Cliff's Notes

The Business of Dentistry

Amaris Ginigiva, Porcelain Repair & White Spot Lesions

Cliff’s Notes for April 12, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“I’m not young enough to know everything.”
J.M. Barrie

In This Week’s Issue
• Amaris Gingiva – Light-Cured Composite in Gingiva Shades
• White Spot Lesions – Non Invasive Dentistry (att. PDF)
• The Outlet Store’s Handpiece Clearance

Amaris Gingiva…………………………………………………………………………………
Amaris Gingiva is a highly esthetic light-cured composite system in gingiva shades developed and manufactured by VOCO. The clinical results are excellent when dealing with cervical defects. The product also performs perfectly when splinting primary teeth with extended periodontal defects without impairing the patients smile. When used together with the Pulpdent Porcelain Repair System, you can restore, cosmetically, exposed crown rims as well as most other porcelain fractures.

The indications for Amaris Gingiva are class V restorations (cervical caries, root erosion, V-shaped defects). The link below will provide more details and an in-office lunch & learn session can be scheduled upon request.

For more information, log onto http://www.vocoamerica.com/amarisginiva and click on Amaris Gingiva.
Amaris Gingiva Starter Set (Cliff’s Intro Price) – $192.99 – #840-9340
Amaris Gingiva Refill (Cliff’s Intro Price) – $82.45 – #840-9341

Let’s not forget the Embrace Wetbond PFM Repair system. I have to tell you, this has to be the sleeper product of all time. Think about it, a patient comes in with a 30% fracture on a single unit that is part of a 4 unit bridge, what do you do? How about a composite restoration using your composite with the final result being no less than your standard restoration? Every office that I have recommended this product to has had excellent results. The ROI on the billable chair time is fantastic and the service to the patient is even better. The standard kit is good for about 6-8 procedures.
For more information on the Pulpdent Porcelain repair system, log onto http://www.pulpdent.com/products/view/18/category:5
Embrace PFM Repair Kit (Cliff’s Special price) – $95.20 – #384-0489

White Spot Lesions & Non-Invasive Dentistry………………………………………………..
Good Dentistry – Non Invasive – Preventive & Proactive – Clinically & Cosmetically Preferred – Revenue Generating. What’s the down side? White spot lesions are among the most common and predictable issues you face on a daily basis. In most cases, it is a cosmetic issue that you are watching. There is no more watching! Now you can and should be proactive in preventing carries development. Your standard of care and commitment to your patients deserve a close look at the new techniques that have been introduced. I know that you heard about them and read articles, but now it is time to engage the science.

Let’s look at the 2 most unique and effective systems:

ICON by DMG is an infiltrant that is designed to treat incipient decay. I have discussed this product in detail in the past so I will refer you to the link to get re-acquainted with the science.

http://www.drilling-no-thanks.com/us/landing.html

The MI Paste Program is designed to prevent carries before they happen by re-mineralizing tooth structure and monitoring the patients saliva for a high ph content. The program is treatment plan based and requires re-evaluation every 2-4 weeks and can end with a tooth whitening procedure. Chair time involves 30 minutes on the first visit (mostly staff) and 15 minutes subsequently. Please review the attached PDF case studies.

Suggested billing options are:
• $175.00 Initial Visit & $100.00 subsequent office visits for each treatment cycle. (includes 1 btl. MI Paste and $24.99 for additional btls.)
• $15.00/tooth, per session + cost of custom tray & MI Paste
Required materials:
• MI Paste or MI Paste Plus (cost $9.00 – $12.00 depending on special offers)
• 37% Phosphoric etch
• Pumice
• Prophy Cup
• Saliva Check Buffer (as low as $5.45)
• Fluoride or Custom Tray (optional)

Attached, you will find several case studies of the technique. Insurance & billing codes can be supplied upon request.

Please review the following link for access to several multimedia presentations. The MI Paste program will raise your standard of care by providing additional preventive services. Consider scheduling a lunch & learn to better understand the program.

http://www.gcamerica.com/multimedia/index.php

The Henry Schein Outlet Store…………………………………………………………………
At the Henry Schein Outlet Store you will find a large selection of Overstock, Demo and Reconditioned merchandise ranging from x-ray bite holders to lasers to digital panoramic x-rays. All items come with warranties and if you are a good shopper, you will find some great deals. The product listing is only available on-line or you can contact me directly to search out a particular item. The following link will take you to the handpiece section. This section has 7 pages of listings. If you have any questions or concerns, please feel free to contact me at any time. It’s always better to consider “new” but sometimes you just want something for the back room.

http://www.henryschein.com/us-en/Sites/OutletCenter/BrowseCatalog.aspx?category=Dental+Handpieces&subcategory=High-Speed+Handpieces

Sunday, April 18, 2010…………………………………………………………………………
Today is Sunday, April 18, 2010 and the weather is going to be nice. Enjoy your day and please be safe.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

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April 18, 2010 Posted by | 1 | Leave a comment

Oral Cancer Detection Technology, Conservative Preparations, Buy & Selling Professional Practices

Cliff’s Notes for April 11, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“Keep Your Friends Close and Your Enemies Closer”
Sun-Tzu
Chinese General & Military Strategist (4oo BC)

In This Issue:
• Oral Cancer Detection Technology May be Your Worst Enemy or Your Best Friend!
• Conservative Cavity Preparations!
• Flowable Composites!
• Are you thinking about selling your practice? What’s it worth?

Oral Cancer Detection Technology May be Your Worst Enemy or Your Best Friend………
Ok, I’ve been arguing that technology is the “2nd coming” for the future of your business and that has not changed. However, it will force YOU to change even if you don’t get involved. Now, let me explain that.

New diagnostic abilities will subject a healthcare provider to a more detailed analysis and diagnosis. Clinical documentation will need to be more detailed and that will include digital images of the progress of a treatment plan. This is the “New World” liability and that may be your worst enemy or at the very least, your adversary. That brings us to this week’s quote about keeping your enemies close.

As many of my clients know, one of my favorite sayings is “defense wins games” and the best way to defend yourself against clinical liability is a complete diagnosis and detailed documentation. The nicest people and the best patients in the world change when situations change and we all know that the stress of everyday life is rising. Many years ago a friend told me that there is a special name for all the good boys & girls in the world, we call them our sons & daughters and Mrs. Smith who has been your patient for 10 years was just diagnosed with oral cancer. By the way, her son is a lawyer.

Q. Dr., what is your standard of care with regard to oral cancer detection?
A. We follow all ADA recommendations.
Q. Dr., are you aware that there is technology available that will identify abnormal tissue up to 4 years prior to it becoming malignant?
A. Yes.
Q. Do you utilize this equipment and if not, why?
A. No, I am not fully convinced of the accuracy.

I think you know where this is going. What’s going to happen is that your insurance company will settle with the plaintive, you will go back to work and your insurance premiums go up. You also just spent a boat load of money defending yourself. Then there is the fact that your office failed to diagnose a serious condition in one of your patients.

The three pieces of technology that you will need to engage (if you haven’t already) are, in my personal priority order:
1. High Quality Dental Practice Management Software.
2. Digital Radiography.
3. Oral Cancer Screening Equipment.

Identafi 3000 ultra Oral Cancer Screening System – http://trimira.net/

Cliff’s Notes Special Price – $2789.00

The Identafi™ 3000 ultra uses the Identafi™ Multi-Spectral Fluorescence and Reflectance technology to enhance visualization of mucosal abnormalities such as oral cancer or premalignant dysplasia that may not be apparent to the naked eye. But unlike other fluorescence technologies and dye systems, the Identafi™ 3000 ultra is Multi-Spectral with three distinct color wavelengths, making it easier to distinguish lesion morphology and vasculature thereby reducing false positives.

Conservative Cavity Preparations……………………………………………….
Conservative Cavity Preparations. Minimally invasive dentistry has been front page for a number of years. We all took notice when introduced to Micro Air Abrasion in the early 90’s, but we had to deal with the mess. Since then, new techniques have led to the development of some fantastic tools. The Two Striper line has always been one of my favorites.

Two Striper MicroPrep diamonds from Premier are designed with small abrasive heads to facilitate conservative tooth preparation and longer necks to enhance vision and control. Ideal for minimally invasive and microscope-assisted dentistry, Two Striper MicroPrep diamonds are said to help satisfy the growing demand in dentistry for more conservative treatment tools and techniques, including fissurotomy procedures.
MicroPreps are available in six unique friction grip shapes for a variety of clinical indications where minimally invasive and conservative treatments are desired. Featuring a patented, P.B.S.® bonding process of natural diamond crystals, these Two Striper diamond instruments reportedly maintain cutting efficiency over multiple uses, since diamond crystals are guaranteed not to strip or peel from the hardened stainless steel shank.
MP89
M
F
Schein#
F
3789918
M 3780136
MP38
M

Schein#
3782870
MP30R
M

Schein#
3785940
MP30
M

Schein#
3781529
MP53
M

Schein#
3788428
MP53A
M

Schein#
3781264

Friction grip (31) shank – 5/package

Indicated for minimally invasive cavity preps and pit and fissure sealant placement

Flowable Composites………………………………………………………………..
The development of flowable composites revolutionized posterior composite restorations. It is fitting that “Revolution” by Kerr was the first and there have been many to follow. Below are some links to some that I receive the most compliments about.

Kerr Revolution 2 Flowable – http://www.kerrdental.com/index/kerrdental-composites-revolutionformula2-2

Dentsply Esthete-X Flowable – http://www.dentsply.com/default.aspx?pageid=135

3M Filtek Plus Flow – http://solutions.3m.com/wps/portal/3M/en_US/3M-ESPE/dental-professionals/products/category/direct-restorative/filtek-supreme-plus-flowable/

Kurary Majesty Flow – http://www.kuraraydental.com/viewproduct.php?pid=33 (No Bubbles!!)

Henry Schein Natural Elegance Flow – http://marketplace.dentalproductsreport.com/community/DisplayAd.asp?id=4652

SDI Wave Flowable – http://www.sdi.com.au/en/research-abstracts-wave.html

Are You Thinking About Selling Your Practice? What’s It Worth?……………….
So, you grossed $1M last year and collected $890K. So, your practice is worth $800K, right? Wrong! The selling price of a practice has many variables and just like selling a house, you need to prepare for it. Selling or buying a dental practice (business) is very different than a house. You only need a few months to prepare a house, but a business takes at least 3 years. You can make a decision to buy a house in just a few weeks, but a small business takes months.

If you are thinking about transitioning out of your practice, we need to talk. Don’t walk away leaving money on the table and remember, at the end of the day if both sides are a little un-happy, it’s a good deal.

Henry Schein’s Practice Transition team works directly with your financial and legal advisors. You are only selling the business once, do it right.

Planning and preparation are vital to a successful career transition. Henry Schein Professional Practice Transitions (PPT) can provide you with the advice and guidance you will need to accomplish your plans. The PPT Team can help you separate the myths from the facts, and work with you to ensure a smooth transition—always with your best interests in mind. Dentists need customized solutions to achieve their practice goals whether they are a new or established dental practice. Additionally, dentists approaching the end of their careers, require services that will help ease their transition into retirement.PPT offers an unmatched nationwide network of contacts with extensive knowledge of dental practice purchases and sales. They will assist you in finding a buyer or seller and manage every detail, whether an appraisal, financing for dental practice growth, negotiating strategy, or closing services. Look to PPT for the perfect practice transition.
For more information, contact Henry Schein Professional Practice Transitions:
Call Cliff @ 201-321-7494 or Phone: 1-800-730-8883

April 11, 2010 Posted by | 1 | Leave a comment

Tax Time 2009! Kavo Free 5 Day Free Trial, GURU!

Cliff’s Notes for April 4, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“In this world nothing is certain but death & taxes.”
Benjamin Franklin

In This Issue
• Tax Time 2009, Don’t Forget the State!
• VOCO Dental is Here!
• Kavo Free 5 Day Handpiece Trial Offer!
• The Next DDS – http://www.thenextdds.com!
• Dental Resource Center (DRC) News Letter – April, 2010!
• Dental Product Reports – Reviews GURU!

Tax Time 2009!……………………………………………………………………………………………….
Please don’t forget the State of New Jersey, because they will not forget you! Yesterday there was an article in The Record’s business section about a company in Maryland that sold product into the state of New Jersey. One of their employees lived in New Jersey and worked from home. In a final ruling, the Tax Court Presiding Judge sided with the State. The Maryland Company had to pay a corporate income tax to New Jersey because it was deemed that they have a physical presence in the state.

That ruling is very significant because it sets precedence. I am not an attorney nor am I qualified to debate the subject, however, the state just got a favorable ruling on tax revenue and if you don’t think they’re going to utilize it to help balance an out of control budget, keep drinking the cool-aid.

Now, how could this effect your organization? You pay your estimated quarterly taxes and comply with all state regulations, BUT, there is always a “but”, did you know that you are responsible for all taxes due to the state? That includes sales tax, and if you don’t do this one right, it will cost.

Sales Tax is charged by the individual states. Sales Tax is due to the state where you take possession. For example, if you travel to NYC and buy something that is taxable the tax laws in NY apply. If you order something from NY and have it shipped through a common carrier ( i.e. UPS or FedEx) to NJ, the tax laws in NJ apply. Companies that have a physical presence in New Jersey are obligated by state law to collect NJ Sales Tax and forward the funds to the state’s division of taxation. If the sales tax is not collected, the buyer is obligated by law to complete a USE TAX statement and pay the appropriate tax. If you do buy something from a company that has no physical presence in the state and collects sales tax or offers to, do yourself a favor, request a copy of a current NJ Sales Tax Certificate. If they are not registered with the state, the tax liability is yours. The state will not consider it paid.

As a general consumer, the State of New Jersey forgives up to a $500.00 use tax obligation, however, as a registered business in the state, there is no forgiveness. I went through a state tax audit a few years back and it wasn’t fun. We did everything by the book but a $250.00 invoice for copy paper that came from out of state was not taxed and it slipped through our system. It cost $2500.00 in fines and interest.

It is important that you discuss your “USE TAX” liability with your tax advisor. There is an old saying, “play with fire, expect to get burned”.

The following was copied off the State web site, it is a description of the USE TAX. The full text can be viewed at:

http://www.state.nj.us/treasury/taxation/su_over.shtml.

“A compensating use tax is also imposed when taxable goods and services are purchased and New Jersey sales tax is either not collected or is collected at a rate less than New Jersey’s sales tax rate. The use tax is due when such goods, or the goods on which taxable services are performed, come into New Jersey. If sales tax was paid to another state, the use tax is only due if the tax was paid at a rate less than New Jersey’s rate.

All persons required to collect the tax must file a Business Registration Application (Form NJ-REG). Each registrant’s authority to collect the sales tax is certified by a Certificate of Authority issued by the Division, which must be prominently displayed at each place of business to which it applies.”

Please contact me at any time if you have any questions or concerns.

VOCO Dental…………………………………………………………………..
“Creative in research” is VOCO’s motto. In the dental product industry, VOCO’s research has yielded successful innovations in the following areas: amalgam replacing restorative materials, prophylaxis products, filling and lining materials, impression and prosthodontic materials and time-saving techniques. Moreover, VOCO led a research task force co-sponsored by the federal government called “New Biocompatible Dental Materials.” Examples of VOCO’s successful research are:

(Ctrl+Click on the product for details)
Grandio, a nano hybrid composite;
Ionofil Molar, which utilizes special glass ionomer technology;
Ufi Gel hard C, a direct hard denture relining material based on composite technology.

http://www.vocoamerica.com

KAVO 5 Day Free Handpiece Trial Offer – Try Before You Buy!…………
Kavo has introduced a new handpiece trial program. Follow the link and register on-line. Kavo will send you the handpiece of your choice, free of charge, that you can use for 5 days. After trial period, you can keep the handpiece and have it invoiced at your discount rate or return it, postage pre-paid, directly to Kavo in the same box it arrived in. If you have any questions or concerns, please feel free to contact me at any time.

http://www.trykavo.com

The Next DSS…………………………………………………………………
This is the newest internet portal to be opened. If you are in dental school, just graduated, an associate or moving into private practice, this web site is a “no-brainer”. For those of us that are seasoned veterans, imagine if this information was available to us?

http://www.thenextdds.com.

DRC April, 2010 e-Newsletter……………………………………………….

April DRC e-newsletter
April brings us three new modules, including an excellent CE presentation by Dr. Michael Apa on treatment planning according to facial aethetics.

DRC modules are packed with timely and clinically relevant information—and because they’re on-demand, you can watch them any time, 24/7. For the busy practitioner, it’s the fastest and most convenient way to keep up with CE and improve the way you practice dentistry.

April features three new modules:
— Treatment Planning for Minimally Invasive Dentistry Utilizing Facial Landmarks (1 CEU)
— Algin-X Ultra (alginate alternative)
— EverLight (overhead lighting with LED technology)

Treatment Planning for Minimally Invasive Dentistry Utilizing Facial Landmarks
This CE module will cover how to treatment plan according to facial aesthetics. Facial features can dictate tooth position offering the practitioner the ability to utilize minimally invasive techniques, producing a more life-like result. Seating a case, an arch at a time with no mistakes, can be a difficult process. Dr. Apa discusses inserting the teeth all at once to cut down on seating errors. Finally, utilizing good materials can lead to excellence during the restorative process. Learn about different products that can assist in creating an optimal, aesthetic result.

Log in to http://www.drcdental
Click on New Releases to watch this module.

This CE module (1 CEU) is presented by Dr. Michael Apa.

Algin-X Ultra
This module will show how new Algin-X Ultra offers all the best features of conventional alginates and much, much more including ease-of-use, excellent dimensional stability with improved detail, and two no mess, no guess delivery options for the ultimate in impression-taking convenience.

Log in to http://www.drcdental
Click on New Releases to watch this module.

EverLight (with LED technology)
DentalEZ, a global leader in dental operatory equipment, introduces the EverLight, an advanced operatory lighting system that uses LED technology to deliver cool, quiet, precise lighting without the disadvantages of halogen lights.

This module will show how EverLight’s innovative, state-of-the-art technology enables you to enjoy better lighting while cutting costs, improving productivity, and reducing your impact on the environment.

Log in to http://www.drcdental
Click on New Releases to watch this module.

Dental Products Report – Reviews GURU……………………………………..
http://www.howdoyouguru.com/

PDA-Friendly Version
Sign Up or Manage Alerts

April 1, 2010
Connect With Your Patients
Henry Schein Guru™ Patient Education Solutions

Henry Schein Guru™ transforms dental education by creating new connections between you and your patients. Guru presents award-winning education solutions and a patented education method, Stop, Draw and Teach™, that get attention and prepare patients to understand and accept more treatment. With Guru, spectacular videos and animations enhance your own methods, and powerful web tools communicate a unique level of personal attention patients don’t see anywhere else-for better outcomes and informed, healthier patients.

Click here for more information

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

April 4, 2010 Posted by | 1 | 1 Comment

Air Compressors, Intraoral Technology & Narrow Body Implants

Cliff’s Notes for March 25, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“Every stake holder in dentistry should participate in the National Health Information Infrastructure”
American Dental Association
http://www.ada.org/goto/nhii
This link to the ADA may be the most important thing you look at today. Healthcare has been moving in this direction for 15 years and now it is time for you to become engaged. Change is inevitable so you need to embrace it and learn how to utilize to benefit your patients, staff, practice value and most of all family. Part of my job is to work with your financial and legal advisors so they are informed on what it will take to get you where you want to or need to go. They can then offer their “informed” suggestions so that you can make “informed” decisions.

In This Weeks Issue
• Air Compressors, A fact of life!
• The Newest Functions of Intraoral Technology!
• Narrow Body Implants
• Dentrix / EZ Dental Users Group

Compressors, A Fact of Life……………………………………………………………………………………………………
Your compressor is critical for the operation of your practice. They are mechanical devices that require monthly maintenance at the least. Now let’s think about what a compressor needs, after all it’s a tank with a motor on top, right? Wrong! The compressor you buy at Home Depot is a tank with a motor on top. A dental compressor is designed to deliver 100% clean, dry air that can be safely used during surgically invasive procedures. This is achieved in several ways, however, first we need to define the two basic styles.

If your compressor is over 15 years old, the chances are that it is an “oil type” head. The head is the motor and your unit may have 1, 2 or 3 mounted on top of the tank. The electric motor requires oil (compressor oil) to lubricate the bearings. Oil levels should be checked monthly. Now some of you are thinking, oil? I never even looked at the compressor, I just turn it on! Well, you’re not alone. Remember what I said last week, compressors and vacuum pumps are our un-sung heroes. Newer compressors are most likely “oil free” so lubrication is not necessary. However, both systems share some common maintenance.

When the compressor head is running, it is forcing ambient air into the holding tank until the internal pressure reaches 100lbs./sq inch. As you use the air, the tank pressure decreases. When the pressure drops to 80psi, the heads turn on and the system begins to “recover” until the pressure returns to 100psi and the head shut off. This usually takes about 20 seconds. 80psi in the tank is considered minimum to deliver 60psi to the operatory. You will lose about 1psi for every 2 feet the air needs to travel.

When you compress air, you literally squeeze the moisture out of it. That moisture condenses and collects at the bottom of the tank. Most compressors have automatic drains that will open when the condensed water level reaches a certain point. When the valve opens, the pressure in the tank purges the water and the valve closes. Every now and then you may see a little puddle of water under the compressor, it is probably nothing more than a recent purge. Purge valves do clog, so that little puddle is a good thing. If your compressor does not have an automatic drain, it will have a manual valve that you should purge daily if there is no purge valve, get a new compressor.

Although the air has been compressed and the tank purged, there is still some moisture in the air. That’s when the drying system comes in. Most dental compressors have drying chambers that utilize desiccant filters. The air from the tank passes through the filter chamber and the remaining moisture, dirt & oil (if your unit is an oil type) are captured. Eventually the filter element will fill up and need to be changed. This should be done annually. I know, your unit is 8 years old and you never did anything, so why worry about it? If you don’t maintain you compressor, it will deliver contaminated air through your delivery systems, 3 way syringes, handpieces and everything else that requires air to operate and that’s not healthy for any of your equipment.

Speaking of healthy, where does your compressor draw it’s air from? Is it an outside source or is it from the ambient air in the utility room? How clean is the air. Think about that old phrase, “garbage in – garbage out”. It is recommended that you schedule annual maintenance of you compressor and vacuum systems. As Benjamin Franklin said “an ounce of prevention is worth a pound of cure.” Also, re-circulated contaminated air is an O.S.H.A. concern.

The following link will take you to the maintenance guide for the Midmark oil-free compressor. Please don’t hesitate contacting me with any questions or concerns.

http://www.documark.com/documents/ng/10541200.pdf

IntraOral Imaging Technology’s Newest Functions, It’s Not Just Pictures…………………………………………………
New technologies have lead to advancements in intraoral diagnoses. Intégration with practice management system is considered critical to conform with future NHII standards. Advanced ‘Blue light’ technology is now being utilized to find what x-rays can’t see. Please review the following links.

Sopro Life – The Blue Revolution – by Acteon. Over the last five years, Acteon as directed all of their technical expertise, in conjunction with scientific and clinical researchers, to develop a patented technology which is based on the principle of fluorescence. The result of this effort is a revolutionary new device—SOPROLIFE* With SOPROLIFE®, diagnose occlusal or interproximal caries… differentiate with outstanding accuracy healthy tissue from infected tissue, so as to excavate only the decayed area. SOPROLIFE becomes an indispensable aid for the practitioner preferring minimally invasive dentistry. Enter in a new era and discover the Blue Revolution. *SOPROLIFE : Light Induced Fluorescence Evaluator.

http://www.acteongroup.com/Sopro%20Life

Spectra IntraOral Carries Detection System – by Air Techniques. Early caries detection has been sited as key to optimal prevention and treatment.1 Air Techniques’ Spectra uses fluorescence technology to aid in the detection of plaque and caries, especially early-stage enamel caries and hard-to-detect fissure caries. The lightweight handpiece has a high-resolution, high-sensitivity CCD sensor with auto exposure. The unit’s LEDs project high-energy light onto the tooth’s surface, causing cariogenic bacteria to fluoresce red and healthy enamel to fluoresce green.
http://www.airtechniques.com
http://www.airtechniques.com/products/spectra-caries-detection-aid.html

DEXcam™ 3 USB-2 Intra-oral Video Camera – by Dexis. As a leading provider of digital diagnostic imaging solutions, DEXIS® is pleased to offer DEXcam™ 3, a USB-2 intra-oral video camera that supports clinical diagnostics as well as providing an excellent tool for patient education and communication. DEXcam 3 features a seven-element glass optical lens, four bright LEDs and an internal prism that provide optimal lighting and a Sony® CCD sensor for sharp, high-definition image quality. Camera controls are conveniently located on the lightweight handpiece. Freeze images with a simple press of a button, then save the image into the patient record with a two-second press.
http://www.dexis.com/index.php?option=content&task=view&id=175

Narrow Body Implants……………………………………………………………………………………………………..
Anew solid one-piece implants, with Non-Hygroscopic Screw-Retained restorations, are a major advance making it possible to create immediate, chairside, provisional restorations. The Anew Implant-restorative protocol was developed in conjunction with the Department of Implant Dentistry, New York University College of Dentistry. The following links will provide more information for your review.

http://www.dentatus.com/documents/anew_how_web_v2.pdf

http://www.dentatus.com

Topics Covered at the March 26, 2010 DENTRIX/EZ Dental User Group…………………………………………….
Insurance – Tips and Shortcuts
Custom library for Remarks
Default Assignment of Benefits and Release of Information
Status Box and Insurance Aging Report
Eligibility – Through E-Central and Manually
Insurance Notes – where they can be viewed
Collections – Optimization in DENTRIX
Guarantor Notes and Billing Statement Notes (Individual and Custom Library)
Verify Before Send
Billing Statement Filters
Aging Report with Guarantor Notes
Collections Manager
Referrals in Dentrix
Setting a related referral
Referral Slips and Recaps
Referral Analysis-In the Office Manager and for an Individual Patient
Quick Letters – Thank you for your referral

The next meeting will be on Friday, June 11th. http://www.dentrix.com/

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

March 28, 2010 Posted by | 1 | Leave a comment

Enamel Remineralization & “Vacuum Pumps” Care for Them & They’ll Care for You!

Cliff’s Notes for March 21, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail: cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“A man may build a complicated piece of mechanism, or pilot a steamboat, but not more than five out of ten know how the apple got into the dumpling.”
Edward A. Boyden

Dentrix/EZ Dental Users Group – Friday, March 26th, Paramus, NJ – 8:30 AM to 11:00 AM – Call Cliff for Details!

In This Week’s Issue
• Man Imposes, God Disposes!
• Enamel Remineralization, Not Everything is High Tech! (See Attachment)
• Joe Blaze is Coming with “Pearls For Your Practice”!
• Vacuum Pumps, Care for Them & They’ll Care for You!
• Sunday March 14th, before the storm.

Man Imposes, God Disposes……………………………………………………………………………………………………………………………..
What a week! There was no Cliff’s Notes last week due to the storm. With all the technology and advancements that we have introduced to our world, we can’t overcome nature’s will. Although my family was without power for 6 days and several trees closed off the road, I didn’t have a tree fall on my house. I guess that every now and then we are reminded that we need to respect the power of Mother Nature. I do hope that all of you got through the week safely.

Now, back to dentistry and the quest for “disposable income”.

Enamel Remineralization, Not Everything is High Tech……………………..(See Attached pdf File)……………………………………………..
Kudos to Dr. M, for creating a successful program that appears to be very well excepted by the patients, raised the practice’s standard of care and increased gross revenues in the process. Not everything is high tech, some of it is just good science. As we all know, cosmetic dentistry is down. Patients are putting off elective procedures mostly due to finances. Care Credit & CitiHealth are being looked at as additional credit cards that should only be used for emergency treatments and large co-pays. So, how can we keep the cosmetics going until the economy completes the 180?

In some cases, the remineralization of enamel in conjunction with in-office or home bleaching has produced incredible clinical and cosmetic results. Attached is a presentation on the techniques using MI Paste. It is recommended that you contact me to schedule a lunch and learn so that you and your staff can fully understand the product, the program and predictable results.

The cost of the product can be incorporated into the treatment plan or dispensed separately. MI Paste will net out at less than $11.00 per unit. At $29.95 ( or whatever you feel the patient cost should be) you realize a $19.00 return (36% ROI). Most offices can have 10-15 patients on the program in the first 30 days. You need to remember, this is a treatment plan and repeat visits need to be scheduled. The program also offers opportunities for bleaching within the treatment plan.

This is an incredible technique and the program allows you to offer, when applicable, a more “financially palatable” cosmetic treatment plan without a prolonged invasive procedure. For more information on this program, please feel free to contact me at any time @ 201-321-7494. This is good dentistry.

This image shows the effectiveness of MI Paste. Please review the attached PDF file, consult with your hygiene department and schedule a lunch & learn.

Dr. Joe Blaes is Coming to Town with “Pearls For Your Practice”………………………………………………………………………………….
On Friday, May 7, 2010, Dr. Joe Blaes will be at the Glenpointe Marriot Hotel in Teaneck, NJ. This is a full day event (7 CE’s CERP/PACE) that should not be missed. For more information or to register, call 201-485-7755. You can also log onto: http://www.symposiaCE.com

Vacuum Pumps, Care for Them & They’ll Care for You……………………………………………………………………………………………
They are noisy, occasionally smell and seem to have no personality. However, what happens when they clog or shut down? The answer is, you stop dead in your tracts. Outside of an electrical black-out, there is no other single piece of equipment in your practice that can do that. Your Vacuum & Compressor are your un-sung heroes. We’ll discuss compressors in a future E-Blast, but today is about the “PUMP”.

Your vacuum pump, in design, is very similar to the pump that filters a pool, however, a dental pump is commercial grade and built out of much different materials. They are not complicated but do require daily maintenance and do suggest daily.

There are 2 different types of dental vacuum pumps. They are “Wet Ring” pumps known as water pumps and “Dry Systems” known as dry vacs. The wet ring pump is the most common mostly because of price and space. Wet rings are less expensive and smaller in size, but they are more expensive to maintain and operate. A wet ring pump is connected to and powered by your in-bound water supply. The motor turns a impeller that drives the in-bound supply through the system creating the vacuum (negative pressure) in your operatory evacuation lines. Wet ring pumps will use as much as 1 gallon of water every minute they are running. If you pay your own water bill, this can become very costly so I do recommend a water recycler (std. on most models). The recycler will reduce the water usage to about 1 gallon an hour.

Quality wet ring dental vacuum pumps are made brass. They are built to run continuously in a wet environment. Prices range from $1200.00 to $4000.00 depending on the size needed for the facility. The difference in price between the economy models and the best is about 10-12 years or double the life span.

Dry vacuum pumps work a little different. They are “advance commercial vacuum systems” that are also built for continuous operation. Dry pumps are usually more expensive that wet rings because of their design, however, they do not need an in-bound water supply and the motor replacements (when needed) are often less expensive. In the past, dry vacuums had the reputation of being a very loud vacuum cleaner. Today, they are very quiet and very economical to operate.

All vacuum pumps need to be vented. Before the waste enters the facility’s main system the air needs to vent. It is important that you vent your vacuum to the outside. The vapor that is created is contaminated more than a saliva ejector. If your pump does not have a sealed waste line and it is in the same room as your compressor, what quality of air is being compressed and returned to the operatory? This is also a big O.S.H.A. concern if you are using O2/N2O scavenging systems.

I recently got a call form an office complaining about a smell in the operatories when they walked in the morning. It seemed to dissipate after the first patient and isn’t notice again throughout the day. The solution was simple, the staff was using an evacuation cleaner that was not an enzymatic. On top of that, the solution was only used twice per week and this was a full time practice. They switched solutions, started daily maintenance and the issue was solved.

It is important to use solutions that do not create foam. If foam builds up around the impeller, it will begin to cavitate. When this happens on a repeated basis it will cause premature failure of the impeller and shaft. Powder cleaners tend to foam the most so it is always better to use liquid concentrates. Don’t fall for the scented product ads, they are more expensive and that fresh lemon smell is gone is a few minutes. Enzymatic formulization is the key. My product of choice is Or-Evac #102-6316 and at a usage cost of less than $0.50/day it is economical and very effective.
Or-Evac 32oz Enzymatic Concentrate #102-6316

To learn more about Wet Ring Pump maintenance, please follow the link to MidMark Dental’s Parts & Service pdf.

http://www.documark.com/documents/ng/10546500.pdf

Sunday, March 14, 2010…………………………………………………………………………………………………………………………………
It was Sunday, March 14th and it was raining. Maybe that was fitting because on Friday I was informed about the passing of a colleague and friend. Dr. Alvin Bodenstein passed away leaving his patients, friends and family to reflect on 50+ years of the practice of dentistry. Integrity, accountability, compassion and family were what he was about. On behalf of the entire Henry Schein organization I want to extend the deepest sympathy to Dr. & Mrs. Lawrence Bodenstein and their entire family.

We all have choices in life. As we get older they sometimes become more defined. Although it is difficult, I personally choose not to morn, but to celebrate a wonderful life and legacy with the faith that we will continue our friendship and conversations on the other side.

Sunday, March 21, 2010…………………………………………………………………………………………………………………………………
Today is Sunday, March 21, 2010. It was a tough winter but now it’s Spring! Enough said, enjoy the day and please be safe.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

March 21, 2010 Posted by | 1 | Leave a comment

Handpiece Maintenance & Instrument Sharpening

Cliff’s Notes for March 7, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotes.wordpress.com

“Fewer things are harder to put up with than the annoyance of a good example.”
Mark Twain

In This Week’s Issue
• The Truth Behind Dental Handpieces!
• How to Sharpen Dental Instruments.
• Seminars In The Sun!

The Truth Behind Dental Handpiece Break Down……………………………………………………………………
It is true that sterilization does shorten the life of your handpieces, but it can’t be avoided just like bad road conditions shorten the life of your car tires and shocks. However, by performing proper maintenance on a routine basis we can maximize chair time between repairs.

When dental high-speed handpieces run at full bore, they will turn at 350k-400k rpm. That’s pretty fast and the law of physics tells us that friction heat will develop. When two metals with the same molecular structure rub against each other creating a lot of “friction heat” they tend to fuse or distort. If you don’t plan on using an automatic flush & lube system, then you want your staff to know how to care for your equipment.

The high-speed turbine has 4 basic parts. The chuck, race, ball bearings & impala. The chuck holds the bur and usually has a push-button spring style assembly that opens & closes it to remove or place a rotary instrument. They are designed to close to the ISO standard shank size. They need to be kept clean. The build-up of debris will cause a premature failure. Your handpiece will run great, but the bur will fall out. The impala is the blade portion of the turbine. The blades catch the 32 psi air blast from the delivery system and spins the chuck. The impala shaft rides on ball bearings traveling through the race. The ball bearings and the race (track they ride in) are precision sized so that the impala assembly can turn freely at extreme speed for a prolonged period of time. You need to lubricate because these components get very hot. Use an Autoclavable lubricant after the dental procedure is complete. That statement contradicts some older methods, however, just like your bonding agents evolve, so does synthetic lubrication. By using a quality lubricant you will clean and lubricate in one step. http://www.henryschein.com/us-en/Search.aspx?searchkeyWord=euro+lub. This product link is to the Henry Schein site. You don’t have to pay $35.00 for quality and your spray caps will fit.

After the procedure, you need to clean your handpiece before autoclaving to remove any organic material that might corrode your handpiece. Also don’t forget the fiber optics as organic and other material can attach to the lens during autoclaving and reduce function. A soft bristle brush and warm water is all you need. It is not advised to use detergents, soaps or disinfectant wipes as they can damage the optics and the rubber “o” rings that seat the turbine cartridge in the handpiece head. Don’t be afraid of cleaning the handpiece in the sink. They are made to get wet, as long as you lubricate and purge before sealing in an autoclave pouch for sterilization. The lubricant and purge will expel any water and dirt, protect the bearings during sterilization (autoclavable lubricant) and have the handpiece ready for use from the pouch.
Purge systems are important and not that expensive. They prolong the life of your handpieces and dental equipment. After all, the 4th hole in your tubing is for the handpiece exhaust. Where is that exhaust going? Synthetic lubricant tends to deteriorate dental unit tubing and hoses.
I always recommend an ISO Certified repair center such as Pro-Repair http://www.prorepair.com, However, if you are interested in learning more about handpiece repairs, log onto: http://www.scoredental.com/diagrams.html

How to Sharpen Dental Instruments……………………………………………………………………………………
Hand instruments are one of your biggest manageable inventory assets. Next week we’ll get into managing the work flow of your instruments but today, we’ll talk about sharpening and repair.

To start, if you buy quality name brand instruments (i.e. Hu-Friedy, Miltex, Nordent, American Eagle, Titan, Premier, etc.) from Henry Schein, the instrument is guaranteed for life against rusting, breaking or tarnishing. High quality instruments are manufactured with a high grade of stainless steel and sometimes incorporate tungsten carbide cutting edges and Titanium working ends. These instruments are usually very expensive and should be sharpened or repaired when needed. I can’t tell you how many $25.00 Scalers get tossed out with sharps because they are getting dull. Your staff may be sharpening them, but maybe they are doing it the wrong way.

How much time does your staff spend sharpening instrument? Is the cutting edge angled correctly? If not, it will result in shortened instrument life. It is recommended that you utilize a sharpening/honing machine that is designed for dental instruments or send them to a company that offers a sharpening service and is ISO 9000 certified.
Henry Schein’s Pro-Repair center offers an ISO 900 certified instrument sharpening and repair service they can be reached @1-800-645-6594, option 4 then option 3. You can also log onto:
http://www.henryschein.com/us-en/dental/services/prorepair/SendRepairInstruSharp.aspx.
Please note: Henry Schein ProRepair does not re-tip instruments. Altering the integrity of the original manufacturer’s handle and tip assembly often leads to premature structural failure, resulting in serious risks. This process cannot be ISO certified.
For those of you that want to sharpen your own instruments, there are several quality honing machines available. Hu-Friedy, Nordent & Premier all have reasonably priced sharpening systems. If you choose to sharpen by hand, the following link is a YouTube presentation that was created by Hu-friedy about 12 years ago. I hope it helps.

Seminars In The Sun, It’s been a Long Winter, It’s Time to Thaw-Out…………………………………………………………
When registering, Mention Cliff’s Note/Dr. Glazer and get an extra discount!

Have you ever experienced paradise?
CaboDent Seminars in The Sun Presents Seminar 2010
Pueblo Bonito Pacifica Hotel & Spa
Cabo San Lucas, Mexico
Wednesday, April 28, 2010 – Sunday, May 2, 2010
Course Dates: April 29th – May 1st (12 credits)
We invite you to join us at the fabulous Pueblo Bonito Pacifica Hotel & Spa for a “Sunsational” experience of education, relaxation and fun.
The Seminar 2010 Program has combined three of the most sought after speakers in dentistry. Dr. Howard Glazer, worldwide educator and lecturer, will take us through the journey into the hottest dental materials and emerging technologies that you should be embracing to keep your practice at the cutting edge especially for today’s dentistry. Dr. Ahmet Ozan will show you how to make endodontic treatment easy and fun. He will graciously provide you with the necessary hands-on training to help facilitate these techniques into your practice. Dr. Roy Sonkin, Deputy Commander DMORT II and Forensic Dental Consultant to the Office of Chief Medical Examiner of the City of New York, will guide you on an exploration of forensic dentistry. Come learn from one of the most dynamic speakers on this subject. To complement our program we have chosen the perfect resort setting: The Pueblo Bonito Pacifica Hotel & Spa offering all oceanfront accommodations on absolutely gorgeous grounds with architecture to match. The spa, the pool, the food, the drinks, the service…Nothing compares! The staff is exceptional and well attending – you will be treated as though you are the most important person staying there which further emulates the kind of seminar and vacation experience that CaboDent is all about!
TAKE ADVANTAGE OF OUR EARLY‐BIRD, RECESSION STIMULUS ROOM RATE & DISCOUNTED FARES ON AMERICAN AIRLINES & CONTINENTAL AIRLINES
REDUCED TUITION ($695 REDUCED TO $595) CALL TODAY FOR MORE INFORMATION: 631‐423‐5200 There are still a few rooms for $205.00/day + taxes and resort fees, that can be reserved by calling: 631-423-5200 today! For more information:
http://www.cabodent.net / Email: cabodent@verizon.net

Sunday, March 7, 2010…………………………………………………………………………………………….
Today is going to be the nicest day of the year. Enjoy and be safe.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

March 7, 2010 Posted by | 1 | Leave a comment

Dental Instruments, Do’s & Don’ts

Cliff’s Notes for February 28, 2010
So Much More Than Just Dental Supplies
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“Innovation is the ability to see change as an opportunity – not a threat”
Albert Einstein

In This Week’s Issue:
• Dental Instruments Are Expensive, Care for Them & They will last for Years!
• Defense Wins Games – The Light at the End of the Tunnel May be an On-Coming Train!
• The Arestin Rx Program is a success!
• When the Snow Fell – Did you Worry About Production?

Dental Instruments Are Expensive!…………………………………………………………………………………………………….
Like fine clothing, jewelry or high-speed handpieces ¬ your instruments may also require special care. Although stainless steel instruments, including XP, have outstanding built-in corrosion resistance, incompatibilities do exist with specific chemicals which should be avoided.
Instruments should not be in contact with the following chemicals for more than approximately two hours (then immediately and thoroughly rinsed and dried): aluminum chloride, barium chloride, mercury dichloride, calcium chloride, carbolic acid, citric acid, cresol, mercury chloride, mercury salts, phenol, permanganic acid potash, potassium thicyanate, ferrous chloride, stanniferous chloride, tartaric acid.
The following chemicals should be avoided completely: Aqua Regia, iron chloride, sulphuric & hydrochloric acid, and iodine.

Correct disinfection, care and sterilization
Sterilization cannot be a substitute for cleaning! An instrument exposed to high temperatures before being properly cleaned and rinsed, can cause the initiation of permanent stains onto the instrument surface.
Stubborn impurities and debris should be removed with a soft brush (never with steel wool, drill brushes or abrasive items). The instrument should be rinsed in distilled water (not tap water). Some dental surgeries incorporate ultrasonic units or thermo-disinfectors within their cleaning systems, where extreme care is also required to ensure that the cleaning agents and chemicals being used do not damage the instrument subsurface. These methods clean but do not sterilize!

Dos and don’ts
Regardless of sterilization method, always inspect your equipment for remaining debris and organic or mineral deposits. These can be transferred to the instruments and potentially cause corrosion.
Do not batch stainless steel, aluminum, brass or copper instruments together during the cleaning or sterilization processes. If batched together, a potential for electrolysis reactions between dissimilar metals will exist, which can produce etching and corrosion on the instrument surfaces.
Use only distilled or de-mineralized water when caring for dental instruments. High mineral levels in the water, or water that is too soft, can cause permanent stains on the instrument surface.
Whether you use autoclave or germicidal solvents, always follow the manufacturer’s instructions precisely, regarding specific recommendations for temperatures and times.
Careful drying of instruments during cleaning and sterilizing processes is extremely important. Any remaining water or condensation can cause potential rust or corrosion on the instrument surface and into the substrate. This is particularly important when the pouch-sterilized process is used or when the autoclave has been opened prematurely. It is advisable to remove any remaining moisture with a sterile cloth.
Identification or engraving added to the instrument surface by the end-user is discouraged. When the polished surface is compromised, a potential inroad for oxidation and/or corrosion is created. ‘Slip-on’ ID rings is a recommended alternative for custom instrument identification.
With proper care, the longevity and performance of all your professional dental instruments can be extended. I hope that the above has been helpful to you in achieving this goal.

Defense Wins Games – The Light at the End of the Tunnel May be an On-Coming Train!………………………….
Everyone is telling you that the economy will turn around, so you planted your feet, cut expenses and put innovation on hold. However, you need to remember that every action (or in-action) has a reaction. The sad part is that in business, your organization will react to “in-action” at a very slow pace and by the time you are forced into action, it is either to late or very expensive. Several weeks ago, I quoted Rupert Murdock “In this new world, big will not beat small, fast will beat slow”. Change comes at us every day so we need to embrace it, mold it and be pro-active. In business, your organization will react quickly to an “action plan”. That reaction will be measurable and allow you to adjust the plan and avoid “panic mode”.

On January 1, 2015, the Federal Government will enact the “National Health Information Infrastructure. This will affect every part of your practice from scheduling to insurance to technology to your overall standard of care. You will need to up-date software, hardware and implement new procedures and protocols. Up-dated medical history will need to be confirmed through the NHII and many of your liabilities will be exposed due to the availability of information. Healthcare professionals in all specialties, and you are a healthcare specialist, will need to be linked to a national/international central data base.

Start planning today for implementation and compliance. You have 4 years and 10 months. Please don’t wait to get started, it will just be more expensive and stressful. Four years goes buy real fast and the changes you need to make cannot happen overnight. The hardest part of the entire process will be training your staff and getting to the point where the new procedures and management protocol become routine.

15 years ago when the American Clean Water Act was written into law by the U.S Congress, we told you that “Best Practices” was coming. Most practices waited until the last minute to install amalgam separators and comply with all the new regulations. You can’t do that with the NHII!!!! It can’t be fixed with a service call. You need to start now and the best place is the ADA’s web site http://www.ada.org or Google the NHII.

As always, I am available at any time if you should have any questions or concerns, and I am sure there are many. This is something you don’t want to tackle by yourself.

http://www.ada.org/goto/nhii

Arestin Rx……………………………………………………………………………………………………………..
Last year OraPharma (div. Johnson & Johnson) started the Arestin Rx Program. One of the reasons was that many dental insurance policies did not cover the cost of the product. The use of Arestin is “good” dentistry, however, the cost to a patient with multiple sites could be expensive. By utilizing a patient prescription plan, CVS Pharmacies will collect the prescription co-pay and OraPharma will deliver the product to your office at no cost to you. It is recommended that you bill the patient for “application” and that can be at your discretion. I have clients charging $5.00-$15.00 depending on the number of sites. In many cases, a patient may be able to avoid perio surgery and elect to re-care every 3 month.

For more information, follow this link.

https://www.myarestin.com/rxaccess/login-register.html

When the Snow Fell, Did You Worry About Production?………………………………………………………………………
I hope not! You can’t fight mother nature. Sometimes “in the greater order of things” we are given an opportunity to reflect on what is really important. Throughout my career, I have become friendly with many industry leaders in manufacturing and distribution. On Friday, when everyone was snowed in, one of those friends sent me an e-mail with a “feel good” video. It’s the reason most of us do what we do but tend to forget support we were given. Make sure your kids see this one. The fast pace of their world will tend to cloud their memories. I can’t wait to see how my 15 year old daughter reacts, if she opens the e-mail.

Today is Sunday, February 28th …………………………………………………………………………………..
This morning when I walked outside at about 6:00, the birds were singing and I noticed that my Japanese Maple is starting to bd. Spring is on the way. Enjoy the day and please be safe.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

February 28, 2010 Posted by | 1 | Leave a comment

Your Product Liabilities

Cliff’s Notes for February 21, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

“Live so that when your children think of fairness & integrity, they think of you”
H. Jackson Brown, Jr.

In This week’s Issue
• Defense Wins Games – Are You Exposing Your Patients & Your Liabilities?
• Dentrix / EZ Dental Users Group, Software is the Heart of your Practice!
• MI Paste / Saliva-Check – Follow the link!

Are You Exposing Your Patients & Your Liabilities?……………………………………………………….
Did you know that on June 20, 2005, the Scottish Executive Health Department in cooperation with DENTSPLY international notified the public of a possible health issue. The following is part of the notice. You can follow the link to view it in its entirety.

NOTE: This action was in 2005. There are no current public announcements regarding the US market & DENTSPLY products. This situation is being used as an example of liability & risk and what you need to be aware of regarding the national healthcare authorized distribution network and how it affects your business.

SAFETY ACTION NOTICE:
By arrangement with the Scottish Executive Health Department
DENTSPLY SPECTRUM TPH DENTAL FILLING MATERIAL COMPULES: COUNTERFEIT PRODUCTS
SUMMARY
Counterfeit DENTSPLY Spectrum TPH dental filling material compules have been illegally placed on the UK market. Advice is provided.
BACKGROUND
1. Counterfeit DENTSPLY Spectrum TPH compules have been illegally placed on the UK market. The counterfeit compules were imported through a ‘grey market’ and not through official DENTSPLY channels. The inferior quality and construction of the counterfeit compules has led to premature curing of the composite filling material and fracture of the compule.

Follow this link to view the entire notice:
http://www.hfs.scot.nhs.uk/publications/PSAN0528.pdf

Counterfeit product is not a new issue, we’ve been hearing about it for years. We all support the grey market every day, whether it be counterfeit or un-authorized distribution. Did you ever walk into a Dollar Shop? Check out the name brand shampoo, and tell me if the directions are in English? Hey, sometimes Dollar Shop product is from overstocks or liquidations, but quite often it is imported through the grey market. Would you buy it? Sure, why not? A big bottle of Prell Shampoo for a buck, that’s a deal. There is nothing illegal about any part of the transaction. It’s not black market, its grey. In most cases, the products are purchased legally and all taxes collected and paid. However, it’s only shampoo and it is for your personal use. You are not putting it into someone’s body and taking the responsibility for the products performance.

As a business owner, your liabilities extend much further than just the products you use. You have a business that services the public. Everything in your facility, including staff, affect your “defensive posture”. When you hire a plumber, do you ask for his license and proof of liability insurance? What about the electrician? What happens if the x-ray falls off the wall or the bur breaks and hits someone in the eye? What about allergic reactions to materials? Hey, it happens.

Many years ago, a doc sat down on his 12 year old stool, and it broke. He fell and hit his head on the base cabinet. When contacted by his attorney seeking damages, we forwarded the complaint to the manufacturer. We were authorized distributors and the manufacturer’s liability coverage kicked in. We were told “no problem, it will be taken care of”, and it was. We never heard about it again.

Now, how would that type of situation effect your organization? If the x-ray that fell and hurt the patient, the lawyers go after the manufacturer, the seller, the installer and you. If the seller/installer are authorized by the manufacturer, all you have to do is worry about your patient. If the seller/installer is not recognized through an authorized distribution network, the manufacture will tell you that they will handle their issue, but “sorry doc, you’re on your own”. Now your attorney, who is charging you $250.00/hr, will have to rely on the seller/installer’s liability insurance. But you checked on your installer’s insurance before you bought the unit, didn’t you? So it shouldn’t be a problem. I am as guilty of these missteps as everyone else. I can’t remember ever asking for a certificate of liability insurance from my plumber. But it’s my personal life and I take responsibility for myself. When I ran a business, they were on file.

What is the solution? When running a business with public exposure, do business with authorized distributors, there are enough available. Authorized distribution channels are critical for quality control. Did you know that Henry Schein will not sell a product unless the manufacturer provides proof of coverage? If we have a product on the shelf and the certificate expires, we suspend sales until it is up-dated. Authorized distributors, whoever they may be, are backed by all the product liability insurance you will ever need. If you ever have any questions about an authorized distributer I suggest you contact the manufacture directly to learn about their network & policies.

For more information or advice on this topic, I recommend you consult with your legal and insurance advisors.

Dentrix / EZ Dental Users Group…………………………………………………………………
On March 26th there will be a software users group for Dentrix & EZ Dental users. This is an exclusive educational session for Cliff’s Notes Only. The session will start with breakfast @ 8:30 AM and conclude by 11:00 AM. The cost is $70.00 for an attendee and guest ($35.00 ea.) and includes 3 CE’s (CERP). 3 additional session are scheduled 3 months apart allowing the attendees to work with new information for a while before advancing. The cost of the entire series (all 4 parts) is $170.00 for an attendee & guest and each will earn 12 CE’s.

This is not a sales orientated session. This is an educational format that I developed for my clients so that they can better understand how to get the most out of their software and how to maximize retained earnings. Certified trainers will be leading the discussions and addressing your questions and concerns. As I told all of you, if I can help you do more dentistry and increase your disposable income, you’re going to need more dental supplies. My success and that of Henry Schein, directly depends on yours.

Please call me directly to confirm your attendance (MasterCard / Visa Only)……………………….. 201-321-7494.

MI Paste™ / Saliva-Check Now On GC/TV……………………………………………………..
An MI Paste Program can raise your standard of patient care while realizing a very health ROI. GC America has created some great videos to help implement a program. It starts with a lunch & learn, you can’t say no to a free lunch, to review your office protocol and see how to best implement a program. Remember, everything you do in your business is for an ROI. Although the financial part is very nice, in this case, the ROI is also increased patient care.

This link will direct you to the GC America videos.
http://www.gcamerica.com/multimedia/index.php

Sunday, February 21, 2010………………………………………………………………………
Today is Sunday, February 21st. Pitchers & catchers reported for spring training. Position players report this week. The boys of summer are back on the field and sun is coming up earlier every day.

It’s a sunny day and the April showers and May flowers are around the corner. As always, I am available at any time to answer any of your questions or concerns.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

February 21, 2010 Posted by | 1 | Leave a comment

Digital 2015, The National Health Information Infrastructure

Cliff’s Notes for February 14, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com

“The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.”
Bill Gates

In This Week’s Issue
• DentaCheques, Dentistry for the Handicapped.
• DIGITAL 2015, Are You Ready?
• DCI Emergency Repair Kit.

DentaCheques…………………………………………………………………………………………………………..
DentaCheques are once again available through Henry Schein. The book is 100% tax deductable and provides several hundred dollars in merchandise discounts, rebates & free samples. All proceeds go to Dentistry for the Handicapped. The cost of the book is $149.00 (100% tax deductable) and the ordering part # is 108-1812.
http://www.dentacheques.com.

DentaCheques is the easiest way to give something back.

DIGITAL 2015………………………………………………………………………………………………………….
The digital revolution is well under way. You will need to have patient files available in a digital format (January 1, 2015) so that the information is accessible at anytime from anywhere. The process is not difficult but it does require a commitment and an investment. If you haven’t started planning and implementing, you need to start now. The chances are that you have many of the necessary tools, but how do you put it together? Call me, that’s what I do (201-321-7494).

The following is an excerpt of an article posted on the ADA Wed Site. More information and this article in its entirety can be viewed at http://www.ada.org/goto/nhii.

What will NHII mean for you?
ADA’s role: your resource Posted Jan. 22, 2007
By Arlene Furlong
If you aimed a telescope toward the future and focused on dental practice 10 years from now, what would you see?
Dentists advocating for ADA members in the development of the National Health Information Infrastructure are optimistic in their predictions. They say changes driven by the NHII will shape the future of dental practice to meet a common objective: Better care for patients.
Scheduled for completion in 2015, the NHII will be a communications system comparable to a network of highways, roads and pathways on which all health information will travel. Its purpose is to enable patients’ electronic health records to be accessed and added to by all health care providers electronically (with patient authorization), virtually anywhere in the country, via the network. The electronic health record will include health information entered for a specific patient at a specific point of service. The EHR will travel, be accessible on the NHII.
Falling under the purview of the Department of Health and Human Services, HHS defines it as “an initiative set forth to improve the effectiveness, efficiency and overall quality of health and health care in the U.S.”
With the ADA taking a proactive role in the NHII, dentists in the know are enthused about its potential to do what it’s intended to do for health care overall and particularly for dentistry. They say the only real possible danger for dentists is dentistry being left out in the cold during the NHII planning and implementation phases. That’s why the ADA NHII Task Force is ensuring the needs of dental patients and the goals of the dental profession are met during its development.
HHS Sec. Michael Leavitt noted the NHII’s expected global impact at the 2006 ADA House of Delegates and challenged organized dentistry to embrace it. The task force has begun working with several agencies including the ADA councils on dental practice, dental benefit programs, scientific affairs, education and licensure and the Standards Committee on Dental Informatics to move the agenda forward.
“The NHII is not a government plan to establish a central repository for all medical records or a proposed law to mandate the use of computers for storing patient information,” explains Dr. Titus Schleyer, who serves on the ADA’s NHII Task Force and is associate professor and director, Center for Dental Informatics, University of Pittsburgh School of Dental Medicine. “The NHII should establish a national electronic information network for health care that serves patients, providers and the public better than our current system.”
Its dimensions and scope are represented by three overlapping circles, each representing a particular focus with overlap into each of the areas. They are personal health, health care delivery and public health. Health care research and decision support tools to provide guidance for clinicians are also planned for inclusion.
HHS calls it a “comprehensive knowledge-based network of interoperable systems of clinical, public health and personal health information that would improve decision-making by making health information available when and where it is needed.”
For dentists, that translates into the ability to improve clinical decision-making through the use of complete medical records, test results and X-rays at the point of service, says Dr. Robert Ahlstrom, a practicing dentist who serves on the NHII Task Force and also serves on the ADA Standards Committee on Dental Informatics and the Council on Dental Practice.
The ADA develops standards for dental informatics through the ADA SCDI. Dr. Ahlstrom Jan. 5 spoke about the many benefits of the NHII to a meeting of new council chairs at ADA Headquarters. He said that once in place, the system should be seamless or transparent to the practicing dentist.
Who should participate in the NHII?
The ADA says that every stakeholder in dentistry involved in developing, maintaining or accessing patient information should participate in the National Health Information Infrastructure.

“When up and running, it’ll be like accessing a Web page on the Internet,” explained Dr. Ahlstrom. “Dentists will participate through their practice management systems, accessing technology from a main database. “If a patient has already been to a dental or medical practitioner it will be easy to obtain information about that patient from his or her EHR through the standards established by the NHII.”
View the rest of this article @ http://www.ada.org/goto/nhii and begin or revisit your plan today! 2015 is coming fast!

In-Office Emergency Repair Kit……………………………………………………………………………………………………..
The DCI Emergency Repair Kit is an office essential. Although our Privileges Members get a guaranteed emergency service response time, simple
repairs can be done in minutes. At $54.99 it could save several patient cancelations.

Sunday, February 14, 2010……………………………………………………………………………..
Today is Valentine’s Day, enough said. Enjoy the day and the Sun Shine.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

February 14, 2010 Posted by | 1 | Leave a comment

Staff Issues, Soft Tissue Lasers, Dentrix Users Group

Cliff’s Notes for February 7, 2010
…..E-Blast…..

Cliff Marsh, Henry Schein ……Cell: 201-321-7494……Fax: 201-262-2210…..E-mail cliff.marsh@henryschein.com
http://www.cliffsnotes.wordpress.com

“Quality means doing it right when no one is looking”
Henry Ford

In This Week’s Issue!
• Defense Wins Games! Does Your Staff Have Issues?
• Soft Tissue Lasers!
• Dentrix / EZ Dental Users Group!
• Just How Profitable is ICON?

Defense Wins Games! Does Your Staff Have Issues?…………………………………………………….
When I had my own business, there was nothing that made me more nuts than staff issues. It steals time and productivity and that eats up a lot of your retained earnings. It’s larceny & embezzlement rolled up into one and it is so completely unnecessary. Your staff is your practice, so how do we make them feel all warm and fuzzy and motivated? Giving raises is great! But, that thrill only lasts for a few weeks, then it is just increased overhead. We need to develop a plan that puts everyone on the same page based on collection and individual production and it’s not as hard as it sounds. The hardest part is to explain it to the staff and get them to work together.

Many of the clients I deal with tell me, in confidence, about staff issues. Their staff usually tells me, in confidence, about staff & doc issues. I respect that confidence on both sides and there has never been an instance where the trust has been broken. There can’t be and never will. However, it does give me a good look at the forest and sometime that helps in finding the path through the trees.

Your practice is yours. You are the boss and it is not a democracy. The key is to bring out the best from a quality staff and have them move in the direction you want. Most of the road blocks you hit have to do with personalities. You need to utilize some “industrial psychology” to turn those road blocks into nothing more than little speed bumps. You want your staff to understand that the better the practice does, the better they will do. Team harmony is a key element in staff performance. Achieving that, requires a little work, but the rewards or as I put it, return on investment, could be staggering.

Don’t expect implemented programs to show results for 3-4 months. It takes time for a train to build speed, so you need to stay up-beat and point out every success. Eventually, your program will become routine and you will increase your production and collections. Most new programs fail because we allow our staff to fall back into old habits. As the owner, it is your responsibility to keep your business on track and moving. I guess it’s just like those morning huddles that we have every day or do we?

Please contact me if you would like more information on team harmony or bonus on production/collection programs.

Soft Tissue Lasers!……………………………………………………………………………………………………..
Over the last several weeks I have been asked a lot of questions about soft tissue lasers and why some are $10,000.00 and some are $3,000.00. My favorites are Ivoclar Vivadent’s Odyssey, the Sirolase by Sirona and the EasyLase by BioLase. A soft tissue laser is one of those purchases that you can’t understand until you have it. If you do have one and don’t use it or like it, you probably just need a little more training. The following link will take you to the American Academy of laser dentistry. As far as the cost, remember the marketing triangle, Price-Quality-Service, pick 2 because you can’t have all 3.

http://www.laserdentistry.org/join/professionals.cfm

Ivoclar Vivadent address the lower cost diode laser market ………….New pricing for Odyssey 2.4G!
With the Odyssey Navigator as the “leading” soft-tissue laser, it is important that Ivoclar Vivadent also offer a “value” alternative for the new emerging “low priced” market segment. With 5 watts of power, wireless foot control, preset programming, the “Patented” retractable fiber management system AND a NEW Suggested Retail Price of $6,495.00, the Odyssey 2.4G is without a doubt the #1 laser in this new segment! (The Odyssey 3W will be discontinued.) Ivoclar Vivadent also offer a free training class and experienced local field representation. Call Cliff for “your” price.

http://www.ivoclarvivadent.us/odyssey/about/index.php

AMD Picasso
Everyone was asking about the AMD Picasso Diode Laser, so I did some inquiries. The following are some bullet points of a “draft publication” that was sent to me. I do suggest you do your own research to confirm these points.

• AMD was started by former executives from Biolase. There has never been a standalone laser company that existed for more than 10 years.
• The Academy of Laser Dentistry has criticized their safety features.
Safety Issues: Most unsafe diode laser ever sold.
1. Foot control has no safety features.
2. Laser remains in ready mode-can be fired inadvertently. Does not return to safety mode automatically.
3. Aiming beam goes off when activating laser cancelling any therapeutic benefits from the HeNe beam itself.
4. Glasses have been shipped that are not safety rated.
• Practical Issues:
1. Handpiece has a metal cannula. When the fiber breaks, it is impossible to see until it heats up the metal creating a hazard to patient and/or operator. Also, the angle of the tip is impractical for the posterior area of the mouth.
2. Fiber storage real: Impossible to rewind, notches will cause premature breakage of fibers.
3. Touch screen is too small for most dentists finger tips and is difficult to read from counter top distance.
• Training is website based. A DVD is included which uses a poor quality of dentistry. Individual training is over $5,000.00.
• Components are produced in China.

Dentrix/EZ Dental Users Group…………………………………………………………………
Software runs the modern dental office. Dentrix & EZ Dental are rated as the 2 best practice management programs in their class. If you own one of these, it is time to un-lock their power and understand what they can do.

We are forming a “users” group designed for the office manager and owner. As an owner, you need to know what your software can do and as an office manager you need to know how to do it. So, on Friday morning, March 25th, we will be holding the first of a 4 part series. The session will be 2 ½ hours long and 3 AGD / CERP credits will be issued, courtesy of the Health Compliance Team. Certified trainers will be leading the discussions and time will be allotted at each session to review collections, insurance coding, marketing and any other issue that may be frustrating the business management side your office.

This program is exclusive for “Cliff’s Notes” clients and if you own this software, you will be receiving detailed information. As always, I am available to answer any of your questions and concerns.

Just How Profitable is ICON?……………………………………………………………………………………..
The following is part of an e-mail I received Friday evening. It is from an old friend of mine. Wayne is probably the most knowledgeable dental person I have ever known. He has held many positions within our industry and is currently the Director of Scientific Affairs for DMG/America…………

Hey Cliff,

I was discussing ICON with a dentist the other day and the topic of profitability came up. I know we have talked about this. I made the statement that ICON would prove to be the most profitable part of his practice- more profitable than his crown and bridge work, if he adopted it. “How do you figure that??” was his response.

I explained that his two visit chair-time, cost of materials and lab fees subtracted more profit from his fee for a single crown than treating 3-4 smooth surface lesions in a single 30-45 minute visit. “Do the math” I explained, how much time do you schedule for a crown prep?” Now, figure the lab fees, materials; impression materials, anesthetic, burs, provisional impression, provisional material, polishing materials, etc. When you figure out your C&B costs and then compare your costs and fees for ICON you’ll see what I mean.” After a 20 minute discussion he agreed that “even if it isn’t more profitable, it’s probably just as profitable”. “Yep, and how many crown preps walk through your door every day?” “Okay now, how many times could you use ICON a day?” Pause “Can I get it from Henry Schein?” “You sure can”.

All the best,
Wayne

Wayne J. Flavin
Director of Scientific Affairs

Sunday, February 7, 2010………………………………………………………………………..
It is Super Bowl Sunday, there is really nothing else to say about today. Enjoy the game, it should be one of the best and please stay safe and alert if you are driving home from a party.

Cliff Marsh
Henry Schein Dental
P.O. Box 663, 45 Rt. 46 East, Suite 605
Pine Brook, NJ 07058
tel. 201-321-7494
fax.201-262-2210
e-mail. cliff.marsh@henryschein.com
http://www.cliffsnotesblog.wordpress.com

February 7, 2010 Posted by | 1 | Leave a comment