Cliff's Notes

The Business of Dentistry

“For Every Action There is a Reaction” & “New HIPAA E-Mail Regulations”

Cliff’s Notes for October 20, 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.





“It’s not stress that kills us; it is our reaction to it.”

Hans Selye


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

Viive Practice Management Software for Mac Users”

Over 170 Dental Videos

Click on the Play List!

In This Week’s Issue


  • The Root of It Commentary:

For Every Action There is a Reaction?

  • Product Review:

Phocal, Interproximal Therapy!

  • Grassroots News:

November 12th – Metro Live Demo!

  • The Office Manager Blog:

For the Insurance Bulldog in the Office!

  • American Association of Dental Office Managers:

It’s Time For M.A.D.O.M. – Metropolitan Association of Dental Office Managers

  • Dentistry Beyond the Mouth:

Give Kids A Smile!

  • The Disney Magic of Management:

Insights from the Disney Institute!

Why Better Leaders Travel More Often!

  • This Week from the ADA:

HIPAA email communications!

  • The Henry Schein Outlet Store:

The Precise Soft Tissue Laser!

  • Music & a Laugh Should Start Your Day:

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

image001  For Every Action There is an Equal & Opposite Reaction!

Did you ever try to implement a new protocol only to have it backfire? You start something great and over a period of several months, everything slips back to the way it was. One of the biggest mistakes that a dentist does is to try to implement a new program or change office protocol without considering the negative effect on existing procedure. That procedure could be clinical or team related.

Before you decided to participate in a new insurance program, did you research your patient base to see how many active patients currently participate? Maybe you will be losing more than you will gain.

If you decide to up-grade your practice management software, do you include your team in the decision? Maybe they need to better understand to program to make the transition smoother.

The laws of physics say that for every action there is an equal and opposite reaction. That means that for every great thing you bring into your practice there will be a negative reaction somewhere. The negative component could be insignificant or dramatic. It could cause a good team member to become unhappy or change a patient perception of the practice. There are many times that I will suggest that a certain change not be made even if it is a slam dunk money maker. A young dentist, wise beyond his years, once told me that it is a marathon, not a sprint. There are no get rich quick deals and everything you do will affect something else in you practice or your life.

Be selective in what you introduce into your world and please do your due diligence.

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

Product Review –Phocal…………………………………………………..

Interproximal Therapy for Caries Treatment!

    Phocal Fluoride Disks

Phocal fluoride disks represent a significant breakthrough in the prevention and treatment of interproximal caries. Every thin, round Phocal disk is designed to fit between teeth, and once there, to deliver a concentrated dose of fluoride to previously inaccessible interproximal sites.

Because Phocal disks are inserted directly into the interproximal site, they effectively break the isocap barrier between the teeth and directly deposit fluoride. This action prevents dental caries on intact surfaces, arrests the progress of incipient caries and enhances remineralization.

Independent in vitro studies using human saliva conducted at a renowned mid-western research institute clearly illustrate that the Phocal disks provide significantly superior fluoride uptake in the interproximal space when compared to a fluoride tray gel, fluoride varnish and fluoride rinse.

 Two Phocal Options for Differing Requirements:

Phocal disks are semi-permeable fluoride in a unique disk form for insertion between the teeth. Once positioned interproximally, they soften and expand forming a gel. They prevent and repair early interproximal decay at the microscopic, nanoscopic and molecular levels.  The patented Phocal fluoride disks weigh 4.5mg, contain 1.23% fluoride ions, and come in two forms:

Interproximal Sites are More Susceptible to Decay:

Interproximal caries is a growing problem that has traditionally lacked appropriate preventive treatment options. The relatively high incidence of primary and secondary interproximal caries can be attributed to the failure of current home care and professional preventive agents from reaching these surfaces adequately. As a result, approximately 18% of interproximal surfaces develop caries. Additionally, 40% of healthy coronal tooth structure may require removal for access to a minimal inaccessible amount of decay.

For more information, log onto:

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

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:…………………………………………………..

image001Don’t just send it and forget it!

I hope you have enjoyed reading all my good tips and tricks on dental insurance over the past few weeks. Insurance is such big issue in most dental practices that I feel it is worth talking about … even if it is not the most exciting topic. There is another piece of managing dental insurance that I want to discuss today and that is managing your pre-estimates. I don’t know if it is because of the economy or if insurance companies are mandating preauthorization’s more these days, but I am noticing more and more offices sending in pre-estimates for treatment. Many of you already know how to send out a pre-estimate for treatment … but don’t just stop there and think that you are finished. Here’s a checklist for better managing your patients’ dental pre-estimates.

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

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

image004  It’s Time to Join Up!

  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: “Regulatory Compliance 2014” presented by Dr. Donald Cohen. Dr. Don, as he is nationally known, is the CEO of the Health Compliance Team and Director of Regulatory Compliance for Banyan Health Corp. & Health First Corp. These two organization supply 80% of all the emergency medical kit and pharmaceuticals in the United States. Dr. Don will review:

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

Meet the AADOM Team: Log onto:

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

Why Better Leaders Travel More Often!

   October 17, 2013 by Bruce Jones, Programming Director, Disney Institute

  This poses a leadership development problem as well as a globalization issue for American companies. While American companies play a main role in the global economy, leadership within those companies lacks diversity and international experience.

At Disney, we recognize the importance international experience for our Cast (Check out Disney Institute facilitator David Mulvey in Egypt pictures above). In addition to providing travel opportunities, Disney leaders are prepared for their trips abroad with access to resources that help familiarize themselves with other countries and cultures.

At the heart of this emphasis on international experience is the growth of an appreciation for diversity, a foundational element at The Walt Disney Company and an initiative that is led by Paul Richardson, the company’s Chief Diversity Officer. “Each day our employees bring the benefit of their unique experiences, talents and cultures to our parks and resorts, studios, and campuses around the globe. This diversity enables us to better serve our consumers and recognizes the magic in all of us,” says Richardson.

 To read the Disney Institute Blog, log onto:

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

image005  HIPAA e-mail communications!

       October 15, 2013 By Craig Palmer, ADA News staff

Washington—Dentist email communications with patients may be affected by new HIPAA rules.

 The Health Insurance Portability and Accountability Act omnibus final rule that took effect March 26 for compliance by Sept. 23, 2013, includes new requirements that may apply when a patient requests an electronic copy of the patient’s information from a covered dental practice that maintains the record electronically.

 Under the new rule, if the patient requests that the information be provided in an unencrypted email, the dental practice may be required to provide the information that way if the practice has advised the patient of the risk that the email might be accessed by an unauthorized third party and the patient still prefers to receive the information in an unencrypted email.

 HIPAA requires that covered dental practices implement reasonable safeguards, including reasonable procedures, to ensure that the practice correctly enters the email address. The practice is not responsible for the email while in transit nor once it is delivered to the patient.

 A dental practice would be prudent to consult qualified legal counsel to determine whether it is covered by HIPAA and how to respond to patient requests in compliance with applicable state and federal law.

The updated ADA Practical Guide to HIPAA Compliance Privacy and Security Kit provides more information on the new rule and a more detailed explanation of the procedures for responding to patient requests for copies of electronic records, including email responses. To purchase the ADA Complete HIPAA Compliance Kit (J598) visit or call the ADA member service center at 1-800-947-4746.

 To read the rest of this article, 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: 595-9558-D   Manufacturer Part Number: 002-00176
Catalog Price: $4,899.99   Outlet Price: $2,939.00

Warranty: 1-Year 

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

From Me to You, Enjoy!

 Grateful Dead – Uncle John’s Band (Studio Version)

Seinfeld – Jerry at the 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 21, 2013 - Posted by | Uncategorized

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