[00:00:20] Speaker A: Hey, this is Lacey with Smartcast, and we are at the AMP owner Summit in Phoenix, Arizona. Owna. And right now I have the pleasure of having Dave Caraway on with us today. He actually is with AMP, and I've known him for most of my life. Dave, you have been a rep with my mom for as long as I can remember. So definitely when you walked through the doors that day to tell us about Scarlet, we were more than happy to hear what you had to say. And we had done a lot of extensive research in regards to the Scarlet. And so once you came in and you gave us a demo, and it just really felt right, we knew that that was the right choice for us. And of course, we trust you, and we're really happy to have you as a partner at AMP with this device. So thank you for joining us.
[00:01:04] Speaker B: It's my pleasure. Yeah, glad to be here with you.
[00:01:07] Speaker A: So tell me a little bit about your experience with AMP. You've been in the industry for a really long time, and I say that with the regards that you have a lot of experience in the industry and not that you're old.
[00:01:19] Speaker B: It's okay. You can say I'm old. Not a problem. So I have been in the business. This is, I think, my 26th year. I've been blessed and fortunate enough to work with some of the best companies in the space.
Saiton for eight or nine started BTL Aesthetics with my good friend Marcel. Bess was with them for ten. I joined AMP in end of 2019 primarily because of the vision that they had for the company.
Aesthetics, unfortunately, especially on the capital side, can become a drop and run. I mean, the old joke that how do you get rid of a laser rep is buy something.
And they just really thought that that was the exact wrong way to do business.
So we wanted to really, what we call fix the business. We put partnership in the name for a reason. We really do want to partner with Aesthetic practices. So we started as a distributor, of course, like everybody else would.
So we picked up Agnes Scarlet, and now we've just launched our first IP device, which is Aquafirm XS. And that product does a couple of things that are really interesting. It does all of the skin things that you would expect from a skin workstation, like to use the popular term, like a hydrofacial.
But it also has our XOE technology built all the way through it. So all of our solutions are plant derived extracellular nanoparticles that are much more effective at each task that they do than anything else in the business. The biggest thing that I like, personally about Aquiferm XS is we've got an ultrasound handpiece on it that delivers our hair product, which is called derive. And we're getting results with a topical product and a needle less treatment that rival or are better than the traditional therapies of PRP. So you've got a treatment that doesn't hurt. It actually feels really good. There's no pain, no heat, no needle, no blood draw, no spin, no prep. You just lay down and do the treatment. So, really excited about that one. So that's kind of the first take on where we are.
[00:03:51] Speaker A: Yeah. Well, we, as you know, have been wildly successful with Scarlett. In fact, we won an award last night for partner of the Year, and the first thing my mom did this morning when I told her that we won was ask me if you were excited for us. Like a proud papa.
[00:04:07] Speaker B: I am very excited for y'all, because, listeners, you may not know this, but Lacey and her mom are tough businesswomen. They're very good negotiators, and they took me through the wringer on this one. But I think the partnership from our side, it's been so good. It's really gratifying to see we made.
[00:04:33] Speaker A: Up for it in consumables, I would say.
[00:04:35] Speaker B: Absolutely.
It's really gratifying to see such a successful endeavor with a device. I think it's become one of your most popular treatments, and your patients are loving it. And if your patients are happy, then you're happy. If you're happy, you're going to spread good words about aesthetic management partners, and that's how we want to grow our business. It has to be organic, and it has to be intrinsic like that. That's really what we want to do. So thanks for your partnership. We're glad you won the award. Yes, I do feel like a proud papa.
[00:05:11] Speaker A: So we are now using exosomes with our Scarlet. We're using exosomes. We don't have the aquiferm, as you know, but we do.
[00:05:19] Speaker B: We can fix that, drive it in.
[00:05:21] Speaker A: With our other device that we have with ultrasound, and then we also have the derive. We have your PRP. I'm super excited about the lash and brow product that you all are launching and your new skincare products. I know that you all have so many incredible things in the pipelines to come.
So are you able to share anything about what you guys are working on?
[00:05:44] Speaker B: The top secret stuff. I can give you some insights as to where we're going. Xoe is going to be a family of products.
We want to point towards regeneration, fixing problems, fixing skin, fixing hair loss, fixing things like that. Those are all great, but if you can get out in front of it and become more in the regenerative space. And what I mean by that is shampoo conditioner, of course. But we're going to do some topical formulations as well as some nutraceuticals that I think will be.
Those are around the corner pretty soon.
The great thing about the Exo family is we have enough technology to launch a new product every six months for the next probably five years with stuff that we've already got that's ready to go. We're just biting our time and launching things in sequence and launching them properly. So if you like XO and any of the XO stuff, stay tuned because it's going to continue to grow and we'll continue to expand that market into things. I mean, derive has been our first example, and I think your experience has been spectacular with it. I think patients love it.
And I was very timid about endorsing derive because, look, there's a lot of snake oil in the hair business. Absolutely.
[00:07:19] Speaker A: Probably one of the most.
[00:07:20] Speaker B: Yeah. And I didn't want to do any of that, so I did a trial on myself. My N of one. Right. I was the only patient in the study, but my personal experience has been really great. I'm 65 years old, my hair is thinning.
And when my 23 year old daughter looks at me the other day and says, dad, your hair really looks a lot better than it did. Makes me happy. Right then. I am a proud papa.
So we've got some good things there.
We're really excited about our new DermaPRP product. We launched it here, had the first advanced training, our master class. We expected 75. I think we had 120 in the room.
[00:08:10] Speaker A: Yeah. There's a lot of people at this conference. How many people are here this week?
[00:08:13] Speaker B: A little over 400.
[00:08:14] Speaker A: Wow. I would have guessed, like over 300.
[00:08:17] Speaker B: For sure, but little over 400. We've doubled pretty much every year on our owner summit. Your listeners might be interested in this. Our owner summit is really our big give back every year. It is all about education. We want to bring our best practitioners and share their best practices so that our owners can learn more, be better, treat their patients better, get better results. So we spend a lot of money, come to a really cool place, have a whole lot of fun. This year, we dressed up like cowboys and it was a blast. We all did line dancing and had a whole lot of fun.
[00:08:52] Speaker A: I heard you had some good dancing skills.
[00:08:55] Speaker B: Well, I don't know. My wife, I called her and she said, I saw you dancing on Instagram last night. I was like, how in the world did I get on Instagram? But it was pretty funny. So, yeah, we're really excited about it. It's been a great thing. But back to Derma, we were at.
[00:09:16] Speaker A: The summit and you all were teasing Derma, PRP. And I remember, I think I still have the slides, like, screenshots on my phone, and went back to work and I was like, this is going to be something incredible. I cannot wait until this launches. We are definitely in on this one.
[00:09:31] Speaker B: Yes. So think of extended release PRP. What you do with this product is you pull off the PPP, the play, the poor plasma, you heat it to 100 degrees C.
The albumin in the PPP unfolds and creates a gel. You mix that gel back with your PRP and now you have an autogalous volumizer that is very, very affordable. And in a 22 ML blood draw, you're going to get eleven to 13 ccs of an aUtogalous.
We call it an injectable volumizer.
[00:10:11] Speaker A: So, explain what autogalous means for those of us who aren't googling it right.
[00:10:15] Speaker B: At this moment, of your own body. So there's nothing synthetic in this product. There's no additives, there's no formulations. I think it's going to be really applicable for the people that you would expect. I mean, if you've got people with autoimmune disorders and those types of things, or are allergic to synthetic fillers or can't do synthetic fillers, I think that will be very appealing to that patient population. But I also think it's going to. Everybody's wanting to go natural, everybody wants their own stuff. Most people don't want to put synthetic anything in their face.
And so you get a regenerative effort, because all of your growth factors, right, all of your platelets, all your growth factors, the thing that makes PRP so good, it regenerates your skin from the inside out. So this is an antiaging product that, I don't use those words lightly, but it is going to be a very regenerative effect in your skin and it's going to happen from the inside out. So you'll get some volume, but you'll also get elimination of dark circles under the eyes. You're going to get thicker dermis, you're going to get better skin quality. It works amazingly well on acne scarring.
[00:11:33] Speaker A: It's almost like an injectable skincare.
[00:11:35] Speaker B: Yeah, pretty much.
[00:11:36] Speaker A: So I'm really excited to see results of, like, brightening of the skin and just that healthy glow back and pink lips and just an overall different outcome. It's a category all of its own.
[00:11:52] Speaker B: One of the things that I learned in this meeting, some of our KOLs, our key opinion leaders, are using this product in the lips, and they're reporting that it actually creates color.
[00:12:03] Speaker A: Yeah, that's what we've been hearing.
[00:12:04] Speaker B: Color back to the lips. So, really excited about that. But, yeah, the quality of skin that you're going to see, it's like skincare from the inside.
[00:12:13] Speaker A: Yeah. I was telling some of the guests this weekend that it would be really neat to test it out in earlobes. I know that a lot of them have been seeing it in hands. I think above the knees are going to be a really popular area.
[00:12:28] Speaker B: We do a lot of hands. We do a lot.
Friend.
I have a plastic surgeon friend, Lee Thornton, in Meridian, Mississippi. He's trying to find where he doesn't want to use it, because he says he's going to use it everywhere.
[00:12:44] Speaker A: I heard he flew out and didn't tell us.
[00:12:46] Speaker B: Yeah. And you get so much volume. I mean, you're going to get 13 syringes right out of a 22 ML draw for $269. So it's very affordable. I think the value proposition for the patient and for the practice is going to be phenomenal with this product.
[00:13:08] Speaker A: So I know it doesn't have powdered lidocaine in it. So what are you all recommending for pain management? Does it even hurt? I don't know.
[00:13:16] Speaker B: Well, you're using a 22 gauge cannula to place it, so most people are blocking or using some local stoic patients. I mean, if you've got a filler veteran and they're used to doing it, I don't think that's going to be a really big problem. The product does not burn when it goes in. All you've got to make them comfortable with is the pressure of the cannula going through and finding a port.
[00:13:50] Speaker A: So PRFM has been out for a while now. How is this different from that?
[00:13:55] Speaker B: In just about every way?
Plateletrich fibrin. This is just my opinion, but plateletrich fibrin got a big buzz, and everybody said it's going to do better stuff for hair. I don't understand how a fibrin clot product can be better for hair. But there was some information circulated around out there, and everybody got pretty excited about it. I think fibrin lends a greater risk factor because you're dealing with a fibrin clot.
The product is made to clot. Okay. And it's fibrin in its essential element, creates scar. So I don't like those things a whole lot. I like platelets a whole lot better. I think they're better researched, and I think they're. So this is the first platelet based extended release product. So I think we're going to have all the growth factors and all the benefits of platelet. And we do have one clinical study that they looked at the size of the fibrin clot after 24 hours, and they maintained 23% of the volume. They looked at our Autoglos Gel. We maintained 96% of the volume at 24 hours. So I think our product is going to last longer. I think it'll break down slower, and I think it's got a better growth factor profile than the fibrin based product. So I think it's superior in a lot of ways.
[00:15:27] Speaker A: Yeah. And so I don't really know a lot about the easy gel, but where does that fit into Easy gel is.
[00:15:32] Speaker B: The fibrin based product same thing. Yeah. The brand name is Easygel. It's Dr. Rijani. And a lot of people listen to him. I mean, he's a very smart man.
But Easy gel is the fibrin based product.
Our Salinis Derma PRP is the only platelet based product at this point.
[00:15:58] Speaker A: So switching gears a little bit, there's a lot of hype around the Agnes.
I don't have the Agnes yet. You've been trying to sweep me up for that.
When the time is right for us to add this into our current offerings, we definitely will be adding Agnes into our profile. But tell me a little bit about Agnes and what makes it unique and special.
[00:16:25] Speaker B: In my 25 years in the business, I work with a lot of very advanced laser centers that have every application of RF or lasers or body contouring or IPL, blah, blah, blah. Right?
[00:16:42] Speaker A: Yeah. You've seen it all.
[00:16:44] Speaker B: I've seen it all, and most of my people have it. All. Right.
What I heard over and over again is my patients are walking in and they're saying, I love my filler, I love my toxin. I love the laser that you did on my skin. My wrinkles are better. What about these eye bags? Okay.
Lower eyelid fat. Herniation is a very prominent problem, and women and men hate it. Hate it. It's like the aging face you're going to get nasalabial folds, you're going to get buckle fat. But a lot of people have pronounced herniation in the lower lid.
Agnes was a device invented by a South Korean dermatologist, and he invented it to do acne, and it does acne phenomenally well. But he put a five millimeter needle on it. It's got a proprietary little shoulder stop that sets the depth perfectly. It's half insulated, half not.
You can put this needle behind the orbital septum, fire it, and fat pads disappear, like, literally before your eyes. It is the most.
What are the words I'm looking for? It's one of the most satisfying procedures to do as a practitioner, because the patient comes in, they've got these fat pads, they sit up immediately post treatment, and the fat pads are gone. It's not hold your mouth just right and wait six months. It's immediate, and you see it, and patients just flip. They love it.
[00:18:23] Speaker A: Dr. Mangolin was telling me yesterday that the Agnes is why he came to amP, too, because he saw presentation on stage and saw the fat pads underneath the eyes just disappear immediately. And that was something that was concerning to him. It was something that he was considering having surgery on. And then when he saw this treatment, he was like, this is it.
[00:18:45] Speaker B: This is it.
[00:18:45] Speaker A: Yeah.
[00:18:47] Speaker B: It's the device that anybody could have thought about, right? Could have thought up.
It's very simple, it's very safe. It's super easy to use.
But Dr. An is the guy that invented it, and it is my favorite device ever. I think it generates more patient satisfaction and, frankly, more money in the shortest amount of time that any device I've ever been associated with in my career.
[00:19:19] Speaker A: Well, now that the physicians are adding exosomes with it pre and post procedure, they're not even getting near the inflammation.
[00:19:26] Speaker B: They're not going to get the bruising.
[00:19:27] Speaker A: Or the swelling and then pairing it with scarlet, too.
[00:19:31] Speaker B: So when you get rid of the fat, you're going to have laxity.
But if you do scarlet right on top of it, immediately post, it just tightens all that skin up so beautifully.
In one or two treatments, you're going to get permanent correction of lower fat, fat in the lower lid.
It's amazing. It's my favorite device.
I've had wild success with it, with a lot of my customers who are really advanced laser practitioners. So if you don't know about Agnes, all y'all out there, I would encourage you to look into it. You can catch
[email protected] or follow us on any of the social media outlets. We're on Insta and LinkedIn and everywhere else, I guess.
[00:20:23] Speaker A: Yeah. And then you guys are launching your own skincare products in combination with the exosome therapy.
[00:20:30] Speaker B: Yeah.
Balance will be coming out our moisturizer. It's a very simple product. It balances the skin. Right. We've got corrective products. Detox, XOE and Repair are all of our corrective products. They're pretty well documented. We've got more clinical studies coming out in the coming year, but the initial data looks really good on those. So balance will be our next addition to the family.
It will be a balanced moisturizer, so we're looking forward to that.
[00:21:09] Speaker A: And then the brow and lash?
[00:21:11] Speaker B: Brow and Lash is right around the corner.
[00:21:13] Speaker A: Do we have an expected launch date for that?
[00:21:16] Speaker B: I'd like to get it out before the end of the year.
[00:21:18] Speaker A: Can I get a lab sample as.
[00:21:20] Speaker B: Soon as I can get my hands on it? Of course.
I don't have any yet, but it's coming soon and, yes, I'll get you some.
[00:21:28] Speaker A: And then we're going to start working on that lip.
[00:21:31] Speaker B: Well, you know, you're trying to talk me into it, so I got to learn more.
[00:21:35] Speaker A: But the people want what the people want, Dave, we are very persistent like that.
[00:21:48] Speaker B: Yes, we've got a great lab.
[00:22:09] Speaker A: Well, I know you're super busy. You're a very popular man. You're being pulled in many directions. So I appreciate.
[00:22:15] Speaker B: I appreciate the time. I really am grateful for our friendship and our business relationship that we've had for so many years. Now, give my best to your mom, and I will look forward to connecting with you in Birmingham or somewhere down the road. Thanks for your time today.
[00:22:33] Speaker A: Yeah, we've had a lot of fun. We really appreciate you guys bringing us out to do this.
[00:22:37] Speaker B: We're glad to be here. Thanks so much.
[00:22:39] Speaker A: Thank you. Thank you for joining us on today's episode of Smartcast and our weekend and air owner with our partners at AMP.
