Cliff's Notes

The Business of Dentistry

The Landscape is Changing at Lightning Speed!

Cliff’s Notes for August 3, 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.

 

 

 

 

In my many years I have come to the conclusion that one useless man is a shame, two is a law firm and three or more is a congress”

John Adams

 

 

 

 

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

“Realine Treatment Planning”

From Align Technology for Non-Invisalign Dentists

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Over 190 Dental Videos

http://www.youtube.com/cliffmarsh100

Click on Play List!

In This Week’s Issue

  • The Root of It Commentary: The Landscape is Changing at Lightning Speed!
  • Product Review: OptraSculpt, For the Cosmetics!
  • The Dentrix Office Manager Blog: Is it Global or Workstation Specific?
  • Metropolitan Association of Dental Office Managers: Dealing with acidic attitudes!
  • Dentistry Beyond the Mouth: Dental care of patients with substance abuse.

*  The Disney Magic of Management: Don’t Fail Your Employees: Why Professional Development Training Is Critical!

  • This Week in Dentistry: Follow Bob: Impressions, record keeping crucial in treatment!
  • The Henry Schein Outlet Store: Pelton & Crane Intraoral Camera!

 

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

image001  The Downside of “Building Your Practice”!

Building your practice is a very difficult endeavor in 2014. There are less fee for service patients and PPO’s are very quickly becoming a partner that is attempting to control your income. So you invest in new technology to help increase production to raise revenues to compensate for increased costs in staffing, insurance, rent, utilities, etc. You work hard and get that little practice you bought up to the magic $1M mark (good for this part of the country). Now what? You consult with your financial advisor and figure the value of your practice into your retirement plans. However, you fail to look at the whole picture and your advisors only understand the future of dentistry by what you tell them.

Recently a very successful young dentist ($2.5M gross) asked me who could buy his practice when he is ready to retire in 10-15 or maybe 20 years? My answer was nobody. You need to understand that the people that can afford your business don’t want it, unless they are group practice owners and are looking for expansion, and the people that want it cant afford it.

So, what do you do? You start by continuing to grow your practice to the point that you can accommodate an associate even if it means reducing your own personal production. You need to get to the $1.5M point as quickly as possible to and now you can create a built-in buyer that will be able to manage and afford the practice.

In another scenario, if you have an average (local area) practice that grosses between $4K & $8K, and you are over the age of 60, you need to have an exit plan and my suggestion is to do it today. In my opinion, the smaller dental practice will begin loosing value. Think about it, the dentist that would want to buy it has been out of school for 5 years. They have student loan responsibilities in the $100’s of thousands. Maybe they have a mortgage and maybe kids. You want $400K for your $550K PPO practice. Sounds reasonable but how much do they have to invest to compete? Will they have room for growth and expansion? Are they looking for a full time practice? Remember, close to 60% of the 2014 graduating class are female. Maybe by saying this I am not being politically correct, but most women dentists want a part time gig.

I hope my comments will get you to start thinking about your future, and please call me with any questions or concerns. The landscape is changing at lightning speed.

Please feel free to contact me at any time with any questions or concerns.

Product Review…………………………………………………………………………………………………………………………………………………….

OptraSculpt, for Cosmetics!

OptraSculpt is an innovative modelling instrument that facilitates working with composite materials. It consists of a high-quality handle and shank as well as specially designed modelling tips in six different shapes.

The special working ends are slightly elastic. Furthermore, they reduce the stickiness associated with handling composites, allowing fillings to be shaped more easily. The modelling tips can be rotated 360° and snapped into place at any angle desired.

The shank and handle are made of quality stainless steel and plastic. These parts of the instrument can be reused. The plastic working ends are disposable for reasons of hygiene. The six different working ends can be combined to create a total of 15 different individual instruments.

Two versions of the instrument are available: a double-end variant as well as an instrument with a stainless steel spatula on one side.

Advantages:

Reduced adhesion to composite materials thanks to elastic tips

Six tips for modelling a lifelike tooth structure

Disposable tips for hygienic treatment

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

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Dentistry Beyond the Mouth………………………………………………………………………………………………………………………………..Ad-Photo-7486-1  Dental care of patients with substance abuse.

Patient’s who abuse alcohol, crack, heroin or prescription drugs, are likely to interact with the dental professional. The dentist should therefore be able to identify problems of abuse and provide informed care and referral.

Substance abuse should be a consideration in all patients who present with dental trauma and those who present with frequent vague complaints, multiple pain medication allergies, and regimens with multiple narcotic medications.

Polydrug use, either prescription or illicit, is also a possibility, and effective treatment requires prompt recognition. Dentists should be alert to drug-seeking behavior within the context of pain management, and because pain severity is an objective experience, each patient must be treated carefully and sensitively. Unrelieved or unremitting pain can be a relapse trigger and therefore adequate pain control is a necessity in the recovering chemically dependent patient.

New modalities, such as coanalgesia with low-dose ketamine in the opioid addicted have been shown to work effectively. In the post-dental surgical patient with chemical dependency, agents with less psychoactive activity than their drugs of abuse, such as extended-release morphine (MS Contin) have been tried with variable success. An informed treatment plan includes recognition of substance abuse, appropriate intervention, and referral. This plan may include universal screening, followed by brief interventional therapy for positive patients and in some cases, pharmacological pain control. On discharge from the office, instructions concerning referral to a substance abuse program or, in the case of the patient who may require more immediate treatment, to the emergency department are important.

From Dental Clinics of North America: http://www.ncbi.nlm.nih.gov/pubmed/10516924

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

image001  Is it Global or Workstation specific?

Do you wonder why if you run statements from one computer you don’t get the same result if you run them from another computer? Or why a patient chart looks one way on one workstation and completely different on another? This is because some settings are global and some settings are workstation specific. Today, I am going to break down for you what is workstation specific and teach you how to create some consistency in your office. This article assumes you have Dentrix G3 or higher installed.

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

http://thedentrixofficemanager.blogspot.com/

Tips from MADOM………………………………………………………………………………………………………………………………………………

image004  Metropolitan Association of Dental Office Managers!

Dealing with acidic attitudes!

Every workplace has negative people who erode morale. They’re not always easy to pick out of a crowd, but they can do an amazing amount of damage over time.

Most of the time, these folks don’t make the big mistakes that call attention to themselves. They’re frequently pretty good at their jobs, so they’re not called on the carpet too often.

But like a virus running in the background of a computer program, their acidic personalities eat away at the goals – and ultimately the bottom line – of the company week after week, year after year.

Who are these people? They’re the employees who:

  • continually find things to complain about and exaggerate the seriousness of co-workers’ mistakes
  • spread gossip and start rumors that pit employees against each other
  • talk behind co-workers’ backs, and
  • undermine supervisors’ authority with a never-ending flow of criticism that stays under-the-radar so it’s rarely recognized and corrected.

To read the rest of this article, log onto: http://www.hrmorning.com/managers-dealing-with-negative-attitudes/

AADOM Information: http://www.dentalmanagers.com/

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

In-Sight from the Mouse!

Don’t Fail Your Employees: Why Professional Development Training Is Critical!

by Bruce Jones, Programming Director, Disney Institute

Zig Ziglar sent an important message when he said, “The only thing worse than training your employees and losing them, is not training your employees and keeping them.”

Although many factors contribute to a negative employee culture (poor management, lack of advancement opportunity, low pay, etc.) there is another strong correlation: how well people are trained to do their job. It turns out, if people feel well prepared and well equipped to succeed in their role, it increases their morale. Ziglar’s message has some weight behind it. According to a recent Gallup “State of the American Workplace” study, only 30 percent of the American workforce is fully engaged in their role. That leaves a big area for improvement, and as we recently discussed, lack of engagement is one of the leading indicators of high turnover.

The problem? Companies select and hire people, but then underinvest in—or significantly underestimate—the amount of professional development training necessary to help employees develop their personal skills and exhibit the organization’s desired behaviors. The impact can be felt in two major ways:

To read more, log onto: http://disneyinstitute.com/blog/2014/07/dont-fail-your-employees-why-professional-development-training-is-critical-/283

This Week Dentistry From the ADA: ………………………………………………………………………………………………………………………

image005  Follow Bob: Impressions, record keeping crucial in treatment!

Robert “Bob” Hartman knew his teeth were worn down and broken — but it was something else when he saw a detailed model of his mouth and teeth. Colorful impressions: Bob’s impressions were made of polyvinyl siloxane impression material and by utilizing a special technique for accuracy. The impressions were done to make a determination of the pressures that affect the outer surface of any prosthesis.

When I saw the final impression I was rather embarrassed to see what I had lived with for a long portion of my life,” Bob said. “You just don’t realize how bad they looked. No wonder I was afraid to smile.”

Due to decay and bone loss from lack of proper care over the years, combined with a deteriorating tooth structure, the 62-year-old is in need of a full-mouth restoration. His jaw has also moved forward affecting his bite and the way he eats.

Led by Dr. Joseph Massad, of Tulsa, Oklahoma, and co-treated by Dr. David Little, of San Antonio, Bob will have immediate maxillary and mandibular dentures placed, with extractions of all of his teeth, appropriate bone reduction and placement of prosthesis. It will not only ultimately correct his dental problems but also educate ADA members on the assessment and treatment of patients who need such an extensive treatment plan. Bob’s case will be part of a continuing education online series where ADA members are able follow his treatment — from diagnosis to surgery — through courses to be posted on ADA CE Online.

The process is expected to take about 18 months, culminating in a three-hour Education in the Round course at the ADA 2015 — America’s Dental Meeting in Washington, D.C., by Dr. Massad.

As part of the process, Bob returned to Dr. Massad’s office three weeks after his January examinations to begin impressions and record making—a crucial part in Bob’s overall treatment.  “It was extremely important that accurate impressions of both the teeth and the tissues, including the functional areas of all borders, be extremely accurate,” Dr. Massad said. The creation of the prosthesis would be utilized in the implant placements. The impressions were made of polyvinyl siloxane impression material, utilizing a special technique for accuracy.

To read the rest of this article, log onto: http://www.ada.org/en/publications/ada-news/2014-archive/july/follow-bob

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

Overstock – Reconditioned – Demo

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

Pelton & Crane EXECU-CAM INTRAORAL CAMERA Condition: Overstock Part Number: 552-2910-N Manufacturer Part Number: 2910 Catalog Price: $5,495.00 Clearance Price: $1,699.00

Warranty: 6 Month Warranty – All Sales Final!
 

Cliff’s Tips for Today-Sunday August 3, 2014…………………………………………………………………………………………………………

Friday September 12, 2014

9:00 AM – 3:00 PM (4 Credits in Continuing Education)

Principles for a Productive DENTAL PRACTICE

DENTISTRY IN THE DIGITAL AGE

With

Dr. Mark Morin

One of the world’s leading dental clinicians comes to New Jersey!

Dr. Morin lectures globally on the subject of CAD/CAM and various aspects of practice management, productivity, and digital dentistry; teaching dentists how to utilize technology to differentiate and elevate their practices to the next level of success. Dr. Mark Morin maintains a private practice that remains in the top 1% of dental practices in the US.

Dr. Morin will be sharing:

• How to thrive in a challenging PPO environment

• Secrets to attracting new patients with convenient same-day dentistry

• Strategies to increase your practice productivity and staff development

• How new software is changing the way we use CAD/CAM

• New dental procedures you can do chairside

• How to use CAD/CAM software efficiently to accomplish a perfect result

• Ways to produce the best restoration for your patient in the most profitable way

Sheraton Lincoln Harbor Hotel, 500 Harbor Blvd., Weehawken, NJ 07086

Registration: 8-9am / Seminar: 9am-3pm / Lunch: Noon-1pm

$159 Dentist | $129 Staff Members

20% Discount for Privileges Members (Enter Promo Code: PRIV)

Breakfast and lunch will be served along with an afternoon break.

 

REGISTER TODAY!

Online at www.hnrysc.hn/morin91214

For questions or to register by phone please contact:

Lizette Mendoza @ 973-227-3533 Ext 17 or

HSDMetroCenter@henryschein.com

“Bring your staff and learn the secrets to take your practice to the next level.

Let us share how to develop a practice that will meet the economic demands of the future.”

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August 3, 2014 - Posted by | Uncategorized

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