How Dental Groups Can Centralise Finance, HR & Marketing in India

1 00:00:30,420 - > 00:00:31,380 Praju: Hello everybody. 2 00:00:31,380 - > 00:00:34,420 Here is part three of the GCC webinar series. 3 00:00:34,420 - > 00:00:36,900 I'm here with Arun Mehra and Deepak. 4 00:00:36,900 - > 00:00:38,500 How are you guys today? 5 00:00:39,380 - > 00:00:39,620 Arun: Great. 6 00:00:39,620 - > 00:00:40,019 Good. 7 00:00:40,100 - > 00:00:40,820 Praju: Hi pleasure. 8 00:00:40,820 - > 00:00:41,700 Doing good. 9 00:00:41,700 - > 00:00:42,900 How are you doing? 10 00:00:42,900 - > 00:00:44,980 Yeah, not bad, not bad. 11 00:00:44,980 - > 00:00:48,820 So remember the first two sessions we spoke about opening 12 00:00:48,820 - > 00:00:51,460 up a center in India and basically covering base the 13 00:00:51,460 - > 00:00:53,219 basics of what a GCC is. 14 00:00:53,219 - > 00:00:57,460 So today I think we're going to be focusing on something a bit 15 00:00:57,460 - > 00:01:00,340 more specific, which is dental groups. 16 00:01:00,340 - > 00:01:03,539 A lot of people would not actually think how can a dental 17 00:01:03,539 - > 00:01:04,900 group use this sort of a service? 18 00:01:04,900 - > 00:01:08,819 Or how can somebody affect who runs a dental practice 19 00:01:08,819 - > 00:01:10,579 effectively use this sort of a model? 20 00:01:10,579 - > 00:01:13,700 So could you guys explain exactly how a dental practice 21 00:01:13,700 - > 00:01:14,819 can go about this? 22 00:01:15,379 - > 00:01:18,900 Arun: So I think uh a dental practice on its own is probably 23 00:01:18,900 - > 00:01:20,340 not the right way to look at it, Raji. 24 00:01:20,340 - > 00:01:22,979 It's more about uh an accumulation of dental 25 00:01:22,979 - > 00:01:26,659 practices, which is ultimately a group or a DSO, a dental 26 00:01:26,659 - > 00:01:28,180 service organization. 27 00:01:28,180 - > 00:01:32,259 And what we've seen over the last years is a lot of dental 28 00:01:32,259 - > 00:01:36,099 groups emerge or DSOs emerge, primarily through acquisition. 29 00:01:36,099 - > 00:01:39,699 They've been acquiring other dental practices, whether 30 00:01:39,699 - > 00:01:42,020 they're in the UK, the US, or different parts of the world, 31 00:01:42,020 - > 00:01:43,379 these groups have emerged. 32 00:01:43,379 - > 00:01:45,780 But the big the big problem that we see in so many 33 00:01:45,780 - > 00:01:49,300 practices, or so many groups rather, is that every practice 34 00:01:49,300 - > 00:01:53,860 they add does contribute to the e-bit daar of the guru, but 35 00:01:53,860 - > 00:01:56,259 every practice has a different way of doing things. 36 00:01:56,259 - > 00:02:00,419 Okay, so whilst the ideal situation is that every practice 37 00:02:00,419 - > 00:02:03,060 you're buying will have the same practice management system, 38 00:02:03,060 - > 00:02:06,259 the same financial system, the same way of how they record 39 00:02:06,259 - > 00:02:09,539 income, the same way they record costs, the same way they do 40 00:02:09,539 - > 00:02:12,419 everything, the reality is very, very different. 41 00:02:12,419 - > 00:02:15,860 Okay, each practice they buy has a different way of doing it, 42 00:02:15,860 - > 00:02:16,259 okay. 43 00:02:16,259 - > 00:02:19,140 They use a different PMS, they use a different bookkeeping 44 00:02:19,140 - > 00:02:21,939 software, they use different payroll systems, they pay on 45 00:02:21,939 - > 00:02:23,540 different days of the month. 46 00:02:23,540 - > 00:02:29,140 It's just completely, completely different, and it's 47 00:02:29,140 - > 00:02:30,260 non-standardized. 48 00:02:30,260 - > 00:02:34,420 So the only way to really the well, the the the the the key 49 00:02:34,420 - > 00:02:37,780 reason that you need to standardize firstly is firstly 50 00:02:37,780 - > 00:02:42,020 to is to is the DS the reasons the DSOs are emerging is because 51 00:02:42,020 - > 00:02:45,219 people are group or investors are buying these with a view to 52 00:02:45,219 - > 00:02:47,219 make further money down the line. 53 00:02:47,219 - > 00:02:49,939 And in order to make money down the further down the line, you 54 00:02:49,939 - > 00:02:51,219 have to grow the eBIT DAR. 55 00:02:51,219 - > 00:02:54,099 And in order to grow the EBITDA, you need to standardize 56 00:02:54,099 - > 00:02:55,780 your processes and procedures. 57 00:02:55,780 - > 00:02:59,620 So that means in a clinical context, that's down to the 58 00:02:59,620 - > 00:03:00,180 clinicians. 59 00:03:00,180 - > 00:03:03,219 But when it comes to the business operation side of 60 00:03:03,219 - > 00:03:06,740 things, it means the the finance and accounting department, the 61 00:03:06,740 - > 00:03:10,340 HR department, the compliance department, the marketing 62 00:03:10,340 - > 00:03:10,980 department. 63 00:03:10,980 - > 00:03:13,140 Everything needs to be standardized, okay? 64 00:03:13,140 - > 00:03:17,219 Because if everyone's doing it differently, honestly, it's just 65 00:03:17,219 - > 00:03:20,820 a mishmash of lots and lots of dental practices, and there's no 66 00:03:20,820 - > 00:03:24,980 kind of um eBit DAR creation or eBit DAR growth possibility or 67 00:03:24,980 - > 00:03:26,740 minimize eBITDA growth possibility. 68 00:03:26,740 - > 00:03:29,939 And any future investors who are going to invest in it won't 69 00:03:29,939 - > 00:03:33,060 be particularly interested if it's just a mishmash. 70 00:03:33,060 - > 00:03:37,860 So this is the real reason why kind of a real standardized 71 00:03:37,860 - > 00:03:39,300 process needs to happen. 72 00:03:39,300 - > 00:03:41,060 Sorry for a long answer. 73 00:03:41,060 - > 00:03:42,020 No, that's cool. 74 00:03:42,020 - > 00:03:42,340 That's cool. 75 00:03:45,140 - > 00:03:48,740 Deepak: Yeah, and I'll just add to this uh, you know, when a 76 00:03:48,740 - > 00:03:52,820 patient walks into a practice or wherever, for especially in a 77 00:03:52,820 - > 00:03:55,379 service uh oriented industry, you know, in a service industry, 78 00:03:55,379 - > 00:03:56,980 experience matters a lot, right? 79 00:03:56,980 - > 00:03:58,659 Customer experience matters a lot. 80 00:03:58,659 - > 00:04:01,620 So if there's, as Arun said rightly, if there's a standard 81 00:04:01,620 - > 00:04:04,659 process, a standard process, how the uh you know the 82 00:04:04,659 - > 00:04:08,099 appointments are scheduled, how calls are handled, how invoices 83 00:04:08,099 - > 00:04:11,620 are raised, if it's seemingly, we are not just creating a good 84 00:04:11,620 - > 00:04:14,900 dental practice, but we are then eventually creating a brand. 85 00:04:14,900 - > 00:04:19,379 And for these dental groups for the DSOs, creating the brand 86 00:04:19,379 - > 00:04:22,180 and that brand awareness is much more important. 87 00:04:22,180 - > 00:04:26,019 And if if we are happy, if we have created that brand, if we 88 00:04:26,019 - > 00:04:30,099 have tried achieved that brand creation, of course, it will 89 00:04:30,099 - > 00:04:30,979 have greater returns. 90 00:04:30,979 - > 00:04:34,659 The ROI will be much, much greater than being a traditional 91 00:04:34,659 - > 00:04:38,019 uh the way if we uh you know run our dental practice in a 92 00:04:38,019 - > 00:04:42,180 traditional way, so that standardizing the processes and 93 00:04:42,180 - > 00:04:44,180 you know the process, the client experience. 94 00:04:44,180 - > 00:04:47,139 If we focus on the client experience and the back end, the 95 00:04:47,139 - > 00:04:51,779 clean the clinicians, the uh in-person uh staff can focus on 96 00:04:51,779 - > 00:04:54,899 the client experience, customer experience, and these the 97 00:04:54,899 - > 00:04:58,979 retarded the repeated process if they can be offshore to a team 98 00:04:58,979 - > 00:05:02,180 which can handle them with quality, that of course 99 00:05:02,180 - > 00:05:05,620 increases your value, that uh helps you build that brand. 100 00:05:05,859 - > 00:05:06,500 Arun: So correct. 101 00:05:06,500 - > 00:05:10,019 If I just add to that, what Deepak said is that we're not 102 00:05:10,019 - > 00:05:11,459 positioned, we're not clinicians, okay? 103 00:05:11,459 - > 00:05:14,739 This is not our remit, but the clinical teams, the clinical 104 00:05:14,739 - > 00:05:18,579 leaders, the clinical directors will need to guide the group of 105 00:05:18,579 - > 00:05:21,219 practices to have a standardized clinical process. 106 00:05:21,219 - > 00:05:24,019 But where we do excel in and where we do have the knowledge 107 00:05:24,019 - > 00:05:27,299 is is making sure that you've got the um standardized 108 00:05:27,299 - > 00:05:30,099 processes for the accounting and finance function, for the 109 00:05:30,099 - > 00:05:31,939 marketing, for the HR, for the compliance. 110 00:05:31,939 - > 00:05:33,219 It's all standardized. 111 00:05:33,219 - > 00:05:38,500 And therefore, to kind of kind of just look at where we are 112 00:05:38,500 - > 00:05:41,939 today in this economic climate, a lot of those processes can be 113 00:05:41,939 - > 00:05:44,979 standardized, but then they can also then be um operated 114 00:05:44,979 - > 00:05:45,539 globally. 115 00:05:45,539 - > 00:05:47,859 They don't have to be done in home country, they can be done 116 00:05:47,859 - > 00:05:50,659 in places like India, where you have the accountants, you have 117 00:05:50,659 - > 00:05:53,620 the IT people, you have the marketing people to support this 118 00:05:53,620 - > 00:05:54,259 initiative. 119 00:05:54,259 - > 00:05:58,099 Um, and that's kind of where I see it going. 120 00:05:58,099 - > 00:06:02,500 Um, some groups are already starting to do this, um, but and 121 00:06:02,500 - > 00:06:05,139 some people are just outsourcing it to third parties. 122 00:06:05,139 - > 00:06:08,019 But where I see it really going excelling in the future is 123 00:06:08,019 - > 00:06:11,620 where groups actually set up their own entities in India as a 124 00:06:11,620 - > 00:06:15,779 subsidiary of their UK company, which ultimately is a GCC, and 125 00:06:15,779 - > 00:06:19,060 then they run and manage those teams um globally. 126 00:06:19,060 - > 00:06:21,779 Um, and so the finance function, the marketing 127 00:06:21,779 - > 00:06:25,620 function, the um HR function, a lot of those operational aspects 128 00:06:25,620 - > 00:06:29,779 can be actually run from a GCC or a global capability center. 129 00:06:30,659 - > 00:06:33,699 Praju: So just to be clear, it's basically the mishmash that 130 00:06:33,699 - > 00:06:36,419 dentists have to go about in terms of their non-clinical 131 00:06:36,419 - > 00:06:37,379 side, which is the finance. 132 00:06:37,779 - > 00:06:39,539 Arun: Yeah, I think that's the key thing, is it's it's the 133 00:06:39,539 - > 00:06:41,539 admin side, it's to finance the marketing. 134 00:06:41,539 - > 00:06:44,339 It's not the clinical side, it's we we we that the 135 00:06:44,339 - > 00:06:46,739 clinicians have to have to make the call, they're doing the 136 00:06:46,739 - > 00:06:49,459 dentistry in their clinics, but it's the systems they're built 137 00:06:49,459 - > 00:06:49,620 on. 138 00:06:49,620 - > 00:06:52,899 In order to deliver good quality care, you need to make 139 00:06:52,899 - > 00:06:55,459 sure you've got good financial and standardized finances, you 140 00:06:55,459 - > 00:06:57,379 need to make sure that the bills are being paid on time, you 141 00:06:57,379 - > 00:07:00,500 need to make sure that the um the payroll is being done 142 00:07:00,500 - > 00:07:02,339 properly, you need to make sure that the associates are being 143 00:07:02,339 - > 00:07:03,779 paid properly, all these things, okay? 144 00:07:03,779 - > 00:07:05,779 So they all have to be standardized. 145 00:07:05,779 - > 00:07:09,699 And whilst it can be done in country, um the costs are 146 00:07:09,699 - > 00:07:13,779 rising, and just the sensible approach is to standardize them 147 00:07:13,779 - > 00:07:17,779 and then ship them to uh another location such as India and set 148 00:07:17,779 - > 00:07:18,979 up your own GCC. 149 00:07:18,979 - > 00:07:22,099 That's when you get EBITDA expansion, and that's ultimately 150 00:07:22,099 - > 00:07:23,299 what investors are looking for. 151 00:07:23,299 - > 00:07:27,620 If the EBIT DAR is growing, um, and the uh the kind of 152 00:07:27,620 - > 00:07:31,060 leadership of the DSO are savvy enough to actually see and grow 153 00:07:31,060 - > 00:07:35,299 this that way, that's when um more interest becomes become you 154 00:07:35,299 - > 00:07:37,779 get you get more interest in the group, and therefore there's 155 00:07:37,779 - > 00:07:40,339 demand to buy those such DSOs and groups. 156 00:07:40,899 - > 00:07:43,859 Praju: So, with that being said, in terms of centralizing all 157 00:07:43,859 - > 00:07:47,219 these functions in, let's say, a respective country outside 158 00:07:47,219 - > 00:07:50,739 their their home country, what are the real-world cost savings 159 00:07:50,739 - > 00:07:52,819 that a dentist will go through in terms of like you know 160 00:07:52,819 - > 00:07:56,500 increasing the EBITDA and making an Yeah, I I I wouldn't say a 161 00:07:56,500 - > 00:07:58,979 dentist, you need to really get the terminology right here, 162 00:07:58,979 - > 00:07:59,299 Project. 163 00:07:59,379 - > 00:08:01,779 Arun: It's more about the dental groups, the DSOs, exactly. 164 00:08:01,779 - > 00:08:06,419 So I I think it could be well in excess of 50% of savings, 165 00:08:06,419 - > 00:08:09,620 okay, on those particular costs, maybe more, 60, 70 percent. 166 00:08:09,620 - > 00:08:13,060 It all depends on the roles and where and location and and how 167 00:08:13,060 - > 00:08:17,859 they set it up, but the costs um can be significant, okay. 168 00:08:17,859 - > 00:08:21,379 Um, it may be 60, 70 percent, and it depends on what you do 169 00:08:21,379 - > 00:08:21,939 and how you do it. 170 00:08:21,939 - > 00:08:24,979 So you still might have in some key in-country people, but you 171 00:08:24,979 - > 00:08:27,459 have a much bigger team out there doing the bookkeeping, the 172 00:08:27,459 - > 00:08:30,579 payroll, account, accounts payable, all of that tough being 173 00:08:30,579 - > 00:08:31,379 done in India. 174 00:08:31,379 - > 00:08:33,620 I just look at our own organization, that's what 175 00:08:33,620 - > 00:08:36,419 happens in our organization in terms of the marketing side of 176 00:08:36,419 - > 00:08:39,860 things, for instance, marketing stuff that's created in the UK 177 00:08:39,860 - > 00:08:44,740 but then edited and reviewed and made and recreated in our team 178 00:08:44,740 - > 00:08:45,220 in India. 179 00:08:45,220 - > 00:08:47,379 Again, it's a saving, okay. 180 00:08:47,379 - > 00:08:51,860 Um, and um therefore, we live in a global workforce. 181 00:08:51,860 - > 00:08:55,220 And as we saw in yesterday's budget, to be honest with you, 182 00:08:55,220 - > 00:08:58,740 okay, costs are rising in markets like the UK, greater 183 00:08:58,740 - > 00:09:03,379 taxes, um, greater national insurances, greater problems for 184 00:09:03,379 - > 00:09:05,460 small to medium, even large businesses. 185 00:09:05,460 - > 00:09:07,540 So you have to start thinking strategically. 186 00:09:07,540 - > 00:09:08,500 What am I going to do? 187 00:09:08,500 - > 00:09:11,220 And therefore, um, one of the options is to start thinking, 188 00:09:11,220 - > 00:09:14,580 okay, I'm gonna move my admin side of things, a lot of the 189 00:09:14,580 - > 00:09:20,820 centralized costs to another jurisdiction, and then um uh run 190 00:09:20,820 - > 00:09:22,180 the business that way. 191 00:09:22,180 - > 00:09:24,100 Deepak. 192 00:09:25,139 - > 00:09:28,500 Deepak: Yeah, I just add to this that any any process or any 193 00:09:28,500 - > 00:09:31,940 role which does not need a person in a person uh you know 194 00:09:31,940 - > 00:09:36,740 uh uh a B to B in UK for that process or a job profile. 195 00:09:36,740 - > 00:09:40,340 I think that can easily be offshore to your uh GCC team in 196 00:09:40,340 - > 00:09:40,740 India. 197 00:09:40,740 - > 00:09:44,100 And as as Arun rightly said, on the operation side of things, 198 00:09:44,100 - > 00:09:47,460 the operation cost can uh drastically be reduced by 50 to 199 00:09:47,460 - > 00:09:48,820 60 percent cost saving. 200 00:09:48,820 - > 00:09:53,460 And uh, you know, our our uh dental DSO slide deck available 201 00:09:53,460 - > 00:09:56,740 on our website also illustrates this with a great example. 202 00:09:56,740 - > 00:10:00,500 You have the cost comparisons there for a team of five to ten 203 00:10:00,500 - > 00:10:02,580 people you know working in a dental practice. 204 00:10:02,580 - > 00:10:06,420 So if we if you see the larger people, uh larger picture and 205 00:10:06,420 - > 00:10:10,180 compare it to a crop operating four or five uh dental 206 00:10:10,180 - > 00:10:13,460 practices, and if we compare the cost savings across the crop, 207 00:10:13,460 - > 00:10:16,259 they are huge, they are seriously huge and uh rightly 208 00:10:16,259 - > 00:10:18,820 said, increasing the beta and the valuation. 209 00:10:19,300 - > 00:10:19,860 Praju: Correct. 210 00:10:19,860 - > 00:10:25,700 So, with this being said, which non-clinical function drains 211 00:10:25,700 - > 00:10:29,139 the most time for a DSO today? 212 00:10:30,580 - > 00:10:32,740 Arun: I'd say uh it's difficult to say which is the most, 213 00:10:32,740 - > 00:10:35,220 Project, but the ones that are significant, the finance 214 00:10:35,220 - > 00:10:37,300 function, okay, the finance and accounting function, because 215 00:10:37,300 - > 00:10:40,980 you've got to pay pay the bills, do the bookkeeping, um, do the 216 00:10:40,980 - > 00:10:42,980 payroll, do the associate pay. 217 00:10:42,980 - > 00:10:46,019 That's just that takes hours and manpower. 218 00:10:46,019 - > 00:10:49,300 And if and again, if it's not standardized, it can be a 219 00:10:49,300 - > 00:10:51,139 complete kind of mess. 220 00:10:51,139 - > 00:10:55,860 Then you've got um managing HR-related things, um, 221 00:10:55,860 - > 00:10:56,580 marketing. 222 00:10:56,580 - > 00:10:59,300 So there's no one that's more than the other, I'd say. 223 00:10:59,300 - > 00:10:59,780 Okay. 224 00:10:59,780 - > 00:11:04,580 Um, but what it also allows, if if one thing we haven't 225 00:11:04,580 - > 00:11:07,780 highlighted, and I think is important to highlight, is that 226 00:11:07,780 - > 00:11:10,820 if you've got an offshore opportunity offshore team 227 00:11:10,820 - > 00:11:13,620 overseas, which the costs are lower, it also gives you the 228 00:11:13,620 - > 00:11:17,780 opportunity to add kind of an innovation element to the 229 00:11:17,780 - > 00:11:18,580 business as well. 230 00:11:18,580 - > 00:11:22,259 You could bring in data scientists, um, software 231 00:11:22,259 - > 00:11:25,620 developers to help you improve the workflows, help you look at 232 00:11:25,620 - > 00:11:28,660 your data that you've got in all your data into in your in your 233 00:11:28,660 - > 00:11:31,139 clinics in a much, much more thorough and better way to 234 00:11:31,139 - > 00:11:33,379 analyze and say, all right, what can we do with this data to 235 00:11:33,379 - > 00:11:35,220 improve performance, to grow eBit Dart? 236 00:11:35,220 - > 00:11:40,100 So it's a re it's a fundamental re-jigging of how you structure 237 00:11:40,100 - > 00:11:43,139 your DSO, how you structure your organization, okay. 238 00:11:43,139 - > 00:11:48,259 Um, there's pricing pressure in the West in terms of patients 239 00:11:48,259 - > 00:11:51,300 wanting to spend, and therefore, and then and if costs are 240 00:11:51,300 - > 00:11:54,180 rising, okay, in the home market, you need to start 241 00:11:54,180 - > 00:11:56,980 thinking, well, I need to change my cost structure somehow. 242 00:11:56,980 - > 00:12:00,019 That means okay, I've still got to play dentists and clinicians 243 00:12:00,019 - > 00:12:03,540 and nurses staff over here in the UK or US, but then I have to 244 00:12:03,540 - > 00:12:07,139 eliminate um some other costs or reduce costs elsewhere, and 245 00:12:07,139 - > 00:12:10,259 that means it could be, as I'm saying, the centralized costs. 246 00:12:10,259 - > 00:12:15,940 Then with that saving, you can then use hire good data science 247 00:12:15,940 - > 00:12:20,100 people and AI people, software people to bring into your team 248 00:12:20,100 - > 00:12:23,860 who can then ultimately um analyze and perhaps give you 249 00:12:23,860 - > 00:12:27,220 greater insights into the performance of the DSO to for 250 00:12:27,220 - > 00:12:29,860 you to also make to make better decisions. 251 00:12:29,860 - > 00:12:34,019 Libak, any thoughts? 252 00:12:34,580 - > 00:12:38,180 Deepak: Yeah, I just add uh to just what Arun uh really said. 253 00:12:38,180 - > 00:12:42,980 We can't uh the West, the West and the practices in US UK have 254 00:12:42,980 - > 00:12:44,740 the pressure of reducing cost, right? 255 00:12:44,740 - > 00:12:47,700 And you can't compromise with the clinical cost, you can't 256 00:12:47,700 - > 00:12:50,740 compromise with the cost of dentist because you have to give 257 00:12:50,740 - > 00:12:52,980 seamless experience to your patients, you have to take care. 258 00:12:52,980 - > 00:12:55,780 You we are training in the healthcare industry, we can't 259 00:12:55,780 - > 00:12:56,660 compromise on that. 260 00:12:56,660 - > 00:12:59,780 But then the next factor is wherein we can utilize 261 00:12:59,780 - > 00:13:03,460 strategically leverage the cost-effective markets, if I say 262 00:13:03,460 - > 00:13:06,900 that that that is that is the main area. 263 00:13:06,900 - > 00:13:10,259 You can't reduce the clinical cost, but then you have to find 264 00:13:10,259 - > 00:13:13,220 out a way wherein the admin costs, which are the central 265 00:13:13,220 - > 00:13:18,100 bloc for the uh dental groups, how we can leverage and take the 266 00:13:18,100 - > 00:13:21,860 leverage of the cost-effective markets without compromising the 267 00:13:21,860 - > 00:13:26,100 quality, without compromising our standards, but then to have 268 00:13:26,100 - > 00:13:27,940 leveraged cost, effective costs. 269 00:13:27,940 - > 00:13:31,460 And India is the destination, I'd say you you talk about the 270 00:13:31,460 - > 00:13:33,300 role and it's available in India. 271 00:13:33,700 - > 00:13:34,580 Arun: India is leading India. 272 00:13:34,580 - > 00:13:35,620 I agree, I agree. 273 00:13:35,620 - > 00:13:37,540 I think I we may be biased, okay. 274 00:13:37,540 - > 00:13:41,220 People might argue, but at the same time, I having seen and 275 00:13:41,220 - > 00:13:45,300 worked and dealing with the the manpower availability in India, 276 00:13:45,300 - > 00:13:46,900 that India is definitely the market. 277 00:13:46,900 - > 00:13:49,379 You've got just look at the back office functions. 278 00:13:49,379 - > 00:13:50,420 I look at our own team. 279 00:13:50,420 - > 00:13:53,139 Okay, our own team is a great reflection of this. 280 00:13:53,139 - > 00:13:56,259 We have data scientists who we've hired are based in India, 281 00:13:56,259 - > 00:13:59,060 we have a qualified accountant based in India, we have people 282 00:13:59,060 - > 00:14:02,180 such as video editors, we have social media people, we have 283 00:14:02,180 - > 00:14:04,660 accountants, we have the whole spectrum of things. 284 00:14:04,660 - > 00:14:06,980 Now, do they have all the knowledge of the UK market? 285 00:14:06,980 - > 00:14:07,940 No, of course they don't. 286 00:14:07,940 - > 00:14:09,620 Okay, do they have all the issue understanding? 287 00:14:09,620 - > 00:14:10,420 No, they don't. 288 00:14:10,420 - > 00:14:13,139 But that comes with training, that comes with development, um, 289 00:14:13,139 - > 00:14:14,900 and that comes with a good attitude. 290 00:14:14,900 - > 00:14:18,500 And um, and and and in and in if it's somewhere like India, 291 00:14:18,500 - > 00:14:22,500 it's you you you you you've got to be pretty shrewd, and you 292 00:14:22,500 - > 00:14:24,820 need to know where to look and who to hire and where to hire 293 00:14:24,820 - > 00:14:27,300 them from and look at the backgrounds of these 294 00:14:27,300 - > 00:14:28,500 individuals, okay. 295 00:14:28,500 - > 00:14:32,500 But with if people come and work with us, we'll help them 296 00:14:32,500 - > 00:14:36,100 navigate and find the right talent because there is a huge 297 00:14:36,100 - > 00:14:38,660 talent pool out there, it's just knowing where to look and how 298 00:14:38,660 - > 00:14:42,580 to find the right people for your organization that will fit 299 00:14:42,580 - > 00:14:44,259 into your kind of culture. 300 00:14:45,620 - > 00:14:48,660 Praju: And so, in terms of getting this leverage, and you 301 00:14:48,660 - > 00:14:52,259 said like it's very important for people to hire for for DSOs 302 00:14:52,259 - > 00:14:55,940 to hire, and I would say like when a DSO looks at this or 303 00:14:55,940 - > 00:14:58,580 looks at this model as such, they they won't be really clear 304 00:14:58,580 - > 00:15:01,060 or they'll be a bit skeptical on how to do this. 305 00:15:01,060 - > 00:15:03,620 So, what would be the steps for a DSO? 306 00:15:03,620 - > 00:15:07,620 Is it like any other business trying to do set up a GCC, or is 307 00:15:07,620 - > 00:15:09,379 it going to be a little bit more different? 308 00:15:09,700 - > 00:15:12,340 Arun: Definitely um simple there's some similarities, but 309 00:15:12,340 - > 00:15:13,700 there are also some differences, Pradu. 310 00:15:13,700 - > 00:15:16,580 So I if I had to kind of the starting point is to do a 311 00:15:16,580 - > 00:15:19,860 feasibility study, look at your existing business and look at 312 00:15:19,860 - > 00:15:23,300 what roles, as Deeput highlighted, could potentially 313 00:15:23,300 - > 00:15:27,700 be navigated to another team or another another group of people 314 00:15:27,700 - > 00:15:28,660 sitting overseas. 315 00:15:28,660 - > 00:15:33,379 Firstly identify that and then work out with us um how feasible 316 00:15:33,379 - > 00:15:35,540 it is and what are the costs that are going to come to be 317 00:15:35,540 - > 00:15:36,340 associated with it. 318 00:15:36,340 - > 00:15:38,500 Because sometimes initially, if you just have a few team 319 00:15:38,500 - > 00:15:40,740 members, it may not be cost effective because you've still 320 00:15:40,740 - > 00:15:45,060 got to invest in office infrastructure, um, insurances, 321 00:15:45,060 - > 00:15:47,860 paid accountants, lawyers, all these types of things, okay? 322 00:15:47,860 - > 00:15:50,420 And it may not be, it's when you start scaling and that's 323 00:15:50,420 - > 00:15:51,700 when the real opportunity comes. 324 00:15:51,700 - > 00:15:55,780 By adding more manpower, that's when the real advantage comes. 325 00:15:55,780 - > 00:16:00,580 So I think um, and then in addition, working with a team 326 00:16:00,580 - > 00:16:04,019 that understand this market, who understand the dental market, 327 00:16:04,019 - > 00:16:06,740 who understand the softwares, who understands the the 328 00:16:06,740 - > 00:16:10,180 terminology, who understands what the prop the pain points 329 00:16:10,180 - > 00:16:15,700 that DSOs have, I think that's when um the the the the the the 330 00:16:15,700 - > 00:16:16,980 where we come into our own. 331 00:16:16,980 - > 00:16:19,860 Okay, I don't think anyone can really touch us on that. 332 00:16:19,860 - > 00:16:22,500 Um, we're not experts say in other sectors, but we in this 333 00:16:22,500 - > 00:16:24,980 sector, God, we know it, and we know it inside out. 334 00:16:24,980 - > 00:16:27,060 Deepak, any thoughts? 335 00:16:27,300 - > 00:16:31,060 Deepak: Yeah, and Raju, this is not uh uh you know, setting up a 336 00:16:31,060 - > 00:16:34,340 uh GCC unit in India is not a short-term goal, right? 337 00:16:34,340 - > 00:16:38,259 You have to have a long-term vision, you have to spend time, 338 00:16:38,259 - > 00:16:41,300 you have to make your training budgets, you have to train the 339 00:16:41,300 - > 00:16:41,620 team. 340 00:16:41,620 - > 00:16:44,740 You can't expect a person to be readily working as per the 341 00:16:44,740 - > 00:16:45,300 UKNOP. 342 00:16:45,300 - > 00:16:48,900 You have to have the the Western leadership team has to 343 00:16:48,900 - > 00:16:52,340 collaborate with the Indian GCT members and make them an 344 00:16:52,340 - > 00:16:53,860 integral part of the organization. 345 00:16:53,860 - > 00:16:56,420 You have to spend time, you have to train them, you know, 346 00:16:56,420 - > 00:16:59,460 you have to sow the correct seeds to read the benefits. 347 00:16:59,460 - > 00:17:02,500 So you have to really nourish them as an integral part of the 348 00:17:02,500 - > 00:17:02,900 organization. 349 00:17:02,900 - > 00:17:06,259 Yeah, and then and then you can. 350 00:17:06,660 - > 00:17:07,379 Arun: Sorry, carry on. 351 00:17:07,379 - > 00:17:11,619 Yeah, I I I stress, I'm I think I stress that point that Deep 352 00:17:11,619 - > 00:17:12,500 was highlighting. 353 00:17:12,500 - > 00:17:15,700 It's not a matter of just hiring a few people overseas and 354 00:17:15,700 - > 00:17:16,819 letting them get on with it. 355 00:17:16,819 - > 00:17:18,340 No, that that that ain't gonna work. 356 00:17:18,340 - > 00:17:20,180 You'll have the biggest disaster, it'll be a big 357 00:17:20,180 - > 00:17:21,779 disaster for you, okay, if you do that. 358 00:17:21,779 - > 00:17:24,819 It's about hiring a team, nurturing, as you said, nourish 359 00:17:24,819 - > 00:17:27,620 them, build them, develop them, build that trust. 360 00:17:27,620 - > 00:17:30,500 They be they'll build trust in you, you build trust in them. 361 00:17:30,500 - > 00:17:34,900 Um, and really kind of make them as part of your global 362 00:17:34,900 - > 00:17:35,620 team, okay? 363 00:17:35,620 - > 00:17:38,579 Not just some sitt some people who work for your business 364 00:17:38,579 - > 00:17:39,539 sitting in India. 365 00:17:39,539 - > 00:17:40,579 That ain't gonna work. 366 00:17:40,579 - > 00:17:41,539 That ain't gonna wash. 367 00:17:41,539 - > 00:17:43,140 The world is too small now, okay. 368 00:17:43,140 - > 00:17:47,380 And um the the team members will get very disheartened, um, 369 00:17:47,380 - > 00:17:50,740 there'll be poor communication, and culturally it just won't 370 00:17:50,740 - > 00:17:50,900 work. 371 00:17:50,900 - > 00:17:53,860 So you've really, really got to focus on getting that culture. 372 00:17:53,860 - > 00:17:57,059 And you, as if you're a DSO leader, it's all about that 373 00:17:57,059 - > 00:17:59,380 leadership and getting that culture right. 374 00:18:00,500 - > 00:18:03,299 Praju: So, I mean, going into that, then I have a question 375 00:18:03,299 - > 00:18:05,140 here which like just caught my eye. 376 00:18:05,140 - > 00:18:09,299 Why is practice-level admin one of the biggest blockers in 377 00:18:09,299 - > 00:18:10,420 Dental Group Group? 378 00:18:10,420 - > 00:18:14,819 And would practice managers really be if they didn't focus 379 00:18:14,819 - > 00:18:17,860 on the admin work, then what would their roles be if a GCC 380 00:18:17,860 - > 00:18:18,579 was formed? 381 00:18:19,380 - > 00:18:22,420 Arun: So, okay, so kind of city is it because that's an 382 00:18:22,420 - > 00:18:23,220 interesting question. 383 00:18:23,220 - > 00:18:26,420 So, if if a lot of the administration roles, as we're 384 00:18:26,420 - > 00:18:28,180 saying, would move overseas, okay? 385 00:18:28,180 - > 00:18:32,819 That then frees up manpower in the UK to focus on growth, okay. 386 00:18:32,819 - > 00:18:38,019 That means focusing on um treatment coordination, focusing 387 00:18:38,019 - > 00:18:42,019 on um referrals between clinics, focusing on other 388 00:18:42,019 - > 00:18:44,579 things that can actually grow the growth, grow the business. 389 00:18:44,579 - > 00:18:48,579 Um, and that's what ultimately a good business come practice 390 00:18:48,579 - > 00:18:49,779 manager should be doing. 391 00:18:49,779 - > 00:18:53,380 But if they're bogged down by the day-to-day processes because 392 00:18:53,380 - > 00:18:56,100 they have to submit payroll data or they have to submit 393 00:18:56,100 - > 00:18:59,299 timesheets or whatever it may be, and it's just not automated, 394 00:18:59,299 - > 00:19:00,660 there's no system in place. 395 00:19:00,660 - > 00:19:04,819 Honestly, it's just a there's no scope to growth, and and and 396 00:19:04,819 - > 00:19:08,900 really what you'll see is and I've seen this, I've seen so 397 00:19:08,900 - > 00:19:12,420 many DSOs emerge over the last few years, and people buying 398 00:19:12,420 - > 00:19:15,220 clinics and they might have 15-20 clinics, and it sounds 399 00:19:15,220 - > 00:19:18,019 fantastic, but they're they've got no strategy to actually 400 00:19:18,019 - > 00:19:22,259 think about how can I um strategically bring everything 401 00:19:22,259 - > 00:19:26,180 standardized and reduce my costs, grow the eBIT data on a 402 00:19:26,180 - > 00:19:27,460 consistent basis going forward. 403 00:19:27,460 - > 00:19:29,700 And that's when you've just ultimately got a mishmash of 404 00:19:29,700 - > 00:19:32,500 practices, and no one, no other investors really that interested 405 00:19:32,500 - > 00:19:36,579 in buying you, and um that time and time again has happened, 406 00:19:36,579 - > 00:19:39,940 and that the only ones that will grow well are the smart ones 407 00:19:39,940 - > 00:19:42,900 who have actually understood these issues and looked at okay, 408 00:19:42,900 - > 00:19:43,620 what am I gonna do? 409 00:19:43,620 - > 00:19:46,500 How am I gonna change things and make these strategic 410 00:19:46,500 - > 00:19:47,460 changes? 411 00:19:50,660 - > 00:19:54,019 Deepak: Uh, I'll add to this, you know, I'll just give you an 412 00:19:54,019 - > 00:19:54,420 example. 413 00:19:54,420 - > 00:19:57,380 Like you walk into a dental practice and you see the 414 00:19:57,380 - > 00:20:00,500 receptionist being busy in cause, not paying attention to 415 00:20:00,500 - > 00:20:03,860 the patient who is there to get treated, and then there's a 416 00:20:03,860 - > 00:20:06,900 different scenario where in you walk into a dental practice and 417 00:20:06,900 - > 00:20:09,620 the you know the receptionist is free, she's talking to the 418 00:20:09,620 - > 00:20:12,500 patient, and he's waiting for his turn to come and for his 419 00:20:12,500 - > 00:20:12,900 appointment. 420 00:20:12,900 - > 00:20:13,940 So this makes the difference. 421 00:20:13,940 - > 00:20:16,019 What we started as in customer experience. 422 00:20:16,019 - > 00:20:19,299 If the receptionist is free from the rescheduling the 423 00:20:19,299 - > 00:20:21,940 appointments, attending the calls, and someone you know, a 424 00:20:21,940 - > 00:20:25,059 team met in India in your GCC team in India is handling and 425 00:20:25,059 - > 00:20:28,420 rescheduling those calls for the dental practice, the customer 426 00:20:28,420 - > 00:20:31,140 experience elevates, and this makes the difference. 427 00:20:31,140 - > 00:20:32,500 Absolutely, you know, you're not going to be able to do that. 428 00:20:34,579 - > 00:20:38,980 Arun: Because you can then take away the emails or the WhatsApp 429 00:20:38,980 - > 00:20:41,779 messages or the scheduling calls, rescheduling calls, or 430 00:20:41,779 - > 00:20:45,779 rescheduling appointments away by someone sitting at there, and 431 00:20:45,779 - > 00:20:48,660 that person sitting in the clinic in the UK can be building 432 00:20:48,660 - > 00:20:50,819 the relationship with the patient, understanding their 433 00:20:50,819 - > 00:20:53,700 issues, and ultimately then selling other services to them 434 00:20:53,700 - > 00:20:53,940 as well. 435 00:20:53,940 - > 00:20:55,220 So spot on. 436 00:20:56,100 - > 00:20:59,460 Praju: So the message is basically the people in the UK 437 00:20:59,460 - > 00:21:03,460 focus on the patient care and India will handle the rest, and 438 00:21:03,460 - > 00:21:05,620 we'll make sure that everything's centralized and 439 00:21:05,620 - > 00:21:07,299 this will be as easy as that. 440 00:21:07,299 - > 00:21:09,779 If only it was that easy to do. 441 00:21:10,900 - > 00:21:12,980 Arun: Yeah, yeah, in theory, yes. 442 00:21:12,980 - > 00:21:13,299 Okay. 443 00:21:13,299 - > 00:21:17,940 In fact, reality is never that easy, but in a nutshell, yes, 444 00:21:17,940 - > 00:21:18,500 okay. 445 00:21:18,500 - > 00:21:23,140 But I think it lead in this type of approach needs a 446 00:21:23,140 - > 00:21:29,220 visionary leader, it needs people to actually um really see 447 00:21:29,220 - > 00:21:32,180 what the potential is for them also to stick out of their 448 00:21:32,180 - > 00:21:32,579 comfort zone. 449 00:21:32,579 - > 00:21:36,180 I appreciate going to set up an operation in India is not a 450 00:21:36,180 - > 00:21:38,019 small move, it's a massive move, okay? 451 00:21:38,019 - > 00:21:41,220 And it's a fundamental change in how you do things, okay. 452 00:21:41,220 - > 00:21:45,460 But if you've got that willingness to change and see 453 00:21:45,460 - > 00:21:49,860 the benefits from it, then it's a solution that will compound 454 00:21:49,860 - > 00:21:51,860 and only make things better. 455 00:21:51,860 - > 00:21:53,220 Will it be easy initially? 456 00:21:53,220 - > 00:21:54,019 No, it won't be. 457 00:21:54,019 - > 00:21:54,980 I can guarantee it. 458 00:21:54,980 - > 00:21:56,259 It will there will be struggles, there'll be 459 00:21:56,259 - > 00:21:57,940 challenges, there'll be problems, there'll be cultural 460 00:21:57,940 - > 00:22:01,860 issues, there'll be resistance from team members in the UK, US, 461 00:22:01,860 - > 00:22:03,380 wherever you're doing this from. 462 00:22:03,380 - > 00:22:06,340 100 there will be resistance, I can tell you that now, okay? 463 00:22:06,340 - > 00:22:09,140 But if you're serious about growing your business, that will 464 00:22:09,140 - > 00:22:12,660 be the um kind of real opportunity for you. 465 00:22:13,940 - > 00:22:17,460 Praju: So, in terms of let's say doing this, so what's stopping 466 00:22:17,460 - > 00:22:20,420 a DSO owner from taking the sleep? 467 00:22:21,700 - > 00:22:26,660 Arun: Fear, maybe, not fear, I think it's the unknown, okay? 468 00:22:26,660 - > 00:22:30,019 I think fear of oh my god, it's overseas, they've never been to 469 00:22:30,019 - > 00:22:31,620 India, they don't know what's possible out there. 470 00:22:31,620 - > 00:22:32,819 I get that, okay. 471 00:22:32,819 - > 00:22:37,140 But I hopefully we can bridge that gap by talking to people, 472 00:22:37,140 - > 00:22:40,259 uh, explaining the situation, helping them understand the 473 00:22:40,259 - > 00:22:42,579 good, the bad, and the ugly, because it won't always be 474 00:22:42,579 - > 00:22:44,340 smooth sailing, as I said earlier. 475 00:22:44,340 - > 00:22:46,819 Um, but if they've got an appetite to see and they can see 476 00:22:46,819 - > 00:22:49,860 the potential long-term benefits to have a scalable 477 00:22:49,860 - > 00:22:52,980 team, and that's the key thing India really offers, it's a 478 00:22:52,980 - > 00:22:55,460 scalable team to help you grow further. 479 00:22:55,460 - > 00:22:57,460 Because if you can start adding, if then you can start 480 00:22:57,460 - > 00:23:00,340 adding more practices in the in your home market because you've 481 00:23:00,340 - > 00:23:03,140 got that scalable infrastructure to support that growth, it's 482 00:23:03,140 - > 00:23:05,460 when you don't have that scalable team to support the 483 00:23:05,460 - > 00:23:09,220 growth that's when it all starts kind of falling apart. 484 00:23:10,900 - > 00:23:15,299 Deepak: Deepak, any thoughts in terms of uh I I say also also a 485 00:23:15,299 - > 00:23:18,100 myth that cheap is not good, right? 486 00:23:18,100 - > 00:23:22,259 We we we see it as a as a uh reduced, we always talk about 487 00:23:22,259 - > 00:23:26,019 the reduced cost, but I can guarantee that uh you know uh 488 00:23:26,019 - > 00:23:29,059 this myth the West has that cheap is not good. 489 00:23:29,059 - > 00:23:30,660 This is not necessarily correct. 490 00:23:30,660 - > 00:23:33,940 If if the resources are properly trained, if the team is 491 00:23:33,940 - > 00:23:37,059 formed a part of the global team, as Arun said, and if they 492 00:23:37,059 - > 00:23:40,980 are if you know uh uh there is proper investment in the 493 00:23:40,980 - > 00:23:44,259 resources in the teams in India, then they give you great 494 00:23:44,259 - > 00:23:44,740 outcomes. 495 00:23:44,740 - > 00:23:48,579 So, of course, as Arun said, fear and methods gave this 496 00:23:48,579 - > 00:23:48,740 again. 497 00:23:48,980 - > 00:23:54,819 Arun: And I'll add to that, Deep, I think um by investing, 498 00:23:54,819 - > 00:23:57,700 it's about it's about availability of smart manpower. 499 00:23:57,700 - > 00:23:58,819 That's the key thing. 500 00:23:58,819 - > 00:24:01,539 India has definitely got more expensive over the last few 501 00:24:01,539 - > 00:24:03,539 years, no doubt about it, because of inflationary 502 00:24:03,539 - > 00:24:06,579 pressures, more demand for good people in India, etc. 503 00:24:06,579 - > 00:24:07,140 etc. 504 00:24:07,140 - > 00:24:10,740 But the reason you should go and do this is not because of 505 00:24:10,740 - > 00:24:14,740 being it being cheap, okay, definitely not, like in my mind. 506 00:24:14,740 - > 00:24:16,660 The reason to do this is because you're ultimately going 507 00:24:16,660 - > 00:24:19,620 to get great talent, which will help you scale your business. 508 00:24:19,620 - > 00:24:23,620 And if it's a saving financially, okay, which it is 509 00:24:23,620 - > 00:24:26,500 usually even better, okay. 510 00:24:26,500 - > 00:24:30,660 If the if costs aren't hugely saving, if the costs aren't 511 00:24:30,660 - > 00:24:35,860 hugely um uh better, okay, you could you could question is it 512 00:24:35,860 - > 00:24:36,579 is it worth doing? 513 00:24:36,579 - > 00:24:39,220 But in my mind, it still would worth be worth doing because 514 00:24:39,220 - > 00:24:42,420 you've got that trained team and you can scale that team, and 515 00:24:42,420 - > 00:24:46,420 that team can grow as you grow your clinic um sizes or clinic 516 00:24:46,420 - > 00:24:48,579 group sizes accordingly. 517 00:24:49,700 - > 00:24:52,100 Praju: So, I mean, based on all your answers you've given, I 518 00:24:52,100 - > 00:24:55,860 would like to tell any DSO for any further information, just 519 00:24:55,860 - > 00:24:56,420 call us. 520 00:24:56,420 - > 00:24:59,220 But no, I mean, like, I'm pretty sure there'll be more to 521 00:24:59,220 - > 00:24:59,380 it. 522 00:24:59,380 - > 00:25:02,900 But if you guys could just simplify, let's say, in like a 523 00:25:02,900 - > 00:25:07,940 step-by-step process in terms of let's say DSO doing this, how 524 00:25:07,940 - > 00:25:09,700 would the steps look like? 525 00:25:09,700 - > 00:25:14,579 Um, what I think you said feasibility. 526 00:25:14,579 - > 00:25:17,940 I mean, you said, let's say we go through a feasibility study, 527 00:25:17,940 - > 00:25:18,180 right? 528 00:25:18,180 - > 00:25:21,460 And so then from the feasibility study, we look at 529 00:25:21,460 - > 00:25:25,700 which department exactly we feel should be outsourced to India 530 00:25:25,700 - > 00:25:28,980 or offshore to India, see what goes from there, and then what 531 00:25:28,980 - > 00:25:31,460 is the process for someone to do that? 532 00:25:31,860 - > 00:25:34,740 Arun: Well, I guess it's it's it's sorry, you go deeper, you 533 00:25:34,740 - > 00:25:36,660 go on, you're the expert in this role for me. 534 00:25:37,380 - > 00:25:40,660 Deepak: So I'll just say, Rajah, that uh you know, uh the our 535 00:25:40,660 - > 00:25:44,180 our website, and like the we have discussed this in the uh 536 00:25:44,180 - > 00:25:47,460 last webinar also, that uh the approach we take is a 90-day 537 00:25:47,460 - > 00:25:47,700 approach. 538 00:25:47,700 - > 00:25:51,220 As I said, the first step should be the feasibility study 539 00:25:51,220 - > 00:25:54,579 to understand the expectations to expand the anticipated cost 540 00:25:54,579 - > 00:25:58,740 savings to expect the operations will be moving on, like whether 541 00:25:58,740 - > 00:26:01,620 it's feasible at this point of time for a TSA to move the 542 00:26:01,620 - > 00:26:02,980 operations to India or not. 543 00:26:02,980 - > 00:26:07,380 Once we have done that, once we have done that, then we come to 544 00:26:07,380 - > 00:26:10,660 extensive discussions with the leadership team in the West and 545 00:26:10,660 - > 00:26:14,660 then prepare a blueprint, which which takes around, we we target 546 00:26:14,660 - > 00:26:18,500 it as phase one and which is for you know launch force uh 547 00:26:18,500 - > 00:26:20,660 around initial 30 days of that. 548 00:26:20,660 - > 00:26:24,579 Once we have the blueprint, we have the hierarchy set, we have 549 00:26:24,579 - > 00:26:27,620 the processes in place, which processes have to be uh 550 00:26:27,620 - > 00:26:30,740 systematically moved to the offshore team in India. 551 00:26:30,740 - > 00:26:35,380 Then we come to give structure to the plan on papers. 552 00:26:35,380 - > 00:26:40,180 We incorporate the entity, we hire the initial local directors 553 00:26:40,180 - > 00:26:43,700 in India, we hire the initial team in India, we take care of 554 00:26:43,700 - > 00:26:47,299 the infrastructure, the ID vendors, the equipment required, 555 00:26:47,299 - > 00:26:50,740 whether the team is to be working remotely or it needs to 556 00:26:50,740 - > 00:26:54,900 be settled in an office, which is the most uh uh you know idle 557 00:26:54,900 - > 00:26:57,299 uh setup for the entity for the DSO. 558 00:26:57,299 - > 00:27:03,140 So this is this is the second phase which by which we are at 559 00:27:03,140 - > 00:27:04,579 uh you know day 61. 560 00:27:04,579 - > 00:27:08,740 And from 61 to 90 days is the integral operations where the 561 00:27:08,740 - > 00:27:10,180 operations go live. 562 00:27:10,180 - > 00:27:13,539 So for instance, we have started with the associate pay, 563 00:27:13,539 - > 00:27:16,180 we started with the uh bookkeeping, the accounts 564 00:27:16,180 - > 00:27:16,660 function. 565 00:27:16,660 - > 00:27:18,340 We work parallelly with the team. 566 00:27:18,340 - > 00:27:23,220 So 60 to 90 days is the uh tenure wherein we work parallel 567 00:27:23,220 - > 00:27:26,579 with your India team to streamline standard processes, 568 00:27:26,579 - > 00:27:31,620 establish processes, to align the West and the India team to 569 00:27:31,620 - > 00:27:35,299 uh you know have those uh training sessions, collaboration 570 00:27:35,299 - > 00:27:40,340 sessions wherein we can integrate both the teams, the 571 00:27:40,340 - > 00:27:42,579 headquarters as well as the India team. 572 00:27:42,579 - > 00:27:46,900 Of course, it sounds it sounds very simple but realistic. 573 00:27:46,900 - > 00:27:49,220 It will have hurdles, as I rightly said earlier. 574 00:27:49,220 - > 00:27:53,220 Also, it will have hurdles, but then I think the first the uh 575 00:27:53,220 - > 00:27:56,980 foremost important step is the first step to move on. 576 00:27:57,539 - > 00:27:57,860 Arun: Correct. 577 00:27:57,860 - > 00:28:00,180 I think that first step. 578 00:28:00,180 - > 00:28:01,620 I appreciate it's not easy. 579 00:28:01,620 - > 00:28:04,180 Once you take that first step, then but you need to be certain 580 00:28:04,180 - > 00:28:06,980 you want to do it and you've got to be ready for the the the the 581 00:28:06,980 - > 00:28:10,180 the the the the the the the kind of challenges that will 582 00:28:10,180 - > 00:28:11,779 come along because there will be some. 583 00:28:12,900 - > 00:28:15,779 Praju: I mean, in terms of like making it sound simple, I think 584 00:28:15,779 - > 00:28:19,059 you put it pretty clear to these guys in terms of like what is 585 00:28:19,059 - > 00:28:22,579 expected or how it's gonna be, and giving out a 90-day plan. 586 00:28:22,579 - > 00:28:26,420 So if there's any DSO that's looking to scale, looking to 587 00:28:26,420 - > 00:28:29,940 improve, or looking to grow further in 2026. 588 00:28:29,940 - > 00:28:31,860 Well, we're right here. 589 00:28:31,860 - > 00:28:35,620 And this is a service that's not just for cost saving, it's 590 00:28:35,620 - > 00:28:39,620 more about just helping your DSO group get to where it needs to 591 00:28:39,620 - > 00:28:41,539 be, not to where it is now. 592 00:28:41,539 - > 00:28:43,460 And so give us a call. 593 00:28:43,460 - > 00:28:47,380 And you have Aaron right here, you have Deepak, our GCC expert. 594 00:28:47,380 - > 00:28:51,140 So their calendar links will be available in our website, 595 00:28:51,140 - > 00:28:52,500 similar global.com. 596 00:28:52,500 - > 00:28:56,819 So give them a call, have an initial consultation, and we 597 00:28:56,819 - > 00:28:59,380 hope to speak to more of you guys. 598 00:28:59,380 - > 00:29:00,740 Thank you all. 599 00:29:00,740 - > 00:29:01,539 Thank you. 600 00:29:02,579 - > 00:29:02,819 Deepak: Thank you.