Dentistry Uncensored with Howard Farran
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1341 Jim Glidewell Celebrates 50 Years of Affordable Dentistry : Dentistry Uncensored with Howard Farran

1341 Jim Glidewell Celebrates 50 Years of Affordable Dentistry : Dentistry Uncensored with Howard Farran

1/27/2020 3:00:00 AM   |   Comments: 0   |   Views: 193
James R. Glidewell is an American entrepreneur and philanthropist best known as the founder and CEO of Glidewell Laboratories, the world’s largest privately owned provider of restorative dental solutions. Spurred by a desire to make rehabilitative dentistry affordable for all, Jim applied a unique blend of technical knowledge, business principles, and marketing philosophies to expand his one-man, kitchen-table operation in 1970 into a multifaceted technology company among those at the forefront of the oral health industry today. Employing a diverse team of certified technicians, engineers, scientists, clinicians, and support personnel, Jim continues his lifelong dream of advancing the materials and techniques available to dentists and laboratories, enhancing knowledge through free education platforms, increasing patient access to premium services, and in growing the careers of the more than 4,000 individuals come to join him in his pursuits. A respected member of his southern California community, Jim actively supports an extensive array of local and national organizations that provide assistance to underserved children, families, military veterans, and more.

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Howard: it is just a huge honor for me today to be podcast interviewing the largest legend in all of dentistry Jim Glidewell: seems like well it was just really amazing I got to tell you I always thought of you as Herb Kelleher who passed away last year in the Southwest show South was doing um when I started lecturing Airlines it was for rich people and the plains were empty and everybody was dressed nicely and it was a rich man's games and Herb Kelleher said you know I'm gonna keep one eye on the customer and one eye on cost and I'm gonna use my brain to drive down costs until grandma has the freedom to afford to fly and when I came out of school um not to throw anybody under a bus but but when I started taking continued education you know I started first at the paint Institute and day one is this lecture and love the guy and III understand market segmentation Mercedes Benz all this stuff baby he talked about how you just want to focus on a patient's and irwin becker gave this whole presentation about what a patient was I'm sitting there thinking hey I'm from Kansas I don't have one cousin nephew sister mom none of us made the a list the B list we were all CBS list and I kind of got this icky feeling that American dentistry was trying to make stuff for the rich people and  that's not what America was built I mean Henry Ford said if you made cars for the classes you're gonna be poor and live with the masses he says America is about making stuff to the masses and you were just hell-bent on keeping your eye on cost so the average working man could save us tooth and so it was love at first sight oh 

Jim Glidewell: speaking of Henry Ford you know he always says it's  not what you can get for a dollar but what you can give for a dollar in other words you want to give the most value for a dollar always and I've always believed in that and when I found out that only maybe 50% of the American public kind of a really visit a dentist I says why is that well it's cost prohibitive and so how can we enlarge that marketplace and so I that's what I've always done in fact I think all of my employees will tell you that every day I come to work is how do i drive down the cost of what we do and we've been able to drive down cost and measurably because we've always been I'm not gonna say low cost I always use a term hey we're kind of a Walmart and my employees always fight and he says no we're Costco you know kind of a classy thing called Costco and I said maybe so but the real thing is that we're going to keep dropping the prices on products as we get more and more efficient at producing them because we're not really trying to put money in our pocket we're trying to lower the cost of Dentistry so all patients more patients can afford dentistry that's really it in a nutshell

Howard: you know it's funny you sat down Henry Ford it's not what you can get four dollars wearing get four dollars the only other person I ever heard say that my whole life was Ken Austin of a deck who passed away last year and his wife Joanne and he was a big Henry Ford you know what he liked about Henry Ford is that if you're driving a Model T and it broke down you could go find a 20 year old model T in somebody's Creek and ditch and the same part with words interchangeably it was he was so mostly motivated as a deckchairs that the whole chair only once did he have to change the internal structure and that was because as Americans got bigger and bigger and heavier and heavier you lean back and fall over so we had to put a much bigger base but he was like you a detail for manufacturing just totally manufacturing but I want I want you to start with the original story you're born in Vegas 

Jim Glidewell: I was born  in Las Vegas by four years of old my father was having a hard time supporting like my sister and I so he sent me to Kentucky to live with my grandparents and I lived on a subsistence farm in southern Kentucky and I went to school and I was four that's where you grow your own vegetables out back and you have two pigs usually you slaughter two pigs and you have a smokehouse no indoor plumbing and no water no electricity this is back in 1950 through 55 the TVA had not kick electric power up into the southern part of Kentucky I was in until 1957 I've heard the Tennessee Valley yeah Tennessee Valley Authority got the power up there about 1957 but we had no electricity we just had kerosene lamps and there was some kind of little device used to crank on we could get a radio to work so we could hear Amos and Andy on the radio or something you know and it was really quite you know I think that when you're a kid you think you're well off we didn't question have a car or anything like that but I felt like we were we were fine we had a little tobacco subsidy which everybody in the south has and so we had just a little bit of money but you know by the time I was 10 years old I returned to Las Vegas where I was born and continued on through regular school and so it was kind of a simple upbringing I was a terrible student in school I mean I was I wasn't the bottom of my class but I was 328 out of 331 out of Las Vegas high school 320 yeah oh yeah and I always regret that I worked so hard I should have I should have worked my quite so all right I could have been 331 yeah but so I at that point right after high school I just turned 18 at the same time and I joined the Navy and I went to Vietnam basically and it came back and July 1965 with a whole new outlook on life you know the military and Vietnam had a chance to kind of shake shape you somewhat and so I went and I didn't have a lot of parentage my parents were gone most all the time and they so I kind of raised myself but my father was a railroader and you'd gone three days at a time and my mother was an accomplished gambler and whatnot in Las Vegas I didn't see her very often either my stepmother but nice lady so coming back from Vietnam my I went to work for Delta and Delta Airlines and wrapped fueling airplanes and then I went to become an insurance agent when I the day I turned 21 I took the test became an insurance agent and then within about a month or something I sold an insurance policy to a dental technician named Rex trainer who will always be in my heart high school buddy and he told me all about what he was doing and I just thought it look like an honest business something you make with your hands and you get paid for it you know and I did really like contracts I didn't want signing contracts which was I wasn't going to make a living signing contracts which was the insurance business so I right away looked at when I was able to go to Orange Coast College in California here in Costa Mesa on the GI Bill so I got a hundred and seventy five dollars a month to go to school got a job at Sears and roebucks selling suits worked my way through school for about a year and then I'd got a job in a dental lab for a few months then I went to work for a dentist named Bill Stanley and in orange what we know we were in Santa Ana family bill Stanley was a dentist out of USC he has a kid named Stanley a young guy know there's a famous kyle Stanley today oh yeah and no he oh yeah I know what you mean no I'm not a golfer you're saying my cows namely the golf Roger yeah bill was a tough Brooke run-up guy he was from contender C uses he had the same background I did and when I met him I just love the guy and I worked for him for about a year and a half but he works his way through dental school USC as a dental technician so he really taught me the business even my went to a school I was at school I went to the school I think they call this no it's not it closed ten years later maybe yeah there was any jobs for technicians you know you go to school you get out and you still couldn't find a job so they finally maybe they realized it wasn't working so then bill taught me everything I know and then one day came to me and he said by the way we've got to get out of here because I haven't been able to pay the rent and I said well how much time we got 10 15 minutes so that brings us where we are today it's 50 years of being in business the bill said we gotta go I said where are we gonna go and he'll bill says there's no way in this I'm going to LA to get it job and I don't know where you're going so I was kind of thrown out on the street he's a dear friend of my by the way we're absolutely close 

Howard: so let's go back to that data decision the dental schools they all added hygiene departments goes down there they're kind of merged ills you know so I new labs and as I was born raised in Kansas went to Creighton in Nebraska and these little kinda bridges I would say well I've had an ad in the local newspaper for six months for a porcelain stacker right yeah but they're they quit training him well what do you think of that decision what why did dental schools add a hygienist and take away labs because when I lectured in Hong Kong yeah not very long ago they had a dental school and a crown and bridge on there and the the dental laboratory class was I think 400 and the dentist class was a hundred and they didn't even have hygienist so why did why is it 

Jim Glidewell: when a dentist opens in the office in United States he's gonna need an assistant he can have a hygienist on staff but he wasn't necessarily have a dental technician they always use some outside lab so that's kind of outside their immediate focus when they're trying to run their own little business everything so I think that's they just we were able to train people to be technicians it wasn't a very organized training method when I went to school I was taught dental technology ceramics by a denture technician because the school that hired a denture technician set up guide you know teach these classes they didn't know they said you a dental technician sure you know I'll teach this class on end guys how do you make a crown I don't know but I can set up a denture but anyway so I realized early on I was gonna have to teach myself but I met the dentist a bill Stanley and what he was he was he knew what he was doing he told me about you know contacts on occlusion and how to trim margins and do it right and so I was pretty good at it and I also taught myself ceramics because in 1968-69 there were nose real ceramist in Orange County that maybe it was four or five they came several hundred but there was only four or five at that time so I went to a class one time where they're selling instruments I just watched this guy pack porcelain and I thought I can do that and went home and made every mistake there wise but I eventually became good at it 

Howard: I loved the clarity in what you said is you wanted to have an honest work and honest living an honest work is working with your hands yes you're a welder you're a dentist and so much of society has gone to just sitting at a computer contracts writing and and it scares me that we live in a country that no one wants to make anything no one wants to work in their hands they think they're all gonna buy it from another country that's right and that they're gonna work with their hands and make some and we're just gonna give them a piece of paper and they're gonna be good with that and that looks very short-sighted 

Jim Glidewell: well I've always my Vietnam experience was interesting and that I came home uninjured except in my head and I had lost two or three of my high-school buddies over in Vietnam not at where I was at but you know I got home and hey where's Jerry where's Joe you know and I decided that they didn't have the opportunities going forward that I was gonna have and then I would work on their behalf it's kind of hard to understand how my brain works I get emotional about it sometimes it's hard to talk about but they weren't here anymore and yet I wash so why not work as hard as I possibly can and even today as I sit here I'm 74 years old fifty years started my company twenty four percent fifty years nothing I'm 74 I could have quit many years ago I sort of has nothing to do with money but I remember my commitment to the people in via that didn't come home the commitment to employees when the first girl walked into my office who was an employee I had my little dental lab and I needed somebody from my class to come and help me she walked in and and I realized that I wasn't responsible for her career that she would look to me as the boss and she was going to have a career at my little dental lab but I thought my gosh that's a that's a heavy burden you know it's a heavy burden to say I'm now responsible for her needs and as you can see today can we sit here today and I have 5,000 people with needs and that's why I can't even retire now I worry every day I'm going to screw up you know that I'm coming to work I've got to keep building this for them for these cameramen and everybody that works in our company I have to keep going and I worry is I mean Herb Kelleher and mr. Austin you know I worry I know what to happen to them they ran out of time and I am at you know my age too I worried I don't have enough time to accomplish all the things I think need to be done for dentistry is your Vietnam experience also why there's a lot of Vietnamese people working gladwell laboratory yeah I would think so to a degree we live by the way in an area around here where there's many ethnicities and we have at this company 68 different ethnic backgrounds when this afternoon and I'll show you on the wall we have a wall of flags that are at a building of 68 flags on that wall but I felt over here that they were not respected enough and then I thought I would take care of that community and I've done a pretty good job I think we have I mean several hundred Vietnamese working in the company

Howard: that is amazing so it's so when I got out of school the it's kind of weird because the fillings were silver fillings and they go they're half mercury the other half was silver zinc copper in tanana all antibacterial stuff and they lasted forever they were cheap and the gold something about the gold bacteria just don't like to live under that you know high-energy open margin seems to last forever III have patients and fees that have gold foils where you can see loops through them run AV your old women yeah you can see in there's no decay no decay yeah and then this um the cosmetic Revolution came along and said you know those 38 year long-lasting low-cost silver fillings I want that to be replace with cheap white inert plastic and that um that crown I want it it just looks is the only thing that matters I we will we always called the aesthetic health compromise I mean and you would say to him do you want a silver filling that'll last 38 years for a hundred or do you want a white plastic tooth colored one for two hundred that'll last seven years I'll take the white rose yeah it's like so so what uh what do you do you think of that someday something will happen to that crown that will be like a gold crown to wear um it will you know things won't want to live underneath it it's we talk about bridge like were a mechanical engineer but we're really biologists okay you build a barn and you tell them every day I want you to wash and wax the barn and you take care of the barn with you today termites are gonna eat the whole barn gold and amalgam termite they prove their place they they they they stop biology invasion do you know the to code crown will ever do that I may be not too vindictive at de Greve and we're only into zirconia about ten years there were 12 years in Tudor Konya now and 

Jim Glidewell: so far we've seen well incredible strengths you know they just don't break but as far as the biology going on there I really don't know I can't say haven't seen any negatives at all but I can't say I've seen any negatives whatsoever but the one thing that is a dental laboratory we came up with zirconia because all we saw the vendors handing us was more and more expensive white filling materials you know when the lava came out from 3m is a very nice product and everything but just a coping of materials of coping were $60 for us and we used to have put a dollars worth of ceramic or porcelain on a crown now Liz then we got a $60 coping and they were selling like crazy and people are buying the concept that you need product but we laboratory office in their lab sees started going up and up and up as vendors wanted to get more and more into that lab fee and so I decided and if you look around it today when I show you this through this place we make almost all of our materials we make our own lithium silicate materials we make our own zirconia here we make our own amount composite materials here we don't do powered metal we used to but we don't make powdered metal for selective laser sintering of copings whatnot but we do don't basically build almost everything here we would build our own milling machines I'll show you why 

Howard: so why do you so many companies um it's like they they know they are gonna make something more expensive for less people whoa and then when you look at the winners I'm who's the number one airline South was Walmart Costco number one furniture IKEA um why is it so obvious that the person who keeps one eye on the customer and one eye on cost and uses their brain to drive down costs so their customer can afford the freedom to buy your product why are guys like you what why is that why does everyone not understand that a vertically integrated company and

Jim Glidewell: we know that if we can save money on materials we can lower the invoice therefore we get more market share and that's really what's happened at Walmart Costco and these different companies these big-box places and you guys coming into the dentistry and I could say even like well smart Club direct bite there's a several of them out there that are you know in the invisible brace business today most of them are venture capital based you know they're backed by VC guys and they've got an exit strategy and that says you know we're gonna get our our goldmine here in two years or three years we've got a way out I don't see a way out what what I do is I don't see any way out of what we're doing we have to continue growing making it better all the time making it less expensive all the time and if people will tell you about me you know and asking what my exit strategy is I say it's death it's a pine box it's a pine box that's how I get out I got no venture capital guys saying hey come on as speed it up here I need to get out of this thing we don't have that and we have a continuity program going on here at the company where people will back me when I'm gone but I'm a strategic planner more than anything else anymore actually you won't believe this but I haven't made a crown in a few years but and I just like to see patients how when I get back home yeah so but by being vertically integrated our costs are extremely low I mean I I buy materials probably 30% of what it cost it vertically integrated means like you're sitting here in a studio today with all my really expensive camera gear and it's all belongs to Gladwell laboratories so we're we are shooting your own videos we don't go out and pay somebody you know fifteen hundred dollars an hour to come in and do video for us we're here all the time and the reason I do that is because I know if we will have a tool you'll use it more often than if you rent it if you set your rent things and everybody so I just read that stuff you don't need it it's like a real estate we own most all right you know but we have almost 1 million square foot of real estate we either own it is a million we've their own 80% of it or we're if the rest and the reason I wanted to own the real estate is because if I need to change walls in our business we all got plumbing everywhere in electrical and you go into a standard business office and yes the landlord just can we drill a hole here and put a pipe in here there's you know a dentistry we're putting pipes everywhere and Erica you know an air compressor the pentagon is 1 million square feet yeah I didn't know that yeah well you know this building here is only is this building 75,000 PEAC me go over here Toria the campus centers hundred thousand a hundred thousand two hundred fifty one thousand one hundred thousand will show you 20 some acres over there right across in the airport airport here that we own that is that's what a lot of our stuff now we also have offices in South America and whatnot I were buying a building in Mexico City right now too because we really want to control our destiny we had an office in Las Vegas at my son-in-law and my will my daughter run up there in Las Vegas and we were asking permission to throw a pipe in the Floridian under for a drain and it's not gonna happen and yeah we really needed it so the buildings are well no the landlord's just don't want you to cut the floor or make any changes to the building and they have the right to do that all of a sudden I need that though for now you said the places Costa Rica will take your boat down there I did I sure did there you'd say yeah but I've never been in my office in Costa Rica you ever been there no I've never been to my office and Tijuana or Mexico City or Colombia or Chile I've been to the office in Las Vegas because my daughter's there sometimes but no I don't visit my offices because I I tell them what I think how urbanist should be run but if I show up all the time they expect me to make the decisions well Jim's coming he'll make that decisions and so if I just stay away they they make their own decisions 

Howard: one question about your customer the dentist I'm private equity a lot of the kids that are listening right now 1/4 mer in dental school and they're all under 30 mm-hmm send me an email Howard at dental town calm and tell me where you're from what country but a lot of them say they look at two old guys I guess they say how long Jim when you guys were little all the pharmacists own their own business now they're all work at CVS and Walmart they see Heartland Pacific they see Bob Fontana with Aspen all of them now coming up on a thousand offices they say hey when they're our age is private independent Dennis gone are we all gonna be working at mcdonnell's

Jim Glidewell: I have a feeling that macdennis what's coming also when they get out of school you know it takes a while to get your maturity together you know become a real journeyman at this business and I think Aspen Pacific Heartland they all perform a pretty good service you know I think that they've got a very good training ground you know clear choice all of them there's 

Howard: so you think you think that will so how it what percent is it now and what do you think there'll be a 10 20 30 years all right this is your favorite they say what will it mean 50 years

Jim Glidewell: yeah 50 years from now it's gonna be I'm gonna think it's gonna be 25 percent independent practices in small rural areas and all the citified areas are going to be mimicked dental offices that's a 50 years yeah 75 yeah I think I think you're gonna have some outlying areas out there where there's you know the population density is going to be less than a thousand and say 25 mile radius and you're gonna have one or two little offices of that area but and  why do you what is your intuition that makes you think that well it's Brahma we work for a lot of small town dentist today so we're looking at when the way these guys send us work well they don't have a dental a Bronco there's only two of them and a hundred miles

Howard: so I'm gonna go to chair side milling I'm it came out it was the the CAD CAM and of course it was a you know a hundred and forty thousand dollar machine I mean Patterson's always done this I remember when I got out of school I bought the first intro camera is a Fuji cam there's thirty eight thousand dollars it wasn't even three or four years and other people will sell it for $10,000 yeah so they came out with their  CAD cam it was a their CAD cam it was a hundred and forty five thousand dollars and I'd be lecturing in other countries and where you could see him in Germany and Asia for half that price but it but it but the end of the day it didn't really seem to take off I mean the numbers I see only about 12% of dentists we're using the Sirona CAD cam to chairside milling so if 12 percent are using it means 88% on and when other things come out like when radiology came out everybody got an x-ray machine some technologies you know really spread fast so what is your what was your thoughts on CAD cam Sirona CAD cam

Jim Glidewell: what I was really back in the late 70s I had the opportunity to run into francois de ray from from france and he came over here to USC and I can't remember the gentleman's name out here but den if they tied up it but they're going around doing seminars on how to use CAD cam to machine gold crowns and it's falling on deaf ears a lot because it was way way before its time but I still to this day I think of Francois de Reyes being me of a father of CAD cam dentistry and he has a system out right now I understand but I don't really know the name of it truthfully I forgotten right now because it's about eight or ten out there competing with cameras and whatnot and the lawsuits are flying back and forth you know but so I've always been interested in it and I add truthfully when it first came out I says no way this can't be done so I also said the same thing on the fax machine by the way I can't mean what type of time to send me a fax machine and I said that is that really ridiculous idea you know was it about four years it was all over United States and I was I was but I wouldn't change my mind you know I'm seldom right but never in doubt but I think when I first saw that come out I said well something will come of it and then it picked them you know Serena did a pretty good job of bringing it out and for those that were like the idea was great the problem that I saw with it and I still seen whether it is it there's a lot of tissue in the mouth that hangs over margins and you know the intraoral scanner it's gonna always see what it can see and so been to use the tool sometimes you have to use an electro surge to open up the field so I mean you can actually see the margins right Wow you got to do surgery to use a tool that's kind of a crazy thing so I really think as much as I like Kate Cavanaugh obviously I'm in it and a Glidewell i/o system but there's a big big market after still for polyvinyl siloxane it'll be around a long time I'm positive of it

Howard: well I'm so I'm you know um you remember Jim Miles the CEO of DENTSPLY sure love that guy here the biggest boat on Chesapeake Bay yeah his labels from Puerto Rico so he bought a boat that could literally go from Chesapeake Bay to Puerto Rico and he said I asked him one day at dinner I said what's the greatest thing about Dennis Denis or sober and moil he said Manny guy he said they got so many things going wrong that if something works they're not changing that never changing and I think about that

Jim Glidewell: I started out on Emperor gum when it was in made in Germany now it's about by three I'm still 32 years later I'm still using Emperor gum yeah you know what why do you think that is you're the brand loyalty I owe I think a dentist or running a practices has so many decision points there's so many things the has to stay loyal to that is moving on to something else I mean you don't get bored in dentistry you get overwhelmed I think and so I think that's why people then there's the innovative guys they didn't want to try the thing like you know sent 12 percent that are using Sirona I just as you do I mean I thought it was extremely expensive I like the idea I was building machines to do zirconia milling and I says well I can build a machine a six-foot-tall do zirconia why can't I make a small machine that'll do that you know do something else' everybody thought I was having these made in China or something but I'll show you today I make everything right here right here in Irvine California and we have what we have like I have like 15 PhDs on staff and another 25 and industrial engineers that design mechanical engineers that design all these things men only a hundred software writers that write all the software we have over you and 

Howard: you've been hiring several writers and Python which is artificial intelligence like yeah yeah and I did a podcast interview with a guy and artificial intelligence who was just mesmerized but wait what you're doing with artificial intelligence he was saying that that um people like me sent a tamper gum and that you scan it and a

Jim Glidewell: I determined mhm so what do you one of us getting when you use polyvinyl siloxane it'll get done in every little group it's just nasty stuff it just crawls itself as you know and it copies everything but when you're using a visible light scanner it can't look into undercuts so what we've done is we've come up with a computer tomography and we're able to see right through an impression long as it was not a metal tray in there we can we could take a box with an impression in it scan the entire box that are opening it and absolutely give you a detailed copy of the prep all the way down within 20 microns now this is unheard of with four or five years ago you know CT was about 200 microns now where you got it down to 20 we're now building our own CP units show you one today we're building our own CT scanners and we put an impression in there we have one system downstairs now that we're on this floor where we had that we're scanning the 200 and up to 230 impressions a day right now on its robotic line that we've built 230 impressions and a yeah a day yeah it's a task we're doing for an outside company but I'll show you what it looks like what it's doing right now but mm impressions do you actually all receive as you know we get 90,000 a week ninety thousand impressions a week huh yeah Wow so so that lamb and of course I look at all of them yeah 

Howard: so um on those on those impressions I'm some people out there saying that that if you send in a scan you know there's less remakes I love you send in that the impression it's the same or less remakes 

Jim Glidewell: I'll tell you when you send in a scan an internal scan there are definitely left less remakes we've come to a conclusion and we do a lot of data analytics here if you take your average gentle lab and some seminaries we do the same because we're not completely in the CT scanning yet we have to pour that model then we take the model and you only die trim it and every time the engineers will talk about error stack up a stack up error is when you go from one material then you have to go to another one then you've got to scan it again and then you go to a casting and you make even the 3d printers involved each one of these let's say you start off a 20 micron by the time you get down to the fifth element of this process it's a hundred micro and that's called care stack it's called stack up error stack up yeah yeah in other words you know how tight does a screw fit and then and if you make a thousand screws but you never changed the burr that catch them they get looser and looser and looser okay so if you add up all these 20 micron errors after five or six there's a hundred micron air and we know that this we need to have 75 micron margins to put them in the mouth supposedly and you know we know if a lot of 200 micron and thank God for the cements were using today it'll plug in a gap in there but stack up air is a thing you're fighting so when you take if you give me a polyvinyl siloxane and I use a CT scanner on it I go right through that's that impression and I go directly from into a CAD program design it can program the Machine it and I will give you a product that probably within 20 to 30 microns I've got a chance cuz I didn't go through the plaster your plaster is good on one day maybe day to the batch of plaster you guys a little different so the expansion in 24 hours is a little different most dental labs don't eat wait 24 hours to work on a model work they start working on it within six or eight hours and in reality that stuff supposed to set for 24 hours so you know so is there any scanners I'm late like anything there's a lot 3m has true death you have Copenhagen Denmark has three shape I've worked with the three shape guys in the past they've got their triage scanner very very nice very very good can of got good color they've grown from a couple of graduates out of a college over there into fifteen hundred employees now dental labs around the world use them just their work the true death scanner very nice little scanner I was backed by 3m and I understand they've sold it off right now and I have a yeah I believe 3m I sold it the scanner no no who bought that was it you know wasn't gonna been a bad idea we built it our own scanner in San Diego uh seven eight years ago and I had my head handed to me it's a it's a difficult business to be in but because of that scam that we bought we've been bought at the software company in Russia that does all of our CAD cam software out of Moscow okay so you bought a Russian scanner yeah well no I bought the company the the software developers that write software for basically just dentistry if they're off their background they'd work for another company an orthodontic company that's clear aligners and you know I think so and they had moved Invisalign moved go to Ukraine and Moscow guys were right to do what we were doing and

Howard: so when you say Russia's Silicon Valley is Moscow

Jim Glidewell: is it my I would think was Moscow yeah yeah you know a lot of people forget that Russians landed a droid on the moon first as Sputnik they're the first dog in space won't in spaces are extremely high-tech country yeah they they're they're not low-tech at all not at all it's kind of like funny I always think about Minnesota and Michigan and those growing estates how much precision engineering they do up very even in the United States you know what make the inside all year it's cold so I want to switch Invisalign 

Howard: I fell in love with you when I was in dental school and IIIi did because you seem like the only guy that was a champion I mean I grew up with five sisters and a brother lock hands my dad delivered rainbow bread so we were so poor I didn't know that that people you know I thought only air conditioners were at the store I was 10 years old before I realized that some people were so rich at air conditioner in their house and so here's the orthodontist they all get sixty five hundred bucks and this line comes out with clear aligners a great technology but they work with the orthodontist the price is still 6500 and then someone comes out smiles direct Club and says you know what we're gonna go for 2500 and we're gonna do that we're gonna we're gonna bypass your thumbs we're gonna scan it we're gonna have a I read the impression and just give a $4,000 break to the little guy and the orthodontist said absolutely not and they're trying to so it was a war but so but what do you think that is smiles direct trying to help the poor guy or is this union-busting with the rich orthodontist how do you view this

Jim Glidewell: I think you know you again you had venture capital backed up concept they went public about their IPO was only six eight weeks two months ago maybe it fell precipitously and I had told people this is a good little company actually I kind of like their concept but you know in like state of California your CDA is fighting them tooth and nail to keep them out they're not fighting them that way they're saying well if you want to go smile direct club you need to go take a I haven't actually done by a real dentist first so they're putting them dentist in the way so that's not a real down as I'm sure you know a real orthodontist or not you're right and I understand I mean orthodontist that's their that's not only make a living and so they're seeing smile the right Club is going around them and from a business standpoint I think they've got a great business idea I've even invited some friends of mine that you buy the stock is probably gonna go darn thing went down almost sixty percent but even yesterday it was up 15% right you know so it's coming back they sign a contract with Walmart they've expand it into four countries and far east already just announced that on Monday so I think they're here to stay but there's also four or five more right behind them chomping at the bit you know well let's smile direct clubs issue is setting up an office where you do an intraoral scan and that's where the dental boards are getting upset about that they're saying no you should be going to an orthodontist office and getting an interval scan well then then where are you gonna use smile club direct whereas there's two or three others behind smile club direct other companies like bite what not they're saying you don't have to do that we're going to send you a home impression kit so it's direct-to-consumer and it's catching on a lot bigger than I thought it would so the robbing the price is it good for dentistry you know it's not good for dentist it's probably good for patients yeah

Howard: you know the  reason I was I'm not impressed by the  stock simply because we've lived through this rodeo in the last 94 to 2000 with like and and there's no there's no stop and then there was next thing he knew there were 15 it's kinda like an uber came out over Olivia great idea but the first competitor that popped up lift took a quarter of their business and you know ten years from now they'll probably at California Ober little app there might be one just for people going to Disneyland I mean III don't see the protection but but what I'm more curious about is um why did you never want to go into clear aligners 

Jim Glidewell: I have a relationship with the eye tarot scanner that is distributed by Invisalign and because of that I actually told them I wouldn't get into that business and I expected that business to become a consumer business where a lot of guys were going to get into it and actually lose money because the pricing is gonna be so low that they're gonna close a lot of stores so I think if for example if you look at the restaurant business and there's more money lost in the restaurant business that has ever been made in the restaurant business is that is that yeah because people go out and they you know they put a second mortgage on their house and then they go up on a restaurant they go broke yeah we come McDonald's and Taco Bell and all those people make it money but at the same time the average person loses money in the restaurant business so everybody thinks they can cook they can open a restaurant the same thing in the clear aligner business you know in this lines move their production facilities a couple three times and I know of other situations the same way where they people were scanning and almost said they're making 3d printed models they're doing thermoform suck downs and cutting them for them and then also in the business move someplace where there's a better price because it is a it is a battle over price the bottom line you know

Howard: I've heard you speak I think the only thing I have in common with you is I think we are both the only two people who got to speak four times at Cal lab over the year is that yeah probably right I well I got something in common with Jim but I'm the initially you didn't like the dental implant business and you kind of were staying out of it just 

Jim Glidewell: not to use any names but I had a couple of implant specialist who sent cases to me when I was doing implants that were so badly thought out you know with ten implants lower ten or twelve on the upper all going in different directions no surgical guides and I thought if these are the people that are teaching people GPS and North and oral surgeons how to do dentistry this is gonna be full litigation I wrote a letter and I just said this is gonna fall into hell you know and and so in retrospect I was completely wrong again but never in doubt I thought it was gonna be full of litigation but you know nobody dies from things that happen in the mouth so as nobody gets too alarmed and everybody has a plausible explanation for why the implant fell out so therefore but I thought oh boy this business looks really nasty to me and I want to protect my employees so I want to get out so it was 1991 or two I wrote a letter and said I'm gonna get out of that industry and then and that was 91 I think was 91 and then in 2000 I'm gonna think was five six seven I realized I was wrong and I decided to get back into it and some x nobel employees came to work for us and help me get the thing going and and that's really today I have 40 years I well over 40 X Nobel people working in our company that ran our machines the same machines Nobel use we were using that we use this in I have 21 of those machines over hi I've

Howard: I've actually never been oh I can't even say the word I've never been wrong how does the implants look to you now is it beautiful and what would you say the you know I'm always trying to help these dental kindergartners still in school they just come out of school and I'm not making this up when you go to Cologne Germany there's 400 dental implant comfortably absolutely III she's looking at two old dudes saying come on you don't have time to look at 400 I think one of the problems you and

Jim Glidewell: I see is that dental implants my estates are controlled by periodontist and oral surgeons and they're sold on either straumann or Nobel and yet behind it there's 400 implant companies that are making these little screws it cost ten bucks to make and somehow they end up being a $400 part when they get to the dental office and yet dental implants are great dentistry a300 bridge let's say we've you lost a tooth you know you've got compromised dentition on either side of it yeah we're gonna prep them put them down and put a three in a bridge on there you know and it's going to last forever good luck on that you lose a tooth you throw some more augmentation in there put an implant in it now you've got a really good strong restoration so I I'm a total believer in that I see bridges anymore and I just kind of think I know there's stopgap but I think implants right 

Howard: I see you're working went with the implant boy from Ohio oh hey Jack hon well as you know Jack hon hi felt the replace implant for no bail I was hit my FA G and I took his lectures yeah way back in the 80s 90s so so how did well he had a relationship with Nobel for ever and then at some point they parted ways a little bit I think Jack was trying to help GPS do implant technology and place implants and Nobel still wanted to stay with basically oral surgeons okay but let's be honest let's go you know this is dentistry and spent sensored where we call a spade a spade when Nobel started with that Brande Brande mark when he came over the United States you could only go to his lecture if you're an oral surgeon mm-hmm and it took ten years to get the periodontics just like in California today when I go to the the endodontic Gary Carr TPO course they won't even let me go and court me into Tola snuck into his course and that elitist guy figured out about 3:15 that mean to toll over general Dennis and kicked us out now that that's just it's just gross I mean yeah it's just it's elitist and I just find it gross maybe if you're part of a hub but so it's um an orchid orthodontist there's only one orthodontist that was they taught the University of California San Francisco Richard lit Tots program there ten years anyone over to Detroit taught it there for another ten years he taught lowlifes like me and de Tola how to do orthodontics so he's been blackballed from the entire orthodontic community he's never published in their journals he's never asked a lecture and that's just kind of an old ancient gross tradition that's ugly and gross and needs to go away I mean because we the I'm supposed to have one eye on the patient and one eye on cost I'm not supposed to sit there and say well what will the periodontist think or the oral surgeons think er I mean no I went when my patients in the chair and I'm working honestly with my hands I'm only I'm only looking at the patient I'm not looking at all these other tribes

Jim Glidewell: well one of my issues about oral surgery and periodontics is that they're really good and the areas that are at I I'm what I mean is if you got gum disease you do it the one thing most periodontist have never done is restore at rest right you know do restorative dentistry and yet here they are placing implants in places where they've got solid bone well what's how's that relate to the occlusion and so we've always got people who want to control implants because they're looking for bone and I'm looking for a finished restoration my patient I know the patients we have they want to know if they can get their teeth back again and so when I started seeing these implants come out in different positions I said oh man this is scary and I didn't want to do when I came back into the implant business I just wanted to do what I call implant in a box I want to send a case I want to send a surgical guide out with a with its own in own burr the crown you put everything in boom you know and it's in the exact right position not quite that simple as I found out but GP know where the occlusion has to be they should be allowed to place implants Jack Han wanted to do that and Jack is an amazing guy and of course the Nobel just decided to go a little different way so one day were having lunch with Jack and I sue did you ever want to do your own implant and Jack's is what sure I would I says I've got all these engineers do what you want to do I took him nine months I think and they came up with this great system and I thought wow I'm really really impressed and so I even put his name on it instead of putting my name on 

Howard: and it's the most expensive implant sold today hey yo right oh yeah no thought of it you know I that was my deal where is it on the price point 

Jim Glidewell: oh it's back in the hundred and forty fifty dollar range this is no way what do you think the average is oh well you know they have I can't speak to their pricing I really don't know but I know that if you're a big customer you probably got to get a special deal with your what did you 

Howard: what did you think of them them spinning off Danaher here's five percent of the human body and they spun off their whole dental division in Invista and I lived through that rodeo twice because when I get at school Sirona was part of Siemens which is like their Johnson Johnson Gillette and somebody said we're over weighted in health care and they spun off

Jim Glidewell: yeah don't you think that dentistry is always been difficult to manage I mean if you look at all the people come here try to make money out of this thing even today I mean what the big one I just slow for two billion in the DSO health what am I trying to say in the middle country Heartland Hartley I heard KKR ok-kk and I repaid almost two billion dollars for that so now I hope they get a return on their investment and what was the debt Rangers yeah I did not see that no I didn't see it but I mean I'm saying you know this is difficult I know big big money comes into dentistry I think that Danaher looked at what they had they over I felt they overpaid for no Bell I thought they over well I'm not sure about they only paid 2.2 I shouldn't say that but then they bought implant direct from Jerry News Nick oh my god that was about 300 million for you know whatever Jan Jerry you know he he was a great marketing guy let's give him that you know but I mean I was kind of crazy as soon as I heard that number I said what's Danaher they have a Danaher management program you know which is I guess the Toyota system management system and but I thought what the management system is but able to learn how to spend money and I think the overpaid for most of what they bought I mean but no bail you remember one time had a market cap of six billion dollars under North alady zni in the rennet a heli on a cannula yeah Helene annika Nippo she added up to six billion the board got rid of her and they sold it for 2.2 billion I don't know much about the stock market I didn't sound like a very good deal to me you brand mark sauce son brand mark was an orthopedic surgeon yeah so he when he was doing the research he couldn't do artificial he didn't wanna do artificial hips on - yeah so you just thought you know what I'm just gonna make a little pig and putting a jaw he's nordsiek surgeon so he was just doing it in in mice and rats and and that turn and it worked and Jim Glidewell: it turned out three implants his sons an orthopedic surgeon in San Francisco so um but I think one things you brought it before you went o to Cologne and you saw 400 implant companies over there and yes there's gonna be a bailing out of it but the worst but interesting about it most of them work most every one of those titanium pieces you put it in the mouth as brand Marc decided discovered when he put the little microscope on our rabbits head I think and then finally she can't get it off because it was titanium it made out of titanium he says huh what's this all about well those that met discovery but today if you put a piece of titanium in the body it just also integrates you could have screw in your arm it's gonna I'll see you integrate so there's the foreign companies some of them are probably financially on rocky ground and they won't survive but when you look at that probably a good 15 20 that specialize and they'll be able to survive

Howard: so she's 25 she just walked out of dental school she's when they say there are two hundred eighty nine thousand dollars in student loan debt that's a criminal number to say because the people putting out that number is the the what is it the American Dental Education Association so they're they're trying to downplay how expensive they are cuz twenty percent of those kids didn't pay a dime just like my kids didn't pay a dime for college so that numbers in the average and then another big group of maybe eight or ten percent have some type of military aid some like that but when you look at the people that have to go in there like I did and borrow the whole damn thing I mean they're gonna be coming out of school four hundred thousand dollars it's a hundred thousand dollars a year easily and you're being conservative yeah so we have a young fellow here seven hundred thousand we get out of school so so that that's my market my I'm trying to help that little girl from Kentucky I think some of student debt is certain are people when they get student debt do they actually get rental can they actually borrow money for rent to and have living expenses and all that so yeah so so she's twenty five she's half a million dollars in that she wants to learn to place implants what advice would you give her 

Jim Glidewell: oh I would you know what's it for example look I'm here to know I'm not trying to be commercial but we have a system our Han implant system we teach people right here how to place those and we bring it around the country to different places you know different hotels whatnot we teach people how to place implants right now and they jack home and get up there or any number of people as like take five or six you don't you know great guys they know their stuff is these hairs on a wig yeah that's just really s it's really here oh my gosh don't cut that part out as a bald man I want everybody to know it's a wig no that's good but you were a fire you lost your hair in the fire so um so where does she find out information that III I don't divide wool website is blind well yeah Glidewell website typing guide will go to our page and then look under implants and they missed all the courses we put on every year yeah and they learned how to do the man this this is not anymore on this yeah

Howard: um sometime when he's around you know I'll fly down here or if he's in Phoenix or we do it over Skype but I've loved that guy for 30 years and he's a he's a working man's dentist yeah and now so you know  

Jim Glidewell: he's at an age now he should be totally retired and yet we put him on the road anyone else to go to South America and then he wants to go here and he will come back for a week and a half or something guys come on Shaq he's amazing he's a workhorse recently I saw a case he had done here and there was six or six implants and I'm looking at those and I said no that's why we use surgical guides and my guys looked at me says he free hands those things and they were perfect that's oh my god you know at his age you think shaking hands well I got his hands just go straight I couldn't believe what he does like let's be honest about surgical guides when you look at the legends and implants I Karl mesh I mean they all passed 10,000 yo when they only had too deep a nose yeah that's right and so what I can tell you I'm getting my fellowship in the missions to back when they didn't have CBC T's is that you don't realize what is a crutch because when you didn't have a pan I mean you when all you had is a 2 D you put the head in a lap you sat behind him at 12 o'clock you took your finger and your thumb you looked at that Ridge yes so so now a lot of that surgical stuff is gone because they're looking at a computer screen they got surgery goes so necessity is the mother invention absolute so when it was too deep a nose Jack Jim Glidewell: Carl mez I'm not in their league at all but you could place the implant because you had to be a surgeon yeah so you knew you were gonna have to go in there and feel you're gonna have to lay a big flap you have to visually see it and then you place a good implant Charl put is one of his very last courses if not his last course on here it's our get see our Glidewell training center here in Newport Beach and I was so pleased to have him and I took we took him for a boat trip around the harbor and whatnot and he didn't last long much longer after that but and Randi Resnick what a set of hands he has and he's taken over the Misha Institute and I'll tell you what he his little brother yeah Resnick is a he's the real deal and I know roasting is you think and of course yes Carl's brother cause brother yes he's married to a dentist in Florida yeah but Randy runs the Institute now and it's done an incredible job and we still work very closely with them and they used a vahana implant so I that was quite out so that so the mission suits using the Hahn implant is used on implants yes we met we met in fact I'm right here I want to show them to you today do you think you can get a cameraman to carry a handheld so we can continue this throughout the day on different locations could we do that oh yeah that that would be amazing but um

Howard: I can't believe the hours past but I'm I got a loud what are you most passionate about today I mean you this is a

Jim Glidewell: Glidewell IO thing we've done which is this CAD cam chair side milling device and you could use the I Tarot to drive cat protein you know drive the digital file to the CAD program we have and we use artificial intelligence to design this and because we've done millions and millions of crowns that are in the cloud we have a method of identifying what crown goes into that space so the dentist doesn't have to sit down with a whole bunch of tools I mean if he has to make 15 keystrokes I would be shocked and some of me said yeah that's fine it goes to the mill you know 42 minutes later the Crown's gonna go into the mouth you're not firing it you're not doing anything to that crown cut it's fully centered zirconia guess it brought your crown it really  works so I'm really excited about that because practices are when I see patients like I'm at the golf course or some place where my buddies read they'll always tell me about some dentists that just put his crown in his mouth in an hour and I thought yeah that's church side million all that we take it for granted but that's what they tell her friends about they leave that dental practice and a session like but I didn't have to wear a temporary and I didn't have to do this and so they have a lot of respect for people who do that 

Howard: so explain soon do you have glide will combat you have glide will dot IO yeah so well how will that come Julie oh the website for the company and you know but B what's the I out io is in office that means glide well in office and so you can buy these little a little slug that goes in there and different shades that that you make a rut your crown out of there like $35 save 60% on labs so we're using it when when Sirona when Patterson's heard selling the Sirona CAD cam who it was chair side milling crowns and just about an hour blah blah blah blah we got on dental town it's like two hundred and fifty thousand registered dentists on dental town seventy thousand download the app and no one knows of anybody who did it in one hour no they're all they're all like yeah that's two to three hours

Jim Glidewell: I'm gonna say it's an hour what is the time this hour and 15 minutes maybe or something that the CFU amazing well did you see the money really think it's at an hour and as opposed to three hours yeah we do it here all the time all the time because  if if they if it really would have been an hour procedure it would have taken off yeah the problem is is that it was taking two and a half three hours if you use emacs then you're gonna have to fire it to center it so you've now milled it then you got to take it out you got a glaze that you become a dental technician we're saying you don't to be a dental technician you just want to take this crown out or snap it off a little bit screw you know polish on that what area and it put it in the mouth the context occlusion the margins are gonna be there and you don't need to you can glaze it if you wanted to you really don't have to in the surface it's very very smooth you think there's gonna be a bunch of elves path and so this is your X or this is my brush or solid zirconia completely hard it'll never break is the same thing you see as pounding it and is it anterior-posterior both posterior some anterior right now by the end of the year 2020 it's all it'll be everywhere in the mouth and three inner bridges to but also this system is total system including a I Tarot scanners less than 80 thousand maybe seventy seven thousand something like that versus 140 thousand

Howard: so and just said you um and I don't say another thing about Jim that totally impressed me um I've been lecturing the dentist for 32 years I would I'm a dentist with my MBA and you can never ever meet a dentist that knows any of their numbers and from the time I met you thirty years ago I mean like em you you wrote your own software so that way when I call your office it would pull up my chart they would know everything about my account every time I've talked to you just you just know all your numbers where does that cover why do none of the dentist know their numbers and why do you where did that?

Jim Glidewell: I think it's a third of them in a little bit because they're doing dentistry and I'm really doing math most of the time you know and I've always been math driven whether whatever industry I'm playing with whether it's golf II but I'm I'm a mathematician on the golf course that's keeping score I mean doing what we call critical incident analysis which is a CQI and then we have CIA which is a CQ I do a constant quality improvement and CIA is critical incident analysis where you take a whole bunch of numbers and you  look for weaknesses so we're always trying to eliminate weaknesses and when we looked at a remake rate so let's say oh by the way speaking of remake rates with I'm going to show you today a selective laser sintering of metal partial frames now I'm not a partial technician I was always a ceramist but when we started putting in these sls frames we found out that half of all the remakes went away right away just immediately there's something about the way these things fit remember errors stack up I mentioned the beginning but when you make one of these sinks from a scan we scan it and go directly to the design and by the way that happens to be a three shape design we're using we don't find our own software proof for removable but we can go in and make this SLS partial frame it comes out and just drops on most of the people you go to my framework they may go through different models and then they have to wax it up and they have to burn it out and they have to cast it and at the end there's a bunch of guys sitting there grinding and grinding and grinding to make things fit and if the model gets a little abraded it's not gonna fit in the mouth with these SLS frames I'll show you some of those they absolutely fit we're shocked and not that I like partials I mean people should be putting implants in the mouth and doing dentistry the right way but there's a market out there where you have to sort 

Howard: so if you if we've seen dsos go from 0 to I'm in Arizona it's the highest of any state 18 percent of the dentists in Arizona work for DSO yo so that's ground zero for DSOs next state over in Arizona and if you're want to be a private practicing dentist you gotta compete against ESO but what would you tell all the DSOs or the dentists campion CSO's what should they do to be more competitive what would be there that's 

Jim Glidewell: they can offer more services to the dentist operators that are you know running and owning those offices and that the DSO is do a great job of running back office operations I don't have a problem with DSOs at all when they become too profit oriented that's probably where I would say they need it back off of that let's let them use their laboratory they want but at the same time don't tie their earnings - saving - more like spending or saving too much money I think there's a pressure point sometimes when Medea so says you've got to use this service in that service and we negotiated a really good price and it is always for the betterment of the patient oh you mean when the SS are making their dentists use the other lab right another lab or something you know and and and they should really stop doing that because I mean I can name names examples where you know the CEO

Howard: will tell you I'll say well what's your biggest challenge he says dentists turnover or employee turnover I'll say okay well here's a huge reason they quit because you made them use that lab you know and yeah it's hard to get two dentists to agree that it's Tuesday let alone agree on the same yeah 

Jim Glidewell: Gladwell is a great lab were the biggest in the world of 40,000 labs worldwide yeah so that's Kudo to us but there's there's 40,000 labs worldwide yeah there's a good eight file United States but but when I get at school there were 15,000 that's right 15 17,000 that's right today well why did it go from 15 oh well the productivity Pro laboratory went up I mean it's duh we are people now double the production because of automation so there's an automation that's really affecting us we're million crowns today we didn't use to it but there's still a lot of dental labs in this country that are really good you know on my hat I'm running to some guys and I'm just like shocked at some of the work they can do you know we've got some people here tuba can walk on water practically and they're really good but I've also seen some realism dental labs out there that deserve all the money they make you know I know our prices are not we're like $99 for a crown and when you look at what we get out of $99 we have enough left over to fund all this research all this development hundreds and hundreds of people who just work on product developer alone and but the average dental have so small they work on about they need about a 20% bottom line just so they can pay their bills and before their house payment you know you take something like what I have here I can live on 2% got it so big so the rest of it goes into R&D; and making careers for my employees even bigger so huge advantage when you get really large so why don't we add one stockholder why don't we grab a camera and what you do is oh you betcha we're gonna show you implant manufacturing we'll show you how we manufacture milling centers will show that automated Brux your machining center which is compared to just like 2200 cases a day perfectly and I'll show you a selective laser centering of partials okay and you know what I want you to show me what's that

Howard: I love America I love an Americans or your rags Kentucky to riches I mean you're the American dream and I I got um my four boys that made me five grandkids yeah and a little gunner and Mason are only one in two and rya is three and and they need to see these American stories he reminds me that that movie the People vs Larry Flynt III I don't care if you like the guy or don't like that's an American story and you know he did he got um who's the the guy from friends Woody Harrelson go and he made a movie and I loved it because it was um it was about free speech I mean it finally got to the the greatest scene was when it got to the Supreme Court he says when George Washington was president there was a picture of him walking to the White House with a donkey and the caption said the ass returns yeah I I don't care if you like it or don't like it that's freedom of speech yeah and I think that you have got your you're up the street from Hollywood this is an American movie I mean there are 5,000 movies on Netflix and I don't want my grandkids watching half them because they're just noise and junk and entertainment but this is a an American classic story but I know guys like you yeah you always shy they fly below the radar they don't make comments but you got to you got to get out there and dance for the grandchildren yeah well I have all the you know I have all the houses and the jet airplanes and the big yachts and all where's the 

Jim Glidewell: mean to work everyday these guys will tell you I walk in here every day at 8 o'clock in the morning you know and I have a hard time using all these toys I have because when I come here I'm happiest I go on vacation like the Bahamas or something on a big boat and I can't wait to get back to work so what's the name of this movie gonna be exit plan so it's gonna go but I

Howard: but I really want you to consider you know when we were little they always said you know you should read more and you'd read but it was all words no pictures then you link of them your three-year-old Rankine she's watching YouTube video because it's video it's sound it's great and they of course they're gonna like YouTube better than the TV because when we grew up we had three channels on TV you know I got a million on YouTube I think what amazes me today too is that you and I were raised at a time when we learned by the written word you know I mean television is barely coming in

Jim Glidewell: when I was a child you know and today these kids are we say there's something wrong with these phones what they're watching the telephone all the time they're always on there texting or doing something but I wonder though the human brain has never been stretched to full capacity we don't have that much information I think today these kids are getting smarter and smarter because of these technologies cell phones you know if we all carry around our Apple phone and

Jim Glidewell: I believe that there just might by the way I have young children too 10 12 14 and 16 my children are and they're on these phones all the time my wife doesn't like it she's think there's something bad going on there and I understand because we don't know the ramifications this right now we will say 20 years from now we're gonna say oh we just kill off the brain cells with these machines I don't think so I think our kids are smarter than we ever were when I think of how I was at 14 years of age or 16 I knew nothing you know compared to what my 14 year old and my 16 year old know today so I think I think we're in good hands but someone complements you by the way before we're off you've done so much to two year dental town to create a dialog all the time to keep it going and you're not a vendor you're not selling anything you know because most of the time even when I'm in front of a camera I'm almost a lot of them selling something you're not selling anything and I'm trying to come across I'm not selling anything either except make dentistry better make it more affordable take care of more people that's what we want to do and that's what you're trying to do too yes and and

Howard: just like Facebook and Google only have one business model they sell ads and you know who our largest advertiser has been is that since we've started dental town in 1998 really you have so everybody who has the the 70,000 dentists with the dental town app on their phone this is the guy who is paid for you to do that and that this is the guy that's been paying for that bill and I sincerely appreciate that but and one last thing about that I'm that young dentist because I I believe the only value of knowledge as is if it's transferable and if you tell you to the great with you it's nothing but what I'm most excited about your four kids your wife's concerned that they're on the smartphone too much and at Christmas I watched all the grandkids and they just you know yeah in fact I got to tell you the the silliest thing I ever saw in my life Mason it was time to eat and he was on this thing and his mom said you know come to dinner so I came over there and I took his arm I lifted him off the ground and he was still holding it and I might holy moly but but what the way I see this from a guy in your backyard Steve Jobs that for the 5,000 years of recorded history it was it was a game that was played at the top and government religion business and and was all played down at the individual and then in 2007 this guy this natural sapien intelligence with his opposing thumb looking at this artificial augmentis intelligence with a computer in everyone's hand stronger than what Neil Armstrong had on the moon right and this is the rise of the individual it started in 2007 I know there were smartphones before that but jobs is what made it roll out and 2007 now it's it's 2020 it's been 13 years and I think in I think this is going to reestablish an equilibrium between the individual and the top and you're already seeing it where I mean access to information I mean I remember when I was born in 62 when I was 10 at 72 mom bought some encyclopedias had a garage cell that were printed in 52 and now you're great now our grandchildren have 75 million pages on Wikipedia updated daily daily so I think this is going to be the greatest single invention ever made for the individual totally agree and it's gonna restore the individual to his rightful place in society and not just be a victim of the top-down command or control table so thank you for supporting denill town since 1998 I really appreciate it and you've always been an idle mind and you're the first person I asked a podcast I had to do de Toa because you wouldn't you wouldn't do it but so he was the first one I podcasted and the reason I called him because I was calling for you and I only got him but four years later you finally showed up thank you so much you so much because of the way we do things here as you can see it's completely different than any other lab you

WALKING THROUGH LAB:  never walk into it's all automated there's got pumps conveyors here the move cases how many how many cases will come in on average day Oh probably put all the going 15,000 15,000 packed means an arrow that's right so are you FedEx is best friend is that they just mostly go million dollars a week you spend a million almost everything you see here is going to be our sauces better and that's one of the big things that allowed us to grow in how do you control this mini case is going to up it looks like chaos completely organized completely organized and I have very good people to do that they don't rely on me for that I'm just partying please you have up here 5,000 this here is a we're standing in the back of it maybe yeah let me get different gotta front back remember that big machine I showed you that 300 City plan on going machine this replaces that and it's faster this here is a computer tomography units big x-ray develop develop and it's going to shoot through there and scan back so what is at the PBS Ken can i movie yeah okay so that's an impression to some question so let me tell you when I go directly from this to CAD to the machine no plaster work milk pouring models no Dyke really okay so you you make 90 thousand crowns a month a week and track all your remains and what the young kids are trying to figure out when they get out of dental school is when do they need to switch from a quadrant tray to full upper and lower trays mounted on an articulator yeah they just to make sure that sometimes your occlusion will give you enough to aren't you interdigitate those things so they know where the center goes but somebody's your missing teeth they're floating around and the the subconscious in a person's mind they know where they're eccentric is even though they have very few teeth in their mouth but once you take them out you don't have a subconscious to put those two pieces together so then you get a full art straight so when you when can you do quadrant when can you do for it what would be these I mean equated for anything I wouldn't do a quadrant on a three in a bridge that's hanging very good just yeah I was still trying to do a full mouth impression of every other bridge most of the time well what if what if it was I'm just too Mahler the first and second molar and there was no wisdom tooth yeah I wouldn't have a father that quarter you Sonny Oh quite a bit on that yeah well they got the two buys in occlusion you know again I'm trying to help you know knowledge has no value if we can't transfer these are the kids she's 25 would you would you for faster easier higher quality lower cost better quality should she start with impression material or a scanner you've got to have impression material because you can't scan everything you're gonna come across cases that scanning will not work especially if you had a lot of tissue and your Weaver I said if you have a lot of tissue to remove you got to go in there and burn tissue and that's not what you really want trying to do then silicone impression material will go and every little sulcus you can't keep it out just pull it out where you got it so this if you can see all of the blocks over there they are different shades so all those rushes of zirconium seams are Brooks your box so these companies racks will take them out I'll pull them out and then this this little device will pick them up they'll go down through and remember that machines I told you about that where it was we're making these industrial milling machines that's what this is this is industrial milling machines Wow very much kind of like the ones you use in your office for our chair side but that's what this is doing so it's got a mill those and that robot comes through here picks them up and then and this can do 2200 units a day this machine here this way 200 military right here does 2,200 pounds of the 20 to 30 pounds of it so back when you started how many people would you needed to do 2,200 crowns a day when you're waxing it up and casting them 500 500 so this is a 500-person lab yeah holy moly calls in sick and visit good 24 hours a day yeah you bring this 24 hours a day this would be lights out you can turn all of the weekends keep it running well what's happening here is by doing all this automation and thinking two things happen we get a predictable product all the time so we're getting a reproducible product whereas if a technician made these he like a Michelangelo and he wants to put a few changes onto this not only is the technician very expensive but he is wanting to put his own stamp of approval on this product here I make this blank I make the bikes myself from powder and that's how I make on you Salizar Konya mark structure fracture zirconia and then I make these pellets to here that hold it on there so that it can go and be held by the machine was being built and these are just for bridges the long ones are for bridges the short ones are these are the shorter the Jim you know short these are yeah I will you ask answer an economic question because um this argument keeps replacing itself when the the textile mills came out because a lot of unemployment yeah um India canceled back when I was in college they cancelled a bunch of equipment from John Deere because of unemployment so Milton Friedman went over there and he said what's the deal and he says well I don't want to get a tractor when I have all these people that can do the job by hand and Milton Friedman said will then take away their shovels and give them spoons yes some smaller movie so well was your job increases productivity but automation 500 automation service places people and we've become extremely automated over the past few years and we've grown from 2,000 employees to 5,000 a voice okay so you repurpose your people you have them doing jobs that are not just make workshops and they actually even make more money so you don't go back to waxing up the crowns while they're blindfolded yeah wouldn't that great without you can feel a lot of job you do that and that's good input we're going to use that when the units come out they go through a system here and when they come out the very end they'll be placed in the little boxes like this here so that's the interiors that come out that's what they look like in their oversized shape those are 21 percent oversized it look kind of large to you right now that is a very large crowd but s 21 percent oversized roxor ruksar and when it goes through the machine although this is not solid zirconia yet this is just a porous powder and so it has to be shrunk down 21% of evie accurate size - then what's different in chair side milling Brookshire to do the whole thing an hour and 15 minutes well to mil I can mill this ground here in 12 minutes because it's a hundred how did make a basketball but when it's solid-state zirconia it's 1200 mega Pascal so you have to use diamonds on it you cut it slowly in on some really small crowns and if I do them at 36 38 minutes but the big ones take 42 minutes we remember that flap for 42 minutes you don't do absolutely anything you go directly into the mouth and you would rather do this than invest $5 and smiles very Club stock you know I don't buy stock I'm most I don't know any any stock at all by the way it already so do you you see yourself ever doing an IPO for no I really don't because then that changes I would become obligated to the stockholders at that point and that was restricted how I make decisions because I would everyone at risk I'll take risk of my own money but I don't want to take risk with that money this is here do see this here popping boxes out like that so the crown goes in here and then boys go through this and this goes into an envelope and it gets shipped out to a dentist with no models and it costs us very little microchip that codes in an envelope now so that's that's the cut down the shipping table with all that and how many is you make a day 1000 and that's strictly for all you've got a bit that's strictly or non model like I general cases come here from 2008 these things here are what's called EDM machines electron depth depth machines they don't make superfine cuts in the metal and all that so we make parts you you just can't make any other way you know I tell the truth I don't know all these parts art but but if they want to drill a hole or something really fine I don't like this kind of a million here this these guys will burn them burn things in and two machines are thought easy on the shoes and they do think you can't do the regular rotary bill so what are they all making here this all removal this is removable over here and the I turn stuff is all right in down there and when you say I Tara that's just a skinny branch not clear line right no clear line it we don't make any clear aligner for it at this time remember I said those machines that the partials really fit what just laser burning here so that's powdered metal and it's burning on top of the old metal cut some parts underneath it it's adding metal on top of it now the cables gonna drop 20 micron and a blades gonna go across it and pull powder in front of it okay I've been so it'll be there a second that's laser cutting depth into it yeah you could cut rather they're melting on top at 20 micron of melting melted on top of that piece okay and then that powder is in the air yeah right now watch the wipe you see the blade now watching tell across at top you're looking at the top of the frames right there now you'll notice supremely gonna disappear they just put 20 micron the cable just dropped 20 micron now the lasers on its gonna make another pass so it's blowing up metal 20 microns at a time if you can see these that's what they look like when they're being built up oh wow and then amazing and then what and then what's the next step well they'll cut them off and they looked hard to get off they're not they clean up a hurry and cut off all the support legs underneath it and they're very easy they just kinda almost peel off but then you end up with a frame look just kinda like that Wow and this is gonna be working yes a removable partial and it fits like crazy and what is and what is the average cost of the room apart I think they're two and a half maybe two and fifty bucks you can they are gonna have a teeth on it all that would you say this extinct the cast parcel this is work though relax it out yeah yeah thanks hanging off yeah I have this beauty I I believe that to make a frame any other way then this method is I can't do it any more epically I can't do it because I know I'm sitting up something is wrong we had to look at our remakes and we says wait a second a cast partial eyes twice as many remakes as a mental centered partial how can I reverse it another calf partial out the door knowing that the dentist and the patient have to soften with that I can't do it well you look at this is the future right here this is where the big big things is changing dental technology and it's called SLS or selective laser sintering so that's what and it'll make any part you can make copings anything metal oh it could make it really could by the way it could print implants instead of having to know all in plastic fairly easy Nolan Plattsmouth you can print up these these are cut zirconia and so that's what I make them I make these myself make your own zirconium yeah I gotta make these things for four bucks so I have to pay like 14 bucks no this is a carbide at the steel this whole area here this is a train Center this here is where I said people come in here to learn how to you run the software and how did she learn over there how to run make models and all that so this is strictly a Learning Center so we do all our own training we don't look for anybody it knows anything we only trained but they come here the experience we don't care we have to unlearn them almost you know so this is the you we hire someone to work in the lab this or they go to school this was where they would go straight along will they be here is this that pod be in here for six weeks elevates people staying here about six weeks we we're designing a new building or designing a restaurant so these are renderings of a restaurant we're building over in one of the high-rises over here and it'll be built soon we're building that out but we do all of our own interior design right here so you're billing your own restaurant we build everything ourselves we do it all we do our little driver or employees initial this is a commercial thing but it's mainly for the one building over there where there's a lot of tenants in it trying to be up free and it won't be free but it'll not a for-profit business I don't do for-profit stuff really but it would be a big bonus for the people in the building who don't have a restaurant right now and they can they don't have to go out somewhere at lunchtime you know so we try to make it convenient for them and if you like it enough and they'll next time you up the rent maybe they'll pay a little bit more in the room so you're building out the stuff for a laboratory all my laboratories got right here how many lavatory Costa Rica 30 ish 30 lab this is remember 80 types of all my Venice is done right here in this this area right but so these are automated CNC machines too and they cut something and you go to put it together and put the glue on it it fits you don't mean there's no adjusting no tapping you just put the glue on and it goes it's that amazing it so this is the woodshop there's like 15 people work full-time here doing nothing but making cabinets for the company

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