Beyond Fillers: Evolving the Face of Aesthetics

The beauty industry is experiencing a profound paradigm shift, and Dr. Missy Clifton sits down with Brian Clemson of Evolus to explore the cutting edge of this transformation. Their conversation reveals how aesthetic medicine is moving beyond traditional approaches toward more natural, holistic solutions that prioritize authentic beauty.

Brian shares his journey from industry giant Allergan to his current role helping build Evolus from the ground up. As a performance beauty company focused exclusively on aesthetics, Evolus has differentiated itself through transparent pricing, exceptional service, and products that truly deliver results. This singular focus has allowed them to create meaningful innovations in a space that desperately needed fresh thinking.

The discussion delves into what makes Juveau, Evolus's neuromodulator, a game-changer for practitioners and patients alike. With faster onset, precise placement, and natural-looking results, it's quickly becoming the preferred choice for those seeking subtle enhancement. But perhaps most revolutionary is the company's bold campaign to "drop the F-word" – moving away from "filler" terminology toward a more sophisticated understanding of hyaluronic acid treatments.

Through their proprietary Cold-X technology, Evolus has created products that preserve the natural chain structure of hyaluronic acid, requiring fewer artificial cross-linking agents. The result? Injectable treatments that move naturally with facial expressions, avoiding the overfilled, unnatural look that has given traditional fillers a bad reputation. This approach perfectly aligns with today's aesthetic preferences for subtle enhancement rather than obvious intervention.

The conversation also explores the fascinating convergence of aesthetics and wellness, including how weight loss treatments and aesthetic procedures are increasingly complementary. With specific labeling for addressing facial volume loss from GLP-1 weight management medications, Evolus is positioned at the forefront of this integrated approach.

Ready to experience the difference of treatments designed for natural beauty? Join us in embracing this aesthetic revolution where science meets artistry to enhance your natural features without changing who you are.

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Chapters

• 0:00 Introducing Brian Clemson from Evolus
• 6:25 The Vision Behind Evolus Performance Beauty
• 10:45 Juveau's Market Impact and Benefits
• 17:45 Dropping the F-Word: Rethinking Fillers
• 23:38 Cold Technology: A Revolution in HA Products
• 30:15 GLP-1 Weight Loss and Aesthetics Connection
• 35:15 Value Proposition and Company Culture

Transcript

Speaker 1: 0:00

All right guys. Well, good morning and welcome to another episode of All Things Skin. So thankful to have a dear long-term friend of mine with me, brian Clemson. Brian, thank you so much for being here today.

Speaker 2: 0:14

Thank you for inviting me.

Speaker 1: 0:16

So excited to have you. So Brian and I go way, way back like gosh. How long have we known each other? 15 years.

Speaker 2: 0:22

At least 15 years.

Speaker 1: 0:23

Yeah, and you were with Allegan back in the day. Yes, so yes, you were with at that moment pretty much the only big Botox filler company. They were the only one.

Speaker 2: 0:37

Yeah, very similar. When I joined there, the aesthetic division was small. Yeah, Botox cosmetic division, and I was there for 13, 14 years, and that's where you and I got to know each other.

Speaker 1: 0:49

Yeah, where it started, yeah, and you know that was when I was kind of getting started getting really into the cosmetic side of my practice, and so we've had some fun together. We've learned a lot of things, brought a whole lot of new products and things to market, had some real good fun. Lot of things brought a whole lot of new products and things to market. I had some real good fun. So tell me about this company that you're with now, which I love. Evelus is a huge partner for us at Premier. We are in love with Juvo, which is their neurotoxin. It's by far my favorite of the neuromodulators. But tell us about Evelus and why it's special and why you left Allergan to go with this vision of this new company Boy, where to start?

Speaker 2: 1:29

I could just say that first it was the opportunity to do something I've never done, which is a startup.

Speaker 1: 1:34

Yep.

Speaker 2: 1:35

And to go with David, who I personally think is more of the brightest in the whole aesthetic field 100%. It was perfect timing. It was pre-launch when I was there. It'll be seven years this July that I'll be there and so obviously I followed. But it was to really build a company and the whole idea was to build a performance beauty company, and what we mean by that is performance, is the products they perform. They're robust clinical trials and they deliver great results and beauty, tapping into that, what we can do as an aesthetic-only company. So this vision from the beginning is what attracted me to it and I can tell you in this almost seven years this has been and this is the backside of my career. It's not that I'm retiring, but I feel like it's almost the beginning.

Speaker 1: 2:23

Yeah, because it's a totally new adventure and you know this.

Speaker 2: 2:26

You know what it's like to build something from scratch and it has been stressful at times, but rewarding. And the number one thing I would say about this company that is different than any place I've ever been are the people and the culture, and I know that's near and dear to your-.

Speaker 1: 2:44

Hugely important to me, always has been yeah.

Speaker 2: 2:47

So I've been here almost seven years and the other great thing about this is not just the products is what it affords me as an area director. I don't know if I'd have the opportunity to do at the larger companies where sit down with pre-launch teams and be a part of many different business units in the company.

Speaker 1: 3:06

Yeah.

Speaker 2: 3:06

So it is really deep in my experience here and there's so much left to do with, as you know, with what we just launched two weeks ago.

Speaker 1: 3:15

Yeah, so excited about all of that. Can't wait to talk more about the fillers.

Speaker 1: 3:19

But yeah, this company has been different and I can say, from being the outside looking and being a customer, the experience with you guys is so different. And I can say from you know, from being the outside looking and being a customer, the experience with you guys is so different Everywhere, from our really wonderful rep Shannon, who we all adore she's the best thing that has, you know, happened probably to your company. She's amazing. But the other thing that's so amazing about you guys as a whole is your approach is just really different. You know, as a as a big Allergan girl for years, you know I started my practice on Botox and Juvederm and those fillers and all that.

Speaker 1: 3:53

But it was always really difficult with Allergan to figure out, you know, what exactly is my price. You know it wasn't super transparent a lot of times and it's because they're a huge company and they're a pharmaceutical company and they've got a lot of regulations and other things that they. You know they have to jump through all these different hoops, but with you guys it's so personal, Like I know I can call you or I can call David. You know if I'm concerned about something or if you know if we need an urgent something or we want to really partner with you guys or we have a cool idea. I can literally call you guys and you help us with that, and I think that's very different.

Speaker 2: 4:31

And that's yeah, that's by design. I will tell you that from the beginning, transparency is actually one of our core values here, and not only with the customer, but with our employees as well. And I think, being an aesthetic-only company, that affords us the ability to be very transparent. In our pricing, for example, it's very, very clear-cut. So when I work many times with customers or private equity, it is a breath of fresh air. They know exactly what they're paying. So I'm glad to hear you say that, because and then the other thing is, our approach is we like our reps to have a white glove approach with our customers? It feels that way Good, because that's something that you know. As we get bigger, we want to make sure that we stay true to our core values are, but the transparency thing is for us, that's how we operate and that's since day one since I've been here.

Speaker 1: 5:20

Well, it's very apparent. And the products are. They speak for themselves. I mean, juvo has quickly become probably the number one neuromodulator in our practice. If not, it's very, very close.

Speaker 2: 5:31

That's a big tell, I have to say. You set the bar high for us, as you do with all products, and you gave us the opportunity to come in so to hear you say that it's really impactful.

Speaker 1: 5:43

Well, it's huge to me because you know, of course I'm a, you know, was a Botox fan. I mean, who who isn't and still am? I mean it's, you know, it's kind of the gold standards, what's been out there for so long. But what's really fabulous about Juveau is that it is so precise and you know I I pride myself on being a bit artistic. I think I look at people's faces and I can really see what needs to be done. And frequently one side, you're doing me.

Speaker 1: 6:10

Now I'm assessing you. I am assessing you. We're going to go back and get the Juvo in that forehead for you before you leave. Let's do it. But no, seriously, juvo is so amazing because it kicks in faster than Botox Several just a few days. And it because it kicks in faster than Botox several just a few days. And it's there. It lasts at least as long and in my hands it's so precise when I put it it stays and we're not as worried about potentially that spread that might drop a brow, especially in someone that's a little older and maybe has a little heavy eyelid. So it's just become my favorite of the neurotoxins, neuromodulators out there. I love it.

Speaker 2: 6:45

That's a big statement and we didn't come into this market or launch this product to come in, and stealing Sharon doesn't really add value to driving in patients. A couple of things about Jibo you may not know. It is, four years in a row, the fastest growing toxin in the space. It is the number two in terms of brain awareness, behind, obviously, the legacy brand. There's a gap there, but we're number two in six years of launch and it's a combination of um what we've done on the co-branded marketing side yeah, I love the co-branding is a cool, such a cool thing it has in six short years, what we've accomplished.

Speaker 2: 7:25

Not just like a big customer like yourselves has found out about this product, but we were the first company to actually identify how big the millennials were well, you guys are the first ones to even really talk, to talk about that market.

Speaker 1: 7:40

You know the market was um 30 plus. You know 30s, 40s, 50s. You know there were no young women getting Botox. You know really very few.

Speaker 2: 7:49

Yeah.

Speaker 1: 7:50

And the whole pre. You know. Prejuvenation. You know stop the aging process before it starts. You know, start with the neuromodulator to prevent those lines and those wrinkles. That concept really is fairly new.

Speaker 2: 8:02

It is.

Speaker 1: 8:05

And I feel like Evelis is the company that sort of brought that that thought process we get to reality.

Speaker 2: 8:09

You know, not that it just works. The product just works on millennials. But for us we said that again, bring a value to the market and we knew we had a good asset to the clinical trials and the data and the adoption. And then how can we bring more people into the office? That's really any new product that comes out, but I'll tell you that it was a combination of all the co-branded marketing. We're almost at 2,000 billboards nationally, hundreds of ETVs, what we've done on social media, you've done bus wraps. So to be the number two toxin brand, ahead of the other ones, is pretty significant in six years. Nobody doesn't have a lot of big budgets to work with and that's the thing that I would say we're all very used to is doing more with less.

Speaker 1: 8:55

Yeah, and you think outside of the box, which is really really cool, like the bus wrap was to me. That was so much fun. I mean it was weird to see my face on a bus.

Speaker 2: 9:05

yeah but it was kind of cool. It was cool that was.

Speaker 1: 9:08

You thought that was a better option for you yeah, I and I and I definitely do, because that we wrapped the university of arkansas bus is what we wrapped, which is what all of the students oh honey, you know Bama, you know Bama gets a bad rap around here. That bus rapid. Oh, come on now. Okay, we can't be getting into the Arkansas Alabama rivalry up in here today. That's going to, that's going to take too much time you portmanteau and all that stuff and and the rewards.

Speaker 2: 9:35

I would be remiss if I didn't mention you were the 1 millionth practice for our consumer. This was back. I think it was in November.

Speaker 1: 9:49

Yeah, it was. Yes, that was such a cool surprise, so fun. So, yes, the rewards program is great. Patients are loving that. The adoption of that's really going up. It's really easy to use my staff, thank God, because not always is it easy for the patient or the staff you know to really deal with these rewards programs.

Speaker 1: 10:03

But yours is very straightforward they're there to make sure the patient's taken care of as they should be, right, so, but yes, that's. Another thing that I love about this company is because the pricing is so straightforward. We know exactly what we're getting. We know what you know. We're getting co-branded with you guys. You know we're bringing a lot of value to the, to the customer, and that's really the key. We want the best outcome, we want them to get a great result, we want it to be quick, we want it to last. You know, and, and I can say without a doubt, we'll do two both then, because it'll last, it'll be great, you'll love it. So now, super excited about emily's, let's talk about our t-shirts. Um, we're dropping the f word here today.

Speaker 2: 10:43

We are okay. So, and it's hard for me from philly, because I've been dropping the f word since I was a young kid- it's not a new concept for you.

Speaker 1: 10:52

It. It has a new meaning now, though right it does.

Speaker 2: 10:54

Okay, tell you where this stems from. We were doing all the ad boards and pre-launch for ebolis. It was first started with uh. A lot of your colleagues have said that we need a new lexicon, if you will, for filler is really it's. There's no surprise that this filler, the AHA market, has been stagnant over the last year or so and we think it's a combination of overfilling a lot of-.

Speaker 2: 11:19

Oh, so much bad work out there and it worked, and so we heard this at AdWords from customers, and then it was reinforced with the consumers as well. So this was our idea to now. We want to, first off, we want to reinvigorate the hyaluronic acid gel market with these two products and we're very pleased with what we've heard so far and we want to do that by using a very friendly term, which is hyaluronic acids. Yep, and it's something so simple, so it's a little edgy. I like edgy, you certainly like it.

Speaker 1: 11:47

I'm very good with edgy.

Speaker 2: 11:48

But it's by design. We need to shift to make it more consumer-friendly so these consumers can come in and have the conversation with you that they can achieve natural results Absolutely. So that's the whole. Drop the F word.

Speaker 1: 12:01

Well, and I love it because it proves that these products are different and they are different Very, very user friendly. So soft, so natural. It feels smooth. It doesn't feel lumpy or bumpy, it's just it's. It's kind of amazing and the thing I like about it's not even it's so much like natural hyaluronic acid that it's not even like a filler. It's almost like I'm injecting natural hyaluronic acid that it's not even like a filler. It's almost like I'm injecting natural hyaluronic acid into someone. So I love the idea because it's like you are dropping the filler word because this product is so minimally manipulated. It is much more like the natural hyaluronic acid that's in our skin naturally, because of the production. We'll talk about that cold technology and all of that and the production of that.

Speaker 1: 12:47

But I do think that it is very different from a lot of the other fillers, because so many of the fillers out there are tiny little pieces of hyaluronic acid that are not what you would find in nature. You know, with all of these binders and you know these linking agents that, in my opinion, make the product really stiff, which is what they were trying to do in some of these products to get you lift and high G prime. But the problem with those products is they don't move in the face. They're so stiff that when someone animates or smiles, you know you see cheek on a stick sometimes and you know sometimes it's people putting the wrong product in the wrong location. Sometimes it's too thick of a product that was put in an area of movement and then when the patient smiles they look weird and I do think that's why filler has gotten a bad rap as of late.

Speaker 2: 13:38

Definitely, I think a part of it, and a little history on this too. David and Rui took years to there's so many fillers in the. So David and Rui took years to there's so many fillers in the and they picked through a hundred and they landed on this partnership with Cimetase. This cold X technology is really the difference in what we're hearing back from our our users so far. So the feedback on PharmaSmooth has been terrific.

Speaker 1: 14:02

Well, I think I think people who have been terrified of filler or who maybe had even a bad experience in the past, you know, because there I mean, there have been, you know, reactions, some inflammatory reactions to certain fillers, and that's because the BD, the cross linking agents, and the tiny fragments that make that kind of almost like a foreign substance. So some people that have autoimmune disorders and things can react to some of those. I really don't predict that we're going to have that issue with Evalis and knock on wood, but because of the technology, because of how it's made, that hyaluronic acid stays in those long natural chains, because the heat is what denatures hyaluronic acid and breaks it up and most of the production of other fillers. They throw it in a really hot vat and the hyaluronic acid breaks into these little tiny chains and then they get these linkers, these BDD linkers that are cross links that you know, stick those little pieces back together to make a new compound.

Speaker 1: 14:59

But what you guys have done is use this cold technology, so those On the other way, yeah, you're the opposite. So the HA chains don't get broken up into those weird fragments, you don't need as many unnatural cross linkers and so there's less of a chance for a reaction so scientifically, even though I know you can't say that, you can't claim that because it hasn't been proven, but in my brain it makes total sense and because now I mean I've been that's been reinforced in my brain because I've injected these products now, yeah, and the extrusion force, I mean it's so easy to push these products.

Speaker 1: 15:33

Good, you have to be careful because they're so natural. You know you don't want to push too fast because a lot of the other fillers, because they're so tightly cross-linked and thick, it's hard to push. Yeah, but these products they flow naturally, they, they move beautifully with the face. They stay where they put them. You know they stay where they put them. And people say filler, you know they're worried about filler traveling. Well, if the filler is put in the right place, it's not going to travel anywhere. First of all you need a good injector and then you don't have to worry about that as much but understand the reality. But you got to know the rheology, the filler, and a lot of people don't know that. And so that's why I love the form and I love the smooth, because then we've got the form to kind of give that structural support. We can go a little deeper, restructure a cheek or a jawline with that. It's going to be incredible. And then the smooth it's my new, it's my new favorite toy. Really. I think it's going to be my workhorse in my practice.

Speaker 1: 16:27

I think every you know I actually injected it on a cannula very superficially yesterday, kind of perpendicular to those accessory smile lines on a patient's cheeks, and you know I would have been terrified to inject any other product this superficially. I would have been terrified to inject any other product this superficially. It happened to be one of my office people that I was injecting for the first time this way with this product because I'm like, well, worst case scenario, it's Leanne's face, she won't hate me, and then I can just tell you're on a day set if we don't love it. But I literally was the most beautiful result I've seen in those accessory smile lines on the face that are so difficult to treat, because a lot of times if you use a thicker filler in those, that's going to make the person's face look heavy in the front, which is not what you want. You just want those lines to be bolstered and supported out and look like just natural skin and that's how it looks so natural, so beautiful. So I think it's going to be a game changer.

Speaker 2: 17:26

It's been two weeks. It's hard to believe that it's only been out for two weeks.

Speaker 1: 17:30

Well, you guys better crank up production.

Speaker 2: 17:32

Yeah.

Speaker 1: 17:33

Because I'm going to tell you big orders, big orders, big orders are coming. Big orders are coming because it's by far going to be my favorite line of fillers, no doubt.

Speaker 2: 17:45

Well, I've been involved with a lot of product launches and the former company as well and I have to say that this feels just as exciting as anything I've been a part of, and kudos to Rui and his team and the Cimites team for just putting this in our hands and allowing you to do. But the thing that really matters to us is, you know, we had the webcast last friday. It was very important to us to start off that way with an audience from the reality, from really starting to the lead investigator dr camera was on there and then to see some injections and walk you through the reality, because the mist could always be people just start injecting these products and not realizing how different they are.

Speaker 1: 18:27

It's not going to be hard, because it's it's. They are different and you know, my injectors were like, oh, it's just another filler.

Speaker 2: 18:36

I'm like Nope it's not just people's reaction, it's not just another filler and then all of us got together and injected each other.

Speaker 1: 18:44

You know, last week, when, when Shannon brought us our little goodie, our little goodie, you know, basket with all, the, all the product, we love being first, by the way, in the state of Arkansas. So thank you for that. We love that. We love being first, and so we've had a blast with these products and every single one of us was just like, oh my gosh, this looks so great, this looks so natural, this, you know, it's just so. We're really excited. You're practicing, it does.

Speaker 1: 19:08

Our whole business is much more holistic and you know we're focusing a lot more on wellness and longevity and I want to put in products in someone's face that I believe in, that I think are the most natural, most, you know, unreactive products on the market. You know we don't want people having adverse reactions. That's the last thing we want. We want a beautiful result. It's going to be long lasting, it's going to look so natural. That's the key. You know we, I have people come in all the time and they're like, you know, I'm, I don't want to look fake, I don't want to look done. I'm afraid of doing something in my lips. I'm like well, I have filler in my lips and they're like no, you don't, I'm like yes I do that's the end but that's the thing.

Speaker 1: 19:47

My lips look like my lips should look. You know, I don't have kardashian lips. I didn't have kardashian lips when I was 16. Why would I want that? But I do want that. I want my lips to be full and plump like I was when I was younger, so why not? But they don't have to look fake and I think that's the. That's the thing that we're going to have to bring people back to the love of a natural product like Evalis in their face. It's so much different than the filler.

Speaker 2: 20:14

Yeah.

Speaker 1: 20:15

You know we don't do I don't even do filler in tear troughs anymore because you know, phil, it ends up being pulling fluid and it doesn't look good very much anymore. So you know, I think there's been an evolution in how we've used things and we were really aggressive about putting a whole lot of product in faces for a really long time. And you know, I never got on that bandwagon as much as some people, because I was always on that camp of I just don't want people to look fake. Yeah, and you know, yeah, and I've actually had patients come in and say you know, I want this. And I've actually had patients come in and say, you know, I want this. And I'm like, no, I'm not going to do it because you're beautiful and we're going to do too much and you're not going to look great if we do that. So I think getting people in and re-educating that this product is a different thing. We're dropping that F word.

Speaker 1: 21:01

We are dropping the F word, you know it's not a traditional filler, it's new, it's different business and you know the rise of the glp ones.

Speaker 2: 21:15

Oh boy, in our label. Yes, wrinkles that are result from weight loss and nobody else has that. And as an aesthetic only company, stay tuned because we will be able to do some creative things around that as well. So when we saw that I mean we just had our national sales meeting in april and that was in the label and I've had so many customers say to me like that was, like I saw it as a cherry on top, some of them who it's a significant part of their business. Wow, this has a lot of legs. So we think that that is a whole nother channel.

Speaker 1: 21:40

Well, it's something that you can claim.

Speaker 2: 21:42

Yeah.

Speaker 1: 21:48

And you can say, and I can now treat those patients because and I can I say, look, look, it has an indication for this. This is specifically for people that have some serious volume loss. And where are we seeing it? We're really seeing it.

Speaker 1: 21:56

I think the new push is to do the GLP is a little bit slower, lower dose kind of micro dosing, so maybe we're not going to see as much of that going forward, I hope, At our clinic with the wellness that we're doing. We're combining the GLP-1s with like samorilin or ipamorilin that are growth hormones secretagogues. We're combining it with other peptides that help you to burn fat and keep muscle. And so I think if we can microdose those, if we can add those other peptides that help people sustain their muscle mass, and then maybe, you know, maybe we're not going to need as much filler down the road. But boy, right now we are using it. And I love the smooth for those patients, because so much of what we see is in that kind of sub-malar, that sub-cheek hollow, and people just look so gone. And with smooth I'm going to be able to fill that area so naturally and so beautifully without people looking stiff.

Speaker 2: 22:51

What percentage, would you say Missy, of those people that come in specifically for weight loss. They convert over to the aesthetic side of the practice.

Speaker 1: 22:59

Oh gosh, I mean it's a little bit hard to say right now, brian, because so many of our aesthetic patients that were already doing injectables yeah jumped onto the weight loss when we, when we, when we brought it.

Speaker 1: 23:14

But I will say, as of the new patients that have come in to see us for wellness, for weight loss, for a bioidentical hormone, I would say probably 50 to 60 percent of those that's pretty strong, you know are going to maybe even up to 80 percent are going to buy supplements or buy skin care. You know, at the very least, you know a lot of those patients are going to buy, you know, a probiotic and a prebiotic that we have, you know, that's going to help them with their gut health, along with the weight loss and everything else. A lot of those people are going to need vitamin B12 or vitamin D. We have those supplements and then a lot of those clients are then going to start feeling so much better and then they're going to want to do the lasers that make their skin look as healthy as they feel, and so I think it's just a natural corollary.

Speaker 1: 24:02

I think it's part of you know, and people kind of were like you're all things skin, so why the heck are you doing weight loss and bioidentical hormone? I'm like well, what's your skin? What's your biggest organ in your body? Yeah, the skin. If you're not healthy internally, your skin's never going to look great. So and I want it. You know if I think, if I want, peptides therapy, if I want, you know, infrared sauna with red light. You know if I want, you know, weight loss or bioidentical hormone for my overall health and well-being. Why wouldn't my patients want that? Why wouldn't you?

Speaker 2: 24:37

I totally get it.

Speaker 1: 24:38

And you know, when I went through menopause I was just like kind of shocked at how there's just not a lot of the newest and latest greatest regimens and technologies being offered in our area, and that's why I got the third board certification in anti-aging medicine.

Speaker 2: 24:53

Yeah, you had so much free time when you were there.

Speaker 1: 24:54

Because I was bored, brian, I had to get it.

Speaker 2: 24:57

Yeah.

Speaker 1: 24:57

But now that I have that, I feel, like you know, that that kind of opens up to the patients that I've already been taking care of for so many years to just add these ancillary services. They're already coming to the clinic, they already trust us, they know that we have their best interest at heart, and so it just makes sense.

Speaker 2: 25:17

And it's a good place. Your membership program that you were talking to me about last night, I think, is pretty impressive.

Speaker 1: 25:23

Really excited about that and I think that's a great opportunity too.

Speaker 2: 25:27

I would ask you so value. You mentioned value, and this is for someone who is part of the sales leadership team. We pride ourselves on our value proposition. We think it's very unique. What do you consider value when you are not just evaluating a product, but you want to work with a company? What's important to you? Value wise.

Speaker 1: 25:48

You know I would say certainly accessibility. You know you want to. You want to be able to partner with a team that's going to be there to help you. You know, on the day to day, make sure that you know you can get the product when you need the product. That's big, but I would say more than that is even the character of the company and the character of the people that work for the company.

Speaker 1: 26:08

To me that means a lot because I know that you and David and Rui, I know that you guys are not going to bring on products that are not best in class. I know you, I've known you for decades, and so I trust that what you guys are going to be bringing is going to be pretty exceptional and you haven't let me down yet. So keep up the good work. And you know I'm a total nerd, so I'm all the time reading. I mean, I've been for probably two years, brian. I've been knowing about Evelisse and I've been so excited because I've been nerding out about the you know, the cold production and how different it's going to be.

Speaker 2: 26:45

With just the Evelisse line, we feel like we're going to elevate the game.

Speaker 1: 26:51

I think it's already happening Infuse this market again. I think it's happening and I would say, you know, certainly just knowing that the company is very transparent and very reputable. You know, I know exactly what I'm getting, I know exactly the cost savings I can now pass on to my patients. You know, and you guys are just so transparent, you're so easy to work with, and so all of that kind of comes back to best patient experience. And if I'm working with the company that has the best in class products and the best in class service, then that allows me to provide that on, you know, to my clients and that's been our, that's been our thing.

Speaker 2: 27:29

Yeah absolutely there's more choices, and you should, but the value thing for us is something that we feel strongly separates us from um other other companies in this space, and it all begins with the products, the people at the service, that that we do, and I could tell you after seven years the level of talent that we're getting at the company as well, both in the whole office, we're still a mighty, smaller but mighty sales force, and you mentioned Shannon, one of the very best too. So it's literally we could pinch ourselves to see where we're at right now. Like any startup, you know what it's like, and there's there. There are some, some pain points, but boy did we really hit our stride over the last couple of years, specifically just with Chabot.

Speaker 2: 28:15

Yeah, and oh gosh, I have to say I was gang changers to. You know, it's great to now have these, have these HAs, but to have that singular focus with Chabot was. I saw it as a strength.

Speaker 1: 28:27

I think it was a strength for you guys. I do, and when you guys first went out, I'm like, oh gosh, this is going to be an uphill battle for these guys. Yeah, I mean, I remember thinking, gosh, this is so brave that they're doing this.

Speaker 2: 28:39

And my wife's, like you know, are you sure. And I said yes, david, I said I think it's time and he was very supportive. But you're right, I mean you're.

Speaker 1: 28:46

It was a big jump.

Speaker 2: 28:46

Yeah.

Speaker 1: 28:47

To go from the biggest company out there and a very safe bet.

Speaker 2: 28:51

Yeah.

Speaker 1: 28:52

You know to stick around For sure, you definitely kind of stuck your neck out there, but David, david is the type of leader that makes you want to do that.

Speaker 2: 29:03

Yeah.

Speaker 1: 29:04

Well, she's been there since the very beginning. I mean pretty much everybody at that table has been there for I would say gosh, at least 15 years of the five people in my leadership staff that was there.

Speaker 2: 29:17

They stay and they follow and they stay people that they trust and are good leaders and different over here.

Speaker 1: 29:22

Well, I think they realize that they believe in the philosophy of the practice and you know, we try to treat our staff and our patients as if they're family, and so I think that resonates. I think it resonates and I think that I think it feels like the similar vibe that that Avalos has. You guys are like a family. I mean really, I feel like he's like my, my great uncle or something. I mean I just love him. He and his wife are like a family. I mean, Rui, I feel like he's like my great uncle or something. I just love him. He and his wife are the cutest thing, and when I was out in Newport by myself, they totally took me under their wing, took me to this awesome restaurant. We had so much fun. So it is like a family and it's great products. So what can we do? But keep doing, keep it going.

Speaker 2: 30:04

But the culture is near and dear our hearts and you are one that knows what it's like to. You know have I mean. You're not a small business anymore, it's big, big practice.

Speaker 1: 30:11

But you don't want the client or the patient to walk in and feel like it's a big practice. You want them to walk in and feel like, oh gosh, I'm coming home, you know these are my friends. Or, gosh, I see Nellie for my laser this week, or I'm excited to come see Becky to get my you know my Jibo this week, or whatever. So the, the culture matters. I agree it does, so we'll keep it going. We'll keep it going.

Speaker 2: 30:32

Is there anything you think you could think of that you need from us in the in the short term?

Speaker 1: 30:36

No, I mean, I just keep educating. You know. I think that's another thing that I love about your company is, you know, you make sure that when a product comes out, you're not just going to launch it to every human on the earth that has picked up a syringe. You're going to start with the people that actually have a lot of experience and know how to use the product and where it's best going to be used, and then that trickles down. Then we get to educate the newer injectors or the younger injectors, which I love. I have a passion for training.

Speaker 2: 31:06

you know, training and teaching I'm glad you're going to be a part of the Academy, so cannot wait, literally. When we built Eveless Academy, it was important to us to have a smaller group of 40 or 50 that truly are not only influential but are willing to train out of the kindness of their heart. And you're on board with us with the way that you know about it. But the urology of this product was everything when we did not want to make sure both training the sales force and making sure the customers knew before they even started to eject, and how special and different that the cold X technology is. So I'm glad you're that it's not just nerding out to me, it's something that was very I was part of the pre-launch team is how do we ensure not just the Salesforce driving home what we can on label, but how do we ensure people stop to look at the data and understand not just the reality but look at the data, which is good.

Speaker 2: 31:58

And you know, go back to Jevo and we came out of the gates. Our data was very, very strong. Still is, still is, still is. So people are. They circle back to this day on it and that's that's also something I'm really impressed in just the six, seven years you talk about, really in just the amount of published data that we have on Jibo, yeah, and now what we're going to have moving forward?

Speaker 1: 32:22

Well, it does nothing, but just reinforce what we, what we know.

Speaker 2: 32:24

Yeah.

Speaker 1: 32:25

But, but it gives that, it gives your brand that, that reputability. I guess that a word, reputability, um, that that we all want. You know, cause if I'm going to, you know the patient comes into me. Why are you choosing this product? I need to be able to tell them that, um, and that's the beauty of what you've brought to the market is there is a difference and it's an easily articulated difference. Yeah, and the price point's great. So you know it's a win-win-win.

Speaker 2: 32:53

That's why I ask you about value, because you know, of course, price matters, but if price is the only thing that we haven't presented value, no, in any other way.

Speaker 1: 33:02

And there are cheaper. There are cheaper toxins. There's cheaper toxins, you can, and there are cheaper. They're cheaper toxins. There's cheaper toxins. There's cheaper fillers. But I'm, you know, I'm also not here to be the low price leader, you know. I mean we live in the low price leader world, I'm in Walmart world, but you know that's not. We want the highest quality, best result, not the cheapest product, you know, and that's just the nature of the deal. Sometimes I think you do have to pay a little more for a little bit higher quality, and I just believe that.

Speaker 2: 33:31

That's where we're aligned, I would say, is that we believe it was with Jabot first, and now what you're seeing with Formant Smooth is these are premium products and that we believe are delivering the outcomes that would make their way into practice, like yours, deliver these high patient outcomes. So that was why it took so long, I guess, to find a line like this that was suitable for David.

Speaker 1: 33:55

It was worth the wait. Yeah, I love it.

Speaker 2: 33:57

I had a chance to focus on Javon, finally convinced you to bring in more of it and do all these great things, but it's just an exciting place to be for us. There's so much work to do and we don't sleep at night because we know the value that we bring to the practice is. Even somebody like yourself always welcomes more patients right, absolutely, but you also want to be on the cutting edge for your patients on what's new.

Speaker 1: 34:20

That's always the goal at Premier. You I'm an early adopter, to a fault, you know. But um with this, with these products they're, they're just different and so really excited to have them and really appreciate you being here and you know, two weeks has been evelus is my favorite company too, because the butterfly I mean your logo is the butterfly and butterfly is my spirit animal it was well so we knew that when we created.

Speaker 1: 34:45

That's why it was all about. It was all about me, wasn't it, brian? Okay, good, that's what I was thinking. All of this is in-house. Thanks, david.

Speaker 2: 34:53

Our whole creative team is Mikhail, and his team is the branding that we have, and you've seen how edgy it is.

Speaker 1: 35:00

I love it because it does make it feel so new and so fresh it does make it feel so new and so fresh.

Speaker 1: 35:05

Good, and I do think it. You know it markets to everyone. I mean, everyone loves the branding, but I will say it has a younger, edgier vibe. Yes, and I will say a lot of younger women are now coming in and Juvo is the perfect product for them because they need just a little bit of something very precise just to stop those specific areas that are causing lines and wrinkles. They don't need much. So it I call it, I call it baby talks, yeah, and you know you come in and just prevent, and so you guys have done a great job at marketing. Thank you that um to that group of patients that I think were completely left out of the conversation.

Speaker 2: 35:43

One of the most powerful groups, I mean back in the day. It's incredible when you and I first do each other. I don't think people would stand up at a restaurant and say I get toxin. Oh heavens, no. Now millennials go to social media and they proudly talk about the procedures they've had. And they are the first generation to actually influence up, yeah, so, which is a really powerful thing for us and they're educated, yeah.

Speaker 1: 36:06

You know now that now do they always know the right things, Cause sometimes their education is coming from TikTok and not from a reputable source necessarily. So there is some negative to that, but I think it's overwhelmingly positive that that people aren't afraid of doing things preventatively. Now, you know, there's this idea of let's prevent the aging process, and I think it's all of medicine is going that way. It's much more. Let's not wait till I have a heart attack. Let's start on, you know, lowering my cholesterol, getting the weight loss, getting healthy earlier. So I just I think the whole world is more preventative. Yeah, let's get ahead of things. And so I think that with these new, very natural, you know, hyaluronic acid additions, injectables, injectables I didn't even say the F word, you can say injectables.

Speaker 2: 36:58

It's just the F word.

Speaker 1: 36:59

But I just feel like these are so much more natural, and that goes along with that whole movement. So thank you guys for doing everything right.

Speaker 2: 37:06

Keep it going. That's our job and I'm just pleased in the feedback and you know I just adore you as a friend and a customer, but the fact that we are such an integral part of your practice where we got to know each other and the bar is high with you. You don't bring products in just for the sake of bringing them in. So, we had to earn our way in.

Speaker 1: 37:24

I do. You do have to prove it to me a little bit, even though I like to bring in be the first. Yes, I don't like to be first if it's a crappy product. I don't need to do that, so that's good. Well, thank you for coming today. Thank you for dinner last night. We had such a great time. Every time I come back, this town exploding. So it keeps growing. It keeps getting bigger. Perfect timing for you. Yeah, maybe we need to talk to David about bringing that Eveless headquarters here.

Speaker 1: 37:49

Yeah, I can't get it in the center of the country.

Speaker 2: 37:51

I know you wanted him here, but you got me.

Speaker 1: 37:54

I am thrilled to have my Brian Clemson. Always You're my buddy.

Speaker 2: 37:58

I'm happy to be here and again, thank you for everything you do for us, because not only just on the customer side, but you know you're, you're one of our ambassadors and you carry a lot of weight in this space and it really means a lot to us because if it's one thing that we recognized over the six at least six years and this month with uh that we launched DeVoe is people stay with us and people really believed in us and uh, we never forgot that. So thank you.

Speaker 1: 38:23

Well, you dance with the one that brought you to the party, sometimes right, but at any rate, thank you again and listeners, thank you guys so much for tuning in today with myself and Brian and this wonderful discussion around Evelis Chufo and Evelis.

Speaker 2: 38:38

Yes.

Speaker 1: 38:39

And if you are interested, you can follow us too on Twitter. Oh yes, let's definitely do that. Let's follow us on instagram at evelisse by evelisse is the way to follow those guys. And, of course, you know all things skin. Please tune in anytime and we will have more fun discussions as we get to play with this product more. And if you guys are interested in having the most natural and most amazing new line of fillers injected, we're not going to call them fillers anymore, they're just going to be injectable hyaluronic acid.

Speaker 2: 39:17

It takes time.

Speaker 1: 39:18

And the beautiful thing about these is it's so natural. We're not even going to call them fillers anymore. So come on in and let's talk and see if you're a good candidate for one of these injectable treatments. And thanks to you for listening to another episode of All Things Skin.

Speaker 2: 39:33

Thank you.

Speaker 1: 39:34

So, guys, thank you so much for tuning in to an episode of All Things Skin. We sure appreciate you being one of our listeners. Not only do we thank you for listening, but please continue to follow us, give your reviews on any of the podcast platforms that you're listening on, and we can't wait to see you on another episode of All Things Skin.