Strategic Startups: Empowering Practices with Renew Digital

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Welcome to the Haydocks Podcast with your host Jill Allen.
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Today I am joined by Nathan Hudson, regional sales director
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at Renewed Digital. Nathan works with orthodonic practices to help
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them make smarter decisions around technology, efficiency and long term growth.
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As practices continue to balance overhead production and patient experience,
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having the right systems in place becomes critical. In this episode,
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we're talking about how practices can think more strategically about
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their businesses, where inefficiencies tend to show up, and how
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technology fits into the bigger picture of profitability and scalability.
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So let's jump.
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In and now a word from the sponsors who make
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this podcast possible. Are you thinking about opening an orthodonic practice.
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I know it's a big decision, but saving twenty five
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percent on the Adeck equipment you need to get started,
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that's an easy one because Adeck has a special program
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help you run and grow your business, and my favorite part,
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after you open your doors. That gives you flexibility to
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add more chairs as your cash flow grows.
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It's pretty smart.
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As an orthodonist, you care about getting all the little
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details right, and Adck really got it right with this program.
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So I starting off with the big savings on Adeck
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equipment sounds good to you. The AdEx Smart Start is
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definitely worth a closer look. Just follow the link in
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the show notes to learn more. When a cleaner workflow
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for orthodonic cases meet Clarity Solutions from Solventum formerly three
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M Healthcare.
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one workflow, fewer handoffs, and more control for planning through retention.
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Simplify your next case. Reach out to your local Solventum
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sales rep today or visit us at go dot Solventum
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dot com forward slash Clarity again that is go dot
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so l v E N t U M dot com
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forward slash Clarity to learn more. Nathan, I'm so excited
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to have you on haydos.
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Thanks for being here.
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Yeah, thanks for having me. What a nice little surprise
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to be asked to join you. So thank you.
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Absolutely absolutely, So you probably know this the way I'd
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love to start off Haydocks, especially with guests that I
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haven't talked to. Would you mind starting us off with
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a little bit about yourself, about your background and what
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you do and how you help with renew Digital.
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Sure? Yeah, So I come from an engineering background, and
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then in the I must show my age here a
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little bit. But in twenty eleven I was recruited from
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the University of Akron to join Henry Shine. So that
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was a really nice invitation and I moved halfway around
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the country to join the recruits there, and I was
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real Fortunately I got to be a Rookie of the
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Year and then I got to be the number one
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rep in the country, which was super fun. But that's
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really kind of what led me into my opportunity with
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renew Digital, because I would help doctors who were maybe
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thinking about upgrading, but they still had a perfectly great,
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low use fill in the blank system, and I would
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call renew Digital, Hey, what can we do for this doctor?
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And so they did a great job of procuring only
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high end systems and we could implement those and I
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should back up. In twenty seventeen, I went to Bank
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of America for a short stent to do dental lending
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to understand the numbers more. And then Shine's like, dude,
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you got to come back. What can we do to
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get you back? And so I did that for a
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little bit more, and then I got to join renew Digital,
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which kind of fell into what we'll talk about today
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with how do we help doctors save on overhead, increase efficiency,
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and broaden procedural codes, which is probably your whole team's
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philosophy because you guys are so good and that led
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us to here today, So thank you so much again.
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Yeah, absolutely, Well, I know today's going to be a
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fun conversation because we're both talking about things that we're
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passionate about that we love, and to your point, we
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both have a desire to make sure that doctors are
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successful and they are thinking about I always sometimes say
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the un sexy side of business, right. They want to
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be really great clinicians and run a really great practice,
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But there are things that we have to talk about
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and think about and do as business owners. And I
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think that having that good understanding of some of those
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other components that actually play into a strong business just
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really again helps our doctors for sure. So I want
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you to talk a little bit about something that you
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call the five bees. And I know if I remember
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right there banker, broker, being counter and broadcaster and builder,
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I think it was So can you walk us through
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what that means, what's the framework and how that applies
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to practice owners?
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Yeah, sure thing, And I thought that that was imperative
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and full disclosure.
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I stole a little bit of that from Matt Zolfo
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from Professional Transition Strategies.
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Hey, that's okay, you're throwing out the kudos there the crip.
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I've put my own spin on it a little bit too.
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But this is what you and I get to face
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a lot of times when we're having conversations. And I
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believe this kind of really hit home in twenty twenty
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four when we have like six thousand doctors call us
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for machines in about twelve hundred of them were startups.
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So it's like, oftentimes I'm not trying to throw any
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bad things at the industry, but sometimes we just get
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lost in what it is that we're doing. Meaning as reps,
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we are hit with a number that we have to
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hit to stay in good graces, so to speak, and
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so sometimes you lose sight of the end client. And
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I just I didn't like that. I didn't like the
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way it made me feel, and I didn't like that
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it seems self serving. And I think that's where you
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and I both kind of live, like, all right, we
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got to hit some things up front just to make
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sure we're in sync. So, first of all, to do
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a startup, can you get the money? Who are you
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talking to? For bankers? Now, all bankers are a perfect
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fit for dental startups. No one knows that better than you.
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In addition to that, on the broker side, that's the
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largest financial commitment you will run into outside of a divorce.
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And I don't like to use the d word, but
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it is a real deal and it's kind of a
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real number. So most lease spaces are three quarters of
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a million dollars and higher. So I think it's wildly
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important to get a dental specific broker who can negotiate
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tenant improvements in details on your behalf, so that they
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can communicate to the landlord who hasn't rented to maybe
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a dental specialty or general dentist where the failure rate
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is less than most oftentimes four percent. That's awesome considering
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restaurants are like eighty six percent failure rate, right, we
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don't wish.
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Anything for on them, but the numbers are the numbers.
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So I've heard different numbers around the restaurant side. Eighty
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six was the most accurate I thought that I found
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in my research.
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But and then we've got the being counter AKACPA. I
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hate to call them being count but at the end
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of the day, they are great at their craft. And
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the most expensive thing outside of employees are taxes for
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what a doctor will spend. So if your entity isn't
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set up correctly, then you can't take advantage of all
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of the opportunities Uncle Sam is put in place for
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you to take advantage of. So a lot of people
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call them loopholes. A lot of people call them like
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how to stick it to the man. But these are
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all things that are already put in place for building
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business in the United States, which is wonderful. So there's
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some great tax strategy with even Robert Kyosaki and his
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tax planner, but you kind of need somebody on your
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side who understands your cost of living best. And then
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the broadcaster, it's you can't get started almost too early
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with having somebody market you manage your brand right, your reputation,
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and then also advertise do you have chair space available?
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Are you completely full? Are you not? Are you starting
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a new location, what's happening there? And then on the
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startup side, a builder is always pretty helpful. Even though
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a lot of builders say that they can do all
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of the specific things, not all builders understand what vacuum
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size requirements which equate to plumbing, electrical mechanical scenarios. So
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after you've been part of, you know a thing, have
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been part of right around twelve hundred startups, I don't
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know everything, but I've learned a few things during that time.
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So yeah, I really hammer home on all five at
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those because a lot of folks will call renew Digital
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first because the CBCT is oftentimes the single most expensive
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thing in a down practice, so they call us often
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and it's like, all right, who are you working with
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to start out? And that's where we drive all those
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details from, and then we can expound on that how
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much or however little you wish, but your team's exceptional
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at that process. So I think that's why thank you
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merged so well together?
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Yeah?
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Yeah, for sure, for sure. So you and I both
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You know, you've been doing this a long time. I've
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been doing this a long time. And when we look
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at what it takes, not only from the framework of
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setting up a practice, especially if it's going to be
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a startup or you're talking about all the different components
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and the players that come into that, but I also
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think there is you touched on this just a minute ago,
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and a lot of times when we're looking at startups,
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we aren't necessarily thinking about an efficient practice or our overhead. Yes,
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we're thinking about how we're going to build something. There's
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a component of we have to set up our fees,
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but I think that that is an important thing that
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we do need to think about, and i'd love to
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get your perspective on that. And when you're talking to
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that new doctor that's reaching out and they're thinking, the
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number one thing I need to do is make sure
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I've secured the right machine that's going to help me
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see the images that I need, or that I have
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got the right scanner or this or that. A lot
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of times they focus on what they're thinking about, not
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necessarily about all the other things that come into play there.
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But i'd love it if you would give me your
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perspective on how important that is to find that balance
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between efficiency overhead all of that.
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Yeah, I would share with you that the two terms
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that I use in this conversation is doctor, are you
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looking for tools or are you looking for toys?
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That's a good one, right. One of them.
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Generates income, one of them complements your preferences. Right. So
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with that, I'm like, all right, because a lot of
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folks will ask, like, hey, ny, I don't know about
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buying a pre owned X ray, And I'm like, and
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here's what's crazy about X rays? That sounds like People
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tell me, like, you really sound like a used X
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ray salesman right now, I'm like, I do because of
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what I'm about to say. So, like a lot of
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people are like, you know, this thing's seven years old,
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Like what the heck? The new ones can do so
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much more. I'm like, in fact, this machine, some of
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them going back thirteen years, are the exact same as
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what's on the production line today. So when we go
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through our process, if anything needs repaired, replaced, or refurbished,
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Now you've just cut thirty to sixty percent off of
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the single most expensive thing in your practice. And it
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does all the same things because we include the newest software,
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so you have a new experience at a certified prem price,
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which is really helpful. So now it becomes these aren't
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even a tools or toys question. This is a pride issue.
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Can I say that? Yeah? And I do have some
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doctors who have said that no one in their family
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has ever owned a certified preon or a used car,
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and I'm like, we're probably not a fit for you. Okay, Yeah,
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you also have nine hundred and seventeen thousand dollars in
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cash ready for your startup. That's unique, that's not common. Right,
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So you might be okay to get some toys and
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tools and not be affected by any of that. But
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the right rep is going to give you a feel
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in your gut. And if you feel in your gut
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as a clinician, I don't know that this person is
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taking full care of me, they're taking full advantage of
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their commission plan, then there's a reason why you feel
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like that. Not everybody is dishonest, that's wonderful. Not everybody
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is doing it for the benefit of the end user. Gratefully,
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we're in a really great spot in ORTHO. There's not
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a lot of crummy people. But sometimes people just don't
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know what they don't know. So then we just got
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to get down to what you and I do. So well,
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we ask the questions, well, do you need this? Do
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you want that? Does this affect your productivity in the practice?
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So that leads back to the toys or tools conversation? Yeah, so,
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and what's your ultimate goal? Where do you want to
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be in three to five years? Some people, I mean,
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I'm going to un fifty practices five years, And I'm like,
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I will pray for you. I will.
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I love that. I love that. I think that that's
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such a great way to think about it.
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And I cannot agree with you more that it is
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this what are you weighing out there? Tools or toys?
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And I think that is a really good way to
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think about this. But I also think about just the
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thought of Okay, we only have the practical side of
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this is we only have X amount of dollars in
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our budget, especially if we're doing a startup. And I
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talked to my doctors a lot about this. Like you,
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you think a million dollar loan is a lot, and
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it is a lot, and you think, oh my gosh,
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how could I ever spend that money. That's just so
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much money. You know, I probably am over asking. But
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when we really break it down and we go through
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that budget, every little place that we can save makes
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a huge difference because usually all of those savings where
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we save here and there, what we're doing is carving
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out more money to put towards the thing that is
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going to be most important when you're starting a practice,
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and that is your marketing, your branding, getting that practice going.
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And if we spend everything all out on the top
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end and don't have the resources left to build our brand,
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to build our marketing campaign, to get out there and
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love on the dentists that are going to start referring
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patients to us, and all the different things, it can
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really make a difference from what I see in a
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practice that's going to do three hundred thousand in their
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first year are going to do a million in their
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first year, just in the difference of how they're being
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smart with how funds and I think, to a point,
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even sometimes maybe a little frugal in the sense of
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do I really need that brand new hot off the
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line machine, or can I do an X ray machine.
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We'll just use that as an example that is certified,
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it's going to run well, it's going to meet my
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needs and allow me to do something else. And I'm
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going to do a shameless plug for you guys, because
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for as long as I have been working with your company,
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I have yet to have a doctor that has come
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back and had an issue with a machine that they
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have purchased. And I say that, you know when my
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docs are asking about that. But I think this is
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a great opportunity for us to find a way to
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carve out adjust things a little bit in our budgets.
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So I love it that I know that if my
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docs are reached it out to you guys, even just
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thinking about the software component of it, it makes a
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big difference when we're trying to maneuver our way through
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that startup process.
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Yeah, I think you're where your team really and thank
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you for that very compliment. But I think another place
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that your team does extraordinarily well is the afterthoughts, like Okay,
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I'm starting this practice, I'm doing this, I'm doing that,
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I'm getting this equipment, these chairs, these units, these lights.
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Got this waterless air compressor, I got this a liner trimmer,
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I got robotic vendors, I got the thanks, But your
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team's really great at highlighting. Like, listen, you're in Texas
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and you have a storefront and you haven't accounted for
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any blinds, like you don't want to melt anybody in
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your chairs, Like we don't. Lines can be expensive. We
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knew that blinds should be anywhere from five to fifteen
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thousand dollars. Okay, what are you doing for your signage?
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Oh my goodness, I didn't even think about my signs. Okay,
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we looked at the least space doesn't include any signage.
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You can put on, do a pendant sign or you
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can do x ye. And your team's awesome at this,
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like thank hey, you've got thirty grand for marketing. I
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love the one hundred twenty eight thousand dollars cone beam
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you're getting. But we're gonna have to look at some
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things because if we don't have any butts in these chairs,
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we don't get to use one hundred and twenty eight
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thousand dollars cone beam. Right, So your teams so great
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at that. I'm so grateful for that, because not everybody
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takes care of the of the end user, which is
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what I started out with, right, kind of get lost
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in your own thing. It's not that we want that
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for anybody else. It's just that we want well for ourselves.
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It's human nature. Yeah, So those afterthoughts are the little
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singers that kind of bite you out the fact of
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now what do I have to give up?
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So yeah, yeah, for sure.
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Who it is, you don't have to give up much.
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Yeah right, you just have to be smart about it
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the first time.
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Absolutely.
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And now a word from the sponsors who make this
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00:18:54.559 --> 00:19:01.079
podcast possible. Hey, docs, if you're a new patient, follow
338
00:19:01.200 --> 00:19:06.319
up depends on someone remembering it's leaking revenue. Grayfinch automates
339
00:19:06.400 --> 00:19:09.960
new patient follow up. Texts and emails go out automatically,
340
00:19:10.319 --> 00:19:14.000
and your treatment coordinator just checks their tasks list to
341
00:19:14.079 --> 00:19:18.200
see what needs a quick call or a more personalized message.
342
00:19:18.519 --> 00:19:21.279
That is one of the many reasons I recommend everyone
343
00:19:21.359 --> 00:19:22.559
take a look at Grayfinch.
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00:19:23.039 --> 00:19:24.839
It isn't just a follow up tool.
345
00:19:25.200 --> 00:19:28.680
It's a complete practice management software built to help you
346
00:19:28.759 --> 00:19:32.519
grow and scale, stop leaking revenue, and get five hundred
347
00:19:32.519 --> 00:19:36.319
dollars off your startup fee with the Jill allenspecial at
348
00:19:36.559 --> 00:19:45.519
Grayfinch dot com forward slash Jill Allen. So let's talk
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about inefficiencies because you and I, again we've been doing
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this for a while, we have seen the gamut in
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different practices, different stages of their life, different components along
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the way. And I'm wondering, when you have worked with
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doctors and you're talking to them about their systems and technology,
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talk to me a little bit about areas that you
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kind of key in on that could be efficiency gaps,
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whether it's it established or a startup practice.
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Yeah, I think there is a place for certified pre owned.
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There's also a place for new. So what happens in
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a lot of situations that I found and I'll never
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forget it in Dallas, Texas at Orthopreneurs and there is
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a line of people. Vauxhall Dental was like the first
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distributor of three D printers. Well, we weren't part of
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Vauxhall at that time. It was three sixty five Printing,
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which is now merged with Vauxhall. But there were a
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line of about nine doctors standing there to ask could
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I pay you to come train me on this printer
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that I bought from Amazon or from the dealer down
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the road that I saved six hundred dollars from Because
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they haven't been out. Apparently their trainer is not well whatever,
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fill in the gaps, right, So it's like, cool, you
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saved six hundred dollars, you lost the training. So now
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the folks on your team will not have the proper
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knowledge on how to make you more efficient. So and
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oftentimes we're talking about smaller dollar volume. We're not talking
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fifty to one hundred and fifty thousand dollars worth of imaging.
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We're talking printers that are sometimes ten to twenty g's right.
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A lot of times that training is built in there,
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and people don't want to train buyers who have purchased
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their three D printer from someone else. If I can
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just be so, just like finishing somebody else's case, does
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anybody want to finish somebody else's case that's three quarters
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of the way through it? Not so much?
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Yeah, exactly really of course.
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Yeah. But on the flip side, there's that inefficiency. But
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the probably the thing that you guys hammer this home,
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which I'm so grateful for but that I love most
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about you, is you ask, all, right, Doc, what's the
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goal of the practice, and have you communicated that to
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these four right? Because if we're all shooting towards our
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own goals. There's no cohesion at all. And so when
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you're doing your introductions and your team building programs, it's
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just wild to know that so many people don't have
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a team meeting in the morning or anytime right.
394
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Right as you can, you do it, you can.
395
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I'll run down the middle kind of thing, right, so right, yeah,
396
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just not being on the same page, right, not even
397
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talking about the imaging. And then on the imaging side,
398
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not everybody wants to see a full skull CBCT. Some
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people just want to see knine impactions or tooth eruption patterns,
400
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which is great, and that's okay. It's just as reps,
401
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we got to do a better job of asking that question,
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not just selling because a doctor is buying and that
403
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padded our number by and twenty forty. Grand right, But
404
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when we do that for these doctors, because not all
405
00:23:13.720 --> 00:23:16.559
of them are a fan of extracting SEFs from cbct
406
00:23:16.599 --> 00:23:20.480
you or full volume cbcts. That actually takes some time
407
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for some machine. So gentleman in Texas called me, He's like, dude,
408
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I see a hundred and thirty patients a day here.
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I got the newest, biggest, baddest pan sef CBCT. It
410
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takes ten to twelve minutes to run through the images,
411
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and every time I look down that hall, there's nine
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people standing there waiting to take images. Oh yes, I
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have this product at my other practice, and I can
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have all of those images plus an airway analysis and
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reviewed in under two minutes. Doesn't sound like a big deal,
416
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But you got one hundred and thirty patients a day,
417
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you're kind of hustling at that point.
418
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Yeah, yeah, for sure. And I think that that, again,
419
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such a good point is we don't always think about
420
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these things in the beginning, or we aren't always talking
421
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to the right people to ask us the right questions. Yeah,
422
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maybe that's not a big deal if you're a startup
423
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and you could afford it and you've got nine minutes
424
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to kill in a day, because we're just happy to
425
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have nine patients in in a day. Big difference when
426
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we're running one hundred patients through. And I think it's
427
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not only just looking at the tools that we're going
428
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to surround ourselves with to make us better clinicians, and
429
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when we even design offices, you know, it's how are
430
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we going to set up our clinics so that we
431
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aren't doing too many extra steps, or so we aren't
432
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going down hallways that go to nowhere and all those
433
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different things. But it really is like, are we going
434
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to be able to use this to the fullest capacity,
435
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whether you're buying something inexpensively and then not being trained
436
00:24:52.960 --> 00:24:55.400
on it and then not using it after the fact,
437
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or maybe over buying because it was great sold to you,
438
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you know, and and now you're like, this doesn't quite
439
00:25:04.559 --> 00:25:08.119
work the way I had hoped it would, right, right.
440
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I think as professionals, even if we were sitting in
441
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a doctor's seat, I've never done that, so I don't
442
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want to speak too highly there. However, it's an education process.
443
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I don't want anybody that came to me or anybody
444
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that I've referred to you to say I feel like
445
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I got sold. I want them to say I feel
446
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like I got an education. I was able to buy
447
00:25:31.359 --> 00:25:35.119
what fit me best, because that's the difference between being
448
00:25:35.279 --> 00:25:40.680
novice and professional. Same for Dennis, right, they can and specialists. Hey,
449
00:25:40.920 --> 00:25:46.960
I recommend this aligner system versus this bracket system. Right,
450
00:25:47.279 --> 00:25:51.799
so really helpful, just even from a patient perspective. I've
451
00:25:51.839 --> 00:25:54.559
got two kids embraces, so in each one of them
452
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needed something wildly different, but I love the education process
453
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so that I didn't feel forced to the one size
454
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fits all.
455
00:26:02.640 --> 00:26:05.720
Yeah. Absolutely, So you touched on this earlier and I
456
00:26:05.799 --> 00:26:08.839
want to circle back around to it, but I want
457
00:26:08.880 --> 00:26:13.119
to talk about Renewed Digital being part of Vauxel Dental
458
00:26:13.559 --> 00:26:16.640
and the practice network and talk to me a little
459
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bit about what that means, because it's been fun for
460
00:26:19.680 --> 00:26:22.480
me to kind of see the two separate companies and
461
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then the merge of the companies and then the evolution
462
00:26:25.319 --> 00:26:28.680
of product even that has come in and just I
463
00:26:28.680 --> 00:26:32.079
think you guys are just carrying a really great space
464
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or covering a really great space even into I don't
465
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see nowadays in any of the startups that I'm doing.
466
00:26:38.680 --> 00:26:41.640
We're not putting wet labs anymore. Everything is going into
467
00:26:41.720 --> 00:26:46.519
dry labs. And we've got this culmination of technology that
468
00:26:46.920 --> 00:26:51.000
is really coming together on that clinical side. And not
469
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that it hasn't been there, but I think it's more
470
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important now than ever.
471
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Where the way we.
472
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Design our offices, to the way we think about using
473
00:27:00.400 --> 00:27:03.400
a scanner, to it the way we think about X
474
00:27:03.519 --> 00:27:07.480
ray and airway maybe in some of this too, you know,
475
00:27:07.559 --> 00:27:10.720
are we going to outsource our models or are we going
476
00:27:10.759 --> 00:27:13.440
to print them in house? And what's the evolution of
477
00:27:13.480 --> 00:27:15.920
all of that, And just in the beginning, I think
478
00:27:15.920 --> 00:27:19.640
a lot of times startups aren't necessarily thinking too far
479
00:27:19.680 --> 00:27:20.440
ahead about that.
480
00:27:20.640 --> 00:27:21.599
But we have to.
481
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Design for what is coming for the future and then
482
00:27:25.400 --> 00:27:29.960
add our toys and or tools in as we're moving
483
00:27:30.000 --> 00:27:32.240
in that direction. And I'm wondering if you can talk
484
00:27:32.279 --> 00:27:34.799
about that and how you guys are covering that space
485
00:27:34.880 --> 00:27:36.920
so well and how that's all working.
486
00:27:37.640 --> 00:27:40.319
Yeah, So I'm just thinking of a couple of key
487
00:27:40.400 --> 00:27:45.319
people on our Vauxel side, like Michael Sturnaman, and we
488
00:27:45.400 --> 00:27:47.400
have want on the team as well. And these guys
489
00:27:47.400 --> 00:27:53.119
are extraordinary. They go to South America, they help reconstruct abnormalities.
490
00:27:53.359 --> 00:27:58.039
I'm talking intrusive surgeries where they're elbow deep with surgeons
491
00:27:58.079 --> 00:28:01.400
and they're just wildly so. But what I love about
492
00:28:01.440 --> 00:28:04.960
them is they have so much lab experience on the
493
00:28:05.200 --> 00:28:08.799
Ortho side that they've really been able to help because
494
00:28:08.799 --> 00:28:11.599
we have so many people call us for startup advice,
495
00:28:11.839 --> 00:28:14.160
but they don't really have somebody who really knows how
496
00:28:14.160 --> 00:28:17.880
to lay out a lab that is complementary to an
497
00:28:17.880 --> 00:28:23.200
onliner trem or printers or cure wash stations in addition
498
00:28:23.279 --> 00:28:26.920
to what other things that they like to embark on.
499
00:28:27.279 --> 00:28:32.519
So there's electrical requirements, sometimes there's pneumatic requirements. Sometimes there's
500
00:28:32.640 --> 00:28:36.480
vacuum requirements, right, so with residents and what have you.
501
00:28:36.880 --> 00:28:38.839
But the fact that we've been helping a lot of
502
00:28:38.880 --> 00:28:43.039
clinicians kind of stage their lab as they go because
503
00:28:43.079 --> 00:28:47.279
not everybody uses the distributors for designs anymore. There's so
504
00:28:47.400 --> 00:28:51.319
many architects at play. There's probably a whole other conversation
505
00:28:51.440 --> 00:28:51.799
that we.
506
00:28:51.799 --> 00:28:54.240
Can for another session.
507
00:28:57.640 --> 00:29:00.880
But on the flip side, renew digital, Well, here's kind
508
00:29:00.920 --> 00:29:05.160
of our mindset. High cost items that we can save
509
00:29:05.680 --> 00:29:11.480
doctors significant overhead for or on and increase the bottom
510
00:29:11.519 --> 00:29:14.839
line because to get up and running, and we want
511
00:29:14.839 --> 00:29:18.160
Soul Props to compete like we do a lot of
512
00:29:18.200 --> 00:29:22.000
business locally with the people we love and not that
513
00:29:22.000 --> 00:29:25.519
that doesn't exist anywhere else, but we really want to
514
00:29:25.559 --> 00:29:31.079
help folks lower overhead, increase efficiency, and brought procedural codes
515
00:29:31.079 --> 00:29:35.640
that they can establish or bill on. So patients aren't
516
00:29:35.680 --> 00:29:38.200
dollar signs, but we have our own niches, right, So
517
00:29:38.240 --> 00:29:41.680
if you can save thousands or tens of thousands of
518
00:29:41.720 --> 00:29:45.559
dollars on imaging really makes sense because the machines that
519
00:29:45.599 --> 00:29:49.039
we sell are all Windows eleven compliant and they are
520
00:29:49.519 --> 00:29:52.400
going to be relevant to today's market, or we don't
521
00:29:52.440 --> 00:29:55.920
sell them. Same with intra oral scanning. Did anybody ever
522
00:29:56.000 --> 00:29:58.720
think that I Tara would have an offering with no
523
00:29:58.880 --> 00:30:01.880
monthly fees like we have. That that's kind of that's
524
00:30:02.000 --> 00:30:05.960
unique to us. So I'm super grateful for that. And
525
00:30:06.000 --> 00:30:08.400
then we've got some other scanners that we've actually helped
526
00:30:08.480 --> 00:30:12.359
develop to bring to market. I'll call that what it is.
527
00:30:12.400 --> 00:30:16.799
Through Vauxel, they've really put in a lot of investment
528
00:30:16.960 --> 00:30:20.599
in helping others compete, to help bring the pricing to
529
00:30:20.839 --> 00:30:25.119
a more palatable amount so people can afford the technology,
530
00:30:25.160 --> 00:30:30.720
which is great. But on the high tech, high touch products,
531
00:30:31.200 --> 00:30:35.079
Voxel's still rolling out red carpet, white glove treatment and
532
00:30:35.279 --> 00:30:37.920
we want to continue with that. There used to be
533
00:30:38.599 --> 00:30:45.759
specific roles at distributorships that had a digital integration person,
534
00:30:46.640 --> 00:30:49.279
and a lot of that has gone away just in
535
00:30:49.359 --> 00:30:54.680
the effort to cut costs and consolidate roles. I'm not
536
00:30:54.759 --> 00:30:56.799
throwing stones. They got to do what they got to
537
00:30:56.839 --> 00:31:01.640
do to make shareholders happy. However, we're still private, We're
538
00:31:01.680 --> 00:31:05.200
still embarking on the journey with many of our doctors,
539
00:31:05.759 --> 00:31:08.759
and I tell everybody, look at the reviews. We are
540
00:31:08.759 --> 00:31:12.640
not perfect. We strive for perfection. We don't nail it
541
00:31:12.680 --> 00:31:15.359
every time, but the greater majority we do, and when
542
00:31:15.400 --> 00:31:18.359
we don't, we make it right. So that's all I
543
00:31:18.359 --> 00:31:22.000
could ask of my team, but I'm grateful that they
544
00:31:22.359 --> 00:31:25.160
you don't have to ask. They want to provide that
545
00:31:25.359 --> 00:31:28.720
without it. So yeah, that's really the difference is high tech,
546
00:31:28.799 --> 00:31:35.400
high touch, voxel, new high implementation process, training, renew digital
547
00:31:35.680 --> 00:31:39.200
typical high costs where we can save you a great
548
00:31:39.319 --> 00:31:40.680
number of dollars.
549
00:31:41.000 --> 00:31:43.119
Yeah, I think it was such a smart move, the
550
00:31:43.200 --> 00:31:47.319
combination of the companies, and I have really appreciated that
551
00:31:47.400 --> 00:31:50.480
because to me, I feel like it's a one stop shot.
552
00:31:50.559 --> 00:31:53.599
My docs can reach out and kind of get all
553
00:31:53.640 --> 00:31:57.599
their needs met when we're thinking about from the records
554
00:31:57.599 --> 00:31:59.839
to the lab, to the X ray to all of
555
00:31:59.839 --> 00:32:03.880
the those scanning all those different things, which is just nice. Now,
556
00:32:03.920 --> 00:32:06.079
I do want to pose a question to you because
557
00:32:06.119 --> 00:32:08.880
I get this a lot, and I'm going to take
558
00:32:08.960 --> 00:32:11.480
us down a rabbit hole for just a second. But
559
00:32:11.920 --> 00:32:13.720
there's always and You've kind of been alluding to this
560
00:32:13.759 --> 00:32:16.880
a little bit, but there's always this I feel like
561
00:32:16.960 --> 00:32:20.799
this war between well, do I go with an equipment
562
00:32:20.839 --> 00:32:23.680
specialist and I just kind of buy everything from them,
563
00:32:23.799 --> 00:32:26.119
you know, they give me the list and I try
564
00:32:26.160 --> 00:32:27.839
and beat them up a little bit on price, but
565
00:32:28.359 --> 00:32:31.839
they're going to manage everything for me and it's.
566
00:32:31.640 --> 00:32:32.400
Going to be great.
567
00:32:33.160 --> 00:32:37.480
Or do I try and take this on myself where
568
00:32:37.599 --> 00:32:41.880
I may be utilizing an equipment specialist for certain things,
569
00:32:42.240 --> 00:32:45.640
but I'm leaning in maybe to another company or another
570
00:32:45.720 --> 00:32:49.599
couple companies to kind of help me pull my office together.
571
00:32:50.480 --> 00:32:53.039
And I guess the point or the question that I'm
572
00:32:53.200 --> 00:32:57.279
posing to you is can you put my listeners at
573
00:32:57.400 --> 00:33:01.279
ease maybe a little bit that it isn't as complicated
574
00:33:01.440 --> 00:33:07.440
and hard to have another set of specialists help you.
575
00:33:07.799 --> 00:33:11.440
That isn't just your equipment rep that you may think
576
00:33:11.480 --> 00:33:14.160
initially this is who I have to get everything from.
577
00:33:14.359 --> 00:33:17.680
Sure, sure, great question. So and I dealt with that
578
00:33:17.839 --> 00:33:22.400
a lot too when I competed against the renew digitals
579
00:33:22.400 --> 00:33:26.440
of the world, right sure, against well, And the thing
580
00:33:26.440 --> 00:33:28.319
that I would always say is like, hey, you only
581
00:33:28.319 --> 00:33:30.920
have one throat to choke. I'll be your guy, you
582
00:33:30.920 --> 00:33:35.160
can tooke me nothing with anything weird. But I'm just like, hey,
583
00:33:35.519 --> 00:33:38.119
just call me, I'll have it handled. But here's the deal.
584
00:33:38.519 --> 00:33:41.759
At the end of the day, you are basically held
585
00:33:41.880 --> 00:33:46.880
by what the manufacturer can do because you are a distributor.
586
00:33:47.480 --> 00:33:51.440
If you don't have help from the manufacturer, you don't
587
00:33:51.480 --> 00:33:54.960
have help as a distributor. And nobody can refute that
588
00:33:55.119 --> 00:33:56.759
all of the sales reps have been in a spot
589
00:33:56.759 --> 00:33:59.720
where something didn't work out that was supposed to and
590
00:34:00.039 --> 00:34:03.799
people are upset, and it's hard to deal with upset people,
591
00:34:04.079 --> 00:34:07.799
especially the ones that you love. Right, you're like, oh, man,
592
00:34:08.159 --> 00:34:11.159
of all people, this happened to you, and I don't
593
00:34:11.159 --> 00:34:14.440
have support. So in that regard, I always share with
594
00:34:14.519 --> 00:34:18.239
people like, look at the history, look at what your
595
00:34:18.239 --> 00:34:21.960
colleagues have said online. And again, we're not one hundred
596
00:34:22.000 --> 00:34:24.960
and ten percent. We're real close to one hundred, but
597
00:34:25.079 --> 00:34:26.960
we've missed a couple of times and the guys have
598
00:34:27.079 --> 00:34:30.320
made it right, which is awesome. However, that being said,
599
00:34:30.320 --> 00:34:33.960
you still had help. So what happens in these scenarios
600
00:34:34.199 --> 00:34:38.400
is there are some cost savings for going with an
601
00:34:38.440 --> 00:34:41.880
equipment rep. When it comes to a certain amount of product,
602
00:34:42.239 --> 00:34:45.199
but we've all been victim of I'm going to get
603
00:34:45.199 --> 00:34:48.280
that because it's cheap, and then we kick ourselves. Right,
604
00:34:48.639 --> 00:34:51.880
So air water and back might be really great from
605
00:34:51.960 --> 00:34:55.320
your person, but their chairs, units and lights may not
606
00:34:55.519 --> 00:34:59.360
be sure. It's like, man, I really wish I had
607
00:34:59.440 --> 00:35:03.599
the DCI fill in the blank chairs and units, but
608
00:35:04.360 --> 00:35:07.360
I don't really want their air water vap. I don't
609
00:35:07.360 --> 00:35:10.320
know whatever. I'm just making, not the thrust shade. I'm
610
00:35:10.400 --> 00:35:13.280
just trying to think outside the box here. So not
611
00:35:13.519 --> 00:35:19.159
everybody who makes a cone beam is exceptional at making
612
00:35:19.360 --> 00:35:23.760
traditional equipment, right. Okay, cool that you got into this,
613
00:35:23.920 --> 00:35:27.400
but it's not supported well. And two you can kind
614
00:35:27.400 --> 00:35:29.880
of as a clinician, you can pick and choose. Like
615
00:35:30.239 --> 00:35:33.079
we all know that the mid mark, like wet sterilization,
616
00:35:33.480 --> 00:35:37.840
like M eleven things are bulletproof, right, we know that
617
00:35:38.320 --> 00:35:43.360
eight DCI. There's quite a few others, BOYD and Ross.
618
00:35:43.480 --> 00:35:47.519
They make pretty great products, right, But are you going
619
00:35:47.599 --> 00:35:51.000
to buy a air compressor from those folks who are
620
00:35:51.000 --> 00:35:55.800
known from their traditional side of things? So I would say,
621
00:35:55.920 --> 00:35:59.719
as a clinician, just be judicial and what it is
622
00:35:59.719 --> 00:36:01.960
that you know because a lot of these things the
623
00:36:02.039 --> 00:36:04.440
doctors already know. I knew I should have done that,
624
00:36:04.599 --> 00:36:08.000
but fill in the blank. If you know you're going
625
00:36:08.079 --> 00:36:11.280
to use a bigger field of view cone Beam. Almost
626
00:36:11.639 --> 00:36:14.280
eight out of ten, we're out of five of our
627
00:36:14.320 --> 00:36:17.800
people who contact us to get a machine, nothing's wrong
628
00:36:17.880 --> 00:36:20.679
with their system. They just bought the wrong field of
629
00:36:20.760 --> 00:36:23.840
view to save money at the beginning. If they would
630
00:36:23.880 --> 00:36:26.039
have bought it like a certified pre owned one up front,
631
00:36:26.360 --> 00:36:28.760
they would have saved thirty grand and had the right
632
00:36:28.800 --> 00:36:31.960
field of you. And again it comes down to the
633
00:36:32.000 --> 00:36:35.519
rep how agreed, and they're not all that way.
634
00:36:35.840 --> 00:36:37.960
But yeah, I think what I would just say to
635
00:36:38.000 --> 00:36:40.239
finish up what you were saying is I would just
636
00:36:40.280 --> 00:36:42.800
put this out there to our docs that you can
637
00:36:42.880 --> 00:36:46.199
absolutely manage this and it isn't a whole lot of
638
00:36:46.239 --> 00:36:48.960
extra work. It's just making sure that you're asking the
639
00:36:49.039 --> 00:36:52.760
right questions and having a good understanding of Okay, as
640
00:36:52.800 --> 00:36:56.119
we're getting closer to delivery, what do I have to
641
00:36:56.159 --> 00:36:58.840
be aware of who's working with my GC to make
642
00:36:58.920 --> 00:37:01.320
sure we've got dates lined up? You know, all the
643
00:37:01.400 --> 00:37:04.800
different things that go in and I'm talking more startups
644
00:37:04.920 --> 00:37:07.000
right now, But I don't think it's a lot of
645
00:37:07.079 --> 00:37:10.239
extra heavy lifting that the doctors have to do. It's
646
00:37:10.320 --> 00:37:14.159
just maybe having a little extra understanding that there may
647
00:37:14.199 --> 00:37:18.719
be two people extra involved here, and if everybody's playing
648
00:37:18.760 --> 00:37:20.639
on the same team, it's going to work out just fine.
649
00:37:20.679 --> 00:37:22.400
And you might save money on top of it all,
650
00:37:22.400 --> 00:37:23.280
which is even better.
651
00:37:23.960 --> 00:37:27.599
Right, Right, I kind of have started, like since I've
652
00:37:27.679 --> 00:37:32.119
had a really great relationship with an accountant personally. Ray
653
00:37:32.159 --> 00:37:34.559
and Associates is a huge company and they help a
654
00:37:34.599 --> 00:37:37.519
ton of different businesses. But when I ask for something,
655
00:37:37.519 --> 00:37:41.079
they have the information because they're familiar with my businesses. Right,
656
00:37:41.599 --> 00:37:45.360
that's so helpful. So whether you're a startup or a
657
00:37:45.400 --> 00:37:49.360
ten year doc, just your taxes alone, just an audit
658
00:37:49.440 --> 00:37:53.400
of that from somebody like Ray and Associates can really
659
00:37:53.440 --> 00:37:57.440
assist you in just limiting your tax liability. Like, is
660
00:37:57.480 --> 00:38:00.559
somebody helping you plan? Do you need to buy something?
661
00:38:00.719 --> 00:38:02.440
Because some of us were just like, hey, we're just
662
00:38:02.519 --> 00:38:05.039
going to keep that for ourselves. Do I really need
663
00:38:05.039 --> 00:38:08.079
something I can make do? But it might behoove you
664
00:38:08.199 --> 00:38:11.599
to actually, you know, enhance the practice type thing. So
665
00:38:12.280 --> 00:38:13.920
keep that in the back of your mind as you're
666
00:38:14.079 --> 00:38:15.519
walking down the investment road.
667
00:38:16.000 --> 00:38:18.360
Yeah, for sure, Well I know you and I could
668
00:38:18.400 --> 00:38:20.639
just iman these are subjects we love and we could
669
00:38:20.679 --> 00:38:23.000
just keep going and keep going, but we're going to
670
00:38:23.079 --> 00:38:25.440
have to wrap it up here. So if somebody wants
671
00:38:25.480 --> 00:38:28.480
to learn more about renew Digital or connect with you,
672
00:38:28.960 --> 00:38:32.719
explore maybe some solutions, maybe you've kind of sparked some
673
00:38:32.760 --> 00:38:35.119
interest where they're like, you know what, Yeah, I wouldn't
674
00:38:35.119 --> 00:38:37.480
mind saving a little bit of money, but still feeling
675
00:38:37.480 --> 00:38:40.000
good that I'm covered. What's going to be the best
676
00:38:40.039 --> 00:38:41.880
way that they can get in touch with you and
677
00:38:42.119 --> 00:38:43.159
or renew Digital.
678
00:38:43.559 --> 00:38:46.920
Yeah, so we really like to kind of split things
679
00:38:47.039 --> 00:38:50.320
up so that we can have the proper coverage for
680
00:38:50.400 --> 00:38:53.880
every state. But then in an increy, you can do
681
00:38:53.920 --> 00:38:56.960
it on our website, and our website's just a vast
682
00:38:56.960 --> 00:38:59.559
amount of information, or you can just send that to
683
00:38:59.840 --> 00:39:03.960
info at renewdigital dot com. Or you can call in
684
00:39:04.039 --> 00:39:07.480
and it's eight eight eight two four six five six
685
00:39:07.639 --> 00:39:10.039
one one, and there'll be a couple options there and
686
00:39:10.079 --> 00:39:12.480
you can just choose and we'll put in touch with
687
00:39:12.519 --> 00:39:14.079
the right person and take great care of you.
688
00:39:14.519 --> 00:39:15.440
Yeah, that's great.
689
00:39:16.719 --> 00:39:19.400
And now a word from the sponsors who make this
690
00:39:19.480 --> 00:39:26.079
podcast possible. Hey, docs, let's talk about smile sweet, because
691
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692
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693
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And as a.
694
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Proud Smile Suite partner, I've witnessed the incredible impact it
695
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696
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days a week, even during nights and weekends, and they
698
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699
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700
00:39:55.239 --> 00:40:00.599
practice's success. Curious, dive into the revolution at gets milesuite
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dot com and don't forget to mention Haydocks to unlock
702
00:40:04.400 --> 00:40:09.079
some extra goodies. Elevate your practice with smiles sweet, because
703
00:40:09.159 --> 00:40:13.960
every smile deserves a suite of excellence. Well, Nathan, I
704
00:40:14.000 --> 00:40:15.519
know you know this. The way I like to finish
705
00:40:15.639 --> 00:40:18.760
up Haydocks is to do a quick, little speed round.
706
00:40:18.800 --> 00:40:20.800
So are you ready for a few questions? Let's go
707
00:40:21.840 --> 00:40:24.719
all right, here we go. What is your go to
708
00:40:24.960 --> 00:40:28.679
strategy for getting unstuck? If you're facing a tough problem.
709
00:40:29.119 --> 00:40:32.079
A lot of times there's an untruth in a situation,
710
00:40:32.480 --> 00:40:37.079
and I try to uproot that untruth it Oftentimes it's
711
00:40:37.079 --> 00:40:39.519
a me issue, which is hard, right because pride it's
712
00:40:39.519 --> 00:40:42.440
hard to deal with. But all right, what is causing
713
00:40:42.519 --> 00:40:45.880
me to be stuck? All right? Is that rooted in truth?
714
00:40:46.280 --> 00:40:48.719
Or is it not? If it's not, what do I
715
00:40:48.800 --> 00:40:51.800
need to deal with there? Is it a person? Is
716
00:40:51.800 --> 00:40:56.119
it myself? Or is it a thing? Right? So typically
717
00:40:56.159 --> 00:40:58.360
it comes down to a little bit more education.
718
00:40:58.679 --> 00:41:01.079
Yeah, yeah, that's I love that. I love that.
719
00:41:01.599 --> 00:41:03.840
This is a fun one. If you could add one
720
00:41:04.280 --> 00:41:08.559
unconditional perk to a workspace, what would.
721
00:41:08.400 --> 00:41:10.960
You add unconditional perk?
722
00:41:11.639 --> 00:41:15.400
I'd probably set up like a table tennis and like
723
00:41:15.440 --> 00:41:20.639
a pool table and a shuffle board, like in every
724
00:41:20.880 --> 00:41:25.519
support groups area ever, And I would love to have
725
00:41:25.639 --> 00:41:28.760
enough margin to where, like, you know what, for fifteen
726
00:41:28.800 --> 00:41:31.360
minutes a day, it's your break time, but you have
727
00:41:31.440 --> 00:41:33.920
to play a game with somebody else in your support
728
00:41:35.159 --> 00:41:36.360
I love that.
729
00:41:36.719 --> 00:41:38.760
That's great. Yeah, yeah, all right.
730
00:41:38.800 --> 00:41:41.360
And to finish this up here, what is one piece
731
00:41:41.360 --> 00:41:44.239
of advice you wish you had followed earlier in your career?
732
00:41:45.679 --> 00:41:49.880
Oh? Man, I did everything backwards. So I come from
733
00:41:49.880 --> 00:41:53.639
a really low income family, and I thought school was
734
00:41:53.760 --> 00:41:56.719
for rich kids, and then come to find out I
735
00:41:56.840 --> 00:42:01.639
ended up working with all of these highly educated folks. Right.
736
00:42:02.159 --> 00:42:05.719
But with that being said, I have three rules after
737
00:42:05.760 --> 00:42:08.519
saying that that I live by. Honesty is the best policy,
738
00:42:09.039 --> 00:42:13.039
communications second to none, and you can't fake caring. So
739
00:42:13.119 --> 00:42:15.679
if I would have had that in my heart, even
740
00:42:15.719 --> 00:42:18.480
at a younger age, I just feel like I could
741
00:42:18.480 --> 00:42:22.880
have impacted more people for the King Dylan versus mine.
742
00:42:22.960 --> 00:42:25.840
Right, Yeah, I love that. That's great.
743
00:42:26.199 --> 00:42:29.559
Well, thank you so much for being on Haydocks and
744
00:42:29.960 --> 00:42:32.719
just taking time out to have a great conversation with me.
745
00:42:32.880 --> 00:42:34.400
Thanks, thank you so much. Jill.
746
00:42:36.519 --> 00:42:38.679
Are you ready to start a practice of your own,
747
00:42:39.440 --> 00:42:41.840
need a new fresh set of eyes or some advice
748
00:42:41.880 --> 00:42:43.400
on your existing practice.
749
00:42:43.840 --> 00:42:45.119
If so, reach out.
750
00:42:44.960 --> 00:42:50.039
To me Jill Allen at www dot practice results dot com.
751
00:42:50.400 --> 00:42:52.599
If you like what we're doing here on Haydocks and
752
00:42:52.679 --> 00:42:54.599
want to hear more of this awesome.
753
00:42:54.199 --> 00:42:57.039
Content, be sure and give us a five star rating
754
00:42:57.159 --> 00:43:01.159
on your preferred listening platform and gribe to our show
755
00:43:01.280 --> 00:43:05.199
so you never miss an episode. Remember, new episodes drop
756
00:43:05.239 --> 00:43:06.079
every Thursday.
757
00:43:06.519 --> 00:43:07.440
See you next week.