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Strategic Startups: Empowering Practices with Renew Digital · Hey Docs!

0:05
Speaker 1: Welcome to the Haydocks Podcast with your host Jill Allen.
0:09
Speaker 1: Today I am joined by Nathan Hudson, regional sales director
0:12
Speaker 1: at Renewed Digital. Nathan works with orthodonic practices to help
0:17
Speaker 1: them make smarter decisions around technology, efficiency and long term growth.
0:22
Speaker 1: As practices continue to balance overhead production and patient experience,
0:28
Speaker 1: having the right systems in place becomes critical. In this episode,
0:32
Speaker 1: we're talking about how practices can think more strategically about
0:36
Speaker 1: their businesses, where inefficiencies tend to show up, and how
0:40
Speaker 1: technology fits into the bigger picture of profitability and scalability.
0:45
Speaker 2: So let's jump.
0:46
Speaker 1: In and now a word from the sponsors who make
0:50
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0:57
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1:00
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1:03
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1:07
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1:12
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1:20
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1:24
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1:28
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1:31
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1:34
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1:43
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2:38
Speaker 1: forward slash Clarity to learn more. Nathan, I'm so excited
2:46
Speaker 1: to have you on haydos.
2:47
Speaker 2: Thanks for being here.
2:49
Speaker 3: Yeah, thanks for having me. What a nice little surprise
2:52
Speaker 3: to be asked to join you. So thank you.
2:55
Speaker 1: Absolutely absolutely, So you probably know this the way I'd
2:58
Speaker 1: love to start off Haydocks, especially with guests that I
3:02
Speaker 1: haven't talked to. Would you mind starting us off with
3:05
Speaker 1: a little bit about yourself, about your background and what
3:09
Speaker 1: you do and how you help with renew Digital.
3:11
Speaker 3: Sure? Yeah, So I come from an engineering background, and
3:16
Speaker 3: then in the I must show my age here a
3:18
Speaker 3: little bit. But in twenty eleven I was recruited from
3:22
Speaker 3: the University of Akron to join Henry Shine. So that
3:26
Speaker 3: was a really nice invitation and I moved halfway around
3:29
Speaker 3: the country to join the recruits there, and I was
3:33
Speaker 3: real Fortunately I got to be a Rookie of the
3:35
Speaker 3: Year and then I got to be the number one
3:36
Speaker 3: rep in the country, which was super fun. But that's
3:40
Speaker 3: really kind of what led me into my opportunity with
3:43
Speaker 3: renew Digital, because I would help doctors who were maybe
3:47
Speaker 3: thinking about upgrading, but they still had a perfectly great,
3:51
Speaker 3: low use fill in the blank system, and I would
3:54
Speaker 3: call renew Digital, Hey, what can we do for this doctor?
3:56
Speaker 3: And so they did a great job of procuring only
4:00
Speaker 3: high end systems and we could implement those and I
4:04
Speaker 3: should back up. In twenty seventeen, I went to Bank
4:07
Speaker 3: of America for a short stent to do dental lending
4:09
Speaker 3: to understand the numbers more. And then Shine's like, dude,
4:13
Speaker 3: you got to come back. What can we do to
4:15
Speaker 3: get you back? And so I did that for a
4:17
Speaker 3: little bit more, and then I got to join renew Digital,
4:20
Speaker 3: which kind of fell into what we'll talk about today
4:23
Speaker 3: with how do we help doctors save on overhead, increase efficiency,
4:28
Speaker 3: and broaden procedural codes, which is probably your whole team's
4:32
Speaker 3: philosophy because you guys are so good and that led
4:35
Speaker 3: us to here today, So thank you so much again.
4:38
Speaker 1: Yeah, absolutely, Well, I know today's going to be a
4:41
Speaker 1: fun conversation because we're both talking about things that we're
4:43
Speaker 1: passionate about that we love, and to your point, we
4:47
Speaker 1: both have a desire to make sure that doctors are
4:49
Speaker 1: successful and they are thinking about I always sometimes say
4:53
Speaker 1: the un sexy side of business, right. They want to
4:55
Speaker 1: be really great clinicians and run a really great practice,
4:58
Speaker 1: But there are things that we have to talk about
5:00
Speaker 1: and think about and do as business owners. And I
5:04
Speaker 1: think that having that good understanding of some of those
5:07
Speaker 1: other components that actually play into a strong business just
5:11
Speaker 1: really again helps our doctors for sure. So I want
5:14
Speaker 1: you to talk a little bit about something that you
5:17
Speaker 1: call the five bees. And I know if I remember
5:21
Speaker 1: right there banker, broker, being counter and broadcaster and builder,
5:27
Speaker 1: I think it was So can you walk us through
5:31
Speaker 1: what that means, what's the framework and how that applies
5:35
Speaker 1: to practice owners?
5:37
Speaker 3: Yeah, sure thing, And I thought that that was imperative
5:41
Speaker 3: and full disclosure.
5:42
Speaker 4: I stole a little bit of that from Matt Zolfo
5:44
Speaker 4: from Professional Transition Strategies.
5:47
Speaker 1: Hey, that's okay, you're throwing out the kudos there the crip.
5:53
Speaker 3: I've put my own spin on it a little bit too.
5:55
Speaker 3: But this is what you and I get to face
5:57
Speaker 3: a lot of times when we're having conversations. And I
6:00
Speaker 3: believe this kind of really hit home in twenty twenty
6:03
Speaker 3: four when we have like six thousand doctors call us
6:06
Speaker 3: for machines in about twelve hundred of them were startups.
6:10
Speaker 3: So it's like, oftentimes I'm not trying to throw any
6:14
Speaker 3: bad things at the industry, but sometimes we just get
6:17
Speaker 3: lost in what it is that we're doing. Meaning as reps,
6:21
Speaker 3: we are hit with a number that we have to
6:24
Speaker 3: hit to stay in good graces, so to speak, and
6:27
Speaker 3: so sometimes you lose sight of the end client. And
6:30
Speaker 3: I just I didn't like that. I didn't like the
6:32
Speaker 3: way it made me feel, and I didn't like that
6:34
Speaker 3: it seems self serving. And I think that's where you
6:37
Speaker 3: and I both kind of live, like, all right, we
6:40
Speaker 3: got to hit some things up front just to make
6:43
Speaker 3: sure we're in sync. So, first of all, to do
6:46
Speaker 3: a startup, can you get the money? Who are you
6:48
Speaker 3: talking to? For bankers? Now, all bankers are a perfect
6:51
Speaker 3: fit for dental startups. No one knows that better than you.
6:54
Speaker 3: In addition to that, on the broker side, that's the
6:57
Speaker 3: largest financial commitment you will run into outside of a divorce.
7:04
Speaker 3: And I don't like to use the d word, but
7:06
Speaker 3: it is a real deal and it's kind of a
7:08
Speaker 3: real number. So most lease spaces are three quarters of
7:13
Speaker 3: a million dollars and higher. So I think it's wildly
7:17
Speaker 3: important to get a dental specific broker who can negotiate
7:21
Speaker 3: tenant improvements in details on your behalf, so that they
7:25
Speaker 3: can communicate to the landlord who hasn't rented to maybe
7:29
Speaker 3: a dental specialty or general dentist where the failure rate
7:33
Speaker 3: is less than most oftentimes four percent. That's awesome considering
7:38
Speaker 3: restaurants are like eighty six percent failure rate, right, we
7:42
Speaker 3: don't wish.
7:43
Speaker 4: Anything for on them, but the numbers are the numbers.
7:46
Speaker 4: So I've heard different numbers around the restaurant side. Eighty
7:50
Speaker 4: six was the most accurate I thought that I found
7:53
Speaker 4: in my research.
7:54
Speaker 3: But and then we've got the being counter AKACPA. I
7:58
Speaker 3: hate to call them being count but at the end
8:00
Speaker 3: of the day, they are great at their craft. And
8:04
Speaker 3: the most expensive thing outside of employees are taxes for
8:08
Speaker 3: what a doctor will spend. So if your entity isn't
8:11
Speaker 3: set up correctly, then you can't take advantage of all
8:14
Speaker 3: of the opportunities Uncle Sam is put in place for
8:18
Speaker 3: you to take advantage of. So a lot of people
8:22
Speaker 3: call them loopholes. A lot of people call them like
8:25
Speaker 3: how to stick it to the man. But these are
8:27
Speaker 3: all things that are already put in place for building
8:32
Speaker 3: business in the United States, which is wonderful. So there's
8:36
Speaker 3: some great tax strategy with even Robert Kyosaki and his
8:40
Speaker 3: tax planner, but you kind of need somebody on your
8:43
Speaker 3: side who understands your cost of living best. And then
8:47
Speaker 3: the broadcaster, it's you can't get started almost too early
8:51
Speaker 3: with having somebody market you manage your brand right, your reputation,
8:57
Speaker 3: and then also advertise do you have chair space available?
9:02
Speaker 3: Are you completely full? Are you not? Are you starting
9:05
Speaker 3: a new location, what's happening there? And then on the
9:09
Speaker 3: startup side, a builder is always pretty helpful. Even though
9:13
Speaker 3: a lot of builders say that they can do all
9:15
Speaker 3: of the specific things, not all builders understand what vacuum
9:21
Speaker 3: size requirements which equate to plumbing, electrical mechanical scenarios. So
9:28
Speaker 3: after you've been part of, you know a thing, have
9:30
Speaker 3: been part of right around twelve hundred startups, I don't
9:34
Speaker 3: know everything, but I've learned a few things during that time.
9:37
Speaker 3: So yeah, I really hammer home on all five at
9:41
Speaker 3: those because a lot of folks will call renew Digital
9:43
Speaker 3: first because the CBCT is oftentimes the single most expensive
9:47
Speaker 3: thing in a down practice, so they call us often
9:50
Speaker 3: and it's like, all right, who are you working with
9:53
Speaker 3: to start out? And that's where we drive all those
9:55
Speaker 3: details from, and then we can expound on that how
9:59
Speaker 3: much or however little you wish, but your team's exceptional
10:03
Speaker 3: at that process. So I think that's why thank you
10:05
Speaker 3: merged so well together?
10:07
Speaker 2: Yeah?
10:07
Speaker 1: Yeah, for sure, for sure. So you and I both
10:10
Speaker 1: You know, you've been doing this a long time. I've
10:12
Speaker 1: been doing this a long time. And when we look
10:15
Speaker 1: at what it takes, not only from the framework of
10:19
Speaker 1: setting up a practice, especially if it's going to be
10:22
Speaker 1: a startup or you're talking about all the different components
10:25
Speaker 1: and the players that come into that, but I also
10:28
Speaker 1: think there is you touched on this just a minute ago,
10:32
Speaker 1: and a lot of times when we're looking at startups,
10:34
Speaker 1: we aren't necessarily thinking about an efficient practice or our overhead. Yes,
10:41
Speaker 1: we're thinking about how we're going to build something. There's
10:44
Speaker 1: a component of we have to set up our fees,
10:46
Speaker 1: but I think that that is an important thing that
10:50
Speaker 1: we do need to think about, and i'd love to
10:52
Speaker 1: get your perspective on that. And when you're talking to
10:56
Speaker 1: that new doctor that's reaching out and they're thinking, the
11:00
Speaker 1: number one thing I need to do is make sure
11:01
Speaker 1: I've secured the right machine that's going to help me
11:04
Speaker 1: see the images that I need, or that I have
11:06
Speaker 1: got the right scanner or this or that. A lot
11:09
Speaker 1: of times they focus on what they're thinking about, not
11:12
Speaker 1: necessarily about all the other things that come into play there.
11:15
Speaker 1: But i'd love it if you would give me your
11:17
Speaker 1: perspective on how important that is to find that balance
11:20
Speaker 1: between efficiency overhead all of that.
11:23
Speaker 3: Yeah, I would share with you that the two terms
11:27
Speaker 3: that I use in this conversation is doctor, are you
11:31
Speaker 3: looking for tools or are you looking for toys?
11:35
Speaker 2: That's a good one, right. One of them.
11:38
Speaker 3: Generates income, one of them complements your preferences. Right. So
11:43
Speaker 3: with that, I'm like, all right, because a lot of
11:46
Speaker 3: folks will ask, like, hey, ny, I don't know about
11:49
Speaker 3: buying a pre owned X ray, And I'm like, and
11:52
Speaker 3: here's what's crazy about X rays? That sounds like People
11:55
Speaker 3: tell me, like, you really sound like a used X
11:58
Speaker 3: ray salesman right now, I'm like, I do because of
12:01
Speaker 3: what I'm about to say. So, like a lot of
12:03
Speaker 3: people are like, you know, this thing's seven years old,
12:06
Speaker 3: Like what the heck? The new ones can do so
12:08
Speaker 3: much more. I'm like, in fact, this machine, some of
12:11
Speaker 3: them going back thirteen years, are the exact same as
12:15
Speaker 3: what's on the production line today. So when we go
12:17
Speaker 3: through our process, if anything needs repaired, replaced, or refurbished,
12:22
Speaker 3: Now you've just cut thirty to sixty percent off of
12:26
Speaker 3: the single most expensive thing in your practice. And it
12:30
Speaker 3: does all the same things because we include the newest software,
12:35
Speaker 3: so you have a new experience at a certified prem price,
12:38
Speaker 3: which is really helpful. So now it becomes these aren't
12:42
Speaker 3: even a tools or toys question. This is a pride issue.
12:49
Speaker 3: Can I say that? Yeah? And I do have some
12:51
Speaker 3: doctors who have said that no one in their family
12:54
Speaker 3: has ever owned a certified preon or a used car,
12:57
Speaker 3: and I'm like, we're probably not a fit for you. Okay, Yeah,
13:01
Speaker 3: you also have nine hundred and seventeen thousand dollars in
13:04
Speaker 3: cash ready for your startup. That's unique, that's not common. Right,
13:09
Speaker 3: So you might be okay to get some toys and
13:12
Speaker 3: tools and not be affected by any of that. But
13:17
Speaker 3: the right rep is going to give you a feel
13:19
Speaker 3: in your gut. And if you feel in your gut
13:22
Speaker 3: as a clinician, I don't know that this person is
13:26
Speaker 3: taking full care of me, they're taking full advantage of
13:30
Speaker 3: their commission plan, then there's a reason why you feel
13:34
Speaker 3: like that. Not everybody is dishonest, that's wonderful. Not everybody
13:41
Speaker 3: is doing it for the benefit of the end user. Gratefully,
13:45
Speaker 3: we're in a really great spot in ORTHO. There's not
13:48
Speaker 3: a lot of crummy people. But sometimes people just don't
13:52
Speaker 3: know what they don't know. So then we just got
13:55
Speaker 3: to get down to what you and I do. So well,
13:57
Speaker 3: we ask the questions, well, do you need this? Do
14:01
Speaker 3: you want that? Does this affect your productivity in the practice?
14:06
Speaker 3: So that leads back to the toys or tools conversation? Yeah, so,
14:11
Speaker 3: and what's your ultimate goal? Where do you want to
14:12
Speaker 3: be in three to five years? Some people, I mean,
14:15
Speaker 3: I'm going to un fifty practices five years, And I'm like,
14:18
Speaker 3: I will pray for you. I will.
14:23
Speaker 2: I love that. I love that. I think that that's
14:26
Speaker 2: such a great way to think about it.
14:27
Speaker 1: And I cannot agree with you more that it is
14:32
Speaker 1: this what are you weighing out there? Tools or toys?
14:36
Speaker 1: And I think that is a really good way to
14:38
Speaker 1: think about this. But I also think about just the
14:41
Speaker 1: thought of Okay, we only have the practical side of
14:45
Speaker 1: this is we only have X amount of dollars in
14:48
Speaker 1: our budget, especially if we're doing a startup. And I
14:51
Speaker 1: talked to my doctors a lot about this. Like you,
14:53
Speaker 1: you think a million dollar loan is a lot, and
14:56
Speaker 1: it is a lot, and you think, oh my gosh,
14:58
Speaker 1: how could I ever spend that money. That's just so
15:00
Speaker 1: much money. You know, I probably am over asking. But
15:04
Speaker 1: when we really break it down and we go through
15:06
Speaker 1: that budget, every little place that we can save makes
15:11
Speaker 1: a huge difference because usually all of those savings where
15:14
Speaker 1: we save here and there, what we're doing is carving
15:18
Speaker 1: out more money to put towards the thing that is
15:20
Speaker 1: going to be most important when you're starting a practice,
15:22
Speaker 1: and that is your marketing, your branding, getting that practice going.
15:27
Speaker 1: And if we spend everything all out on the top
15:30
Speaker 1: end and don't have the resources left to build our brand,
15:35
Speaker 1: to build our marketing campaign, to get out there and
15:37
Speaker 1: love on the dentists that are going to start referring
15:40
Speaker 1: patients to us, and all the different things, it can
15:43
Speaker 1: really make a difference from what I see in a
15:46
Speaker 1: practice that's going to do three hundred thousand in their
15:48
Speaker 1: first year are going to do a million in their
15:50
Speaker 1: first year, just in the difference of how they're being
15:53
Speaker 1: smart with how funds and I think, to a point,
15:56
Speaker 1: even sometimes maybe a little frugal in the sense of
16:00
Speaker 1: do I really need that brand new hot off the
16:04
Speaker 1: line machine, or can I do an X ray machine.
16:07
Speaker 1: We'll just use that as an example that is certified,
16:11
Speaker 1: it's going to run well, it's going to meet my
16:13
Speaker 1: needs and allow me to do something else. And I'm
16:17
Speaker 1: going to do a shameless plug for you guys, because
16:19
Speaker 1: for as long as I have been working with your company,
16:23
Speaker 1: I have yet to have a doctor that has come
16:26
Speaker 1: back and had an issue with a machine that they
16:29
Speaker 1: have purchased. And I say that, you know when my
16:32
Speaker 1: docs are asking about that. But I think this is
16:34
Speaker 1: a great opportunity for us to find a way to
16:38
Speaker 1: carve out adjust things a little bit in our budgets.
16:41
Speaker 1: So I love it that I know that if my
16:44
Speaker 1: docs are reached it out to you guys, even just
16:47
Speaker 1: thinking about the software component of it, it makes a
16:51
Speaker 1: big difference when we're trying to maneuver our way through
16:54
Speaker 1: that startup process.
16:55
Speaker 3: Yeah, I think you're where your team really and thank
16:58
Speaker 3: you for that very compliment. But I think another place
17:02
Speaker 3: that your team does extraordinarily well is the afterthoughts, like Okay,
17:07
Speaker 3: I'm starting this practice, I'm doing this, I'm doing that,
17:09
Speaker 3: I'm getting this equipment, these chairs, these units, these lights.
17:13
Speaker 3: Got this waterless air compressor, I got this a liner trimmer,
17:17
Speaker 3: I got robotic vendors, I got the thanks, But your
17:21
Speaker 3: team's really great at highlighting. Like, listen, you're in Texas
17:24
Speaker 3: and you have a storefront and you haven't accounted for
17:28
Speaker 3: any blinds, like you don't want to melt anybody in
17:32
Speaker 3: your chairs, Like we don't. Lines can be expensive. We
17:36
Speaker 3: knew that blinds should be anywhere from five to fifteen
17:42
Speaker 3: thousand dollars. Okay, what are you doing for your signage?
17:45
Speaker 3: Oh my goodness, I didn't even think about my signs. Okay,
17:50
Speaker 3: we looked at the least space doesn't include any signage.
17:53
Speaker 3: You can put on, do a pendant sign or you
17:56
Speaker 3: can do x ye. And your team's awesome at this,
17:59
Speaker 3: like thank hey, you've got thirty grand for marketing. I
18:05
Speaker 3: love the one hundred twenty eight thousand dollars cone beam
18:07
Speaker 3: you're getting. But we're gonna have to look at some
18:10
Speaker 3: things because if we don't have any butts in these chairs,
18:13
Speaker 3: we don't get to use one hundred and twenty eight
18:15
Speaker 3: thousand dollars cone beam. Right, So your teams so great
18:18
Speaker 3: at that. I'm so grateful for that, because not everybody
18:21
Speaker 3: takes care of the of the end user, which is
18:24
Speaker 3: what I started out with, right, kind of get lost
18:27
Speaker 3: in your own thing. It's not that we want that
18:29
Speaker 3: for anybody else. It's just that we want well for ourselves.
18:32
Speaker 3: It's human nature. Yeah, So those afterthoughts are the little
18:36
Speaker 3: singers that kind of bite you out the fact of
18:40
Speaker 3: now what do I have to give up?
18:42
Speaker 2: So yeah, yeah, for sure.
18:44
Speaker 3: Who it is, you don't have to give up much.
18:46
Speaker 3: Yeah right, you just have to be smart about it
18:48
Speaker 3: the first time.
18:49
Speaker 2: Absolutely.
18:51
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18:54
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19:06
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19:28
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19:32
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Speaker 1: Grayfinch dot com forward slash Jill Allen. So let's talk
19:45
Speaker 1: about inefficiencies because you and I, again we've been doing
19:49
Speaker 1: this for a while, we have seen the gamut in
19:52
Speaker 1: different practices, different stages of their life, different components along
19:56
Speaker 1: the way. And I'm wondering, when you have worked with
20:00
Speaker 1: doctors and you're talking to them about their systems and technology,
20:05
Speaker 1: talk to me a little bit about areas that you
20:08
Speaker 1: kind of key in on that could be efficiency gaps,
20:13
Speaker 1: whether it's it established or a startup practice.
20:16
Speaker 3: Yeah, I think there is a place for certified pre owned.
20:19
Speaker 3: There's also a place for new. So what happens in
20:22
Speaker 3: a lot of situations that I found and I'll never
20:26
Speaker 3: forget it in Dallas, Texas at Orthopreneurs and there is
20:30
Speaker 3: a line of people. Vauxhall Dental was like the first
20:33
Speaker 3: distributor of three D printers. Well, we weren't part of
20:36
Speaker 3: Vauxhall at that time. It was three sixty five Printing,
20:39
Speaker 3: which is now merged with Vauxhall. But there were a
20:42
Speaker 3: line of about nine doctors standing there to ask could
20:46
Speaker 3: I pay you to come train me on this printer
20:48
Speaker 3: that I bought from Amazon or from the dealer down
20:53
Speaker 3: the road that I saved six hundred dollars from Because
20:57
Speaker 3: they haven't been out. Apparently their trainer is not well whatever,
21:01
Speaker 3: fill in the gaps, right, So it's like, cool, you
21:04
Speaker 3: saved six hundred dollars, you lost the training. So now
21:08
Speaker 3: the folks on your team will not have the proper
21:11
Speaker 3: knowledge on how to make you more efficient. So and
21:15
Speaker 3: oftentimes we're talking about smaller dollar volume. We're not talking
21:19
Speaker 3: fifty to one hundred and fifty thousand dollars worth of imaging.
21:23
Speaker 3: We're talking printers that are sometimes ten to twenty g's right.
21:28
Speaker 3: A lot of times that training is built in there,
21:32
Speaker 3: and people don't want to train buyers who have purchased
21:35
Speaker 3: their three D printer from someone else. If I can
21:38
Speaker 3: just be so, just like finishing somebody else's case, does
21:43
Speaker 3: anybody want to finish somebody else's case that's three quarters
21:46
Speaker 3: of the way through it? Not so much?
21:49
Speaker 2: Yeah, exactly really of course.
21:51
Speaker 3: Yeah. But on the flip side, there's that inefficiency. But
21:55
Speaker 3: the probably the thing that you guys hammer this home,
21:58
Speaker 3: which I'm so grateful for but that I love most
22:00
Speaker 3: about you, is you ask, all, right, Doc, what's the
22:04
Speaker 3: goal of the practice, and have you communicated that to
22:07
Speaker 3: these four right? Because if we're all shooting towards our
22:11
Speaker 3: own goals. There's no cohesion at all. And so when
22:16
Speaker 3: you're doing your introductions and your team building programs, it's
22:20
Speaker 3: just wild to know that so many people don't have
22:25
Speaker 3: a team meeting in the morning or anytime right.
22:29
Speaker 2: Right as you can, you do it, you can.
22:32
Speaker 3: I'll run down the middle kind of thing, right, so right, yeah,
22:36
Speaker 3: just not being on the same page, right, not even
22:39
Speaker 3: talking about the imaging. And then on the imaging side,
22:44
Speaker 3: not everybody wants to see a full skull CBCT. Some
22:49
Speaker 3: people just want to see knine impactions or tooth eruption patterns,
22:53
Speaker 3: which is great, and that's okay. It's just as reps,
22:56
Speaker 3: we got to do a better job of asking that question,
22:59
Speaker 3: not just selling because a doctor is buying and that
23:03
Speaker 3: padded our number by and twenty forty. Grand right, But
23:10
Speaker 3: when we do that for these doctors, because not all
23:13
Speaker 3: of them are a fan of extracting SEFs from cbct
23:16
Speaker 3: you or full volume cbcts. That actually takes some time
23:20
Speaker 3: for some machine. So gentleman in Texas called me, He's like, dude,
23:24
Speaker 3: I see a hundred and thirty patients a day here.
23:26
Speaker 3: I got the newest, biggest, baddest pan sef CBCT. It
23:30
Speaker 3: takes ten to twelve minutes to run through the images,
23:33
Speaker 3: and every time I look down that hall, there's nine
23:35
Speaker 3: people standing there waiting to take images. Oh yes, I
23:40
Speaker 3: have this product at my other practice, and I can
23:42
Speaker 3: have all of those images plus an airway analysis and
23:46
Speaker 3: reviewed in under two minutes. Doesn't sound like a big deal,
23:50
Speaker 3: But you got one hundred and thirty patients a day,
23:53
Speaker 3: you're kind of hustling at that point.
23:55
Speaker 1: Yeah, yeah, for sure. And I think that that, again,
23:58
Speaker 1: such a good point is we don't always think about
24:01
Speaker 1: these things in the beginning, or we aren't always talking
24:05
Speaker 1: to the right people to ask us the right questions. Yeah,
24:09
Speaker 1: maybe that's not a big deal if you're a startup
24:11
Speaker 1: and you could afford it and you've got nine minutes
24:14
Speaker 1: to kill in a day, because we're just happy to
24:16
Speaker 1: have nine patients in in a day. Big difference when
24:20
Speaker 1: we're running one hundred patients through. And I think it's
24:23
Speaker 1: not only just looking at the tools that we're going
24:27
Speaker 1: to surround ourselves with to make us better clinicians, and
24:31
Speaker 1: when we even design offices, you know, it's how are
24:34
Speaker 1: we going to set up our clinics so that we
24:36
Speaker 1: aren't doing too many extra steps, or so we aren't
24:39
Speaker 1: going down hallways that go to nowhere and all those
24:42
Speaker 1: different things. But it really is like, are we going
24:45
Speaker 1: to be able to use this to the fullest capacity,
24:48
Speaker 1: whether you're buying something inexpensively and then not being trained
24:52
Speaker 1: on it and then not using it after the fact,
24:55
Speaker 1: or maybe over buying because it was great sold to you,
25:01
Speaker 1: you know, and and now you're like, this doesn't quite
25:04
Speaker 1: work the way I had hoped it would, right, right.
25:08
Speaker 3: I think as professionals, even if we were sitting in
25:12
Speaker 3: a doctor's seat, I've never done that, so I don't
25:14
Speaker 3: want to speak too highly there. However, it's an education process.
25:19
Speaker 3: I don't want anybody that came to me or anybody
25:22
Speaker 3: that I've referred to you to say I feel like
25:25
Speaker 3: I got sold. I want them to say I feel
25:28
Speaker 3: like I got an education. I was able to buy
25:31
Speaker 3: what fit me best, because that's the difference between being
25:35
Speaker 3: novice and professional. Same for Dennis, right, they can and specialists. Hey,
25:40
Speaker 3: I recommend this aligner system versus this bracket system. Right,
25:47
Speaker 3: so really helpful, just even from a patient perspective. I've
25:51
Speaker 3: got two kids embraces, so in each one of them
25:54
Speaker 3: needed something wildly different, but I love the education process
25:58
Speaker 3: so that I didn't feel forced to the one size
26:01
Speaker 3: fits all.
26:02
Speaker 1: Yeah. Absolutely, So you touched on this earlier and I
26:05
Speaker 1: want to circle back around to it, but I want
26:08
Speaker 1: to talk about Renewed Digital being part of Vauxel Dental
26:13
Speaker 1: and the practice network and talk to me a little
26:16
Speaker 1: bit about what that means, because it's been fun for
26:19
Speaker 1: me to kind of see the two separate companies and
26:22
Speaker 1: then the merge of the companies and then the evolution
26:25
Speaker 1: of product even that has come in and just I
26:28
Speaker 1: think you guys are just carrying a really great space
26:32
Speaker 1: or covering a really great space even into I don't
26:36
Speaker 1: see nowadays in any of the startups that I'm doing.
26:38
Speaker 1: We're not putting wet labs anymore. Everything is going into
26:41
Speaker 1: dry labs. And we've got this culmination of technology that
26:46
Speaker 1: is really coming together on that clinical side. And not
26:51
Speaker 1: that it hasn't been there, but I think it's more
26:53
Speaker 1: important now than ever.
26:54
Speaker 2: Where the way we.
26:56
Speaker 1: Design our offices, to the way we think about using
27:00
Speaker 1: a scanner, to it the way we think about X
27:03
Speaker 1: ray and airway maybe in some of this too, you know,
27:07
Speaker 1: are we going to outsource our models or are we going
27:10
Speaker 1: to print them in house? And what's the evolution of
27:13
Speaker 1: all of that, And just in the beginning, I think
27:15
Speaker 1: a lot of times startups aren't necessarily thinking too far
27:19
Speaker 1: ahead about that.
27:20
Speaker 2: But we have to.
27:21
Speaker 1: Design for what is coming for the future and then
27:25
Speaker 1: add our toys and or tools in as we're moving
27:30
Speaker 1: in that direction. And I'm wondering if you can talk
27:32
Speaker 1: about that and how you guys are covering that space
27:34
Speaker 1: so well and how that's all working.
27:37
Speaker 3: Yeah, So I'm just thinking of a couple of key
27:40
Speaker 3: people on our Vauxel side, like Michael Sturnaman, and we
27:45
Speaker 3: have want on the team as well. And these guys
27:47
Speaker 3: are extraordinary. They go to South America, they help reconstruct abnormalities.
27:53
Speaker 3: I'm talking intrusive surgeries where they're elbow deep with surgeons
27:58
Speaker 3: and they're just wildly so. But what I love about
28:01
Speaker 3: them is they have so much lab experience on the
28:05
Speaker 3: Ortho side that they've really been able to help because
28:08
Speaker 3: we have so many people call us for startup advice,
28:11
Speaker 3: but they don't really have somebody who really knows how
28:14
Speaker 3: to lay out a lab that is complementary to an
28:17
Speaker 3: onliner trem or printers or cure wash stations in addition
28:23
Speaker 3: to what other things that they like to embark on.
28:27
Speaker 3: So there's electrical requirements, sometimes there's pneumatic requirements. Sometimes there's
28:32
Speaker 3: vacuum requirements, right, so with residents and what have you.
28:36
Speaker 3: But the fact that we've been helping a lot of
28:38
Speaker 3: clinicians kind of stage their lab as they go because
28:43
Speaker 3: not everybody uses the distributors for designs anymore. There's so
28:47
Speaker 3: many architects at play. There's probably a whole other conversation
28:51
Speaker 3: that we.
28:51
Speaker 2: Can for another session.
28:57
Speaker 3: But on the flip side, renew digital, Well, here's kind
29:00
Speaker 3: of our mindset. High cost items that we can save
29:05
Speaker 3: doctors significant overhead for or on and increase the bottom
29:11
Speaker 3: line because to get up and running, and we want
29:14
Speaker 3: Soul Props to compete like we do a lot of
29:18
Speaker 3: business locally with the people we love and not that
29:22
Speaker 3: that doesn't exist anywhere else, but we really want to
29:25
Speaker 3: help folks lower overhead, increase efficiency, and brought procedural codes
29:31
Speaker 3: that they can establish or bill on. So patients aren't
29:35
Speaker 3: dollar signs, but we have our own niches, right, So
29:38
Speaker 3: if you can save thousands or tens of thousands of
29:41
Speaker 3: dollars on imaging really makes sense because the machines that
29:45
Speaker 3: we sell are all Windows eleven compliant and they are
29:49
Speaker 3: going to be relevant to today's market, or we don't
29:52
Speaker 3: sell them. Same with intra oral scanning. Did anybody ever
29:56
Speaker 3: think that I Tara would have an offering with no
29:58
Speaker 3: monthly fees like we have. That that's kind of that's
30:02
Speaker 3: unique to us. So I'm super grateful for that. And
30:06
Speaker 3: then we've got some other scanners that we've actually helped
30:08
Speaker 3: develop to bring to market. I'll call that what it is.
30:12
Speaker 3: Through Vauxel, they've really put in a lot of investment
30:16
Speaker 3: in helping others compete, to help bring the pricing to
30:20
Speaker 3: a more palatable amount so people can afford the technology,
30:25
Speaker 3: which is great. But on the high tech, high touch products,
30:31
Speaker 3: Voxel's still rolling out red carpet, white glove treatment and
30:35
Speaker 3: we want to continue with that. There used to be
30:38
Speaker 3: specific roles at distributorships that had a digital integration person,
30:46
Speaker 3: and a lot of that has gone away just in
30:49
Speaker 3: the effort to cut costs and consolidate roles. I'm not
30:54
Speaker 3: throwing stones. They got to do what they got to
30:56
Speaker 3: do to make shareholders happy. However, we're still private, We're
31:01
Speaker 3: still embarking on the journey with many of our doctors,
31:05
Speaker 3: and I tell everybody, look at the reviews. We are
31:08
Speaker 3: not perfect. We strive for perfection. We don't nail it
31:12
Speaker 3: every time, but the greater majority we do, and when
31:15
Speaker 3: we don't, we make it right. So that's all I
31:18
Speaker 3: could ask of my team, but I'm grateful that they
31:22
Speaker 3: you don't have to ask. They want to provide that
31:25
Speaker 3: without it. So yeah, that's really the difference is high tech,
31:28
Speaker 3: high touch, voxel, new high implementation process, training, renew digital
31:35
Speaker 3: typical high costs where we can save you a great
31:39
Speaker 3: number of dollars.
31:41
Speaker 1: Yeah, I think it was such a smart move, the
31:43
Speaker 1: combination of the companies, and I have really appreciated that
31:47
Speaker 1: because to me, I feel like it's a one stop shot.
31:50
Speaker 1: My docs can reach out and kind of get all
31:53
Speaker 1: their needs met when we're thinking about from the records
31:57
Speaker 1: to the lab, to the X ray to all of
31:59
Speaker 1: the those scanning all those different things, which is just nice. Now,
32:03
Speaker 1: I do want to pose a question to you because
32:06
Speaker 1: I get this a lot, and I'm going to take
32:08
Speaker 1: us down a rabbit hole for just a second. But
32:11
Speaker 1: there's always and You've kind of been alluding to this
32:13
Speaker 1: a little bit, but there's always this I feel like
32:16
Speaker 1: this war between well, do I go with an equipment
32:20
Speaker 1: specialist and I just kind of buy everything from them,
32:23
Speaker 1: you know, they give me the list and I try
32:26
Speaker 1: and beat them up a little bit on price, but
32:28
Speaker 1: they're going to manage everything for me and it's.
32:31
Speaker 2: Going to be great.
32:33
Speaker 1: Or do I try and take this on myself where
32:37
Speaker 1: I may be utilizing an equipment specialist for certain things,
32:42
Speaker 1: but I'm leaning in maybe to another company or another
32:45
Speaker 1: couple companies to kind of help me pull my office together.
32:50
Speaker 1: And I guess the point or the question that I'm
32:53
Speaker 1: posing to you is can you put my listeners at
32:57
Speaker 1: ease maybe a little bit that it isn't as complicated
33:01
Speaker 1: and hard to have another set of specialists help you.
33:07
Speaker 1: That isn't just your equipment rep that you may think
33:11
Speaker 1: initially this is who I have to get everything from.
33:14
Speaker 3: Sure, sure, great question. So and I dealt with that
33:17
Speaker 3: a lot too when I competed against the renew digitals
33:22
Speaker 3: of the world, right sure, against well, And the thing
33:26
Speaker 3: that I would always say is like, hey, you only
33:28
Speaker 3: have one throat to choke. I'll be your guy, you
33:30
Speaker 3: can tooke me nothing with anything weird. But I'm just like, hey,
33:35
Speaker 3: just call me, I'll have it handled. But here's the deal.
33:38
Speaker 3: At the end of the day, you are basically held
33:41
Speaker 3: by what the manufacturer can do because you are a distributor.
33:47
Speaker 3: If you don't have help from the manufacturer, you don't
33:51
Speaker 3: have help as a distributor. And nobody can refute that
33:55
Speaker 3: all of the sales reps have been in a spot
33:56
Speaker 3: where something didn't work out that was supposed to and
34:00
Speaker 3: people are upset, and it's hard to deal with upset people,
34:04
Speaker 3: especially the ones that you love. Right, you're like, oh, man,
34:08
Speaker 3: of all people, this happened to you, and I don't
34:11
Speaker 3: have support. So in that regard, I always share with
34:14
Speaker 3: people like, look at the history, look at what your
34:18
Speaker 3: colleagues have said online. And again, we're not one hundred
34:22
Speaker 3: and ten percent. We're real close to one hundred, but
34:25
Speaker 3: we've missed a couple of times and the guys have
34:27
Speaker 3: made it right, which is awesome. However, that being said,
34:30
Speaker 3: you still had help. So what happens in these scenarios
34:34
Speaker 3: is there are some cost savings for going with an
34:38
Speaker 3: equipment rep. When it comes to a certain amount of product,
34:42
Speaker 3: but we've all been victim of I'm going to get
34:45
Speaker 3: that because it's cheap, and then we kick ourselves. Right,
34:48
Speaker 3: So air water and back might be really great from
34:51
Speaker 3: your person, but their chairs, units and lights may not
34:55
Speaker 3: be sure. It's like, man, I really wish I had
34:59
Speaker 3: the DCI fill in the blank chairs and units, but
35:04
Speaker 3: I don't really want their air water vap. I don't
35:07
Speaker 3: know whatever. I'm just making, not the thrust shade. I'm
35:10
Speaker 3: just trying to think outside the box here. So not
35:13
Speaker 3: everybody who makes a cone beam is exceptional at making
35:19
Speaker 3: traditional equipment, right. Okay, cool that you got into this,
35:23
Speaker 3: but it's not supported well. And two you can kind
35:27
Speaker 3: of as a clinician, you can pick and choose. Like
35:30
Speaker 3: we all know that the mid mark, like wet sterilization,
35:33
Speaker 3: like M eleven things are bulletproof, right, we know that
35:38
Speaker 3: eight DCI. There's quite a few others, BOYD and Ross.
35:43
Speaker 3: They make pretty great products, right, But are you going
35:47
Speaker 3: to buy a air compressor from those folks who are
35:51
Speaker 3: known from their traditional side of things? So I would say,
35:55
Speaker 3: as a clinician, just be judicial and what it is
35:59
Speaker 3: that you know because a lot of these things the
36:02
Speaker 3: doctors already know. I knew I should have done that,
36:04
Speaker 3: but fill in the blank. If you know you're going
36:08
Speaker 3: to use a bigger field of view cone Beam. Almost
36:11
Speaker 3: eight out of ten, we're out of five of our
36:14
Speaker 3: people who contact us to get a machine, nothing's wrong
36:17
Speaker 3: with their system. They just bought the wrong field of
36:20
Speaker 3: view to save money at the beginning. If they would
36:23
Speaker 3: have bought it like a certified pre owned one up front,
36:26
Speaker 3: they would have saved thirty grand and had the right
36:28
Speaker 3: field of you. And again it comes down to the
36:32
Speaker 3: rep how agreed, and they're not all that way.
36:35
Speaker 1: But yeah, I think what I would just say to
36:38
Speaker 1: finish up what you were saying is I would just
36:40
Speaker 1: put this out there to our docs that you can
36:42
Speaker 1: absolutely manage this and it isn't a whole lot of
36:46
Speaker 1: extra work. It's just making sure that you're asking the
36:49
Speaker 1: right questions and having a good understanding of Okay, as
36:52
Speaker 1: we're getting closer to delivery, what do I have to
36:56
Speaker 1: be aware of who's working with my GC to make
36:58
Speaker 1: sure we've got dates lined up? You know, all the
37:01
Speaker 1: different things that go in and I'm talking more startups
37:04
Speaker 1: right now, But I don't think it's a lot of
37:07
Speaker 1: extra heavy lifting that the doctors have to do. It's
37:10
Speaker 1: just maybe having a little extra understanding that there may
37:14
Speaker 1: be two people extra involved here, and if everybody's playing
37:18
Speaker 1: on the same team, it's going to work out just fine.
37:20
Speaker 1: And you might save money on top of it all,
37:22
Speaker 1: which is even better.
37:23
Speaker 3: Right, Right, I kind of have started, like since I've
37:27
Speaker 3: had a really great relationship with an accountant personally. Ray
37:32
Speaker 3: and Associates is a huge company and they help a
37:34
Speaker 3: ton of different businesses. But when I ask for something,
37:37
Speaker 3: they have the information because they're familiar with my businesses. Right,
37:41
Speaker 3: that's so helpful. So whether you're a startup or a
37:45
Speaker 3: ten year doc, just your taxes alone, just an audit
37:49
Speaker 3: of that from somebody like Ray and Associates can really
37:53
Speaker 3: assist you in just limiting your tax liability. Like, is
37:57
Speaker 3: somebody helping you plan? Do you need to buy something?
38:00
Speaker 3: Because some of us were just like, hey, we're just
38:02
Speaker 3: going to keep that for ourselves. Do I really need
38:05
Speaker 3: something I can make do? But it might behoove you
38:08
Speaker 3: to actually, you know, enhance the practice type thing. So
38:12
Speaker 3: keep that in the back of your mind as you're
38:14
Speaker 3: walking down the investment road.
38:16
Speaker 1: Yeah, for sure, Well I know you and I could
38:18
Speaker 1: just iman these are subjects we love and we could
38:20
Speaker 1: just keep going and keep going, but we're going to
38:23
Speaker 1: have to wrap it up here. So if somebody wants
38:25
Speaker 1: to learn more about renew Digital or connect with you,
38:28
Speaker 1: explore maybe some solutions, maybe you've kind of sparked some
38:32
Speaker 1: interest where they're like, you know what, Yeah, I wouldn't
38:35
Speaker 1: mind saving a little bit of money, but still feeling
38:37
Speaker 1: good that I'm covered. What's going to be the best
38:40
Speaker 1: way that they can get in touch with you and
38:42
Speaker 1: or renew Digital.
38:43
Speaker 3: Yeah, so we really like to kind of split things
38:47
Speaker 3: up so that we can have the proper coverage for
38:50
Speaker 3: every state. But then in an increy, you can do
38:53
Speaker 3: it on our website, and our website's just a vast
38:56
Speaker 3: amount of information, or you can just send that to
38:59
Speaker 3: info at renewdigital dot com. Or you can call in
39:04
Speaker 3: and it's eight eight eight two four six five six
39:07
Speaker 3: one one, and there'll be a couple options there and
39:10
Speaker 3: you can just choose and we'll put in touch with
39:12
Speaker 3: the right person and take great care of you.
39:14
Speaker 2: Yeah, that's great.
39:16
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39:19
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39:26
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39:36
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Speaker 1: every smile deserves a suite of excellence. Well, Nathan, I
40:14
Speaker 1: know you know this. The way I like to finish
40:15
Speaker 1: up Haydocks is to do a quick, little speed round.
40:18
Speaker 1: So are you ready for a few questions? Let's go
40:21
Speaker 1: all right, here we go. What is your go to
40:24
Speaker 1: strategy for getting unstuck? If you're facing a tough problem.
40:29
Speaker 3: A lot of times there's an untruth in a situation,
40:32
Speaker 3: and I try to uproot that untruth it Oftentimes it's
40:37
Speaker 3: a me issue, which is hard, right because pride it's
40:39
Speaker 3: hard to deal with. But all right, what is causing
40:42
Speaker 3: me to be stuck? All right? Is that rooted in truth?
40:46
Speaker 3: Or is it not? If it's not, what do I
40:48
Speaker 3: need to deal with there? Is it a person? Is
40:51
Speaker 3: it myself? Or is it a thing? Right? So typically
40:56
Speaker 3: it comes down to a little bit more education.
40:58
Speaker 2: Yeah, yeah, that's I love that. I love that.
41:01
Speaker 1: This is a fun one. If you could add one
41:04
Speaker 1: unconditional perk to a workspace, what would.
41:08
Speaker 3: You add unconditional perk?
41:11
Speaker 5: I'd probably set up like a table tennis and like
41:15
Speaker 5: a pool table and a shuffle board, like in every
41:20
Speaker 5: support groups area ever, And I would love to have
41:25
Speaker 5: enough margin to where, like, you know what, for fifteen
41:28
Speaker 5: minutes a day, it's your break time, but you have
41:31
Speaker 5: to play a game with somebody else in your support
41:35
Speaker 5: I love that.
41:36
Speaker 2: That's great. Yeah, yeah, all right.
41:38
Speaker 1: And to finish this up here, what is one piece
41:41
Speaker 1: of advice you wish you had followed earlier in your career?
41:45
Speaker 3: Oh? Man, I did everything backwards. So I come from
41:49
Speaker 3: a really low income family, and I thought school was
41:53
Speaker 3: for rich kids, and then come to find out I
41:56
Speaker 3: ended up working with all of these highly educated folks. Right.
42:02
Speaker 3: But with that being said, I have three rules after
42:05
Speaker 3: saying that that I live by. Honesty is the best policy,
42:09
Speaker 3: communications second to none, and you can't fake caring. So
42:13
Speaker 3: if I would have had that in my heart, even
42:15
Speaker 3: at a younger age, I just feel like I could
42:18
Speaker 3: have impacted more people for the King Dylan versus mine.
42:22
Speaker 2: Right, Yeah, I love that. That's great.
42:26
Speaker 1: Well, thank you so much for being on Haydocks and
42:29
Speaker 1: just taking time out to have a great conversation with me.
42:32
Speaker 3: Thanks, thank you so much. Jill.
42:36
Speaker 1: Are you ready to start a practice of your own,
42:39
Speaker 1: need a new fresh set of eyes or some advice
42:41
Speaker 1: on your existing practice.
42:43
Speaker 2: If so, reach out.
42:44
Speaker 1: To me Jill Allen at www dot practice results dot com.
42:50
Speaker 2: If you like what we're doing here on Haydocks and
42:52
Speaker 2: want to hear more of this awesome.
42:54
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43:06
Speaker 2: See you next week.