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Live from the FrameworkLTC Innovation Conference (Part 3) | FrameworkFocus™ · Pharmacy Podcast Network

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Speaker 1: You are listening to the global network of podcasters dedicated
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Speaker 1: to the pharmacy profession. Welcome to the Pharmacy Podcast Network.
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Speaker 2: The Framework LTC Innovation Conference was September fifteenth through the seventeenth,
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Speaker 2: twenty twenty five, in San Diego. We're bringing you press
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Speaker 2: coverage from the floor where long term care pharmacy connects
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Speaker 2: and innovates. Today's episode spotlight real world tech that's reshaping
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Speaker 2: LTC operations, from analytics to access and how those tools
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Speaker 2: translate into safer, faster care. Framework LTC from Softwriters powers
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Speaker 2: hundreds of LTC pharmacies with workflow, automation, billing, and real
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Speaker 2: time insight across dispensing and delivery. If you're building a resilient,
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Speaker 2: scalable LTC operation, this is where you'll see what's next.
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Speaker 2: Across this series, we sat down with leaders in LTC pharmacy, operators,
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Speaker 2: clinicians and partners to unpack what's working, what isn't, in
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Speaker 2: which integrations are worth your time. This coverage is sponsored
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Speaker 2: by the Framework Focus podcast, part of the Pharmacy Podcast Network.
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Speaker 2: Your monthly deep dive into trends in tech shaping LTC.
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Speaker 3: Stick with us.
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Speaker 2: For candid conversations, practical takeaways in a front row view
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Speaker 2: of the conference.
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Speaker 4: Framework Focus the podcast for Everything Long Term Care Pharmacy
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Speaker 4: Framework LTC Innovation Conference twenty twenty five. One of the
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Speaker 4: aspects of success of a pharmacy management system technology ecosystem
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Speaker 4: is our partners integration APIs partnerships being able to do
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Speaker 4: more for our long term care pharmacies. I want to
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Speaker 4: introduce the Director's Strategic Partnerships, John Soloni, Italian.
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Speaker 5: Yes, yes, sir, welcome to the show.
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Speaker 6: Good to be here. Thank you for doing this all.
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Speaker 4: Right, So I have legacy that you may not realize.
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Speaker 4: I was a softwriter's first sales rep way back in
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Speaker 4: two thousand and four.
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Speaker 6: Wow.
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Speaker 4: And the Framework was a revolutionary product, the very first
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Speaker 4: open database system in pharmacy. In the marketplace of long
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Speaker 4: term care pharmacy, there's no difference in what innovation is
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Speaker 4: coming from softwriters today, with so many developments of things
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Speaker 4: like Framework Insights and RXP, and so many of the
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Speaker 4: systems that are dialing into data and making sense and
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Speaker 4: allowing the long term care pharmacy to evolve and taper
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Speaker 4: and become customized to what their clients need. But the
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Speaker 4: role that you play is my favorite role. I think
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Speaker 4: of myself as somebody that cultivates through podcasting collaboration, and
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Speaker 4: that's what your whole role is based on. Collaboration. Talk
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Speaker 4: to us about the importance of strategic partnerships and the
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Speaker 4: ecosystem that framework is in.
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Speaker 7: Well.
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Speaker 8: Look, in a perfect world, framework would framework would be
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Speaker 8: an all encompassing software that does everything a pharmacy could
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Speaker 8: possibly need. But that's not the case. We're not experts
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Speaker 8: in everything. We're not experts in delivery, we're not experts
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Speaker 8: in robotics and automation. We're not experts in a lot
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Speaker 8: of areas, some of the clinical areas, and there are
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Speaker 8: companies here at this conference that have as much experience,
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Speaker 8: if not more, than we do in pharmacy management software
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Speaker 8: in these other specialized areas. So we really have two
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Speaker 8: options as a company. We can either spend years and
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Speaker 8: years building the teams, building the expertise, and trying to
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Speaker 8: get a version one of some of these tools to market,
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Speaker 8: or we can take a role in someone like myself,
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Speaker 8: go out scour the market, find who's doing it best,
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Speaker 8: figure out how we can bring them into our fold
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Speaker 8: and bring it to our customers. Because We're not interested
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Speaker 8: in being the only system our customers use. We're interested
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Speaker 8: in our customers being better than their competitors, and we
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Speaker 8: do that by making sure that, aside from us, they
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Speaker 8: have the best tools on the market and that those
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Speaker 8: tools work well with us.
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Speaker 4: And there's an understanding that long term care pharmacy functions
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Speaker 4: differently than specialty. It functions differently than a hospital system pharmacy,
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Speaker 4: or a community pharmacy, long term care, skilled nursing, facility management,
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Speaker 4: group home. That's a different beast.
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Speaker 6: It really is.
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Speaker 8: And one of the biggest challenges in an industry like
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Speaker 8: long term care is that when you hear pharmacy, some
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Speaker 8: obvious names come to mind. You know your Rite Aids,
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Speaker 8: your CBS, your Walgreens. So many of the vendors that
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Speaker 8: claim to be pharmacy vendors serve those types of companies,
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Speaker 8: and while they also may serve long term care, you
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Speaker 8: look at their balance sheet, it's going to be eighty
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Speaker 8: ninety percent retail, and so they're not going to change
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Speaker 8: on the fly for a long term care pharmacy, no
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Speaker 8: matter how loud they scream. So part of our job
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Speaker 8: and part of the if you look around the vendors
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Speaker 8: that are here at our conference, One of the things
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Speaker 8: we really look for is long term care at their core.
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Speaker 8: And a lot of these vendors started as long term
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Speaker 8: care and they may offer some of their systems to retail,
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Speaker 8: but long term care is in their blood. So many
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Speaker 8: of these companies are founded by former long term care pharmacists.
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Speaker 8: And that's what you have to need. That's what you
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Speaker 8: have to have because if you have a mega international,
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Speaker 8: even global corporation serving pharmacies all around the world, this tiny,
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Speaker 8: highly specialized market that we have here in the US,
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Speaker 8: it's going to be tough to move the needle.
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Speaker 4: The leading GPO in long term care pharmacy is here
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Speaker 4: with us MHA. Shout out to MHA the personalized service
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Speaker 4: that they bring, the customized solutions, and then also understanding
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Speaker 4: how does contract negotiation and rebate and how does that
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Speaker 4: fuel our long term care pharmacies for the future so
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Speaker 4: that they can expand Those are the kind of partnerships
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Speaker 4: that are key. Are there any other partnerships that are
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Speaker 4: in sectors of long term care pharmacy that are standing
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Speaker 4: out to you?
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Speaker 9: Yeah?
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Speaker 8: You know, you look across the operations of a long
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Speaker 8: term care and there's sort of one or two what
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Speaker 8: I considered gold star names that emerge in each when
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Speaker 8: you think about the dispensing and the packaging and the
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Speaker 8: order fulfillment.
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Speaker 6: You know, you have your large players like.
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Speaker 8: Your BD and Parata, who are you know, in so
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Speaker 8: many of our customers and have such deep industry experience.
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Speaker 8: But even they're not safe because you have the new
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Speaker 8: guys like JFCRX who are bringing decades of industry experience
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Speaker 8: from other sectors in to be competitive. Yeah, and our
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Speaker 8: job is not to pick winners and losers. Our job
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Speaker 8: is to make sure that they can both work. When
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Speaker 8: you look on the delivery front, you know we have
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Speaker 8: SDS here they just got bought by DHL, so major
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Speaker 8: international players offering delivery services that work for almost everyone.
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Speaker 8: But we also have a company called RX for route.
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Speaker 8: I mean, these guys are young, they're hungry, they're all
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Speaker 8: in their twenties. They came in at Diamond this year
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Speaker 8: and they gave a talk today to about sixty of
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Speaker 8: our customers, and I think almost all of them came
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Speaker 8: up to them afterwards wanting to know pricing. So it's
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Speaker 8: a fun mix of your industry veterans, your industry titans,
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Speaker 8: and just a never ending onslaught of new and innovative upstarts.
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Speaker 4: R X for routes very unique because they actually have
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Speaker 4: an outsourcing system as part of their parent company called
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Speaker 4: pharmac Staff, and they dial into outsourcing some menial tasks
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Speaker 4: that aren't worth maybe a pharmacy technicians time, where the
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Speaker 4: pharmacy tech can be much more dialed in, maybe to
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Speaker 4: clinical support, whereas they're doing kind of a more of
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Speaker 4: administration outsourcing. And that's an exciting company. They've been on
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Speaker 4: our show several times. We love that organization. I've recognized
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Speaker 4: many of the companies that you've worked with. And what
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Speaker 4: excites me about being here at the innovation conference is
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Speaker 4: you're practicing what you're preaching. It's not. There's an organization
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Speaker 4: out there. I'm not going to say names, but they
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Speaker 4: create these brick walls around their organization and they keep
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Speaker 4: out collaboration, and you guys are the exact opposite. You're like,
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Speaker 4: what organizations want to be part of the ecosystem? What's
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Speaker 4: the future of long term care pharmacy? Look like the
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Speaker 4: answer is right here in this exhibit hall, right now.
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Speaker 4: These people right here, they live and breathe long term
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Speaker 4: care pharmacy, and they're open to collaboration. They're not building
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Speaker 4: walls around their infrastructure.
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Speaker 6: Yeah, that's exactly right.
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Speaker 8: And you know, so much of my role is research,
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Speaker 8: primary research, Interviewing our customers figuring out what they need,
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Speaker 8: where are their pain points, Interviewing vendors figuring out what's
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Speaker 8: on their roadmap, what are they saying? And in a
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Speaker 8: conference like this in just two two and a half days,
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Speaker 8: I feel like I get six months of work though, Yeah,
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Speaker 8: because I can ask every customer, you know, what vendor
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Speaker 8: do you see here that seems interesting to you? What
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Speaker 8: vendors are you working with right now that you'd like
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Speaker 8: us to do more with, where's a complete hole in.
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Speaker 6: Your operations that we can try and fill?
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Speaker 8: And then every vendor I walk up to has a
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Speaker 8: list of five to ten ideas that they want to
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Speaker 8: run by me and customers to vouch for. So it's
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Speaker 8: it's as invaluable a work experience as you can get.
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Speaker 4: John, this has been special. Thanks for sitting down with
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Speaker 4: us Framework Focus covering the Framework LTC Innovation Conference twenty
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Speaker 4: twenty five.
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Speaker 6: Of course, thanks for having me.
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Speaker 10: Hi. This is Dave Emson, President, of SDSRX and you're
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Speaker 10: listening to Framework Focus.
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Speaker 4: Hey there, Framework Focused listeners. We are back and we're
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Speaker 4: here at the Framework LTC Innovation Conference, and I'm sitting
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Speaker 4: with the president of SDSRX, David Emerson. David, thanks for
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Speaker 4: doing this.
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Speaker 3: Yeah, I appreciate it.
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Speaker 10: Todd, thanks for having us.
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Speaker 4: Here, short and sweet, just to get us started, just
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Speaker 4: in case the listeners don't know SDSRX. What sector of
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Speaker 4: pharmacy within long term care? What are you concentrating on.
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Speaker 10: Yeah, so we're a company that's focused on bringing sort
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Speaker 10: of high quality and tech enabled delivery solution to the
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Speaker 10: long term pharmacy space.
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Speaker 4: Okay, excellent, And then you're part of this ecosystem. Before
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Speaker 4: we started recording, you were talking about your expansion. Long
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Speaker 4: term care pharmacy is actually growing because our baby boomers.
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Speaker 4: We haven't even reached the crest of the mountain yet
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Speaker 4: of the age of baby boomers and how many there's
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Speaker 4: going to be. So it's a good time to be
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Speaker 4: actually in this sector. But why do you come to
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Speaker 4: Framework l DC Innovation Conference.
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Speaker 10: Yeah, it's a great point. I like, todda you set
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Speaker 10: it up that way because I think a lot about
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Speaker 10: we talk about ten thousand people a day turney sixty five,
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Speaker 10: and in our industry that's not all that interesting. But
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Speaker 10: we are right now going into twenty twenty six, starting
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Speaker 10: to see that ten thousand start to turn eighty, so
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Speaker 10: really interesting time. But this conference is just such a
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Speaker 10: great temple for discussing the challenges and opportunities in our industry,
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Speaker 10: and the sessions I've sat in have some really great
11:06
Speaker 10: sort of needed to way dialogue to them. And then
11:09
Speaker 10: on a personal note, it was a particularly impactful time
11:12
Speaker 10: to meet with our partners and friends as SDSRX announced
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Speaker 10: last week that we're going to be joining the DHL
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Speaker 10: Umbrella as a wholly owned subsidiary, so we'll continue our
11:21
Speaker 10: engagement and dedication to the long term care community as well,
11:25
Speaker 10: though even under the DHL Umbrella. So excited to bring
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Speaker 10: sort of some needed answers to the questions around, you know,
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Speaker 10: how can a delivery partner do more and assist with
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Speaker 10: all the industry challenges, you know, as this partnership is
11:38
Speaker 10: going to bring a bunch of vast resources around technology
11:41
Speaker 10: and driver services and some expanded capabilities to our partners
11:45
Speaker 10: who candidly are trying to operate in expanded geographic zip codes.
11:49
Speaker 10: They've got some growing needs for end to end cold
11:52
Speaker 10: chain solutions, some increased delivery needs based on sort of
11:55
Speaker 10: new profit pools such as home and fusion. So those
11:58
Speaker 10: are the type of conversations I've been having the last
12:00
Speaker 10: couple of days. Really excited about it, and it really
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Speaker 10: shows a lot of the grit and resiliency as this
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Speaker 10: part of the critical healthcare community has.
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Speaker 5: Yeah, so.
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Speaker 4: There's impacts when we have, like any ecosystem, and we
12:16
Speaker 4: have the closure of thousands of pharmacies across the country,
12:22
Speaker 4: of community pharmacies across the country. I'm wondering how that's
12:26
Speaker 4: going to impact long term care pharmacy because once again,
12:30
Speaker 4: sometimes it's the only healthcare provider that a patient is
12:33
Speaker 4: in touch with on a regular basis. And I think
12:37
Speaker 4: of like long term care at home. I think of
12:39
Speaker 4: like the changing of where pharmacists are now becoming monitors
12:43
Speaker 4: of treatment plans through remote patient monitoring and telehealth.
12:49
Speaker 5: Talk to us about.
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Speaker 4: Pharmacy deserts and how SDS is a deliverer could really
12:54
Speaker 4: help to kind of expand the footprint of a pharmacy
12:58
Speaker 4: service provider.
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Speaker 10: Yeah, you brought that up, and we were talking a
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Speaker 10: lot about this at SEPC this year as well, around
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Speaker 10: how do your delivery partners bring you solutions that are
13:07
Speaker 10: going to help navigate all these challenges? And I was
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Speaker 10: talking to Alan yesterday around how you know the rural
13:12
Speaker 10: pharmacies are the ones that are going to be affected
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Speaker 10: first and for us to be able to leverage you know,
13:16
Speaker 10: again going back to this, this DHL opportunity be able
13:19
Speaker 10: to leverage the full breadth of their capabilities. Combined with
13:22
Speaker 10: what we're doing on last mile, it's really going to
13:24
Speaker 10: help pharmacies to be able to have greater reach. And
13:27
Speaker 10: as you look at you know, how do you create
13:29
Speaker 10: again new profit pools around home infusion, but also how
13:31
Speaker 10: do you how do I expand the zip codes that
13:33
Speaker 10: I'm servicing in order to be able to more effectively
13:36
Speaker 10: grow my business and remain viable. Those are the kind
13:39
Speaker 10: of solutions we're going to be able to bring to
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Speaker 10: market now.
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Speaker 4: David, thanks for sitting down with us on the Framework
13:44
Speaker 4: Focus podcast and being here as a partner of the
13:48
Speaker 4: Frame CULTYC Innovation Conference. Thank you.
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Speaker 10: Yeah, I appreciate it, and I speak for the whole
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Speaker 10: SDSRX team when I express our appreciation for the work
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Speaker 10: of all our care providers, our partners, obviously Soft Writers.
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Speaker 10: You know we're now powered by DHL and we're going
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Speaker 10: to leverage that for the benefit of all the community,
14:05
Speaker 10: so appreciate it.
14:06
Speaker 4: Congratulations. All right, stay tuned. We'll be right back with
14:10
Speaker 4: more framework focus.
14:14
Speaker 2: In long term care, pharmacy decisions can't wait, but disconnecting
14:18
Speaker 2: systems and static reports can slow you down. Softwriters is
14:22
Speaker 2: introducing a new way to manage your data with Framework Insight.
14:27
Speaker 2: Framework Insight is an AI powered business intelligence platform built
14:31
Speaker 2: for LTC pharmacies. Using Framework LTC to manage day to
14:35
Speaker 2: day pharmacy operations. With intuitive dashboards, you can track key
14:39
Speaker 2: metrics like prescriptions, filled, drug costs, inventory trends, claims, improfitability,
14:46
Speaker 2: drill down, set alerts, and save custom views so you're
14:49
Speaker 2: always a step ahead. With aut of glands and on
14:51
Speaker 2: demand visualizations into your pharmacy's most essential metrics, Framework Insights
14:56
Speaker 2: sinks your data daily, giving you instant visibility into po
15:00
Speaker 2: daily operations and comparing current trends to historic performance benchmarks.
15:04
Speaker 2: Turn data into decisions and decisions into progress. To see
15:08
Speaker 2: it in action today, visit Framework LTC dot com Forward
15:13
Speaker 2: Slash Framework insight.
15:20
Speaker 4: Dustin Harvinson, you're back on the pods. It's good to
15:23
Speaker 4: see you here at the Framework Innovation twenty twenty five event.
15:27
Speaker 7: Welcome, Thank you, thanks for having me.
15:29
Speaker 4: We like your insights. Back on the episodes that you
15:32
Speaker 4: were in, you were digging into the importance of customer
15:36
Speaker 4: engagement and when I walked out of the hall with
15:39
Speaker 4: you on the stage right now is exactly that. There's
15:42
Speaker 4: a panel up there that are talking about customer engagement,
15:44
Speaker 4: but it's from their perspective, from your perspective. It's helping
15:48
Speaker 4: these long term care pharmacy operators leverage the power of
15:51
Speaker 4: Framework LTC. But you really got to get to know
15:53
Speaker 4: them in order to really dial in talk to us
15:56
Speaker 4: about your role in what you do at softwriters.
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Speaker 7: My role at software is really to lead my team
16:04
Speaker 7: with engaging on customers and where they are meeting them
16:07
Speaker 7: at that moment and whether that means what are the struggles,
16:11
Speaker 7: what are the challenges, what are your wins right now?
16:13
Speaker 7: And where do you want to be in the next three, six, twelve,
16:15
Speaker 7: nine months. What are you seeing coming down the pike
16:18
Speaker 7: in the industry. How can we help? How can a
16:21
Speaker 7: software provider or a pharmacy management provider and a partner
16:24
Speaker 7: help you get to where you need to be and
16:26
Speaker 7: recognize what you need. That could be building efficiencies, bringing automation,
16:32
Speaker 7: helping to understand functionality, but really understanding that customer and
16:37
Speaker 7: their business model, because every LTC pharmacy is slightly different
16:41
Speaker 7: what they do and the services that they provide, and
16:44
Speaker 7: understanding and listening to what they need and bringing that
16:48
Speaker 7: feedback to our group across our different teams to say,
16:52
Speaker 7: these pharmacies are commonly saying these three or four things.
16:56
Speaker 7: This pharmacy is experienced something very unique. Let's look at
17:00
Speaker 7: all of this. How can we take all of what
17:03
Speaker 7: they're saying, translate that into actionable items that help them
17:08
Speaker 7: to be more efficient, help them to be smarter in
17:11
Speaker 7: what they can do, and how can they educate us
17:15
Speaker 7: on really what they're looking for and how we can
17:18
Speaker 7: solve their unique challenges.
17:20
Speaker 4: When I think of what long term care pharmacy is
17:24
Speaker 4: going through and I'm paying attention to what's being talked
17:27
Speaker 4: to at the national conferences, I'm hearing expansion of infusion,
17:33
Speaker 4: home infusion, skilled nursing. What are you hearing from your
17:38
Speaker 4: clients using the framework? HEALTHC users out there. Where do
17:41
Speaker 4: you see expansion taking place?
17:43
Speaker 7: Huge expansion happening in home health. People are living longer,
17:47
Speaker 7: they're living a little bit more healthier than they used
17:50
Speaker 7: to be ten, twenty, thirty, forty fifty years ago, being
17:52
Speaker 7: able to stay in their homes and not having to
17:54
Speaker 7: transition to a facility. Home health is really where this
17:58
Speaker 7: is expanding. The other things that you reference, but home
18:01
Speaker 7: health is really one of the big things that's exploding
18:05
Speaker 7: right now. And how do we meet that moment? How
18:07
Speaker 7: do we shift and not just softwriters, but how does
18:11
Speaker 7: the industry shift in caring for those people providing those
18:14
Speaker 7: services when it's in a slightly different atmosphere. Your deliveries change,
18:19
Speaker 7: your time spent per order changes because you're no longer,
18:24
Speaker 7: let's say, delivering meds for five hundred patents at one time.
18:28
Speaker 7: You're going to individual homes or you're doing some sort
18:31
Speaker 7: of a mail order or something like that to get
18:34
Speaker 7: those meds to those patients that help them live and
18:38
Speaker 7: keep them alive. In a lot of cases they're vulnerable.
18:41
Speaker 7: So that's one expansion that we're seeing. And now with
18:44
Speaker 7: a lot of the legislation around MFP and IRA, how
18:47
Speaker 7: do we meet those challenges. There's not a lot of
18:49
Speaker 7: clarity from our government on this, and all of us,
18:53
Speaker 7: you know, softwriters and other providers and pharmacies alike, we're
18:57
Speaker 7: all really working to meet this moment to make sure
19:01
Speaker 7: that the pharmacies are able to continue operating and providing
19:04
Speaker 7: the care that they got into business for.
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Speaker 4: Yep, absolutely, all right, So the Innovation Conference Framework LDC
19:14
Speaker 4: concentrating on what the customers need. There are so many
19:17
Speaker 4: pharmacy owners here, pharmacy operators here. What do you like
19:21
Speaker 4: most about being this conference? What's your favorite part?
19:24
Speaker 7: My favorite part is just interacting with everyone. Yeah, we
19:28
Speaker 7: don't get to see these people every day most you know,
19:30
Speaker 7: at most it might be two times a year at another
19:33
Speaker 7: conference where we're all a part of. But talking with customers,
19:38
Speaker 7: just catching up with them and then them saying I
19:41
Speaker 7: just had this great engagement with someone in a training
19:43
Speaker 7: lab or someone over here and it just solved the problem.
19:46
Speaker 7: Or we had a conversation last conference and I implemented
19:50
Speaker 7: this idea and now I'm seeing the ROI and now
19:52
Speaker 7: I'm seeing the benefits of those types of things. Success
19:55
Speaker 7: stories are huge for us. We are servant leaders. We
19:58
Speaker 7: want to support the pharmacy and when we hear them
20:01
Speaker 7: being successful and you tell these stories of success, it's
20:04
Speaker 7: just it's the best thing. Our number one value is
20:10
Speaker 7: customers determine our success. It's very very true. Patients, the
20:13
Speaker 7: north Star customers determine our success. If those two commingle,
20:17
Speaker 7: we are successful. The pharmacies are successful because Softwaters is
20:21
Speaker 7: in the business to empower LTC pharmacy and save lives.
20:24
Speaker 11: I love it.
20:25
Speaker 4: Dustin, thanks for being part of the framework focus covering
20:28
Speaker 4: the long term care authority and in this innovation conference.
20:33
Speaker 7: Thank you so much, thanks to Dodd.
20:34
Speaker 6: Pleasure to be here.
20:39
Speaker 4: There's an organization that goes to two thousand, four hundred
20:43
Speaker 4: and fifty five conferences per year and that award goes
20:46
Speaker 4: to our ex Safe Brian Glaves welcome well.
20:50
Speaker 3: I appreciate it. Todd.
20:51
Speaker 11: Love seeing at these events, and I've been to San
20:54
Speaker 11: Diego a lot recently, but I think most of those
20:57
Speaker 11: trade shows you mentioned.
20:58
Speaker 4: We just got back from the ACDs Total Store Expo.
21:01
Speaker 4: You guys had a huge booth and lots of traffic.
21:05
Speaker 4: It was very exciting. Now we're shifting the gear to
21:08
Speaker 4: where I started in pharmacy, which was the long term
21:11
Speaker 4: care space and how delicate in needing with the baby
21:15
Speaker 4: boom or pop that's coming. We haven't even hit the
21:19
Speaker 4: high point yet, and we're kind of in a scramble
21:22
Speaker 4: where there's not necessarily enough nursing homes and there's expansion
21:28
Speaker 4: needs and people are like, how are we going to
21:30
Speaker 4: do this? Packaging is so important and what you have
21:35
Speaker 4: invented and what you guys have put together and the
21:38
Speaker 4: evolution of the technology share with the listeners, the long
21:41
Speaker 4: term care dedication, the long term care pharmacy dedication of
21:45
Speaker 4: ARC safe.
21:45
Speaker 3: Yeah, no, that's a great question.
21:47
Speaker 11: I've spent i guess twenty years now in pharmacy and
21:49
Speaker 11: in pharmacy automation. It's my first frameworks conference that I've
21:52
Speaker 11: been to. It's interesting because we used to just put
21:55
Speaker 11: pills in biles and we thought that was the bulk
21:58
Speaker 11: of the prescriptions that we're getting filled out there there's
22:00
Speaker 11: a whole other market. Again, my first time here, you
22:03
Speaker 11: see how many people are being served by compliance packaging
22:07
Speaker 11: and coming to RX safe has been valuable just to
22:11
Speaker 11: see the different ways.
22:11
Speaker 3: That we can bring that compliance to these patients.
22:15
Speaker 11: So putting all their prescriptions in a single pouch putting
22:17
Speaker 11: them into a multidose blister card. We've debuted our new system,
22:22
Speaker 11: which is our single dose card. It's really opened up
22:25
Speaker 11: a lot of markets for us within this space.
22:28
Speaker 4: All right, let's talk about that innovation. I may be
22:31
Speaker 4: a smaller pharmacy. I may want to expand my long
22:35
Speaker 4: term care pharmacy at home, practice or business. How does
22:40
Speaker 4: that technology fit in?
22:42
Speaker 3: Yeah, absolutely great question.
22:43
Speaker 11: A lot of this stuff as far as when you
22:45
Speaker 11: sign up with Jerry Matt, you sign up to become
22:47
Speaker 11: a combo shop, you need to have a certain threshold
22:50
Speaker 11: of items have to get checked.
22:52
Speaker 3: One of those is compliance packaging. You're just starting out.
22:55
Speaker 11: You can do blister packs, you can do hand fill
22:57
Speaker 11: blister packs.
22:58
Speaker 3: But you get to a point where you can't do
23:01
Speaker 3: this anymore.
23:01
Speaker 11: So you can get to fifty patients, you get to
23:03
Speaker 11: seventy cards, and you're dedicating more time to do the manufacturing,
23:08
Speaker 11: the production of it, and at that point like I
23:11
Speaker 11: need to hire somebody else, I need.
23:12
Speaker 3: To bring someone else in to do this.
23:14
Speaker 11: We hit that inflection point that's seventy to one hundred
23:17
Speaker 11: patients where it's a great idea to look at automation.
23:20
Speaker 11: Our automation comes in and it can help take that
23:23
Speaker 11: technician and expand.
23:24
Speaker 3: What they can do. It can double and triple their productivity.
23:27
Speaker 11: That's out there, and that's a big piece is that
23:30
Speaker 11: you want to take your staff haven't practice at the
23:32
Speaker 11: top of their license and our automation helps.
23:34
Speaker 3: Them do that.
23:35
Speaker 4: All right, So this is conference season for us. It's
23:38
Speaker 4: always conference season for you brain. But tell me about
23:41
Speaker 4: the next event that you're going to. You're going to
23:43
Speaker 4: be debuting this technology. Actually there too, right.
23:46
Speaker 11: Absolutely, So the next place we'll have our single dose
23:48
Speaker 11: robot is at the SBS show.
23:50
Speaker 3: It's at the WIN.
23:51
Speaker 11: I think it's November four through the seventh. Is that show.
23:54
Speaker 11: If you haven't been to the Win, it's got amazing food.
23:57
Speaker 11: If I am looking at my trade show experience best
24:00
Speaker 11: food the wind, So nothing else. Come for the food,
24:03
Speaker 11: but I'd love for you to come to see RSD
24:05
Speaker 11: robot or single those robot. We'll be debuted there and
24:09
Speaker 11: you'll get a chance to see an alternative to manual
24:12
Speaker 11: filling single those cards or spinning a small fortune on
24:15
Speaker 11: a massive system.
24:16
Speaker 3: So we've got a great spot. We think for that robot.
24:19
Speaker 11: There's a good market for it and we're excited to
24:21
Speaker 11: show that at the SBS show.
24:23
Speaker 4: If you're listening, you're interested in hearing more about this
24:27
Speaker 4: news system from rc safe, it's arcsafe dot com. Thank
24:32
Speaker 4: you so much, Brian for being on Framework Focus here
24:34
Speaker 4: at the Innovation Conference twenty twenty five.
24:37
Speaker 3: I always great to see it.
24:37
Speaker 4: Todd, thank you. Thanks Framework LTC Innovation twenty twenty five.
24:48
Speaker 4: This has been an amazing, amazing conference for me. This
24:53
Speaker 4: is where I started long term care pharmacy technology. I
24:56
Speaker 4: felt like I was back home. I saw people that
24:58
Speaker 4: I hadn't seen for a year. Scott Baty, thank you
25:02
Speaker 4: so much for let me be part of this. I
25:04
Speaker 4: want to introduce you to the Framework Focused listeners, not
25:08
Speaker 4: that you need any introductions. Scott Batty, CEO Softwaiters.
25:12
Speaker 9: Well, thank you Todd, and appreciate you being here in
25:14
Speaker 9: San Diego.
25:16
Speaker 4: Gorgeous Whether you know they say Pittsburgh only gets seventy
25:22
Speaker 4: eight days of pure sunshine in a year, which is
25:26
Speaker 4: not enough sunshine for me. So when I get to
25:28
Speaker 4: come to San Diego against spend some time here, you
25:31
Speaker 4: did not have to twist my arm.
25:34
Speaker 5: Easy easy sell, isn't it?
25:36
Speaker 4: This facility is gorgeous. I really like the outside where
25:40
Speaker 4: every time we got to go from session to the
25:42
Speaker 4: exhibit hall, we got to experience a little bit of
25:45
Speaker 4: that San Diego for just a second before we had
25:47
Speaker 4: to get back into the work of it all. But
25:50
Speaker 4: the work was amazing. Scott share with our listeners of
25:54
Speaker 4: how we're winding down the event and what you thought, like,
25:59
Speaker 4: where there's your head around this right now?
26:02
Speaker 9: I just thought this week, this was our fifteenth annual conference.
26:06
Speaker 9: Now we did rename it from the user conference to
26:09
Speaker 9: Innovation Conference, and I really felt the engagement from our
26:13
Speaker 9: customers and partners was truly exceptional. I'm proud of how
26:17
Speaker 9: our team contributed to the event. And there's a lot
26:21
Speaker 9: of work that goes into this beyond the conference logistics.
26:24
Speaker 9: You know, we had more than fifty Softwriters team members
26:27
Speaker 9: travel across country to be here. But when you really
26:31
Speaker 9: look at the body of work, it's it's in listening
26:35
Speaker 9: and synthesizing and responding to our customers and partners' needs
26:40
Speaker 9: throughout the entire year. And I felt like this this
26:43
Speaker 9: year really was an incredible, you know, momentum boost for
26:47
Speaker 9: us as an organization. Our people are energized by the
26:51
Speaker 9: conversations with our customers and partners. So it's just this
26:55
Speaker 9: just really was an outstanding week.
26:58
Speaker 4: It was an extending week, was filled with a lot
27:01
Speaker 4: of good ideas between pharmacy operators. I heard this on
27:06
Speaker 4: the exhibit floor. I heard the engagement. I heard the
27:09
Speaker 4: questions being asked, the dig down into deep data and
27:13
Speaker 4: what that means for the future of their business where
27:15
Speaker 4: they are financially. It resonated to one of your speakers
27:20
Speaker 4: who blew me away, which was David horse Sager, and
27:25
Speaker 4: he wrote the book Trust Matters, And when I think
27:29
Speaker 4: of today's temperament with health care system reform and insurance reform,
27:35
Speaker 4: and then I hear the world of our data and
27:37
Speaker 4: world of integrity in having the ability to act on
27:41
Speaker 4: something that you can trust. Kind of that's what I
27:43
Speaker 4: connected with David's presentation.
27:47
Speaker 9: Yeah, we selected doctor Horsager because we see trust as
27:51
Speaker 9: the foundation for all of the work that we're doing
27:56
Speaker 9: around data and artificial intelligence. It's a really exciting time
28:00
Speaker 9: to be a technologist. It's also one that requires an
28:04
Speaker 9: intense amount of trust in the people who are building
28:07
Speaker 9: and deploying these tools, and so we wanted to kick
28:11
Speaker 9: off the conference with some real salient points around trust
28:16
Speaker 9: and how that relationship with our customers goes well beyond
28:21
Speaker 9: the technology, and that that quality has to be at
28:26
Speaker 9: the cornerstone of all that we do. So we really
28:28
Speaker 9: thought having that as a leadoff discussion and trust as
28:32
Speaker 9: the foundation and a thread that we could pull throughout
28:35
Speaker 9: the rest of the dialogue was really an incredibly important
28:39
Speaker 9: starting point.
28:41
Speaker 4: I agree with you, Scott. Speaking of tools, I finally
28:45
Speaker 4: got to see a full demonstration on the exhibit floor
28:50
Speaker 4: at the Softwriter's booth of Framework Insights, and I was
28:54
Speaker 4: blown away because I thought, I've been in pharmacy software, Scott,
28:58
Speaker 4: you know that, and I would look at the reports
29:01
Speaker 4: that were generated. Don't get me wrong, they were wonderful.
29:05
Speaker 4: We were coming from SQL, I mean from goss bace
29:08
Speaker 4: to seql, so it was the next gen back then.
29:12
Speaker 4: But that's exactly the impact I thought when when I
29:15
Speaker 4: thought of when I saw it, and so give us
29:17
Speaker 4: a little insight into the system, because that was a whole,
29:22
Speaker 4: big segment. It was the biggest draw in the booth
29:24
Speaker 4: at the Soft Writers booth.
29:26
Speaker 5: I'll give you some insight into framework insight.
29:28
Speaker 9: I love a well placed pun, by the way, Todd,
29:31
Speaker 9: So thank you for that Well, it was busy on
29:33
Speaker 9: the trade show floor, wasn't it with the demos for
29:36
Speaker 9: Framework Insight.
29:37
Speaker 5: I think, you know, what we're really trying to do.
29:39
Speaker 9: Here is is bring visibility into the data and do
29:46
Speaker 9: so in a way that makes decision making simpler and
29:50
Speaker 9: it helps our customers solve you know, they're busy, they're
29:53
Speaker 9: running a production environment, they're you know, running a really
29:57
Speaker 9: high volume distribution, and so sometimes having the time to
30:05
Speaker 9: step back and analyze the data, it just falls down
30:09
Speaker 9: on the task list. And we really felt that with
30:14
Speaker 9: architecting a solution that's fully cloud based, that's easy to
30:19
Speaker 9: utilize and gives really uh you know, sort of obvious
30:24
Speaker 9: and clear views into the operations from a data perspective, uh,
30:30
Speaker 9: would really be of great use. And you know, it's
30:33
Speaker 9: really valuable to have this built you know, by the
30:37
Speaker 9: Softwater's team in a way that's scalable, in a way
30:40
Speaker 9: that we can continue to iterate, modify and improve the
30:44
Speaker 9: underlying data architecture and the and the system itself, and
30:49
Speaker 9: and you can have the confidence as a user that
30:51
Speaker 9: these reports will remain viable. You know. So that's just
30:55
Speaker 9: you know, we tackled first, you know, a series of
30:58
Speaker 9: different dashboards we were considering, you know, very specific personas
31:03
Speaker 9: and use cases, and now we're at a place where
31:06
Speaker 9: we can just continue to amplify and scale this and
31:10
Speaker 9: and bring new insights to the industry. So the reception
31:13
Speaker 9: was very positive. The DEMA booth was very full the
31:18
Speaker 9: entire week, and so we're really pleased with the initial reception.
31:23
Speaker 4: Speaking of full, this is the biggest attendant of Softwriters
31:28
Speaker 4: conference I've ever been to, and I've been to this
31:32
Speaker 4: will be that was my third. So there's growth in congratulations.
31:38
Speaker 4: There obviously is growth with how many Framework LTC users
31:42
Speaker 4: was there, But tell us tell us about the outcome
31:45
Speaker 4: of the of the event.
31:48
Speaker 5: Thank you.
31:48
Speaker 9: Yeah, we had north of five hundred attendees this year,
31:53
Speaker 9: and you know that's definitely correlated to you know, the
31:57
Speaker 9: growth that we're experiencing, you know, within our within our
32:01
Speaker 9: company and just continuing to grow our share in the
32:05
Speaker 9: pharmacy space. You know, some of the takeaways for us,
32:08
Speaker 9: you know, we use these opportunities. The reason we send
32:11
Speaker 9: so many Softwriters team members just an incredible opportunity for
32:15
Speaker 9: us to listen and learn. And what we're listening for
32:19
Speaker 9: is is we want to really deeply understand what our
32:23
Speaker 9: customers are struggling with, what are their pain points, and
32:26
Speaker 9: we want to make sure that that's mapping into the
32:29
Speaker 9: areas that we're focusing on from a research and development standpoint,
32:32
Speaker 9: So do we fully understand the challenges and pain points
32:36
Speaker 9: and are we allocating properly the resources to to bring
32:39
Speaker 9: solutions to those problems. We don't want to just listen
32:43
Speaker 9: and acknowledge the problems. We want to go be solvers
32:45
Speaker 9: and so that that's incredibly helpful for our team. We're
32:48
Speaker 9: very intentional about the people we bring to these shows.
32:51
Speaker 9: So we have folks that have really deep professional services experience,
32:56
Speaker 9: uh you know, our our product experts. We have tech
33:00
Speaker 9: knowledgists and architects. So we really do bring a diverse
33:04
Speaker 9: group of people so that we can make this week
33:06
Speaker 9: as valuable as possible and we walk away with a
33:10
Speaker 9: really healthy rolodex of sort of pain points we can address.
33:16
Speaker 9: This helps to shape the work that we do and
33:19
Speaker 9: it shapes the products that we released to the field.
33:21
Speaker 9: So that's why this is so incredibly important of an
33:23
Speaker 9: event for us. And I can tell you too, from
33:25
Speaker 9: a partnership standpoint, we had almost forty partners there at
33:30
Speaker 9: the event and that trade show floor you talked about
33:33
Speaker 9: that separate building. It was really cool because you could
33:35
Speaker 9: see this San Diego sunset in the background from it right.
33:40
Speaker 9: It was an open air building. It was really fabulous.
33:44
Speaker 9: But we regularly hear from our partnership Ecosystem that this
33:49
Speaker 9: has become the premiere show and long term care and
33:53
Speaker 9: that's because we've done the work, I think, to attract
33:56
Speaker 9: the right people. We've got a room full of this
34:00
Speaker 9: decision makers and you know, sort of thought leaders in
34:03
Speaker 9: the industry, and so it's an incredibly productive set of
34:08
Speaker 9: dialogues that you have.
34:09
Speaker 4: The attendance was was obviously up. I noticed that, however,
34:14
Speaker 4: the amount of partners that were there, as you said,
34:19
Speaker 4: you know, forty, the insights between them during sessions. We
34:23
Speaker 4: almost had our own little mini conference by the way, Scott,
34:26
Speaker 4: which is by the way, maybe maybe that's a good
34:28
Speaker 4: idea for twenty twenty six where the vendors ended up
34:31
Speaker 4: like coming together and we were all talking and we
34:33
Speaker 4: were kind of it was our networking time. I loved it,
34:36
Speaker 4: and I learned so much from them, and I learned
34:39
Speaker 4: how excited they are to see what's happening in long
34:43
Speaker 4: term care and the opportunities. We're not at the top
34:45
Speaker 4: of the baby boomers in the United States right now.
34:47
Speaker 4: We're still growing, so there's a lot of stuff to do,
34:51
Speaker 4: and there's a lot of evolution, and these people are
34:55
Speaker 4: on fire for long term care farm pharmacy.
34:58
Speaker 9: It was great, yeah, exciting time to be in technology.
35:02
Speaker 5: The art of what's possible.
35:04
Speaker 9: Continues to improve every passing quarter, and I really enjoyed
35:09
Speaker 9: the opportunity to walk around and connect with the forty
35:13
Speaker 9: or so vendors we had and partners and discuss ideas
35:17
Speaker 9: and you can feel the enthusiasm. To your point, you know,
35:20
Speaker 9: there's there are a lot of headwinds that the LTC
35:23
Speaker 9: pharmacy market's facing, and we have to remember that there's
35:28
Speaker 9: also incredible opportunity for us to take action and for
35:33
Speaker 9: us to develop solutions and leverage these new technologies and
35:37
Speaker 9: capabilities to make the pharmacies operate more effectively, more efficiently.
35:42
Speaker 9: You know, we want to deliver you safer, faster, more
35:45
Speaker 9: connected care and that's achievable and it requires an ecosystem
35:50
Speaker 9: of partners who are pushing themselves and investing heavily and
35:54
Speaker 9: intensely and I can tell you representing soft writers, that's
35:58
Speaker 9: all of our focus and we're we are very committed
36:03
Speaker 9: to making this a success for our industry and serving
36:06
Speaker 9: our mission. So our mission is to empower LTC pharmacy,
36:09
Speaker 9: save lives. We don't say that, you know, and facetiously
36:14
Speaker 9: it's not just something on the wall. This is really
36:17
Speaker 9: you know, the mission drives us as an organization. And
36:21
Speaker 9: when you have the opportunity to spend a couple of
36:23
Speaker 9: days with frontline caregivers and the folks who are really
36:28
Speaker 9: directly making you know, the business of long term care
36:32
Speaker 9: pharmacy come to come to fruition and all the partnerships
36:36
Speaker 9: necessary to make that a success.
36:38
Speaker 5: What a complex business, right.
36:40
Speaker 9: We see all those vendors around the room and the
36:43
Speaker 9: technology and it's just to me, it's inspiring to see
36:48
Speaker 9: that there is just an intense amount of focus and
36:51
Speaker 9: investment to get this right and we've got to do that.
36:54
Speaker 9: We've got this growing patient population and desperately needs all
36:58
Speaker 9: of us to collectively collaborate and innovate.
37:01
Speaker 4: Absolutely. Well, we're onto the fall season that we're coming into.
37:09
Speaker 4: Your guys are going to the ASCP, which is going
37:11
Speaker 4: to be the siting American Society Consultant Pharmacist twenty twenty five.
37:14
Speaker 4: We had Chad Werres, doctor Warr's was on our show.
37:18
Speaker 4: You'll hear him on an upcoming episode. Actually I think
37:21
Speaker 4: it was episode two, might have been three of the
37:24
Speaker 4: Double Check, But thank you shout out to Chad's funny
37:28
Speaker 4: story about Chad star wars buff just like I am.
37:31
Speaker 4: We like to nerd out on that. Sometimes it's hard
37:34
Speaker 4: to get us going in talking about business like we're
37:36
Speaker 4: supposed to be. But he was in consulting before he
37:42
Speaker 4: took the role as CEO of the ASP, and back
37:46
Speaker 4: when I was with Soft Writers, I knew and thought
37:48
Speaker 4: of him as this consultant rock star in the field
37:51
Speaker 4: of long term care pharmacy and dialing into specific disease states.
37:56
Speaker 4: And it's just it's kind of makes me feel old
37:59
Speaker 4: Scott really to look back and be like, holy cow,
38:02
Speaker 4: what were you doing, you know, fifteen twenty years ago?
38:05
Speaker 4: But the future is always exciting for me because I
38:10
Speaker 4: get to observe the growth of our entire profession. Where
38:14
Speaker 4: is a framework. LTC Innovation twenty twenty six is going
38:17
Speaker 4: to be so.
38:19
Speaker 9: Our conference next year is in Chicago at the Marquee
38:23
Speaker 9: downtown right near the right on the water, so fabulous location.
38:27
Speaker 9: Chicago's easy to get to, so for many of our
38:30
Speaker 9: Midwestern friends and customers and partners, it's it's an easier,
38:34
Speaker 9: easier jaunt than San Diego. But we're really excited about it.
38:38
Speaker 9: You know, we've already started. We come back from conferences
38:43
Speaker 9: and we're consistently working on programming for the following year,
38:48
Speaker 9: and we've already started to build out, you know, in
38:51
Speaker 9: line with our roadmaps and the exciting innovations we expect
38:55
Speaker 9: to bring to market between now and next fall, and
38:59
Speaker 9: making sure we have the just outstanding programming, you know,
39:03
Speaker 9: to really make that a productive and worthwhile trade show
39:08
Speaker 9: for for all of our customers and partners. So we're
39:10
Speaker 9: really excited about it.
39:12
Speaker 4: You always pick places that have has the most amazing food,
39:17
Speaker 4: because not only did I eat well in San Diego
39:21
Speaker 4: several evenings, definitely sushi was amazing, But now we're going
39:26
Speaker 4: to deep dish Chicago style Pizza Land, and I feel
39:30
Speaker 4: like Scott that that's more against my diet than than
39:34
Speaker 4: the San Diego menu.
39:37
Speaker 5: Yeah.
39:37
Speaker 9: There, San Diego, everything is farmed at table right, although
39:41
Speaker 9: I didn't see a farm, but everything's farmed the table
39:43
Speaker 9: and healthy Chicago. We're gonna you know, we're going to
39:47
Speaker 9: prepare for the winter months, so we might go with
39:49
Speaker 9: a little heartier fair and uh, you know, we'll make
39:52
Speaker 9: sure we have sufficient caffeine to keep a bunch sugar
39:55
Speaker 9: levels and caffeine levels where they need to be. Because
39:58
Speaker 9: we're going to have an exciting week. We want to
40:00
Speaker 9: make sure everyone's ready for it.
40:02
Speaker 4: Well, we're excited to be a part of it. Framework
40:05
Speaker 4: ltc dot com. If you're curious, if you are not
40:08
Speaker 4: a Framework user, I encourage you to take a look
40:11
Speaker 4: at some of the things that is happening in the markets.
40:15
Speaker 4: What's happening to the success of the pharmacies, the long
40:19
Speaker 4: term care pharmacies that are out there doing it and
40:22
Speaker 4: are changing the game and pushing forward, and their Framework customers.
40:26
Speaker 4: So it's like a hey, just take a double check
40:30
Speaker 4: and see if you're not missing out on something, and
40:34
Speaker 4: you probably are if you're not using some of these systems,
40:37
Speaker 4: including Framework Insights. But Scott, thank you for letting us
40:41
Speaker 4: be a part of this.
40:42
Speaker 5: Thank you so much.
40:43
Speaker 9: It's great to have your partnership and to have an
40:45
Speaker 9: industry veteran it's had fifteen years in this space and
40:50
Speaker 9: helping us get our message out.
40:52
Speaker 5: We really appreciate your partnership. Thank you.
40:55
Speaker 4: You're listening to another episode of Framework Focus by Softwriters
41:00
Speaker 4: Excited to be thinking about the future. So if you
41:03
Speaker 4: have questions about innovating your long term care pharmacy, please
41:08
Speaker 4: reach out to us. We'll get you in touch with
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Speaker 4: the Framework Focus podcast team. You should be on a podcast,
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Speaker 4: Actually join us. Join Scott on a podcast.