Pharmacy Success Interviews Podcast- Tom Teasley

0:00 Welcome to the pharmacy marketing profits podcast the show that reveals how to take your independent pharmacy to the next level hear from professionals in the industry as they share their stories of success and inspire you. You'll also discover how to attract more customers with effective digital marketing strategies. Here is your host, Shane Gebhards. 0:19 Okay, all right. Welcome to pharmacy marketing profits podcast, I'm your host, Shane Gebhards. With me today I have my very special guest, Mr. Tom Teasley from Hubbard gym pharmacy in Clemson, South Carolina. Tom, thanks for being with us today. 0:34 Thanks for having me. 0:36 Perfect, perfect. Well, tell us a little bit about your pharmacy, how you got started, how long you've been in business and just give give the listeners a little little brief overview. 0:46 Um, this particular pharmacy was opened in 1998 by a Rob Hubbard and a Ron young, hence the name Hubbard young pharmacy. Those two gentlemen have been working pharmacists and been working in the community for the last 3540 years. So when I came in to this situation, we already had a very strong pharmacy and a good base. I have been here now for seven years, and have owned it for today. 1:20 We are in Clemson, South Carolina. 1:24 So demographics that I looked for when I was trying to find a pharmacies, I wanted a small, smaller town, thing, community pharmacies thrive in that environment. And I wanted a loyal customer base. And so we we have hit on that here. So those are two very strong keys that we're fortunate to have a little bit about the pharmacy itself, we probably do anywhere between five $6 million worth of business a year. We are fortunate we got some pretty good commercial insurances that a lot of people don't have, again, some of that strategy that we're looking specifically for some of that's luck. So that gives us the opportunity to do certain things that other people don't have the opportunity to do. Classic retail up front, and we do some some different things there. But and we also have compounding lab that we also offer some specialty services through as well. 2:23 Okay, perfect, perfect. So you basically touched on how you got started to brief history. So that's perfect. Who would you say is your ideal customer target market? 2:34 My ideal customer is if I were to just pick a brand new customer coming out 5560 years old commercial insurance. At that point, they're typically going to be on three to five minutes, probably if they're coming to see me or will be shortly. With we like set a good commercial insurance. That that's my that's my niche is somewhere between that 55 and 65 years of age, I really like that customer base. 3:06 Perfect, perfect. Okay. How do you guys position yourself in the eyes of your customers, even what's your unique selling proposition. 3:15 And in this to not start with me, I'm following in the footsteps of two very, very good pharmacist. But quite frankly, we are the best. And we're going to do whatever is necessary to take care of our customers. And that reputation of just doing what we need to do and having. We go beyond excellent customer service. Just everybody, when they come in the door, we're going to know their face for another name, we're going to treat them like family. And I think that's getting lost a little bit in the high volume. world. That's expensive. On our car, that's expensive for us to be able to do the things that we're doing and in trade customers like we're, you know, 100 script store, like, like back in the 90s is is very difficult to do. But that's the thing that makes I believe that makes us stand out, apart from from everyone else. 4:13 Absolutely. Absolutely. I couldn't agree more. It is getting lost in this day and age. So that's really refreshing to hear. So shifting, obviously, into your marketing, in that conversation, because this is a marketing podcast. What types of marketing do you do, what's your marketing mix consist of? 4:30 So when I first came here, the marketing, budget and marketing philosophy was that there was no marketing budget or philosophy. Being in a college town, our town has changed dramatically in the past five to 10 years. One, just with some of the success that the school and the town has found we've we've had new people. And then also with the professor situation, and people who are typically aligned with schools, every five to 10 years, they they get new jobs where they get a promotion and go somewhere else or someone new comes in. And so we realized that we had lost a little bit of that edge. So the first thing we did is contact, we were at a meeting that you presented some ideas with, and those those ideas really hit home. So that's where we started was it digital platform, we also 5:27 utilized a couple of unique magazine 5:32 situations, I'm not a big fan of print anymore. I think that that while it is useful, it's very expensive for what you get. But these specific magazines really focused on kind of the same things that we focus on, which are core communities and community type fields. And so with those magazines in France, they also come with community events, and organs, national things and and basically different, we stopped at different each month or to have a party at a different organization. So we're all connecting kind of the local businesses together. And and allowing the the magazine base to kind of get involved. We also do a lot of just local charity, charity work, as well. So we sponsor local teams, the little league team, the middle school team, high school team, stuff of that nature, to get our name out and our logo out as well. 6:30 Perfect, perfect. Yeah, I love that answer. It's it's a great mix, which is, which is what's needed these days. Obviously, you know, with us working together, you know, you do the digital side of things, but having, having that other side with Community Relations being out in the community. It's It's such a big, big factor these days, especially in a town like where you're at. So I couldn't agree more. I love that answer. are you guys doing any be an eye, you know, Chamber of Commerce, strategic alliances, anything along those lines. And that's what 7:05 Yes, we do. And, and I do it heavily. But we also try to get all of our employees involved in something that they like. One of the easiest ways to to get new customers or keep your customers is to have a connection with them. And if you if you know, again, I said earlier, we treat our customers like our friends and our family because they are we get out in the community, we do Chamber of Commerce, we do rotary foundations, we do fall festivals we do. Pretty much any type of organization that is out there, we probably have some connection in some way with them. So that way, we're working hand in hand with the community ground in the community. They're not we're not just behind the counter. And so I'm not just Tom, the pharmacist, I'm Tom, the community leader, or Tom he's involved in so and so I really liked him when we were working together on project day. And so that bill, again, a lot of it is about building and sustaining relationships. And were able to do that through a lot of our community organizations and activities that have nothing to do with pharmacy. 8:19 Absolutely, absolutely. Yeah, I think I think that's a crucial factor in especially in today's world, even though, as digital as, as everything is gone. People still look for that, that sense of community in that, you know, feeling of knowing who they're doing business with, you know, the old saying of, you know, people if they know you, they like you they trust you, they'll buy from you. You know, I think that that still holds true today. So absolutely. What marketing efforts, in your opinion, do you feel drive the most business for you. 8:50 So obviously, you know, community as far as quality, you're never going to be a one on one personal relationship. So that's all and again, that's that's kind of our business model. As far as, you know, if we ever get someone in our doors, we're going to keep them. And so we try to stay in as we just said, through the community endeavors, we try to keep those relationships as far as bang for your buck or getting the word out for us. The digital marketing and a digital age now, I mean, even you know, our our parents and grandparents are now on social media, and Google and I mean, it blows my mind at how successful even our older generation is. And so by using a lot of these digital platforms that we use through you, were able to compete with the quote unquote, big boys, and not only compete with them, but but actually go well. And above and beyond because we blanket our area, all I have to do is worry about the five to 10 miles around me. And so I do everything I can to control that area where there have to control a national scene. And so we're able to with with a lot of this digital marketing, and we get into later, we're able to very effectively, and quite honestly very cost efficiently, get our message out to whoever it is that we want. And we can specifically target exactly who we want for a specific situation. and customize these things very cheaply. And very, very efficiently. We can customize that very specific advertisement to whoever we're going after. And so as far as bang for your buck, the digital I, again, as I said, I'm not a big fan of print or radio anymore, or TV, because we're able to capture so much more through our digital marketing. 10:47 Absolutely, absolutely. And I couldn't agree more obviously. But you know, I think you just hit the nail on the head with my next question. Which, you know, what's the most profitable marketing channel for you? You know, kind of similarly ties into with, you know, what marketing efforts drive the most business? Usually those go pretty much hand in hand. But yeah, I think you hit the nail on the head there. And you also alluded to, you know, my next question was going to be what marketing efforts have you stopped using in the past few years due to lack of performance? You've kind of already touched on that with, you know, getting away from that print side of things. So, absolutely. Do you? Do you have any special initiatives online to attract reviews or specific campaigns that that you really, really like? Um, 11:35 yes. So in fact, we're, so we're for again, and what we were a year, year and a half, maybe two years into this digital process. And so we're learning as we go on the online age. So we've had some, and again, we're a unique modality, I understand that so. But we do things and the things that people have really enjoyed where we get way football tickets, to usually a pretty good football game, I know that everybody hasn't had that ability to, you know, to go to a football stadium three, three blocks away. But that has always been very good. But it doesn't have to be anything as crazy as that we we've partnered with some local vendors on some things like unique modalities, like some ice cream, some local ice creams or organic products. And so we give those away like giveaways, people like giveaways, they like the idea of getting something for free. A lot of people don't realize the you know, we're after that information and information super valuable. But what we do that we did a week, and I thought it was a really successful event, last year, we had a March Madness tournament. So we were able to have fun. We partner with again, the idea is, is partnerships with a lot of local community services and events that we partner with some guys got some really great high def TVs for really cheap. So we didn't have to put a lot in it, we gave them some advertising shout out. And we were allowed to capture this audience for almost a month. Wow, able to like I said, just keep people involved. That way, when I came in a store, that's all we did, we talked about the March Madness, it had nothing to do with pharmacy, we're going to try to do something similar to that with the football games going forward. But anything to get involvement, that you can get people to come back to, you know, the one and done is not necessarily a It's fine, it's great. But if you can do something to have people that are constantly checking back in or constantly working away in, say, over a month, now you're getting 2345 returns to others, your website or your place of business. 13:57 So they're they're getting this 14:00 attraction, you know, now that get some skin in the game, and that you're creating this bond creating these relationships. And you have just a very, again, very cheaply and efficiently or cost effectively, I like to say is able to create these bonds of people that you might never have seen before. And you know, say we use the March Madness when might be a 20 year old college kid who has no medications. But it's grandma lives next to us. And she's on a lot of things. So that's kind of where we're looking at at that aspect. So those have been very, very successful for us. 14:36 Yeah, absolutely. I think that's a great, great share, and a great little nugget for the listeners. Because Yeah, that is that is everything in this day and age is you know, you can win people online and get them to the pharmacy, but keeping them is is another side of the coin. And I think you guys do that extremely well. So I think our listeners can take a lot away from that. So that's, that's perfect. What type of a follow up marketing are you doing for your existing client base? 15:04 Oh, sorry, to hear the question. 15:06 What what type of follow up marketing are you doing for your existing client base. 15:11 Um, so 15:15 you guys, mostly for our digital process, is what we're going to talk about here. Um, we we've set some things up. And again, your team has done a wonderful job of doing things and making things streamlined. So we are constantly reconnecting now the kicker here is we don't want to be over bearing I get, you know, I get the one thing where I get the same, the same company, he emails me every single day, and I never get any more. So we're careful about that. But once a month, we send out a newsletter, and it typically has like a healthy tip on it. Again, we're not trying the idea feel is that we can't try to sell things too much. So. So we have, you know, just a little bit about something that's going on, maybe it's a new employee, or maybe it's we're going to be at a community event expert, a little bit about us some some of the happenings in town, sometimes a health tip, we are a health based company. So usually some type of health tip. And then if we do have a unique modality that we want to let people know, like, you know, maybe flu seasons coming up can get your flu shots, we haven't been stock. We had this, you know, new unique product that is just hit the markets and stop by and say if you're interested in that, stop buying say that. So we have the follow up newsletters, where again, we're constantly using our digital platforms, Google, Facebook, Twitter, Instagram, posting fun, you know, fun things on those. And then like that, we had some retargeting ads, which is really complicated and a little bit over my head, that you guys are doing a really, really good job of doing to, to, if we get someone and we capture their attention, we got to capitalize on that. And so we we we can re target them, and find out what they like what they don't like, and try to hit them with something else to again, just again, that is it to stay in touch with people, not annoy them, but just keep our logo and our brand visual now. And it might it might take four or five months, but then all of a sudden, you'll hear someone say, oh, I've been seeing your ad. So I had to just come check you out. And so again, if we can ever get them in the door, we've got them and so that's the key is to just gently nudge them with these these reach outs to, like I said to get them in the door. 17:38 Yeah, absolutely. Yeah, it's you know, the retargeting thing, there's a reason the biggest, biggest companies in the world are doing that, you know, we're all shopping on Amazon, put a pair of shoes in your shopping cart, you know, leave that alone for a little bit. Next thing, you know, that same pair of shoes is following me around the web. So, right, the technology works. It's extremely powerful. But I think you made a great point there, in that you don't want it to be by this by this by this, you know, you need to present value. And, and you guys do an excellent job of that. So I commend you on that. Because in this day and age people, you know, the beauty of the internet is being able to get that information when you need that information. You know, so by being the experts in providing that information for people, you're solidifying yourself as the experts and the go to professionals in the area to help them, you know, accomplish what they're looking to accomplish. So I love it. That's, that's, that's amazing, amazing approach. You know, the next question was, are you using email marketing and all he touched on it? So I think that's an excellent, excellent way of doing it, you know, the strategy sounds very solid in terms of just enough to stay in front of them, but not too much to annoy. You know, we, you hit the nail on the head by saying, you know, we all have those emails in our inbox that we don't even open anymore, we should on unsubscribe, but we don't just out of, you know, not wanting to mess with it. So, but the oversaturation of of too many emails too fast, will definitely turn people off. 19:06 So one of the things that we and I forgot about this, one of the things that is an indirect thing that you guys are doing really well, that I don't think a lot of people understand as well is a lot of people they don't like and we talked about being sold, that they don't like to be sold, they like to have the idea themselves. And so what your team you and your team are doing very, very well, is that you also when we're writing these blogs, and we're getting these connections, you're doing things for other people that are not competitive, but are related. And so, you know, we write articles for other people or do other things, and then we get cited in it. And so that these people are finding these things on the internet through a search of their own that they didn't even know. So we're in America, so we're in 20 mile radius, and someone's looking at the best sunscreens or the best sunscreen techniques that they're using. And all of a sudden, we had an article that we wrote for someone else, and it pops up and shows them, and then all sudden, we're in that article. And now these now the customer base that we're trying to reach to, they read the article, oh, they see that we're an expert in this field, and then they come to us. And so we're almost by by having these links, and these things that most people wouldn't even think of utilizing. People are able to get the idea themselves that they want to come see us, it's not necessarily an advertisement. So I did want to mention that, that we have seen a lot of success with this, and these partnerships with these other blog sites and things of this nature to where you guys are writing these articles and connecting us to them. And against that people are just random people are now just showing up on on the site, seeing the benefit of it, seeing the where the expert, and because it said unrelated link, you know, in theory, they're making the connection with us, and now they're coming to us for product day technique, gay. And I think that's a really unique thing that you guys are doing, that are fighting to be very successful. 21:09 We appreciate that. Yeah, that's, that's absolutely something that we love to do. Because, you know, just as you said, you know, people, people, in this day and age, you know, the whole point of Google for people is to be able to search and find your answers and come across what you're looking for, and then be able to take action on it. So, you know, by by positioning yourself that way, having those partnerships out there, you know, providing content for other sites, because that's honestly one of the biggest things that we see from the marketing side of things is people are always looking for content for their website. So you know, I'm glad you brought that up. Because that's, that's unique share that, that our listeners can take away is produce some content, write some some of your own content, take that go to, you know, the local, you know, podiatrists go to the local chiropractor, you know, stuff that you guys can, can partner on and say, Hey, I have some content, if you'd like to put it on your website, and only thing I asked in return is maybe a link back to my site. So that, you know, I can get some value out of it. And we can make this a win win for both of us. So I'm really glad you brought that up. Because that is a great strategy in this day and age to to really separate yourself and leverage those local and even more regional partners that you can develop. So that's a great share. What services in the pharmacy tend to be most profitable for you. 22:35 Um, so obviously, the prescription based prescription in and we're going to, we're trying to move to a quality management system, I see that in the future. But right now, and I don't see it changing anytime soon, you know, prescriptions are always number one, the idea is to sell prescriptions, we can market other things to get people in the door, but at the end of the day, you know, we make it our own on prescriptions. Now other services that we offer, and right now we do a lot of immunizations, we do touched base, we do some specialty compounding type stuff, to where we market it and customize it specifically for them. We have we've just partnered again, Hello, this is unique to us, but they're out there for everyone. We just partnered with state South Carolina for grant to get paid for MTM actual money for MTM not kind of the big with a stick philosophy that the insurance companies are using. But so we're getting paid to, again is a quality metric that we're using. We have a unique modality that that again, we're in a college town. And so with that, bring certain perspectives. And so we have just started a naturopathic line. And so we're doing some some natural things that are still science based, you know, I don't necessarily care where you get your yourself silica acid from, you know, if you're doing an aspirin, or if you're using a more natural method, you know, where you so we're using those, we're trying to put some of the science in on that. Right now the CBD market, if you haven't hit on it, you're missing out. Because we are the experts in it. I don't care what the guys down the street are doing, you know, at the gas station, they don't know anything about drug interactions. Don't Ask Don't care. And so market yourself as the expert. And that might mean telling people, they don't need to have something, sometimes people respect that. But the go over the medications were them. And then that's a highly profitable situation, use quality product. And, and people will spend the money on that. 24:55 We have again, the idea is to 25:00 the idea is to fill more scripts. And so how do we do that? Or how do we make more money on those prescriptions. And so we're doing things that we're trying to roll out that are going to induce quality, everybody wants quality now, and and I see over the next five or six years, especially for us independence, quality over quantity is going to be key. And so we're going to take some factors from a lot of these other companies that that we almost have to pretend because I want to give a quality result, but we got to give somebody something else besides here's your medicine move on. And so we're, again, we're able to do this, because of our situation, but we're trying to put in some not metrics, but but just give back to the community, whether those are brown bag sessions for people or you know, just having quality console, or getting out the community getting flu shots, or whatever it is you gotta have some type of quality metric that you're you're giving of other than, hey, we just don't prescriptions because people get those online now. And so if you want to be that go to and that reliable source, you got to be the source. And so again, it costs more money to do that. But uh, I think that in the long term, that's what we're banking on, is that's going to be our our key is you got to provide quality in some way above and beyond just giving people prescriptions, and find your unique situation and your niche, whatever that may be, and really just be the best at that particular niche. 26:44 Absolutely. Yeah, and one thing I kind of wanted to reiterate there that I loved what you said was just, you guys do an excellent job of, of knowing you're in a college town. And so obviously not everyone's going to be in a college town, you know, some are some art, but what you do very well is you use that to your advantage, and you use that, you know, as a part of your, your strategy. And and it really shows because you're tapped into everything that is going on in there. And then you know, taking that step further is what you said as far as the quality aspects, you know, with times changing prescriptions can be gotten online. Now, you know, we're all aware of that. But, you know, people still, you know, circling back to what we talked about earlier, people still want to deal with people people want to buy from people, you know, it's, it's a little bit unnerving, I would, I would guess to buy I've never bought a prescription or gotten one offline, but just getting it from someone it's showing up at the door. I don't know, it's just, there's something to me, that's, that's still yet to be seen with that to where I it's kind of uncomfortable. So, you know, wanting to be able to talk to someone and get, get my questions answered, really, you know, goes a long way. So, absolutely. I love that, um, what would you say to the owner of another independent pharmacy, that's that's trying to take their company to the next level. 28:06 Again, the first thing you need to do is find your niche. When I first started, I wanted to be everything for everybody. And I wanted to I wanted to own the town. And I want to have every single prescription and every person come to me find your niche, find out what's making you the money, let's let's you know, know yourself. First thing is to know yourself, know what you're good at, know what you're not good at know what's profitable, go after the profitable situations, don't kill yourself, don't spend tons of money, 28:40 like chasing the $4 prescription, 28:43 or whatever it may be, because you're not going to make any money. Now if the $4 prescription in turn, sells you a lot of OTC well then my gosh, let's go do it. So So find out what makes you money, find out what you think will make you money, get very, very good at that. Understand what you're your weaknesses are trying to get better at those. We you know, and again, I was listening. When I first met you, you're at a meeting. And you were saying things and I was looking around the room. And no one else was doing it either. But I realized that we were not doing this and being in the market that I am I am in you know, we have a very educated very tech savvy base. And so you know the newspaper, if you're in a small town, somewhere, the newspaper might be your best source of information. And if that's it, use it. But I knew that technology was going to drive our business. And so we spent the last year and a half trying to get really good at technology. And so like said that's the areas find out what you're good at, find out what your weaknesses are, make your weaknesses better, but but emphasize what you're good at, for us and happen to be this quality metric, we were better than everybody else, we just had to let people know. And when we started doing that, and started utilizing these digital things, and this is the while social media can be a problem. Again, for a small business. If you can get the right people to say good things about you on social media, it spreads like wildfire. And now it's free. I mean, you don't even have to pay for it. And so by getting our marketing Tango is what we needed to do. By getting this digital marketing chain going and getting our social media links Twitter, Facebook, Instagram, you name it, we're on it. But by getting the things going and running, we're getting these connections, and then we're allowing this kind of grassroots effort. And so that has given us the benefit of you know, I can say I'm awesome all the time. But if somebody who's not associated with my store says I'm awesome. And then 20 other people comment on their link at were awesome, then all of those people who are seeing that are going to now say Oh, these guys, these guys really are awesome. I'm having trouble with whatever I'm doing I'm maybe I should give them a chance. And so, so that's my you know, find your strengths, advertise those strengths, get better and weaknesses. And then like said, No, no, your niche and and really, really go after your niche. And that might be some soul searching, you might have to say, hey, look, we've been doing it this way for 20 years and times have changed. And we no longer need to focus on on this we need to focus on on something else. That's going to take a little soul searching for a new owner to do. 31:45 Yeah, I couldn't agree more. I mean, that's that is a phenomenal answer. You know, you really, really shared a lot of nuggets there. As far as knowing your niche being being the expert. And then again, touching on the data, digital side of things was social media. I mean, social media can make or break businesses these days, we all see it. online reviews, same thing. You know, the the old adage, the old saying is that people trust online reviews, more than they trust someone that they know, you know, they'll trust a complete stranger because they think they're getting that unfiltered on you know, apologetic truth about about a business or their services. So perfect, perfect. Any additional nuggets of wisdom or insight that you'd like to share? Before we wrap this up? 32:32 Um, I think I think that's about all I've got. I think I mean, I think we've hit on the things I again, I think in I notice the marketing blog. But in my situation, I think the digital marketing is the way to go. Some of the things that you guys have been able to do, as we've talked about it, you know, like, monitor our online profile, and make sure that our online profiles good, make sure that it's clean, has been has been excellent, because you're always going to get some crazy hurt. And you know, you never know their motives, they might be for a competitor, they're just trying to scrub you or smear the name, or they might have been, you know, again, you never know, they might not like somebody at your store or something of that nature. And so thousands thousand people are able to see that. Sometimes not all bad things that are said about you are bad, we need to understand that there are wonderful opportunities to do that and be very, very careful with it. But if you can have a, say an unsatisfied customer, someone who's not happy for a misunderstanding, or something of that nature that you can easily fix online. You know, that goes a long way. And we've done this four or five times where, quite frankly, it was a misunderstanding or something out of our control that someone wanted to bash us for online. And we were able to, to fix that situation and you know, HIPAA and all that stuff was covered. But we were able to do that in a very public setting. And, and because of that, not only did we went over a disgruntled customer or something of that nature, but we were also able to show the world how we solve problems. So again, I guess that would be my last nugget is you know, you have to monitor everything. But sometimes bad publicity is not necessarily the end all be all, if you can take it and twist it to a good thing. It shows that you're real, it shows that everything's not fake or can. And so people tend to trust, trust those more than they, you know, you can get 700 glowing reviews. But if you have a bad situation that gets fixed, and that person then comes back and says, Hey, this was what was wrong, and they fixed it. 34:50 People trust those as well. So that's, I guess that'd be my last one. 34:54 Absolutely, absolutely, we see that we so often and basically, you know, you hit you hit the nail on the head, you guys do a great job, you've you've you know, fix those few scenarios like that, that you've had. And it's turned out to be, you know, fabulous for you in terms of, now you have a fan for life, you know, customer for life, someone that's going to rave about you all because you you went the extra mile you took the time you didn't write them off and say, Oh, well, it was out of our control, nothing we can do about it, you know, you stepped up, took care of it, and now you've got them out there singing your praises. So yeah, I love that, that's, that's something I want the listeners to take away, as well, knowing, you know, just because something happened, maybe you stepped into a situation that was out of your control, maybe it's a customer like, like Tom said, that is, you know, saying things that were out of your control or, or something that you couldn't really handle in the time doesn't mean you can't circle back and make it right and try to fix the scenario. And and try to work that to your advantage. Because like Tom said, it'll go a long way. Yeah, I couldn't agree more. So, you know, having a having a pulse on those, those reviews online is extremely important these days. So, you know, listeners, make sure, make sure you have something in place to, to keep an eye on those. So perfect. Well, that was everything I had. Tom, thanks so much for being with us today and sharing, sharing your wisdom and your nuggets with us. anything you'd like to add, before we wrap up. 36:26 Thanks for having me, again, you know, enjoy what you're doing. If you don't enjoy what you're doing, then then go do something else. And like I said, I'll give a shout out to Shane in them. They, they have done a wonderful job for us. And I guess about a year year and a half that we've done, you know, we started the we started from scratch, we you know, we had a kind of a blank, generic website, we had a little in house, Facebook, stuff like that. And from what we've been able to do now to, you know, to are from from the beginning to now is phenomenal. You know, I think we're getting somewhere around you can correct me but somewhere between 1800 thousand views of some type on a digital media platform now almost every month. And so in any even if that numbers off, which which I don't think it is, but that's a lot about for for community, for me, our community is about 8000 people are surrounding County, you know, the area, maybe the entire areas, maybe about 300,000. So we're getting that many eyes on you know, that's that's phenomenal. And and we've seen that uptick in business. And so it doesn't happen right off the bat, I get to tell everybody that never happened right off the bat. But slowly and steady, you're going to see an uptick. And and it's you know, they've done a phenomenal job. Any idea that we've come up with that we talked about earlier, they've they've jumped on board, they've done a great job kind of getting us where we need to go. And like now said the the price that we paid for it is being paid off. So our marketing budget doesn't cost us anything now. And so like said they are just low pitch to them. They've done a wonderful job helping us kind of get to where we are now. 38:23 Well, we appreciate that. You know, that's much appreciated. You guys are an absolute joy to work with. And I really appreciate you you know, taking the time out of your busy schedule to be on this this podcast with me today. Ladies and gentlemen, Tom Teasley with Hubbard young pharmacy and Clemson South Carolina calm thanks so much for being with us. 38:40 Thanks for having 38:41 if you're looking for more information on how to attract more customers to your pharmacy, go to pharmacy ignite.com and schedule your FREE pharmacy acceleration session with marketing expert and founder Shane Gebhards. You can also join our free pharmacy marketing mastermind Facebook group to learn from other pharmacy owners and managers. If you enjoyed the podcast Be sure to subscribe and leave us a five star review.