Very Dental: What's Next in Printing and Milling with Damien Bonner of CAD-Ray

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

[00:00:05] This is The Very Dental Podcast.

[00:00:17] Welcome to The Very Dental Podcast, where you'll find entertaining and relevant conversations

[00:00:22] with visionaries, clinicians, and your friends in the dental space.

[00:00:27] Now here's your host, Dr. Alan Mead.

[00:00:30] Very Dental people, welcome back to another episode recorded live in the podcast lounge

[00:00:37] at the Chicago Midwinter 2024.

[00:00:39] Joining me, he's been on the show a bunch before.

[00:00:42] Damien Bonner of Cadray.

[00:00:43] Damien, how are you doing?

[00:00:44] Doing great.

[00:00:45] How are you?

[00:00:46] I'm good.

[00:00:47] So Cadray, you go to Cadray and there's like three people thick that you've got

[00:00:51] to wait because it's pretty busy.

[00:00:52] You guys are doing okay there, aren't you?

[00:00:54] It's not bad.

[00:00:55] It's an awesome opportunity to present to doctors and get to speak to our customers.

[00:00:58] It's an awesome opportunity.

[00:01:00] Yeah.

[00:01:01] Busy or the better, but we'll take it as it is.

[00:01:03] Yeah.

[00:01:04] I mean you guys have a bunch of people working there too.

[00:01:06] If you're at, it's too late.

[00:01:08] If you hear this, you've missed the Chicago Midwinter.

[00:01:11] But for another meeting anyhow.

[00:01:13] So Damien is going to tell me a little bit about printers mostly and maybe mills

[00:01:18] because they got a lot of new stuff going on over there.

[00:01:21] So I'm going to start with me because I'm dumb and ignorant and haven't really done any printing.

[00:01:27] And my situation is this.

[00:01:30] I told you about my, the guy that I use, local lab guy, literally bought the other side

[00:01:35] of the building from me and he's putting together a lab and I said, you know what?

[00:01:38] Let's get a printer together.

[00:01:39] We'll go in together and get a decent printer because right now I'm literally

[00:01:44] paying someone else to print my stuff.

[00:01:46] You know people can gouge you.

[00:01:47] It's ridiculously expensive.

[00:01:49] I print less models than I would because I'm going to get gouged price wise on the thing.

[00:01:54] So it's time for me to get a printer but I have no experience printing.

[00:01:59] My lab guy does, but I don't.

[00:02:01] So then the question is you got about a million options for me to choose from.

[00:02:06] It just, oh yeah, go to the booth.

[00:02:07] He's got like six of them sitting out there from, you know, and Wayne was sort of telling

[00:02:11] me a little bit.

[00:02:12] I'm like, man, he's got sprint rays.

[00:02:14] So give me everything.

[00:02:15] I want to know everything about printers.

[00:02:17] Yeah.

[00:02:18] So then we were primarily sprint ray and Accureta.

[00:02:21] As of today, we launched a Sega which has been really popular in the lab space, not so much

[00:02:26] in the clinical space.

[00:02:28] And Nexa 3D, which is an industrial printer now marketed towards the dental space.

[00:02:34] Both great options, all four options that we sell are incredible options.

[00:02:38] They all take you point A to point B.

[00:02:40] They all produce a great product in the end.

[00:02:43] How you get there is going to be a little bit different.

[00:02:46] What you pay and the materials that you use will be different as well.

[00:02:49] So they're all, they all do the same thing in the end of the day.

[00:02:52] They just do it a little differently.

[00:02:54] So I mean, primarily for starters, a lot of people like, I want to print models.

[00:02:58] They're all going to print models real well is what Wayne said.

[00:03:01] Absolutely.

[00:03:02] And I mean, tell me about model materials.

[00:03:07] Has that changed a lot or not really?

[00:03:09] Models are models and that's sort of the basic entrance point to printers.

[00:03:13] Yeah.

[00:03:14] So they're all different model, different cost of material obviously.

[00:03:17] And then with something like Sprint Ray, which is more of a closed system, it's selectively

[00:03:21] open and does have some third party options for resins.

[00:03:25] But primarily it's closed.

[00:03:27] Okay.

[00:03:28] And they have some great resins, but you're paying the price to the resin that they

[00:03:30] charge.

[00:03:31] And when you say closed, you're buying the resin from them.

[00:03:33] You're buying the resin from us, but it's their brand.

[00:03:37] You don't go to the hardware store.

[00:03:39] Yeah, exactly.

[00:03:40] So with the other printers, they're considered open and validated.

[00:03:43] Yeah, yeah.

[00:03:44] Over 200 validated materials for those.

[00:03:46] Okay, I get it.

[00:03:47] Now the difference with models is that model you print on Sprint Ray, roughly let's say

[00:03:51] $3 a model versus the NEXA 3D, which with their resin, which is a little less expensive.

[00:03:59] You're printing at about $1.50, $1.60, so about half the price per model based

[00:04:04] on the kilograms that you get of material, the price of the material.

[00:04:09] And then between all those printers, they're all calibrated differently for each material.

[00:04:14] So we can print really fast with the NEXA 3D on a model scan without doing any accessory

[00:04:22] upgrades or having to upgrade software.

[00:04:25] It's based on the material, based on the calibration of the system, is how fast it

[00:04:29] can put those things out.

[00:04:30] So we're printing models on the NEXA 3D which is our least expensive system in 16

[00:04:34] minutes.

[00:04:35] Oh, that's really cool.

[00:04:36] That's really cool.

[00:04:37] Okay.

[00:04:38] And then you've got Sprint Ray.

[00:04:39] In Sprint Ray, you said it's more Sprint Ray is the apple.

[00:04:42] They're the closed system.

[00:04:44] How well do these guys do for a dummy like me that is going to go from a scanner and

[00:04:50] would like to press as few buttons as possible to get a model?

[00:04:53] And that's what Sprint Ray does for you.

[00:04:56] So Sprint Ray is your turnkey solution that your staff can easily adapt to it.

[00:05:01] There's not a lot of things you can do wrong once you have the STL or the data

[00:05:05] to input it.

[00:05:07] You're pressing start, you're walking away, you come back, you press start into the

[00:05:10] wash unit.

[00:05:11] It automatically goes from wash one which is a dirty wash over to wash two and then

[00:05:16] a drying cycle and then from there you're curing the product.

[00:05:19] So very little human interaction when it comes to Sprint Ray.

[00:05:22] Other systems are sort of catching up to that.

[00:05:24] Everyone I've ever asked, I say, what's the best printer for a dummy who doesn't

[00:05:28] really, he's just not engaged, they always say Sprint Ray.

[00:05:31] Yeah, absolutely.

[00:05:32] And other printers are starting to catch up to the automation aspect but they're

[00:05:35] so far ahead of the game and have the best marketing in dental.

[00:05:38] Yeah, they do.

[00:05:39] It's synonymous with 3D printing.

[00:05:42] It's with good reason.

[00:05:43] Yeah, that's interesting.

[00:05:44] Okay, so but everyone can produce a model.

[00:05:47] There are some advantages to Sprint Ray because of the automation but it's all

[00:05:52] close you're going to use Sprint Ray materials maybe pay a little bit more.

[00:05:56] That said, you've got CAD-Ray for service on all this stuff.

[00:06:01] So the reality is that Damien is probably the guy you're going to talk to or

[00:06:04] one of the guys.

[00:06:06] If you, I'll link to the episode I did when I left him with my computer and went

[00:06:11] to Taco Bell and you fixed it while I was going to get it at my lunch.

[00:06:15] That is okay.

[00:06:17] I mean I think you can probably buy a Sprint Ray printer or any from a lot of

[00:06:20] other people but I'm going to tell you that you shouldn't because what CAD-Ray

[00:06:23] has that no one else has is Damien and the service guys that I mean listen,

[00:06:28] Damien's my guy but I mean there's a lot of people that know a lot of

[00:06:30] stuff there and the reality is if you're like me you're going to need

[00:06:34] help.

[00:06:35] So it's nice to talk to the people that are going to be helping and it's kind of

[00:06:40] a big deal.

[00:06:41] Yeah, Wayne's ahead of our 3D printing department.

[00:06:46] Wayne came from Sprint Ray.

[00:06:47] Oh jeez, he's sweet guy too.

[00:06:49] He's nice.

[00:06:50] He's okay.

[00:06:51] So Wayne and I worked together my first job in Dendall back in 2007.

[00:06:57] So 2007 I've known him quite a long time where we shared an office

[00:07:00] and now we share a lot of things.

[00:07:03] He's okay but you know, I get it.

[00:07:05] But he's our guru when it comes to printing.

[00:07:09] There's all of our training on boarding.

[00:07:11] It makes everybody feel very comfortable so no matter which system you get into

[00:07:14] you're getting your hand held throughout the process.

[00:07:16] He was showing me the, what's the new one that you said is mostly lab?

[00:07:21] The Ocega Ultra.

[00:07:22] Okay tell me about the Ocega Ultra.

[00:07:23] That's one for deep pockets and heavy duty.

[00:07:26] He said it was future-proofed and that's kind of a big deal in dentistry

[00:07:29] because like especially in printing because like sometimes you want to do

[00:07:35] more than models.

[00:07:36] Let's just say that.

[00:07:37] So tell me a little bit about that and then tell me about all the

[00:07:40] all the different stuff that we could be doing in these printers.

[00:07:42] Yeah, so the Ocega Ultra is a really nice product from an engineering

[00:07:46] perspective.

[00:07:47] A lot of different ways to prevent spillage, to prevent things that

[00:07:52] can go wrong, smudges on the equipment that you just spent thousands

[00:07:56] upon thousands of dollars for.

[00:07:57] So they have some nice features in the software and in the hardware

[00:08:01] itself.

[00:08:02] From a standpoint of ability it's a gigantic bill plate, a lot of room

[00:08:07] to build a lot of different things at one time.

[00:08:10] They come out with multiple resin trays, resin tanks for different materials.

[00:08:17] At the same time.

[00:08:19] Different resin tank for each material.

[00:08:22] Exactly.

[00:08:23] So if you were having let's say nightguards and surgical guides, those are two different materials.

[00:08:26] They would each have a resin tank.

[00:08:28] You just switch out the resin.

[00:08:29] But now they have a super high gloss resin tank.

[00:08:31] So those resins are clear.

[00:08:33] They have software that goes through and produces a better rendition

[00:08:38] with less refraction of light through the clear product to give you a highly polished

[00:08:44] nightguard, let's say, that's going to come right out of the printer

[00:08:48] and go into the curing unit after washing it and not have to polish anything off.

[00:08:52] No adjustments.

[00:08:53] Nice.

[00:08:54] No adjustments, no polishing.

[00:08:55] It's clear.

[00:08:56] Wow, that's very cool.

[00:08:58] Polar surface.

[00:08:59] That's very cool.

[00:09:00] Could you use clinics to make a nightguard and then send it over to that printer?

[00:09:05] So that's sort of the missing link with all these printers is that most people have one

[00:09:09] piece of the pie, which is the scanner.

[00:09:11] Now you have the data.

[00:09:12] Yeah.

[00:09:13] Now what do you do with that data?

[00:09:15] Do you send it to a service that Sprint Ray has to create an artificial intelligence,

[00:09:19] an AI created nightguard for $30?

[00:09:22] Yeah.

[00:09:23] Sure, you can do that.

[00:09:24] But if you do more than three of those a month, you're sort of wasting your money.

[00:09:27] You could just, yeah.

[00:09:28] So with clinics, we created it to fill that void for doctors who don't have

[00:09:32] access to software to create restorations or nightguards and don't want to spend

[00:09:37] $6,000, $7,000 on Exocad.

[00:09:39] So clinics is just for those that don't know, you know, because I've talked

[00:09:43] about it before, but it's a browser-based and kind of aimed, I got to figure it's aimed

[00:09:49] at dentists like me that are less engaged, that don't want to have to learn Exocad

[00:09:54] and do all this.

[00:09:55] Is that kind of the thought process?

[00:09:56] Yeah, we're trying to make it as easy as possible for everybody to go to point A

[00:09:59] to point B.

[00:10:00] Yeah.

[00:10:01] And to be able to hand it off to your team for them to design a quick nightguard

[00:10:05] and more a restoration and as few clicks as possible and get it over to your printer.

[00:10:09] So we've integrated with all the scanners we sell, we've integrated it with all the printers

[00:10:13] and milling units that we sell so that all the CAMM softwares are directly recognized by

[00:10:18] our end result and it easily loads into any of the softwares that you want to manufacture.

[00:10:23] And it's browser-based so you can do it on whatever computer.

[00:10:26] I'm assuming you like one browser over the other and you'd like to...

[00:10:29] Well, it has to go through Chrome.

[00:10:30] For them, okay.

[00:10:31] And it has to have a good graphics card that is doing 3D processing of data.

[00:10:35] Sure.

[00:10:36] But I would argue probably if you've got a scanner you've probably got.

[00:10:38] It's the same...

[00:10:39] So you could use it on my computer.

[00:10:40] Absolutely.

[00:10:41] I'm running the i700.

[00:10:42] Absolutely.

[00:10:43] Okay, okay.

[00:10:44] And obviously then it would really connect nicely.

[00:10:46] Probably go find it for me.

[00:10:47] Yeah, there is a Clinix integration right in the Med-It application where it will

[00:10:51] launch directly.

[00:10:52] When you do exporting from TRIOS it does launch directly into Clinix as well.

[00:10:56] So all these different scanners are integrated easily into the system.

[00:11:00] We can get you a restoration as few as five clicks if you wanted to.

[00:11:05] Okay.

[00:11:06] And then a night guard, it's a pretty simple process to make a night guard.

[00:11:10] From there you're manufacturing it to your printer or your milling unit and delivering

[00:11:14] the prosthesis to the patient with a night guard to the patient.

[00:11:17] That is $99 a month for Unlimited.

[00:11:19] Yeah.

[00:11:20] Or now we've moved to a new plan where you can pay per export.

[00:11:23] It's as little as $450 per export.

[00:11:25] So 10 exports is $45 and you can use the software as much as you want without

[00:11:30] exporting to test it out for yourself.

[00:11:32] Sure.

[00:11:33] No, that's cool.

[00:11:34] Actually I didn't realize that.

[00:11:35] I'm not sure what you're talking about for me.

[00:11:37] The idea that since I've got this lab guy here, Clinix, what are all the different things

[00:11:42] you can design in Clinix?

[00:11:43] So right now Clinix is still in its infancy.

[00:11:46] We have a nice user base and we're getting a lot of feedback from our customers on what

[00:11:50] they want to see.

[00:11:51] Right now it's crowns, inlays, onlays, and multi-unit single visit.

[00:11:58] That's the single crowns.

[00:12:00] Sure.

[00:12:01] And night cards.

[00:12:02] Okay.

[00:12:03] So as we grow...

[00:12:05] I'm sorry but that's friggin' huge appeal because that's what everyone's doing.

[00:12:08] Let's be honest.

[00:12:09] I mean, yeah, it'll be great when you can mill out your own...

[00:12:11] It's what 90% of what you're looking for is done.

[00:12:13] Yeah, no, I know.

[00:12:14] I get it.

[00:12:15] And I know that you're going to make more...

[00:12:16] You'll be able to do Zirconia full-arch implant.

[00:12:20] Great, that's good.

[00:12:21] But the reality is most of us schmos are doing exactly what you just said.

[00:12:24] Exactly.

[00:12:25] And so it fits the need of most of the dentists.

[00:12:27] Yeah, it does.

[00:12:28] Especially that have want to get a printer and don't want to spend that extra money.

[00:12:31] Yeah.

[00:12:32] The beauty of printing now with the final restorative or the definitive crown, so to say, is in my

[00:12:40] opinion not with the crown itself but with the inlay on-lay.

[00:12:43] It's something that when we all sold CEREC was...

[00:12:46] I know where you're going with it.

[00:12:48] A basis of saying, hey, how many inlays and on-lays aren't you doing per month?

[00:12:52] Because those are now three, four surface composites.

[00:12:54] Right, right.

[00:12:55] And we know that just a band-aid for new dentistry in seven years or whatever

[00:12:59] maybe until it fails.

[00:13:01] With printing, we can print out a whole quadrant of inlays on-lays that are designed in clinics

[00:13:05] in less than 10 minutes so faster than you could pack a matrix band on tooth of quadrant teeth.

[00:13:10] What do you print those in?

[00:13:12] Those are ceramic material.

[00:13:14] So it's anything that has 51% or more nanoceramic with the resin fill can be built as a

[00:13:20] definitive crown.

[00:13:21] Well, what kind of printer could you use to do that?

[00:13:23] That's Sprint Ray.

[00:13:25] Any of the printers we sell.

[00:13:26] Any printers you have, you could do that.

[00:13:27] Sprint Ray has their own material called ceramic crown.

[00:13:29] And then all the other printers, like I said, are open and validated.

[00:13:32] So they use rodent sculpture.

[00:13:33] Materials are changing crazy.

[00:13:35] Because I can remember when you were saying, oh, it's coming.

[00:13:37] It's coming.

[00:13:38] But that's awesome.

[00:13:39] It's an arms race for materials.

[00:13:41] Sure it is.

[00:13:42] That makes sense though.

[00:13:43] That's really kind of cool.

[00:13:44] So you've got people who are really doing that now.

[00:13:46] You've got people who are doing literally, you know,

[00:13:49] instead of this is what they do for composites basically.

[00:13:51] Yeah, I mean it's a better material than composite.

[00:13:54] Sure.

[00:13:55] There's no worrying about your carving anatomy in

[00:13:58] or do you have enough contact in between approximately.

[00:14:02] We're designing it that way.

[00:14:04] So when we design it that way, we can print it out.

[00:14:06] It prints out in 10 minutes.

[00:14:07] We seed it in.

[00:14:08] It's going to expand and contract like natural tooth structure.

[00:14:10] So less chance of micro leakage or possible recurrent decay.

[00:14:15] And they're not breaking off.

[00:14:17] It's a nice material.

[00:14:18] Again, it's resin filled ceramic.

[00:14:20] Or ceramic filled resin.

[00:14:22] Which way it goes.

[00:14:23] But it's a very flexible material.

[00:14:26] Yeah.

[00:14:27] Flexible.

[00:14:28] But if it's 51 plus percent ceramic, it's going to wear nicely too.

[00:14:33] It does.

[00:14:34] And it polishes like composite.

[00:14:35] Yeah.

[00:14:36] And then with the new Sprint Ray Nano Cure,

[00:14:39] they just put out a new curing unit as of today.

[00:14:42] So they had the ProCure 2, which is the fastest curing unit in the world.

[00:14:45] Now they have the Nano Cure, which is a smaller version of that

[00:14:48] but has three different wavelengths.

[00:14:50] 365, 385 and 405.

[00:14:52] What does that mean?

[00:14:53] That's the ability now to now put glaze, paint on glaze

[00:14:57] or paint on stain and cure it inside the curing unit for those restorations.

[00:15:01] So before we had to use either a triad box

[00:15:04] or your curing light used for the introoral use.

[00:15:08] I had one of those triad boxes 100 years ago.

[00:15:10] They get hot.

[00:15:11] I remember that.

[00:15:12] And also don't move them because they're old fragile.

[00:15:15] They can be.

[00:15:16] Interesting.

[00:15:17] So this is all very cool.

[00:15:18] So I mean, Cadre is interesting

[00:15:22] because you sell a lot of different...

[00:15:24] You're sort of a one-stop technology place.

[00:15:27] You've got scanners, scads of scanners.

[00:15:30] We can talk about that again.

[00:15:31] You got all these printers.

[00:15:32] You got the software.

[00:15:34] And I mean, I know you got mills.

[00:15:38] Let's just talk about mills.

[00:15:39] Let's just do it.

[00:15:40] You're here.

[00:15:41] Absolutely.

[00:15:42] So you got to go there.

[00:15:43] You got to go and talk to the people at Cadre

[00:15:44] when you're looking for a printer.

[00:15:46] Talk about mills and what do you think...

[00:15:49] Tell me about your mills.

[00:15:50] And then I got a couple questions about it.

[00:15:52] Yeah, I mean, I'll start with...

[00:15:54] Milling is a whole frontier that a lot of people

[00:15:56] who get into digital dentistry don't envision themselves

[00:15:58] doing in the future.

[00:15:59] Right.

[00:16:00] For sure you've heard that.

[00:16:01] Exactly.

[00:16:02] There's a fear factor involved.

[00:16:03] There's a cost factor involved for people.

[00:16:05] And that fear factor is can I do it?

[00:16:07] Can I produce an office?

[00:16:08] And that's sort of where printing comes in

[00:16:10] because if you can do it with a printer,

[00:16:12] you can do it with a mill

[00:16:13] because instead of...

[00:16:15] It's the same design.

[00:16:16] It's the same post-process.

[00:16:17] You're just sending it to a printer versus a mill,

[00:16:19] which is a reductive process versus an additive.

[00:16:22] So the fear factor when you have printing

[00:16:25] kind of goes out the window.

[00:16:26] Now it comes down to cost.

[00:16:28] Well, when you buy a fully integrated system,

[00:16:30] let's say like CERIC,

[00:16:32] it's $150,000, $160,000.

[00:16:34] But you're buying a scanner.

[00:16:36] Start to finish.

[00:16:37] You already have the scanner.

[00:16:38] You already have the software from clinics.

[00:16:40] Now you're just adding the new component.

[00:16:42] So there's options from 25,000 to $60,000

[00:16:46] and everything in between.

[00:16:48] So we sell three different milling units at this point.

[00:16:52] We've had the DOF

[00:16:54] for a degree of freedom, Cracked 5X,

[00:16:56] which is our best-selling product.

[00:16:58] It's a five-axis mill.

[00:17:00] All self-consane.

[00:17:01] So all it requires is a 110 outlet to run everything.

[00:17:04] There's no air required because it's all

[00:17:06] below the system, the air compressor, the vacuum.

[00:17:08] Everything is included in the system.

[00:17:10] It is wet and dry.

[00:17:11] So you can do both, CERCODIA,

[00:17:13] and you can do your glass ceramics.

[00:17:15] You can do your temporary materials if you wanted to,

[00:17:17] and you also do abutments in that system.

[00:17:20] So it's a five-axis mill, very versatile,

[00:17:23] and comes with a three-year warranty when you buy it from us.

[00:17:26] Also, we have the rolling system.

[00:17:32] So rolling is wet or dry.

[00:17:34] So you have your five-axis dry mill.

[00:17:36] You have your four-axis wet mill.

[00:17:38] So two separate units.

[00:17:40] Those require air at lower price point,

[00:17:43] but still in the $36,000, $40,000 range.

[00:17:46] Okay.

[00:17:47] And then we just signed on with VHF.

[00:17:49] So VHF is our newest partnership.

[00:17:51] A few years ago, we sold VHF through a third party.

[00:17:54] Okay.

[00:17:55] Didn't exactly have the best relationship with them.

[00:17:58] But through our newfound friendship here,

[00:18:01] we've now launched their products to the E4, the E5.

[00:18:04] Okay.

[00:18:05] And then they have the R5 also.

[00:18:08] So that's an exciting product because it's very small.

[00:18:11] Okay.

[00:18:12] It fits anywhere on a countertop,

[00:18:15] and is really cost-effective.

[00:18:17] So between $25,000 and $40,000 depending on what you're looking at.

[00:18:20] That's... See, that's...

[00:18:21] Okay, so one of the things I was going to ask you about the mill.

[00:18:24] Okay.

[00:18:25] I mean, it's not like milling in a dental office is particularly new.

[00:18:28] Anyone who's had a Sarek,

[00:18:30] and of course, Sarek has gone through a lot of stuff

[00:18:32] and people are milled, but the reality is like,

[00:18:34] I think there's a fear of dentists of like,

[00:18:36] oh yeah, but that system was already set up for me.

[00:18:38] I don't have to...

[00:18:39] I don't know that I know how to reinvent the wheel.

[00:18:41] You're saying you don't have to reinvent the wheel

[00:18:43] because if you can use...

[00:18:44] Let's be honest, if you can use clinics,

[00:18:46] which you guys have simplified honestly as it is,

[00:18:49] it is sent to a printer or a mill,

[00:18:51] and these mills can have different levels of ability or whatever.

[00:18:56] So do you see regular dentists having mills in their offices sooner?

[00:19:02] More often or is it still kind of a niche thing?

[00:19:05] And moving forward too, I guess in the next 10, 20 years.

[00:19:08] Yeah.

[00:19:09] I mean, I guess we have a good view of what the market is doing.

[00:19:14] Scanners and printers,

[00:19:16] and now when those people are coming back to us and saying,

[00:19:19] all right, talk to me about mills.

[00:19:20] That's exactly right.

[00:19:21] You can't just...

[00:19:22] It's like Pringles.

[00:19:23] You can't just have one.

[00:19:25] So we're seeing it more and more often,

[00:19:28] and a lot of that comes down to the service and support aspect

[00:19:31] of what we offer on the mill,

[00:19:32] because most people will just drop the mill off at your office

[00:19:35] and wish you luck.

[00:19:37] Okay, I won't lie to you.

[00:19:38] Okay, my lab guy, I shouldn't tell him.

[00:19:41] I won't tell who he bought it from,

[00:19:43] but they did do that.

[00:19:46] And he's like, so when are you coming in still?

[00:19:48] I don't know.

[00:19:49] I mean, if we have a service call, we can...

[00:19:51] We'll walk you through.

[00:19:52] It's that easy.

[00:19:53] We'll walk you.

[00:19:54] My eyes would be really big.

[00:19:55] Like, you've got to be freaking kidding me.

[00:19:57] He knows something about mills.

[00:19:58] I know nothing about mills,

[00:19:59] but he was still like, I don't know.

[00:20:01] I mean, so yeah.

[00:20:03] I mean, and he's a lab technician

[00:20:05] in those ways doing.

[00:20:06] A dentist, a lot of them would be like,

[00:20:08] I don't know where to start, you know?

[00:20:10] Yeah, the worst thing for us is to see something

[00:20:12] not be utilized when you produce from us.

[00:20:14] So we'd rather just...

[00:20:15] You know that dentists like to tell the stories

[00:20:17] of the whole, you know,

[00:20:19] the laser, the microscope,

[00:20:21] the hat rack or whatever you...

[00:20:23] Exactly.

[00:20:24] So we've expanded our team.

[00:20:27] So Frank DeLuca, who runs our milling department,

[00:20:30] we just hired two new people to work under him

[00:20:32] to help them do these installs around the country,

[00:20:34] because he gets pulled in many directions

[00:20:37] when we're installing in California,

[00:20:38] installing in New York in the same week.

[00:20:40] So we've worked it out where our install team comes out.

[00:20:44] They spent a half day installing the system,

[00:20:46] and then two days with the team

[00:20:48] to pump out restorations,

[00:20:49] to have patients come in

[00:20:51] and do live restorations on those patients

[00:20:53] and get the best training you could possibly do.

[00:20:55] It's amazing.

[00:20:56] I literally...

[00:20:57] I'm like, okay, we set up

[00:20:59] our favorite totally regular patients

[00:21:02] that were like, we're going to do this for you.

[00:21:04] You're going to be the guinea pigs.

[00:21:06] These are people that I could just literally...

[00:21:08] I know the patients in my office, I would do that with.

[00:21:10] And you literally sit there and just walk them through it.

[00:21:13] That's so good.

[00:21:14] Oh, my gosh, that's so good.

[00:21:15] No one does that.

[00:21:16] No one does that.

[00:21:17] I hope no other manufacturer is listening to this.

[00:21:19] They'll steal our ideas.

[00:21:20] Yeah, yeah.

[00:21:22] That's the...

[00:21:23] We're invested as much as the doctor has invested

[00:21:26] in the success of that practice.

[00:21:28] And so, we're not always going to be the cheapest,

[00:21:31] but we're by far going to be the best service.

[00:21:33] The services there.

[00:21:34] But also, hey, it works pretty good for you guys

[00:21:36] because if you've got a dentist that's cranking out the stuff

[00:21:38] they're using your software, they're buying the materials from you.

[00:21:41] It's good for everyone.

[00:21:42] It's good for everyone.

[00:21:43] Absolutely.

[00:21:44] I love that. That's really cool.

[00:21:46] You guys, like I said, have always done a great job for me.

[00:21:49] And I mean, you guys are kind of where I get my technology.

[00:21:51] I just feel like there's a lot...

[00:21:54] I mean, we could do multiple podcasts.

[00:21:56] I honestly want to do a podcast just on clinics

[00:21:58] because I'm...

[00:21:59] Now that I've got a lab sitting next to me,

[00:22:01] I want to see if I can figure out how to design some of this stuff.

[00:22:04] That means I have to actually be able to look at my own margins,

[00:22:06] not barf, but besides that,

[00:22:08] that whole other podcast right there.

[00:22:10] We do host a weekly webinar every Friday.

[00:22:14] You sign up at clinics.pro.

[00:22:16] Yeah.

[00:22:17] P-R-O.

[00:22:18] And watch an hour long webinar

[00:22:20] that we do live to review the software

[00:22:23] and ease of use of it

[00:22:24] and answer any questions you may have.

[00:22:26] You also have Scan Camp in Las Vegas

[00:22:27] that I keep promising I'm going to come out to.

[00:22:29] I haven't done it yet.

[00:22:30] Yeah, it's funny.

[00:22:31] We've been in that location now three years

[00:22:33] and there was nothing around us at all.

[00:22:35] Now they just popped up a hotel.

[00:22:36] The Durango Resort just opened up across the street.

[00:22:38] Is that where you guys have people stay?

[00:22:40] Yeah.

[00:22:41] Well, there's a little hotel in the parking lot

[00:22:43] that's so convenient

[00:22:45] that it's hard not to stay there.

[00:22:47] But the Durango is a five-minute walk

[00:22:49] across the street and that place is beautiful.

[00:22:51] My best friend from dental school

[00:22:52] and I've been talking about this,

[00:22:53] he's like, you set us up in Vegas

[00:22:54] and we're going to do it,

[00:22:55] so I got to do that.

[00:22:56] Because he has a meddit.

[00:22:57] I think he's still using an i-500.

[00:22:59] Nothing wrong with that.

[00:23:00] He would be an easy sell on any of these scanners

[00:23:03] and you'll have them all to play with there.

[00:23:05] Is that how it works?

[00:23:06] Yeah, so we'll have the scanners in our Vegas location.

[00:23:07] We have our milling units.

[00:23:08] We have the printers.

[00:23:09] So you get a full in-depth review of everything.

[00:23:13] It's the perfect place to dip your toe in.

[00:23:15] We send everybody home with a night guard.

[00:23:17] Yeah.

[00:23:18] We have the day design and clinics.

[00:23:20] They print out on our printers.

[00:23:22] It's like the perfect place to dip your toe in.

[00:23:24] You guys have thought this out.

[00:23:26] That's why you're having to hire some people.

[00:23:28] You've thought it out and it makes sense.

[00:23:30] It's a good problem to have.

[00:23:31] It is a good problem to have.

[00:23:32] That's great.

[00:23:33] Okay, Damien, thank you.

[00:23:34] What's the best way to get in touch with you guys?

[00:23:36] Cadray.com.

[00:23:37] I'll put the link in the show notes.

[00:23:39] Cad-ray.

[00:23:40] We'll get the hyphen.

[00:23:41] That's an important one.

[00:23:42] It's some bastard by that.

[00:23:44] With no dash,

[00:23:47] it probably goes to some Russian porn site

[00:23:50] or something like that.

[00:23:51] I'm sorry.

[00:23:53] I'm speculating here.

[00:23:54] I have no facts there, people.

[00:23:56] But the best way is always to call us

[00:23:58] A33 Cadray too.

[00:23:59] Okay.

[00:24:00] Pretty simple.

[00:24:01] That's your support line as well.

[00:24:03] I have to admit Damien answers on Facebook for me,

[00:24:05] but I'm not sure he can promise the same for you.

[00:24:07] I'm always on Facebook.

[00:24:08] He's Facebook Messenger, man.

[00:24:10] Damien, you've got to help me, man.

[00:24:12] It's pretty great.

[00:24:13] Having service where the person knows you are.

[00:24:15] You guys know your...

[00:24:17] I mean, half the people that wear your booth

[00:24:19] are people who've already bought stuff from you.

[00:24:21] That's kind of cool.

[00:24:22] It's not a bad problem to have.

[00:24:23] It's always good to see them

[00:24:24] and they're always looking to see what's next.

[00:24:26] Yeah, no, because you've got what's next.

[00:24:28] I love it.

[00:24:29] This is awesome, Damien.

[00:24:30] Good to see you.

[00:24:31] Thank you so much for the time again.

[00:24:32] You bet.

[00:24:33] See you next year.