457: Simon Cortes | Simplicity Wins: Standing Out in the Market with Equipment Built to Last

Today I want to tell you about our sponsor for this episode,  Olsen  Dental  Chairs!‍‍

Imagine you're a dentist and you spend your whole day around the chair...   Well, Olsen has over  40 years of experience in making those long hours as comfortable as possible for both the dentist  and the patient! ‍If you're a dental professional looking for high quality, cost effective, dental equipment, check out Olson dental chairs!Click this link and mention this episode for a limited time FREE installation with your purchase!‍‍Guest: Simon CortesBusiness Name: OlsenCheck out Simon's Media:Website: https://olsenna.com/Facebook: https://www.facebook.com/profile.php?id=100083386410139‍Instagram: https://www.instagram.com/cevi_dental/‍LinkedIn: https://www.linkedin.com/company/cevi-dental/‍YouTube: https://www.youtube.com/@cevi_dentalFlorida Dental Convention 6/29-7/1: https://www.floridadental.org/convention-ce/conventionOhio Dental Convention 9/21-9/23: https://www.oda.org/events-ce/annual-session/‍Other Mentions and Links:Bosch MotorsGoogle My BusinessDave RamseyTraction - Gabriel Weinberg‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍‍My Key Takeaways:

Simplicity is key! If your dental equipment has tons of complexity to it's design, there are more things that can go wrong.Potential patients will primarily be looking things up on their phones. Take this into account with a robust Google My Business page!Showing off your office with a 360 virtual tour can be a great way for potential patients to see themselves in the practice.Don't forget to add a personal touch to all your branding! A unique online and in-person presence is more important than ever.If your dental chair costs more than a car, that's too much!‍

Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍Episode Transcript (Auto-Generated - Please Excuse Errors)

Michael: All right. It's time to talk with our featured guests, Simon Cortes. Simon, how's it going? Pretty good. Pretty good. Michael, how are you doing? I'm doing pretty good, man. Thanks for asking. If you can tell us a little bit about your past, present, how did you get to where you are today?Simon: Definitely. Thanks for asking Michael. So I'm an entrepreneur in the medical space. have been in the medical space actually since I was 19. I'm 29 now, and we run a successful business for the last 10 years. We have, uh, enjoyed selling new and refurbished medical equipment to the medical providers and we are now expanding to dental and, and that's why we're here.And so we're super excited to talk about this new brand with you. Michael: Nice dude. Real quick, rewind. How'd you get into this at 19? Simon: So, um, I, I had the blessing that, um, I've enjoyed selling and since I was very young, I've always sold something in school selling, gum, selling, anything you can think of. And so when I got into high school, a little bit older, I actually started selling cars and I, I started, I did really well there. And then I worked for a medical equipment company that did imaging. And from there, I started seeing an opportunity in, in procedure chairs, I bought a chair and did well, bought a second one, did well, bought a third one, did pretty good.Then I, I dropped outta college and said, I'm gonna jump in a truck, drive all the country and sell medical equipment. So it's been awesome. It's, it is been fun. It's been a great journey and, um, we, we've grown a lot. We've had a fantastic years. And it's, it's been fun. Uh, it is the cool thing, you know, when you're not, when you're go to school, when you don't learn these things.there there's a lot of learning curves and so we, we've learned from the good, we've learned from the bad and, and we've built from it. And so thankfully we have a very successful business because of it. Michael: Gotcha, man. And so when did Olson come out to be? Simon: So last year, Olsen came to look for me and we, met in my office. They, they saw what we did. they met me. They, they enjoyed the energy that, that I brought. They enjoyed the experience. They enjoyed my story. And so we started talking about dental.always wanted to get into dental. I never did dental refurbished just because we didn't want to deal with all the hoses, the biosecurity and, and, and deal with all that. And so Olson just, they came in, they showed me an amazing product. Their quality was awesome, their, how simple their equipment was. And so because of that I was like, this is interesting.Because I do refurbishing. I know chairs, motors, PC boards, like it's the back of my hand. I'm a huge nerd when it comes to these things. And so because of that, I've enjoyed, seeing the Olsen products, how they're built, how they're made, and, and really seeing the quality of their equipment. And so because of that, I went to Brazil.I, I met the Olsen team. I met Mr. Olson, and I just fell in love with the product. And because of that, I spent lots of my time, pushing their product, advertising their products, and speaking to dentists, and I've enjoyed it. Michael: Nice, man. That's good. So then Olson came onto your team where you started selling their equipment and everything like that?A year, about a year ago. About a year ago. Simon: Yes sir. Yeah, Michael: Uhhuh. Okay man. Good stuff. So then what have you seen, I guess compared to, uh, cuz that's the thing a lot of, uh, practice owners kind of talk about, right? Is like, is it affordable? Yeah. Check, right? Is it high quality, advanced technology? is it ergonomic?All these things, right? Do patients care? And then we get those people who are like, ma'am, just have a chair, right? Patients ain't gonna, ain't gonna notice a difference or anything like that. So what are your thoughts on all this? Simon: So being in the dental industry for a year now, it's crazy the price of these chairs.Mm-hmm. I'm a firm believer, you shouldn't have to buy a dental chair that costs more than a car. I mean, I've seen some of these chairs that cost more than a 12 year old of Corolla, 2022. I mean, that's insane. And so what I love about Olsen is that, you know, it's a great chair.They use Bosch Motors, which Bosch is a well known manufacturer all over the world. They have a modern design and their pricing is super competitive. And so because of that, it's something I enjoyed. One of the main features I really do enjoy for dentists, I like to fix things, and I've met lots of dentists that like to fix things.I've met a lot of doctors that like to fix things, and when you can fix something, it's easy. The newer chairs, they're making everything high end, right? They're putting too much technology in it, making it difficult, and what I love about Olsen is simple, simple technology. It works well and one of Olsen's models is equipment made the last.And for me that's extremely important because one of the reasons I've been in business, one of the reasons I've been, I've had a successful career in what I do is I've been fixing machines that are 30 years old and we're still fixing them and we're still selling them. If you look at the equipment now, I don't know if you can still have a refurbishing business in the next 10 years.There's just a lot of things that they're doing that makes it more difficult for a normal person to fix a chair. You need a engineer to be able to fix your chair, and that's what I don't like. That's what I don't like about where we're going to the future. But what I love about Olson is they kept it simple.Their equipment has one PC board. their unit is not super complicated to get to the upholstery. It's simple. Just the whole thing is simple. And so because of that, I've really enjoyed showing their product, and displaying it too. I believe at this point, I think we're at over 150 chairs that we've installed.We actually just installed four chairs in Hawaii. My team just came back from that and the doctor was thrilled. So it's been great. It's been fun. I'm actually sitting in one of our chairs right now. I do a lot of my meetings here. Super cool. Because, Has a little massage system in it. So I sit back here, just get a little massage and I, and I love it.And so imagine if I'm enjoying that while I'm in a conference call. Imagine patients enjoy that as well. So, but that's, that's kind of what Olson is. Um, it's a really cool chair. It's something that I really recommend customers, potential customers to come in and see us at the shows, check the shows out.it's it's chair that you want to look at. and so that's one of the ways that we like to say that we're different, How we're different. Overall, it's something cool that you just wanna look at and something cool. And like I said, I've enjoyed it a lot.I've had lots of customers enjoy it. And we're hoping this year, we're gonna explode. And so that's what we're going for. Yeah. Michael: When you're at these shows, man, you have all your units there or like specific ones or? So in, Simon: in our sh last shows, we have had all of our units there. Um, this show we've decided, because this is the next one, one that's coming up, that's actually next week.Mm-hmm. Here in Florida, we're super excited about it because it's, we're doing a smaller show this time just because obviously it's our home base in Florida. We have a showroom in Florida, so we just want people to come look at the chairs and invite them to our showroom so they can see the seven. Eight different models that we have in the showroom.And so we chose a smaller booth this time. Um, but yeah. And the other shows that we've done, and so we'll be in Chicago, we'll be in New York, we're gonna be in Ohio, we're gonna be in Texas, and we, we will have large booths there to display our products so you can come and see them play with them. I've had lots of customers love them.One cool thing that we actually have right now that we did in the last show that was a hit, I mean everybody came to check this out, was our transparent share. You can see how the chair is made. And so what I was telling everybody at the event, I was like, listen, Olson is new to you and we want to show you what our insides are made out of.The reason you don't see any other chair, any other chair transparent is cuz they don't want you to see how complicated their chair is. I want you to see how simple our chair is and so that right there. Thanks to that we sold over 14 cherishes. In the show and that was awesome. so we're hoping we're gonna get the same feedback.We're gonna take the transparent chair to Florida. They're gonna check it out. They're gonna look at it, and I hope they expect the same results, simply because it's very awesome to just see. It's a simple product. You're not overcomplicating it. And for me, that's important. I know for other people that's important because Michael, I don't know if you know, but calling a service technician to come service your chair is very expensive.And if you could save that money, imagine you would want to. Yeah. Michael: How is that man? How is like the customer support and then like the, you know what I mean? Because I feel like that's, things break no matter what, right? So then it's like, Hey, how fast can I get that someone on the line, a human coming here and all that stuff.How does that look like? So this is Simon: the cool thing, and this is one of the reasons Olson's worked with us and the reason we decided to partner up together. Remember, we're in the medical industry as well, so we have technicians that we've partnered up with all over the country because the chairs are simple.I can send one of my medical techs to go out there, check the chair, and he can figure it out. He can get it done, put it together, and do it right. They have the experience. They're certified with the medical equipment. The dental equipment isn't too much. What is our goal? Our goal is for the chairs is not to fail.That's why we give our customers a five-year warranty. That's why the chairs are simple. When you overcomplicate your chairs, then yes, you should expect things to fail. Cuz when you have three, four PC boards, five PC boards in one chair, yeah chances of one breaking is is high. But when you only have one, Chances of them breaking is not as high.And so because of that, we're not really worried, too much about service calls. One of the reasons that have blown people away is if you open up a delivery system on a chair right now, your delivery system has one block that controls all your handpiece. This has been the biggest selling point we've actually had with our Olson chairs is that ours aren't a block. They're actually individual. one hand piece breaks, You can continue using your other handpieces, which means you don't have to close the room that day, stop productivity because your block is clogged. And that's something that people is blowing people away. And so it, it's, it's a, a very neat feature.Doesn't exist in the market and it's something that Olsen has that it's just blowing people away. Had Michael: you, man, that is, that is pretty awesome. So, Price-wise for these chairs compared to like other companies? I mean, like, I know we are thinking of like, maybe like densely, right? Like that's like really, really big.Right? But when it comes to this right here, practice owners, when they get their, they're starting up, they're putting this in, right? They're think thinking about the budget, how much would you say we'd have to budget for these chairs if we're like, Hey, I wanna have three ops, four ops, Simon: So Michael, the cool thing about this is our pricing is awesome.Quality is awesome. We have four level chairs. We have a hygiene chair that starts off at 6,300. Then we have our infinity chair that starts off at 14,500. So there's a range there. The differences in between our chairs is size. It's gonna be your delivery system, it's gonna be your light. So there's cool features that you get to see at the show that you'll be able to say, Hey, I want this light.I want this handpiece here. I want my three-way syringe this way. And then we set it all off for you. And so price wise, it's there. I've met some customers that I've spoken to who've spent $34,000. For just one chair. Mm-hmm. They're using our chairs right now. If you go to a website, um, olson a.com, you actually would be able to see what they've said about our chairs and they've loved it.again, $14,000, $40,000, one chair. Or you could buy four chairs for the price of one tier. And so because of that, that's just a great savings. And so I would say we're definitely in the affordable side, I would like to say, but you're not sacrificing quality. that's the important point.That's the, what everybody's asking is like, Simon, okay, your chairs are a great price. They're all, they look amazing. But are they really that good? And that's why we saw him five year warranty. If something breaks, we overnight it, we get a technician to install it. We're done. Fortunately, because we're new in the market, we haven't had it too many issues.We had one issue so far, that a doctor by accident broke the light. he broke it himself and he admitted that he broke it. He asked us for a light, and I told him, I was like, you know what, doctor? You've been a great customer here. I'll overnight the light to you. And because it was so simple, he installed it himself.Hmm. Yeah. And so instead of spending five, 600 bucks on a light and then paying a technician installed it, we just gave him the light. He installed it and he's loved the product. So I would like to say because of that, overall it's a really good share and the features it has overall, it's something that will allow you to save money.And at the end of the day, it's crazy when I see, when these potential customers that I'm working with, when they send me their budgets, when they send me what they're working with, It is insane. And so as a business owner myself, saving money is key, especially when you're starting out. And so when you have that opportunity to save money but not sacrifice quality, I think that's awesome.Michael: Yeah. That's awesome man. That's really, okay. So talking about that in your, your own mind, right? And putting your shoes as a business owner into the shoes of a practice owner. In your opinion, what can a dentist do today or practice owner do today to improve their marketing or Simon: their business? So, because I've been studying dental offices a lot, I can tell you I've actually looked a lot into this and know what I've seen.A lot of doctors, a lot of dentists, they don't invest in social media as much as they should. they don't invest in their office as much as they should. Right. When, when, I mean, they invest in their office. I don't know if you've ever seen Michael, but you can get a 360 of your whole office doesn't cost that much, and you can actually give someone that virtual tour of your office.We do that with a lot of our projects and it comes out awesome. I mean, it just looks amazing and allows that patient who's looking on their phone to see where should I go to the dentist at? And when you get to see that experience and see why, look how beautiful their equipment is, look how beautiful, how clean their office is.That's something that I would say that a lot of dentists don't take advantage of. I would say also Google my business. It's a lot of spaces I see that no one has pictures of their logo, pictures of their staff, we wanna be personal. You wanna show who you are. Like if you go to our, Google, you'll see we have over 2000 pictures.We have a, our chairs that we do of our warehouse, we wanna be personal. We want when someone calls us to speak to us, that they know who they're speaking to, that they know what's going on, and that they see our, our equipment. And for us, that's important. So I would say in the dental space, I have noticed that, that they're, they're just, when you go on, you're Googling an address, you just see a logo.Couple reviews, hopefully they're good, but you don't really see that they've invested in their online presence. And I think that's important, especially right now when everybody just looks everything up on the phone. And so I would definitely say that. I would definitely say be proud of your office.Be proud of who you are, be proud of that you're in business, and push that and share that. I think that's extremely important. Michael: Yeah, I like that. I like that a lot. Like be proud of it and then invest in it right kind of thing. And that's, I guess, a way to show that you're proud of it by investing in it, like really putting in that skin in the game.You know what I mean? Kind of thing. Awesome. So now these next questions are just to get into the head of someone who isn't totally involved on the clinical side of dentistry right now. What would you like to see more from a dentist? Simon: I personally love my dentist. He's amazing, and he does a really good job on making you feel so comfortable when you get into his office.The atmosphere. So I would say, because I've had the same dentist for about 20 years, I would say that I would try to mirror that experience where when you get to an office, it looks clean, right? Feels clean, smells good. You you'd be surprised how many offices I've been into where it doesn't sound good.Where it doesn't look clean. And so I think that's something very important. And you think that's basic, but when you're so busy with running a, running an office dealing with patients, dealing with employees, you Ms. Small things. And so I would definitely say that would be something that I would like to see more.Um, just because I've visited lots of offices and I can tell you there's, there's a good amount of them that just don't take care of the, the general things. their work is amazing. It's just small little things that someone should be doing, they're not doing. Gotcha. Michael: That's been kind of key.Uh, I noticed that that's like a thread to you though, what doesn't smell good to you in an office where you're like, this smells like, what? Simon: I can tell you I've had an experience I've been in, in New York recently, and, um, you could tell I would like to say maybe when there's too many people in the waiting room, um, right when you overbook patients.You have too many people in there. Every now and everybody smells good. because of that, I would definitely say that's something I, I experienced just recently where you walked in and it was like, wow, maybe I should walk back out. So I, I, I would definitely say that that's one of the things that you, you would want to limit, right?When you can control your patients, when you can control how many people you book, you don't overbook the rooms, right? You don't overbook your, your procedure. You simply, Book it correctly. That way you don't have 15, 20 people a waiting room. Like me personally, my dentist. That never happens.You go in, there's not more than two or three people, and he's a busy guy, but he doesn't overbook. You come in with, he puts you back in the room and you keep going. And so that's something I've enjoyed. And also, that's one of the things I actually love. When you go there and when, at least for me, I'm a very busy guy.My appointment's at three, I get there at three. At 3 0 5, I'm sitting on a chair. And I'm gone. And I love that. And I think that's another thing that I would actually love to see as well. Cause a lot of times you get to an office, like at least for medical, and you're waiting 45 minutes just for them to see you.And so, there's a lot of things in the background that happen that, you know, patients don't know, the patients don't see, there's some things we couldn't, we can't control by not overbooking. Mm-hmm. Michael: So the, the part that makes you feel more comfortable is like, Hey, just don't overbook and then, you know what I mean?A lot of these other problems can kind of go away. Yeah. Whether it's waiting time, descents, things like that. Yeah, no, definitely. Gotcha. Okay, So then what do you love about dentistry? Simon: so on the business side, for me, what I love is, The amount of money it takes to open up to a dentist's office, I love saving people money. You know, that's one of the things I enjoy doing every day, um, in my business. And to be able to say that I can help you save 15, 20, $30,000, 40, 50, $60,000, I think that's awesome. And with Olsen, we have that opportunity. And so because of that, I would really say would love to see and continue seeing the savings that we've been able to provide, cuz when you could save five, $6,000 and invest it somewhere else.That's awesome. You know that's money. You can invest in social media. That's money You can invest in Hiring a better office manager. That's money you can invest and. On vacation, enjoying, you know, quality time with your family. And so those are all, all little things that I think are important. So when you can save that on a chair, compared to buying a 24, 25, $40,000 chair, I would definitely say that's something I'm, I really love doing on the medical side and I expect to love doing it on the dental side.Yeah. Michael: That's nice man. Typically, right. Now, if you don't mind me asking, out of the range of chairs you have, which one would you say is the most popular? Like where, the one in Hawaii, right? We just installed these all these other places. Where to you, which one would you say is more popular?Simon: So right now, our logic, it starts off at 10,500 is the most popular chair. It's, um, chair that a lot of our dentists have enjoyed. That's the chair that we just installed in Hawaii for of. He loved them. He actually, awesome doctor. He actually has an office in Hawaii and he has an office in Chicago, So he bought two of our infinities and then he ordered four of our logics for his Hawaii office.And so I would say that, Our logic is, is really, it's a great chair. it does everything you need, gives you all the, all the upgrades that you want on a chair. Our sprint chair is really good for hygienes, a fantastic hygiene chair. Our quality is a great chair for dentist who's throwing off, who's really price conscious.our logic is an amazing chair for an experienced dentist who wants a workhorse, and our infinity is for our high end dentist who just wants to look amazing, who just wants his chair to look fantastic and wants to have all the bes and whistles. And so the Infinity, we've sold a lot of those, they're beautiful chairs and they all go into high end offices that just look amazing.Michael: Gotcha. I was gonna ask that. I'm looking at your chairs right now. The logic and the. Infinity. Do you normally, let's just say we're creating the infrastructure and the outline of the the practice right now in the construction phase. Can you ever like chime in on that and say like, Hey look, I think it'd be best if you had the infinities for this and that, that, or you guys don't, you're just like, Hey, whatever.It's up to you, doctor. So Simon: fortunately we've actually been part of lots of new builds and we've also done. just replacement chairs and so when we get the be part of the construction experience, it's a lot better for the doctors. Cosmetic look of the office because we get to all the plumbing underneath the chair.When you have to add that junction box, you lose about a foot of real estate. That can be nice and clean. That could be clear, and that's awesome. I mean, I love installing these chairs where we can put. All the plumbing, electricity underneath the chair where it should be, and it just looks amazing. And so when we get to do that, it's enjoyable.And when we get to see the size of the rooms, definitely our infinity is a little bit bigger than our other chairs. And so we can tell the customer, Hey, infinity, you're not gonna get the same experience. When you have a smaller room, so for this room, we'd recommend a quality. And so because of that, yeah, we definitely enjoy being part of that process.Um, and, and it's something awesome that we get to do. You send us the blueprints, we'll send it to our tech. He'll actually put the chair in on you, your blueprints. He can show you where the arms move or the delivery system moves. It's a really cool system. You'll be able to see it all and get that experience.On top of that, we have even, even cooler experience. Let's say you like the Infinity, you can actually put the Infinity in your office. You grab your phone and you can put on an app that we have and literally see through your phone, the whole chair inside your office, and you can walk around the whole chair with your phone and see how it would actually look inside the office.That's something that a lot people have enjoyed. Um, it's something I love doing as well. Yeah, that's nice, man. Michael: I like that a lot. So then there's also the other side of this, right?Where there's really expensive ones and there's really, really non-expensive ones, cheapy ones, right? So what are the hidden costs of cheap dental chairs? So people are like, they only spent this much, man, you can get it here like on Facebook Marketplace. Or there's another D, right? There's hidden costs behind that, I'm sure.But Simon: what are they? So let's say if you buy something on Facebook, you're buying something that you don't know the history of it, right? You're buying something that you don't know who installed it. You also are looking at, does that chair still exist?Can they still buy parts for it? Right? A lot of these chairs, after a certain amount of time, the manufacturer stops making the parts for it. that's one, like, let's say starting off on Facebook, obviously you can also buy chairs from, you know, other countries overseas and you could sit, you know, you're gonna then sacrifice equality, right?Because what they do is they do mass produce and they sell as much as they can. And so obviously there's certain chairs, certain parts that are not gonna be made with the best quality part for us. One cool thing that. Olson has, is we actually build 95% of the chair in Brazil, So, in case anybody doesn't know where Brazil is, which I hope everybody does, Brazil is in South America, that's our neighbor. it's a chair that's being built with without good quality. when you're looking at Facebook, that might be something won't wanna do, because, Again, if you don't know who ins installed it, you don't know who uninstalled it, there might be parts missing.Then you don't come, so you don't have a warranty, right? That's everybody asks the question, asked them, now, where's the servicing coming from? Again, if this is a chair that you just bought, and let's say you bought it for three, $4,000 and then you gotta spend another thousand or $2,000 on it, that's expensive.A motor, a hydraulic, let's say if you have hydraulic chairs, a hydraulic motor is expensive. Hydraulic cylinders are expensive. And so that's one of, of the things again, that Olson does different. Our chairs, none of them are hydraulic. They're all electric driven by Bosch Motors, and so that makes it easier chair to fix.At the end of the day, it's gonna last longer because hydraulics, you have. Hoses there, you have pressure, you have oil. All of those things require maintenance. And so that's one of the things again that you're gonna see the difference in between an Olsen chair and our competition. Nice Michael: man.Okay, so then one last questions I wanna ask you is throughout this process, actually, throughout the time you started, se let's, let's go with that sevi Man till today, right now, just in general, man, Simon, so the audience can get to know you a little bit more. What's been some of your biggest struggles? Simon: So I think when everybody starts off, and I can tell you over the last 10 years, you, you have a goal, you have something you want to do, and that goal changes, right?When you get older, things change. When your business gets older, things change. You have different perspectives. I am a father of two. I have. My son Samuel, was about a year old. And I have my son, Theo, who's four. I can tell you, when they were born, they changed my perspective. Cause all I wanted to do was work, work, work, work before.Now I wanna spend time with them. I wanna do things different. And so I can also say, when you hire people, all I can tell you, I've, I've had over probably 150 people work for me. And I can tell you all have I learned about hiring people. Um, I think that's actually where I've made some of my biggest mistakes is hiring the wrong people or hiring with my heart.I can tell you that before I'd hire anybody, they're walking on the road. They needed a job. Hey, come here and I'll, I'll give you a job. I've learned a lot by that. we've disappointed customers because we haven't hired the right people. And so for right now, right now, I can tell you our culture, our focus, my focus is to have happy customers.I have a saying that I say a lot to all of my customers is, you know, your success is our success. If you're successful, I'm successful, so I have to make sure you're successful so I can make sure that you make another office in a year and you buy 10 shares. Then in two years you do 30.I have customers that started with me 10 years ago, but I love that. Love me. They have 13, 14 offices. I've done all of them. Working with them is amazing. Seeing them grow inspires me and allows me to continue growing. And so that's kinda one things that like we do. And one of the things I can tell you over the years I've learned from, you know, one thing is when you start off, you don't wanna just hire anybody.You know, you spend more time with your employees than what you spend at home normally. And so because of that, you don't wanna have bad employees. And not all bad employees start off as bad employees. So I, I believe that's one of the things that I've, I've struggled with a lot is, Not having the right people by me.With time with different budgets, you're able to find better people. You're able to learn different ways of doing things. And I would say what I've learned just the last year alone, cause I can tell you, last year was crazy for us. We were doing the dental, we were doing the medical cool. We grew like crazy.And what I really learned, Right now we're doing amazing as well, and we have better people and the people have changed everything and, and something I can tell you last year I wasn't focused on, and it's something right now, I'm focused on that the people who work for me, the people who are my team members, they're killing it just like we are, and that they're happy and that they're enjoying what they do.And I think that's really important. And I think when you find people that are not good, um, I'm a huge fan of Dave Ramsey and, um, he said something where if, um, you only want thoroughbreds, right? You only want thoroughbreds. You don't want donkeys working for you. And I can tell you I've had lots of donkeys working for me, and I've definitely learned from that.Oh, nice Michael: man. Great advice. Awesome. Simon, thank you so much for being with us. It's been a pleasure. But before we say goodbye, can you tell our listeners where they can find you? Simon: Definitely. So if you're in Florida or if you might be in Florida next week, We are gonna be from the 29th of June to the 1st of July, we'll be in the Florida Dental Association Convention that's gonna be in the Gaylord Palms and Orlando.And so we'd be super excited to have you there just to come check out our chairs. We also have a showroom here in Orlando, Florida. Uh, we're about 45 minutes from Orlando, but it's easier to say Orlando cuz well, nobody knows where Orange City is, but we're about 45 minutes away from the airport. And so, You can also check us out on olson na.com.You can see us there, you can see us on social media, you can see us, uh, on YouTube. We love the share stuff. Our team's always making something and, and we enjoy the push out videos. And so, we would love for you to come check us out. We just want you to see our products. When someone comes to the show, I tell them, touch our chairs. Feel them. Touch our leather, touch our vinyl, go look at other chairs and come back. And I've had the fortune that a lot of them come back. And so I would definitely say you want to touch our chairs, you want to feel 'em, you wanna see what they're made out of and get to enjoy them.Michael: So what's the next event after the Florida one that you guys will be attending? Simon: Thanks for asking that, Michael. So, September 21st through September 23rd, we'll be in the Ohio Dental Convention.We're super excited. the Ohio Dental Association is gonna be making this event. They're, they are pushing it, they're inviting lots of dentists to come, and we're super excited to be part of it. And so I would love to see you there September 21st, or September 23rd. You'll see more on our [email protected] and we're super excited to see you.And like I said before, I want you to come touch our chairs. Feel them, see the quality, and then go touch the competition and let us know what you think. Michael:  All right, Uhhuh. Awesome. Awesome. So guys, that's all gonna be in the show notes below, so definitely go check that out and reach out to Simon and his team.And Simon, thank you so much for being with us. It's been a pleasure and we'll hear from you soon. Awesome. Simon: Thank you, Michael.‍‍