Cliff's Notes

The Business of Dentistry

Where have all the Flowers gone?

Cliff’s Notes for April 12, 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.




“Sometimes the cards ain’t worth a dam unless you lay them down”

Jerry Garcia



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

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Over 185 Dental Videos

Click on Play List!

In This Week’s Issue:

  • The Root of It Commentary:Where Have all the Flowers Gone?
  • Product Review: OptraSculpt!
  • The Dentrix Office Manager Blog: The Business of Dentistry Conference!
  • American Association of Dental Office Managers: Great Stuff!
  • Dentistry Beyond the Mouth: Dental Care for Patients with Diabetes!
  • The Disney Magic of Management:Insights from the Mouse!
  • This Week in Dentistry:The ADA & UPS, Perfect Together!
  • The Henry Schein Outlet Store: Biosonic Accessory Kit!


image001The Root of It Commentary……………………………………..

Where have all the Flowers Gone?

 There was a time not so long ago when it was real easy to grow a flower. Every morning around 8:00, for most, the flower would start opening and thought the day it would bloom and render a sweet and enjoyable fragrance. All you needed was a little Miracle Grow and then the natural order would take over. At around 5:00 PM as the pedals began to close, you would turn on the alarm, lock the door, and head on home very content that you had several good size treatment plans accepted and the schedule was filled two weeks out.

Today it takes more than just water and sunlight to grow your flower. Your everyday expenses have gone up, and they will keep rising, while your revenue (insurance reimbursements) and treatment plan acceptance have gone down. Growing that flower now requires more than just clinical ability, it requires “smarts”.

“Smarts” starts with the practice culture and that comes from the top. The biggest asset your practice has is your team and they need to reflect a culture that creates a patient friendly environment. All too often I am in offices that are very friendly but don’t create a climate of growth. By that I mean personality and sincerity. Just giving your team a script and an agenda may not achieve the goal you have in mind; they need to believe what they are saying. That belief in “purpose” comes directly from you, the team leader. You need to be on your game at all times.

You need to show your team that every negative situation creates a positive opportunity and that requires you controlling your emotions, staying focused and utilizing your judgment in a timely manner. “Smarts” has 3 parts – 1) listening – 2) making a “non-delayed” decision – 3) taking action.

“The buck stops here”, one of the most famous quotes of all time, holds true in the coarse of any organization and if you can’t or don’t want that responsibility maybe you should consider redefining your business plan and start growing a different flow-er. Dentistry is a wonderful profession and it can be very rewarding emotionally and financially as long as the team has a strong leader. Please feel free to contact me at any time with any questions or concerns.

Product Review – OptraSculpt……………………………………………………………….

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.

For more information, log onto:

Ad-Photo-7486-1   Dentistry Beyond the Mouth…………………………………………………

The Importance of Dental Care for Patients with Diabetes!

Diabetes is a disease that can affect the whole body, including your mouth. Dental care is particularly important for people with diabetes because they face a higher than normal risk of oral health problems due to poorly controlled blood sugars. The less well controlled the blood sugar, the more likely oral health problems will arise. This is because uncontrolled diabetes impairs white blood cells, which are the body’s main defense against bacterial infections that can occur in the mouth.

What Dental Problems Are People With Diabetes at Higher Risk For?

People with diabetes face a higher risk of:

  • Dry mouth. Uncontrolled diabetes can decrease saliva flow, resulting in dry mouth. Dry mouth can further lead to soreness, ulcers, infections, and tooth decay.
  • Gum inflammation (gingivitis and periodontitis). Besides impairing white blood cells, another complication of diabetes is that it causes blood vessels to thicken, which slows the flow of nutrients to and waste products from body tissues, including the mouth. When this combination of events happens, the body’s ability to fight infections is reduced. Since periodontal disease is a bacterial infection, diabetics with uncontrolled disease may experience more frequent and more severe gum disease.
  • Poor healing of oral tissues. People with uncontrolled diabetes do not heal quickly after oral surgery or other dental procedures because blood flow to the treatment site can be impaired.
  • Thrush. People with diabetes who frequently take antibiotics to fight various infections are especially prone to developing a fungal infection of the mouth and tongue. The fungus thrives on the high levels of sugar in the saliva of people with uncontrolled diabetes.
  • Burning mouth and/or tongue. This condition is caused by the presence of thrush.

People with diabetes who smoke are at even a higher risk — up to 20 times more likely than nonsmokers — for the development of thrush and periodontal disease. Smoking also seems to impair bloodflow to the gums — which may affect wound healing in this tissue area.

To read the rest of this report, log onto:

image001The Office Manager Blog:………..

Top 5 Reasons to bring your team to the Business of Dentistry Conference!

It’s that time of year. It’s time to get your doctor and your team registered for the Business of Dentistry Conference. As you have heard me talk about before, I have never missed a conference and I am going to give you 5 reasons you and your team should not miss it either.

To read the rest od Dayna’s Blog, log onto:

image004  Tips From  M.A.D.O.M ………………………………

Metropolitan Association of Dental Office Managers!

On Friday morning April 4th, 26 dental office managers attended a seminar on PPO management and coding. Mr. Paul Lettieri, Regional Manager for Henry Schein presented a program on increasing revenue by explaining how insurance companies think and how to better utilize a patient’s dental insurance.

He also reviewed re-activating patients and the best methods of obtaining new patients by developing a referral program.

The group also got a brief overview on the use of social media and how to analyze practice management data.

The next meeting is being hosted by Asteto Dent Lab for Sunday, July 27th, we’re sailing around The Hudson Harbor on the Spirit of NJ, so stay tuned for details.

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

AADOM Information:

AADOM’s Virtual Study Club. To view the full schedule, log onto:

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

In-Sight from the Mouse!

How to Engage New Talent Prior to Their Start Date!

April 1, 2014 by Bruce Jones, Programming Director, Disney Institute

Many organizations view the hiring process as transactional: the position needs to be filled and the candidate needs a job. However, this perspective creates missed opportunities to engage new team members before they even step through the door to begin training.

At Disney Institute, we believe that one of the best ways to engage new talent is through the recruitment and selection process. By intentionally and deeply immersing candidates in the culture at all key points in the process, we can test for a good cultural match. The candidate then has the ability to select in or select out of the established culture. Guess what? Modifying or adjusting certain key aspects of your selection process will yield people with a far greater propensity to be engaged…and exhibit excellence in their roles.

Consider your organization. What signals does your recruitment and selection process send to a prospective candidate? Let’s examine a few key aspects:

To read more and see the video, log onto:

image005 This Week in Dentistry …………………………………………..

ADA members are eligible to exclusive savings of up to 36 percent off regular shipping costs through UPS, the shipping company endorsed by ADA Business Resources.   Practices that enroll by in the UPS savings program by April 30 will be entered to win one of five $100 Visa gift cards.

Through the program, members will see competitive rates available on shipping services, more service options, ground delivery coverage and overnight delivery by 10 a.m.   In addition; dental practices will have the same driver for express and ground deliveries with convenient drop-off locations.

If you’re already a UPS customer, call 1-800-MEMBERS to switch your current UPS account to the ADA Member program. First time enrollees in the UPS savings program can also call or visit

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

Overstock – Reconditioned – Demo

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

Whaledent  BIOSONIC UC125 & UC100XD ACCESSORY KIT ONLY Condition: Demo Part Number: 888-6813-D   Manufacturer Part Number: UC155XD Catalog Price: $248.99 Clearance Price: $89.00

Warranty: 3 Month Warranty – All Sales Final UC155XD Whaledent UC100 Ultrasonic Cleaner Accessory Kit Consists of the following items:

3/4 FingerGuard™ Instrument Basket – 1 Unit – (UC152XD)

Borosilicate Beaker – 2 Units – (UC53)

One Beaker Positioning Rack – 2 Units – (UC153)

April 13, 2014 - Posted by | Uncategorized

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