1 00:00:00,080 --> 00:00:02,179 Hello, and welcome to the Becker's Healthcare Podcast. 2 00:00:02,240 --> 00:00:04,000 My name is Chanel Bunger, and I'm recording 3 00:00:04,000 --> 00:00:05,540 live at the Becker's Healthcare 4 00:00:05,919 --> 00:00:06,740 fall 2024 5 00:00:07,040 --> 00:00:09,519 future of dentistry round table. And right now 6 00:00:09,519 --> 00:00:11,619 I am sitting with Jay Glaser, 7 00:00:12,000 --> 00:00:15,460 the director of business development at DC Dental. 8 00:00:15,845 --> 00:00:17,125 Jay, thank you so much for joining me 9 00:00:17,125 --> 00:00:19,285 today. Thank you, Ruben, for, allowing me to 10 00:00:19,285 --> 00:00:19,945 join you. 11 00:00:20,245 --> 00:00:22,005 Well, to get us started, could you please 12 00:00:22,005 --> 00:00:23,684 introduce yourself and tell us a little bit 13 00:00:23,684 --> 00:00:25,364 about your background? Thank you. My name is, 14 00:00:25,525 --> 00:00:27,625 Jay Glaser. I stand in a waiting 285 15 00:00:28,005 --> 00:00:28,744 hour journey. 16 00:00:30,369 --> 00:00:32,629 Yeah. We are in the dental, 17 00:00:33,329 --> 00:00:35,570 I guess, distribution business. We pick pack ship. 18 00:00:35,570 --> 00:00:36,929 I think we're actually number 5 in the 19 00:00:36,929 --> 00:00:39,090 country now. We have DC Dental. We have 20 00:00:39,090 --> 00:00:39,909 Crazy Dental. 21 00:00:40,770 --> 00:00:43,329 I've been in this business now for 13 22 00:00:43,329 --> 00:00:43,829 years. 23 00:00:45,174 --> 00:00:46,614 And our growth has been over the 3rd 24 00:00:46,614 --> 00:00:47,994 to 3 year period, almost $10,000,000 25 00:00:48,375 --> 00:00:50,454 a year. So we're really we're going we're 26 00:00:50,454 --> 00:00:51,994 number 5 in the country now. 27 00:00:52,534 --> 00:00:54,375 And, we love what we do. It's very 28 00:00:54,375 --> 00:00:56,634 simple. A decent dental model, we'd have reps 29 00:00:57,039 --> 00:00:58,560 or we and then we have we work 30 00:00:58,560 --> 00:00:59,780 with DSOs, GPOs. 31 00:01:00,560 --> 00:01:02,719 The reps will work with either solo practitioner 32 00:01:02,719 --> 00:01:04,400 offices or the larger groups. And then we 33 00:01:04,400 --> 00:01:07,140 have Crazy Dental, which just takes our authorized 34 00:01:07,200 --> 00:01:09,599 competitors pricing. We match the lowest price, and 35 00:01:09,599 --> 00:01:10,880 that's what you pay. So it's no haggle. 36 00:01:10,880 --> 00:01:12,674 You don't have to look around and have 37 00:01:12,995 --> 00:01:14,674 12 windows open to look at each price. 38 00:01:14,674 --> 00:01:15,875 Well, I can get this here, that there, 39 00:01:15,875 --> 00:01:17,715 and none of that. Just leave it all 40 00:01:17,715 --> 00:01:19,475 up to us. Ship same day, evening, you 41 00:01:19,475 --> 00:01:21,954 receive your tracking. Done. And the DC side, 42 00:01:21,954 --> 00:01:23,715 it's the same idea. Ship same day, evening, 43 00:01:23,715 --> 00:01:25,555 you receive your tracking. And thank God we're 44 00:01:25,555 --> 00:01:27,795 growing and we're rocking and rolling. So 45 00:01:28,700 --> 00:01:29,819 Love to hear it. Well, that kind of 46 00:01:29,819 --> 00:01:31,280 brings me to my next question. 47 00:01:31,579 --> 00:01:33,120 What strategic initiatives 48 00:01:33,420 --> 00:01:36,560 are you prioritizing for growth and patient care? 49 00:01:36,939 --> 00:01:37,920 That's a great question. 50 00:01:38,299 --> 00:01:39,439 So we are prioritizing 51 00:01:39,900 --> 00:01:41,200 opening up 2 new warehouses 52 00:01:41,954 --> 00:01:43,715 to be 2 days to everyone in the 53 00:01:43,715 --> 00:01:44,534 United States. 54 00:01:45,075 --> 00:01:47,314 Not that if someone's, you know, 3 or 55 00:01:47,314 --> 00:01:48,915 4 days away that we actually have to 56 00:01:48,915 --> 00:01:50,275 put it on our own dime and and 57 00:01:50,275 --> 00:01:51,954 get this stuff done within 2 days because 58 00:01:51,954 --> 00:01:55,030 it's now expected. Amazon has changed the rules 59 00:01:55,030 --> 00:01:57,430 of, shipping. Sure has. So we're working on 60 00:01:57,430 --> 00:01:59,750 that. And then within the warehouses, we've I 61 00:01:59,750 --> 00:02:00,890 like to call it Amazonian. 62 00:02:02,070 --> 00:02:03,909 So now there's we have people working there, 63 00:02:03,909 --> 00:02:05,670 and we also have a lot of, you 64 00:02:05,670 --> 00:02:08,310 know, conveyor belts and machines and robots. And 65 00:02:08,310 --> 00:02:10,414 it's it's one of our competitors, one of 66 00:02:10,414 --> 00:02:12,094 the largest dental distributors in the country is 67 00:02:12,094 --> 00:02:13,614 in some ways. Like, I heard you guys 68 00:02:13,614 --> 00:02:15,294 are, like, top in in this. So we 69 00:02:15,294 --> 00:02:17,294 do that. A lot of APIs we we're 70 00:02:17,294 --> 00:02:19,534 open to working with, you know, marketplaces that 71 00:02:19,534 --> 00:02:21,454 a lot of our competitors are not excited 72 00:02:21,454 --> 00:02:22,674 and thrilled about using. 73 00:02:23,479 --> 00:02:25,719 So we're we're open to competition. Our goal 74 00:02:25,719 --> 00:02:27,879 is to just, you know, just keep growing 75 00:02:27,879 --> 00:02:30,060 upstream, but just chisel away. 76 00:02:30,680 --> 00:02:32,280 Love you. Yeah. And then we we have 77 00:02:32,280 --> 00:02:34,199 this AI stuff and the customer service is 78 00:02:34,199 --> 00:02:35,719 very important to us and make sure that 79 00:02:35,719 --> 00:02:36,219 everybody's 80 00:02:36,599 --> 00:02:38,219 happy and taken care of and 81 00:02:39,215 --> 00:02:40,915 keep rolling. We have about 46,000 82 00:02:41,294 --> 00:02:43,935 SKUs, over a 170 manufacturers we work with. 83 00:02:43,935 --> 00:02:44,495 So it's, 84 00:02:45,534 --> 00:02:48,574 we're we're growing. We're growing. Love to hear 85 00:02:48,574 --> 00:02:49,055 it. Well, 86 00:02:50,094 --> 00:02:53,620 moving forward, what key experiences have shaped your 87 00:02:53,620 --> 00:02:54,680 leadership journey 88 00:02:55,219 --> 00:02:57,080 in the dental and DSO industry? 89 00:02:58,659 --> 00:03:00,520 Key experiences for me. 90 00:03:01,300 --> 00:03:02,340 And I guess from you could do for 91 00:03:02,340 --> 00:03:03,939 me. And then I do a company first 92 00:03:03,939 --> 00:03:05,159 and then for me. So originally, 93 00:03:05,735 --> 00:03:06,935 people may or may not wanna hear this, 94 00:03:06,935 --> 00:03:09,514 but we we tried very hard to avoid 95 00:03:09,655 --> 00:03:10,395 the DSO, 96 00:03:11,735 --> 00:03:12,235 space. 97 00:03:12,534 --> 00:03:13,034 DSOs 98 00:03:13,414 --> 00:03:14,155 own you. 99 00:03:14,775 --> 00:03:17,194 They they they dictate to you, 100 00:03:17,895 --> 00:03:19,655 how things should be done, and they're here 101 00:03:19,655 --> 00:03:20,715 today and gone tomorrow. 102 00:03:21,530 --> 00:03:24,250 Even though maybe 67% of dental offices will 103 00:03:24,250 --> 00:03:26,490 be DSOs in in the, you know, short 104 00:03:26,490 --> 00:03:26,990 term, 105 00:03:27,370 --> 00:03:29,230 in the near future, I should say. But, 106 00:03:29,530 --> 00:03:31,610 you know, there'll still be another 30, 40%, 107 00:03:31,610 --> 00:03:33,705 and you can make billions off that. But 108 00:03:33,705 --> 00:03:35,165 as as time progresses, 109 00:03:35,625 --> 00:03:37,944 it's it's it's obvious that you gotta get 110 00:03:37,944 --> 00:03:38,844 into the space. 111 00:03:39,385 --> 00:03:41,085 So, you know, by default, 112 00:03:41,385 --> 00:03:43,465 we're in it, and we're we're thrilled to 113 00:03:43,465 --> 00:03:44,905 be in it and win it. You know, 114 00:03:44,905 --> 00:03:46,825 we work with all the manufacturers now to 115 00:03:46,825 --> 00:03:48,365 get the special market pricing. 116 00:03:48,849 --> 00:03:50,370 We make sure that our clients are taken 117 00:03:50,370 --> 00:03:52,610 care of and what with multiple here that 118 00:03:52,610 --> 00:03:54,530 already use us here at the conference. And 119 00:03:54,530 --> 00:03:55,889 they're very they're very happy with us. I 120 00:03:55,889 --> 00:03:56,790 have a whole team. 121 00:03:57,729 --> 00:03:59,889 Some designate are designated to work with solar 122 00:03:59,889 --> 00:04:02,310 practitioners and some just with DSOs and GPOs. 123 00:04:02,915 --> 00:04:05,314 And, so we just we were pushing for 124 00:04:05,314 --> 00:04:07,474 a while to to jump in. And now 125 00:04:07,474 --> 00:04:09,335 the company has actually said, okay. It's 126 00:04:09,795 --> 00:04:12,275 let's do this and light bulb off, and 127 00:04:12,275 --> 00:04:13,575 we're in. So, 128 00:04:14,115 --> 00:04:15,555 that's really brought us in. I, you know, 129 00:04:15,555 --> 00:04:17,550 I go to I go to multiple DSO 130 00:04:17,550 --> 00:04:19,329 conferences, and, it's 131 00:04:19,790 --> 00:04:21,550 it's going in the right direction. We're not 132 00:04:21,550 --> 00:04:23,790 we're not, we're we're not we're not avoiding 133 00:04:23,790 --> 00:04:25,389 it any longer. And not only are we 134 00:04:25,389 --> 00:04:26,829 saying we don't really wanna do this, we're 135 00:04:26,829 --> 00:04:29,490 doing it. You know, we're we're all in. 136 00:04:29,735 --> 00:04:31,355 Well, thank you so much for that answer. 137 00:04:31,574 --> 00:04:34,935 And what significant challenges are dental and DSO 138 00:04:34,935 --> 00:04:37,814 leaders facing currently? And how are you addressing 139 00:04:37,814 --> 00:04:39,735 them in your current role? So I think 140 00:04:39,735 --> 00:04:41,495 some of the biggest challenges really have nothing 141 00:04:41,495 --> 00:04:42,794 to do with us at staffing. 142 00:04:43,740 --> 00:04:44,939 We don't have the problem because we just 143 00:04:44,939 --> 00:04:47,259 pick, pack, ship. And we always have people 144 00:04:47,259 --> 00:04:48,720 that are willing to work on our warehouses. 145 00:04:49,100 --> 00:04:50,300 You know? I know I don't know when 146 00:04:50,300 --> 00:04:53,339 this is gonna be, broadcasted, but one one, 147 00:04:53,339 --> 00:04:53,920 I think, 148 00:04:54,620 --> 00:04:57,084 one one, the because of the hurricane in, 149 00:04:57,084 --> 00:04:59,625 I think, was Helene in, North Carolina. 150 00:05:00,644 --> 00:05:02,664 Right now, when you have, like, sodium chloride 151 00:05:02,725 --> 00:05:04,084 in the water, it's still it's it's a 152 00:05:04,084 --> 00:05:04,824 real problem. 153 00:05:05,285 --> 00:05:07,845 Baxter is closed, and most of the raw 154 00:05:07,925 --> 00:05:09,524 most of these stuff is now being shipped 155 00:05:09,524 --> 00:05:12,419 to hospitals rightfully so. So there's a shortage 156 00:05:12,419 --> 00:05:12,919 there. 157 00:05:13,699 --> 00:05:15,300 But but other than that, I I I 158 00:05:15,379 --> 00:05:17,879 I'm not seeing real manufacture back orders 159 00:05:18,259 --> 00:05:20,500 on most products. And things seem to be, 160 00:05:20,500 --> 00:05:22,419 you know, really streamlined. And we're we're we're 161 00:05:22,419 --> 00:05:24,259 post COVID. I mean, thank god. So that 162 00:05:24,259 --> 00:05:26,324 that issue of can't get this and can't 163 00:05:26,324 --> 00:05:27,845 get that is really I think it's past 164 00:05:27,845 --> 00:05:28,345 us. 165 00:05:29,285 --> 00:05:31,444 And and as far as, other and, you 166 00:05:31,444 --> 00:05:33,144 know, for us, we don't really 167 00:05:34,165 --> 00:05:35,764 we're not we're not you know, you know, 168 00:05:35,764 --> 00:05:38,165 there's only there's only an issue with, UPS 169 00:05:38,165 --> 00:05:39,925 or FedEx or, you know, the postal service 170 00:05:39,925 --> 00:05:43,169 goes down. Or Amazon. Or Amazon. Exactly. Right. 171 00:05:43,310 --> 00:05:45,310 You know, AI is becoming very big. It's 172 00:05:45,310 --> 00:05:47,069 all technology. So if you go down, like, 173 00:05:47,069 --> 00:05:48,750 we'll get an email. Oh, you know, this 174 00:05:48,750 --> 00:05:50,769 machine is not working. That could be catastrophic. 175 00:05:51,389 --> 00:05:52,910 So we we have extra parts in the 176 00:05:52,910 --> 00:05:54,509 warehouse. We order all for that that's for 177 00:05:54,509 --> 00:05:56,675 us, that's it's all technology. So if the 178 00:05:56,675 --> 00:05:59,714 websites go down or which almost really never 179 00:05:59,714 --> 00:06:02,274 happens or if something if somebody's very big 180 00:06:02,274 --> 00:06:04,035 machines in the warehouse go down, it could 181 00:06:04,035 --> 00:06:05,095 be it could be problematic, 182 00:06:05,795 --> 00:06:07,154 and it could push things off a day 183 00:06:07,154 --> 00:06:08,435 or 2. But other than that, I mean, 184 00:06:08,435 --> 00:06:09,154 thank god it's it's 185 00:06:10,069 --> 00:06:10,889 we don't really have, 186 00:06:12,229 --> 00:06:13,349 you know, like, the way I mentioned with 187 00:06:13,349 --> 00:06:15,509 the water, the manufacturer back issue back order 188 00:06:15,509 --> 00:06:16,870 issues. But we don't really we don't really 189 00:06:16,870 --> 00:06:18,709 think that we won't really struggle. We try 190 00:06:18,709 --> 00:06:19,849 to stay away from 191 00:06:20,389 --> 00:06:21,990 the noise and just stay focused on what 192 00:06:21,990 --> 00:06:24,069 we're doing and, you know, and and and 193 00:06:24,069 --> 00:06:25,669 and work with what we have. And that's 194 00:06:25,669 --> 00:06:27,985 that's so far I think it's been successful. 195 00:06:28,204 --> 00:06:30,464 Sounds like a key to success. Oh, yes. 196 00:06:30,685 --> 00:06:33,165 Well, so far I've enjoyed our time together. 197 00:06:33,165 --> 00:06:34,464 But to, 198 00:06:35,165 --> 00:06:37,805 wrap things up, could you please share a 199 00:06:37,805 --> 00:06:39,824 few pieces of advice for 200 00:06:40,509 --> 00:06:42,209 other leaders in your field 201 00:06:42,750 --> 00:06:43,250 for 202 00:06:43,709 --> 00:06:45,949 essential skills that you think that they need 203 00:06:45,949 --> 00:06:47,709 to in order to be successful? I know 204 00:06:47,709 --> 00:06:49,149 you've already given some advice, but 205 00:06:49,870 --> 00:06:50,370 Sure. 206 00:06:50,990 --> 00:06:52,209 In my humble opinion, 207 00:06:52,564 --> 00:06:53,764 and there are a lot more people in 208 00:06:53,764 --> 00:06:55,204 this business that are a lot wiser than 209 00:06:55,204 --> 00:06:56,644 I am, and they they know a lot 210 00:06:56,644 --> 00:06:58,164 more and been around a lot longer. But 211 00:06:58,164 --> 00:07:00,245 for my mom picking up, I I think 212 00:07:00,245 --> 00:07:01,685 you have to appreciate and you have to 213 00:07:01,685 --> 00:07:03,464 love what you do. If you don't, 214 00:07:04,164 --> 00:07:05,844 you're not gonna be successful. So when it 215 00:07:05,844 --> 00:07:07,464 comes to dental, I find that, 216 00:07:07,779 --> 00:07:09,459 you know, a lot of people some people 217 00:07:09,459 --> 00:07:11,699 will move around, but most of them actually 218 00:07:11,699 --> 00:07:13,300 stick in dental because they they like it. 219 00:07:13,300 --> 00:07:14,360 They appreciate it. 220 00:07:14,979 --> 00:07:16,660 I think you have to really like what 221 00:07:16,660 --> 00:07:19,060 you do, love what you do, and that's 222 00:07:19,060 --> 00:07:21,540 gonna help, you know, bring success. And your 223 00:07:21,540 --> 00:07:23,475 team around you is crucial. I think the 224 00:07:23,475 --> 00:07:25,314 people that work with you, you know, always 225 00:07:25,314 --> 00:07:26,854 bring on smart, wise 226 00:07:27,314 --> 00:07:29,794 people, intelligent people, and it's gonna make everybody 227 00:07:29,794 --> 00:07:31,714 look greater and better and smarter, and you're 228 00:07:31,714 --> 00:07:33,794 gonna get more business done. You gotta work 229 00:07:33,794 --> 00:07:34,294 hard. 230 00:07:35,235 --> 00:07:36,675 And and you have to appreciate what you're 231 00:07:36,675 --> 00:07:38,294 doing. You gotta take care of your people. 232 00:07:39,069 --> 00:07:40,590 Is there anything else that really sticks out? 233 00:07:40,590 --> 00:07:41,889 I I think you have to be ambitious. 234 00:07:42,029 --> 00:07:43,389 You got it. There there's a lot of 235 00:07:43,389 --> 00:07:44,529 competition out there. 236 00:07:44,910 --> 00:07:46,910 And, you gotta you you can't you gotta 237 00:07:46,910 --> 00:07:49,250 be, you know, tenacious. You just gotta persistent 238 00:07:49,310 --> 00:07:51,389 and just keep pushing and pushing. But at 239 00:07:51,389 --> 00:07:52,610 the same time, be respectful 240 00:07:52,925 --> 00:07:54,845 and and, be a friend to other people. 241 00:07:54,845 --> 00:07:56,845 Don't be there, like, you know, you know, 242 00:07:56,845 --> 00:07:58,764 you know, hardcore. That's it. You know, it's 243 00:07:58,764 --> 00:08:00,365 either we're doing business, not doing business. No. 244 00:08:00,365 --> 00:08:01,644 No. You still stay friends with them because 245 00:08:01,644 --> 00:08:03,805 you never know what's gonna come around. You 246 00:08:03,805 --> 00:08:04,865 always have to be, 247 00:08:05,300 --> 00:08:08,020 a real genuine to other people. And and 248 00:08:08,020 --> 00:08:08,520 it 249 00:08:08,900 --> 00:08:11,379 it word travels quickly. If you're nice and 250 00:08:11,379 --> 00:08:12,360 genuine real, 251 00:08:13,060 --> 00:08:14,980 to other people, it's it's it's gonna come 252 00:08:14,980 --> 00:08:16,100 back to you because at the end of 253 00:08:16,100 --> 00:08:18,580 the day, no matter what business you're in, 254 00:08:18,580 --> 00:08:19,639 it's all about relationships. 255 00:08:20,004 --> 00:08:21,845 You know? Yes. Computers and every you know, 256 00:08:21,845 --> 00:08:23,524 there's some people, like, you know, you close 257 00:08:23,524 --> 00:08:25,365 behind behind closed doors and they, you know, 258 00:08:25,365 --> 00:08:26,805 their power is in their fingers, you know, 259 00:08:26,805 --> 00:08:28,084 the keyboard. But at the end of the 260 00:08:28,884 --> 00:08:31,685 bottom line, relationships are what matter. And and, 261 00:08:32,325 --> 00:08:33,945 people know you're a good person. 262 00:08:34,649 --> 00:08:36,669 It it's, you know, the sky's the limit. 263 00:08:37,129 --> 00:08:38,769 Excellent advice. Thank you so much for sharing. 264 00:08:38,970 --> 00:08:40,569 Welcome. Thank you for your time. I appreciate 265 00:08:40,569 --> 00:08:43,049 the opportunity of being here, and it's pretty 266 00:08:43,049 --> 00:08:45,470 cool stuff. You know? Windy city, Chi Town, 267 00:08:46,020 --> 00:08:47,700 and, go Cubs. I'm not a Cubs fan, 268 00:08:47,700 --> 00:08:49,780 but whatever. It sounds good. Go Cubs. Well, 269 00:08:49,780 --> 00:08:51,780 thank you so much, Dave, for joining. Pleasure. 270 00:08:51,780 --> 00:08:53,540 Thank you very much. Thank you. Thank you 271 00:08:53,540 --> 00:08:54,680 for your time. Thank you.