1 00:00:03,670 --> 00:00:06,920 It's so important for leaders at the top of organizations to keep learning, 2 00:00:07,150 --> 00:00:08,800 stay sharp, grow their networks, 3 00:00:09,190 --> 00:00:12,320 help our audience better do this in a more simplified, personalized, 4 00:00:12,420 --> 00:00:16,240 and meaningful way. Becker's Healthcare has launched my bhc, 5 00:00:16,750 --> 00:00:19,840 it's your trusted Becker's healthcare experience and more with content, 6 00:00:19,910 --> 00:00:22,120 connections, events, and learning opportunities. 7 00:00:22,830 --> 00:00:27,760 Join the community free of charge@www.my dot becker's hospital 8 00:00:27,760 --> 00:00:29,680 review.com and we'll see you there. 9 00:00:33,350 --> 00:00:36,240 This is Ritz Hatton with the Becker's Dental fia. So podcast, 10 00:00:37,180 --> 00:00:40,440 I'm thrilled to be joined today by Scott Kne, 11 00:00:40,630 --> 00:00:44,080 founder of kne U s o Advisory Group. Scott, 12 00:00:44,080 --> 00:00:45,600 thank you so much for being here today. 13 00:00:46,910 --> 00:00:47,980 Thank you for having me. 14 00:00:49,300 --> 00:00:50,600 So just to start us off here, 15 00:00:50,600 --> 00:00:53,160 could you introduce yourself and tell us a bit about your background? 16 00:00:54,720 --> 00:00:58,450 Sure. My name is Dr. Scott Kne. I'm actually a dentist by training. 17 00:00:58,810 --> 00:01:03,010 I went to Ohio State for undergrad and dental school, finishing dental school, 18 00:01:03,230 --> 00:01:07,250 uh, back in the late nineties. I joined my dad right outta school. 19 00:01:07,330 --> 00:01:10,610 I was one of those lucky kids, uh, whose dad was a dentist. And I got to, 20 00:01:10,950 --> 00:01:15,010 got to work with him for seven years before he retired. And when he retired, 21 00:01:15,030 --> 00:01:19,370 one of my early associates and I partnered up and started buying practices 22 00:01:19,430 --> 00:01:24,370 around the Toledo, Ohio area of retiring doctors. And we, uh, 23 00:01:24,370 --> 00:01:28,570 eventually put those into six physical locations, uh, 24 00:01:28,750 --> 00:01:31,410 multi-specialty, and, uh, 25 00:01:32,260 --> 00:01:36,730 ended up selling that to a larger private equity backed dsso from the east side 26 00:01:36,730 --> 00:01:40,200 of Ohio. I stayed around there for a couple of years, 27 00:01:40,200 --> 00:01:41,520 helping them grow a little bit, 28 00:01:41,900 --> 00:01:46,240 but then I had the opportunity to partner with a private equity firm in Chicago. 29 00:01:47,020 --> 00:01:49,760 And in 2014 we formed Elite Dental Partners. 30 00:01:49,880 --> 00:01:53,760 I was the CEO and Chief Dental Officer. Over the next several years, 31 00:01:53,760 --> 00:01:58,720 we grew that over 110 locations in 12 states. And, uh, 32 00:01:58,720 --> 00:02:01,200 eventually had, uh, another exit there. 33 00:02:02,460 --> 00:02:05,200 And my wife and three kids still were in Toledo. 34 00:02:05,220 --> 00:02:07,840 And every week I was going to Chicago spending, 35 00:02:07,840 --> 00:02:11,000 spending the week and then coming home. So after doing that for, you know, 36 00:02:11,000 --> 00:02:15,840 several years, decided to, uh, to call it a day and hand it over the reins. And, 37 00:02:16,020 --> 00:02:18,520 uh, since the fall of 2019, 38 00:02:18,990 --> 00:02:22,840 I've served on several boards of, of private equity backed DSOs. 39 00:02:23,540 --> 00:02:27,400 I'm a non-executive director of Pacific Smiles Group in Australia, 40 00:02:27,850 --> 00:02:31,200 which is 130 plus location, publicly traded dso. 41 00:02:32,190 --> 00:02:35,930 And currently I work, uh, with Beam Benefits. 42 00:02:35,990 --> 00:02:38,770 I'm the Chief Dental officer and VP of network development. 43 00:02:39,790 --> 00:02:43,730 Wow. It sounds like you have tons of great experience there. Um, 44 00:02:43,890 --> 00:02:45,010 I do have to ask, 45 00:02:45,040 --> 00:02:48,690 what was it like working with your dad towards the beginning of your career? 46 00:02:50,320 --> 00:02:53,250 Yeah, it was fantastic. Um, 47 00:02:53,630 --> 00:02:58,370 having a mentor that you obviously love, 48 00:02:58,500 --> 00:03:02,400 trust and, and is, 49 00:03:02,500 --> 00:03:06,440 is immensely valuable. You know, there was never a question of, 50 00:03:06,860 --> 00:03:11,560 Hey Scott, here's uh, how I see this case and here's what you should look at. 51 00:03:12,500 --> 00:03:15,520 And, uh, it was, it was a really great experience. And, you know, 52 00:03:15,550 --> 00:03:20,120 just as an aside, my, my first extraction, um, was at, uh, 53 00:03:20,160 --> 00:03:24,280 a bicuspid. So it had two small roots, and of course I broke it. And, you know, 54 00:03:24,280 --> 00:03:25,960 it was great having him there saying, Hey, dad, 55 00:03:26,020 --> 00:03:28,720 can you come over and help me with this? So, I mean, 56 00:03:28,720 --> 00:03:31,400 that's just one little example, but, uh, it was great. 57 00:03:31,420 --> 00:03:35,720 Now I joked that I had the longest interview process that anyone's ever had. Um, 58 00:03:35,900 --> 00:03:38,520 but, uh, no, it's a fantastic experience. 59 00:03:39,940 --> 00:03:44,310 Wonderful. Thank you so much for sharing. My first question for you is, 60 00:03:44,420 --> 00:03:47,270 what are the biggest issues you're following in dental today? 61 00:03:49,340 --> 00:03:54,150 Sure, and I, I think there's four specifically that, that I, 62 00:03:54,610 --> 00:03:55,230 uh, and, 63 00:03:55,230 --> 00:04:00,070 and following and that really have a huge impact on dentistry as a 64 00:04:00,070 --> 00:04:04,310 whole. One is the, is the shortage of hygienists, you know, 65 00:04:04,630 --> 00:04:08,630 anywhere from five to to 10 plus percent of hygienists 66 00:04:09,380 --> 00:04:10,750 left the workforce during covid. 67 00:04:12,160 --> 00:04:16,700 And really what that's led to is kind of a follow up to this, 68 00:04:16,710 --> 00:04:20,100 which is wage inflation, not just for hygienists, but for the rest of the, 69 00:04:20,360 --> 00:04:24,060 the dental staff as well. And along with that is, is the supply inflation? 70 00:04:25,110 --> 00:04:29,230 I think student debt is, is a really big problem. 71 00:04:30,770 --> 00:04:34,390 And then the, the last one, and we've dentist, 72 00:04:34,520 --> 00:04:38,110 we've known about this forever. Uh, it's just inconsistent diagnosis. 73 00:04:39,360 --> 00:04:43,100 Um, you know, the, the old article from Reader's Digest, right? 74 00:04:43,100 --> 00:04:48,100 You go to eight dentists, you get 15 different diagnoses and you know, 75 00:04:48,100 --> 00:04:51,830 we need to do better. And, you know, some, I'm really, uh, 76 00:04:52,500 --> 00:04:56,510 excited about some of the newer technologies that are gonna help with that part 77 00:04:56,510 --> 00:05:00,110 of it. Um, but yeah, the, the workforce shortage, 78 00:05:00,780 --> 00:05:04,230 inflation and student debt, uh, really are, 79 00:05:04,250 --> 00:05:06,950 are big problems that I'm following right now. 80 00:05:09,170 --> 00:05:13,090 Interesting. So looking ahead to towards the future of dentistry, 81 00:05:13,360 --> 00:05:16,290 what are you most excited about and what makes you nervous? 82 00:05:17,960 --> 00:05:18,793 Sure. 83 00:05:20,050 --> 00:05:24,470 Really excited about the medical dental integration. Uh, 84 00:05:25,040 --> 00:05:30,030 we've known for years that if somebody's mouth has problems that 85 00:05:30,030 --> 00:05:31,310 odds are they have other problems, 86 00:05:31,310 --> 00:05:35,870 but now we're actually having empirical data that shows us 87 00:05:36,220 --> 00:05:36,870 that, you know, 88 00:05:36,870 --> 00:05:41,750 having periodontal disease can impact a lot of your chronic disorders. 89 00:05:42,410 --> 00:05:45,230 Um, we have orthopods, 90 00:05:45,410 --> 00:05:49,750 we have cardiologists and cardiac surgeons now that realize if the patient's 91 00:05:49,750 --> 00:05:54,480 mouth is not healthy, it's gonna impact the, the, 92 00:05:54,500 --> 00:05:58,880 the longevity of our surgery. So they're asking for dental clearances. Um, 93 00:05:58,940 --> 00:06:03,120 I'm really excited about some of the, the DSOs in the US that are getting into, 94 00:06:03,900 --> 00:06:08,540 uh, the, the medical dental space and trying to integrate it even further. Um, 95 00:06:09,100 --> 00:06:13,020 I see this as a huge growth opportunity within, I think within this decade, 96 00:06:13,160 --> 00:06:17,820 you know, so really over the next, uh, you know, six and a half plus years, um, 97 00:06:18,070 --> 00:06:21,620 we're gonna see this continuing to, uh, 98 00:06:22,640 --> 00:06:26,340 be a primary focus of, of dentistry and and of medicine. 99 00:06:27,520 --> 00:06:30,820 Um, another one, getting back to that inconsistent diagnosis. 100 00:06:31,620 --> 00:06:35,820 I think artificial intelligence is going to change dentistry. 101 00:06:37,980 --> 00:06:38,470 There's, 102 00:06:38,470 --> 00:06:43,390 there's gonna be a huge practice level benefit of using it for 103 00:06:43,390 --> 00:06:46,670 patient education. You're never gonna find a dentist that says, Hey, 104 00:06:46,830 --> 00:06:50,630 I I need somebody else or another, I need technology to help me diagnose. Well, 105 00:06:51,070 --> 00:06:52,590 a lot maybe do, but anyway, 106 00:06:52,590 --> 00:06:56,750 what's gonna be like our intraoral cameras that came out in the eighties where 107 00:06:57,250 --> 00:07:01,670 now I can run this through, run my x-rays through ai, 108 00:07:02,880 --> 00:07:07,020 it can highlight areas of concern, I can verify, yes, 109 00:07:07,110 --> 00:07:12,060 those are cavities and, and a pictograph really show a patient what's going on. 110 00:07:12,410 --> 00:07:14,580 Problem in an X-ray right now is, it's, 111 00:07:14,650 --> 00:07:18,180 it's just different shades of gray with this. It's colorized, 112 00:07:18,320 --> 00:07:22,580 it helps and really brings dentistry, you know, kind of from the, 113 00:07:22,760 --> 00:07:26,340 the dark ages. Um, and I equate it to kind of, you know, 114 00:07:26,500 --> 00:07:29,500 I know nothing about cars when I take my car to the mechanic, 115 00:07:29,500 --> 00:07:33,260 they tell me I knew need a new fencer valve. And I'm like, okay, what do I know? 116 00:07:33,880 --> 00:07:36,820 Um, and, and really for the most part, dentistry's a blind item. 117 00:07:36,920 --> 00:07:41,620 You have to trust your dentist and that they're gonna provide you with great 118 00:07:41,650 --> 00:07:45,590 care. And I love anything that helps, uh, 119 00:07:45,590 --> 00:07:47,990 that we can use as an adjunct to help build that trust. 120 00:07:48,810 --> 00:07:51,950 Now I take it a fur a little step further, you know, 121 00:07:51,950 --> 00:07:54,830 being on the insurance side also. Um, 122 00:07:55,610 --> 00:07:58,670 now I can imagine as a dentist, I'm sitting in my ch in the chair, 123 00:07:59,270 --> 00:08:02,750 a patient comes in, I think that they need to have a procedure done. 124 00:08:03,590 --> 00:08:05,110 I submit the x-rays, 125 00:08:05,620 --> 00:08:08,630 they instantly get adjudicated and sent back, 126 00:08:09,570 --> 00:08:13,550 and I can now tell the patient, Hey, insurance already approved it. 127 00:08:13,980 --> 00:08:17,430 It's gonna cost you X dollars, and I had a cancellation. 128 00:08:17,430 --> 00:08:18,710 Should we take care of that now? 129 00:08:19,410 --> 00:08:24,350 And so that will make the entire system much more efficient. 130 00:08:25,710 --> 00:08:29,890 AI can also be used for every, uh, 131 00:08:30,080 --> 00:08:31,890 tons of other things you look at. Now, 132 00:08:32,270 --> 00:08:36,570 3D scanning and AI can now help design, um, 133 00:08:37,630 --> 00:08:42,450 crowns, uh, dentures, night guards, you know, anything that, 134 00:08:42,450 --> 00:08:47,050 that you can kind of dream up and, and makes that process more efficient. 135 00:08:47,990 --> 00:08:52,890 Um, you know, so now it, it, with, with the advent two of 3D printing, 136 00:08:54,000 --> 00:08:56,680 we can move a lot more, uh, 137 00:08:57,770 --> 00:09:01,840 procedures into the dental office, make 'em better, faster, cheaper, 138 00:09:03,170 --> 00:09:07,560 and provide better care for our patients. Um, 139 00:09:07,860 --> 00:09:09,960 so if you look at, at 3D printing, 140 00:09:11,810 --> 00:09:16,800 why not print your own, uh, clear liners? Why not print your own night guards, 141 00:09:16,830 --> 00:09:21,640 your own crowns, and, and now when your patient's there, 142 00:09:21,640 --> 00:09:23,600 you can treat them more holistically, 143 00:09:24,140 --> 00:09:28,170 get them fixed and save them time, 144 00:09:28,440 --> 00:09:32,230 because now they don't have to make multiple trips to your office. Now, the old, 145 00:09:32,730 --> 00:09:37,390 oh, the, the old cad cam process, um, 146 00:09:37,390 --> 00:09:41,910 while it's gotten better, it still is slower and, and expensive, 147 00:09:42,400 --> 00:09:45,550 where I really think that 3D printing, uh, 148 00:09:45,610 --> 00:09:50,070 is going to change that entire dynamic and allow us to treat 149 00:09:50,420 --> 00:09:53,630 more people again, better, faster, and cheaper. 150 00:09:55,350 --> 00:09:58,390 I think some of the other things that I'm really excited about is just the, 151 00:09:58,410 --> 00:10:02,750 the diversity of dentists and the diversity of the dental workforce. 152 00:10:03,570 --> 00:10:08,190 Uh, you look at the demographics of those going into dental school now, um, 153 00:10:08,350 --> 00:10:11,110 a lot more women, I think, uh, there's several years ago, 154 00:10:11,110 --> 00:10:16,110 but the class sizes now are over 50% women, um, minorities. 155 00:10:17,120 --> 00:10:21,940 And so, you know, dentistry is, is becoming a, uh, 156 00:10:22,380 --> 00:10:25,260 a much more diverse and, and a better field. 157 00:10:26,510 --> 00:10:28,370 And as dsso leaders, 158 00:10:28,460 --> 00:10:32,930 we're gonna have to learn how to work with these, 159 00:10:32,940 --> 00:10:34,970 these groups. Um, 160 00:10:36,330 --> 00:10:40,650 now I, you know, I'm excited, but I'm also nervous, uh, 161 00:10:40,820 --> 00:10:45,090 about the growing access to and the cost of capital. 162 00:10:45,750 --> 00:10:49,930 And this is both for single and multi-site, uh, healthcare, not just dentistry, 163 00:10:49,930 --> 00:10:51,290 but you know, healthcare in general. 164 00:10:52,110 --> 00:10:56,730 So anyone who's been paying attention knows that the cost of capital, 165 00:10:56,840 --> 00:11:01,690 when you go to the bank now, it's much harder to get money. Um, 166 00:11:02,630 --> 00:11:07,270 but you're also paying a lot more for it. And so the, 167 00:11:07,630 --> 00:11:11,310 I think for those less capitalized practices, 168 00:11:11,310 --> 00:11:15,590 for those less capitalized DSOs who are gonna have a harder time accessing 169 00:11:15,590 --> 00:11:20,590 capital, uh, there may be some issues coming up, you know, 170 00:11:21,290 --> 00:11:26,020 in the next year to, to, to, to two or three years. Um, 171 00:11:26,710 --> 00:11:29,170 you know, as we sit today, we've, 172 00:11:29,170 --> 00:11:32,930 we've lost a couple of large banks that have been taken over by bigger banks. 173 00:11:33,870 --> 00:11:37,450 And so some of the regional lenders that love lending to dentists, 174 00:11:38,360 --> 00:11:42,330 they're just putting you through a higher, uh, uh, review. 175 00:11:42,850 --> 00:11:45,970 I remember when my dad and I did an addition to our building, 176 00:11:46,870 --> 00:11:49,690 the bank kept calling, and this was in the early two thousands. 177 00:11:49,910 --> 00:11:53,680 Are you sure you don't need more money? I mean, they, they couldn't, but, 178 00:11:53,780 --> 00:11:58,280 but give us as much money as we wanted. And, uh, you know, 179 00:11:58,280 --> 00:12:02,320 nobody knew from loan covenants and, and all those kinds of things. And 180 00:12:03,820 --> 00:12:06,720 we started to see that in the oh 8, 0 9 crisis, 181 00:12:07,380 --> 00:12:11,520 but then lending was back to the 0% and everybody could get money. Uh, 182 00:12:11,520 --> 00:12:16,480 but we are starting to see a little bit of a pullback, uh, in the lending space. 183 00:12:17,340 --> 00:12:18,920 So from just, again, 184 00:12:19,000 --> 00:12:23,440 a single practice to multi-site utilizing capital, 185 00:12:23,590 --> 00:12:27,690 make sure, making sure that your, if you're a single dentist, 186 00:12:27,690 --> 00:12:32,330 making sure that you're making the right investments and technology and your 187 00:12:32,330 --> 00:12:36,690 workforce and those types of things. And at the DSO level, make the same thing, 188 00:12:36,710 --> 00:12:41,050 but also making sure you're partnering with the right practices that are 189 00:12:41,280 --> 00:12:45,450 providing not just ebitda, but cash flow. I always like to joke, 190 00:12:45,450 --> 00:12:49,930 you can't buy groceries with your ebitda, you need cash flow for that. Um, 191 00:12:50,430 --> 00:12:55,410 so, you know, everyone is just taking a, uh, a, a tighter look at that. 192 00:12:56,700 --> 00:13:00,620 Fantastic. Thank you for sharing. My last question for you is, 193 00:13:01,010 --> 00:13:04,620 what will the most effective healthcare leaders need to be successful in the 194 00:13:04,620 --> 00:13:05,540 next two to three years? 195 00:13:08,250 --> 00:13:13,010 I think that two major themes that, uh, that I would, that I kind of go back to, 196 00:13:13,350 --> 00:13:17,880 uh, would be efficiency and delivery and what I'll call 197 00:13:18,030 --> 00:13:22,890 workforce continuity. So on the efficiency and delivery, 198 00:13:23,670 --> 00:13:28,050 we can't keep seeing our fees going up and up and up and up. Now, dentistry, 199 00:13:28,050 --> 00:13:32,050 we are lucky versus medicine where we can still be fee for service 200 00:13:33,150 --> 00:13:36,050 and we can keep setting our fees at, at whatever we want, right? 201 00:13:36,050 --> 00:13:39,690 If I wanna charge $10,000 for a crown, I can do that. 202 00:13:40,670 --> 00:13:45,010 But there's still a lot of dentists that are taking PPOs, and as we know, 203 00:13:45,010 --> 00:13:49,090 those rates are not growing very, very quickly. So, uh, 204 00:13:49,590 --> 00:13:53,690 we need to figure out how can we provide the best care 205 00:13:54,650 --> 00:13:58,970 and efficient low cost manner. And really that's where DSOs, 206 00:13:59,510 --> 00:14:03,530 the good DSOs have, have, have, uh, 207 00:14:04,160 --> 00:14:08,010 been able to grow, grow their market share, grow their, their practice numbers, 208 00:14:08,750 --> 00:14:13,270 uh, location numbers and all of that stuff. Every time. Uh, over the years, 209 00:14:13,340 --> 00:14:17,710 I've always, I, I've, I've, I've done several studies, uh, of patient paces, 210 00:14:17,710 --> 00:14:20,790 not just my own, but you know, I actually hired people to do a study. 211 00:14:21,490 --> 00:14:25,670 The reason why people stay away from the dentist is cost and convenience. 212 00:14:26,900 --> 00:14:30,280 And the old model of, I'm a dentist, 213 00:14:30,660 --> 00:14:33,720 I'm gonna work three and a half days a week in my own practice, 214 00:14:34,780 --> 00:14:35,840 you can still do that, 215 00:14:36,540 --> 00:14:41,200 but getting patients is gonna be a so much harder because everyone wants to do 216 00:14:41,200 --> 00:14:44,360 things on their phone. I wanna make an appointment on my phone. I, 217 00:14:44,360 --> 00:14:46,400 when I feel like I wanna get my teeth cleaned, 218 00:14:46,680 --> 00:14:51,000 I want to be able to do that again, which is going to lead to more DSOs. 219 00:14:51,420 --> 00:14:55,500 And through purchasing, power marketing, 220 00:14:56,040 --> 00:15:00,740 all of those allow DSOs to take more PPOs and leverage their 221 00:15:00,770 --> 00:15:05,300 size to get better pricing from their suppliers, which, you know, 222 00:15:05,300 --> 00:15:07,220 allows you to take, uh, lower fees. 223 00:15:07,240 --> 00:15:12,010 You basically just kind of move your profit structure down, right? 224 00:15:12,010 --> 00:15:15,410 You're making the same profit, uh, because your, your input costs are lower, 225 00:15:15,670 --> 00:15:17,930 you're getting paid less, but your input costs are lower. 226 00:15:17,990 --> 00:15:21,160 So it's the same difference. Um, now, 227 00:15:21,630 --> 00:15:23,760 workplace workforce continuity, 228 00:15:25,360 --> 00:15:28,330 when you, you look at staffing, 229 00:15:28,990 --> 00:15:32,130 we need to figure out how to provide that flexibility. 230 00:15:32,190 --> 00:15:34,810 The staff is demanding flexibility. How can we, 231 00:15:35,430 --> 00:15:38,050 as leaders in the healthcare space, 232 00:15:38,070 --> 00:15:42,980 how can we provide that flexibility for our staff to keep 233 00:15:42,980 --> 00:15:47,020 them happy, engaged, motivated, and not looking for other work? 234 00:15:47,640 --> 00:15:52,580 The board that I'm on in Australia has really done an amazing job with 235 00:15:52,580 --> 00:15:55,420 this. So we have 130 plus locations, 236 00:15:56,160 --> 00:15:58,300 we have over 900 practitioners, 237 00:15:58,840 --> 00:16:03,260 and the average dentist works about 21 and a half hours a week. 238 00:16:04,580 --> 00:16:09,040 And allowing them, again, that flexibility, you know, what, I wanna work from, 239 00:16:09,040 --> 00:16:11,560 from eight to three so I can be home with my kids. 240 00:16:11,900 --> 00:16:15,280 And there's so much competition now for labor, 241 00:16:15,710 --> 00:16:18,120 both on the professional side, as I mentioned before, 242 00:16:18,120 --> 00:16:22,520 with hygienists and dental assistants and everybody else, and supports, 243 00:16:22,520 --> 00:16:25,960 and I talk about front desk, um, and, and the other, 244 00:16:26,220 --> 00:16:29,040 the other parts of the team. And 245 00:16:30,920 --> 00:16:35,840 we need to know how to support them. Uh, 246 00:16:35,840 --> 00:16:37,840 career passing for the support team, 247 00:16:38,430 --> 00:16:43,120 what I really loved about growing Elite was taking 248 00:16:43,420 --> 00:16:47,790 an office manager who, you know, they're an office manager. 249 00:16:47,790 --> 00:16:50,870 They're really in a single practice. They're not going to ever get more, 250 00:16:51,170 --> 00:16:55,430 be more than an office manager if they're taking an amazing office manager and 251 00:16:55,580 --> 00:17:00,270 helping them to grow in their career to a regional manager, 252 00:17:00,690 --> 00:17:05,430 to a, uh, president, to a chief operating officer. Um, 253 00:17:06,090 --> 00:17:08,950 you know, all of these roles that are, 254 00:17:08,950 --> 00:17:12,630 that are available that most people like, ah, I work in a dental office. 255 00:17:12,630 --> 00:17:14,870 What more can I do with my life? And, 256 00:17:15,130 --> 00:17:19,310 and really showing people there is a direction if you want to do something more, 257 00:17:19,610 --> 00:17:24,470 be open to any kind of training and other opportunity because we want, 258 00:17:24,690 --> 00:17:27,200 as, as your employer, 259 00:17:27,860 --> 00:17:32,290 we want people to keep shooting for the stars. And then one more thing on, 260 00:17:32,390 --> 00:17:37,100 on the workforce, again, is creating an inclusive workforce. Our patients, 261 00:17:37,360 --> 00:17:42,270 our staff are more diverse and we need to make sure that they feel safe and 262 00:17:42,550 --> 00:17:45,870 supported in, uh, in their place of work. 263 00:17:47,250 --> 00:17:48,590 That's great. Well, Scott, 264 00:17:48,590 --> 00:17:51,400 thank you so much for your time and your insights today. 265 00:17:51,510 --> 00:17:52,800 It's been a great discussion. 266 00:17:53,520 --> 00:17:55,720 I look forward to connecting with you again in the future. 267 00:17:56,700 --> 00:17:58,090 Thank you. I appreciate your time.