Skytale Insights

In the newest episode of Skytale Insights, join this week’s host, Greg Mahoney, Sr. Manager at Skytale Group, and guest, Brad James, Manager of Strategic Partnerships at Kleer.

Brad is an expert in leadership and a liaison to key partners and accounts. He seeks to build strong partnerships with practices and organizations whose goals align with revolutionizing and modernizing the dental industry. He is passionate about helping practices leverage their focus toward creating a more successful and profitable business.

In this episode, Greg and Brad delve into the topic of dental membership programs, bringing to light the benefits a membership program can bring to your dental practice. Listen as Brad shares background on Kleer, a trusted dental membership program platform,  and unveils effective strategies for seamlessly implementing these programs. 

In this episode, you'll discover: 

• Insights into the Kleer platform and how it can help grow and retain patients
• Strategies for implementing a dental membership program into your practice
• Common challenges with practical solutions during the implementation process
• Greg Mahoney's first-hand experience with implementing dental membership programs

Connect with Brad:

LinkedIn
Kleer Website

Connect with Skytale Group:

• Website
• Facebook
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• LinkedIn

This week, host Ben Hernandez is joined by Mary Pham, CEO of Lollipop Pediatric Dentistry and Orthodontics. Mary is also a diplomat of the American Board of Pediatric Dentistry and is part of a small percentage of pediatric dental specialists who are board certified and have demonstrated exceptional knowledge and skill in the specialty of pediatric industry.

In this episode, Ben and Mary discuss Mary's journey with Lollipop Dental and how she has scaled her practice from a single location to multi-location dental enterprise. She provides insights into how she leads her teams, investing in the right technology, her experience with social media marketing, and much more.

What You Will Discover:

• Why investing in technology is key to patient satisfaction
• How to manage multiple teams of people
• Social media marketing tips to help drive patient acquisition and growth
• Key insights from Mary on how you can scale your dental practice

Connect with Mary:

• LinkedIn
• Instagram
• Lollipop Dental Website

Connect with Skytale Group:

• Website
• Facebook
• Instagram
• LinkedIn

In this episode of Skytale Insights, host Ben Hernandez and co-host Tedd Van Gorden engage in a discussion with guest Emmet Scott, co-founder of Community Dental Partners, about centralization and consolidation in dental industry.

Listen to Ben, Emmet, and Tedd as they analyze the intricacies in the centralization process, if and how consolidation is effecting the dental space, and what sellers are looking for. Tune in as these industry experts share their insights into the dental space and gain key knowledge that can help you grow or prepare to sell.

In this Episode, You'll Discover:

• An understanding of consolidation in the dental industry
• Key strategies to help you prepare to sell your practice
• A honest perspective of what buyers are looking for
• Why a fractional CFO can be crucial to getting the best deal

Episode Insights:

• "...Your buyer's gonna know nothing about your clinical capability or the great culture you built initially, and they don't care and don't know about the blood, sweat, and tears that you've put into the business. They are investors, and if you're an investor, you don't care about all those things." - Emmet Scott, Co-Founder of Community Dental Partners
• "Get a fractional CFO to really get things organized way ahead of time. So that when we go to market and that investor asks for stuff, it's like boom. It's in their inbox..." - Emmet Scott, Co-Founder of Community Dental Partners
• "From a business perspective, people are looking at culture. They wanna know your turnover rates, right? Which is really tough right now, but they mostly wanna know what your dentist turnover rate is. So if you're a dentist who has high dentist turnover rate, you're probably gonna get a lower multiple or have a harder time" - Emmet Scott, Co-Founder of Community Dental Partners

Connect with Emmet:
Linkedin
Instagram

Connect with Skytale Group:

• Website
• Facebook
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• LinkedIn

On this week's episode of Skytale Insights, we return to the topic of injector recruiting and provider training with host Ben Hernandez and Skytale's Judy Kozlicki who are joined by industry expert Mary Beth Hagen, CEO and Founder of TITAN Aesthetic Recruiting. 

Since 2005, Mary Beth Hagen has served the needs of the aesthetic industry making her prominent figure and industry leader. Previously, Mary Beth has held positions at Galderma and Allergan in product and national account management. Throughout her time serving the aesthetics industry, Mary Beth saw pain-points in matching top-tier injectors with new practices. So in 2017, Mary Beth started TITAN Aesthetic Recruiting to help fill in the gaps between providers and practices. 

In this Episode, You’ll Discover:

• Trends in injector recruiting
• Injector supply & demand 
• What makes TITAN Aesthetic Recruiting stand out
• Advice for practices wanting to attract top-tier injectors
• Candidate screening, injector training, and more!

Episode Insights:

• "...I think the other thing that is very interesting trend is that so many of the injectors who have been injecting for 10 or 20 years have looked to start their own practices in the last couple of years. And so we're seeing a lot of the very experienced, very tenured aesthetic providers leave practices where they may have worked traditionally and start their own aesthetic practices." - Mary Beth Hagen, CEO & Founder of TITAN Aesthetic Recruiting
• "You have to be able to follow protocols. You have to be able to look for adverse events. But, you also have to be a great communicator, and be able to not only listen to what the patient is expecting for their treatment, have the ability to educate them on the potential treatments, help create a treatment plan, and then to be able to see the art of the possible with aesthetic treatments." - Mary Beth Hagen, CEO & Founder of TITAN Aesthetic Recruiting
• "It all goes back to the biggest problem that we still have that is every single state has different laws and guidelines on who can inject and what they can inject, and how the industry is looked at..." - Mary Beth Hagen, CEO & Founder of TITAN Aesthetic Recruiting

Connect with Mary Beth Hagen:

• LinkedIn
• Instagram
• Titan Website

Connect with Skytale Group:

• Website
• Facebook
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• LinkedIn

In this episode of Skytale Insights, Ben Hernandez is joined by Ken Kaufman, dental industry expert, DEO Partner, and recently published author. Ben and Ken discuss his recent publication, “DEO's Financial Secrets to Grow Dental Organizations: The 9 Required Clarity Tools”, the current economic environment, and the challenges and opportunities of acquisition and de novo growth models respectively.

Ken Kaufman is the CFO & VP of Corporate Services at Nuvia Dental Implant Center. Since 2004, Kaufman has served in CFO and President roles in venture capital and private equity-backed high-growth organizations, helping to drive the growth of 3 to 10x during his tenure at each. Kaufman has received many accolades throughout his career, such as being awarded Utah Business Magazine’s CFO of the year, making their top 40 under 40, and being named V100 entrepreneur by Signal Peak Ventures. 

In this Episode, You’ll Discover

• Insights into the economic environment and potential for a recession
• Overview of acquisition growth models
• Overview of de novo growth models
• Pros and cons of acquisition versus de novo growth models
• If a hybrid growth model is possible
• The future of the dental space

Interested in going to the DEO Growth Summit 2023 in San Diego? Listeners can use Ken Kaufman’s promo code, DEOKEN, to receive $250 off registration and a free copy of Ken’s book! Head to www.deosummit.com and use DEOKEN at checkout!

Episode Insights

• "If something's not going well, you want to be able to diagnose it quickly. So you need good data... in the de novo world, you've got more lever levers to pull to do so." -Ken Kaufman, CFO of Nuvia Dental Implant Center
• "You're buying a new culture and if your strategy is to try to bring a bunch of practices together, you now have a lot of really intense decisions you're making about are how deeply you're going to implement your systems and processes into this group that you've now added to your business, and it's - on many fronts- a slippery slope" - Ken Kaufman, CFO of Nuvia Dental Implant Center
• "In long-term, I'm optimistic... and the reason why is because I know so many amazing entrepreneurs, especially in the dental space, who figure stuff out and figure out how to create value and grow" - Ken Kaufman, CFO at Nuvia Dental Implant Center

Connect with Ken Kaufman

LinkedIn

Ken’s Book - DEO’s Financial Secrets to Grow Dental Organizations: The 9 Required Clarity Tools

 Follow Skytale Group

Website

Facebook

Instagram

LinkedIn

Connect with Skytale Group:

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In this episode of Skytale Insights, Eric is joined by Steve Markowitz, MD, MFD Dental Management founder and CEO. In this episode, Eric and Steve discuss MFD, a Dentist owned and led dental organization whose mission is to change how people feel about going to the dentist through creating amazing experiences. Dr. Markowitz shares what makes his business successful, and offers insight into how owners can build a resilient team.

Currently Dr. Markowitz and his team are lucky enough to lead 7 practices, 21 dentists and almost 140 team members, and, through their growth, they continue to strive towards offering the best patient experience. 

In this Episode, You’ll Discover

1. Key principles for establishing a healthy company culture
2. The importance of trust in team dynamics and strategies for cultivating it
3. Effective conflict resolution techniques for managing workplace disputes
4. Best practices for integrating new acquisitions into your business operations
5. Exploring MFD Dental Management; an insider's perspective on operations and growth strategies

Episode Insights

What is your view on failure and how has it impacted your personal and professional growth?

• “I think from my own experience, I've had my greatest growth from failure. So failure is something that I embrace. I hate to lose and I hate failing, but I know that that's what has allowed me to get to this point” - Steve Markowitz, MD

How do you begin to establish trust with team members and foster a healthy working relationship?

• “I think it's because I never question their intentions. It’s not that they  come in with that trust. It's been earned on both sides from me and to my team” - Steve Markowitz, MD

How important is it for a business to clarify its intentions to achieve a smooth transition, and implement change that results in a healthy business?

• The more that we can say sustain our intentions and stick to them, the smoother that transition will go. The quicker we'll get that trust and then the quicker we'll be able to implement positive changes that will result in a healthier business.

About Steve Markowitz, MD

Steve Markowitz is a third generation dentist and the founder and CEO of MFD dental management. Steve’s love for the profession came from his father, an entrepreneurial dentist (before it was the cool thing to be). MFD is a tribute to his father, whose impact was measured not by profits but by the level of care shown to his patients and team. It is with this spirit Steve continues to find his passion in developing his team and creating new and innovative ways to improve the lives of the patients and team members he is blessed to lead. 

Connect with Steve Markowitz, MD

• LinkedIn
• MFD Dental Management LinkedIn

Connect with Skytale Group

• Website
• Facebook
• Instagram
• LinkedIn

Connect with Skytale Group:

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In this episode of Skytale Insights, Eric Pastan is joined by Bree Black, Job Snob co-owner and aesthetics industry expert. In this episode, Bree and Eric discuss Job Snob, a talent and recruiting  platform for medical aesthetics businesses. Bree shares how her company has evolved with the industry, hiring trends in the aesthetics space, and tips for both business owners and candidates. 

Bree and her co-founder Kipper Doughty created Job Snob when they noticed there were nationwide staffing challenges for aesthetics practices. The two met working as reps in the Beverly Hills market, but between the two of them they’d covered a wide variety of markets. When they noticed that staffing was a universal challenge for med spas, they thought they might be able to find a way to remedy it. 

Now serving 38 states, Job Snob connects talented providers and professionals to opportunities. The company works with both employers and talent to support the hiring process, leading them to gain valuable insight from the aesthetics industry.

In this Episode, You’ll Discover

• Skills and qualities practices look for when they hire new employees
• Compensation and benefits packages top candidates are looking for
• Why talented injectors and providers leave their positions, and strategies to retain talent
• What it’s like to work with a recruiting company to fill a position
• Job Snob’s recent partnership with AmSpa
• Job Snob’s data on compensation benchmarks for providers and aesthetics employees in various markets
• The industry’s provider (specifically injector) shortage, and what practices can do to retain providers in a competitive market
• What is an “acquisition matchmaker?” A new way Job Snob is making connections.

About Bree Black and Kipper Doughty

Founders Kipper Doughty and Bree Black bring a collective experience of over 20 years in the Medical Aesthetic industry, specifically within Seattle, Dallas, and the greater Los Angeles markets. They were selling Botox and dermal fillers for industry leader Allergan in Beverly Hills, CA, when they met. After years of hearing about the same staffing challenges from nationwide practices of every shape and size, they decided to solve the problem.

Connect with Bree 

• LinkedIn
• Job Snob Website

Follow Skytale Group

• Website
• Facebook
• Instagram
• LinkedIn

Connect with Skytale Group:

• Website
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• LinkedIn

In this episode of Skytale Insights hosted by Ben Hernandez, we delve into the world of medical aesthetics, and the challenges and opportunities that come with building a successful business in this industry. In this episode, we welcomed aesthetics industry leaders, Nicole Chiaramonte, CEO of Advanced MedAesthetic Partners, and Drew Fine, CCO of Advanced MedAesthetic Partners, to share their knowledge on building, selling, and buying medical aesthetic practices. 

Together, they discuss the platform they are building, Advanced MedAesthetic Partners, and how it is transforming the medical aesthetics industry through consolidation and innovation. They share their insights on how the industry is evolving, the importance of building a great business, creating a strong team, and staying ahead of the curve in the highly competitive world of medical aesthetics.

Join Ben, Nicole, and Drew as they explore different strategies and trends in the aesthetics space, and learn from the experts on how to build a successful business in this dynamic and exciting field.

In this Episode, You’ll Discover

• Behind the scenes of Advanced MedAesthetic Partners (AMP)
• Insights on building your business and preparing to sell
• Determining what you want out of selling your business
• Future trends of the aesthetic space for sellers
• Finding the right fit when selling your business

About the Guests:

Nicole Chiaramonte

Known for her business philosophies of “profits with integrity” and “profit optimization through collaboration,” Nicole Chiaramonte developed AMP, a superior alternative to the traditional private equity acquisition model. A serial entrepreneur with over 25 years of medical and business management, Nicole holds 19 years of Management Service Organization (MSO) ownership and executive management in the legal and medical industries. Through Nicole’s leadership, AMP is redefining the aesthetics industry by partnering with practices to provide innovative and industry leading support that grows practices beyond their current potential.

Drew Fine

Drew is an award-winning marketing and business leader with 8+ years of experience in the aesthetics industry and 18+ years building brands, businesses, and teams. He was previously Vice President of Marketing for Allergan’s Facial business and prior to that was Vice President for Galderma’s US aesthetic franchise. Drew has received the Aesthetic Industry Association leadership award (2022), been named DTC perspectives' top 25 DTC marketer of the year (2018), and been named a launch master (2016) by PM360. He has an MBA from the University of Michigan Ross School and Business and an undergraduate degree from Duke University.

Connect with Nicole Chiaramonte:

LinkedIn

Website

Advanced MedAesthetic Partners Website

Connect with Drew Fine:

LinkedIn

Connect with Skytale Group:

• Website
• Facebook
• Instagram
• LinkedIn

Mergers and acquisitions exist in the healthcare industry too, and just like in any other industry, there are a LOT of concepts to consider, one of them is business valuation.

In selling a business we ask, what is the value of this business? In what position is this business in a wide scope of the business industry? What methods can we try to make this business more valuable than it has ever been?

In this episode, Mike White gives fresh insights about these questions we pondered and shed light on concepts that could help sellers appeal to their potential buyers while understanding these buyers’ perspectives.

In this Episode, You’ll Discover

• Mergers and acquisitions in the healthcare industry
• Effects of inflation, recession, and layoffs on mergers and acquisitions in healthcare
• How are businesses usually valued— and how to increase it
• The different components of a deal, such as cash at close, rollover equity, and earnouts
• Long and complicated process of selling a business
• Significance of having the right partner
• Importance of understanding the tax implications and legal considerations when selling a business

 Episode Insights

• That’s one of our big struggles— quality of data. Because if there's not good quality, it's very difficult to propose to a buyer that the seller has everything handled in their business and therefore makes it more valuable. - Mike White
• You're gonna take things personally. You have the emotional side and the reality, as we all know, we still have to run our business day to day. So having somebody run alongside you will help you through. - Benjamin Hernandez
• Always build your team internally and externally to your organization. Hold the team accountable but make sure you have the advisors that are helping you through those conversations. - Benjamin Hernandez
• Make sure we're not just spending everything because our CPA told us to do that. There are good ways to get the same tax impact with better-looking financial statements. Make sure you're looking for those opportunities to improve your cost structure, whether it be staffing, advertising, or supply and look for those opportunities to pick up your own multiple valuation. - Benjamin Hernandez
• I think, for me, it would be, if you're thinking of selling, do your homework early on. Really think about what it is that you need. Envision yourself in that position and go down the line of “what is my number?” “Am I willing and wanting to work at least four years or at least longer than that?” If not, make sure you reconcile that. - Mike White

About the Guests:

Mike White holds a BBA and MSA from Texas Tech University. He has spent the majority of his career in public accounting, helping entrepreneurs achieve their goals and vision. He has had the opportunity to work with many different industries, including lawyers, consultants, and marketing and media companies. 

Recently, they have spent most of their time working with DSOs and MSOs, along with individual dental and physician clients. His primary focus is on telling the right story within the financial statements and helping to set goals to drive performance within the business.

Connect with Skytale Group:

• Website
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• LinkedIn

Being an entrepreneur is an exciting venture, but it can also be daunting. They face numerous challenges that sometimes, it becomes too difficult to find the right way to move forward. They’re left with an impending question: Do my decisions make sense? 

But with the right guidance, entrepreneurs can turn their vision into a profitable and sustainable business.

In this episode, Neekan Rivera will be sharing her journey with us as she grows from being an aesthetic leader to a successful entrepreneur who has scaled her company from a single location to multi-location practices through Skytale.

In this Episode, You’ll Discover

• Neekan’s journey of how she became a leader in the aesthetic industry
• Motivation to keep going on your business
• Why transparency is important in business
• How do we remain profitable amidst dealing with the recession
• Knowing when to ask for help in making decisions 

 Episode Insights

• If I don't have someone guiding me, holding my hand along the way, and saying we can help you get there, this is what you need to do, I might have made a lot more smaller-scale decisions. – Neekan Rivera
• It's great to have someone that you can talk to, have honest conversations with, and then we'll take the information to heart and make the necessary changes. – Eric Pastan
• To stay in the realm of motivation, keep following your dreams. – Neekan Rivera
• An entrepreneurial life can be lonely at times. – Eric Pastan
• It's important that we never stop looking at new services and new companies that we could partner with. – Neekan Rivera

About the Guests:

Neekan Rivera is a Physician Assistant with advanced experience and knowledge in both clinical and cosmetic dermatology. She specializes in full-face rejuvenation and passionately provides a wide variety of aesthetic treatments for her clients. Neekan prides herself on her comprehensive knowledge of anatomy and safety, her honesty, her strong attention to detail, and her keen eye for recognizing each patient’s natural beauty. 

Neekan serves as a trainer for Allergan Medical Institute, Galderma, and PDO Mint Threads and spends much of her free time traveling around the country training other injectors. She uses a variety of techniques to help patients feel lifted, restored, and highlighted while reversing the signs of aging and maintaining natural-appearing results that are true to each individual’s unique beauty.

She is constantly advancing her own skills by seeking the best training programs in the world to ensure that she always delivers the highest quality and most effective treatments.

Connect with Neekan Rivera:

• Website
• Linkedin

Connect with Skytale Group:

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• LinkedIn