Transcript Generated by AI 00:05 Hey, Mark Parkinson back with Park Place. 00:07 And today we're really going to learn, you know, 00:09 what happens when you take a great vendor, pair them up with a great provider, 00:13 and not just as a transaction, but more of a partnership. 00:17 That's what we're going to talk about today, 00:18 and we've got two of the best people to do that with. 00:21 Amy Luhn is a Senior Director of Membership Success at Incite, 00:24 which I think it's the leading GPO in the space. 00:28 And we have Annette Patchett who is the Regional Director of Ancillary Services 00:34 for Gardant, which is a 95 building senior living 00:38 group. 00:39 And I know a fantastic group 'cause I worked with them when I was at the 00:41 American Health Care Association. 00:43 The two of you work together. 00:45 And really the topic and a theme that we've had at Park Place is that the best 00:49 partnerships between vendors and providers is when you have a real 00:53 partnership, you're not just selling something and 00:56 then walking away. 00:57 The sale is really just the start of it. 00:59 So Amy explain what makes Incite different. 01:02 Yeah, just to your point, it's not a one and done here. 01:06 You know, we really start the partnership in the 01:09 relationship at the time of signing the paperwork. 01:12 But when the paperwork is signed that that's, 01:15 that's where that's where we hit the gas. 01:19 So we really like to to come up alongside of our members and and become kind of an 01:25 unpaid employee on their on their payroll. 01:28 We want to be that trusted advisor and we want them to call us first anytime they 01:33 need, anytime they have a question, anytime they need something as it relates 01:37 to procurement. 01:38 So this the team that we have build at Incite today is a team of experts that 01:43 understand senior living. 01:45 We understand the the, the woes of senior living. 01:48 We understand the ins and outs of resident care and resident management. 01:52 And what we want to do is we want to take all of the difficult decisions away and 01:57 give them the answers so that they can then do what's, 02:01 what's most important here for those residents. 02:04 So Annette, you were with, you know, you had a, 02:07 you did a different buying philosophy before Incite. 02:10 What was your experience like before Incite? 02:13 Well, we would have our quarterly meetings and 02:17 they would, you know, tell us the the figures and and we would 02:22 just meet again three months later. 02:26 We did have, you know, we could reach out to them, 02:30 but with Incite, 02:31 the difference was, is that we actually had that connection 02:35 where they were working toward the same common goal as we were. 02:40 It took a lot of what we had to do, you know, managing the contracts, 02:45 making sure we were buying the right thing, 02:48 watching the markets and they do that for us. 02:52 We meet with them twice a month and, and that's minimum. 02:59 If we have a question, you know, you get that live person, we we call them, 03:04 they get an answer right back to us. 03:07 In fact, there's sometimes I'm even on the on the 03:10 the call and I'm getting an e-mail with my answer that we talked about just a few 03:14 minutes ago. 03:15 So it's been absolutely phenomenal the customer service we've received from them. 03:21 That's great. 03:22 And you give us like a tangible example of what being, what do you do for them? 03:27 That's more than just so. 03:28 Yeah. 03:28 You know, I would say data transparency is so 03:31 important. 03:32 You know, we aren't, we live in a world that's like full of 03:35 data that you get all these pieces and parts and, and things thrown at you. 03:39 And then what do you do with it? 03:40 So not only do we share the transparent data, 03:43 but we help to unwind it so that then we can make real life decisions that impact 03:49 the organization in a positive way. 03:52 And that's, that's really the, the motto is, is just that, that, 03:57 that transparency. 03:58 And you have a whole team, It's not just a sales team. 04:00 You have a whole team that supports these providers as they go through the 04:04 challenges of operating correct. 04:05 So, so we've got a really nice team of 04:08 experts who come from the industry. 04:11 A lot of them have been operations. 04:13 We've got dietitians on, on staff. 04:16 We've got folks that have spent time in food distribution. 04:19 So we finance, we come from all different kind of walks 04:22 of life and we put together this package that really helps support our members 04:27 from from top to bottom as far as procurement and and financials decisions 04:31 are made. 04:32 So Annette, what, what kind of results have you seen since 04:35 you switched to inside? 04:38 For our food cost alone, we've seen a 4. 8% savings, which is huge. 04:45 That's huge because I mean that's like the particularly in senior living, 04:48 that's got to be one of your major expenses outside of employees. 04:51 Certainly on a procurement side, it would be your number one expense. 04:54 Yes. 04:55 And and we're seeing savings in other areas as well on the ancillary side. 05:00 But we thought we were doing a great job managing, you know, 05:04 we thought that our other GPO was doing a great job, but you know, 05:08 not so much when you see the figures are 4.8%. 05:11 I mean, so you think about the value proposition, 05:13 4.8 savings, which is literally hundreds of thousands 05:16 of dollars over your portfolio, maybe millions with 90 foot buildings. 05:20 You got the savings, you have all this other support on the 05:24 operational side. 05:25 And then something we've talked about in prior discussions about insight, 05:29 some of the money flows back into the associations to lobby for the sector. 05:33 I mean, the value proposition is phenomenal. 05:35 So, so and that what would you tell somebody 05:37 that's thinking about maybe switching to inside? 05:40 I would say it will be one of the best decisions you've ever made. 05:45 It's a partnership that's working toward our mission, aligning with our mission. 05:51 And if it's very important to have that, you know, you're not out there alone. 05:56 You have that person that is working and is interested in your business just as 06:01 much as you are. 06:02 So it's, it's been a a great journey with them. 06:05 Yeah. 06:05 And Amy, I'm not at all surprised that I think 06:08 Inside's probably the fastest growing GP on the country and thousands of buildings 06:12 at this point. 06:12 But I suspect you take on a few more customers. 06:15 What would you tell people that are thinking about switching? 06:17 Yeah, I mean, we're having fun, I'll tell you that. 06:20 You know, I would just say for for the motto of the 06:23 member success team. 06:24 And for me personally, I, I come from the clinical background, 06:27 I know that the woes of what's happening in in senior living today. 06:31 And, and when we come in and, and support our members, 06:34 we want to help support that because the most important piece of all of this is 06:38 care of the resident. 06:40 That's great. 06:40 Well, Amy and Annette, thank you so much for spending time with 06:43 us. 06:43 It's great to get this good news out to the rest of the sector. 06:46 Thank you for being here today with us. 06:47 Thank you. 06:48 Yeah. 06:49 And really this is like a no brainer, saving money, 06:52 helping the state associations, improving clinical results. 06:57 You got to check out the insight program. 06:58 It's it's a great partner for the sector and it's also a great partner for Park 07:02 Place. 07:02 We appreciate you watching the video and your continued support of Park Place.
