Health Innovators
Health Innovators

Episode · 1 year ago

Be encouraged: How to grow a positive culture from day 1 w/ Derrick Miles


The middle of a downturned economy can be a scary place to launch a business - but when you have an idea that just won’t wait, sometimes you need to dive right in.

But diving in, doesn’t always make it easy, in fact it can be downright shocking, especially if you’ve never been on the entrepreneurial end of things!

Derrick Miles, CEO and President of CourMed left corporate America on the edge of one of the shakiest markets in recent memory, and turned a turkey of circumstances into a golden goose.

He created a business model that encourages leadership, positivity, and understands the long-term value of investing in strategic marketing tactics.

So, if you’re into a true underdog story and want to hear about how one entrepreneur successfully launched his company into the stratosphere, have we got an episode for you!

Here are the show highlights:

How being unique can help you win big (8:04)

Why it’s smart to avoid the ‘me too’ mindset and think outside the box (10:33)

If there’s one way to find success, investing in the right marketing is it! (13:14)

An 18th century historical figure uses influencer marketing (17:34) 

Why you shouldn’t avoid failure, it’s all part of the success journey (27:38) 

This is how you stay encouraged (36:22) 

Guest Bio

Derrick Miles is President and CEO at CourMed, a company utilizing enterprise software to facilitate the innovative concierge delivery of healthcare products.

In addition, Derrick is also the Chairman and Founder of TMB Equity Partners, a boutique firm focused on investing in and developing innovative healthcare solutions.

A lifelong learner, he received an MSHA and MBA from the University of Alabama at Birmingham, a BS in Medical Technology from Bethune-Cookman University, and is pursuing certifications in Innovation and Entrepreneurship.

If you’d like to get in touch with Derrick after the show, feel free to reach out to him via LinkedIn at Derrick Miles.

You're listening to health innovators, a podcast and video show about the leaders, influencers and early adoptors who are shaping the future of healthcare. I'm your host, Dr Roxy Movie. Welcome back health innovators. On today's episode I'm sitting with Derek Miles, who's the founder and CEO for Cormet. Welcome to the show, Derek. Thank you so much for having me, Roxy, pleasure to be here. Awesome. So for before we get started, please give our audience a little bit about your background and what you've been innovating these days. Yeah, so I'm a former healthcare executive. Spent about fifteen years in some of the nation's largest academic medical centers, leading operations. Became CEO at the age of thirty one. For the people who were watching in a state of Florida. Actually got my start at Shan's at the University of Florida once I finished graduate school. After about those fifteen years, I realized, though, that man, I felt like I was a cage bird because I had all these innovative ideas and in healthcare that they're not the most innovative. It's more of a me to strategy. Instead of being on the cutting edge. So I'll make all these recommendations about how we can approve with technology and different innovative ideas and they would shoot it down right. And the downturn the economy, I just raised my hand there. You know, they were letting people go because the economy got so bad. We let I think nine VPS goes out. I was vpnumber nine. I for me to go. I'm becoming an entrepreneur. Had some failed ventures at first because what I understood is that I was trying to innovate in the areas that I didn't have a lot of insight. But I had a mentor got named by the name of Fred Fisher. Anyone who goes to the University of Florida may recognize that name because the school of accounting is named after him. But the mentor of mine since I've been eighteen. So Fred and I had a conversation. Says, Derek, if you going to innovate, to do anything due in the area that you have expertise, people can pull the wall over your eyes if you're in the area that you don't know anything about. So go back into healthcare and innovate, buddy. Yeah, so what we saw was an opportunity in the general marketplace. That was very I was an innovative, in vogue and sexy crowd source delivery Uber Left Rub hub postmates here in the state of Texas favor. But as healthcare is right, they relate to innovate. So nobody had done anything from like a crowd source delivery perspective and healthcare. So in two thousand and eighteen, basically that's what we did. We've been able to crowd source delivery of healthcare products like prescriptions, high end vitamin supplements, ppebd oil, immuna nutrition drinks for Abbot, and we're really excited. Last week we actually started delivering the covid nineteen vaccines to people's homes so they didn't have to wait and vaccine centers or drives. So that's what we're innovating today and that's a little bit about my background. So so much to impact there. Let's let's do this. So first off I want to just say I love your analogy of, you know, entrepreneurship and a lot of ways is being a caged bird and kind of observing the me to approach. That happens really often, unfortunately, in healthcare brands. You know, we got a lot of fight to for, you know, building out differentiated strategies. You know, even just this week I had a conversation with a client and they're like, our biggest competitor is doing this, so you help us do it, and I'm like no, we wanted to do what they're not doing. Otherwise going to be a me too aw. So tell us a little bit more about the transition, because I you know, I wondered had you pivoted your company into...

...the covid offer, or was it that you watch the company around this business model idea and just kind of that whole transition that happened? You know, if, in if you started the company three years ago, what were you delivering and and how successful that was? That versus the demand of a vaccine today and what looks like. Yeah, so the demand and was was always there, but unfortunately most people don't know about community pharmacies right people are just so overwhelmed with CBS, Wallgreens and the grocery stores, but ninety five percent of all Americans live within five miles of a community pharmacy. Community pharmacies have a couple benefits that most people still don't know about. So so number one is that they've always delivered to people's homes for free. So right that to leave to get your prescriptions. Now it's becoming a thing, but community pharmacy Ha has been doing it for years. The other thing, as two, where I want to actually mention, is that community pharmacies are the ones who create, you know, customized medicine. So if you need something unique or flavor in and your prescription for your Kiddos, that's typically done at a community pharmacy. They don't do customized medicine at CBS and Walgreens. They just put people box. So when you need something customized, it's already included in your insurance plan for you to go to a community pharmacy and get that service, but most people don't take advantage of it. And then number three is the customer service experience. So once I left healthcare, actually became a patient of a conceier physician and it was a totally different experience for me. Instead of being, I would say, a cow and a herd for like five every fifteen minutes, you're in and you and you and you're out of there, I met with my concert physician. I was there for an hour we went through so much. It was just a much better experience, right, and they look that you eye to eye instead of looking at the computer. Yeah, yeah, the whole view. Write your nail. They did look at that computer doing all that at these regular physician office. Yeah, Yep. So I just heard like, man, I wonder if I can have the same experience if I go to the community pharmacy. And I was in it happened. So I went to the community pharmacy right a running around, right around the corner for my home. They're talking me and chatting me up, asking me about my family, like this is a much better experience. Yeah. So today, when you look at customer experiences for brick and mortar pharmacies, the community pharmacies always ranks so much higher. Right. We came up with the guy, when we came up with the idea with core met we say, Hey, what we can do is add a consier delivery piece, so you have in the end consier experience where people they can start their concert physician go to what we call today a consier community pharmacy, because we had have taught them how to provide that last mile of delivery. So we started out there with prescriptions primarily. We also started deliver in the number of, you know, over the counter medications. We got wind of the high end vitamins and supplements market and then CBD hit. Yeah, huge windfall, especially here in the state of Texas. So the thing that makes us unique is that, you know, when you look at people always asked me about our competitors. I say, well, we don't have any straight up competitors because we deliver all types of healthcare products. So the fact that, you know, the covid nineteen vaccines came out, it was just an addition to what we've already been delivering. We've always delivered more than just prescriptions. So the demand was always there. But when covid hit, of course people were home and they they're like, Oh, I want to get this delivered. So it became more popular. Rans CBS and Walgreens and everybody say, Oh, will deliver now. But yeah, we've been delivering for many, many years and we're really excited about the demand that we're seeing for the COVID nineteen vaccine to people's homes. I just got a note a couple days ago from an...

...area here in dfw where they had like four thousand people who are ready to stay home and get their vaccine. So really excited about that. Yeah, yeah, other parts of the United States, Malibu, Californias an area, Scottsdale, Arizona and Miami Florida. Yeah. So so are you competing? So you be to be or B Toc and are you competing with the community pharmacists and that type of home delivery? Are you augmenting maybe some of that, those services? HMM, yeah, we are augmenting. So that's the beautiful thing about a core mad is that we have found different ways to bring new revenue to community pharmacies. And then again, we started we say yeah, we got this cutting his platform like Ubern lift, and it was sexy for a while. Then we realize that for those community pharmacies are really compete, they need new patients. So we actually have a platform where we can bring them new patients, but we actually partner with the community pharmacies to bring them in the new revenue, because any beautiful executive, I'm quite a bit of marketing and have great relationships. So we can bring those additional relationships to a community pharmacy that receives the vaccine. We bring them the patient and we share in that revenue. So I'm glad you brought that up. So that's another thing that makes us unique. Instead of just being a straight up delivery company, we have a marketing aspect to it so that our partner pharmacies can create additional revenue, which is really huge. So I've worked with community pharmacies for a long time. Some very familiar with the financial pain and anguish that they've been experienced when Dir fees and, you know, just really not getting a whole lot of love in the industry as a whole and making it more and more difficult for them to you know, kind of keep the lights on, if you will, and they do provide such an incredible service to their local communities that's, you know, very hard to replicate with some of the big box pharmacies like CBS and Walgreens. Yeah, so we see our role as continue to being a partner for them. One of the things that we notice is that there's little note marketing for Community Pharmacy. So, you know, they're small, right, so they don't have the moneys to get on television to create these massive campaign aims to create awareness. Right. We've been fortunate enough to receive investments from three out of four companies that have a trained dollar market cab, which lets us know that you have something that people are interested in. Yeah, now we just have to make sure that more Americans are aware that they can take advantage of this service that allows them to stay home, stay safe, etc. Etc. Etc. Okay, Derek, we cannot just run skip over that little comment that you made about investment from the three deferent billion dollars, three children dollar market gap companies. Right. So give us some insights on what's going on there. Yeah. So we've been really blessed, right. So, the fact that the platform has the innovative enterprise software solution. But in addition to the enterprise software solution, we've done a few things to continue to make it unique. Right. So one of the things that we make very unique is the way that we hire our drivers. Right. So our feedback from our patients since day one has been ninety nine point five five star reviews. So, me being a former hospital executive, I knew that hospitals always struggled with patient satisfaction. So we this platform would be the again, the last thing that someone experiences within their healthcare visit is what they took quickly, remember, so we wanted to make sure that that was a constantly level of service. So once that patient is discharge...

...from the hospital, they leave the physician practice or whatever in their home. You want that experience to be, you know the word encouraging. Want it to be encouraging. So that word has gotten out. I'm going to knock on wood. And three years of operations we have never had an accident at all. We were very mindful of when accidents occur. My brother actually works in insurance industry, so they've been able to share some information with me and with that information we implemented it to our platform. And the last thing I think that is very interesting is that instead of going out and using a service like Checker for background checks, who they're going background check on anyone? It's not very deep, right. So if you drive uber left, were up up, checker is going to run three background checks regardless. Yep, we thought that that was overkill. We wanted something to do go a little deeper dive. So we partnered up with a company called Safety Pin, and with safety pin they go in much deeper and to get approved for their platform they even do behavioral and the reason that we started looking at safety pin is because once we decided to do like the end home, we wanted to make sure that the people were comfortable that WHO's coming to jab them had been thoroughly background check. Right. So those are some addition know things that we've done, I think, that have made our platform unique and investable. Yeah, so let's talk about some of those investors, because you've got a story there. Yeah, the first one that got whend of buzz was Microsoft. So you're in DFW. Microsoft was looking for a potential partner for innovative deliveries of with drones and already built out the drone platform. We didn't make a huge investment in the drones yet because, again, healthcare is slow to innovate, so we don't want to go spend all that money. We got time that time, but the the end of the interproce software was there, right, so they decided to utilize us to partner. That was number one. And then Google identify the top seventy six startups back in October of two thousand and twenty, and Cormet was included in that. And then we're actually it's pretty easy to figure out, I think, but we're waiting to sign some paperwork, for the third company to have a train on a market cap, for us to do a pilot again around helping people get their healthcare products to homes same day. Nice. So how do you think? Okay, so I can tell you. One of the things that our listeners and viewers are going to want to know is how did that happen? How did you get on the radar of companies and investment companies like Microsoft and Google? You know, what is it? Just you know, so a God thing? Is it luck, or is it you know, when you look back in hindsight, you can go, okay, well, here's some, you know, strategic decisions that our company made that help facilitate that. Well, you can't get around to God thing. I have on'm glory to God on that. But number two, what we did? So our first year of operations we had a night. So here's let's go to this. Right. So one thing we find out really early was how to make money on each delivery. Right, UBERLYF broupub none of them have figured that out yet. Right with an in the first six months. Right. Well, first year of operations we had nice little margins, but nobody knew who we were. So as a board we made a decision that we would spend that second year of margin on marketing. Yes, started spending money on marketing. Yeah, people start hearing about core man, you know, all over the country. I mean I got a text from a friend I haven't talked to him ten years yesterday's is man. I've been reading about all this good press you've been getting. I'm like, how, where did he find out it was? It was the marketing...

...that we went ahead. Marketing works, Derek. I mean I don't and why so many healthcare brands are so resistant to it. I mean you can have a whole hundred billion dollar company and they're like, okay, well, we got a Twentyzero marketing budget. I'mlike, why are you doing yourself this disservice? Yeah, so that worked and we're also, and you know, as when these moneys come in, we're looking to bring in a, at least at the beginning and fractional chief marketing officer, only because, again, because health care is slower to innovate and we know that's where the volume truly is. Of you go into a community pharmacy, is TVs or Walgreens, you may find one pharmacists to at most. Yeah, I'm there, but a hospitals there's three thousand, forty, fifty, a hundred pharmacists in a hospital. So the volume is there. So you want to be able to get that business. So I am happy to communicate that. We lend in our first, I would say large hospital. So we say hospitals are finally coming on board with our platform. And again we take that information from that pharmacy who wants that five star delivery service for their patient as going through tell a health or being discharge, and we take them to the closest community pharmacy to their home, which make that which allows them to get free delivery. Right. So that patient is happy because their home from the hospital at nine, they got their prescription at their door at twelve. The Independent Pharmacy or community Pharmas is happy because they got a brand new patient they didn't have before and of course core man is happy because we're making a delivery. Sure, sure, Yep. So Win, win, win at that. That's what we've done to create a, you know, quite a bit of head win and relationships. So from a marketing standpoint, you know obviously that is a very broad and deep discipline. There's a whole lot of channels and tactics and strategies that you can deploy, you know, for any given company to build that awareness right. It's not going to necessarily look the same from company to company. So, in hindsight, are there are some things that you invested in that maybe you know, you thought were going to work really well and didn't, and so our audience can learn from that, and or some things that you think really helped elevate the awareness of your company in your offer? Yes, I'll tell you what I learned many years ago from from a story, even when we're back in like Middle School, is Paul Revere. I was just sitting around thinking about Paul Revere and and I and I realize that Paul Revere wasn't the only person who went out and it was yelling at British are come into, British are coming. There were other people doing the same thing. Paul Revere had a strategy, though. Paul revere went out and told all the people of influence that the British are come in, the British are coming, and guess what happened? Those people have been influenced. Other people have influence at the British are coming, and that's what kept happening. So they are you trying to say that Paul Revere was using influencer marketing? He was using influencer marketing hundreds of ago. I love it, all right, tell us more. I tell us more, and that's what we do when we launch in the market. Right. So case in point, let me say here locally, Michael Johnson, the former Olympic two hundred four hundred sprinter, actually lives in mckinney, Texas. Has a athletic facility here, but he lives in but he also has a home of Malibu, right. So we us our relationship with him to get into the Malibu market right of his influence. Then in the Miami Market we've utilized the Harvard bus. We have a fraction of chief financial offerser who went to Harvard Business School. So he used his connections within the Harvard Business School Network in South Fllorida. That... us a lot of visibility in that area. Yeah, and lastly, we utilize like magazines, like magazine that I really like called modern luxury for fluent families and the like, and we've been utilized in that platform for over a year now you reaching out to very influential people and influential people. What we what we understand, what our platform is that, especially when it comes to delivery, your best customers are the ones who have time constraints. It's not about you know, they like the fact that it's free, but they're like, Hey, I'm really busy, I don't have time to go to the CPS walgreens. I need this service so I can keep working and I can keep making some money whatever. Right. Yeah, that is our customer, and so that's why we use platforms like modern luxury to to promote what we're doing and get the word out to other people who who have become our customers over the year. So what we like about modern luxury is that they have markets across America that we want to be in. California, Los Angeles, Scottsdale, Arizona, Miami, Dallas, any any area with a number of fluent individuals, they're there and we've been able to use that platform consistently for over a year now. HMM. Okay, so let's talk a little bit about Your Business Model. I mean, is that something that has evolved over time? Is that something that you you know, may be struggled with in the beginning when you talk about like you know, other people maybe couldn't figure out that that model that was going to be really feasible and viable. So let's just talk about that a little bit. Yeah, so the first business model, what we figured out is, and this is we also have some help. So, in addition to the investments from the the big companies we trade on the market caps, we also participate in a some of the nation's best start up accelerators and one of the start up accelerators here in state of Texas is called Capital Factory. They put us in their VIP accelerator. Yeah, well, learn from there is that the margins for delivery were quite small. Typically, we as core meate because, you know, we do the work as far as we have a software, we find the patient who needs to delivery. We keep thirty percent of every delivery. The driver keeps seventy percent, okay, which they consider a take rate, is really small when it when it comes to margin. So we we saw that there was an opportunity for us to get more margins and being in different areas, and I'm thinking that's one of the reasons why Uber and lift is continue to struggle is that they based their platforms solely off the delivery aspect of the business and there's other aspects of the business that are much more profitable. And I want to tell anyone because, you know, one thing I've learned about those big companies is that they will see an opportunity, they're going to go for and they have a lot more money than we do. Right, Yep, you know, disclose anything. We don't need to know your sauce, I get it. What we've learned that there was other, several other opportunities for us to provide value to community pharmacies where the margins were much bigger, HM, and we've been able to take advantage of them. And what we've learned is they've been able to create, you know, really iron class partnerships, because we are partners. When you look at the income statement of typical delivery, it sits at the bottom as an expense. But now when it look at a partnership with core met, now core met is actually bringing them new revenue. So yeah, at the top as an income generator and we said it a bottom as an expense. But you're going to have a much better relationship with someone who bringing you revenue than there's always just expense, right. So those are the things that we've been learning over the last couple of years as he doesn't survive because the big, big companies, and we talked to him. You know, about potential partnerships, and typically what happens is they're really looking for a way to do it themselves. They'll say, hey, we're...

...look in a partner, but really looking forward to your way to get access to your ideas into it themselves. We've learned our less yeah, right, right, hey, it's Dr Roxy here with a quick break from the conversation. Are you trying to figure out what moves you need to make to survive and thrive in the new covid economy? I want every health innovator to find their most viable and profitable pivot strategy, which is why I created the covid proof your business pivot kit. The pivot kit is a step by step framework that helps you find your best pivot strategy. It walks you through six categories you need to examine for a three hundred and sixty degree view of your business. I call them the six critical pivot lenses. As you make your way through this comprehensive kit. You'll be armed with the tools, tips and strategies you need to make sure you can pivot with speed without missing out on critical details and opportunities. Learn more at legacy DNACOM backslash kit. So you know, when you and I before we started recording, you and I were just having a little, you know, chat, and I asked you what we normally ask someone when we first encounter them, and it's how you're doing, and you said I'm encouraged. Yeah, and you don't share that response very often. So tell us the lowdown about this, about being encouraged. Well, I'm think you're ready for this, because this is a story. I just told you the cliff notes version. But I experienced a great deal of success as a healthcare executive really early in my career, like thirty one, you know, being a CEO. That the lot of responsibility for someone that young. Yeah, when I became an entrepreneur, I started to experience something I had an experienced before, and that was failure. I started failing like all get out and I didn't know how to respond to it. So I remember one day I had just had enough and I was like, you know, I'm going to end my life because I don't have any reason for living anymore, because I'm a failure, that I was going to end my life. I got three phone calls from friends out of the blue and they were like hey, Derek, I don't know what's going on, I just felt the need to call you today to give you a word of encouragement. And at the end of those three phone calls I was encouraged and there was no need for me to end my life anymore and I realized the power of a word of encouragement. So that day I decided that you know what I'm going to do? I'm going to start a company one day and then we're going to encourage people, and that's what we do with in Corman, as I mentioned you before. When people look at core mad they think at the beginning that cel you are stands for courier. It does not. In the middle of the word of encouragement of CEO you are. So we're encouraging people with medicine. Yeah, so every time that we send an SMS message to someone that's going to receive their covid nineteen vaccine or prescription, that the bottom of that text message. It says be encouraged. Every time we pay our drivers every Tuesday, but by Zel tell you their amount they got paid at the bottom says be encouraged. Every bar coded delivery label that goes out thousands of a day has people's names on it, their address and the bottom and says being encouraged. So we understand, understand the power of a word of encouragement. As I mentioned before, yeah, struggling the number of areas of their life and they all could use a word of encouragement. We just don't communicate that. We need to be encouraged. So we see it as our road to share a word of encouragement on a daily basis. And as we grow our company, I'm very adamant, and as we're getting ready to bring in these resources and bring it in the resources, we're going to grow our team. So one of the things that I'm working on right now is building a culture that is so strong and so encouraged focus that if someone gets in and...

...they're not about encouraging others, they just selfselect out because it's just going to be overwhelming. Right, right, yeah, this is your responsibility to encourage someone and I just said the guy know what, I bought his bookeys and I says, I'm going to buy your book because I want to, I want to encourage you. Yeah, HMM. Wow. Okay. So, you know, for entrepreneurs, as you know and as you kind of indicated here, it can be a very, very lonely, very difficult journey. You know, we like to come on shows like this and talk about all the highlights, right, you know, the the edited at version of how we built and commercialized our innovations. You know what, we made this decision and it was great, this decision, it was great, and here we are and we were successful and you know, we just kind of emit a lot of the failure and a lot of the struggle. And so thank you for being so candid about that moment that you encountered and I want to just kind of pause for a minute and give you an opportunity to share a word of encouragement to our viewers and this because you know, you know, these are these are your peers that are listening and watching the show, and you know there's things like the Valley of death, the trough of sorrow. These are real phenomenons that innovators tend to go through at some point in their journey. So share some encouragement. What do you say to do those folks? Yeah, so what I didn't know at the time, right, is that failure is part of the success journey. Is Going to happen? Yeah, in this country we do not celebrate failure. I was going to write a book one time. I still made do it, and it's going to be about people said the greatest failures of all time, and they're going to be some of the most successful people you've ever heard of, but it would go into those areas in their life with they just failed like haul get out. You know, right, right, noll made it. So failure is a part of the success journey. There is nothing wrong with failure. You learning failure. I just did an article the other day when I mentioned that core Mat we decided to bring on a consulting firm who most people would have said it was a favure. They have to start up, they got their revenue, was attacked by one of the big companies, which they typically do right, and they didn't have multiple revenue verticals. So that company basically went away. Right, Yep, we learned from their failure. So once we got our name out, there. The big guys tried to come after our revenue stream, but we had multiple streams, so it gave us an opportunity to create a competitive response. We learned from their failure. We're going to continue to bring on people on our team to just have to make sure that they're encouraged, though, that you can get a lot further learning from someone's ex failures than experiencing the failures yourself. So fathers not bad. You're going to go through it, except it, embrace it. Successes around a corner. Yeah, yeah, absolutely. Well, thank you so much for that and it's so true. There's a an ebook that I created during covid to encourage entrepreneurs and it was a story of eleven successful pivots, and so it was a number of companies, common brands that we're really familiar with. The way just know the success story and we don't know is that a lot of those were, you know, a shoe string away from their complete demise and in their act, Yep, right, and in their active desperation to keep the lights on, to make payroll, to Oh my gosh, how are what are we going to do? Whatever it was that they came up with, whether it was. They change their target customer, they change their business model,...

...they change the vertical, whatever it was that that actually ended up being that desperate, that desperate strategy ended up being actually the recipe for success, and it's just, you know, we don't really talk about those stories enough. I agree. Yeah, yeah, and get there. I will send it to you after. It's on our website under resources, but I will be sure to send it to you as a follow up here. So let's just talk about culture for a minute, because this is something that I think is really important. You know, I'm a firm believer that culture starts from the top and it start it's day one. A lot of times you have innovators who are really really consumed with the technology and building that outright, kind of thinking more like product or technology first, or even customer first, which is, you know, a good strategy, a good approach, and thinking about culture like down the road, when I have time, when I get a little bit bigger, when I have the resources. So just talk a little bit about when you started thinking about culture and how you think that really has shaped some of your commercial success. Yeah, just as you mentioned, it was day one. I realize that encouragement is a need and if we're going to encourage that in user, that means we have to have people on our team that are encouraged, right. Yeah, so we're very I don't want to say my oped, but we're very mindful of individuals who are brought on our team and every Wednesday I have a stand up for our team. M I make sure I continue to communicate that message every Wednesday. It is not something that we just talked about one that is every Wednesday. We're in this business. People who are receiving services from US are sick. Right, they're getting they're getting a prescription is right, the last thing that you can take before you're actually admitted to the hospital. People not taking that into consideration. These people are sick, so they need to be encouraged. So if we're talking to our customer, who could be a community pharmacy, could be a hospital, in the back of your mind we need to create an encouraging experience. If we're talking to a patient and their prescription maybe late because we have ninety nine point five, five star ratings, have to consider they're sick. They're not, they're not calling you to bug you. They have a condition. That they need relief from. So is that mindset of that we put into the people's every day thinking and way of working. That has been working for us. But now, as we're about to take on, you know, capital, so our team is about to grow. I'm doing it even more often. So the next thing that we've engaged with, even though we have ninety nine point five percent five star delivery, we're partnering with the Rich Carlton Leadership Center so that we can take our service even to the next level. Right. So I did a photo shoot in Sunday hours beach proud outs out of Miami about two weeks ago and I was just amazed on the service at the rich Carlton. I'm like, well, this is what we can do with core, mad lets let's make this partnership so we can just keep keep growing, growing, so again, it's every day with individuals. Even the emails I just noticed on my team there's I have an encouraging day. Being courage is just become part of our culture and who we are. So it you know, what I hear you saying is that you know your past experience around meeting that encouragement has really been a key driver of how you view your company and how you're intentionally instilling encouragement as part of your culture and how you're intentionally trans transferring that from employee to employee, right, not just...

...from the top right, permeating that support and then also going back to your experience with concier medicine and recognizing, you know, the experience part of it and and how important that is. So I mean that those are great strategies and tactics for our audience to listen and take into consideration on whether that makes sense for their companies as well and in it and if it's you know, it may be different, right, there may be a different cultural value, but but just the importance of how you permeate that, build it and maintain it throughout the different growth phases of the company. Right. Yeah, one thing I've always remembered, as people remember individuals who make them feel, and I will I would say, encouraged and and that's what we can tend to do on a daily basis. We want people to feel encouraged after the experience core met. Yeah, so, Derek, how do you stay encouraged? Are Or are there any books that you've read that have been really instrumental and maybe it's wisdom, maybe it's inspired inspiration. Any podcast you know? Is there? People? You know it? How do you stay encouraged? Yeah, I've been tremendously blessed. When I left Corporate America I've met to guys who entrepreneurs and they just took me under their wing. I mean I knew them, but it was something that they say, Hey, Derek, we're going to take you under our wing, the very successful and a millionaires and their s and they said I was there type of guy. So over the last ten years, before this call I was talking to one of them and we have an opportunity to talk for thirty minutes and share what's going on in our lives and that encourages me. HMM HMM. It's been time with one of them at his office yesterday and then this morning with another one. Yes and story. We all lived in North Carolina and then I had got recruited to Dallas because there was a not for profit wanted to build hospitals. Again, going back to my former life, they wanted to hospitals in Africa and I said, man, that's a great opportunity and never been to Africa, I think that would be a great experience for me. But the headquarters was here in Dallas, so I had to move to Dallas. And once entrepreneurs heard I was moving to Dallas, do you know what they did? But they moved their families to Dallas. What? Yeah, okay, that's crazy. You don't hear that every day. I mean that's a lot of love, a lot. Yeah, we're all here, so we didn't have to, you know, struggle to find out where we fit in the culture. We had the you know, the three that was not easily broken. Yeah, yeah, there's a book that I read that has encouraged me over the years as called a hundred and seventy seven mental goodness, Gracious, a hundred and seventy seven mental toughness secrets of the world class. One hundred and seventy seven mental toughness secrets of the world class. I share that with anyone. Everyone on the Cormette team must read that book. Okay, especially norship. As I we work with a great deal of interms and it's a shift. So I went to one of the best programs and health administrations, but it's primarily around acute care, working in hospitals. But we're in startups entrepreneurship. It takes a different mindset. So that book prepared your mind for something outside of a cute care so really focus them on that particular book. I read it several times a year. Okay, it's between. I mean it is like the best book for thinking. I've never heard of it and I'm definitely going to grab a copy of it. I'm an avid reader. And Yeah, the mindset is really where it begins. Without the right mindset you can't... a successful company. Yep, so we use that books. Are Everyone on our team, and I don't consider myself to have followers. Know it, but in cornmate, we build leaders. So our goal is, yeah, you can work for us for a while, but my goal is to build you up so one day that you can go out and do it for yourself. Well, and I'm sure that you know because of your success so early on, right being the CEO of a company at thirty one years old. You know, it seems like you also have personal experience with someone that had faith and confidence in your capabilities as a young leader, and so then being able to instill that in other people and also recognizing that leadership is really not even about position, right. I mean you could be a frontline employee and your leader. Everyone is a leader. Yeah, it's what's the one thing that I always you know, I share with my wife quite a bit. I'm like, you know, people follow individuals not because of titles, right, because they see something in them that they want. So I understand. Within me, I said, there's a there's a river flowing in me. There's this, you know, the constant activity, there's action, there's enthusiasm, there's motivation and people want that for themselves. If I wasn't, if I wasn't a leader, that will there will be people who want to be around that, right. Yeah, yeah, it doesn't. Doesn't have anything to do with your position. Has To do with who you are, what you're doing, what you exute. Others that people want to follow. But again, with me, I have no followers. I was talking to a lady on I did a video think on Tuesday. She says, Derek, you don't have any followers on Linkedin. I said don't want any followers on linked in. Bill leaders. We bill leaders for me. Yeah, yeah, that's interesting. Okay, Derek, thank you so much for sharing so much of your story and anecdotal stories and just hander with our audience. How To folks get ahold of you if they want to touch base and learn more about your company, or how to not become one of your followers, but be part of your network so they can be encouraged. Yeah, so I think the easiest way is linkedin. We do have a linkedin page for core man. I'm out there. I have I can share a link with you and you maybe you can share that with the audience. Yeah, what else do I have? I have a haystack, so I don't have any business car. So again, we're innovative company and we use Haystack. Just press a button I can share my content text message or email. Awesome. All right. Well, what's so for people that don't know what Haystack is, tellum. Yeah, so haystack is an APP that as an electronic business car. So when we looked at, you know, bout a bunch of business cars. Let's be honest, people brow business cars away. Are there? They don't keep them with them, right, so you just started a stacks of business card. So I tend to keep them, but about eight, ten years old and I haven't looked at them and I can't tell you what about waste of money and, you know, cutting down the trees. Let's do electronic business cars. People do they have all of our information? Haystack is out of Australia. We've been using them for probably three years now. I think it's someone like seven books a month. And Yeah, I really like that much better. Well, you know, and I think two things. One, you know, when your startup company, every dollar counts. Says, saving some money there. And you know, the other thing is that it's a it's a small example, but it is a big example at the same time of being an innovative company. Right. You know, I know we need to wrap up here, but you know, this is...

...another one of my soap boxes right where you've got this company that's talking about this innovative it, you know, thing that's changing the world, there's nothing else like it on the market. And then you look at their marketing, you look at all their communication, everything about them, and you're like, wait a minute, everything looks so stale, so tried, so true. So me too. But yet you're trying to convince me and all your target customers that you're this innovative company and not really realizing that all that matters yeah, the one last thing. We have not one piece of paper in the entire for everything's electronic. Wow, yeah, down, we're good. I mean, you know, we just go to another computer, polit right. Right. Yeah, that's huge. You know here that very often. So you know. All right. So when I think about it, like you know, what's the secret to your success? Go Digital. I mean, obviously there's a lot of layers. There be a hundred percent digital. There's said about that. Yeah, I mean it's scalability, right. I mean, think about it, is like a nice to have, but then you really think about it longer and you're like, no, the this is a must have digital transformation, really being able to scale. It starts with that type of mindset. Yes, yeah, awesome. Well, thank you so much, Derek. I have thoroughly enjoyed our conversation today. My pleasure. Dr Roxon, thank you so much for listening. I know you're busy working to bring your life changing innovation to market and I value your time and attention. To get the latest episodes on your mobile device, automatically subscribe to the show on your favorite podcast APP like apple podcast, spotify and stitcher. Thank you for listening and I appreciate everyone who shared the show with friends and colleagues. See You on the next episode of Health Innovators.

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