Open Wide Podcast

Scott and Jinesh chat with Matt Ingram about his career in dental marketing and media. Matt explains how the space has changed over the last 15 years and comments on some of the high-level marketing strategies he's seen play out. He recounts some of the best and worst he's seen over the years, and discusses the massive opportunity that currently exists in the world of marketing to dentists. 
 
2:33 Introducing Matt Ingram
7:18 Mechanics of marketing to dentists
10:44 Do print ads still work?
18:44 Marketing strategies across dental
23:04 Best and worst marketing tactics
28:15 Marketing on a shoestring budget
31:19 The untapped data opportunity
32:51 Influencer marketing in dental
52:10 Promotional products advertising
 

Scott and Jinesh chat about Epic's recent announcement that they're releasing their own native AI transcription tool to be bundled into their software, and Henry Schein announces they'll be restricting connectivity that Vyne has used to transfer data for insurance claims submissions. 
 
1. Epic's AI announcement 2:18
2. Vyne vs Henry Schein 12:52

Scott and Jinesh chat with Marv Nelson, CEO of A-dec. They discuss A-dec's history, culture, and philosophy. Marv discusses the impact of COVID, A-dec's supply chain, and the impact of tariffs (or lack thereof) on A-dec. Marv shares his thoughts around price positioning, equipment servicing, DSO strategy, and dealer relationships.
 
3:05 Introducing Marv Nelson
5:29 Marv's path to dental
9:01 History of A-dec
11:35 A-dec's philosophy and culture
21:30 Navigating COVID
23:37 Supply Chain and impact of tariffs
27:35 Pricing strategy
30:16 A-dec's tech upgrade 
38:16 Thoughts around equipment servicing
45:51 Dealer relationships
48:14 DSO strategy
51:22 Odd customer requests
54:59 Dealer relationships part 2

Scott and Jinesh chat about the recent increased risk to dental coverage via Medicaid nationwide, as well as the recent acquisition of the DSO Cherry Tree Dental by Delta Dental of Wisconsin.
1:59 Dental coverage at risk
8:50 Delta Dental of Wisconsin buys DSO Cherry Tree Dental 

Scott and Jinesh chat with Joe Cavaretta, Founder and CEO of Cavaretta Consulting Group. They discuss Joe's journey through dental, and how his career evolved from working at publicly traded dental distributors to venturing into startups, first at Whale Dental and then founding his own consulting firm. Joe shares his perspective on the maturing DSO space, and some of the ways he has helped guide DSOs to success. 
 
2:31 Introducing Joe Cavaretta
3:50 Joe's journey through dental
14:03 The leap to Dental Whale
21:21 Launching Cavaretta Consulting Group
27:45 Facilitating DSO's software adoption
39:00 Investment in dental matures
43:03 Dental distribution growing pains
49:25 Dental distribution mimicking medical GPOs at scale

Scott and Jinesh chat with Santosh Patel, Founder of Complete Specialty Solutions and current Chief Revenue Officer of Subscribili. They discuss Santosh's journey building Complete Specialty Solutions, and his decision to sell the software piece of the business to Subscribili. Santosh shares why the relationship makes sense, and what the future at each respective company holds. 
 
2:16 Introducing Santosh Patel
3:35 Medical Journey before dental
8:21 Broken referral system in dental 
11:45 Founding Complete Specialty Solutions 
15:06 Marketplace of specialists
19:06 CSS business model
28:08 Subscribili acquires CSS software
34:17 Becoming CRO at Subscribili
40:54 Customer profiles
45:11 Customer stories and advice from the trenches

Scott and Jinesh chat with Stanley Bergman, CEO of Henry Schein. They discuss Stan's path to Henry Schein and touch on key elements of culture at the company. Stan shares stories from the transition to the digital era, reflects on crisis management and leadership, and discusses his perspective on industry relationships and competition. Stan also shares how he thinks about innovation, and what excites him most about the future of the dental profession. 
 
1:29 Introducing Stan Bergman
3:23 Leaving South Africa for the US
5:35 Joining Henry Schein
13:41 The IBM debacle
17:50 People-first culture
21:02 Innovation
24:51 Balancing manufacturer relationships
29:57 Crisis management and leadership
34:30 Competition and capital influx into dental
37:44 Macro trends in dental
42:01 Culture of giving

Scott and Jinesh chat with Dr. Kyle Stanely about his journey in the dental world, from clinical practice to lecturing to podcasting to communicating mental health. They take a deep dive into the importance of mental health in the dental world, and how it's so commonly neglected. They discuss the stigma around mental health, and touch on the biggest mistakes dentists make. 
 
1:36 Introducing Kyle Stanley
7:14 Founding Pearl
14:38 Current work balance
18:44 The business of lecturing
23:31 Podcasting
29:11 Journey to mental health
41:55 Mental health mistakes dentists make
48:58 Light Side Academy  
52:21 Communicating and crucial conversations