• Get a 110% New Revenue Stream with Barry Khan

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    Hello, everyone. Welcome to this episode of the Private Practice Business Academy. This is your host, Dr. Joe Simon.
    On the phone with us today, we have a very special guest. We have Barry Khan, who is the Director of Clinical Business at 110% Play Harder. I’ve got to tell you, I’ve checked out the website; it is an amazing site the way everything was done and put together. It explains so much. But besides me telling you about the website and about what this company is all about, I want to let Barry jump on and say hello to the crowd.

    Tell us a little more about yourself, Barry.

    Barry: Well thanks, Joe, for the introduction. I very, very much appreciate the forum with you and your group. This is exactly the market we’re looking for.
    As you said, I’m the Director of the Clinical Business at 110%. About myself, I’ve got 18 years of hospital supply chain experience prior to my arrival at 110%.

    The company itself has been in the Run specialty space for about 4 years. The company was founded for the strict purpose of helping athletes play harder and recover harder. The athletes we are targeting are triathletes, marathoners, the long distance, the endurance athletes, the athletes who go out to train and it’s always a personal best. They don’t try to finish the race, they try to win the race. These are the people that have to start recovering immediately after their exercise or their race so they can be ready again.

    So we built the platform of products for those people. Over time, we realized that our products translate very well to the injured population. You don’t have to be an elite athlete to need compression and ice. And that leads us down to the place where we are today, launching our business into the clinical space which is orthopedic, physical therapists, chiropractors, anybody who puts their hands on a patient and would have that patient benefit directly from a really compliant and simple compression and ice platform…

    Dr. Simon: I mean – I’m sorry. I’m sorry, Barry, but I just want to jump in there because there’s so much good information, but I want to make sure the audience understands. So the product is basically a compression sleeve with ice packets. Let’s talk about that product a little more. Kind of build it – describe it exactly. They can always jump to the website, and I’m going to make sure those links are there, but kind of describe it, what the product looks like, how you guys came about designing it.
    I love using ice. I am, as a physical therapist, trained – ice, we always joked around, was the poor man’s cure. It’s the most inexpensive piece of modality to use, and it works so well. How did you guys come about creating this whole product?

    Barry: We acquired the intellectual property from a creator here in Jacksonville, Florida. The CEO of our company, David Green, is an Ultramarathoner who’s chronically having to recover. He knew the creator, acquired the technology, and went about redesigning it to create an incredibly comfortable compression garment.
    Basically, it’s a two-layer garment, and our patented ice sheets go in between there. When I talk about comfortable compression, our fabric is really nothing like the compression that’s on the market now. When you talk compression to your customer base, Joe, you’ve either got somebody who has put on a neoprene sleeve and hated it, or they made themselves the Ace wrap tourniquet before, and their experience normally isn’t very good with compression.

    So we’ve created a very comfortable fabric. It’s 70% poly, 30% Spandex. The industry average is 8% to 11% Spandex.

    Dr. Simon: Sorry about that. I do have dogs in my background today.

    Barry: They’re killer.
    So our very high Spandex, very high poly, there’s no cotton fibers in there. Our product won’t sweat. It won’t hold heat. It repels water. It’s incredibly comfortable for the patients to wear.

    The two-layer design allows our ice sheets, which is a very thin layer of ice that we basically send to the patients as a sheet, they hydrate it. It turns out to be about a third to half an inch thick, and that goes into the garment. That delivers 40 degrees of cold for 20 minutes, and then it turns back into a gel and goes right back into the freezer.

    So we’ve got this incredibly comfortable, reusable modality. Joe, our product can go on the patient right after exercise, right after the race, and they can actually walk around while they’re icing.

    Dr. Simon: That’s amazing. That’s something that the population that you targeted right at the beginning with the triathletes obviously it’s something they would really benefit from. You said the creator was someone that you’ve obtained the rights from. Did he come up with the concept of the ice pack as well, or just the compression sleeve?

    Barry: I believe, and I’m about 90% accurate, he created the entire concept of compression plus ice. His first version was a lot more like parachute pants.

    Dr. Simon: Yeah?

    Barry: You know, just a loosely-fitting garment that held ice. We’ve tweaked it and perfected the product so that it’s an incredibly comfortable compression product that can be worn before, during, and after exercise.

    Dr. Simon: Okay.

    Barry: I call it 24-hour compression for that post-surgical patient whose swelling and pain doesn’t really go away, so why should their compression have to come off? And then the ice is as needed, usually every hour or two for that 20-minute period, and then take it out.

    Dr. Simon: Absolutely. Now, I want to make sure – let’s give the website, because as people are listening to this audio, I want to make sure that they have a visual as well. So the website is 110percent.com? Am I correct with that?

    Barry: Incorrect, Joe.

    Dr. Simon: Okay.

    Barry: It’s www.110playharder.com.

    Dr. Simon: Excellent, thank you.

    Barry: Our website, as you said before, thank you, is incredibly well done by our marketing folks. All the products have technical specifications. They all have product videos. There’s a sizing chart so that we have the right amount of compression on each of your patients going forward.

    Dr. Simon: This is great. Let’s talk about the marketing aspect behind this. You guys have been targeting triathletes, which a lot of chiropractors and a lot of physical therapists have these clients. This is a population that we are used to targeting, especially during the big race times. So if you’re in the New York area, Boston area, San Francisco, the big areas where the marathons are taking place, or if you are in an area where there are triathlons taking place, we have these populations of the chronically injured athlete, and this is a great, great product for them.
    Did you guys specifically target these athletes from the get-go, or what was the thinking behind that, Barry?

    Barry: Absolutely. We were looking for the athlete who ends up needing recovery from either overtraining, regular training, or injury. We currently have upwards of 300 specialty run, bike, and triathlon retailers nationwide.
    This isn’t a new product to the space. We’ve been represented at the Boston marathon, the New York City marathon. Most of the big races we’ve partnered with a retailer to have our gear on the ground. I would say that an avid bicyclist, triathlon athlete, or runner if presented this product by his MD or physician or chiropractor would recognize the brand immediately.

    Dr. Simon: Okay, absolutely. So it’s already out in the stores, basically?

    Barry: Yes sir, absolutely.

    Dr. Simon: Okay. How would the implications help the average patient? I mean, I’m looking at the site right now, so I want to describe it to our listeners. It’s a compression sleeve like an Under Armour undergarment that you would put on if you were playing a sport. Basically, it has pockets where the ice pack slides in. It’s basically 360 degrees around the body, correct? Say if it’s the thigh, is it completely around the hamstring and the quad? Is that how the design is set up?

    Barry: Yes, sir. 100% of our products have what we call single-seam construction. What that means basically is wherever you have compression, you can apply ice.
    On the quad sleeve you were talking about, there’s a single seam on the inside of the leg. The ice sheet can go anywhere around the leg that it’s needed, front, side, back. On the knee, same thing. 360 degrees of ice allows us to put the right compression and the ice exactly where the patient or you really want it.

    Dr. Simon: Absolutely. I’m looking at it right now, and I can see.
    In one of our clinics, we have a population of young athletes; football players, high school football players, and girls’ soccer, and a hamstring injury is very common among this group, ACL injuries are common among this group. So looking at this, this is something that will keep the compliance up as well because obviously you tell them to follow an icing protocol, and we’re dealing with a population of kids, you know, they have an ice pack, they leave it on while they’re playing a video game, ice pack falls off and they don’t really ice any more. So they’re not really following that compliance.

    So I see this as a great way for compliance. This increases the compliance by almost 100% because they have to wear it. So amazing, amazing concept behind this.

    Let’s talk about the other features of this. Do we have enough product for the entire body? Is the shoulder, elbow, wrist, all of these covered?

    Barry: I can apply measured compression and ice from basically the ball of your foot up through your foot, which is your plantar, your arches, ankles, Achilles, calf, shins, knees, quads, hams, all the way up through the glutes and the waist region. We’ve got some shorts that go through there. Obviously, we don’t compress the core. And then, we’ve got arm garments, basically an elbow sleeve and an arm sleeve. In the works coming down through R&D is a shoulder garment as well as something for the hand, which will be great for sprains and for the carpal issues.

    So our line is going to round out where it’s everything. We can do everything orthopedic now with the exception of shoulders and hands.

    Dr. Simon: Amazing. So right now, we are really concentrating on lower body. You brought up something very interesting. You said the ankle and the plantar surface as well of the foot. Did you concentrate on that specifically because of the running population that you guys targeted?

    Barry: Absolutely, Joe. Our current running portfolio of folks are constantly tweaking the feet with the extra miles, and trying to apply compression and ice to the foot is so challenging with the existing technology. So we’ve designed a two-layer sock system where the lower layer is just a very comfortable, awesome, 25 millimeter compression sock, great wide toe box, good arch support, easy to wear, a good long term wear product. Then we have an oversleeve which has openings in the toes around the heel and goes up the entire length of the calf where the ice sheets will go down into that garment. Again, 360 around the calf and shins, 360 around the ankle, and 360 around the foot all the way down to the toe box.

    Dr. Simon: Amazing. We do have a section of podiatrists that are on this call as well that follow this podcast. For them, I think this would be a great product to be introduced to them as well for again, going back to patient compliance that suffer plantar fascia, that suffer the posterior tendonitis, where to bring the inflammation down is so important. This is something that provides that compression, and ice is something so valuable to them.
    Have you seen a difficulty with approaching the medical community about this?

    Barry: Actually, Joe, I’ve been in sales for 22 years, and I’ve never been in a situation where I’m batting a thousand.

    Dr. Simon: Okay.

    Barry: Every single clinic or clinic owner I talk to and present our product and our program have said yes, I would like to have that available for my patients.

    Dr. Simon: Wow. I mean, looking at it, we see the ease of use, and we see how functional this can be. A question, though. Have you – and obviously you said you’ve never been in a position where everyone has always said yes, but where do you see the brand 110% going?

    Barry: Well, 110%, right now the company is going in two different amazing directions. One, as a consumer athlete retail product. We are branding 110% on the path of the Nike, Reebok, Under Armour companies. We’ve got our Hero line, which is compression and ice. We’ve got consumable products which are visors and hats and fun lifestyle things. We’ve also got some other performance gear. We just launched a seamless technology of athletic wear that is going to revolutionize the long distance and the endurance athletes base who want to wear comfortable, long term garments that won’t hold moisture, will wick away. It’s a pretty amazing new technology called Catalyst. We’re launching it in March. So, 110% is going very broad on the consumer athlete side.
    On the clinical side, we’re going coast-to-coast with physical therapists, podiatrists and orthopedic groups who have physical therapists. We want the patient after the injury. We want the sprain, the strain, the post-op. You know, in the orthopedic space, sometimes with the docs, it’s, okay, what hurts, here’s a pill, here’s a procedure, talk to my PA. Then they’ve got to go because they’ve got 15 other people waiting. We want our products to be put on the patients. Give them a few minutes to feel it. Because inevitably once they feel it and it’s completely different than every other compression experience, their next question is, how do I buy this?

    Dr. Simon: Absolutely. I’m not sure if you have the answer to this, but would this fall under durable medical equipment, the DME? Would this fall under that so where a lot of physical therapists, when they would bill out for – is this something they could bill for? I don’t have the answer, I’m not sure if you do as well, but what are your thoughts on that?

    Barry: I have an unequivocal answer, and it’s no. We spent about three months trying to figure out if this was something we could get an L code for or figure out if it fits into any existing blanket codes. It’s really compression and ice. Compression to the CMS folks is an Ace wrap, and they’ll reimburse you a couple of dollars. Ice to the CMS folks is a baggy of ice.

    Dr. Simon: Got it.

    Barry: So to apply a technical product or do something greater than allow the patients to pay for this – now, the patients can use FSA, their healthcare savings accounts.

    Dr. Simon: Yes.

    Barry: Just check with their administrator and their tax advisor. But this is, if recommended by a clinician, qualified for those FSA and HSA accounts.

    Dr. Simon: Yes. It would definitely fall under the HSA accounts. I think the ice packs that are sold from a clinic, most patients do use the HSA to purchase them. I could easily see that being paid.
    It was just a question because I saw it as a piece of medical equipment now where you’re providing a modality. But I understand what they’re saying as well where they see an Ace wrap and a baggy of ice which is, you know, where they look at it as a DMA. Okay, we have an answer about that. So you cannot bill this under a DME code.

    But regardless, this could be a brand new revenue stream for a lot of clinics. How do you see that coming around, Barry?

    Barry: Well, thank you for asking that, because that’s the reason I’m getting 100% acceptance. The barriers into the retail space, in the clinical space, have traditionally been up-front costs, inventory storage, and then there’s that retail space on the floor where you want to present your products. So to start a retail store in a clinical space requires time and money and space, and a lot of therapists don’t have all three of those to do it.
    So we’ve built a non-stock retail platform for the clinical space. Basically what happens is we have a marketing kit which is the only up-front expense. It comes with a full run of samples, a prescription pad, a functional website, as well as some marketing for the clinical space, and that’s it. We route all the orders through the portal and deliver straight to the patient’s home. So the therapist has no inventory, he has no space to take up other than some pretty pictures on the wall, and they can then function as an online retailer and deliver their patients’ orders through our website to their home.

    Dr. Simon: Excellent, excellent. That is excellent marketing.
    Let’s talk about that revenue stream for the clinic owner or the practitioner. This is just me throwing it out there, I’m not sure if this is how the revenue model is set up, but could each therapist have their own almost like an affiliate link or a link? So just say if the clinic has 10 therapists, would each therapist have some type of a link so they could make some extra money themselves, or is it per clinic? How does this work?

    Barry: Yes, to both.

    Dr. Simon: Oh, okay.

    Barry: Our initial concept was to set it up on a per clinic basis, but if each clinic has a number of entrepreneur physical therapists within the clinic, we can set up codes to track each individual therapist. Our online reporting delivers reports back on a weekly and monthly basis as to what volume has been contributed by what therapist or what code. It lists patient, it lists year, it lists total sales.
    The good news why this is a great model is we deliver 25% of sales back to the referring clinic or therapist on a quarterly basis.

    Dr. Simon: Wow. That’s a great percentage rate. I’m not sure if the average therapist would understand that percentage rate, but if they go onto the website, they would see that. I’m looking at it right now, and the average product price point is anywhere between $90 to $110. Is that correct, or am I off on the price?

    Barry: Well, a little bit off. The number one seller in our line, both retail and clinical, is the knee sleeve.

    Dr. Simon: Okay.

    Barry: The Blitz Knee Sleeve is $55. That comes with the actual gear, the sleeve, four ice sheets, and a cooler bag. It’s a completely mobile kit, and the patients get that for $55. When they go through the clinics and use one of our clinical codes, we ship it to the patient’s house free of freight, so they’re saving between $6 and $11 by going through their therapist.

    Dr. Simon: Okay. So that’s one reason why it would be an easy sell for the therapist.
    I’m looking at the hamstring one, which obviously is a little more expensive. So each one, we’re looking at a 25% price point, almost – I don’t want to say a commission, but is that a commission rate for the therapist at a clinic?

    Barry: Well, we’re using the words ‘non-stock retail margin’,
    Joe.

    Dr. Simon: Okay.

    Barry: The healthcare sector is very sensitive about margins flying around, especially back to referring physicians.

    Dr. Simon: Okay.

    Barry: We built the platform under the guise of a non-stock retail platform, because if you were to buy a tube of Biofreeze for your practice for $1 and sell it for $2, you would earn $1 in margin, and nobody has a problem with that. Without inventory, without [indiscernible 20:20] the transaction, we’re still going to allow margin to be created under that non-stock retail margin title. That’s how it’s written in all the contracts, that’s how it’s returned to the therapist. We’ve bounced it up against some legal folks, and it seems to be a nonissue.

    Dr. Simon: Excellent, excellent. So we’re making this very simple and very easy for the clinics and the therapists themselves to generate or create a brand new revenue stream and give their employees a new way of – almost like an employee incentive. So the employees are now almost in charge of their own destiny if they want to create some extra income. If they do have this population of runners or athletes, this would be a great, great way to introduce a revenue stream to that practice.
    The non-inventory is the best part, because as you mentioned about the Biofreeze, years ago, we had to stock our own cabinets of the Biofreeze. You basically buy it for $1 and resell it for $2, but we had to carry that inventory ahead of time, which was a little bit of a pain in the butt. I’m not sure – I don’t want to speak on Biofreeze’s part because I’m not sure anymore of how they do it to date, but that’s what we had to do. So this non- inventory I think is a great selling point for 110%.

    What do you see as a sticking point for this? Because if we buy one knee sleeve, that same client obviously will not need a new knee sleeve. What do you see – what is your game plan? What is the sticking point where that athlete will say, okay, I need to re-up? Do they have to buy more ice packs? Do they have to get a new sleeve? How long is the time frame on this? What’s the attrition rate? What’s the time frame on this whole thing?

    Barry: Well, you referenced athletes and runners. Our target population goes way beyond that. I am looking for pretty much any patient who has orthopedic pain whether it’s because of surgery, whether it’s because of an injury that’s not surgical. Any sprain, strain or actual procedure is going to require some type of compression and ice recovery.
    So in this space, you guys have a constantly refreshed supply of new injuries coming in the door. The athlete is going to buy our gear and wear it for 200 times, and he’s very rarely going to replace his knee sleeve or his calves or his quads. It lasts forever. 200 wears is an eternity in the life of a compression garment, and that’s again because of our poly and our Spandex and the way we build our stuff.

    So the turn isn’t going to be great on the individual patient or athlete. It’s going to be the new flow, the 20, 30, or 40 new patients you see on a monthly basis. Obviously, the more active clinics will have more active patients to try the stuff on and recommend it to.

    Dr. Simon: Excellent. Yeah, no, I didn’t mean just athletes, but great point to bring up to let them know as well that it is for everyone. That is an excellent point.
    So if someone comes in with a strain or a sprain, obviously we recommend ice anyway. If somebody comes in with an acute injury, it’s ice regardless. Ice and compression is something that we recommend for everyone.

    And that’s the point that I want to bring up. I wasn’t sure if this is something that would wear out. Some of the athletes that we know, if we give them a knee brace, if they have a heavy season, the equipment wears out. The sleeve wears down. So that’s what I was thinking. 200 wears is a lot. I’m saying that would easily last a season, and if they need to refresh it after the season, I guess that would work as well.

    It’s for the new population that keeps coming in. This is something that it’s almost like handing out an ice pack to every patient that comes in. Ice and compression is going to be sold to almost every one of your patients that walks in through your front door, so excellent point there, Barry.

    Barry, just a couple more questions. Where is this all manufactured from? Is it easy to get? Once we order it, what’s the time frame to get it? Is it six to eight weeks, is it two to three days? Is it only through the site? Is it through Amazon? A bunch of questions, but I know these are the emails that I will get down the road, so I just wanted to see if I can cover all of them.

    Barry: Right. We’ve got a number of Internet retailers who are selling our stuff. We’ve set it up so that the patients will buy through the clinic. It’s a two to three day ship point pretty much anywhere domestically. We’ve got an LUM fulfillment center in North Carolina. Everything goes via FedEx. When an order is placed, there’s a confirmation sent back to the patient. Because, if you remember, we’re referring the patient to the site. We’re entering the patient’s address, the patient’s email, the patients’ phone number, and the patient’s credit card. So essentially, the patient is placing the order which then takes all the HIPAA nonsense out of the way.
    We’ll receive the order. We’ll send a confirmation when it’s shipped out of fulfillment with a tracking ID, and it goes to the patient’s house in two to three days. Obviously, there’s holidays and weekends, but fulfillment is LUM. Without a doubt, that’s been the easiest part of our process.

    Dr. Simon: Got it. One thing you brought up, you said the clinic gets to sign up. Is there a cost to the clinic to sign up for this program?

    Barry: Yeah, Joe, thanks for asking that. Our process is really pretty simple. A clinic will go through our online system and upload their name, address, phone number, some clinical specialties. We’ll then contact them and talk about the program. If we have a rep in the region, somebody will come by and see them. We’re growing quickly and adding sales force as fast as possible.
    We do sell the clinics a marketing kit. Like I said earlier, that kit is full of samples, marketing pads, the website, operations instructions. That kit costs $200. There’s over $500 worth of retail gear in the kit.

    One of the barriers to starting a business is obviously up-front costs. We want to take that bogey away. As soon as one of our partner clinics executes 15 transactions in the first 90 days, we refund that $200.

    Dr. Simon: Got it.

    Barry: Our goal is to make everybody say yes. I feel a lot better when I hear yes than when I hear no. If we take away the up-front expense, if we take away the inventory, if we take away the space and we provide all the necessary support through a website to fulfill orders, it’s really just a program that most would want to add to their portfolio practice.

    Dr. Simon: Absolutely. You’re giving them a certain link that they would just send over to the patient for the patient to purchase the items directly. They’re using the HSA regardless, so we can mention that to the patient that it’s okay to use the HSA.
    The clinics that you partner up with, what is their feedback so far about patient compliance, how patients sign up? Are they having any issues with getting the patients to actually commit to purchasing it?

    Because I’ll be honest with you. That’s something I’ve seen in some of the clinics that I’ve partnered in and consulted. We see that the therapist can say something or the doctor can mention something, but there’s a turnaround time for the patient to actually do it. If it’s actually given in the office at that time, obviously there’s a higher compliance rate where the patient will purchase it.

    Do you find that there’s a difficulty of the patient basically purchasing this after they leave the clinic? You know, out of sight, out of mind kind of concept?

    Barry: Without a doubt, without a doubt. Great question. Our successful clinics will try the gear on the patient in the clinic, explain to them what it is they’re wearing, what they can do with it at home, and then they will take them to the website when they check out and place the order in the clinic. Our odds of getting an order placed correctly once they walk out that door are somewhere around zero.

    Dr. Simon: Yeah.

    Barry: So all of our successful clinics have an internal functionality where they’ll present the product to the patient, which really is just a try on. This isn’t a very elaborate presentation. It’s, here’s your compression and ice after your therapy. By the way, this is available for purchase. End of conversation.
    If they want to buy it, they’ll go to the checkout counter, however your office is set up, will go 80% through the website. So when the patient shows up, they just hand over the credit card. We execute the order in the office. The patient is handed a printed confirmation. They’ll then get emails at home.

    So, yeah, the successful clinics, they do two things. They try it on them, and they place the order for them.

    Dr. Simon: Absolutely. You know, Barry, that is a great piece of advice for the clinic owners. It is true, a lot of clinic owners have a little difficulty selling in the first place, and the average therapist or the average doctor that’s sitting there is not going to do it. So the fact that maybe having someone trained in the staff to basically walk the patient out with this at a trial to try it on – so the therapist or the doctor will try it on for the patient, let them know how it works, and then basically hand it off to an associate to take them to the website and do the purchase in the clinic. That’s an excellent piece of advice.
    Barry, is there anything else that we should know about 110%? I’m excited, and I want to say that we chatted before, and I mentioned that I want to get one of my partner clinics up and running with this. I want to use this as a beta test program where I will try it myself, and then in 90 days we come back and we jump back on the phone and we do the interview again and we chat about my results and we can talk about actual numbers.

    I think that would be great for anybody that’s sitting on the fence, that’s debating if they should jump on board. I don’t see $200 as a high hurdle to break, but sometimes you might have somebody that’s brand new and just starting up and they don’t see how they could generate 15 sales in 90 days.

    I want to actually run through this as a beta program, show them how we did it, and give them maybe a step-by-step play of our success, our failures, our difficulties. Obviously, I’ll give you at 110% excellent feedback and how we’ve gone through it.

    Barry: Yeah, that’d be great. One thing I would like to add, I’m not sure we touched on some of the technical details of our compression. Our stuff is not custom built, but it is custom fit. Each piece of gear has a prescribed level of compression that we’re targeting, which is comfortable clinical compression. We’re not talking DVT 80 to 120 mechanical compression, nor are we talking about an 8 to 10 millimeter TED hose. Our socks are 25. Our knee sleeves are 25 to 30 millimeters in mercury. This is an effective compression, but it’s something that patients will and can wear long term. And that’s really the difference. It’s comfortable, it’s effective, and it’s completely measured. We’ve measured the ice, 40 degrees for 20 minutes. We’ve measured the compression. Oh, and by the way, our ice packs can go from the freezer to the microwave if you want to deliver some heat therapy as well.

    Dr. Simon: Oh, that is an excellent point to bring up. So it’s not ice only, we can switch it off to heat as well. So two modalities that it can be done.
    I think it’s excellent where we don’t have to worry about the patient falling asleep with the ice packs on and getting some type of freezer burn or any of those issues, that it automatically, after 20 minutes – I think the fact that everything is so accounted for makes it a no-brainer. I personally believe that just by looking at everything and watching it, and obviously, again, we will definitely try it out and see how it is.

    But great points to bring up, great points. Obviously, that’s a question I did miss. Barry, this is awesome stuff. I’m excited for this. I think this company is going to go really far with this technology. You would think by looking at it it’s so simple. You would say, why wouldn’t I think of this? It’s so simple, but it’s so smart. That’s what I love about this. I love to keep – my favorite saying is keep it simple. So beautiful, beautiful product.

    Barry, it was a pleasure having you on today’s call. I think we’ll have a lot of clinics that will jump on board on this. If they have any questions, where can they reach you, Barry? Is there a direct email, direct phone number they can reach you at, or the website?

    Barry: Yes, to all three. My email direct is barry@110playharder.com. My cell phone, which is always with me to my wife’s chagrin, I’m one of those guys who’s always got his phone, is (904) 838-5612. There’s always contact info linked at the website. I would recommend anybody go to the website and start pressing around on the products and the product videos. Like you said before, it really does most of the work in explaining what our gear does and how it performs on the patient as well as on the athlete.

    Dr. Simon: And that website once again, Barry?

    Barry: www.110playharder.com.

    Dr. Simon: Excellent. As I said earlier, we will have all the links that Barry mentioned in this podcast on our website, privatepracticebusinessacademy.com. Everything will be there.
    Also, if there are any questions that pertain to this or if there are ways that you need any advice on how we can market this better, as I mentioned earlier, I’m going to try this myself in one of our partner clinics. We’re going to test it out. So I will give you step-by-step as we are doing it what we find is working well for us as well. So feel free to shoot us an email. Ask as many questions as possible. I think this is going to be a great revenue stream for your clinic in 2014.

    Once again, Barry Khan, excellent, excellent interview. Thank you so much for your time today. Have a great new year.

    Barry: Thanks, Joe, you too. I appreciate the opportunity.

    Dr. Simon: Thank you.
    Once again, everyone, this is Dr. Joe Simon from the Private Practice Business Academy. Have a great new year, and we’ll see you soon.

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