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LIVE at RBC 2025 episode Three | Cardinal Health™ Counter Talk™ Podcast · Pharmacy Podcast Network

• 0:05
  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 testimonials appearing in this podcast reflect individual experiences, and
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  Speaker 2: individual results may vary. Cardinal health is not claimed, or
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  Speaker 2: The Cardinal Health counter Talk podcasts and collaboration with Pharmacy
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  Speaker 2: Podcast Network is for independent pharmacists to learn about the
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  Speaker 2: state of the industry, innovative services and solutions, and the
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  Speaker 2: future of pharmacy. Join me your host Jason colorI for
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  Speaker 2: conversations with pharmacists, cardinal health leaders, and industry experts, sharing
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• 1:10
  Speaker 3: All right, so I'm sitting here with a gentleman that
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  Speaker 3: I'm excited to meet because one of the big topics
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  Speaker 3: that we are experiencing in the pharmacy world right now
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  Speaker 3: is a shortage of staff finding people to hire burnout.
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  Speaker 3: We're seeing it all across the country. I'm hearing it
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  Speaker 3: from a lot of peers. They're just having the hardest
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  Speaker 3: time finding the right person. And Ronnie shows up with
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  Speaker 3: Cardinal Health and he's got an option that is kind
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  Speaker 3: of I wasn't expecting it. I didn't think Cardinal Health
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  Speaker 3: had something like this. I'm really eager to learn more
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  Speaker 3: about it. And that's like remote operations. So Ronnie, thanks
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  Speaker 3: for being here. I know this is your first time
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  Speaker 3: at RBC. Tell me what you think about it, because
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  Speaker 3: I know it's a humongous show. It's a little overwhelming sometimes,
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  Speaker 3: and then drive me down the road of remote operations
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  Speaker 3: and what that looks like with Cardner Health.
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  Speaker 4: Sure, thanks, Adam, I appreciate the invitation. You know what
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  Speaker 4: I have found this is, like you said, this is
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  Speaker 4: my first time at RBC. So this is an absolutely
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  Speaker 4: standout EVN in the industry, bringing together retail pharmacy owners,
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  Speaker 4: independent pharmacy owners, let me say that, and independent pharmacist.
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  Speaker 4: So it gives everybody the opportunity to really sit down
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  Speaker 4: and look, share and talk about their best practices, things
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  Speaker 4: that they're doing. You know, the most important thing in
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  Speaker 4: my in my mind, and the thing that I have
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  Speaker 4: seen in the attending sessions is that the insights that
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  Speaker 4: are shared are practical, they're actionable, and they're rooted in
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  Speaker 4: real world experience. And that's that is one of the keys.
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  Speaker 4: It's that real world experience. Yeah, you know, I've been
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  Speaker 4: fortunate to experience pharmacy from several different angles. I actually
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  Speaker 4: started my career in retail. It was with one of
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  Speaker 4: large chains. Actually it was a small chain that got
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  Speaker 4: gobbled up by a large chain, so, you know, and
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  Speaker 4: I worked my way up. I was actually a pharmacy
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  Speaker 4: supervisor for fifty eight stores in eastern North Carolina, so
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  Speaker 4: I covered the entire coastline of eastern North Carolina there
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  Speaker 4: for a while, then moved on to a district manager.
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  Speaker 4: So that's given me the opportunity and to gather a
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  Speaker 4: deep understanding of what it takes to run you know,
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  Speaker 4: a pharmacy, a retail pharmacy operation, whether that be on
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  Speaker 4: the independent side or whether that be on the chain side.
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  Speaker 4: So you know, you I experienced everything from staffing, compliance
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  Speaker 4: to you know, patient engagement.
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  Speaker 5: Business growth.
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  Speaker 4: It really gave me in the insight to see how
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  Speaker 4: that worked best, you know, how we could make that
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  Speaker 4: worse work best. During this time, it was the mid nineties,
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  Speaker 4: right mid to late nineties. And I don't know if
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  Speaker 4: you were practicing pharmacy at that time.
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  Speaker 3: I was working in a pharmacy and I graduated in seven.
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  Speaker 6: But I've seen it.
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  Speaker 3: I mean where I was Super Rule, Kentucky, I mean,
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  Speaker 3: it was difficult to find technicians and people that wanted
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  Speaker 3: to spend their entire day in there feeling just filling
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  Speaker 3: scripts after script in the script.
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  Speaker 6: So yeah, I get it.
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  Speaker 3: And now with reimbursement rates everything else, you know, it's
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  Speaker 3: been it's been a little bit of a nightmare this
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  Speaker 3: last jan And I'll I'll be straight with you, this
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  Speaker 3: last January is probably one of the hardest months I've
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  Speaker 3: had with losing I lost four employees in one month.
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  Speaker 7: Wow.
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  Speaker 3: And it wasn't you know, some of them left to
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  Speaker 3: better themselves, some of them left to seek a different job.
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  Speaker 6: And it wasn't.
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  Speaker 3: Anything negative that they left, but replacing them was was.
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  Speaker 6: It's been a little bit of a booger.
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  Speaker 3: And but that being said, I'm also playing pharmacists too,
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  Speaker 3: so I'm owner and pharmacists, which is a lot of
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  Speaker 3: people listening to this right now, So what are you seeing?
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  Speaker 3: What are some things that with these issues where we're
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  Speaker 3: having staffing issues that are pulling people and owners away
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  Speaker 3: from their day to day operations. So give us some
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  Speaker 3: insight on that if you got anything of that, Not
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  Speaker 3: to put you on the spot, but no, I mean,
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  Speaker 3: can you clarify that just well so I know, besides
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  Speaker 3: the staffing and that's really what we're honing in on here,
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  Speaker 3: the stuff that you're working on. Where does that really
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  Speaker 3: affect in the pharmacies that you worked with, Like what
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  Speaker 3: were the day to day things like man, you know,
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  Speaker 3: they're just don't have enough staff, so it's really affecting
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  Speaker 3: X Y Z.
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  Speaker 4: Well, when you have an adequate staff, you can work
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  Speaker 4: on things, especially in the independent space, you can work
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  Speaker 4: on things to generate additional revenuetionips. When you don't have
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  Speaker 4: that staffing you can do that, cannot dedicate the time
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  Speaker 4: and more importantly, the resources to it to work on it.
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  Speaker 5: So you know, that's the.
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  Speaker 4: Biggest challenge that that independent retails are facing today. You know,
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  Speaker 4: you've got declining reimbursement, You've got you know you may
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  Speaker 4: lose money on prescriptions. You know, I've got a lot
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  Speaker 4: of friends that work in that own their own pharmacies,
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  Speaker 4: you know, and I've done some relief work for a
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  Speaker 4: couple of them, and it's like, Ronnie, don't feel that
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  Speaker 4: prescription and send them somewhere.
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  Speaker 3: You know, it was you working in the nineties in
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  Speaker 3: early two thousand. That was not in our wheelhouse to
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  Speaker 3: think about that. Oh I might not make a dollar,
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  Speaker 3: I'll go ahead and let it go. Now you're losing
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  Speaker 3: hundreds of them.
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  Speaker 4: I came from a location with that large chain that
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  Speaker 4: for three consecutive years as a district manager, I was
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  Speaker 4: awarded the highest gross margin in the country of all
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  Speaker 4: of that chain, thirty one percent margin. Can you imagine
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  Speaker 4: raise thirty one percent margin?
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  Speaker 6: Now, that's amazing.
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  Speaker 4: So that's the you know, if you if some of
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  Speaker 4: these guys, if they're running three percent margin, oh yeah,
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  Speaker 4: you know, they're they're happy. They're golden at three percent margin.
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  Speaker 4: So you know what we've looked at, we're we're looking
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  Speaker 4: to launch. We've been doing remote pharmacy services in the
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  Speaker 4: acute care setting since two thousand and two, right, so
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  Speaker 4: you know that's really where we have focused in But
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  Speaker 4: as this and you know, there's there's pretty strong shortage
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  Speaker 4: of pharmacists right now. I sat in on one of
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  Speaker 4: the sessions yesterday and someone mentioned that twenty percent of
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  Speaker 4: the population today in the United States is older than
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  Speaker 4: sixty five years.
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  Speaker 8: Wow.
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  Speaker 4: Okay, so over the next eight years, they're projecting that
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  Speaker 4: to be thirty five percent.
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  Speaker 6: Holy moly.
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  Speaker 4: So that's going to continue to drive that need for
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  Speaker 4: more and more pharmacist. We see what's happening in the
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  Speaker 4: chain industry. Yeah, you know, they're closing stores right and left.
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  Speaker 9: Right.
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  Speaker 4: You know, you've got locations that the independent retail is
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  Speaker 4: the only pharmacy within fifty or sixty miles. So all
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  Speaker 4: of that business's coming there, but the people are not
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  Speaker 4: coming with it, right, So massive challenges. And then if
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  Speaker 4: you think about it from the pharmacy pharmacist standpoint, you know,
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  Speaker 4: in twenty eleven, there were seventeen thousand applicants for pharmacy schools.
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  Speaker 4: In twenty twenty one there was eleven thousand, right, thirty
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  Speaker 4: five percent decrease.
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  Speaker 3: I've talked to universities University of Kentucky, then Sullivan University
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  Speaker 3: in Louisville, and.
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  Speaker 6: They're having a major, majorly hard time.
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  Speaker 3: I'm filling their seats absolutely they are, and I think
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  Speaker 3: it's the negativity online, the negativity that they're seeing social media.
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  Speaker 3: And if you're interested in pharmacy, chances are you know
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  Speaker 3: somebody that's a pharmacist and they're probably telling you don't
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  Speaker 3: do it.
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  Speaker 6: Yep. And so that's why I'm.
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  Speaker 3: Here to try to flip that script back to where
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  Speaker 3: it was when I got when I went to school.
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  Speaker 3: That was it like, We're gonna be a pharmacists. It's
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  Speaker 3: gonna be awesome.
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  Speaker 6: That's you know.
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  Speaker 3: Everybody told me it was the best thing ever, and
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  Speaker 3: for me it still is. But now, let's so I'm
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  Speaker 3: very familiar with like and just thinking about from business operations,
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  Speaker 3: virtual assistance AI kind of stuff, hiring somebody off site
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  Speaker 3: to do something I never really thought about it inside
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  Speaker 3: the pharmacy world. Tell me about your program and what
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  Speaker 3: kind of offerings you all have that you could help
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  Speaker 3: a pharmacy owner.
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  Speaker 6: Do inside remotely.
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  Speaker 4: So let's understand the how yep. Okay, So I've got
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  Speaker 4: pharmacists that are sitting either in a licensed pharmacy licensed
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  Speaker 4: to Cardinal Health in Texas or Ohio, I even in
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  Speaker 4: the states that allow and I have folks that work
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  Speaker 4: from home Okay, So they log in to their computer system.
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  Speaker 4: We've got a secure VPN connection built into those hospitals
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  Speaker 4: or those retail pharmacies or wherever that may be. We
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  Speaker 4: log in and it's just like we're sitting on site. Wow,
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  Speaker 4: we're I mean, I've got your pharmacy was sure pharmacy
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  Speaker 4: information system that you're using that we use Pioneer, So
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  Speaker 4: my pharmacist can log in, my technicians can log in
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  Speaker 4: to your version of Pioneer, and it's just like they're
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  Speaker 4: sitting there.
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  Speaker 5: They're just somewhere else.
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  Speaker 4: They see your pharmacy workqueue, they say all the prescriptions
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  Speaker 4: that are sitting there.
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  Speaker 5: So then you know, in the implementation process.
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  Speaker 4: When let's say you and I come to agree and
• 11:00
  Speaker 4: you're going to utilize Cardinal Remote to help you with
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  Speaker 4: your staffing. So I'm going to send an implementation pharmacist
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  Speaker 4: either to your location if you've got the time to
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  Speaker 4: do that.
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  Speaker 3: Or.
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  Speaker 4: They're going to do it virtually, and they're going to
• 11:16
  Speaker 4: go through your policies and procedures. How you want this process,
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  Speaker 4: how you want that process. You know exactly what you
• 11:23
  Speaker 4: want done. Wow, And we're going to build training materials
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  Speaker 4: for our pharmacist and pharmacy technicians so that they have
• 11:31
  Speaker 4: that information right at their fingertips while they're sitting their
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  Speaker 4: working Wow. And you know, it's literally, I mean even
• 11:39
  Speaker 4: to the point that if you guys want us to
• 11:42
  Speaker 4: answer the phone for you and triage calls, okay, my
• 11:48
  Speaker 4: pharmacy technicians can answer that phone and say, Hi, thank
• 11:52
  Speaker 4: you for calling Adam's Pharmacy. This is Ronnie, how can
• 11:55
  Speaker 4: I help you?
• 11:56
  Speaker 6: You know, that's crazy.
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  Speaker 3: Back i'd say seven eight years ago, that was one
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  Speaker 3: of the big things that I've seen some of these
• 12:02
  Speaker 3: high end pharmacies that were doing where they were they
• 12:04
  Speaker 3: were hiring somebody to answer all their phone calls, right,
• 12:07
  Speaker 3: and now we're talking about in putting prescriptions, possibly checking
• 12:12
  Speaker 3: prescriptions based off of your state's guidelines anything in there
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  Speaker 3: to do list for the day, a technician can do
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  Speaker 3: answer phone calls all remotely, all acting like they're sitting
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  Speaker 3: right in Brandenburg, Kentucky, right and helping our patients. That's
• 12:26
  Speaker 3: that's that's pretty amazing. And and I know that you
• 12:29
  Speaker 3: got some more to say about that, but I'm just saying, like,
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  Speaker 3: if I know that's an opportunity, and if you're a
• 12:34
  Speaker 3: pharmacist out there right now, and you've lost somebody and
• 12:36
  Speaker 3: you're having a hard time finding somebody.
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  Speaker 6: Call and just talk to them.
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  Speaker 3: Just see what options are out there available, you know, financially,
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  Speaker 3: what's it going to cost you financially, or how's it
• 12:46
  Speaker 3: going to work with you operationally. It would be worth
• 12:49
  Speaker 3: your time just to do that, so you can go
• 12:52
  Speaker 3: ahead and fill that spot with a with somebody that's
• 12:54
  Speaker 3: area been vetted, vetted from technician to pharmacists.
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  Speaker 6: Man, that's amazing. That is absolutely correct.
• 13:01
  Speaker 4: And you ask a question, and I did want to
• 13:04
  Speaker 4: touch on it. You've kindly touched on it a little bit,
• 13:06
  Speaker 4: but sorry, that's all right. You know I do the
• 13:12
  Speaker 4: same thing when I'm excited.
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  Speaker 8: Yeah, I know, this is really exciting.
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  Speaker 4: So you know, I can set up and I can
• 13:19
  Speaker 4: dedicate a pharmacy technician to your location and they do
• 13:23
  Speaker 4: nothing but work on your pharmacy orders during the day.
• 13:26
  Speaker 4: You know, they can take that electronic prescription that comes
• 13:29
  Speaker 4: into you and they can roll it right over into
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  Speaker 4: your system into Pioneer, fill in all the gaps, fill in,
• 13:38
  Speaker 4: you know, whatever information is required to be put input,
• 13:42
  Speaker 4: and we can even at that point have a pharmacist
• 13:45
  Speaker 4: do that initial verification. We call it PV one. Yeah, okay,
• 13:50
  Speaker 4: so that that way.
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  Speaker 3: Any system has their own version of like a pre check.
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  Speaker 8: Yeah.
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  Speaker 4: So at that point then we we can have that
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  Speaker 4: set up up for you at your location where your
• 14:02
  Speaker 4: own site staff are printing the label, counting the tablets out,
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  Speaker 4: and then the pharmacy on site does final product verification.
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  Speaker 3: So basically, in my store, I'm thinking out loud here
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  Speaker 3: in my store, I have processing, filling, checking. There's a
• 14:21
  Speaker 3: little bit in there, but I could almost get rid
• 14:23
  Speaker 3: of at least one whole or two whole employees. Not
• 14:27
  Speaker 3: that I want to if any of employees listen right now,
• 14:29
  Speaker 3: I'm not here, any of you, but if I'm having
• 14:32
  Speaker 3: trouble staff in that position, yep. And basically I'm just
• 14:35
  Speaker 3: filling scripts and checking them and relying on the fact
• 14:38
  Speaker 3: that I've had a licensed pharmacist, a technician that I
• 14:43
  Speaker 3: will learn to trust because they're part of your team now, right,
• 14:45
  Speaker 3: Do you have communications with them?
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  Speaker 8: Yeah?
• 14:49
  Speaker 6: That's amazing. All right?
• 14:50
  Speaker 3: What else, Ronnie, am I missing here that you wanted
• 14:52
  Speaker 3: to talk about on this.
• 14:53
  Speaker 4: Well, one of the other things that we do. We
• 14:55
  Speaker 4: do all of that, but you know, there's a lot
• 14:58
  Speaker 4: of specialty pharmacies out there. We can even do this
• 15:01
  Speaker 4: for non specialty pharmacies, but for a specialty pharmacy, that's
• 15:05
  Speaker 4: your rack and ACHC accredited.
• 15:08
  Speaker 5: One of the things that's.
• 15:09
  Speaker 4: Required of that is that they have after hours clinical
• 15:13
  Speaker 4: call support. Yes, so we do that as well.
• 15:16
  Speaker 3: Nice I've looked into some of that stuff with our
• 15:18
  Speaker 3: compounding facility or when we're going to look at long
• 15:21
  Speaker 3: term care. You know, just having that person. Man, I
• 15:25
  Speaker 3: can't staff a twenty four hour on call exactly well,
• 15:29
  Speaker 3: and you just outsource it. But finding a company that
• 15:33
  Speaker 3: you trust. One Cardinal Hill's not gonna put their label
• 15:35
  Speaker 3: on this if it's not something that is happening. So
• 15:38
  Speaker 3: that's the first thing I want to say. And I'm
• 15:39
  Speaker 3: not just tooting Cardinal Hill's horn there, but you know,
• 15:43
  Speaker 3: they're a big company, so if they're going to put
• 15:45
  Speaker 3: their stamp on it, it better be right.
• 15:47
  Speaker 6: And this is.
• 15:51
  Speaker 4: After I got out of the retail industry. I went
• 15:54
  Speaker 4: back into a cute care Okay, so I'm the dop
• 15:57
  Speaker 4: in the hospital.
• 15:59
  Speaker 5: I need a small rural.
• 16:02
  Speaker 4: Hospital, one hundred beds, probably running an eighty eighty C
• 16:08
  Speaker 4: of eighty Okay, so I need overnight coverage, right. You know,
• 16:13
  Speaker 4: we had all the requirements for the Electronic Health Record,
• 16:17
  Speaker 4: so I've got to have somebody that can do that.
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  Speaker 5: Well.
• 16:22
  Speaker 4: I was in a hospital that was part of a
• 16:26
  Speaker 4: larger system. So the large system comes in, says I
• 16:30
  Speaker 4: had a contract then from Cardinal Health, and uh, the
• 16:35
  Speaker 4: large system comes in and says, now you're we're going
• 16:37
  Speaker 4: to do it for you. Well that lasted about six months, okay,
• 16:41
  Speaker 4: and I'll.
• 16:42
  Speaker 6: Leave it that last what you're putting down.
• 16:46
  Speaker 4: And you know, but then I started using Cardinal. This
• 16:51
  Speaker 4: is two thousand and eight. I started using Cardinal for
• 16:55
  Speaker 4: my overnight entry. You know, got to the point where
• 17:00
  Speaker 4: where I was looking to do something different, moved over
• 17:04
  Speaker 4: to Cardinal Remote order entry and here I am as
• 17:07
  Speaker 4: the National Operations Diructor.
• 17:09
  Speaker 5: But that hospital to this day is still.
• 17:12
  Speaker 4: Utilizing Cardinal Remote on the acute care side. But I
• 17:17
  Speaker 4: say all of that to say that this is proven
• 17:21
  Speaker 4: we can do it. In fact, if on the acute
• 17:25
  Speaker 4: care side, we actually helped write the regulations and the
• 17:29
  Speaker 4: guidance for that ASHP has out there for a remote
• 17:34
  Speaker 4: pharmacy model. So you know, I say all that to
• 17:38
  Speaker 4: say it's not something that we're just going to throw
• 17:41
  Speaker 4: together in where it works. We have a proven process
• 17:46
  Speaker 4: that we can make. We can make this working. I'm
• 17:50
  Speaker 4: already making it work. I've got a large outpitient pharmacy
• 17:55
  Speaker 4: at a teaching hospital doing thousand scripts a day that
• 18:01
  Speaker 4: we're having issues recruiting technicians. So they came to us,
• 18:06
  Speaker 4: and we don't do them on the acute care side
• 18:08
  Speaker 4: because obviously they're large enough that they've got twenty four
• 18:12
  Speaker 4: hour coverage there. But they came to us because outlying
• 18:16
  Speaker 4: hospitals that they were aware of were utilizing cardinal remote.
• 18:20
  Speaker 5: So we set up a program.
• 18:23
  Speaker 4: We're now in year five of this program. Originally I
• 18:28
  Speaker 4: had five and a half technicians that were just doing
• 18:32
  Speaker 4: you know, the initial order entry for them. Now we're
• 18:36
  Speaker 4: doing that, plus we're doing all of their prior authorizations
• 18:40
  Speaker 4: that come down nice.
• 18:41
  Speaker 5: So you know it's we're doing that.
• 18:44
  Speaker 6: We know it works, right, you know.
• 18:46
  Speaker 4: Now we're we're starting to really look at the retail
• 18:51
  Speaker 4: independent market.
• 18:52
  Speaker 3: So, as a retail independent owner speaking to other independent
• 18:58
  Speaker 3: owners that are listening here, if this is starting to
• 19:00
  Speaker 3: peak your interest, Number one, don't be scared to call
• 19:04
  Speaker 3: right right and we'll get.
• 19:05
  Speaker 8: Into how to get a hold of you.
• 19:07
  Speaker 3: I'm actually sitting here thinking I'm probably gonna call when
• 19:11
  Speaker 3: I get done with the show because I don't know
• 19:14
  Speaker 3: that I necessarily need.
• 19:15
  Speaker 6: Can you do part time?
• 19:17
  Speaker 5: Yes?
• 19:17
  Speaker 3: See, that's a whole other piece of finding a part
• 19:19
  Speaker 3: time person As an owner. I don't want to. I
• 19:23
  Speaker 3: do hire part time, but I want to take care
• 19:25
  Speaker 3: of my employees.
• 19:25
  Speaker 6: I want to.
• 19:27
  Speaker 3: And if I know that there's an option to do that,
• 19:30
  Speaker 3: and it's an okay, like, hey, yeah we got part time.
• 19:33
  Speaker 6: Cool, they work for you halftime.
• 19:34
  Speaker 3: In another store, another halftime exactly, you know, then that
• 19:37
  Speaker 3: makes me feel a lot better.
• 19:38
  Speaker 6: So and that's just me speaking candidly on that.
• 19:40
  Speaker 3: So, if you're another pharmacy owner out there and this
• 19:42
  Speaker 3: is trying to peak your interest, Ronnie, where do they
• 19:45
  Speaker 3: find out more about this?
• 19:46
  Speaker 8: Through Cardinal Health? Okay?
• 19:48
  Speaker 4: So the easiest way is to send an email to
• 19:52
  Speaker 4: health Care Insights okay at cardinalhealth dot com.
• 19:56
  Speaker 8: Okay.
• 19:56
  Speaker 4: There's also websites out there and you can actually, you know,
• 19:59
  Speaker 4: find the link. You know, if you go to Google
• 20:03
  Speaker 4: and search remote pharmacy services, Cardinal Health is going to
• 20:06
  Speaker 4: be one of the first listings that you see. You
• 20:09
  Speaker 4: can go there and there's links in there where you
• 20:11
  Speaker 4: can fill out your information and we will contact you.
• 20:14
  Speaker 3: Okay, So a load of question here, and I'm just
• 20:18
  Speaker 3: asking do they need to be a Cardinal Health member?
• 20:22
  Speaker 6: Wow?
• 20:22
  Speaker 2: We are?
• 20:24
  Speaker 3: So I hope all you ya who's out there who
• 20:25
  Speaker 3: aren't with Cardinal Health or hearing that if you're not
• 20:28
  Speaker 3: with Cardinal Health, you can still utilize this service for
• 20:31
  Speaker 3: remote operations, which is amazing.
• 20:34
  Speaker 6: What else, Ronnie, am I missing that you want to
• 20:36
  Speaker 6: tell everybody about?
• 20:39
  Speaker 3: So?
• 20:39
  Speaker 6: I think we hit it pretty good.
• 20:40
  Speaker 5: I think we've pretty much hit everything.
• 20:42
  Speaker 6: Adam, Yeah, I'm really.
• 20:44
  Speaker 3: I mean the reason I do this podcast for Pharmacy
• 20:48
  Speaker 3: Podcast Network and Cardinal is every time I sit in here,
• 20:53
  Speaker 3: I thought I knew so much stuff, and now I
• 20:55
  Speaker 3: get to learn.
• 20:56
  Speaker 8: I'm learning more and more.
• 20:57
  Speaker 3: I got people coming in every day that I'm doing
• 20:59
  Speaker 3: these cast with, and I'm just like, Wow, I didn't
• 21:01
  Speaker 3: even know that was really an option. You know, I've
• 21:03
  Speaker 3: heard rumblings of it here and there, but I didn't
• 21:05
  Speaker 3: even know Cardinal offered something like this, So super exciting stuff.
• 21:08
  Speaker 3: So if you're into looking for some help, you got
• 21:12
  Speaker 3: patience or I'm sorry, you got team members that are
• 21:14
  Speaker 3: burnt out and you're like, hey, we just need an
• 21:17
  Speaker 3: extra hand three hours a day to process whatever Cardinal
• 21:21
  Speaker 3: Health probably has.
• 21:22
  Speaker 4: What you got, we can make it. We can we
• 21:25
  Speaker 4: can fit a solution. Yeah, to meet any pharmacies.
• 21:30
  Speaker 3: Awesome, Awesome, guys, I'm excited about this one. So listen
• 21:35
  Speaker 3: to this podcast RBC twenty twenty five, Remote Operations with Ronnie. Ronnie,
• 21:39
  Speaker 3: thanks for being here, man. Thanks Adam, I say for
• 21:42
  Speaker 3: I know you're fixing the jump on an airplane.
• 21:44
  Speaker 4: Getting ready to get on an airplane and hopefully I
• 21:46
  Speaker 4: can get back to the East coast.
• 21:47
  Speaker 8: Yeah.
• 21:48
  Speaker 3: The weather's been a little little rough around here. So
• 21:50
  Speaker 3: so guys, we'll talk to you soon.
• 21:52
  Speaker 6: Thanks.
• 21:53
  Speaker 9: Thanks.
• 21:57
  Speaker 3: Caregivers in America is a topic that a lot of
• 22:02
  Speaker 3: people don't understand. They don't realize the impact today Cardinal
• 22:07
  Speaker 3: Health RBC twenty twenty five. Doctor Adam here, I want
• 22:12
  Speaker 3: to say an expert, he won't say he's an expert,
• 22:13
  Speaker 3: but with ARP Greg, clem Greg, educate us on caregivers
• 22:21
  Speaker 3: and how important it is for our communities where pharmacists
• 22:25
  Speaker 3: can help and where we can help these people that
• 22:28
  Speaker 3: are doing this amazing job.
• 22:30
  Speaker 8: Yeah. Thanks Adam. Yeah, it's great to be here. I
• 22:32
  Speaker 8: think this is our third year of showing up at
• 22:36
  Speaker 8: RBC from the AARP cardinal health perspective. So we're really
• 22:40
  Speaker 8: trying to ingrain ourselves in the work that you all
• 22:43
  Speaker 8: do every day, the great work that cardinal health does
• 22:45
  Speaker 8: every day, yep, the great work that the pharmacies do
• 22:48
  Speaker 8: every day, and try to educate folks on why this
• 22:52
  Speaker 8: group of people, these caregivers across the US are so important. Yeah.
• 22:56
  Speaker 8: And some of the things that we like to talk
• 22:58
  Speaker 8: about is that this caregiving is no longer a niche issue.
• 23:03
  Speaker 8: This is broad. It is a national reality, and pharmacies
• 23:08
  Speaker 8: are really on the front lines.
• 23:09
  Speaker 6: Oh, I deal with caregivers daily.
• 23:13
  Speaker 8: Yeah, daily, you almost can't not, right, There are a
• 23:19
  Speaker 8: lot of caregivers out there, fifty three million from our
• 23:22
  Speaker 8: last count. Wow. And we've got updated data coming out.
• 23:25
  Speaker 3: And I would say, say it's COVID. That number is
• 23:29
  Speaker 3: way bigger than we probably imagine.
• 23:32
  Speaker 8: Yeah, it's probably a bigger number because what the former
• 23:36
  Speaker 8: sort of stereotype is is that people wouldn't raise their
• 23:39
  Speaker 8: hand and say they don't tell you when they walk
• 23:41
  Speaker 8: into your pharmacy. I'm a caregiver. Right, you got to
• 23:44
  Speaker 8: figure it out, right, right, and why are you here? Right?
• 23:47
  Speaker 8: And it's so hard to do that. So they're breaking
• 23:51
  Speaker 8: these stereotypical norms as well. Right, This isn't just the
• 23:54
  Speaker 8: oldest daughter of the family taking care of the parents.
• 23:57
  Speaker 8: This is younger people. Now, this is different types of folks.
• 24:00
  Speaker 8: And we can talk about someone stories that we have
• 24:03
  Speaker 8: of who these people are. Caregiving is a tough job. Yeah,
• 24:07
  Speaker 8: And these folks aren't getting paid for this, right, and
• 24:10
  Speaker 8: they're spending money out of their own pocket to the
• 24:13
  Speaker 8: tune of you know, thousands of dollars a year, and
• 24:16
  Speaker 8: we can talk about some of those as well. And
• 24:18
  Speaker 8: you know, I think one of the biggest things is
• 24:20
  Speaker 8: and one of the reasons that we partner with Cardinal
• 24:23
  Speaker 8: and work with Cardinal and the pharmacies is that we believe,
• 24:27
  Speaker 8: like the cure for this is it's systematic. Individual things
• 24:31
  Speaker 8: are not going to make this go away or make
• 24:33
  Speaker 8: this problem sort of a race, right, Like, we have
• 24:36
  Speaker 8: to think about this systematically, and so ARP thinks about
• 24:40
  Speaker 8: this from the hill to individuals to partnerships that we
• 24:44
  Speaker 8: have like this, and we try to think about it
• 24:46
  Speaker 8: across the spectrum, right, So you know, when we talk
• 24:50
  Speaker 8: about caregivers, to just give you some quick numbers to
• 24:52
  Speaker 8: sort of blow your mind a little bit. On STA
• 24:55
  Speaker 8: you know, there's fifty three million caregivers across the US.
• 24:58
  Speaker 8: They're spending seventy two two hundred dollars a year out
• 25:02
  Speaker 8: of their own pocket.
• 25:03
  Speaker 5: Right.
• 25:04
  Speaker 8: So I'm no math wizard, but I think that's around
• 25:07
  Speaker 8: four hundred and fifty to five hundred billion dollars a year.
• 25:10
  Speaker 8: And so when you think about sort of like why
• 25:13
  Speaker 8: that's important for the pharmacy, is that you all, as
• 25:17
  Speaker 8: we said at the beginning, you're the front lines, right,
• 25:20
  Speaker 8: you are the people who are greeting these people. You're
• 25:23
  Speaker 8: helping them through a time that they don't know how
• 25:25
  Speaker 8: to manage, and you're giving them information then in some
• 25:29
  Speaker 8: cases our AARP's research says is more important than they
• 25:33
  Speaker 8: get from their own doctor. Right, So how do we
• 25:37
  Speaker 8: sort of take all those pieces together really sort of
• 25:40
  Speaker 8: you know, at the front line and help the pharmacists
• 25:44
  Speaker 8: deliver the best information that they can to that individual
• 25:48
  Speaker 8: who is in that time of need give us.
• 25:52
  Speaker 3: And I know we've got like for those that aren't
• 25:55
  Speaker 3: in the podcasting industry, we have kind of like an
• 25:59
  Speaker 3: outline that we're going to go through and kind of talk.
• 26:01
  Speaker 3: So we hit the talking points, but just me thinking
• 26:03
  Speaker 3: off the top of my head, what are when we're
• 26:06
  Speaker 3: talking about a caregiver. I know money is a big one,
• 26:10
  Speaker 3: but what are some other issues that we have with
• 26:12
  Speaker 3: those caregivers? Not to kind of put you on the spot,
• 26:14
  Speaker 3: but where are the where are the pain points that
• 26:17
  Speaker 3: they're dealing with?
• 26:18
  Speaker 8: Yeah, I mean for for them individually, Like think about
• 26:23
  Speaker 8: we talked about money, right, They feel rushed, they feel overwhelmed,
• 26:29
  Speaker 8: they feel invisible sometimes, right, And so how do they
• 26:33
  Speaker 8: how do we figure out how we can help them
• 26:35
  Speaker 8: be seen? How can we help them be heard and supported? Right?
• 26:39
  Speaker 8: And there's a way to do that from an individual,
• 26:42
  Speaker 8: you know, from a challenges perspective that they face their health.
• 26:47
  Speaker 8: One in one in five caregivers reported poor health, uh,
• 26:51
  Speaker 8: anxiety their own bodies.
• 26:53
  Speaker 3: Yes, they're they're sacrificing themselves to help the person out.
• 26:57
  Speaker 6: I see it all the time.
• 26:59
  Speaker 8: Right, So twenty three percent of those people find it
• 27:02
  Speaker 8: difficult to care for their own health, let alone the
• 27:05
  Speaker 8: person that they are really trying to help. Work. Their
• 27:09
  Speaker 8: own work is another perspective that most people don't think
• 27:12
  Speaker 8: about six and ten family caregivers are employed in addition
• 27:17
  Speaker 8: to doing the job of there playing the role of
• 27:19
  Speaker 8: the caregiver. Wow, So you know half of them are
• 27:22
  Speaker 8: reporting work disruptions and feeling more isolated at work because
• 27:27
  Speaker 8: of the things they have to miss to help out. Right.
• 27:30
  Speaker 8: And then you know, finally, of course, as we've talked
• 27:33
  Speaker 8: about before, the finances, you know, half of caregivers are
• 27:38
  Speaker 8: reporting sort of financial strengths, right, and it's just because
• 27:41
  Speaker 8: they're spending so much money out of pocket that it's
• 27:45
  Speaker 8: pressing their own sort of income. And so how do
• 27:49
  Speaker 8: we figure out ways to help those folks manage these
• 27:51
  Speaker 8: types of situations?
• 27:53
  Speaker 3: You know, from the pharmacy standpoint, when I'm up there
• 27:57
  Speaker 3: playing pharmacist and helping my patients, what are some things
• 28:03
  Speaker 3: that ARP or you can tell me about so that
• 28:06
  Speaker 3: I can one better identify the caregivers, help them, help
• 28:11
  Speaker 3: them find resources that they need. What are some ideas
• 28:14
  Speaker 3: that you guys have from looking at the pharmacist side
• 28:18
  Speaker 3: that we can do better for these individuals?
• 28:22
  Speaker 8: Yeah, I think one thing is is you know always
• 28:25
  Speaker 8: sort of asking like who's the medication for right, Like
• 28:29
  Speaker 8: is it for you? Is it for somebody else that
• 28:31
  Speaker 8: you're taking care of, Like what's the right way to
• 28:33
  Speaker 8: do that? Offering printed instructions in private consultations. I know
• 28:39
  Speaker 8: that the pharmacy's time is constrained, right, but you know,
• 28:43
  Speaker 8: printing something out and making sure that somebody walks away
• 28:45
  Speaker 8: from it, like think about the situation that they may
• 28:48
  Speaker 8: be walking into, SeeU. You know they could have had,
• 28:51
  Speaker 8: you know, been thrust into this caregiving role because of
• 28:53
  Speaker 8: an accident. They're coming from the hospital, they're picking up meds,
• 28:56
  Speaker 8: they're trying to do all the things like having an
• 29:00
  Speaker 8: even though you're telling them the information that they need
• 29:03
  Speaker 8: to know, having some way to sort of be able
• 29:05
  Speaker 8: to reference that in another place. And then how do
• 29:09
  Speaker 8: you provide like those caregiver specific resources right like ARP
• 29:14
  Speaker 8: has We're in Colorado today, we have caregiver resource guides
• 29:19
  Speaker 8: both digital and printed that you can hand to or
• 29:23
  Speaker 8: somebody could go online and find that list all the
• 29:27
  Speaker 8: resources that are available for those specific state. So there's
• 29:30
  Speaker 8: fifty state sort of versions of those types of opportunities
• 29:34
  Speaker 8: that direct you to other places that provide resources. So
• 29:38
  Speaker 8: it doesn't sort of say, hey, just come to ARP,
• 29:41
  Speaker 8: but it's more like come to ARP and we'll guide
• 29:44
  Speaker 8: you to these places that will be helpful for you
• 29:46
  Speaker 8: in your journey.
• 29:48
  Speaker 6: In my pharmacy.
• 29:50
  Speaker 3: One of the ways that we've helped out and where
• 29:52
  Speaker 3: I'm going to go with this are examples of other
• 29:55
  Speaker 3: pharmacies that you know or some things that people are
• 29:57
  Speaker 3: doing directly. But we identify these caregivers when they come
• 30:02
  Speaker 3: in normally because they tell us we're not doing the
• 30:06
  Speaker 3: best job at actually identifying ourselves, but they're saying, hey,
• 30:09
  Speaker 3: I'm taking care of my aunt, I'm taking care of
• 30:10
  Speaker 3: my friend, my neighbor. And then our biggest thing that
• 30:15
  Speaker 3: we do as med planners, that's one of the biggest
• 30:17
  Speaker 3: issues in the pharmacy we see is adherence to meds
• 30:20
  Speaker 3: because it's so confusing. Most patients are on eight to
• 30:23
  Speaker 3: ten medicines. You know, the financial burden, where's that come from?
• 30:27
  Speaker 3: So we help navigate that piece. But what are some
• 30:30
  Speaker 3: other examples that you see of pharmacies that you've dealt
• 30:33
  Speaker 3: with that are really kind of setting the bar with
• 30:37
  Speaker 3: helping these caregivers out.
• 30:39
  Speaker 8: Yeah, I think some of the things you know we've
• 30:42
  Speaker 8: talked about and seeing people piloting like caregiver ID programs
• 30:47
  Speaker 8: in their systems so that it provides easier ways for
• 30:51
  Speaker 8: those caregivers to pick up the meds that they need
• 30:53
  Speaker 8: or the nice items that they need. Others that are
• 30:56
  Speaker 8: offering like resporate referrals, delivery opportunity, these medsinc. Or just
• 31:02
  Speaker 8: check in with those caregivers to say, like how's it going.
• 31:05
  Speaker 8: And these folks just they want to be heard, right,
• 31:07
  Speaker 8: Like they want to have that interaction and they want
• 31:09
  Speaker 8: somebody to know that they're going through this process, and
• 31:13
  Speaker 8: you know, they can lead you down that path.
• 31:15
  Speaker 6: Right.
• 31:15
  Speaker 8: Some people may not want to have that conversation, but
• 31:17
  Speaker 8: a lot of them do a lot of them are
• 31:19
  Speaker 8: raising their hand and saying I need help, right, and
• 31:22
  Speaker 8: so these are ways that you can do that. And
• 31:24
  Speaker 8: then I think we talked a little bit about it
• 31:27
  Speaker 8: prior to you know, coming live on the air. But
• 31:30
  Speaker 8: other staff, you know, to help staff identify, you know,
• 31:34
  Speaker 8: who these who these caregivers are and how you can
• 31:37
  Speaker 8: support them. And I mentioned you mentioned some of the
• 31:39
  Speaker 8: community health professionals. Yeah, that may be able to play
• 31:41
  Speaker 8: a role in that in that process.
• 31:43
  Speaker 3: Yeah, I think there's some things that are definitely moving
• 31:46
  Speaker 3: that needle from the pharmacy side.
• 31:49
  Speaker 6: And I know this is kind of off topic.
• 31:51
  Speaker 3: But we're seeing medical at home patients, which is a
• 31:55
  Speaker 3: big one that a lot of pharmacies are starting to
• 31:57
  Speaker 3: jump onto that. I think ARP has a little bit
• 31:59
  Speaker 3: of hat and then is identifying these patients.
• 32:02
  Speaker 8: Because of COVID, people.
• 32:05
  Speaker 3: Were at home, they were segregated out financially staying in
• 32:10
  Speaker 3: a skilled nursing home. A lot of people don't. They
• 32:14
  Speaker 3: don't necessarily need to be in a skilled nursing facility.
• 32:17
  Speaker 3: They just need a little bit of help throughout the day, right,
• 32:20
  Speaker 3: And those are the patients that we were mainly kind
• 32:22
  Speaker 3: of talking about. So we're seeing these medical at home patients.
• 32:28
  Speaker 3: Community health care workers, like you said, is another one.
• 32:31
  Speaker 3: That's another little kind of word that's popping up. So
• 32:34
  Speaker 3: I'm with you that I feel like it's something we
• 32:37
  Speaker 3: don't talk enough about, but I'm seeing it starting to
• 32:39
  Speaker 3: pick up a little bit of traction. And as long
• 32:43
  Speaker 3: as we're getting the word out and we're educating these
• 32:45
  Speaker 3: pharmacies and these pharmacy owners and these pharmacy staff to
• 32:48
  Speaker 3: identify I really like the idea of identifying them in
• 32:51
  Speaker 3: your software system or putting somewhere in there that hey,
• 32:54
  Speaker 3: this is a healthcare worker offering that extra bit of
• 32:57
  Speaker 3: advice or that like, hey, how are you doing?
• 32:59
  Speaker 6: What can we help you with?
• 33:01
  Speaker 3: Those are things that we need to be more cognizant
• 33:03
  Speaker 3: and mindful of, for sure in the pharmacy setting. Yeah,
• 33:09
  Speaker 3: so what do the care givers tell AARP about their
• 33:13
  Speaker 3: experiences at the pharmacy counter?
• 33:15
  Speaker 6: Like, I know you had a bunch of statistics, but do.
• 33:19
  Speaker 3: They feel like they're getting hurt or do they feel
• 33:21
  Speaker 3: like that they're having this experience or is this something
• 33:24
  Speaker 3: we need to do a lot better at.
• 33:26
  Speaker 8: I think it's evolving ry. I think it's like the industry,
• 33:29
  Speaker 8: and I think the numbers are starting to be so
• 33:31
  Speaker 8: great that you can't help. But as a pharmacist, start
• 33:37
  Speaker 8: to recognize the volume of these folks who are coming
• 33:40
  Speaker 8: into your stores and listen to them and understand like
• 33:43
  Speaker 8: what are they doing right like and how are they
• 33:45
  Speaker 8: doing it? And I think communication and sort of it's
• 33:49
  Speaker 8: it's it sounds very simple, but it's like show some empathy,
• 33:52
  Speaker 8: right right, Like show show people empathy in terms of
• 33:55
  Speaker 8: how these things are going, like use plain language. You
• 33:58
  Speaker 8: know we mentioned before these people are off like thrust
• 34:00
  Speaker 8: into this position that they haven't prepared for they're not.
• 34:04
  Speaker 3: Prepared for, and they don't understand disease states I don't
• 34:06
  Speaker 3: understand medication, right.
• 34:08
  Speaker 8: And simply just asking people a question, how are you
• 34:12
  Speaker 8: managing everything? How are things going? What can we help with?
• 34:16
  Speaker 8: You know, something that you're doing to your customers. You know,
• 34:20
  Speaker 8: you're offering to your customers on a daily basis. Can
• 34:24
  Speaker 8: continue that process, especially and probably double down when you're
• 34:28
  Speaker 8: recognizing that this person is a caregiver, right, right, And
• 34:31
  Speaker 8: I think you know not to take it back to
• 34:34
  Speaker 8: an all business conversation, but these caregivers, the numbers that
• 34:38
  Speaker 8: we've talked about, the spend that they have, if you're
• 34:41
  Speaker 8: doing your job of making that customer a loyal customer,
• 34:45
  Speaker 8: then they're going to continue to spend with you, and
• 34:47
  Speaker 8: they're going to continue to be able to grow the
• 34:49
  Speaker 8: things that you can give them because they're coming back
• 34:52
  Speaker 8: to you because they trust. They find that trust in you,
• 34:54
  Speaker 8: because they know that your store, your location, has the
• 34:58
  Speaker 8: things that they need and it's organized in a way
• 35:01
  Speaker 8: that they can find it quickly, get what they need,
• 35:03
  Speaker 8: get in and get out. And I know that's not
• 35:05
  Speaker 8: the easiest thing to do, right, but everybody's trying to
• 35:08
  Speaker 8: figure out the best way to sort of create that
• 35:11
  Speaker 8: customer flow in a caregiver case, it's even more important.
• 35:15
  Speaker 6: As a pharmacist.
• 35:18
  Speaker 3: One of the words I used to describe what a
• 35:19
  Speaker 3: pharmacist is, and I guarantee almost every pharmacist that's in
• 35:22
  Speaker 3: here at RBC is sacrifice. For so long, we sacrificed
• 35:27
  Speaker 3: our finances at the store when we'd give our time away.
• 35:30
  Speaker 3: We give things away because we just I don't want
• 35:33
  Speaker 3: to say you overcare, but we overcare for these people
• 35:37
  Speaker 3: and these caregivers as we're sitting here talking, I'm understanding
• 35:40
  Speaker 3: they're just like us. They're sacrificing, they're overcring, they're doing
• 35:44
  Speaker 3: things above and beyond.
• 35:46
  Speaker 6: And so there are people.
• 35:48
  Speaker 3: Really when you think about a caregivers and pharmacist without
• 35:51
  Speaker 3: the degree, they're very similar to the same person. Yeah,
• 35:54
  Speaker 3: and if we could do a better job of helping
• 35:58
  Speaker 3: them understand and and giving them the right ideas and
• 36:01
  Speaker 3: things to do, ma'am, all ships rise right when the
• 36:05
  Speaker 3: tide comes in that.
• 36:07
  Speaker 8: Way, it's so great. I think the other piece of
• 36:10
  Speaker 8: this is that the caregiver is changing, right like these
• 36:14
  Speaker 8: are now sort of like they're not just older women
• 36:17
  Speaker 8: like we said before they're millennials, their gen z, their students.
• 36:23
  Speaker 8: We had a student the other day, or we had
• 36:25
  Speaker 8: a story that was caring for their grandmother after a stroke,
• 36:28
  Speaker 8: right and you know, between classes, part time work, managing
• 36:33
  Speaker 8: their you know, grandmother's medications, all that kind of stuff. Like,
• 36:36
  Speaker 8: think about when you were twenty one, trying to go
• 36:39
  Speaker 8: to school and doing all that and then having to
• 36:41
  Speaker 8: care for somebody who just had a stroke as a caregiver, right,
• 36:44
  Speaker 8: and it's not just anybody, it's your grandmother, right, right,
• 36:47
  Speaker 8: Like how do you take care of that process? And
• 36:50
  Speaker 8: I think sometimes that caregiver is feeling a little bit invisible,
• 36:55
  Speaker 8: partly because maybe they're not raising their hand all the time,
• 36:57
  Speaker 8: but partly because there's probably some signals that they're giving off.
• 37:02
  Speaker 8: We have to learn how to recognize those as best
• 37:04
  Speaker 8: as we can.
• 37:05
  Speaker 3: Well, and it just hit me, It just pulled on
• 37:06
  Speaker 3: my heartstrings a little bit. Like when the person comes in,
• 37:11
  Speaker 3: I'm focused on the patient, right, Well, a lot of
• 37:15
  Speaker 3: the times I don't even see the patient. I see
• 37:16
  Speaker 3: the caregiver, And so I'm talking through the caregiver to
• 37:20
  Speaker 3: the patient and not to the caregiver. And I admit
• 37:24
  Speaker 3: in our profession. We do need to do a better
• 37:26
  Speaker 3: job of exactly what we were saying earlier, identifying that,
• 37:31
  Speaker 3: understanding it, respecting it. So I'm really excited about just
• 37:37
  Speaker 3: having this conversation because it's opening my eyes up to
• 37:41
  Speaker 3: you know, we do need to start thinking differently about
• 37:44
  Speaker 3: the stuff that we're doing inside the pharmacy, for sure.
• 37:47
  Speaker 3: So I think we've hit most of the high points
• 37:51
  Speaker 3: that we're talking about. But what are some things that
• 37:54
  Speaker 3: you see coming along in the future that your hope
• 37:57
  Speaker 3: is that you know, Hey, I'm seeing these kind of
• 38:00
  Speaker 3: maybe programs or I'm seeing these ideas kind of shift
• 38:03
  Speaker 3: and I'm really seeing some pharmacies do X y Z.
• 38:06
  Speaker 3: What are some ideas that you see kind of going
• 38:08
  Speaker 3: along with caregiver and helping them and helping the patient
• 38:11
  Speaker 3: going forward.
• 38:12
  Speaker 8: Yeah, I mean it's a great question, and I don't
• 38:14
  Speaker 8: have all the answers, but I think if we were
• 38:17
  Speaker 8: talking about, like what does an ideal future look like,
• 38:21
  Speaker 8: you know, a caregiver inclusive pharmacy sort of feels like
• 38:25
  Speaker 8: recognizing these caregivers as essential partners in care, not just
• 38:30
  Speaker 8: you know, like you said, you're sort of talking through
• 38:32
  Speaker 8: them to the patient. I love that sort of analogy,
• 38:36
  Speaker 8: you know, tailored services and more flexible support for those
• 38:40
  Speaker 8: caregivers and in the best way that you can. And
• 38:43
  Speaker 8: then thinking about like partnerships with local organizations to figure
• 38:46
  Speaker 8: out how to extend the opportunity to provide care that
• 38:50
  Speaker 8: is outside of what the pharmacist and the pharmacy actually
• 38:53
  Speaker 8: does and can do in some cases. Right. And you know, look,
• 38:57
  Speaker 8: it's as we said before, it's always the right thing
• 39:01
  Speaker 8: to do to overcare, right, but it's also a smart
• 39:05
  Speaker 8: business strategy right right. And so every caregiver that you
• 39:09
  Speaker 8: support is a patient you help, a customer you retain,
• 39:14
  Speaker 8: and a community that you help strengthen. So how do
• 39:17
  Speaker 8: you pull all those pieces together in the best way
• 39:19
  Speaker 8: possible that it's efficient and effective and recognizes you as
• 39:23
  Speaker 8: that essential partner in care.
• 39:26
  Speaker 6: You know, as pharmacists, we.
• 39:29
  Speaker 3: Tend to find our independent pharmacy in general as leaders
• 39:32
  Speaker 3: in our community when it comes to new ideas or
• 39:35
  Speaker 3: bringing these branches of medical care and things together. But
• 39:42
  Speaker 3: you know, I am imploring my pharmacy comrades out there, right,
• 39:47
  Speaker 3: all my friends and all these people that have these
• 39:50
  Speaker 3: independent pharmacies that they really need to sit down and
• 39:52
  Speaker 3: think about this and you know, maybe financially it's not
• 39:56
  Speaker 3: a win win from the business model right now in
• 39:59
  Speaker 3: the beginning. But the more we talk about it, the
• 40:03
  Speaker 3: more we talk with these caregivers and get these stories,
• 40:06
  Speaker 3: the more we share with other organizations that are out there.
• 40:09
  Speaker 3: I know that there are some that are trying to
• 40:11
  Speaker 3: push this Cardinals Helping, arp is helping. But yes, we
• 40:16
  Speaker 3: do have to financially be able to afford some of
• 40:18
  Speaker 3: these things to help these people and show them what
• 40:20
  Speaker 3: to do and then help the caregivers and train and educate.
• 40:23
  Speaker 3: But the more we talk about it, and the more
• 40:25
  Speaker 3: we sacrifice, the more we volunteer, more we help, it's
• 40:28
  Speaker 3: going to happen down the road sooner than later, hopefully.
• 40:32
  Speaker 8: Yeah. I think that the situations for both caregivers and
• 40:35
  Speaker 8: pharmacies in this case are diverse, but they're very clear, right,
• 40:41
  Speaker 8: and that is that the pharmacy is the heart of
• 40:44
  Speaker 8: the caregiving journey. They offer guidance, they offer the best support,
• 40:49
  Speaker 8: and they're the most trusted connection to the care And
• 40:53
  Speaker 8: to your point, we may not be all the way
• 40:55
  Speaker 8: there yet, but continuing to have conversations like this, continuing
• 40:59
  Speaker 8: to recogniz from a pharmacy perspective, how you can help
• 41:03
  Speaker 8: and then sort of receiving or recognizing that trust and
• 41:07
  Speaker 8: that you've placed in that caregiver, it will likely get
• 41:10
  Speaker 8: returned and we'll continue to figure out how to right
• 41:13
  Speaker 8: the best way to do that right.
• 41:14
  Speaker 3: I've always found you do the right thing, it comes
• 41:16
  Speaker 3: back tenfold and whether that is financially, mentally, physically, spiritual,
• 41:22
  Speaker 3: whatever it is, just do the right thing right. So
• 41:25
  Speaker 3: all right, So, say I'm a pharmacist. I'm listening to
• 41:27
  Speaker 3: this podcast and I'm like, man, I'm getting it. I'm
• 41:31
  Speaker 3: understanding what he's saying, what Greg is saying. What would
• 41:33
  Speaker 3: be Where do we need to find more resources? How
• 41:36
  Speaker 3: do we get hold of somebody at ARP? How do
• 41:38
  Speaker 3: we is there somebody in Cardinal? What do we do
• 41:40
  Speaker 3: to kind of you know, we don't really know what
• 41:42
  Speaker 3: to do besides to help identify.
• 41:44
  Speaker 6: But where are some resources that we can use?
• 41:46
  Speaker 8: Yeah? I think the simplest thing that you can do
• 41:49
  Speaker 8: is go to AARP dot org typing caregiving or you
• 41:52
  Speaker 8: can go to AARP dot caregiving dot org. Ye, those
• 41:56
  Speaker 8: two places will get you right to all the resources
• 41:58
  Speaker 8: that you need. As we mentioned earlier, they're separated by state.
• 42:01
  Speaker 8: Nice they drill down to a very local level in
• 42:04
  Speaker 8: terms of how you can get help. Community resources are
• 42:09
  Speaker 8: usually the best resources. ARP has offices in all fifty states,
• 42:14
  Speaker 8: so we're always sort of reachable in that way. But
• 42:17
  Speaker 8: I would say, yeah, like reach out and people can
• 42:20
  Speaker 8: reach out to me, they can reach out to ARP
• 42:23
  Speaker 8: writ large, right, And I think there's always a way
• 42:25
  Speaker 8: to find care, but the easiest way is to start
• 42:29
  Speaker 8: with sort of like our central hub or your central
• 42:32
  Speaker 8: hubs here at Cardinal And I think we're going to
• 42:35
  Speaker 8: continue to keep working with Cardinal Health to figure out
• 42:37
  Speaker 8: the best ways for us to offer this type of
• 42:40
  Speaker 8: information and try to make it as easy as possible
• 42:43
  Speaker 8: for those pharmacies, pharmacists and those individual consumers.
• 42:47
  Speaker 3: Nice Greg, thanks for educating me today and making me
• 42:51
  Speaker 3: and I know a lot of other pharmacists that are
• 42:53
  Speaker 3: out there think differently about the people that walk into
• 42:56
  Speaker 3: our stores, come through our drafters, and give us a
• 43:00
  Speaker 3: sense of perspective and an idea of something we really
• 43:04
  Speaker 3: need to be starting to focus more on.
• 43:06
  Speaker 6: So I really really appreciate that welcome.
• 43:08
  Speaker 8: Thanks for having me.
• 43:09
  Speaker 6: Thanks.
• 43:15
  Speaker 3: So I literally just got paperwork on what this next
• 43:18
  Speaker 3: podcast was, and I was blown away and super excited
• 43:26
  Speaker 3: to have Jenna in here to talk about this with
• 43:28
  Speaker 3: Key Health. Jenna, thank you for being here, and like
• 43:32
  Speaker 3: I said, we're just going to have a candid conversation.
• 43:35
  Speaker 3: I really want you to explain this groundbreaking test that
• 43:41
  Speaker 3: you are doing.
• 43:42
  Speaker 6: So thank you for.
• 43:43
  Speaker 3: Being here at RBC and just just give us a
• 43:45
  Speaker 3: rundown on what you're doing.
• 43:46
  Speaker 7: Wonderful.
• 43:47
  Speaker 9: Well, you know, I always say you got to start
• 43:49
  Speaker 9: at the beginning, right, you know, why testing? Why diagnostic testing?
• 43:54
  Speaker 9: And you know, really the catalyst for that is I
• 43:56
  Speaker 9: use this analogy. If you are going to take your
• 43:58
  Speaker 9: car to a shop and they were going to diagnose
• 44:00
  Speaker 9: what was wrong with your.
• 44:01
  Speaker 7: Car, they'd have to look under the hood.
• 44:03
  Speaker 9: They'd have to actually see what's going on inside. And
• 44:07
  Speaker 9: we so commonly go around and we take products, supplements,
• 44:11
  Speaker 9: do things, make decisions, and we have no idea what's
• 44:15
  Speaker 9: going on in our body.
• 44:16
  Speaker 7: And it's such a problem.
• 44:19
  Speaker 9: And the reason it's a problem is because the way
• 44:21
  Speaker 9: the healthcare system is set up, it's hard to access testing,
• 44:25
  Speaker 9: and it's not affordable, and half of the US population
• 44:28
  Speaker 9: doesn't even have a primary care doctor. They're not getting
• 44:31
  Speaker 9: an annual physical and so it's a huge challenge, and
• 44:36
  Speaker 9: I think it's a huge challenge that in a lot
• 44:38
  Speaker 9: of ways, the only group that can probably solve it
• 44:41
  Speaker 9: is retail pharmacy. And the reason they can solve that
• 44:45
  Speaker 9: problem is because there's a pharmacy, you know, within walking.
• 44:49
  Speaker 7: Distance of most people's homes.
• 44:51
  Speaker 9: It's an area that you go when you travel to
• 44:53
  Speaker 9: on a regular basis, and you know you have multiple
• 44:56
  Speaker 9: interactions in a pharmacy with a pharmacist, and so so
• 45:00
  Speaker 9: what we are really trying to do is take comprehensive,
• 45:03
  Speaker 9: high quality diagnostic testing to consumers in a way that
• 45:08
  Speaker 9: it removes all barriers to access. It's affordable, and it's
• 45:11
  Speaker 9: in a location where they can get it easily. And
• 45:15
  Speaker 9: when I say high quality, what I'm talking about is
• 45:17
  Speaker 9: there's a lot of what's the nicest way of putting it,
• 45:20
  Speaker 9: tests that don't tell you anything meaningful. And you know,
• 45:25
  Speaker 9: the most important things when you think about general.
• 45:28
  Speaker 7: Health are really three key areas. You need to know
• 45:31
  Speaker 7: if you have inflammation, you need to know if you.
• 45:33
  Speaker 9: Are metabolically dysregulated, and you need to know what's going
• 45:36
  Speaker 9: on in your gut. If those three things you have
• 45:39
  Speaker 9: answers to the likelihood is you're not going to get sick.
• 45:42
  Speaker 9: But if I were to ask you right now, you know,
• 45:45
  Speaker 9: do you have inflammation, do you have a healthy gut?
• 45:47
  Speaker 7: Are you metabolically regulated? I'm curious to see what you
• 45:50
  Speaker 7: would say.
• 45:51
  Speaker 6: So here's where I'm going to blow your mind. You're ready, Yes,
• 45:56
  Speaker 6: we just met.
• 45:57
  Speaker 3: You don't know me from Adam and even though I
• 45:59
  Speaker 3: am at them, but in my pharmacy, I have So
• 46:04
  Speaker 3: I'm part owner in three stores, okay, and in one
• 46:06
  Speaker 3: of my stores, I have a functional medicine, holistic health
• 46:09
  Speaker 3: clinic with a nurse practitioner, And this is exactly what
• 46:13
  Speaker 3: we focus on, because you're exactly right. We had I
• 46:18
  Speaker 3: had patients that they had primary care. And our primary
• 46:24
  Speaker 3: care providers back home are fantastic, most are They're in
• 46:28
  Speaker 3: a bad system. We had patients come in that I've
• 46:32
  Speaker 3: watched for years that were just getting fed the same prescriptions,
• 46:37
  Speaker 3: the same supplements, the same ideas, and they still felt
• 46:41
  Speaker 3: like crap and so kind of the buzzword a couple
• 46:45
  Speaker 3: of years ago in pharmacy world was this functional medicine.
• 46:48
  Speaker 3: So I did my research, figured out what that was,
• 46:52
  Speaker 3: and I've been down that entire rabbit hole and actually
• 46:55
  Speaker 3: put a cash clinic inside of my store. That is
• 46:59
  Speaker 3: I think we've been we're over three years now we've
• 47:02
  Speaker 3: had there. And so when I saw this and exactly
• 47:06
  Speaker 3: what you're talking about. Yeah, I know, full of inflammation,
• 47:09
  Speaker 3: the food you eat, the metabolic pathways, doing those deep
• 47:14
  Speaker 3: dive lab tests that most people don't ever get or
• 47:17
  Speaker 3: even know they exist. How do they do that? How
• 47:20
  Speaker 3: do they do that on a cash program? And then
• 47:23
  Speaker 3: also how do pharmacies utilize that for revenue growth and
• 47:29
  Speaker 3: to make their patients healthier.
• 47:30
  Speaker 9: Well, and to capitalize on being the destination for help exactly.
• 47:34
  Speaker 9: And you know, when there's a gap, there's always an opportunity,
• 47:37
  Speaker 9: and you were smart in your approach because you're right.
• 47:40
  Speaker 9: People are walking around and they're getting sicker. Yes, they're
• 47:43
  Speaker 9: less healthy. You know the number of people I run
• 47:46
  Speaker 9: into in their forties and fifties, I'm in my forties
• 47:49
  Speaker 9: and they say, I don't feel good, and they're just
• 47:50
  Speaker 9: they think it's okay. And the fact of the matter
• 47:53
  Speaker 9: is it's not. You shouldn't feel bad, but you're not
• 47:56
  Speaker 9: going to ever feel better if you don't know what's wrong.
• 48:00
  Speaker 7: And so you know, when we kind of looked at this.
• 48:02
  Speaker 7: We started off with our first technology. It's the Diabetes
• 48:05
  Speaker 7: Risk Test. It actually just fun.
• 48:08
  Speaker 6: I was like, this is amazing.
• 48:11
  Speaker 9: It won American Diabetes Association Innovation of the Year. And
• 48:15
  Speaker 9: what's really cool is we have four biomarkers in this test,
• 48:18
  Speaker 9: but sort of the incredible you know, Marquee standout one
• 48:22
  Speaker 9: is it's a liquid biopsy and we can actually measure
• 48:25
  Speaker 9: for the first time the rate at which your beta
• 48:28
  Speaker 9: cells are dying. And the reason that's important is if
• 48:30
  Speaker 9: you look at the scale of diabetes right now, most
• 48:34
  Speaker 9: people are diagnosed with diabetes in stage six, which is
• 48:36
  Speaker 9: an elevated HbA one C. But at the point of diagnosis,
• 48:40
  Speaker 9: more than half of your beta cells are already gone.
• 48:43
  Speaker 9: You're not getting them back, and so we know it's
• 48:47
  Speaker 9: already been proven in studies that not only is it
• 48:49
  Speaker 9: going to be challenging for you to manage that diabetes
• 48:52
  Speaker 9: moving forward, but it's putting you at a higher risk
• 48:54
  Speaker 9: of developing Alzheimer's. So what we're doing is we're saying,
• 48:57
  Speaker 9: rather than waiting until stage six, being at stage two,
• 49:01
  Speaker 9: let's intervene when your beta cells start to die at
• 49:03
  Speaker 9: a more rapid rate than they should.
• 49:05
  Speaker 6: Be and you can do something about it.
• 49:06
  Speaker 9: And you can do something about it before you've done
• 49:08
  Speaker 9: any damage. And so our test is the first to
• 49:11
  Speaker 9: look at the rate at which your beta cells are dying.
• 49:13
  Speaker 9: We combine that with traditional biomarkers so cepeptide, insulin, HbA,
• 49:17
  Speaker 9: and C to give you a comprehensive look at your
• 49:20
  Speaker 9: risk of developing and current status of developing diabetes. And
• 49:24
  Speaker 9: you can do it all by walking into a pharmacy.
• 49:27
  Speaker 9: You don't need a doctor's prescription. You don't need to
• 49:29
  Speaker 9: have any of these hurdles. Now, mind you, if you
• 49:32
  Speaker 9: have a result, we want you to make sure you're
• 49:34
  Speaker 9: under the guise of some medical professional to optimize your health.
• 49:38
  Speaker 9: But you should know we should own our data. As
• 49:40
  Speaker 9: a consumer, I should be able to know what's going
• 49:42
  Speaker 9: on in my body. I should not be restricted to
• 49:45
  Speaker 9: accessing that information. But really quickly we realized, okay, well,
• 49:49
  Speaker 9: metabolic health is one component, but if I'm really going
• 49:52
  Speaker 9: to service the population with what they need to be healthy,
• 49:55
  Speaker 9: I've got to add in some more stuff. And so
• 49:58
  Speaker 9: we have to incredible gut health tests and gut health
• 50:03
  Speaker 9: I have a personal story. This is the whole reason
• 50:05
  Speaker 9: we have gut health. I have three kids, they're my world,
• 50:09
  Speaker 9: three daughters, and they're amazing, and obviously I'm obsessed with
• 50:12
  Speaker 9: health care. So my youngest got eczema all over her
• 50:16
  Speaker 9: whole body, and she was eighteen months old, and you know,
• 50:19
  Speaker 9: I took her to theologists and the dermatologists and you know,
• 50:22
  Speaker 9: the pediatrician and they're all like, exema steroid and I said, well,
• 50:26
  Speaker 9: that's nice, but I'm not putting my eighteen month old.
• 50:28
  Speaker 9: I'm a steroid for long term use. So I'm not
• 50:30
  Speaker 9: done digging. And I found a really great integrative pediatrician.
• 50:34
  Speaker 9: They're hard to find, and we did a comprehensive gut
• 50:37
  Speaker 9: test and she had a parasite and it had wreaked
• 50:41
  Speaker 9: havoc on her gut.
• 50:42
  Speaker 7: And essentially she was eating things like.
• 50:44
  Speaker 9: Eggs, seafood, shellfish, and she was having a really bad
• 50:48
  Speaker 9: inflammatory reaction to almost everything. We treated the parasite, worked
• 50:53
  Speaker 9: on a gut healing regiment which includes berberine and some
• 50:56
  Speaker 9: other amazing products.
• 50:58
  Speaker 7: So do I.
• 50:58
  Speaker 9: I'm obsessed with burberine. And within literally three weeks the
• 51:02
  Speaker 9: XMO was gone and she hasn't had Eximus since.
• 51:05
  Speaker 3: So your story I hear in our clinic all the time.
• 51:10
  Speaker 8: Gluten.
• 51:11
  Speaker 3: You know, let's let's stop milk for a little while.
• 51:15
  Speaker 3: Let's let's put you on a good regiment of probodic
• 51:18
  Speaker 3: a probodic. Let's see what And these kids, adults are
• 51:22
  Speaker 3: coming out for just gut health. I mean things that
• 51:26
  Speaker 3: I've been treating for years, like you said, with steroids
• 51:29
  Speaker 3: and arthritis type medicine.
• 51:31
  Speaker 7: Well, and you're doing long term damage. That's why people
• 51:34
  Speaker 7: don't realize.
• 51:34
  Speaker 9: If you have a child that has a parasite and
• 51:37
  Speaker 9: has long term gut dyspiosis, the risk of developing an
• 51:40
  Speaker 9: autoimmune condition is incredibly high. You might have an auto
• 51:43
  Speaker 9: mune condition by the time they're fifteen.
• 51:45
  Speaker 3: And that is all inflammation. And it is that inflammation.
• 51:50
  Speaker 3: It's it goes, it's slow, it's slow, it's slow, then boom,
• 51:54
  Speaker 3: it ramps up, and you reach a point where now
• 51:56
  Speaker 3: you've got two or three autoimmune diseases.
• 51:58
  Speaker 8: You can't go back.
• 51:59
  Speaker 9: No, You've done so much long term damage that if
• 52:01
  Speaker 9: you would have just tested regularly, you would have identified
• 52:04
  Speaker 9: it earlier, been able to intervene, and had a really
• 52:07
  Speaker 9: great high quality of life. So when this happened to
• 52:10
  Speaker 9: my daughter and we used Genova, which is Genova's the
• 52:13
  Speaker 9: best gut health company in the world.
• 52:15
  Speaker 7: They've been around for thirty five years.
• 52:17
  Speaker 9: They know their stuff. I reached out to the CEO
• 52:20
  Speaker 9: there because he used his test, and I said, you know,
• 52:23
  Speaker 9: you changed my life. You basically identified something that could
• 52:26
  Speaker 9: have been a huge challenge for my daughter for the
• 52:27
  Speaker 9: rest of her life. But nobody would ever nobody would
• 52:30
  Speaker 9: have ever known. And I said, but hey, the issue
• 52:32
  Speaker 9: I see here is I had to go to eight
• 52:34
  Speaker 9: doctors to get your test.
• 52:37
  Speaker 7: It was really challenging.
• 52:38
  Speaker 9: And I have means ability, I'm in a high growth market.
• 52:42
  Speaker 7: What about the people who don't? Why is it so hard?
• 52:46
  Speaker 9: And so we actually broke her to deal where we
• 52:49
  Speaker 9: took their technology and we have exclusive rights to bring
• 52:52
  Speaker 9: it to the consumer market. And so our tests are
• 52:55
  Speaker 9: the highest quality, most comprehensive gut tests on the market
• 52:58
  Speaker 9: direct to consumer. Need a prescription, You can walk into
• 53:02
  Speaker 9: your pharmacy, you can pick it up off the shelf,
• 53:03
  Speaker 9: You go home, you collect your stool sample, you mail
• 53:06
  Speaker 9: it in and you get results in two weeks. And
• 53:09
  Speaker 9: we test for all known parasites, all known bacteria, gut
• 53:12
  Speaker 9: line and got a, spiosis, got inflammation, so you finally
• 53:16
  Speaker 9: get to know what the ecosystem of your gut.
• 53:18
  Speaker 10: And I've done a at home poo poo test and
• 53:24
  Speaker 10: then a comprehensive dive, and it's amazing what you find
• 53:28
  Speaker 10: out you have in your whole entire body through your stool.
• 53:32
  Speaker 7: Oh, it's incredible.
• 53:33
  Speaker 9: And when you read the implications and the symptoms associated
• 53:36
  Speaker 9: to what they find, you're like, aha, huh.
• 53:40
  Speaker 3: I mean, we can keep going down the rabbit hole
• 53:42
  Speaker 3: of all this because we're geeking out right now and
• 53:45
  Speaker 3: I love it. But one of the things I wanted
• 53:49
  Speaker 3: that you kind of hit on was what we had
• 53:52
  Speaker 3: at our clinic was labs. Every lab we talked to, well,
• 53:57
  Speaker 3: what about insurance. You know, it's insurance insurance. Who's right
• 54:00
  Speaker 3: in the order, who's doing this? And it was like,
• 54:02
  Speaker 3: we're cash we're cash only. We want to Yeah, we're
• 54:06
  Speaker 3: charging what it costs somebody their copay and maybe deductible
• 54:09
  Speaker 3: to come see us. I want to cash test.
• 54:12
  Speaker 7: Yeah.
• 54:13
  Speaker 3: Well it was like pulling teeth to find somebody to
• 54:15
  Speaker 3: do a cash test on certain things. So what we
• 54:17
  Speaker 3: ended up doing is we partner with our local healthcare
• 54:20
  Speaker 3: provider and we just send people down that normally have
• 54:22
  Speaker 3: insurance and they know what test to take because we're
• 54:24
  Speaker 3: asking for some really wonky tests and now they know.
• 54:28
  Speaker 3: But I still have patients that come in that need
• 54:30
  Speaker 3: these more advanced tests and it's kind of like everybody
• 54:37
  Speaker 3: looks and it's like, okay, it's two hundred dollars, it's
• 54:39
  Speaker 3: three hundred dollars.
• 54:39
  Speaker 6: Oh man, that's an expensive test.
• 54:41
  Speaker 3: Well, because your mindset is from early two thousands when
• 54:44
  Speaker 3: you had amazing.
• 54:45
  Speaker 7: Insurance, Yeah, well you don't it.
• 54:46
  Speaker 3: Now you're going to go and you think it's going
• 54:48
  Speaker 3: to be free and it's not. And so I'm super
• 54:52
  Speaker 3: eager to hear more about your testing model and how
• 54:56
  Speaker 3: you guys are getting that out to the patients in
• 54:58
  Speaker 3: the pharmacy realm.
• 55:00
  Speaker 9: It's such a good question, and you know, before I
• 55:02
  Speaker 9: answer that, I will speak to the insurance component because
• 55:04
  Speaker 9: we get asked that all the time. You know, are
• 55:06
  Speaker 9: you going to seek reimbursement? And the answer is no,
• 55:09
  Speaker 9: And that's intentional. That's strategic because as soon as I
• 55:12
  Speaker 9: seek reimbursement, I'm creating a barrier to access. And the
• 55:16
  Speaker 9: whole idea here is easy access for everyone.
• 55:20
  Speaker 6: What nobody is saying is I'm over here shaking my
• 55:21
  Speaker 6: head like, yeah.
• 55:23
  Speaker 7: Why are we making it harder.
• 55:24
  Speaker 9: So all of our tests range to the consumer from
• 55:26
  Speaker 9: one sixty nine to two twenty nine, so they're in
• 55:29
  Speaker 9: a price point that is relatively affordable for where the
• 55:31
  Speaker 9: market is right now. They're also all hsa FSA eligibles.
• 55:35
  Speaker 9: You can use those dollars to buy the tests. But
• 55:38
  Speaker 9: the point I make is if you went into let's
• 55:39
  Speaker 9: just say you were using insurance and I think I
• 55:41
  Speaker 9: have pretty good insurance.
• 55:42
  Speaker 7: You need healthcare for.
• 55:44
  Speaker 9: What it's worth anybody, Yeah, because anybody have.
• 55:47
  Speaker 7: Really good insurance.
• 55:47
  Speaker 9: But you know, when you go and get local blood work.
• 55:50
  Speaker 9: First of all, you're going to your doctor. You're paying
• 55:51
  Speaker 9: your cope could be round fifty dollars. Who knows what
• 55:54
  Speaker 9: type of insurance you have to see that doctor to
• 55:56
  Speaker 9: get that script to go and get that blood work done.
• 55:59
  Speaker 7: Then you're paying a deduct or a cope at lab
• 56:01
  Speaker 7: COREP or quest.
• 56:03
  Speaker 9: Before you know it, you could actually have already spent
• 56:04
  Speaker 9: one hundred hundred and twenty five dollars easy, and or
• 56:07
  Speaker 9: you could walk into your pharmacy for one hundred and
• 56:09
  Speaker 9: sixty nine dollars and get the same thing without any
• 56:12
  Speaker 9: of the headache, go home, take the tests, get the results,
• 56:15
  Speaker 9: and then choose to make.
• 56:16
  Speaker 7: A decision that's best for you.
• 56:18
  Speaker 9: So we're new, we're new to the market, but there's
• 56:21
  Speaker 9: a paradigm shift happening in pharmacy.
• 56:23
  Speaker 7: You were ahead of it.
• 56:24
  Speaker 6: I'm seeing it.
• 56:25
  Speaker 7: You were ahead of the curve.
• 56:26
  Speaker 9: And there are a few that are ahead of the curve,
• 56:29
  Speaker 9: but you're seeing more and more going that right where
• 56:31
  Speaker 9: they're saying, you know what, we're not going to survive
• 56:33
  Speaker 9: on filling scripts alone, and frankly, there's so much more
• 56:37
  Speaker 9: the pharmacy could be doing.
• 56:39
  Speaker 3: Are we practicing as pharmacists at the top of our
• 56:42
  Speaker 3: license And not to cut you off there, but as
• 56:45
  Speaker 3: a pharmacist, that's where I see a lot of my
• 56:48
  Speaker 3: pharmacy friends and people that I mentor or people that
• 56:50
  Speaker 3: I consult with that they're just burn out because they're
• 56:55
  Speaker 3: having to fill so many scripts and just check scripts
• 56:59
  Speaker 3: to make ends meet, and all they want to do
• 57:02
  Speaker 3: is do these things that we were trained to do.
• 57:06
  Speaker 3: Not saying they're not doing good work, but they know
• 57:08
  Speaker 3: there's so much more and they don't know how to
• 57:10
  Speaker 3: do it. So I'm I'm really happy that you're opening
• 57:14
  Speaker 3: up that are you know, getting rid of that barrier?
• 57:17
  Speaker 7: Well?
• 57:18
  Speaker 9: And also why is your destiny predetermined by a.
• 57:23
  Speaker 7: Third party exactly?
• 57:24
  Speaker 9: You know, like at some point as a business owner,
• 57:27
  Speaker 9: as somebody who's leading the charge on a company, I
• 57:30
  Speaker 9: don't want a third party to tell me how much
• 57:32
  Speaker 9: money I can make.
• 57:33
  Speaker 3: You know what's crazy is and not to switch from
• 57:37
  Speaker 3: your testing. But my clinic, it was easier and almost
• 57:42
  Speaker 3: zero red tape for me to be a cash clinic.
• 57:46
  Speaker 3: If I did anything with an insurance it was thousands
• 57:51
  Speaker 3: of dollars of lawyer's fees and contracts and and I'm like,
• 57:54
  Speaker 3: so if I just do cash, I don't have to
• 57:56
  Speaker 3: do any of that, and They're like, no, it was.
• 57:58
  Speaker 6: It was mind blowing.
• 58:00
  Speaker 3: And when I explain that to my patients, like I
• 58:03
  Speaker 3: don't take insurance because I want them to not be
• 58:06
  Speaker 3: able to tell me how to treat you, they just
• 58:09
  Speaker 3: look at me like what, oh my gosh, I never
• 58:11
  Speaker 3: thought about it that way.
• 58:12
  Speaker 9: Well, and the sad thing is, when you think about it,
• 58:14
  Speaker 9: you go to your primary care and it's not their fault.
• 58:16
  Speaker 9: There are amazing doctors out there, but when they're told
• 58:19
  Speaker 9: you cannot spend more than eight minutes from walking into,
• 58:22
  Speaker 9: walking from walking out, and that includes paperwork, input into
• 58:26
  Speaker 9: the computer, basic overviews. How are you ever going to
• 58:30
  Speaker 9: get to the point of determining what they actually need,
• 58:33
  Speaker 9: which is why you see so many primary care moving
• 58:35
  Speaker 9: to direct primary care or moving to a cash pay
• 58:37
  Speaker 9: model because they want to meet their patients where they
• 58:40
  Speaker 9: are and what they need. They want more than eight minutes,
• 58:43
  Speaker 9: and you need more than eight minutes.
• 58:45
  Speaker 3: We do an hour. One hour is how we and
• 58:49
  Speaker 3: our whole model is we charge for time.
• 58:51
  Speaker 8: That's it.
• 58:52
  Speaker 3: Everything else is included. But back to your gas products.
• 58:56
  Speaker 3: So we have this amazing diabetes test that's groundbreaking.
• 59:01
  Speaker 8: We have gut health.
• 59:03
  Speaker 6: Did you mention there were some other ones?
• 59:04
  Speaker 7: There are, so.
• 59:05
  Speaker 9: We have two other ones and then one coming out
• 59:06
  Speaker 9: at the end of the year. So we have an
• 59:08
  Speaker 9: optimal health test. And really what the optimal health test
• 59:11
  Speaker 9: is is it's your annual physical.
• 59:12
  Speaker 7: In a box.
• 59:13
  Speaker 9: So what we wanted to do was get a test
• 59:15
  Speaker 9: that had the eight most important biomarkers to get a
• 59:18
  Speaker 9: baseline on your health. So we're covering inflammation, cholesterol, lipids,
• 59:22
  Speaker 9: metabolic health, heart health.
• 59:24
  Speaker 7: So you're basic one.
• 59:25
  Speaker 9: So if you're never going to a doctor and you
• 59:27
  Speaker 9: don't have the means or access or desire, you can
• 59:29
  Speaker 9: at least do a basic health check. It's one sixty nine.
• 59:32
  Speaker 9: It's easy, draw at home, go ahead and send it in.
• 59:36
  Speaker 9: The other test we have is our sleep and stress test,
• 59:38
  Speaker 9: and the goal there is your basic hormone entry point.
• 59:42
  Speaker 9: So it's going to look at cortisol, DHA and the ratio.
• 59:46
  Speaker 7: So it's going to tell you how.
• 59:48
  Speaker 9: Are you functioning, how are you managing, what are you producing?
• 59:50
  Speaker 9: Because what many people don't realize is how you manage
• 59:53
  Speaker 9: cortisol and DHA impact so many other things from energy
• 59:57
  Speaker 9: to general hormone function and the last and we're working
• 1:00:00
  Speaker 9: on right now we hope to come out with by
• 1:00:01
  Speaker 9: the end of the year. We'll be focused on longevity
• 1:00:03
  Speaker 9: nice and so the idea being we want to cover
• 1:00:07
  Speaker 9: the gamut of metabolic health, gut health, inflammation and make
• 1:00:10
  Speaker 9: it easy.
• 1:00:11
  Speaker 7: And all of our tests.
• 1:00:12
  Speaker 9: Which is kind of cool to the pharmacy model that
• 1:00:14
  Speaker 9: you speak of, are you should take them every six
• 1:00:16
  Speaker 9: to twelve months. This is not a one time test.
• 1:00:19
  Speaker 9: This is not a I come in, I buy it
• 1:00:21
  Speaker 9: one time, I never come back. The goal is we're
• 1:00:23
  Speaker 9: creating a model where you have consumers coming in, they're
• 1:00:26
  Speaker 9: testing once or twice a year, and then you're helping
• 1:00:29
  Speaker 9: them as the pharmacists optimize their regiment based upon those
• 1:00:33
  Speaker 9: results of the test. So at the end of the day, Okay,
• 1:00:36
  Speaker 9: I come in, I noticed that my gut health could
• 1:00:38
  Speaker 9: get better, or my sugar numbers could improve, but they're
• 1:00:40
  Speaker 9: not the point where I need a prescription. But maybe
• 1:00:42
  Speaker 9: burberine is a great entry point. So now they're coming in,
• 1:00:45
  Speaker 9: they're taking burberine that they bought from you, and then
• 1:00:48
  Speaker 9: they're retesting in six months and seeing if they had
• 1:00:50
  Speaker 9: an impact or if you maybe need to intervene a
• 1:00:52
  Speaker 9: little further. Maybe if you're you know, your numbers are
• 1:00:54
  Speaker 9: not going in the right direction, you.
• 1:00:55
  Speaker 3: Get That's where I was going to go that like,
• 1:00:58
  Speaker 3: this is a fantastic stick starting in midpoint, I see,
• 1:01:03
  Speaker 3: like consistently checking so that you see exactly, Hey this
• 1:01:06
  Speaker 3: is going on. What's the next step?
• 1:01:08
  Speaker 6: Is there a next step?
• 1:01:09
  Speaker 3: Hey we noticed with this one, this one changed. Hey,
• 1:01:12
  Speaker 3: Key Health has this fantastic test. We did it.
• 1:01:14
  Speaker 6: It showed this. Now let's go find this other thing that.
• 1:01:17
  Speaker 3: They don't really have yet, but we know, but it's
• 1:01:19
  Speaker 3: leading us to where we need to go. That is
• 1:01:22
  Speaker 3: where I see the problem is a lot of the
• 1:01:23
  Speaker 3: times is we just get these numbers. What does it
• 1:01:26
  Speaker 3: mean here on a statin ope you're on a blood
• 1:01:28
  Speaker 3: pressure man.
• 1:01:29
  Speaker 9: And I think the other thing is you look at
• 1:01:31
  Speaker 9: it and you're like, okay, I'm recommending a probiotic. Well,
• 1:01:33
  Speaker 9: most consumers are eventually going to say is it working?
• 1:01:36
  Speaker 9: You know, oftentimes you're not going to feel the difference
• 1:01:38
  Speaker 9: of a probiotic, but the numbers are going to prove.
• 1:01:41
  Speaker 3: So that's how I did the gut health and I
• 1:01:45
  Speaker 3: was really low on acromancia, and so I did probotic
• 1:01:48
  Speaker 3: acromancia next time I did it. Those numbers are great. Okay,
• 1:01:52
  Speaker 3: let's we don't have to take it as much. Now,
• 1:01:54
  Speaker 3: let's go off of it. Let's right, let's check it
• 1:01:56
  Speaker 3: in later. Let's see what's going on. Oh, your inflammatory
• 1:01:58
  Speaker 3: markers are better. So it's just a piece of the
• 1:02:01
  Speaker 3: puzzle of healthcare. But you guys are given access to
• 1:02:05
  Speaker 3: that in a pharmacy setting. There's some revenue attiede to that,
• 1:02:10
  Speaker 3: there's patient access tied to that, and there's something new
• 1:02:14
  Speaker 3: that we have access now through Key Health that nobody
• 1:02:18
  Speaker 3: else has and that's this diabetic test, which is still
• 1:02:21
  Speaker 3: mind blowing to me.
• 1:02:22
  Speaker 9: But yeah, now I think you hit every nail on
• 1:02:26
  Speaker 9: the head there, and it's rewarding for a patient to
• 1:02:29
  Speaker 9: see that they're doing better. I mean everybody, I guess
• 1:02:32
  Speaker 9: I'm your stereotypical. I love to be gamified. I'm like,
• 1:02:35
  Speaker 9: everything is a competition. But you know, I ran into
• 1:02:38
  Speaker 9: the same things. I'm a very healthy person, and so
• 1:02:40
  Speaker 9: that's why I always say, you know, you hear people go,
• 1:02:42
  Speaker 9: I don't need a diabetes risk us, I'm super healthy.
• 1:02:44
  Speaker 7: Well, I'm a very healthy person. I have no family history.
• 1:02:48
  Speaker 9: Of diabetes, but my blood sugar numbers re elevated and
• 1:02:51
  Speaker 9: I just don't process sugar effectively. I don't need dessert.
• 1:02:55
  Speaker 9: I'm a pescatarian. I'm about as healthy from a diet
• 1:02:57
  Speaker 9: perspective as you can come by. I started taking burberine
• 1:03:02
  Speaker 9: and I just had my HbA and C it's four
• 1:03:05
  Speaker 9: and so I tell people, I'm like, I would never
• 1:03:07
  Speaker 9: have known that I even needed burberine if I hadn't
• 1:03:11
  Speaker 9: taken a test. And that's the thing is, you may
• 1:03:13
  Speaker 9: not know that if you have a high level of
• 1:03:15
  Speaker 9: bad bacteria and you're taking a probiotic you need to
• 1:03:18
  Speaker 9: take treat the bacteria before you take the probiotic. How
• 1:03:20
  Speaker 9: are you going to know that? And so it's it's
• 1:03:23
  Speaker 9: all about empowering your patients with information and knowledge and
• 1:03:27
  Speaker 9: being the center of that.
• 1:03:29
  Speaker 6: And that's what pharmacists are. We are.
• 1:03:32
  Speaker 3: We were that, you know, for lack of a better
• 1:03:35
  Speaker 3: way of looking at it.
• 1:03:36
  Speaker 8: We're free.
• 1:03:37
  Speaker 3: Usually there are some pharmacies that are doing some cash
• 1:03:40
  Speaker 3: pay advanced consultation, which could include this piece.
• 1:03:44
  Speaker 6: So it's just another layer.
• 1:03:45
  Speaker 3: It's something I feel like a podcast that I've done
• 1:03:48
  Speaker 3: here this year, every one of them when it comes
• 1:03:51
  Speaker 3: to a clinical standpoint, and yours included is just this new,
• 1:03:55
  Speaker 3: almost kind of groundbreaking super I wouldn't say super, an
• 1:04:00
  Speaker 3: easy way to incorporate new clinical strategies inside your pharmacy
• 1:04:05
  Speaker 3: for revenue and patient outcomes.
• 1:04:07
  Speaker 6: And it sounds like you guys are hitting the nail
• 1:04:10
  Speaker 6: on the head.
• 1:04:10
  Speaker 7: We are, and you make it low risk.
• 1:04:12
  Speaker 9: I tell people, I like, not everybody is ready to
• 1:04:14
  Speaker 9: jump right in, like you did? You know?
• 1:04:16
  Speaker 7: There's that hesitation.
• 1:04:17
  Speaker 3: I'm the weird dude. No, everybody knows Adams the weird guy.
• 1:04:20
  Speaker 6: Let's just go for it.
• 1:04:21
  Speaker 7: It's good.
• 1:04:22
  Speaker 9: So I tell people, I'm like, you can walk before
• 1:04:23
  Speaker 9: you run. I'm like, if you're not sure how it's
• 1:04:25
  Speaker 9: going to sell, buy one or two. Start to dabble there.
• 1:04:28
  Speaker 9: But you also have to realize things don't sell themselves
• 1:04:31
  Speaker 9: when there are new products.
• 1:04:31
  Speaker 3: You have to do.
• 1:04:32
  Speaker 6: That's a whole another piece.
• 1:04:33
  Speaker 9: You have to be prepared to position yourself as a
• 1:04:37
  Speaker 9: clinical diagnostic setting.
• 1:04:39
  Speaker 7: So people start to see, oh, there's more opportunities.
• 1:04:42
  Speaker 3: Offer some kind of training, and we do so.
• 1:04:44
  Speaker 9: We offer education, we offer marketing resources. We really want
• 1:04:47
  Speaker 9: to be a part of that process. We also offer
• 1:04:50
  Speaker 9: a lot of guarantees because we're here to win with you.
• 1:04:53
  Speaker 9: So I tell people, I'm like, there's always that risk
• 1:04:55
  Speaker 9: of well, what if it expires. First of all, my
• 1:04:58
  Speaker 9: goal is that you never have to worry about that.
• 1:04:59
  Speaker 9: There are selling fast enough, But if it does, we'll
• 1:05:01
  Speaker 9: replace it for free. What if it walks off the
• 1:05:04
  Speaker 9: shelf because it's an expensive product, We'll replace it for free.
• 1:05:07
  Speaker 9: We really want to be there with that pharmacist, that
• 1:05:10
  Speaker 9: business owner as they take that leap into building, you know,
• 1:05:14
  Speaker 9: another side of their business.
• 1:05:15
  Speaker 7: Because we know the demand is there.
• 1:05:18
  Speaker 9: It's just a matter of who's going to capitalize on it,
• 1:05:20
  Speaker 9: and independent pharmacies are ripe to capitalize on that because
• 1:05:23
  Speaker 9: they have a relationship. You know, patients go in and
• 1:05:26
  Speaker 9: they know their pharmacists. They go there because they know
• 1:05:28
  Speaker 9: their pharmacists, so there's an innate trust that I think
• 1:05:32
  Speaker 9: makes that leap a lot easier.
• 1:05:34
  Speaker 3: You know, Point of care testing is something that pharmacy
• 1:05:38
  Speaker 3: world has been dabbling in for a while now. I
• 1:05:40
  Speaker 3: know these are ones that patients can take home and
• 1:05:42
  Speaker 3: do themselves, but there's also the option to help the patient,
• 1:05:46
  Speaker 3: you know, to show them, to.
• 1:05:47
  Speaker 6: Teach them, they come back in, read the results and
• 1:05:50
  Speaker 6: so forth.
• 1:05:51
  Speaker 3: So I know that a lot of these testing companies
• 1:05:54
  Speaker 3: and there's not a whole lot of you guys out
• 1:05:55
  Speaker 3: there that are doing more at home kind of testing.
• 1:05:59
  Speaker 3: So I'm excited to hear about yours. How you're really
• 1:06:02
  Speaker 3: focusing in on the pharmacies and really focusing in on
• 1:06:05
  Speaker 3: training and getting the patients you know, routinely doing these
• 1:06:09
  Speaker 3: so we're we're not being reactive, We're being proactive, and
• 1:06:14
  Speaker 3: a lot of testing that we do is reactive.
• 1:06:17
  Speaker 10: Right.
• 1:06:17
  Speaker 3: It just gives you a number, Oh you're diabetic, right,
• 1:06:20
  Speaker 3: and there you go, So super exciting stuff that you're doing.
• 1:06:24
  Speaker 3: So one of the things I love to do in
• 1:06:26
  Speaker 3: the podcast is kind of put you on the spot
• 1:06:29
  Speaker 3: and let you ask me questions as a pharmacy owner
• 1:06:32
  Speaker 3: and as a clinic owner and just all around weird
• 1:06:36
  Speaker 3: pharmacy guy that just does weird stuff. So not to
• 1:06:40
  Speaker 3: put you on the spot. Was there anything like you're hey,
• 1:06:43
  Speaker 3: you know you own a store? Tell me about that? Now?
• 1:06:45
  Speaker 7: I actually love that.
• 1:06:47
  Speaker 9: So the first question I would have for you is like,
• 1:06:49
  Speaker 9: where do you see your pharmacy two three years from now?
• 1:06:53
  Speaker 7: How do you see it evolving?
• 1:06:54
  Speaker 3: So me personally, I've been very It was unfortunate in
• 1:07:00
  Speaker 3: the beginning of the year.
• 1:07:01
  Speaker 6: We had some.
• 1:07:03
  Speaker 3: Employee employees that left and it was just really stressful
• 1:07:08
  Speaker 3: for me as an owner, as a pharmacist. And now
• 1:07:12
  Speaker 3: everything happens for a reason. I think you're sitting here
• 1:07:13
  Speaker 3: at this table for a reason. We were supposed to meet, right,
• 1:07:16
  Speaker 3: and the pharmacy it shifted. I hired a new pharmacist
• 1:07:20
  Speaker 3: to just graduated. She's super nerdy and I love it
• 1:07:25
  Speaker 3: and she's amazing. I have a fantastic pharmacist that's still
• 1:07:28
  Speaker 3: there that just is my sidekick. He is all about
• 1:07:31
  Speaker 3: anything I want to try, He'll support me and my staff.
• 1:07:35
  Speaker 3: I've trained them very well. So where I was going
• 1:07:37
  Speaker 3: with that is in my store, we're really trying to
• 1:07:41
  Speaker 3: focus in on alternative revenue streams, really kind of center
• 1:07:47
  Speaker 3: more around the clinical aspect, right, So I'm very fortunate
• 1:07:51
  Speaker 3: that I'm in Kentucky where we can do We have
• 1:07:55
  Speaker 3: protocols so we can do flu and strip testing inside
• 1:07:57
  Speaker 3: my pharmacy and dispense medication.
• 1:08:00
  Speaker 6: So we've been hitting that pretty hard.
• 1:08:02
  Speaker 3: More advanced consultations, cash pay consultations. Hey, I can go
• 1:08:06
  Speaker 3: over your medicine with you, but then if you really
• 1:08:08
  Speaker 3: want me to do a deep dive supplement recommendation, testing recommendation,
• 1:08:14
  Speaker 3: then we're going to charge for that, right, Really seeing
• 1:08:16
  Speaker 3: what our value is and understanding our value as pharmacist
• 1:08:21
  Speaker 3: and then not being scared to ask people to pay
• 1:08:25
  Speaker 3: for that, which a lot of pharmacists are. That's just
• 1:08:27
  Speaker 3: how we were trained, right, So going more towards this
• 1:08:31
  Speaker 3: clinical aspect. We have the clinic in there, but yeah,
• 1:08:35
  Speaker 3: just being that, what's the next thing, let's try that
• 1:08:40
  Speaker 3: and so forth. Another thing which is totally.
• 1:08:42
  Speaker 6: Different is we're.
• 1:08:45
  Speaker 3: Working on one of our pharmacists is actually licensed now
• 1:08:50
  Speaker 3: as an insurance agent, So we're going to help patients
• 1:08:53
  Speaker 3: find the right insurance plan through a pharmacy. So that's
• 1:08:58
  Speaker 3: pharmacy insurance, which is a whole. Another topic is usually
• 1:09:02
  Speaker 3: kind of the one that's left behind and patients don't
• 1:09:04
  Speaker 3: realize what they're getting or what it's going to cost them,
• 1:09:06
  Speaker 3: or they can't come to my store anymore. So we're gonna,
• 1:09:10
  Speaker 3: you know, try to help them figure that role out
• 1:09:13
  Speaker 3: as well. So a lot of things in my mind
• 1:09:15
  Speaker 3: is going off right now. But the good thing is
• 1:09:18
  Speaker 3: I'm in a position now in my store, and I've
• 1:09:22
  Speaker 3: had podcasts earlier today where people that might not be
• 1:09:24
  Speaker 3: in that position they could if you listen to those,
• 1:09:27
  Speaker 3: there's some things they can do to help. But yeah,
• 1:09:29
  Speaker 3: more of like a clinical space, more of a cash
• 1:09:31
  Speaker 3: pay space, compounding, So trying to really do it all.
• 1:09:36
  Speaker 9: And kind of along those lines, because I think it's
• 1:09:38
  Speaker 9: a hot topic, and it's when we explore often do
• 1:09:40
  Speaker 9: you or how do you see integrating AI into how
• 1:09:44
  Speaker 9: you practice?
• 1:09:45
  Speaker 3: I love AI and maybe I shouldn't. I did actually
• 1:09:48
  Speaker 3: take a AI class A great friend of mine, Chris
• 1:09:53
  Speaker 3: Cornils and help me find it and it wasn't cheap,
• 1:09:58
  Speaker 3: but it was a month long class and I learned
• 1:10:02
  Speaker 3: how to use that from an operational standpoint, and I'm
• 1:10:05
  Speaker 3: blowing that up right, So SOPs and sitting here on
• 1:10:10
  Speaker 3: this podcast and questions I need to do and all
• 1:10:12
  Speaker 3: that kind of stuff now from the AI. From the
• 1:10:15
  Speaker 3: pharmacy side, I've got some friends that are exploring AI
• 1:10:19
  Speaker 3: possibilities to help them input prescriptions and help them check
• 1:10:23
  Speaker 3: prescriptions and do technician duties.
• 1:10:26
  Speaker 8: Right.
• 1:10:27
  Speaker 3: And then we're also looking in the clinic space. There
• 1:10:29
  Speaker 3: are some platforms out there, none of them that are
• 1:10:32
  Speaker 3: just like really just blowing up in my face right
• 1:10:35
  Speaker 3: now that I'm wanting. But integrating AI to where we
• 1:10:38
  Speaker 3: can put in labs notes, soap notes and really kick
• 1:10:43
  Speaker 3: back a great recommendation for our nurse practitioners to look
• 1:10:48
  Speaker 3: at use to come up with a game plan for
• 1:10:51
  Speaker 3: the patient that deep dives into the things that we're
• 1:10:54
  Speaker 3: interested in, functional health, holistic health. You know, I have
• 1:10:56
  Speaker 3: patients that come to me because they know we're not
• 1:10:59
  Speaker 3: going to write them a prescription. They want to eat
• 1:11:03
  Speaker 3: a maple tree bark somewhere and hope that it's you know,
• 1:11:05
  Speaker 3: whatever it is, and we're open to that. We want
• 1:11:08
  Speaker 3: to meet them where their healthcare goals are, but then
• 1:11:11
  Speaker 3: offer them a solution to that as well. And so
• 1:11:14
  Speaker 3: I see AI really helping in that space, okay, And
• 1:11:18
  Speaker 3: I hope it happens sooner than later, and I'd like
• 1:11:20
  Speaker 3: to be on board with that, but I definitely know
• 1:11:23
  Speaker 3: it's getting there. I've heard some rumblings of it, Yeah,
• 1:11:26
  Speaker 3: as pretty wild.
• 1:11:27
  Speaker 9: Because I was going to say, are you seeing or
• 1:11:29
  Speaker 9: do you think you will see AI used as an
• 1:11:32
  Speaker 9: interaction tool with consumers within the pharmacy and and you know,
• 1:11:36
  Speaker 9: walk with me here, but you see consumers coming in,
• 1:11:39
  Speaker 9: many of them are waiting or perusing, and there's the
• 1:11:41
  Speaker 9: opportunity to optimize that time, to direct that to direct
• 1:11:45
  Speaker 9: a sale that's personalized, and you know, I think AI
• 1:11:49
  Speaker 9: enables that like you could never have been enabled before.
• 1:11:52
  Speaker 7: So you can take.
• 1:11:52
  Speaker 9: Inputs at actually knowing what's on your store shelves, direct
• 1:11:56
  Speaker 9: them to products, services testing that would be optimized their
• 1:12:00
  Speaker 9: health needs and their health goals.
• 1:12:02
  Speaker 7: And I'm curious kind of if you.
• 1:12:03
  Speaker 9: See that being adopted into how pharmacies function.
• 1:12:07
  Speaker 3: I think he would be adopted into the pharmacies of
• 1:12:09
  Speaker 3: the people that are willing to take a chance.
• 1:12:12
  Speaker 8: Yeah, he scares people.
• 1:12:13
  Speaker 3: Right, there's a lot of pharmacists too that are really
• 1:12:16
  Speaker 3: scared for any change. Those are the ones I'm usually consulting.
• 1:12:20
  Speaker 3: There's you know, the number one podcast in the country.
• 1:12:23
  Speaker 3: I listen to it quite a bit, and he always
• 1:12:25
  Speaker 3: has a guy in there that's from Texas and he
• 1:12:27
  Speaker 3: has a big functional medicine clinic, compounding, pharmacy and stuff.
• 1:12:31
  Speaker 3: And I did listen another day and he had he's
• 1:12:33
  Speaker 3: basically come in and he has this giant screen and
• 1:12:36
  Speaker 3: you just walk up to it and you start putting
• 1:12:38
  Speaker 3: in your information and boom, it spits out all the
• 1:12:40
  Speaker 3: stuff to you, what supplements you need to do.
• 1:12:42
  Speaker 6: And all that. And it's using AI. And I see that.
• 1:12:45
  Speaker 3: And if there's any AI guys out there that want
• 1:12:47
  Speaker 3: me to beta test it, I'm down.
• 1:12:49
  Speaker 6: You just call me, right, But I do.
• 1:12:51
  Speaker 3: They walk in and maybe there's a tablet, maybe there's
• 1:12:54
  Speaker 3: a screen. Maybe they just come and they talk to
• 1:12:56
  Speaker 3: us and we pull it up and like, hey, what
• 1:12:59
  Speaker 3: is it that you're interested in today?
• 1:13:00
  Speaker 6: Well?
• 1:13:01
  Speaker 3: This, this and this okay? And what most people don't
• 1:13:03
  Speaker 3: realize that they are. You don't have to type, you
• 1:13:05
  Speaker 3: just speak.
• 1:13:06
  Speaker 9: So you speak and you're pressing buttons, and I mean,
• 1:13:09
  Speaker 9: you think about it even while they're waiting, even if
• 1:13:11
  Speaker 9: they're not waiting long, because that's not your goal. But hey,
• 1:13:13
  Speaker 9: you got to go get their script or you got
• 1:13:15
  Speaker 9: to mix their script and you're like, hey, do you
• 1:13:16
  Speaker 9: want to you know, create your personalized you know, portfolio
• 1:13:21
  Speaker 9: and profile with us, and we'll maybe make some recommendations
• 1:13:24
  Speaker 9: or share with you when there's opportunities for savings exactly.
• 1:13:27
  Speaker 7: You know that's it takes thirty seconds.
• 1:13:29
  Speaker 9: And then you've capitalized on a customer that maybe didn't
• 1:13:32
  Speaker 9: even know that berberine would be great for them, or
• 1:13:35
  Speaker 9: a new probiotic or a new test you're carrying.
• 1:13:38
  Speaker 3: You've got my wheels and my head spinning on how
• 1:13:40
  Speaker 3: we could easily do that inside the store with just
• 1:13:43
  Speaker 3: simple ones like chat or rock or something.
• 1:13:45
  Speaker 7: There's so many opportunities when you think about it.
• 1:13:47
  Speaker 9: Pharmacists, like many disciplines, were not trained to be salespeople.
• 1:13:52
  Speaker 9: And I'm a big believer, don't put somebody in a
• 1:13:54
  Speaker 9: role they don't want and they don't know they weren't
• 1:13:56
  Speaker 9: necessarily geared to do in the first place. But you
• 1:13:59
  Speaker 9: can use technology to do that, So it takes all
• 1:14:01
  Speaker 9: that out.
• 1:14:02
  Speaker 7: Of the way.
• 1:14:02
  Speaker 3: Yeah, I've always been a big fan of and my
• 1:14:05
  Speaker 3: mentors taught me, I'm not offering a sale. I'm offering
• 1:14:08
  Speaker 3: a solution. If they don't want the solution, that's on them,
• 1:14:11
  Speaker 3: regardless if they're medicaid, if they're the richest person in town,
• 1:14:15
  Speaker 3: it doesn't matter. If I don't offer them the solution,
• 1:14:18
  Speaker 3: then what am I doing? And so that's that's where
• 1:14:21
  Speaker 3: our heads have always been at our store, in our
• 1:14:24
  Speaker 3: group of stores.
• 1:14:25
  Speaker 6: So yeah, I see as in.
• 1:14:27
  Speaker 3: The testing world, taking the test offering those just you know,
• 1:14:31
  Speaker 3: making it quicker and easier, and it's definitely we're going
• 1:14:35
  Speaker 3: down that road for sure.
• 1:14:36
  Speaker 9: Well, you know, I love where your head's at. I
• 1:14:39
  Speaker 9: love your willingness to try new things. I think that
• 1:14:42
  Speaker 9: you know, as a business owner, you have to be
• 1:14:45
  Speaker 9: you have to continually evolve and with technology evolving like
• 1:14:48
  Speaker 9: it has, you know, the day and age where you
• 1:14:50
  Speaker 9: could do the same thing for ten years and expect
• 1:14:52
  Speaker 9: the same outcome at that ship has sailed. Yes, you
• 1:14:54
  Speaker 9: now have to be looking about evolution every three months,
• 1:14:57
  Speaker 9: six months, twelve months in order to stay real then
• 1:15:00
  Speaker 9: to stay on top of the curve, to continue to
• 1:15:02
  Speaker 9: grow and sustain your business.
• 1:15:04
  Speaker 3: There's a lot of that around here at RBC ES.
• 1:15:08
  Speaker 6: I'm at RBC. There's a lot of shows out there.
• 1:15:10
  Speaker 3: I would suggest to any of my independent pharmacy friends
• 1:15:12
  Speaker 3: out there that just listen to this, don't be scared
• 1:15:16
  Speaker 3: to go to a show to make a phone call,
• 1:15:19
  Speaker 3: even if it's a show that's one hundred people. You know,
• 1:15:21
  Speaker 3: those are actually the ones I learned the most at
• 1:15:23
  Speaker 3: because you get to know these people, You get to
• 1:15:25
  Speaker 3: sit down with them. What is best practices that they're doing,
• 1:15:28
  Speaker 3: Where are they seeing revenue, where are they seeing patient
• 1:15:31
  Speaker 3: health increase? Don't be afraid to do that. And I
• 1:15:34
  Speaker 3: think a great partner obviously sitting here with you, Key Health,
• 1:15:38
  Speaker 3: and it's k I h E A L t H.
• 1:15:41
  Speaker 3: It caught me off guard there a little bit. How
• 1:15:43
  Speaker 3: do they find out more about you? If they're interested
• 1:15:45
  Speaker 3: in your product, if they're just want more information, where
• 1:15:48
  Speaker 3: do they find out?
• 1:15:49
  Speaker 9: So if you you can always email info at key Health.
• 1:15:53
  Speaker 9: You can also go to our website. We are a
• 1:15:54
  Speaker 9: Cardinal Health product. Yes, so you can order direct through
• 1:15:57
  Speaker 9: Cardinal Health. But I always say, if you want no
• 1:16:00
  Speaker 9: more input Key Health, we will send you a full
• 1:16:02
  Speaker 9: packet give.
• 1:16:02
  Speaker 7: You information, jump on zoom. If you jump on a
• 1:16:05
  Speaker 7: zoom week.
• 1:16:06
  Speaker 9: We're really hands on and you know, the genesis behind
• 1:16:09
  Speaker 9: key Health to really throw people off with KI is key.
• 1:16:12
  Speaker 9: KI actually means the source within, and the concept of
• 1:16:16
  Speaker 9: what we're doing is we're getting to the source of
• 1:16:18
  Speaker 9: the problem so that you can really optimize your health
• 1:16:22
  Speaker 9: versus treating the symptoms.
• 1:16:23
  Speaker 3: And that is for my pharmacy friends again, that is
• 1:16:25
  Speaker 3: where were we should be heading, is utilizing these products
• 1:16:30
  Speaker 3: that are being proactive instead of retroactive and really deep
• 1:16:34
  Speaker 3: diving understanding what's going on. And I definitely feel like
• 1:16:38
  Speaker 3: your company is doing that for sure.
• 1:16:41
  Speaker 9: Well, I so appreciate our time today. You're such a delight.
• 1:16:44
  Speaker 9: It's I'm learning, We're all learning, I know, and you know.
• 1:16:48
  Speaker 9: It's good to make friends, it is, and it's good
• 1:16:50
  Speaker 9: to see an evolution healthcare. I've been in healthcare my
• 1:16:53
  Speaker 9: whole career going on eighteen years, and I have never
• 1:16:57
  Speaker 9: seen a more exciting time in healthcare than I do
• 1:17:00
  Speaker 9: right now.
• 1:17:01
  Speaker 6: And I know, I mean, we still got time.
• 1:17:02
  Speaker 3: But when I did a I got up and spoke
• 1:17:07
  Speaker 3: in front of a bunch of people not too long ago,
• 1:17:09
  Speaker 3: and it was actually last year, And that was something
• 1:17:13
  Speaker 3: I said during in two thousand and five when Medicare
• 1:17:17
  Speaker 3: d hit. There were so many pharmacies that closed because
• 1:17:20
  Speaker 3: they did not prepare or were not prepared for this
• 1:17:23
  Speaker 3: change in a pay model, insurances and so forth. The
• 1:17:27
  Speaker 3: ones that survived changed and what came out of that
• 1:17:32
  Speaker 3: was synchronization programs, clinical training, all these new wonderful things. Right,
• 1:17:38
  Speaker 3: it takes a epidemic, unfortunately with COVID and stuff like that,
• 1:17:42
  Speaker 3: to have us change our minds and see things different.
• 1:17:45
  Speaker 3: I think COVID, as negative as it was, there were
• 1:17:48
  Speaker 3: so many, so much good that did come out of
• 1:17:49
  Speaker 3: that from our mindset of looking deep dive into our health.
• 1:17:52
  Speaker 3: What am I really putting into my body? Does that
• 1:17:55
  Speaker 3: really make sense?
• 1:17:56
  Speaker 8: Okay?
• 1:17:57
  Speaker 3: I watched this conspiracy theory on this, but I don't belie,
• 1:18:00
  Speaker 3: but I'm still going to research it. It gave people,
• 1:18:02
  Speaker 3: I think, power to understand their health care.
• 1:18:05
  Speaker 9: Well and it made them question everything. And I think
• 1:18:08
  Speaker 9: the big thing that it made them question is am
• 1:18:10
  Speaker 9: I really healthy? When you see people get really sick
• 1:18:14
  Speaker 9: and the worst circumstances pass away from something and you
• 1:18:17
  Speaker 9: didn't think they were unhealthy to begin with, it questions everything.
• 1:18:21
  Speaker 9: It also changed the way that patients or consumers viewed pharmacies.
• 1:18:25
  Speaker 9: In the first place, you became a diagnostic hub by default.
• 1:18:29
  Speaker 9: You were going there for COVID testing, and now you're
• 1:18:31
  Speaker 9: going there for STD and all of these other flu
• 1:18:34
  Speaker 9: testing and all of these things.
• 1:18:35
  Speaker 7: They go, oh wow, it's more than what I thought
• 1:18:38
  Speaker 7: it was.
• 1:18:39
  Speaker 9: But now I challenge pharmacy owners to think about, Okay,
• 1:18:42
  Speaker 9: well it changed there, and now where could it go
• 1:18:45
  Speaker 9: and how could you continue to evolve into the future
• 1:18:49
  Speaker 9: to capitalize on a bad situation and a horrible occurrence
• 1:18:53
  Speaker 9: for many that changed how people think about their.
• 1:18:55
  Speaker 7: Health moving forward.
• 1:18:57
  Speaker 6: Well, thanks for letting me geek out today.
• 1:18:59
  Speaker 8: No, they do.
• 1:19:00
  Speaker 3: Yeah, Jenna with Key Health K I H E A
• 1:19:04
  Speaker 3: L T H.
• 1:19:05
  Speaker 6: I'm excited.
• 1:19:06
  Speaker 3: I'm I'm definitely gonna partner with you guys and get
• 1:19:08
  Speaker 3: these tests in our clinic and in our store and
• 1:19:10
  Speaker 3: see how it goes.
• 1:19:11
  Speaker 9: Well, we're looking forward to it, and you know, we're
• 1:19:14
  Speaker 9: we're excited about where it's going. We'll be at an
• 1:19:16
  Speaker 9: A C D S too, and so looking to continue
• 1:19:19
  Speaker 9: to make new friends and meet new faces.
• 1:19:22
  Speaker 3: All right, dear, thank you so much, thank you, all Right,