Game-Changing Solutions for the Life Sciences and Pharmaceutical Industry

Hello, and welcome to Paveon activs a podcast brought to you by Fabian. This is episode two, and we're talking about game changing solutions for the life sciences and pharmaceutical industry. And I am so excited that you're joining us for this second episode. We're gonna delve into the ever evolving landscape of the life sciences three and the cutting edge solutions that shape its future. We are excited to explore the transformative trends and groundbreaking strategies that are revolutionizing the way we approach security, collaboration, and integrated solutions within the life sciences and pharmaceutical sector. And joining us is a seasoned expert in the field Frank Lloyd from Structure Works, a Paveon company, And Christina, Vanderbring from Patty on the global leader in providing fire security and integration solutions to customers, around the world. Thank you both for being with me today. Thank you. Before we get started, I'd love to get a brief bio from both of you, if you can. Christina, can we start with you? Yes. I am Christina Vanderbrink, and I am the Southeast sales director for Fabion. And a little bit about me. I actually spent the last twenty years in the commercial interior design world. Doing furniture sales and space planning and really just honing in on how people work and how we can create environments better for them. And about a year and a half ago, I joined the Paveon team as a sales director for the southeast, and it has been an awesome journey so far. And what about you, Frank? I've, basically, I've been a a security professional for the past twenty five years focused on, right now I'm the global director sales for Fabian. And I've focused on large scale clients who have a national global footprint. And I've been with the team for about ten years. So clearly we know why both of you are here. You're definitely up to the job of having this conversation today and I'm excited to dive right in here. So Let's start off with trends in life sciences. What trends are you seeing in the life sciences industry Christina for the office worker collaboration, shared space, even open space. Can you fill us in there? Yeah. Some of the trends that we're seeing, which, you know, I I'll start by saying we live in a world where we just it's kind of that unknown on how people need to work and where they're gonna be in the future. And some of the trends that we're seeing are recordings to use podcast, kinda like we're doing right now. Never thought I'd live in a world where I have to design a space around people going in a room and doing what we're doing today. Some of the other spaces that we're seeing in trends is makerspaces. I mean, people want to be able to in the life science is learn and teach. And explore and have creative spaces where they do amazing things and be innovative. So we're seeing maker spaces And then some of the other spaces that we're seeing are virtual reality rooms. You know, everything that we do, kind of promote and support people and their spaces. And so it's been really fun to be able to be a part of the discovery creating spaces where people have choice and can Cal collaborate on whatever that looks like. So what is Pavion doing to support life sciences nationally and globally. And then how is that changed? The trend is the life science customers are changing to. But I think it's very important too because the customer might be, let's say, the property manager of the building. But what's amazing is one building, one commercial real estate space could have multiple tenants because of the labs and the shared spaces. And it's amazing to be a part of that. As a customer when we're trying to sell to them, it's being able to protect their tenants that are in their space too. So I think from a life science perspective, what we've seen is our customers need us to be able to react and adapt to them very quickly. Whether that is on the, structured cabling side or the security side or the collaboration side with audio visual. I'll give an example with structured cabling. We have a lot of life science customers and RTP that because they're constantly moving and adding and adapting to their spaces, whether it's we need a drop added because they have new machines coming in or technology or labs. We have to be able constantly have teams that are on call and almost be an extension of their team. On the collaboration side, it's listening. It's making sure that we understand what their drivers are are in the workplace and being able to come up with solutions that are gonna adapt to their needs. You know, a lot of times with our customers, you know, they're highly collaborative Like I mentioned before, with the trend is they're constantly learning and teaching, and they have to be able to have solutions that can either share out with their customers or internally. And, you know, we have to be able to have the team with subject matter experts to be able to support those requests that we get from our life science customers. Yeah. One thing I would add to that is having a certified personnel, obviously, not just nationally, but globally. These clients do a few for us to be their true partner, and Paveon has that personnel and has that footprint and has the operational staff from, everybody from the engineers, the design staff, to the people that deliver it, and also do the service work. And having that personnel globally enables us to be that where they don't rely on us to use a subcontractor. They know we have the controls that they expect to be able to deliver for them. You know, one of the additional change know, we're seeing in the marketplace especially with our life safety and pharmaceutical clients is, you know, they're going to change your growth in some regions. Basically, or even acquisitions where they've acquired other companies as as they're growing, and they don't always have the support they need or the staff they need to maybe visit Hong Kong or visit India or what they know as a partner, we have that staff. So one of the new things is for them to come to us and we've developed a whole way of where we could go into these facilities and audit and kinda go through a checklist and document every situation they have as far as security or other devices they meet. So they'll know if it's up to their protocol, up to their standards or because they don't have the staff that we do or global staff. We do. That we're able to do that and do that quickly. And it helps them. Speaking of a national and global footprint at Paveon, you have more to offer customers fire, life safety, security, and integration with offices throughout the United States. So can you talk about how you're really paving the way to help support customers from basically any location in the United States all under one roof alleviating the need to deal with multiple vendors or multiple companies. It's not just nationally. It's actually globally. So we have over fifty five offices, nationwide and growing rapidly. And also in about twenty two countries globally. So it's our personnel. It's it's a rare to find a partner for these life science clients that we have, you know, they wanna have that control over who's at the in their locations, who's working on their systems. They have regulations. They gotta meet for keeping data secure and being able to partner with Avian and basically have one point contact and who understands the way they do business, what their standards are, I'll be able to deliver that for them now. We see once again, not just nationally, but globally. Really gives them that that, you know, once again, that true partnership where they know that they're being taken care of the way they they need to. And I'll add to that. I think it's very important. You know, we live in the worlds of Amazon. People wanna be able to have more choice under one roof. And I think that's where as Pattyon and our senior leaders saw that to bring like Frank said true partnership to our customers is be able offer them anything under the low voltage umbrella. And with all the offices that we have throughout the country and the globe, we really can stop and whether it's a new customer or existing and get a pulse on what they need. We had also talked about, I think, our people and being able to bring value and what does that look like? One of the things that we, you know, I know in our office and Frank's office is making sure that our people are truly that subject matter expert. We talk about change and that means that we have to be the up to the latest trends and we have to have you know, the training on all the products that are coming out there. We have a great partnership with all of our manufacturers that bring value to whether it's a life science customer or any customer that we have under our umbrella. And so I think it starts with listening and it starts with making sure that we have a clear understanding of what's important to customers and that every customer wants something different and that we can be able to adapt to that, like create the team that they need to have success. Everything that Frank and I do and support, it's not we're not transactional here at Capion. We're built on that long term partnership and relationships. I think that's where it starts because whereas a lot of partners are gone. We're in for the long haul. I'm sure Frank can say his ten year. He has customers that he talked to the first day he was here. And I think that's what's important. That is definitely why I chose to come to Avion. Christina, you talked about adapting and, you know, change is inevitable and, and, of course, trying to change for the betterment of the customer. So you cover a lot of territory as we just heard, but is there anything else you would like to add? Well, I think and Frank and I have talked about this you know, a while ago is, and I've just said this and I'll repeat it, is it starts with having a conversation Our customers are, yes, they are customers, but we're their partner. And we can't partner with them if we don't understand what their objectives are, and what they want from us. You know, Frank and I talked about when we have a customer and it's long term and our life science customers are definitely our long term partners. Because they don't have just one location. They have locations all over the nation, all over the globe, and they want that same partnership in any of their locations. So if we have a pulse on what our customers need and when we talk about adapting, if we have a pulse on what they need, then we can cost we keep changing with what their change and needs are and be able to create solutions that are better for them. I mean, some of our customers want everything we offer. And some of them don't. But we would not know that if we didn't listen. And so it's just really making sure that we understand what each person wants. And be able to adapt to that, but then also have a team that can support it too. Switching specifically to pharmaceutical now, Frank, I'm gonna bring you on board for this. What trends do you see in the pharmaceutical industry? Some of the trends that we see, you know, in the past, like many of our other clients who need large scale enterprise security. The focus was on access control and IP video. Maybe we got into doing some gates and actual physical offenses and everything, but Now the trend really is on product protection, really keeping asset protection and having even the controls down to who's on the property, adding the visitor management, Even when they had in the past now, it's much more developed about who's coming, who's going, and keeping the controls over challenges with brand protection, I mean, I was, flown away, way by one step that I made a while back about the World Organization World Health Organization saying for two hundred thousand deaths happen a year for so far, your medical supplies or counterfeit. So now we've been challenged to help them with everything from, supply chain integrity and just kinda the global security people we deal with are now saddled with having full control over that brand protection and everything that happens under, not just the, you know, the roof of their facilities, but also even to their products while they're, you know, being transported. So and and we have had to move and come up with technology and solutions, and and the personnel to be able to support that and deliver that. Once again, not just nationally, but globally, to the point where some of our big partners even require us to have some of people embedded in their facilities daily working with them to deliver, manage and report on exactly what's happening. In the pharmaceutical industry, specifically Frank, there can be significant challenges facing manufacturers and distributors. So how does Paveon address these concerns and then what specific measures are in place to protect against unauthorized access and information breaches. The systems that we install and service for our clients, you know, just the their state of the art access control security systems that oversee every aspect of who's in in and out of work facility or the complete surveillance of what's happening daily. But it's also to your point, you know, it's making sure that nobody's able to access that information on the servers on on the from the employees to the So we we sit with the client. We have to understand the way they do they work and make sure that we put all the protections in place and That's why we have, reporting as well, where we're con constantly monitoring and reporting the the systems at whose working on the systems, who's accessing the systems, and that gives them the controls that they need and required to have a lot of times, to be able to protects once again that their their people, their products, and their research and development, and make sure, the consumer is getting a product that has been protected all the way to the, you know, from the manufacturing to when they purchase the products. And really prevention is key here because it's being equipped to handle what make, counterfeit pharmaceutical products pose risk to those consumers and brand reputation as you know. So Can you elaborate on the security solutions Paveon offers to ensure brand protection and then minimize the distribution of counterfeit products throughout the supply chain. Some of the things that we've been rolling out as technology actually also advances is, everything from, tracking software to accuracy to the holograms on on the the RFID tags. So they're actually able to track the product all the way from manufacturing. And once again, a lot of this a lot of the product is global, and that's why being a global partner that has that footprint has the people who are not just in the US, but, you know, in every region of the world, to be able to rely on us, rely on Paveon to have our personnel who understand what their protocols are and be able to help them in a system. But the systems will actually track that product and and keep surveillance of it as well. So it's it's about the eye video and having the that report to back it up. Because if there is something that goes wrong, they're also, able to report that there's there might have been a you know, an incident or or some there might be something wrong with the product. One of the thing also is with the software that we also support them with. A lot of times, they're looking to be able to monitor, social media. And so if there's some reason that they have a threat for a reason to believe that something their their their products or their company is actually gonna be a target. In the social media software that we have that actually, you know, ties into the rest of the security system. We'll give the command center some, basically, that they should be on the alert for hospital, you know, situation. So and that's all different solutions that we provide. Sorry. And is there anything else you'd like to add to that? Well, as, you know, we're continuing to come up with more solutions, and we're asked to being, you know, for something new to monitor. Once again, the more monitoring and reporting, they have, even even the health of the system. Once we put it in, basically, to be able to monitor that everything's working properly. These are the different tasks that we've, been challenged with. And, you know, we continue to look for advancement, but you know, that's the great thing is, Christina was saying earlier, we have the personnel. We have the team. And we have and we have them located where they need to be. And we make it very easy to, to be that global partner because one point of contact, you know, one group that's assigned to them from an executive to the engineering, to an account executive. They know that we're we're there to help them deliver what they need to deliver and to be a better company. So Collectively, I'd like to close with this. Maybe Christina is starting with you. Obviously, you are passionate about Pavion and the respective companies. So Can you tell me from a personal standpoint what it's like doing what you do and, you know, how it makes you feel knowing that the work that you're doing is helping so many people. So somebody asked me years ago why I got into interior design and I think anybody that knows me on a personal level knows that I ultimately wanna create spaces that change people's lives and whatever that looks like. And a year and a half ago, I went over to this integration side and somebody's like, you went from interior design spaces to integration. What? We're still changing people's lives. And changing people's lives looks different at and a lot of different aspects. I mean, Frank mentioned he's protecting the people and the assets that are in the building and outside of the building and, you know, we're we're creating environments that people wanna be and collaborate whatever that looks like. And so it's exciting to just see that we can be apart and create solutions that are gonna change the way of the future and, ultimately get companies to get their employees to come back in. And it's exciting when you finish a space and you get to do the onboarding and help with the change management and teach people how to use their space, how just lively they are and how thankful they are. So I'm still doing the same thing. What about you, Frank? Well, you know, I've always been passionate about security, which, you know, being in the industry once again for over twenty five years, but not everybody has been. Not everybody, you know, a lot of times, I used to years ago thinking back had to sit with the global security directors and help them, you know, explain to their management team or their executive staff what the return on investment was security, you know, because it was always a cost. But now people are seeing us differently. They're seeing what we could deliver. They're seeing savings, but they're also seeing, you know, that these solutions, you know, because of the world we live in today, the different threats and challenges. And as I said, that, you know, the what what what would it mean to their product or something when wrong. And just even the regulations they're gonna meet. Now suddenly they look at us differently. But it's even more exciting to be part of the team like Patty on where we we get on calls with clients or even prospective, large, you know, clients and they pharmaceutical companies that say, well, how can you help me in Asia? And we explain we can. Or who am I gonna have to call at Mexico if I need help? And we explain to them it's the same people you're talking to, you know, here in the US. It's And it's exciting for them to understand that not only can we provide the solution, but we can provide it globally, but then we start also sharing all the other things of having on could deliver, helping them with, you know, basically everything from their AV to their fire to any base the low voltage control system that they need. And then they start to realize how powerful that is to be able to have one engineering team, one one delivery team, the one true partner that could, you know, awesome deliver all that. And then, also, nobody is asking about the return on investment or the cost or you know, they're starting to realize just, how easy it's gonna be to get the support they need where they were used to having to call ten different companies in ten different locations and and now it's just, it's a true partnership. It's nice to be on those calls. It's it's exciting to be able to deliver that. And, you know, we we're growing because of it, you know, and that's what's kind of exciting too that we know we're doing a good job and we continue to grow because of what we can do. From a designing for audio visual. You know, you could have lab spaces and then the tenants that are sharing the common spaces and how do you make that work organically, but then also making sure that the multiple tenants within the space their research and development is being protected from the tenant that they might be right next to next door. Anything else to add because it's more of kind of a closing thought. But what are your thoughts? Well, I mean, I can I I'll follow-up with, you know, I think Paveon? One of the things that if you follow us as a company and where we started, we'll just say even two years ago to now. And I'll circle back to this. We'll start with listening. And one of the things that our upper management and our team sees that we've gotta be able to put teams subject matter experts in more states and more countries. And I think I'll follow-up with we we see that. And we want to be able to support our customers, whoever that looks like, whether that's in their backyard or it's creating solutions that we might not be able to support in one part of the region or the globe. And so I think that's kind of where we're going as a company as we're following the lead of our customers. And being able to support them wherever they are and whatever their needs are. Frank Lloyd from Structure Works at Paveon Company and Christina Vanda Brink from Paveon, the global leader in providing fire, security, and integration solutions to customers around the world. I wanna thank you both for your time, great conversation, and clearly you are fired up about working for this company and what you're able to do for your customers. So I really appreciate you being here today. Thank you. Thank you. And I wanna thank all of you for tuning in to episode two for Paveon perspective game changing solutions for the life sciences and pharmaceutical industry. That's what we've been talking about today. And of course, you can go to pavilion dot com for more information on Pavion and all of the connected companies, and be sure to subscribe to the podcast so you can hear more engaging conversations like the one you heard today. I'm your host Michelle Malone, Winnie. Thanks again for joining us. We hope to see you soon.