Cliff's Notes

The Business of Dentistry

“I’m Mad as Hell!” & “The Changes in Flexibable Spending”

Cliff’s Notes for November 3, 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’re listening to a rock star in order to get your information on whom to vote for, you’re a bigger moron than they are.”

Alice Cooper


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


The Newest Innovation for Extractions from A-Titan Instruments

Over 170 Dental Videos

Click on the Play List!

In This Week’s Issue

  • The Root of It Commentary:

I’m Mad as Hell and I’m Not Going to take it Anymore!

  • Product Review:

EyeMag Smart by Carl Zeiss!

  • Grassroots News:

The Most Educational Clinical Session for Everyday Dentistry!

  • The Office Manager Blog:

Un-Claimed Patient Credit balances DO NOT Belong to You!

  • 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:

True Hands-On OSA Appliance Training!

  • The Disney Magic of Management:

Insights from the Disney Institute!

Letting Go: Leadership Lessons from Walt Disney!

  • This Week from the ADA:

Flex Spending Rules Change!

  • The Henry Schein Outlet Store

EZLASE 940 System!

  • Music & a Laugh Should Start Your Day

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

image001I’m mad as Hell and I’m not going to take this anymore!

Click hear: I’m mad as Hell and I’m not going to take this anymore

 Maybe it’s time to get mad? Or maybe it’s time to just get smart. As the healthcare climate in this country changes it is important that you change with it. Whether you agree with the Affordable Care Act or not, or whether it survives as it is, is not the question or issue. The only fact is that what was will never be again.

As the healthcare issue continues to be blasted through the media the average person (your patient) is becoming more aware of costs as their “out-of-pocket” expenses are or will rise. The push back you are currently getting over your prices and the rising amount of non-scheduled treatment plans should have set off the alarm. Unfortunately, this is the new normal and your approach to “patient management” needs to adjust.

Let me try to simplify it. What you and I do is not that much different, we both sell goods and services and we are both very concerned about the quality of those goods and the delivery of those services. Your patients don’t see you as a lifesaving necessity as they do their primary care provider. They don’t relate your value to costs involved. Now, their new 60” flat screen, that’s different, it broadcasts its value 8-10 hours a day. But the gum recession that is exposing tooth structure under that 15 year old crown, well, if it doesn’t hurt don’t fix it.

Now that we agree on the problems the question is how do we address it? The answer is “Value Added Services” and alerting the patient to those free, automatic services and there value. Maybe it’s time to question how your standard of care is perceived by your patients as a value.

  • Do you routinely do light reflecting oral cancer screening? Do you charge for it? Why? Granted, a quality new generation detection system (i.e. iDentifi) will cost you a couple of thousand dollars and a lot of dentists charge anywhere from $15.00 to $45.00 for the exam. However, if this exam takes 2 minutes and it is the gold standard for early detection, why are you looking at making just a few dollars? This should be a “Value Added Service”. After all, if a patient does not want to pay for it, does that mean they don’t get the same standard of care? That diminishes your value.
  • Do you routinely do standard hypertension screening? Why not? How long does it take to take blood pressure, 3 minutes?
  • Do you routinely do standard OSA screening? Why not? It costs NOTHING! It is part of your medical history up-date and a practice builder in a countless number of ways. The revenue one oral appliance can generate will cover the cost of the cancer detection system, however, the value of the screening is what sets you apart from other dental practices and leads to practice growth.
  • Do you routinely ask diabetic patients to check their levels while in the chair, prior to any oral procedure? Why not? You are a healthcare professional. This one is a no-brainer. Again it cost NOTHING but think what the patient is thinking. It’s the total health concept.

Now that you have incorporated some of these free services, how do you alert the patient to the value you are providing? That requires a team effort and it all starts with your review of office standard procedures, protocol and team training.

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

Product Review -………………………………………………………………….

EyeMag Smart – Seeing is believing

  More than meets the eye!

The optical quality of EyeMag® Smart loupes delivers precise images with good color fidelity extending to the peripheral zones. Good depth of field ensures clear visualization of anatomical structures in deeplying channels. The loupe system, delivered on a lightweight frame, is easy and intuitive to operate, making it particularly attractive to first-time users.
With 2.5x magnification, EyeMag Smart loupes provide large fields of view, enabling you to always see the whole picture. Choose from five configurations ranging from 300 to 550 mm depending on your individual working distance.
EyeMag Smart loupes permit you to always achieve a comfortable, correct seated position allowing you to work ergonomically, preventing back and neck pain.

For more information, log onto:—solutions/dentistry/loupes/eyemag-smart.html

Grassroots News…………………………………………………………………

The Most Educational Clinical Procedure for Everyday Dentistry!


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.

Non-Members – $45.00

Special DMG Invitational Price – $45.00 (call Sandra Metz @ 201-294-9711)

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………………………………………………….

OSA Hands-On Training

  Did you know that the FTC  (Federal Trade Commission) now requires anyone with a CDL driver’s license to be screened for sleeping disorders?

6 hours of OSA Hands-On Training – Part #1 January 17, 2014 / Part #2 January 31, 2014

Each session will be from 10 AM until 1:00 PM.

Breakfast & networking 9:00 AM until 10:00 AM.

6 CERP / PACE credits in continuing education.

What training will you receive?

  • Detailed review of OSA and related complications.
  • How to talk to patients about OSA.
  • How to train your staff on OSA screening.
  • You will take impressions using a George Gauge under supervision of an experienced OSA dental professional.
  • You will have your impression sent out for the fabrication of an oral appliance that you will learn how to adjust under the supervision of the coarse instructor.
  • You will learn about the medical insurance coverage under the ACA.
  • You will receive all patient information and screening materials.
  • You will learn how to expand your practice by interacting with primary care providers.
  • You will finish the program with a demonstration model that you created and George Gauge.  

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

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

image001Un-Claimed Credit Balances DO NOT Belong to You !

 There is so much going on in the dental office in the fall. In September, I got my letter off to all my patients who have a treatment plan and still have unused insurance benefits. Did you? If not, CLICK HERE to point you in the right direction.

This month, we have already started looking ahead to 2014 and planning out our office goals (CLICK HERE for more information on goal setting in Dentrix). Then, just this week, I sent off my annual check to the Department of Revenue for those credit balances for patients I cannot locate. What? You don’t know what the heck I am talking about?

Every state has a law regarding what to do with unclaimed money. Check your state’s Department of Revenue website to find out the steps to take in order to be compliant with this rule. Since I live in Washington State, I am going to use that state’s information for today’s blog.

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

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

image004Virtual Study Club for Dental Office Managers.

 Virtual Study Club for Dental Office Managers.

 Registration is now open!

Join AADOM again as we offer the best in practice management educations. This Advanced Track offers everything you need to continue to excel as a dental office manager. Virtual Study Club open to AADOM members only. New season starts Jan.14!
BONUS: Virtual Study Club students also receive special pricing to the 2014 Annual Dental Managers Conference. Register today!

Meet the AADOM Team: Log onto:

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 @

Vizstara Dental Educational Center

Hyundai Building

300 Sylvan Ave.  (3rd Floor)

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 50% of all the emergency medical kit and emergency pharmaceuticals in the United States.

Dr. Don will review:

  • The Federal CDC Up-Dares.
  • The New Laws Regarding HIPPA Breach & The HIPPA Omnibus Rule.
  • The Mandates for O.S.H.A. Protocol Including Radiological Monitoring.
  • New ACA (Obama Care) E-Mail Security Requirements.

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 9:00am with continental breakfast.

Lecture is from 9:30am-11:30am.

To register, call Asteto Dent Labs @ 973-763-1000

For more information, contact Linda Barba, Educational Coordinator @ 201-446-4265

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

Letting Go: Leadership Lessons from Walt Disney

October 31, 2013 by Bruce Jones, Programming Director, Disney Institute

 If letting go is the imperative, what makes a team or organization “able to be delegated to?”
It is the leader’s role of establishing, operationalizing, and sustaining the values and vision by which their organizations thrive. The clarity of those two things – vision and values – enables teams and individuals to function more autonomously and generate the additional benefit to which the author refers.
How do we know this? Walt was an entrepreneur and he understood that his ability to be successful and make his big dreams come true would be dependent on his ability to get work done through others. An outstanding example of how he was able to do this lives on in this story, as told by Ken Anderson, one of the animators assigned to work on Snow White and the Seven Dwarfs.
As you read this brief story, think about what Walt did that enabled this team to spend three-plus years in production on what is probably still the benchmark animated feature film of all time:

To read the Story & The Disney Institute Blog, log onto:

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

image005  Flex spending rules eased!

        November 01, 2013 By Craig Palmer, ADA News staff writer

Washington—The Treasury Department will modify longstanding “use-or-lose” flexible spending account rules to allow a carryover of up to $500 of unused FSA funds at employer discretion. Some 14 million families use FSAs to pay for medical and dental expenses.

“Today’s action directly responds to public comments invited by the Treasury Department and the IRS,” Treasury announced Oct. 31. “An overwhelming majority of feedback from individuals, employers and others requested that the use-or-lose rule for health FSAs be modified. Comments pointed to the difficulty for employees of predicting future needs for medical expenditures, the need to make FSAs accessible to employees of all income levels, and the desire to minimize incentives for unnecessary spending at the end of the year.”

To read the rest of this article, Log onto:


The Outlet Store………………………………………………………………….

Overstock – Reconditioned – Demo

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

  Biolase Technology EZLASE 940 SYSTEM
Condition: Reconditioned
Part Number: 281-9798-R  Manufacturer Part Number: 7400001
Catalog Price: $13,940.00  Clearance Price: $2,499.00

Warranty: 6 Month Warranty – All Sales Final

The ezlase 940nm is cleared for a full range of soft-tissue and hygiene procedures. Compared to other soft-tissue lasers, ezlase’s 940nm wavelength is best absorbed by hemoglobin and oxyhemoglobin. Combined with up to 7W power and the unique ComfortPulse™ mode, ezlase delivers the most efficient and comfortable soft-tissue cutting.
With the ezlase Whitening & Pain Therapy Handpiece (sold separately), the ezlase 940nm can also provide full-mouth in-office 20-minute whitening, and temporary relief of myofascial and TMD conditions.
The ezlase 940nm system includes the following:

  • ezlase 940nm Laser System, including Handpiece and Foot Pedal (1)
  • Laser Safety Glasses (clinician) (1)
  • Laser Safety Glasses (patient) (1)
  • Tip Initiation Kit (1)
  • User Manual

SPECIAL NOTE- Training /Orientation are NOT INCLUDED with the purchase of this system.

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

From Me to You, Enjoy!

Willie Nelson – Always On My Mind

Abbott & Costello Who’s On First

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

November 3, 2013 - Posted by | Uncategorized

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