Cliff's Notes

The Business of Dentistry

Where Does The Standard of Care Start?

Cliff’s Notes for January 5, 2014

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.



It is no use saying, ‘We are doing our best.’ You have got to succeed in doing what is necessary.”

Winston Churchill


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

“Fooling The Tooth Fairy”

Over 180 Dental Videos

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In This Week’s Issue

  • The Root of It Commentary:

Where Does The Standard of Care Start?

  • Product Review:

G-CEM LinkAce!

  • The Dentrix Office Manager Blog:

A New Year’s Resolution!

  • American Association of Dental Office Managers:

Obsessive management disorder!

  • Dentistry Beyond the Mouth:

Dr. StopSnore’s Oral Appliance – Bad Medicine!

  • The Disney Magic of Management:

Insights from the Mouse! What is Vulnerable Leadership?

  • This Week in Dentistry:

Henry Schein Invests in BioHorizons!

  • The Henry Schein Outlet Store:

Orthoralix 9200 DDE Digital Panoramic System!

  • Cliff’s Closing Notes:

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

image001 Where Does the Standard of Care Start?

 I often wonder if a dental practice truly understands their standard of care, and if they do, why don’t they follow and enforce it. All too often I hear docs telling me they are going to do sleep medicine, facial fillers, offer specials on teeth whitening and implants or any of the other hot procedures hitting the market that generate income and maybe new patients. But what do you say about doing the things you are trained for well before you dive into un-charted waters. What I am talking about is soft tissue management. If you can’t do the basics correctly and routinely, why would you think the other things will work out well?

Question – does your hygiene department do full probing during a hygiene exam? The answer is usually “once a year” or “I ask them to”. I got to tell you, on every practice analysis I do the soft tissue management program is in the toilet. The ADA claims that 70% of the adult population in this country has periodontal concerns and 30% require treatment.  That means that on the average 3 out of every 10 patients that walk into your office should be in a 3 to 4 month cycle for perio management. If you have 1000 active patients, 300 are candidates. OK, I will accept that some refuse treatment for a variety of reasons, but when written report come back with less than 10% of the patient base, well, you are really an incredible physician or there is a problem.

In most cases, the office is either not giving hygiene enough time or hygiene just isn’t doing it. This is where you need to enforce your standard of care. Accountability is an important part of managing a business. Automated perio charting systems like Dentix PerioVoice, The Florida Probe or the Dental Rat are great tools to use to bring hygiene up to speed.  Soft tissue management is what you do! It is what you were trained for, so isn’t it about time your office protocol was to properly manage and maintain the “easy things” before you start in a new direction?

Maybe it is time to do a complete analysis of your UCR fees and general production, you may be very surprised at what you’re leaving on the table.

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

Product Review – G-CEM LinkAce………………………………

ALSIP, Illinois–GC America has announced the introduction of G-CEM LinkAce, a new generation of self-adhesive resin cement.

G-CEM LinkAce has been optimized to provide a simple solution for the most common challenges clinicians face during indirect restorative procedures:

Optimal Self-cure Mode

Through a new initiator system (chemical), G-CEM LinkAce offers high polymerization in self-cure mode.

High-Bond Durability in One Step

The proprietary phosphate monomers of G-CEM LinkAce provide a high-bond durability to zirconia restorations that actually increases over time, a challenging achievement in one step.

Color Stability

G-CEM LinkAce shows low-water sorption, and is HEMA-free to deliver color stability. This making it a cement selection for all-ceramic and lithium disilicate crowns.
Wear Resistance

Small homogeneously distributed particles provide wear resistance when luting CAD/CAM and metal-free restorations.

Excess Cement Removal

Excess cement is easily removed after only a one- to two-second tack cure.

Delivered in double-barrel automix syringe, G-CEM LinkAce is designed for the adhesive luting of all-ceramic, metal, and composite indirect restorations. Automix tips for endodontic procedures are included in each package. In addition to A2 and translucent, shade selection has expanded to include an opaque (AO3) and bleach (BO1).

For more information log onto: , or contact me at any time @ 201-321-7494 or

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

Dr. StopSnore’s Oral Appliance

I was watching TV the other night and a commercial came on for an oral appliance that will stop snoring. Let’s call it “Dr. Stop Snore” for no other reason than there are a lot of them on the market. This commercial infuriated me because it never pointed out the ramifications or side effects that an oral appliance can cause. It never addressed the root cause of the sleep disorder or that maybe the appliance is masking a more serious condition.

Dentistry and Oral Health Medicine are slowly taking charge of identifying multiple systemic disorders and directing patients to the appropriate specialist for testing and diagnosis. In the case of sleeping disorders, the dental practice is on the front line. The industry is training oral health care professionals in treating and managing OSA conditions. Granted, some of the training does not address patient communication, but it’s getting there.

As a dental professional it is your obligation to train your team and bring them up to speed on systemic conditions that can be masked by organizations that capitalize on public trends and “hot topics”. A snoring appliance that can be purchased at Walmart for $20.00 should not be sold under the same pretense as a whiten strip. A whitening strip is a cosmetic product that has no real side effects when Dr. StopSnore can cause multiple jaw and muscle dysfunction. Patients that receive oral appliances to treat a sleeping disorder need to be monitored with an effective re-care and evaluation program. This is a big deal!

If you have any questions or concerns, or wish to discuss the total health concept, please feel free to contact me at any time @ 201-321-7494 or

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

image001A New Year’s Resolution!

Is your New Year’s Resolution for 2014 to clean up your Dentrix Database? Do you find that you have duplicate insurance plans taking over your system? Do you have several unnecessary or duplicate medical alerts that have nothing to do with caring for a dental patient or you have maxed out your 64 limit and you need to find a way to create some space? My focus on the next few blog posts will be to help you straighten things out a bit.

I am going to first teach you how to clean up those unnecessary or duplicate Medical Alerts. Changing or deleting Medical Alerts can be a little tricky because the alert could be assigned to a patient. If you don’t detach it from the patient before you edit it, you will have a much bigger problem on your hands. If you want to edit your Medical Alert list, here is what you have to do

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

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

image004  Obsessive management disorder!

You are 12 years old, and you are with a group of friends discussing what you all might want to do together on the weekend. You seem to be dominating the conversation with ideas you think will be fun.

Other kids offer up suggestions, but you push for your ideas. They finally agree, and that weekend you and your friends participate in the activities for which you lobbied. You even check to see if they are enjoying themselves and take some responsibility for the day.

Ladies and gentlemen, here we have a leader, a manager, a future master of the universe. Management and leadership are compulsions, not job titles

To read the rest of this article log onto:

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

What is Vulnerable Leadership?

by Jeff James, Vice President & General Manager, Disney Institute

For some leaders, their personalities, fears, and mistakes prevent them from making the type of connection that generates fierce trust and loyalty — it prevents them from becoming vulnerable leaders.

Lesson 1: Vulnerable leadership is courageous.

Perhaps the biggest myth about vulnerable leadership is that it is somehow a weakness. When Brene Brown addressed Inc’s Leadership Forum, she referred to research that asked thousands of people about their most vulnerable moments. Answers included: “Starting my business; the first date after my divorce; taking my company public; owning something I’ve done wrong at work.” What Brene realized was that these were not instances of vulnerability nearly as much as instances of courage.

Lesson 2: Vulnerable leadership asks for help.

Asking for help is often viewed as a sign of weakness though the best leaders are rarely a jack-of-all-trades type. Instead, these leaders understand how to maximize the potential of their teams, often to account for one (or several) of their own weaknesses. Empowering other members of your team in an authentic way is a sign of strength for leaders.

Lesson 3: Vulnerable leadership knows boundaries.

In the words of Brene Brown, “Live tweeting your bikini wax is not vulnerability.” Instead, Brene challenges each leader to ask themself if they are sharing to gain attention or to solve a problem. Only share stories with those who have earned the right to hear them.

This Week Dentistry: ………………………………………………..

Henry Schein Invests in BioHorizons!

MELVILLE, N.Y., Dec. 31, 2013 /PRNewswire

Henry Schein, Inc. (NASDAQ: HSIC), the world’s largest provider of health care products and services to office-based dental, animal health and medical practitioners, today announced the completion of a 60% equity investment in BioHorizons, Inc., a U.S.-based manufacturer of advanced dental implant technology and tissue regeneration products sold globally. This transaction was first announced on November 26, 2013.

Together with the Company’s investment in CAMLOG Biotechnologies AG, a leading manufacturer of dental implants in Europe, Henry Schein now has important positions in the U.S. and German implant markets, as well as a growing presence in the rest of the world. The investment in BioHorizons also strengthens Henry Schein’s position and product portfolio in the biologics market, which is a critical adjunct to the implant market.

“On behalf of the shareholders and management of BioHorizons, we are delighted with the closing of the transaction and the partnership with Henry Schein which combines BioHorizons’ impressive growth with Henry Schein’s global strengths,” said Mortimer Berkowitz III, Chairman of BioHorizons and President of HealthpointCapital, LLC.

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: Demo
Part Number: 717-6494-D  Manufacturer Part Number: P9200DDE
Catalog Price: $46,995.00  Special Price: $19,999.00

Warranty: 1-Year

Designed for every application
The Orthoralix 9200 DDE is very easy to use even though it is a digital system designed for every dentist, orofacial orthopedist and oral surgeon and with a wide selection of projections. Minimum effort and automated processes offer maximum operating comfort. The Orthoralix 9200 DDE comes in two designs: Standard and Plus. Both versions can be expanded with the teleradiographic device set up for digital imaging.

Key benefits include:

  • CCD sensor module replaces film and cassette
  • Connects to a standard PC or to an Ethernet connection
  • Fully robotic, software controlled image path
  • Motorised vertical column
  • Three point positioning laser beams
  • Large range of programs
  • Upgradable to Ceph and TransScan

Cliff’s Closing Notes…………………………………………………..

Dentistry is an art, it’s a science, it’s a passion you have for creating and re-creating. The skills you have can’t be taught, only the techniques and process can. Part of the process is knowing when something is beyond your skills or working knowledge. There is no shame in not knowing how to do something; there is only shame in not admitting it.

Specialists come in all forms, Perio, Endo, OS, Accounting, Legal, Management. Take advantage of the information these people can offer and make informed decisions. Work with your trusted specialists in mapping out your future.  There is life after dentistry.

Most important is your time management. 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.

Most important is your time management. 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.

Sloop John B by The Beach Boys live (1980)

Presidents Day at the Dentist Comedy

Comedy skit of what could happen if President Obama and former President George W Bush ended up at the same dental office.

January 5, 2014 - Posted by | Uncategorized

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