Very Dental: The Rise of the Dental Marketplace with Susan Cahill

[00:00:00] Did you know Net32 was actually started by a dentist? Someone who is just fed up with how broken and expensive the supply process had become. This isn't some generic medical site. It was built specifically for dental practices. Thousands of dentists use it every day to save time and money. You'll find all the big brands you already know and trust just at better prices. Instead of calling reps or chasing down quotes, you can compare products and pricing in seconds. It's completely transparent and you're in control of what you spend. Same products, same vendors, less hassle and lower prices.

[00:00:30] The next time you need supplies, check Net32. Built by a dentist for dentists like you. Check them out at Net32.com. This is a production of the Very Dental Podcast Network. This is the Very Dental Podcast.

[00:00:56] Welcome to the Very Dental Podcast, where you'll find entertaining and relevant conversations with visionaries, clinicians and your friends in the dental space. Now here's your host, Dr. Alan Mead.

[00:01:08] Very Dental people, welcome to another episode of the Very Dental Podcast. It's kind of exciting. I set up my studio on my front porch because it's sunny and nice outside. So this is, if you hear ducks possibly in the background, maybe some frogs, wind chimes would not be out of the realm of possibility in the background. Just know that I've moved from my basement studio because the weather is starting to get nice here in Michigan.

[00:01:33] Joining me today, someone I've been wanting to talk to for a little while. Her name is Susan Cahill. She's with Net32. She's the chief operating officer of Net32. And I've been using Net32 in my office a lot lately, in the last year or so. I've really gotten to know them and like the service. But I'm curious about the business model a little bit, and I think we have the right person to talk to. So welcome to the show, Susan. Thank you. Excited to be here. Thanks for having me today. Yeah. Susan is coming from Colorado. And how's your weather in Colorado right now?

[00:02:02] It's beautiful, as usual. I can't complain. I love it here in Colorado. But yeah. Did you guys not have that much snow this year? Was it a rough winter for skiers this year? That's what I heard. Terrible. Terrible winter for skiers. I've lived here, let's see, 15 years. By far the worst season I've had in all 15 years. The snow was terrible. I mean, obviously, when Michigan does have skiing, it never really compares to out west.

[00:02:31] But apparently, last weekend, one of the resorts wanted to break its record for how long it was open. In Michigan? Yes, in Michigan. They kept this pathetic little strip of snow alive until Memorial Day. And they had video. It really was pathetic. It was just like a little sliver of snow. They just wanted to break their record. So I do believe the, I believe Boyne Highlands is finally closed. They didn't have much of a season here either. It was mostly ice. So that's what we had to deal with.

[00:03:01] So I wanted to... How is it competition in Colorado? Which resort opens first and which resort closes last? Yes. It's a thing. And Colorado is so funny because it's such a destination for us flatlanders. Flatlanders, you know. I know tons of dentists that just can't wait to get out there and they have their favorite places and all that stuff. So it's kind of a, it's definitely a destination for people who like to ski. And I know a lot of dentists that like to ski. So you probably see lots of those folks out there. Sure.

[00:03:27] So Susan, tell me a little bit about yourself. How did you get into what you do with Net32? Like where'd you come from and what's your background and all that? Sure. So my background, I grew up in marketplace businesses. So I do not come from the world of dental. I've been immersing myself in that world and still so much for me to learn in that world. But I come from marketplace businesses. I was with Orbitz in Chicago, an online travel marketplace for many years.

[00:03:55] And then I was with Bankrate, which is a financial services marketplace, insurance, mortgage, credit card services, a marketplace for those products. And then was actually with the mortgage, National Mortgage Bank, located here in Colorado, which operates very similar to a marketplace as well. So I truly believe in marketplace models. I think that they offer, you know, unique, it's a unique and differentiated business model that really adds value to customers.

[00:04:23] So that drew me to Net32. I think also seeing that the industry was kind of early in its digital disruption, digital transformation was pretty intriguing. You know, having me come from digital businesses and being part of transformation in an industry that I think it's ripe for some of that disruption. And that Net32 is just a really good business.

[00:04:48] It's the first largest online marketplace founded well, well, before its time. And I think it has a real special business at the right place at the right time for the market and thought, you know, I could I could help this business and add some value and have some fun along the way. That's cool. So that's honestly where I kind of want to go with this now. And I think dentists and dentistry doesn't we don't.

[00:05:15] OK, the marketplace business that most people know of and think of is probably Amazon or that's or honestly the travel, some of the travel websites like you said. Just describe what do you mean when you say marketplace business? Marketplace, you know, online marketplace. Yeah, I want to know about that. OK, so we we try to take what can be rather complex and simplify it for the dentist. So we work with we've got over 100 different vendors who sell their products on our site.

[00:05:44] We have about 60,000 product SKUs that are available on our site across any, you know, different product that a customer is interested in. There's multiple vendors that are able to sell and compete for that business of that product. So that obviously that competition drives value in the marketplace for the dentist, for the customer. So our job is to what we do in our platform is try to simplify that. Yeah.

[00:06:13] Make it easy to sort through all the choice that you have. We've got 60,000 SKUs. That's a lot to sort through. Try to make it really easy and simple to find what you need and then make conscious decisions and tradeoffs on what's the best purchase for you across price, how the product is sourced, how quickly you'll receive the product. We've got thousands. We have about 70,000 peer reviews. So what's the quality of that product?

[00:06:42] So we bring all of that information together to make it really easy and seamless for you to make an important decision and save time and money. If you're a dentist listener that has not used Net32, I'm going to describe a little bit about how it works. Typically, their search bar is just like any search bar you've used. And basically, they have just about everything. If you're looking for it, they probably have it. But what's interesting is they'll have it maybe from different places at different prices.

[00:07:12] But the price is also, some places might deliver more quickly. Some places might specify the way that it's sourced. Some places, there's a lot of information in that search. You guys had to have worked on that because that's like, I noticed that right off the bat. It's not just that, yeah, I can find my temporary cement. But I can find it at the best price. You always can find the best price. But a lot of times then, what if I'm running out and I need it tomorrow? I might make a different decision.

[00:07:42] There's a lot of information there. Tell me a little bit about how you put that together because I find that very handy. Yeah. We have a lot of very smart engineers and product team that help optimize the experience. And we're constantly tweaking, testing, trying new things to see how to really simplify and make it transparent so you can make an informed choice.

[00:08:07] I think you hit on a lot of the key aspects of price, right? What's the price of the product? How quickly do I need it? I may be willing to pay a little bit more to get it to my office quicker than I need it. How is the product sourced? And like I said, the peer reviews, all of that information goes into the algorithms to drive an efficient search result for you based off of the keywords you put into the search bar.

[00:08:36] To optimize, to provide relevant results for you and make it easy. Ideally, it's like two, three clicks to get what you need. And you move on with your way, on with your day and get back to your patients. Yeah. I will say that it's okay. So we have, I don't have any sales reps that come to my office anymore. We've dealt with a sales rep that's more phone on the phone. And that's, and there's that, it's a funny thing.

[00:09:05] There's like, that's sort of the old model where you had a rep that took care of you. And, and they always, the promise was always, oh, you're getting our best price. And the story on that is that their best price is, you know, it's, it may not be the best price that you can get. And, and that's one of the reasons. I mean, it's honestly really nice to have the search bar where you're, you're, there's a lot of transparency that goes into what you guys are doing. Cause it's like, you're showing multiple places that source this thing at different prices and, and shipping and all that stuff, which is really cool.

[00:09:32] Um, but so if you're using net 32, I have to say, I don't have a person that I necessarily connect to, but the reality is I don't want a person that I connect to. I don't, I don't really, uh, if, you know, if as a dentist, you really want to have that person that you connect with, maybe that's, this isn't the right thing for you. Although I don't know, I don't know if you have people that are, that could do that for them.

[00:09:55] But the reality is, is like, I feel like that, that model is really outdated on a, on a lot of ways, because I don't know, it's, it's efficient when you can call the person, I suppose, if you feel comfortable with that. But man, it's really like, okay, yesterday I had, what was it? It was, oh, I remember exactly what it was. It was, it was this weird, a temporary matrix that I use. It's called template. It's from clinician's choice. And it's, it's kind of an expensive product. It's the fastest setting polyvinyl that I've ever seen.

[00:10:25] And a lot of people would rag on me for using it because you could use something else and it's much less expensive, but I really liked this product for how fast it sounds. And it used to be that I could kind of only get it from, I kind of only get it from, uh, from shine. Like I think shine was sort of the, well, I looked around and I'm like, okay, I found it for a much better price from a different supplier on net 32. And I was able to order it like, like that. In other words, it never even made it onto the list for when we went shopping for later.

[00:10:53] I just went online and got it. It was that much faster that I have to say, if you're not, if, if your supply thing is, is we let's put it on the list and we'll order it when we call our person. It's incredibly inefficient for, I mean, it just doesn't fit into the way that we work anymore. I feel like is that, have you heard that before? Yeah, absolutely. We hear that. We hear that quite often.

[00:11:15] And I think it's, it's, it doesn't fit into the way you work anymore, but I think it also doesn't fit into how we all operate today in our day-to-day lives. Right. We're used to, you know, we get compared to Amazon a lot. I think we're, we're similar, but different. We can talk about that, but I think what Amazon's done has changed expectations. Yes. Right. And, uh, that's, that's coming to the dental world. And that's what I think net 32 is a, is a something we offer.

[00:11:44] And I think the reps, um, they have a place, right. And I think that they offer a lot of value, but some of the challenges with reps are it's the opaque price, right? You don't know, they tell you you're getting a great deal, but you don't really know if that's true. The prices are all negotiated, uh, individually behind the scenes.

[00:12:04] It's challenging to compare, right? Uh, prices are really is. I mean, if you can imagine going to shine, okay, let's just say I'm, and I, I'm not throwing shine under the bus. It's just one of the large suppliers that people would know their website is okay. It's not great. It's okay. But like, if you, if you go to shine and you're not logged in, you get a different price than if you are, if you're logged in, you can, and then let's say you want to, you want to compare prices to different, you know, different places that you're looking at.

[00:12:31] It's pretty time consuming, to be honest, you'd have to be in multiple browser windows or browser tabs and all that stuff. And, and so when you're leaning on that model, that's where you have the, the rep because you're just like, okay, my rep will just take care of this for me. Mm-hmm. Yeah. I mean, it's, it's in a way the rep is, is providing in some ways, they can be almost be an extension of your team, right? And do some of that for you.

[00:12:56] And that's how it was always sold. That's how it was always sold. Except in the same way that, um, it's pretty rare that people are using travel agents now. And there might be some arguments to use a travel agent, whether it's expertise or something like that. But the reality is I don't, I haven't used a travel agent in years because all that information is available online. You know, okay. I would prefer to get a Hilton hotel when I'm traveling because I, I collect those points. So I go to the Hilton website specifically, but their website, I don't need to talk to a person to do that.

[00:13:26] I can do that comparison all on their website or, you know, rental car or, you know, or maybe I do want to have the full marketplace looking at it. You've got a lot of options, but when you're like, this rep is going to take care of this, you've lost those options. Those options are you're, you're, you're trusting the rep that you're in. And it's fine if that's what you want to do. But the reality is the way reimbursements are in dental offices.

[00:13:48] Now it really does pay to do as much comparison shopping as you can. It really does because sometimes, sometimes you'll find something that is shockingly less than another place for no reason whatsoever. I don't, you know, I think I know kind of some of the reasons, but the reality is, is what, what Net32 has done.

[00:14:07] Yeah. I know that comparing it to Amazon is maybe a little, um, it's not quite the same, but, but there's Amazon like aspects of it, which is to say, so this marketplace that you guys have has multiple, you represent a whole bunch of different suppliers. And some of these suppliers are relatively small regional places, but knowing how UPS and the, you know, it shipping works nowadays, uh, used to be, you'd have a regional place because they were close.

[00:14:36] Like before shine bought mirror when I was, this is a hundred years ago, we used mirror because they were out of Flint, you know, and they were close to my office or whatever. So the reality is that, that the way global shipping is now, it doesn't really matter where your, where your supplier is. So that's sort of taken out of the deal. And I got to figure, do these smaller suppliers, they find a ton of value in working with you guys because they get all this exposure to places that they didn't before. Is that right? Yeah, absolutely. So, I mean, a big value of the marketplace is you think we sit in the middle of two customers.

[00:15:06] Exactly. Right. So we have 65,000 customers that are coming to our site, uh, about a million visits on our site a month. So we have a massive amount of volume that's coming through that those regional suppliers would not have access to, or would not be able to afford the marketing dollars to drive awareness for their distribution.

[00:15:27] Right. So we do that at scale and then we provide value to all those 65,000 customers by having 130 plus vendors that are competing for their business on products across, you know, price sourcing and fulfillment to win, to win that business. Right. So it provides value to both sides of the customers of a marketplace. That's how a marketplace model works is we sit in the middle of two sets of customers that we need to serve.

[00:15:54] And we provide value by optimizing, you know, how we match those customers and those vendors together to fulfill needs of really both sides and help them help both grow. Yeah. It is. And I have experienced it and I do find it's really the, it's, it's revolutionary. And again, I am not trying to throw suppliers under the bus necessarily, but it's just such an old, it's such an old way of doing it in some ways, because there's just a lot of limitations when it's one supplier.

[00:16:21] And, you know, maybe they don't have exactly what you're looking for, all this stuff. This sort of makes a ton of sense. Now I am curious, like describe, you said, you know, you're similar to Amazon and you're different than Amazon. What are some of the differences? What, like, like for, cause I think it's because Amazon has giant Amazon warehouses and they, they actually, some of it is Amazon marketplace, which is other, other suppliers that use Amazon to get the word out and use Amazon to sell their products.

[00:16:48] But then Amazon also has giant supply houses where they're selling directly from Amazon. Is that the difference? I mean, that, that is definitely a piece of the difference. I, I smile because I think Amazon is, has evolved. I mean, I think Amazon started as a marketplace, but you could bookstore for crying out loud. Amazon is a, as a logistics company. Yes. Yes. How large their, their operations are. Yeah. I mean, literally the servers that we're using to record this probably are an Amazon server. So you're right. I mean, Amazon is a lot of things to be sure.

[00:17:17] Yeah. Yeah. But I think even from the, you know, onsite experience that you think about as a consumer on Amazon versus net 32, there's definitely similarities that marketplace, we organize across multiple vendors and people compete on, on price and other value propositions to, to win the business for the customer. But I think is different and unique for us is, you know, we, we really focus on dental only, right?

[00:17:42] We're focused on a very specific customer with a very specific need and it's not consumer retail. This is, you know, professional clinical purchasing with a different purchase behavior and different needs across quality,

[00:17:59] reliability, reliability, price. Right. And so it's, it's, we're, we're niche and focus and like maniacally focused on dental and how we help dental professionals run a more efficient practice. Right. And Amazon is broad, right? They're, they're, you're, you often go to Amazon for impulse purchases. Yes. Yes. And so your, your needs and what they need to service are service for those needs is very different.

[00:18:26] You actually go to Amazon to see if something freaking exists, honestly, like, like there's a lot of, whereas I don't go to net 32. Maybe if you're like, okay, what kind of temporary cements are out there or what kind of, but the reality is I usually go there with something in mind and finding either a better deal or a faster delivery or something like that. You're right. It is very, the, the specificity is very different from Amazon. I agree. Yeah. I think also just in dental, the supply chain is way more fragmented and volatile than it is in traditional retail.

[00:18:56] You touched on this with the rep, but a single practice, they might be dealing with dozens of suppliers that have different pricing, different product availability, different shipping timeframes, right? And so net 32, like you said, you have to juggle that across 12 different browser tabs to know, like that's a lot of brain damage and a lot of time lost. So net 32 just brings that all together in kind of a one-stop shop.

[00:19:21] Or, or they won't do it. And they'll just, they'll just like, they'll just trust that they're getting best price from their, their, their dealer. And I mean, I just, I, when I talked with George, we sort of, we sort of laughed about that because, you know, the best price, that is the classic, the classic thing that they've always said. And you're just like, I'm not, the transparency of net 32 is very different. And, and I mean, you could expand on that a little bit, but what's very interesting is like when you look for a product it's offered, you kind of show where you could,

[00:19:48] where all the different places you can get it are. It's kind of wild. So there's, there's sort of radical transparency there that, that honestly a dental consumer is not used to. Yeah. It's that, I mean, that's the foundation of the marketplace. Everything we do, um, is meant to provide transparency and trust. So you understand what, what you're ordering. Is this a good value? Does this meet my needs? And, um, do I feel confident in my purchase decision? Right. Um,

[00:20:17] and that's, that's the value proposition we're founded on. That's how this business has grown. That's how, that's how good marketplace runs is on a truly trans you need transparency or the whole business model really falls apart. A hundred percent. So, okay. And I, when I was talking with George, this net 32 has been around for like 25 years and, and it has been a marketplace on some level that whole time. So the question I have is like, why, why is it? I mean, I feel like net 32 has

[00:20:46] really, uh, people have really noticed it in the last five years and even more so maybe in the last two years. So like what, why now, why is the marketplace model catching fire so much now? Yeah, I think, I mean, I think why it's taken so long, I think it's, I think it's a lot of things, but I think one thing that stands out to me is it's, if we're trying to change behavior, right. It's not just that technology is trying to change behavior and dentistry has always been highly relationship

[00:21:13] driven, right. The it's, the offices are very busy, right. It's easy to, to, uh, rely on the rep to, right. And so if something works, uh, when you're running a business and you got a lot going on, there's a bias not to change. Right. So I think just inherently changing behavior takes time. So I think that's part of the reason why it's taken a while for a model like this to gain some steam. Yep. I also think that, you know, COVID certainly changed.

[00:21:42] Yes. Yes. I never thought about that, but yeah, for sure. I mean, you didn't want your rep coming in because you wanted, I mean, in the beginning you wanted as few people coming in as possible, just because that's what they told you to do. That's an interesting and, and costs of everything have gone way up and co I mean, labor costs, supply costs, everything in the end, reimbursement hasn't kept up. Um, listeners have heard me complain about that forever. So that is, I never really thought about that. You guys offer some things that, that really can counter that problem.

[00:22:09] Yeah. A hundred percent. I mean, so I think COVID opened the doors. It just changed, like it forced an opportunity, right? Yeah. Yeah. We were opportunistically in the right place at the right time for net 32 through that. I think that was good for the business. Um, and also, like you said, I mean, it inflation's real, uh, it's more expensive to staff an office. It's more expensive to source the products for your office. Right. And the insurance reimbursements

[00:22:37] aren't keeping up with that rising inflation costs. So finding ways to save money, but also time and efficiency from the staff is more important now than ever. Yeah. I think like, you know, you couple those things together on some macro factors that happened, uh, and, uh, the value proposition that net 32 has, it starts gaining some, some momentum and steam. Yeah, definitely.

[00:23:02] So the other question I have is, okay, you've got, um, the marketplace aspect for someone who doesn't really know marketplaces, you have a lot of background in that. It does seem like, okay, you know, if you're a, if you're working for one of the big, big warehouses, you kind of have a handle on what you guys have. You're working with like a hundred plus vendors in it's a bit of, and it's early

[00:23:28] enough. It's a bit of the wild West. How do you, how do you make sure that all that comes together? And, you know, cause I have to say, I've been really, really happy with, with the shipping aspects of this and it doesn't feel any different than anyone's, but I mean, it's a, it's a way different process when you're, when you've got all these different vendors and stuff. So how, how does that work? Yeah, it's, uh, it's, I mean, it's a big part of what we call like marketplace integrity. It's, it's a big part of what we do and it's, it's a challenge, right? It's a challenge across

[00:23:56] a hundred thousand vendors, 60,000 SKUs at scale. Um, we're not perfect, but we do what we try to do is set, set high quality standards for our vendors across, um, all our different metrics, the products we're saying, price, transparency, fulfillment, reliability, product quality, right? And so we have different standards. We measure, uh, and have scorecards that we measure all of our vendors

[00:24:23] against, um, and all that feeds into our algorithm as well. Right. So it's not just the algorithm on what gets surfaced to you. Isn't just about price. It's about everything, right? All aspects that are important in your purchase decision. So we're measuring all of that, um, on the backend and, uh, providing that feedback to our vendors so that they can continuously improve and we can continuously improve together to provide a better customer experience. Um, we invest, we also,

[00:24:53] like, we do have, you asked earlier, like, do we have a person you can call a rep? And so, no, we don't have reps in that model, but we do have a customer success team that is, you know, uh, there when there is any issue. So, you know, like I said, we're not perfect when there is an issue though, but we've got people here in the States, uh, that you can pick up the phone and call, have a text and they will work,

[00:25:18] you know, diligently, diligently to work, to do what's right for you and solve, solve any, um, issues that you may have. Um, and like I said, we're looking to always just continuously, continuously approve. What's great about us as a digital business, we have access to so much data. Yeah. Great. So we have so much access to so much data in terms of, uh, how the marketplace is performing and how the different vendors, um, are providing what their customer experience is. And so all that

[00:25:47] data is being aggregated and analyzed and fed back into the platform to continuously raise the bar to provide a better experience. That's, that's, that's interesting. I hadn't thought about that because like you guys are, are, you've got, you've got customers on one side and you've got all these different vendors on the other side. That is a lot of data. That's a lot of data. Like I, and I, and it's not data that someone who's, who's used to just receiving the products, you know, from a

[00:26:12] shipping company or whatever thinks that much about, but I, I understand that, uh, like I, I, okay. So I'm a guy who, when I go into the grocery store and I have the option of choosing a self-checkout versus, uh, going into a line, I I'm going to that self-checkout because I honestly don't want to interface with a person. Not that I, I mean, yeah, I'm a little antisocial at times, I think, but I, I'm my thought process. If I don't have to, that's just less time, uh, or, or less, less

[00:26:41] bother. And so net 32 is awesome that way because, and I know that there's, there's offices that have a lot there, they're into that FaceTime and that's, they've sort of leaned into this thing, but I love the fact personally. And I mean, there's maybe some listeners that really appreciate this too, where I can literally just go online, find it and buy it. Like it is funny. Cause every time you check out, you see that you get to choose the, your payment method, which for me, it always says the same credit card and it has my license information, all that stuff. So they know,

[00:27:10] they know that you're not rando people aren't going and buying stuff, but it is very much like it's a similar speed to Amazon. I use Amazon a lot too. I mean, it's a similar speed to Amazon. So it's one of those things where it's like, it just isn't, it doesn't take much time to do it. But then on top of it, like I found that, I mean, I, I do look for, I found some things that I didn't expect to find there. I've like, for instance, I, there was that product that I thought, Oh, I thought shine was the only, well, they're not, they're not the only, so

[00:27:39] it's always worth looking. I know that you guys are not, when people think of net 32, probably that don't know much, they're like, okay, so they're going to be the cheapest place. And they're not, you're not always the cheapest place, but the story is, it's like you represent enough vendors that it's likely one of the less expensive places are going to be there. But, but that's not actually your focus per se. I clearly everyone's overhead is going up and you guys are trying to help with that, but it isn't just about being the cheapest place.

[00:28:05] Am I accurate in saying that? Yeah, no, I think it's certainly think there's value to be found on the marketplace. And that's one of the values that we offer to customers that come to net 32, but it's, I think it's more about being efficient, right? Like you talked about at the top, just, Hey, if I need this, I don't need to put it on a list and come back to it later. And, you know, I'll shoot, I forgot. And now I'm, you know, I'm, I'm behind and I need it for a

[00:28:35] procedure tomorrow. When you like instantly, when you need it, you can do it from your phone. You can do it at home at night. You can do it like anytime. Honestly, honestly, you can do it from the operatory, which is insane. Like literally it's like, you're like, Oh, we're low on this. And, you know, I don't know that everyone would want to do that, but the reality is you don't have to, if, if I had to think about it twice, there's a decent chance I'm going to miss it. So like, if I can think about it once and get it done, that's like, that's much better for me, for sure.

[00:29:04] That's happened to me literally just this week where we've, you know, Oh geez, we're low on this. And I was able to go in and find it in it. That worked out really well. I also say anyone who has not tried net 32 first off, there's a, it's a low barrier to entry. It's just, it's no cost. You can, you can, there's no, it doesn't cost thing, but you also, I think you can search without even logging in if I'm not mistaken. I mean, so like the reality is, is you, you don't even have, you've got, that's a low barrier of entry. You've got no commitment. You're not going to get junk emails or anything like that. Nothing. You can check there. And I defy

[00:29:32] you not to find better pricing than what you're looking for. Now I get, you know, there's no guarantee of that, but it's just like, and in some cases it might shock you. So it's, even if you're like, I'm not really interested in this. I like using, you should just try it. You should try it. And, and, and I mean, like when you see that it's hard, it's hard to let go of that. I mean, it's, it is, you can save some pretty serious overhead dollars and that's, that's a big deal. I do think honestly,

[00:29:57] this marketplace models go in places because, um, I remember, I remember thinking that people would say, well, you know, the supplies are just, it's just not that big of a number. You don't have to worry so much about that. Well, you know, post COVID, I think you worry about all of it. I think you worry about all of it. I mean, labor costs are going to every, so you, I think it's worth, it was something that they didn't think was that big of a deal to keep an eye on. I think it is. I think it's, I think it's, it's worth looking at these things because you can, the stuff adds up over time. It isn't that you're saving, you know, giant percentages,

[00:30:27] but with the ease of use and the pricing, I don't know, I'm really liking it. I'm really liking it. Right. Yeah. I'm so glad. And then I mean, like, I'm always come back to the time aspect too, right? If you can shave off a half an hour of time in the week that that's more time for patients, uh, that's incredibly valuable as well. So you'd say time, time and money. And we also have, you know, the option to do things like auto order where you said, you know, like Amazon prime has

[00:30:56] subscribe and save. Like, so we have functionality like that, like, okay, every month I need this product. So just set it and it will make sure on the backend that you're getting the best deal for that. Right. So we'll do all the hard work on the backend. Um, it shows up when you need it. And it's one less thing you need to think about. I love that. I love that. I, as I think about it, when you say, well, you can do it on your phone, you could, you could potentially have like one computer or one tablet in the office where you know

[00:31:23] that that's, you just go to it when you think of it, instead of going to your list, just go to that computer and just do it, you know, and be done with it. That's because supplies are a pain in it, you know, like when, when everything's working well, you don't notice it. Like when the supplies are just there and it, but, but when you don't have what you need, you're going to notice it. And this is, it's a way to make this very efficient and not, not so much, you know, there is literally nothing worse than having the patient in the chair

[00:31:48] and not having what you need. And I don't know, I feel like this, this could help prevent that as well. All those things are good. Yeah. That's our hope too. It's, you know, our job is to make, you shouldn't notice it, right? Yeah. Yeah, exactly. Easy. Yeah. Exactly. So before we wrap up, my call to action is for any listener. If you haven't tried it, just go to net32.com and literally just, just grab a couple SKUs of things that you use,

[00:32:17] you know, cause every dental office has things that they've just been using forever. I think of cements or whatever. And, and just, just see what you paid on your last invoice and just compare it. And it, you know, it, it will likely be worth your while to do so. Um, I've, I've really been leaning into this and I feel like it's, it's, it's benefited, benefited me greatly, but I also, I just never thought about it from the aspect of how this marketplace model is sort of taking over all over the place. So why wouldn't it take over in dentistry? I kind of like it.

[00:32:45] Well, and I thank you for being a customer. Thank you for being a customer. Hey, listen, I know I run a podcast, but, but more importantly, I run a business and I, I don't want to pay any more than I have to for this stuff. So Susan, I really appreciate you being on. This was, this was enlightening to be sure. And, uh, and we'll definitely do this again. Thank you. Thanks. Thank you. Have a great day.