Guardian Pharmacy Services (GRDN) investor relations material

Business model and market focus

• Focuses on assisted living and memory care, with 13% national market share and a goal to reach 20-30% over time.

• Differentiates through a clinician-led, tech-enabled service model tailored for high-acuity residents.

• Assisted living chosen due to its unique service needs and significant long-term care growth over the past 20 years.

• Average resident is 85+ years old, on 14 prescriptions, and impaired in two or more ADLs.

• Market remains fragmented but is consolidating, with increasing relationships with regional and national operators.

Growth strategy and operations

• Organic growth driven by contiguous market expansion, increasing resident adoption, and large/regional account penetration.

• Pharmacies expand to adjacent markets within a three-hour service radius, often leading to new brick-and-mortar locations.

• Resident adoption rate averages 89-90%, with potential to reach mid-90% in mature markets.

• Acquisitions are driven by both partner demand and finding operators that fit the business model.

• Recent acquisitions in the Pacific Northwest are expected to reach corporate profitability faster due to operational alignment.

Service and technology platform

• Provides a tech-enabled platform for medication administration, supporting non-nurse caregivers.

• Uses robotics and analytics to ensure 100% adherence and reduce medication errors.

• Offers value-added analytics, such as falls risk assessment, to help operators manage resident outcomes.

• Actively manages drug regimens to optimize formulary fit and reduce resident costs.

• Pharmacies typically expand physical footprint as they grow, with average size now 20,000 sq ft.