1 00:00:00,080 --> 00:00:02,980 Hey there, dental professionals and industry enthusiasts. 2 00:00:03,600 --> 00:00:06,000 Picture this. It's October, and you're in the 3 00:00:06,000 --> 00:00:07,779 middle of one of the most transformative 4 00:00:08,160 --> 00:00:10,880 experiences of your career. You're at the Becker's 5 00:00:10,880 --> 00:00:13,359 Fall Future of Dentistry Roundtable in the vibrant 6 00:00:13,359 --> 00:00:16,015 city of Chicago, fresh off an incredible 3 7 00:00:16,015 --> 00:00:19,155 days at the Hyatt Regency. Imagine yourself inspired 8 00:00:19,214 --> 00:00:19,954 and invigorated 9 00:00:20,255 --> 00:00:23,375 after attending captivating keynote sessions by none other 10 00:00:23,375 --> 00:00:26,690 than the legendary boxing world champion and CEO, 11 00:00:26,910 --> 00:00:28,769 Lila Elite, and the extraordinary 12 00:00:29,150 --> 00:00:32,750 professional basketball player, Caitlin Clark. See yourself engaged 13 00:00:32,750 --> 00:00:33,890 in lively discussions, 14 00:00:34,190 --> 00:00:36,909 exchanging ideas, and collecting a stack of business 15 00:00:36,909 --> 00:00:39,854 cards from fellow dental experts and potential partners. 16 00:00:40,414 --> 00:00:42,114 You've networked with over 350 17 00:00:42,655 --> 00:00:45,215 attendees and learned from more than 80 speakers 18 00:00:45,215 --> 00:00:47,475 who are at the forefront of dental innovation. 19 00:00:48,335 --> 00:00:51,534 You sat in on educational sessions exploring topics 20 00:00:51,534 --> 00:00:54,015 that elevate dental care as a critical element 21 00:00:54,015 --> 00:00:57,109 of whole person health. You've witnessed firsthand how 22 00:00:57,109 --> 00:00:58,969 digital technology is revolutionizing 23 00:00:59,510 --> 00:01:00,490 patient outcomes 24 00:01:00,870 --> 00:01:04,250 and how both large DSOs and independent practices 25 00:01:04,390 --> 00:01:07,270 are flourishing. Get ready to transform your career 26 00:01:07,270 --> 00:01:09,049 and don't miss out on this incredible 27 00:01:09,435 --> 00:01:12,495 opportunity. The Becker's fall future of dentistry roundtable 28 00:01:12,635 --> 00:01:15,935 is from October 30th to November 1, 2024. 29 00:01:16,474 --> 00:01:18,655 Get registered by going to beckersdental.com 30 00:01:20,075 --> 00:01:22,350 and clicking on the events page. Hello. This 31 00:01:22,350 --> 00:01:24,590 is Arianna Portallatin with the Becker's Dental and 32 00:01:24,590 --> 00:01:25,810 DSO Review podcast. 33 00:01:26,189 --> 00:01:27,790 I'm thrilled to be joined today by Ryan 34 00:01:27,790 --> 00:01:30,270 McCosslin, the founder and CEO of Tailwater Dental 35 00:01:30,270 --> 00:01:31,950 Partners. Ryan, thank you so much for being 36 00:01:31,950 --> 00:01:33,890 here today. It's good to be here. 37 00:01:34,275 --> 00:01:36,195 Yeah. To start us off, can you introduce 38 00:01:36,195 --> 00:01:37,314 yourself and tell us a little bit about 39 00:01:37,314 --> 00:01:37,975 your background? 40 00:01:38,435 --> 00:01:38,935 Sure. 41 00:01:40,115 --> 00:01:43,094 I'm Ryan McCossland, founder and CEO of Tailwater 42 00:01:43,234 --> 00:01:44,055 Dental Partners. 43 00:01:44,435 --> 00:01:46,454 We're headquartered in Nashville, Tennessee, 44 00:01:47,640 --> 00:01:49,400 and we're on a mission to create the 45 00:01:49,400 --> 00:01:50,700 best careers in dentistry. 46 00:01:52,040 --> 00:01:53,560 We still have a long way to go, 47 00:01:53,560 --> 00:01:55,799 but I'm really proud of the foundation that 48 00:01:55,799 --> 00:01:56,540 we've built. 49 00:01:57,319 --> 00:01:59,099 We just got started in 2021. 50 00:02:00,555 --> 00:02:03,375 Today, we're a group that supports 9 practices, 51 00:02:04,795 --> 00:02:06,954 7 in Tennessee, 1 in Kentucky, 1 in 52 00:02:06,954 --> 00:02:07,454 Missouri, 53 00:02:08,794 --> 00:02:10,474 and we have big dreams to continue to 54 00:02:10,474 --> 00:02:12,555 grow this thing the right way for the 55 00:02:12,555 --> 00:02:13,294 long term. 56 00:02:14,229 --> 00:02:15,849 Great. Thank you so much for that. 57 00:02:16,550 --> 00:02:17,909 First question here. What are some of the 58 00:02:17,909 --> 00:02:19,750 biggest issues that you're following in the dental 59 00:02:19,750 --> 00:02:20,810 industry right now? 60 00:02:22,229 --> 00:02:24,550 It's such an interesting time to be in 61 00:02:24,550 --> 00:02:25,290 this industry. 62 00:02:26,229 --> 00:02:28,650 Between 2,010 and 2020, 63 00:02:29,465 --> 00:02:31,084 there was just this acceleration 64 00:02:32,025 --> 00:02:32,764 of consolidation 65 00:02:34,185 --> 00:02:35,724 driven by low interest rates 66 00:02:36,344 --> 00:02:38,525 and models that began to get traction 67 00:02:39,144 --> 00:02:40,364 that really made sense 68 00:02:41,305 --> 00:02:42,444 for practice owners. 69 00:02:43,280 --> 00:02:44,580 But since 2021 70 00:02:45,039 --> 00:02:45,860 and COVID 71 00:02:46,719 --> 00:02:49,199 and the emergence of higher interest rates, right, 72 00:02:49,199 --> 00:02:50,180 some of that consolidation 73 00:02:50,959 --> 00:02:51,939 has slowed 74 00:02:52,560 --> 00:02:53,620 and been tempered. 75 00:02:54,400 --> 00:02:56,099 I believe that's a temporary pause. 76 00:02:56,764 --> 00:02:57,344 The consolidation 77 00:02:57,645 --> 00:03:00,465 train might be slowing down temporarily, 78 00:03:01,405 --> 00:03:03,004 but most of the people who are watching 79 00:03:03,004 --> 00:03:03,664 this closely 80 00:03:04,044 --> 00:03:05,745 recognize the macro trends 81 00:03:06,604 --> 00:03:07,664 are still at play. 82 00:03:08,444 --> 00:03:11,159 There's still, I don't know, Ariana, a 170,000 83 00:03:11,860 --> 00:03:14,360 some odd dental practices in the United States, 84 00:03:15,460 --> 00:03:17,379 and about 30% of them have joined a 85 00:03:17,379 --> 00:03:18,599 group of some flavor. 86 00:03:19,540 --> 00:03:20,760 Lots of smart people 87 00:03:21,594 --> 00:03:23,375 sort of argue about 88 00:03:23,995 --> 00:03:26,175 where we'll eventually land as an industry, 89 00:03:26,955 --> 00:03:29,294 but the range is somewhere between 50 70% 90 00:03:29,354 --> 00:03:30,955 of those practices ultimately are gonna be a 91 00:03:30,955 --> 00:03:31,854 part of a group. 92 00:03:32,314 --> 00:03:33,754 So over the next 10 to 20 years, 93 00:03:33,754 --> 00:03:35,194 it's gonna be interesting to see how this 94 00:03:35,194 --> 00:03:35,935 plays out. 95 00:03:36,280 --> 00:03:37,099 So the challenges 96 00:03:37,719 --> 00:03:38,459 are are, 97 00:03:39,319 --> 00:03:40,459 today really 98 00:03:41,080 --> 00:03:43,959 driven for, you know, groups, for for for 99 00:03:43,959 --> 00:03:44,459 DSOs. 100 00:03:45,159 --> 00:03:46,379 Some of that is just 101 00:03:46,919 --> 00:03:48,060 the pressure from 102 00:03:48,625 --> 00:03:50,305 higher interest rates than ever before because so 103 00:03:50,305 --> 00:03:52,144 many of them are private equity backed and 104 00:03:52,144 --> 00:03:55,104 supported by leverage. And so that creates weird 105 00:03:55,104 --> 00:03:57,025 short term incentives to grow as much cash 106 00:03:57,025 --> 00:03:59,504 flow as positive service to debt. And then 107 00:03:59,504 --> 00:04:01,764 I know is is making some 108 00:04:03,250 --> 00:04:05,430 executives who lead these things a little nervous, 109 00:04:05,889 --> 00:04:07,330 especially if they're on a timeline where they 110 00:04:07,330 --> 00:04:08,769 have to exit in the next 12 to 111 00:04:08,769 --> 00:04:09,590 24 months. 112 00:04:10,049 --> 00:04:11,729 So that's a real challenge of the conversation 113 00:04:11,729 --> 00:04:12,469 that's happening. 114 00:04:13,250 --> 00:04:15,969 For Tailwater, I'm really grateful that we have 115 00:04:15,969 --> 00:04:16,709 no timeline 116 00:04:17,084 --> 00:04:18,305 and no finish line. 117 00:04:19,245 --> 00:04:21,564 We're not a private equity backed DSO that's 118 00:04:21,564 --> 00:04:22,064 on, 119 00:04:22,604 --> 00:04:23,264 you know, 120 00:04:23,964 --> 00:04:26,604 a path to consolidate as much EBITDA possible 121 00:04:26,604 --> 00:04:27,664 and then sell it. 122 00:04:28,685 --> 00:04:30,365 We really are trying to build something the 123 00:04:30,365 --> 00:04:31,985 right way for the long term, 124 00:04:32,779 --> 00:04:34,540 and that allows us to make long term 125 00:04:34,540 --> 00:04:36,540 investments that might not bear fruit in the 126 00:04:36,540 --> 00:04:38,540 next 2 to 3 years, but ultimately will 127 00:04:38,540 --> 00:04:40,860 be healthier for our practices and our dentists 128 00:04:40,860 --> 00:04:42,639 and their teams in the long term. 129 00:04:43,340 --> 00:04:44,240 Okay. Great. 130 00:04:44,620 --> 00:04:46,460 And I'm curious. What are you most excited 131 00:04:46,460 --> 00:04:48,795 about when it comes to dentistry right now, 132 00:04:48,795 --> 00:04:50,175 and what makes you nervous? 133 00:04:52,074 --> 00:04:53,535 I think the war for talent 134 00:04:54,634 --> 00:04:56,014 is being waged 135 00:04:56,634 --> 00:04:57,134 today, 136 00:04:57,555 --> 00:04:58,055 you 137 00:04:58,475 --> 00:04:59,775 know, at the local level, 138 00:05:00,349 --> 00:05:01,490 and that's an opportunity 139 00:05:01,949 --> 00:05:02,769 and a threat. 140 00:05:03,310 --> 00:05:05,629 There are fewer hygienists than there were 5 141 00:05:05,629 --> 00:05:09,470 years ago and fewer assistants and more options, 142 00:05:09,470 --> 00:05:12,029 frankly, for folks who have explored opportunities outside 143 00:05:12,029 --> 00:05:12,689 of dentistry. 144 00:05:13,574 --> 00:05:15,254 And what that means is that you have 145 00:05:15,254 --> 00:05:16,074 to be good. 146 00:05:17,334 --> 00:05:19,115 You have to do right by your people. 147 00:05:19,495 --> 00:05:21,414 And if you lose somebody, it's harder than 148 00:05:21,414 --> 00:05:22,714 ever to replace them. 149 00:05:23,175 --> 00:05:25,035 So I'm both excited by 150 00:05:26,294 --> 00:05:26,794 and 151 00:05:27,814 --> 00:05:28,954 respectful of 152 00:05:29,790 --> 00:05:30,529 that dynamic. 153 00:05:31,550 --> 00:05:32,370 The groups, 154 00:05:32,829 --> 00:05:33,569 the practices, 155 00:05:34,029 --> 00:05:34,769 the businesses 156 00:05:35,790 --> 00:05:37,169 that that are able 157 00:05:37,629 --> 00:05:38,610 to create 158 00:05:39,069 --> 00:05:41,649 great careers for their people are gonna win. 159 00:05:42,154 --> 00:05:44,235 And the ones that are sort of focused 160 00:05:44,235 --> 00:05:45,375 on short term results 161 00:05:46,475 --> 00:05:48,895 and see their people and their teams as, 162 00:05:49,835 --> 00:05:51,215 sort of cogs and wheels 163 00:05:51,835 --> 00:05:52,574 and replaceable, 164 00:05:53,194 --> 00:05:54,395 I think are going to, 165 00:05:56,500 --> 00:05:58,199 that that that it's a hard time, 166 00:05:58,899 --> 00:06:01,060 the operating dental practices like a factory with 167 00:06:01,060 --> 00:06:02,120 interchangeable parts. 168 00:06:02,579 --> 00:06:04,979 Mhmm. More than ever, the practices that I 169 00:06:04,979 --> 00:06:06,919 think are earning the trust of their communities 170 00:06:07,139 --> 00:06:08,120 and their teams 171 00:06:08,740 --> 00:06:10,439 are, well, they have souls. 172 00:06:11,205 --> 00:06:12,584 Because when there's fewer, 173 00:06:13,285 --> 00:06:14,964 I guess, great people out there who wanna 174 00:06:14,964 --> 00:06:16,884 do this work than ever before and there's 175 00:06:16,884 --> 00:06:17,925 still a lot of them out there. I 176 00:06:17,925 --> 00:06:19,285 just mean because, you know, you you've heard 177 00:06:19,285 --> 00:06:21,404 about this post COVID. These people sort of 178 00:06:21,444 --> 00:06:23,064 a lot of people have left the industry. 179 00:06:23,845 --> 00:06:24,504 So, anyway, 180 00:06:25,129 --> 00:06:26,810 the ones that are able to attract and 181 00:06:26,810 --> 00:06:29,229 retain the best people will win, and that's 182 00:06:29,529 --> 00:06:30,029 exciting 183 00:06:30,729 --> 00:06:32,509 and also something we need to take seriously. 184 00:06:33,449 --> 00:06:33,949 Okay. 185 00:06:34,250 --> 00:06:36,169 If you had to think about, the next 186 00:06:36,169 --> 00:06:37,610 few years and what that could look like 187 00:06:37,610 --> 00:06:38,509 as far as workforce 188 00:06:38,985 --> 00:06:41,225 shortages, when do you think dental practices can 189 00:06:41,225 --> 00:06:42,845 start seeing some relief on those? 190 00:06:45,064 --> 00:06:46,685 Yeah. There's a nursing shortage. 191 00:06:47,704 --> 00:06:48,685 20 years ago, 192 00:06:49,144 --> 00:06:50,524 we ultimately found equilibrium 193 00:06:51,019 --> 00:06:51,759 with that. 194 00:06:52,139 --> 00:06:55,580 I suspect that we will find equilibrium again 195 00:06:55,580 --> 00:06:56,319 in dentistry. 196 00:06:56,779 --> 00:06:58,000 I can't predict when, 197 00:06:58,459 --> 00:07:00,300 but I'm really proud that we have been 198 00:07:00,300 --> 00:07:01,199 able to retain 199 00:07:01,580 --> 00:07:03,660 so many of our team through all of 200 00:07:03,660 --> 00:07:04,160 this. 201 00:07:04,904 --> 00:07:06,504 I believe we've won some hearts and minds 202 00:07:06,504 --> 00:07:08,285 and the trust of our people at Tailwater 203 00:07:08,904 --> 00:07:10,365 by prioritizing people, 204 00:07:11,064 --> 00:07:11,564 patients, 205 00:07:11,944 --> 00:07:12,605 and profits 206 00:07:13,464 --> 00:07:14,365 in that order. 207 00:07:15,225 --> 00:07:16,904 I've always felt like if we take care 208 00:07:16,904 --> 00:07:19,225 of our people the right way, they'll take 209 00:07:19,225 --> 00:07:20,204 care of our patients. 210 00:07:20,689 --> 00:07:22,129 And if we take care of our patients 211 00:07:22,129 --> 00:07:23,110 with good systems, 212 00:07:23,649 --> 00:07:24,629 we'll be profitable. 213 00:07:25,490 --> 00:07:27,409 And that's easier said than done. Right? We 214 00:07:27,409 --> 00:07:28,529 need to put our money where our mouth 215 00:07:28,529 --> 00:07:29,430 is. But, 216 00:07:30,769 --> 00:07:32,949 for now, we haven't felt the crunch 217 00:07:33,254 --> 00:07:35,175 or the the the same pressure that comes 218 00:07:35,175 --> 00:07:37,735 with revolving doors of team members that, some 219 00:07:37,735 --> 00:07:39,355 of the practices are suffering from. 220 00:07:39,735 --> 00:07:41,834 But I don't know when equilibrium will return 221 00:07:41,895 --> 00:07:43,595 for the industry, Ariana. 222 00:07:44,214 --> 00:07:45,115 It will eventually, 223 00:07:45,735 --> 00:07:47,035 but we're not there yet. 224 00:07:47,495 --> 00:07:47,995 Okay. 225 00:07:48,470 --> 00:07:51,030 And thinking about health care leadership right now, 226 00:07:51,030 --> 00:07:52,949 what will the most effective health care leaders 227 00:07:52,949 --> 00:07:54,629 need to be successful in the next 2 228 00:07:54,629 --> 00:07:55,370 to 3 years? 229 00:07:56,550 --> 00:07:58,090 A a a few different things. 230 00:07:59,509 --> 00:08:00,650 More than ever before, 231 00:08:01,189 --> 00:08:03,290 these these these groups that have grown, 232 00:08:04,185 --> 00:08:04,685 need 233 00:08:05,064 --> 00:08:06,904 to to watch cash flow and be really 234 00:08:06,904 --> 00:08:09,245 careful with their capital expenditures. 235 00:08:10,264 --> 00:08:11,724 They need to make smart investments 236 00:08:12,104 --> 00:08:14,264 and make sure they're getting returned on those 237 00:08:14,264 --> 00:08:16,664 because there's less margin for air than there 238 00:08:16,664 --> 00:08:17,164 was 239 00:08:17,539 --> 00:08:19,139 10 years ago. Now the interest rates are 240 00:08:19,139 --> 00:08:21,399 higher for any practice or group that 241 00:08:21,939 --> 00:08:23,560 has some debt on their balance sheet. 242 00:08:24,419 --> 00:08:25,860 So we need to be smarter than ever 243 00:08:25,860 --> 00:08:26,360 before 244 00:08:27,300 --> 00:08:29,139 about making the right kinds of investments and 245 00:08:29,139 --> 00:08:29,639 equipment 246 00:08:31,275 --> 00:08:31,855 and people. 247 00:08:32,875 --> 00:08:33,375 And, 248 00:08:34,715 --> 00:08:35,855 the second is 249 00:08:36,554 --> 00:08:38,415 I'm new I'm relatively new to dentistry. 250 00:08:39,995 --> 00:08:41,754 You know, 5, 6 years, I've been in 251 00:08:41,754 --> 00:08:43,054 health care my whole career. 252 00:08:43,639 --> 00:08:45,080 But 6 years ago, I didn't know what 253 00:08:45,080 --> 00:08:46,139 a DSO was. 254 00:08:46,840 --> 00:08:48,779 And then I went to for 255 00:08:49,320 --> 00:08:50,779 the first time in 2021, 256 00:08:52,039 --> 00:08:53,740 and I've I've really 257 00:08:54,200 --> 00:08:55,259 come to love 258 00:08:56,120 --> 00:08:56,860 this industry 259 00:08:57,855 --> 00:08:59,855 and and what's happening in this industry. Because 260 00:08:59,855 --> 00:09:01,934 I think the winners are really going to 261 00:09:01,934 --> 00:09:02,674 win here, 262 00:09:03,534 --> 00:09:05,375 based on the macro trends I already described 263 00:09:05,375 --> 00:09:05,875 before. 264 00:09:07,134 --> 00:09:07,634 But 265 00:09:08,495 --> 00:09:09,394 in order 266 00:09:10,230 --> 00:09:12,169 to execute on this opportunity, 267 00:09:12,950 --> 00:09:14,629 I I think we need to continue to 268 00:09:14,629 --> 00:09:18,570 see these businesses as very human driven businesses. 269 00:09:20,070 --> 00:09:21,529 I think too often DSOs 270 00:09:22,845 --> 00:09:24,464 make decisions based on spreadsheets, 271 00:09:25,404 --> 00:09:27,964 and we measure everything too. But the ones 272 00:09:27,964 --> 00:09:29,324 that are gonna win, I believe, are gonna 273 00:09:29,324 --> 00:09:31,824 make decisions based on people and principles 274 00:09:32,204 --> 00:09:33,345 supported by spreadsheets. 275 00:09:34,125 --> 00:09:35,804 Because I get I'm keep going back to 276 00:09:35,804 --> 00:09:37,424 this talent thing. 277 00:09:38,159 --> 00:09:39,759 You can run a good business with good 278 00:09:39,759 --> 00:09:41,360 systems, but if you don't have the right 279 00:09:41,360 --> 00:09:43,220 people bringing them to life, 280 00:09:44,000 --> 00:09:45,059 that's not gonna work. 281 00:09:45,519 --> 00:09:46,659 So I think 282 00:09:47,039 --> 00:09:49,059 leaders in this space need to think 283 00:09:49,600 --> 00:09:51,825 long and hard about the investment they're making 284 00:09:51,825 --> 00:09:53,445 and make sure they're getting a good return. 285 00:09:53,585 --> 00:09:55,605 And they all seem to prioritize their people, 286 00:09:56,544 --> 00:09:58,465 and and and recognize that this is a 287 00:09:58,465 --> 00:09:59,845 very intimate industry. 288 00:10:00,384 --> 00:10:02,465 There were people work elbow to elbow with 289 00:10:02,465 --> 00:10:04,164 each other in operatories and practices, 290 00:10:04,649 --> 00:10:06,430 and they're working on patients. 291 00:10:07,450 --> 00:10:08,430 There's this guy, 292 00:10:10,809 --> 00:10:12,670 Danny Meyer, who has 293 00:10:13,210 --> 00:10:14,730 nothing to do with dentistry. Do you have 294 00:10:14,730 --> 00:10:16,330 you heard of Danny Meyer, the founder of 295 00:10:16,330 --> 00:10:19,290 Union Square Hospitality Group? No. I'm not familiar, 296 00:10:19,290 --> 00:10:19,790 unfortunately. 297 00:10:20,705 --> 00:10:22,485 So Danny Meyer is the first person 298 00:10:23,504 --> 00:10:25,365 to ever win a James Beard award. 299 00:10:25,985 --> 00:10:27,205 He wasn't a chef. 300 00:10:28,384 --> 00:10:29,125 He's a restauranteur. 301 00:10:30,384 --> 00:10:32,404 He wrote a book called Setting the Table. 302 00:10:33,699 --> 00:10:34,980 And he also, by the way, went on 303 00:10:34,980 --> 00:10:36,259 to found he was one of the founders 304 00:10:36,259 --> 00:10:37,240 of Shake Shack. 305 00:10:37,620 --> 00:10:39,240 So he's just doing just fine. 306 00:10:39,620 --> 00:10:41,139 But Danny Meyer in this book setting the 307 00:10:41,139 --> 00:10:41,639 table 308 00:10:42,740 --> 00:10:45,059 talks about hospitality and what that means to 309 00:10:45,059 --> 00:10:46,740 him and his group of restaurants, and it 310 00:10:46,740 --> 00:10:48,659 really resonated with me. And I think there's 311 00:10:48,659 --> 00:10:50,544 some corollaries or parallels with dentistry. 312 00:10:51,964 --> 00:10:54,524 He says that hospitality is when people feel 313 00:10:54,524 --> 00:10:56,464 like things are being done for them, 314 00:10:57,004 --> 00:10:57,904 not to them. 315 00:10:58,524 --> 00:11:00,365 And I think too often the patient experience 316 00:11:00,365 --> 00:11:02,070 in dentistry is one where people are feel 317 00:11:02,070 --> 00:11:03,429 like things are being done to them and 318 00:11:03,429 --> 00:11:05,190 not for them. And if we can flip 319 00:11:05,190 --> 00:11:07,590 that and once again make sure these practices 320 00:11:07,590 --> 00:11:09,529 that we're supporting retain their souls 321 00:11:10,070 --> 00:11:10,970 in the culture 322 00:11:11,509 --> 00:11:13,269 and the things that make them special and 323 00:11:13,269 --> 00:11:14,490 respect in their communities, 324 00:11:15,215 --> 00:11:17,394 That that can go a long way towards 325 00:11:18,495 --> 00:11:20,654 patient experience and making sure people feel like 326 00:11:20,654 --> 00:11:22,254 things are being done for them and not 327 00:11:22,254 --> 00:11:22,915 to them. 328 00:11:24,975 --> 00:11:27,634 Yeah. Definitely. Great points made there and, particularly 329 00:11:27,774 --> 00:11:30,289 interesting in, the points made about what dentistry 330 00:11:30,289 --> 00:11:33,169 can learn from hospitality and, the takeaway there. 331 00:11:33,169 --> 00:11:35,190 So thank you for, so much for that. 332 00:11:35,570 --> 00:11:37,730 And, yeah, those were all my questions. So 333 00:11:37,730 --> 00:11:39,089 thank you so much for joining us today, 334 00:11:39,089 --> 00:11:40,850 Ryan. It's been a pleasure speaking with you, 335 00:11:40,850 --> 00:11:42,449 and I really look forward to connecting with 336 00:11:42,449 --> 00:11:43,509 you again in the future. 337 00:11:44,263 --> 00:11:45,863 Ariana, thanks for your time. Glad to be 338 00:11:45,863 --> 00:11:47,323 a guest. Talk to you next time.