Cliff's Notes

The Business of Dentistry

“It’s Time to Move Beyond the Post Recession Culture” & “The Truth Behind a Dental Sleep Medicine Program

Cliff’s Notes for February 9, 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

Cliff Pic

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

“RePro for Sensitivity”

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 Culture!
  • Product Review: Activa BioActive!
  • The Dentrix Office Manager Blog: Five Top Technology Honors!
  • American Association of Dental Office Managers:  April 4, 2014!
  • Dentistry Beyond the Mouth:  The Truth behind Dental Sleep medicine!
  • The Disney Magic of Management: Insights from the Mouse! How to Create a “Winning” Organization!
  • This Week in Dentistry: Infection control survey announced
  • The Henry Schein Outlet Store: Midmark 6 User Vacuum!
  • Cliff’s Closing Notes:

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

image001  It’s Time To Move Beyond the Post Recession 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.

Product Review – Activa Bioactive……………………………………………………

ACTIVA BioACTIVE products are composite resins that are more bioactive and release more fluoride than glass ionomers. They are the first dental restoratives with a bioactive resin matrix, a shock-absorbing resin component, and bioactive glass fillers that mimic the physical and chemical properties of natural teeth and deliver direct long-term benefits to your patients.

Pulpdent has been on “the forefront of preventive materials and restorative solutions, up until now the industry has always just made do with filling a hole in teeth and hoping that there are no negative effects of the materials used. Pulpdent says, ‘we can do better than that!”

It’s so important to give meaningful information on what ‘bioactive material’ means and what all it can do. We will be providing a whole new set of courses that will be fresh for everyone. Already have 75 education courses are scheduled for 2014 to be taught by some major opinion leaders in the industry.”

ACTIVA Base/Liner is the first dental base/liner with a bioactive resin matrix, a shock-absorbing resin component, and bioactive glass fillers.

Moisture friendly, bioactive restorative for proactive dentistry.

  • Chemically bonds and seals with no bacterial micro-leakage.
  • Physical properties of flowable composites with durable patented rubberized resin. Resists chips and crumbling.
  • Requires no bonding agent.
  • Bioactive with continuous recharging of calcium, phosphate and fluoride ions.
  • Low water absorption and uptake.

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

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

The Truth behind a “Dental Sleep Medicine Program”!

You are going to start a sleep medicine program and make a lot of money. Well, yes you can but only if your expectations are real and you fully understand the relationship of the sleep program and the rest of your practice.

I will start by making a statement “making money is the residual side effect”. If a dental office sees 10 patients per day, 4 days per week, and screens each one of them that would amount to 40 screenings. Out of those 40 screenings about 6 would qualify for a sleep test. Out of those 6, 4 will accept a home sleep test. Out of 16 tests per month, 2 will accept treatment. Now let’s look at the big picture, those 40 screenings were really 40 conversations about systemic health.

The conversations are what you are looking for. The acceptance of the treatment plan, believe it or not, is secondary. A conversation about sleeping disorders with Mrs. Smith may get her to bring in Mr. Smith. Mr. Smith may be a new patient or a re-activated patient. It also gives you the opportunity to discus other concerns like Periodontal issues and how it may effect systemic health.

Your entire team needs to be engaged in the process. Ask questions and show the concerns you have about overall health. The results may surprise you and treatment plan acceptance may be improved in other areas of your medical specialty.

You and your team need to convey the message that you are front line of the patient’s healthcare team. Your patient’s have primary care providers. They have Cardiologists, Pulmonologists, Allergists, etc., do you know who they are? Have you communicated with them? A patient that take medication on a daily basis should be fully screened by your office every 6 months simply because systemic conditions change and there is no health care provider that an average patient sees more regularly than a dental health professional. You truly are the front line of preventive medicine.

Henry Schein Dental offers a screening tear pad that will help identify systemic issues and open conversation about the Obstructive Sleep Apnea. A package of questionnaires is only $6.99 and the product order number is 125-0107.

Please contact me with any questions or concerns @ 201-321-7494 or cliff.marsh@henryschein.com  

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

image001http://thedentrixofficemanager.blogspot.com/

Henry Schein Closes 2013 with Five Top Technology Honors!

Press Release:

Jan. 27, 2014, 10:08 a.m. EST

Company’s Practice Management Solutions Recognized for Innovation, Excellence

MELVILLE, N.Y., Jan. 27, 2014 /PRNewswire/ —   Henry   Schein, Inc. /quotes/zigman/53955/delayed/quotes/nls/hsic HSIC -0.15% , the world’s largest provider of health care products and services to office-based dental, animal health and medical practitioners, capped 2013 with recognition for its Mac®- and PC-based practice management solutions by key industry media and research-based companies.

In Dentaltown’s annual end-of-year issue, highlighting the best products of the year, Dentrix received three Townie Choice Awards for Dentrix® G5, Dentrix Perio Chart add-on and Dentrix Mobile. Dentrix G5, a comprehensive, integrated dental practice management system with an open-platform architecture, was recognized for its “overall operational excellence;” the Dentrix Perio Chart add-on, which enables periodontists to track and record patients’ diagnostic results, was recognized for “best periodontal charting software;” and Dentrix Mobile, a smartphone and tablet extension, was tapped for “best practice management software enhancement.”

To read the rest of this release, log onto:

http://www.marketwatch.com/story/henry-schein-closes-2013-with-five-top-technology-honors-2014-01-27?reflink=MW_news_stmp-

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

Metropolitan Association of Dental Office Managers!

Next meeting – Friday, April 4, 2014, Englewood Cliffs, NJ / 9:30 AM-12:30 PM

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

To register, call: Asteto Dent Lab @ 973-763-1000

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!  How to Create a “Winning” Organization!

January 30, 2014 by Bruce Jones, Programming Director, Disney Institute

With Super Sunday just around the corner, Disney Institute is happy to share leadership and fan experience advice from the Athletic Director of the University of Central Florida, Todd Stansbury. This year, the UCF Knights football team won the Fiesta Bowl in true “Cinderella Story” fashion. Following their victory parade held at Magic Kingdom park, we had the opportunity to chat about organizational strategy and vision. You can watch highlights from our exclusive conversation with Todd Stansbury here:

How can you apply these insights to your organization?

We highlight 4 elements that can help create a “winning” organization:

To read more and see the video, log onto:

http://disneyinstitute.com/blog/2014/01/how-to-create-a-winning-organization/237

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

image005  Infection control survey announced!

January 31, 2014 By Craig Palmer, ADA News staff

Annapolis, Md.—An online survey announced Jan. 28 by the Organization for Safety, Asepsis and Prevention invites anonymous and voluntary responses from private practice dentists about the use of exposure control plans for reducing the risk of exposure to potentially infectious materials.

The organization of dental educators, consultants, researchers, clinicians and industry representatives is partnering with CDC’s National Institute for Occupational Safety and Health to conduct the survey through Feb. 28. The random sample of dentists invited to participate in the survey was selected from an AEGIS Communications distribution list. It includes general dentists, oral and maxillofacial surgeons, pediatric dentists and periodontists, said Therese Long, OSAP executive director.

“The information is completely anonymous, but the aggregated data will help to identify available exposure control resources and potential barriers so better strategies can be developed to improve the safety of dental health care workers,” she said.

The “Dear Dental Practitioner” survey said, “No personal identifiers such as name, address, email address or phone number will be recorded. Your responses to all questions will be kept secure.”

The Centers for Disease Control and Prevention proposed the web-based survey in a Feb. 27, 2012, Federal Register notice and said the OSAP would conduct it. “The purposes of this proposal are to insure that bloodborne pathogens exposure control plans are effectively implemented in private dental offices and dental clinics, an important segment of the non-hospital based health care system, and to understand how effective implementation strategies may be applied to other health care settings,” the CDC said.

CDC’s National Institute for Occupational Safety and Health will own the data. A report containing aggregate data from all respondents will be published and made available to the dental health community, the survey said.

To read the rest of this article, log onto: http://www.ada.org/news/9582.aspx

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

Overstock – Reconditioned – Demo

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

Midmark
CLASSIC SERIES WET-RING VACUUM- 6-USER
Condition: Overstock
Part Number: 386-7731-N   Manufacturer Part Number: CV6R
Catalog Price: $5,713.00  Special Price: $3,699.00

Warranty: 1-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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February 9, 2014 - Posted by | Uncategorized

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