Cliff's Notes

The Business of Dentistry

“Ask Yourself, Who Am I?” & “ADA Answers Questions on the ACA”

Cliff’s Notes for October 13, 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 call a tail a leg, how many legs has a dog? Five? No, calling a tail a leg don’t make it a leg.”

Abraham Lincoln 



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

“Nevo Scan of 8 Veneer Preps”

This is where dentistry will be tomorrow!

Over 170 Dental Videos

Click on the Play List!

In This Week’s Issue


  • The Root of It Commentary:

Ask Yourself, Who Am I?

  • Grassroots News:

Up Coming meetings!

  • Product Review:

Smiles in the Sun!

  • Dentistry Beyond the Mouth:

Give Kids A Smile!

  • The Office Manager Blog:

For the Insurance Bulldog in the Office!

  • American Association of Dental Office Managers:

Enough about leadership!

It’s time to remember how to be a good manager!

  • The Disney Magic of Management:

Insights from the Disney Institute!

How Disney Avoids Misaligned Policies!

  • This Week from the ADA:

ACA questions/answers continue online!


  • The Henry Schein Outlet Store:

Scan-X Pan Plates!

  • Dental Practices for Sale:

Is it Your Time?

  • Music & a Laugh Should Start Your Day:

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

image001  Ask Yourself, Who Am I?

 Do you know who you are? Do you really know what you want? Most people think they do and expect their dreams to magically happen. It used to be that if you worked hard and played by the rules you could achieve the American dream. Well, now you need to work hard and prepare for what the world will be tomorrow or your dream will be just that, a dream. You are a business and you want your business to grow and be successful so you can reach the Promised Land, travel & leisure!

We all know that if you want to be able to compete in today’s dental market you need to invest in technology. However, you need to invest in the technology that will give you the biggest return on your investment (ROI). Digital radiography is by far the very best thing you invested in and the return is everything you were told it would be. Next you bought into the new intra-oral cameras and your patient treatment plan acceptance sky rocketed. Now it’s time to look at Digital Impression Systems.

This is the new world of dentistry. This is who you need to be to continue to reach for your dream. You are a business owner and a healthcare professional and you need to stay near the cutting edge. It all starts with understanding who you are and what you have to be. Then you establish a priority list along with a business plan and stay on course. Some decisions you will need to make will be very difficult and some may be very scary, but it is your future and you are the captain of the ship.

Look at where healthcare in America is going. It has dramatically changed direction over the past 5 years and it will never go back. You know what you want, now you need to define who you are.

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

Product Review – Smiles in the Sun……………………………………

Smiles in the Sun is an advanced educational program that covers a wide verity of current topics that effect today’s dentistry. The unique destination format allows the participants to interact with industry leaders in a relaxed tropical format that removes all day to day office stress allowing reflection on the topics discussed and how they can be integrated into the dental practice.

This year’s program is being held in Longboat Key, Fl.  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……………………………………………………………….

November 12, 2013 – The Grassroots Metro will meet at Vizstara, 300 Sylvan Ave., Englewood Cliffs, NJ. This session will feature a patient live demonstration on the treatment of incipient decay. The live procedure will be viewed by video feed into the lecture room where Wayne Flavin, Director of Scientific Affairs for DMG America will be answering procedural and material questions. Metro chapter members attend free of charge. 2- CERP/PACE Credits.

November 21, 2013 – The Grassroots Denville will meet at the heritage Grill on Broadway in Denville, NJ. This session will feature a discussion on the new Federal & State tax liabilities and yearend tax planning. Mr. Robert Lawlor, CPA will lead the discussion and answer questions regarding 2013 law and the liabilities expected in 2014. Denville chapter members attend free of charge. 2 PACE Credits.

Chapter members attend free of charge.

Annual Chapter Membership $450.00

Annual Global Membership (all chapters) $795.00

Individual sessions $80.00

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:………………………………………………..

image001  For the Insurance Bulldog in the Office!

Being a Financial Coordinator in a dental practice is a huge responsibility. It requires you to wear many hats including collection call expert, insurance bulldog, treatment plan closer, and bonus plan motivator. What I love about Dentrix is that you can manage all these responsibilities within your practice management software. However, the one task that I see get pushed to the side the most is managing the insurance money.  

Many offices reach out to me, asking me to help them use Dentrix to its fullest potential … and one of the reports I always check during my assessment is the Insurance Aging Report. This report is one of the best tools available for you to check on past due insurance claims and it should be part of your regular weekly management routine. The only unfortunate thing about this report is that you have to print it … and you know how I feel about paper reports (yuk!).

Here are some best practice tips for you to streamline the process of working this report:

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 (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-

 image004  The American Association of Dental Office Managers

Meet the AADOM Team: Log onto:

Enough about leadership! It’s time to remember how to be a good manager…   by Brian Amble  |  posted: 26 Sep 2013

When we take the time to think about it, management really isn’t that complicated. But over recent years, our obsession with ‘leadership’ has undermined the importance of hands-on management – often to the great detriment of organizations.

That’s the starting point for “Becoming a Better Boss“, the latest book from London Business School professor, Julian Birkinshaw and one that is unusual in focusing on the nitty-gritty of how to actually get things done in large, complex organizations.

Focusing on management through the eyes of the employee, the book also contains probably the most concise description of the attributes of a good manager you’ll find anywhere. They may be familiar, but that doesn’t make them any less worth repeating.

To read the rest of this article, log onto:

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

How Disney Avoids Misaligned Policies!

     October 08, 2013 by Bruce Jones, Programming Director, Disney Institute

 “I love employees who ask why,” says Harvey Mackay, founder of MackayMitchell Envelope Co. and author of six best-selling books on business. Where conventional wisdom says they’re a pain, Mr. Mackay believes these employees present an exciting opportunity.

Walt Disney was constantly challenging processes in his quest for service excellence. “When I see things see things I don’t like, I start thinking, ‘Why do they have to be like this and how can I improve them?’” he would say.
Organizations must be mindful that the processes and policies you design are foundational to the service you will eventually deliver. So, while the operational needs of the business are important, any policy that is customer-facing must be reviewed for alignment with the overall customer service strategy.

The Consequences of Misaligned Policies

Handcuff your employees. Misaligned policies will prevent your customer-centric employees from doing what you need them to do.

Provide an easy way out. For your less customer-centric employees, misaligned policies provide an easy way to avoid doing the right thing.
Try not to lose sight of the value in asking why something is done the way it is. Policies that once served a purpose or solved a problem may become ineffective over time, and that’s okay so long as you respond to the changing needs of the customer.
Determine what the motivation was for implementing the policy, identify the disconnect, and decide on a resolution that empowers your employees to provide the best possible experience for the customer. Policies should enable, not inhibit great service!

Can you recall a time when an organization changed a once inhibiting policy and created an enabling one? Tell us about the impact on the employees or the customers in the comments below!

To read the Disney Institute Blog, log onto:

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

image005  ACA questions/answers continue online!

October 07, 2013

Q: Based on what we see now, how will the ACA and other market forces affect dentists as health care practitioners, health care consumers and employers?

See the answer to this question and numerous future reports in the continuing series on the Affordable Care Act implementation in a format accessible to members in the regulatory section of The fourth and most recent report, “ACA: Status of Marketplace Implementation,” appeared in the Sept. 16 ADA News. The News will offer information on access to future reports as it becomes available.

The ADA invites member questions on ACA implementation at the email address

To read the rest of this article, Log onto:

Overstock – Reconditioned – Demo

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

Condition: Demo
Part Number: 698-7718-D  Manufacturer Part Number: 73578-8
Catalog Price: $1,054.99  Outlet Price: $639.00

Warranty: 1-Year

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

From Me to You, Enjoy!

Royal Guardsmen – Snoopy Vs The Red Baron (b&w)

Little Shop Of Horror – Dentist scene

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 14, 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: