Marcos Moura:00:00:28

Welcome again to our call for Amada Senior Care and I've got a real treat for you guys. I have two guys here with me. One of them is Chad Fotheringham, one of the founders of Amada Senior Care here in Orange County and the president of our company today, so say hi, Chad, Chad and the other one is a Ken Jenson. So Ken Jenson was our second franchisee ever. So we're talking when we had one Franchisee, which is Robert Christians who actually. He's in the office as well, but I think he's busy. Right? So Robert's here as well. He was our first franchisee right after that. Ken Jenson was our second back in 2012. You believe that? I am old! Holy toledo! 2012. And so Ken is here as well. Obviously, as you guys know, Chad Fotheringham built an enormous organization here in Orange County, California, and then we started franchising. Ken Jenson and Colorado Springs is now billing over $500,000 in gross billings in his market in Colorado Springs.

Marcos Moura:00:01:33

He is now expanding into other markets in other states, but again, Ken is doing over $500,000 in billing in his market a month, for a month I him a demotion there, so $500,000 a month in billing and gross revenues. That is in our franchise disclosure document, so I have both of these guys here, but it's not just the fact that they built huge organizations. I wanted to introduce you to their backgrounds. I know that a lot of you, I would say probably two thirds of you on the phone come from medical device and pharmaceutical sales. You come from Abbott, Merck, Pfizer, Striker and all these other companies, but there's about a third of you guys who do not come from medical device or pharmaceutical sales and actually that's what I have in the room today. Chad Fotheringham spent about 10 years, right Chad? Right, 10 years in pharmaceutical sales and then he quit his job cold Turkey and started Amada Senior Care with Tofa Jefferson.

Marcos Moura:00:02:26

This is in 2007, so 10 years of pharmaceutical experience. But you also have it almost like, it's like a battle of the background. I also have Ken Jenson who had how many years in pharmaceutical sales or medical device sales, Ken, zero zero years of medical device or pharmaceutical sales. None of whatsoever. So what makes these two guys incredibly successful? And that's what I want to share with you guys. So that's setting the stage to. So Chad, talk a little bit about your background when you started Amada senior care back in 2007 a. and you can go a little bit into more specifically what that Pharma background was. And what did you take from that that you believe made you successful in Amada?

Chad F:00:03:03

That's a good question. I think that my background, I had 10 years, actually about 12 years in pharmaceutical sales, 10 with Pfizer and I started out as a sales rep. um, I kind of moved up within the sales rep ranks and then eventually got into national account management where I was managing relationships with large managed care providers and so it was good. I think the main thing that allowed me to move from pharmaceuticals into home care or senior care and be successful with my ability to build relationships. Then that really came from my background in calling on physicians and hospitals and different areas within the healthcare arena. But it wasn't necessarily my understanding of the healthcare. That was something I learned and as good as helps us now. But really it was more the ability to continually and consistently go out and build relationships with providers.

Chad F:00:03:52

And even though the property, the providers I call them when I was in pharmaceuticals were mainly physicians. There were some other thought leaders that we worked with. But for the most part it was physicians. Now it's social workers, case managers. It's similar environment but just different people. Um, and so that was my background and I think a lot of peop...