Cliff's Notes

The Business of Dentistry

It’s Time to Move Beyond the Post-Recession Survival Mode, Repair the Culture

Cliff’s Notes for January 26, 2014

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210

E-mail: cliff.marsh@henryschein.com

http://www.cliffsnotesblog.me

 http://www.youtube.com/cliffmarsh100

0816090617cliffpick

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.

 

  

“I recently went to a new doctor and noticed he was located in something called the Professional Building. I felt better right away.”

George Carlin

 

 

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

“Health & Technology Subcommittee Hearing”

Over 185 Dental Videos

http://www.youtube.com/cliffmarsh100

Click on Home & Feed!

In This Week’s Issue

  • The Root of It Commentary:

It’s Time to Move Beyond the Post-Recession Survival Mode, Repair the Culture!

  • Product Review:

Grandio SO Flowable & Align Technology!

  • The Dentrix Office Manager Blog:

The Daily Huddle Can Help Market Your Practice!

  • American Association of Dental Office Managers:

The New Webinar Sries!

  • Dentistry Beyond the Mouth:

Grassroots Study Club (Denville) Endorses Total Health!

Align Technology Now Accepts 3M’s True Definition Scans

  • The Disney Magic of Management:

Insights from the Mouse!

A Lesson in Leadership from Walt, Never Stop Listening!

  • This Week in Dentistry:

Affordable Care Act Reduces Flexible Spending Account Limits!

  • The Henry Schein Outlet Store:

Spectra Carries detection w/Software!

  • Cliff’s Closing Notes:

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

image001   It’s Time to Move Beyond the Post-Recession Mode! Repair the Culture!

 How long are you going to sit there and complain about the lack of chair time? I am a firm believer in the 80/20 rule and I can safely say 80% of my clients are more concerned about when things will get better rather than how they can make them better! Well, let me tell you, they’re not getting better so   maybe it’s time to go on offence. Nothing is going to change until you make it happen and change is a marathon not a sprint. End your recession and change the game because if you don’t, well, then it’s like the movie Groundhog’s Day.

Change starts with an examination of the culture of the practice. Every team has a leader and it is that leader’s culture that will set the culture of the environment. Sometimes it’s not the doc, but a strong and positive team member. As an example, one of my clients has a very strong and focused office manager. The staff looks to her for everything except clinical procedure. The doc is great but, like many dentists, tries to micro-manage and when there is an issue with a clinical team member, the DOM steps in and takes control of the situation before it becomes a big issue. Her attitude and professionalism towards the patients, staff and vendors is how the rest of the team acts. I have known this office for a long time and today the staff turnover is minimal and production is solid. It’s the culture and it starts at the top.

The culture of your office is what your patients will see and feel. Think about yourself and your family, what is it that you like when you engage the outside world? Then take a good look at your patient base. You may be in the upper crust of society and enjoy fruits of your labor, but your patients may be from a blue collar neighborhood and that is a different culture. A Middle America culture may be more emotionally engaging so your culture should be based on empathy. However, an upper class neighborhood may call for a “performer” type culture. The culture is what you need to decide before moving forward.

The office culture, over time, will mold your patient base and greatly enhance practice efficiencies. The best new patient is one that is referred by another patient; they are yours to only lose. That will increase revenue and increased revenues reduce the overhead footprint leaving more disposable income. There’s that phrase again, “DISPOSABLE INCOME”

By the way, the culture of your office can not be created; it can only be transferred or transformed. You can’t do it alone and you can’t do it correctly without an outside, neutral opinion. This is a very high ROI (Return on Investment) and is worth consideration.

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

Product Review – Grandio SO Flow HV by VOCO…………………………………………………

GrandioSO Heavy Flow is a radiopaque, light-cured, flowable composite that is characterized by its high viscosity and high filler content. It is a universal composite designed to be used in place of a conventional flowable when a higher viscosity is needed. Indications include filling all classes of cavities plus extended fissure sealing; filling V-shaped defects and cervical abrasions; blocking out undercuts; cavity lining and tooth splinting. It is available in new NDT® (Non-dripping Technology) 2-g syringes and 0.25-g caps in 12 shades: A1, A2, A3, A3.5, A4, A5, B1, B2, C2, OA2, BL, and WO. GrandioSO Heavy Flow can be used with all light-curing bonding agents and light cures at 20 to 40 seconds, depending upon the shade used. The introductory syringe kit contains one syringe each in shades A1, A2, A3, A3.5 and WO; shade guide and intraoral tips. GrandioSO Heavy Flow was evaluated by 29 consultants in 806 uses. It received a 96% clinical rating.

Product Features:

Consultants liked the consistency and stackability of GrandiSO Heavy Flow. It extrudes without air bubbles and does not ooze out of the syringe after use. Some commented that they believed that the high filler content (83% by weight) would result in improved strength and wear resistance. Shades are accurate to the shade guide, and blending with the tooth is excellent. While the material can be used to fill Class II cavities, some consultants found it difficult to manage in larger restorations. Fifty-nine percent of consultants reported that GrandioSO Heavy Flow was better than their current flowable composite and 31% reported they were equivalent. Eighty-three percent would switch to GrandioSO Heavy Flow and 90% would recommend it.

Align Technology now recommends Grandio SO Flow as the as the product of choice when attaching Invisiline brackets.

For more information, log onto:

http://www.voco.com/us/products/_products/GrandioSO_Heavy_Flow/

For more information, log onto: http://hu-friedyperformance.com/home/ims-office-setup-tools/

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

Align Technology Now Accepts 3M’s True Definition Scans!

But First! This Week I would like to  give a special Shout-Out to the Grassroots Study Club (Denville) for endorsing Total Health! KUDOS!! Their Spring Programs now closely resemble their culture. It’s all about Quality Patient Care and the knowledge of knowing how to deliver it.

The Club has 2 chapters and is planning expansion. For information about programs and membership, contact:

Morris Chapter (Denville -Parent Chapter) Dr. Paul Ferraioli 973-

(drpaul@mendhamdentist.com)

Metro Chapter (Englewood Cliffs) Linda Barba

ALIGN TECHNOLOGY ANNOUNCES ………

INVISALIGN INTEROPERABILITY WITH THE 3M™ TRUE DEFINITION SCANNER

SAN JOSE, Calif. and ST. PAUL, Minn., January 14, 2014 — Align Technology, Inc. (Nasdaq: ALGN) and 3M (NYSE: MMM) today announced that the 3M True Definition scanner has been qualified for use with the Invisalign case submission, which requires an intraoral scanner that can readily capture an accurate full arch digital impression. This qualification will now enable Invisalign providers with a True Definition scanner to submit a digital impression in place of a traditional PVS impression as part of the Invisalign case submission process.

The 3M True Definition Scanner is the only third party scanner that has been qualified for use with Invisalign treatment. Align’s own iTero scanner was qualified for Invisalign case submission in December 2011. Align supports an open systems approach to digital impressions and continues to work with intraoral scanning companies interested in developing interoperability and chair-side applications for use with Invisalign treatment, but they must meet the rigorous qualification standards established for Invisalign.

“We are pleased to provide 3M True Definition customers with the option to submit digital impressions for Invisalign treatment,” said John Graham, Align Technology vice president and chief marketing officer. “Integration of digital scans with Invisalign treatment provides greater treatment efficiency to Invisalign providers and a better overall patient experience to their patients.”

“We are happy to collaborate with Align Technology in offering a fully digital workflow for the Invisalign process and are very pleased that the 3M True Definition Scanner was the first third-party system to meet the Align Technology qualification standards,” said David Frazee, general manager and vice president, 3M Digital Oral Care.

Clinicians interested in offering this new workflow to their customers can find the process at: 3M.com/TrueDef/Invisalign or contact Cliff @ 201-321-7494.

True Definition is 1 of 4 different Intraoral Scanning Systems that Henry Schein endorses. For any questions or concerns, please feel free to contact me at any time @ 201-321-7494 or cliff.marsh@henryschein.com.

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

image001

The Daily Huddle Can Help Market Your Practice!

So how are you all doing with your New Year’s Resolutions? The parking lot at my gym is already starting to dwindle down so I hope that all of you are staying on task and cleaning up your Dentrix database. I am going to change gears and start moving forward into 2014 with a look at your daily huddle.

Many offices I work with do not have a daily huddle or, if they do, they are just looking for schedule conflicts or wondering if the lab cases are back in. However, I think there is so much more to the daily huddle than just getting an update on your appointment book.

Let’s look at the Dentrix Daily Huddle Report because I want to point out my favorite feature for building relationships and growing your practice in 2014. Every day, I want you to look at the section containing the new patient referral statistics. In this section, you will see how many new patients you saw yesterday, how many are scheduled today, and a total number for the month. Dentrix counts a patient as a new patient if his or her first visit date is blank or filled in with today’s date.

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

http://thedentrixofficemanager.blogspot.com/

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

Metropolitan Association of Dental Office Managers!

Next meeting – Friday, April 5, 2014, Englewood Cliffs, NJ / 9:30 AM-12:30 PM

Topics: “What is Real Leadership” & “The Employee Revolving Door”.

image004

February 18th marks the beginning of the new season for the AADOM Virtual Study Club. The club is open to National AADOM Members Only. Sessions are hosted by Teresa Duncan. To view the full schedule, log onto:

https://secure.confertel.net/tsregister.asp?program=AADOM2014

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

In-Sight from the Mouse!  A Lesson in Leadership from Walt, Never Stop Listening!

January 23, 2014 by Bruce Jones, Programming Director, Disney Institute

The best legacy is not one that is fondly remembered, but one that is actively emulated. Walt Disney’s legacy lives beyond the stories we tell. He provides leadership lessons that can be applied to every organization.

Curiosity. Strong leaders never stop questioning. While some individuals become encompassed in daily rituals, leaders ask “Why?” and then “Why not?” Walt Disney was once quoted as saying, “I happen to be kind of an inquisitive guy and when I see things I dont like, I start thinking, Why do they have to be like this and how can I improve them?” 

Imagine Walt Disney seated on a bench at an amusement park watching his daughters play and wondering why it had to be dirty and unsafe, and why the parents had nothing to do. As Walt traveled the U.S., he continued to imagine what would become Disneyland, and an entire new theme park industry. While he visited places like Thomas Edisons Workshop and the Wright Brothers Bicycle shop, he was thinking of ways to improve things and how to put existing ideas together in new ways, which defines being innovative.
http://disneyinstitute.com/blog/2014/01/never-stop-asking-questions-leadership-lessons-from-walt-disney/235

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

Affordable Care Act Reduces Flexible Spending Limits!

 image005

ST. LOUIS, Mo., USA: For families considering orthodontic treatment, using a Flexible Spending Account (FSA) has traditionally been a great way to help pay for treatment with tax-free dollars. These accounts, which are offered to approximately 14 million Americans through their employers, allow workers to set aside funds in a tax-free account and use them for non-covered medical expenses, such as deductibles, co-pays and medical services like orthodontics, dental and eye care.

However, significant cuts to the program are hurting families’ ability to pay for out-of-pocket expenses.

“More than 60 percent of orthodontic patients use FSAs to pay for treatment,” said Gayle Glenn, DDS, MSD, president of the American Association of Orthodontists (AAO.) Prior to the enactment of the Patient Protection and Affordable Care Act, the Internal Revenue Service permitted employers to enact any maximum annual election for their employees.

Most companies allowed employees to set aside up to $5,000. But beginning in 2013, the Patient Protection and Affordable Care Act amended Section 125 to lower the annual limit to $2,500 for the first plan year beginning after Dec. 31, 2012.

“Families with children and adults considering orthodontic treatment need to be aware of this change and adjust their financial plans accordingly,” Glenn said. “For many people, this represents a 50 percent reduction in benefits.”

To read the rest of this article, log onto:

http://www.dentaltribune.com/articles/news/usa/16149_aao_reminds_families_about_changes_in_fsa_rules.html

Henry Schein Outlet Center………………………………………………………………………………

Overstock – Reconditioned – Demo

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

Air Techniques
SPECTRA CARIES DETECTION W/SOFTWARE
Condition: Demo
Part Number: 698-0724-D Manufacturer Part Number: D4000
Catalog Price: $4,199.99 Outlet Price: $2,519.00

Warranty: 3-Year

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

Remember, 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.

But Always Keep your Eye On The End Zone!

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January 26, 2014 - Posted by | Uncategorized

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