Cliff's Notes

The Business of Dentistry

“It’s OK General Custer, I Think They’re Friendly” & “Insight From A Mouse”

Cliff’s Notes for December 15, 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.




The trust of the innocent is the liar’s most useful tool.”

Stephen King



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

“Promax by Planmeca”

Over 175 Dental Videos

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In This Week’s Issue

  • The Root of It Commentary:

It’s OK General Custer, I Think They’re Friendly!

  • Product Review:

VoicePro Automated Perio Charting!

  • The Office Manager Blog:

3 Reasons You Should be Using Dentrix Mobile!

  • American Association of Dental Office Managers:

5 HR Tips for Keeping the Holiday Season Sane!

  • Dentistry Beyond the Mouth:

For Your Patients from the Mayo Clinic?

  • The Disney Magic of Management:

Insights from the Mouse…

The Importance of Optimism: Leadership Lessons from Walt Disney!

  • This Week from the ADA:

Medicare claim denial process begins Jan. 6!

  • The Henry Schein Outlet Store:

Midmark Vacuum System!

  • Life is not all about Dentistry:

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

image001  It’s OK General Custer, I Think They’re Friendly!

 Do you know who has the keys to your office? I mean, do you really know? Is it a team member, an office cleaning service, a repair man, or all of the above? Who has the passwords for your software and did you do your due diligence in vetting them? I guess the bigger question is how secure is your security and the checks and balances within your organization?

I can’t tell you how many security breaches I see every day in the world I travel in. A small business like a dental office are the most vulnerable due to the fact that the owner is often the lead revenue generator and is usually consumed with the clinical issues of production. That leaves a huge void in securing the assets. You can’t watch everything but there are methods of checks and balances.

Things change in people’s lives and your team is no different. Now I am not telling you to stop trusting your team members, because without some level of trust an organization can’t function, however, the most loyal employee can justify anything. I have been there and experienced it first-hand.

Embezzlement can take many forms and has multiple faces and I have seen it all too often. Many times I personally suspect something within an organization but my own risk management protocol prohibits me form directly pointing it out. You can’t accuse someone of wrong doing without hard proof. In those cases I will suggest an accountant’s review of checks and balances so as to avoid “accidental” miss postings or incorrect deposits. Inventory management systems are also need to track product use and ordering cycles, “how did we use all that up already”.

When was the last time you looked at all the items on sale on E-Bay? It is the #1 outlet for grey market and stolen goods. Why do you think that Crest Whitening Strips are so cheap? Why is someone selling Hu-Friedy Instrument at a 70% discount? Embezzlement has many faces.

I want to thank one of my clients for sharing a recent story that inspired this weeks commentary. Fortunately, the office was spared a big loss due to their checks and balances.

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

Product Review – Perio Charting………………………………..

Periodontal Charting – An Innovative and Comprehensive Clinical Tool!
 The Perio Chart is just as comprehensive as the Clinical Chart, recording mobility, Furcation grades, probing depths, bleeding and suppuration points, gingival margins, plaque, bone loss, automatically calculating CAL levels, and recording the attached gingiva.

Used in conjunction with the Clinical Record, you can record diagnostic and summary information, including periodontal case typing using the appropriate ADA diagnostic code and description. And you can print custom reports, charts, and letters for an insurance consultant or referring dental professional.

Best of all, you can view your data numerically or graphically, whichever you prefer. In graphic mode, you can compare different exams from different dates, and even zoom in on a quadrant to show a patient exactly what’s going on.

The entire exam can be conducted with Dentrix’s superior voice activation and eliminate the need for an assistant recording information

“Hands free” Perio Charting”

VoicePro 5.0 is a speech recognition tool that allows you to record chairside perio examinations by speaking into a microphone instead of manually recording the information. VoicePro works with Microsoft technology to make training and using VoicePro quick and easy.

VoicePro eliminates the need for an assistant and cross contamination concerns with voice-activated perio charting. Simply speak into a headset microphone during the examination and VoicePro will record your findings automatically.

The most recent version of VoicePro has undergone many hours of development and now includes a number of new and upgraded features:

  • Seamless integration with Dentrix
  • Training to help the hygienist to train the voice recognition software
  • Enhanced voice response
  • Customizable commands

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

For Your Patients from the Mayo Clinic

Oral health: A window to your overall health

By Mayo Clinic staff

Your oral health is more important than you might realize. Get the facts about how the health of your mouth, teeth and gums can affect your general health.

Did you know that your oral health can offer clues about your overall health — or that problems in your mouth can affect the rest of your body? Understand the intimate connection between oral health and overall health and what you can do to protect yourself.

What’s the connection between oral health and overall health?

Like many areas of the body, your mouth is teeming with bacteria — most of them harmless. Normally the body’s natural defenses and good oral health care, such as daily brushing and flossing, can keep these bacteria under control. However, without proper oral hygiene, bacteria can reach levels that might lead to oral infections, such as tooth decay and gum disease.

In addition, certain medications — such as decongestants, antihistamines, painkillers and diuretics — can reduce saliva flow. Saliva washes away food and neutralizes acids produced by bacteria in the mouth, helping to protect you from microbial invasion or overgrowth that might lead to disease.

Studies also suggest that oral bacteria and the inflammation associated with periodontitis — a severe form of gum disease — might play a role in some diseases. In addition, certain diseases, such as diabetes and HIV/AIDS, can lower the body’s resistance to infection, making oral health problems more severe.

To read the rest of this article, log onto:

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


Three reasons you should be using Dentrix Mobile!

Sometimes I feel like I am consumed by my mobile phone because it is with me 24/7. My mobile device, however, also brings my world together. It allows me to connect with my friends and family, share pictures with the world, and lets me surf and shop for just about anything. So how can your mobile phone help you in your dental practice? Here are three reasons your office should be using Dentrix Mobile.

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

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

image004  5 HR Tips for Keeping the Holiday Season Sane!
There’s nothing like the holidays for combining fun and good cheer with turkey-sized helpings of stress and exhaustion. So how can we keep stress levels low and the management headaches minimal this time of year? Here are some ideas for limiting holiday-caused hassles within the office environment.

1. Review and remind employees about holiday policies ahead of time, and stay consistent with your handbook.

Make sure employees know exactly when the office will be closed, all relevant scheduling details, and when/how they can use time off, especially around paid holidays. These details, most of which should also be addressed in your employee manual, make planning easier and will limit the last-minute questions or problems you have to field.

Clearly communicate that attendance at any office parties or holiday events is not mandatory.

As much as possible, schedule any parties or activities well in advance. Don’t try to make changes to any holiday bonus policies at the last minute.

2. Be sensitive to those who celebrate in different ways and to different extents.

 To read the rest of this article log onto:

Meet the AADOM Team: Log onto:

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

The Importance of Optimism: Leadership Lessons from Walt Disney!

December 12, 2013 by Bruce Jones, Programming Director, Disney Institute

Walt Disney knew that, particularly in times of significant change, innovation stems from optimism. Today, when we ask people what words they use to describe Walt Disney, “innovator” and “optimistic” are always on the list.

What traits or characteristics enabled Walt to be such an innovator? How does that apply to business today? 

The recent HBR article by Daniel Goleman, The Focused Leader, adds a fresh perspective we can apply to Walt Disney’s leadership examples.

One such story is set on a late winter evening in 1928 at Union Station in New York City. Walt Disney is about to begin the three-day trip back home to Hollywood.  Before he departs, he sends a telegram to his business partner, his older brother, Roy.  It reads:


To read the rest of The Disney Institute Blog, log onto:

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

image005  Medicare claim denial process begins Jan. 6!

December 13, 2013 by Craig Palmer, ADA News staff

Washington—The Centers for Medicare & Medicaid Services will instruct contractors to turn on Phase 2 denial edits for claims from health care providers for particular Medicare-covered items or services for Medicare beneficiaries ordered or referred by other providers.

These edits will check the following claims for a valid individual National Provider Identifier and deny the claim when this information is invalid, CMS said in a notice posted at the CMS Medicare Learning Network website:

• Claims from clinical laboratories for ordered tests;

• Claims from imaging centers for ordered imaging procedures;

• Claims from suppliers of durable medical equipment, prosthetics, orthotics and supplies for ordered DMEPOS

• Claims from home health agencies.

The edits do not affect referrals from a doctor to a specialist as the Association recommended during the rule making process.

Phase 1 edits notified providers if the ordering or certifying practitioner was not enrolled or properly opted out of Medicare but did not deny payment. In Phase 2, if the ordering/referring provider does not pass the edits, the claim will be denied. This means that the Medicare billing provider will not be paid for the items or services that were furnished based on the order or referral, CMS said.

The Association offers member resources on Medicare enrollment and opt-out procedures at

To read the rest of this article, Log onto:

Henry Schein Outlet Center – Overstock – Reconditioned – Demo

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

Condition: Overstock
Part Number: 386-7731-N
Manufacturer Part Number: CV6R
Catalog Price: $5,713.00
Special Price: $3,699.00

Warranty: 1-Year

Life is not all about Dentistry………………………………………

From Me to You, Enjoy!

Willie Nelson – Ray Charles – Georgia on my mind

“Going to the Dentist” by Comedian Robert Klein 1975

Don’t miss one day of your family growing up. Don’t let life get in the way, because when today is gone you can never get it back. It is important to find the balance.

“The only rock I know that stays steady, the only institution I know that works, is the family.”

Lee Iacocca

December 15, 2013 - Posted by | Uncategorized

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