2015 Annual Convention - · PDF file2015 Annual Convention Date: Sunday, October 11, 2015 Time: 7:30 am – 9:00 am ... •Use flyers where pet owners are: – Dog Parks – Groomers

2015 Annual Convention

Date: Sunday, October 11, 2015 Time: 7:30 am – 9:00 am Location: Gaylord National Harbor Resort and Convention Center, National Harbor 3 Title: Profit Opportunity for Pharmacy – The Family Pet Niche (non-CE) Speakers: Chris Simmons, RPh, Vice President of Creative Development, PCCA

Kevin Day, PharmD, Executive Resident, NCPA Spending on Pets in the United States in 2015 is estimated to be 60.59 billion with 14.39 billion of that being on supplies and over the counter medications. American’s own 163.6 million cats and dogs alone, and this represents a valuable opportunity to pharmacy owners to serve the health care needs of these furry family members. This non-CE educational program will give you resources and opportunities, marketing and guidance on how to establish or grow your pet care health niche.

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Profit Opportunity for Pharmacy – the Family Pet Niche

1. Outline the opportunity in pet health care for community pharmacies.

2. Detail how compounding pharmacies can adapt their business to care for family pets.

3. Discuss top products to consider adding to your front end as a pet health section.

4. Consider marketing strategies to build a successful pet care niche.

Learning Objectives

65% of American households own a pet

There are 163.6 MILLION cats and dogs living as pets

This means they live with A LOT of your patients!

Pets in America

www.americanpetproducts.org/press_industrytrends.asp

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Pets in America

Total US Pet Spending


Total US Pet Spending

0

5

10

15

20

25

Food Supplies/OTCMedicine

Vet Care Live Animal Purchase Pet Services

SPENDING IN BILLIONS

$13.75 Billion


NON‐INSURANCE!

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Compounding for Companion

Animals

Chris Simmons, PCCA

Compounding for Fursons

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Research shows that nonhumans experience pain in much the same way

as the human animal

Common Signs of Pain in Dogs– Decreased social interaction– Anxious expression– Submissive behavior– Refusal to move– Whimpering– Howling– Growling– Guarding behavior– Aggression; biting– Decreased appetite– Self‐mutilation (chewing)– Changes in posture

Common Signs of Pain in Cats– Reduced activity– Loss of appetite– Quiet/loss of curiosity– Changes in urinary/defecation habits– Hiding– Hissing or spitting– Lack of agility/jumping– Excessive licking/grooming– Stiff posture/gait– Guarding behavior– Stops grooming/matted fur– Tail flicking– Weight loss

Pain Management

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Other Opportunities for Pet Care in

Community Pharmacies

• Most veterinarians will fill Rx medications out of their offices– For chronic medications, the pharmacy is often both more

convenient and less expensive

• Some states require veterinarians to write a prescription at the patient’s (owner) request– This number is growing!

• The American Veterinarian Medical Association (AVMA) Code of Ethics recommends that all veterinarians write prescriptions if requested

Prescription Pet Medications

• Prescriptions Classes for Pets– Antibiotics and Antifungals

– Anti-Inflammatory Medications

– Antihistamines

– Diuretics

– Ear, Eye, and Skin Medications

– Flea, Tick and Parasite Medications

– Gastroenterology Medications

– Heart and Blood Pressure Medications

– Heartworm Prevention Medications

– Pain Medications


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• Most pet specific medications do not have generics

• Sourcing Prescription Medications:– MANY ARE THE SAME AS THE HUMAN DRUGS!

– Major wholesalers carry some of the most common pet medications

– Anda (1115) supplies a larger variety of pet prescription medications

• Plus a line of supplements and OTCs

– There are many secondary wholesalers who sell pet medications

– Animal Med Express (636)


• Partnership with NCPA

• Fulfill any and all pet prescription or over-the-counter order

• Direct shipment to your pharmacy

Animal Med Express

• Vitamins/Supplements

• Over-the-Counter Medications

• Pill-Pockets

• Dental Care

• Ear Care

• Healthy Treats

• Soaps and Shampoos

• Wound Care

• Cleaning Products

Building a Pet-Niche in Your Front End

• Space Dependent

– Toys

– Supplies

– Food

– Bags

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• Joint Health– Glucosamine—Far and away the most common!

• Multivitamins • Coat Health

– Fatty Acids, Fish Oil

• GI Health– Probiotics, Digestive Enzymes

• Anti-aging– Antioxidants

• Calming– Generally Proprietary Blends

• Other Common Vitamins– Calcium, Vitamin D, Vitamin A, Lysine (cats)

Vitamins/Supplements

• Where to source these?

• Do your own research so you are happy and confident recommending these products

• Ask local vets if there are brands they normally use!


• Ideally:– Pick a brand that offers natural products

• These pet parents will often be looking for all-natural or organic products!

– Offers a wide selection of products– Offers next day or two day shipping– Does not have a minimum

order requirement– Free shipping– Offers information about

their products directed at your patients

– Has good shelf appearance and shelf life


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• Where to source these?– Emerson Ecologics (533)

• https://www.emersonecologics.com/

– PetEdge• http://www.petedge.com

– Pet Naturals of Vermont• http://www.petnaturals.com/

– Dr. Fosters and Smith• http://www.drsfostersmith.com

– KV Vet• http://www.kvsupply.com/

– Amazon• http://www.amazon.com/

– Chewy.com• http://www.chewy.com/


• Pricing– Must be competitive with major retailers

– Compare online to:• Petsmart—www.petsmart.com

• Petco—www.Petco.com

• Target—www.target.com


• Flea and Tick Prevention and Treatment– Frontline– K9 Advantix– PetArmor– Private label– All Natural (Pet Naturals)– Flea collars

• Pain and Other Treatments– Liquid OTC Medications– GI– Allergies– Scoot Bars– Large dogs may need more

than the human dose!

Over-the-Counter Medications

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• Most pets do not want to take medications!– Especially for cats!

• Put the medication in a treat!

• These are a no-brainer if you are selling other medications!

Pill Pockets

• Toothbrushes– Small, soft bristled

– Some go over the finger

• Toothpaste (including medicated)– No Fluoride!

• Dentastix or other dental chew

• Breath Bars

Dental Care

• Goal of ear care is to prevent infections

• Cleanser– Cotton balls or makeup rounds

– Special cleansing solutions • Wet or dry

• Tweezers to pluck ear hair

Ear Care

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• Everyone loves a (healthy) cookie!

• If your pharmacy is pet friendly, consider giving out treats to the pets who come in your store!

• Look for organic/all-natural options

Healthy Treats

• Consider medicated cleaners– Oatmeal

– Anti-Tick and Flea

– Anti-Bacterial and Fungal

– Itch Relief

• De-Shedder

• Again, All-Natural!

Soaps and Shampoos

• Pets need sunscreen too!– Do NOT use human sunscreens

– Some may be toxic, especially since it likely will be ingested

– http://www.epi-pet.com/sunscreen.aspx

– Offer education about this issue!

• Pet insect repellent– Especially helpful for long hikes,

camping trips etc.

Skin Care

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• Pets are furry… but the concepts of wound care are the same– Stop the bleeding, cleaning, bandaging– Styptic Pencil—good for nicks and nails– Elastikon Tape– Anti Lick Tape/Strips

• Pet First Aid Kits… You could build and sell!– Gauze, pads and roll– Nonstick bandages/towels for more serious absorption– Adhesive tape– Benadryl– Others: Small Leash, Milk of Magnesia or Activated Charcoal,

Hydrogen Peroxide, Digital Rectal Thermometer, Eye Dropper, Ice Pack, Gloves, Scissors, Sterile Saline, Tea Tree Oil, Tweezers etc.

– Always encourage owners to keep records in this kit!

Wound Care

• Pets make messes, therefore cleaning supplies are important!

• Stain and odor remover spray

• Depends on space but many stores will be able to sell

• For smaller stores, maybe only one product– MAKE IT DIFFERENT!

Cleaning Products

• Doggie Waste Bags– Everyone with a pet section can sell these!

– Biodegradable!

– Preferably scented!

Less Healthcare-Focused Ideas

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• Toys– Small toys can be easy impulse sells to dog-lovers

– It is likely hard to compete on price

– Keep to one or two options, small balls or bones are probably best

– Consider some variation every time you order!


• Supplies– Leashes, Collars, Water/Food Bowls, Combs,

Brushes, etc.

– Larger stores may be successful in this area

– Smaller stores may have to focus on healthcare purely for space


• Food– Very widely accessible and very competitive

– Cat and Dog food takes up space

– Cat and Dog food is expensive

– There are lots of line extensions in food

– Most pets do not tolerate switching from one to another very well


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• Have to market to both the veterinarians and the pet owners

• Start with your patients!– 65% of them are pet owners!

• Make sure they are aware they can ask for a prescription from their vet– “Heading to the vet? Ask for a written

prescription, we can fill it here!”

• Start conversations! (with treats!)• Make flyers and resource pages

Marketing

• If your pharmacy is pet-friendly, put signs up letting people know!

• If it isn’t now but could be, consider allowing your patients to bring pets!

• Take pictures of your patients pets and (with their permission!) use them on social media

Marketing

MarketingThis image cannot currently be displayed.

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• Use flyers where pet owners are:– Dog Parks– Groomers– Training schools– Kennels– Animal Hospitals– Pet Adoption Events/Welfare Leagues– Other Pet Stores

• A store that sells just leashes and puppy sweaters might send you the most referrals!

– Pet-Friendly Establishments– Consider events or a board for others to post on

• Trainers, walkers, sitters, groomers, vets, etc.

Marketing

• Detailing Veterinarians:– Be careful not to threaten the veterinarian’s

business• Start where they are not: compounding and

wound care

– Ask for suggestions to build rapport

– Leave cards/flyers for the office

– Many veterinarians send medications off to mail-order pharmacies, offer better care, locally!

Marketing

RESOURCES—Pain ManagementCommon Signs of Pain in Dogs

– Decreased social interaction

– Anxious expression

– Submissive behavior

– Refusal to move

– Whimpering

– Howling

– Growling

– Guarding behavior

– Aggression; biting

– Decreased appetite

– Self‐mutilation (chewing)

– Changes in posture

Common Signs of Pain in Cats– Reduced activity– Loss of appetite– Quiet/loss of curiosity– Changes in urinary/defecation

habits– Hiding– Hissing or spitting– Lack of agility/jumping– Excessive licking/grooming– Stiff posture/gait– Guarding behavior– Stops grooming/matted fur– Tail flicking– Weight loss

RESOURCES

RESOURCES

• Emerson Ecologics (533)– https://www.emersonecologics.com/

• PetEdge– http://www.petedge.com

• Pet Naturals of Vermont– http://www.petnaturals.com/

• Dr. Fosters and Smith– http://www.drsfostersmith.com

• KV Vet– http://www.kvsupply.com/

• Amazon– http://www.amazon.com/

• Chewy.com– http://www.chewy.com/

• Anda– http://www.andanet.com/page/company.htm

• Animal Med Express– https://www.animalmedexpress.com/

• Response Products– http://www.responseproducts.com/

SOURCES

Common Medications That Are Safe for Your Dog Product Canine Dosage Common Use

Buffered aspirin Give dose once or twice a day

with food Weight Amount < 10 lbs ½ baby aspirin 10-30 lbs 1 baby aspirin 30-50 lbs ½ regular aspirin 50-100 lbs 1 regular aspirin over 100 lbs 2 regular aspirin

Pain relief/anti-inflammatory Note: do not give for more than one week straight without advice of a veterinarian, can cause ulcer in susceptible dogs

Benadryl (diphenhydramine)

Give dose twice daily. General dose is 1 mg / pound Weight Amount Less than 12 lbs 12.5 mg 12 - 25 lbs 25 mg 26 - 50 lbs 50 mg Over 51 lbs Ask vet

Allergies/itching

Cranberry juice concentrate Give 1/4 cup to bowl of water. Some dogs will not drink the juice, if so, capsules are available.

Urinary tract infections

Dramamine (dimenhydrinate)

Give dose ½ hour prior to travel Weight Amount Small 12.5 mg Medium 25 mg Large 50 mg

Motion sickness

Glucosamine/chondroitin

Give total dose per day Weight Amount < 25 lbs 500 mg 25-50 lbs 1000 mg over 50 lbs 1500 mg

Arthritis joint pain

Hydrocortisone Apply a small amount up to two times daily

Itchy, raw or irritated skin

Hydrogen peroxide 3% Give 10 ml by mouth every 15 minutes

Induce vomiting after accidental ingestion of a poison

Imodium (loperamide)

Follow child dosage Diarrhea

Maalox (aluminum with magnesium hydroxide)

Up to 4 teaspoons every 8 hours Antacid and anti-gas

Mineral oil Up to 4 teaspoons daily Constipation Pepcid AC Give dose once or twice daily.

Talk to your vet first Weight Amount Small ¼ tablet Medium ½ tablet Large 1 whole tablet

Ulcers, acid reflux or belly ache

Pepto Bismol Give 1 teaspoon per 20 pounds of weight every 4-6 hours for 24 hours or until symptoms begin to resolve

Mild vomiting or stomach gas, diarrhea

Other common medications

Antibiotic ointments: Helpful in the treatment of small wounds, bites or minor infections. Always thoroughly clean the wound with soap and water first.

Antibacterial soap: Can be use to clean any wound or injury.

Nasal sprays: Saline nasal spray and pediatric nasal sprays (Little Noses) can be given in puppies and dogs to alleviate dryness and nasal congestion associated with a cold.

Common Medications to Avoid in Your Dog

Tylenol

This seemingly safe drug used in humans for headaches and fever, can actually be deadly to your dog. Check with your veterinarian whether you can safely use this drug for your dog.

Sudafed

Pseudoephedrine is a decongestant found in many cold remedies, but acts like a stimulant in dogs, who can experience elevated heart rates and seizures.

Many Prescription Medications

Pets often snatch pill vials from counters and nightstands or gobble up meds accidentally dropped on the floor. If accidental ingestion is suspected, call your veterinarian or the pharmacy.

Common Medications That Are Safe for Your Cat

Product

Feline Dosage Common Use

Benadryl (diphenhydramine)

Give 1 mg per 1 pound of body weight

Allergies/itching

Cranberry juice concentrate Encourage to drink often and as much as possible

Urinary tract infections

Dramamine (dimenhydrinate)

Give 12.5 mg one half hour prior to travel

Motion sickness

Glucosamine/chondroitin

Give 500 mg per day Arthritis joint pain

Hydrocortisone Apply a small amount up to two times daily

Itchy, raw or irritated skin

Hydrogen peroxide 3% Give 10 ml by mouth every 15 minutes

Induce vomiting after accidental ingestion of a poison

Imodium (loperamide)

Give 1 teaspoon for every 20 pounds every 4-6 hours or until symptoms being to resolve

Diarrhea

Mineral oil

Up to 2 teaspoons daily Constipation

Maalox (aluminum with magnesium hydroxide)

Up to 2 teaspoons every 8 hours Antacid and anti-gas

Pepcid AC (famotidine)

Give ¼ tablet once or twice daily. Talk to your vet first

Ulcers, acid reflux or belly ache

Other common medications

Antibiotic ointments: Helpful in the treatment of small wounds, bites or minor infections. Always thoroughly clean the wound with soap and water first.

Antibacterial soap: Can be use to clean any wound or injury.

Nasal sprays: Saline nasal spray and pediatric nasal sprays (Little Noses) can be given in kittens and cats to alleviate dryness and nasal congestion associated with a cold.

Common Medications to Avoid in Your Cat

Tylenol (acetaminophen)

This seemingly safe drug used in humans for headaches and fever, can actually be deadly to your cat. Cats have an unusual metabolism in their liver. When Tylenol is eaten, it is taken by the bloodstream to the liver. In the cat, the liver metabolizes or breaks down Tylenol into separate components which are actually toxic to the cat. In other species these components are further broken down by the liver into non toxic substances. But the cat lacks the necessary enzymes to continue this breakdown process. These end products of Tylenol breakdown are so toxic to the cat that death is the typical outcome.

Aspirin and Pepto-Bismol

Similar to Tylenol, both aspirin and Pepto Bismol are highly toxic when used in treating cats. Both medicines contain salicylates which can cause respiratory failure and hyperglycemia.

Sudafed (pseudoephedrine)

Pseudoephedrine is a decongestant found in many cold remedies, but acts like a stimulant in cats who can experience elevated heart rates and seizures.

Many Prescription Medications

Pets often snatch pill vials from counters and nightstands or gobble up meds accidentally dropped on the floor. Medications of particular concern are:

• Prescription NSAIDS (non-steroidal anti-inflammatory drug) • Antidepressants • Pain relievers like Vicodin, Tylenol with Codeine and Percocet • Ritalin (methylphenidate) • Fluorouracil • Isoniazid • Anti-diabetics like Glucophage (metformin) and glyburide • Vitamin D derivatives • Baclofen

Documents

2015 Annual Convention - · PDF file2015 Annual Convention Date: Sunday, October 11, 2015 Time: 7:30 am – 9:00 am ... •Use flyers where pet owners are: – Dog Parks – Groomers