Dermatology Roundtable

Robert Weiss, MD: We have a pretty large practice in the Baltimore, Maryland area. We do a lot of phase 3 clinical trials. There are 4 dermatologists plus 3 mid-level providers including a nurse practitioner, physician’s assistant and a registered nurse and 3 aestheticians. We have a busy practice with about 45 different devices so we’re very laser oriented and are about 90% cosmetically focused.

Jacqueline Calkin, MD: We have a boutique practice in Sacramento, California. My partner, a fellow USCF graduate, and I opened our practice 8 years ago. Previous to that, I worked at a large laser center in the area for 7 years. Our office consists of two dermatologists, one physician’s assistant and two aestheticians. I see 70% cosmetic patients and 30% medical patients while my partner sees a 50/50 split. We have a variety of lasers, light and energy based devices and perform a large volume of filler and toxin injections.

Tess Mauricio, MD: I am located in Southern California and started my practice about 10 years ago in San Diego. In the last six months we have expanded into three new locations in the San Diego area and LA areas. Our practice is mostly cosmetic and I have RNs, PAs and aestheticians offering a wide range of services to a very diverse patient population in Southern California.

Jaggi Rao, MD: I am located in Alberta, Canada and actually did my fellowship with Dr. Mauricio in Southern California with Mitch Goldman. I am a Professor of Dermatology at the University of Alberta Canada, have a private dermatology practice and am owner of the Acne Clinics of Canada. In my practices we offer both clinical dermatology as well as a wide range of cosmetic services including multiple energy-based devices, peels, fillers and toxins. In our Acne Clinics we focus on large numbers of patients with acne where we are the largest prescriber of Accutane in the country.

WHAT IS YOUR OPINION OF JAN MARINI SKIN RESEARCH AND HOW AND WHY HAS THIS CHANGED SINCE YOU STARTED WORKING WITH US?

Dr. Rao: To be frank, I think the company is really quite excellent. Largely, I think it’s excellent because of the people involved. Since working with your company on a few of your research projects I’ve met many people in the company and am very impressed. I like that you’re taking a more scientific approach to these cosmeceutical products than what many other companies do.

Dr. Calkin: Well, I have a very high opinion of Jan Marini Skin Research as a professional skin care company and my opinion has only improved as a result of working with and getting to know your products. I am impressed not only with the results of our studies but also with the overall level of professionalism, office support and clinical research behind your company and products. Basically, I have become more and more impressed with the overall quality of the company and the products you offer, particularly as you add new products to the line.

“I realized, “Wow you guys are really interested in making the best products out there and proving it clinically.” - Dr Weiss

Dr. Weiss: I’m sorry to say this and don’t know if you’ll want to include this, but I did not fully understand the value Jan Marini Skin Research offered prior to working with your company. I’m not sure how the initial misconception existed but since we started our research collaboration I’ve come to appreciate, there’s a lot of science and outstanding clinical research behind your line. It’s a very thoughtful combination of ingredients and I realized “Wow, you guys are really interested in making the best product out there and proving it clinically.”

Dr. Tess: I understand what you’re saying. Prior to working with your company, I mistakenly did not consider it a medical grade product line. Also, in my practice I never really sold systems because of two primary initial conceptions. First, I thought systems were too complicated. I thought there were too many steps and I wanted to simplify skin regimens for patients and second, I believed price-point was going to be a concern. However, after speaking with Jan Marini Skin Research and learning about the company’s approach and philosophy to best skin care. The approach matched with my beliefs so I thought, “OK, you know, I’ll try it.”

At the time I was having a lot of problems with my own skin —struggling with acne and taking multiple medications to control my skin. I had tried every different skin care line with limited success so didn’t tell anyone in the office when I started the Skin Care Management System. I thought I had the most sensitive skin but after 1 just week of using the kit I had no irritation and everyone in the clinic started asking me, unprompted, what I was doing with my skin.

It looked so much better and clearly worked for me so I started using it with my patients. I now promote Jan Marini Skin Research kits for nearly 75% of my total office skin care and have done more retail skin-care business in the last several months than ever before. I now realize that the value the systems offer and recognize the price concern was more my perception than reality. The products and Systems have been very successful and really simplified the recommendation process.

Before working with Jan Marini Skin Research, I used to carry a large number of different brands but the wide range of products and lines lead to significant confusion in the office. Now, when patients ask what we recommend we simply say the Skin Care Management System, my staff is happy, the patients are happy and obviously this is working very well for us. Further, in our practice we deal with a largely ethnic patient population and hyperpigmentation is a significant concern. Jan Marini Skin Research has a wonderful product line with a non-hydroquinone product offering which is a big plus for me as I am not a believer of long-use hydroquinone. We just get our patients on the Skin Care Management System MD [includes Marini Luminate Face Lotion MD] and we’re getting really good results.

BASED ON WHAT YOU JUST STATED, WHAT REALIZATIONS DID YOU COME TO AND WHAT RECOMMENDATIONS WOULD YOU HAVE TO OTHERS THAT SHARE YOUR PREVIOUS CONCERN OR FEAR OF SYSTEMS?

Dr. Tess: You know, I would highly recommend the Skin Care Management System. I’ve been in practice for 10 years and it wasn’t until about 5 months ago that I started offering systems. Now, because of the products included in the Skin Care Management System it’s really simplified my recommendation as it includes everything that patients need. Previously, with many different products and lines, it was confusing to my staff and patients. If I didn’t make a specific recommendation they hesitated to recommend products because they didn’t know which one I would recommend. Often, as a result patients would go home without anything.

Now, my staff knows exactly what to recommend because we’re all using and believe in the products. The patients really appreciate this as they don’t have any guess work and due to the simplicity, we’re now able to package Systems into our bigger treatment packages which we weren’t able to do before.

For us, our success and patient response has made it a simple decision because the revenue makes sense, it’s easier to recommend, it’s improved the comfort level for my staff and our patients are happy because we are recommending really fantastic products. In fact, my office manager recently told me that many patients are coming back into our office simply saying “I need a new System.”

Dr. Weiss: I would like to add that I think the market has seen skin care system fatigue largely due to certain products over time. It seemed like these systems were one size fits all solutions and, in our practice and I’m sure everyone else’s here, it led to people that were sort of unhappy with it and its “formula” approach. We subsequently moved to picking and choosing products to get what our patients needed.

It was hard to accept that a single system could meet the needs of our patients but I think that with the ingredients in the Skin Care Management System and the options to tailor it to skin type, the value of the System is a lot easier to understand and accept. I think it’s time to really re-examine systems and reset everyone’s mindset about the value and potential of good comprehensive systems.

Dr. Calkin: I agree with what both of the doctors said, but particularly with what Dr. Weiss said about the cost, grief and fatigue of using one of the other well-known kits today. One thing I tell patients, because I have used both systems, is that the products in the Skin Care Management System go on quickly and easily. The individual products are light and layer well so it doesn’t feel like a chore putting it on as it does with the other system That makes a big difference. The System actually simplifies things, and only takes seconds to apply. It’s a huge shift.

“The System actually simplifies things, and only takes seconds to apply. It’s a huge shift.”– Dr. Calkin

PAST, PRESENT AND FUTURE, HOW HAVE OUR CLINICAL STUDIES AND PRODUCT RELEASES FIT THE UNMET NEEDS OF YOUR PRACTICE AND HOW HAVE THEY IMPACTED YOUR PERCEPTION OF US A COMPANY?

Dr. Rao: The Duality study we did for acne truly exceeded my expectations for clinical focus and patient results and patients from my study asked for more of the product after the study was completed. The patient feedback was excellent and they found the products to be highly tolerable and cosmetically elegant. I think it’s hugely valuable having some of these products that can allow physicians to provide significant retinoids and other products from their office instead of having to send the profit to the pharmacist. To me, this helped define Jan Marini Skin Research in my mind as a truly credible research-based skin care company.

Dr. Calkin: I have been very impressed with the number of innovative products that have been released in a relatively short period of time. We had great results in our clinical trials with both [Marini Luminate Face Lotion] and Retinol Plus and both have become staples in our practice. As you know, I am also extremely happy with the recent release of your new physical sunscreen. As compared to other companies, you are ahead of the game for new products and releases.

Dr. Weiss: You’ve hit much of the major themes which are rejuvenation, retinoids, growth factors, antioxidants and acne products. These combined with some of the new products to work with treatments and procedures meet many if not all of the primary needs of physicians and our patients.

“The Duality study we did truly exceeded my expectations for clinical focus and patient results.” – Dr. Rao

FROM YOUR EXPERIENCE, HOW WELL DOES JAN MARINI SKIN RESEARCH COMPARE TO OTHER COMPANIES YOU EITHER CURRENTLY OR PREVIOUSLY OFFERED IN YOUR OFFICE?

Dr. Rao: I was very excited working on the Duality study because we found it comparable if not superior in terms of tolerability and efficacy than the prescription retinoids and alternate topicals we were previously using. It’s totally changed my opinion of how these patients can be treated. I would also like to say that the training provided to me and my staff by your account development manager has been exceptional.

Dr. Weiss: I think offering the Jan Marini Skin Research product line adds to the uniqueness of what we can offer in our practice. People come in and say “Oh wow, you carry this.” It seems that Jan Marini Skin Research has built up a very good brand name among consumers and patients.

The fact that you’re based on science and that there’s a clear reason behind each product and individual ingredients has really helped set you apart. Carrying the line has made our staff more aware of ingredients and formulations and participating in a study and seeing the results really helped their confidence. Further, the openness and honesty of the company when dealing with us is certainly appreciated and is different on this level than many options.

Dr. Calkin: I agree completely. The scientific approach of your company and products set you apart. I was involved in studies on both Retinol Plus MD and [Marini Luminate Face Lotion MD] which allowed me to get to know the products on a more “intimate” level—beyond simply knowing that people like them, they smell good and they go on nicely. Working with your products I’ve come to understand the high concentrations of ingredients used in your products and the care and attention you give to all aspects of the formulation. Understanding these ingredients and why they were designed the way they were along with the clinical validation using the final formulations is what makes Jan Marini Skin Research products compare at least favorably to if not better than other products we currently carry in our office.

Some of my favorite lines of old, I think, are getting away from their roots which were clinical studies, advanced research and putting real thought into what the ingredients do and why to formulate the products the way they are. Now we see them being swallowed up by big companies and I don’t necessarily have the same confidence in the behind- the-scenes stuff anymore. That’s what I tell my patients, you need to know that it’s formulated well and proven to work. We have no idea what manufacturers are doing so all you can do is work with companies that you have a good level of trust with—and that’s what we have with you.

“You’ve been incredibly easy to work with, and your innovative business support has helped expand our practice and business with JMSR.” – Dr. Calkin

DR. MAURICIO, I BELIEVE YOU MENTIONED YOUR OFFICE’S OFFERING HAS CHANGED AS A RESULT OF WORKING WITH US. CAN YOU PLEASE ELABORATE ON THIS?

Dr. Tess: Yes, actually we are in the process of putting together a new menu of medical grade facials and body treatments using Jan Marini Skin Research products for our aestheticians to perform. The proven results, wide offering, simplicity of products and the improved focus they’ve allowed us to have in our skin care offering gives us the confidence to move forward with this expansion. Also, we get a lot of support from our local account development managers, essentially hand-holding my staff leading, again, to greater confidence in the opportunity offered through partnering with your company.

DR. CALKIN, HOW WOULD YOU RATE/DESCRIBE OUR BUSINESS’S ABILITY TO WORK WITH YOUR PRACTICE AS A BUSINESS PARTNER.

Dr. Calkin: Working with Jan Marini Skin Research has been delightful and productive. In fact, many of the huge successes in our office have been proposed by you. You have approached us with several wonderful collaborations. Our annual Open House has had excellent support from your company and we are going to have a focused Jan Marini Event in our practice within the month.

DR. WEISS, SINCE THE COMPLETION OF YOUR REGENERATION BOOSTER STUDY 3 MONTHS AGO YOUR OFFICE HAS PURCHASED OVER 100 REGENERATION BOOSTERS. HOW HAVE YOU FOUND OUR PROMOTIONS AND TOOLS TO ASSIST YOUR PRACTICE?

Dr. Weiss: Well, I think it’s been exactly the correct approach. We have what we call “Patient Appreciation Week” and I know our Jan Marini Skin Research account development manager was there to support it and helped our sales tremendously. I think the support we receive from you to be able to offer special deals for our patients really helps and our Skin Care Management System credits certainly made it much easier to order and run promotions in our office. One thing I would like to see (you know, if I had my wish list) is to have the ability for our patients to purchase your products online to be sent directly to them—because we have a lot of patients that live in Florida and cannot purchase them regularly from our practice.

Stuart Mohr: Well, pleasantly, that is available to you today if your patients want to purchase from us directly, to be shipped to their location, they can enter your account number at checkout to receive a special promotion. This then links the patient to your account and your office will receive 80% of the profit after wholesale cost for this product and every future product they purchase from us—without the need to purchase or inventory any product.

DR. TESS, WHAT IMPACT HAVE YOU SEEN FROM THE CO-SPONSORED OPEN HOUSE PROGRAM, TOOLS AND SUPPORT?

Dr. Tess: I am very happy. The level of support we receive from your company is some of the best I have ever seen from any skin care company I’ve carried in the entire history of my practice. It’s really nice because it’s almost liked your company is part of our staff. You are really there and dedicated to helping educate our staff and make sure our events succeed. We sold over 35 Systems at a single event by simply and truthfully saying that we love the skin care line and recommend it. We then directed our patients to your account development manager to learn more and they basically made the sale for us.

On top of that, the fact that you provide additional promotions and offers like a free gift with purchase and food and drink reimbursements that don’t come out of our pockets just... well... I’ve really been impressed. I was blown away by the number of products we’ve able to move through events and their success helped me realize that people really do want a simple comprehensive System solution that truly addresses their skin care needs.

“The level of support we receive from your company is some of the best I have ever seen from any skin care company I’ve carried in the entire history of my practice.”– Dr. Tess

HOW DO YOU SEE SKIN CARE INTEGRATING INTO YOUR PRACTICE TODAY VS. YEARS PAST?

Dr. Tess: Everyone should have good skin care so now, that’s really part of every conversation my staff and I have with every patient. In the past, we didn’t really have an integrated approach to skin-care. Now we’re working harder to make skin care a part of the service as it really isn’t a choice for best results. Skin care is simply an assumed part of the service we provide. We really educate our patients about how products are an integral component of the best skin care results. In our expanded practice we have many patients with previous hydroquinone-based system experiences. We re-educate these patients about the treatment of discoloration and use of alternate non-hydroquinone lightening solutions. This has been very successful and most importantly, our patients’ results have been great.

Our patients appreciate the Skin Care Management System because they want something simple, they trust our recommendation and they don’t want to have to think about it. They actually come out after the treatments expecting to integrate products, excited to ask “What are we going to be using and how do I do it?”

“I am completely impressed not only with the results of our studies but also with the overall level of professionalism, office support and clinical research behind your company and products.”– Dr. Calkin

My goal is to get to the point of some successful practices I know where skin care enhances results for nearly all cosmetic patients and nearly 30-40% of total office revenue comes from skin care and skin care related sales.

DR. WEISS, HOW DO YOU SEE THINGS CHANGING OVER THE PAST 10 YEARS AND HOW ARE YOU INTEGRATING PRODUCTS INTO YOUR GREATER PRACTICE?

Dr. Weiss: We tell patients that they invested in the procedures they’re having in our office and the key to maintaining the investment is to use professional products to keep the results at their peak. I think making the patient become an active participant in their rejuvenation and skin improvement programs by being on-board with topical use has been a big change. People are starting to understand that products recommended in physician’s offices are a lot more effective than what they can purchase at the department store cosmetics counter. The message is starting to get out.

Dr. Calkin: I was just thinking as the others were talking. Way back when, when I was a resident, all we had was Retin A, and discovering it was an effective topical product for anti-aging was huge. We used to tell patients that everything over the counter was the same. They were simply moisturizers and it really didn’t matter what you used. Today, we have advanced to the point where, to me, it's amazing what some of the topical products alone can do. Now it’s not at all unusual for me to start a patient on skin care and do nothing else yet still see a remarkable improvement. I’ve gone from Cetafil and Retin-A for acne to the whole Skin Care Management System plus Duality or Duality alone. Also, due to the internet and increased discussion amongst consumers, people are, by-and-large, aware and on-board that there are significantly different products available from physician’s offices that will make a difference in their skin.

DR. CALKIN, DR. TESS. HAVE YOU PERSONALLY USED OUR PRODUCTS AND IF SO, HOW DO THEY COMPARE TO OTHERS YOU’VE USED? ALSO, WHAT IS YOUR PERSONAL FAVORITE PRODUCT?

Dr. Calkin: Well, yes, I do personally use the products and I think probably the biggest compliment I can give you is that, with all the free products we’re constantly given to try or sample (both new and old alike), the one thing that I continue to buy for myself is my Skin Care Management System. I use the whole System and I’d say it is my favorite product. However, if I had to pick a favorite individual product within the system it would probably be Bioclear. I really like the cleanser as well, but if I had to choose one, it would be Bioclear. I love that product.

Dr. Tess: Before I started working with your company I had significant difficulty with my skin. It was dry in certain areas and breaking out in others and I was using multiple prescription and non-prescription products to help control my acne. Even with all of the different free products Dr. Calkin mentioned I never found something that worked well enough that I stuck with it. Now, I religiously use the Skin Care Management System with Duality. Since using these products I've gotten off all prescription products and my skin is the best it’s been in a very long time. Jan Marini Skin Research products are the only products I’ve been able to stay with that actually improved my skin dramatically and treated my acne so I’m a huge, huge believer from a personal basis. I’d have to say the Skin Care Management System and Duality changed my skin.

CRYSTAL BALL QUESTION: WHAT DO YOU SEE AS NEW TRENDS IN SKIN CARE AND COSMETIC PATIENTS?

Dr. Weiss: The main trend I see is a move toward a coordinated anti-aging regimen involving active patient participation through home care to complement the procedures we do in the office. I see this as becoming an integral part of offering full anti- aging services. A potential new market exists to incorporate immediate post-procedure products designed to speed recovery into services that segue directly into home use products. Many patients now understand that topical products really can smooth skin, reduce pigmentation and improve acne. Certainly as the future continues there’ll be home device products and expanding topical products and this type of at-home active participation in personal skin rejuvenation will continue to expand.

Dr. Tess: I totally agree with Dr. Weiss. We’re doing a lot more fractional resurfacing and I really think that the population for skin-lightening products is going to expand. I think patients with ethnic skin will also want to lighten the skin on their body. Something safe with low irritation potential will be a big hit.

Dr. Rao: I keep going on about this but having your account development manager fully train myself and my staff was incredible. I think maintenance is going to be critical, patients want to see textural and pigmentation improvements maintained following laser and energy based procedures. I think the integration of services and home products is going to continue to increase.

Dr. Calkin: I’m really just repeating what others have already said, but I love the idea of immediate post care products that improve the results from procedures. From there it will be very natural for patients to continue to use the Skin Care Management System for maintenance. It makes sense to the patients and it makes medical sense. The other big trend we all hear about now are the BB creams or beauty balms, and the concept of one product that does everything. We understand that this is not always realistic due to formulation limitations and ingredient stability but consumers are still looking for this. Your new Regeneration Booster may come close.

LAST QUESTION—WOULD YOU RECOMMEND JAN MARINI SKIN RESEARCH PRODUCTS TO YOUR PEERS AND, IF SO, WHY?

Dr. Weiss: I would absolutely recommend Jan Marini Skin Research. The reasons are science, support, and sophistication.

Dr. Calkin: Of course I would, without hesitation. The primary reason being, I use the products myself. Our patients are constantly saying “I want my skin to look like yours, What do you use?” I trust my skin to Jan Marini Skin Research products so that’s probably the best endorsement I can offer. Finally, I would echo what Dr. Weiss said about science, support and sophistication, and would add, relationship. Our professional and supportive relationship with your company is key to my being able to recommend you to my colleagues.

Dr. Tess : I agree with both Dr. Calkin and Dr. Weiss. The one thing that I’ll add is that Jan Marini Skin Research really has expanded the skin care component of our practice. The innovation, creativity and support of the company is amazing. You’re constantly looking for ways to support my business and the results show. Also, as I said before, this is the only skin care line that worked on my skin. So, definitely I would recommend it and I should have started using it earlier.

Dr. Rao: I totally would and agree with the prior stated comments. For myself, after this conversation I feel like I need to update myself more on some of your other products that we do not carry yet but the products I know offer tremendous results without having to send the patient to a pharmacy. This offers a huge value to both the physician and the patient.

“I would absolutely recommend Jan Marini Skin Research. The reasons are science, support, and sophistication.”– Dr. Weiss