Beyond the Operatory

Dental City
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Beyond the Operatory by Dental City cuts through the noise of modern dentistry with authentic conversations featuring industry leaders and clinical experts. Guided by host John Stamper, each episode explores a variety of topics critical to succeeding in today’s evolving dental landscape, including leadership development, smart business systems, financial health and more. Join us each week for fresh perspectives (and a little fun) as we break down these vital ideas and how they can help take your practice to the next level.   Dental City is a leading dental distributor based in Green Bay, WI with a drive to help practices reach their full potential—and  then keep growing. We’re excited to share these conversations with you!

Episodes

  1. What Patients Want in a Dental Practice (& What to Avoid) | Ep. 11

    6D AGO

    What Patients Want in a Dental Practice (& What to Avoid) | Ep. 11

    Patients don't just want a dentist; they want a partner who cares about their health more than the bottom line. In this episode of Beyond the Operatory, host John Stamper and leadership expert Betsy Mitchell discuss the rapidly changing expectations of today's dental patient. In a world where Amazon delivers in two hours, patients now expect their dental experience to be seamless, transparent, and personalized. Betsy breaks down how to move from "selling" treatment plans to "partnering" with patients on their health journey. They also explore why being a "community leader"—sponsoring the soccer team, supporting the arts—is one of the most powerful marketing strategies you can deploy.   In this episode, we cover: Chapters 00:00:00 What Patients Want in a Dental Practice (& What to Avoid) 00:03:22 The Wow Factor: Why dental patients share negative experiences 10x more than positive ones—and how to flip the script. 00:04:19 Framing the Message: How to prepare for a patient's reaction before you deliver difficult news. 00:07:29 The Menu of Choices: A strategy for getting patients to "Yes" by offering manageable options instead of a single expensive plan. 00:08:53 Building Trust: Moving away from "Technological Gobbledygook" to speak a language patients actually understand. 00:10:26 Community Leadership: Why being visible in your town (sponsoring events, supporting charities) builds immense trust before a patient even walks in the door. 00:14:00 Leading Through Uncertainty: How to be a voice of stability and health advocacy in your community during uncertain times. About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

    17 min
  2. 3D Printing & Ergonomics to AI Modernizing the Patient Experience (Midwinter Show Insights) | Ep. 10

    APR 3

    3D Printing & Ergonomics to AI Modernizing the Patient Experience (Midwinter Show Insights) | Ep. 10

    Live from the Chicago Midwinter Meeting: Bridging the Gap with AI, 3D Printing & Worry-Free Workflows (Part 2) In the conclusion of our special live series from Chicago, Beyond the Operatory is behind the scenes with the industry’s leading innovators. Host John Stamper explores the "next wave" of dentistry—where high-tech AI meets human trust, and 3D printing becomes a standard, simple reality for the local practice. In this Part 2 episode, we dive into the data-backed success of AI in patient communication, the critical importance of handpiece maintenance to protect your investments, and how ergonomic breakthroughs are literally extending the careers of dental professionals. Whether you’re looking to "refer in" specialist expertise or simplify your restorative workflows, these rapid-fire insights from the Midwinter floor will give you the edge you need for 2026. In this episode, we cover: Chapters 00:00:00 Live from Chicago: Part 2 00:02:33 Worry-Free Warranties & Maintenance 00:03:53 Dental 3D Printing Made Easy 00:05:09 Beyond Anesthesia: Bioceramic Innovation 00:06:09 The New Name in Innovation: Solventum 00:08:16 "Refer In" the Ortho Expertise 00:09:54 Bridging the AI Trust Gap 00:10:44 Extending Clinician Careers About the Guests: This episode features a powerhouse lineup of industry experts live from the Chicago Midwinter floor, starting with Derek Balzart from NSK, who breaks down the secret to 7-year handpiece longevity through proper maintenance. Carmen Costa from DMG demystifies the 3D printing learning curve, explaining how any team member can master the workflow. Jeff Benton from Septodont shares the deep R&D behind their bioceramic success and the "game-changing" patient comfort of Buffer Pro. The conversation continues with Mark Cotton, who discusses the transition of 3M Healthcare into the standalone brand Solventum and their latest water-based varnish innovations. Matt Stout, CEO of BeSmyle, introduces a collaborative model that allows GPs to provide board-certified orthodontic care right in their own practices. We also hear from Kimball Payne from Pearl on how AI data from over 5,000 offices is building immediate patient trust, and Tony Holm from Ansell, who highlights how ergonomically certified gloves are clinically proven to reduce hand fatigue by 30%.

    21 min
  3. How Dentists Are Cutting Procedure Time by 40% & more (Midwinter Show Insights) | Ep. 9

    MAR 27

    How Dentists Are Cutting Procedure Time by 40% & more (Midwinter Show Insights) | Ep. 9

    Live from the Chicago Midwinter Meeting, Beyond the Operatory brings you rapid-fire insights from leading dental manufacturers to answer one question: What’s changing in dentistry right now, and what should practices be paying attention to? In this special Part 1 episode, host John Stamper uncovers trends shaping the modern operatory, from innovations that cut procedure time by up to 40% to products that reduce costs without compromising care. You’ll hear directly from the companies behind the tools, materials and systems dentists rely on.  They share what they’re seeing in the industry, what’s working for practice success, and where practices may be leaving efficiency and profit on the table. In this episode, we cover: Chapters 00:00:00 Live from Chicago 00:01:30 Systems & Accountability 00:02:46 Shaving 40% Off Procedure Time 00:03:27 The Cost-Saving Surprise 00:04:11 The Articaine Advantage 00:05:11 The Magic of Structural Color 00:05:45 Quality and Comfort Gloves 00:06:19 New Compliance Frontiers 00:06:54 Identify, Prevent, Restore Don’t miss Part 2 next week for even more insights! About the Guests: This episode features an impressive lineup of industry experts live from the Chicago Midwinter floor, starting with Kate Reinert from Zirc, who discusses the vital role of education and system integrity in dental practices. Sandra Hirsch from Zyris shares how their isolation technology significantly reduces procedure time, while Yasmin Rahmani from Hexa Dental reveals how their high-quality restorative line offers a 20% cost savings for clinicians. The conversation continues with Deborah Laird from Pierrel the maker of Orabloc, who explains the superior shelf life of their articaine, and Michelle Chan from Tokuyama, who breaks down the science of "structural color" in Omnichroma. Rounding out the guest list are Bobby Sorrentino from Halyard, discussing the quality and comfort of their dental gloves , Kelley Birschbach from ProEdge, announcing their expansion into sterilization monitoring , and Cara Hall-Nogiec from GC America, who focuses on the "Identify, Prevent, Restore" philosophy for optimal patient health.

    17 min
  4. Solving the "Success Problem": Maintaining Practice Identity While You Grow | Ep. 8

    MAR 20

    Solving the "Success Problem": Maintaining Practice Identity While You Grow | Ep. 8

    Is your practice culture accidental, or is it intentional? In this episode of Beyond the Operatory, host John Stamper sits down with leadership expert Betsy Mitchell to tackle the buzzword that everyone uses but few define: Culture. They discuss why culture is actually the "personality" of your business, how to manage the fear that comes with industry changes (like AI), and why maintaining your identity becomes harder the more successful you get. Betsy also shares the powerful "Geese Analogy" for team alignment—because if one person veers off course, the whole formation suffers. In this episode, we cover: Chapters 00:00:00 Maintaining Practice Identity While You Grow 00:01:50 Defining Culture: Why culture is simply the "personality" and "lived values" of your practice. 00:03:52 The Bane of Culture: How to manage fear and anxiety during times of rapid industry change. 00:06:16 The Geese Analogy: Why alignment is critical and what to do when a team member flies out of formation. 00:09:01 Whack-a-Mole: The difficult balance between striving for clinical excellence and managing operational reality. 00:12:14 Walking in Their Shoes: A simple exercise to ensure your culture remains patient-focused. 00:14:36 The Success Paradox: Why growing your practice often threatens your identity, and how to stop it. About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

    19 min
  5. Buying a Dental Practice (Part 2): Mastering Due Diligence & Risk Management | Ep. 7

    MAR 13

    Buying a Dental Practice (Part 2): Mastering Due Diligence & Risk Management | Ep. 7

    Does that staff member have 20 years of experience, or 1 year of experience 20 times? In Part 2 of our Buying a Dental Practice series, host John Stamper and consultant Ken Mathys move from the "big picture" practice evaluation to the specific due diligence required to close the deal. They dive deep into the specific numbers you need to request, why "low overhead" is often a red flag for neglected equipment, and how to model cash flow scenarios (Best, Probable, and Worst Case) to ensure you can service your debt. Ken also explains why "People Diligence" is often the hardest—but most critical—part of the transaction. In this episode, we cover: Chapters 00:00:00 Mastering Due Diligence & Risk Management 00:01:54 Revenue Stream Diligence: Analyzing 5-year trends to see if growth is coming from fee increases or actual patient volume. 00:08:04 The "Overhead" Myth: Why you should ignore the generic "overhead" percentage and look at Fixed vs. Variable costs. 00:11:46 People Diligence: How to evaluate pay scales, internal leaders, and whether the team has "progressive experience". 00:16:42 Brand Diligence: Assessing reputation, online reviews, and patient churn rates. 00:21:22 Cash Flow Modeling: Why "Cash is King" and how to stress-test your financial model against a "Worst Case" scenario. 00:24:51 Managing Risk: Identifying external threats (like a local factory closing) and internal threats (key staff leaving). About the Guest: Ken Mathys is the founder of Dental Practice Advisors and has spent over three decades helping dentists master the business systems behind their clinical work. He specializes in leadership, operations, and practice transitions.

    29 min
  6. Buying a Dental Practice (Part 1): The Ultimate Evaluation Checklist | Ep. 6

    MAR 6

    Buying a Dental Practice (Part 1): The Ultimate Evaluation Checklist | Ep. 6

    The P&L tells you what the practice did, not what you will do. In this episode of Beyond the Operatory, host John Stamper sits down with veteran practice consultant Ken Mathys for Part 1 of a deep dive into purchasing a dental practice. Buying a practice in 2026 is vastly different than it was twenty years ago. It requires looking through the lens of an entrepreneur, not just a clinician. Ken walks through the critical "building blocks" of evaluation—from analyzing the practice’s brand and service mix to understanding why a seller's Profit & Loss statement might be misleading for a new buyer. In this episode, we cover: Chapters 00:00:00 The Ultimate Evaluation Checklist 00:07:13 The Many Hats of Ownership: Why buying a practice means instantly becoming the Brand Manager, HR Director, and CFO. 00:08:25 Brand vs. Marketing: Understanding that "Brand" is what the community feels about the practice, not just the logo. 00:10:41 The Service Line Trap: Why expanding clinical services too quickly can hurt your standard of care and profitability. 00:18:59 Financial Basics: The critical difference between a Balance Sheet (snapshot) and a P&L (video). 00:28:01 "What You See Is Not What You Get": Why a healthy P&L might just reflect a model that works for the seller, not you. 00:33:36 Seller Readiness: How to determine if the seller is emotionally ready to let go (and why deals fail when they aren't). About the Guest: Ken Mathys is the founder of Dental Practice Advisors and has spent over three decades helping dentists master the business systems behind their clinical work. He specializes in leadership, operations, and practice transitions.

    39 min
  7. The Most Successful DSOs Grow From Within (Learn How) | Ep. 5

    FEB 27

    The Most Successful DSOs Grow From Within (Learn How) | Ep. 5

    "You can't buy your way out of this economic environment. You have to grow from within." In this episode of Beyond The Operatory, host John Stamper sits down with Brian Colao, Director of the DSO Industry Group at Dykema, to discuss the critical shift from "deal-making" to "business-building." With interest rates up and Mergers and Acquisitions activity cooling, the era of rapid buying and selling is over. Brian explains why the most successful dental organizations in 2026 are pivoting to Same-Store Growth as their primary engine for profitability. They dive deep into the "boring but profitable" operational levers that many practices overlook—from fixing a leaky Revenue Cycle Management (RCM) process to optimizing procurement and solving the hygiene staffing crisis. Brian also shares why "Patient Acquisition Cost" (PAC) is the new metric every dentist needs to track and how AI is revolutionizing the front desk. In this episode, we cover: Chapters 00:04:21 The Great Pivot: Why economic headwinds like inflation and staffing shortages have made "Same-Store Growth" the primary priority through 2026. 00:07:23 Closing to Grow: Why the number of offices is a vanity metric and why closing an underperforming location can actually increase an organization's overall EBITDA. 00:10:39 The "TV Remote" Problem: The "Netflix and Disney+" analogy—how the lack of open architecture and integration between software systems creates a "failure to launch" for new dental tech. 00:13:10 Centralization vs. Autonomy: A 31-year history lesson on why the "everything stays the same" promise to selling doctors leads to "indigestion" and difficult conversations down the road. 00:22:04 Procurement Power: Why tackling the "boring" task of formulary consolidation can save solo practices tens of thousands and large DSOs millions. 00:26:30 The Hygiene Crisis: The reality of the "Great Resignation" in hygiene and how staffing shortages are causing practices to lose money on reimbursement rates. 00:28:00 The RCM Crisis: Why Revenue Cycle Management is the "make or break" for dental executives and how to maximize insurance dollars at the lowest possible cost. 00:32:10 Patient Acquisition Cost (PAC): Moving beyond reactive marketing to understand the new metrics of AI-driven patient acquisition. 00:35:01 Chair-Side Financing: How new face-recognition and mobile technology allow patients to get approved for $4,000+ treatments in under five minutes without leaving the chair. About the Guest: Brian Colao is the Director of the DSO Industry Group at Dykema. He is widely regarded as one of the foremost authorities on dental support organizations (DSOs) and has served as counsel to hundreds of dental organizations nationwide. Brian is also the architect behind the annual Dykema DSO Conference, the largest and most influential event in the DSO industry.

    41 min
  8. Care Like a Clinician, Strategize Like a CEO: You Can Do Both | Ep. 4

    FEB 20

    Care Like a Clinician, Strategize Like a CEO: You Can Do Both | Ep. 4

    It’s not just a dental practice; it’s a $2 million business. Are you running it like one? In this episode of Beyond the Operatory, host John Stamper sits down with leadership expert Betsy Mitchell to discuss the critical skills required to excel as both a clinician and strategic leader for your practice. Many dental teams resist the "business" side of dentistry, viewing practice performance numbers and KPIs as a distraction from patient care. To counter this resistance, Betsy shares a powerful story about how she used a simple whiteboard drawing to prove that financial success and clinical excellence are actually the same thing. They also explore how to scout internal leadership talent (using strategies from the Green Bay Packers) and how to avoid the "technology graveyard" in your supply closet. In this episode, we cover: Chapters 00:01:55 Clinician vs. CEO: Shifting your scope from the mouth to the market. 00:04:00 The Resistance: Why clinical teams often hate hearing about "the numbers". 00:07:44 The Whiteboard Strategy: A visual method to align your hygienists with your financial goals. 00:16:32 Succession Planning: Scouting for leadership talent early, just like an NFL team. 00:19:22 Innovation Strategy: How to buy technology without it ending up collecting dust in a closet. About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

    23 min
  9. Why Your Team Isn't Listening: The Art of Emotional Intelligence | Ep. 3

    FEB 13

    Why Your Team Isn't Listening: The Art of Emotional Intelligence | Ep. 3

    Talking isn’t enough—you need to connect to be heard. In this episode of Beyond the Operatory, host John Stamper is joined again by industry veteran Betsy Mitchell to discuss the invisible glue that holds a dental practice together: Emotional Intelligence (EQ). We dive deep into why "tone and tenor" matter more than the words you use, how to give difficult feedback without triggering defensiveness, and why the "space between" words is often where the real message lies. In this episode, we cover: Chapters 00:02:12 Beyond Words: Why tone, body language, and silence make up the bulk of your message. 00:07:22 The "Computer Screen" Problem: How simple habits (like lack of eye contact) are destroying patient connection. 00:08:51 Defining Emotional Intelligence: How to "read the room" and observe how your mood affects the team. 00:12:28 The "Bookending" Strategy: A specific framework for giving constructive feedback without causing a meltdown. 00:18:37 Psychological Safety: Creating a culture where team members feel safe to ask questions and challenge ideas. About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

    23 min
  10. The Dental Career Playbook: How to Choose Your Path in Dentistry | Ep. 2

    FEB 6

    The Dental Career Playbook: How to Choose Your Path in Dentistry | Ep. 2

    Public Health, DSO, Startup, or Private Practice? It’s a real-life “choose your own adventure” story—let us help you make the right choice. In this episode of Beyond the Operatory, host John Stamper sits down with Ken Mathys, a veteran dental business consultant with over 30 years of experience. They break down the paralysis of choice facing new dentists today and provide a "look under the hood" at the business implications of every major career path. Whether you are a dental student, a new associate, or a seasoned professional looking to make a pivot, this episode gives you the unbiased pros and cons of each path to help set you up for success. In this episode, we cover: Chapters 00:02:53 From Accountant to Consultant: Ken’s unique journey into the business side of dentistry. 00:11:05 The Business Engine: Why understanding P&L and cash flow is critical to clinical freedom. 00:12:40 Public Health: The reality of high volume ("reps") and loan forgiveness vs. limited clinical breadth. 00:15:24 Private Practice Associateships: Why finding a mentor to "pace" your development is often worth more than the highest starting salary. 00:19:25 The Startup: The risks and rewards of "pure entrepreneurship" and building a fee-for-service model from scratch. 00:22:23 The DSO Route: Understanding the trade-off between financial security and corporate formularies. 00:25:57 Buying a Practice: The "Honor the Past" strategy for taking over a retiring dentist's team. About the Guest: Ken Mathys is the founder of Dental Practice Advisors and has spent over three decades helping dentists master the business systems behind their clinical work.

    31 min
  11. Leading to Win: How to Build High Performance Dental Teams | Ep. 1

    JAN 30

    Leading to Win: How to Build High Performance Dental Teams | Ep. 1

    Successful dentistry requires more than clinical skill. Are you ready to lead your winning team? Welcome to the premiere episode of Beyond the Operatory, the podcast brought to you by Dental City that cuts through the noise of modern dentistry. In this debut, host John Stamper sits down with Betsy Mitchell, an industry veteran with over 25 years of experience in leadership development, to discuss the critical shift from "boss" to "leader" to remain competitive in today’s dental landscape. As the industry evolves, sustainable growth for your practice requires more than just a skilled dentist—it requires a high-performance team with a culture driven to succeed. Drawing on her unique experience as the former VP of Organizational Development for the Green Bay Packers, Betsy shares insights on navigating this shift, utilizing powerful parallels between the NFL and dental practice operations, where every player must know their role to win the “championship” of patient satisfaction. In this episode, we cover: Chapters 00:07:18 The Evolution of Leadership: Moving beyond the dentist-centric model to engage the entire staff in solutions. 00:12:23 The Championship Mindset: Why every team member—from reception to hygiene—must understand their specific role to win. 00:15:48 Building Trust: How to foster a culture where team members feel safe to share ideas and be vulnerable. 00:38:48 Mastering Conflict: Why conflict shouldn't be buried and how healthy disagreement leads to better business strategies. 00:48:45 The Power of the Hygienist: Recognizing the hygienist as the most powerful position for building patient trust and retention. About the Guest: Betsy Mitchell has over 25 years of experience in the dental industry, specializing in leadership development, team dynamics, and practice management strategies. Notably, she served as the Vice President of Organizational Development for the Green Bay Packers, allowing her to bring elite sports management strategies to the world of dentistry.

    54 min
  12. Beyond Gloves & Supplies: Why Dental City is Launching Beyond the Operatory Podcast | Prologue

    JAN 27

    Beyond Gloves & Supplies: Why Dental City is Launching Beyond the Operatory Podcast | Prologue

    "You've known Dental City as the 'glove company' for 30 years. Allow us to introduce a new side of ourselves." Welcome to the prologue of Beyond the Operatory, a podcast to cut through the noise of modern dentistry. In this special introductory episode, host John Stamper sits down with Jordan Lorenz, Vice President of Sales and Marketing, from Dental City to discuss the vision behind this new podcast series. For over three decades, Dental City has been a trusted supply distributor for thousands of dental practices. But as the dental industry evolves, the Dental City team realized they had more to offer than just products. They could share valuable business insights to help dental practices grow and succeed. Jordan explains why Dental City is pulling back the curtain to share the leadership strategies, business frameworks, and expert voices (like Betsy Mitchell and Ken Mathys) that have helped them grow from a small glove supplier to a leading dental distribution partner, so you can apply them to your own practice.

    22 min
  • 12 Episodes

About

Beyond the Operatory by Dental City cuts through the noise of modern dentistry with authentic conversations featuring industry leaders and clinical experts. Guided by host John Stamper, each episode explores a variety of topics critical to succeeding in today’s evolving dental landscape, including leadership development, smart business systems, financial health and more. Join us each week for fresh perspectives (and a little fun) as we break down these vital ideas and how they can help take your practice to the next level.   Dental City is a leading dental distributor based in Green Bay, WI with a drive to help practices reach their full potential—and  then keep growing. We’re excited to share these conversations with you!

Information

  • Creator
    Dental City
  • Years Active
    2K
  • Episodes
    12
  • Rating
    Clean
  • Copyright
    © 2026 Dental City, Inc.
  • Show Website
    Beyond the Operatory

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