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Skincare as a Clinical Strategy: Exosomes, Hair Restoration & the Future of Aesthetic Dermatology · The Science of Skin

• 0:08
  SPEAKER_01: Hi, I'm Dr.
• 0:08
  SPEAKER_01: Patty Ferris.
• 0:09
  SPEAKER_01: I'm a board certified dermatologist, and I'm your host for this episode of the Science of Skin Podcast.
• 0:16
  SPEAKER_01: I am delighted today to be joined by a very good friend and colleague of mine, Dr.
• 0:20
  SPEAKER_01: Ruth Tidaldi.
• 0:22
  SPEAKER_01: Ruth is an aesthetic physician who practices dermatology at dermatology partners, which is the practice that she founded.
• 0:31
  SPEAKER_01: She trained at Mass General and Will, is it Wild Cornell?
• 0:34
  SPEAKER_01: It's Wild Cornell, College of Medicine.
• 0:37
  SPEAKER_01: And she's currently a member on the medical staff at Newton Wesley Hospital.
• 0:42
  SPEAKER_01: Ruth is known for many things.
• 0:44
  SPEAKER_01: She is a master injector.
• 0:46
  SPEAKER_01: She has trained for almost every company with any injectable that there is in the marketplace, including Allergan, Rebance, and Galderma and lots of companies.
• 0:56
  SPEAKER_01: She is also known, I think, equally for her area of her interest in the area of topical skincare and cosmeceuticals.
• 1:04
  SPEAKER_01: She's one of the most knowledgeable people about skincare ingredients and probably knows more about the skincare brands in the dispensing space than anybody.
• 1:14
  SPEAKER_01: And so what I asked Ruth to come on and talk about today is a subject that she and I both share a lot of passion for.
• 1:20
  SPEAKER_01: And that is in-office dispensing and providing your patients with the products that they need to achieve optimal results.
• 1:30
  SPEAKER_01: So, first of all, Ruth, welcome to the Science of Skin podcast.
• 1:34
  SPEAKER_00: Thank you, Patty.
• 1:35
  SPEAKER_00: It's really nice to be here, especially with you.
• 1:38
  SPEAKER_01: So much fun.
• 1:39
  SPEAKER_01: We have so many years of history and such a shared interest in this subject.
• 1:43
  SPEAKER_01: So I've heard you, Ruth, many times on the podium say that any cosmetic consultation without skin care discussions and recommendations is an incomplete cosmetic consultation.
• 1:56
  SPEAKER_01: So let's start right there.
• 1:59
  SPEAKER_00: 100%.
• 2:01
  SPEAKER_00: As a dermatologist, and I heard you give my little bio.
• 2:05
  SPEAKER_00: I started out as a pediatrician and then I did a germ residency, and I started out doing actually pediatric dermatology, and then my patients got older and they asked me, could I inject Botox?
• 2:17
  SPEAKER_00: And I had never injected Botox.
• 2:20
  SPEAKER_00: I actually spent an afternoon.
• 2:21
  SPEAKER_00: I used to put them on the train and they would go down to see Pat Wexler.
• 2:25
  SPEAKER_00: And then finally one day she called me and said, Ruth, why are you sending them to me?
• 2:31
  SPEAKER_00: And so I got on the train.
• 2:33
  SPEAKER_00: But what I found was that as I got older and my patients got older, and I started to have younger patients and more questions about what do I do at home, that if I wasn't discussing that, someone with less knowledge was going to be discussing that.
• 2:48
  SPEAKER_00: And that was what brought you and I together in terms of what is it, why are our patients coming into us with all of these pictures of products and they're spending hundreds and hundreds of dollars at their the counters at Sax Fifth Avenue, and why is this happening?
• 3:05
  SPEAKER_00: And so that's really what started my interest in how do I educate my patients?
• 3:11
  SPEAKER_00: And even though they were coming for Botox or neuromodulator fillers, neuromodulators or fillers or laser treatments, I realized that if they weren't going home with a true scientific-based methodology of how they were treating skin, then I was not helping them 100% of the time.
• 3:34
  SPEAKER_01: Yeah, that's such a good point.
• 3:36
  SPEAKER_01: So one of the complaints that we hear a lot from our colleagues when you and I are on the podium talking about dispensing, which we often are, I don't have time.
• 3:45
  SPEAKER_01: So tell us, walk us through your flow.
• 3:48
  SPEAKER_01: I know that is part of your genius, and you are a genius because you have figured it out.
• 3:54
  SPEAKER_00: It takes figuring it out.
• 3:56
  SPEAKER_00: It is a dance that needs to be choreographed over and over.
• 4:01
  SPEAKER_00: It's not something that you figure out once, like how we used to, when we were all trained to do Botox, we had one map of how we should inject.
• 4:11
  SPEAKER_00: And guess what happened?
• 4:12
  SPEAKER_00: Even five years ago, we learned guess what?
• 4:15
  SPEAKER_00: The frontalis comes a little bit lower.
• 4:17
  SPEAKER_00: And if we're injecting a centimeter above the brow, we're going to cause a medial brow drop.
• 4:24
  SPEAKER_00: The same thing happens with skincare.
• 4:27
  SPEAKER_00: If you're not figuring out how your office flow is changing and when the patient needs to be basically not handcuffed, but thought brought into the circle of what is this office visit going to be, it if you're not paying attention to the timing of that, you will get behind and you'll talk about your children or your vacations when really, I guess what?
• 4:53
  SPEAKER_00: There's not time for that either.
• 4:55
  SPEAKER_00: You need to talk about what the patient came for.
• 4:58
  SPEAKER_00: So our method is it starts right when they make their appointment.
• 5:02
  SPEAKER_00: Our patients are asked to either send a list of what they use or to bring it with them if they can't send it by email.
• 5:11
  SPEAKER_00: I have a lot of older patients too, and you think I'm a little challenged by tech.
• 5:18
  SPEAKER_00: So as long as they bring it with them, I'm thrilled because we put it right into the system.
• 5:23
  SPEAKER_00: We know what they're using, and I don't pick up a syringe, I don't pick up a needle.
• 5:29
  SPEAKER_00: I my first, first direct quote to my page comment to my patients the first time that I speak to them, it's what do you how do you take care of your skin?
• 5:43
  SPEAKER_00: If they're repeat patients, I say, How many times have you put on your sunscreen today?
• 5:49
  SPEAKER_00: There are key phrases that just kind of jolt them into the fact we're going to be talking about skincare, not second, not third, not at the end of the appointment, but first.
• 6:02
  SPEAKER_01: So you put it front and center.
• 6:04
  SPEAKER_01: You also are very efficient at utilizing your personnel.
• 6:08
  SPEAKER_01: That's something that I'll be honest, I was never good at, Ruth, because I felt like I was always doing it myself, but you do it very well.
• 6:17
  SPEAKER_01: So tell us about your incredible staff and how do you train them and how do they know what to say and what to give the patients?
• 6:24
  SPEAKER_00: That's a lot of energy and effort.
• 6:26
  SPEAKER_00: And honestly, I often go home and I leave the office and say, I could have done that better today with my staff.
• 6:32
  SPEAKER_00: They learn so quickly and they want to learn so quickly.
• 6:36
  SPEAKER_00: It's skincare is interesting.
• 6:38
  SPEAKER_00: Skin care is fun.
• 6:39
  SPEAKER_00: My staff, especially the younger members of my staff, but even the older members of my staff are really interested in learning everything.
• 6:47
  SPEAKER_00: So, yes, I do some training, but I also harness all of the manufacturers to come in and basically provide not just lunch or a snack or a smoothie, but information.
• 7:01
  SPEAKER_00: Because, as you said before, it's impossible to keep up with everything that's new.
• 7:07
  SPEAKER_00: And so you have to have an organizational method to bring people that are experts.
• 7:14
  SPEAKER_00: I mean, I can call Patty on the phone and I do repeatedly because, as much as I know, Patty knows more.
• 7:20
  SPEAKER_00: Um, she knows all the studies, but you can also call the manufacturers and you can have them bring the studies that are perfect pertinent to their products so that then you have a chance to review them with your staff while while they they come in to train your staff, but you can then look at them as well.
• 7:40
  SPEAKER_00: So, yes, training your staff is important.
• 7:43
  SPEAKER_00: And then I used to use a phrase I remember when I used to give the Skin Medica um summits, which I did a lot 15 years ago for years.
• 7:52
  SPEAKER_00: I used to say you have to anoint the staff member.
• 7:57
  SPEAKER_00: You can't just pass them off.
• 7:59
  SPEAKER_00: And so what we do in my office is we call one of the skincare gurus into the office while I'm talking.
• 8:07
  SPEAKER_00: And that's why I talk too much in the office, and then I don't talk at all at home.
• 8:12
  SPEAKER_00: But what I say to my patients while I'm while the when the skincare guru, a member of my staff comes in is, and now Amy is going to basically, after I tell you what I want you to use, then I say, Amy or whoever is coming into the room is going to show you these products.
• 8:32
  SPEAKER_00: You can touch and feel these products, you can decide if they're too expensive or on budget for you.
• 8:38
  SPEAKER_00: Those are the things that tie you down as the doctor.
• 8:41
  SPEAKER_00: You need to be able to anoint someone to do the handoff.
• 8:46
  SPEAKER_00: Ariana is the young youngest member of my staff.
• 8:50
  SPEAKER_00: And honestly, I mean, I couldn't have been doing this with you without her sitting here right now in case something goes wrong.
• 8:57
  SPEAKER_00: So my staff really is amazing in that respect.
• 9:00
  SPEAKER_00: And I'm learning that the younger they are, the more they know what's going on on TikTok, what's being said, what are the what are the things that are out there that are basically misinformation uh points that my patients need to hear me say, no, do not do that.
• 9:16
  SPEAKER_00: I want you to do this.
• 9:19
  SPEAKER_01: Yeah, that's so true.
• 9:21
  SPEAKER_01: They're so much more connected to the whole social media platforms than we are.
• 9:26
  SPEAKER_01: Out of curiosity, how do you now you can share as much as you feel comfortable sharing about your sort of business, but how do you pick what you want to sell?
• 9:38
  SPEAKER_00: I always want to know what's new and what my patients are at least seeing there.
• 9:43
  SPEAKER_00: I love it when my met the members of my staff bring in the products.
• 9:47
  SPEAKER_00: Like goop is a perfect example.
• 9:49
  SPEAKER_00: I hate to badmouth anything, but how many questions did I get about goop?
• 9:54
  SPEAKER_00: I mean, when I hear Ellen DeGeneris on ad on television, and I'm just, oh my God.
• 10:00
  SPEAKER_01: I just tell them it's goop.
• 10:02
  SPEAKER_01: The name is perfect.
• 10:03
  SPEAKER_01: It couldn't have been named any better.
• 10:06
  SPEAKER_01: It is goop.
• 10:07
  SPEAKER_00: But it's also nice when you have drugstore brands that you really believe in.
• 10:12
  SPEAKER_00: I love cerebic.
• 10:13
  SPEAKER_00: I love things that Vichy, I love things that I can say to my patients, well, you can use C correcting complex by revision, which I love because it's lipid-soluble vitamin C.
• 10:25
  SPEAKER_00: And I know the articles say that that alascorbic acid doesn't oxidize and it's not ruined, but my patients don't want it when it's brown and smelly.
• 10:34
  SPEAKER_00: And so I say, well, you can use a$29 version of Lascorbic acid by Vichy, and it's quite good and really just as good.
• 10:43
  SPEAKER_00: Or we can look talk about tetrahexadecal ascorbate, which is the lipid soluble, and I give them information.
• 10:51
  SPEAKER_00: The other factor, Patty, you know this as well as I you have to get really good at when to introduce the scientific words, DNA repair.
• 11:01
  SPEAKER_00: What are the signs?
• 11:03
  SPEAKER_00: Our patients want to hear those things.
• 11:06
  SPEAKER_00: They don't want to want to just hear you're going to glow more, you're going to be radiant.
• 11:12
  SPEAKER_00: That's what's out.
• 11:12
  SPEAKER_00: That's what's at Saxon Avenue.
• 11:14
  SPEAKER_00: That's not what we should be doing.
• 11:16
  SPEAKER_00: We should be talking about the fact that, you know, there's an autosomal dominant and inherited disorder that you've probably seen the patients that can't go out at night.
• 11:28
  SPEAKER_00: And this is how we really tested DNA repair.
• 11:31
  SPEAKER_00: And guess what?
• 11:32
  SPEAKER_00: They had such a reduction in their precancerous lesions.
• 11:35
  SPEAKER_00: But guess what else happens?
• 11:37
  SPEAKER_00: When you're really reversing those dimers, those DNA dimers.
• 11:42
  SPEAKER_00: Remember the tetra?
• 11:43
  SPEAKER_00: Do you remember the DNA helix?
• 11:45
  SPEAKER_00: And I always point my fingers like this and go back to it.
• 11:48
  SPEAKER_00: And when they mispaired, you formed a dimer.
• 11:50
  SPEAKER_00: And then I go on.
• 11:51
  SPEAKER_00: So it's really nice to introduce phrases and terms that separate you from the makeup counter.
• 11:58
  SPEAKER_00: That's a genius bar.
• 12:00
  SPEAKER_01: Well, I think that's one thing social media's done, Ruth, is it's there you have a lot of derms on social media, and you have a lot of influencers who have a good bit of knowledge.
• 12:08
  SPEAKER_01: So they are hearing these words, you know, on social media platforms all day long.
• 12:14
  SPEAKER_01: But they're also hearing the misinformation.
• 12:16
  SPEAKER_01: I mean, beef tallow, we could go on and on.
• 12:18
  SPEAKER_01: There's 10,000 things that they promote that are ridiculous.
• 12:21
  SPEAKER_01: But we could, you know, we it I commend those dermatologists who are on social media because, quite frankly, I don't have the patience for it.
• 12:29
  SPEAKER_01: But I'm happy that some people love doing it and they educate.
• 12:33
  SPEAKER_01: And I think that helps the consumers because you make a good point.
• 12:37
  SPEAKER_01: There's, you know, they don't want to hear marketing mumbo jumbo from us.
• 12:41
  SPEAKER_01: They want to hear about the science.
• 12:42
  SPEAKER_01: And that's really what makes them and convinces them that it's important.
• 12:47
  SPEAKER_00: But the all the the point you made earlier, which is if if you number one, you can't you can't know everything about every new product.
• 12:54
  SPEAKER_00: So don't be over overwhelmed with the slew of products that are out there.
• 12:59
  SPEAKER_00: I think it's really important to try them, have your staff try them.
• 13:03
  SPEAKER_00: That's where the manufacturers come in.
• 13:05
  SPEAKER_00: Talk to your colleagues, see.
• 13:07
  SPEAKER_00: We we send texts and emails to each other all the time.
• 13:10
  SPEAKER_00: We sure do.
• 13:11
  SPEAKER_00: That's really important.
• 13:13
  SPEAKER_00: But don't feel that you have to be the genius bar for every product.
• 13:17
  SPEAKER_00: Arm yourself with your favorites and it will change.
• 13:20
  SPEAKER_00: It's constantly evolving.
• 13:22
  SPEAKER_00: And the other important thing is don't get waylaid in the room where that conversation, there are patients when they bring their bag of products, I'm and I'm 20 minutes late already, then I know I better call Ariana, call Amy into the room because I can't go through every single product.
• 13:40
  SPEAKER_00: But that's when I do the anointing, I anoint them, I hand off these products.
• 13:45
  SPEAKER_00: Some of them are great, some of them I'd like to throw away.
• 13:48
  SPEAKER_00: That's what's going to happen next.
• 13:50
  SPEAKER_00: Get through what you have to do, but at least bring up skincare.
• 13:54
  SPEAKER_00: Soon as they know that you are interested in talking about skincare, they're there for you.
• 14:01
  SPEAKER_00: You and I know that that data has not changed.
• 14:05
  SPEAKER_00: The age of cosmetic consultation has definitely changed.
• 14:09
  SPEAKER_00: It's gone from 43, the average age, to now it's 28.
• 14:14
  SPEAKER_00: I mean, can you believe that?
• 14:16
  SPEAKER_00: But the figure that hasn't changed, Patty, is of the hundred of the that 90, 97, it was, it was close to it wasn't exactly no, it was 87% of your patients after a cosmetic procedure are going to within 24 hours buy a skincare product.
• 14:36
  SPEAKER_00: Why do you want them?
• 14:38
  SPEAKER_00: Number one, it's not about the money you're passing up making.
• 14:41
  SPEAKER_00: It's about why do you want them to buy something that is not going to be efficacious?
• 14:46
  SPEAKER_00: It's it's not going to help their journey into better skin.
• 14:51
  SPEAKER_01: I've always loved that quote, that statistic, which we we've both used on the podium.
• 14:56
  SPEAKER_01: Talk a little bit.
• 14:57
  SPEAKER_01: One of the questions I get asked a lot is from a dermatologist standpoint is how do you learn about ingredients?
• 15:04
  SPEAKER_01: And I mean, you've already said you engage the companies to come in, but you also do a lot of work with companies and consulting.
• 15:13
  SPEAKER_00: I do, but I also feel, and I'm not really you don't need me to keep pat to pat you on the shoulder again, but it's it's meetings that really emphasize what's new and how and how are things changing.
• 15:27
  SPEAKER_00: And your meeting with Ted is really at the top of the heap.
• 15:31
  SPEAKER_00: It's not penultimate, it's ultimate in terms of getting all of the new players to come in and have the conversation.
• 15:41
  SPEAKER_00: And so it used to be to be the master injector, I had to go to multiple meetings, multiple meetings where I would learn how to inject, and not just from the manufacturer because they wanted me to inject their products, but from my colleagues as well.
• 15:57
  SPEAKER_00: And that's why the important cosmetic meetings like Science of Skin, your Summit, I think I said it right.
• 16:04
  SPEAKER_00: That's right, are just really worth their weight in gold to turn us on, not just to the products with actives, but also some fun products.
• 16:15
  SPEAKER_00: I mean, I sell lipstick in my office now because of you, because the French lipstick that you brought with the French lanolin is so beautiful.
• 16:23
  SPEAKER_00: My patients love it.
• 16:25
  SPEAKER_00: I have it on right now.
• 16:26
  SPEAKER_01: That's a great product.
• 16:27
  SPEAKER_01: I love that.
• 16:28
  SPEAKER_01: I love that you're selling that.
• 16:30
  SPEAKER_01: Well, you know, that was our whole goal with the summit.
• 16:32
  SPEAKER_01: There was no skincare meeting.
• 16:34
  SPEAKER_01: And so, you know, Ted was the genius behind the idea.
• 16:37
  SPEAKER_01: But as the minute he said it, I'm like, duh, I should have done that myself 10 years ago.
• 16:42
  SPEAKER_01: Because so many people over the years have asked me, Patty, how do you learn it?
• 16:45
  SPEAKER_01: And I work with a lot of companies too, as do you, and so we we learn it that way.
• 16:51
  SPEAKER_01: But well, let's talk about kind of what's new.
• 16:54
  SPEAKER_01: I mean, is there a single skincare company right now that's not making a play at the longevity?
• 17:00
  SPEAKER_00: 100%, longevity, longevity, longevity.
• 17:03
  SPEAKER_00: And I feel like I don't have that much longevity left.
• 17:06
  SPEAKER_00: So ditto.
• 17:08
  SPEAKER_00: Ditto.
• 17:10
  SPEAKER_01: What happens to the poor baby boomers?
• 17:12
  SPEAKER_01: Our longevity, I mean, are you kidding me?
• 17:15
  SPEAKER_01: Oh my, I'm speaking on it at AAD, by the way.
• 17:18
  SPEAKER_01: And I'm looking at like lifespan and health span.
• 17:21
  SPEAKER_01: Lifespan is 79.2, I think.
• 17:24
  SPEAKER_01: Health span 67 something.
• 17:26
  SPEAKER_01: So there's like a 14-year gap between healthy and how long you live.
• 17:33
  SPEAKER_00: So true.
• 17:33
  SPEAKER_00: And patients come in now talking about diet and semiglutides and hormones and everything, but and peptides and and exosomes.
• 17:44
  SPEAKER_00: And so an interesting um recent phenomenon in my office has been the um development of exosomes.
• 17:50
  SPEAKER_00: And usually I'm not a really early adopter, I'm a later adopter.
• 17:55
  SPEAKER_00: I wait to hear and see and read.
• 17:58
  SPEAKER_00: Um, and so this product, I did not, even though I came to your meeting and I was really impressed with Serena Wiles and everything that she presented.
• 18:07
  SPEAKER_00: I'm talking about Rion's product plated.
• 18:10
  SPEAKER_00: Um, exosomes are a hot, hot topic.
• 18:13
  SPEAKER_00: Everyone's talking about Korean skincare and they're reading, it's on TikTok, it's on every single social media platform.
• 18:20
  SPEAKER_00: And patients come in, they're having all kinds of mic, you know, elect uh different microneedling procedures, and people are using exosomes after laser treatments.
• 18:31
  SPEAKER_00: Um but the interesting thing for me was that when I finally did really use it, really evaluate it with my staff and with myself, I was absolutely bowled over by the fact that what Riyon did was they took biopsy studies from 80-year-old females on their little pamphlet to show the HE increase in collagen in an 80-year-old female.
• 18:58
  SPEAKER_00: And then they should they showed collagen increase, they showed elastin on just you know simple, simple studies.
• 19:05
  SPEAKER_00: I hadn't really been uh faced with something this impressive since the 86 articles that came from the JAD about retinoids and how our epidermis, no, it's not thinning, which is a lot still.
• 19:19
  SPEAKER_00: I hear a lot from the aesthetician garb and patients come in.
• 19:22
  SPEAKER_00: I can't use that because it thins my skin too much.
• 19:25
  SPEAKER_00: And so we reverse that myth, and then we start in on um what in fact is happening with retinoids, and we show them.
• 19:33
  SPEAKER_00: I still show them the picture from the JAD article, and now I have this other little HE staining of an 87% increase in an 80-year-old female in collagen staining.
• 19:46
  SPEAKER_00: So those are things that I think are really impressive.
• 19:49
  SPEAKER_00: Yeah, it's expensive, and it's really hard for us as doctors to recommend an expensive product.
• 19:56
  SPEAKER_00: And so that's something I think that also is important to discuss because not all practitioners, not all physicians or just providers, all of us are comfortable saying to our patient, I'd like you to use this.
• 20:13
  SPEAKER_00: Oh, by the way, it's$320 for an ounce.
• 20:17
  SPEAKER_00: You know, I feel like I'm selling caviar.
• 20:21
  SPEAKER_01: And you are caviar of the skin.
• 20:24
  SPEAKER_01: Do you do you are you impressed with the clinical results with Rheon?
• 20:29
  SPEAKER_01: With uh plated?
• 20:30
  SPEAKER_00: I am very impressed, not only with plated intense, but I personally started the hair serum.
• 20:38
  SPEAKER_01: Oh, no, I've tried that too.
• 20:40
  SPEAKER_00: I had done everything, but you really have to be on it for about four to five months, even though their studies really show a three-month increase.
• 20:48
  SPEAKER_00: But it's not just like minoxidil, where you're basically providing a more nourished uh blood supply and allowing the hair bulb to have more oxygen, more fuel, but you're really doing that stem cell communication to really put more hair bulbs in.
• 21:08
  SPEAKER_00: And I really think their studies are rich in that respect as well with electron microscopy.
• 21:14
  SPEAKER_00: And I really think there is a lot of science there.
• 21:17
  SPEAKER_01: So I had tried it, Ruth, because I had heard anecdotally that it brings the color back in some people's hair.
• 21:24
  SPEAKER_01: It turns gray hair back to brown hair and makes sense if it's signaling stem cells, because stem cell failure is what causes gray hair.
• 21:33
  SPEAKER_01: So, of course, I started trying it, but I didn't have the patience to go their duration.
• 21:37
  SPEAKER_01: And I don't know what what you know what would you do?
• 21:40
  SPEAKER_01: You do it on your whole head?
• 21:41
  SPEAKER_01: I don't know.
• 21:42
  SPEAKER_00: It's well, you that's another interesting factor that they show that you really don't have to treat your whole head, that there's communication once you use it bitemporally, that there is communication to the crown and elsewhere.
• 21:53
  SPEAKER_00: I mean, these are the things that look at studies and you look at what they are providing us, and when you have someone at the helm.
• 22:00
  SPEAKER_00: Who's a true scientist to educate you?
• 22:04
  SPEAKER_00: And that's what you get to assess.
• 22:05
  SPEAKER_00: You, as the practitioner, get to assess who's telling you these things and do you believe them?
• 22:10
  SPEAKER_00: And how big are their studies and what have they seen?
• 22:13
  SPEAKER_00: So you it it keeps you really active.
• 22:15
  SPEAKER_00: I mean, you you you really truly do search for all of the new science that you feel is reproducibly and reproducible and believable.
• 22:27
  SPEAKER_00: And once you try it and people in your office try these things, it's a full-time job though, Patty.
• 22:32
  SPEAKER_00: It's a full-time job.
• 22:33
  SPEAKER_00: I don't know how our colleagues who also have busy practices and are on social media every day, I don't know how they do it, but I certainly don't have the energy for it.
• 22:44
  SPEAKER_00: I do have the energy to keep learning as much as I can because I always say, people say to me all the time all the time, every day, multiple times, well, when are you going to retire?
• 22:54
  SPEAKER_00: Please don't retire.
• 22:55
  SPEAKER_00: And I say, I'll retire when my knowledge is not as good as my colleagues' knowledge.
• 23:01
  SPEAKER_00: So I push myself.
• 23:03
  SPEAKER_01: Yeah, got to.
• 23:04
  SPEAKER_01: If you're still in the game, you've got to do it.
• 23:07
  SPEAKER_01: So I want to just finish on something that you and I both did together.
• 23:12
  SPEAKER_01: And it was about 10 years ago, I guess, when we started realizing that we were losing so much of our sales to the internet, and we got mad, quite frankly.
• 23:22
  SPEAKER_01: And then there was some data because we spent a lot of time teaching people and educating.
• 23:27
  SPEAKER_01: And so we're like, we're getting cut out by it was Amazon and lots of these doctor websites, some of which don't even exist anymore.
• 23:35
  SPEAKER_01: But but so remember there was data, and I think it came from Skin Medica that looked at 10 practices that sold.
• 23:43
  SPEAKER_01: It was good old TNS, the OG at that time.
• 23:46
  SPEAKER_01: And they found that what was the numbers, Ruth?
• 23:48
  SPEAKER_01: You know it better than me.
• 23:49
  SPEAKER_01: Like you get what how much what percentage?
• 23:52
  SPEAKER_01: Second second sale was what percentage?
• 23:54
  SPEAKER_00: 100 products are sold in your office.
• 23:57
  SPEAKER_00: 33 come back for the second, and 11 come back for the third.
• 24:01
  SPEAKER_00: And we exactly for a fight.
• 24:05
  SPEAKER_01: So we thought we came up with the genius idea.
• 24:09
  SPEAKER_01: And our company, which is called Regiment MD or Regiment Pro, is still in business.
• 24:14
  SPEAKER_01: And we developed a digital platform that we could use to sell products to our patients or at least allow them to access for refills.
• 24:24
  SPEAKER_01: So much like I see you sitting in front of your big, you know, global office with all the product, I too continued to keep inventory because people like to walk out with whatever it is you told them.
• 24:36
  SPEAKER_01: But you've been very successful using the platform and kind of connect.
• 24:41
  SPEAKER_01: I I think it's the connectivity of connecting the patients to your practice through the Regimen Pro platform that really was maybe the magic sauce that we came up with.
• 24:52
  SPEAKER_00: It was definitely a secret sauce.
• 24:55
  SPEAKER_00: And as soon as you and I realized that that ship had sailed, and if we didn't get on that ship in terms of our patients are on the internet, our patients are not necessarily just coming into our office to buy product, that we're gonna spend hours and hours educating them.
• 25:17
  SPEAKER_00: I don't think of it as really a financial arrangement in terms of what it's easier for our patients.
• 25:26
  SPEAKER_00: They trust our judgment, they're going to shop, they're gonna look for other things.
• 25:30
  SPEAKER_00: And so the platform that we developed really allows them to do that under the tutelage of us.
• 25:38
  SPEAKER_00: So they can go to our page on Regimen Pro and they can basically say, What else does she like?
• 25:44
  SPEAKER_00: And that's a safer place to be than at Bloomingdale's.
• 25:51
  SPEAKER_01: Agree.
• 25:52
  SPEAKER_01: Um, I think it's been really interesting.
• 25:55
  SPEAKER_01: You and I, you know, did a startup together 10 years ago.
• 25:59
  SPEAKER_01: Startups are a challenge, we've had our challenges, but I think we're feeling pretty good about the contribution that we made to the derm community and to the aesthetic community.
• 26:07
  SPEAKER_01: You don't have to be a dermatologist to sell through Regimen Pro.
• 26:11
  SPEAKER_01: So, you know, it's another tool.
• 26:13
  SPEAKER_01: We're not the only one out there.
• 26:15
  SPEAKER_01: There's been some Me Toos since we developed ours, but I think we were one of the first.
• 26:20
  SPEAKER_00: We were definitely.
• 26:21
  SPEAKER_00: And Patty, don't forget, we also, way before Dr.
• 26:24
  SPEAKER_00: Radio, we had another foray in bringing our knowledge to the masses.
• 26:30
  SPEAKER_00: We basically started a radio talk show, and then the market crashed.
• 26:35
  SPEAKER_00: And our big supporter, who was at that time Neutrogena, said, I'm sorry, ladies, but we just don't remember that.
• 26:44
  SPEAKER_01: I forgot that was before Dr.
• 26:45
  SPEAKER_01: Radio.
• 26:46
  SPEAKER_01: Boy, we've got a lot of history.
• 26:48
  SPEAKER_01: Well, Ruth, as always, you're a wealth of information.
• 26:51
  SPEAKER_01: I hope everybody goes away from this episode, knowing that selling skincare is important.
• 26:57
  SPEAKER_01: Recommending skincare is even more important.
• 27:00
  SPEAKER_01: And being the genius bar of skincare is one of your things I love that you've always said.
• 27:05
  SPEAKER_01: Like for all of you out there practicing, try to be the genius bar of skincare.
• 27:09
  SPEAKER_01: You can't know everything, but know some things really well.
• 27:12
  SPEAKER_01: And that way you can really help your patients, whether they're doing a laser procedure or an injectable or whatever it is that might be going on with that patient, could be skin cancer patient, right?
• 27:22
  SPEAKER_01: You talked about DNA repair enzymes.
• 27:25
  SPEAKER_00: 100%.
• 27:25
  SPEAKER_00: And the other thing is enjoy it, have fun with it.
• 27:29
  SPEAKER_00: It basically connects you to your patient.
• 27:31
  SPEAKER_00: It really is important.
• 27:33
  SPEAKER_00: It's a it's a stickier glue than where your kids went to summer camp.
• 27:37
  SPEAKER_00: I promise you that.
• 27:46
  SPEAKER_01: Yeah, and it's so much a better use of your time and gives the patient so such valuable information.
• 27:53
  SPEAKER_01: So, Ruth, I want to thank you for joining.
• 27:55
  SPEAKER_01: I want to thank everybody for listening.
• 27:57
  SPEAKER_01: If anybody has any questions, you can put them into questions at Science of Skin Summit.com.
• 28:03
  SPEAKER_01: And we hope that you'll come back and hear our next episode of the Science of Skin Summit podcast.