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7 Ways to Increase Non-Prescription Pharmacy Sales

7 Ways to Increase Non-Prescription Pharmacy Sales

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Prescriptions may be the number one reason patients come into your pharmacy (they are your most vital revenue source, after all). To maximize your pharmacy’s revenue potential even more, take advantage of the non-prescription sales opportunities available to you today.

Prescription profit margins have seen a decline in recent years. On the other hand, OTC or front-end product profit margins have remained consistent and strong. While prescriptions make up the bulk of your revenues, a good OTC sales strategy can be just as impactful to your profitability.

Through these seven easy-to-implement strategies, you can encourage patients to make non-prescription purchases and ultimately boost your pharmacy’s revenue.

 

how to boost non prescription pharmacy sales

1. Do Your Market Research

Just because you like a particular product, doesn’t mean everyone else does too. Don’t rely on your intuition to figure out the best ways to grow your non-prescription sales. Review data and research to determine which over-the-counter and retail products are trending. A study by Hamacher Resource Group (HRG) revealed the cold & allergy, vitamins & dietary supplements, and pain relief categories represent nearly 43% of unit sales in health and wellness.

Be sure to review your sales figures to see which product categories are most popular with your customers and take steps to make these products easier to locate in your pharmacy.

2. Use Your Pharmacy’s Floor Plan to Your Advantage

An effective pharmacy layout is optimized to display merchandise that you want patients to see and buy. Some areas of your pharmacy probably receive more foot traffic than others. For example, areas next to the prescription counter and aisles leading to the checkout registers tend to see more traffic. Rotate products in and out of these areas and at the end-of-aisle displays to see which items result in increased sales when relocated to these highly visible locations. Test different floor areas. Move merchandise around. A little reorganization has the power to influence your patients’ purchasing decisions.

3. Train Your Pharmacy Team to Cross-Sell and Upsell

A large number of drugs dispensed can cause drug-induced nutritional deficiencies. Many of the patients that walk through your door are already buying nutritional supplements. Knowing this, you should ask yourself:

  • Are they buying supplements from your pharmacy?
  • Are they buying quality supplements that are beneficial to their health?

Upselling nutrient depletion supplements is a win-win. Patients who are buying supplements elsewhere don’t normally consult a pharmacist at the time of purchase, and are often not taking the correct nutrients their body needs. For example, you make $5 selling a patient a beta blocker, and then you make $15 selling them the CoQ10 his body needs to counteract drug-induced nutritional deficiencies.

Your pharmacy team is key to this “UpSolutions” strategy. Train them to build relationships with customers and make relevant product suggestions based off the drugs patients are picking up.

This can also work for any product you sell in your store. Coach your team to be helpful and ask customers what products they are looking for, thus opening the conversation to upselling. Check out the OTC Guide, which gives you specific product recommendations based on what your patients are already purchasing.

It can also be helpful to hold weekly team meetings to inform your staff of what inventory needs to be moved, marked down, or removed.

Idea: Hold a contest and reward staff members that upsell the most products each month. For more information on upselling non-prescription products, check out the on-demand webinar: Outside the Vial: Improving Profitability with OTC Sales.

4. Build Strong Customer Relationships

According to HRG research, customer service is overwhelmingly rated as the most important competitive advantage. Consumers who  establish good, trusted relationships with their pharmacy are more likely to return compared to when visiting stores where they don’t have a personal connection. Your talented team is capable of creating an atmosphere of comfort and trust so be sure to train them to engage with customers and establish personal relationships whenever possible. Guide your staff to recognize repeat customers, greet them by their first name, or ask questions about their families, work or pets. Everyone appreciates a personal touch.

5. Stock Related Products Closely

Knowing how products relate to each other can help your pharmacy increase retail sales. For example, people who are looking for a knee brace may also need joint cream. Customers with a cold might be looking for a box of tissues. Display related products next to each other so customers can easily find what they are looking for. Don’t forget to use your pharmacy floor plan to help you determine how to position related products for maximum sales impact!

6. Be Your Own Secret Shopper

Forget everything you know about your pharmacy and walk through the doors as a secret shopper. Walk the aisles with a fresh eye and ask yourself if things look inviting. Would you continue to shop in this store? If you are hesitant, it may be time to make some changes. Updating your decor, brightening the lighting, or simply adding a fresh coat of paint can go a long way.

7. Pharmacy Customer Service That Sizzles

It doesn’t matter if you run a pharmacy or a ditch-digging company, everything begins and ends with customer service. Offering truly exceptional service is one of the best ways you can boost merchandise sales at your pharmacy. Ask the question, “Is there something we could do to improve your shopping experience and, if so, what would it be?” People love a listening ear. And their feedback is just what your team needs to make necessary improvements.

A pharmacy is so much more than just a place to fill prescriptions. It’s a place where people can find convenience products, supplements, food, souvenirs, and other household items. Knowing the most effective ways to increase sales of these items will pay off with a healthy bottom-line for your independent pharmacy.

What’s Next?

Looking for more ways to drive your most lucrative patients to your door? Download our free eBook, Pharmacy Business Blueprint today to increase your profits while providing world-class healthcare.

 

 

 

PDS Members: Log in to PDSadvantage to get access to the OTC Education and Resources page  or detailed information about how to implement clinical services in your pharmacy.

 

Pouch vs. Blister in a COVID World

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Here at PDS, we take pride in highlighting some of our incredible exhibitors. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to introduce RxSafe. Read on for their blog post about pouch vs. blister in a COVID world.

This year has been full of changes and challenges for both patients and pharmacists. Coronavirus has increasingly led to many patients preferring “no-contact” or “touchless” services.  

Independent pharmacists can reduce the risk of COVID-19 transmission by limiting contact between staff and patients. Listen to Kyle Lomax and Traci Bayer, RxSafe customers, explain how they are meeting this new “contactless” demand. 

 

RxSafe


Will “Touchless” be the Norm?  

 When the pandemic first started, many people thought it would only last a few weeks. Since then, the rapid and sustained spread of the virus has increased patients’ desire for limited contact, especially with healthcare professionals. 

It is clear that this pandemic will have a lasting impact on the way patients interact with pharmacists. Patients are likely to use pharmacies that offer pouch packaging and “no-contact” delivery services.  

“Our delivery has almost quadrupled,” says Lomax. “I think that our commitment to this wide radius of delivery has really made us stand out in our role, especially in our rural communities.” 

Even after the widespread distribution of the COVID vaccine — which will take the better part of a year — patients may be more likely to limit their contact in order to avoid any type of virus or illness. 

Why is Pouch Packaging Safer? 

Traditional vial filling involves many touch points that increase the risk of transmission. Even after the prescription leaves the pharmacy, there are many more touch points that occur with consumption. William Holmes, CEO of RxSafe, details how quickly the number of touchpoints can grow with traditional vials. 

“Let’s presume now a family member might be assisting someone with opening and closing their vials, that’s 30 times a month that vial gets opened and closed and sometimes pills get poured out into a hand and then the bulk poured back,” explains Holmes. “With each touch, you’re increasing the risk of disease transmission.”  

On average, there are 317,000 touch points per 1,000 patients using the manual card fill system. Using an automated pill packager reduces the touchpoints to approximately 1,140 touch points.  

Pouch packaging automation, such as the RapidPakRx, can drastically reduce touch points. When consuming their medications, patients just have to tear open one pouch. Also, pouch packaging allows for a 31-day script to be filled, decreasing contact between patients and pharmacy staff.  

“Even during COVID, we’ve had very few people go without their medications,” says Bayer, “because their prescriptions are ready almost a week before they’re due.” 


Need additional information?

Learn more about how you can create efficient operations in the midst of COVID with the PDS COVID Optimization Program.  You can also get a sneak peek of the latest PDS member town hall to hear more about how independent pharmacies are adapting their operations to best serve their patients through COVID.

 

About

Are you interested in learning more about how the RapidPakRx can help your pharmacy provide “touchless” service? Visit the RapidPakRx product page for more information.  
immunization program

Starting an Immunization Program in Your Pharmacy

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Providing an Immunization Program in your pharmacy is a great way to diversify your pharmacy’s offerings and revenue streams, while also filling an important community need. Help your patients and take control back from the PBMs.

Before You Start an Immunization Program:

Consider the clinical (and business!) benefits for your pharmacy.

  • Expand your service mix beyond traditional dispensing services
  • Don’t lose prescription revenue from customers who transfer their prescriptions over to a competing pharmacy that offers core and seasonal vaccines
  • Complement and support other chronic disease management services that you offer
  • Improve the overall health status of your community and become the clinical service hub of the area
  • Support medication adherence services like synchronization

 

How do I Get Started With Immunizations?

1. Understand State Regulations Regarding Pharmacist Vaccine Administration

State regulations determine which vaccines can be administered to what types of patients. Not all pharmacists can give all vaccines to all patients.

immunization

The first step is to know what’s permitted in the pharmacy’s own state. One of the most common restrictions is age as some states don’t allow pharmacists to administer vaccines to children under age 18.

Pharmacists need to be certified to administer vaccines in the pharmacy. They are required to take an ACPE-accredited immunization (like APHA’s course). Pharmacists must also be CPR certified and take a bloodborne pathogen or OSHA training.

Another regulatory consideration is reporting requirements. Some states require pharmacies to report the vaccines given and who received them to a state immunization registry.

It is also important to consider whether a state requires pharmacists to have collaborative practice agreements with physicians in order to administer vaccines. Collaborative agreements with physicians allow eligible pharmacists to administer vaccines to patients without individual prescriptions.

 

2. Understand How You Get Paid!

Independent pharmacies are hesitant to launch immunization programs due to complex and confusing reimbursement rules that dictate how pharmacies can bill for vaccines.

This is less of a barrier with the HHS order for Pharmacies to get paid for administration of the COVID 19 Vaccines.

If a pharmacy serves Medicare patients, it must go through the process of getting a PTAN as Medicare Part B provider in order to bill Medicare for vaccines including COVID Vaccines as a medical benefit.

It’s important you automate billing and collections for vaccine services through technology by outsource billing and collections through a third-party vendor. You want too be able to focus on providing clinical services. Hire the billing to professionals!

 

3. Have a Plan to Manage Vaccine Inventory and Supplies

Consider the requirements before ordering your first shipment of any vaccine. For example, planning and ordering flu vaccines for the next flu season starts before the previous flu season ends.

Pharmacies should know the storage requirements for the vaccines they intend to administer. The CDC has guidelines for each type. Some require refrigeration. Others require freezing. That requires a way to monitor temperatures.

In terms of physical space, pharmacies should create a private area in which they administer vaccines to patients. A private room is worth the investment.

 

4. Organize Your Workflow

Pharmacies should think about and walk through their workflows prior to starting a vaccine practice.

  • How will the pharmacy take walk-ins?immunizations form
  • Will you train all the pharmacists?
  • How will appointments be made?

As most experienced immunizing pharmacists can attest, actually giving a dose of a vaccine takes the least amount of time during the entire process. More time is spent by patients and pharmacies completing medical history forms, filling out consent forms, checking and verifying insurance benefits, copying health insurance cards and identification cards, billing for services and arranging and making payments.

Pharmacies should assign the most appropriate person to perform each task, ideally having technicians and other staff do most of the non-clinical work and leaving the pharmacist to administer the vaccine. The goal is not to disrupt the normal workflow of taking, filling and dispensing prescriptions and refills but integrate this new service into the workflow seamlessly.

 

5. MARKETING, MARKETING, MARKETING to Promote Your Immunization Program and Your Clinical Services!

It’s important for independent pharmacies to promote their programs via multichannel marketing campaigns. Your first target should be your current pharmacy patients.

A note about COVID vaccinations – this opportunity is driving new patients to you for FREE!! Spend the time and money to make sure you are getting all contact information for later programs. Also be sure you are educating your staff on how to make these COVID Vaccine patients NEW patients to your Pharmacy.

Vaccine programs can serve as gateways for pharmacies to grow their clinical operations. They can learn what it takes to run a clinical program and become comfortable adding other clinical services to their business. In doing so, they can expand their businesses to succeed in today’s industry.

 

Need More Information?

Learn more about how Community Pharmacists Make a Difference With Immunizations, written by PDS member, Travis Wolff, PharmD and Emma Leffler, PharmD. If you still need more help deciding if starting an immunization program is right for you, schedule a call with PDS and sign up for the 2021 Super-Conference in May.  

Coming out of COVID: Focusing on Growth

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Here at PDS, we take pride in highlighting some of our incredible exhibitors. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to work with Drug Topics. Read on for their sponsored blog post about the business landscape after COVID within pharmacies and 5 objectives for focusing on growth again, written by Ollin Sykes, CPA, CITP and Scotty Sykes, CPA, CFP.

5 Objectives for Boosting Rx Business and Cash Clinical Services

Coming out of the sudden, severe lockdowns from the coronavirus disease 2019 (COVID-19), pharmacies are adjusting to a new way of serving patients and providing services. To build some positive momentum, here are 5 ways that current pharmacy owners are adapting their businesses to serve people. 

 

#1. Crisis-Based Services 

During a crisis, helping your patients and community can also lead to new services. Out of COVID-19, pharmacies have the opportunity to provide items like hand sanitizer, cleaners, safety garments, infrared thermometers, and more. By packaging and pricing a variety of products for the size of company or organization, you help customers quickly get the supplies they need from a local source. 

#2. Managing DIR and GER Challenges

Direct and indirect remuneration (DIR) fees are typically the third largest expense in a pharmacy behind inventory and payroll costs. You can mitigate higher DIR fees by monitoring your Star Ratings, but also by exploring med syncing and compliance packaging. If you can reduce DIR fees by 1 to 2 percentage points through this investment, it’s easy to calculate how such technologies can pay for themselves and more — plus result in happier patients and families. 

As for generic effective rate (GER) challenges and potential clawbacks, which are not influenced by performance measures, make sure that you know which contracts, if any, include GERs or “effective rate guarantees” in the contract language. You can work with your PSAO on contract terms, and also consider a separate inventory for plans with GERs. The separate inventory could be sourced differently with a higher average wholesale price to lessen a potential clawback.

 

#3. Offering Cash Clinical Services

This is a pioneering area where pharmacists can identify ways to keep their patients healthier and prevent or manage larger health problems. It may include phlebotomy and clinical testing to identify and consult on the root cause of ailments that can be treated prior to or beyond medications. Whether that results in non-interactive private label nutritional supplements or food sensitivity solutions, you should explore cash clinical services that make sense for your pharmacy. 

Explore a few private label providers before you move forward with patient testing and consulting. Build relationships with a few trusted vendors, and educate your team first so that you feel confident promoting probiotics or other supplements to patients. 

#4. Building Community Relations

Who are your target patients and customers? Take a look at who they are, the prescriptions they use, their family members, and common health care services. How can your pharmacy add value to their treatment experience and act as a resource? 

For example, Nicolette Mathey, PharmD, a Florida-based pharmacist and a consultant to pharmacists through her company, Atrium24, identified elective surgeries as a trend in her community. So she developed a branded surgical treatment kit for cosmetic surgery clinics. The kits inform patients about surgery preparation and after-care. Often, the patients end up working with Mathey’s pharmacy on any medications or products related to their surgeries. 

Another idea is to join — or have one of your team members join — public social media groups in the community. Interact with parents, coaches, or seniors on healthy living topics. Provide guidance if community members express a need that your pharmacy can solve. 

#5. Enhancing Quality of Life

What happens when your pharmacy becomes a resource in your community during challenging times? You are viewed as a health care provider and a friend, building a network of healthier, informed community members and patients who rely on your business. As a trusted resource, you gradually diversify your services and revenues, which improves your bottom line margins, profits and quality of life. 

Coming out of COVID, make sure that your pharmacy is a part of the larger community and health care conversation. You matter. 

 

Need additional information?

To learn more about how independent pharmacies are adapting their operations to best serve their patients through COVID, get a sneak peek of the latest PDS member town hall.

 

About

Ollin Sykes is founder of Sykes & Company, P.A., and Scotty Sykes is a partner in the firm. Along with a knowledgeable team of counselors and advisors, they help independent and community pharmacies across the U.S. manage industry and business challenges — and thrive. https://www.sykes-cpa.com/ask-sykes/
COVID Testing

COVID Testing: It’s Not Too Late

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Independent pharmacies are uniquely positioned to help their communities. COVID testing is still in high demand and there is a limited opportunity for our industry to provide the testing services their patients need and boost their profits.  

At this point, COVID has been a significant issue in our lives for almost a year (doesn’t seem real!). Many pharmacies think it’s too late to get started with COVID testing – but it’s not. The sooner you start providing testing services, the sooner you will be able to help those in need, increase your patient base, and drive revenue into your pharmacy that the PBMs can’t touch.  

You Decided to Provide Testing, Now What?

Once you’ve decided to bring testing into your pharmacy, the first consideration to make is do you have a CLIA Waiver. 

COVID Testing

If the answer is YES: 

You are ready to go! You’ll want to make sure you are registered as an independent lab for billing (if applicable). With the waiver, you can collect samples and process tests in your pharmacy. You’re also able to bill cash OR insurance for the tests.  

If the answer is NO: 

You will need to obtain a CLIA Waiver if you plan to process directly in your pharmacy or if you plan to bill insurance. Without a CLIA Waiver, you can only collect the samples and send them to a CLIA compliant lab to process. Whatever process you choose, it is highly recommended to get a CLIA Waiver to make sure you are compliant and things go smoothly. The good news is it’s easy and fast! NCPA has a great video that shows you how to complete the waiver.   

Implementation: Start with the Logistics 


Decide what test(s) you will offer.  

Questions to consider 

What options do you want to provide for your customers? Some employers or travel companies require different types of tests. Do you want to provide the Rapid Antigen Test? The PCR Test? Both? 

What kind of laboratory experience is required to administer the test and what level of training is needed? 

What is the test sensitivity and specificity? The more accurate the tests you are using are, the more confidence you will be able to instill in your in patients. Along with this, you will also want to think about the speed of the test and how quickly your patients need results. 

Discuss how you will document and bill for COVID testing. 

Questions to consider 

Are you going to charge your customers directly or bill insurance? You will need to take requirements into consideration. Many pharmacies have found that their customers WILL pay directly or with FSA/HSA. Patients are also able to submit for reimbursement through their medical insurance, and you can support them by providing the proper documentation. 

Will you use a manual / paper process or set yourself up to operate online? A manual system works well for low volume testing but if demand is high, an online system will help you to automate processes and minimize disruptions to the pharmacy’s overall workflow. The advantages of using an online system are it allows you to implement an appointment-based model with automated scheduling, encourages contactless online payments, and it opens the window for vaccinations moving forward.  

Check with your local health department for any reporting requirements. 

Steps to take 

Every state has their own requirements and they often differ, especially on the reporting side. We recommend that you start with your local county health department. They are normally very accessible and they will provide you will reporting requirements, specific forms for testing documentation, and requirements for waste generation.  

Next, check with the board of pharmacy to ensure you are compliant. With the high demand for COVID information, you can often find information in their FAQs or on their website. 

Once you have the logistics figured out, the next steps are to focus on education and workflow for your pharmacy and then execution. You can download the COVID Testing Implementation Plan that will give you the full list of steps you need to take to start testing in your pharmacy.   

COVID Testing Success 

Carolina COVID testingMany independent pharmacies are successfully implementing testing in their pharmacies. By following a strategic implementation plan, educating your employees, and considering the needs of your community, you can provide testing and be profitable. One PDS Member, Carolina Pharmacy Group, started doing curbside COVID testing (both antigen and PCR testing) and saw immediate demand (and ROI!). 

Since December, the Carolina team has done well over 6,000 tests. The pharmacy is not billing insurance and payments are made online. Currently they are experiencing an ROI of 10x.  

“Honestly this is the best return the pharmacy has seen since generics hit our shelves.” 

– Kavel Bhathela, PharmD and COVID Testing Lead at Carolina Pharmacy

Best practices for COVID testing

  • The pharmacy hired outside nursing staff to help with the tests to minimize disruption to their regular workflow and not cross-pollinate the pharmacy team with the testing team.  
  • They gained their team’s confidence by properly training them about the transmission of COVID, proper hygiene and PPE usage.  
  • The pharmacy provided education on the different tests available to the public and their application.   

Carolina Pharmacy is now offering services to help other independent pharmacies provide testing, help their communities, and increase their bottom line. Visit their website to learn more or place an order.  

Need More Information?

If you still need more help deciding if testing is right for you, schedule a call with PDS or watch our latest webinar: Your Blueprint for Successful COVID Testing.  

Click here to view the full PDS COVID Optimization Program. 

pharmacy immunizations

Community Pharmacists Make a Difference With Immunizations

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Here at PDS, we take pride in highlighting some of our incredible media partners. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to work with Pharmacy Times. Read on for their sponsored blog post about the importance of immunization programs, written by PDS member, Travis Wolff, PharmD and Emma Leffler, PharmD. Travis is the manager and co-owner of Med-World Pharmacy in Sapulpa, Oklahom and Emma is a PGY1 community pharmacy resident.

There are many areas of patient care where pharmacists can have a direct impact, yet a number of them do not have the confidence or understand the potential magnitude of that impact.  

Moving the Independent Pharmacy Forward with Immunizations

If pharmacists want to continue to move the profession forward, seeking provider opportunities, they must gain that confidence and help stakeholders understand the important roles they play. These include conducting diabetes or point-of-care testing, but it is immunizations that provide the clearest snapshot.  

pharmacy immunizationsLet’s go back to the years when pharmacists first saw immunization-friendly legislation being enacted from state to state. The National Association of Chain Drug Stores compared influenza vaccine rates from 2003 to 2013 to cover this period of pro-pharmacist legislation.

During that time:
  • 5.1 million vaccinations could be attributed to the new legislation.
  • The American Pharmacists Association (APhA) Foundation conducted a pilot study that looked at immunizations across 8 community pharmacies in Washington State.
  • The study results showed that vaccine administration rates had increased by 41.4% over 6 months.
  • In addition, for every influenza vaccine walk-in, 1.45 other vaccinations were identified as being due. Of those unmet patient immunization needs, 95% were administered by the pharmacist at the point of care.

Understanding the impact pharmacists have had after receiving immunization privileges greatly boosts the case that they should be given additional responsibilities. After we shared these two studies with our federal and local representatives, they asked us about the local community we served. This led us to dive into our own initiatives.  

Immunization Facts

We will start by laying out some important facts. Immunization is one of the most cost-effective means of preventing disease. Individuals can defend themselves against several diseases by staying up-to-date on all recommended immunizations. Additionally, as more individuals become protected from particular diseases, communities gain a collective immunity that aids in reducing complications, deaths, and hospitalizations. Community pharmacists can reach out to and educate patients in their communities, and administer these preventive immunizations to them.  

Some challenges that providers face are:
  • Consistent accessibility to the adult patient population
  • Identifying patient vaccine eligibility
  • Supplying and administering all recommended immunizations in the office

Patient challenges range from access to reliable information, knowing which immunizations are recommended based on age or comorbidities, and remembering when to receive follow-up doses. By creating pharmacist-led immunization programs, community pharmacies can improve patient outreach, immunization rates, and follow-up doses.  

From the most current data up to 2016, overall immunization rates for hepatitis A (23.7%), human papillomavirus (8.6%), influenza (70.4%), pneumococcal disease (66.9%), shingles (37.4%), and tetanus, diphtheria, and pertussis (26.6%) have increased slightly. Pharmacists have the optimal opportunity to increase these rates around the nation. Our pharmacy targeted 1 specific immunization in 2019, the shingles vaccine Shingrix.  

Seeing it in Action

In 2019, we promoted Shingrix immunizations on our Facebook page and flyers, and through individual discussions with the patients we identified as being eligible to receive them. The determination of eligibility stemmed from our Sync+ program, which analyzes patient profiles to determine chronic disease medication adherence, immunization eligibility, and preventive screening opportunities. Patients aged 50 years or older were identified as eligible for the Shingrix vaccination. Our Sync+ patients were sorted through, alphabetizing by last name. This allowed for a staggered informing of eligibility versus a bombardment of vaccinations on a single day or week. When the program identified a patient as being eligible, we communicated a message through a written note in the patient’s Sync+ basket, as well as a typed note in the patient’s electronic profile. Pharmacy team members could then counsel patients at pick-up time about benefits, eligibility, and what to expect.  

Because of the advertisements and 1-on-1 counseling, our pharmacy, Med-World, more than doubled its Shingrix vaccination rates in 7 months versus the rate in 2018. Of the 447 patients we have analyzed thus far through Sync+, 74% are eligible for Shingrix immunization, 26% of whom have received it. Numerous patients identified have yet to receive their 1-on-1 counseling, because of when their pharmacy system sync day falls during the month.  

Many patients had questions about whether Shingrix is still given if they have already received the Zostavax immunization, and whether it is inactive or live. Patients who previously received Zostavax are still eligible, and we encourage them to receive the new shingles immunization. Although 

immunizations yes or no

Zostavax is a live immunization and carries increased contraindications and precautions, Shingrix is an inactive immunization, which means greater availability to more people. Additionally, Shingrix is 97% effective at preventing shingles in people aged 50 years or older, whereas Zostavax is only 50% to 64% effective at preventing shingles in that age group.

Once patients receive their first immunization, we document the date of their next follow-up dose on their comprehensive immunization spreadsheet and computerized profile note. Each month, a staff member calls patients within the 2- to 6-month period to inform them that it is time for the last dose of Shingrix. When patients have received both doses, the staff make the appropriate documentation. In 2019, our program completed 3.5 times as many follow-up doses versus 2018.  

Conclusion: Independent Pharmacies Impact Immunization Rates

Based on our findings, community pharmacist immunization programs can have an extensive impact on immunization rates, especially regarding follow-up dose rates. Barriers to patient immunization initiation included the ability to contact patients, patients receiving the immunization at a different facility, and cost. Additional research and time are needed to determine the longterm impact that pharmacist-led programs have on immunization rates and follow-up doses. We plan to expand our immunization program to include other immunizations, such as hepatitis B, Pneumovax 23, and Prevnar 13B.  

We hope that community pharmacists across the nation will gain confidence and better understand how to communicate their value to stakeholders.  

If we can have this kind of impact on immunizations, what would the impact be across other point-of-care health services if pharmacists were entrusted with them?  

Next Steps:

Join the PDS Innovate in a Day event on February 11 where we will be talking more about immunizations and other strategies you can implement in your pharmacy now to propel your business forward in 2021.

 

References

Drozd EM, Miller L, Johnsrud M. Impact of pharmacist immunization authority on seasonal influenza immunization rates across states. Clin Ther. 2017;39(8):1563-1580. e17. doi:10.1016/j.clinthera.2017.07.004 Pilot project highlights pharmacists’ key role in identifying and resolving unmet vaccination needs. News release. American Pharmacists Association. Accessed July 24, 2020. https://www.aphafoundation.org/news-release-pilot-results Vaccination coverage among adults in the United States, National Health Interview Survey, 2016. Centers for Disease Control and Prevention (CDC). Updated February 8, 2018. Accessed July 24, 2020. https://www.cdc.gov/vaccines/imz-managers/coverage/ adultvaxview/pubs-resources/NHIS-2016.html Shingles vaccination. CDC. Updated January 25, 2018. Accessed July 24, 2020. https://www.cdc.gov/vaccines/vpd/shingles/public/shingrix/index.html What everyone should know about Zostavax. CDC. Updated January 25, 2018. Accessed July 24, 2020. https://www.cdc.gov/vaccines/vpd/shingles/public/zostavax/ 

Thriving in the NEW Business of Nutrition

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Here at PDS, we take pride in highlighting some of our incredible exhibitors. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to introduce Wellness Works. Read on for their sponsored blog post about the business of nutritional sales and selling vitamins.

For decades, independent pharmacists have held an advantage when it comes to selling vitamins and nutritional supplements. First, as part of their undergraduate studies, pharmacists are the best educated healthcare professional to address the basic biochemical concepts of vitamins and supplements. Second, pharmacists have held a position of trust with consumers for decades. While 65% of Americans do search online for basic health information, the knowledge of and trust in the pharmacist is used to validate the health information found online. Lastly, as healthcare professionals, pharmacists are in daily contact with consumers exhibiting various metabolic diseases. These are diseases that have been acquired over time for which pharmaceutical offerings may not be the only options.

Vitamins are More Than a Line of Bottles on a Pharmacy Shelf

Today, vitamin sales account for $100 billion in revenue worldwide, and the U.S. accounts for 36% of that figure. What trends have driven that number?

  • First, there is an increased interest in better health through all demographics. Naturally, Baby Boomers would be expected to hold the greatest percentage of supplement sales, and they do at 36%. What may be surprising is that Generation X comprises 23% and Millennials 16%. All of this combines for a figure of 70-75% of Americans taking at least one supplement every day.
  • There is the increase in preventative healthcare. Celebrity health experts are widespread on social media, online and through multiple communication channels. And supplements have been recognized as being essential to the preventative health process.
  • Self-directed consumers no longer rely on physicians to advise them on their healthcare. Today, consumers search online for answers to their healthcare questions. This consumer self-direction is what is attributed for the increase in supplement sales across all demographics – Baby Boomers, Generation X and Millennials.
  • Finally, brand recognition and brand support are becoming major influencers as consumers search for providers they can trust for their supplement inquiries and sales.

What do Pharmacists Need to do to be Successful in this NEW Business of Nutritional Sales?

  1. Offer a private label as an alternative to the national labels found everywhere. The exclusivity of a proprietary product line, based on quality and product knowledge, provides a valuable differentiator in this competitive area. Coupled with the trust consumers hold for pharmacists, a private label line generates return sales for pharmacist-recommended products.
  2. Ensure that you can be found online. Today, being found online is evidence that you exist. Pharmacists should be prepared to offer their private lines not only in their pharmacies, but through online e-commerce as well. In 2017, sales of nutritional supplements in brick and mortar locations increased 3%. However, sales of nutritional supplements in brick and mortar locations that also offered online sales of the same supplements increased by 20%. The trusted pharmacist who can offer professional quality supplements both in their pharmacy and online can parlay that situation into a position that even Amazon cannot overcome.
  3. Pharmacists need to utilize multi-channel marketing opportunities and support. By using a professional marketing program that provides consistent brand presence through social media, emails, website videos and other communication channels, the pharmacist creates an image of expertise and trust which carries through multiple demographics.

You don’t sell vitamins by just selling vitamins! By combining the pharmacist’s innate advantages with the strategic application of available technology and marketing, pharmacies can realize healthy nutritional revenue streams. Even in this competitive marketplace.

About the Author

Wellness Works helps independent pharmacists develop a profitable supplement revenue stream by creating a branded supplement line for sale in the pharmacy and even online. Wellness Works provides the professional products, marketing expertise, and business and clinical consulting to help pharmacists be successful with supplements.
Open Enrollment

Open Enrollment: Help Your Patients and Protect Your Profits

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Every year, Medicare’s Open Enrollment period is October 15 – December 7. The process of enrolling or updating plans can be frustrating for aging patients, resulting in many staying with a plan, even if it isn’t the best option for their healthcare needs. Helping patients navigate this process is an excellent opportunity for independent pharmacies to act as a healthcare resource for their community. Providing high-touch, personalized service improves retention and increases the probability of the patient enrolling in a mutually beneficial plan, one that saves them money and doesn’t hurt your pharmacy’s bottom line.  

Differentiate by Delivering Exceptional Care 

Open Enrollment

The truth in our industry is that business growth can only come from great patient care. Launching a program around Open Enrollment doesn’t have to be intimidating. Start by identifying two important groups of patients in your dispensing data, those who are eligible for the first time to enroll in Medicare and patients who may benefit from an Open Enrollment consultation to select a plan.  

Once you’ve identified who would benefit from your expertise, start getting the word out, in your store and in your community.  

  • Marketing Your Services: Create in-store signs, bag stuffers, and encourage your team to highlight that your pharmacy is offering plan reviews.  
  • Encourage Referrals: Give cards with contact information to younger patients to share with their parents or older family members.  
  • Community Outreach: In-person events may not be in the cards for 2021 Open Enrollment, but you can still connect through Zoom or other video chat portals. Reach out to local prescribers and long-term care facilities to support their patient’s needs.  

What Pharmacy Owners Need to Know About Open Enrollment  


Prioritize Your Efforts in Open Enrollment


Priority #1 – Using your dispensing software or Amplicare Match identify the patients that meet two specific criteria.  

  • Those currently enrolled in a plan that will NOT be the most affordable for them next year. 

           AND  

  •  The most affordable plan next year is also the plan that will provide the highest contribution to pharmacy revenue.  

If the plan doesn’t decrease the out-of-pocket cost for the patient, we don’t recommend making the switch. The focus for any Open Enrollment period should be around improving outcomes and decreasing co-pays and premiums for your patients.  


Priority #2 – Find the patients that simply are not enrolled in the most affordable option.  

Conducting plan comparisons builds the relationship with patients and your pharmacy. If you can help your patients understand their options, save them money, and help them switch to a plan that suits their health care need, they are more likely to continue filling prescriptions with your pharmacy.  

PRO-TIP: Create a PDF that highlights how much you patient stands to save on their prescriptions per month. Always try to quantify the value you provide when possible.  


Priority #3 – Identify Low Income Subsidy (LIS) Network Patients.  

An often-overlooked segment of patients is those currently enrolled in or eligible for the Low Income Subsidy Network (LIS). There are four groups of people who may benefit from a consultation or assistance submitting the application for the LIS coverage.  

The premium and co-pays for are often the same or comparable across these benchmark plans; allowing you to help them choose a plan that offers better reimbursements and lower DIR fees for your region. Additionally, helping patients who qualify, but aren’t currently enrolled can help in driving referral traffic. You and your team can connect with low-income clinics highlighting this service for vulnerable patients.  

Identify Which Plans… 

  • Have restrictions in place 
  • Pharmacists and patients should know which plans cover ALL their drugs, require prior authorization, or step therapy for certain drugs. 
  • Have formulary changes 
  • Ensure you know the cost of a patient’s plan based on upcoming changes. This can help you find medication alternatives for patients that may not want to switch plans but their medication coverage has changed.  

Start Connecting with Patients Early and Often 

Some Medicare plans begin communicating with patients about their options before they turn 65, to shift their business to a chain or mail-order pharmacy. Reaching out to eligible patients before they are steered away from your pharmacy is critical.  

Additionally, many Medicare members are eligible for an annual MTM review with a pharmacist. Reaching out for an MTM prior to open enrollment helps keep the patient and pharmacist informed, as well as identify opportunities to highlight ways to save your patient money during the open enrollment period.  

Want More Information?

PDS teamed up with Enliven Health to help pharmacy owners discover Open Enrollment Tactics that they can implement NOW to protect (and increase) their profits in the coming year. Stay tuned for more information about our upcoming webinar.

Creating A (Successful) Virtual Event For Your Pharmacy

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2020 will be remembered for a lot of things. Staying apart, coming together, learning a new normal. Pharmacies have found innovative ways of keeping their businesses moving and operating efficiently – including an abundance of virtual communication. We are going to take it a step beyond virtual meetings and talk about virtual events in your pharmacy. This could be a product or service launch, a grand opening, a community event, etc. Big or small, there is a real advantage to hosting a pharmacy event virtually. 

Why Should You Host a Virtual Event?

The advantages of a virtual event don’t just apply during times when it has to be done, when we are all socially distanced. You can reap the benefits of a virtual event even when you can host an in-person event because it expands your reach.

Key Benefits of a Virtual Event

  • Engage with an entirely separate audience (along with your community AT the event).
  • Promote your pharmacy long after the event with the content you develop.
  • Save time and money; virtual events will cost you less of both.

How to Get Started

The first step to hosting a virtual event (or any event!) is to decide when you want the event to take place. Even though its virtual, it will be live, so you need to decide on a date and time that will work for your audience. 

Next, you need to decide on a platform. The easiest option for a virtual event is Facebook Live. This allows you to share the experience in real-time with your audience. It won’t be perfect (it’s live, so you can’t edit), but it will be authentic, and that’s what matters. Live streams are available to viewers with or without a Facebook account. Viewers without a Facebook account just need the live stream URL. Facebook has an easy outline that talks about the technicalities of how to set this up. We are going to focus on how to promote your event and some tips and tricks to help it go smoothly!

Promoting Your Virtual Event

Just as with a regular, in-person event – you have to let people know about it or they won’t show up. At least with this, you don’t have to worry about ordering the right amount of food! So, what are the best ways to generate interest for your virtual event?

  • Schedule the Live Video – Let your fans know when you’re going live! Facebook sends a notification to your followers when your stream begins.
  • Create a Facebook event – Publicize the event details and invite your network.
  • Promote on Facebook – Create a buzz with organic posts and paid advertisements. Think beyond just posts – include photos and videos for interest.
  • Promote via other social channels – You don’t have to limit yourself to Facebook, post on Twitter, Instagram, LinkedIn, etc. and include the link to the Facebook event.
  • Send direct mail / invites – They don’t have to be fancy (or expensive). A simple, handwritten note (copied and printed) will do just fine! Send to your patients, your community, and your broader network.
  • Promote via community channels – Think about the boards you sit on; the community organizations you are involved in. Can they help promote this to their extended networks as well?
  • Promote via email – Do you already have a database of email addresses? Send the invite out via email and include the link to the Facebook event.
  • Utilize your colleagues and friends – Have guests, employees, friends, etc. share with their networks to broaden your reach.
  • Send out a press release – If you can get local press to attend (in-person or virtually), they will help spread the word and gain publicity for your event.

Planning is Key

Now that you have spread the word and generated interest, you need to organize the event. A virtual event isn’t the same as an in-person event. You need to be able to engage your attendees even when you’re not face to face. A well-developed plan and a smooth-running event will help you do just that. There are technical considerations you need to make as well, but we’ll talk about that in a moment.

Start with the Goal in Mind

When you start developing a plan, first define what the goal of the event is. Once you have your goal in mind, you can plan out what you need to do to achieve that goal. Do you want people to know about the excellent patient care you offer? Do you want to drive patients to a new location? Are you trying to increase awareness about a new product? Each of these examples will have a slightly different plan.

Layout the Logistics

Take a look at the length of your event and break it out into beginning, middle, and end. Depending on what your overall goal is, set up the plan for the event. Some ideas may include a virtual tour or a look behind the scenes, a promotion for participants, a ribbon cutting ceremony, a giveaway, a speaker, etc. Each portion of the event should be engaging for viewers. Unlike an in-person event, you don’t need time built in for mingling or networking. Be thoughtful, keep it concise and keep your viewers in mind.

Add a Little Incentive

While many people will attend just to support you, you can also use incentives to entice more people. Offer something to everyone who joins the Facebook Live (a gift, discount, etc.). If you promote this ahead of time, it will increase the number of viewers and it will also help to drive business following the event. You can also design a more significant contest or giveaway that you can promote and then announce a winner during the Facebook Live.

Tips and Tricks for a Seamless Virtual Event

A virtual event does involve technology, so it’s important to be prepared. Here are just a few pieces of advice that will help ensure your event goes smoothly.

  • Stick to the plan (generally) – It’s live so you may go off script a bit, but in general, if you stick to your plan you will feel more prepared and your confidence will come across to the audience.
  • Use a tripod and mic – Nothing is more frustrating than bad audio or visual when you try to watch something virtually. Invest in some equipment (you can get them inexpensively on amazon)and test it beforehand.
  • Make sure lighting is good – See above. You want people to see what you are showing them.
  • Make sure bandwidth is sufficient – You’re depending on the ability to stream your event. Make sure your connection is reliable.
  • Make sure the background reflects the brand – We all know people stage photos (eh-hem, you who just took a photo of your kids and your house looks spotless; meanwhile there is a pile of unfolded laundry in the corner). Same concept. Show the viewers what you want them to see (even if you have to stage it!).
  • Use a horizontal frame – This will give viewers a more comprehensive view of the pharmacy or location and allow them to feel like they are part of it.
  • Interact with the viewers – Pretend you are in the same room. Acknowledge people who join, give people shout-outs, encourage questions, address comments, etc.
  • Have back-up – Back-up might include a person – someone to help with the technical aspect or problem solve any issues that may arise. That also includes back-up equipment (computer, phone, etc.).

That’s a Wrap. Now What?

You’ve made it through your event with minimal footage for the blooper reel and you’re feeling good. However, it’s not time to sit back and relax just yet. Following your virtual event, there are steps you will want to take to maximize and repurpose the content.

Once you complete the Facebook Live and post it to your page, you will want to add some context around it. Edit the post with a brief and actionable summary about the event and tell people why they should watch. You can also add closed captioning to the video since many videos on Facebook are listened to without sound.

Once your video is cleaned up, you will want to address comments and answer questions that you maybe didn’t get to during the live broadcast. This will continue the conversation and the engagement with your audience. Continue to keep an eye on the post in case questions and comments come in from people who didn’t watch it live.

Finally, don’t forget to repurpose the video. Post it on your website, on other social channels, create a blog about it, etc. The create thing about a virtual event is that it doesn’t have a hard end time. You can extend the shelf life of the video and reach more people by continuing to push it out to your network. Think “In case you missed it” or “Did you miss our grand opening? Check it out now for a special discount code.”

Don’t Stop There

Your pharmacy deserves to thrive, and there are many (both traditional and out-of-the-box) strategies you can implement today to make that happen. For more marketing ideas and advice to help grow your pharmacy, check out the webinar – How to Market Your Pharmacy During COVID-19, our Podcast – Marketing Strategies for Your Pharmacy and the blog – Marketing Your Pharmacy: Four Steps to Get You Started.

What Can Your Pharmacy Data Do?

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Here at PDS, we take pride in highlighting some of our incredible exhibitors. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to introduce American Associated Pharmacies (AAP). Read on for their sponsored blog post about building your bottom-line.

Data is everything. It can drive business growth, increase profitability, and improve your relationships with your patients, but only if you use it.

Here are just some of the key categories of data you should be interested in, and suggestions for how to get started acting on it.

Questionable and Open Claims

It’s important to monitor all claims going through your pharmacy. A good practice would be to double check any claims outside of some key financial rules that make sense for your business, to help avoid negative outcomes. If no copay is collected on a cash claim, was it processed correctly? If the profit margin on a prescription is less than the cost, are you purchasing that drug correctly?

Be sure to monitor and resubmit claims that are reversed. It’s also to your advantage to monitor changes in Average Wholesale Prices and consider other claims to resubmit. One pharmacy generated $2,000 in additional revenue in only a week using a tool to access up-to-date AWP data.

Timeliness of Refills and Missing Patients

Does your pharmacy monitor when patients are due for refills, or if patients disappear altogether? Using that data to stay in contact with these patients can mean better care for them, and more revenue for your pharmacy. Pharmacies using one tool have proven that contacting just a few dozen of these patients in a month can mean an average of $11,000 or more of increased revenue. With the added benefit of increasing adherence and Star Ratings, along with building essential loyalty with patients who feel cared for, it’s data you can’t afford to ignore.

 

Other Marketing and Outreach

Marketing and outreach are important ways to take the data you already have and apply it. Patient data can tell you if you have patients nearing 65 who may need help selecting a Medicare plan; it can tell you if you have brand new patients who could use some outreach to build a relationship; it can tell you if there are prescribers in your area who aren’t sending prescriptions your way, or if there are others who may make up a large share of your fills. Data can help you target your marketing efforts and spend less to do more for your pharmacy’s health and growth.

These are only some of the opportunities that can deliver great benefits from the data your pharmacy collects on a daily basis! The good news is, there are tools like AAP’s ProfitAmp that can sift through your dispensing, patient, and prescriber data and provide easy-to-use reports with immediately-actionable data.

Saying pharmacy is a busy profession is an understatement, especially considering current events. However, watching these metrics as much as possible can be a key way to optimize profitability.

About the Author

As a cooperative of over 2,000 member pharmacies with an independently owned warehouse and specialty pharmacy and qualified preferred partners, American Associated Pharmacies (AAP) is so much more than a buying group. AAP provides the tools and resources needed for members to improve their bottom lines, such as business intelligence tools, a powerful proprietary ordering system that syncs across devices, and more! Visit RxAAP.com/ProveIt to learn more.

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