Intro (00:01):

Welcome to PracticeOmatic, where doctors and practice owners share business, lifestyle, and marketing stories all while guiding you to more patients. Here's your host, Zack Greenfield.

Zack G. (00:15):

Welcome back to practice Omatic. I'm Zack Greenfield, your host. Today we have Dr. Laura Catena with us as our guest. She is the founder and president of the armor hand gloves, and she graduated from the Ohio State college of veterinary medicine and is a small animal veterinarian. Dr. Catena developed the Armorhand animal handling gloves after a life-threatening injury. She was injured while working emergency medicine on hand is a compassionate glove designed to allow for proper and safe restraint techniques without the use of force, Dr. Catena achieved a fear-free preferred product certification for Armorhand. And she's a recipient of the pet age 2021 meaning of the influence award Dr. Catina worked with the Paul project to pass a plan on Delo surgeries in the city of Pittsburgh. Her interests outside of work include spirituality, fitness, and nutrition. A couple of my favorites there. Welcome back there to PracticeOmatic. So nice to have you on the show.

Dr. Laura Catena (01:24):

Thank you, Zach. So nice to be here with you today. Thank you so much. Yeah,

Zack G. (01:28):

Absolutely. It was exciting. So I'm trying to get you on, and I'm glad that we found a spot in your schedule and, that work together. So

Dr. Laura Catena (01:37):

Yes.

Zack G. (01:37):

So yeah. So take us back to, I mean, I wanna hear how the whole thing started, like look, got this thing going, you know, I would say, um, to clients and on a YouTube channel, other things that were all in business to solve a problem.

Dr. Laura Catena (01:56):

Right. So tell,

Zack G. (01:57):

Tell me about what the Armorhand is about and how it started for you, and what was the obvious reason that this needed to happen in the industry?

Dr. Laura Catena (02:06):

Sure. So thank you. Um, I graduated in 2008 from Ohio state, so I was less than a year out of school and I was working my first job in emergency medicine at a hospital in Pittsburgh. And, um, what I realized was that we did not, we were lacking safety tools, um, that we desperately needed when working with animals. So in this particular appointment, a little cat came in. I was doing my exam after the exam, the cat latched on to my left-hand thumb. And because of that injury, um, I had extensive surgery, so my joints became infected. The infection was taking over my body. I had months of physical therapy to regain the use of my hand. And so, you know, I spent a ton of time in the hospital just like, why wasn't I wearing gloves? And it dawned on us that the gloves that we had available to us in practice were welder gloves. So these are very bulky gloves. I have that we can't,

Zack G. (03:06):

I have those, I know exactly what you're talking about. Yeah. Like the thing is like, they're like

Dr. Laura Catena (03:12):

The

Zack G. (03:12):

Fingers are like a Twix bar.

Dr. Laura Catena (03:14):

Exactly. Right. There's no dexterity, there's no flexibility. Right. When I would try to, you know, use them for a patient, the animal would slip through your hands. It would increase the pet stress, the owner stress, it would slow down, you know, your day, um, seeing appointments. So what I realized was nobody was wearing these bulky water gloves. You could not do the appointments right. Um, with them. So, um, you know, just like I said, in the hospital, sitting there, like wondering how did this happen? How did I, you know, why wasn't I being protected? And it that's when it like, was like a light bulb. I was like, we need gloves in veterinary medicine that can offer superior, flexibility and dexterity. I didn't want them to be bulky. I wanted a product that could be wiped down to disinfect or process.

Zack G. (04:04):

You can't, you can't clean, you can't effectively clean a leather-type product.

Dr. Laura Catena (04:08):

Right. So we'd been handling thousands and thousands of patients with the same pair of gloves and in veterinary medicine, the risk of disease transmission exists. So we really do need to be using a product that can be sanitized for sure.

Zack G. (04:23):

So, and so, but nothing was out there like

Dr. Laura Catena (04:27):

Nothing and every practice, it was always just the standard. They were welder gloves. That's what we had available. And

Zack G. (04:34):

Even like kinda nicer stuff like for Falcon and things like Raptor handling, that's all been weathered traditionally also.

Dr. Laura Catena (04:40):

Absolutely. Yes. Yes. And so the benefit of the Armorhand, it's all synthetic materials, all vegan materials. As I said, you can disinfect them, wash them in the, um, washing machine, but you're right. As you said, all of these other types of welding gloves or thick, bulky gloves all had a leather component to them.

Zack G. (04:59):

Yeah. So it just doesn't work for that. And then, right. Yeah. So you have this great idea, right. Then like now what,

Dr. Laura Catena (05:07):

Right. Yeah. I'm like, this is what we need, how do we get there? So it was a long, long process. It took years to of prototypes. So, um, I knew the materials that I was interested in and I, um, would let my factory know, you know, make this glove, I would explain the design to them. They would mail me out a glove and then I would try that, you know, in practice. And so that, that process went on for quite a few years until we really finally perfected the armor hand glove. And, um, so yeah, it's a long process. Once you have an idea to getting the actual product and then to actually selling, but, um, yeah, definitely was well worth it for sure.

Zack G. (05:48):

So how many, you know, you must, I mean, I'm just curious, like just to get a little bit more granular of a process, how many, you know, prototypes do you think you went through during that time?

Dr. Laura Catena (06:01):

So we had at least 20 different prototypes. Um, we tried all different because there's two styles of glove. So one style has the full finger coverage. Okay. The second style has the first three fingertips, uh, exposed for like more of a fine motor control. Okay. Yeah. And so we tried, you know, different, a combination of those, um, different materials. We tried, you know, smaller sized cuffs and I really wanted the full forum protection because, you know, even if you're trimming a happy labs nails, you can get scratched all the way up, you know, to your elbow. Yeah. So, um, yeah, we went through quite a bit of prototypes. I, I would estimated probably close to 20 and then when we had the final product, I was like, this is it. It, it comes in a variety of sizes. So it really, the glove is to fit perfectly for the wearer.

Zack G. (06:52):

That's awesome. So yeah. Tell like, what were some of the like sort of biggest difficulties with prototyping? Like what, what were some of the failures like you just like, oh, this is just not gonna work, but were like, I mean, there must have been a couple like ones in there that were like doozies where it just seemed like you're going in the wrong direction.

Dr. Laura Catena (07:10):

Yes, absolutely. So when we originally tried to combine like the open fingertip with the full finger coverage, and initially I thought we could have something that would just, you know, pull back and, um, that design did not

Zack G. (07:23):

This for skiing. So you can use your film,

Dr. Laura Catena (07:28):

The animal, it was cumbersome, you know, I'm like, this is not working. So the two styles really work so well. Um, so that was definitely, you know, a hurdle trying to combine <laugh> right. Then, the two styles. Um, and then honestly, like a lot of the materials, you know, we would get the materials, I try them on in practice and it was just so stiff and really lacking that flexibility. Um, so yeah, the materials and the design were both kind of, you know, hurdles that we had to get over, but the benefit really of Armorhand is, um, they're strong. So there's a double layer of knit DuPont Keer, but, um, oh, okay. When we use the, yeah. The strongest of the stretch materials as well. So they're very protective and strong, but also flexible.

Zack G. (08:10):

I see. So you had to go to, to solve the fitting and the dur, you had to go to like a premium set of fabrics, not some

Dr. Laura Catena (08:20):

Correct

Zack G. (08:20):

Generic stuff.

Dr. Laura Catena (08:22):

Exactly. And, um, that's a really good point because with these gloves, so the materials we use are not commonly used in gloves. So for every order we have to special order, um, stretch Cordura is the strongest of the stretch materials. That's actually the lining of tires. And so the combination of materials work really well, but it's not a, a very common, um, yeah. Product for the materials that we used.

Zack G. (08:48):

Did, did you, I mean, you went into this, like you don't have any, uh, EDU like background in, what would we, we call it? It's not like upholstery, what is it like the garment business, I guess. I mean, you don't,

Dr. Laura Catena (09:01):

You don't have any, and I don't. Yeah, no,

Zack G. (09:03):

That all, so you're just reading through this like wild industry of fabrics and people that saw and pattern makers and, and trying to come up with this layout and everything. And how's that going? Is it just like, is it just like a, I mean, obviously it took years, but were you just battling to even educate yourself or

Dr. Laura Catena (09:21):

It, it was, it was, I mean, it was a long process, so I started truly just researching materials and, um, you know, the cover, the Nick Keer sounded so interesting because I knew it was strong. I knew it was like a different material used in Bulletproof vests and things like that. There are different formulations of the Keer. So that was something initially that I was like, okay, I think that is a needed component. Mm-hmm <affirmative> and then kind of worked around that. Um, but yeah, it was just educating myself and researching these different fabrics, seeing what would work, seeing what materials, you know, the gloves are hand sewn, there are about 34 components to each glove. And that was also, you know, we had to consider everything. Can this be so, and in this way, are these pieces going to be, be we areas we don't want it. So it was an intricate design, but, um, it, yeah, absolutely took a lot of time and was a huge learning process for me as well.

Zack G. (10:17):

Is it, was there a moment that you just felt like it was too much and you were gonna quit or like, were you feeling like you were just dumping money into this thing? And it was like, where is it going?

Dr. Laura Catena (10:25):

Absolutely. So there were several times, honestly it, even, even after I researched the materials, I needed a factory to manufacture the gloves and I called countless factories. And it was just that, is it

Zack G. (10:39):

Overseas type of conversations, or are you trying to do it here? Or like where, where, how did that start?

Dr. Laura Catena (10:45):

So I started here, um, ultimately I did find the company that I'm still with and they're based in California. We do man manufacture overseas. But when I found this company, we have a wonderful working relationship, but there were so many nos, you know, where I would call, explain the problem. But a lot of people, you know, we're not interested in adding to their lineup or developing a new product. Um, it's also a very niche product, you know? And so I don't think a lot of companies solve value in it, but when I connected with the factory that I'm with now, they, I mean, we have a wonderful relationship and I'm just so grateful to still be working with them. But, um, yeah, it's, it's been positive.

Zack G. (11:29):

So yes, he got outta there, but I can imagine that I mean, I gotta applaud you for just, and this is something that I'm from believes, like you just made a commitment to solving this problem and it didn't, it wasn't like, without it wasn't like a limit, you didn't pay a limit. Like I'm gonna try this for a year.

Dr. Laura Catena (11:46):

Yes. Right. You just

Zack G. (11:47):

Like, we're gonna solve the problem.

Dr. Laura Catena (11:49):

Exactly. So it's true. I was a bit in 2009 and, our first sale was in 2015. So, it took quite a few years. So

Zack G. (11:59):

Six years in the making.

Dr. Laura Catena (12:00):

Yes. How

Zack G. (12:01):

Did it go with like testing and everything? Were you working with other veterinarians and technicians and staff to try to like, you know, get some feedback and prototyping and, you know, try to learn what their thoughts were?

Dr. Laura Catena (12:16):

Yes, absolutely. So I would take the prototypes to, at that time I was doing relief veterinary work. Okay. And this worked out wonderful because I had so many different locations that I was familiar with and they knew me. So, um, yeah, I would take the gloves around and get feedback and, um, you know, and then we did, when we had the final glove, um, we also sent that for testing. So there's a puncture, um, testing and no glove is puncture proof, but the Armorhand rated so strong in the test that it's like off the scale of protectiveness. So, um, it, yeah, it's a, a really good product. Yeah. Oh,

Zack G. (12:50):

That's amazing. Yeah. Reminds me of those like chain now things you see the guys for shark diving,

Dr. Laura Catena (12:57):

Right? Yes. The chainmail I know. Right. And I was thinking, well, chainmail now is not very compassionate for animals, but it's a strong,

Zack G. (13:09):

Literally like in battle gear. Right. But yeah. I mean, it sounds like it's, it sounds like you've gotten the same effect without, you know, like you said, like making it so sexually usable and, and, and all those other things. That's incredible. So now, so you do full sale in 2015 and what's that like, like what's that moment, like where you actually have something you can sell, like everything cuz priorities changed immediately. Right. Cause you're not focused on trying to figure out how to make it in.

Dr. Laura Catena (13:41):

Exactly. So it was, it was really exciting, you know, there was a vet distributor at that time, um, Henry shine. And so that was my first vet distributor and they placed a large order. The gloves sold tremendously. The feedback was, um, so positive, you know? And so that was very, um, it was really wonderful to have that feedback from a customer, you know, because all along it had been myself or my friends in the field or different relief clinics that I've worked at. So when it was true customer feedback, I felt, yeah. I was really proud of

Zack G. (14:15):

That. Yeah. I can't trust your friends. Right,

Dr. Laura Catena (14:18):

Right.

Zack G. (14:21):

Just encourage you into the, they'll just encourage you into the poor house. Yeah.

Dr. Laura Catena (14:24):

<laugh>

Zack G. (14:28):

But you got good legitimate feedback at that point. And did, and did that affirm everything or did that make you question some of the decisions that you made about the product in general? You know?

Dr. Laura Catena (14:39):

Right. I feel like it really helped to confirm, you know, the product, um, you know, on Facebook we have like 73 reviews and all of them are five stars, you know? So I, it's nice to know that that's great people find value in the product. Yeah.

Zack G. (14:55):

Yeah. And that's outstanding by the way, for like a B to B product to even be getting used. Cause it's not typical. Yes. Um, you know that you see that, so that just shows you the level of enthusiasm out there for, for people that are, you know, obviously avoiding injury, but still able to do a good job with, with the product.

Dr. Laura Catena (15:14):

Yeah. Yes. I agree. Yeah. And I love hearing that feedback, you know, we have, you know, veterinarians of course, but wildlife rehabs, groomers, pet owners who have to medicate their pet at home or trim nails, um, anything like that. Yeah.

Zack G. (15:28):

We had on this show, the young woman who runs the Raptor recovery for <inaudible> society down in south Florida.

Dr. Laura Catena (15:37):

Oh

Zack G. (15:37):

Yeah. And it just reminds me that she's dealing with these incredibly powerful birds every day. Yeah. Yeah. It seems like, seems like we should let her know about your stuff if she doesn't, she probably already has three pairs, something, but you never know

Dr. Laura Catena (15:49):

<laugh> it just brings. Yeah. But there there's a wildlife organization in California, so they're um, California wildlife encounters and they submit photos all the time and right. They're using the gloves with Raptors boxes, everything. And so it's just, it's really cool to see that,

Zack G. (16:05):

You know, yeah. People should follow. Um, so for me, cuz you posted lot of this and I seen them and they're, they're, they're pretty awesome. They're like action photos of your product, which is so powerful. Just showing, see, see that in the field, you know, the right, you know, actually in use for you must be so proud of the whole process and that you kind of got to the, I mean it's not the finish line, but you got to where it's, you know, you're not just putting money into it with no end sight anymore, right?

Dr. Laura Catena (16:34):

Yes. Yeah. It feels good. Yep. And to be protecting people and then also helping animals it's yeah. It's a, win-win there for sure.

Zack G. (16:42):

So how, how did that change your view of your career and how your sort of journey as of practicing veterinarian has morphed now into this B2B seller inside the industry? I mean, I gotta, I gotta tell you, I think I've like, I mean this, I think it's a cliche. It's not my saying, but I love the saying don't go dig a gold line, sell picks and axes.

Dr. Laura Catena (17:11):

Yeah, yeah, yeah.

Zack G. (17:13):

Right. So you're, you're like, you're like at the bottom of the mountain, there's all these other people climbing to launch practices take on millions of dollars of debt or school debt or whatever that is to have this, you know, in their career, down the base camp, selling them the picks and to go, which ISS standpoint of point you must have changed your view of your career and where you were seeing yourself headed. I would think

Dr. Laura Catena (17:44):

Absolutely. You know, cuz it really threw me off track when, when I had the injury and it was so severe and I didn't know if I'd be able to practice it again because at that time the doctors weren't sure if I would have function of my left hand, you know? And so that was kind of the first thing that was like, whoa, like wasn't expecting this and then withdrawing the business too. Um, prior I was always a full-time vet and I really did take time off from practice in order to grow the business. And so I think for me, it's just that, you know, in the veterinary field, there's so many different options that we can do. You don't have to be, you know, practicing a full-time veterinary and there's like so many, so many different options and you can still contribute, you know, to the field. So I think that that's really what I appreciated most about this journey. Just that there's always options, you know? Um, yeah.

Zack G. (18:36):

Yeah. I that's is that in the, I think people are seeing industry more now as a, as a attractive place to bring developmental ideas to. Right. Right. But my experience with the veterinary field that hasn't always been the case, especially on the software side, things are seeing like some real attention being paid now that the specific needs of veterinary offices, but also tools and equipment, um, that's gotten better and better. I think even in the timeline that you are involved in like over the last five to 10 years, but I think for a long time it was like a secondary medical profession if you will, which is not, you know, which is a shame, but not, and also not accurate, you know?

Dr. Laura Catena (19:20):

Yes. But it wasn't. Yeah. I agree. It

Zack G. (19:21):

Wasn't in the eyes of, of, of innovators as much.

Dr. Laura Catena (19:26):

Right, right. Absolutely. Yeah.

Zack G. (19:28):

Yeah. And so here, we're now, so when, when a pet owner comes in and what's the reaction with pet owners to these gloves and, and, and then those, tell me a little bit about it, how it, or how you feel about the feedback is as it relates to the care of the animal.

Dr. Laura Catena (19:51):

Sure, absolutely. So I really feel that with the gloves we can increase compliance. So when a pet owner comes in and, you know, say for example, they have an ear infection and um, you know, maybe the, the pet owner is elderly, you know, or immunocompromised. A lot of my clients are, you know, have gone through chemotherapy or, or currently are, or they may be immunocompromised for another reason. Um, you know, if they're pregnant, these are all like extra precautions that we need to really look out for. So mm-hmm, <affirmative> in practice. We kind of, you know, it's easy for us. We say, this is the medication you need. This is how you do it. You wanna clean the ears twice a day, then put in the medication and owners sometimes have a hard time with that. And so what we've really found is that when our, when the provider or the pet owner's anxiety decreases, so when we feel like we're safe and we're protected, the pet picks up on that and they feel more relaxed and calm, I,

Zack G. (20:51):

I totally understand that.

Dr. Laura Catena (20:52):

Yeah. So I feel like we really are increasing compliance at home, you know, for pets and then as well as if a pet comes in, you know, and I'm doing exam and say that they've had GI upset for the past few days and I'm palpating their tummy, they're, they're going to be sensitive, you know? And so I think, um, it's important to use these safety tools as we're not going to be more rough or forceful, we're just protecting ourselves. And I think then the anxiety of everybody in the exam room decreases, you know? Yeah. It

Zack G. (21:24):

Sounds like you protect, so what you're actually talking about more of an energetic thing.

Dr. Laura Catena (21:29):

Yeah. Which is

Zack G. (21:30):

Far beyond like sort of the practical analysis of the whole, the product and the, you know, geometry of getting bit. But animals are definitely very that they, I mean, I know this as a dog owner and done a lot of dog training with, you know, like in the professional dog stuff, whatever, and sure. You know, there's little things like giving with the leash on the dog, the guy who's training me to train my dog would tell me little movements on the leisure actually telegraphing your energetic state to the dog.

Dr. Laura Catena (22:05):

That's interesting. Yeah. Yeah. Right.

Zack G. (22:07):

So like you see on the park, like, so a dog would be ask, right. And then the owner sees no dog and the owner panics.

Dr. Laura Catena (22:14):

Yeah. And then I get that right.

Zack G. (22:15):

And then telegraphs that to the dog and then Dar says, oh, my owner's upset. I'm gonna be upset also.

Dr. Laura Catena (22:21):

Yes. Yeah. Right. And then it's true though.

Zack G. (22:23):

True.

Dr. Laura Catena (22:25):

Right. They, because they pick up on, so it's that energy. And I think in fear, cuz the loves are like a fear free preferred product, but it's been studied. And so it's that right. If we're anxious, the pet can pick up on that. And so I do believe that it's really, that we have to kind of change this view of how, you know, the gloves, it's another safety tool in our toolbox and we may not need them for every pet, but we have to take everything to count. I worked with a number of pets that have been abused and they're in shelters and they're actually more fearful of my human hand than if I'm wearing the gloves. And so every taste is so unique and we have to look at each patient and say, okay, will their stress be decreased if we handle this way or will my, will my anxiety be decreased if I'm protected? I don't know this cat's history. Right. And so I think there's a lot of factors yeah. That come into play.

Zack G. (23:18):

So are you seeing pet owners wanting a set of these gloves after seeing the providers, using them with their animal to even do simple things like nail clips and stuff like that?

Dr. Laura Catena (23:30):

Yes, absolutely. So when I use the gloves and practice, what I've noticed is that pet owners would be like, oh, where can I get it here? Because they come in and they're scratch. You know, if they're trying to bring their cat in and they're scratched from their wrist all the way up to their elbow or they're trying to do, you know, insulin injections at home or trim nails or, and there's so many things that, you know, we, um, we recommend owners to do at home, even brush teeth. And so I feel like when they see that there's a product that you can handle well and still be protected, absolutely pet owners are interested. In fact, I've had some cases where I'm familiar with, um, a certain number of, uh, pets in a certain family's home. And when they've seen me wear the gloves, they're like, oh, I have this hat at home that I could not get in to the vet. I can't get them in the carrier. You know? And so I think it really helps, um, for us to see more patients as well and care for them if, if we could get them to the, you know, the practice safely.

Zack G. (24:27):

Yeah. No, I mean that that's look, I, I have a personal horror story of trying to, we had a, in groomer come to shave our cat.

Dr. Laura Catena (24:39):

Now

Zack G. (24:39):

I have a, I have a pretty chill cat. He's actually pretty relaxed. He never bites. He doesn't like, he's not like ones like weird, like bipolar cats, he'll just be petting it. So he's like, yeah. So he, he's not that he's actually very stable, like behaviorally, but, uh, and he did fine for like the first two minutes. And then he decided, no, I don't like this clipper, you know? And so he was like, he had like, like, like looked like somebody run him over, you know, he had like tire tracks from the, he was like a black, fluffy cast. So he was down to like, you know, whatever it was a quarter inch or something. So he doesn't get sun, but he, so he like, he's got these like marks, you know, she had got sun done and he just looks crazy. I'm like, well, we can't leave.

Zack G. (25:21):

Gotta finish this job. Right. So he was getting really upset. And I know, I mean, I'm sure everybody on Michelle, most people have see the cat, get it really upset. This cat was pissed. Yeah. And so I said to her, and I told you, I have, I, I do metal work. I love welding. And I have done all the gates and stuff, uh, at my home. And I, when I'm like, well, I'm gonna get my wedding gloves. Exactly what you said. Right. And I only got my wedding gloves and the thing was, I barely could hold onto the, the darn cat.

Dr. Laura Catena (25:51):

Yes. Because you

Zack G. (25:53):

Couldn't really hold onto 'em. I felt like the only thing I could do was really just crush him

Dr. Laura Catena (25:57):

To right. Try to restrain

Zack G. (25:59):

Him. Yeah. While she's trying to shave him. And he was not,

Dr. Laura Catena (26:05):

Not happy.

Zack G. (26:05):

I would've so exhausted. And the old thing was just like you said, stressful for him. I mean, that was the most stress I, I owns ever been. And it was often for both of us.

Dr. Laura Catena (26:21):

Uh, yeah, no, I believe it. I swear. Yeah. Yeah. Cause that's what we would do in practice all of the time. And it's like, the cat would hide under the, like the owner's chair and then we're down there trying, you know, and it was just, it was so hard. Yeah. Constantly. And I mean, it just like really slows you down and you're, you know, you're running late to the next exam room and you can't do the appropriate exam on the pet. And so, um, you know, with armor hand, instead of slipping through, we have these rubber reinforcement on the Palm of the hand. Oh. So it actually provides a little bit of more of like a,

Zack G. (26:54):

There's like a real traction there.

Dr. Laura Catena (26:56):

Yes. Yep. Yeah. Okay. Yeah. Yeah. Oh

Zack G. (26:59):

Man. There's a cat owner. I think I might be going on your web page covering a set. I D know, I mean, he's, like I said, he's mostly chill that, that, you know, I was, I think he won that one honestly bit back there.

Dr. Laura Catena (27:12):

I talked to, he wasn't having it.

Zack G. (27:14):

I talked to his vet about just maybe giving him something that could relax him a little bit before he has his, his next summer cat cuz it's coming up here. Yeah. But yeah. So it's like, so it's it's so it's, I mean, I see cats, it's kind of the toughest ones at times to deal with. But clearly there are dogs that are, that have some

Dr. Laura Catena (27:33):

Behavioral

Zack G. (27:34):

Edges that we need to be conscious of and getting a dog bite, maybe worse.

Dr. Laura Catena (27:40):

Yeah. And we, and we always try to do, you know, a positive association. So we'll put, you know, you can, since the gloves are wipeable and wash, well, we can put food directly on the glove and make it a positive association. So we use pheromone products, you know, anything like that, but we, we try to make it a, a calming product, decrease anxiety and still be safe.

Zack G. (28:01):

Yeah. That's awesome. So where are things now? Like how, how far like what's the willingness, like, do you think in the industry now this product, like, do you think most vets know that this is out there? Do you think that you can still do more or is there still more education around the product that, that you need to do or like what what's accept? What would you judge acceptance as right now?

Dr. Laura Catena (28:20):

Yeah, that's a really good question. I definitely think there's a lot more we can do. Um, despite we've had a ton of great feedback, but I still feel like the product, you know, we're still such a small company. I think the product is still relatively unknown. Um, I've had customers honestly from all over the world. So Europe, um, Malaysia, you know, Australia, we get customers from, from everywhere, but I still find that, um, you know, even in the United States, it's still relatively an UN uh, you know, not well known product. And so I think we have a lot that we can do to increase workplace safety, make these tools really normalized in practice. Mm-hmm <affirmative> um, you know, a component of the armor hand brand is really also to increase, you know, wellness, um, for veterinarians vet technicians, everybody. And safety's one of those things. No, it's

Zack G. (29:10):

A fabulous thing you struck yourself on because it's like, there really is everybody names of this, you know, you can make a good living. So drives veterinarians technicians and pet owners can be safe or more relaxed around the animals and then care compliance. Like you said that the care of the animals, you know, just go straight up with all of that. Yeah. And so the animals a great, absolutely, you know, beneficiary of the, the whole thing, everybody. So all parties involved benefit in my view from having this product available.

Dr. Laura Catena (29:43):

Thank you. I, I agree. Downside the increase in compliance and everything and it's it's and when we can do that compassionately, I feel like it's, it's just really beneficial. Yeah.

Zack G. (29:54):

Well, so what, what types of things are you doing to raise awareness about this?

Dr. Laura Catena (30:04):

So we've been doing, um, we did a pre we're trying to start, um, talking about the gloves, like to vet schools. Mm. So we did a presentation, um, with Ohio state and that's where I graduated from, um, just the other week. So that was kind of like our first school. And we had a chance to talk to the students, some of the faculty there and really, um, discuss, you know, safety in the workplace as well as, um, wellness, you know, for veterinary professionals. So I think we'd like to really kind of, you know, expand on that, um, go to other, um, vet teaching hospitals. We've had, um, sales to a veterinary teaching hospital in Australia recently. So I think that's something worldwide that we could really work on mm-hmm <affirmative> and then also kind of, um, you know, to increase we're do, I'm doing a lot more blogs and things to just really increase, uh, awareness for pet owners. You know, this product is out there, um, you know, to help you with your home compliance as well. Right. So I think there's a lot, a lot of ways that we can really grow and expand. I

Zack G. (31:05):

Mean, here I'm, I'm just riff with you here for a second. Have you gone off gone after any of these, um, C practice holding groups?

Dr. Laura Catena (31:16):

We have not. Um, we have not, but I think that's something that, you know, yeah, we would definitely be interested in for sure.

Zack G. (31:23):

Well, it's interesting because to me, the, the cost of the gloves is actually offset by the costs of maybe some larger insurance negotiations that they could make.

Dr. Laura Catena (31:34):

I agree. And I think when they use the gloves and practice and see also the savings of, I, I, I agree

Zack G. (31:41):

Loss of work. There's a lot like when you I'm, there's some other numbers that start to be part of the analysis about, you know, even additional benefits, I guess, is what I'm saying.

Dr. Laura Catena (31:52):

Absolutely. Yeah, for sure. You know, even with my injury, when I, I, so I was in the hospital for a week and then, you know, I had, I had months of physical therapy after that. So it was all of the, you know, all of that cost expense, all of the trauma that goes along with that, it's lot

Zack G. (32:07):

Not working. So that's revenue too. So it's like a two sided coin. Right. Um, so the impact is huge to be able to keep people safe at work so that yes, you know, that they're not to mention now in this industry. I mean, there's so many pets out there that need care. There really, there isn't time for people to take days off.

Dr. Laura Catena (32:27):

I agree to have a doctor off work because of a work related injury that could have been prevented. I think at this point is yet it doesn't make sense anymore, you know? Well,

Zack G. (32:37):

It's just, there's, it's uh, this industry right now is starving for yeah. Qualified, you know, staff, uh, every practice that I talk to is looking for people and there doesn't seem to be anybody out there. So that's, I agree another challenge, but keeping people safe keeps people available for work, but it solves at least some of the problem.

Dr. Laura Catena (33:00):

Yes, absolutely. Yeah. Yeah. For sure.

Zack G. (33:02):

So there's some kind of bigger industry implications for this.

Dr. Laura Catena (33:06):

Yes. Yeah. I agree. And I think it's just, I mean, it's a win-win for everybody all around, I think just even the cost savings and then there's also this component of when you're injured, like this it's, it's a traumatic injury, you know, too. And so in the vet profession, I feel we're dealing with so much already, you know, to have to protect ourselves, avoid these injuries. I think it, it just makes sense. Yeah. Yeah.

Zack G. (33:30):

So how what's, what is the price range on the gloves? Like where'd you end up with with the cost for folks that are interested in getting pairs of these?

Dr. Laura Catena (33:39):

So with the gloves, they're 1 58 a pair and that's for both, um, styles and all sizes, um, with each order that we place with our factory. So like I mentioned, all of the materials are special ordered, so it's not that we can use materials left over from a previous production run, um, for a different manufacturer. So, um, it's, I feel like it's a higher end price point, but I think the quality of it section,

Zack G. (34:06):

I'd say 158 bucks not to, so I, that expensive, like when not to mention let's, let's just, I mean, I'm sure I'm glad that you said that out loud because you know, people, you obviously have gotten some pushback on that. Oh least I thought they're gonna be 70 bucks or something. Right,

Dr. Laura Catena (34:24):

Right, right. Absolutely. But a hospital visit is, I mean, when you put things and this, these gloves, they glass, you know, and, and so I feel that was my next

Zack G. (34:33):

Question, actually, really you think three years of continuous years, maybe five.

Dr. Laura Catena (34:39):

So my wildlife rehabers that have been using the gloves since 2015, some of them just now are starting to replace so on the website. I that's

Zack G. (34:50):

Very important, man.

Dr. Laura Catena (34:51):

Yeah. To check for wear and tear, you know, because just like anything x-ray equipment you always wanna screen for wear and tear. Right. But the gloves last and, um, I mean, they're throwing them in the washing machine, everything, and they hold up. So it's a really well made product. And I think it's such a worthwhile investment, you know, for your safety.

Zack G. (35:10):

What kinda, what kind of guarantee do you offer people on these glove? Like if some, you know, like blows a stitch line or like, there's like a, like a possibility of something. I mean, do you have a good warranty on them?

Dr. Laura Catena (35:22):

Yeah. So with the factory, so our factory is exceptional and, um, like I mentioned, they hand sew every single glove and the quality is so good. So we've never actually had a defective pair made. And since 2015, wow. Not a single defective pair. The only issue we had one time in the same poly bag, they had two right hand gloves instead of a right and a left <laugh> I think that's, and that was the only thing since 2015. So the, the quality is exceptional. Um, they do a wonderful job of manufacturing. And then, you know, on the website, we do have disclaimers that you really, you wanna read body language. Like you don't wanna just put on the gloves okay. And be rough with the pet, right? Yeah. You, you wanna assess body language. If you need to administer your sedation, you can wear the gloves and do that. You can do towel wraps, you can place basket muzzles, you know, whatever you need to do wearing the product. But, um, in addition, you know, all animal handing gloves are, are puncture resistant and not puncture proof. So there's always that risk. But the feedback we predominantly hear is that they're protecting, you know, the, the wearers.

Zack G. (36:29):

Okay. But so, so seven years. So basically, I mean, if you, you know, that's the long end, but even at five years, it's 30 bucks a year to have these in your practice. It's just a, not

Dr. Laura Catena (36:43):

It's,

Zack G. (36:43):

It's not even a, a conversation from a, I mean, it's, the value is far exceeds that

Dr. Laura Catena (36:50):

I agree. And it's funny because until we started selling, I didn't know, like the length of them, but I still have my original pair <laugh> wow. That I've been, you know, so it's, they, they do last, do you

Zack G. (37:00):

Get better with time? Like, like other things

Dr. Laura Catena (37:03):

<laugh> I feel like they, mine looked like they're brand new and I I've had these since 2015, you know, that's amazing. And I touch mine in the washing machine, everything, but it's, I, I think the quality is, and the materials are such a high end material that it makes for a really good product.

Zack G. (37:19):

Okay. So, and this, I also wanna ask you, are you still going in and treating animals or is this just basically completely taking up your life?

Dr. Laura Catena (37:27):

Yeah, so I am I'm back in practice, um, over with the pandemic. Um, pretty much just grew the business, you know, I was able to do a lot of that from home. Yeah. And, um, but yes, I am back now in practice. So I'm seeing, um, pets taking my gloves with me avoiding injury at all costs, but, um, it's, it is, it is really nice to be back in practice again. Um, so I'm doing both yeah. Practice and still working with the business.

Zack G. (37:54):

Okay. Wow. So you're staying busy.

Dr. Laura Catena (37:56):

Yeah. Yeah.

Zack G. (37:57):

So peoples' owner practice owner. Um, how can they do that?

Dr. Laura Catena (38:08):

Sure. You can order directly on the website. So that's armor hand, glove.com a R M O R hand glove.com. And then we also have a Facebook page, um, that I do post pretty routinely on. And it has information for pet owners, veterinarians, um, safety posts, wellness posts. So I try to do a lot of, um, just, you know, reinforcement of what our brand is. And then, um, we also do have an Instagram page, um, at armor hand glove.

Zack G. (38:38):

Right. Yeah. And I think I've seen that where, and LinkedIn too, you have lot of stuff

Dr. Laura Catena (38:43):

Together. Yes. And LinkedIn. Yes. That's

Zack G. (38:44):

Amazing. Yeah. All right. Well, I'm so glad to have had you on the show.

Dr. Laura Catena (38:49):

Thank you so much. All

Zack G. (38:51):

Pet handlers out there. This is clearly a no brainer. Uh, just solves so many problems and not to mention, um, just the benefits to your pet, which what's what it's all about in the end. You know, we've all made sacrifices for our animals, but some sacrifices, no, we need to be made. If you have your armor hand gloves on <laugh> zone,

Dr. Laura Catena (39:12):

Keep your

Zack G. (39:13):

Flesh intact. So do what you gotta do with caring for your animal. Uh, I wanna thank you that for being on a show and congratulate you on your journey and your perseverance clearly to you get through years and years and years of being confident in your solution. And also for having the vision to see a problem that really needed attention. And everybody out there can, uh, can find those in their own industry then in their own world, you know, to, to just be, I think, situationally a rare yes. And make, try to figure out how to be in service in a positive way to the community that you want to be involved with. So you've done that and I think everybody should give you a round of applause for that.

Dr. Laura Catena (39:59):

Thank you very much. And thank you so much for your time and for having me. Yeah,

Zack G. (40:03):

Absolutely. There. Okay. So thanks for listening guys, too. Practice another episode and, and check out Mary's amazing drive com and hopefully we'll get you on the next episode of our podcast. Thank you.

Dr. Laura Catena (40:20):

Thank you.

Intro (40:24):

Thank you for listening to this episode of practice Omatic, subscribe to the podcast. So you don't miss any future episodes for additional help and resources for your practice. Visit Zach greenfield.com to connect with Zach. Visit Zach greenfield.com/zg.