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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 Amplicare to help pharmacy owners discover Open Enrollment Tactics that they can implement NOW to protect (and increase) their profits in the coming year. Watch this webinar to learn how to compare plans for patients, identify and act on win-win opportunities for patients and the pharmacy, mitigate DIR fees, and hear about the Amplicare features available to help you this fall.

Pharmacy technology

Technology Enables the Human Touch

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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 Parata. Read on for their sponsored blog post about the benefits pharmacy automation.

Empower Your Employees with Pharmacy Technology

Medicap Pharmacy®, in the Des Moines metro area, has been serving the community since 1980. In the process, it’s been tackling a challenge familiar to independent retail pharmacies: finding the right balance of personal service expected from a community pharmacy and the technology needed to empower employees with tools and time to make the greatest impact. 

“We base our practice on developing relationships with the patients we serve,” says owner John Forbes, RPh. “We work with them on their medications, doing synchronization programs and offering medication therapy management services to help them better understand what they’re taking and to drive more positive outcomes.” 

Medicap pharmacists and techs historically dispensed prescriptions in vials and blister cards, deliver patient education to help customers get the dosages and timing right, and deliver medication synchronization services to create an aligned refill schedule making it possible for patients with multiple prescriptions to reduce trips to the pharmacy for refills. 

Automation Improves Adherence

Taking a proactive approach, John set out to improve adherence safety by researching multi-dose compliance packing options. He chose to add pouch packaging automation, which packages all a patient’s meds in easy-to-open pouches, each clearly marked with a list of the pills inside and the day, date, and time to take them. This makes it easier for patients to know what to take when so they’re less likely to make a mistake. 

“We’ve gotten new patients from our automation,” John asserts. “The increased volume adds to the bottom line. In today’s pharmacy business, margins are tight, so making it up on more volume  is important.” 

“Patient safety is one of the primary reasons I moved to automation,” John explains. “People are more compliant with this kind of packaging. Compliance is at best 60 to 70 percent when they’re using bottles. When medications are in compliance packaging, it can increase up to 80 percent.” 

Customers need to trust their pharmacists, and John says the automation gives patients confidence. “They have a more secure feeling they are taking prescriptions properly,” he says, “and they are less worried about taking their medications.” Plus, it’s more convenient to have all your medications packaged by dose and time of day. “People crave convenience,” he adds. 

An Iowa state legislator since 2013, John serves on the Human Services Appropriations Subcommittee which oversees the state’s Medicaid program. This gives him insight into the cost benefits of medication compliance. 

“Medication errors are a huge problem within our society, and if we don’t get it under control, our whole system will implode,” he explains. “The packager is designed to lower costs by getting better compliance. When you can get people on an adherence program like this you get better outcomes. People are healthier, which reduces overall healthcare costs.” 

John estimates the difference in adherence between traditional packaging and compliance packaging could be as high as 20 percent. These savings can be due to reduced ER visits, hospital admissions, and nursing home transfers. 

Hear from the PDS pharmacy experts and learn more about compliance packaging.

About the Author

Parata provides pharmacy technology solutions to reduce costs, improve health outcomes, and enhance the patient experience by offering the most comprehensive pharmacy automation portfolio with medication adherence packaging, high-speed robotic dispensing technologies, and pharmacy workflow solutions. 

A Quick-Start Guide to Omega-3s

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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 Oceanblue. Read on for their sponsored blog post about the health benefits of Omega-3s.

A Quick-Start Guide to Omega 3s

Sometimes it can be hard to know exactly when the best time is to start taking steps towards planning for the future. The endless possibilities can leave us feeling lost, while the things that are important to us keeps us pushing forward towards a better future for ourselves and those we care about. In today’s fast-paced society there is no shortage of novelties or distractions, and we can easily neglect the one thing that cannot be obtained with the simple click of a button. We are, of course, talking about our health. 

Improve Your Health with Omega-3s

Good health is one of our most important assets and taking the steps necessary to maintain it does not have to be a complicated or difficult process. Luckily, science has come a long way and we now have a better understanding of how our bodies work than ever before, and while there are no miracle cures or magic potions to fix our problems overnight, there are supplements that can help us in the journey towards better health. By taking care of our heart, mind, eyes, and joints, omega-3s might be just the help we need to make great improvements in the quality of life we can lead.  

Omega-3 has various health benefits – ranging from cardiovascular health, cholesterol reduction, to anti-inflammatory properties that help improve brain function, amongst others. These benefits undoubtedly created consumer demand, and the food and supplement industries responded by marketing omega-3s in everything from gummy vitamins to eggs and yogurt, and even in food and supplements for our four-legged friends. 

Which Omega-3 Product is Right for Me?

With so many options available, the question then becomes: Which omega-3 product is right for me? By selecting a high-quality omega-3 supplement that fits your lifestyle, you can proactively start to improve your health.  When selecting an omega-3 supplement there are a few things to remember: 

  1. Check the Supplement Facts panel to make sure the product contains enough omega-3s.  Some products can be misleading by telling you how much fish oil is in the product … and while fish oil contains omega-3s, not all of the fish oil is omega-3 oils. 
  2. Look for high-concentration omega-3 supplement that pack as much omega-3 oil into a capsule as possible. High-concentration means more omega-3s in fewer capsules.  
  3. Find a product that is pleasant to take so that you can commit to making it a part of your daily routine.  The key to any supplement program is to take it every day and to keep taking it for the long-term. 

There is no definite right way to start taking care of our health, the important thing is to be conscious of our bodies and make a habit out of healthy choices. Omega-3s can be the foundation in which to build a better version of ourselves and enjoy the benefits of a long and healthy life. 

About the Author

Oceanblue believes a great life starts with good health. Their omega-3 products are made using the world’s most advanced technologies to provide the most potent and best tasting omega-3 products available. Visit their website to see the full line of products and to learn more about what omega-3s can do for you! 

Diversify with Supplemental Oxygen

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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 Boost Oxygen. Read on for their sponsored blog post about how supplemental oxygen can be a unique way to diversify your revenue.

Supplemental Oxygen Can Be A Profit Center For Your Independent Pharmacy

The human body needs three things to survive:

Nutrition

Hydration

Oxygenation

We can survive without food for 3-4 weeks. We can survive without water for 3-4 days. But we can only live without oxygen for 3-4 minutes. There are thousands of products available that address nutrition and hydration, but up until a decade ago few pharmacies offered oxygen-related products, besides the bulky tanks for medical-grade oxygen therapy.

The general public is learning more about the benefits of supplemental oxygen as an all-natural respiratory support product for athletes, senior citizens and people visiting or living at higher altitudes or in humid weather who experience shortness of breath, fatigue, headaches or dizziness due to oxygen deficiency.

Supplemental oxygen has recently become more important to offset the symptoms of facemask fatigue as people wear protective masks for longer periods at work or outdoors. Facemask fatigue can be compared to the effects of hypoxia as masks can restrict your normal oxygen intake.

Why Pure Supplemental Oxygen is so Important

Most people aren’t aware that the air we breathe contains only around 21% oxygen. At higher elevations, that number can be much less. That’s also not taking into account any pollution in the air. The majority of air is comprised of 78% nitrogen. Oxygen is vital for our cells to produce the energy to power our organs, and when you become oxygen deficient you can experience the symptoms of hypoxia.

Now, think about how much regular air you breathe when you’re outside exercising or working out. Every cell in your body is designed to burn oxygen – it’s the basic fuel for cell metabolism. Cut back on oxygen and all of those cellular processes become sluggish… you start to feel fatigued or short of breath. Less oxygen equates to cells losing the energy they need to repair DNA. Your immune system begins to weaken. Your risk of becoming sick escalates. Imagine how much the body could benefit from supplemental oxygen?

The Advantages of Offering Supplemental Oxygen in Your Pharmacy

For pharmacies that fill prescriptions for bulky oxygen tanks, there is often little or no profit margin. The pharmacy owner is often just providing a basic service with no benefit to their business. However, providing portable supplemental oxygen for your customers creates a new profit center. From the consumer standpoint, not everyone qualifies for or needs to be on continuous prescription medical-grade oxygen, but many would like to increase their oxygen level and experience the benefits of supplemental oxygen for many reasons.

The Advantages of Supplemental Oxygen VS. Other Supplements

Supplemental oxygen is all-natural, unlike the stimulants and energy drinks you see at a gas station or grocery store, which promise a quick fix for drowsiness. What they contain are caffeine, sugars, carbs and calories that can be harmful to your health or cause you to crash after their effects expire – forcing you to drink even more to avoid that crash. The same can be said about the effect of coffee on your body. Supplemental oxygen has no caffeine, sugar, carbs, or calories. There is no sugar crash with oxygen. Supplemental oxygen is completely natural and more relaxing and restorative than energy drinks or coffee.

About the Author

Boost Oxygen provides 95% pure “Oxygen To Go” all-natural respiratory support in convenient and portable canisters for your pharmacy customers, no prescription needed. To learn more about Boost Oxygen, visit BoostOxygen.com. For info on carrying our Boost Oxygen products in your pharmacy, email info@boostoxygen.com or call (877) 375-2500.

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.

supply chain

Protect Your Supply Chain from Shortages

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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 Datarithm®. Read on for their sponsored blog post about how to protect your supply chain from shortages.

The coronavirus (COVID-19) outbreak highlights potential vulnerabilities in both drug supply chain and clinical infrastructure. What are the ways you can protect your supply chain from shortages? 

Improve Transparency in the Supply Chain

To improve transparency in the supply chain and to ensure contingency plans are in place to mitigate disruptions that can result in drug shortages, the following solutions from the American Society of Health-System Pharmacists (ASHP), enable safer and more consistent drug manufacturing: 

  • Require manufacturers to provide the Food and Drug Administration (FDA) with more information on the causes of shortages and their expected durations and allow public reporting of this information 
  • Require manufacturers to publicly disclose manufacturing sites, including use of contract manufacturers, and sources of active pharmaceutical ingredients (APIs)  
  • Require manufacturers to conduct periodic risk assessments of their supply chains and establish contingency plans to maintain the supply of a drug in the event of a manufacturing disruption 
  • Require the Department of Health & Human Services (HHS) and the Department of Homeland Security (DHS) to conduct a risk assessment of national security threats associated with the manufacturing and distribution of critical drugs 
  • Incentivize domestic, advanced manufacturing capacity

The Independent Pharmacy’s Role

Although these solutions highlight the needs of the federal government to safeguard drug supply, how can you as an independent pharmacy prepare for COVID-19 and the impact on the supply chain? You can help soothe their fears by making sure your shelves are fully stocked and shift your inventory to their current and future needs. Click here for the complete list of current and resolved drug shortages and discontinuations reported to the FDA and the full list of drug shortages. For the most current supply information, contact the manufacturers. Then think to yourself if your pharmacy is prepared to handle the high demands in today’s current environment. Maintaining your pharmacy inventory, keeping the right medications in stock, and being prepared for the future is more crucial now than ever.  

About the Author

Datarithm® is dedicated to helping independent pharmacies reach their full potential by optimizing their largest investment and biggest expense. Contact our team and learn how our cloud-based inventory management software can help you streamline operations, reduce expenses, increase profits, and improve cash flow and liquidity for your pharmacy. Invest in Datarithm® today. 

The Pharmacist eCare Plan: Expanding Patient-Centered Care

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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 PioneerRx. Read on for their sponsored blog post about the importance of the Pharmacist eCare Plan.

As some of the most readily accessible health care providers, community pharmacists can capture crucial details about a patient’s health care journey that may often be overlooked. They can help in understanding the full picture by analyzing factors like demographics, socioeconomic status, education level, and access to health care. The Pharmacist eCare Plan is a vital tool used for documenting these insights and sharing them with members of a patient’s health care team.  

Why Use an eCare Plan?

Pharmacists can identify a patient’s health barriers outside of just the numbers shown on a screen. An eCare Plan compiles these factors into a concrete set of goals and actions to improve a patient’s overall health outcome. Using eCare Plans streamlines communication by collecting this data in a standardized format that can be easily shared between health care providers. This way, everyone who interacts with a patient will know their full health story and be able to make more informed decisions. 

eCare Plans are crucial for keeping track of a patient’s progress as part of the Pharmacist’s Patient Care Process – a method for providing patient-centered care through collaboration, communication, and documentation. The cycle flows through 5 steps:

  1. Collect: Gather objective and subjective information on a patient including medical history, current prescriptions, lifestyle habits, and other social determinants of health.
  2. Assess: Analyze the information to determine the effectiveness of any current medications and identify any gaps in patient care, such as opportunities for vaccination or other preventative health services. 
  3. Plan: Create a personalized plan of action by outlining a detailed list of Care Goals for the patient.
  4. Implement: Take concrete steps to work towards achieving the patient’s goals and document all Care Actions that are taken.
  5. Follow-Up: Monitor and evaluate the effectiveness of the plan and modify it as needed. 

Benefits of eCare Plans

Utilizing care goals and care actions in a pharmacy is important for providing a holistic, personalized level of care. In addition, pharmacies who submit eCare Plans to CPESN can be reimbursed for their value-based clinical services. Properly documenting and tracking all the steps taken to reach a patient’s health goals makes it easier to demonstrate the true value of the additional services provided. Each eCare Plan includes a payer section that acts as a means of claims submission for the pharmacy. 

The benefits of implementing eCare Plans in a pharmacy setting are valuable for both the patient and the pharmacy. Expanding the use of eCare Plans will help to improve patient outcomes and reimburse independent pharmacists for practicing value-based care. 

About the Author

PioneerRx is committed to saving and revitalizing independent pharmacy. With unmatched customer support and continuous updates, PioneerRx Pharmacy Software equips pharmacies to thrive in a clinical, patient-centered future. By implementing suggestions from users and paving the way for leading industry trends, they empower pharmacies for continued success and improved patient outcomes. See why PioneerRx is the most installed independent pharmacy software: 

Additional note from PioneerRx:  eCare Plans are built into the PioneerRx software. You can document Care goals and actions, and then the software will automatically create an eCare Plan for you to submit it to CPESN from within your patient profile. 

Don’t Undersell Your Value

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Here at PDS, we take pride in highlighting some of our incredible partners. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to introduce RxGenomix. Read on for their sponsored blog post about the importance of solution selling and showing your patients how much you have to offer.

Do you  provide value for your patients? Do you save them money? Do you make your patients’ lives better? I’m sure you do. Your pharmacy services and medical knowledge are valuable. But do you enjoy selling your services to your patients? Probably not. Very few pharmacists do, but for pharmacists to advance their standing as healthcare providers, they may need to do just that. But how?

Stop Underselling Yourself

The personality of a pharmacist is rarely that of a salesperson and, unfortunately, that results in a lack of awareness of the value pharmacists bring to their patients. Value has been underappreciated and squeezed out in today’s pharmacy models, so we need to be looking for new ways to apply this value.

In Solution Selling: Creating Buyers in Difficult Selling Markets, a book by Michael Bosworth, the author points out how we can identify a latent pain in an individual and provide a vision for a solution based on our capabilities. Now, not everyone will be looking for a solution to a problem, so the key lies in identifying what services you offer that may not be well understood by your patients (MTM, durable medical equipment, pharmacogenomics, etc.), recognizing who might be in need of a solution to a problem, and starting the conversation.

Connect with Your Patients Through Solutions

Bosworth lays out a grid to help structure a conversation that starts with diagnosing the reasons for the pain (which, in our case, could be actual pain or a negative condition such as high blood pressure). Once you can identify what causes the pain, your conversation with the patient can move into exploring the impact of the pain, how others are affected and how that pain changes the patient’s life and the lives of those around them.

  • Is it costing them money and causing financial stress?
  • Is it affecting their quality of life?
  • Does it limit their activity and their ability to be present and active at work or in their family life?

Finally, once the scope of the pain’s impact is clearer, the pharmacist can match their expertise to the pain and present some potential solutions. This kind of structure can help you clarify your patients’ pain, allow them to see its real impact and then present some possible solutions tied to your capabilities. It turns selling into a simple conversation initiated by a healthcare provider that has something valuable to offer.

Be Prepared, Don’t Get Discouraged

Everyone has their own process for making decisions about buying something new, so don’t take it personally if you meet resistance to something new, especially as the price tag goes up. It may take multiple attempts or offerings. You should also be aware that a buyer’s anxiety will go up the closer they get to making the decision, so don’t let that discourage you from trying to work toward a solution. And, finally, believe in yourself as someone who has something valuable to offer. Successful salespeople aren’t just smooth talkers; they are prepared. You have been preparing to help your patients from the first day of pharmacy school. Believe in your ability to make it happen and show your patients just how much you have to offer.

 

About the Author

Written by Cari Lalande, PharmD, Director of Clinical Pharmacogenomisc. RxGenomix is a comprehensive pharmacogenomics (PGx) solutions company created to empower pharmacists to apply PGx in their practice to improve patient care while reducing overall costs. RxGenomix provides the education, training, materials, research, in-depth analytics, connective technology, delivery tools, and laboratory support needed to easily access and effectively apply PGx testing to pharmacy practice.

Telemedicine, Point-of-Care Testing, and Your Pharmacy

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Here at PDS, we take pride in highlighting some of our incredible partners. We know these companies have the potential to revolutionize pharmacies just like yours through their products and services. We’re excited to introduce Physician 360. Read on for their sponsored blog post about the importance of telemedicine and point-of-care testing.

With the recent outbreak of COVID-19 (the global coronavirus pandemic), telemedicine has seen a surge in both popularity as well as deregulation. As Americans, and the majority of the world, are all practicing social distancing in an effort to “flatten the curve,” telemedicine has been given a chance to prove it’s utility to a record number of consumers who may previously have been reluctant for any number of reasons.

Telemedicine

Telemedicine is the use of telecommunication and information technology to provide clinical health care from a distance. Telehealth is an umbrella term that includes, but is not limited to, telephone calls, remote patient monitoring, video consults and store-and-forward imaging (capturing an image or video for review by a healthcare provider at a later date). The global telemedicine market was valued at $40.11B in 2018 and is expected to reach $148.32B by 2025. While the number of patients using telemedicine services is rising, only about 8% of the US population has ever tried it. With 92% of the market still untapped, the potential for telemedicine is immense. Below are some of the many benefits of using telemedicine:

  • Increases access to care – Distance and travel time between patients and care providers can limit access to care. Telemedicine can overcome geographic barriers to healthcare and be particularly beneficial for patients in medically under-served communities or rural geographical locations where clinician shortages exist.
  • Reduces healthcare costs – Telemedicine can increase efficiency of care, reduce expenses of caring for patients, and can even keep patients out of the hospital.
  • Improves patient engagement and satisfaction – Telemedicine makes it easier and more convenient for patients to stay healthy and engaged in their health care. Patients love the convenience and flexibility with their providers.
  • Improves provider satisfaction – Telemedicine can improve job satisfaction by making it easier for providers to meet with patients. This makes it easier for them to balance their work and family life.

Point-Of-Care Testing (POCT)

“Point-of-care” testing, also known as remote testing, rapid diagnostics, near-patient testing, and satellite testing, is any kind of medical test that is not done within a laboratory setting. Point-of-care testing might be done at a health clinic, at home, in an ER room, in an ambulance, at an accident scene, on an airplane…or most importantly, at your pharmacy! Many point-of-care tests can give a patient results (and in some cases diagnoses) in very little time so that treatment or a consultation can be provided quickly.

Your independent pharmacy is the perfect place to offer these point-of-care tests, as patients will often visit their local pharmacy at a time when they are symptomatic and need care the most.

POCT and Your Pharmacy

Pharmacists interact with patients more than any other stakeholder in the healthcare system and in many cases, you are the healthcare safety net for your community. Therefore, it is very important to provide the services and guidance that your patients need and deserve. Point of Care Testing kits are top of mind and Physician360, has a wide array of testing kits you can offer your patients. The latest news is their flu telemedicine kits now come with a complimentary COVID-19 screening to patients during their flu consultation. Patients get 2 in 1: a full evaluation for flu AND a screening for coronavirus (COVID-19) during their telemedicine/video consultation.

Physician 360 now offers a Rapid COVID-19 Test for the qualitative detection of IgG and IgM antibodies to SARS-CoV-2. A member of your pharmacy team can perform the simple finger-stick test for your customers, then walk them through connecting to a Physician 360 medical provider, who can interpret their results during their telemedicine consult.

With the COVID-19 pandemic your patients may also be experiencing other ailments such as Strep, flu, UTI and anemia all of which have available test kits that come with telemedicine consults. At a time when your patients are social distancing and can eliminate one more trip to a provider’s office, these test kits are an excellent solution.

Thank you for being on the front lines and serving your community passionately in a time of need. Now is the time to add to that excellent service with point-of-care testing and telemedicine.

 

About the Author

At Physician 360, we are working tirelessly to provide your pharmacy with the tools you’ll need to weather this global storm. Partnering with Physician 360 allows your pharmacy to increase access to care, reduce healthcare costs, and improve patient engagement and satisfaction. You can completely rebrand your pharmacy as an urgent care equivalent all while making your community healthier and happier. By joining efforts with Physician 360, you can provide your customers with telemedicine, point-of-care testing, and convenience all in one. If you haven’t already, join us on the front lines of this telemedicine revolution!

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