Learn how successful companies position themselves for sustainable growth and hear from Optimal Healthcare executives who share their experience in strategic planning, balancing investments with returns, and maintaining margins while scaling operations. Transcript: Episode 3: Scaling Smart: Positioning your business for sustainable growth [Investment and Insurance Products are: Not FDIC Insured No Bank Guaranteed May Loose Value] [Music playing] [People at a table laughing and talking] [Cash Confessions logo] [WF Male Speaker] Here's a good one from our Wells Fargo customers. I'm looking to increase profitability and grow revenue over the next three years. And a couple of different angles on this one. Number one, where do I start? Number two, as I scale, how do I keep distribution costs down and margins at an acceptable level? [Male Speaker] Are you, our CFO? [Group laughter] [Male Speaker] Because that's exactly what we deal with every day. So, great question. When you are tasked with where do you start, you need to make sure you're in position to start. In order for us to get to the second part of your question and scale, we had a transition from a much smaller facility, to now over 125,000 square foot building. Having Keralty understand that before we scale, we need to position. And we did that. I think we accomplished it in a very timely basis. Quickly as we entered the new building, my team, sat down and laid out a three-year strategic plan, in order for us to meet some of these growth opportunities, you have to balance investment with, return on investment and gross profit and cost and expense. So, we are digesting, strategically what to do first. And I've always sent the message out, whatever we do first, we do it well. [Female Speaker 1] One of the strengths, I think that Manny…all the leaders really, have put in place is really communication, because all of those things can't grow, we can't scale, we can't really ensure that the foundation is strong unless we're communicating and we're talking about it. So, one of the things that I think has been a great benefit to our growth has been the constant communication and kind of the stacked hands. I think on both sides that allow us to use the assets and the benefits, the strengths that each of us have, combine those together and then be able to grow. [Female Speaker 2] It's funny because when I started with Optimal, I knew that Wells Fargo was “the bank.” But we didn't have that communication with the bank, right? So when I started and I had the opportunity to meet with you, you started offering all these other products that I knew that they were going to be amazing for Optimal. At the same time that you want to grow a company, you have to move forward with new ideas and new products, right? Because you cannot be in the same place that you were if you want to grow. [Female Speaker 3] You have been able to deliver us a solution for every problem that we face. Thank you so much because it's really appreciated. [WF Male Speaker] We're very proud of this partnership and thank you again, for being here and for sharing your experience with all of our clients. So, thanks again. [Everyone] Thank you. Thanks! Thank you for having us. It’s been great. [Music playing] [Cash Confessions logo] [Wells Fargo logo] [©2024 Wells Fargo & Company] PM-06042026-6489312.1.25

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