Latest / Pharmacy Podcast Network / The Pharmacy Profit Summit Live Recap Show | Part One

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The Pharmacy Profit Summit Live Recap Show | Part One · 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: What do you call a roomful of pharmacy badasses? The
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Speaker 2: Profits Summit Live twenty twenty six posted in Dallas, Texas
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Speaker 2: on March twenty.
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Speaker 3: Eighth through the twenty nine.
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Speaker 2: This annual conference is where the action takers met the action.
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Speaker 2: Pharmacy owners from across the US have come together to
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Speaker 2: learn ways to improve their pharmacy's profit and bring better
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Speaker 2: value to their patients. The Pharmacy Podcast Network brings you
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Speaker 2: this exclusive man on the street coverage of the show
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Speaker 2: with interviews hosted by Todd Yuriy talking to the attendees,
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Speaker 2: speaker and vendors. Welcome to the Profit Summit Live post show.
1:04
Speaker 4: Spross Miller from TGM Labs, and they're listening to the
1:06
Speaker 4: Pharmacy Podcast Network.
1:09
Speaker 5: Ross Ross I have been waiting for this interview for
1:12
Speaker 5: quite some time. Have been connected with you on LinkedIn.
1:16
Speaker 5: You're an inside outsider because you came from the outside
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Speaker 5: of the pharmacy industry, somebody who understood complex software systems
1:26
Speaker 5: called Monday and CRM system and the big enterprise groups
1:31
Speaker 5: and you really had expertise, and now you're part of
1:34
Speaker 5: the pharmacy collective and the pharmacy profession, bringing AI and
1:39
Speaker 5: demystifying AI for the pharmacy profession. Very proud of what
1:43
Speaker 5: TJM Labs is doing out there, just set the stage
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Speaker 5: for our listeners who might not know TGM Labs.
1:50
Speaker 6: What do you guys do?
1:51
Speaker 7: Thank you so much for having me, Todd.
1:53
Speaker 4: So, TGM Labs is a company that's been around for
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Speaker 4: about two and a half years, and first and foremost,
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Speaker 4: we automate manual, mundane TDS tasks to the pharmacies that
2:04
Speaker 4: usually starts with data entry. A big pain point as
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Speaker 4: pharmacies are growing, scaling, continuing to operate in a financially
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Speaker 4: sustainable way, how do we offload these tasks away from
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Speaker 4: our people? And really, essentially, Todd, have our people that
2:21
Speaker 4: are doing well, we want to basically give them more
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Speaker 4: value added skills to do in the pharmacy.
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Speaker 5: So I had Jonathan Adley on the show several times
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Speaker 5: on This Week in Pharmacy. We're actually going to be
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Speaker 5: doing a special episode on This Week in Pharmacy coming up.
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Speaker 5: But something that he said several times that I think
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Speaker 5: is really interesting is the mystery of artificial intelligence really
2:49
Speaker 5: not knowing necessarily where to get started. And something that
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Speaker 5: TJM Labs has done from the get go is building
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Speaker 5: these prompts and these abilities to happened to your data,
3:01
Speaker 5: but doing it from a pharmacist's perspective. So talk to
3:05
Speaker 5: us about that differentiator, because I could go to the
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Speaker 5: internet right now and probably find ten different organizations that
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Speaker 5: say that they're building out AI for pharmacy.
3:16
Speaker 6: But it's the proof and the pudding.
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Speaker 4: It's a really interesting point. I think that's what makes
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Speaker 4: this work so well. Our company was founded, as you mentioned,
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Speaker 4: by a pharmacist, an engineer.
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Speaker 6: A nerdy pharmacist.
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Speaker 4: He's a great guy, super smart. But our company today
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Speaker 4: we have about seventy five people last check. It was
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Speaker 4: about eighteen people when I started over the summer, So
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Speaker 4: it's amazing the sort of growth trajector we've been on.
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Speaker 4: Almost our whole company is either pharmacist or engineers, right,
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Speaker 4: So when we build these automations, it's really us coming
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Speaker 4: from a place of understanding where those pain points are,
3:50
Speaker 4: where those gaps are, because, like you said, the technology
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Speaker 4: is great, but without the right support system. The folks
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Speaker 4: who understand this is what looks good, looks like who
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Speaker 4: have the domain expertise. The technology is my opinion, useless.
4:03
Speaker 7: It's going to fall fall flat. Right.
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Speaker 4: So that's really where we come into this with a
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Speaker 4: really unique POV on what's happening in pharmacy and how
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Speaker 4: we can help.
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Speaker 5: So, Russ, I have a curve ball for you something
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Speaker 5: that I didn't talk to you guys about before. That's
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Speaker 5: the subject of the pharmacy technician.
4:20
Speaker 6: And here's the water cooler conversations that are happening. All right.
4:26
Speaker 5: AI's in place, and now I'm going to be able
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Speaker 5: to get rid of my pharmacy technician because of this,
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Speaker 5: this and this, and that.
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Speaker 6: Couldn't be farther from the truth.
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Speaker 5: I think of the pharmacy technician becoming empowered by AIS
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Speaker 5: systems that you're developing, and then now instead of them
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Speaker 5: doing something so mundane and so like by the way,
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Speaker 5: mundane tasks because of a human doing it leads to errors.
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Speaker 5: Versus a technology doing it, there's zero errors because it's
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Speaker 5: just following what it's supposed to be doing. And now
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Speaker 5: my tech becomes a profit center instead of someone that's
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Speaker 5: doing Monday tasks. So let's talk about the profit center
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Speaker 5: and how you take the ingredients.
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Speaker 6: We're going to bake some cookies. They're called profit cookies.
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Speaker 5: So we got the pharmacy tech, we got our pharmacy
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Speaker 5: management system, we got data, and now we have TGAM labs.
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Speaker 7: Yeah, it's a great point.
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Speaker 4: I think that's the biggest misconception is we're here to
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Speaker 4: cut job.
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Speaker 7: We're not.
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Speaker 4: Ideally, we're freeing people up to do those better, sort
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Speaker 4: of more profitable tasks in your words, and that can
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Speaker 4: be Hey, we're opening up a wellness clinic, we have
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Speaker 4: patient care set up in the pharmacy we want to
5:41
Speaker 4: focus on for our compounding.
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Speaker 6: Pharmacies we work with, let's get them.
5:45
Speaker 7: In the compounding lab. That's a very valuable thing.
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Speaker 4: We don't need ten people sitting behind computers typing away
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Speaker 4: all day. It's truly my numbing tasks that are being done.
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Speaker 4: And at this point we are firm believers that if
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Speaker 4: there is something there that is worth automating, we're going
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Speaker 4: to do that.
6:03
Speaker 5: Right.
6:03
Speaker 4: The bot works twenty four to seven, doesn't take breaks,
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Speaker 4: doesn't call out sick. Right, all these sort of silly
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Speaker 4: value added things that just happen inherently by implementing the solution.
6:12
Speaker 4: But better yet, let's put our people in places to
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Speaker 4: be valuable and for them to enjoy their jobs and
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Speaker 4: hopefully stick around and maybe not burn out the other
6:22
Speaker 4: that's the other thing we see a lot people say,
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Speaker 4: my folks aren't staying, they're leaving. I'm paying pharmacists to
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Speaker 4: do this very tedious stuff that we don't need people
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Speaker 4: doing anymore. It's a great point.
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Speaker 5: To So, are there examples a story that you can
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Speaker 5: share of some program that has been implemented based on
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Speaker 5: TGAM leaves extracting the richness of the data that's there,
6:45
Speaker 5: Because you know what, data is great, but it's not
6:48
Speaker 5: worth anything if you can't act on it. So give
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Speaker 5: us an example of what you guys have done in
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Speaker 5: the independent community pharmacies.
6:56
Speaker 7: Yeah.
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Speaker 4: So I think there's a couple of really interesting examples
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Speaker 4: where we've had some independent community pharmacies come to us
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Speaker 4: and they've said, hey, we have, you know, a situation
7:06
Speaker 4: where we're trying to do central fills. We're looking at
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Speaker 4: doing some acquisitions. Right, the bots become sort of a
7:14
Speaker 4: natural mechanism, that natural arm to sort of help with
7:17
Speaker 4: that journey instead of you know, going and acquiring a
7:22
Speaker 4: store and finding a way to fill seats in that location.
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Speaker 4: Let's have the bots sort of operate centrally and then
7:30
Speaker 4: be able to touch those stores from one location. That
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Speaker 4: allows there to be sort of immediate impact productivity gains
7:38
Speaker 4: while not sort of thinking through how do we actually
7:41
Speaker 4: have to go find people to do these jobs? Right,
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Speaker 4: So it's taking what's there, having the bot work in
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Speaker 4: an efficient.
7:48
Speaker 7: Manner, and then being able to pick up.
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Speaker 4: Additional lines of business, additional opportunities.
7:54
Speaker 7: Naturally, it makes sense.
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Speaker 5: So the power of independent community pharmacy is the nimbleness
8:01
Speaker 5: and the personalization, the reflection of their own community that
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Speaker 5: they're part of. The weakness of independent community pharmacy is
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Speaker 5: the exact same thing. It's like it's like a strength
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Speaker 5: weakness situation where you might not sure how to implement
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Speaker 5: a program or you don't know how to repeat something
8:21
Speaker 5: over and over again. I think that's where TGM Labs
8:25
Speaker 5: comes in because of the coupling of your data with execution,
8:31
Speaker 5: with process, work with workflow to uncover opportunities so that
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Speaker 5: the tech and the pharmacist and the management team can
8:41
Speaker 5: now step back three months after you've implemented TGM labs
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Speaker 5: and say where's my next profit opportunity.
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Speaker 4: That's exactly how this works, and I think that's why
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Speaker 4: this works so well. We have well over two hundred
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Speaker 4: different pharmacy groups now utilizing the system. I think we're
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Speaker 4: processing three hundred thousand descriptions a day and that's across
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Speaker 4: twenty three pharmacy management systems. So we have a lot
9:02
Speaker 4: of really good data and that is naturally what ends
9:06
Speaker 4: up happening is we say, great, we started here, what's
9:09
Speaker 4: the path we actually give our customers baked in support
9:14
Speaker 4: to basically expand upon what we've built. It becomes essentially
9:19
Speaker 4: a digital worker time and what that means is we
9:22
Speaker 4: have this AI, this solution that becomes a natural again
9:27
Speaker 4: partner within the organization. It allows them to take on
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Speaker 4: additional growth opportunities. We have bots that are doing today
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Speaker 4: things like shipping, billing. People are starting to ask about
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Speaker 4: inventory management, ordering, things that are just problematic.
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Speaker 7: If it's repeatable, if it's something that's on the screen.
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Speaker 4: If it's at a high school level or below, from
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Speaker 4: a reasoning standpoint, it's probably a.
9:49
Speaker 7: Good use case for the bots.
9:50
Speaker 4: So we're always thinking about what's next, and our customers
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Speaker 4: generally are giving us really good insight into what they'd
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Speaker 4: like to automate the next.
9:57
Speaker 5: All right, I'm listening to the show. I want to
10:01
Speaker 5: engage where it's the best place to reach out and
10:03
Speaker 5: get ahold of you guys.
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Speaker 4: So we're probably talking about forty or fifty pharmacy groups
10:07
Speaker 4: every week right now. Naturally they end up sort of
10:10
Speaker 4: finding our website tgmlabs dot com and you're able to
10:13
Speaker 4: book a demo with actually our farm d Clark Hawkins,
10:17
Speaker 4: a new salesperson here, came from Revelation Compounding and graduated
10:21
Speaker 4: from Purdue Pharmacy School. So the first point entry would
10:24
Speaker 4: be book a meeting with Clark. He's there to answer
10:28
Speaker 4: questions and give you a unique perspective from our sales
10:30
Speaker 4: organization as a pharmacist. And then we actually now have specialists,
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Speaker 4: if you will, from each segment of pharmacy. So we
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Speaker 4: have a retail person, a compounding person, specialty pharmacy.
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Speaker 7: As well as LTC. And we're just.
10:45
Speaker 4: Kind of figuring this thing out as we go and
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Speaker 4: really honing in on these different market segments within pharmacy
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Speaker 4: that frankly operate completely differently, yeah.
10:54
Speaker 5: Very differently, and that expertise is so important to understand
11:00
Speaker 5: and how to apply and applications. Everything all right, tjmlabs
11:05
Speaker 5: dot com. Tell them you heard it on the Pharmacy
11:08
Speaker 5: Podcast Network for us. Thanks so much for this interview.
11:11
Speaker 7: I listened, Pat.
11:12
Speaker 4: This has been a pleasure a long time coming, and
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Speaker 4: look forward to hopefully speaking with you again soon.
11:15
Speaker 6: Thank you of course.
11:21
Speaker 5: Bradley Davey here at the Pharmacy Profits Summit twenty twenty six.
11:25
Speaker 6: Welcome to the show.
11:26
Speaker 8: Thank you, sir, pleasure to be here. Glad were good
11:29
Speaker 8: to connect.
11:30
Speaker 6: It is good to connect.
11:31
Speaker 5: So Inbody let's talk to our listeners listening into the
11:35
Speaker 5: post show. How does Inbody position our independent community pharmacies
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Speaker 5: to be more profitable?
11:43
Speaker 8: And Buddy's not a device as most people would think
11:46
Speaker 8: about it. It's a language that you learn with between
11:51
Speaker 8: you and a patient, and it's an experience that you're
11:55
Speaker 8: able to provide to a patient where we get high
11:59
Speaker 8: quality data for what's inside of them, how much muscle fat,
12:02
Speaker 8: water edema, inflammation, visceral fat in and around the organ
12:07
Speaker 8: sticking to the heart. These are all metabolic health data points.
12:11
Speaker 8: We get grip strength, blood pressure. All of this integrates
12:14
Speaker 8: into a software and app prints out on a result sheet,
12:17
Speaker 8: and it gives you a language to communicate with your patient,
12:20
Speaker 8: whether they're on a medication or As a pharmacist, they
12:25
Speaker 8: have a fiduciary responsibility to manage therapies. The patients come
12:30
Speaker 8: in and they are on medications that might cause them
12:34
Speaker 8: to lose muscle mass or shift their metabolism, and this
12:38
Speaker 8: is a lens that we can see that through. So
12:40
Speaker 8: a GLP one, for instance, is a very popular thing
12:43
Speaker 8: people think about these days.
12:45
Speaker 6: Well, it acts like.
12:46
Speaker 8: An insulin in the bloodstream, so it binds to sugar
12:49
Speaker 8: and water binds with sugar also, and that's what usually
12:52
Speaker 8: brings it into the cells. But if we're not getting
12:54
Speaker 8: that water into the cells, then we're losing muscle mass.
12:58
Speaker 8: A lot of people call it muscle waste, but what's
13:00
Speaker 8: actually happening is we're changing the metabolic process, so the
13:03
Speaker 8: water's not getting back in the cells. So think about
13:06
Speaker 8: your cells like a grape or raisin. Well, it might
13:09
Speaker 8: become more like a raisin if we're not getting enough.
13:12
Speaker 6: Food or water.
13:13
Speaker 8: And that's where the pharmacist comes in. There's some of
13:16
Speaker 8: the brightest people in the.
13:19
Speaker 5: World underutilized the brightest and not most underutilized.
13:23
Speaker 3: You know it.
13:23
Speaker 5: You know it.
13:24
Speaker 6: You've probably said it on your podcast before.
13:26
Speaker 3: Yeah.
13:26
Speaker 5: Right, so all right, so these devices I've seen you
13:30
Speaker 5: when we were here at the show. I got to
13:31
Speaker 5: see the scale, I got to see the gripper thing
13:34
Speaker 5: that you squeeze and things like that. Talk to us
13:37
Speaker 5: about the aesthetics. Where do you suggest the pharmacy set
13:40
Speaker 5: these devices up in order to make it very fluid
13:44
Speaker 5: into how to get the patient involved in being tested.
13:48
Speaker 8: You can move it around and put it anywhere you want.
13:50
Speaker 8: You can try different locations, and obviously if it's out,
13:53
Speaker 8: somebody's going to see it and they're gonna be like,
13:54
Speaker 8: that's cool.
13:55
Speaker 7: What is it?
13:56
Speaker 8: Some people some kids are like, ah, it looks like
13:58
Speaker 8: a space ship.
13:59
Speaker 5: Right.
13:59
Speaker 8: But I think the most important element of this is
14:03
Speaker 8: and thinking about there's prescription revenue and there's non prescription revenue,
14:10
Speaker 8: and the wellness bucket of services and products that we
14:13
Speaker 8: can offer are the opportunity I think that's at hand
14:17
Speaker 8: here for us to think about how do we convert
14:21
Speaker 8: our patients that come in for a prescription into a
14:24
Speaker 8: wellness service or a product. And this is a process
14:29
Speaker 8: where if somebody sees that, or you invite them into
14:32
Speaker 8: a consultation and appointment, then what we can do is
14:37
Speaker 8: we can then convert that person into a product or
14:40
Speaker 8: a service and isolate that into an experience for somebody
14:47
Speaker 8: that adds value to their life. And I heard about
14:49
Speaker 8: a research study that was done that said it was
14:53
Speaker 8: done by Harvard, and they showed that if somebody teaches
14:57
Speaker 8: somebody something, they're more like to make a buying decision.
15:02
Speaker 8: So people that are coming in, if we can teach
15:04
Speaker 8: them things about their health, then we might sell them
15:06
Speaker 8: more supplements.
15:08
Speaker 4: I know.
15:09
Speaker 6: My follow up question to this, Yeah, there's a lot.
15:11
Speaker 8: Of nutrient deficiencies that happened that shift metabolism that might
15:15
Speaker 8: cause somebody to increase fat or lose muscle. So that's
15:19
Speaker 8: a great opportunity that I know pharmacists that have health
15:22
Speaker 8: coaching programs that are.
15:23
Speaker 6: Higher ticket values where they coach.
15:26
Speaker 8: Somebody for two three months and offer support and service.
15:30
Speaker 8: I know a pharmacist that just got over one hundred
15:33
Speaker 8: and fifty thousand dollars cash into his business because he
15:36
Speaker 8: took his health coaching program out to a school district
15:39
Speaker 8: that gave him one thousand dollars per head for one
15:42
Speaker 8: hundred and fifty employees.
15:43
Speaker 6: It's incredible.
15:45
Speaker 8: So the money is there, and.
15:47
Speaker 5: It's how you package it, and it's how you're putting
15:50
Speaker 5: products involved.
15:51
Speaker 8: That's your business elements, and it's how you think about
15:53
Speaker 8: your business model. Are you thinking about your non prescription revenue?
15:57
Speaker 8: And when you open up that door of non prescription revenue,
16:00
Speaker 8: you can look at it through the lens of the
16:02
Speaker 8: embody and say which products and services line up with this.
16:04
Speaker 8: But it really comes down to the clinical confidence to
16:08
Speaker 8: deliver this care, and pharmacists their risk tolerance is low
16:12
Speaker 8: or their willingness to take a risk to try something new.
16:16
Speaker 8: Oftentimes they might conceptually get it, but you got if
16:19
Speaker 8: you're going to start to clinically see a patient and
16:22
Speaker 8: we're going to start to make recommendations, that's something that
16:24
Speaker 8: you've got to fail. Sometimes you just got to try it.
16:27
Speaker 8: And in the beginning, you don't have to spend ten
16:29
Speaker 8: twenty thousand dollars on our equipment to do this.
16:31
Speaker 5: Part of it.
16:32
Speaker 8: You just got to figure out what your patients need
16:35
Speaker 8: and you can open up that doorway to a conversation
16:39
Speaker 8: and then along the way you can figure it out.
16:41
Speaker 5: I'm sure there's a portfolio of devices that you have,
16:44
Speaker 5: but what's the starter one that you're like, Okay, here's
16:47
Speaker 5: what we recommend to get going. So that the community
16:50
Speaker 5: that comes in and they see this new apparatus, it
16:54
Speaker 5: stems curiosity and now you kind of build this into
16:58
Speaker 5: a bigger program.
17:00
Speaker 8: The inbody three eighty's the baseline model first one that
17:03
Speaker 8: shows visceral fat, inflammation, EDMA, muscle, you know all that stuff.
17:08
Speaker 8: And every time you do the test, you get a
17:09
Speaker 8: new result sheet and you see a trending graph on there,
17:13
Speaker 8: so you can see that change. And if you want
17:16
Speaker 8: to get that, I'll give you the Grip Strength Dynamometer free.
17:18
Speaker 8: That's a great fun tool to be able to engage
17:22
Speaker 8: somebody in a fun way about strength and fitness and
17:25
Speaker 8: wellness and help you know, gauge your population to see
17:30
Speaker 8: you know where you can go with your business. But
17:32
Speaker 8: if you're not interested in non prescription revenue and you
17:36
Speaker 8: want to you keep your business simple and it's just
17:38
Speaker 8: about insurance prescription, we're not for you. But if you
17:41
Speaker 8: want to open up that opportunity, then you should have
17:44
Speaker 8: an inbody. I think the future of pharmacy will have them,
17:47
Speaker 8: and there's a lot of people. There's a lot of
17:49
Speaker 8: momentum moving that way and people are figuring it out
17:51
Speaker 8: and this is such a great environment with people that
17:53
Speaker 8: are open to that opportunity.
17:56
Speaker 5: Yeah, the word wellness few used with pharmacy. Is a
18:02
Speaker 5: cash cow to be opened up. But you have to
18:05
Speaker 5: be creative, You have to have a program ready, you
18:08
Speaker 5: have to have you know, the marketing in the in
18:11
Speaker 5: the education out to the markets of what's happening, and
18:15
Speaker 5: you turn and you do it over and over and
18:18
Speaker 5: over again, and now instead of being a pharmacy, you're
18:21
Speaker 5: a wellness center and this is definitely part of that.
18:23
Speaker 5: So very impressed with Inbody shout out to our listeners
18:28
Speaker 5: where to go to access more information on you and
18:32
Speaker 5: then reaching out to you in BODYUSA dot com, Embody
18:37
Speaker 5: USA dot com.
18:39
Speaker 8: Yeah, put an inquiry in there and our team will
18:40
Speaker 8: reach out to.
18:41
Speaker 7: You and help you out.
18:43
Speaker 5: Bradley Davies here at the Profit Summit twenty twenty six,
18:48
Speaker 5: It was great to talk with you. Thanks for being
18:49
Speaker 5: part of the show.
18:50
Speaker 8: Thank you, blessings.
18:57
Speaker 2: At the twenty twenty six Pharmacy prop Summit, TJM Labs
19:01
Speaker 2: showed pharmacy leaders how to scale operations without scaling headcount.
19:05
Speaker 2: Built for pharmacy by pharmacists. TJM Labs uses AI powered
19:09
Speaker 2: automation to handle time consuming workflows like prescription intake, data entry,
19:13
Speaker 2: fax processing, refill management, and more. What makes TJM labs
19:18
Speaker 2: different is how quickly it works. There's no need for
19:20
Speaker 2: APIs or system replacement. The platform operates directly within existing
19:25
Speaker 2: pharmacy systems, allowing teams to go live in under four
19:28
Speaker 2: weeks with no IT lift required. Today, TJM Labs supports
19:33
Speaker 2: over two hundred pharmacy groups and helps automate more than
19:36
Speaker 2: three hundred thousand prescriptions every day. Pharmacy partners typically see
19:40
Speaker 2: a four hundred to five hundred percent return on investment
19:43
Speaker 2: with significant increases in throughput and reduced manual workload. The
19:47
Speaker 2: result is more capacity, fewer bottlenecks, and more time focused
19:51
Speaker 2: on patient care. For pharmacies looking to grow without adding headcount,
19:55
Speaker 2: TJM Labs is helping teams automate smarter and scale with confidence.
20:10
Speaker 5: What does zinc and bad breath have in common? I'm
20:15
Speaker 5: here with Jonathan Tanner and you were the first pop
20:23
Speaker 5: rocks type of applications slash zinc that I ever ever
20:27
Speaker 5: heard of and now you guys are catching fire. Talk
20:30
Speaker 5: to us, tell our listeners about what you do, what
20:33
Speaker 5: your mission is, and the product.
20:35
Speaker 9: Our mission is to help consumers actually have a functional
20:42
Speaker 9: product for breath because tic TACs, altoids all that, that's
20:46
Speaker 9: just perfumed candy. This is actually fun and functional.
20:50
Speaker 5: So talk to us right out of the gate, just
20:53
Speaker 5: before we forget because I get too excited in the interview.
20:56
Speaker 6: Where can people.
20:57
Speaker 5: Learn about the product in per care sharing and engaging
21:01
Speaker 5: with you guys.
21:02
Speaker 9: So they go to breathrocks dot com. That's the place
21:04
Speaker 9: to be able to buy it and to be able
21:06
Speaker 9: to learn about it. But our social media, every single
21:09
Speaker 9: social media LinkedIn, Instagram, Facebook, you name it, we're there
21:13
Speaker 9: a couple of times a week. We're posting and sharing
21:16
Speaker 9: people's reactions to the product and letting them know what
21:18
Speaker 9: Breathrocks is all about.
21:20
Speaker 6: I love it.
21:20
Speaker 5: I love your social media traffic. It's increased lately. I've
21:23
Speaker 5: been watching you on TikTok get a ton of young people,
21:27
Speaker 5: students starting to post content.
21:30
Speaker 6: Guys have done a great job.
21:32
Speaker 5: I'm a father of four daughters, so when I saw
21:36
Speaker 5: this young professional lady in your booth and I looked
21:40
Speaker 5: at her name tag and what do you know, it's Tanner,
21:43
Speaker 5: just like you introduce me, to introduce yourself, your daughter.
21:48
Speaker 5: You're here at your first conference.
21:51
Speaker 3: This is my This is my second oldest daughter, a Zelle.
21:54
Speaker 9: She's fifteen, and she came to be here at the
21:57
Speaker 9: booth here at the Phouniracy Profits Summit and help all
22:00
Speaker 9: these pharmacies learn about this great product.
22:02
Speaker 6: Say hello, hey guys.
22:05
Speaker 5: All right, so what's it like to be at a
22:07
Speaker 5: national conference with your dad and helping to market this product.
22:12
Speaker 6: It's really fun.
22:13
Speaker 4: I feel like it just like helps me grow better
22:15
Speaker 4: and like learn way more about breath rocks.
22:17
Speaker 5: Well, I think it also helps you to apply how
22:20
Speaker 5: a product can become something that you're marketing. And you know,
22:25
Speaker 5: you and I were talking a little bit. You said
22:27
Speaker 5: that you wanted to go into physical therapy. I could
22:30
Speaker 5: easily see how you'd open up your own physical therapy
22:33
Speaker 5: business and on one of the counters you could be
22:35
Speaker 5: having breath rocks there to really help help people understand
22:39
Speaker 5: the how zinc can impact bad breath.
22:42
Speaker 7: Yes, I thought that'd be such a great idea.
22:44
Speaker 9: Well, and I think Todd, that's we launched two and
22:47
Speaker 9: a half years ago at NCPA, and we launched through
22:50
Speaker 9: pharmacies because I from the very beginning, we saw this product.
22:53
Speaker 3: This isn't just a tool.
22:55
Speaker 9: That you're selling a product for, you know, buying for
22:57
Speaker 9: X and selling for why. This is actually a tool
23:00
Speaker 9: that pharmacies are using. And what's great for a Zella
23:02
Speaker 9: to be able to see here when these pharmacies come
23:04
Speaker 9: up and they try this and they're going, oh my gosh,
23:06
Speaker 9: this is fantastic I need to put in my store,
23:09
Speaker 9: or this is a wonderful problem. We've been selling great
23:12
Speaker 9: with it. Oh you got a new flavor, got to
23:13
Speaker 9: try it.
23:13
Speaker 3: Whatever.
23:14
Speaker 9: What I tell them is like, look, yeah, you're buying
23:17
Speaker 9: it for a dollar forty nine, you're selling it for
23:18
Speaker 9: twenty nine to nine. But if you sell ten of
23:20
Speaker 9: these things a day, fifteen bucks isn't going to move
23:23
Speaker 9: the needle. What's going to move the needle is when
23:25
Speaker 9: you got that kid who comes in, like my nine
23:27
Speaker 9: year old son Falcon, who's scared about getting that flu shot.
23:30
Speaker 9: Give him the blue raspberry breath rocks. He's focused on
23:33
Speaker 9: the part in his mouth, he's distracted. Then you jab him,
23:36
Speaker 9: give the rest of the bottle, and now you've got
23:38
Speaker 9: your vaccination program where people are going, my kids want
23:41
Speaker 9: to come in, they want another flu shot, that type.
23:43
Speaker 6: Of bossesome idea.
23:44
Speaker 9: So that's the whole thing is saying, I'm doing doctor definely.
23:47
Speaker 9: We had a pharmacist come up. He bought four cases
23:49
Speaker 9: because he's doing a periodontal program. He's gonna have three
23:54
Speaker 9: hundred dentists there, and he's bringing breath rocks saying, hey, look, this.
23:58
Speaker 3: Is a great progu this is a great of your.
24:00
Speaker 9: Patients, and it's a great doctor detailing tool for him.
24:04
Speaker 9: So it's seen these pharmacies uses as a tool. Another
24:08
Speaker 9: pharmacist here in Texas says, we have three locations. We
24:11
Speaker 9: put breathrocks at the drive through. So if they've got
24:13
Speaker 9: a charge where they're just coming to buy a coke
24:15
Speaker 9: or whatever, it's not going to cross the five dollar barrier.
24:17
Speaker 9: They're saying, hey, look, great breathrocks product two nine to
24:20
Speaker 9: nine gets over the five dollars threshold, and now all
24:23
Speaker 9: of a sudden they're coming back and reordering. So it's again,
24:26
Speaker 9: pharmacies are problems. Pharmacists are problem solvers. Yeah, so this
24:29
Speaker 9: is just a tool to help them in their solving
24:32
Speaker 9: of problems.
24:33
Speaker 6: I love it. What's your favorite flavor as all?
24:36
Speaker 7: My favorite flavor is a chili lime mango, the.
24:40
Speaker 5: Chili lit that's new flavor. Yeah, I haven't even heard
24:43
Speaker 5: of that. I remember the first three flavors. I think
24:46
Speaker 5: I had a box that you gave me that had
24:48
Speaker 5: a little mixture of them.
24:49
Speaker 3: Cinnamon, watermelon, and mint.
24:51
Speaker 6: Watermelon was my favorite.
24:52
Speaker 3: Yeah.
24:53
Speaker 9: And when we launched blue Raspberry the Christmas before last,
24:56
Speaker 9: that was named the mint of the Year by the
24:59
Speaker 9: National can The Association, by the National Convenience Store I
25:03
Speaker 9: mean National Communis Store Association. So we beat the Tic TACs,
25:06
Speaker 9: doctor pepper, the Mento's. All these different flavors are humble
25:09
Speaker 9: little product that launched their independent pharmacies. All these pharmacy
25:14
Speaker 9: owners are part of the part of our company. It's
25:17
Speaker 9: just been wonderful. And now we have the chili lime
25:20
Speaker 9: mango that just came out. There was actually a Zell's
25:22
Speaker 9: idea because of a pharmacist owner. Indian guy in Florida says, these.
25:28
Speaker 3: Flavors are great, those first three, he.
25:30
Speaker 9: Goes, but those are for white guys. I need stuff
25:33
Speaker 9: for my people. I need stuff from my Asian staff.
25:35
Speaker 9: And she blurred out, he.
25:35
Speaker 3: Goes, what about mango ta heen.
25:37
Speaker 9: Well, we got in the lab and started doing it,
25:39
Speaker 9: and we realized, wait a minute, if you're going to
25:41
Speaker 9: have Mexican food or Indian food, you don't want to
25:44
Speaker 9: have a blue raspberry a mint. You want to have
25:46
Speaker 9: something that almost like a wine pairing. And so now
25:49
Speaker 9: we had Mexican food here at the show, people are like,
25:51
Speaker 9: oh my gosh, I'm at my chili lime mango. It's
25:54
Speaker 9: a great segue. And then I'm being left with the
25:57
Speaker 9: sweet mango. But I'm not having that kind of a
25:59
Speaker 9: clash of something else.
26:00
Speaker 5: You have a pee, you have some of them, all right,
26:03
Speaker 5: and then tell us the website where we have to
26:06
Speaker 5: go to to get more access to this, breathrocks dot com.
26:10
Speaker 9: So you go to breathrocks dot com. But you can
26:12
Speaker 9: also go to the Sankora's the marketplace. If you're a
26:16
Speaker 9: Marisursbergen customer, you.
26:17
Speaker 3: Can order it that way.
26:19
Speaker 9: If you're an aap API member, you can order it
26:22
Speaker 9: that way.
26:22
Speaker 3: If you're a customer of Windmill, you can get it
26:25
Speaker 3: that way.
26:25
Speaker 9: So there's just you know, a lot of ways where
26:28
Speaker 9: these pharmacies can get.
26:29
Speaker 3: This tool in there and use it.
26:31
Speaker 7: This is good what.
26:32
Speaker 3: They're going to do.
26:32
Speaker 5: So yeah, I got it in my mouth. Now anybody
26:34
Speaker 5: can hear this. Here you go, I love this.
26:38
Speaker 9: I got one little sneak peek for you our next flavor,
26:42
Speaker 9: Pineapple dole Whip.
26:44
Speaker 5: Tell us the reason that you're doing that. This campaign
26:47
Speaker 5: is crazy. Listen to this guy.
26:48
Speaker 9: So here's the thing, Breathrocks. We're going to work for
26:53
Speaker 9: thirty days leading up to the Muwana premiere on July tenth.
26:57
Speaker 9: We're going to stalk him on Facebook, Instagram, wherever we
27:01
Speaker 9: can find him and say it's day one getting Breathrocks
27:04
Speaker 9: to try the rock to try Breathrocks. So my six
27:08
Speaker 9: kids are going to be posting it day two, Day three,
27:11
Speaker 9: day four.
27:12
Speaker 3: What's funny.
27:13
Speaker 9: Guess where my three youngest kids go to school, Rock
27:15
Speaker 9: Canne Elementary, So all the kids in the neighborhood got
27:19
Speaker 9: the Rock Cane shirts. We're gonna build up all this
27:21
Speaker 9: momentum because we're saying we made a custom flavor for you,
27:24
Speaker 9: Pineapple dole Wit flavor.
27:26
Speaker 3: We're gonna get him and again.
27:27
Speaker 9: What that's gonna do gets all that buzz And then
27:29
Speaker 9: when you see this on social media, they walk in
27:31
Speaker 9: the village pharmacy.
27:32
Speaker 3: They walk into the pharmacy and say, oh my gosh,
27:35
Speaker 3: I saw that on social media.
27:36
Speaker 9: I want So those are little creative, fun things we're
27:38
Speaker 9: doing to help drive traffic. And so when that pharmacist
27:42
Speaker 9: gives that kid some breath Rocks for that flu vaccination,
27:45
Speaker 9: they're saying, oh my gosh, this is awesome. I've seen this,
27:48
Speaker 9: I wanted it, you know that type of thing. So, again,
27:51
Speaker 9: it's just a fun tool. We're using it as a
27:53
Speaker 9: way to promote from a marketing standpoint, and the pharmacists
27:56
Speaker 9: can use as a tool to promote their marketing stuff,
27:59
Speaker 9: patient giveaway, doctor detailing, whatever they gotta do. Because for
28:02
Speaker 9: a buck forty nine, it's just a great tool to use.
28:05
Speaker 3: To grow your pharmacy.
28:06
Speaker 6: It's awesome. You got your friends all on this stuff.
28:09
Speaker 7: Yeah, everyone at school.
28:11
Speaker 6: What's everybody's favorite flavor?
28:12
Speaker 4: Primarily their favorite flavor blue raspberry for sure.
28:17
Speaker 6: Raspberry.
28:17
Speaker 7: I feel like that's like a universal one that everyone loves.
28:20
Speaker 6: I love it, I love it, I love it. I
28:22
Speaker 6: love it.
28:22
Speaker 5: Breathrocks dot com Rocks is r o X breathrocks dot com.
28:27
Speaker 5: Thanks so much for being part of the Pharmacy Profits
28:30
Speaker 5: Summit twenty twenty six.
28:31
Speaker 6: It's a great place to be every year it is.
28:34
Speaker 5: Thank you.
28:40
Speaker 10: Hey, this is ajmera co founder Hugo r X, and
28:43
Speaker 10: you are listening to the pharmacy podcast UGO.
28:49
Speaker 6: I tell you what I heard about UGO.
28:51
Speaker 5: Learned about UGO at the Pharmacy Profit Summit probably four
28:55
Speaker 5: or five years ago.
28:56
Speaker 6: My goodness, we're getting old, aren't we.
28:59
Speaker 5: Yeah, yeah, all right, So give us set the stage.
29:03
Speaker 5: Talk to us about UGO and what you guys do
29:05
Speaker 5: for the profitability of pharmacy.
29:07
Speaker 10: Yeah, no, thank you. So basically, long and short of it,
29:10
Speaker 10: what we've created UGO to do is sync up to
29:12
Speaker 10: your PMS system, run in the background, and scrub your
29:15
Speaker 10: data for profit opportunities that we put right on our
29:18
Speaker 10: dashboard for you. So, through the use of integrating AI
29:21
Speaker 10: on a back end, coupled with our own in house
29:24
Speaker 10: data analytics team, we are basically cross referencing what your
29:28
Speaker 10: pharmacy is doing against what people within the UGO community
29:31
Speaker 10: are doing, and we are hunting down profit opportunities that
29:34
Speaker 10: you guys would otherwise miss and bringing them right to
29:37
Speaker 10: the surface for you to execute.
29:39
Speaker 5: So give us this low hanging fruit examples of what
29:44
Speaker 5: you've done with other pharmacies and what they've found in
29:47
Speaker 5: their data that are these opportunity flags.
29:51
Speaker 10: Yeah, absolutely so in its most simplistic form, we have
29:54
Speaker 10: these audits that we've programmed that are again running in
29:57
Speaker 10: the background, something like a refill audit, where the platform
30:00
Speaker 10: is automatically going to be fishing through a rolling ninety
30:04
Speaker 10: days of your dispense data looking for missed refill opportunities.
30:07
Speaker 10: But also something very unique to UGO is called zero
30:10
Speaker 10: refill opportunities. Where the patient may be out of phills.
30:13
Speaker 10: It will highlight profitable prescriptions that are out of fills
30:16
Speaker 10: and bring them to the surface for you to reach
30:18
Speaker 10: out to prescribers. Because one thing people kind of forget
30:21
Speaker 10: is that prescribers benefit from patient adherents. So when you
30:25
Speaker 10: can isolate zero fill opportunities, not only does the patient
30:29
Speaker 10: win saying on therapy, the pharmacy wins by picking up
30:31
Speaker 10: a fill, and the prescribers love you because you keep
30:34
Speaker 10: their adherents score nice and high.
30:37
Speaker 6: All right, So.
30:40
Speaker 5: When people have talked to me that are I just
30:43
Speaker 5: got back from the American Pharmacists Association. There were some
30:46
Speaker 5: hospital system pharmacists there. They were talking about profitability as
30:50
Speaker 5: well and following the patient with medication adherents and things
30:55
Speaker 5: that they're doing.
30:57
Speaker 6: Long term care.
30:58
Speaker 5: Pharmacy at home is really a growing sector. If I
31:03
Speaker 5: was a pharmacy owner, are you able to do an
31:06
Speaker 5: analysis for me based on my existing data to show
31:09
Speaker 5: what opportunities I missed and then possibly break it into
31:14
Speaker 5: sector opportunity.
31:15
Speaker 10: Yeah.
31:16
Speaker 6: Absolutely, that's a great one.
31:17
Speaker 10: So one of the things we do is we also
31:19
Speaker 10: do NDC optimization opportunities. So we will look into your
31:23
Speaker 10: dispense data, whether you're doing LTC, retail, whatever it may be.
31:27
Speaker 10: We'll cross reference it against NDCs being adjudicated within the
31:31
Speaker 10: UGO community, which is a couple thousand pharmacies strong, and
31:34
Speaker 10: we'll be able to isolate out which NDCs you theoretically
31:37
Speaker 10: could be using that have a higher profit per RX
31:40
Speaker 10: yield to you will break them down by RX number
31:43
Speaker 10: and by NDC that you can be associated with it,
31:45
Speaker 10: and we'll give it to you in potential profit segments.
31:48
Speaker 10: So we'll break it down section by section with you
31:51
Speaker 10: know the corresponding RX number and n NEC you should
31:54
Speaker 10: be using from profitable standpoint.
31:56
Speaker 5: Tell the listeners where they can get more information about
31:58
Speaker 5: your organization and link up with you guys.
32:00
Speaker 7: Yeah, no, thank you so much.
32:02
Speaker 10: So if you go to www dot ugo r X
32:05
Speaker 10: dot com you can definitely take a look at some
32:08
Speaker 10: of the stuff we do. But because you're a pharmacy
32:10
Speaker 10: podcast listener, you are also going to get a free
32:13
Speaker 10: one month trial if you mentioned Todd Urie's name for
32:16
Speaker 10: us when you reach out, So thank you, yeah, no,
32:19
Speaker 10: thank you. We want to make sure everybody that is
32:21
Speaker 10: listening to this incredible podcast gets a benefit out of it,
32:24
Speaker 10: you know, just from us as a thank you, so
32:26
Speaker 10: a free trial to anyone listening.
32:28
Speaker 5: You go our x dot com tell them that you
32:31
Speaker 5: heard it on the Pharmacy Podcast.
32:38
Speaker 11: Hi.
32:38
Speaker 12: This is Amanda Pridget with Vaccine Connect and you're listening
32:42
Speaker 12: to the Pharmacy Podcast Network.
32:47
Speaker 5: Amanda, Welcome to the Pharmacy Profits Summitt twenty twenty six.
32:52
Speaker 5: I'm so proud of what you've been building and how
32:55
Speaker 5: you've been taking the vaccine and making it a profit
32:58
Speaker 5: center for independent community Pharmacy is so excited to have
33:01
Speaker 5: you here.
33:02
Speaker 11: Well, thank you.
33:03
Speaker 12: Our motto is to make sure that every independent pharmacy
33:06
Speaker 12: has the opportunity to build a robust and profitable vaccine business.
33:11
Speaker 6: I love that.
33:12
Speaker 5: So when I was at your booth here in Dallas,
33:17
Speaker 5: I thought that you had been around so much longer,
33:19
Speaker 5: I said, five years.
33:20
Speaker 6: It's been two years. But you've been a rocket ship.
33:23
Speaker 5: You've been getting so much attention from independent community pharmacies
33:27
Speaker 5: that do want They came out of the pandemic and
33:30
Speaker 5: now people are understanding the importance of vaccines and different
33:33
Speaker 5: types of vaccines, different things that are happening. Talk to
33:37
Speaker 5: our owners, our listeners that didn't get to go to
33:40
Speaker 5: the profits summit. What's the whole concept behind vaccine connect.
33:44
Speaker 12: So I've been working in the vaccine business for a
33:47
Speaker 12: long time. I started working with my pediatrician. I figured
33:51
Speaker 12: out how the vaccine market worked, and I brought that
33:54
Speaker 12: knowledge to independent pharmacy owners.
33:58
Speaker 11: And my goal is to make sure that no one.
34:00
Speaker 12: Is intimidated by this very complex vaccine market.
34:04
Speaker 11: I was talking yesterday.
34:06
Speaker 12: Did you know that over thirty new vaccines have been
34:09
Speaker 12: introduced in the latist in the last ten years, right,
34:13
Speaker 12: and so that's thirty new vaccines, but that's probably at
34:16
Speaker 12: least thirty recommendations that have been changing. You know, there's
34:20
Speaker 12: been a lot of questions about the vaccine schedule.
34:25
Speaker 11: You know, a lot of new.
34:26
Speaker 12: Adult vaccines that pharmacies want to start doing, but they're
34:30
Speaker 12: really intimidated.
34:31
Speaker 11: By the business.
34:33
Speaker 12: And so our goal is to make sure that everyone
34:36
Speaker 12: has a friend in the vaccine business. They have someone
34:38
Speaker 12: that they can call that is member first. That's what
34:41
Speaker 12: we talk about.
34:42
Speaker 11: We are member first.
34:43
Speaker 12: We work with a lot of manufacturers and we have
34:47
Speaker 12: a lot of connections, but we're really here for the
34:48
Speaker 12: pharmacies to be that to be that person that they
34:51
Speaker 12: can look to with pricing questions, indication questions, process questions,
34:56
Speaker 12: whatever it might be.
34:57
Speaker 5: So the communication of vaccines and the education to the
35:01
Speaker 5: public and to the community, that's also part of it.
35:04
Speaker 5: So talk to us how you help to educate the
35:09
Speaker 5: community pharmacy in pushing out that information and doing it
35:13
Speaker 5: through a I don't know, a blog, a podcast, an
35:16
Speaker 5: article like what are you doing to get the information
35:19
Speaker 5: out for Vaccine connect members?
35:21
Speaker 12: So we're trying lots of different ways right just whatever
35:24
Speaker 12: however people want to receive their information.
35:26
Speaker 11: We do.
35:27
Speaker 12: We do social media posts, we have monthly newsletters. But
35:31
Speaker 12: you know, one of the most exciting things we're doing
35:33
Speaker 12: right now we're doing a trial with fifteen of our
35:36
Speaker 12: members and it's called the Shinris Volume Accelerator Challenge, and
35:40
Speaker 12: it's a four week challenge for these fifteen pharmacies to
35:44
Speaker 12: three x the number of Shinris, which is the shingles
35:47
Speaker 12: vaccine that they give in their pharmacy.
35:49
Speaker 11: And we're doing weekly.
35:51
Speaker 12: Consulting, We're doing group training, I am doing weekly emails
35:56
Speaker 12: just really to help support these pharmacies and trying to
35:59
Speaker 12: train their staff on what to look for and to
36:03
Speaker 12: educate their community and to make sure that they're successful
36:07
Speaker 12: and giving specifically the Shinriks vaccine and this challenge, but
36:11
Speaker 12: it really bleeds over to any vaccine that they're giving.
36:14
Speaker 5: Yeah, yeah, I think of travelers. I'm thinking of sports,
36:19
Speaker 5: people that are getting into sports.
36:21
Speaker 6: I'm thinking of high school.
36:22
Speaker 5: I'm thinking of so many verticals that you could create
36:26
Speaker 5: a communications opportunity to outreach to your community, get them
36:31
Speaker 5: the information, demystify the vaccine, and become a source of
36:35
Speaker 5: revenue for the community pharmacy.
36:37
Speaker 12: You know, it's funny that you mentioned travel vaccines because
36:39
Speaker 12: we've had a lot of questions about travel vaccines and
36:42
Speaker 12: creating a travel vaccine program in their pharmacy. You know,
36:45
Speaker 12: this is the time of year that there are a
36:47
Speaker 12: lot of travelers thinking about going overseas in the summer
36:50
Speaker 12: or mission trips that are going. And so these independent
36:54
Speaker 12: pharmacies are who the local organizations and churches returned to
36:58
Speaker 12: about vaccines and ask them questions. And so I want
37:01
Speaker 12: to support the pharmacies and say, Okay, if you get
37:03
Speaker 12: a question about the typhoid vaccine, or if you get
37:07
Speaker 12: a question about just t edapp or MMR you know
37:10
Speaker 12: that you can't answer, call me.
37:12
Speaker 11: I'm happy to help.
37:14
Speaker 6: You just said something that just made me think. You
37:17
Speaker 6: said churches. So imagine the missions the churches will go out.
37:20
Speaker 5: And if you were a community pharmacy and you reached
37:23
Speaker 5: out to some of your churches and say, hey, are
37:25
Speaker 5: you planning any mission trips? We can actually put a
37:28
Speaker 5: program together to bring everybody in kind of either at
37:31
Speaker 5: the same time or do some education or answer questions
37:35
Speaker 5: or whatever it is.
37:36
Speaker 6: But that's a really good idea.
37:37
Speaker 12: Yeah, And that's what I've been talking to pharmacies about
37:40
Speaker 12: this week of like.
37:41
Speaker 11: Okay, bring them all in on a time, you know,
37:44
Speaker 11: on a.
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Speaker 12: Tuesday afternoon at three o'clock, you know, and We'll vaccinate
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Speaker 12: everybody whatever they need.
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Speaker 11: You know, I'll make sure that my my refrigerator is
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Speaker 11: stocked and I have it all, you know, in house,
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Speaker 11: and we can.
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Speaker 12: Really service your group and so they're not having to
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Speaker 12: go maybe to a travel vaccine clinics that may be
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Speaker 12: thirty miles away. You know, I can take It's just
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Speaker 12: part of taking care of the community, which I know,
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Speaker 12: the pharmacies, that's why they exist, That's why they thrive.
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Speaker 11: It is because they take care of their community.
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Speaker 5: All right, I'm listening. You got my interests? Where do
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Speaker 5: I go to keep more information?
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Speaker 11: Okay, it's really easy.
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Speaker 12: You go to vaccineconnect dot com and there is a
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Speaker 12: place to sign up.
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Speaker 11: You can join as a pharmacy. You can join for free.
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Speaker 12: It costs you nothing to be a member of our
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Speaker 12: vaccine GPO. It's a big blue button on the right side.
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Speaker 12: But there's also my phone number on there, my email address.
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Speaker 12: We don't gate keep anything. If you call us, somebody's
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Speaker 12: going to pick up the phone. You're not on a
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Speaker 12: phone tree, you know, it's me or one of my
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Speaker 12: team members, and we'd love to talk to you.
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Speaker 7: That's awesome.
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Speaker 5: Amanda Pritchard, Vaccine Connect. Thanks so much for being part
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Speaker 5: of the Pharmacy Profit Summit twenty twenty six.
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Speaker 11: Todd, Thanks for the opportunity.
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Speaker 6: Between TIS play Tag Yoga as play time