The Central Fill Model: Owning the Compounding Game with Oliver Hoopes, Owner, Cache Valley Pharmacy

Scotty: Sykes. The Bottom Line Pharmacy Podcast. We've got a great show for you this week. But before we get into the show, if you find this episode valuable, please like share and subscribe so we can help more independent pharmacy owners. Also, Visit us@pharmacyaccounting.com. um, if you're overpaying in tax, if you're prepping to start, buy or sell a pharmacy, or just have a gut feeling that your financials aren't quite right, we have a suite of services for every need your pharmacy is facing. Go to pharmacyaccounting.com and we can help. Okay, now on to this show.

Oliver: I'm Oliver, one of the owners of Cash Valley Pharmacy. I also own a supplement company too, that we're nationwide. Um, I own a telehealth now too. I started telehealth. So there's, there's a lot of stuff that we can get into a little bit, but more just entrepreneur sort of thing. Just, uh, one of the owners of Cash Valley Pharmacy with just a history of being an independent. I'm not, I'm not a pharmacist. I'm barely a tech. I barely graduated from school. But I, I, I made some good friends and I, I'm very ambitious in what we do and so I surround myself with some, with some incredible people. So it's fun.

Scotty: Oliver. Scotty Oliver had this funny talk at HMX where um, he would, he'd have like a random picture on a slide and he wouldn't say anything and it would just. The room was just really awkward. I was just really, I, I thought it was really funny how like, Oliver was like so comfortable with the awkward silence in the room of people trying to figure out what he was talking about. And then he just, it was just funny. It's like a picture with no context.

Co-host: And then he talks about what, what were you trying to get out of that? I don't know. I'm just, I'm interested to know like, what was your, uh, approach?

Oliver: I'm more motivation. So I do marketing, I do marketing, sales, things like that. And I, I figure out it's probably good that I'm not as smart as I am because I figure out how to do things differently. Because in the pharmacy world, we've just been, this is what you do, this is how you have to do it. And this last year I actually got into a whole different thought process. So at one point I'm also add. So I'm going to jump all over the place, but it'll all come back together and make sense at the end. But at one point, I had about 12 pharmacies that I either owned or managed.

Scotty: Yeah.

Oliver: Uh, and back in 2020, I went separate ways and I started a supplement company. And supplements are so much easier than pharmacy. Well, then this opportunity came with the pharmacy up here. I. I love the staff. I love the people. And I was like, I have no interest in doing pharmacy again. So I called. I called my friend and I said, hey, you should buy this. And he's like, we should buy this. And I'm like, no. Like, I have no interest. But I was like, you know what? I'll do it if we can do it with, like, a thousand pharmacies. And he's like, I have no idea what that means, but let's.

Scotty: Let's do it.

Oliver: I love it. He's just a wonderful guy. And so the. The initial thought, though, was, I think every independent pharmacy should be a hormone clinic.

Co-host: And.

Oliver: And I think there's a way to do that. And it's. And I'm, um. And a couple of years ago, I spoke at a conference, and I was like, hey, it's. It's better for you to rent your space to a doctor's office up front than it is to just sell, you know, candles that are going out of date. Like, if you're not making money, then you need to do something else. So it was this big thing about which. And which we could talk about another time, too, about OTC stuff. Um, I love the otc, but if it wasn't paying rent, if it's not paying its rent, why do you own it? It's stupid. Um, so everyone was like, oh, that's a great idea. How do you do it? And I'm like, I just do it. And then I was like, you know what? I'll just do it myself. So that's what we started to do, is started getting into the hormone side. And I was like, I'm going to figure out how to do lab testing and, you know, blood draws and all this kind of stuff, because these pharmacies will go get this doctor, and they'll be like, you should go to this conference. And they send them to the conference, and then the doctor comes back and they go, I love it. And then the pharmacist tells them how to ride it and what to do and what their lab should be at, and literally every single thing. Because then we're like, send us a 20 compound. And we're like, yes, $20. And then they're making, like, four grand off this Patient. And I'm like, why are we doing that? We're doing all of the work, we're doing everything. Why are we not. Okay, you know, why are we not making the money off of this? And so, so this last year with Pharmacy, yes, the 503A has been incredible. All of it's leading up to. How do we take this back? We have. We own the patient, we own the commodity. And we don't realize that we, we sit here thinking that, that, that stupid four dollar script is where our money is. And it's not. It's our patients. And it's our value to our patients. They love us. If, if we got out of pharmacy and just started selling solar, we'd make quadruple the amount of money. Because your patients already trust you and love you. Sell them something else.

Scotty: Like.

Oliver: So anyway, that's, uh, that's kind of some of this background to what we've been doing. And it's been, it's been fun. And, and, and my other passion is I really do love independence. And I work with a group called Montana Family Pharmacies, and they are some of my favorite humans ever, ever, ever, ever. And, uh, I just, I met him about 10 years ago. Mike Matovich is the owner of it. He, I remember he bought a pharmacy and it was doing, uh, 340B or they wanted to do 340B. And I was like, I have no idea. So I called up Mike and I was like, hey, how do I do this? And he's like, oh, you need to call so and so. He'll teach you. And I said, dude, that dude's my neighbor. He's the biggest competition I have. And he's like, he's not your competition. And so I called the guy up and I was like, hey, Mike told me to call you. I don't know. You know, you don't have to tell me any of your information. It's okay, but I need help with this. And I was like, I understand. We're competition. He goes, you're not my competition. And he's like, come over to my pharmacy. Come in. Um, come into workflow. I'll teach you how to do everything. I'll teach you how to set it up, who to use everything. And I was like, what? And coming from Utah, it was crazy because at the time, we all loved each other on Sunday, but we didn't like each other on Monday. As independent pharmacy owners, we were. It was just. We all hated each other. We couldn't. You couldn't share anything. You Couldn't do anything. And Montana family was like, dude, here's everything. And now they're going nationwide too. And I mean they're not just this buying group. They, they work with all these other wholesalers and no matter who you're with, they, they can do a bid on it. And I'm like, this is how pharmacy should be. Why do we keep fighting each other? We are not enemies. We need to be working together. And so that's kind of where this 503, that's where this 503Amodel came about.

Co-host: Oliver, that, um, you know, I love your point about the prescription is really just, is the way to, you know, the patients coming in your pharmacy, what are you doing from there? In other words, the patient needs so much other levels of care. Are you touching any of those other areas a patient may need? Um, so I mean, I love that. I mean that's where pharmacies have. They have to be doing something other than just filling that prescription. So, um, what are some of the things you're doing in your pharmacy? For example, I mean you mentioned 340B and um, some 503A. What else are you, uh, guys doing there?

Oliver: So, yeah, that's, that's the thing. At the end of the day, when, when the big box stores take your script, they don't give a crap about that four dollar script. They bring you into the store because they want to sell a gallon of milk and they want to sell clothing. I remember I worked at a retail, a big retail chain and the far. They had a pharmacy in there and they shut it down so that you take the input the script and they shut it down for 45 minutes. And you couldn't access that script again because they wanted to sell clothing. And even clothing, uh, at 95% off still made them money. So they made more money on a 95% off clearance clothing than on pharmacy. So. So my thing is, is I'm not. You don't have to screw the patients over. And that's the other thing that drives me nuts is that some people think the only way you can, you can make money in pharmacy is screwing over insurances or overcharging this or that. No, these people are already buying it. Your customers are already buying supplements as a perfect.

Co-host: Yes, they are.

Oliver: Yep. So, uh, they're already buying them. They're just not buying them from you. And, and that's where that drives me nuts, is that we. So, so supplements. I'll give you a thing too. So supplements we have, we have a bunch of uh, you know, my main line is Focus Pharmacology. So Focus Pharmacology does. All of my, uh, independent pharmacies, we specialize in that. We started with like eight different SKUs, and I think we're at 200 now. And all of them have been created by pharmacists or, or hormone practitioners. And, and so we have this really robust line of it now. But to give you an idea, my average pharmacy out there sells like 3,000, 4,000amonth in supplements. My average hormone Clinic sells between 25 and $30,000 a month in supplements. And my average, like GNC, like big, uh, place like that, they do a quarter million dollars a month in supplement sales. And it is wild that we lost to that. How did pharmacy lose to, to gnc? You can't tell me that the pharmacist doesn't have more knowledge than that dude behind the counter at this, at the, you know, Muscle Head there. And no offense, Muscle Head sells a lot there. But at the end of the day, the pharmacists already know. They know your medications that you're depleted on. But we don't get out from behind the counter because we have to run $4 scripts. So this is where the cool thing with the 503A, with the GLP1s come into play, is that there is, there's enough money in it now and, and to do it affordably, you do not have to screw people over for this, that you can do this affordably for the patient, for everything, that it'll help you get out from behind the counter and, and you're going to go out and it's a cash model and you're not waiting for stupid PBMs and all this other middleman stuff. It's a cash model and you're making enough money that you're okay stepping out from behind the counter. But that person's going to buy that, that supplement from you or that, that GLP one from you, and then they're going to go down the road and buy their supplements. Why? They're sitting right there like. So we, we created a bunch of supplements like glp, uh, one protein we made that is specific for all the vitamin depletion in, in GLP1s. We have some protein that, that we have, you know, have a hair, skin and nails and a multivitamin. It's one serving of it. A half a cup of is, is equivalent to 20 capsules of supplements on top of your serving of protein. So we are, we are overloading you on this and we can sell it affordably and. And your patient's already buying it, just buying it from you.

Co-host: They are.

Oliver: It's. I mean, it goes into so many other things, but. Yeah, that's some of the stuff.

Scotty: Uh, no, it's interesting. Um, Scotty, it's similar to that of like in accounting where you've got like your loss leader, so to speak, where you've got your product that, uh, you know, you're kind of maybe not making that much money on, but you've got these other products that, you know, it kind of brings customers into the store. Then you got these other products that you can kind of cross sell and services.

Co-host: Well, yeah. I mean, some of the most profitable pharmacies with the best margins and the best growth and the best bottom lines are one that do several different things. They maximize, they leverage that prescription volume they have and that, that patient relationship in, in a proactive way for those patients, health care and as functional medicine or vitamin supplements or compounding or whatever it is. Um, you know, those pharmacies that are doing that are certainly outperforming, you know, benchmarking in this, in this pharmacy industry today, for sure.

Scotty: Yeah, absolutely. I know. Oliver, one of the things we wanted to talk about that you talked about at the HVMX show is that central film model. So kind of give us a. I guess you kind of talked about it a little bit. But talk about like, what does that look like for a pharmacy that wants to get into that central film model? And you know, how does, I guess, Cache Valley Pharmacy help with that? And um, just talk about the central film model a little bit more in detail. That'd be great.

Oliver: Okay, so right off the bat, legality, that's everybody, that's the main question is, is this legal? Is it legal? I'm going to tell you right now, we will never fly in a gray area. That's not what we do. There's too much opportunity with what we're doing legally. And I think there's a way to make money legally without doing anything sketchy. So there is nothing illegal about this. So 503Bs are getting shut down left and right cease and desists are going out every day now. And some of the biggest 503Bs are going out and it's nothing new. They actually shut down the 503 last year, but they weren't enforcing anything. So everybody just kept coming. February, they came out and said, hey, we're going to enforce it now. March, they came out and said, hey, we're really going to Enforce it now. Last week they came out and said, we are enforcing it now. And the thing is, at the end of the day, 503A is still legal. It is just like any other compound now. So we overthink things because it has the word sterile in it and we're like, oh my gosh, it's the same thing as compounding. So the base there's appetites, maglutide. These things aren't illegal. And all these lawsuits out there, uh, have nothing to do with that. Every lawsuit I've read, and I've read a lot of them over this last year, um, is after marketing. A lot of the marketing is coming out and saying that this is better than commercially available. And the justification is that it's cheaper.

Co-host: The.

Oliver: You can't do that. And we've never been able to do that. And so there's nothing new to this. It's just a, it's just sterile compounding, a drug that we can get a base from. And, and then we compound it just like anything else. So patient specific and has to be 10% different than what's commercially available, whether dosing or this or that. And that, uh, we're still, you know, purity, sterility, all these other things. So there's a handful of things with that comes with it. But we, we follow every single rule and above and beyond every single rule in that thing. So at the end of the day, a 503A you. So yes, you can compound all the GLP1s and, and I'm gonna, we'll see what happens in July with Peptides. But my gut, uh, is saying that it will only be 503A. I'll be shocked if they're gonna allow just a mass thing of that. But you never know. And we try to prepare for everything. But um, yeah, as far as essential Phil goes, we're getting licensed. We're licensed in 35 states right now. The last 15 states are difficult. They're, they're kind of a hurry up and wait sort of thing. Um, my pharmacists, I, I took my pharmacist from. He was doing 5,000 sterile compound A day. And he was, and that was just getting sent to California Med supplies. That is it. And he was doing that for a while. He is, to me is one of the best sterile compounding pharmacists in the nation. He is one of the smartest humans I've ever met. He's taken more tests than any human should ever have to take. Like he's testing today. I Think in Illinois or something like. It's uh. So anyway, he's brilliant and I absolutely trust him because at the end of the day when a 503A comes on, we're taking your name on us. So we don't just have to be excellent for us, we have to be, we have to be yours or higher standards than you even. And, and most independents out there have some very high standards. So we have to follow all that. Perfect. So um, it's a very simple process. We just have an agreement in place, um, that we're going to be used as your central fill. We have a portal system, uh, we used Pioneer for a little while. We're kind of transitioning to this portal system and what it does is you, you get the script, it's patient specific for what it is and, and you upload it into our portal. We can see it, we then fill it. And right now we're, we're shipping out within 24 hours and we do next day ship out for it. So we get it and we send it back to your pharmacy because it's your patient, your prescription and we're just filling it as a partner of you. So we are, we are your partner. And this is, this is back to the Montana family pharmacies way we, we can work together. We don't have to even think about going out and trying to get all this retail is just, is so dumb. All these pharmacies already have these patients. Um, if you look at it, 13% it says right now of Americans are taking a GLP one. So if you go through your database, most pharmacies will have about 8,000 patients in their database. So every pharmacy right now has about a thousand patients that is sitting in your database that are buying GLP1s, just not from you. So when people are like well how do I market this? How do I advertise it? All you have to do is say you offer it. It's, they're already buying it, they'll be ecstatic and most likely you'll be able to save them money on it. Plus you'll be able to get them a protein or, or any other supplement depletion on it. And they're going to be able to do it in a healthy way. And not just, you know, one of those justifications we, we focus on is muscle depletion. So the average person on the GLP1 loses 30 to 40% of their muscle weight. We don't want, we don't lose fat, not muscle. So we're going to do Everything we can with this. So again, we're doing it, uh, the compounded to make sure you know, with glycine, uh, l. Carnitine, methycobalamine, things like that, to help with muscle depletion. But then we're also wanting to say, hey, get on a protein get. You know, we got scales that we can even sell you, um, that'll show muscle loss and, and stuff and, and get your, get your patient on it every month. What? Hey, you lost seven pounds. That's awesome. How much of that was muscle? How much was that fat? Like, we can do this healthy and we can do this right, and help our patients and do it affordably for all of them. So yeah, a lot of folks are

Co-host: doing the combo GLPs, but they're not doing the supplements with it. Yeah, it's kind of, they kind of go hand in hand like you're saying, and they're buying them, just not at the pharmacy.

Oliver: Right, yeah. Right.

Co-host: Interesting.

Scotty: Um, no, it is interesting. Yeah, it's, it's a full, like it's a full service. You know, if you're, um, looking to optimize your health. I mean, Scott, we've talked about this before. Those pharmacies that are leaning into, uh, in fact, with the past two guests that we just had on, uh, they're all about optimizing the health of the patient. So everything from, you know, what your nutrition look like, uh, what supplements you're taking, uh, what prescriptions are you taking, um, things like that. It's a full, it's a full model. Um, and it's great. I think a lot of, and a lot of young people really want that. And they'll pay for it too.

Co-host: Yeah, I mean, patients will definitely pay for it. They want healthcare, they want health care they can't get at a doctor office. You know, they want the functional medicine, they want the right supplements, um, they want this custom compounded medications, they'll pay for it.

Oliver: Yeah, I, I think, uh, everybody's sick and tired of being sick and tired and. Yeah, and with the GLP1s, it is solving a problem. And you know, the peptides are going to be even bigger. I mean, this is the first time, in my opinion, in the history of pharmacy we've been ahead of everybody. We, we're going to be ahead of, of, of big pharma. We're going to be ahead of pharmacies or of insurance, uh, companies, PBMs, even doctors. We're ahead of everybody. If we can do this right and we can work together and and, you know, central fill and, and share information of. Hey, you know, what's your success? I want to sell $10,000 a month in supplements. I mean, it's funny. One of my biggest people are like, oh, they don't buy supplements from me. One of my biggest, biggest supplement guys in this nation is in middle of nowhere Wyoming, one of the greatest pharmacists I know. And I, he, he sells more supplements than anybody does. And you know, uh, a lot of our pharmacies we work with are in, in Montana, you know, population 4,000 in the county. And people are, they're selling, they're. They're paying for the pharmacist every month or then some. And now they're doing supplements. And now, you know, it's like, I'll. I'm trying not to get too off topic, but. But yeah, we're in a position where. So we started a few things. So like last year, same thing happened. Uh, the, the 503B went out. So we had a bunch of pharmacy. Well, we had one pharmacy that was bashing everybody in town and said, oh, you can't do this anymore. And I was like, so no doctors wrote it? Uh, all the doctors stopped writing it. And they were like, nope, we're, we're going to get sued if we write this. And I was like, you're not getting sued. Like, that's, that's a joke. So I started a telehealth. And we're only in a few states, just out in Utah here and stuff. But, but it wasn't that hard to get a nurse practitioner and say, hey, we're going to start a separate llc. We're going to start this. We want to start doing GLP1. So all these people that had no more doctor to write for them, I said, well, here's one. And now we're going down the line of collaborative practice agreement. So we started rolling that out in a couple states. And again, this was just a stupid thought because it was like, well, we have to have a collaborative practice to do flu shots. What else can we do? And we were like. So we went down the laws and went down the rules. And I've called my doppel more than anybody has because I didn't want to just try to figure out the rule. I just called the guy who was going to get me in trouble and I just said, hey, this is my idea. Can we do this? And he'd come back and say, nope. And I'd be like, could you show me? And he'd come back and Say, you're right, you can do it. Just do it this way. You know, we hide from Dahl, we hide from these things. But. But there's a legal way to do it. There's a way to do this and not get in trouble. So. So why try to find the gray area when just make the call and just say, hey, how do I figure out I want to do this? How can I do this? And you'd be surprised. And there's. Granted, uh, there's. There's some boards out there that probably won't help you very much is. We're running into a lot of that with getting our licensing, but, um, but we got to just think differently. And we're not telling the patient to spend more money. They're already spending this money with all of these other places. They're already going to the doctor visit. They're already doing. Yeah, they're already buying supplements. They're already. What else can you do in your pharmacy that you can offer to them so that they spend it with you and not the other place down the road? It's not. It's. We.

Scotty: We.

Oliver: We overthink everything. But the only way we can do that is get out from behind the counter, you know, And. And if you can make a little extra money on it, it makes it a lot easier to get out from behind.

Co-host: You hear a lot of folks say, well, my patients won't do that, or, my patients are not going to pay for that. I'm like, look, man, they're already buying this stuff. I mean, they're just not getting it from you. And so. You're exactly right.

Oliver: You're exactly right.

Scotty: Yeah.

Oliver: I was gonna say I started a med spa a couple years ago. And it was funny because I did it. I did it just to figure out, uh, how to do it in pharmacy. My whole thing is, at the end of the day, I want every pharmacy to be a hormone clinic. And. And so I was like, okay, I'm gonna just start a med spa. So we started med spa, and I did it in programs. So I charged like $3,000 for a six month program for hormones or weight loss or blah, blah. And it included supplements and included this and that. Which, by the way, we can do that at the pharmacy too. We can start our own programs with weight loss and vitamins and everything. So I started this thing and everybody's like, I live in a small town in the middle of Utah and, uh, well, top of Utah. But, uh, everybody's like, oh, that's. Nobody's gonna pay for that. Well, they did. And then I had a different. I had a couple programs that I ranged from three to six thousand bucks, and it was for six months to a year worth of stuff. And again, people are like, there's no way. And I'm like, I think they will. And again, uh, I wasn't screwing them over. It was completely transparent. I was showing them the margin. I was showing them everything. And then I started a program that was $10,000 for six months. And I did that for a marketing technique because I was like, okay, this is the high one. I don't, you know, you may not buy the high one and, and there's the low one, but I'll pay the $6,000 one. And it was kind of the sticker shock thing. The day I offered that, the first person I offered it to bought it the first time. And then I sold two or three of those a month going forward. And the thing I was selling them to people who were, you know, CEOs and heads of some of these big corporations and businesses. And they come back to me and they'd say, hey, can we roll out a program like this to like our entire business? And I'm like, yeah, let's do it. So I got out of the med spa after about a year and a half, and it was. But I learned that don't. There was a person in Montana told me, don't dumb down your town. Don't, don't overthink it. You're. You'll be surprised what people will pay for that. And especially getting into the GLP1s, we're. The cost of these things, these retail pricing that we can, we can price these at because it can be affordable. It's literally the difference between buying McDonald's every day or not. That's literally the difference. And if somebody has a choice that, that, hey, I'm not going to buy McDonald's anymore, but I'm going to lose weight. They're going to pick the lose weight. We don't, we, we don't want to feel this way either. We want to sleep better. Then we want our testosterone up higher. Well, when you're 100 pounds overweight, that's really hard.

Scotty: Let's talk a little bit about as, uh, we kind of wind things down here a little bit. Let's talk about like, what are some two to three, I guess, kind of immediate steps. If an owner has listened to this and wants to explore central Phil, um, you know, they want to get into it. They're like, all right, I've got a good patient base. Um, and uh, you know, what are some of the, I guess, immediate action steps they can take to kind of start to explore this a little bit more and get into it? Because I think there's a lot of listeners out there that are, that would be interested.

Oliver: Yep. You can head to our website, cash valleypharmacy.com. uh, uh, let me double check

Scotty: email,

Oliver: um, for that one too. Um, I think it's just infocashvalleypharmacy.com but I'll verify what that is. And you just shoot us over an email and we set you up as an onboard. It's super simple. We'll let you know if we're in your state or not. Like I said, we're going for all 50. There's a couple states that are causing us problems, but I'm going to figure them out too. And uh, then we onboard you. It takes about 30 minutes and we go through a whole process. We show you what we do, how we do it, legality of it, the marketing, the paperwork, you know, how to send the script, everything. We simplify everything down. We give you a personal onboard of it. Um, you send in a couple paperwork. Again, you know, we have to have an agreement in place that we're partnering and we're working together and, and just some paperwork stuff, but it's all completely transparent and we have, we have simplified it immensely. We charge a flat rate, uh, price of it. If you're part of like Atrium, which Nicolette's Incredible, or uh, Montana Family Pharmacies, we offer, you know, group pricing for that. We don't charge shipping, uh, we don't have minimum order quantities. I don't have stupid hidden fees. I don't charge an onboarding thing or a monthly or a yearly or any other garbage that all these other pharmacies do. I hate that. You know, the flat rate pricing was a big thought to me because a lot of these places are coming out and they're like, oh, we're going to charge you, you know, $50 for this, but we're going to charge you $450 for this. It's, it's $20 difference, you know, $30 difference on some of these things. And I'm like, why do you think pharmacists are stupid like that? I think that sales pitch is dumb. And you guys know how much drugs cost. You know what it is? Everybody has to move on. It's fine.

Co-host: Yeah.

Oliver: And so that's what I did. It was, we just said we're just Going to charge a flat. We're trying to add a couple little bonus things into there with, with our groups or with, so that we can help people get on quicker. But you know, when, when they catch you with this $50 on and then you realize that, well, 80% of your patients are at $400 a month. That's so dumb. Like, and it's hard too for pharmacies to price this because, oh, you're going to go from, from 1mL to 2, then 4mL, then you're going back to a 2ml and maybe you're going to switch from semi to this. And you're like, and their price, your patients are like, dude, tell me how much I need to pay. Like, just. And, and so it's cool because when you're flat rate sort of thing, you can flat rate it if you want to as well.

Co-host: Right.

Oliver: And, and with that, this is start programs like we started. Uh, I started another business. It was called it Muscle first and it was, and they charge a flat rate pricing and it includes their doctor visit, uh, bottle of protein, uh, health coaching and the drug, you know, every month. But again, you can charge that. You can, you can charge, you know, X amount a month and include $100 supplement bank into it and you can say you can get your, your prescription and your supplements and I'm going to give you a supplement bank. If you want to buy protein with that, great. If you want to buy some vitamin D or some sleep or whatever, go for it. They're already going to go buy that stuff tomorrow. Just have them buy it from you. And if you can have a standard rate pricing and you can charge that and now you can have this upsell. And it's not even upsell. I mean it is to you, but they're already, they're already buying it and now you can do it in a healthy way for them. So yeah, super simple onboard. Um, and as long as we're in your state, we're up and going within a few days, the paperwork's in, it is 1, 2, 3, go. You, you'll turn it on and you know, get somebody like Ben, uh, Jolly to get into your system and, and help you send out a text or, or something like that or, or you know, simple things that you can say, hey, we're offering this now. And you'll be shocked how many people go, I'm already buying this online. I'm paying double for it. Can I switch my thing to you? And then call the doctor. And the doctor goes, oh, you're offering this now? Well, I've got 20 other patients. How do I switch them over to you? And. Yeah, and you'll see it start snowballing. And it's fun. Like, I didn't think pharmacy was fun anymore. I've had so much fun this last year. It's so fun working with all these independents and the Peptides supplements and the GLP1s like, it is, dude. Peptide. And that's the thing. This is the whole buildup. This is great. And GLP1 will get you out from behind the counter, but the Peptides is going to be the complete game changer for pharmacy as long as they. As long as they let us keep this when I. And I feel strongly they will. Um, but if they don't, I'm going to figure out a different way for us. Like, we're going to keep on doing this and we're going to keep on working together to figure this out. So.

Scotty: Yeah, you're, uh. The pharmacy owner is reclaiming their time back and they're reclaiming their time with the patient and spending more time with the patient, which is awesome. Um, that's always good to see. I didn't, you know, the peptide stuff is huge. I've heard people that I didn't even know were interested in Peptides, talking about that they were interested in it. So, um, it's definitely big. We'll see come July, um, what it's going to look like. Um, well, Oliver, thanks again for jumping on with us. Um, thanks for all that you do for pharmacies. Uh, in the description, if for the people listening out, there is going to be all of Cash Valley's information. So all the stuff that Oliver mentioned, it'll be a direct link to their site. You can go check them out. Um, all their social media, all those, uh, all the media platforms that they're on. Uh, Oliver, thanks again for jumping on.

Oliver: Yep, thank you. And again, any other questions and things, you know, we reaching out to Atrium. Atrium Group's a fantastic one to be part of Montana Family Pharmacies is awesome. They have everything that we're doing and up to the minute stuff with that and, and so working with them and then we'll give all that contact info for you guys. But thank you so much for letting me come on. I know I talk a lot, but. Oh, my gosh, it's so exciting. It's so fun. Yeah, I just love it.

Co-host: Yeah, it's a lot of great content, a lot of good stuff folks need to hear. So we appreciate you sharing that.

Scotty: And thanks to everyone for listening in.