As we're getting started, give us a little background on yourself.

Hey, Brian.

It's great to talk to you.

I have been in sales since 1994.

I was a basketball coach because I was going to be convinced I was going to be a Division I basketball coach.

Um, met a girl, um, married her, doesn't know whether basketball is blown up or stuffed and, uh, figured out how to, I had to go get a real job and, uh, ended up getting sold forklifts, sold windows and doors for a great company.

And then, and then it was hired in 97 by Pfizer and in Scranton, Pennsylvania, home of the, the TV show, the office, uh, Not too far from where I grew up.

And the other thing that came across immediately when I was looking at your profile is like, how does an English major, former basketball coach learn all this medical device stuff?

As we're getting started, give us a little background on yourself.

Hey, Brian.

It's great to talk to you.

I have been in sales since 1994.

I was a basketball coach because I was going to be convinced I was going to be a Division I basketball coach.

Um, met a girl, um, married her, doesn't know whether basketball is blown up or stuffed and, uh, figured out how to, I had to go get a real job and, uh, ended up getting sold forklifts, sold windows and doors for a great company.

And then, and then it was hired in 97 by Pfizer and in Scranton, Pennsylvania, home of the, the TV show, the office, uh, Not too far from where I grew up.

And the other thing that came across immediately when I was looking at your profile is like, how does an English major, former basketball coach learn all this medical device stuff?

You actually missed the Path to Liberation tour when you're talking about 2026.

Yes.

Did I mention...

Oh.

Yeah, that's our, that's our...

Oh, gosh, thank you very much.

I apologize.

Mm-hmm

Describe for us what it looks like to do it the old way or, or the uninformed way, where you're just going after the doctor, and describe to us who are you actually having conversations with with this way to be effective today.

Yeah.

So the old way was I call on Dr. Samuel.

Dr. Samuel somehow lets me in his office.

He, I have something he's interested in, and he's like, "Hey, I like this." T- in 2015, he would say, "I want this.

I'll get this approved, and we'll use it next week," right? Went through a little committee.

And I'm cool, and I handed somebody a bill when we did the case in the OR.

Yeah, yeah, yeah