Latest / The Growth Class with Phil Masiello / Medical Device Manufacturing: US-Based Red Light Therapy Production Standards with Michael Londo

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Medical Device Manufacturing: US-Based Red Light Therapy Production Standards with Michael Londo · The Growth Class with Phil Masiello

• 0:18
  SPEAKER_01: Hey everybody and welcome back to Crunching Your Growth.
• 0:21
  SPEAKER_01: We talk where we talk a lot about the why behind the buy, but today's guest started with a why that hits closer to home than most.
• 0:28
  SPEAKER_01: Michael Londo didn't set out to just build a company.
• 0:32
  SPEAKER_01: He was an engineer trying to solve a problem for his own daughter.
• 0:35
  SPEAKER_01: And that mission led to the birth of Body Balance System, a powerhouse in the red light therapy and wellness space.
• 0:41
  SPEAKER_01: Today, they aren't just making gadgets, they're manufacturing FDA registered medical devices right here in the USA that are changing the game for med spas and wellness centers.
• 0:50
  SPEAKER_01: Michael, thanks for taking the time and welcome to the show.
• 0:54
  SPEAKER_01: Thank you.
• 0:54
  SPEAKER_01: Thanks for the intro.
• 0:58
  SPEAKER_01: Yeah, my pleasure.
• 0:59
  SPEAKER_01: Why don't you um, you know, take us back and tell us your story a bit about how you got to where you are today.
• 1:05
  SPEAKER_01: Uh uh all the way back.
• 1:09
  SPEAKER_01: Yeah, as far back as you want to go.
• 1:12
  SPEAKER_00: Okay.
• 1:12
  SPEAKER_00: Well, um, quick story.
• 1:14
  SPEAKER_00: So my daughter was born um basically without the instinct to breathe.
• 1:19
  SPEAKER_00: Um, so getting her in you know, after she came home from the hospital, she was in the hospital for about six months, but getting her out of the house required her and roughly about a hundred pounds worth of equipment.
• 1:34
  SPEAKER_00: Um, so we would buy twin strollers, they wouldn't last, they would fall apart, couldn't handle all the weight.
• 1:40
  SPEAKER_00: So I developed my own cart to get her and all of her equipment around.
• 1:45
  SPEAKER_00: Um, you know, taking that to doctor's offices and hospitals, we kept, I kept getting, oh my gosh, you got to make those and kind of bam.
• 1:55
  SPEAKER_00: That's a few years later, I set out and I started, you know, building a build a business for that.
• 2:02
  SPEAKER_00: Um, I had met a gentleman, he introduced me to a guy that was gonna come in and help me with sales.
• 2:08
  SPEAKER_00: And um, but just as I was getting the company going, uh, went through a divorce, and my divorce attorney said, just close the business.
• 2:18
  SPEAKER_00: It's not worth anything at the moment, and you can open it up later.
• 2:21
  SPEAKER_00: That way we're not fighting over.
• 2:23
  SPEAKER_00: Yeah.
• 2:23
  SPEAKER_00: So that's what I did.
• 2:24
  SPEAKER_00: A few years later, the guy that was gonna help me with sales contacted me and he's like, he had cancer, he was battling it naturally, and um, you know, said, Hey, I'm using this um ionic detox sweat bath in my treatment.
• 2:40
  SPEAKER_00: He goes, You need to look at this thing and make it because I know you like developing stuff.
• 2:44
  SPEAKER_00: So he brought it over, let me look at it, and I kind of reversed engineered it and you know, made it what I thought would be better.
• 2:50
  SPEAKER_00: And that was kind of the birth of the business in 2004.
• 2:55
  SPEAKER_00: Um, in 2005, I was basically just selling them on eBay.
• 3:00
  SPEAKER_00: Probably by the end of Q3, I was like, hmm, I maybe there's a business in this, you know, an actual business.
• 3:08
  SPEAKER_00: So I developed a made a website and it was ugly and crude, but it worked.
• 3:13
  SPEAKER_00: Yeah.
• 3:14
  SPEAKER_00: 2006, we just literally exploded.
• 3:18
  SPEAKER_00: Uh, you know, we hit the market the right time, the right price, and things were great.
• 3:24
  SPEAKER_00: So the first few years we're literally just trying to keep up with with sale or keep up with the sales and production.
• 3:32
  SPEAKER_00: Then we got into when around 09, you know, when the banks were crashing and all that good stuff was happening.
• 3:39
  SPEAKER_00: Um, I discovered that you know, we started developing new products.
• 3:45
  SPEAKER_00: And because our customers liked us and believed in our products, they would, you know, buy these new products.
• 3:53
  SPEAKER_00: So that kind of helped keep, you know, keep things going in the rough times.
• 3:57
  SPEAKER_00: And then in probably around 2013, uh a client called me to order some stuff for her detox foot bath.
• 4:08
  SPEAKER_00: And you know, she said, Have you heard about this red light therapy?
• 4:11
  SPEAKER_00: I'm like, No, I haven't.
• 4:13
  SPEAKER_00: So I looked it up and we got into it.
• 4:15
  SPEAKER_00: There's maybe less than a handful of manufacturers at the time.
• 4:20
  SPEAKER_00: Um, and we developed a pad system.
• 4:23
  SPEAKER_00: It was very crude, but it worked great.
• 4:26
  SPEAKER_00: Yeah, and we just continued to improve it from there.
• 4:29
  SPEAKER_00: Um, after a few, after about three, four years of building those, um, real life reliability was an issue because you had an electronic device that you're wrapping around the body, laying on it, and all of that all day long.
• 4:46
  SPEAKER_00: So reliability was a bit of an issue.
• 4:48
  SPEAKER_00: So that's kind of when I decided I need to develop, I want to develop this into like a bed form.
• 4:54
  SPEAKER_00: And so that's kind of how we got to the point where we're at now.
• 4:58
  SPEAKER_00: We're basically on about our third generation of bed design.
• 5:03
  SPEAKER_00: And um, yeah, so we're FDA registered.
• 5:06
  SPEAKER_00: We have our NRTL certification, which is like if you ever see a product on the back of it, it says UL.
• 5:13
  SPEAKER_00: Um, that's what that means.
• 5:15
  SPEAKER_00: UL is just a company that does that.
• 5:17
  SPEAKER_00: We use a company called SGS.
• 5:19
  SPEAKER_00: Um, but there's only about a dozen companies that are authorized to hand out these certifications.
• 5:24
  SPEAKER_00: So we achieved that.
• 5:26
  SPEAKER_00: And then um two Fridays ago, I believe it was, we finally submitted for FDA clearance.
• 5:33
  SPEAKER_00: Even though we're exempt from clearance, we were kind of like, we've come this far, we've done everything for all of this, why not spend the extra money and go for FDA cleared?
• 5:44
  SPEAKER_00: So that's kind of where we're at at the moment, and that's kind of where we got how we got here.
• 5:50
  SPEAKER_01: Yeah, that's that's a that's a great story.
• 5:53
  SPEAKER_01: What does the FDA uh clearance do for you?
• 5:56
  SPEAKER_01: Is that just for marketing purposes or for giving confidence to the buyer?
• 6:01
  SPEAKER_00: Yeah, more confidence for the buyer, marketing, you know, a little bit of that.
• 6:06
  SPEAKER_00: It was just like I said, we've had to do so much in for all of our compliance that we have to adhere to.
• 6:13
  SPEAKER_00: There really wasn't much more we needed to do to get clearance.
• 6:17
  SPEAKER_00: So there aren't very many cleared beds on the market.
• 6:20
  SPEAKER_00: There's a lot of beds that kind of make you feel like they're cleared, but when you really press them for their K number or their F, you know, their FDA clearance number, you don't hear from them anymore.
• 6:35
  SPEAKER_00: Um so you know, they'll use terms like FDA cleared technology or FDA um FDA approved, which FDA approved is not a correct term in this world.
• 6:49
  SPEAKER_00: Um so just a lot of uh there's a lot of BS in the market, really.
• 6:55
  SPEAKER_00: I mean, the red light therapy market has kind of become the wild, wild west.
• 6:59
  SPEAKER_01: Yeah.
• 7:00
  SPEAKER_01: Who who's your primary customer?
• 7:02
  SPEAKER_01: Is it is it um individuals or is it more like tanning salons or um salons in general or things?
• 7:11
  SPEAKER_00: So yeah, tanning salons are a market for us, um, chiropractors, wellness spas, spas, um, longevity centers, uh, anything like that.
• 7:23
  SPEAKER_00: The wellness industry is just absolutely exploding.
• 7:26
  SPEAKER_00: Uh it's supposed to grow by like about 35% a year for at least the next five years.
• 7:33
  SPEAKER_00: Um, and it's really taken off.
• 7:35
  SPEAKER_00: So yeah.
• 7:38
  SPEAKER_00: But it are individuals buy them for their homes?
• 7:41
  SPEAKER_01: Yes, sorry.
• 7:42
  SPEAKER_01: We've sold a few for home use, correct.
• 7:46
  SPEAKER_01: They have, huh?
• 7:47
  SPEAKER_01: So can you explain red light therapy a little bit?
• 7:49
  SPEAKER_01: Because I'm not so sure that everybody is familiar with it.
• 7:52
  SPEAKER_00: So red light therapy was actually developed by NASA.
• 7:55
  SPEAKER_00: They used it on the astronauts.
• 7:58
  SPEAKER_00: Um, it was for pain relief and muscle recovery.
• 8:03
  SPEAKER_00: Um, and you know, so that's kind of how it got established.
• 8:07
  SPEAKER_00: And then probably around 15 years ago, it kind of started hitting in the commercial market.
• 8:13
  SPEAKER_00: And just in the last couple years has just absolutely exploded.
• 8:19
  SPEAKER_00: Um, a lot of uh, you know, China got a hold of it, and you know, most of the beds in the market, you know, are either made in China or all of their parts are made in China and assembled in the US.
• 8:31
  SPEAKER_00: Um, but yeah, red light therapy is just it's an amazing product.
• 8:35
  SPEAKER_00: It does a lot of amazing things for people.
• 8:38
  SPEAKER_00: But your base, your manufacturing in the US?
• 8:41
  SPEAKER_00: Ours are right here in Las Vegas in this facility.
• 8:45
  SPEAKER_00: Start to finish.
• 8:47
  SPEAKER_00: Start to finish.
• 8:49
  SPEAKER_00: So we have a few components that are done by local vendors for us.
• 8:53
  SPEAKER_00: Um our frames are, you know, because they're all steel and that.
• 8:57
  SPEAKER_00: So those are laser cut and bent and powder coated by somebody else for us.
• 9:02
  SPEAKER_00: Um we just hired a company to make our crates for us, and we just hired another company to um cut out our tops for the that the part that you lay on on the bed.
• 9:14
  SPEAKER_00: And we have another company that in California that makes our our canopy top, and uh another company here locally that does the thermal farming for our clear covers for the canopies.
• 9:26
  SPEAKER_00: So but everything is done in the US.
• 9:29
  SPEAKER_01: The actual red light therapy portion is done here.
• 9:32
  SPEAKER_01: It's done.
• 9:33
  SPEAKER_00: Everything is final assembled right here.
• 9:35
  SPEAKER_01: Yeah.
• 9:36
  SPEAKER_01: And uh, I mean, is there a benefit to that?
• 9:39
  SPEAKER_01: Or is because I know I I was talking to uh someone who does cold plunge therapy, um uh uh w w whatever you call them, um not beds, but they're tanks, right?
• 9:54
  SPEAKER_01: Cold cold therapy tanks.
• 9:56
  SPEAKER_01: And he was saying that the ones that come from overseas are just not good.
• 10:01
  SPEAKER_01: Um, they don't really do what they're supposed to do.
• 10:04
  SPEAKER_01: And uh is it the same in yours?
• 10:06
  SPEAKER_01: Because uh, you know, there's a lot of uh um, you know, garbage out there whenever you uh even the GLP ones today, right?
• 10:14
  SPEAKER_01: There was a whole thing that just uh came out from the government.
• 10:18
  SPEAKER_01: They shut down two websites that were uh from overseas websites selling fake GLP one products and uh they were garbage.
• 10:26
  SPEAKER_00: So yeah, there's a lot of that.
• 10:28
  SPEAKER_00: And the things that we've you know seen by the stuff coming out of China, they'll put like labels that they're approved for everything under the sun.
• 10:38
  SPEAKER_00: But when you really get down to it and start researching them or asking them for like their clearance numbers or things like that, they won't respond to you anymore.
• 10:49
  SPEAKER_00: So I just yeah, you know, I just reached out to a company that we're up against for um a franchise, and you know, they advertise right on your site, they're FDA cleared.
• 11:01
  SPEAKER_00: Um, their first response to me was, well, what exactly are you looking for clearance for?
• 11:06
  SPEAKER_00: Because it's not clearance isn't on a whole product.
• 11:10
  SPEAKER_00: And you know, I didn't say it, but technically, yes, it is.
• 11:14
  SPEAKER_00: The clearance is for the product, not what it's doing.
• 11:18
  SPEAKER_00: So, and then you know, then I kind of quite quizzed them on that, and I said, No, that's not correct, it would be the whole product, and they've never responded.
• 11:27
  SPEAKER_00: But yeah, the China stuff, they do do that, and kind of the biggest thing in industry is so like let's say you went and bought a new Porsche, and they told you the car has 500 horsepower.
• 11:41
  SPEAKER_00: You get it home and you put it on a dyno, and it only dynos at 25 horsepower.
• 11:46
  SPEAKER_00: Um, but you know, most people don't have a dyno at home, so they can't test it.
• 11:51
  SPEAKER_00: It's kind of the same thing that's happening in red light right now.
• 11:54
  SPEAKER_00: The measurement is called milliwatts centimeter squared.
• 11:58
  SPEAKER_00: And as per FDA, that measurement is supposed to be taken right on top of the clear plastic where the body is in contact.
• 12:06
  SPEAKER_00: That is the where it is supposed to be measured, and that's what you that's what you can market, what your output is.
• 12:12
  SPEAKER_00: So our our output is 68 milliwatts centimeter squared measured on top of the clear.
• 12:18
  SPEAKER_00: Um research shows you should be between 30 and 100, so we're right in it right in there.
• 12:26
  SPEAKER_00: But what we've discovered is we have a lot of our competitors are marketing that they're 100, 125, 150.
• 12:33
  SPEAKER_00: There's one that actually advertises that they're 950.
• 12:37
  SPEAKER_00: That would burn people.
• 12:39
  SPEAKER_00: So we can start burning people around 95 to 100 if they're very fair-comple.
• 12:45
  SPEAKER_00: It'll just leave little red dots on their back.
• 12:48
  SPEAKER_00: So that's kind of why we've we've taken it down to 68.
• 12:52
  SPEAKER_00: We we've found is our sweet spot for our product.
• 12:55
  SPEAKER_00: But what we've discovered on with most of these products is um the other thing, well, I'm gonna back up.
• 13:01
  SPEAKER_00: The other thing with red light therapy is the light comes out of the LED diode at a beam angle.
• 13:08
  SPEAKER_00: So, and it those beam angles range between 60 and 120.
• 13:13
  SPEAKER_00: Um, ours are 120.
• 13:16
  SPEAKER_00: Most of them on the market are 120.
• 13:18
  SPEAKER_00: But what happens is when that light comes out, it dissipates incredibly fast.
• 13:24
  SPEAKER_00: Like within one inch, you can lose 80% of the strength of light in one inch.
• 13:28
  SPEAKER_00: So that's why our bed is designed that you're basically laying on top of all of the diodes separated by one sixteenth inch piece of um clear plastic.
• 13:40
  SPEAKER_00: Um, actually, it's called polycarbonate.
• 13:43
  SPEAKER_00: Um, so you're basically just, you know, you're separated from the light, you know, the diode by a sixteenth of an inch.
• 13:50
  SPEAKER_00: So we can get, you know, a really full strength of light.
• 13:54
  SPEAKER_00: So the problem is with most other units, is even on the part that you're laying on, there's still like a two or three inch separation between the diode and the body after it goes through the plastic.
• 14:04
  SPEAKER_00: And then like all of these coffin designs or tanning bed designs out there, there's anywhere from you know six to twelve inch gap between the light source and the body.
• 14:15
  SPEAKER_00: So what's getting to the body is is minimal, it's really not much at all.
• 14:21
  SPEAKER_01: So from a marketing perspective, how do you get that, how do you get that differentiation point across?
• 14:27
  SPEAKER_00: Um, we've been trying really hard, but it's hard to get that message across to people.
• 14:34
  SPEAKER_00: Um, I think they just look at it as, hey, my my skin's all red from the light.
• 14:40
  SPEAKER_00: It's it's gotta be working.
• 14:42
  SPEAKER_00: But it doesn't.
• 14:43
  SPEAKER_00: So we actually had um Damon John from Shark Tank in here, which we just signed a contract with him a couple weeks ago.
• 14:51
  SPEAKER_00: He's gonna help, he wants to help blow us up as a company.
• 14:54
  SPEAKER_00: Um, but he came in and he had a compare uh competitor bed that he was sold to him through Gary Brecca.
• 15:02
  SPEAKER_00: And um and I showed him, you know, okay, here's what's going on in red light.
• 15:09
  SPEAKER_00: And I said, and I love doing this when people come here to check us out.
• 15:14
  SPEAKER_00: Uh I have a little setup downstairs and I'll show them.
• 15:17
  SPEAKER_00: You know, we I take the meter and I'll put it right on a diode and they can see, okay, that's how high it is, you know, with no plastic.
• 15:24
  SPEAKER_00: Then I'll put the plastic on and they can see how much it drops, just going through a 16th inch of plastic.
• 15:29
  SPEAKER_00: It drops quite a bit.
• 15:31
  SPEAKER_00: Um, then I'll put in like an eighth of an inch thick piece of plastic, which you know some of our competitors are using, and it drops even more.
• 15:40
  SPEAKER_00: Um, but then I showed him, then I like to have these little wooden blocks that are inch inch by inch.
• 15:46
  SPEAKER_00: And I said, okay, now watch what happens when I move it an inch and inch away.
• 15:50
  SPEAKER_00: And he saw right there with his own eyes go from you know 68 to like 10.
• 15:57
  SPEAKER_00: And he just, you know, hit me on the shoulder and he's like, I had no idea it did that.
• 16:02
  SPEAKER_00: I'm like, I know nobody does.
• 16:04
  SPEAKER_00: Very few people, and companies don't talk about it.
• 16:06
  SPEAKER_00: Um, there's a few companies now that are starting to talk about it and that have a good product.
• 16:11
  SPEAKER_00: There's not that's not many, but there's a uh maybe two, maybe three products, other products on the market that I would consider, you know, they're owned by legitimate people that are like us that want to do the right thing and sell a product that they know is a good product.
• 16:27
  SPEAKER_01: Yeah.
• 16:28
  SPEAKER_00: Um but yeah, most of it's not out there.
• 16:31
  SPEAKER_01: So do you do you do you think that that's a a um obstacle to scaling further?
• 16:38
  SPEAKER_01: Um because you know, when it becomes when you have enough um, I think negative press about companies that are doing it wrong, uh, it tends to permeate the industry and in its it's in it in its entirety.
• 16:54
  SPEAKER_00: It does, and that's uh a concern.
• 16:56
  SPEAKER_00: Uh there's actually a number of uh lawsuits that are going against some of the the competitors, basically for lying to their their clients about their outputs.
• 17:09
  SPEAKER_00: So that is kind of um another reason.
• 17:13
  SPEAKER_00: Like on our website, we have links right to our FDA registration, so they can click on it, it takes them to the FDA website, and they can see that we're actually listed as a manufacturer on FDA website.
• 17:25
  SPEAKER_00: It'll take them to their our NRTL certification page.
• 17:29
  SPEAKER_00: They can see that's legitimate.
• 17:31
  SPEAKER_00: Um which not many companies, I don't know of any companies that have that information right on their website.
• 17:39
  SPEAKER_00: Um, we also will tell people anytime you want to do like a video call, we'll walk you through the factory so you can see that they're actually built right here.
• 17:47
  SPEAKER_00: Um, but it is a it's it is a huge obstacle right now, and that is a concern that people are gonna like, well, how do we know yours is really what you say it is when everybody else is lying?
• 17:57
  SPEAKER_01: Right.
• 17:58
  SPEAKER_00: So that's it's a real thing.
• 18:01
  SPEAKER_01: Yeah.
• 18:02
  SPEAKER_01: How how do you plan on uh differentiating yourself from that?
• 18:06
  SPEAKER_01: Just uh with information or uh yeah, information.
• 18:11
  SPEAKER_00: We've been making videos, we're trying to educate um, you know, the you know, people researching and you know looking for red light therapy.
• 18:21
  SPEAKER_00: We're trying to educate, and we have a number of videos where we show measuring where actually um I actually made this little this is folded up, it all opens up into a box.
• 18:36
  SPEAKER_00: And um basically I think this is probably the best way to show people how good a bed is.
• 18:44
  SPEAKER_00: There's a lot of people, you know, I can take the meter and make videos of me using the meter on a bed, and people just don't understand that.
• 18:51
  SPEAKER_00: So with this, I can take my my cell phone, set it on the top, and there's two holes in the bottom of it.
• 18:58
  SPEAKER_00: So I position it over diodes in a bed, and I put my fingers over the diodes.
• 19:04
  SPEAKER_00: So with our bed, it's like my finger, my fingernails just there's so much light going into my fingers, you can't really make out my fingernails anymore.
• 19:17
  SPEAKER_00: Um, we've done two competitor beds.
• 19:20
  SPEAKER_00: There's still some red light that comes through, but my fingernails don't look any different, except there's a little bit of red glow inside the you know, the, you know, the little box.
• 19:31
  SPEAKER_00: So we've kind of taken that on as probably the best way to show people, okay, if your bed that you're this other competitor bed that you're looking at is supposed to be so good, why is it not penetrating my fingers?
• 19:44
  SPEAKER_00: So that's kind of our next big way, you know, thing that we're gonna use as a tool to uh get that point across.
• 19:51
  SPEAKER_01: Yeah.
• 19:52
  SPEAKER_01: Still a little difficult though, right?
• 19:54
  SPEAKER_01: Because uh you still have a lot of suspect, uh, I would think a lot of people out there say, you know, with with suspicion.
• 20:03
  SPEAKER_01: But I guess if you're if your primary market, I mean, is your primary market people buy, you know, uh companies that have multi-unit, say, uh spas and uh wellness spas and things like that, is that your primary market, some somebody like that that's buying maybe 10 beds or 15 beds at a time?
• 20:22
  SPEAKER_01: Um, sure, that's an ideal client.
• 20:24
  SPEAKER_00: Uh absolutely.
• 20:26
  SPEAKER_00: Um we've kind of, you know, one thing I've noticed is just because we are so focused on selling a good product and the our product does what we say that it does, you know, the outputs are what we say that it is, and that's all been verified, verified by a third party.
• 20:43
  SPEAKER_00: Um but no, I forgot my point.
• 20:47
  SPEAKER_00: Um, what was your question?
• 20:49
  SPEAKER_01: No, I was saying that uh yeah, I was asking if the market is mostly people buying multiple beds, like if they're busy buying multiple beds, because then you're in a different sort of selling scenario as opposed to selling to an individual.
• 21:03
  SPEAKER_01: Selling to an individual with a product like this, yeah, you probably have to do a lot of you know hand holding and explaining when you've got somebody who knows the business, knows what they want, and maybe has done some research, it might be a little bit of an easier obstacle to get over when you can say, hey, you know, come to come to Las Vegas because I'll walk you through the place and you know, correct.
• 21:25
  SPEAKER_00: Yeah, so probably I don't know, maybe 70% of our business right now, our sales are just like a single unit at a time.
• 21:36
  SPEAKER_00: Uh so you know, but then we do have a lot of repeat sales.
• 21:40
  SPEAKER_00: Somebody will buy a bed, you know, within months to a year, maybe longer.
• 21:45
  SPEAKER_00: They're so busy with that one bed they need a second bed.
• 21:49
  SPEAKER_00: Um, but because of our, I really feel because of our design and our integrity of the product, we are really starting.
• 22:00
  SPEAKER_00: To get some traction in big names.
• 22:03
  SPEAKER_00: So, you know, here in Vegas, we're in Aria, we're in Bellagio.
• 22:07
  SPEAKER_00: Um, we're in negotiations with probably five or six other, you know, casino spas you know in Vegas.
• 22:17
  SPEAKER_00: Uh, we're in Ritz-Carlton four seasons, we're in Canyon Ranch Space, which is a very exclusive spa throughout the country.
• 22:25
  SPEAKER_00: Um we have, I probably shouldn't say the names.
• 22:29
  SPEAKER_00: We have some very major, major um corporate hotels that are now looking at using us in like all of their residence locations.
• 22:40
  SPEAKER_00: Um, unfortunately, those move, those that process is very slow.
• 22:45
  SPEAKER_00: Very slow.
• 22:48
  SPEAKER_00: And then we have a number of larger franchises that are now looking at us.
• 22:53
  SPEAKER_00: It is the one thing that I think people are starting to learn in the industry that the closeness of the diode is important.
• 23:01
  SPEAKER_00: So we were recently at a show um about a month or month and a half ago, the iSpa show, and and then the week right after at the AmSpa show, and we picked up probably three or four major large um uh you know corporations because those people actually did know about the closeness and they liked our bed because they could see that you know you were as close as possible to the body.
• 23:32
  SPEAKER_00: Um, one other thing about our bed is we have a vibrational massage built into it.
• 23:37
  SPEAKER_00: So it creates more of an experience for the user rather than just sitting, you know, in a red light bed, because you don't really get much of an experience laying there.
• 23:46
  SPEAKER_01: How long, how long are they in there for?
• 23:49
  SPEAKER_01: Uh anywhere from 10 to 20 minutes.
• 23:51
  SPEAKER_01: Oh.
• 23:52
  SPEAKER_01: So it's like tanning.
• 23:54
  SPEAKER_01: Yeah.
• 23:55
  SPEAKER_01: Yeah, it's like the same amount of time as tanning.
• 23:57
  SPEAKER_01: It's the same process, right?
• 23:59
  SPEAKER_01: They're laying down in in sort of a a bed, the top comes down on them.
• 24:03
  SPEAKER_00: Correct.
• 24:04
  SPEAKER_00: So that's why we say most of the beds.
• 24:06
  SPEAKER_00: There's one bed they copied our design, but other than that, pretty much all the beds in the market are kind of that clamshell tanning bed design, which is great for tanning, but terrible for red light because it creates too much gap.
• 24:21
  SPEAKER_00: Um, so that's the thing about our bed is yes, you're laying basically right on the diodes, and then the canopy comes down and is laying right on top of the front of your body.
• 24:32
  SPEAKER_00: So your head is outside of it.
• 24:34
  SPEAKER_00: Your head is still under it, but there's a little bit more gap over your face.
• 24:39
  SPEAKER_00: You know, we have just simply because um our one of our concerns was when we were developing this bed design was people who are claustrophobic.
• 24:49
  SPEAKER_00: Yeah.
• 24:50
  SPEAKER_00: We hear of a lot of people that get very claustrophobic in these clamshell designs because they come down and you're just you feel like you're in an MRI.
• 24:59
  SPEAKER_00: Yeah, yeah.
• 25:00
  SPEAKER_00: And um so ours is designed so it's open on the sides of your head.
• 25:06
  SPEAKER_00: So you can, you know, you just it doesn't give you that claustrophobic, you know, feeling.
• 25:11
  SPEAKER_00: So as far as you know, the probably the 10 years we've been building this bed, I I've never heard of anybody complaining about feeling claustrophobic in it.
• 25:22
  SPEAKER_01: Yeah.
• 25:24
  SPEAKER_01: Yeah, it's great.
• 25:25
  SPEAKER_01: Uh, you know, unfortunately, we're a little bit, we're we're we're almost out of time.
• 25:29
  SPEAKER_01: So so where can people get in touch with you?
• 25:31
  SPEAKER_01: Where can people see your product?
• 25:32
  SPEAKER_01: What's the website?
• 25:33
  SPEAKER_01: Um, you know, how how can they take a view and and learn a little bit more?
• 25:38
  SPEAKER_00: Our website is bodybalance system.com.
• 25:41
  SPEAKER_00: And actually on the very bottom of the website, there's a uh little tab that says therapy locator, and they can type in you know their zip code that will tell them a bed that's closest to their area that they could go try out.
• 25:56
  SPEAKER_00: Um, and then obviously our phone numbers on top of the webpage if they needed to call and talk to us.
• 26:00
  SPEAKER_00: That's great.
• 26:02
  SPEAKER_01: Um, yeah, I appreciate you taking the time.
• 26:04
  SPEAKER_01: And and you know, what I love about the story is, you know, you took it from a sort of a specialized solution to a you know a scalable FDA compliant business, as compliant as you can be with the FDA.
• 26:17
  SPEAKER_01: Uh and and um, you know, I guess I'm I'm sure it's helping grow your revenue.
• 26:22
  SPEAKER_01: So uh yeah.
• 26:26
  SPEAKER_01: So yeah, I think it's I think it's great.
• 26:28
  SPEAKER_01: And again, thank you for taking the time to come on.
• 26:30
  SPEAKER_01: Uh thank you.
• 26:31
  SPEAKER_01: Appreciate it.
• 26:32
  SPEAKER_01: Uh my pleasure.
• 26:33
  SPEAKER_01: And until next time, guys, we'll see you again.