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"One comment I think I caught is their delivery service was used because the hospital teams didn't want their people to travel during covid. So, maybe that is an opportunity to demonstrate that service when things pick up again and covid is still lingering."

I agree with that.

There are so many advantages of the service model they are creating. I wrote an entire post on that topic a while ago -

IF the service model works, it's game changing and creates a huge barrier to anyone else entering the market.
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