Cliff's Notes

The Business of Dentistry

“What’s Your Mojo?” & “Tetric Ceram, A Product Review!”

Cliff’s Notes for January 11, 2015

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

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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.

 

 

The secret of getting ahead is getting started.”

Mark Twain

  

 

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

“Profitability & Procrastination”

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Over 190 Dental Videos

http://www.youtube.com/cliffmarsh100

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In This Week’s Issue

  • The Root of It Commentary: What’s Your MOJO?
  • Product Review: Tetric EvoCeram
  • The Dentrix Office Manager Blog: Delta EPO & Co-Pay Plans, How to Step Up!
  • Metropolitan Association of Dental Office Managers: Negotiating With Insurance Companies!
  • Dentistry Beyond the Mouth: Can Sleep Deprivation Cause Your Death?
  • The Disney Magic of Management: If you Want to Engage People, Tell a Story!
  • This Week in Dentistry: Dental Spending Growth Down!
  • The Henry Schein Outlet Store: Acteon Implant Center!

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

 image001   What’s Your MOJO

mo·jo noun \ˈmō-(ˌ)jō\ – : a power that may seem magical and that allows someone to be very effective, successful, etc.

Jerry Jones, owner of the Dallas Cowboys, said that NJ’s Governor & his red sweater were the Cowboy’s MOJO. Well, the truth is that everyone has a MOJO. It’s that special something that you excel at that sets you apart from the rest of the crowd. It may be something as simple as the color of your eyes or as complex as your advanced clinical skills, but you have something. I’ll explain that by telling you 2 stories about dentists that found their MOJO.

The 1st story is about a doc whose MOJO is that he is an extravert. He capitalizes on his ability to engage people. I walked into his office on Halloween and could not believe the costume he was wearing. The first thing I asked was “does your wife know you are dressed like that”? If Dr. M. is reading this, I am sorry, but I just had to tell your story. The doc’s natural ability to communicate leaves his patient’s with the feeling that he truly cares about them and their families , the entire office team benefited do to the up-beat atmosphere and production has doubled over the last 18 months.

The 2nd story is about a doc that is very old school (not such a bad thing) and his MOJO is music, 50’s & 60’s to be exact. Everyone relates to music and that common thread, along with the appropriate background music, enhances the patient experience. He supports the atmosphere using pictures and memorabilia to decorate his office. He is booked solid 4-6 weeks out.

Finding your MOJO will change your life and the way you feel about your practice. Your new found engagement starts with understanding yourself and understanding your mission. The spark & excitement that you had at the beginning of your career is your MOJO! Now we need to figure out the best way to communicate that positive energy and emotion to your team and your patients.

You are the leader of your team and their performance and production rest upon your shoulders. You need to communicate your MOJO.

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

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

Tetric EvoCeram by Ivoclar Vivadent

The long-term clinical success of Tetric EvoCeram has been proven by numerous in vivo studies worldwide. In recall examinations, the restorations show a survival rate of 100%. This has been confirmed by the results of various 5-year studies. Thus the annual

failure rate of Tetric EvoCeram is clearly below that of other composite resins*.

*Manhart J. Charakterisierung direkter zahnärztlicher Füllungsmaterialien für den Seitenzahnbereich

Tetric EvoCeram features tried-and-tested, cutting-edge technology which allows impressive esthetic results to be achieved. With more than 100 million restorations placed, the universal composite has a proven track record of clinical success. The flowable composite Tetric EvoFlow is the ideal complement to Tetric EvoCeram in the restoration of anterior and posterior teeth, because Tetric EvoFlow is flowable when desired and stable as required. It is the top-selling flowable composite in Europe.

To learn more about Tetric EvoCeram, log onto:

http://www.ivoclarvivadent.com/en/products/restorative-materials/composites/tetric-evoceram

–                                                                      

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

 Ad-Photo-7486-1  Can Sleep Deprivation Cause Your Death?

Car Accidents, Heart Attacks and Obesity May Take Their Toll

It may sound unbelievable, but can sleep deprivation actually cause your death? If you are concerned about the ultimate health consequence of sleep loss — death — you may also want to be mindful of other increased risks associated with simply not sleeping enough.

Everyone has certain sleep needs to function normally. The amount of sleep adults need is different from that of children, and one person may need more or less (on average) than another.

If you do not obtain the amount of sleep that you need, you will begin to suffer from the ill effects of sleep deprivation. This may occur due to sleep restriction (simply not getting enough time in bed, asleep) or due to disrupted sleep. Common sleep disorders such as insomnia and sleep apnea may lead to sleep deprivation in these ways, respectively. As a result, there are important symptoms of sleep deprivation — including excessive daytime sleepiness — that may compromise your health.

Question: Are you screening every patient for sleep disorders? If not, why? Your concern should not just be a patients oral health, it should be their total health. You can save someone’s life by doing nothing more than asking questions

Learn more, log onto:

http://www.drbicuspid.com/index.aspx?sec=sup&sub=cos&pag=dis&itemid=311747#_=_

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

image001

Delta EPO’s and Co-Pay plans, how to setup

Lately I have been seeing a few new insurance plans creeping up in the market. In Colorado, I have seen these new “EPO” Delta Dental plans that have a patient co-pay instead of the traditional coverage %. Then, when I was in Washington recently, the office showed me a plan where the patient pays a total dollar amount on certain procedures. These plans sound similar, but the setup is slightly different.

With the “EPO” plans, I would use the co-pay feature inside of the coverage table. The reason I would use the co-pay is that there is a different patient co-pay for every procedure code. View the image below to see the fields to use for this type of setup.

Read Dayna’s Blog: http://thedentrixofficemanager.blogspot.com/

Tips from M.A.D.O.M……………………………………………………………………………………………………………………………

image004  Metropolitan Association of Dental Office Managers!

Advice for Dentists – Negotiating with Insurance Companies by Amanda Weber, MHA

Do you pull your hair out when looking over insurance reimbursement rates compared to the office fee schedule? Why don’t PPO providers negotiate their fees, and how frustrating are they to deal with? In my experience, it’s frustrating to put in the checks from the explanation of benefits, just to have my stomach sink at all I have to write off. Being able to close that gap of write-off to your real fees is half the battle. We all have to stay in the game of dentistry by accepting one, or in most cases, all of the PPO insurance providers.

To read the rest of this article, log onto:

https://americanassociationdentalofficemanagersnjassoc.wliinc19.com/wcnews/NewsArticleDisplay.aspx?articleid=399

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

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

In-Sight from the Mouse! Simply stated, if you want to engage people, tell a story.

by Bruce Jones, Programming Director, Disney Institute

Several years ago, a colleague at Disney Institute and I were presenting to a small group of business men and women who had traveled from Spain to experience our “Disney’s Approach” professional development courses at Walt Disney World Resort in Florida. This particular group spoke little or no English, so we worked with translators to convey the learning experience.

Throughout the leadership training, we shared several examples of how Walt Disney effectively told stories to his team to help them understand his vision for the experiences he was trying to create. Of course, the defining illustration we shared is when Walt Disney personally conveyed the story of Snow White and The Seven Dwarfs with the animators who were going to spend the next 3-4 years of their lives putting his story on film. (If you’re not familiar with this story, I highly recommend reading it here.)

When we felt as though we had made our point about the power of storytelling as a leadership tool, my colleague paused briefly, and asked the group a very astute question, given the potential language barrier. She asked them if our segment on storytelling would be useful to them. The answer was powerful, and became a universal lesson neither of us will soon forget. One gentleman in the back of the room raised his hand and shared, through the interpreter, “Yes, because we have simply forgotten what our ancestors taught us.

He shared that he was going to use this lesson to convert his typical presentations on business strategies and objectives into stories that people would remember. His theory was that this would inspire people and connect with them emotionally rather than strictly on a rational basis. Of course, we were thrilled, because that is the lesson about the power of storytelling that Walt was demonstrating back in the 1930’s, and it’s one that our Disney leaders have continued to use effectively to this day.

To read the rest of this blog, log onto:

https://disneyinstitute.com/blog/2014/11/leadership-lessons-from-walt-disney-the-power-of-storytelling-/309

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

image005  Dental Spending Growth Down!

Washington — Government actuaries cited slower growth in dental spending than projected just three months earlier in a study revising the post-recession National Health Expenditures narrative from “low rates of growth” to “slowdown.”

The 3.6 percent increase in the 2013 rate of growth in the overall health economy is the lowest on record since NHE record keeping began in 1960, the Centers for Medicare & Medicaid Services Office of the Actuary said.

CMS actuaries in a September 2014 report had projected that 2013 dental spending would total $113 billion at a 1.9 percent annual growth rate.

The study published Dec. 2, 2014, by the journal Health Affairs as a Web First article said actual dental spending increased by just 0.9 percent to $111 billion.

Dental spending and the annual growth rate had been inching upward since 2009 when it increased minimally from $102.4 billion to $102.5 billion or 0.1 percent over 2008. The 2013 growth rate is the lowest since then.

“We are now seeing a slowdown,” CMS statistician Micah Hartman told the media at a pre-release news conference at the National Press Club. “The recovery growth we’re seeing in the economy is much lower than previous recessions.” The recession began in December 2007 and officially ended in June 2009.

To read the rest of this article, log onto:

http://www.ada.org/en/publications/ada-news/2015-archive/january/dental-spending-growth-slower

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

Overstock – Reconditioned – Demo

Acteon IMPLANT CENTER 1 KIT Condition: Demo Part Number: 109-9811-D Manufacturer Part Number: F27105 Catalog Price: $16,499.99 Special Price: $7,499.00

Warranty: 1-Year

The Implant Center 1 combines all of the benefits of PIEZOTOME and adds advanced rotary technologies to give you a complete surgical solution. Includes:

  • Implant Center 1 unit with irrigation poles and I-Surge electric motor, Piezotome handpiece, foot control, 2 autoclavable (up to 100 cycles) irrigation lines, and 30 disposable perforators
  • Sinus Lift Kit: 5 lift tips, metal autoclavable stand, and wrench
  • Bone Surgery Kit: 6 bone surgery tips, metal autoclavable tip stand, autoclavable box, and Easytorque wrench
  • LC1 tip for tooth extraction
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January 11, 2015 - Posted by | Uncategorized

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