🎙️ Podcast Description

Have you ever hesitated to bring a new product into your practice because it felt like “one more thing” for an already busy team? In this episode of Podiatry Practice Mastery, Don walks through his real-world decision process for introducing a new product—what worked, what caused friction, and what he’d change next time.

Using his early experience with EBM Medical as a case study, Don breaks down how to evaluate vendors, reduce staff overwhelm, protect patient trust, and decide whether a lower-dollar add-on is actually worth the squeeze compared to higher-value treatments like shockwave and orthotics.

This is a practical, unfiltered look at product integration from a busy, multi-doctor practice—not a sales pitch.

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📌 Key Topics Covered (Accurate Timestamps @ 169 WPM)

[0:00] Why adding new products feels risky in a busy practice

The challenge of decision-making in a multi-doctor, multi-office environment.

[1:35] Why EBM Medical stood out as a vendor

What Don looks for in companies that approach practices the right way.

[3:00] Involving all partners before making product decisions

Why unilateral decisions fail in group practices—and what works better.

[4:30] Drop-shipping vs in-office dispensing

Why patients don’t follow through when you send them “somewhere else.”

[6:10] Early wins: how Don is using EBM products clinically

Anti-inflammatory options, fibromas, Raynaud’s, neuropathy, and realistic expectations.

[8:20] The 3-month trial mindset (and why follow-ups matter)

Using products to create accountability and meaningful reassessment visits.

[9:45] Trying products without committing to inventory

Testing Tin products before deciding whether to stock them in-office.

[11:00] Friction points: logins, training, and workflow disruption

What slowed adoption—and how vendors could improve onboarding.

[12:40] Favorites lists and standardizing usage across doctors

How shared favorites reduce confusion and speed adoption.

[14:05] What vendors should teach (but usually don’t)

Why short “how-to” videos and real doctor protocols matter.

[15:45] Notification overload and managing rep communication

Where enthusiasm turns into friction.

[17:00] Prescribing vs selling: patient psychology matters

Why “I’m prescribing this” feels very different than “buy this on the way out.”

[18:45] Marketing integration: protocols, follow-ups, and perception

Where these products fit—and where they don’t.

[20:10] The real question: is the juice worth the squeeze?

Comparing $60 products to $600–$1,500 treatments and deciding where to focus.

[22:10] Website links vs direct prescribing

Why Don prefers prescription-based credibility.

[23:30] Final thoughts + invitation for peer feedback

Asking other podiatrists what’s working (and what isn’t).

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🎯 Core Takeaway

New products should reduce friction, not add it. If they don’t fit cleanly into your protocols, explanations, and follow-up structure, even “good” products can become distractions.