EPISODE 34: TIMOTHY KELLY, PRESIDENT & CEO AT NAUTILUS MEDICAL

Timothy Kelly is president & CEO of Nautilus Medical —a US-based company with a telehealth radiology platform that is used by more than 70% of the top 50 medical centers in the US and with a presence in over 6 countries in Latin America. Prior to that, Mr. Kelly developed a medical division for TDK Electronics. This division was focused on the radiology recording of images on TDK based media. With TDK, Mr. Kelley expanded marketing throughout North and South America and the European community. Mr. Kelly has a degree in psychology from Northwestern University. 

Episode’s transcript

Julio Martinez: 0:04

Welcome to the La MedTech Leaders Podcast. This is a conversation with MedTech leaders who have succeeded in Latin America. Welcome back to the La MedTech Leaders Podcast. Today our guest is Timothy Kelly . Hey, Tim , it's great to have you here in the show today. How are you doing today?

Timothy Kelly: 0:27

Great, great. Thanks, Julio for having me.

Julio Martinez: 0:29

Awesome, Tim. So listeners, Tim is president and CEO of Nalu Medical, a e US-based company with a telehealth radiology platform that is used by more than 70% of the top 50 medical centers in the US and has a presence in over six countries in Latin America. So prior to that, Mr. Kaley developed a medical division for TDK Electronics. This division was focused on radiology recording of images on TDK based media, and with TDK , uh, Mr. Kayley expanded marketing throughout North and South America. And the European community and team has a degree in psychology from Northwestern University. And I'm really, really looking forward to our conversation with Tim today. So far, he is been the only guest that has a software platform that is being successfully commercialized in Latin America. And with the COVID-19 crisis , uh, all over the world and specifically in Latin America, this is a very timely topic to discuss. So Tim , uh, thank you again for accepting my invitation to be on the show, and I look forward to discussing your experiences in Latin America today. So Tim, before we get into the details of your experience, could you please briefly tell listeners about your journey to Latin America? How did you get involved in the region?

Timothy Kelly: 1:59

Well, it started about 20 years ago as we were trying to market CD burning that was replacing film and radiology, and that was all about just the capability of becoming digital and trying to reduce the cost and chemicals and silver recovery, all the bad things with film, with CDs so that doctors could practice digital medicine and be able to move data around and store it more easily than film. And so , uh, with that we were promoting systems through different OEMs like GE Phillips and Siemens , uh, as TDK to get them to use us as an accessory to their packs or their image storage systems and South America being a huge territory to cover. It was good to have partners like that and get them to introduce us.

Julio Martinez: 2:56

Excellent. All right , team . So let's talk about some general topics about Latin America and then we are gonna get into the details of each country where you have a presence. And let's get started about talking about trends in Latin America. Based on your readings in the news and your experience in Latin America, what major trends do you see happening in the region that are relevant to our discussion and your technology today?

Timothy Kelly: 3:25

Well, there's quite a few trends going on, and some of these have been consistent ever since I was introduced to South American regions is , um, one is there's a huge market for refurbished and used radiology equipment. And I used to work with a company out of New Orleans that would take basically a truck freighter and convert it into a radiology room with either a c-arm or digital radiology, or it could be an MRI and they'd be completely rebuilt and made like new. And this would be a room that could just be sent anywhere power attached to it, and you'd have a place to capture studies and also read them . And so that has continued to , uh, grow in South America. And a lot of that has to do with the divides between where the money is spent in different regions. So your big hospitals can afford the new OEM equipment and then more of your rural hospitals and hospitals , uh, serving underdeveloped areas or poorer neighborhoods will have these used pieces of equipment. So what's great about that is that the total overall radiology use has gone up. And then as that has gone up, there's been more of a need for telehealth as well. And so telehealth has been growing at about 18% year over year . And that doesn't sound like a lot, but concerning that it's compounding, it's starting to become very significant. And I'd say in the next five years it'll become a standard of care, just like in the US and in Europe. And a lot of that has to do with things like the COVID-19 outbreak.

Julio Martinez: 5:08

I see. Yeah. Certainly the COVID-19 outbreak has accelerated the implementation of telehealth and other technologies in the medical field in Latin America and , and in all sectors of the economy, I would say. So moving along team, what's your overall perception of Latin America as a place to, to sell medical technologies in general?

Timothy Kelly: 5:31

Well, I , I think it's a huge opportunity. There seems to be a thirst for these technologies. And when you look at the , the changes that are happening there with the, with healthcare and then looking at the total technology infrastructure within the cities, of course 4G is very common. The internet development is very good. And then as you get out to uh , rural areas , uh, you also have 4G capabilities to move data, see data, and then with the the cloud , uh, growing as fast as it's been growing, it gives anybody anywhere the opportunity to store data and view it, including patients. Yeah , taking a step back looking at the COVID-19 crisis, you have some other opportunities there to keep then the sick patients at home, but allowing them to talk to their doctor or specialist and same with patients that are sick but not bad enough or acute enough to have to go to the hospital but can still get the comfort of talking to a specialist and if they had been in and had a X-ray of their lungs to also view that and share with that patient so they have a better understanding of what they're going through.

Julio Martinez: 6:44

Sure. All right . So let's dive into your practical experience commercializing your technology in Latin America Latin . I'd love to hear your thoughts and suggested best practices on how to penetrate the region. Tim, so first of all, in what countries have you had , uh, experience in Latin America?

Timothy Kelly: 7:06

Um, our greatest success has been in Mexico, Columbia. Um, we've been growing in uh , Brazil and then we've had kind of one-off types of sales in Uruguay, Peru. We actually, we've had some success in Panama as well. Puerto Rico I guess, I don't know, I guess Puerto Rico would not be certain part of that, but uh , that's been a very good region for us. And generally it starts with a , uh, in almost all cases it started with either a distributor or a specific hospital looking to solve a problem and contacting us and deciding then to go with us. And so that's been uh , generally how it started. And that's the great thing about the internet. Anyone can find anyone or any type of product that's sold on a global basis and our software is in numerous languages and so that helps as well. And uh, and then I'm also very much surprised , uh, even though other members of my family speak Spanish , um, I don't, so it's always nice to find so many English speaking people from my perspective.

Julio Martinez: 8:13

Sure. Yeah. So going back to what you're saying about people finding you, so you don't have a proactive initiative or strategy to find distributors or buyers in Latin America. So it's been kind of organic so people just find you over the internet

Timothy Kelly: 8:33

And for the most part it's been organic In the TDK days, it was through OEMs that we would find that growth. And currently we are partnered with Samsung, although they also use a dealer and distributor network. And so in that case it's a dealer or distributor may have a competing solution or is not interested in our solution. And if they are such as in um, uh, one that we work with in Brazil, then uh, that's great and they can um, certainly , uh, leverage that because it gives a bit of credibility or a halo effect to our brand, which isn't as well known as a Samsung or other OEMs out there.

Julio Martinez: 9:17

Sure. Alright . So Tim , I I'd like you to, if you don't mind, talk about every country of the ones that you mentioned. Let's start with Mexico. What's been your experience in Mexico? What do you think about the Mexico market?

Timothy Kelly: 9:31

That's one of the fastest growing markets in South America and for the most part it's been a great place to do business. Um, and most of our international customers they pay, you know, 50% to a hundred percent ahead of time for the product. And in Mexico, that distributor that we work with there, they've been fantastic as far as following through on everything they say they're going to do. We had another partner there that kind of overlapped that was not so great, took wired money and uh, kept it. So the problem is they ended up damaging themselves because then no one else would work with them. So that never works out very well <laugh> . But the hospitals have been great. The one thing we found with, actually with every region we've worked with particularly 'cause our largest installs are in Mexico and Columbia and Puerto Rico, is that generally the customers and the dealers are very good at supporting the products. I mean, we make sure there's no connectivity issues and stuff, but as far as first tier support, which we do offer , um, certainly to any English speaking customers, they generally wanna take care of it themselves because they take such pride in making sure their customers are happy. And um, being that anywhere you go, it's a competitive market. And so taking care of the customer is always , uh, job one. And I think these dealers have stayed with us for so long because our software is so stable and then we do take care of any second tier issues for them.

Julio Martinez: 11:07

Yeah , yeah. Good. I'm glad to hear that you are having success in Mexico. It's certainly a very challenging market, has five different healthcare systems and is famous for the difficulty in obtaining regulatory approvals . But in your case , your product doesn't need, it's not regulated right in Mexico, but it's regulated in Brazil. So let's talk about Brazil. How are you doing in Brazil?

Timothy Kelly: 11:28

Well, that's been , uh, just getting going and I think there's gonna be tremendous upside there. The , uh, initial interest has been in our baby view product, which is a platform that gets keepsake ultrasounds to moms as a video and so with also educational information. And so of course new moms love to see the ultrasound video of their unborn baby and the fact that it's something that the practice can give to the patients for free. There's no economic or social status to worry about. It's just something that helps the moms , um, helps the practice. And it's been proven that moms get to see the videos of their babies end up carrying their babies to longer term . So you end up having healthier babies with better outcomes because they were carried the full term.

Julio Martinez: 12:20

Yeah, nice. And have you had to adapt your product to Latin America to do some tweaks in the software or something or No ,

Timothy Kelly: 12:30

Not really. It's , uh, so if they load our client onto a Spanish or Portuguese operating system, it just changes to that language. And then same is true with the websites. They're all built in what's called Unicode. So um, Google and other browsers can just translate 'em . And so , uh, there's really no issues there. And so as far as language barriers, we haven't had , um, that as an issue. And with the fact that a lot of the software runs in the cloud, there's really not a big need for powerful computer systems. There's no installed servers. So a lot of these barriers because of the internet infrastructure, they just don't exist, which is not just convenient, but easy to implement, easy to understand, and easy to sell.

Julio Martinez: 13:23

Good. Yeah , really referring to, to tweak the software, not so much about translating the software team is about adapting the software to the local customs or local way of doing business or I don't know, I mean things of that nature, cultural matters mostly. You , you haven't had that issue at all in Latin America so far?

Timothy Kelly: 13:46

Yeah, I , I mean there's some little bumps in the road like, you know , just understanding how to do business in certain cases we've had to adapt to that, but there hasn't been a , uh, I guess pushback would be the word as far as saying that needs to be paid upfront before we deliver, which is not the way we practice business in the states here. So that has not been an issue at the dealers have been, you know, very straightforward with doing business with us. I mean sometimes we'll have terms with the dealers. So in Mexico we've had situations , um, and this extends to other countries too, like Australia, if the state is buying it, there may be a delay in, you know, up to 60, 90 days before getting paid. And in those cases we will structure, you know, a payment , uh, schedule or 50% upfront and then wait for them to get paid. And in the end that's always worked out pretty well. We do our best to work with any of our partners and even the sites directly themselves if they bought directly. And then as far as with Brazil, there's been, they've instituted a new regulatory standard called in Visa for registration. So even though it's not regulating the fact that we are involved with diagnosis and they still want it to be a registered medical product , um, that's for importation purposes, a lot of that's for tracking and seeing what's coming into the country because it's so easy to hide that if you're just using the web.

Julio Martinez: 15:22

Sure, yeah. You mentioned something about end users. You were suggesting that you also have end user buyers, in other words, hospitals buying directly from you, I mean, bypassing a distributor or how does it work?

Timothy Kelly: 15:36

Yeah, if we do have a distributor in the region, we forward the lead directly to them. If we don't, then uh , we don't turn the business down. We will, you know , take an order for software directly and then install it remotely and that works out okay too. That's where we've had those, you know, more of these one-off type of sales in these other countries where we don't have representation.

Julio Martinez: 16:00

Got it. Okay. Makes sense. Alright , Tim , moving along. Let's talk about Columbia . What do you think about the Colombian market?

Timothy Kelly: 16:07

You know, the first time we got called to do some business there, you know, you can't help but think about Pablo Escobar days and wondering what's gonna happen. It's so popularized, it's like, I live in Chicago and people still ask me if I know Al Capone. It's crazy. And uh, you know, Pablo Escobar is in modern stories and so , uh, a lot of comparisons made between those two guys. But yeah, it was, you know, been really impressed with how they've modernized the country and the healthcare system there. And our distributor has been excellent. They've been very supportive. I think we're in 40 some hospitals there, you know, from Boda Ali , uh, carna all over. And the people have been great to deal with. We've had had some custom features requested out of Columbia and have created those and they're starting to use some of the electronic exchange features now and uh, we expect that to continue to be a strong , uh, region for us.

Julio Martinez: 17:05

Good, good. That's actually what I was referring to in my prior question about adopting the software. I was really referring to software custom features. So yes, you've had to work with some special , uh, needs that some local markets, like the ones that you are referring to in Columbia ,

Timothy Kelly: 17:23

Right? So if they have , um, let's say that distributor is selling a specific type of PAC system or let's say an MRI or CT and there's something they need our software to accomplish with that, that maybe we haven't dealt with , uh, here or another country, and we'll make sure that it works for 'em just the way they expect it to. And we've had that also in Puerto Rico and uh , most recently in Mexico where we had to, to make some changes in how they request data and reports and results that go with the images. And as our telehealth grows, we'll probably run into the same type of things because telehealth is usually connected to scheduling. So we have different APIs for different , uh, EMR systems and then also have like a universal type of scheduling tool. But overall we always make sure that it works for them. 'cause we don't want, we never want someone to implement one of our systems and say, well, it would've been great, but, you know, this piece just didn't work for us.

Julio Martinez: 18:25

Okay. Is there anything in particular to, to mention about the other countries, Uruguay, Peru, Panama, Puerto Rico, that you think listeners should know about?

Timothy Kelly: 18:36

Um, well yeah, we're always looking for representation. I think those are good markets. I , I mean Argentina, you know , from the news we get , sounds like they're having a lot of issues. Not sure how the healthcare market there is moving along, but I know that in some of these other countries they've had the same type of growth in radiology and uh , of course telehealth that's expected. And so if they're looking for something that has the credibility and the technology to stand behind it, we'd love to work more in those countries and find those opportunities. And eventually, you know, it becomes a , a one world kind of network as we see with the internet. And I think that will be true in healthcare. There's also a lot of, you know , what they call , uh, medical tourism from the United States into Latin America. I was in Panama just a little over a month ago and uh, they were promoting that to us right when we got off the plane. That, that's pretty neat too because then you're dealing with information that may go back to a doctor and America for follow up and um, certainly the patients wanna have control over that information so they have it with them in , in case something else comes up. And yeah, I think he'll just keep expanding that way.

Julio Martinez: 19:53

Okay, Tim, and uh , what about the competition in the region for similar software products? Uh, what do you think about the competitive environment?

Timothy Kelly: 20:02

Well, we always like to say we don't have any competitors, but, but really one of the big benefits, there's generally telehealth companies and then there's the image exchange and distribution companies. We are the only one that does both and that also connect those two together. So if you are doing, let's say a telehealth consultation and you're talking to another specialist or a patient, you can on the same screen bring up their images and view them and walk them through a guided tour or explain to them exactly what's wrong. And that's extremely , uh, helpful on , on many levels. And then with the exchange component behind it, they can say, okay, I'm gonna send you the full fidelity DICOM study so you can open it up on your own workstation and view it and manipulate it and create a surgery plan or do your own diagnosis. And so at the end of the day, what that really helps out, and I think this is a huge factor and Latin America, is that you have what's a worldwide problem? There's not enough , um, specialists to go around and many of 'em travel around. So for example, here in the states you have maternal fetal medicine doctors that will drive hours to different clinics to do diagnosis on high risk patients to see if they should be sent to a NICU type facility. And if they could do it all by telehealth with the radiology combined where they can actually with our platform view the ultrasound in real time or a orthopedic could view or a oncologist view a CT study in real time and say, position the patient this way or that way that ends up preventing them from driving all over and they can spread their resources and take care of many more patients and be much more efficient. And I think that will also become a standard method of care for highly specialized physicians to share their expertise through telehealth.

Julio Martinez: 22:02

Excellent, Tim . Alright , so I usually ask my guest about the process of shipping and importing products, I mean physical products into Latin America, but uh , since you've been the first <laugh> guest who has a software , uh, platform or , or product or service, I don't think it applies , uh, much except for Brazil, am I correct?

Timothy Kelly: 22:24

Yeah. And even with Brazil, obviously there's, you know, what we call the sneaker net methods where if someone just wants to implement something quick, they download the software and we can send them a software key. I mean, we have , uh, um, applied for the in visa certification. I'm not sure how long that takes, but yeah, overall there's a lot of that that goes on, not just with our company, but with many different companies that

Julio Martinez: 22:49

Yeah, exactly. I mean, how is the government gonna control <laugh> an email, electronic communication? It's impossible.

Timothy Kelly: 22:57

And there's over 7,000 hospitals in , uh, Brazil alone. So that's , um, a big market.

Julio Martinez: 23:04

All right . All right . So let's move along. Tim, the other question I usually ask is about how to find distributors, but uh , you kind of answered that already. Uh , you said that , uh, usually distribu find you, right, <laugh>. So

Timothy Kelly: 23:17

I , I think , uh, we had talked about this before, I was hoping to be at , uh, house , but laar the show this year, actually next month. But , um, that got canceled. So <laugh>

Julio Martinez: 23:29

Yeah, that's unfortunate. Do you do any type of due diligence on, on the shooters? Uh , Tim ?

Timothy Kelly: 23:35

Uh, yeah. I mean, we usually try to find out one is what do they specialize in? Because if they don't know what we do, it can be a long learning curve. And then two is what are their goals with their business to say, okay, where do you wanna go? Are you trying to add this on to expand your business or do you have just one customer that you're trying to solve a problem with? And then ultimately , uh, what other OEMs or other products are they selling and are there any conflicts with that? And then beyond that , uh, we can always start with a dealer or distributor on a small level or based on their size, a very large level. So , um, we , we can manage both. We have the facility to support the small guys and the big guys.

Julio Martinez: 24:23

Good. All right . Okay. What about the strategy that you have in Latin America team ? What type of support do you have in the region? Do you have a person in your team that manages Latin America only or part-time and or you have somebody on the ground going around the countries or based , for example, in Colombia and from Colombia , he or she travels to all these countries? I mean, what's your setup in Latin America?

Timothy Kelly: 24:52

Um , well, we try to stay , uh, even though we're on five continents, we try to stay very central in our offices here and really try to build the best product and the best software that's , um, really stable and then let our dealers, distributors , uh, manage that in those countries because for us to try to figure out all the ins and outs and you know, how to manage business in these different countries between all the different tiers of whether it's state , private insured, not insured , uh, cash payers, there's so many, you know, stratifications in healthcare in all these different countries that we try to make sure our specialty is in building the best product and then supporting our dealers and distributors. Really the biggest issue for them is making sure that our second tier support, that it does connect with whatever else they're selling with, that we can add a feature if a customer needs it, and then , uh, making sure we accomplish that for 'em . And so for feet on the street, it would really be for those dealers and distributors to be our representation. And then from that supports perspective, we do attend shows in all different regions and certainly in the large global shows. And then we do send any leads we get from those shows. For example, RSNA in Chicago that's here every year, we always get people from South America and all different countries. Either we're following up with them directly or we have to find someone to represent us. Yeah , that's always been a challenge and, but we're always welcoming , uh, more at any time and we're happy to attend shows like as I mentioned, hospital guitar and partner with any dealers and distributors that want to come to the show as well.

Julio Martinez: 26:42

I see. So the other question I usually ask, and my guess is about demand generation. Tim , what type of marketing or co-marketing strategies you guys do with your local distributors? I mean ads or , um, what type of initiative do you have locally with the distributors, if any?

Timothy Kelly: 27:04

Um, well we don't really do any ads. We try to give them the best margin for them to make money and their own marketing. We do provide , um, printed materials and can print them with their name on it for them to hand out to customers. Then we also do web support so they can link to different things on our website, and then of course we add them as a partner for regions on our website.

Julio Martinez: 27:30

Okay, I see. Makes sense. So Tim , what about pricing in Latin America? Do you think , uh, the region is pretty price sensitive or not ?

Timothy Kelly: 27:40

Uh, we haven't really found that with our products and mostly that's due to the cost of the software is pretty consistent. I think where there can be problems is with the hardware. So if they needed to attach one of these robotic disc producers and dealing with a local dealer, that can be expensive. And we've seen that in , uh, Puerto Rico and Mexico, Columbia, they were able to source their own for , uh, the same price or better than what we can provide, which we of course recommend because then there's, they get support then directly from Epson or Dell or whoever they're buying the hardware from. And then we , uh, you certainly avoid things like VAT tax and other expenses that really don't need to be incurred if the hardware can be sourced locally.

Julio Martinez: 28:30

Okay, good. Good enough. All right . I guess you don't have issues with reimbursement. I mean that's another topic that usually discuss in these , uh, type of interviews.

Timothy Kelly: 28:40

Well, well there is reimbursement for telehealth, so not on the radiology side. It's kind of interesting in , in some areas they reimburse for film still, but not for um, electronic exchange. But in telehealth it's very common. Uh , I guess it would just vary from country to country because it's considered an in-office visit in many uh, countries. And then with COVID-19 in the US it used to be a different level of reimbursement the further out you were and , uh, because of the virus, they made it federal law that it's the same as an in-office visit. So it might be something to , uh, investigate in different countries depending on what their rules are.

Julio Martinez: 29:24

I see. Okay. Very good. Alright , so next question team is about corruption and bribery in Latin America. I mean , since you've had a fairly good experience in the region, have you seen any of this in in Latin America?

Timothy Kelly: 29:38

Well, I think I've seen more of it in Chicago than anywhere else, which is true. We've had some real bad cases here and geez , we've had some of our own buyers at hospitals saying, well, I'll order from you, but you need to send a , a new Samsung TV to my house. So that's, that goes on. And maybe that's going on too down in these other countries. I think there's always those issues depending on the person you're talking to. For us directly, we haven't dealt with it except for one incident in Mexico where this guy, you know, kept money that we wired to him and didn't provide any other services. So, but other than that, I think we've been, haven't had to worry about it. I know our distributor in Puerto Rico said they dealt with some issues with that and to , uh, help them out, we gave 'em a discount on some services because we wanted to get the business as well. So I think it depends on how it's structured and what the , uh, deal is. And ultimately at the end of the day, we look at any structured deal is if we're helping the distributor and helping the customer at the end. And if it all gets accomplished and everyone's happy and no serious laws were broken, then I think, you know, we're all okay.

Julio Martinez: 30:54

Sure. Yeah. All right , Tim , so the next next question is more fun. I mean , <laugh> , what do you think about Latin America as a place to do business? I mean, is it fun? Is it boring? <laugh>, what are your thoughts in the culture in Latin America?

Timothy Kelly: 31:09

Well , geez , I'd say , uh, a lot of fun. I mean, it's always been a pleasure , uh, you know, dealing with any of the people that we deal with in , uh, Latin America. And as far as, you know, taking a trip, it's one of the areas I always look to forward to the most. As , as mentioned, my , uh, the rest of my family speaks Spanish and so that makes it easier for me if one of them is with me. But it's always such a lively environment and I like the straightforwardness of doing business that , uh, we get told no, it has to be like this or like that, and then this is what we need to get the deal done. And we generally always get it done. And boy , I was really looking forward to coming down to Sao Paulo and , uh, just had a great time in Panama a month ago. So it's, it's always a great place to visit.

Julio Martinez: 31:58

Excellent, Tim , I'm so happy to hear that , um, you have that , um, positive , um, attitude about Latin America and these people. Alright , Tim, before we sign off for today, do you have any final thoughts or morsels of wisdom or other , uh, musings for our listeners? In other words, what would you say if you had the CEO of a small mid-size medical device or medical technology or software company in front of you who hasn't looked at Latin America or is just starting to explore the region as a potential place to expand its , uh, footprint?

Timothy Kelly: 32:33

Well, I think they have to look at it, otherwise I think they'd be foolish not to. These are emerging markets and then they have to start breaking it down by what they're offering in these categories. So what is the technology? How would they service it? What is the application of that technology? Is it gonna be cardiology, radiology, you know , dermatology? What voids do they fill? And then how can they deliver it? Is it licenses web-based, you know , cloud-based, I should say ultimately, who are their end users ? Is it the hospitals, clinics, and is it the patients? And so looking at those different markets, how does that again, fill voids for these emerging markets? And then you have to start breaking it down by country. Where is it best to go first? And that's not always the biggest, or maybe not even the fastest growing, but which one is going to emerge the fastest from where they currently are, maybe the best opportunity. And so there's all different ways to look at it, but overall, because of resources and population, it's gonna be an increasing upward trending market in almost all the countries. And so we have to be involved and I tell other CEOs they should be , um, looking at it and investigating how they get involved as well.

Julio Martinez: 33:55

Very good, Tim, thank you for that. And how can people contact you or contact your company, Tim?

Timothy Kelly: 34:03

Well, a bunch of different ways. Of course I'm on , uh, LinkedIn and then they can always call me and then , uh, email as well. It's just very easy, Tim, at nautilus medical.com and contact information is on the website and I'm always happy to talk to somebody and see where they want to go.

Julio Martinez: 34:25

Fantastic. Tim, thank you so much for being on our podcast today. I think listeners got , uh, some good tips and uh , have learned a little bit <laugh> about how to penetrate the Latin American market based on your experience and your actions in the region and your success in the region because , uh, <laugh> , I'm very , uh, always happy to hear success stories like yours. And Thank you. I feel honored to have you on the show today.

Timothy Kelly: 34:52

Yeah, likewise Julio . I really appreciate the time and , uh, the questions and um, hopefully I hear from some people and continue to grow in the , in the whole region.

Julio Martinez: 35:02

Excellent team. Bye-Bye. Take care.

Timothy Kelly: 35:04

Bye-Bye.