Episode Transcript
[00:00:20] Speaker A: Hey, this is Lacy with Smartcast, and I'm joined today with my good friend Larry. He's our strategic account manager for MERS, and we just did, did a staff training on neology, which was super fun. So, Larry, tell me a little bit about your role with companies like smartskin and like, what you do for strategic account within each practice.
[00:00:43] Speaker B: Yeah, well, first and foremost, thank you for having me on.
[00:00:46] Speaker A: Yes, of course.
[00:00:46] Speaker B: I appreciate it. And my role is to work specifically with accounts like yours. And so I cover eleven states and I have actually, it's funny, I have eleven accounts and it's not related to each of the states. It just happens to be that way.
I get to choose who I partner with. And one of the things that I look for is accounts that have multiple modalities and those that focus on education and that really put the patients first. So hence why I'm honored to work with you guys, and it's amazing to see the success that you guys continue to have.
[00:01:27] Speaker A: We feel honored that you chose us. Thank you so much. And, you know, obviously that speaks near and dear to our hearts with continued education, not only for our staff, but also for our patients, which is the whole reason why we do this podcast to begin with, is for patient education and for them to have a better understanding of the things that they're already using and love or things that they're interested in. And so I'm just so thankful to have you here with us today to go into a little bit of the neology that you just went over with our staff. And I even learned some new things, things today that I was not even aware of about the Neocutus brand. So I'm excited for you to share that with our listeners today, too.
[00:02:06] Speaker B: Yeah, so Neocutus, it actually stands for new skin. What most people don't realize is that it was originally indicated for pediatric burn victims. And one of the amazing byproducts of that research was how much collagen and healing. So, for post treatment, so when you all do a laser treatment, rf microneedling, any type of invasive type treatment, that there could be a little bit of downtime, you all offer a solution, which is neo acuteness, as a way to get them back to looking beautiful very quickly and in a much faster way by just a simple addition of the neo cutis line to that. So, you know, when we talk about new skin, we talk about the three basic fundamentals, which I'm sure you've talked a lot about in different podcasts, but the three basic fundamentals that we target is building the collagen that we're losing every day. So I'm 45, almost 46 years old, like we talked about earlier. And, you know, I am losing about 1% of my collagen a year. And so all of a sudden, we look in the mirror and we say, what happened? You know, like, how do we look so different? And it's that slow progression of losing elastin, losing collagen, losing that moisture that ha in our skin. And so the beauty is just like multiple options that you have. But the. The one thing that we target with neo cutis is, are those building blocks, which is that collagen type one, type three, and type seven. Not that patients need to know all the specifics, but knowing that you have that ability to build that one, two, a last in production with our patented peptides, it's very important because you can, you can build a strong foundation. But if you don't have the elastin to hold up, think about a mattress, right? And you don't have the elastin to hold up that beautiful comforter, it's going to be a wrinkly mess. Right. And so we target that elastin production to firm, and then we make sure that there's nice moisture between the ha that we're losing every day as well. So that's pretty much the basis of what we target and how we help to try to either hold the beauty for younger patients or reverse the aging process in the foundation that we're losing within our skin for older people.
[00:04:38] Speaker A: So two things that you said today that really kind of stood out in my mind was, one, these skincare products are like doing radius hyper dilute. And so I just love the idea of a biostimulatory product, and this is a topical version of that. So that really stood out to me. And another thing that really resonated with me as well is how great your skincare, these skincare products are for even scarring. So people that are acne prone and are worried about scarring from acne or any other problems that they might have, that they have scarring from, this is going to help to prevent or heal those scars that they have. So I think that that's really important as well.
[00:05:20] Speaker C: Yeah.
[00:05:21] Speaker B: So we live by the model, simply smarter skincare.
[00:05:24] Speaker C: Right.
[00:05:24] Speaker B: There's so many options out there. And how many times have we heard a patient might come in and say, oh, well, I have this skincare that I want to finish because I got it for Christmas, but yet they might be breaking out significantly, right? Or that, you know, but yet they're talking about not feeling and looking as youthful as they. As they normally do for us. We don't put fragrances in it because we don't want any irritation. We don't put parabens. We don't have parabens in our skin care line. And we're non comedogenic, which means we don't clog your pores. So only thing we're trying to do is to do kind of what you do under the skin with radiesse to what you said, which is trying to repair that foundation. And that leads me to something that why I think it's so significant that we work with smart skin, which is you have the options. The best results that we see are people that take that regenerative skincare or regenerative kind of mentality, where they use a device to target the foundation. They can apply something like a radiesse, which is a biostimulator in the middle, and then they have the best, highest grade, medical grade skincare on top. And if you sandwich those three together, the results are astounding.
[00:06:38] Speaker A: Yeah, I love, too, that it's so customized, especially with Biogel, bio serum and bio cream. It's gonna be a specific product for their individual skincare needs, whether they've got dry skin, oily skin, normal skin. And I did think that it was so unique, too, that the bio serum had double the amount of growth factors in it. What was the purpose when formulating those products to have double in the serum, but not in the gel or the cream?
[00:07:05] Speaker B: Yeah, great question. So, serum in general, the beauty about a serum is you can pack so much product of your product, your technology, into a serum. The only limitation is that it's not overly hydrating. So you have different serums on the market. Some can hydrate a little, but if they're dry, that is a little bit of a challenge. But with bio serum firm, we have been able to add a little bit of moisture. But it was, it gave us, because it is a serum, it gave us the ability to pack so many growth factors into it for the healing, for the collagen production, and so much of the elastin building peptides in order to. To target the elastin production, the results stand on their own, which you start to see results in six days by using it twice a day, which is amazing, because every other product on the market is up to 14 days, or usually it's 14 days to 28 days before you start to see results.
[00:08:03] Speaker A: And then, so you said because it does have double the amount of growth factors. It's not uncommon because there are so many active ingredients in it. That they may have a little bit of a breakout in the beginning phases of it. And to push through after that. Because growth factors are very large versus peptides are very small molecules. And so it can sometimes cause a little bit of that purging is what we call it.
And so you did say that we too could even ultrasound that in to begin with, with our salt facial. And then after that it would prevent them from breaking out. Is that correct?
[00:08:37] Speaker C: Yeah.
[00:08:38] Speaker B: So just growth, just growth factors. When we talked about the molecular size, it is larger. So it's not specific to neocutis. There are other growth, growth factor technologies.
But if somebody does have a breakout where they're just trying to purge that growth factor, it's very important that they don't give up on it. And typically you probably would be able to answer this better than me, but we often see this in the first two to three weeks. Call it 10% of patients, but don't give up on it. That's the biggest thing that I would say. If you get one pimple on a technology that doesn't have fragrances that is non comedogenic and paraben free, don't give up on it, because the results are astounding. And so I would say that, you know, when you get it, give it a chance. Continue to use it compliantly twice a day. If you are breaking out, make sure that you're being very honest with your esthetician to be able to say what else it is that you might be using.
Because it might not be the neo cutis or, you know, product at all. It could potentially be something else.
[00:09:50] Speaker A: And so we use a lot of the aftercare post procedure. Tell me what makes aftercare so unique and kind of the importance of using it really just until they're back at baseline and then hold it until their next treatment.
[00:10:04] Speaker B: Wonderful.
[00:10:04] Speaker C: Yeah.
[00:10:05] Speaker B: So it, when we think about growth factors in general, especially ours being the latest generation human growth factor, we want to heal and we want to get them back to baseline. But the challenge is those larger pore, those larger, you know, molecular size, you know, they have a tendency to try to push out. So aftercare has dimethicone in it. It's very soothing. It feels amazing.
[00:10:32] Speaker A: Protects the skin, protects the skin.
[00:10:34] Speaker B: So moisturizing. But it also forces those growth factors to stay in place. So we pack it in the aftercare technology. So our recommendation is what you said, use it until they get back to baseline until they get back to looking normal. Usually takes about three days post treatment. Three to five days, depending upon how invasive. Once that's done, set that to the side and use your normal neo cutis line or other skin care that you guys recommend.
And then the next treatment, save it, the next treatment, use it again until you get back to baseline. But continuous usage, because it is so moisturizing, continuous uses might actually cause occlusion. You know, cause it to occlude a little bit and then potentially cause a little breakout.
[00:11:19] Speaker A: So this just reminded me, and we forgot to mention this during our lunch and learn, but I got to try recently, your new sheet mask.
[00:11:27] Speaker C: Oh, nice.
[00:11:27] Speaker A: So would they do the sheet mask post procedure and then apply aftercare right after that?
[00:11:33] Speaker C: Yeah.
[00:11:33] Speaker B: So the, so the sheet mask is, I think, feels amazing. Did you like it?
[00:11:38] Speaker A: It did. I loved it.
[00:11:39] Speaker C: Yeah. What would you.
[00:11:39] Speaker B: Because I think there's different options there. Sheet mask might potentially be enough, but it doesn't have nemethicode in it.
[00:11:44] Speaker A: Right.
[00:11:45] Speaker B: Right. So ideally, if you could do both one immediately post, but use your aftercare twice a day, the healing is just going to get even faster, which is beautiful.
[00:11:55] Speaker A: It felt really nice and hydrating, and I didn't use it post procedure. I was just flying a good bit during that time and I needed to add some moisture back into my skin. But I assume that maybe it reduces redness and inflammation in the skin, helps soothe everything to make it feel nice again. And then with the aftercare on top of that, I can only imagine they would feel amazing.
[00:12:16] Speaker B: Absolutely.
[00:12:17] Speaker A: Especially after a scarlet or skin pen or one of our luminous microneedling pens.
[00:12:22] Speaker C: Yeah.
[00:12:23] Speaker B: I see a lot of people that talk about the mask where that sometimes masks can feel a little cheap. This feels very robust, which is nice.
[00:12:32] Speaker A: Yeah, it was really thick and nice. Good quality.
[00:12:34] Speaker C: Yeah.
[00:12:36] Speaker A: So the Lumiere firm and Lumiere firm Riche are definitely two of the top eye products that you hear about in the industry. Everyone knows. Lumiere firm, Lumiere firm Riche. Tell me, what makes the eye cream so special?
[00:12:53] Speaker C: Yes. Yes.
[00:12:54] Speaker B: So, one, it continues to win new beauty awards, a 16 time award winning eye cream.
We, what we believe is we've added the right amount of products. Right. So a lot of times, eye creams tend to be a big disappointment. They're not cheap. They tend to underwhelm you. You have made other investments, whether it be your toxin treatment or device treatments. Lumiere firm is really what we say is the only one that really tends to stand on its own as a really strong, solid eye cream. And it continues to win it's awards. New products come out, and this, this does amazing why it does so well. It adds caffeine. We add caffeine to it for dark circles and puffiness, which is awesome. We add an additional 15% of growth factors because the pore size around the eye is so much smaller than that of the rest of the body. So we have to add a little bit extra to try to kind of make sure it gets to the target. We get nice firmness with the elastin building peptides, which is really good. And we have antioxidants added to it. So for, you know, to help with that outdoor environment. So it's just a perfect mix.
It's indicated above the eye. Indicated below the eye. So a lot of people get that question a lot. And what we like to say is it really kind of helps protect what you inject. So if you're getting, if you're getting injected with toxin or, you know, using other types of devices, then, you know, you need to make sure that you're protecting that, especially around the eye.
[00:14:25] Speaker C: Yeah.
[00:14:26] Speaker A: And I haven't had anybody tell me that they're having any sort of, like, allergic reaction to it. No one's told me that it irritates their eyes. It's one of the very few eye products that my mom can use. And that in itself could win an award on its own. So that's saying a lot because everything irritates her eyes.
But everybody that uses the Lumiere firm, they love it so much. And then the Lumiere firm Riche, for people that have a little, want a little bit more moisture is a great option for them.
[00:14:55] Speaker B: Absolutely.
[00:14:56] Speaker A: So I really love the neo firm neck cream as well. It feels really nice. It's hydrating. Like you said earlier, you could use it for a whole body lotion if you wanted to. If only it came in a larger size.
So tell me a little bit about the specific makeup of that product and why it's unique.
[00:15:16] Speaker C: Yeah. Yeah.
[00:15:17] Speaker B: So it's one, the delivery mechanism is beautiful to it. So it's a pump, but you just, you just push down with your hand and do swipe. It is so firming. So it does not actually have growth factors in it, but it does have a significant amount of elastin building peptides. And it has a little bit of glycolic in it, a little bit of glycerin like it is. It just feels so fresh, so nice and firming around the neck, which is awesome in the decollete. A lot of people tend to use it in other areas. We're not indicated for that. But it, because it's firming, because you can feel that tightness of the skin.
It's fantastic.
[00:15:57] Speaker C: Yeah.
[00:15:58] Speaker A: I mean, that in the bio serum are great combination treatments with the ulthera.
So we really like to have them go home with those as well. If they're doing the ulthera treatments and then the lumiere, of course, if they're doing a brow, wow. And things like that. You guys just, I guess maybe a year ago launched your new rewards program.
Tell me a little bit about the rewards that our patients can expect with the neocutis and ulthera treatments.
[00:16:24] Speaker C: Okay.
[00:16:25] Speaker B: Yeah.
So actually ultherapy is on our experience program now, which is really good. Yeah, that's a big deal because you get a lot of points for that when you get your treatment. A lot of, often there's enough points there to give you enough money to be able to buy one of the things like an eye cream or a bio serum firm or biocream firm, which is really nice.
So the, we have two right now. Currently we have two rewards programs. We have the experience program, which old therapy is on, as well as, you know, Zeum in and radiesse and Bellantero. The other one for neo cutis is a standalone reward system and it's very simple. So every time, for every dollar that you spend with neo cutis, it adds up very quickly. And usually on the fourth time that you buy something, it usually allows you enough points to capture whether that be a cleanser or.
I don't believe you'll have the cleanser, but an eye cream or neo firm just depends on what they're currently buying. But it's $1 for one point. And usually that works out to about the fourth or fifth time they get something free.
[00:17:38] Speaker A: Yeah, our patients love rewards. Every time they come into the office they're like scanning our QR code for our vip rewards program that we have and they just did an update. So everybody's been like super like excited, but also stressed out about figuring it out. I'm like, come on, guys, it's not, it's not that challenging.
So. But they love rewards. They love to feel like they're getting something back with their purchases. And so we have lots of ways for our patients to be able to earn rewards and use their rewards to apply towards other things so they can always try different services and different product lines and things too. So they love that opportunity and then so we have the journey as well, which I learned so much about today that I did not even know that it did all of these things. We didn't have the journey when Matt did our last in service with our staff. So I was really excited to hear about all the benefits of that.
[00:18:40] Speaker C: Yes, yes. Excellent.
[00:18:41] Speaker B: So you want me to explain?
[00:18:43] Speaker A: Yeah.
[00:18:43] Speaker C: Okay. Okay.
[00:18:44] Speaker B: Awesome.
[00:18:45] Speaker A: You do it better than I do.
[00:18:47] Speaker B: So the thing that I would say it targets two different, you know, patients. First patient, if they're brand new to skincare, we love that they would use journey. And the reason why is because it's like a five step in one, right? It gives you the growth factors that build the collagen. It gives you the elastin peptides that obviously, that are building the elastin, the neopeptide 2.0, it gives you the antioxidants, it gives you the spF, which is huge. And it also moisturizes the skin with ha. So you have five options, all in one bottle, which is tremendous. So if somebody first walks in, they're new, and they're like, what do I. What do I need? You're trying to put them on a. You know, then you have that as an option for them. Okay.
For somebody that says, I need. I love my normal skincare regimen, but I need something that's gonna help me with an spF. But also, I feel like a little. Feel like I'm.
I need a little refresh, which would typically means they need some elastin in collagen production. Right. Then that's a perfect addition, especially as we're going into the spring. They're going. They're gonna be going to spring break. The summer is coming. It is a perfect product for, you know, hitting the SPF and also giving them a lot of the things that may not already have in their skincare line.
[00:20:11] Speaker A: Yeah. I mean, I know that this isn't specifically just for women, but it reminds me a little bit. A couple years ago, skin better launched their solo for men, and it was kind of like an everything all in one product. And all the women in the office were like, that's not fair. Why didn't they make this for us? And so I feel like this is kind of like the version of that, but for women, yes. Even though men can use it too, I guess. But with the tinted SPF in it, I would assume that would be primarily for women. But I think that it kind of, like, is in a similar position as that.
[00:20:43] Speaker C: Yes. Yeah.
[00:20:43] Speaker A: And it'd be great, too, for, you know, women. That play tennis or golf or things like that where they just are kind of in a hurry and want to have protection. But they just want everything all in one step.
[00:20:53] Speaker C: Yes. Yeah.
[00:20:54] Speaker B: And I would say because it has a gentle tint, it's the green tea extract to it.
The only risk is not to use it all over the body.
[00:21:04] Speaker A: Right.
[00:21:04] Speaker B: Because, you know, it's not cheap. It has a lot in. It has the growth factors in elastin building peptides. But it is one that I would say, especially if you are going to be doing anything outside that you can grab it quick and go. It is the grab quick and go when you're running late for me, like, you know, trying to get my kids out the door, you know, I'll grab it. And before I head out.
[00:21:26] Speaker A: Well, we have a lot of women too, that just want to simplify their routine and they don't have time or they don't have the budget for a ten step skincare routine. And so I think this is a really great option for them as well. And also for teenagers.
[00:21:41] Speaker C: Yes.
[00:21:41] Speaker A: You know, that just want something simple that's going to protect their skin, especially with the antioxidants and the SPF in it. I think that this is a really great option for them also.
[00:21:53] Speaker B: That does make me think a little bit about when you said teenagers, because obviously I have teenagers, but it does make me think a lot about the biogel, if I could speak to that.
[00:22:03] Speaker A: Absolutely.
[00:22:04] Speaker C: Yeah.
[00:22:04] Speaker B: So a lot of times we kids often are concerned about the pimple that they are experiencing, or even adult acne too, for that matter. So not to just niche it for children, but one of the biggest things that we see happen, and I used to sell antibiotics for acne, so work for medicis. And so one of the things we would see is really bad scarring. And when our technology indicated for pediatric burn victims to minimize scarring, the byproduct of ours is that if you have somebody that does break out, like a teenager that's going through puberty or adult acne or a picker, somebody that's picking, that tends to like pick a pimple that's not quite ready. Right. This is the perfect Biogel firm is the perfect product for that. Because not only is it going to cause them to heal quicker because of the growth factors, but it's also going to cause them to minimize or help prevent the scarring from happening as long as they're compliant with it twice a day.
[00:23:06] Speaker A: Yeah, we actually do have a good bit of adult acne. And pickers and teenagers so I'm really excited about letting them know that this is going to help reduce and prevent and treat the scarring as well.
[00:23:18] Speaker B: Awesome.
[00:23:19] Speaker A: I'm gonna definitely get my, my middle little baby on it, too. She's pretty good with her, his and her skincare regimen, but. But this would be a really good addition for her. And it doesn't feel heavy or oily or greasy or anything like that. It's really lightweight, easy to use, so I think she'll really like it a lot. And then do you ever have anybody that keep it, like, in a little skincare fridge or. In the fridge or nice and cooling?
[00:23:45] Speaker C: Yes. Yes. Yeah.
[00:23:47] Speaker B: I didn't say that earlier today, but. Correct. Yeah, I love that. I think it's amazing. It feels so good. Especially, you know, even after a hot shower. Right. Or they've been outside and. Or any type of treatment.
[00:24:00] Speaker C: Yeah. Yeah.
[00:24:01] Speaker A: And I know we don't carry the neo acute us cleanser, that it's got an enzyme exfoliator in it. I use it at my home, and I really do like it a lot.
[00:24:11] Speaker C: Yeah.
[00:24:12] Speaker A: So at some point, I think we definitely need to have that be in addition to what we offer here.
[00:24:18] Speaker B: Yeah, we like to call that a, like a little mini peel in the shower. So it's 9.9% glycolic.
So a lot of times people will put it on, you know, in the shower and just let it sit for a moment or two. A minute or two. And it really does. You're like, holy cow. But the only thing I would say, be cautious, careful, because if you're new to that.
[00:24:38] Speaker C: Yeah.
[00:24:38] Speaker B: You know, if you do it every day, it could.
[00:24:40] Speaker A: How often should they use that?
[00:24:42] Speaker B: What we tend to, based on their. If they have sensitive skin, once or twice a week. Right. And as they kind of progress, you.
[00:24:50] Speaker A: Guys have like a cream cleanser, too. That I really like.
[00:24:52] Speaker B: We do. It's what we like to call it as a finishing cleanser because it's not going to take your makeup off, but it will, you know, it. It gets everything off. A lot of times you think about it, right. You take your makeup off or you. Then you're washing, you know, you're washing your hair. Whatever your routine is, a lot of times the oils and dirt that's in your hair get down into your face. Like that's a, that's a perfect finish right before you get out of the shower. Or if you're washing your face in normal routine in the sink, very last thing you do, finishing cleanser. And I think there's a strong need for that.
[00:25:26] Speaker A: Yeah. Double cleansing is a big deal right now, so having that, that's actually how I use it, too. I use it as my second cleanse.
[00:25:35] Speaker C: Nice.
[00:25:35] Speaker A: Like, I'll use the aha bha or the elastin gentle cleanser, and then I'll finish with that cream cleanser from Neo Qtist. I have a lot of cleansers.
I like to switch my cleanser.
[00:25:47] Speaker B: That's why your skin looks so good.
[00:25:48] Speaker A: Yeah, I have, like, three different cleanser options in my bathtub. Like, three or four different cleanser options in my shower.
So we. We like to switch it up with a. With a face cleanser.
[00:25:59] Speaker B: What's your secret to get your kids to, you know, to wash their face?
[00:26:02] Speaker A: Oh, they love it.
[00:26:03] Speaker B: Oh, that's good.
[00:26:04] Speaker A: Yeah, they're really into skincare, too, so they really like the different cleanser.
[00:26:09] Speaker B: Trying to get my son on the routine. I'm like, my daughter's very good at it. My son's 14 and trying to get him to just keep their, you know, like, twice a day, man, I've got.
[00:26:19] Speaker A: All these cleanser options, and my husband's really into his hair care, but he will wash his face with, like, the suave kids all in one body wash. Like, he washes his hair, his face, everything with that. And I'm like, seriously? We have, like, eight different face washes in the shower for you to use, and that's what you're using to wash your face, so. But, yeah, the kids really like it. Now, my son's not quite there yet, but he will be.
[00:26:46] Speaker C: Yes, he is.
[00:26:46] Speaker A: He likes the finer things in life, so I can only imagine he'll be just as involved in the skincare routine as the girls are, so. And then you told me that your daughter's gonna become an injector.
[00:26:58] Speaker C: Yes. Yeah.
[00:26:59] Speaker B: Which is a huge deal. This is new, so University of Kentucky, and is where she just got accepted to. So I live in Kentucky.
[00:27:05] Speaker A: That's amazing.
[00:27:06] Speaker B: Yeah, it's a big deal. And so she's. She did some shadowing at one of the places that I support as well.
And she was. She came home and she was like, dad, I know. This is what I want to do. That's just huge because sometimes I think kids don't really have a lot of purpose. Right. They don't. Don't know what they want early on, but when they feel that when things get hard in school. Right. But she is. She loves art. She loves beauty, and.
[00:27:34] Speaker A: Well, that's a big part of injecting, too is that is an art form. You can't just go in there and, you know, put an aliquot of something in there and call it a day. You've got to really, like, know what you're doing. And there's definitely an art form to it. So she'll love that.
[00:27:49] Speaker B: And I think that's when. And I know, you know, you and I have talked about this, Carmen and I have talked about, you have to have a calling and you have to feel like that you are meant to do this. And then that resonates to what you're doing, which is what I love about your all's practice, so. Well, that resonates to the patient.
[00:28:08] Speaker A: It does.
[00:28:09] Speaker B: If you don't genuinely care about what makes them unique and have all the modalities to. For whether it's skin care devices, injectables, if you don't have all of those, then you're going to be very limited. And so when I think about Kayla, my daughter's Kayla, when I think about her, I would hope that she would be able to be a part of a practice. I mean, who knows? You guys might. You guys might blow up and end up owning half the midwest.
[00:28:38] Speaker A: I was telling Larry earlier, when he told me his daughter was going to be an injector, I was like, you never know, she might be with us.
[00:28:44] Speaker B: Hey, that would be amazing.
[00:28:46] Speaker A: Well, and you know, it's so great, too. I feel so blessed that our injectors are so involved in what we do with our services and our skincare and our trainings. And so they're not just in there injecting and then going home. They're very passionate about everything that we have to offer, making sure that our patients have a complete package of everything that they need and that they're making sure that they're doing the skincare services that they need to elevate their results with their injectables. And they're taking their skincare products home that are going to give them better results. Because at the end of the day, they know that it takes more than just an injection to get that full package and to get the full results that their patients are looking for. And I think that they are excited about the amount of technology that we offer here at Smartskin, all of our energy based devices, and all of the continued education that we provide for our staff so that they can continue to feel empowered about what they're talking about. And that way they're more passionate when they're speaking to patients about the things that are gonna give them the outcomes that they're looking for, too.
[00:29:50] Speaker B: Well, you never know. So Kayla might actually end up. I mean, heck, she might move down here one day.
[00:29:56] Speaker A: You never know. I know. How old is Kayla?
[00:29:58] Speaker C: She's 18.
[00:29:59] Speaker A: Okay, so she's very close to the same age as my daughter.
[00:30:02] Speaker C: Yes. Yeah.
[00:30:03] Speaker A: They could be little besties.
That's so cute. I love that. So tell me a little bit about the other. So we actually have strategic account managers with most of our partners, which is so exciting to me because, like you said, not everybody gets that. So we understand that that's a huge honor and such a great opportunity for us and for our staff to have that extra hands on from the company. So you see a lot of practices. The best of the best. Is there anything that comes to mind to you that we're doing that just really stands out in your mind?
[00:30:39] Speaker B: Yeah, kind of what I said a little bit earlier. But just putting the patient first. Right. But that also means having the options for the patient. Right. You can't have a cookie cutter approach. You can't give somebody the exact same number of units of toxin. You can't give one person the exact same injectables to the next person for filler. Right. You have to have multiple devices, and you have to have a membership program. And you guys have a beautiful membership program that benefits the patients. That is significant. And I think you're willing to continue with education. So every. It seems like every quarter, you guys are going to some sort of training to continue to not. Not only because you know it, but to continue to advance your techniques and make sure you're staying on top of the trends. And so when we see that, we say, who cares about the patients? Do they have the modalities to treat the patient? Do they have systems in place that can help them save money? Because costs. Costs are going up. We know it. We see it.
[00:31:41] Speaker A: Everything in all industries, everything groceries.
[00:31:43] Speaker B: I mean, you look at it and you say, okay, how am I going to get a result but still not completely break the bank? And do they care for me, or are they just taking my money? And you guys, 100% do not.
You all care about the patient. You care about results.
You're putting things like membership programs to give them discounts, to find ways to make sure the outcomes hit what you want them to hit, and, you know, and they can leave happy.
And just for me, when I make a selection, it's about how I feel when I walk in. Do I feel like this is a family type feeling? Like, do they truly care about the patients. Is the ambiance important? Do they have the options and modalities? And you guys check the box on that. So it's no wonder when you say that you have with all these different strategic people, because every time a strategic account manager walks in, they're like, oh, my gosh, I want to work with them because you guys have a secret sauce. So when I was talking about potentially other locations, I could see that. I could see it happening. Because you have figured out how to make, how to get the best results with the patient at the best possible cost that they could potentially pay, because costs are going up not only for the patient, but for you guys, too.
[00:33:03] Speaker C: Right?
[00:33:04] Speaker B: So what's really a special thing.
[00:33:06] Speaker A: I was telling you earlier that one of the things that we're looking to do right now is to expand our brand with acquisitions of other medical spas that we feel are in line with how we do things and being able to partner with those locations so that we can continue to expand what we're already doing so well and grow it into other territories and be able to provide the same level of care to patients all across the state of Alabama and into other states as well. So if any of our listeners know of a great fit, please send them our way, because we're looking to.
[00:33:41] Speaker B: Well, to your point, and I, and I know you all well enough that you will be very picky.
[00:33:47] Speaker A: Yes.
[00:33:48] Speaker B: And I think that is wonderful because the culture that you all have here, and that's why I said it's that family approach. I think it's very important that that always continues. And I know, you know, being very, there's so many med spas or, you know, one injector owners that are popping up all over the place, but that that's something that. That you guys have the ability to help. If they fit right, the smart skin family, then you have the ability to help them.
[00:34:19] Speaker C: Yeah.
[00:34:19] Speaker A: You know, well, that's been the biggest setback for us with expansion so far, is that we are so picky and we do everything to the best of our ability, and we want everything to be perfect. And so just not knowing for sure that it would meet our expectations day in and day out without us physically being there every day has been the hard part. But it's going to be finding the right partners that we can make sure that they are going to uphold our standards and we can check in and make sure that everything's going the way that it should be going and that it's going to be the exact same experience. No matter where you are.
[00:34:57] Speaker C: Yeah.
[00:34:57] Speaker B: It's like a marriage.
[00:34:58] Speaker C: Yeah.
[00:34:59] Speaker A: Yeah. So we're excited about our future growth and are excited to see where we are. This time next year, you're going to be our strategic account partner nationwide.
[00:35:10] Speaker B: Oh, that'd be amazing.
[00:35:13] Speaker A: Well, Larry, thank you so much for being here today.
We love our MerS team. We tell people all the time with Lori and we miss Rhett, but we love him still. And all of you guys are so great. You know, it's, it takes a team and it takes partnerships. And one of the things that we even talk about at business conferences that we speak at is making sure that you're choosing the right partners and that it's so important that you have people that are going to have your back and they're going to be there with you along the way because it makes such a difference in your success. And you guys definitely fit the bill. And we are beyond grateful for your partnership.
[00:35:53] Speaker B: Thank you.
[00:35:54] Speaker A: So thank you so much for being here. And we'll have to go look at our neocutus over there so you can tell me what we need to add to it.
[00:36:03] Speaker C: There you go. There you go.
[00:36:04] Speaker B: Well, our success is your success, so it's an honor to work with you all. Thank you so much. We appreciate it.
[00:36:10] Speaker A: Thank you for joining us on today's episode of Smartcast. And we'll see you next week.
