1 00:00:05,608 --> 00:00:10,008 Well, hello and welcome to The eCommerce Podcast with 2 00:00:10,038 --> 00:00:11,518 me, your host, Matt Edmundson. 3 00:00:11,548 --> 00:00:18,428 Oh yes, now this is a show all about helping you deliver eCommerce wow. 4 00:00:18,618 --> 00:00:23,788 And to help us do just that, today I am chatting with AJ Asgari from 5 00:00:23,788 --> 00:00:30,338 Drugstore to Door about transforming eCommerce with turnkey solutions. 6 00:00:30,338 --> 00:00:33,618 Yes we are, this is going to be an interesting one, I have no doubt. 7 00:00:33,628 --> 00:00:37,018 Now, if you are subscribed already to our newsletter. 8 00:00:37,318 --> 00:00:40,328 All of the show notes, all of the links, all that sort of good stuff from the 9 00:00:40,328 --> 00:00:43,908 show will be winging their way to your inbox when this all gets made live. 10 00:00:44,458 --> 00:00:46,498 Uh, but of course if you haven't signed up to the newsletter, 11 00:00:46,868 --> 00:00:48,028 you're gonna miss out on that. 12 00:00:48,028 --> 00:00:50,538 So sign up to the newsletter, that's basically what I'm trying to tell you. 13 00:00:50,858 --> 00:00:52,308 Just head over to the website, eCommercePodcast. 14 00:00:53,058 --> 00:00:54,358 net Sign up to it. 15 00:00:54,358 --> 00:00:54,778 It's free. 16 00:00:54,858 --> 00:00:55,658 It all comes to you. 17 00:00:55,798 --> 00:00:56,578 It's worth doing. 18 00:00:56,598 --> 00:00:57,388 Subscribe to that. 19 00:00:57,828 --> 00:01:03,888 Now, this podcast is sponsored and brought to you by the fabulous eCommerce Cohort. 20 00:01:03,928 --> 00:01:04,398 Yes, it is. 21 00:01:04,418 --> 00:01:09,928 Now, eCom Cohort is a membership group that we run and every month 22 00:01:09,978 --> 00:01:14,848 we bring you expert workshops on how to do eCommerce better. 23 00:01:14,848 --> 00:01:16,858 Better for you, better for the business, better for the planet 24 00:01:16,858 --> 00:01:18,198 and all that sort of good stuff. 25 00:01:18,618 --> 00:01:21,058 It's an awesome membership group plus the perk. 26 00:01:21,558 --> 00:01:26,338 One of the key perks is you get to watch the podcast recordings live Which means 27 00:01:26,338 --> 00:01:29,708 you when we have guests like AJ you can come along you can ask your questions 28 00:01:30,043 --> 00:01:32,573 So come check it out at ecommercecohort. 29 00:01:32,623 --> 00:01:34,523 com, it'd be great to see you in there. 30 00:01:34,673 --> 00:01:39,363 Oh yes, and I managed to do all that before the music ended, which has got to 31 00:01:39,413 --> 00:01:45,553 be a first for this show, I'm not going to lie, it's all about timing, and my timing 32 00:01:45,563 --> 00:01:47,313 is not great on that whole side of things. 33 00:01:47,313 --> 00:01:47,723 Here we go. 34 00:01:52,718 --> 00:01:53,508 There we go. 35 00:01:55,018 --> 00:02:00,188 Now let's talk about AJ, our guest, a family guy, a serial entrepreneur, 36 00:02:00,218 --> 00:02:05,328 and your go to pharmacy doc, who's not just at the helm of multiple 37 00:02:05,328 --> 00:02:09,868 pharmacies, oh no, no, no, but also the mastermind behind Drugstore to Door. 38 00:02:10,188 --> 00:02:14,168 More than a CEO, he's your everyday superhero. 39 00:02:14,198 --> 00:02:16,778 Oh yes, dedicated to lifting others up. 40 00:02:16,778 --> 00:02:20,708 His mantra, we're only, uh, we only win when we win together. 41 00:02:21,108 --> 00:02:21,718 Oh, yes. 42 00:02:21,758 --> 00:02:23,548 Now, AJ, great to have you on the show, man. 43 00:02:23,548 --> 00:02:24,618 How are we doing today? 44 00:02:25,098 --> 00:02:25,798 Fantastic. 45 00:02:25,808 --> 00:02:26,758 Glad to be here. 46 00:02:26,828 --> 00:02:27,468 Glad to be here. 47 00:02:28,038 --> 00:02:28,528 Ah, it's good. 48 00:02:28,548 --> 00:02:30,238 Now, whereabouts in the world are you, sir? 49 00:02:30,883 --> 00:02:33,187 I am in Oklahoma, 50 00:02:33,288 --> 00:02:34,728 Ah, okay. 51 00:02:34,740 --> 00:02:39,963 University of Oklahoma is in my backyard, so not necessarily the tech 52 00:02:39,993 --> 00:02:41,733 epicenter of the world, if you will. 53 00:02:41,743 --> 00:02:43,493 But we're trying to break boundaries here. 54 00:02:46,038 --> 00:02:46,518 That's true. 55 00:02:46,519 --> 00:02:51,548 It's not known for that, I suppose, and maybe it should be. 56 00:02:51,818 --> 00:02:54,908 Maybe it will be after today's podcast. 57 00:02:54,973 --> 00:02:56,683 Hopefully we at least crack it a little bit. 58 00:02:57,068 --> 00:02:57,988 Yeah, no doubt. 59 00:02:58,398 --> 00:03:03,188 I think, and I hope I'm not doing a disjustice to any previous guest 60 00:03:03,188 --> 00:03:06,428 on the show, but I think you're our first guest from Oklahoma. 61 00:03:07,188 --> 00:03:12,538 Um, so yes, normally it's Florida, New York, you know, California, sometimes 62 00:03:12,538 --> 00:03:15,358 Kansas, Dallas is quite popular, Austin, you know, those kind of 63 00:03:15,358 --> 00:03:19,208 places, but Oklahoma, you're trailing a blaze there, sir, trailing a blaze. 64 00:03:19,653 --> 00:03:20,723 telling you, I'm telling you. 65 00:03:20,723 --> 00:03:24,203 It's um, it's rough, but it's good. 66 00:03:24,263 --> 00:03:24,813 It's good. 67 00:03:24,833 --> 00:03:25,043 We are. 68 00:03:26,318 --> 00:03:28,108 It'd be easier if we're in oil, I think. 69 00:03:28,118 --> 00:03:31,458 I think that fits in perfect here, but we could say the same about Texas. 70 00:03:31,478 --> 00:03:34,158 Texas has taken a pretty good shift into technology. 71 00:03:34,158 --> 00:03:35,668 So we'll, we'll see. 72 00:03:36,118 --> 00:03:37,118 yeah, absolutely. 73 00:03:37,398 --> 00:03:38,858 The way to do it, the way to do it. 74 00:03:39,198 --> 00:03:41,728 So you are a pharmacist by trade, is that right? 75 00:03:41,858 --> 00:03:42,178 Fair 76 00:03:42,318 --> 00:03:42,738 I am. 77 00:03:42,768 --> 00:03:45,658 So I got my doctorate of pharmacy from the University of Oklahoma. 78 00:03:46,208 --> 00:03:50,108 Um, practiced as a pharmacist in the beginning for a little period of time as 79 00:03:50,108 --> 00:03:55,543 I was acquiring independent pharmacies and, um, Once I got a little bit down 80 00:03:55,543 --> 00:03:59,713 the road and realized I wanted to do things a little bigger, impact the 81 00:03:59,713 --> 00:04:03,133 space in a larger way, and I didn't want to do it through a hundred or 82 00:04:03,133 --> 00:04:08,003 two hundred or three hundred locations of your traditional run of pharmacy, 83 00:04:08,833 --> 00:04:12,003 I backed out and now I probably shouldn't work behind the bench anymore. 84 00:04:12,003 --> 00:04:15,273 It's been a while, but I definitely started my run there. 85 00:04:16,358 --> 00:04:16,518 enough. 86 00:04:16,958 --> 00:04:19,238 Yeah, you don't want, you don't want you serving you the, the, 87 00:04:19,248 --> 00:04:20,978 the drugs which you've ordered is probably what you're saying. 88 00:04:21,388 --> 00:04:22,148 Yeah, it's fair play. 89 00:04:22,488 --> 00:04:22,908 It's fair play. 90 00:04:22,908 --> 00:04:24,828 Know your skills, know your talents and know where you're at. 91 00:04:25,023 --> 00:04:25,903 Always a top tip. 92 00:04:27,453 --> 00:04:29,973 I stay pretty current, but not as current as I should. 93 00:04:29,973 --> 00:04:32,613 So I'll stay on the sidelines, let my team do what they do. 94 00:04:33,093 --> 00:04:33,783 Fantastic. 95 00:04:34,173 --> 00:04:37,293 So the, so you started out acquiring pharmacies. 96 00:04:37,373 --> 00:04:43,503 Um, uh, I'm curious, when did that particular journey start, AJ? 97 00:04:43,533 --> 00:04:47,423 Was eCommerce a thing when you started doing this or was it, was it not really 98 00:04:47,423 --> 00:04:48,623 a thing at this point of your life? 99 00:04:48,923 --> 00:04:53,063 The big thing, you know, like I'm not that old, but old enough to where like Facebook 100 00:04:53,103 --> 00:04:54,963 was coming out when I was in college. 101 00:04:55,423 --> 00:04:59,633 Um, you know, so we were just starting to get a taste and flavor of all this. 102 00:04:59,633 --> 00:05:03,603 By the time I was in pharmacy though, uh, you know, I worked for CVS for one 103 00:05:03,603 --> 00:05:05,523 year before I bought my first store. 104 00:05:06,568 --> 00:05:07,908 You know, it's just traditional. 105 00:05:07,908 --> 00:05:09,518 You think of independent pharmacy in the U. 106 00:05:09,518 --> 00:05:09,698 S. 107 00:05:09,698 --> 00:05:11,878 especially as kind of your mom and pop shops. 108 00:05:11,908 --> 00:05:15,238 They're the independently owned pharmacies across the country. 109 00:05:15,238 --> 00:05:17,473 There's a lot of them, about 20, 000 of them. 110 00:05:18,043 --> 00:05:21,933 Um, and so as I got in and started acquiring stores and operating these 111 00:05:21,933 --> 00:05:26,893 stores, I just realized Jesus, we suck online, like across the board, 112 00:05:26,913 --> 00:05:29,403 we suck and it's not getting better. 113 00:05:29,403 --> 00:05:31,333 No one's coming to solve the problem. 114 00:05:31,743 --> 00:05:35,743 Um, and so I started honestly, selfishly, just how do I fix it for ourselves 115 00:05:35,743 --> 00:05:39,193 and brought marketers in and worked on things and tried to leverage, you 116 00:05:39,193 --> 00:05:43,093 know, leverage the Shopify's of the world and other pieces and just kept 117 00:05:43,093 --> 00:05:45,473 falling flat because this industry is. 118 00:05:46,028 --> 00:05:47,428 A very challenging one. 119 00:05:47,428 --> 00:05:51,208 You know, we're not selling t shirts and tennis shoes and, um, and not to 120 00:05:51,208 --> 00:05:55,428 discount the struggle of any retail shop, but for pharmacy, there's 121 00:05:55,428 --> 00:05:59,708 so many caveats and regulation and all these different situations. 122 00:05:59,708 --> 00:06:02,688 And so finally, I just got to the point and said, F it. 123 00:06:03,133 --> 00:06:05,663 We've got to figure out how to do it and if we're going to do it and spend 124 00:06:05,663 --> 00:06:08,503 the money and the time and the energy and the development and all this 125 00:06:08,513 --> 00:06:13,053 stuff, let's just attack it for the industry, you know, let's build it for 126 00:06:13,053 --> 00:06:17,993 scale and let's just start taking the lumps now, um, and you know, and see 127 00:06:17,993 --> 00:06:19,943 how fast we can go prematurely gray. 128 00:06:19,953 --> 00:06:21,163 So I'm, I'm killing it. 129 00:06:22,178 --> 00:06:22,338 Yeah. 130 00:06:22,368 --> 00:06:23,048 Me both, bud. 131 00:06:23,428 --> 00:06:23,628 Yeah. 132 00:06:23,628 --> 00:06:24,058 Me both. 133 00:06:24,058 --> 00:06:24,958 I'm only 20 years old. 134 00:06:25,408 --> 00:06:32,098 Um, so, uh, that's kind of, it's fascinating cause you started 135 00:06:32,098 --> 00:06:35,088 your eCommerce journey then as eCommerce was actually becoming 136 00:06:35,088 --> 00:06:36,848 a sort of a growing industry. 137 00:06:37,383 --> 00:06:41,003 Um, and back in the day, I say back in the day because I remember it like 138 00:06:41,003 --> 00:06:44,523 it was yesterday, there was no real Shopify at the time and you all had 139 00:06:44,533 --> 00:06:46,423 to, you know, it was a wild west. 140 00:06:46,423 --> 00:06:48,453 I mean, there's a lot of stuff you can do now which helps you, 141 00:06:48,453 --> 00:06:49,613 which you didn't have back then. 142 00:06:50,233 --> 00:06:57,233 Um, so I can imagine you, how complex that was for multiple pharmacists because 143 00:06:57,703 --> 00:07:00,693 you would build something and six months later it wouldn't necessarily be the 144 00:07:00,693 --> 00:07:01,993 right thing that you would have built. 145 00:07:01,993 --> 00:07:06,133 And so did you just feel like you were throwing money into a sort of bottomless 146 00:07:06,153 --> 00:07:07,263 pit at this point of your life? 147 00:07:07,268 --> 00:07:08,988 Yeah, money was a vacuum. 148 00:07:08,988 --> 00:07:11,378 We'd start to get somewhere and you're thinking like, Oh, we got it. 149 00:07:11,428 --> 00:07:11,838 We got it. 150 00:07:11,838 --> 00:07:14,158 And then come out and be like, this is a turd. 151 00:07:14,188 --> 00:07:15,158 Like, what were we thinking? 152 00:07:15,588 --> 00:07:18,108 No, like, cause it's moving so fast. 153 00:07:18,708 --> 00:07:22,938 Uh, you know, and then when you're a non tech tech founder trying to 154 00:07:22,948 --> 00:07:26,828 innovate, uh, it's, you know, with everything else, I always joke and 155 00:07:26,828 --> 00:07:31,118 all my other businesses, I can roll my sleeves up and just go in development. 156 00:07:31,118 --> 00:07:32,466 I can't do that. 157 00:07:32,466 --> 00:07:32,803 Like. 158 00:07:33,353 --> 00:07:36,983 It's like you go get the switch out of the backyard and start whipping developers 159 00:07:36,983 --> 00:07:39,773 and they're like, that's not going to work, you know, that's not how this goes. 160 00:07:40,283 --> 00:07:42,503 Uh, so your hands are kind of locked in that. 161 00:07:42,633 --> 00:07:46,763 So we really had to take a hard look at what's out there, how far can we leverage 162 00:07:46,763 --> 00:07:49,333 it, what starts to like constrain us. 163 00:07:49,743 --> 00:07:50,793 So it was exactly that. 164 00:07:50,793 --> 00:07:52,883 It kind of felt like this vortex in the beginning. 165 00:07:53,453 --> 00:07:54,103 What can we do? 166 00:07:54,103 --> 00:07:54,683 How can we do it? 167 00:07:54,713 --> 00:07:57,833 Because we had to solve more than an eCom problem for pharmacy. 168 00:07:57,833 --> 00:08:00,293 I mean, you're getting drugs there, prescription drugs. 169 00:08:00,313 --> 00:08:05,193 You're getting services like immunizations and testing and all this other stuff. 170 00:08:05,543 --> 00:08:08,293 And you've got the ability to buy products. 171 00:08:08,898 --> 00:08:10,448 But the products are straightforward. 172 00:08:10,648 --> 00:08:13,318 The prescriptions have insurance reimbursement in the U. 173 00:08:13,318 --> 00:08:13,508 S. 174 00:08:13,508 --> 00:08:18,278 So prices can change, co pays can change, your services, your prices can change. 175 00:08:18,278 --> 00:08:21,828 So there's no product carts out there where you can put an initial 176 00:08:21,828 --> 00:08:26,248 price in, modify that price without doing a refund, put a new price in 177 00:08:26,248 --> 00:08:30,238 the cart and change the overall, you know, so just all these complexities. 178 00:08:30,523 --> 00:08:31,813 Start to show up. 179 00:08:32,173 --> 00:08:35,833 Uh, and, and so we just decided at some point it's just 180 00:08:35,833 --> 00:08:37,303 full on custom development. 181 00:08:37,303 --> 00:08:41,463 We don't have an option, um, other than just create it from the ground up. 182 00:08:42,013 --> 00:08:42,343 Yeah. 183 00:08:42,343 --> 00:08:42,553 Yeah. 184 00:08:42,733 --> 00:08:45,403 So, I mean, it sounds like a lot of challenges you had to overcome. 185 00:08:45,433 --> 00:08:49,543 'cause like you say, I mean, I sell, I've sold all kinds of things online from 186 00:08:49,543 --> 00:08:53,983 beauty supplement, uh, beauty products to health supplements, to spa products. 187 00:08:53,983 --> 00:08:57,343 I mean, you know, we've probably sold most things online, but in, in essence, at the 188 00:08:57,343 --> 00:08:58,753 end of the day, I'm selling a product. 189 00:08:58,753 --> 00:08:59,683 I mean, supplements. 190 00:09:00,028 --> 00:09:03,108 I suppose health supplements have, they have more regulation here in 191 00:09:03,108 --> 00:09:04,478 the UK than they do in the States. 192 00:09:05,008 --> 00:09:08,298 But even so, it's not a heavy regulated industry. 193 00:09:08,298 --> 00:09:11,318 It's not like pharmaceuticals where you, you know, you've got 194 00:09:11,318 --> 00:09:12,368 some real issues going on there. 195 00:09:12,368 --> 00:09:15,798 So it sounds like a real big challenge to sort of overcome. 196 00:09:16,523 --> 00:09:16,793 Yeah. 197 00:09:16,798 --> 00:09:17,723 In multiple ways. 198 00:09:17,723 --> 00:09:19,733 I mean, all the way down to processing, right? 199 00:09:19,763 --> 00:09:22,673 Even just finding a processor to run prescriptions. 200 00:09:22,913 --> 00:09:26,723 It's easier for me to sell ar fifteens online through a processor than 201 00:09:26,723 --> 00:09:28,433 it is to sell prescription drugs. 202 00:09:28,433 --> 00:09:33,023 I mean, so there's, there was challenges every single step of 203 00:09:33,023 --> 00:09:34,208 the way that we had to overcome. 204 00:09:35,048 --> 00:09:38,078 Uh, to create the model for what it is we do today. 205 00:09:38,148 --> 00:09:42,438 So every aspect, I can't think of one, we went, Oh, that was easy, bam, nailed it. 206 00:09:47,363 --> 00:09:47,753 Yeah, 207 00:09:49,298 --> 00:09:50,288 Yeah, it's interesting, isn't it? 208 00:09:50,288 --> 00:09:53,188 Because I think, um, every eCommerce. 209 00:09:53,718 --> 00:09:56,088 Company I know has got their own story. 210 00:09:56,088 --> 00:09:58,638 They've got their own journey and they've got their own difficulties 211 00:09:58,638 --> 00:10:00,108 and stuff they've had to overcome. 212 00:10:00,798 --> 00:10:05,898 Um, having done work with pharmaceutical companies myself, in 213 00:10:05,903 --> 00:10:08,028 terms of trying to get things online. 214 00:10:09,653 --> 00:10:10,673 Man alive. 215 00:10:10,723 --> 00:10:14,393 My hat's off to you if you've cracked the code because the legislation, just 216 00:10:14,393 --> 00:10:19,443 even around what you can and can't say in any promotions or ads, um, it's 217 00:10:19,443 --> 00:10:21,513 terrifying in a lot of ways, you know. 218 00:10:21,513 --> 00:10:29,268 And so what, what caused you to sort of continually drive to solve this problem 219 00:10:29,268 --> 00:10:32,668 was it was it because you saw the pot of gold at the end of the rainbow or 220 00:10:32,678 --> 00:10:35,778 because you you think you could solve quite a few problems for a community 221 00:10:35,778 --> 00:10:40,478 or whatever and what I'm curious what was the drive because I know in this 222 00:10:40,478 --> 00:10:44,688 industry like I do that man that's a lot of tenacity I'm not gonna lie 223 00:10:44,943 --> 00:10:46,943 yeah, easier things to tackle for sure. 224 00:10:47,353 --> 00:10:51,333 Um, the objective for us was far beyond. 225 00:10:51,343 --> 00:10:54,293 We've had acquisition talks and other things that we've 226 00:10:54,313 --> 00:10:55,293 turned down at this point. 227 00:10:55,293 --> 00:10:59,953 We're pretty mission driven where we are in our current phase of growth, if you 228 00:10:59,953 --> 00:11:02,803 will, or I'm just an idiot and too far in. 229 00:11:02,803 --> 00:11:07,183 I can't let it We'll leave that to be determined, but we're 230 00:11:07,183 --> 00:11:08,623 going to call it mission today. 231 00:11:09,133 --> 00:11:10,463 We're going to call it mission. 232 00:11:10,473 --> 00:11:14,313 So we really do believe we can solve a fundamental problem. 233 00:11:14,413 --> 00:11:14,883 Um. 234 00:11:15,328 --> 00:11:16,468 You know, if you just look at the U. 235 00:11:16,468 --> 00:11:16,648 S. 236 00:11:16,648 --> 00:11:19,258 right now, you've got Rite Aid who's going bankrupt. 237 00:11:19,388 --> 00:11:22,128 Um, you've got CVS and Walgreens. 238 00:11:22,158 --> 00:11:25,668 Between CVS, Walgreens, and Rite Aid, you've got about 1, 500, 239 00:11:25,669 --> 00:11:28,868 1, 600 pharmacy locations across the country that are closing. 240 00:11:29,508 --> 00:11:31,488 Um, this limits access to people. 241 00:11:31,688 --> 00:11:34,188 You know, when we think about access to people, we think about big cities. 242 00:11:34,188 --> 00:11:37,188 You're Dallas, and you know, as we were talking, Dallas and Austin, and 243 00:11:37,218 --> 00:11:40,888 all these spots where, sure, there's a pharmacy on every single block, but 244 00:11:40,888 --> 00:11:45,243 what happens when you get out into Ida Bell, Oklahoma, or, you know, these 245 00:11:45,473 --> 00:11:47,793 little small towns that have communities. 246 00:11:48,178 --> 00:11:50,458 Um, that don't have access to appropriate healthcare. 247 00:11:50,458 --> 00:11:53,608 This is where independent pharmacy really solves an issue. 248 00:11:53,898 --> 00:11:57,398 Not only do we solve it in the metropolitan areas, we solve it in every 249 00:11:58,468 --> 00:12:00,688 crack of the U S if you will, right? 250 00:12:00,748 --> 00:12:05,008 And so for us, it's how do we take this network of independent 251 00:12:05,008 --> 00:12:08,838 pharmacies and leverage what it is they can do and make them incredibly 252 00:12:08,978 --> 00:12:11,298 accessible to the user base, right? 253 00:12:11,498 --> 00:12:14,608 To people like you or our families or whatever it might be. 254 00:12:15,013 --> 00:12:22,173 And at some point, technology will trump, you know, the, the wonderful service that 255 00:12:22,173 --> 00:12:24,803 small businesses provide their customers. 256 00:12:24,803 --> 00:12:26,453 You have to go beyond that, right? 257 00:12:26,453 --> 00:12:29,843 When you go on Amazon and they drone drop a prescription in less 258 00:12:29,843 --> 00:12:31,413 than an hour to your front door. 259 00:12:31,733 --> 00:12:36,533 You better damn well have something to back up what you're doing, um, in a way 260 00:12:36,573 --> 00:12:41,003 that competes to where even if your guy's on the ground in a car bringing it in 45 261 00:12:41,023 --> 00:12:42,823 minutes, that's still comparable, right? 262 00:12:42,823 --> 00:12:47,683 As long as my path to acquisition was simple, you know, running through, 263 00:12:47,813 --> 00:12:49,413 being able to go online and run through. 264 00:12:49,423 --> 00:12:52,473 So, for us, we really think, not just in the U. 265 00:12:52,473 --> 00:12:54,623 S., but in, in every market. 266 00:12:54,833 --> 00:12:58,953 We can really take these pharmacies into a last mile delivery stance. 267 00:12:58,983 --> 00:13:03,473 And if we give them phenomenal technology and all the tools to execute, they can 268 00:13:03,473 --> 00:13:05,303 just extend all the things they do. 269 00:13:05,313 --> 00:13:07,033 We don't have to be that company. 270 00:13:07,443 --> 00:13:11,983 We extend their ability to do the things that they do and then from a consumer 271 00:13:11,983 --> 00:13:14,823 standpoint, they're going, hey, I'm not giving anything up, you know, I'm 272 00:13:14,823 --> 00:13:19,243 saving money, I've got great access, I can get my meds quickly, all of those 273 00:13:19,253 --> 00:13:23,743 things that we want as consumers, right, simpler, faster, so on and so forth, 274 00:13:23,833 --> 00:13:28,653 cheaper, et cetera, that helps, uh, these, these guys accomplish it because most 275 00:13:28,653 --> 00:13:31,863 small business owners are not going to go spend what I've spent at this point 276 00:13:31,873 --> 00:13:34,043 to create what we've created, right? 277 00:13:34,163 --> 00:13:36,983 It's not going to happen just because it's not feasible. 278 00:13:36,983 --> 00:13:37,033 Right. 279 00:13:37,034 --> 00:13:37,053 Right. 280 00:13:37,488 --> 00:13:42,298 yeah, no, that's very true and I think, um, we looked at something similar in 281 00:13:42,298 --> 00:13:46,268 the salon space, in the, in the digital salon space when we owned a beauty site. 282 00:13:46,698 --> 00:13:48,788 It's like we'd learned a lot and we had some great tech. 283 00:13:49,538 --> 00:13:54,138 Could we then give that tech to smaller businesses who could leverage that 284 00:13:54,138 --> 00:13:56,988 for themselves where they wouldn't have, you know, they're not going to 285 00:13:56,988 --> 00:13:59,868 go and spend whatever it was, quarter of a million or whatever we spent on 286 00:13:59,868 --> 00:14:04,978 that site, you know, just, it's just, it's a pointless thing to think about. 287 00:14:05,358 --> 00:14:08,608 But if you can give them that tech, well then that makes it interesting 288 00:14:08,608 --> 00:14:11,128 again, like you say, for the small sort of independent, isn't it? 289 00:14:11,128 --> 00:14:16,818 Because I imagine Walgreens, um, Which is a large pharmaceutical 290 00:14:16,818 --> 00:14:17,718 chain in the States, isn't it? 291 00:14:17,718 --> 00:14:23,038 For those outside the States, Walgreens and CVS, um, is both of, both of which 292 00:14:23,038 --> 00:14:24,838 I, I was in the States a few months ago. 293 00:14:24,838 --> 00:14:27,458 I went into one pharmacy and I thought, man, I think I'm going 294 00:14:27,458 --> 00:14:30,738 to have to sell my right kidney just to get some antihistamines. 295 00:14:30,748 --> 00:14:32,418 And I'm, I'm not quite understanding why. 296 00:14:33,128 --> 00:14:35,538 Um, very different in the UK, I'm not going to lie. 297 00:14:36,018 --> 00:14:42,763 And so, um, So I was shocked by the price of, uh, meds over in the States, but I 298 00:14:42,763 --> 00:14:46,153 imagine these guys, I mean, I know the profit margins, because I see what they're 299 00:14:46,153 --> 00:14:47,693 charging for the medication, right? 300 00:14:48,143 --> 00:14:52,473 Um, I imagine these guys are trying to create their own sort of online 301 00:14:52,473 --> 00:14:57,273 system to prevent the smaller guys, you know, just to lock them out. 302 00:14:57,273 --> 00:15:01,598 We're just going to lock this market out. 303 00:15:01,713 --> 00:15:02,683 I won't even get into that. 304 00:15:02,683 --> 00:15:06,073 We'll need a whole nother four episodes of podcast to get through it, but, 305 00:15:06,333 --> 00:15:08,803 um, it's a really jacked up system. 306 00:15:08,803 --> 00:15:11,843 And the bad thing for us as pharmacy owners is the margin on 307 00:15:11,843 --> 00:15:13,633 prescription drugs is terrible. 308 00:15:13,633 --> 00:15:18,173 I mean, there are times we Taking losses, filling prescriptions for, for patients. 309 00:15:18,793 --> 00:15:20,473 And so for us, we have to combat that. 310 00:15:20,553 --> 00:15:24,553 And so the way I always talk with pharmacies is let's get into the 311 00:15:24,553 --> 00:15:27,963 sport supplements or the cosmetic lines or the other industries. 312 00:15:27,963 --> 00:15:31,923 There are plenty of industries that would give their left leg for the traffic flow. 313 00:15:32,678 --> 00:15:33,888 A pharmacy, right? 314 00:15:33,888 --> 00:15:38,438 And so for a pharmacy to not capitalize on that traffic flow and not to extend or 315 00:15:38,438 --> 00:15:42,098 grab more of that customer's wallet when you've already got their attention and 316 00:15:42,098 --> 00:15:46,858 they trust you and there's a lot of things you can sell to them is ridiculous, right? 317 00:15:47,448 --> 00:15:51,518 But the majority of pharmacy, independent pharmacy, if you 318 00:15:51,518 --> 00:15:53,238 will, it's all wrapped up. 319 00:15:53,258 --> 00:15:57,078 90 95 percent of their earnings is in the prescription side, 320 00:15:57,088 --> 00:15:58,988 which leaves this whole untapped. 321 00:16:00,408 --> 00:16:04,198 Um, you know, call it opportunity in multiple areas 322 00:16:05,078 --> 00:16:06,388 that they're just not touching. 323 00:16:06,388 --> 00:16:09,738 And so we're trying to move them in that direction. 324 00:16:10,098 --> 00:16:10,488 yeah. 325 00:16:10,788 --> 00:16:13,788 This is interesting because you're talking in some respects 326 00:16:13,788 --> 00:16:14,998 about a brick and mortar store. 327 00:16:15,398 --> 00:16:17,168 But in eCommerce, it's exactly the same thing. 328 00:16:17,168 --> 00:16:18,898 We just call it average order value, right? 329 00:16:18,898 --> 00:16:21,488 We just want to increase the average order value because we like to give 330 00:16:21,488 --> 00:16:24,068 things poncy names in eCommerce, don't we? 331 00:16:24,068 --> 00:16:26,818 And so let's increase the average order value and what else can 332 00:16:26,818 --> 00:16:29,898 we sell, upsell, cross sell, downsell, et cetera, et cetera. 333 00:16:30,578 --> 00:16:32,828 And I imagine with pharmacy. 334 00:16:33,403 --> 00:16:37,003 Uh, the, like you said, the unique characteristic that you have is you 335 00:16:37,003 --> 00:16:40,053 have a high trust factor from the clientele walking through the door. 336 00:16:40,758 --> 00:16:43,758 Whereas if someone's walking into, I don't know, a smoothie shop 337 00:16:43,758 --> 00:16:45,958 or a clothes shop or something. 338 00:16:46,668 --> 00:16:48,658 It's not quite the same, is it really? 339 00:16:48,928 --> 00:16:51,228 Uh, you're not going to save my life or kill me if you give 340 00:16:51,228 --> 00:16:53,058 me something right or wrong. 341 00:16:53,058 --> 00:16:56,778 And so, um, I suppose that's, that's quite an interesting point because you 342 00:16:56,788 --> 00:17:02,268 do, you may have low margins, um, but you've got this high trust factor, which 343 00:17:02,268 --> 00:17:05,598 you can then capitalize on building average order value and stuff like that. 344 00:17:05,988 --> 00:17:09,948 What sort of things have you seen then work for that? 345 00:17:11,053 --> 00:17:11,703 Online. 346 00:17:11,813 --> 00:17:14,593 I'm curious, you know, what, what sort of things have you seen drive that? 347 00:17:14,748 --> 00:17:15,308 It's funny. 348 00:17:15,308 --> 00:17:17,028 We see, uh, it depends. 349 00:17:17,028 --> 00:17:20,468 So for pharmacies that aren't versed, who are not comfortable doing 350 00:17:20,468 --> 00:17:21,708 something even like this, right? 351 00:17:21,708 --> 00:17:25,058 You got to think your personality type of a pharmacist is very type A. 352 00:17:25,058 --> 00:17:26,938 They kind of fit that engineering line. 353 00:17:27,208 --> 00:17:29,128 Like I'm the odd ball in the industry, right? 354 00:17:29,128 --> 00:17:29,798 I love to run my mouth. 355 00:17:30,158 --> 00:17:31,448 I love to be around people. 356 00:17:31,448 --> 00:17:33,118 A lot of people are like, you're a pharmacist, you know? 357 00:17:33,118 --> 00:17:34,158 But it. 358 00:17:35,028 --> 00:17:36,348 For me, it's, it's different. 359 00:17:36,348 --> 00:17:36,538 Right. 360 00:17:36,538 --> 00:17:37,498 And you don't find that. 361 00:17:37,498 --> 00:17:40,208 And I didn't realize that like, Hey, I'm the weird one. 362 00:17:40,458 --> 00:17:44,048 They're not the weird ones until I got in and was hiring pharmacists 363 00:17:44,048 --> 00:17:47,048 and trying to train them to upsell and do things in the pharmacy. 364 00:17:47,048 --> 00:17:48,848 They just got weird about, you know, they just. 365 00:17:49,433 --> 00:17:50,613 Literally got weird about. 366 00:17:50,623 --> 00:17:55,513 So for us training pharmacies and trying to teach them, I try to find ways to 367 00:17:55,513 --> 00:17:58,183 integrate the tech into their daily flow. 368 00:17:58,183 --> 00:18:01,463 So we're not stretching them so far out of their comfort bubble that they're going to 369 00:18:01,533 --> 00:18:02,663 Yeah, yeah. 370 00:18:03,023 --> 00:18:07,213 When you ask what's working, I've guys like me who will get on social 371 00:18:07,213 --> 00:18:11,563 media and they have no, they will go the whole nine yards, right? 372 00:18:11,613 --> 00:18:13,213 And I, there are some who kill it. 373 00:18:13,628 --> 00:18:17,958 on social media, their social media translates to sales, you know, and then 374 00:18:17,958 --> 00:18:19,638 their sales and their volume go crazy. 375 00:18:19,638 --> 00:18:23,138 They'll get on and do a butt paste video and sell 50, 000 of 376 00:18:23,138 --> 00:18:24,778 butt paste in 24 hours, right? 377 00:18:26,208 --> 00:18:28,418 And you think it's a joke, but it's not a joke. 378 00:18:28,418 --> 00:18:29,108 Like it's the 379 00:18:29,193 --> 00:18:30,533 No, I'm sure it's a really example. 380 00:18:30,533 --> 00:18:31,023 Yeah, yeah. 381 00:18:31,023 --> 00:18:31,203 Buttpaste. 382 00:18:31,204 --> 00:18:34,463 I didn't realize there was such a thing, but you carry on. 383 00:18:35,068 --> 00:18:39,338 Yeah, it's, it's, it, and I say it for the extreme example, but it's very true. 384 00:18:39,378 --> 00:18:40,398 I mean, it's very true. 385 00:18:40,718 --> 00:18:43,098 And then you've got others who we just take things that they 386 00:18:43,098 --> 00:18:45,868 do, whether it's specialized compounding or filling scripts. 387 00:18:46,298 --> 00:18:49,888 So we took our technology and said, Hey, let's, let's take it a step further. 388 00:18:49,888 --> 00:18:52,868 Let's take it to the point where a customer doesn't just come in and 389 00:18:52,878 --> 00:18:57,228 shop the sites, but we can populate suggested carts for customers, right? 390 00:18:57,633 --> 00:18:59,333 Because we are the advice givers. 391 00:18:59,333 --> 00:19:02,903 We are the ones who, you know, went to school and got our doctorate degrees and 392 00:19:02,903 --> 00:19:06,253 understand how medicine works and what goes with what and what you're going to be 393 00:19:06,253 --> 00:19:09,803 depleted in and all of these things that are important for your overall health. 394 00:19:10,273 --> 00:19:12,943 So I could come to you and say, Matt, you're on these three medications. 395 00:19:12,973 --> 00:19:15,753 I know for sure these reduce these essential vitamins 396 00:19:15,753 --> 00:19:16,973 and minerals in your body. 397 00:19:17,368 --> 00:19:20,758 I've got two here I've suggested for you with a discount code you 398 00:19:20,758 --> 00:19:22,478 can utilize at a checkout, or 399 00:19:22,898 --> 00:19:23,428 Genius. 400 00:19:23,598 --> 00:19:26,648 you can just delete them out of the cart, no big deal, get your prescription, but 401 00:19:26,648 --> 00:19:29,628 right, and now you're gonna, you're not walking into, and I don't know if you've 402 00:19:29,628 --> 00:19:32,798 got GNCs or other supplement stores, they've always joked with pharmacists, 403 00:19:32,798 --> 00:19:36,678 I'm like, you got people going in getting bro advice from an 18 year old 404 00:19:36,688 --> 00:19:40,988 on what they should be supplementing, To be a healthy person, and you got a 405 00:19:40,988 --> 00:19:44,038 damn doctorate over here, and you're scared to talk to them about what 406 00:19:44,038 --> 00:19:45,638 they should actually be doing, right? 407 00:19:45,638 --> 00:19:47,878 So how can we leverage tech to offset that? 408 00:19:47,898 --> 00:19:50,918 Because we should be killing the supplement stores at what they do. 409 00:19:51,458 --> 00:19:52,408 No, you totally should. 410 00:19:52,488 --> 00:19:53,898 Uh, I mean, I sell supplements online. 411 00:19:53,898 --> 00:19:57,698 I know how it all works, but yeah, it's what I find fascinating here, 412 00:19:57,698 --> 00:19:59,128 AJ, what you're talking about. 413 00:19:59,768 --> 00:20:04,388 Uh, cause often I get asked, um, you know, I, it's probably one of the 414 00:20:04,388 --> 00:20:05,978 most common questions we get asked. 415 00:20:06,468 --> 00:20:07,748 How do we compete with Amazon? 416 00:20:08,298 --> 00:20:09,508 Uh, cause Amazon is. 417 00:20:09,818 --> 00:20:15,378 It's just crazy what it does, and, um, the technology and the algorithms 418 00:20:15,408 --> 00:20:17,428 and the scale and the infrastructure. 419 00:20:17,468 --> 00:20:19,767 You go, well, you can't, can you, in a lot of, you can't 420 00:20:19,767 --> 00:20:21,538 compete on a like for like basis. 421 00:20:21,958 --> 00:20:26,318 What you can do though, is you can bring a level of knowledge and expertise to 422 00:20:26,318 --> 00:20:28,548 your website that Amazon simply doesn't. 423 00:20:29,588 --> 00:20:32,278 And what you've highlighted here is an ideal example of this. 424 00:20:32,298 --> 00:20:32,658 It's like. 425 00:20:33,218 --> 00:20:35,648 I know if you take these three medications, you're going to be 426 00:20:35,648 --> 00:20:37,668 missing these vitamins and minerals. 427 00:20:37,698 --> 00:20:40,398 So take this supplement and we'll put that in your bag. 428 00:20:40,558 --> 00:20:41,578 Amazon can't do that. 429 00:20:42,093 --> 00:20:44,573 Right, because they, they've not got pharmacists sat around going, well 430 00:20:44,573 --> 00:20:47,789 if they order this, they can maybe do it with some kind of algorithm that 431 00:20:47,789 --> 00:20:49,618 maybe might, might, might look out. 432 00:20:49,618 --> 00:20:54,593 But this is, this is I think where, where I do think it's genius, where you're 433 00:20:54,603 --> 00:20:59,573 using your knowledge and your experience and your expertise to go, what else 434 00:20:59,573 --> 00:21:03,953 can I do to leverage this relationship I have with a client to help them, 435 00:21:04,403 --> 00:21:06,003 but also build my average order value. 436 00:21:06,013 --> 00:21:08,423 You're using your knowledge and expertise to do that. 437 00:21:09,043 --> 00:21:11,223 And I think as eCommerce entrepreneurs. 438 00:21:12,203 --> 00:21:13,643 That's how we compete with Amazon. 439 00:21:14,188 --> 00:21:14,778 Absolutely. 440 00:21:14,788 --> 00:21:18,278 If you think about, here's how I think about it, maybe this will help some people 441 00:21:18,278 --> 00:21:21,078 listening, your value is paid to you. 442 00:21:21,078 --> 00:21:23,948 If you're not getting paid for a consult, so if I'm not sitting you 443 00:21:23,948 --> 00:21:28,078 in a room like a doctor and saying, an MD for instance, Hey, I'm going 444 00:21:28,078 --> 00:21:29,628 to give you 20 minutes of my time. 445 00:21:29,658 --> 00:21:32,088 You're going to give me 300 of your dollars to listen to 446 00:21:32,088 --> 00:21:33,358 what comes out of my mouth. 447 00:21:33,758 --> 00:21:37,218 If you don't have that relationship, then you're doing it through product. 448 00:21:37,538 --> 00:21:42,088 So the things that come out of your mouth should be sold, right? 449 00:21:42,128 --> 00:21:45,818 And if they're not going to be sold via time, they got to be sold via product. 450 00:21:45,868 --> 00:21:49,598 So when I talk to pharmacists, I always tell them, get your value back 451 00:21:49,598 --> 00:21:53,488 out of the consults, the time spent, the energy that you're utilizing. 452 00:21:53,883 --> 00:21:58,093 You paid a lot of money and spent a lot of time to be the expert in the neighborhood. 453 00:21:58,628 --> 00:22:01,188 For when someone comes to you and says, hey, little Jimmy's 454 00:22:01,188 --> 00:22:04,888 sick, or I got a fever, or can he take this with that, right? 455 00:22:05,278 --> 00:22:10,048 If it's a this with that, you should be selling the this with that while giving 456 00:22:10,048 --> 00:22:12,018 the advice on the this with that, right? 457 00:22:12,118 --> 00:22:14,708 Not giving them the advice and then the joke we always have in the U. 458 00:22:14,708 --> 00:22:14,818 S. 459 00:22:14,818 --> 00:22:15,948 is they go to Wal Mart, right? 460 00:22:15,948 --> 00:22:20,618 Like they leave your store, take all your advice, and then they go give Wal Mart. 461 00:22:21,303 --> 00:22:24,693 The dollars for the advice you'd give, that should not happen. 462 00:22:24,953 --> 00:22:25,313 Right. 463 00:22:25,318 --> 00:22:28,823 And you should make it in such a way that it, it, the likelihood 464 00:22:28,823 --> 00:22:30,623 of it happening is incredibly low. 465 00:22:31,723 --> 00:22:32,663 that's really good. 466 00:22:32,833 --> 00:22:34,203 Yeah, really fast. 467 00:22:34,463 --> 00:22:38,513 It just fascinates me how some of these very simple statements, you 468 00:22:38,513 --> 00:22:40,663 know, still apply to eCom, don't they? 469 00:22:40,663 --> 00:22:44,593 It's like, you know, you don't need all the latest technology and silver bullets. 470 00:22:45,063 --> 00:22:46,013 It's common sense, lads. 471 00:22:46,053 --> 00:22:47,403 You know, let's play to our strengths. 472 00:22:47,923 --> 00:22:49,443 Um, and, and utilize that. 473 00:22:49,703 --> 00:22:54,443 What sort of things, I'm kind of curious, AJ, what sort of things have you seen work 474 00:22:54,443 --> 00:22:58,653 well on the sites which you have then, because obviously you're, you get to see 475 00:22:58,653 --> 00:23:02,573 the sales data for all the pharmacies which, um, use your system and you, and 476 00:23:02,573 --> 00:23:07,733 you're creating these sort of, um, uh, value ads, I suppose is, is a, is a good 477 00:23:07,733 --> 00:23:10,653 way to describe it for your, for websites. 478 00:23:10,653 --> 00:23:12,718 What sort of things have you seen work well there? 479 00:23:12,719 --> 00:23:13,282 Mm 480 00:23:13,463 --> 00:23:18,563 So one area I see work incredibly well is, let's call it reminders. 481 00:23:18,623 --> 00:23:22,823 Um, but our reminders go a step further because it comes in a populated cart. 482 00:23:22,828 --> 00:23:26,933 So if you're getting a medication that you should be taking every single. 483 00:23:27,238 --> 00:23:31,408 30 days or you're on a supplement or a vitamin you should be on every 30 days. 484 00:23:31,438 --> 00:23:35,788 The more you can help that customer achieve that by automatic orders, 485 00:23:35,818 --> 00:23:39,478 populating the cart for them, giving them suggestions inside of that 486 00:23:39,478 --> 00:23:41,843 cart, people taking things away. 487 00:23:42,678 --> 00:23:44,258 Versus adding things. 488 00:23:44,338 --> 00:23:48,118 It's incredible how much more sticks around if it's kind 489 00:23:48,118 --> 00:23:49,938 of in a done for you package. 490 00:23:50,308 --> 00:23:52,238 Um, and so I see pharmacies win there. 491 00:23:52,238 --> 00:23:55,008 And you got to remember, we're talking about, um, we're not 492 00:23:55,008 --> 00:23:56,378 just starting out a thin air. 493 00:23:56,378 --> 00:24:00,308 We're walking in and saying, Hey, you've got a thousand customers who use you in 494 00:24:00,308 --> 00:24:02,388 your brick and mortar every single day. 495 00:24:02,638 --> 00:24:07,678 You've got to convince them that online is the new Holy grail for them, right? 496 00:24:07,888 --> 00:24:11,148 And so they got to change shopping behavior from a traditional 497 00:24:11,148 --> 00:24:12,698 retail brick and mortar customer. 498 00:24:13,023 --> 00:24:14,133 Over to online. 499 00:24:14,133 --> 00:24:17,643 So we start looking for all the low hanging fruit to 500 00:24:17,643 --> 00:24:18,933 help them get to that point. 501 00:24:19,613 --> 00:24:23,983 We see it with high-end, um, supplement lines, doctors who are 502 00:24:23,983 --> 00:24:29,503 really, um, into preventative care and that type of stuff, right? 503 00:24:29,508 --> 00:24:30,253 They're looking at these. 504 00:24:31,013 --> 00:24:36,503 Well absorbed, just high quality tested products that are non pharmaceutical but 505 00:24:36,513 --> 00:24:41,103 are supplement in nature and if you can turn a few people on to it that become, 506 00:24:41,353 --> 00:24:45,253 think of it like your affiliate if you will, that are driving people to you 507 00:24:45,253 --> 00:24:48,573 because you've got the expertise, you've got the products, you carry what they 508 00:24:48,573 --> 00:24:50,983 carry, you support their line of business. 509 00:24:51,333 --> 00:24:54,293 I'm always looking for those mutual relationships and synergy. 510 00:24:54,303 --> 00:24:58,213 So those are a couple ways and then you've got people who just do well online. 511 00:24:58,233 --> 00:25:00,453 They get online and they give a ton of value. 512 00:25:00,898 --> 00:25:04,048 And then in return for that value, people will pay you whatever you're 513 00:25:04,058 --> 00:25:08,728 charging them because they, you've built your credibility, you know, continuing 514 00:25:08,728 --> 00:25:10,678 to drop value every single day. 515 00:25:11,178 --> 00:25:12,648 So we see it all over the place. 516 00:25:12,668 --> 00:25:14,228 You know, pharmacy again is different. 517 00:25:14,298 --> 00:25:17,118 We'll see custom compounded medications, right? 518 00:25:17,118 --> 00:25:20,028 So I'm making something that's specific for you, right? 519 00:25:20,248 --> 00:25:20,888 You come in. 520 00:25:21,518 --> 00:25:22,758 You are nauseated. 521 00:25:22,768 --> 00:25:23,788 You can't take a pill. 522 00:25:23,788 --> 00:25:25,248 You've got diarrhea. 523 00:25:25,248 --> 00:25:26,948 You can't put something up the back end. 524 00:25:26,948 --> 00:25:27,948 So what are you left to do? 525 00:25:27,948 --> 00:25:28,208 Right? 526 00:25:28,208 --> 00:25:31,478 I'm going to compound you a transdermal gel that you can rub on your wrist. 527 00:25:31,478 --> 00:25:34,348 And I'm going to be your lifesaver in about 20 minutes. 528 00:25:34,468 --> 00:25:34,848 Right? 529 00:25:35,418 --> 00:25:36,998 And then that person gets. 530 00:25:37,968 --> 00:25:42,348 That grab again, that trust again, and now everything that supports that, you have 531 00:25:42,348 --> 00:25:44,778 the opportunity to start to pull that in. 532 00:25:44,778 --> 00:25:49,878 So there's a million ways is just kind of the good thing for us is 533 00:25:49,878 --> 00:25:53,958 nobody's really starting from scratch, but the ones who are like startup 534 00:25:53,958 --> 00:25:55,758 pharmacies, new pharmacies that go in. 535 00:25:56,448 --> 00:26:00,448 I always send them to look for the synergies, and again, it's industry 536 00:26:00,448 --> 00:26:03,508 dependent, I'm sure, but there are a lot of industries I can think about 537 00:26:03,508 --> 00:26:06,788 the synergies, where if you can go enhance somebody else's service, i. 538 00:26:06,788 --> 00:26:06,898 e. 539 00:26:06,898 --> 00:26:10,398 the doctor, by providing things really quickly that could be ordered 540 00:26:10,398 --> 00:26:14,068 right there in clinic, knowing that the pharmacy can just drop it at the 541 00:26:14,068 --> 00:26:16,548 consumer's house or the patient's house as soon as they leave the 542 00:26:16,548 --> 00:26:18,728 doctor's office, that's a game changer. 543 00:26:18,728 --> 00:26:23,093 Now you've got a little salesperson who's helping drive Your econ sells. 544 00:26:23,093 --> 00:26:23,543 Right. 545 00:26:24,163 --> 00:26:27,073 And I think this can happen times a million different ways. 546 00:26:27,133 --> 00:26:29,683 Um, once you start to build something that gets people talking, 547 00:26:31,168 --> 00:26:31,258 hmm. 548 00:26:31,258 --> 00:26:32,308 Mate, there's a lot there. 549 00:26:32,468 --> 00:26:33,568 Let's dig into some of that. 550 00:26:33,568 --> 00:26:36,488 One of the things you said right at the start, um, something 551 00:26:36,488 --> 00:26:38,188 that I call the one click cart. 552 00:26:38,198 --> 00:26:43,488 So you, you're sending out emails that a customer can click and 553 00:26:43,488 --> 00:26:47,568 that takes them to a pre populated cart with their products in. 554 00:26:48,168 --> 00:26:49,148 Have you guys been doing that long? 555 00:26:50,253 --> 00:26:57,073 we started testing this over the last year or so, um, and it's been, it, 556 00:26:57,223 --> 00:27:01,363 it's been one of the most effective runs of everything, quite honestly. 557 00:27:01,703 --> 00:27:04,333 Yeah, yeah, it's interesting you say that because actually, I mean, 558 00:27:04,333 --> 00:27:08,063 we, um, our sites are all custom. 559 00:27:08,103 --> 00:27:11,313 So, uh, our eCommerce sites are custom websites because we 560 00:27:11,313 --> 00:27:13,523 started out in eCommerce in 2002. 561 00:27:13,693 --> 00:27:18,243 You know, we, we built web development teams, we've, it's just, I'm not going 562 00:27:18,243 --> 00:27:19,583 to, I'm not going to change that now. 563 00:27:19,583 --> 00:27:25,423 I, you know, it's as good as Shopify is, um, but we have our own. 564 00:27:26,223 --> 00:27:29,663 Proprietary system, which we've developed and one of the things I've been talking 565 00:27:29,663 --> 00:27:32,083 to the developers about and some of the things that we've been testing, 566 00:27:32,083 --> 00:27:35,703 one of which is this one click cart, right, where you send out an email, you 567 00:27:35,703 --> 00:27:37,003 click it and everything's in your cart. 568 00:27:37,023 --> 00:27:38,383 You don't even have to go shopping. 569 00:27:38,713 --> 00:27:41,643 We're probably going to add a few other extras into your cart, like you say, 570 00:27:41,643 --> 00:27:45,753 which you can take out if you want to, you know, some kind of bonus or something. 571 00:27:46,513 --> 00:27:46,973 Um, yeah. 572 00:27:47,993 --> 00:27:51,773 And my initial response to this is this is actually where I don't have any, 573 00:27:51,873 --> 00:27:56,193 I can't say to you that it's closed conversion rate, uh, you know, or 574 00:27:56,193 --> 00:28:00,473 increased conversion rate by 30 percent or it's reduced out to baskets by 20%. 575 00:28:00,474 --> 00:28:02,533 I can't give you that hard data yet. 576 00:28:02,913 --> 00:28:07,873 I think what I can say is anecdotally, I think what I can say is anecdotally, Holy 577 00:28:07,873 --> 00:28:12,923 cow, do you know what I mean, and I don't know if you've discovered this yourself, 578 00:28:13,483 --> 00:28:13,753 Yeah. 579 00:28:13,753 --> 00:28:15,193 So I can give you a little bit of it. 580 00:28:15,613 --> 00:28:18,683 Um, from a conversion factor, taking someone from brick and mortar to 581 00:28:18,683 --> 00:28:22,163 a populated cart for checkout, we've hit 40 percent conversion 582 00:28:22,163 --> 00:28:23,623 on our outbound phone calls. 583 00:28:23,773 --> 00:28:26,803 Not emails, not texts, but outbound phone calls with a 584 00:28:26,803 --> 00:28:28,753 scripted line, which is ridiculous. 585 00:28:28,753 --> 00:28:32,813 I'm expecting that to fall off at some point, but those are trusted customers. 586 00:28:32,813 --> 00:28:35,953 So when that happened, that holy S H I T line, right? 587 00:28:35,953 --> 00:28:36,603 Like, wow. 588 00:28:37,163 --> 00:28:41,243 Um, then the next thing we are seeing, and we'll see if this trend remains, is 589 00:28:41,603 --> 00:28:46,573 The upsell of the cart is almost nailing 20 percent of the time, which is nuts. 590 00:28:46,643 --> 00:28:50,813 So one in five transactions, you've got that extra 20, 30, 40 bucks 591 00:28:50,833 --> 00:28:52,393 that you've tossed in that cart. 592 00:28:52,863 --> 00:28:57,283 Uh, and so sometimes even those numbers, you'll talk to a traditional retail shop. 593 00:28:57,303 --> 00:29:00,563 They don't understand how ridiculous those numbers are from 594 00:29:00,563 --> 00:29:03,943 an online perspective, adoption, conversion, all that kind of stuff. 595 00:29:04,253 --> 00:29:09,613 yeah, yeah, now I'm with you, a friend of mine, he, um, he owns a hair salon 596 00:29:10,953 --> 00:29:15,233 and when we looked at his numbers Um, there was one point in my life where 597 00:29:15,233 --> 00:29:16,343 I thought, well, do we get involved? 598 00:29:16,353 --> 00:29:19,413 Do we invest in, in, this is when we had the beauty, I could grow a chain of hair 599 00:29:19,413 --> 00:29:21,023 salons and beauty salons if I wanted to. 600 00:29:21,783 --> 00:29:24,933 And we were looking at it and the, similar to the beauty, I mean, the 601 00:29:24,933 --> 00:29:29,633 beauty salon was more than the hair salon because, uh, with the beauty salon, 602 00:29:29,633 --> 00:29:32,953 we had a lot more products, but the hair salon had shampoo and wax, right? 603 00:29:32,983 --> 00:29:33,503 That was it. 604 00:29:33,903 --> 00:29:39,673 Uh, cause it was, it was for men, but the actual sales of the shampoo 605 00:29:39,683 --> 00:29:43,033 and wax were accounted for as much as 30 percent of turnover. 606 00:29:44,243 --> 00:29:45,093 And you're like. 607 00:29:47,008 --> 00:29:52,028 That's fascinating that actually you can increase your turnover just by adding 608 00:29:52,028 --> 00:29:55,628 one or two extra things like that, which makes sense for your product or service. 609 00:29:55,628 --> 00:30:00,068 And so I can see why that would have such high value for, 610 00:30:00,078 --> 00:30:01,378 from a pharmacy point of view. 611 00:30:01,498 --> 00:30:07,528 Um, I, I can, um, you're just circling back, sorry, just 612 00:30:07,528 --> 00:30:08,618 another line you dropped. 613 00:30:08,928 --> 00:30:10,358 You're using outbound calls. 614 00:30:10,378 --> 00:30:12,098 So you're still calling people. 615 00:30:12,448 --> 00:30:15,728 Um, you're not just emailing people, um, you're still using the good 616 00:30:15,728 --> 00:30:18,858 old fashioned telephone to help drive traffic to your website. 617 00:30:19,198 --> 00:30:22,738 Yeah, because I'm looking for that edge, the non Amazon edge, right? 618 00:30:22,788 --> 00:30:26,668 Amazon's going to bombard my inbox with emails, I'm going to get bombarded, I 619 00:30:26,668 --> 00:30:31,058 mean, to the point now with text messages, it's unreal how much spam I get, you know, 620 00:30:31,058 --> 00:30:36,258 and so, and we all know as the noise gets louder and louder and louder, we kill it. 621 00:30:36,748 --> 00:30:39,918 The thing for the outbound calls is, again, we're going 622 00:30:39,918 --> 00:30:41,268 after a trusted audience. 623 00:30:41,638 --> 00:30:45,298 So we're not getting hung up on and as long as we bring real value to the 624 00:30:45,298 --> 00:30:49,328 phone call which is hey We're gonna do all this stuff for you Anyways, would 625 00:30:49,328 --> 00:30:52,598 life get easier if I just shot you a link to check out and then you can just 626 00:30:52,598 --> 00:30:55,688 come grab this thing like a Starbucks coffee And you don't have to worry about 627 00:30:55,688 --> 00:30:58,708 dealing with the line and the checkout and any of that kind of stuff, right? 628 00:30:59,328 --> 00:31:01,168 Yeah, sign me up for that, right? 629 00:31:01,468 --> 00:31:02,128 Here's the link. 630 00:31:02,718 --> 00:31:06,758 So, again, we're taking the audience we know and we're saying, hey, let's 631 00:31:06,758 --> 00:31:08,648 get more out of this audience, right? 632 00:31:09,628 --> 00:31:11,098 And it's interesting what you say. 633 00:31:11,098 --> 00:31:14,538 We actually have looked hard at the, the beauty salon industry in the U. 634 00:31:14,538 --> 00:31:14,718 S. 635 00:31:14,718 --> 00:31:17,878 as well, because when I start looking at all mid level market, we're highly 636 00:31:17,878 --> 00:31:21,308 focused in drugs, you know, obviously in pharmacies and that's our mission, 637 00:31:21,838 --> 00:31:24,908 but we've built a technology so far at this point, it's like, I can 638 00:31:24,928 --> 00:31:28,508 solve, you name a business, I can solve their problems at this point. 639 00:31:28,563 --> 00:31:34,023 If you handle all the core pillars of, uh, retail business, then it's, 640 00:31:34,223 --> 00:31:38,573 give me the business and I can change the rules around the dashboard and we 641 00:31:38,573 --> 00:31:40,073 can solve their problems, you know? 642 00:31:40,073 --> 00:31:42,973 So I love to hear that you're, you've looked in that space. 643 00:31:43,858 --> 00:31:44,438 yeah, yeah. 644 00:31:44,438 --> 00:31:47,418 Well, we almost created a product similar to what you've created here 645 00:31:47,418 --> 00:31:49,478 in the UK, um, called Salon Digital. 646 00:31:49,628 --> 00:31:52,888 And, um, uh, we sold the beauty business, which is why we never 647 00:31:52,888 --> 00:31:53,828 sort of carried on with it. 648 00:31:53,858 --> 00:31:54,988 Maybe I should do it at some point. 649 00:31:55,038 --> 00:31:55,288 Maybe I 650 00:31:55,493 --> 00:31:55,753 Here we go. 651 00:31:55,873 --> 00:31:57,003 It's a collaboration, man. 652 00:31:57,003 --> 00:31:59,337 We'll get off this call and figure it 653 00:31:59,668 --> 00:32:01,098 I'll just white label what you've done. 654 00:32:01,578 --> 00:32:09,913 Um But I, I, I think it's fascinating, um, AJ, the fact that you're, I don't know 655 00:32:10,283 --> 00:32:15,923 of any eCommerce company that is doing telesales, um, and in fact, most people 656 00:32:15,923 --> 00:32:20,123 would have got into eCommerce so they don't have to do the phone call thing. 657 00:32:20,543 --> 00:32:25,013 But what you've, what you've said there, which I think is so powerful is you, 658 00:32:25,063 --> 00:32:28,973 you're trying to not, you're trying to be different to Amazon and you're calling 659 00:32:28,973 --> 00:32:30,523 your high value customers, aren't you? 660 00:32:30,953 --> 00:32:31,143 I. 661 00:32:31,748 --> 00:32:35,928 I can almost hear the anxiety in people listening to the podcast now, um, and 662 00:32:35,928 --> 00:32:44,018 I, I, I'm sorry to induce this, but, um, do you find that, my response to this 663 00:32:44,018 --> 00:32:48,358 would be if I started calling people, say for our supplement company here 664 00:32:48,358 --> 00:32:54,358 in the UK, I'm kind of curious to know what the response to that would be, 665 00:32:54,358 --> 00:32:56,248 whether it would be positive or negative. 666 00:32:56,813 --> 00:32:57,233 Um, 667 00:32:57,853 --> 00:32:59,213 depends, on what's coming out. 668 00:32:59,213 --> 00:33:00,843 Like, what are you calling them for? 669 00:33:00,843 --> 00:33:02,443 I think that's the big question mark. 670 00:33:02,813 --> 00:33:03,213 right. 671 00:33:03,363 --> 00:33:06,563 So how would I, how would I, I guess, how would I deliver value then? 672 00:33:06,623 --> 00:33:08,723 How do you, have you, what have you guys figured out here? 673 00:33:08,724 --> 00:33:10,290 Yeah. 674 00:33:10,323 --> 00:33:11,613 taking someone who's. 675 00:33:11,694 --> 00:33:14,243 It's coming into the physical store, right? 676 00:33:14,243 --> 00:33:15,953 They're coming into the physical store. 677 00:33:15,953 --> 00:33:19,323 They're getting their goods either via drive thru or walking 678 00:33:19,323 --> 00:33:20,923 into a physical location. 679 00:33:21,373 --> 00:33:25,313 Um, they're ordering their prescriptions either through a telephone phone call or 680 00:33:25,313 --> 00:33:30,913 an IVR punch button system, maybe an app where they go in and suggest a refill, 681 00:33:31,113 --> 00:33:35,883 but they're doing very manual things and our goal is to take those away from them 682 00:33:35,893 --> 00:33:40,773 so it's a quick value add phone call, um, that we bring to these customers. 683 00:33:41,163 --> 00:33:43,603 Uh, and then it makes it all worth it, right? 684 00:33:43,603 --> 00:33:47,333 Because then we can take all of the labor pieces where you're going, Hey, people 685 00:33:47,333 --> 00:33:49,133 are probably cringing, listening to you. 686 00:33:49,703 --> 00:33:51,703 We're doing it backwards at this point, right? 687 00:33:51,703 --> 00:33:54,923 So it's like, how do we take all the backwards stuff and move them into the 688 00:33:54,923 --> 00:33:58,953 digital age so that we have less of the hands on, not saying we don't want 689 00:33:58,953 --> 00:34:01,813 to see our patients and we don't want to talk to them and all those things, 690 00:34:02,073 --> 00:34:05,723 but how can we streamline the simple stuff so that the conversations are. 691 00:34:06,298 --> 00:34:10,648 High level or you know, what's actually needed or solving a real problem and 692 00:34:10,648 --> 00:34:14,588 take care of the mundane stuff, you know, we should be able to get our 693 00:34:14,593 --> 00:34:16,088 prescriptions, like we get our hamburger. 694 00:34:16,093 --> 00:34:22,268 I mean, it should be that easy, uh, for the customer . So, uh, we kind of, we made 695 00:34:22,268 --> 00:34:25,838 that a thing when we put drive-throughs in, you know, it's like what do you expect 696 00:34:25,838 --> 00:34:28,838 a customer to do when they pull up to a drive through and they've been trained? 697 00:34:29,333 --> 00:34:32,093 To get a whole family dinner in three minutes. 698 00:34:32,113 --> 00:34:34,743 You know, they expect the same thing out of their medicine. 699 00:34:35,103 --> 00:34:35,703 Yeah, they do. 700 00:34:36,013 --> 00:34:39,413 And again, that, uh, just circling back to something that you said earlier, to 701 00:34:39,423 --> 00:34:44,113 be frank, I, I don't know if I've ever seen a drive through pharmacy in the UK. 702 00:34:44,688 --> 00:34:45,138 Um, 703 00:34:45,573 --> 00:34:45,893 Interesting. 704 00:34:46,778 --> 00:34:51,318 I just, I don't know if I have to be fair, but if I, if I'm honest 705 00:34:51,318 --> 00:34:54,488 with you, my local pharmacy is like a six minute walk from my house. 706 00:34:55,138 --> 00:34:58,138 Uh, which is more how, how, because there's again, a lot of local pharmacy. 707 00:34:58,138 --> 00:35:01,828 There's some big chain ones, but, uh, as is a local one 708 00:35:01,828 --> 00:35:03,328 owned by Connie, she's lovely. 709 00:35:03,778 --> 00:35:06,838 And you walk down, you have a little chat and you know, she's 710 00:35:06,838 --> 00:35:08,008 great and then you walk back. 711 00:35:08,398 --> 00:35:11,068 Um, but again, the same sort of things. 712 00:35:11,068 --> 00:35:12,748 You walk into the shop, she's just selling the drugs. 713 00:35:12,748 --> 00:35:15,898 She's not selling all the other stuff, really, you know, not, not 714 00:35:15,898 --> 00:35:18,028 really thought it through, but, um. 715 00:35:18,778 --> 00:35:22,758 But what fascinates me here is, apart from the fact that I'm curious to see 716 00:35:22,818 --> 00:35:26,638 whether a drive thru pharmacy would work in the UK, I'm super tempted 717 00:35:26,638 --> 00:35:33,218 just to go and open one and find out, uh, but, um, you, you talk about the 718 00:35:33,218 --> 00:35:35,188 local pharmacy being that last mile. 719 00:35:35,188 --> 00:35:37,258 This was something that we saw in COVID. 720 00:35:37,818 --> 00:35:42,228 Um, that here in the uk and I saw it, I suppose a little in, in the states. 721 00:35:43,008 --> 00:35:46,818 You see this, the difference between the states and the UK is size, it's landmass. 722 00:35:47,238 --> 00:35:51,618 So we have, um, whatever, 70, 80 million people in a very small. 723 00:35:52,663 --> 00:35:56,143 So I can walk, within five minutes of my house, I can walk anywhere 724 00:35:56,143 --> 00:35:58,583 and get pretty much most things that I need, if I'm honest with you. 725 00:35:59,123 --> 00:36:01,823 Whereas in the States, everything is much more spread out, and 726 00:36:01,823 --> 00:36:02,913 land is a lot cheaper, right? 727 00:36:02,923 --> 00:36:06,973 So I get that I have to go in my car and travel somewhere for most things 728 00:36:06,973 --> 00:36:10,203 in the States, then it becomes about convenience, so drive throughs, they 729 00:36:10,203 --> 00:36:11,523 work, they make sense in my head. 730 00:36:12,463 --> 00:36:17,163 So you talked about the sort of the last mile with the local pharmacy, um. 731 00:36:18,278 --> 00:36:22,178 And like I say, when COVID, one of the things that I noticed was the local shop 732 00:36:22,208 --> 00:36:27,368 down the road, which is five minutes from my house, was doing a delivery service. 733 00:36:27,578 --> 00:36:33,038 So like if you lived within like so many meters of his shop, it was like, 734 00:36:33,108 --> 00:36:36,548 order the stuff online because it was easy to put the website up and I'll 735 00:36:37,108 --> 00:36:39,288 drop it at your door by 4pm that day. 736 00:36:39,728 --> 00:36:43,638 And I, I am surprised if I'm honest with you that I have not seen this. 737 00:36:43,819 --> 00:36:45,822 www. 738 00:36:45,822 --> 00:36:47,825 youtube. 739 00:36:47,825 --> 00:36:53,835 com or www. 740 00:36:53,835 --> 00:36:55,838 youtube. 741 00:36:55,838 --> 00:36:59,845 com www. 742 00:36:59,845 --> 00:37:01,848 youtube. 743 00:37:02,008 --> 00:37:05,128 com But the local corner shop, which has got everything you 744 00:37:05,138 --> 00:37:09,278 need from beans to bread, you can get within sort of half an hour. 745 00:37:09,958 --> 00:37:12,698 So just speak to that a little minute, because obviously you've 746 00:37:12,728 --> 00:37:16,438 played around this and you've worked on this with your pharmacist. 747 00:37:18,103 --> 00:37:19,563 Yeah, for me, it's the same thing. 748 00:37:19,563 --> 00:37:22,543 It's getting them the appropriate tech to actually accomplish it 749 00:37:22,823 --> 00:37:24,683 versus doing a small portion of it. 750 00:37:24,693 --> 00:37:27,353 They can actually extend the full digital offering. 751 00:37:27,833 --> 00:37:31,233 And then if you can do that, then it's not, well, hey, I could get my 752 00:37:31,443 --> 00:37:35,183 beans and my bread and my Tylenol, but if I need my prescription, I 753 00:37:35,183 --> 00:37:36,793 got to still go into the pharmacy. 754 00:37:36,793 --> 00:37:38,603 So why in the world am I going to get these three 755 00:37:38,858 --> 00:37:39,598 yeah, yeah. 756 00:37:40,243 --> 00:37:42,393 walk five minutes and get all of it, right? 757 00:37:42,983 --> 00:37:45,613 But if you could go on and get your beans, your bread, your Tylenol, your 758 00:37:45,613 --> 00:37:49,663 prescriptions, and book a flu shot to be delivered at your front door, if 759 00:37:49,663 --> 00:37:51,363 that's the thing that they want to do. 760 00:37:51,878 --> 00:37:53,318 Then that's a game changer, right? 761 00:37:53,348 --> 00:37:56,968 That's going to take five minutes of your day for, for that to 762 00:37:56,968 --> 00:37:58,148 come and come to fruition. 763 00:37:58,208 --> 00:38:01,288 And so pharmacies have to build their models to support what 764 00:38:01,288 --> 00:38:01,978 they're going to put out there. 765 00:38:01,978 --> 00:38:03,508 And I think they absolutely should. 766 00:38:03,508 --> 00:38:05,028 You want to talk about the fear of Amazon? 767 00:38:05,028 --> 00:38:08,478 I mean, they're testing drone delivery on prescriptions here in the U S so get 768 00:38:08,478 --> 00:38:10,928 ready for a drone to zip that thing over. 769 00:38:11,413 --> 00:38:13,173 And at your doorstep. 770 00:38:13,173 --> 00:38:14,993 And so we have to be prepared. 771 00:38:15,463 --> 00:38:19,443 Um, you know, and at some point you see, uh, players like this in the 772 00:38:19,443 --> 00:38:22,793 U S like you've got Mark Cuban and others trying to disrupt spaces. 773 00:38:23,253 --> 00:38:25,033 They still leverage this network. 774 00:38:25,033 --> 00:38:29,453 And if you, I imagine if you go and, and, uh, you know, really take account 775 00:38:29,493 --> 00:38:34,073 of who's out there, big chain, who's out there, small retailer in your area, 776 00:38:34,073 --> 00:38:37,243 even in that condensed area, you're going to find there's an individual. 777 00:38:37,693 --> 00:38:40,913 Owner who could perform at a very high level. 778 00:38:40,943 --> 00:38:44,843 Like I would take that challenge all day long and say, Hey, we will put a team 779 00:38:44,843 --> 00:38:47,333 together and bring what we do into the uk. 780 00:38:47,333 --> 00:38:50,123 I just need to come unpack what it looks like out there. 781 00:38:50,123 --> 00:38:52,973 I mean, we have full intention to say, how do we go far beyond? 782 00:38:52,978 --> 00:38:57,293 We've explored Canada and Australia and other places, um, you know, and 783 00:38:57,413 --> 00:39:01,883 we're growing our footprint here so fast, we're just knocking this down. 784 00:39:01,943 --> 00:39:05,513 Um, but it's gonna, it will work anywhere, but we're 785 00:39:05,698 --> 00:39:06,198 Oh, yeah. 786 00:39:06,488 --> 00:39:07,138 Absolutely. 787 00:39:07,138 --> 00:39:12,738 And this, yeah, and I think the takeaways here, um, AJ. 788 00:39:13,113 --> 00:39:17,223 For those of you listening who aren't running a pharmacy, a local pharmacy, 789 00:39:17,753 --> 00:39:22,573 the takeaways here that you've talked about, um, are quite extraordinary 790 00:39:22,603 --> 00:39:27,073 because they, things like increasing average order value, using your 791 00:39:27,073 --> 00:39:32,233 experience and your knowledge to add stuff, um, to customers at, uh, carts, 792 00:39:32,553 --> 00:39:35,293 Amazon cart, using one click carts. 793 00:39:35,294 --> 00:39:41,273 If you have some kind of retail store, utilizing that last mile, like, how can I? 794 00:39:41,828 --> 00:39:45,678 How can I just sort of go above and beyond with a little bit of that extra thinking, 795 00:39:45,678 --> 00:39:50,398 that extra delivery, and just totally transform our business as a result? 796 00:39:50,438 --> 00:39:58,418 I think it's, it's stuff that, uh, we started to talk about with COVID, uh, for 797 00:39:58,418 --> 00:40:02,768 most businesses, and then COVID kind of went, and so everyone's sort of starting 798 00:40:02,768 --> 00:40:05,168 to go back to their default before COVID. 799 00:40:05,618 --> 00:40:09,918 And you think, I don't know, I just think someone needs to, You can keep 800 00:40:09,928 --> 00:40:11,458 pushing and innovating in this space. 801 00:40:11,468 --> 00:40:14,548 And I think there's a lot that we can learn from what you guys are doing. 802 00:40:15,108 --> 00:40:17,998 Like for me in the health supplement space and for others in, in, in 803 00:40:17,998 --> 00:40:20,648 whatever space they're doing, you know, selling couches or whatever. 804 00:40:21,168 --> 00:40:26,618 Um, I think it's, I think you, there's a lot of conversations to have around 805 00:40:26,618 --> 00:40:27,538 some of the things that you've said. 806 00:40:27,538 --> 00:40:30,268 So I appreciate, you know, some of the stuff that you've shared with us. 807 00:40:30,268 --> 00:40:31,568 It's been, it's been eye opening. 808 00:40:31,569 --> 00:40:34,078 Hmm. 809 00:40:34,208 --> 00:40:37,688 Covid was like a window of saying, Hey, I'm gonna give you a snapshot 810 00:40:37,688 --> 00:40:40,328 of what the future looks like, and then we're gonna retract it. 811 00:40:40,328 --> 00:40:43,378 And it's up to you to determine what you're gonna do with it. 812 00:40:43,798 --> 00:40:46,708 But when you think about where AI is going, you think about what 813 00:40:46,708 --> 00:40:50,238 Apple's about to release, what Magic Leap and all these others have 814 00:40:50,238 --> 00:40:53,448 been working on with an augmented reality and meta and all of this. 815 00:40:53,448 --> 00:40:57,738 Like if you think about bringing the world to your living room, 816 00:40:57,738 --> 00:41:02,058 bringing the world to your space, it comes to you versus you go to it. 817 00:41:02,478 --> 00:41:07,738 You are doing yourself a huge disjustice if you are not preparing for that future 818 00:41:07,738 --> 00:41:09,898 because it's going to be here so fast. 819 00:41:10,623 --> 00:41:11,383 And I'm excited. 820 00:41:11,503 --> 00:41:13,153 Quite frankly, I'm excited. 821 00:41:13,153 --> 00:41:16,953 Like, I would love to be sitting in my house and have wearables giving me, 822 00:41:16,983 --> 00:41:20,983 you know, keeping data feed on me, and am I healthy, and am I two hours from 823 00:41:20,983 --> 00:41:24,703 a heart attack, and can I order my stuff on demand, and I love all that. 824 00:41:24,713 --> 00:41:25,963 Like, I'm, I'm ready. 825 00:41:26,433 --> 00:41:28,993 Um, or we're all going to kill ourselves because we don't know how to 826 00:41:28,993 --> 00:41:30,303 control this monster we're creating. 827 00:41:30,713 --> 00:41:32,373 Either way, it's going to be exciting. 828 00:41:32,423 --> 00:41:33,973 Yeah, either way, it will be exciting. 829 00:41:35,633 --> 00:41:37,613 Yeah, is it Terminator or is it not? 830 00:41:37,613 --> 00:41:38,583 We just don't know yet. 831 00:41:39,083 --> 00:41:40,673 Uh, Cyberdyne Systems, you know? 832 00:41:41,106 --> 00:41:41,598 know. 833 00:41:43,558 --> 00:41:45,918 It's a tad terrifying, but also super 834 00:41:45,918 --> 00:41:46,438 exciting. 835 00:41:46,673 --> 00:41:47,063 it is. 836 00:41:47,663 --> 00:41:49,483 And I think it's very wise words. 837 00:41:49,483 --> 00:41:55,193 I think it's, this industry eCommerce changes at a rapid pace and you don't 838 00:41:55,193 --> 00:41:57,923 have to keep up with everything, but you have to keep up in a 839 00:41:57,923 --> 00:42:00,743 smart way, I think, that keeps you differentiated from your competitors. 840 00:42:01,773 --> 00:42:05,633 Um, whether that's Amazon or whether that's somebody else down the road, you 841 00:42:05,633 --> 00:42:10,503 know, you've keeping customers coming back to your site to buy your products. 842 00:42:11,333 --> 00:42:16,003 Um, you can't just assume that what you did last year is going to work this year. 843 00:42:16,413 --> 00:42:16,833 Um, 844 00:42:17,028 --> 00:42:19,048 Probably should stop that assumption, period. 845 00:42:19,108 --> 00:42:21,108 It's a rapid change. 846 00:42:21,108 --> 00:42:21,748 Like, period. 847 00:42:21,748 --> 00:42:22,988 With all, the 848 00:42:22,993 --> 00:42:24,173 yeah, yeah, absolutely. 849 00:42:24,433 --> 00:42:25,433 There's that great book, isn't it? 850 00:42:25,433 --> 00:42:26,833 Was it Marshall Goldsmith wrote it? 851 00:42:26,873 --> 00:42:28,533 What Got You Here Won't Get You There? 852 00:42:28,534 --> 00:42:29,278 Yeah. 853 00:42:29,398 --> 00:42:32,698 in my, I just gave a presentation in Orlando last week, and 854 00:42:32,698 --> 00:42:33,948 that was one of my slides. 855 00:42:33,968 --> 00:42:35,318 That exact quote. 856 00:42:35,648 --> 00:42:38,448 Yeah, yeah, yeah, great quote, really great quote. 857 00:42:39,158 --> 00:42:43,788 AJ, listen, I feel like we're just touching the tip of this iceberg, but I'm 858 00:42:43,788 --> 00:42:47,218 aware of time, but if people want to reach you, if they want to connect with you, 859 00:42:47,218 --> 00:42:51,018 find out more about what you're doing, especially in the States for their local 860 00:42:51,018 --> 00:42:52,488 pharmacy, what's the best way to do that? 861 00:42:53,048 --> 00:42:57,898 Yeah, honestly, you can find me via my name, AJ Asgari, all that stuff. 862 00:42:57,908 --> 00:42:59,608 I don't go crazy on social. 863 00:42:59,608 --> 00:43:02,788 I don't build, you know, it's not my avenue, at least not yet. 864 00:43:02,788 --> 00:43:06,498 I probably need to pony up and do it, but you can find me through those channels. 865 00:43:06,498 --> 00:43:08,178 You can DM me through those channels. 866 00:43:08,178 --> 00:43:11,448 I even have a random landing page, which is my name. 867 00:43:11,449 --> 00:43:12,193 com. 868 00:43:12,583 --> 00:43:13,813 AJAsgari. 869 00:43:13,833 --> 00:43:17,423 com, you can find me there, spelled A S G A R I, uh, just 870 00:43:17,423 --> 00:43:18,853 trying to make myself accessible. 871 00:43:18,853 --> 00:43:22,953 So if we can help someone go, let's help them go, or if you can bring me 872 00:43:23,063 --> 00:43:24,953 value, I'll take it all day long, baby. 873 00:43:24,973 --> 00:43:25,283 Bring it on. 874 00:43:26,958 --> 00:43:29,178 All the way to Oklahoma, definitely. 875 00:43:29,868 --> 00:43:30,978 Uh, and why not? 876 00:43:31,098 --> 00:43:31,508 And why not? 877 00:43:31,518 --> 00:43:34,888 What is the, um, just enclosing there, AJ, then, what does 878 00:43:34,888 --> 00:43:35,988 the future look like for you? 879 00:43:35,988 --> 00:43:38,208 What's the next sort of year or two's development? 880 00:43:38,218 --> 00:43:40,278 What are some of the things you're really excited about? 881 00:43:40,943 --> 00:43:43,823 Uh, you know, we've closed the loop here. 882 00:43:43,823 --> 00:43:49,063 So for us, really, it's the, the landmass grab over the next 24 months, 883 00:43:49,063 --> 00:43:51,513 I really want to have a big chunk of. 884 00:43:51,828 --> 00:43:55,398 The independent pharmacy market in the U S I'd really like to see us expand 885 00:43:55,398 --> 00:43:57,588 out of the U S uh, in these two years. 886 00:43:58,168 --> 00:44:02,978 Uh, and then we want to open the door from, um, uh, national standpoint 887 00:44:02,988 --> 00:44:06,398 to where not only are we solving a problem boots on the ground for 888 00:44:06,398 --> 00:44:09,878 these pharmacies, but we can actually start to drive value back to them. 889 00:44:09,878 --> 00:44:12,528 And I think with the collective network that we're building, we're really 890 00:44:12,528 --> 00:44:16,038 going to be able to do that, um, which is a whole nother podcast, but 891 00:44:16,038 --> 00:44:18,188 exciting stuff, exciting stuff coming. 892 00:44:18,803 --> 00:44:20,353 Fantastic, fantastic. 893 00:44:20,793 --> 00:44:23,783 Well listen man, appreciate you coming on the show, appreciate you taking the 894 00:44:23,783 --> 00:44:28,093 time to share with us what's working for you, uh, it's um, I've really enjoyed it 895 00:44:28,093 --> 00:44:30,913 actually, talking to someone who's doing eCommerce and running the businesses 896 00:44:30,913 --> 00:44:35,533 and picking your brains a little bit, so genuinely appreciate you coming on and 897 00:44:35,723 --> 00:44:39,423 the best of British with, uh, with what you're doing over at Drugstore to Door. 898 00:44:39,918 --> 00:44:41,118 I appreciate you having me. 899 00:44:41,823 --> 00:44:42,523 Ah, it's been great. 900 00:44:42,623 --> 00:44:48,783 Now of course we will link to, uh, all of AJ's links, uh, in the show notes 901 00:44:48,783 --> 00:44:51,523 which you can get along for free with the transcript at ecommercepodcast. 902 00:44:52,153 --> 00:44:55,863 net or they will be coming direct to your inbox if you have done the thing 903 00:44:55,863 --> 00:44:58,463 which I suggested at the start which was sign up to the newsletter if you 904 00:44:58,463 --> 00:45:02,978 haven't go and do it because it will help you yes it will so Great conversation. 905 00:45:02,988 --> 00:45:05,948 Huge thanks again to AJ for joining me today. 906 00:45:06,158 --> 00:45:10,088 Also, a big shout out to today's show sponsor, the eCommerce Cohort. 907 00:45:10,448 --> 00:45:12,418 Remember, do check them out if you're in eCommerce. 908 00:45:12,418 --> 00:45:12,828 Go have a look. 909 00:45:12,848 --> 00:45:13,548 Join the membership. 910 00:45:13,558 --> 00:45:14,398 Be great to see you in there. 911 00:45:14,399 --> 00:45:16,868 eCommerceCohort. 912 00:45:16,868 --> 00:45:20,608 com Now, be sure to follow the eCommerce Podcast wherever you get your 913 00:45:20,858 --> 00:45:24,568 podcasts from because we've got yet more great conversations lined up and 914 00:45:24,598 --> 00:45:26,818 I don't want you to miss any of them. 915 00:45:27,108 --> 00:45:31,088 And in case no one has told you yet today, let me be the first. 916 00:45:31,793 --> 00:45:32,913 You are awesome. 917 00:45:33,003 --> 00:45:33,463 Yes, you are. 918 00:45:33,503 --> 00:45:34,423 Created awesome. 919 00:45:34,443 --> 00:45:36,423 It's just a burden you have to bear. 920 00:45:36,823 --> 00:45:37,813 AJ's got to bear it. 921 00:45:38,313 --> 00:45:39,213 I've gotta bear it. 922 00:45:39,533 --> 00:45:40,553 You've gotta bear it as well. 923 00:45:40,963 --> 00:45:44,143 Now, the E-Commerce Podcast is produced by Aurion Media. 924 00:45:44,143 --> 00:45:48,193 You can find our entire archive of episodes on your favorite podcast app. 925 00:45:48,433 --> 00:45:51,913 The team that makes this show possible is Sadaf Beynon and Tanya 926 00:45:51,963 --> 00:45:55,843 Hutsuliak theme song was written by Josh EdEdmundsonand as I mentioned, 927 00:45:56,143 --> 00:45:57,463 the transcript and show notes. 928 00:46:01,118 --> 00:46:04,728 So that's it from me, that's it from AJ, thank you so much for 929 00:46:04,728 --> 00:46:08,328 joining us, have a fantastic week wherever you are in the world, I'll 930 00:46:08,328 --> 00:46:09,748 see you next time, bye for now.