Cliff's Notes

The Business of Dentistry

“Toto, We’re Not in Kansas Anymore!” & “FDA Rule Changes on Drugs”

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Cliff’s Notes for November 17, 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.




“So many fail because they don’t get started – they don’t go. They don’t overcome inertia. They don’t begin.”

Ben Stein



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


The Latest Technology in Oral Cancer Screening

Over 170 Dental Videos

Click on the Play List!

In This Week’s Issue

  • The Root of It Commentary:

Toto, I don’t Think we’re in Kansas Anymore!

  • Product Review:

OptraSculpt by Ivoclar Vivadent!

  • The Office Manager Blog:

Send letters that make an impact!

  • 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:

Value Added Service!

  • The Disney Magic of Management:

Insights from the Mouse!

How Disney Evaluates Cultural Fit in Job Applicants!

  • This Week from the ADA:

FDA to propose pain med restrictions!

  • The Henry Schein Outlet Store

The Prophy Handpiece!

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

image001  Toto, I don’t Think We’re in Kansas Anymore!

 No, we’re not in Kansas anymore. This is not Oz, there is no Wizard and practicing dentistry is getting harder every day. My family has been in the dental industry since 1905 and we have seen the changes, both good and bad, and how they affected the individual dental practices. I believe that good will always triumph over evil as long as good is very careful and alert.

Did you ever goggle yourself? Try it; you may be surprised at what you find. Back in the day (when we were still in Kansas) it cost money to be publicly negative about a company or person. Today, a reputation can be damaged by anyone at any time for any reason for absolutely no cost. That’s kind of scary, especially when there are very few ways to defend yourself and off-set a negative public perception.

This is the new “disaster recovery” issue that faces businesses as we move into the land of Oz. Oz being the cyber world of the 21st century. There are many new challenges that a dental practice faces in our new high tech world, the least being the new diagnostic and record keeping technology required by your patients and the law. Those challenges are somewhat under your control. However, fire, theft, flood and other natural disasters are not, but you can control the effects of the disaster by being prepared. Unfortunately, your reputation is not that easy to protect or defend.

There are several organizations that can help restore damaged reputations by isolating negative comments and eliminating them from public view. However, the key is to catch them before they become viral. Much like companies like Life Lock protect your identity, you need to protect your personal and business reputation. It’s part of risk management and a necessary cost of doing business.

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

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

OptraSculpt Pad

OptraSculpt Pad is a contouring instrument with special foam pad attachments, which is designed for the efficient, non-stick forming and shaping of composite fillings.

The highly flexible synthetic foam optimally adjusts to the tooth shape and allows the filling to be smoothly contoured, without leaving any unwanted marks. The reference scales on the instrument handle assist in the creation of esthetic and anatomically-correct anterior tooth restorations.


The non-stick surface of the foam pad attachments prevents the adhesion of composite resins.

The instrument does not leave any marks and therefore ensures the creation of even surfaces.

The reference scales on the instrument handle ensure professional esthetic results.


Suitable for adapting, shaping and contouring uncured packable composite and compomer materials in Class III, IV and V restorations and direct laminate veneers.

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

  The total health concept will change your practice for the positive. If implemented correctly I will guaranty it! Now how many guaranties do you get for procedure & protocol adjustments? The key to growth in any organization is the value of the services. The value added service that a dental practice can offer is improving the patient experience by addressing fears, concerns & stress. Stress is what I am focusing on today.

Your patients, for the most part, are regular people with everyday concerns in their everyday life. Maybe it’s time to revisit spa dentistry. Spa dentistry can be achieved with simple aromatherapy or soft music.

The University of Maryland did a study on the effects some aromas have on our physical and emotional wellbeing. This is a link to their study; you may find it will improve your practice. It time to think outside the box!

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

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

image001Send letters that make an impact!

If you have been reading my blog for a while, you have seen my posts about sending an end of the year insurance letter to patients or a customized welcome letter to your new patients, but I don’t think I have ever helped you with how to create these customized letters. There are two ways in Dentrix you can create a customized, personal letter to your patients … Quick Letters or Letter Merge.

Both the Quick Letters and the Letter Merge letters are stored in the same location on your server so if you want to create a new letter, you need to know where to save your letter. Go to Office Manager > Maintenance > Practice Setup > Preferences, then click on the Paths tab. Find the location of the Letter Template Path. This is where all merge letters are located and where you need to save any new letters. Now that you have this folder location, let’s create a new letter. Open Microsoft Word and create a new blank document. Next, click on Open Existing Document, point to that folder location, locate document DXTLM99.doc, and open it. This document holds all the merge fields that are available to use within a Dentrix Quick Letter or Letter Merge. Now you can type up your letter and copy/paste these merge fields into your letter at the appropriate places so it will pull patient information into your letter. When you save your new letter, it can only contain 7 characters in the name and must be saved in that Letter Template folder I mentioned earlier. Your letter is now ready to be added to the Quick Letters list, the Letter Merge list, or both. 

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

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

image004  Virtual 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 Requierments.

Tuition $45.00 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…………………………………………..

How Disney Evaluates Cultural Fit in Job Applicants

  November 05, 2013 by Bruce Jones, Programming Director, Disney Institute

  Finding the right person for a role is a challenging, costly, and time-intensive process, not just for the employer, but in many cases, for the applicant as well. Thats why every Human Resources department emphasizes (or should emphasize) the importance of making the right decision the first time.
How do you know that you’ve made the right choice?

The answer, of course, is that you can never be certain that the selection will be the perfect fit for you team until the new hire is fully integrated into their role. However, that’s not to say there aren’t processes organizations can embrace to help avoid a poor fit

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

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

image005  FDA to propose pain med restrictions!

        November 12, 2013 By Craig Palmer, ADA News staff writer

 Silver Spring, Md. – The U.S. Food and Drug Administration will recommend a more restrictive classification of certain pain medications prescribed by physicians and dentists to “increase the controls on these products.” The decision could lead to a reclassification by the Drug Enforcement Administration of hydrocodone-containing combination drug products such as Vicodin.

“Due to the unique history of this issue and the tremendous amount of public interest, we are announcing the agency’s intent to recommend to HHS (U.S. Department of Health and Human Services) that hydrocodone combination products should be reclassified to a different and more restrictive schedule,” the FDA said in a statement posted at the agency website.

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

 Handpiece Headquarters
Condition: Overstock Part Number: SPH0004N
Manufacturer Part Number: SPH0004
Catalog Price: $349.00  Outlet Price: $209.00
Warranty: 6-Month

November 17, 2013 - Posted by | Uncategorized

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