1495 Olivier Schiller, CEO of Septodont, on Dental Anesthesia and Community Leadership : Dentistry Uncensored with Howard Farran
Olivier Schiller is the CEO of Septodont, a family business created in 1932 by his grandparents Nestor and Annie Schiller. Septodont is a pharmaceutical company that develops, produces, and distributes a wide range of products for dentists. Today, the company is the world leader in dental anesthesia. Olivier joined Septodont as Chief Financial Officer in 1995. Since then he has led numerous projects that allowed the company to grow and expand internationally. Under his leadership, the Group also progressed to a new global and integrated organizational structure. In 2012, he was appointed Chief Executive Officer.
VIDEO - DUwHF #1495 - Olivier Schiller
AUDIO - DUwHF #1495 - Olivier Schiller
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It is just a huge honor for me today to be podcast interviewing Olivier Schiller he's the CEO of Septodont third generation my gosh his mom and dad are his grandma and grandpa Annie and nester schiller started this company back in 1932 uh when i was just graduating from dental school he's the CEO of Septodon a family business created in 1932 by his grandparents nester and Annie schiller Septodon is a pharmaceutical company that develops produces and distributes a wide range of products for dentists today the company is the world leader in dental anesthesia Olivier joined Septodon as chief financial officer in 1995 since then he has led numerous projects that allowed the company to grow and expand internationally under his leadership the group also progressed to a new global and integrated organizational structure in 2012 he was appointed CEO prior to joining Septon Olivier served in the french navy on a nuclear submarine he then joined Arthur Anderson which is Accenture now as a consultant where he worked on numerous organizational and strategic assignments with large industrial groups Olivier is a graduate of the Ecole central d law and has an MBA from the Paris Olivia also holds other positions including advisor to the bank de France foreign trade advisor for France and member of the dean strategic council of the new York university college of dentistry which i remind you seven percent of all the dentists in America went to nyu he sits on the board of directors of movement of mid-sized businesses mehti he is also an administrator for the France Israel chamber of commerce and an associate member of the valdon marn department's chamber of commerce and industry finally he also chairs the circle d entrepreneurs of saint maude on 21st January 2020 Oliver was appointed ambassador to the mid-sized business by the president of France and we first the last time i talked to you or emailed you or text you or whatever i was actually at a dental school in France and they were showing me this new department and then i see this little picture on there that it was all donated by you and i took a picture of that and i i pushed it out i sent it to you and i said uh thank you so much for giving back to uh dental schools and uh i swear that that uh 10 days i spent in Israel was uh just mind-blowing um thank you so much for coming on the show today it's really an honor to have you join us yeah it's a great great opportunity for me thank you for inviting me ah the honor is all mine my gosh i have so many things um that i want to ask you about um we got a lot of kids that are still in dental school probably a quarter of the kids listening are still in dental kindergarten school it's a lung so pretend we just met in the elevator give me a give give these kids a two minute elevator pitch on what is septodont okay so septodont is a world leader in dental pharmaceuticals we are the world leader in dental anesthesia and all the products that allow the dentist to make the person number and you know it's extremely important because for a dentist to perform good dentistry it's critical that the patient don't suffer at all the fear of numbness is the first reason why people don't go to the dentist so we provide this wide range of product worldwide and in addition to pain management we have also a wide wide range of products that contribute for dentists to go do the dentistry how come you named it septa don instead of pierre fisher juice yeah yeah that's that's a good question because of clear fossil was generator of modern dentistry uh you know i never met with my grandfather my grandfather created his name septodon which is a asceptic and dental something like that together but i unfortunately never could ask him the question well i'm actually mad at pierre fishard because when the last time i lectured in France i was so excited to go to the museum and i went to the museum and it was closed for remodeling so uh were you the one who donated the money to that to get it remodeled like you did the dental school in Israel yeah yeah that happens in front sometimes the museum is on the repair and by the way i got to tell you my the thing my boys talk about i mean we've been to Europe so many times if i mean the boys have gone with me to 50 other countries and anywhere from one two three or all four of them and um they you know they wanted to see the mona Lisa and to this day they tell everyone that was the least exciting thing in that museum i mean my gosh i mean the mona Lisa is like on the fourth or fifth floor up and by the time you get there the mona Lisa is like man you've already seen a hundred paintings that blew that one away i mean just incredible paintings and some of them are so large like 10 meters by 10 meters and you can look at any detail of a tree and find i mean it's just the most amazing art collection on earth and even if you're not into art you will be uh when you go to that museum what's it called look what's the name of the museum whatever you know if you want uh Zulu is the biggest museum in the world and you can't just visit you have to spend perhaps two weeks there and you see every day different departments from Egypt to painting to [Music] architecture and everything so you you need to spend so much time to to visit it properly and you know the pyramids are 5 000 years old and it's kind of a walk through history i mean you got paintings just covering the whole spectrum i really feel um it's just a museum of modern history covered in art it was just truly amazing before we get into dentistry um earlier this year the french government appointed you ambassador for midsize company uh how exciting is that to you and um what are you actually doing so last year we had the opportunity to meet with the counselor of Emmanuel macron and what we wanted to do is really to support what the french government is doing we think that the present government is very much in favor of businesses and when we met with a counselor we didn't have any requests we are just telling the counselor that we wanted to support what Emmanuel macron is doing so this is how this project was created we want to create an environment in France where we have as many mid-sized companies a company between 250 employees and 5000 employees as many as in the uk Germany in Italy so this is what I’ve been doing since uh January 23rd first I’m interacting with government members administration to create an environment that is positive for for this type of companies so it's extremely exciting so um France has 65 million people you're talking about Germany had more small businesses they have 83 million people so they're about a quarter bigger but France is about the same size as uh France Italy and the uk all are 60 to 65 to 67 million people um what i notice um what i love the most about podcast interview i know you're a private company and you don't have to give the data and things like that but there's a lot of reports coming that the American dental industry is going to finish 2020 down about 38 and in 2020 uh my favorite economist vuchick is saying it's going to be down about 20 but man you would know more than anybody because every time we do a filling we got to numb it up with an anesthetic and you're the world leader in anesthetic so i i don't know if you want to get too private with your information but would you say that you're selling about 38 less septicaine in the united states of America because of the pandemic andy are you expecting uh 20 reduction in 2021 and are you do you look at your own data and kind of know how the pandemic is affecting dentistry around the world and can you share what your numbers uh tell you yeah yeah we can be a good barometer for dentistry because we uh we are present all over the world so we took it firstly from china and we had all our order for the first semester uh cancelled at the end of last year when kovi reached china then went to Asia and it moved west to middle east eastern Europe western Europe and eventually it reached the America so what happened in most of the country is that the practices were shut down by around two months shut down by two months and then the third month it was not back to normal but there was a transition to be able to perform dentistry under this profit situation so what we're experiencing ourselves is a decline of 20 which is basically corresponding to the time when the dental practices were rushed down what is loss is lost we are not going to recover that but now in most of the countries dentistry is back to normal so that's a really great insight so you're saying the 38 contraction in the u.s dental industry was because for two months we got a zero i mean we were closed from uh st patrick's day to cinco de mayo two months we got a donut but you're saying that when we open back up the run rate is back to normal yeah i don't see 38 percent i i think it seemed to me very much exaggerated i i initially perhaps some people thought it would be 38 but i think 20 percent is more general trend in dentistry yeah because um two months out of 12 months is 16 so um it would make sense if there was a 16 reduction but the ada is seeing a 38 reduction in the dental industry so you're not seeing that no the two months was closed down and then the third month perhaps was 50 percent of the normal so you have 16 for two months plus one month and fifty percent so you'd become more or less to the minus twenty percent so um you know i always you know i think a lot of people think uh septodon is you know their core business is pain management with septicane um but if you um look at what's happened since um you've been running the show um it's really moved past pain management i mean i the the categories you have i mean uh my gosh you have materials in denton restoration endodontics hand care impression infection control pain management periodontal and surgical restorative and i would love to get an online course from your best dentist on each one of those subjects on dental town but are you kind of moving away from a pain management company to a full diversified portfolio i mean is your goal someday to be able to provide a to z or what what are you doing in all these different categories well when the company was created back in 1932 we didn't have an anesthesia i mean our products were to feel cavities to to deal with periodontal diseases so it's only uh in in the 50s and 60s that we became into the pain management category so obviously pain management is extremely important for us but but we go beyond that and what what we what we love are products that are close to pharmaceutical products i don't think we are the best to provide a cosmetic product there are great companies who are very very strong in doing that but we develop technologies like biodentine for example which is based of calcium silicate and when you have a deep cavity normally you have to extract or you have to do an identity treatment with products like that i mean you can keep the the tooth alive so our our goal is really again to help dentists perform great dentistry and keeping it also live institutions that with other products the the need would be to have another treatment i think is a good improvement to dentistry so basically i don't know who want to cover everything from a to z as you said because we are a mid-size company but when something is difficult when you need a product with a lot of r d a lot of innovation effort then i think we can make a difference so on dental town um a lot of everyone's talking about um you know i you know septa daunt makes septa kane that's the brand that everybody knows um but you're um you started a a dentapin uh where you load the anesthesia in a pen um and by the way this is not a commercial he didn't give me money to come on this show i i begged him for a year to come on to the show in fact I’ve been asking you for four years to come on the show but he wanted to wait till the show uh i got 10 times bigger but um dentapin um you know there's always been there was the wand uh and basically how we did this before technology is every dentist learns that the human has five nerves hot cold movement pressure pain and if you're pushing on the syringe with your thumb and if you can feel your thumb pushing the human is filling it on the other end and what you learned how to do is just slowly get that 1.8 cc's of volume in there without pushing with your thumb just flowing it in there and it takes a little while and the wand came out and said well let's do that digitally and um and that that was always there i think a smart practice owns it now but then you came out with an amazing device called the dentapin and it says beyond injection dentapen the new generation of powered injector for dental anesthesia matches your patient preferences constant flow to reduce pain remember you hot cold movement pressure pain constant flow means you're not feeling pressure on your thumb they're not filling your jaw matches your needs comfort and reproducibility of your injections all day long so now you're consistently giving a pain-free shot uh matches your habits no training both syringe and pen um how long has the denta pin been out and is would you call it a hit yeah of course we launched it last year and it was a very nice complement to our range of pain management products we don't only supply anesthetics but we supply also a syringe cut needles topicals and and the delta pen was a very nice addition and the beauty of the product is that it does what you say which is a very smooth electronic injection so it's really a painful injection for the patient but today at the same time you don't need to buy a lot of consumables you just have your standard needle you put on the dental pad and then injection is very it's very smooth so so it has been very successful in Europe and now it's coming to to the u.s and we have a good expectation great expectation for for the product because it helps really the dentist delivers the anesthesia in a perfect control way it seems like one of your favorite fans is um there's a stanley malamed who we had on the show and he had a uh oh my god he had so many views like i can't count them all um is he i know in America everybody's gonna say well this stan does he um what's he think of the dead of pen has he talked about it or anything yes of course he's uh i didn't speak with him specifically about dantapan but I’m sure it really meets his criteria of delivering a pain-free pointy anaesthesia yeah yeah probably I’m not sure but probably he has um spoken about the product he's the biggest kingpin of anesthesiology in America so I’m sure uh the townies on dental town would love to know what stan the man uh malamed thought about uh denipen um so i I’ve been traveling all over the world we stand there and he's fantastic fantastic guy to to to to to to be with and for a company that i mean our customers every second the dentist they perform 15 anesthesia every second with our product so so obviously uh stanley mannerman is a very close friend of September huh yeah interesting guy so um c3s technology i understand septon is more than just pain management but um recent efforts introduce biomaterials involved in the management of carius pro carries process what what is c3s technology what does c3s even mean so it's sketch calcium silicate [Music] and and so what is calcium silicate it is what is being used for for salmons so so this product by dante which is made of c3s is a is a typical french story you know where you are because it's a love story between a professor in university who was teaching how to use cement for the construction and his wife was was a dentist so together they say well why couldn't we use this product that are being used for for construction to make a dental product and the idea initially was to replace amalgam and it took two years ten years to develop it with a french university and at the end of the ten years the project was very different from what we anticipated it was not a real replacement for amalgam because you can't put valentine in the mouth without something on top of it or you can do that during a few months but at the end it doesn't have the same physical property as amalgam but we found that fantastic bio properties again if you have a deep cavity is a term is exposed and if you put a polymer or glycemic in contact with the pulp it might hurt not be very painful but our product is totally biocompatible so the part doesn't take the difference between natural dentine and biodentine and also it regenerates the creation of natural denting so so this is a this product we launched many years ago and with extremely successful we have more than 700 hours worldwide from the best key opinion leaders and this is really what excites me what excites me is not going sales or going ebitda i mean of course it's necessary to to look at your financials if you want to to grow your business but what really makes me very proud is when we launch new products like septuagine which really improves dentistry so c3s uh stands for calcium oxide silicate that's ca3 then oxygen then silicate oxygen uh four and that is um you like that molecule and that's uh uh that's an interesting looking uh picture of a molecule uh they they talk about that on dental town too um but you said something you you opened up a can of worms so I’m gonna I’m gonna hold you to it you you brought up the word amalgam and you know there's uh there's some things that you're not supposed to say in life and one of them is amalgam um but you know what i think that um you know when i hear people bad-mouthing amalgam it seems like they were born in the united states and never left the country they were in canada they haven't seen the world and there's eight billion people and if we look at it rationally um if we reduce eight billion people to three one has a smartphone like you and i have an iphone um one just has a cell phone with no internet connection and one has nothing and when I’m in many of these countries and many of these continents in south America Africa and Asia um i think it's a um i think it's a crime to take away amalgam um because they don't have the um the technology the chair the high-speed suction the rubber dam they don't have all the toys but do you think that the world is going to um take away that option of amalgam because historically it's always the same thing rich people who have several options always take away the one option from the poor person and it's always done in the name of safety and I’m gonna save you but what is your thoughts on amalgam and um i know you know they're you know I’m a realist i when you take a dead human and you cremate them that's what's when you cremate amalgams that's why six percent of the atmosphere um has mercury contamination from dentistry and I’ve been a long proponent saying that nobody should be cremated until a dentist or a hygienist went in there and extracted the teeth that have an amalgam but even if we stop placing amalgam today we're going to be cremating them for a century and then you have two billion poor people that that's the only feeling they're going to get so i know that's a lot to throw at you but what is your view of amalgam today because you're in Europe which has several countries that are the most anti-amalgam which is okay in a rich european country it's just not okay in the congo so um so what is your thoughts on amalgam yeah i think amalgam is a great product as you say it has fantastic physical properties uh it has also fantastic property to fight against the cavities the renewal of cavity because the oxidation of amalgam we know it's very active against cavity so it's a great product but it's it's an old product it's somewhat an outdated product and the two main reason i would say is one it doesn't look good i mean when you have a black feeling its mouth it doesn't look good and secondly as you say the work for the environment it's it's not good to use so much so much mercury so yeah i would never advise somebody you have amalgam in his mouth to take it away but at the same time at the same time if you want to do new feelings and you have enough money to have a modern placement or a modern material i don't think today the state of the art choice is amalgam yeah and i i agree with all that but again i just think that um i just think if a bunch of um um people in the uh rich countries um who are still cremating um humans with this in their teeth uh they got a lot of work they could do in their own countries before taking away amalgam in poor countries and that that was my only uh i i told you do you agree with that yeah and um so um so um septodon created a foundation in 2018. um gosh darn it was started in uh um um long time ago 19 uh what was it 1938 or 32 1932 and now um you're starting a foundation um we always hear about the bill and linda gates foundation um why did you create a foundation and what are your goals for your foundation yes uh you know I’m very fortunate because my grandparents created this company septuagint who is very successful worldwide so when you are in such a situation you want to give back to your community so this is what I’m doing with the government for mid-sized companies but beyond that we want also to contribute September directly to to our environment when we had the coveted crisis in France they were not enough jail to descend for a disinfectant so we use some of our equipment to produce the gel we produce 20 tons of gel we donated for nominee to the region of Paris the Paris region so that they could use it for hospitals for school and so it was a part of the effort in the world against kovid earlier septodent is close to a city where you have people with a low level of life and a lot you have a lot of employment so we created the school a digital school so that we would take some of these kids who are very little chances to find a job and we will train them with digital technology how to create a website how to create a community digital community and by doing that these people who have difficulty to find a job could be reincorporated in the economic life we are also contributing to dentistry all over the world we are a donating product with American terry in the u.s in brazil in media and all the countries where we are present we are working with a health organization to help the global level of dentistry we have also a very nice program in nepal where we donated all the products and then we sent with some people from September in remote villages to also treat the tooth the teeth of kids in nepal so really we have a large range of of area where we are contributing to dentistry dentistry and also to help the people living close to our plants and and and to to manage it we thought that it would be nice to have an umbrella of all our csr initiative and this summarizes the septon foundation um i want to go back to the dentapin because I’m a dentist and now you do that um a lot of the young kids might not realize that um that technology is now known as cc led c-clad computer-controlled local anesthesia device c-clad versus traditional syringe technique um back to data we were talking about you know did the how much the covet contracted uh dentistry um you've had this out uh has it has denipen been out a year yes uh mostly um has it has it hit any number has it hit one percent has it it um where where is it at on the growth the growth curve and um do you think um when will it you know the 80 20. when do you think one percent of americans will do this when do you think um uh 20 of the world will do this well in Europe it's very uh we have been very successful in in Europe and then we launch it a little bit later on in the u.s and but we launched it just when kovid appeared so so it was not the best moment to launch a new product so we i mean we still think we are going to be very successful in in the us but probably probably the dentist have other priority today than just looking at this kind of new product this being said i mean uh we think that with a with a dental pen you can optimize the time to get the patient number and in an environment where you need to have to take extra care of of of your environment because of the covet i think it's a nice it's a nice it's a it's a nice way to deliver anesthesia the same way as with with paid dentin you don't need to dig so much in the tooth with a if you use vitamin e that if you use a classical material so you are going to imitate the need this is the time you are going to treat your patient and you are also going to minimize the aerosol that are generated by by the drilling of the tooth and i can give you another example of what we are doing to try to to help the dentist be more effective when you do another treatment the state of the art technique until today was a warm technique but using the same technology as the identity the three c3s technology we develop a product called value wood so we and you can use it with a cool technique so with the quality technique you can be as efficient as what nordognotics will do with uh with a warping so so it's again a way for dentists to be more effective to to do a great dentistry in less time so this is also part of our contribution to dentistry and especially in tough times well when i tweeted out um the uh there was a study done on it um uh computer controlled local anaesthetic device c-clad versus traditional and when i um tweeted it out not only did i on twitter did i add a septon i even included emmanuel macron so uh next time you're at a meeting with him they'll say uh hey i might have seen your uh computer-aided technology oh you know another thing that i loved the most we were talking about art um you know when i started lecturing around uh the world um i found not just a dentist but you know architecture is interesting like we all have to use the bathroom but every bathroom the plumbing is different i'll never forget the craziest plumbing i ever saw was in austria looked like it was designed for the space station i mean it had so many pipes and valves and knobs it was the most over engineered shower i'd ever seen in my life um what kind of variances do you see between Europe and the united states um where do you um i mean we're an ocean apart and like take glass animal um gcc is in tokyo i know they have a lot of people point out they have headquarters in switzerland but that's for tax purposes but the countries around japan like new zealand australia that region just uses a lot more glass anonymous than the united states it's just so apparent what type of variations do you see um between like dentistry in Europe versus dentistry in the us and canada yeah so uh for me for european what is amazing when you go to the us is how much expensive it is to become a dentist i think if you go to to nyu or 20 years of dental school you have to pay a half a million dollars but if you do that in France or in other european country it's pretty free practically free you have to pay 1000 euro to get your application and so so you are trained practically free then the insurance also much more expensive in the us than in Europe so so it created a situation where there is a lot of pressure i think in the dentist in the u.s to to to to to to be very profitable and you have to be a very good businessman in the u.s to cover all the costs you are anchoring in Europe is different and the investment is is much much lower for education and also when on the ongoing time you practice dentistry so it creates a quite a different environment between between uh between Europe and the u.s so this is one of the big changes the difference i see between the two the two continents yeah um i always i I’ve always thought in my head that politicians i don't like talk about religion sex politics or violence but if i was a politician you don't need any new ideas with 208 countries no matter what we're talking about there's probably 10 countries who do it the best and 10 countries that do it the worst and i i don't even see why anybody would have to try anything new because everything's been tried and done in the past and in the present that it's like okay well if x is the present and why negative is the back in time why can't people figure out that the united states i mean it's just a massive burden to come out of school four hundred thousand dollars in student loans and the American children have almost two trillion dollars of student loans they have more student loans than their credit card debt and it's scary times now because i look at the savings rate going up which each person is voting that they're scared of the future and better store their money for a rainy day so a very high savings rate in fact the last time the savings rate was this high in the united states was 1932 and that was the beginning of the four-year great depression 3236 and um and and then the same thing with healthcare and um you know i mean um you see people with covid that have luxury health care going to the doctor when they're done they build like 200 000 extra stuff you already have 60 000 americans declaring bankruptcy each year just trying to treat their disease and then when you say that there could be a better way if you talk about government health care they already have socialism for everyone over 65 they have a federal plan medicare everyone over 65 gets it everyone's grandma and grandpa loves it but then when you say provide that to the working man um they start saying it's socialized medicine it's evil it's socialized and they don't even say the word right because the origin of socialism was that the worker owned their means of production like I’m a farmer i own my land i grow my wheat and the king may tax me but I’m not a landless peasant working on the king's land i mean i own my means of production and that's kind of where dentistry is headed right now because when you look at the big dsos of course the big wall street people want to get a big line of credit and buy up all the dental office and have the dentist be employees and that's actually anti-socialism because socialism would be that the dentist owns their means of production but i don't have any sympathy for the dentist because they're the same ones who took away the right for the hygienist to open up her own office and clean teeth i don't know why they're so afraid of that so um just uh crazy times but um back to your but i agree you need to control healthcare spending i mean you can't have healthcare spending increasing so much year after year and i mean of course everybody should have access to a whole health care treatment including dentistry and and and there need to be a system i don't know what is the best system french is different from the uk from the u.s but but it's critical to to have a good control of the cost of healthcare huh um that is um that's great yeah um there there just has to be a better system and i know that um um people are extremists and you just can't be extremists we got to be able to get um control i i think workers should um own their means of production and i think people should have the freedom to afford uh to keep their teeth and to keep their their health and if they don't have that freedom to afford i mean what are you gonna do with a country um without education healthcare what are you gonna do with the country with a bunch of uneducated sick people i mean if you really want a great country i think you'd want them really educated and really really healthy um so um back to um your new products i mean you're um um I’m just going through so many things that you're coming out with um what other areas so we talked about dent restoration we talked about uh endodontics hand care is a is it seems like it's a silly subject but we put we're putting on gloves on and off and if you wash your hands really really well well you have to dry them really really well have you ever tried putting a glove on a wet hand while you're walking down the aisle in a hurry um you're you I’ve noticed you're getting into the hand care space uh what is it that you um see in handcare well we have a we we have a great product which is called septon hand cream and it's really uh especially when you need to wash your hand and then fit your hands all the time it's really a great product that you can use to protect your hand and i was amazed one time i went to the car and there was a truck who took the car in front of the house i was in and i went to the track and i saw accepted on hand cream tube just by the driver so i was really happy to see that our handprint is not only used in dentistry but beyond dentistry um and how long has that been out that has been out for since uh since a very long time since uh perhaps 20 or 30 years but it's still a fantastic product and today it's very popular because dentists need to protect their hands as as you said so what so it's 2020 it's um it's uh october 18th first of all does France celebrate halloween or is that just an American thing no it's you know it has it ups and downs so it became very popular my kids loved it and there was a pumpkin contest in our grocery store far from us and one of my i think my daughter she she she won the bicycle because she had the best pumpkin of of the year but now it went down a little bit and unfortunately with this comic situation i don't see kids going the street asking for candy stuff like that so so so halloween is not going to be a great halloween this year halloween well my gosh uh it's the first big holiday the fall united states we have Halloween then a month later thanksgiving then Christmas then new year's it's uh the most time of the year but i was wondering um you know we're um it's October so we just we're down to November December we were closed for two months we have two more months and if a dentist is listening to you right now and wanted to finish the year strong and and you you have this global perspective of uh how many dentists do you think are in the world what would that number be more than one million yeah yeah but would you say it's safe to say there's a million dentists like the dentist i practice in France united states but i but don't you think um i think there's actually two million dollars i think there's one million dentists that practice like us and there's another million dentists where if you're i mean I’ve been to so many villages where if there's 5 000 people and they don't have running water electricity but every time someone has a tooth problem this person is sitting there and they have boxes of fake teeth and dentures and partials and and that's their full-time job so if your full-time job is dentistry you're a dentist yeah you might not have an alphabet soup initials behind your name maybe no one calls you doctor but there's about two million but you get to see that 2 million dentist treating 8 billion people with about a dentist for every 6 000 people um knowing what you know from your view what advice would you give the dentist to finish strong in 2020 they got two months they're open what would you advise them yeah so i think they need to to work very hard to to compensate the shortfall of of the confinement i think many people didn't have the opportunity to go to the dentist because the dentist practices where were closed and i think that this has a huge responsibility because there is a strong connection between her align and global hygiene if you have germs in your gum you can find this germ in your heart a bad mouth can create strokes so i think it's a very very responsibility for dentists to provide a dentistry good dentistry to all people and even in this difficult time i think this is why dentistry is so important this is why even in a tough situation like today i think it's very very important that as many patients as possible can have their dental care um I’ve um in studying up on you for this interview and I’ve been a big fan of yours forever uh but you and i have something um very very in common and that is um um the digitalization of business i i remember um if you're older and by the way you kids listen to this you know you got to ask yourself how old were you in 1994 so when you tell me you weren't born don't tell me you know just listen for a second so 94 is when amazon came out and then microsoft windows came out and and the four big stocks were microsoft and intel they called it the wintel and then there were cisco routers and dell computers and everybody was getting digitized and but they um history is 2020 um what people didn't realize that they had a deadline it was y2k because to save on memory instead of writing the year 2000 um they just had two spaces like i was born in 1962 but it would have just said 62. so then when it hit zero all the computers would have thought it was 1900. so everybody was upgrading for that and then after the new year the y2k everything was fine but everybody stopped buying and January sales were flat February sales were flat and march of 2000 the y2k bubble popped i think Nasdaq was like at 5800 and it fell all the way to 1600 is a big crash and that was when everybody was screaming yelling to our president at the time um telling him hey um you're the least digital person on earth free enterprise we did our job we invented the technology we invented the solution we all invested the money we're all digital why doesn't the government and i thought if the government would have stepped in at 2 000 said hey this is crazy i mean i mean i i had to this true story a little while ago last year the government needed some they needed proof of my birth certificate and at 62 i couldn't find the actual piece of paper so i went down there and she said well i need the piece of paper and I’m like well I’m standing right here I’ve been paying my taxes to you for my whole life and she said i need a piece of paper so i had to um so i said well can't you get it from another state kansas she couldn't she had no no idea it wasn't her job so i called my mom anyway long story short it took three months to get this stupid xerox paper mailed through the snail mail and then i had to leave work and not see patients and go down there to this government employee idiot and show them and then and then she says um or well or my dad was Howard Eugene Farran and he named me Howard Eugene Fran the second worst idea he ever had in his life in fact uh it was so confusing that uh his middle name Eugene they just started calling him gene and they started calling me a mistake and um and she says well how do i know you're not Howard Eugene for rand and i said do i look like i was born in 1938 and um and i noticed that this this is on your radar too that um that France could be a lot more digital and a lot less paper pushing where does this come from with you is your company completely digital and what letter grade would you give France and the united states government on digitalization how digitalized are they compared to like septon well you know digitization is not [Music] taking place in a constant with a constant evolution when we are still bound by by covid i mean our planet we are still operating but we have to ship our products and normally to ship our product if we have to ship them to the us or to algeria or to china it is a heavy process sometimes you have to go to the consulate they have to be stunned and so i mean there are so many papers you need to work with and what was amazing is under the confinement where everything was closed i mean everything was moved to gt12 in a few weeks so so so we are able to convert a lot of paper process to digital with people working from home i mean obviously we have people still going to the plan to produce but all the super function where we're at i was amazed how people were able to adapt and also our environment the chamber of commerce and the consulate and everything so that was really amazing as far as the french government is is concerned i think they are doing a good job with digitization whether we like it or not i think the best in class is the tax department with extremely effective in uh moving to digital everything is computerized so they could lower the cost administration cost of collecting taxes and also be more sophisticated in finding strength chains and generator in control so i think our tax department is quite quite strong with digital departments have obviously progressed to to to make so so basically uh i think uh and this is part of what I’m doing as ambassador of mitai's company we need to to to change the culture of the administration so they consider themselves at the service of the public and and have to do whatever is needed to to to serve the people and make them happy so so uh depending who you speak with in samaria it's really we are very strong and in other ways there are progress to be made um you served in the navy on a nuclear submarine and i want to ask you uh they call this dentistry uncensored because we're I’m unfiltered but um France is uh isn't um isn't uh what percentage of uh France uh electricity uh comes from nuclear energy is seventy-five percent i mean there's another one yeah and when they then one of the reasons i never can have any sympathy for the global warming people is they just don't make any sense i mean they talk about all this global warming and you say okay well nuclear is 75 of france's electricity and it's 20 of America you can scale 20 to 100 in five years no question but in the last but in the last 20 years they're talking about global warming um they always talk about their little windmills and their solar panels which isn't even one percent of the us electricity and they want to scale that to a hundred and here's nuclear that's 20 percent for the us it's 75 France and then you have really intelligent countries like Germany saying in fact we're going to take away our nuclear energy um you were on a nuclear submarine um is it just fear is it ignorance i mean what is the deal with people not realizing that nuclear energy could take us off fossil fuels for the entire planet in five years yeah i think you can call it stupidity i mean if you are a rational person you stupid yeah going around a lot of that going around yeah i mean there is no cleaner energy than nuclear of course you need to to pay attention you need to have all the right process in place you need to take care about the feeling part the uranium or plutonium when that is rejected by by the plant but but at the end of the day i mean you can produce as much electricity as you need without generating any global warming so so so yeah i totally agree that what happened in Germany where the nuclear plants were closed down and replaced by coal plants i think that was really bad for the climate so at the same time at the same time i don't know if nuclear is the end of the story at the same time i seem to have renewable energy from from from the water from from the sun and from the weed i think that's also something something important in France we want to reduce the percentage of nuclear electricity but replacing it by renewed electricity electricity obtained by [Music] the solar panels and whatever but but you should never close a nuclear plant if you can't replace this with somebody would have the same impact on the environment and you know and and everybody talks about going to the moon in 1969 um i was seven years old i can remember it like it was yesterday because it was just that big of an event and only about one every one every five or six houses had a tv so all your neighbors were in the houses that had a tv and um you know here here it is 2020 and we've never even drilled through the mantle because if you don't like nuclear once you get through the mantle it's several hundred degrees and you could have um that could be your heat source to boil the water to make the steam to turn the turbines um but i want to tell the um a lot of young millennials look at older people like me and they think why why is he like that well look at the plan you know you have a solution in front of you that's already been used to scale it's 20 nuclear in the united states 75 in France and um and what is their first deal their first deal the mob does is they always say oh well the first solution is more taxes we want a carbon tax on it yeah that's that's all you want you never that that's the only thing you want if you really were worried about greenhouse gases you'd scale nuclear from 20 to 100 and you might be asking well why don't they just solve the problem well if they solve the problem they don't have a political problem to go back to the poll so um look at their their base whatever their base wants radioactivity is something natural i i can tell you a story when we are in our nuclear submarine with each of us you have like a photo film in front of you hanging here to to make sure that you have not been exposed to any radiation so all of us we are fine but there was one person in the submarine that had been exposed to radiation and the feeling turned positive so we didn't understand nobody understood why it happened so they made an investigation why did this film turn positive and actually the person was in britain and there were some granitic work which radioactive so he was building his house and while he was building his house he was integrating radioactive articles and that's how the film became positive so even in nature you have had your activity right right um great story um in digitalization my the the thing i love the most about digitalization is um the dentist their their digital information is uh it's kind of like bipolar they have all their dental practice management patient address charts and x-rays in one system and then they have their accounting and um um usually it's um quickbooks online uh which also owns uh turbotax and um but the the systems don't talk to each other and you um my gosh you were um with uh arthur anderson um you that this is your background i mean you you cut your teeth um and you were um with arthur anderson you got an mba do you think that healthcare in general has connected the patient information with the accounting information and if you were back at arthur anderson today and you looked at how the large companies get their information their their their accounting financial accounting information and you looked at dentist or healthcare in general would you say the fortune 500 has a better handle on their financial accounting than the average dentist well I’m not sure because in the in companies i mean it is the same you have your erp which run all the operations of the company including finance then you are your crm which is going to help to allow to connect you with with your customers then you have another system which is managing your production so the systems speak together but you can't have everything in one system i mean you go with sap for the erp you go to salesforce on your show am you go to starlings to manage your control department so now it's i think very totally normal to have different systems the thing which is important is you need to build the right interfaces so that they speak to each other but do you think they speak to each other very well today well i don't know i want to ask you another question about the fdi the fdi is located in switzerland but the name uh federation dentist international sounds very french to me um seems like when you go to switzerland switzerland seems to an outsider like me when i lectured there it seemed like two countries the part of the country that borders France it's all France and you can't really tell you're not in France and then the part that borders Germany you think you think you're in Germany is is the fdi would you consider a french organization no no absolutely not the fdi is a world organization so you have many international organizations that are based in switzerland which is not a country otherwise in France or in the us but it's not untypical in Europe to have country with more than one language if you go to belgium the part of belgium speaks netherland flemish some speak french in switzerland you even have italian-speaking people if you go to eastern Europe you have also multicultural and countries so look at canada canada speak french about speak english so it's one country with a different language but but i was saying it sounds like it's rude i mean pure fishard was in Paris and Paris to geneva is not that how how long would it take you to drive in a car from Paris to geneva yeah it could take five five hours yeah so federation denture dentare international sounds very pure for shorty french to me but you know you know at the end of the day for for somebody like me and i think what is important today is not whether you are french or you are german or you are sweet i think we are all Europeans i mean the people in the us have very proud to be us wonderful country if you take french people German people Italian people and all these countries are very tiny so i think this is why it's so important to be a to be a strong European point of view I’m really sorry that the up left left Europe i think that's that was wrong but all European together we are one of the first uh perhaps the biggest economical market in the world so so so we need to put all of us together as one entity like china like like the us and all European together i mean we have a very big power yeah and the reason my boys and and myself are so optimistic on people is you know we've gone to 50 countries talking to the dentists in each one of those countries and the dentists are just gems i mean they're so nice and thoughtful and sweet in every country um i um i know we're um past the hour can i still ask you a couple more questions of course i'd love to respond um you're an advisor so in in the united states or in north America the largest city is Mexico city the largest one in the united states is um new York city you're an advisor um to the new York school of dentistry when you're looking at new York university nyu dental university the biggest dental school in north America and and you're and look at your dental schools in France um what's the difference w you talked about the cost uh where you know the cost of the uh um license is a lot but what other variances do you see uh in the dental education of dentists from new York to Paris yeah i was really i was really first of all it's a great honor for me to to be a member of the advisory board of the dean of nyu a fantastic opportunity to compare what is happening in France with what is happening in the u.s and what really strikes me is that nyu is run like a corporation there is a vision of what nyu want to be there is a strategic plan there are kpis which allow to to monitor the performance of the implementation of the plan the ethical part of nyu where they just created a center for disabled people i think is wonderful so i i think i think nyu is really one of the leading universities in the world um and you have uh friends has my gosh uh two three four five six seven eight nine 10 11 12 30 i mean what do they have about 15 dental schools yeah something like that yeah um so i want to ask you um in when you were little in France um if you were licensed in France you weren't licensed in other countries in the eu and then when they passed your license if you have a license in France you can work wherever you want in the Europe you can you can now but not when you were little not when you were born yeah so so what what year did that become available where licenses could practice anywhere in the eu well that was uh when uh your work became uh what year was that perhaps 30 40 years ago something like that okay so um it really um i i think it's crazy that dentists come here from France and their their dental license is not accepted and they got to go back to school and and when the and when it comes from Germany and japan that's embarrassing i mean Germany makes mercedes-benz France japan makes my lexus and they come to my country that makes chrysler and we don't accept their license i mean it's it's it's a comedy um and then you and then when they come from india it's even a greater comedy because in America uh if five people apply to dental school two of them will get in and in india it's like five thousand apply for one to get in so that indian doctor probably is uh somewhere between you know albert einstein and niels bohr and and we don't accept their license um what would happen i I’m a libertarian I’ve always been a libertarian I’ve always thought the government is the problem they're not the solution and i believe in free trade and i just believe that if you're a licensed dentist in Paris and you and you're um want to move to phoenix arizona and be a dentist that that's freedom and if you don't like it then then you make a deal with the mob and you keep them out with violence and you know every government is just a uh a controlled measure of violence what would you um how did going from each european country had their own license to now being freely to move around the eu what was the pros and cons of that what was the trade-off what was good about it what was bad about it and do you think the united states should try to swing a deal with the eu for licensures that if you're an accountant or a dentist or a physician in France and Germany and england and spain that you could uh come over here yes probably probably uh probably it would be very good to have this kind of agreement it happens in our industry in the past the food and drug administration would come to inspect the plant in Europe so they still do that with no other agreements so the fda can rely on a french inspection or a german inspection so there are more and more recognition of the different bodies and and also of the diploma so yes of course i i totally i i don't think you can do that with all countries you need to ensure that the level of of teaching is is enough and that the level of of the dentist is adequate which unfortunately is not the case with all the countries but between the eu and u.s yes i totally agree that there should be the freedom to move from one country to the other one and vice versa yeah it's tough for me because i have friends that live in phoenix and they work here and they can't even get a visa for their wife to fly in so i mean they're they're they're home sad and crying because they can't be with their family i just think that this uh this restriction of the free uh travel of free people is uh is a tough problem so um i can't believe we went over an hour i could talk to you for 40 days and 40 nights but i want to end with this um what are you most passionate about today i mean you've had a very long and distinguished career what's got you waking up with that smile on your face right now what are you most passionate about today well my passion is really when i look at what we have done my team and myself is what we did to help improve dentistry so when we bring new technologies when you can keep a tooth alive in a condition where normally the tooth would have needed under treatment or when we can help the dentist make the patient in a more effective way then I’m proud because i think we have contributed to the improvement of dentistry and by doing that we have improved global health care so it's a small contribution just a piece of sand among a large huge beach but but i mean even if it's a small contribution i think we have done 30 which is which is really worthwhile traveling like like we do every day well there's one thing this pandemic shot you know i i saw you know external shocks i mean everything is a trade-off i don't see good and bad i see you know what's the trade-off and one thing that i lived through in the 80s was just in time inventory where companies like ford and gm were saying we don't want to have a thousand transmissions in the parking lot we want to get the transmission just as we need to stick in the car and they had all this just-in-time inventory and then japan had an earthquake of about a nine and they lost a lot of those companies that made parts and uh and like where my lexus dealership literally could not do anything to alexis for like three or four months and they lost a ton of business to the mercedes dealership across the street and then this pandemic we saw it with anesthetic and syringes and ppe where supplies are made all around the world and i was wondering um when you when i look at your products what percent of those products are actually made by septadon and what percent of those products are you buying parts and pieces from 10 or 20 other countries and just assembling it and has this covered shock to the supply chain has that changed your strategy about being more of a independent rancher who makes his own cheese and butter and bread and all the parts or are you still outsourcing a lot of key ingredients to Asia and north America no obviously we are sourcing products i mean you can't do everything you can be totally vertically integrated you have to buy things but we try to be close to our markets like our plant in France serve mostly Europe our plants in canada and the us serve more north America our plant in brazil is more for the mercosur in india it's more for Asia so we want to be close to our customers and when we source products we try to solve products as much locally as possible so even if we don't manufacture them ourselves we this is an important goal for us because we want we have the responsibility to count is a supply of product whatever happens and i think this crisis will have been pretty good because we are able to uh to to continue to to supply to the market also as a family business obviously the financial figures are important but if we have to build more inventory than what would be what a public company would do to ensure the supply of the product to the customer we we would do that i mean we're really focusing on doing whatever we can to serve the dentist as as as good as possible well um let me ask this example um we were talking about the new uh c3s calcium oxide silicate do you make that at septadon or do you buy that somewhere else so all the products all gmti and all of that are done through components that are extracted from mines and purified but our situations we make it entirely so we have an amazing oven heats close to 2000 degrees celsius and milk melt all the ingredients to make it this product so because it's a totally synthetic product it is 100 pure we don't have any impurity which is not what is happening with with other products so it is because it is our technology and it is because we manufacture it ourselves that we can reach this quality of the purity of the product and this is why when you put it in the mouth in front of contact with the pearl japan is very happy to be in contact with with technologies my i got only two more questions fast paul monday does he speak fluent french no he doesn't speak fluent friends no he he says on linkedin that he's uh been in dentistry 28 years and he looks like he's 18 years old i can't i can't see that guy's face uh he can't be over 30. so how does he have 28 years of sceptidont well i think this is typical of of our family businesses and people come in the company we are very loyal with our people we and paul has been a fantastic contributor to our success in north America and and but we have many people with inseparables that have been there for forever so we are very loyal with our own people we are very loyal to our suppliers to our customers so we are there for the long term and that is a what he just said if you were in dental kindergarten school that just flew right over your head and what he's talking about is employee turnover and it's the biggest red flag so many times a dentist will um post on dental town or they'll email me howard at dentaltown.com saying well I’m going back to my hometown and there's two people hiring and one will pay me 25 but will pay my lab bill and the other one will pay me 30 but i have to pay my lab bill which one should i take and I’m like well that's the silliest question about the situation what if they have two dentists and one everybody that works for that dentist has been there 10 20 30 years and in the other office nobody's lasted two years um it's a lot it's very easy to train a human on how to drill out a cavity and put in a filling but leadership and how to attract and retain quality key people and keep them 10 20 years like when anybody asks me um you know how i do it and uh my gosh i only got 50 employees you i know you have more than 500 um it's really 2 000 holy moly um my gosh uh um 2000 that that's just unbelievable that you're running an uh legion of people that big but my gosh um you know i got a bunch of people that have been with me 20 30 years and when you got you know your lorries and stacy's and ken's and and dons and marie and when sam all these uh tom g kobe uh the the editor of dentaltown he's the first editor we ever had um in dental town magazine he's still there i don't do anything with that howard goldstein does the website the online ce these are great people and you attract them and you retain them by not lying cheating stealing and staying out of their way and not micromanaging and if i had a job as a dentist and one dentist everyone quits after two years and the other one everyone stays for 20 i would want to work with the guy that keeps all of his employees because that's a more valuable skill set than learning how to do a root canal filling your crown and everything that you know about success you should have learned in the sandbox when you were five years old and and if you forgot what you learned in the sandbox when you were five years and i paid very close attention to that when i had my four boys i would sit there and like i'd have these friends that had kids the same age and i'd want to hang out with doc and so i say well come on over and bring your kids and and then my kids were saying well we don't we don't like his kid and i i'd start focusing in on that like why does a why does a two four six and eight year old not like you and they're just simple lessons of not sharing the toys not you know what whatever whatever whatever but my gosh final question and i hope it doesn't embarrass you but when you live in America you just assume everybody in France loves wine drinks wine we we just think of you as a wine drinking country and I’ve been to France several times it's kind of true you guys really like wine do you like wine i my mother was putting wine in my baby mix that's why i grew like i am now of course of course and what is what is your is it a red wine is it a white white is there a particular brand if if you're an American listening to this and you are going to have a wine what would be your wine list yeah i love wine from burgundy went from burgundy whether they are white or red the white from burgundy are made out of chardonnay which is i think quite quite popular in the us but the french wine are also more complex than what you have in the u.s because we love to blend wines so you don't say i will buy your chardonnay or pinot noir or whatever but say oh i want to have this castle and when you go there you see it's a small small place and they don't make so many bottles and it's a mixing of grape of different kind of grape and if you go to the one just nearby two kilometers or two two miles away it will be different the way he does wine will be different so so you have to so it's much more complex to to i think to buy one in french than than in the us where things are more standardized so um i don't want to tell you this because you won't like me ever again but uh the wine in my refrigerator is actually in a box how do so now you know how low life i am only an American would buy wine in a box from costco uh but am i just missing out on the good stuff if I’m not getting it out of a bottle but what do you do with it it's do you use it to wash the floor [Laughter] oh my gosh love wine but i also think everything is marketing and i just want to remind americans you know in America they tell you truth liberty and justice but really the end it's money's the answer what's the question and all these wine people when they were saying that it was better for the heart i actually looked up those studies and it's so funny how they take studies from grapes and grape juice and then market them as the benefits for wine and I’m like where are all these wine studies because i keep finding grapes and grape juice studies and then the uh the people in the marketing department say well grape juice that that's wine and maybe so but i think uh marketing is funny but uh hey uh again when i was in Israel um you were a uh holy and sacred name for what you have done to these dental schools and i um i podcast interviewed two different deans of the dental schools and you're just have been there saving grace for so many times and um and i gotta you know you remind me of like stan bergman twice in my life I’ve gone on some crazy um missionary dentistry trip out in the middle of nowhere and then all of a sudden you find this dental office that's as nice as mine in phoenix and I’m like where the heck did this come from and it was stan bergman from south Africa who's now the uh CEO of shine for 20 30 years and and why did shine and stan bergeron reminds me of cisco and back in the day from 94 to 2000 i made so much money on just four stocks all i had is i had the four horsemen of dell and cisco and intel and microsoft and microsoft just i mean that they're every top of the bubble they're still there it's such a long-term stock because they've got about seven different income streams whereas google has one advertising 99 of its revenue facebook they're just advertising companies but stan bergman's like cisco the reason cisco was doing so great is because he was trying to integrate all these new technologies in the internet from 94 to 2000 to today and he knew that he wasn't going to be able to invent something better so he'd get out his pa his checkbook and buy the company with mergers and acquisitions and the reason he could do it and only he could do it is because they trusted him that when he bought his company it's the same people in the same city in the same building and he wasn't going to come in and micromanage and he wasn't going to come in and make their lives miserable is actually going to grow their business because everything would be rolled out into the cisco deal and stan bergman has made like 60 mergers and acquisitions and I’ve met a large number of them personally and they just say yeah stan was great he knew exactly what he needed exactly what he wanted and he wasn't going to micromanage and and stand there every step of the way he just gave you the freedom to do what you want to do and you're part of a bigger platform um and I’m sure you uh work with stan uh distributing sub to kane and yes stan is a very good friend extremely successful in person but also extremely generous and also which is contributing tremendously to whatever causes are needed whether it is in the u.s and in the rest of the world so well you remind me a lot of foundation of some projects yeah so so again thank you so much for all that you've done for dentistry and thank you so much for uh septicain because uh um it has been my go-to anesthetic for uppers and lowers i don't have any issues giving mandibular blocks with it but i'll tell you what a four percent septicain profoundly numbs the area and i i pull all of my wisdom to the my most fun procedure is not just pulling all four wisdom teeth but after 32 years i mean for the last 20 years i can get all four out in not only 10 minutes or less a lot of times it's one minute of tooth and i hit a timer and if you're not using septicane um there's five nerves hot cold movement pressure pain you start to luxate on that and they put their hand up that's the universal sign put your hand up i stop I’m turning a wrench i can fill that wrench that's what we were talking about earlier that computer generated controlled force if you're turning the elevator you can fill the elevator and they're feeling that you got to stop and give him more anesthetic or nicer socks or whatever and my gosh it was 25 years ago i forgot when i went to a stanley male net course he told me to try this and i and whenever I’ve ran out and went back to lidocaine well then they raise their hand i gotta go back and ligament jet around it i have to it slows me down septicaine is just profound anesthesia and i don't care what you're thinking when you're weighing it on a filling or a crown prep that the true test is an impacted wisdom tooth and if you pull impacted wisdom teeth you will learn in about eight seconds that septicaine is just profound anesthesia and Oliver i want to uh should i be thanking you uh for uh that septicaine or should i be thinking your uh uh great grandma and grandma Annie and nestor who gets credit for septicaine it is a family and this is also all all the scepter don't settle down team you name paul mondek and other people in the red department who develop the product so it's really a team effort that allowed us to do the wonderful things you you said about about the product so thanks a lot for that and uh when this pandemic's over i cannot wait to go back to Paris but I’m not going back until the pierre fishard museum is open I’m gonna I’m gonna check that first about that but when the pandemic's over and the museum's open i will fly back there and you could uh show me your best french wine that's not absolutely it would be a great so good wine together thanks a lot all right thank you so much have a great day thank you
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