Very Dental Extra: The Flex of Single Patient Use with Cody Sunderland

[00:00:00] This is a production of The Very Dental Podcast Network.

[00:00:05] Sometimes you just can't get enough very dental.

[00:00:14] Sometimes you need a little bit more.

[00:00:16] Now is one of those times.

[00:00:18] Welcome to The Very Dental Extra.

[00:00:22] Very Dental People, welcome to another episode of The Very Dental Extra.

[00:00:28] Our Very Dental Extra today is brought to us by our friends at Microcopy Dental

[00:00:33] and I am speaking to my co-host is none other than Cody Sunderland from Microcopy Dental.

[00:00:39] Cody, how are you doing?

[00:00:40] I'm doing well, how are you?

[00:00:41] I'm good, I'm good.

[00:00:43] So a lot of listeners, I've been working with Microcopy on and off for the podcast for some years

[00:00:49] and interestingly, I actually, I'll go to shows and propose that people come on the podcast.

[00:00:55] They're all too chicken to come on the podcast with me at shows.

[00:00:58] Cause, but it's funny is like I literally have been using Microcopy Burrs for, I don't,

[00:01:03] it's been at least 15 years, maybe 20 years.

[00:01:05] Like I've been, I've been in just to put my cards on the table.

[00:01:10] I am almost completely diamond.

[00:01:13] I don't, I don't use a lot of carbides.

[00:01:15] That's that said, anyone who's not familiar with Microcopy Dental,

[00:01:20] they need to know that Microcopy is the single patient use burr,

[00:01:25] polisher, interproximal reduction on that.

[00:01:28] They are the single patient use thing company.

[00:01:31] Would that be accurate?

[00:01:32] Would you say that's a fair way to describe it?

[00:01:34] That is a perfect way to describe us a microcopy.

[00:01:37] Absolutely.

[00:01:38] I love that.

[00:01:39] So I'm a little curious about this.

[00:01:40] How did Microcopy decide that the single patient use burr or product or polish

[00:01:46] or what, how do they decide that was going to be their thing?

[00:01:49] What's, what's the story behind that?

[00:01:51] Yeah.

[00:01:52] You know, it's actually a very interesting story.

[00:01:54] And I'll give you the brief kind of reader's digest version of it.

[00:01:57] But Microcopy in single patient use to concept really came about during the AIDS epidemic.

[00:02:03] And everybody was so paranoid about contamination or infection, things like that.

[00:02:08] Of course, when we didn't know about HIV and how it was transmitted and things like that.

[00:02:13] So the owners of Microcopy, they, they started thinking about this and they thought,

[00:02:18] we can actually produce single patient use burrs and immediately alleviate that concern

[00:02:23] that people had about cross contamination and infection prevention.

[00:02:26] So it just kind of was perfect timing because it really kind of took off from there.

[00:02:32] And then there's so many other benefits that go along with that, but really the entire

[00:02:36] thing in the single patient use concept all originated from the AIDS epidemic and

[00:02:40] really cross contamination prevention as a whole.

[00:02:43] That's how it was started.

[00:02:44] Interesting.

[00:02:45] I guess I should have assumed that because a lot of,

[00:02:47] but what I remember too is probably at that time, dentists like hospitals and doctors offices,

[00:02:54] but hospitals in particular use a lot of single patient use things.

[00:02:58] They probably were doing that even before.

[00:03:00] But then with, and I remember I was in dental school during the AIDS epidemic and HIV

[00:03:04] and all that stuff.

[00:03:05] And I remember there were, okay, there were a bunch of dentists and not dental students

[00:03:10] as much because we didn't know any better, but a lot of dentists who didn't think

[00:03:12] they would ever be able to work with gloves.

[00:03:15] Like they were the dentists that literally up to that point in their career,

[00:03:18] they had never really used gloves and it drove them crazy to use gloves.

[00:03:21] So if you can imagine like turning around when everyone's trying to make,

[00:03:26] you know, sterilization and in all these hygiene things, single patient use

[00:03:32] burs, that must have been pretty revolutionary.

[00:03:34] What did, how did that go?

[00:03:36] Like did people, were people skeptical or did they jump on board quickly?

[00:03:39] No, it's been interesting because it's really been kind of a slow burn.

[00:03:43] And we definitely have helped educate people.

[00:03:46] Sadly COVID was good for us.

[00:03:48] Yeah, no, I get it.

[00:03:50] I was going there, yeah.

[00:03:51] Same type of thing.

[00:03:52] People are super worried about anything they can do to alleviate patient concerns

[00:03:57] about contamination or infection prevention.

[00:04:00] So it gave us an opportunity to once again preach the single patient

[00:04:03] use message during that time.

[00:04:05] But it definitely has been a slow burn when it comes to building that market.

[00:04:09] And you know the U.S. is, of course as you know, you know, the leader kind of in the world,

[00:04:14] people look at the U.S. as the kind of the standard when it comes to dentistry.

[00:04:18] So as we open up international markets, it's interesting to see how slow they are

[00:04:22] to adopt this mindset as well.

[00:04:25] But I would say in the States, it's definitely gaining popularity.

[00:04:29] You're seeing some more military institutions that are implementing single patient use products.

[00:04:33] So I think over the time, I think you're going to see a lot more people converting

[00:04:39] to single patient use not just because of the single patient use concept

[00:04:43] and the fact of the cross contamination infection prevention.

[00:04:46] But there's so many other benefits that go along with single patient use

[00:04:49] that it's almost more of a priority for doctors now than ever before.

[00:04:52] Yeah, I got to tell you that I did not jump on the bandwagon due to...

[00:04:57] Game on you.

[00:04:59] No, I didn't jump on the bandwagon.

[00:05:01] Let me finish my sentence. I didn't jump on the bandwagon because I was worried about the sterilization aspect of it

[00:05:06] because I hate dull burrs. It tries to eat bananas.

[00:05:10] And I was like, so what happens is if you're paying full price for a conventional burr

[00:05:16] and as soon as they go into sterilization, they get dull.

[00:05:20] Absolutely. Absolutely.

[00:05:22] Honestly, all of them do. Diamonds do as well as carbides, but they get dull.

[00:05:26] So having to use them more than once there...

[00:05:28] I remember in dental school, they would give you... Oh, it was great.

[00:05:31] You'd go get a 56 burr and you just knew that it was a burr

[00:05:36] that some other student had just turned in earlier that day that they had sterilized.

[00:05:40] So these burrs were notoriously dull and you're just like, ah.

[00:05:45] Even from dental school, I was just like, I freaking hate this

[00:05:48] and it does make sense.

[00:05:50] So when I open one of these things up, I know that it's going to feel like a new burr.

[00:05:54] Everyone kind of knows that new burr feeling.

[00:05:57] Everyone knows that.

[00:05:58] If there's sterile... And I mean, there's a lot of companies that claim,

[00:06:01] oh, our burrs stand up to sterilization.

[00:06:03] But honestly, I challenge any of you to try straight out of the package

[00:06:10] microcopy diamond in particular.

[00:06:12] I guess I can vouch for the metal cutters.

[00:06:15] I can vouch for the cross-cut metal cutters because whenever I'm cutting a metal crown off,

[00:06:20] I use those.

[00:06:21] But you won't even believe it.

[00:06:24] I frankly don't think you'd be able to tell the difference between

[00:06:27] whatever premium conventional burr brand you're using and microcopy.

[00:06:31] So the question about that is, how do you guys do that?

[00:06:34] In other words, how do you guys take a single patient use burr,

[00:06:37] which is frankly, a lot of people think of, okay, that's just like a throwaway thing.

[00:06:43] It's not going to be as good as what I've got.

[00:06:44] I would argue that you'd have a hard time telling the difference between any of them.

[00:06:48] So what do you guys do to make it so good?

[00:06:51] So that's a good question.

[00:06:52] Of course, there's proprietary information when it comes to the way we actually make it back.

[00:06:56] He tells me, but he has to kill me.

[00:06:57] That's what he said.

[00:06:58] That's what he said.

[00:06:59] And I don't think your listeners want that.

[00:07:01] No, that's right.

[00:07:02] So yeah, there's parts of it that are proprietary.

[00:07:06] But I will say one of the big things that says microcopy apart from our competition is

[00:07:10] we use natural diamonds.

[00:07:12] So a lot of our burrs, the diamond burrs, they're actually coated in natural diamonds,

[00:07:16] not synthetic.

[00:07:17] And what that does for you, it actually is sharper.

[00:07:20] So it cuts better.

[00:07:21] They're stronger.

[00:07:22] So they're not breaking off of the shank by the way they are actually attached to the shank.

[00:07:26] And that's one of those proprietary things I can't talk about.

[00:07:29] But so the way the diamonds are manufactured with using the natural diamond particle is probably

[00:07:34] the biggest thing.

[00:07:35] And one of the reasons you'll notice the big difference between us and our competition

[00:07:39] is we are using natural diamonds on most of our diamond burrs.

[00:07:42] Okay.

[00:07:43] Okay.

[00:07:44] That's interesting.

[00:07:45] I had no idea.

[00:07:46] But what you guys talked about a lot is the carbides.

[00:07:49] A lot of your carbides are one, a single piece.

[00:07:52] Is that correct?

[00:07:53] Absolutely.

[00:07:54] Absolutely.

[00:07:55] And that makes, you know, this is such a basic thing and it's interesting when we're at

[00:07:59] trade shows and we're speaking to doctors and you bring this analogy or this comparison

[00:08:04] up and they immediately get it.

[00:08:06] But anytime you weld two pieces of metal together, that is a weak point.

[00:08:10] That is not a strength.

[00:08:11] So with that weak point, it's always right at the head.

[00:08:15] Of course, whereas the doctors putting the pressure, they're putting the pressure on the

[00:08:18] head.

[00:08:19] That's where it snaps.

[00:08:20] So by using a one piece construction and having it actually milled down to the shape that

[00:08:24] it is, you don't have that weak spot because there is no weld point.

[00:08:27] It is one solid piece of metal that's just been milled into the shape that it is.

[00:08:31] I'm going to give you this one for free.

[00:08:32] If you want to talk to dentists about that, here's the thing.

[00:08:36] We are, if you've been practicing as long as I have, you used to do a lot of porcelain

[00:08:39] fused to metal.

[00:08:40] Okay.

[00:08:41] And so when patients will come in and they'll have porcelain fractured off their porcelain

[00:08:44] fused to metal crowns.

[00:08:45] Okay.

[00:08:46] And you can explain when they say, how are you going to make this crown so it doesn't

[00:08:49] break like that again?

[00:08:50] Which of course, they're always going to ask because you're replacing a crown, a perfectly

[00:08:54] good crown that has broken porcelain.

[00:08:56] That's when I tell them that we use a lot of products that are milled out of one

[00:08:58] piece, whether it's zirconia or lithium-dysilicate or whatever.

[00:09:01] And the reality is, is like, you'd be hard pressed to find someone who can break

[00:09:05] a zirconia or lithium-dysilicate crown because it is.

[00:09:08] It's a much stronger process than having to stick two things together.

[00:09:13] There's always the weak point there.

[00:09:14] So that's interesting.

[00:09:15] Yep, absolutely right.

[00:09:18] So if a person was like, okay, I guess I'll listen to this guy.

[00:09:23] Al's been talking about this for a long time.

[00:09:25] I'll give this a try.

[00:09:27] What's the best way?

[00:09:28] This is a softball question for you by the way.

[00:09:30] It's the best way for them to give a try of a microcopybar.

[00:09:35] So honestly, we're known as the sample company.

[00:09:37] So we are more than happy to sample our products.

[00:09:40] I mean, here's the deal.

[00:09:41] We are very much aware that doctors have taught something in school and to get them to change

[00:09:47] that perception is like pulling teeth, no pun intended.

[00:09:51] But we really have to put our products out there and we're so strong and we're so confident

[00:09:57] in our products.

[00:09:58] We have no problem having doctors sample our products because once they use them

[00:10:02] and compare them against our competition or against the multi-use burr, there really

[00:10:05] is no competition at all.

[00:10:07] They're very satisfied.

[00:10:08] So we are happy to sample as much as possible to make sure the doctors are getting what they

[00:10:13] want and it's actually producing the results that they're looking for.

[00:10:18] It's a strong stance because it might be the only thing I can think of where you

[00:10:22] can actually sample something from, that you can actually go and use the next day

[00:10:27] on a patient.

[00:10:28] Absolutely.

[00:10:29] For one thing, like for instance, if you go to a trade show, they'll have, they

[00:10:33] actually have vending machines full of burrs.

[00:10:36] It's the coolest thing you ever saw.

[00:10:37] They're like literally, it's like you bought a snack except you're sampling a burr and

[00:10:43] you can take it home.

[00:10:44] Absolutely.

[00:10:45] And of course they're in the sterile packaging as every microcopy product is in

[00:10:48] sterile packaging.

[00:10:49] You bring it to your office and you try it and so, but if you're not at a trade

[00:10:52] show, you can go to the website and they sample products as well.

[00:10:55] That's right.

[00:10:56] So you can get samples that way.

[00:10:57] And here's the thing.

[00:10:59] It's free stuff.

[00:11:00] Even if you're listening and going, there's just no way I'm ever going to change.

[00:11:04] There's no harm, no foul.

[00:11:06] And their catalog is like, well for babies from like, you know, 70s, 80s babies, they

[00:11:11] probably remember the Christmas catalog they'd get from like J.C.

[00:11:14] Penny.

[00:11:15] Oh yeah.

[00:11:16] Like with all the toys.

[00:11:17] The wishbook.

[00:11:18] Yeah, the wishbook exactly.

[00:11:19] Your catalog is like that.

[00:11:20] Your catalog is literally like the, and actually I would argue maybe the online

[00:11:23] catalog is even better than a paper catalog they've got.

[00:11:26] So here's the thing.

[00:11:29] They have whatever burr is your favorite burr.

[00:11:32] They have it.

[00:11:33] You just go to the catalog.

[00:11:34] We'll put it in the showdowns.

[00:11:35] You can get it in the catalog and find it because they'll have it.

[00:11:38] And then you can actually try it.

[00:11:39] So they're going to send you, they're sending a sample for you to try and you'll be sold.

[00:11:43] I won't lie to you.

[00:11:45] When you've got, okay, when you've got a box of, you know, diamond burrs sitting in my

[00:11:51] sterilization area where I can literally go and get as many of them as I want.

[00:11:54] For instance, let's just say I'm cutting off a zirconia crown, which is probably

[00:11:59] one of the worst things in dentistry having to cut off a zirconia crown.

[00:12:02] You guys have Z-cutters.

[00:12:04] I was just going to say, yeah.

[00:12:06] Yeah, they came out a couple of years ago.

[00:12:08] I started using them immediately.

[00:12:09] And what's interesting about, I will tell you that before the Z-cutters, I would use

[00:12:16] a very fine, chamfer-shaped finishing burr that you guys also have.

[00:12:21] So like composite finishing or whatever.

[00:12:23] That actually works quite well.

[00:12:25] The Z-cutters are better.

[00:12:26] I'm not exactly sure what magic sauce you have in the Z-cutters, but it's,

[00:12:29] you can actually cut one of those things off with one Z-cutter burr.

[00:12:34] Saying a lot because anyone who's cuts are going crowns off.

[00:12:38] A lot of times they'll just hang on to their really dull, old diamonds of whatever type

[00:12:44] and use those on zirconia because they know they're going to need about six or

[00:12:46] seven of them to get the crown off.

[00:12:48] This one will knock it off pretty quickly but also with one burr.

[00:12:52] It's just like I've used a lot of your burrs, a lot of different kinds of

[00:12:55] your burrs.

[00:12:56] So I've tried them all and they really do work really nicely.

[00:12:58] But like I said, it's probably worth it for listeners to try and sample

[00:13:02] stuff if they're skeptical.

[00:13:03] A lot of them are sent.

[00:13:04] Yeah, absolutely.

[00:13:05] We are more than happy to sample those products and I will say with the zirconia

[00:13:09] you bring up a very good point.

[00:13:10] So you mentioned you were using a fine or a very fine grid diamond and any work.

[00:13:15] So one of the biggest misperceptions out there and so many doctors do it is

[00:13:20] they feel like a zirconia is a hard substance.

[00:13:23] I need to use a coarse or a super coarse diamond to cut through it.

[00:13:26] The problem with that is the diamond particles are actually so large

[00:13:28] they're not actually engaging with that zirconia.

[00:13:31] They're just kind of bouncing off of it.

[00:13:32] So that's why a fine or a medium grit works so much better and our secret sauce,

[00:13:37] as you said, the microns of those diamonds is right between a medium

[00:13:41] and a fine grit.

[00:13:41] So that's why it allows you to sell right through.

[00:13:43] Yes.

[00:13:44] What's funny too is it's like until you realize why a certain diamond cuts

[00:13:49] better than others, for the longest time you get a super

[00:13:54] coarse diamond and actually doesn't work well at all.

[00:13:56] It's slower and worse and God help you if you try a carbide.

[00:13:59] That's not going to do it either.

[00:14:00] You need a diamond of the right size.

[00:14:03] It's something like that.

[00:14:03] Of the right grit.

[00:14:04] So if you, someone's saying, okay, I use conventional burrs.

[00:14:10] I'm interested in trying this.

[00:14:11] What are they going to notice?

[00:14:13] What are they going to notice about like for single patient

[00:14:16] use burrs for the first time?

[00:14:17] What do you think that, what do people say when they've switched

[00:14:20] over or they're starting to switch over?

[00:14:21] What do they notice?

[00:14:22] The first thing they notice is how much time it saves.

[00:14:24] I mean that's, and it's because of so many different factors.

[00:14:29] Not only is it sharper.

[00:14:30] So it's going to reduce your chair time.

[00:14:32] You're not having your assistant clean the burr, autoclave the burr,

[00:14:36] organize the burr.

[00:14:37] That all is removed from that process as well.

[00:14:39] So that's time but there's so many different factors that go into that.

[00:14:44] And of course time is money especially in the dental office.

[00:14:46] We all know that.

[00:14:47] So that's why so many doctors you know they're like, ah, I use my

[00:14:51] multi use burrs and it's like okay but think about how much you're

[00:14:54] paying your dental assistant.

[00:14:55] Think about the organization, the scrubbing, things like that

[00:14:59] that goes into reusing that diamond over and over again.

[00:15:02] When you really could just buy, I mean our operative shapes are $1.99 a piece.

[00:15:07] Yep, yep.

[00:15:08] You know when you start adding up how much time and the salaries

[00:15:11] and what goes into it, you're losing money by using a multi use burr

[00:15:15] and you're not getting a sharp product.

[00:15:18] And that's, you know it's with yesterday I was actually using

[00:15:22] a box cutter and I hate using a dull knife so I switch out laser

[00:15:26] blade on every time.

[00:15:28] But it's the same thing here like you're doing a project,

[00:15:30] you want to be done as quick as fast as possible.

[00:15:33] So use a sharp object, use a sharp diamond and you're going

[00:15:35] to be through that procedure much quicker.

[00:15:38] I mean I like I said I've been using them like this forever so

[00:15:42] I don't really even know what a dull burr is like anymore.

[00:15:44] So it's like, I mean when that's all you use, you'll get used to it.

[00:15:48] What's interesting is you guys have some really really good

[00:15:50] polishers as well.

[00:15:52] What's funny is you have, I mean you have Zirconia polishers.

[00:15:56] It's a two-step, two-step you have composite polishers.

[00:15:59] I think don't you have metal polishers too?

[00:16:01] Like a two-step metal?

[00:16:03] I mean we actually just continue those.

[00:16:04] Okay because I was gonna say I would argue that there's not a ton of people

[00:16:08] probably using a melton.

[00:16:09] That's exactly right.

[00:16:10] It probably just didn't get used as much.

[00:16:12] I knew you had it at some point because I had some.

[00:16:13] I probably still have some around.

[00:16:14] That's how rarely I use them but okay so the polishers are really cool

[00:16:18] because particularly the way that you color them,

[00:16:22] there's it's both Zirconia and composite are two-step and so there's a color for

[00:16:28] like the more the more coarse maybe finishing and coarse polish and fine polish.

[00:16:33] And it's really easy to track of that stuff.

[00:16:35] Absolutely correct.

[00:16:36] We did we made that kind of the easy color system so people could exactly see

[00:16:40] see what they're working with and it will not only polish Zirconia,

[00:16:43] it'll polish all ceramics.

[00:16:44] Yeah yeah yeah.

[00:16:45] It's perfect for that.

[00:16:47] That works well in the composite.

[00:16:48] It's nice to have that.

[00:16:49] You got a couple good shapes.

[00:16:50] What's what I like is there's a cup that flattens out almost almost to like a disc

[00:16:55] almost it's pretty great and it's one of the people have seen these before.

[00:16:59] They're small they're not they're not huge.

[00:17:01] They're kind of smaller.

[00:17:03] The polishers are really good.

[00:17:04] I really like them a lot.

[00:17:05] I have to tell you this, I did not know you guys had discs.

[00:17:08] Like I didn't realize that you had so I need to try some of the discs

[00:17:11] because I'm sort of a I fuss between I mean Cosmine it has some nice ones

[00:17:16] 3M has some but I saw that yours are yours are similar or maybe I don't know.

[00:17:20] I need to try them because I'm always looking for the next thing.

[00:17:23] So you have polishing discs as well as the polishing cups and points and all that stuff.

[00:17:27] Absolutely.

[00:17:29] So okay, I'm curious about this.

[00:17:32] I've always sort of wondered about this.

[00:17:35] So everything that comes in a package from Microcopy is sterilized.

[00:17:38] So it's manufactured and then how do you verify sterilization?

[00:17:43] I mean I got to figure it's a gigantic room with a big gas chamber thingers.

[00:17:47] I don't even know how does it even work?

[00:17:48] That is a great question.

[00:17:50] It's actually gamma sterilization is the sterilization method that we use.

[00:17:55] And so everything is packaged as you mentioned and then it is shipped to the sterilizer and

[00:18:00] then we sterilize it in bulk and everything.

[00:18:04] And that to be perfectly honest with you is a process.

[00:18:06] I mean when it comes to sterilization of anything and when you're selling a sterile

[00:18:11] product, you have sterile symbol on your packaging, regulatory compliant,

[00:18:16] there's a lot that goes into that.

[00:18:18] So it's a big thing but it's something that is so important to our brand to have that

[00:18:22] pre-sterilized that doctors can literally just pop it right out of the pouch and go to town.

[00:18:26] Yeah, yeah.

[00:18:26] And continue to do that and it doesn't increase the cost enough to make it

[00:18:31] noticeable and it's been what we've done forever.

[00:18:34] And so we're going to continue to do so.

[00:18:36] It's really cool packaging actually.

[00:18:38] So I used to run ads for you guys years ago and one of my schticks was I recorded

[00:18:43] what the little burr sounds like coming out of the package, the little kk that you can hear.

[00:18:48] I actually use that in the ad spot and it is funny what's cool.

[00:18:51] There's something kind of cool about particularly for, I mean a lot of patients

[00:18:56] just trust the dentist that they're doing the best things for them and sterile instruments

[00:18:59] and all that stuff but the reality is much like when you're opening up an instrument that's

[00:19:03] come out of a sterilizing say an envelope or a cassette or something like that,

[00:19:07] you can actually open these right in front of the patient and they come right out of the

[00:19:10] package. It's kind of cool actually.

[00:19:12] I love that.

[00:19:13] It's not, I mean it's a little cheesy but it's also like you know there's some patients that may well

[00:19:18] be particularly sensitive about that so this is a flex. You can kind of do this in front of a

[00:19:24] patient and you try it. If you do that you open it and they'll ask what's that all about

[00:19:29] and you can then brag about how sterile your burrs are in their single patient use and

[00:19:33] you would never consider using a burr that's been in someone else's mouth on this patient

[00:19:38] because you just care way too much that sort of thing.

[00:19:40] I love it. Absolutely. It is a flex and to be perfectly honest with you, you are spot on. I mean

[00:19:47] I don't think most patients out there before I got into the burr industry, I'll be honest with you,

[00:19:51] I had zero clue that doctors were using burrs over and over and over again. I mean I hadn't

[00:19:55] been told for a long time but you know when people know that it changes things and so if

[00:20:01] you can say look I'm popping this out it's a sterile burr and it's only going to be used

[00:20:06] on you that's huge. That's going to gain some loyalty and some trust with your patients that

[00:20:11] is really, really vital in today's competitive market. It is. Like I said there's some patients

[00:20:17] that are particularly sensitive to it. I will say after COVID, after like dental offices were

[00:20:25] struggling to show how seriously we were taking our sterilization stuff. Honestly like you say

[00:20:32] there was a big you know back in HIV days and stuff it was a big deal to make sure that everyone

[00:20:38] understood we were taking this seriously but COVID was kind of the same way. If everyone remembers

[00:20:41] that you know we had everyone was wearing crazy face masks and like all of a sudden every dentist

[00:20:46] had a hat on and like a big and they had we had this stupid uh we had okay at Mead family

[00:20:53] dental I can admit that we had shower curtains up in our front desk. I didn't admit that it

[00:20:58] was a shower curtain but essentially it was a shower curtain so it's I have no idea. I think

[00:21:03] it would you know there's a lot of show but you actually sterilized the burrs that's not just for

[00:21:07] show you can actually I probably wouldn't admit that to my patients that are incredible hygiene

[00:21:15] practices were a shower curtain but I would not mind saying that this was a sterile single

[00:21:21] patient use burr that I'm using on them. There you go, there you go. It's a little silly

[00:21:26] but it's kind of true. So here's a question for you. How do you guys bring new burr shapes and

[00:21:34] in styles like how do you how do you know what to bring to market because I mean okay let's be

[00:21:40] honest there's a freaking million styles of burrs you could bring and everything like that.

[00:21:44] I just absolutely yeah you know I think I think it's that is a that's a great question

[00:21:49] and here's where microcopy is a smaller company but we are it's a huge benefit to everybody

[00:21:55] because we're nimble we can make things happen and so what that means is when a doctor comes up to

[00:22:00] us at a trade show and says hey I really would love an acorn burr and you guys do not have an acorn

[00:22:05] burr right now we take all that feedback back and we talk about it amongst the marketing team the

[00:22:10] r&d team and we absolutely come up with these shapes that are requested from the marketplace

[00:22:16] now you're not going to see microcopy ever have a massive portfolio. I never consider us to be

[00:22:22] that we are a boutique burr company and we know what we're good at and we're going to stick with that

[00:22:27] and so the shapes and the the shapes the grids that we provide they're there because there's a

[00:22:33] market for it doctors have requested it and they sell really really well and if something isn't

[00:22:38] selling well we'll pull it back and put our resources into a shape that that the market

[00:22:42] is telling us they want and we'll go in that direction. I think you have a pretty big

[00:22:47] portfolio not a lot of you. We do it's definitely not small.

[00:22:52] Understand he's trying he's trying not to they have a ton of burrs and if you can't find the burr

[00:22:57] that you want you're not you're not trying hard enough because I'm just looking at an 18 page

[00:23:01] catalog online here and they got they got a little of everything like and I mean what's

[00:23:06] interesting is is they have they have all the the operative shapes that you're looking for

[00:23:11] what I like is that you have interesting operative shapes if you have an operative shape that is a

[00:23:17] carbide you probably have a very similar operative shape in a diamond which is which is kind of cool

[00:23:23] as far as I'm concerned I I like using diamonds for operative much better than I like carbides

[00:23:28] I I don't even know why I but I just have that's just been my habit of course and you've got

[00:23:33] you've got both con you've got carbides and you've got all the diamond shapes that

[00:23:38] that a person might want but also you have a bunch of specialty burrs that are like

[00:23:43] for instance we use or for all surgery we use all microcopy burrs as well so they're they're

[00:23:47] surgical length they're the ones that'll fit in a like a long a longer handpiece or whatever

[00:23:53] like that you got you got a little there you got the I know you've got the the carbides

[00:23:57] that I don't really use very often for composite trimming and shaping because I like the diamonds

[00:24:03] you have the very fine diamonds as well so basically all the different specialty type burrs

[00:24:08] that people are get kind of used to having you guys kind of have it I mean you've got we do

[00:24:12] I would say you have a wide portfolio maybe not the widest but you've got if you have a favorite

[00:24:17] burr you're gonna find you're gonna find an analog in the in the microcopy catalog I'm sure

[00:24:22] that's a very good that's a that's a great way to put it and I completely agree with that

[00:24:26] yeah okay so here's the here's the the burning question what's your best selling burr

[00:24:31] so best selling diamonds is our 1116 8c um round and taper it's nothing crazy it's kind of the work

[00:24:39] horse and everybody loves that one so either in the course grit or the medium grit those are the two

[00:24:44] most popular and then when it comes to carbides it's either the 557 or the one you mentioned

[00:24:49] earlier which is the max 2 metal cutter that's a huge one for us okay so many doctors struggle

[00:24:54] with cutting metal and that max 2 literally zips right through it it's wild it's wild it's it's

[00:25:00] something else yeah if we actually had oh god I'm sorry I was gonna say we actually had a a doctor in

[00:25:07] back dad they sent us a video of him cutting a padlock with our max 2 cutter and it literally zipped

[00:25:14] right through and it was not like a tiny travel padlock it was a sick padlock and it literally

[00:25:20] zipped right through so it was it was impressive very impressive what's funny is like okay so

[00:25:26] a lot of times when you're removing we've zirconia and lithium to silicate have been

[00:25:31] you know commonplace enough in dentistry that a lot of a lot of crowns that are going to need

[00:25:34] to be cut off for some reason now there are now that but like there's literally I've had this

[00:25:39] conversation with a lot of dentists there's nothing better than knowing you have to cut a crown

[00:25:43] off and it's it's a gold or porcelain views to gold because if you have one of these kind

[00:25:47] of burrs is like it's child's play it's in considering they can take several minutes to

[00:25:52] get a zirconia crown off and you know and all the all the pieces these things pop right off like

[00:25:56] nothing they're so great I will say this though if it's a porcelain fuse to metal do yourself a

[00:26:00] favor take a diamond and get get through the porcelain part first then get this this uh

[00:26:05] the neomax the super fast cutting metal cutter is insane you'll have that thing off in no time

[00:26:11] probably the funnest thing in dentistry right there cutting a metal crown off I would say

[00:26:15] that's right up there it's definitely right up there so okay so those are your best selling

[00:26:20] ones now yes I will say this I'm just gonna do a little I'm just gonna do a little strutting here

[00:26:25] I have uh I have a kit of of micro copy burrs that I use quite and I have to say I was gonna

[00:26:30] look them up and I don't I don't know the numbers because I just call them what I call them but

[00:26:34] but one of them like I do a lot of my operative an awful lot of my operative with one of two

[00:26:40] coarse diamonds in there the inverted pair um I I'm looking here I can't that's

[00:26:47] my eyes aren't good enough to see the numbers on these things because the catalog is is pretty

[00:26:50] darn good but it's a it's an inverted pair I'll put them you see I gotta write here let me see if

[00:26:56] I can find that they're fantastic they're fantastic um and oh you know what hang on I'm gonna walk out

[00:27:02] I'm just gonna grab a box up in here give me one second I'll be right back there you go

[00:27:06] I have a wide selection that I choose from but but here's I mean I because

[00:27:11] different over the overtime I've used different ones and honestly there's

[00:27:14] you guys have like the fast cutting neo spirals and I've used those in the past I don't really

[00:27:18] use them much anymore now okay I've kind of refined my my technique but for general operative

[00:27:24] I'm gonna do oh wait I gotta get one more hang on it's it's it's I gotta get one more hang on

[00:27:30] just so listeners know I literally just rate it okay so we have a basically it looks like a

[00:27:33] fishing tackle box up on the wall that we can put it's got little slots in it you can put

[00:27:39] the boxes of the two they come in little cardboard boxes with with their 25 birds in a box and there's

[00:27:46] a little slit on the top and it's like a almost like a saran wrap package where you can just in

[00:27:50] there they're perforated little the sterile's days packets are perforated so you can pull one off at

[00:27:54] a time it's kind of brilliant and we use this little tackle box I'll take a picture of it and put

[00:27:58] it up with the show notes and so I have my entire selection of the different birds and mind you

[00:28:02] I use probably three or four for most procedures and then I've got others if I need them but

[00:28:08] so for general operative if you're for feelings uh removing feelings uh roughing out a crown

[00:28:14] preparation I'm gonna probably use nine times out of ten I'm gonna use the inverted pair which is the

[00:28:19] zero five one two C so it's a coarse inverted pair I swear to God I've been using this bur this

[00:28:26] bur has been my sidearm forever and then more recently I started using for for smaller lesions

[00:28:36] a zero five zero eight m so it's a medium it's an inverted pair but it's tiny it's really it's also

[00:28:42] a really good one to run out grooves on the occlusal it's really good so a lot of times you

[00:28:46] can just use one of those to do basic operative no if you're doing those are those are two

[00:28:51] very popular shapes and actually both of those shapes come in a short shank format as well for

[00:28:56] pediatric patients too but you've got both of those popular shapes both of them also available

[00:29:01] in short shanks okay okay if you're doing a crown preparation like if you for me um and I this is

[00:29:08] the the 1214.8c which is I want to say that it's the they also call it like the coys two or

[00:29:15] something like that is the ks2 it's very similar yes the ks2 exactly and that's like a John Coy's

[00:29:21] design shape or whatever from way back that's a workhorse for crown preparations for me I've

[00:29:26] just I've had really good luck with it so those and I do do that in the course I swear by that now

[00:29:31] here's here's the thing your very fine composite polishing or composite finishing polishing

[00:29:38] diamonds are revolutionary once I started using them dentistry change completely for me I have to

[00:29:44] tell you I don't know if you are not using a very fine diamond for composite shaping or

[00:29:48] polishing your nuts it's it's I mean people might like like the 12 blade specialized fancy

[00:29:55] mancie carbides but they can't hold a candle to my to my very fine diamonds I'm not kidding so I've

[00:30:00] got one I call the skinny so when I ask for a skinny I'm asking for a 3314.10vf so you know

[00:30:08] why I call it skinny because there's no way I could ever remember that name but this is the

[00:30:11] skinny and the funny thing is the skinny is great for composite finishing in a lot of ways

[00:30:18] but the reality is that okay you're prepping a crown you've broken through the contact but

[00:30:24] it's a posterior crown in that very gingival bit of tooth structure is still touching the other

[00:30:29] tooth you have to break through that before you can even get cored down in there or you can

[00:30:33] impression anything and there's kind of there's kind of no I mean you don't want a super course

[00:30:39] burr down there because you don't you know there's a chance you're going to touch the other

[00:30:42] side of the other the adjacent tooth or whatever so this I use this constantly to break any kind

[00:30:48] of contact like that because first off it breaks it really nicely an electric handpiece this is

[00:30:52] like a lightsaber but on top of that you're polishing the adjacent tooth you're literally

[00:30:57] it's a very fine you're polishing it so you're it's fantastic to finish crown preparations

[00:31:03] another very fine diamond I'm supposed to be saying this is a composite polisher so I'm using

[00:31:07] this off label and that's I break the rules that's the kind of guy I am that's what I do that works

[00:31:12] that works so this is a 3116.8 very fine it is a chamfer shaped very fine diamond which is great

[00:31:20] for a lot of things but this is you'll never have a prettier crown preparation polish than

[00:31:25] then using this thing and of course it's our chamfer shape so it's the perfect shape for that

[00:31:29] and then basically any occlusal adjustment on composites on zirconia on lithium

[00:31:34] to silicate anything like that I use a giant egg shape it's the 3900vf again all these are very fine

[00:31:41] diamonds so what's really cool about this is whatever you do the surface is already pretty

[00:31:45] much polished like if you do your composites with the very fine polisher or finisher polisher

[00:31:51] you don't have to polish very much they're almost there like oh so I people yes they're a little

[00:31:57] bit more expensive diamonds the very fine diamonds are a little bit more expensive

[00:32:00] they're worth their weight in gold you just can't do any better and you don't have to use each

[00:32:04] one of these for everything you're doing they're for real specific things but those six burrs I could

[00:32:09] probably do almost all of my dentistry with those six burrs there's others amazing but the reality is

[00:32:14] is like and honestly the first three the more coarse ones you're probably going to use one of

[00:32:19] those for your rough prep and then you pretty up the prep with the rest of them I swear to God

[00:32:23] that's my whole life right there I use these all day every day that's one of the reasons

[00:32:27] I like your company so much is because I mean it's okay so you have to how do you sell

[00:32:32] someone who's convinced that using single patient use burrs is going to be too expensive for them what

[00:32:37] what do you tell them you know that's uh it really boils down to like we spoke about earlier the time

[00:32:44] thing um and once you start I had a doctor that I was working with and he was selling me you know

[00:32:49] I said how much do you pay your dental assistant an hour your lead assistant and he said I

[00:32:52] pay her around 40 an hour okay perfect and how long does that take by the time she gets that

[00:32:58] burr scrubs that burr autoclaves that burr and organize that burr 10 minutes okay how much is

[00:33:03] your burr $2 you just wasted four dollars but you could have bought a new burr for two dollars

[00:33:08] and alleviated all that yeah so there's there's it's again it's very basic it's not rocket science

[00:33:13] but if you can get a doctor to see it's not just the cross-contamination it's not just the

[00:33:19] infection it literally will save you a significant amount of time um and again it also is so good

[00:33:26] for your patients to see you using single patient use burr like you said it's a flex so there's multiple

[00:33:30] benefits to it but the time thing is is something that everybody resonates it resonates with everyone

[00:33:36] so I was I was uh I was prepping a crown today and I had I had well I had let's see I had one of the

[00:33:43] 12 14 8 C's and I was it was taking me a little longer I've taken a little time and all of a

[00:33:47] sudden I realized you know what this burr kind of dulled out I mean I guess I used it enough

[00:33:53] you know what I didn't feel bad about going getting another one there because it's not very expensive

[00:33:57] it's like when he sings where it's not like if you were cutting into your brass or your comet

[00:34:01] ones like that you're going you're sweating that because that's like this is two bucks man and and

[00:34:06] and frankly I'm happier just using a sharper burr anyhow even if I had to use two for crying

[00:34:11] out loud don't mind you this was a weird tooth this was a you know long story short I never

[00:34:14] used to I almost never used to but but it doesn't make me feel bad if I have to

[00:34:18] because it's not a really expensive thing I I honestly have been using these so long I kind of

[00:34:22] don't even know how to compare it with other uh other conventional burrs because I just

[00:34:27] been using single patient use for so long and yeah I don't I like I said I'd love to tell you

[00:34:31] it's because I'm I'm so careful about my sterilization it's not at all I just like going to get a new

[00:34:35] burr every time I just that's what it really comes down to yeah and they're clean and I can

[00:34:39] flex with my patients but the reality is I just like having a new burr all the time so

[00:34:43] it's a I know it's it's it's a funny thing but so who's your heart is not to crack if you've got

[00:34:49] someone at a show is it is it dentist is it assistants is it who's the who's the toughest

[00:34:54] one to get through to it's the dentist by far because the assistants are like oh my god you

[00:34:59] can make it so I don't have to do all that work this is perfect so the assistants love us

[00:35:04] it's the dentist because we were taught one way in school this is the this is my philosophy

[00:35:09] and this is what I've been doing for 20 years and it's we're not telling you're doing something

[00:35:13] wrong we're just saying there's a way to enhance it and improve it I mean there's a reason that things

[00:35:17] have changed over time and so give it a shot and I promise you won't look back and and once they

[00:35:24] kind of do it and they get on board with a single patient use rarely are they gonna fall

[00:35:28] back into that I'm gonna use a multi-use burr I mean once they're once they do it

[00:35:32] and experience how fast it is they're sold so the product speak for themselves for sure

[00:35:37] it is it's there's something nice to to see when you walk into the operatory you got a

[00:35:42] a little pile of three little packets of brand new burrs and you can just roll I'm not kidding

[00:35:45] it's I love that I think it's great um and and like I said you can there's they're easy to

[00:35:51] organize there and there and the packaging is really smart it's really easy it's and and maybe

[00:35:55] the best thing is like I said you can try these you can literally try a sample of them and and

[00:36:00] do it because you're gonna love them and you're gonna decide you want to try it it's it's

[00:36:04] oh here's a question for you so I know that you can buy direct from the website on microcopy but also

[00:36:11] a lot of dealers sell microcopy stuff is that right absolutely so we partner with any of the major

[00:36:17] dealers shine yeah darby benko burkhart all those guys uh dc dental a lot of the smaller

[00:36:23] dealers as well and then direct as well and people you know we were direct forever before we started

[00:36:29] partnering up with distributors and distributors are a fantastic partner of ours so there's people

[00:36:33] that like the one-stop shop there's people that love I can buy everything all at once from my

[00:36:38] distributor we fully support that and then we've had these customers that have been buying from us

[00:36:41] for from the website for 30 years yeah exactly they want to go direct and we're happy to

[00:36:47] continue to provide that service for them so basically what you're saying is you don't

[00:36:51] have to change what you're doing if you do absolutely like you can literally your whoever

[00:36:56] is doing your ordering can do this from whoever you're ordering from or you can go to the easy

[00:37:00] to use website in order either one is fine and it's you know so many things where you make it

[00:37:04] pretty easy I do remember back in the day when it was I had to go on the website

[00:37:07] to do it and then uh like every dealer we've dealt with can get them so they're everywhere

[00:37:12] they're not hard to find it's it's and it's totally worth doing but before you even go there

[00:37:16] go on the website and go look at the catalog and sample something give it a try you're

[00:37:21] going to really like it I I hate to be pushy but you got it I've been doing this forever and I love

[00:37:26] it I I mean I I talk about a lot of products but this is literally one of my favorites because

[00:37:31] it's just like it's such a no-brainer for me I don't use any other burrs and it's been like

[00:37:35] this forever so you got to just give it a try it's a it's a brilliant business model because

[00:37:39] being able to sample stuff like that is is is it really it's an easy way to get someone

[00:37:43] to use the product it's they don't have to change anything they're already doing it's beautiful

[00:37:47] absolutely Cody this was really good I think we got a lot of information out there if you have

[00:37:52] any questions or comments I will make sure that uh they get to Cody or someone from the microcopy team

[00:37:58] or to be perfectly honest you can just ask me because I've used the product for so dang long

[00:38:02] I will tell you everything if you have any questions or comments so hey go over to

[00:38:05] the Facebook group I'll get questions to Cody and Cody I thank you a ton for being on the

[00:38:09] show I think this was uh I think this was really helpful absolutely thank you so much for

[00:38:13] having me we appreciate it and uh we're happy to sample uh whatever people want like you said

[00:38:18] and and I promise once people give it a try that they're not going to look back so I appreciate

[00:38:22] you having me we can answer any questions people have so shoot on my way and we'll make sure

[00:38:26] we get taken care of very good thank you