that, since the 2008 financial crisis, 40 percent of the highest-paid CEOs in the U.S. have struggled to provide the type of leadership required to justify salaries that are often performance-based.
Disney leaders are charged with instilling the values of openness and honesty. Their success stems from consistent transparency with their Cast about the decisions they are making, and the “why” behind them.

Rumor is the result of an absence of transparency, and it is one of the greatest enemies of effectiveness and morale in an organization, especially during times of uncertainty. One way Disney leaders combat this enemy is to hold multiple shift meetings throughout the day. This helps ensure that front-line Cast members know our business model, understand our strategies, and realize the importance of their role in our current and future plans.

Of course, this type of communication is not only essential on the front lines; it must start at the top.

 In May of 2009, Disney had its second-quarter earnings report. Just moments after its conclusion, Bob sent an e-mail to every one of our more than 60,000 Disney Cast Members explaining the second-quarter results, but it did something more than just explain the report.

Bob explained plans for upcoming products, a significant new acquisition, and how he expected the strategy to positively impact the company. Bobs explanation of the company’s strategy conveyed a plan to not simply emerge from the recession, but to come roaring back out of it. You couldn’t read Bob’s perspective and not be excited to come to work the next day.

 Remember, leaders are telling a story about what they value based on their actions. What story is being told about you?

To read the Disney Institute Blog, log onto:

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

image005  Dental groups urge device tax repeal!

  October 03, 2013

Washington—The ADA and more than 30 state and national dental organizations and manufacturers signed onto a Sept. 28 letter to the bipartisan congressional leadership urging repeal of the medical device tax.

“As Congress nears the end of the calendar year, we respectfully request that repeal of the medical device excise tax be addressed as a top priority,” said the letter signed by nearly 1,000 organizations and businesses. “Implementation of what was to be a $20 billion excise tax—and is now estimated to collect over $30 billion in taxes—is adversely impacting patient care and innovation and will substantially increase the costs of health care,” the letter said.

The letter was delivered to the House and Senate leaders of both parties as Congress failed to reach agreement on appropriations for the fiscal year that began Oct. 1, forcing a government shutdown.

To read the rest of this article, Log onto:

To read the letter, log onto:

Henry Schein Outlet Store………………………

Overstock – Reconditioned – Demo

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


Condition: Demo
Part Number: 628-3400-D  Manufacturer Part Number: 1004.3400
Catalog Price: $2,389.99  Outlet Price: $1,429.00

Warranty: 1-Year

High Tech Laser Fluorescence Caries Detection Aid which measures changes in tooth structure caused by caries. It is especially useful for pit and fissure area-even when the outer tooth surface seems to be intact. Over 90% accurate in detecting incipient caries. Allows monitoring over time. Easy to use. Portable, handheld, pen like device. Moves easily from room to room. Ideal for offices that already use the DIAGNOdent Classic and would like to have the added mobility of the hand held DIAGNOdent pen unit. Weight 5 oz. Length: 8-3/4″.

Dental Practices for Sale…………………………

The dental industry is changing at lightning speed. The age of the solo practitioner is gone and the simple partnership is on its way too. So what does that mean to the dentist that is currently in a solo practice or partnership that is grossing $800k or better? It means that your equity value may be decreasing due to the potential buyer’s ability to afford the purchase while being able to compete in the market place.

Take a real close look at your counterparts in the medical community. Do any of them own their own practice? The answer is no. Regardless of your age, maybe it’s time to start thinking about your plan on crossing the goal line. Remember, the goal line is in the future and the future of dentistry is not what you see today.

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

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

From Me to You, Enjoy!

 Lay Lady Lay (Bob Dylan) 45 RPM

 The Carol Burnett show – dentist

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

October 6, 2013 - Posted by | Uncategorized

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