Steven Schwartz (00:24)
Hello and welcome to the Concierge Medical Marketing Podcast. I’m your host, Steve Schwartz. It’s truly my pleasure to have my guest today, Timothy Brownstone of Kymira. He is my guest today. He is based in the UK and he also has spent a lot of time in my town of Vero Beach, Florida. Tim, welcome to the podcast.

Tim – KYMIRA (00:43)
Steve, thank you for having me. I’m really excited to be here.

Steven Schwartz (00:46)
Yes, wonderful. So we had met a few weeks ago. I was doing some work in my church’s coffee shop and meeting with a client or doing something there. And you ended up sitting down next to me and working on your laptop. And after a few minutes, we started talking and had a wonderful conversation about what you do with Kymira and these amazing products that are clothing next to your skin that actually

has beneficial health results to the person who’s wearing these products. And it’s scientifically proven based on your research, as well as bedsheets that you offer. And I know you had some other things that are coming. Tim, I’m so pumped to get into this discussion today so that the Concierge Medical Marketing Podcast listeners can learn more about you, kind of where you’re from, how you got into medical products and the whole deal. I just want to hear your story.

If we’re all right with you, let’s jump right in, OK?

Tim – KYMIRA (01:42)
Absolutely happy to.

Steven Schwartz (01:43)
All right, cool. So I guess first question is, obviously with your very cool accent for us on this side of the pond, tell us about growing up and just tell us your backstory.

Tim – KYMIRA (01:48)
.

Sure. despite the accent, I do often tell people I sort of grew up between the UK and Vero Beach, Florida, but the accent is very much a British one. So grew up in the south of England, had a very fortunate upbringing that I was able to engage in a lot of different sports, ranging from horseback riding through to sprinting, kayaking, rowing, et cetera. And academically really

grew a love for the sciences, which is sort of all combined to lead me to the point that you and I found each other in the Salvi coffee shop over in Vero Beach.

Steven Schwartz (02:27)
Excellent. And what was your course of study at your, I guess, high school and university?

Tim – KYMIRA (02:33)
So high school, I was quite a sort of classical scientist route. sort of ended up culminating the end of my high school, focusing in psychology, chemistry, maths, physics, biology, and then ended up taking a degree that was titled, so the major was titled Animal Sciences. But to cut a long story short, the program that I took at the University of Reading here in the UK,

was the only one that I could find that would allow me to do the research that I was interested in at an undergraduate level versus picking from a thesis list, for example. And so the composition of my degree was a mix of a small amount of evolutionary biology, but predominantly it was biochemistry and then a bit of business and agricultural studies that were just personal.

interests that sort of fed in and importantly helped end up with the formation of Kymira again.

Steven Schwartz (03:32)
Very cool. So very strong background in the sciences, math, physics, and whatnot, but a little bit of business and some other things that you found interesting, which is great, obviously, for a CEO of a medical-related products manufacturing and distribution business. So after you graduated from college, what happened next?

Tim – KYMIRA (03:37)
That’s right.

So I guess actually to track back a little bit, Kymira was founded while I was in my senior year at college. the reason being that I was coming to the end of my undergraduate degree, I was specializing in a field known as photobiological wound healing. So in lay terms, using certain frequencies of light for me and for red light to stimulate cell growth.

And so my specific area of interest was into large surface area burns and how could we heal those quicker? And the technology that today is in all of Kymira products was physically developed and had, you know, I’d been working on some early academic validation studies, but we weren’t at the point where there was sufficient, a sufficient evidence base to get through the regulatory hurdles to release a wound dressing.

And I found myself, I remember it very clearly, in the parking lot behind one of the academic buildings one day, sat in my car and thinking, geez, how do I fund all of these regulatory steps? You know, I’ve grown up from a middle-class background, you know, and I was a standard sort of student with student debts, et cetera, that have built up through my degree, so.

wasn’t really sure how to go about it. And I saw, as I saw it at the time, there were three routes ahead of me. The more traditional route would have been to take up the PhD offer that I had, which would have been a PhD hosted between King’s College London, where the European Wound Healing Centre is, and Harvard Medical School. That’s sort of a combined transatlantic program.

But still I didn’t know how I would get the funding to fund the PhD per se, but also, you know, being very honest at the time, I was impatient to see that what I’d been working on out there helping people. so I option two was give up. And my wife and friends can tell you that that’s not really a word that really features in my vocabulary even today. And so option three at the time I was,

an athlete competing to a fairly high national and low international level in a couple of different sports. And so I knew that there was a human performance application of the technology I’ve been working on based on my understanding of sort of the biology and physiological responses. So I started Kymira really with a question of, would it be possible to utilize a lesser or non regulated market in this case, the sports market to

importantly, validate but also pay for the ongoing validation of the medical research for technology. And I’m very pleased to say that the short answer is yes. And as of today, products with this technology and its successors, they carry different medical designations in different jurisdictions around the world. And our customers range from 33 medalists that won medals in Paris, an entire

nation that we’re wearing the products at the Winter Olympics recently in Milan, Cortina, and then right the way through to sort of aged care facilities that we work with to support the aging population on the more medical setting and everybody in between.

Steven Schwartz (06:53)
That is so exciting and congratulations on the success in your business. And I love the idea of the focus of helping people in high level sports, international sports to use your product to help them improve. say this the right way with positive health benefits. I just want to be careful and you’ll talk about this in a moment of things that we are you as a company are allowed to say.

Tim – KYMIRA (06:58)
Thank you.

Steven Schwartz (07:18)
based on the UK or European or Asian market, and perhaps not allowed to say in the United States market based on regulations and whatnot. But before you answer that question, tell us about the name Kymira and the spelling of it, and where did that name come from?

Tim – KYMIRA (07:30)
the

So Kymira came shortly after I’d made the decision of, I’m going to pick that third path and I’m going to start a business. I was in the bathroom one evening brushing my teeth, looking at my Gillette Fusion razor as I was doing so and thinking, know, Fusion is a cool name, but it’s taken. What else describes a hybridization or a blending of technologies?

And to me as a biochemist, a chimera from a sort of a genetic standpoint is sort of a hybrid of DNA. So for example, a cat or a human that has a blue eye and a brown eye could be described as a chimera. And so that really was where the word came from. And then the spelling specifically, I thought KY looked a bit cooler.

and then IR in homage to our first technology being infrared rather than ER as the traditional spelling is. But some of your listeners may recognize it as the Greek mythical beast. So the company’s original logo was a lion with a snake’s tail.

Steven Schwartz (08:38)
Very, very cool. Please tell us a little bit, as I alluded to before, about the positive health benefits that you’ve experienced as part of your clinical research. Tell us about that and touch on, I guess, what’s permitted and not permitted based on the different international markets.

Tim – KYMIRA (08:47)
Mm-hmm.

Sure. So yeah, as I mentioned previously, and you picked up on the products carry different designations from a medical setting in different jurisdictions globally. In terms of the benefits that we speak about, and if any of your listeners want to go and read into them, have all the peer reviewed literature and all the benefits can be found on the website. So by all means, there’s plenty of reading they can go and do to check out these claims beyond our discussion today.

We broadly will split them into applied benefits and then also sort of what I would refer to as the functional. So more of the mechanistic physiological responses from that, that functional benefit. The that’s where sort of the, regulated and the sort of therapeutic claim distinctions really come in. we will see a increase, significant increase in localized circulation.

So the technology is localized. If you’re wearing a pair of pants, it’s not going to increase the circulation in your hands. And that’s due to the fact that that particular reaction is dependent on creating a chemical called nitric oxide, which has a very short half life. And by the time it’s recirculated around the body, will have broken down. We will see an improvement in respiration efficiency. So that means the body is able to consume less oxygen to

achieve the same amount of work. Now work could be waving your hand, work could be doing 100 meter sprint. There’s a very broad definition there. We then as a result of greater supply and reduced demand, seen increase in tissue oxygen levels. So if your medics that are listening, they’re saying, okay, so more oxygen, more circulation. Okay, this figures that we’d see an improvement in wound healing here. Then the main thing that we have to be

correct in the claims that we how we phrase it is if I was here in the UK or speaking to someone in Europe or even indeed across Asia, we could say we can make the medical claim of pain relief in the US right now. We are doing ongoing research then submit to the FDA to be able to say pain relief right the second we have to keep that particular claim to the therapeutic one. It can be used off label at the discretion of a physician, of course.

but to say analgesic benefits or reduced soreness, but to quantify that when wearing the products for 14 to 16 hours a day, we see up to reported 25 % reductions in pain levels by users. So it’s a significant reduction or reduction in soreness, perhaps I should say. Then

Steven Schwartz (11:30)
I love it. And

for my listeners who are saying, let me get this right. You wear clothing and it has various benefits in A, B, and C. Right. Sure it does. Please explain in maybe 30 to 60 seconds how the product works from, I don’t know, an atomic level or something with regards to infrared light.

Explain it so that people can really understand that this is for real and it’s not some sort of pie in the sky snake oil thing that we see ads for on Facebook all the time.

Tim – KYMIRA (12:08)
Happy to. So embedded inside the fibers that make the yarns that make fabrics, we have a biostimulamic composite that’s been specifically formulated for both its absorption and its emission characteristics. So what happens is the composite will absorb radiation, which is not a bad word from a scientific standpoint, from the UV.

end of the electromagnetic spectrum through the visible light spectrum and into the near infrared spectrum. At an atomic level, what that causes is an electron excitation, which will destabilize the molecule in the sense that it will impart more energy and cause it to vibrate more, etc. And so in lay terms, wants, and for anyone that’s listening rather than watching, I’m air quoting here, to get rid of that new energy.

So as the electron moves back down to its original energy state, depending on which of the materials you’re wearing or sleeping in, between 7 and 18 % of that energy will be radiated as a thermal emission, which is the waste part. And then the remainder will be emitted in a non-thermal band of the infrared spectrum within either the near or the far infrared spectrum.

That then penetrates about four centimeters on average into soft tissue. And that triggers the host of different functional benefits that we were talking about earlier. And then there’s also, we got to a lot of the extracellular benefits, i.e. happening around the body. But then in the cells themselves, we then see, and this is where a lot of my background was spent.

We see improvements in mitochondrial function and the formation of new mitochondria, so the power plants of our cells. We see accelerated rates that cellular scaffolding is delayed when we’re looking at wound healing. So wounds based on the literature will heal between 140 and 210 % quicker depending on the tissue type when exposed to the frequencies of infrared light that you would be exposed to from wearing a chimeric product. And for anyone that wants to

or is worried that this is the snake hole that you find on Facebook, you know, our claims, any claim that we make is always validated by good clinical evidence. To date, we have 10 peer reviewed studies that have been published, most recent from the University of Notre Dame. And then this year we should have another three studies that will be published. The most recent was submitted to peer review. I think it was about two weeks ago. So we’re just waiting for the response and hoping to see that out soon.

Steven Schwartz (14:45)
Very exciting. I don’t claim to understand all of the explanation that you just gave, but I hope that our listeners do. And obviously, if people have questions about the technology, about your process to see examples of these actual clinical studies, what is a good way for folks to get in touch with you personally?

Tim – KYMIRA (14:52)
it

So by all means, as I mentioned earlier, start by visiting kymira.com It’s a fantastic resource for a journey of discovery. If you just want to stay at the high level and look at the applied benefits, i.e. it will help me recover quicker, will help me sleep better, that’s there. Right the way down to links to those 10 clear peer-reviewed studies and some of the background research as well. If they do want to reach me personally,

You can connect with me on LinkedIn. do go by Tim, but on LinkedIn you’ll find me as Timothy Brownstone or you’re welcome to reach out via sort of Kymira’s customer service inbox and put an FAO Tim’s there’d be [email protected] and that will make his way through to me.

Steven Schwartz (15:51)
Very good. I’m glad that you’re able to be reached by folks who find all of this fascinating and have questions for you. In fact, as you know, this is the Concierge Medical Marketing podcast, and our listeners are primarily medical practitioners in the membership medical space. Concierge Medical, Direct Primary Care, as well as some other types of medical practices that are membership in nature.

Tim – KYMIRA (16:08)
Mm-hmm.

Steven Schwartz (16:16)
I would love for you to speak about how these practitioners can utilize and possibly resell your products, the clothing, the sheets, et cetera, how they can basically resell those items through their clinics as a way of helping their patients feel better, sleep better, wound healing, whatever it may be, and obviously as an extra source of revenue for their practice.

Tim – KYMIRA (16:41)
Absolutely. we work, it’s important to say we already work with a number of medical practitioners and that can vary or does vary from MDS through to chiropractors, physical therapists, osteopaths, et cetera. And the

There are really three ways to engage with us. Some of the larger practices we work with have a not necessarily dedicated chimera store within the practice, but they have a good space that their patients are able to directly purchase from when they’re in the practice. So they would be treated very similarly to sort of a

a standard reseller from our end. I mean, if listeners are interested in what would the margins be, they tend to vary from 25 up to 55%, depending on sort of how much you’re stocking and reselling. Then we have sort of a bit of a halfway house. So many of the smaller medical practices will physically stock our sort of smaller, fast moving products like our compression socks, our gloves.

are things that will help largely with the extremities, so the accessory products, as those sell in terms of unit volumes quite highly, our sleep products also sell in quite large volumes. And then anything else, they have sort of an affiliate link whereby their patients can purchase via the coming year website and they will automatically receive a portion of that sale. And then we do have

it’s usually those that, you know, there is no physical premises. they’re sort of, whether they’re local or more, it’s completely remote. It’s particularly on the concierge side, whereby there will be no physical stock held by the medical practitioner themselves, but they have that sort of affiliate link that they’re able to capitalize on with sort of a revenue share agreement and

It’s important also to note that in the US, we do have, know, so while we do have the medical distinctions that we spoke about earlier, the products have been since last year, reimbursable through workers compensation schemes. So I can’t promise that every payer is going to accept that as reimbursement. But certainly those that we’ve been working with over the last 12 to 18 months, we’ve been helping with a lot of particularly

invasive surgeries varying from sort of cardiac surgery through to sort of ACL reconstructions and the like.

Steven Schwartz (19:08)
So fascinating. I know many practices are even getting into the space of only telemedicine and serving their patients literally across an entire state or multiple states here in the US. And like you said, they don’t have a physical location. And so having a link on their own website that talks about the product, you click as an affiliate link that goes to the chimera.com website where people can then

Tim – KYMIRA (19:16)
Mm-hmm.

Steven Schwartz (19:35)
browse, shop, buy, and then 30 days later or whatever it is, a certain percentage of the sale gets sent back to the medical practice. That is a great way to do it, and everybody wins.

Tim – KYMIRA (19:49)
It is and in today’s world the fortunately the technology infrastructure exists to make that very frictionless. I don’t believe we have this online for any of our medical practices just yet but potentially a fourth option for those that are host an e-commerce store as a way to access.

Steven Schwartz (19:57)
Yes.

Tim – KYMIRA (20:11)
you know, different products that they recommend. do, we have recently started with some drop shipping integrations. So the patient would transact through the practices website themselves, but it would draw directly from our inventory and we would be fulfilling it from the Kymira warehouse. So it really varies because as you say that telemedicine is, is fortunately growing and rightly so, but there are some players that also have very large physical operations in

It’s just, it’s not coming into a clinic anymore. It’s, you know, it’s shipping out all of the medical services and physical products that are supporting that practice.

Steven Schwartz (20:50)
Exactly. What’s nice to know is that you have multiple options for a medical practice who’s listening to this podcast to learn about your product, to study the science behind it, to see clinical research that proves that it does help. And then they can partner with you so that they can get these products, well, onto the bodies of their patients.

for hopefully getting desired results. So these are all very, very good things in support of our practices and their mission of providing better quality health care to their patients. So again, this is the Concierge Medical Marketing Podcast. My guest is Tim Brownstone. And Tim, with a focus on marketing, obviously as now put your CEO hat on again.

What methods of marketing have been most productive for you in your business to help you get your face and the Kymira name and brand out in front of potential customers?

Tim – KYMIRA (21:49)
Well, I think and the answer to that question has definitely evolved over the now 13, almost 13 years that Chimeras existed as an entity. But today,

And I’m sure that this will be a lot of overlaps with the number of your listeners here. It’s not, if you want to be a brand such as Kymira in today’s world, it’s very much multi-platform. And also when I first started the business, you would have quite defined, you know, LinkedIn is a B2B marketing stream and Facebook and Instagram are a consumer marketing stream. But actually that world has really blended.

And so for us, we do a lot of video content to educate. And that is kind of core for us education, whether it’s written words with blog posts on the website that then bring traffic because they’re coming to read the blog and the sale is the so secondary step or whether it’s direct communications where we’re giving out video content to educate on everything from the latest research and our products are in the field.

deep diving into recently I did a deep dive on how wearing our products would boost mitochondrial function, which then leads to greater ATP production and the benefits of that. So that’s what a lot of our kind of core marketing is, but that’s very organically driven. The reality is, you know, we’re very blessed that we have a technology that’s really impactful for people.

And so word of mouth will always be the strongest form of, of marketing, you know, personal recommendations. And I love to see it. And one day when we have the time or the sufficient staff to have the headspace to do it, we’ll, we’ll run a project where we can sort of heat map expansion through sort of consumer sales, because we, if we sell to a new zip code very quickly, we will see orders start popping up.

you know, from, from our zip code and then almost periferating outwards. and that’s really rewarding to me because even if a formal review hasn’t been posted on the website, you know, that that’s likely coming from the fact that someone has had a positive experience. They’ve told their loved ones. I remember recently we had a customer contact us for some support with purchasing a particular item that was out of stock and was asking, you when would it be back? And

she eventually sort of divulged that her husband, sadly, after a bad car accident is quadriplegic. Her sister is going through rehabilitation from cancer treatment. I forget what her particular element was, but pretty much the entire family had been using our products to help their various different ailments. like, it’s stories that like that, that’s why I come into the office each day, because we truly

helping to improve and change someone’s life. And we try and impart as much of that as we can within our marketing. But you you said it yourself earlier, there’s a lot of Facebook, Facebook snake oil that’s out there or today, you know, maybe on TikTok and other platforms as well. And so for us, it always comes back to, you know, speak about those moments that we’re very proud of. yeah,

truly helping people is, you know, those are the stories that bring a tear to my eye or a big smile to my face, as you can see right now. But then also educate so that listeners, readers, watchers are not left with a thought of, okay, well, you’ve just given me a list of bogus benefits that you can’t back up. In fact, we had one particular commenter on an advert yesterday on Facebook who was claiming that kind of our claims, I think, for a particular advert was talking about the tissue oxygen levels.

were, you know, were bogus and snake oil. And we just said, Okay, well, we are here are the links to the peer reviewed research, the statistics in the the body of the advert are directly from a peer review journal. You are welcome to have your own opinions. But if you wish to question the science, the science is, you know, is backed up and it is supported.

Steven Schwartz (25:54)
Yeah, whenever you have well, whenever you post anything out on social media as wonderful and as beautiful and as supported as it can be, there will still be somebody who will talk smack. I don’t know what it is. And certain people who have literally just an angry, frustrated, cynical, awful, whatever life feel that they need to comment on other people’s.

Tim – KYMIRA (26:08)
Of course.

Steven Schwartz (26:21)
Positive posts, I don’t get it.

Tim – KYMIRA (26:22)
Well,

they do. know, some areas, you know, for example, if we are running something that is speaking to those analgesic benefits, for example, like sometimes people can feel quite angry because they are in pain or whatever it may be. I, we always forgive and don’t, unless it’s, unless it is, you know, targeting, you know, model that’s in the advert or something like that. And it’s actually a personal attack.

People are free to have their own opinions. We will typically engage and respond if someone is attacking the science because their opinion is their own, but the science is the science and that science evolves. For example, earlier we spoke about the increased in localized circulation being related to the production of nitric oxide. Five years ago, if we’d had this conversation and you said, okay, well what happens when you remove the garment?

I would have said within a matter of minutes, you would have returned back to kind of your baseline circulation. That science has evolved. We now know that there is a post exposure benefit. So if you wear the products for 60 minutes for up to 90 minutes after you take them off, you will still see an increase in nitrocoxide production. And with that comes both analgesic benefits and the circulatory ones. So we make sure that when we’re communicating, we’re always communicating the latest from our scientific understanding.

As I say, that’s the point in which we will engage and respond. Obviously, if it’s positive, we’ll say thank you and we always appreciate reviews or indeed feedback when it’s constructive. But if anyone wants to be that sort of angry troll, if you want to come after our science, then we will happily rebut that because that’s where we know we have a very solid foundation.

Steven Schwartz (28:08)
With regards to personal referrals, one person refers another who refers another, et cetera, I know that there’s been quite a few different businesses in the medical space as well as other industries where they actually offer essentially an affiliate referral link to a customer. And it basically says, hey, do you love our product? Do you want to share the message about it? Here’s your personal link.

share this on your socials or with friends or family or whatever. And if you do that, then the person who purchases gets something and you get something. Businesses have absolutely exploded in size with this type of system. Wondered if Kymira has something similar to that.

Tim – KYMIRA (28:51)
Yes, so we do. We used to have it beautifully set up and I think it generated about 25 % of our online sales. And then unfortunately, the company that serviced that particular technology went out of business, was acquired and shut down, whatever it may be. So I believe I saw the first sale coming through last week.

Steven Schwartz (29:07)
no.

Tim – KYMIRA (29:12)
with the new system that’s been brought back up and put back in place. So a big thank you to Sarah, our head of marketing for us, for getting that back in place. But yes, you’re right. It’s an interesting one, particularly when you’re in that sort of on that therapeutic and medical side.

There is a part of me that almost wants to question the ethics of incentivizing the referral. But likewise, you know, it’s from a business perspective, it is a, it is an effective way of doing so. And the reality is it’s unlikely that someone is going to refer a product that they don’t like just to get, you know, a small, small percentage.

Steven Schwartz (29:44)
Yeah, and I hear you.

Right.

I would think that, for the most part, people are only going to refer their friends or family or post videos about it on TikTok or whatever if they truly believe in it and if they truly think it’s going to help rather than just, if you buy, then I’ll get a small commission or something like that. As we talked about, people come in all different, I would say, shapes and sizes, but situations and motivations.

But glad that that’s available. And so if somebody signs up as a customer, they try the product, they love the product, they think it’s great, they want to share it with their friends and family personally or on social media or their email list or whatever, you give them a tool to do so so that everybody can learn about it. And then obviously, if somebody tries the product and they get benefit, great. And if not,

One question I had for you, what type of return policy do you have for your products if someone simply tries it and is not satisfied?

Tim – KYMIRA (30:47)
So we have a fairly standard return policy. In the 13 years we’ve been running, think, I can think of one person who has returned it saying that they didn’t feel the benefits. So that’s a pretty good strike rate. However, you know, if it just doesn’t work, generally speaking, things will be returned because of a, you

Steven Schwartz (31:02)
I would think so, good numbers.

Tim – KYMIRA (31:12)
I bought two sizes and I’m returning the one that doesn’t fit or I only bought one and I need to exchange it. So that’s the majority of our returns. it’s, formally speaking, it’s a 30 day return policy. In reality, you know, if you’ve bought it as a gift for someone, it’s sat on the shelf waiting for three months. If it’s unused, we’re going to, we’re going to want to return. Likewise, if there’s any, very occasionally we will have a sort of a manufacturing defect that might be found in a garment.

So generally speaking, if something’s ever happened within the first year of use and the client sends us a picture that maybe a small hole has formed or something in a seam, because there was a manufacturing defect, we just take a picture and then we replace it. keep the, you know, we encourage them to keep, unless we need to bring it back to actually analyze something that’s not obvious, we encourage the customer to please keep the garment and make the most out of it. And then they get the replacement.

obviously free of charge.

Steven Schwartz (32:09)
Yeah, that’s beautiful. Just the

idea that in 13 years of manufacturing and selling your products, only one time someone’s returned a product with a claim that it didn’t work or they didn’t feel any benefit. So that is absolutely fantastic. And as we were just talking about before we got on the recording here, I want to go ahead and get a set of California King sheets for our bed here so that my wife and I can sleep better.

little aches and pains that come as we’re in our 50s now. It’s like, OK, you know, hey, if this will help us. In addition to the bed sheets, obviously you have different clothing items. Can you just share with our listeners what those different types of clothing items are?

Tim – KYMIRA (32:50)
Yeah, I mean, the range today is pretty much everything other than caps and hats. So it runs from socks, which are ankle, crew or compression. The compression is a mid-grade, so it’s 15 to 20 mmHg. And that’s very deliberate because with the dual modality of the compression and the infrared, we don’t need it to be quite as tight as those 20 to 30 mmHg that you may expect more so in a medical field. Then you’ve got our sort of base layer products, which range from

natural fiber versions with our Merino composite through to kind of the performance layers. I’m air quoting again for those that are listening, which are very commonly being used across all the major leagues over in the US and across the NCAA, for example. Then you kind of have our daytime wear, which would be things like our recovery t-shirts, which are made from a really nice bamboo based modal. We have our sort of travel.

outfits, are going to be sweatpants and hoodies, which can be used around the house too, but are commonly used again, particularly in sporting sense, as travel uniforms for professional teams. And then we have our sleep collection, which features the pajamas, which for the men, we have a full length pant, a short and a long sleeve top. For the women, we don’t have the short, but we have the full length items. My personal recommendation as I

mentioned at the top of the podcast, the technology is a localized benefit. So if you’re wearing the short version, it’s better than nothing, but you’re going to be limiting the benefit to the quads and the glutes there and the hamstrings. And then we have the bed sheets that you spoke to. I guess to give some numbers to your listeners in terms of why Steve been convinced that he wants to give these a go, average improvement from sleeping in

Kymira, whether it be the pajamas or the bedsheets, is a 15.9 % improvement in sleep quality. And the reduction in soreness that you mentioned from your healthy aging, shall we say, is you can expect around about a 14.6 to 15 % reduction in your perceived soreness or pain levels. And that’s been consistent across different populations that we’ve had studies on.

Um, one of the interesting findings, again, I spoke earlier about how the science evolves in the first couple of pieces of research that were done. A hundred percent of participants saw first night improvements in their sleep quality. When we then released the sleep products fully, and we then had a larger population giving us feedback, about 40 % of the population we’ve, we’ve found from sort of collating these data sets.

And I’m one of these individuals experiences a sort of a climatization phase where they may have very vivid dreams for three nights, like in my personal experience or something may happen. And then they see a sharp improvement in that sleep quality after sort of three to five nights. So for any listeners that do want to sort of check out the sleep systems for themselves, if you do have some very vivid dreams for a couple of nights, it’s nothing to worry about.

it’s likely because we’ve been increasing the blood flow to the brain and that’s delivering more nutrients and oxygen and your brain’s being able to do a bit more while you’re sleeping. But yes, everybody and that one individual that did send products back, can guarantee that from a biological process, it was working just for whatever reasons, didn’t work for him from a perception basis.

Steven Schwartz (36:21)
Reception, exactly. One quick question. Would it help a typical user of your products to double up? In other words, using the sheets as well as full-length pajamas when they’re sleeping.

Tim – KYMIRA (36:33)
So I personally do and I’m too old and grumpy now to travel without them. So if I’m on the road, they will be on my hotel bed and they’re fitted and we have many organizations doing that through to those care facilities that I mentioned earlier where the sleep systems particularly being very impactful. I think the statistic I’m most proud of is that after three nights sleeping in our sleep systems, 60 % of residents in care were able to…

reduce their pain medication and 80 % reported highly significant improvements in their sleep quality, which we were truly changing individuals lives there. They were they had more energy, they were more mobile, they were able to do more. So yeah, I’m very proud of that in terms of doubling up. It will not be double the benefits. But what will happen is that you will get an increased benefit because in essence the

pyjama because our emission is not just back to the body, is sort of universal. There is technology that would allow us to make it single direction, but that would put the price point of the products into more of an unaffordable bracket. And so in essence, the pyjamas would then feed like an optimal fuel source to the bed sheet, and then the bed sheet would return more. So I’m using arbitrary numbers here, but if for example,

you were getting, you know, your baseline is one or 100 % of the benefit that you were receiving from the pajamas alone, wearing the bedsheets too might put that up to sort of 125%, 150%.

Steven Schwartz (38:06)
So fascinating. I have really, really enjoyed our conversation today, Tim. And you’re doing such amazing work. And I love the passion that you have, the science behind it, for the part that I can understand as a marketing guy. But the fact that you have the different clinical studies that are peer reviewed and whatnot that people can review plus

Tim – KYMIRA (38:21)
Thank

Steven Schwartz (38:31)
actual implementation of the products in senior assisted living type facilities, seeing amazing benefits there for your high end athletes, Olympians and whatnot, seeing benefits there. I really love what you’re doing. And one crazy thought I had is I’d like to be the guy who helps get your sheets into little brands like Hilton or Marriott or similar.

even higher end brand hotel chains. It’s like, okay, let’s get an order for, you know, 20,000 sets of king size sheets and 30,000 queen size sheets. Yep. I want to help you put that deal together and get a, you 1 % would be fine. So, uh, yeah, right. You’d be okay with that. So, you know, as we wrap up our conversation today, um, this is the concierge medical marketing podcast. And our goal is truly to help share the stories of medical practitioners.

Tim – KYMIRA (39:10)
Gladly to that Steve.

Steven Schwartz (39:24)
And those who are in business to support health, wellness, and improvement and helping membership medical practices grow their business, get better outcomes with their patients, help reduce time and stress and all that kind of stuff. So you’ve been an amazing guest on our show, Tim, and I appreciate your time. For people who are listening to our podcast today who want to

grow their membership medical practice. They need some help with reaching their panel levels. Let’s say you’re trying to reach two, three, 400 patients in your practice and you’re at 10 or if you’re at 50 or 100 and you want to grow. My agency, Concierge Medical Marketing, has different growth programs that are available to you to assist you with your growth. We can help with transitioning from a traditional insurance-based practice to a membership practice. We can help with growth. We can even help nurture

existing patient panels and even wait lists so that they continue to know, and trust you to love you and keep hearing from you so that every year when it’s time to renew their membership in your practice, it’s literally one more thing to help them feel good about renewing, not just in their health, but just the feeling good nature. I’ve created a book called the definitive guide to winning with digital marketing.

And this book is available for free as a download from our website, conciergemd.marketing. Simply go to our website, scroll down the page, look for a picture of the book, put in your email address, and click the Go button. And our system will email that to you as a PDF. Please take it with my compliments. And obviously, if you have any additional questions where you as a practitioner or an office manager want to speak with me personally, I’m happy to speak with you in maybe a 30-minute consultation.

Tim – KYMIRA (41:11)
you

Steven Schwartz (41:14)
Our website address to schedule that is cmmkg.com/schedule. And literally just find a time on there that works for you. One other thing is we recently released a web page of resources. I’ve created a ton of different documents and

Tim – KYMIRA (41:17)
you

Steven Schwartz (41:33)
landing pages and AI tools. pretty much just about everything I offer is free.

And all of these materials and whatnot are available from our new website, stevenschwartz.info. Simply just go there and search for what sounds good or might be helpful to your practice. Click the button, learn about it. And if that’s something that you would like and you think would help you, just put in your name, your email, phone number, whatever, and the system will send you that information. It’ll also follow up with some emails part of a drip sequence campaign of marketing.

to help you with whatever thing you’ve requested. beyond that, we’re here to help you grow. believe that membership medical is literally making health care better for people across America. And we’re seeing it growing in other countries as well. So it’s an exciting time to be in this space. And Tim Brownstone, CEO of Kymira, thank you for being our guest on the podcast today. Do you have any final thoughts to leave our listeners before we?

Click the magic button and end our discussion today.

Tim – KYMIRA (42:38)
Well, Steve, thank you for having me. think, you know, I’m often reminded and particularly in our instance that serendipity, know, a guiding hand, however you want to phrase it, is a very powerful

thing. that certainly brought us together and led to our conversation today. But a big thank you to all of your listeners as well, because we’re all involved, regardless of our approach and what part we’re playing in trying to improve the lives, the wellness, the health of others. And that’s a very noble mission. It’s not always the easiest one and many times, particularly when you are running.

the businesses and the organisation is trying to deliver that change and that improvement. So a big thank you. I look forward to hearing from anyone that’s interested. If anyone wants to have a healthy debate around the science, of course, they’re welcome to as well. But a big thank you from the bottom of my heart, Steve, for inviting me on today and helping to share our message as well as yours.

Steven Schwartz (43:40)
Awesome. Truly my pleasure. Definitely enjoyed meeting you at our church’s coffee shop and just thank you Lord for putting two people together who want to help improve health care for people across the entire planet. So God bless you pal. Glad to meet you, spend time with you and to share your message of Kymira with all of our listeners. Folks, this has been the Concierge Medical Marketing.

podcast. I’m your host, Steven Schwartz. Please like, subscribe, share, repost, all those good things you do at whatever platforms you love. And we’ll see you on our next episode. Have a great day and God bless you.