In This Issue - Smith Drug CompanyComing Soon! Item # Description 851469 POST-IT EXTREME NOTES 12CT 10 am to 2 pm. So avoid being out at this time. And lastly, remember to get an eye

Invitation from the President

UV Awareness Month

Planning for DIR Fees

2018 Trade Show Agenda

JULY | 2018

In This Issue:

Innovating to Deliver Healthier Results to Community and LTC Pharmacies.

I am excited that the Smith Drug Company’s and Burlington Drug Company’s 2018 Continuing Education, Gift, and Tradeshow is right around the corner – on Friday, July 27, Saturday, July 28, and Sunday, July 29 in beautiful Orlando Florida. This year’s show is at the Renaissance® Orlando at SeaWorld®, a fantastic hotel adjacent to the SeaWorld® theme park. Please be sure to both register for the Tradeshow and reserve your hotel room as soon as possible for this yearly event. I am extending you a personal invitation to attend our upcoming Tradeshow. It offers opportunities unique to this event – continuing education classes, personal interaction with our management and executive staff, and a rebate on non-control source generics ONLY available to attendees. I have been looking forward to this event, meeting you, and sharing my vision for both Smith Drug Company and Burlington Drug Company. Taking the helm of two full-line, customer-focused wholesalers has been an exhilarating experience as well as an excellent fit for my customer-centric philosophy. The tradition of valuing and serving our customers is integral to Smith Drug Company, and I want to assure you that my leadership philosophy supports our customer-focused culture.

While we are at the Tradeshow, I would love to discuss pharmacy, how Smith and Burlington can better serve your business and how together we can deliver healthier outcomes to your patients. You are the reason we are in business, and your satisfaction and success are the reasons we will stay in business. If you haven’t attended a Smith Drug Company and Burlington Drug Company Tradeshow in the past, get ready! We offer relevent live continuing education training Friday, Saturday, and Sunday, covering topics like “An Introduction to Long-Term Care Pharmacy for Community Pharmacy,” “An Update of Federal Pharmacy Law,” and “The Current State of the Opioid Crisis” – to name just a few. Our Tradeshow floor features vendors offering products, programs, and services to make your pharmacy more profitable. Many of these vendors have special pricing for our Tradeshow, and we provide an additional rebate on non-control source generics for Tradeshow attendees. Your PBC can provide specifics on our rebate offer. In addition to vendors, our show floor also features programs and services provided by Smith Drug Company and the HealthWise Pharmacy® brand. Our programs are designed to help your pharmacy thrive and are supported by our experienced pharmacists, many of them at the Tradeshow.

The Tradeshow provides a perfect opportunity for you to learn more about us, and more importantly, for us to learn more about you and your pharmacy’s needs. Members of my management and executive staff will be on hand at the Tradeshow to answer your questions and discuss ways to make your pharmacy more profitable. Our marketing department staff, Pharmacy Business Consultants, Business Development Managers, and Regional Managers will all be on hand to help you find what you need and ensure your experience is exemplary. Don’t miss our luncheon, where you will have the opportunity to hear from the CEO of J M Smith Corporation, Alan Turfe, the President of QS/1 and CTO of J M Smith Corporation, Kevin Welch, as well as from me.

We will have a catalog available on the Portal before the Tradeshow and will accept Tradeshow Catalog orders until Friday, August 10th. Although any customer may order from the catalog, only Tradeshow attendees are eligible for the rebate on non-control sourced generics. If you would like us to email and let you know when it’s available, please be sure to give your PBC a current email address. We hope that our Continuing Education, Gift and Tradeshow is an extremely positive experience for you and want you to know that you are an integral part of the Smith Drug family. If you haven’t planned to attend, I encourage you to participate in this year’s event – it will be fantastic!

Thanks, and I look forward to seeing you in Orlando!

Saul Factor, R.Ph.President Smith Drug Company and Burlington Drug Company

INVITATION FROM OUR PRESIDENT, SAUL FACTOR, R.PH.

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ON THE INSIDEPresidential Invitation to the Trade Show 2July Is UV Safety Month 4Sun Protection: Info To Share With Your Customers 6Do You Know What Your Customers Want? 8The Right Stuff: Emerging Brands Report 10Planning For DIR Fees 14Weight Management Company Forms Ideal Partnership 16

E

YOUR SERVICE MODEL

YOUR BUSINESS

EN

R G Z E

L E

CM

B R AE

E OPPORTUNITIES

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NCPA 2018 Annual ConventionRegister now

at www.ncpanet.org/convention

OCTOBER 6 – 9

www.ncpanet.org/convention

Smith Customers!Owners, managers and staff pharmacists will

receive $50 off of convention registration when they use promotional code: BUY50.

3

JULY IS:UV Safety MonthWhile it feels good being outdoors, we have to acknowledge the fact that it is not all glitter and gold. Too much sun has its own disadvantages – its ultraviolet light can destroy us faster than we know.

Ultraviolet Prevention Month

Studies have showed that 20% of cataracts cases are a result of UV rays. Sadly, this number has been rising in the recent years, which makes sense for anyone to be involved in fighting this problem.

What is Ultraviolet Light?

Ultraviolet radiation refers to the invisible high energy rays that come from the sun. Since they are invisible, our naked eyes cannot see them. Most notably, these rays are UVA, UVB and UVC. Ultraviolet light is measured in a unit known as nanometers (nm) and those three are classified depending on how strong they are.

UVC: These rays are below 280nm. Fortunately, the upper atmosphere absorbs these so they do not to get to us. Because of this, it is not necessary to get protection from these rays.

UVB: These are between 315 – 380 nm. Sadly, these manage to make it to the earth’s surface and are notorious for damaging sight. Specifically, they can cause snow blindness. But they are also bad for the skin as they are famous for causing sunburn and other types of skin cancer. Research has shown that these rays are strongest during the summer and at higher attitudes.

UVA: These are the most dangerous being 315 – 380 nm. They are known for causing chronic eye damage. Studies have indicated that these rays

get absorbed by the lenses of our eyes leading to damage of the retina. This contributes to the occurrence of cataracts. Not only that, but they are also a major cause of aging. What makes them even worse is that they can pass through clouds, glass, water and clothing.

But we should not be looking at the glass as being half empty. As a matter of fact, some Ultraviolet light is good for us. UV stimulates the production of vitamin D. Just 5 to 15 minutes of exposure to the sun is enough to achieve this.

Dangers of Ultraviolet Light

Ultraviolet light affects the skin and eyes like stated above. From studies conducted, we now know that prolonged exposure can cause blindness and loss of vision. Not only this, but it can also cause several types of skin and eye cancers.

Treatment and Prevention

Since there are different conditions that can result from excessive sun exposure, some are treatable and others are not. Sunburn, for example, will disappear in days. As for cancers, you can have a surgery- the cancer just needs to be identified early. Other conditions, however, are difficult to treat*. One of these is blindness.

Preventing the effects of ultraviolet light is simple. First and foremost, you must limit your exposure to the sun. In addition to that, you should never head out without any form of protection. You must invest in sunglasses that block 100% of UVA and UVB rays. To make it even better, try to wear a broad-brimmed hat to protect your skin.

It is known that the sun’s rays are strongest from

Promotional Opportunity

4

Coming Soon!

Item # Description

851469 POST-IT EXTREME NOTES 12CT

10 am to 2 pm. So avoid being out at this time. And lastly, remember to get an eye exam at least once a year.

Purpose of Ultraviolet Awareness Month

The main purpose in setting this month was to raise awareness on the problems associated with Ultraviolet rays. It seeks to promote eye health and reduce the occurrence of eye diseases. Since this is a problem that can affect anyone, we are all urged to follow all the advice given during this month.

Message during Ultraviolet Awareness Month

The message focuses on teaching the public more on the need to protect themselves from the harmful effects of Ultraviolet rays. Like with all healthy events, Ultraviolet awareness month has a theme every year. This time, it is protecting eyes from UV dangers by choosing the right sunglasses.

What to do during Ultraviolet Awareness Month?

Since no one is immune from this, always have UV protection at all times. Like said above, choose the right sunglasses and wear a hat when outside. Additionally, you should never forget children since they are the ones who spend most of the time playing outdoors. So get them appropriate sunglasses too and teach them on the dangers of UV.

And lastly, you should spread the word to all those you know – you might just save them from the effects of UV.

https://www.consumerhealthdigest.com/health-awareness/ultraviolet-awareness-month.html

5

The sun’s ultraviolet (UV) rays can damage your skin in as little as 15 minutes. Follow these recommendations to help protect yourself and your family.

Shade

You can reduce your risk of skin damage and skin cancer by seeking shade under an umbrella, tree, or other shelter before you need relief from the sun. Your best bet to protect your skin is to use sunscreen or wear protective clothing when you’re outside—even when you’re in the shade.

Clothing

When possible, long-sleeved shirts and long pants and skirts can provide protection from UV rays. Clothes made from tightly woven fabric offer the best protection. A wet T-shirt offers much less UV protection than a dry one, and darker colors may offer more protection than lighter colors. Some clothing certified under international standards comes with information on its ultraviolet protection factor.

If wearing this type of clothing isn’t practical, at least try to wear a T-shirt or a beach cover-up. Keep in mind that a typical T-shirt has an SPF rating lower than 15, so use other types of protection as well.

Hat

For the most protection, wear a hat with a brim all the way around that shades your face, ears, and the back of your neck. A tightly woven fabric, such as canvas, works best to protect your skin from UV rays. Avoid straw hats with holes that let sunlight through. A darker hat may offer more UV protection.

If you wear a baseball cap, you should also protect your ears and the back of your neck by wearing clothing that covers those areas, using a broad spectrum sunscreen with at least SPF 15, or by staying in the shade.

Sunglasses

Sunglasses protect your eyes from UV rays and reduce the risk of cataracts. They also protect the tender skin around your eyes from sun exposure.

Sun Protection

6

Sunglasses that block both UVA and UVB rays offer the best protection. Most sunglasses sold in the United States, regardless of cost, meet this standard. Wrap-around sunglasses work best because they block UV rays from sneaking in from the side.

Sunscreen

Put on broad spectrum sunscreen with at least SPF 15 before you go outside, even on slightly cloudy or cool days. Don’t forget to put a thick layer on all parts of exposed skin. Get help for hard-to-reach places like your back. And remember, sunscreen works best when combined with other options to prevent UV damage.

• How sunscreen works. Most sunscreen products work by absorbing, reflecting, or scattering sunlight. They contain chemicals that interact with the skin to protect it from UV rays. All products do not have the same ingredients; if your skin reacts badly to one product, try another one or call a doctor.

• SPF. Sunscreens are assigned a sun protection factor (SPF) number that rates their effectiveness in blocking UV rays. Higher numbers indicate more protection. You should use a broad spectrum sunscreen with at least SPF 15.

• Reapplication. Sunscreen wears off. Put it on again if you stay out in the sun for more than two hours and after swimming, sweating, or toweling off.

• Expiration date. Check the sunscreen’s expiration date. Sunscreen without an expiration date has a shelf life of no more than three years, but its shelf life is shorter if it has been exposed to high temperatures.

• Cosmetics. Some makeup and lip balms contain some of the same chemicals used in sunscreens. If they do not have at least SPF 15, don't use them by themselves.

https://www.cdc.gov/cancer/skin/basic_info/sun-safety.htm7

Do You Know What Your Customers Want?

One of the easiest ways to grow sales is simply to ask customers what they want! “Did you find everything you needed?” “Is there something we can get for you?” “We have access to over 5,000 items and most of them can be in our store within 24 hours; is there something we can bring in for you?”

For many years, basic retail practice was to keep a “want book” at every register. The memo pad was used to make note of any and all requests that customers made. This practice is still a good idea. Now in 2018, a digital screen displaying questions to your customers has become a mainstay in boosting retail sales. In today’s market, a 28” LED flat screen monitor can be purchased for as little as $200; a 28” flat screen TV with HDMI hook ups can cost even less!

Consider purchasing a digital screen of your choice. With PowerPoint or a similar software program, prepare a series of announcements and questions aimed to grab your customers’ attention. Each message needs to be able to fit and be read easily on one slide. Here are some sample messages to get you started:

Looking for a bit more energy? Ask us about our Vitamin B12 sublingual tablets.

Need a little more rest at night? Ask us about melatonin.

We are ready to save you time. Ask us about our Simplify My Meds® program.

Have a question for our pharmacist? We are here to help.

Note: I am not recommending that you bring in everything that a customer asks for, but I am asking you to give consideration to what shoppers are looking for while in your store.

[email protected] Twitter: @NCPAGabe ©2018 NCPA

Store Marketing

It's 2018: Do you have a digital "want screen" in the center of your store... and a want book at every register?

8

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The RightStuffLast year, the New Item Review Team at Waukesha, Wis.-based Hamacher Resource Group evaluated 2,485 products to determine whether they had the stuff to be a cut above. The team rated the products based on a weighted review of promotional support, product innovation, its importance to community pharmacy and earning potential, as well as category. The outcome: a list of 50 new products poised to be topperformers in their categories.

HRG’s Future 50 Emerging Brands from 2017 include products that run the gamut from OTC to beauty, from eyedrops to hemorrhoid cream, all of which have set themselves apart from the pack based on sales indicators and community pharmacy distribution.

Emerging Brands Report

In a crowded market, the Emerging Brands Report found 50 new products that stood out Retailers always are on the lookout for new products that stand above the rest.

DRUGSTORENEWS.COM May 2018 1

EMERGING BRANDS REPORT

The Right StuffIn a crowded market, the Emerging Brands Report found 50 new products that stood out

Retailers always are on the lookout for new products that stand above the rest.

Last year, the New Item Review Team at Waukesha, Wis.-based

Hamacher Resource Group evaluated 2,485 products to determine whether they had the

stuff to be a cut above. The team rated the products based on a weighted review of pro-motional support, product innovation, its importance to community pharmacy and earning potential, as well as category. The outcome: a list of 50 new products poised to be top performers in their categories.

HRG’s Future 50 Emerging Brands from 2017 include products that run the gamut from OTC to beauty, from eyedrops to hemorrhoid cream, all of which have set themselves apart from the pack based on sales indicators and community pharmacy distribution. dsn

DSN FUTURE 50: TOP 2017 NEW ITEM LAUNCHES, POWERED BY HAMACHER RESOURCE GROUP*

RANK DESCRIPTION BRAND CATEGORY SUBCATEGORY LAUNCH DATE

1 Tylenol Extra Strength Rapid Release Gelcaps (24 and 100 count)Johnson & Johnson

Pain reliefInternal pain relief

January

2 Xyzal Allergy 24 HR Tablets (10 and 35 count) SanofiCold and allergy

Allergy March

3 Flonase Sensimist Allergy Relief Spray (60 and 120 sprays)GSK Consumer Healthcare

Cold and allergy

Allergy February

4 Accu-Chek Guide Test StripsRoche Diagnostics

DiabetesBlood glucose testing

March

5 Aspercreme with 4% Lidocaine Odor Free Pain Relieving Liquid 2.5 oz. Sanofi Pain reliefExternal pain relief

February

6 Xyzal Children's Allergy 24HR Oral Solution Tutti Frutti 5 oz. SanofiCold and allergy

Children's cold and allergy

March

7 Advil Liqui-Gels Capsules (20 and 80 count) Pfizer Pain reliefInternal pain relief

July

8 Mederma AG Face Cream (2 oz. and 6 oz.) Merz Skin careFacial moisturizers and treatments

January

9 Icy Hot Lidocaine Patches Plus Menthol Max Strength 5 count Sanofi Pain reliefExternal pain relief

February

10 Band-Aid Skin-Flex Bandages 20 count (assorted sizes and all one size)Johnson & Johnson

First aidFirst aid dressings

February

11Tums Extra Strength 750 Antacid Chewy Bites Assorted Berries (32 and 60 count)

GSK Consumer Healthcare

Digestive health

Stomach and nausea remedies

April

12 Motrin IB Ibuprofen Coated Caplets 24 countJohnson & Johnson

Pain reliefInternal pain relief

July

13 Benadryl Allergy Plus Congestion Tablets 24 countJohnson & Johnson

Cold and allergy

Allergy July

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14 Band-Aid Skin-Flex Bandages (Extra Large 7 count and Finger 10 count)Johnson & Johnson

First aidFirst aid dressings

February

15Parodontax Daily Fluoride Anticavity And Antigingivitis Toothpaste 3.4 oz. (Whitening and Clean Mint)

GSK Consumer Healthcare

Oral careToothpaste and treatments

January

16Tylenol Children's Pain + Fever Chewables Tablets 24 count (bubblegum flavor and grape flavor)

Johnson & Johnson

Pain reliefChildren's pain and fever relief

March

17 Sensodyne Toothpaste for Sensitive Teeth Deep Clean 4 oz.GSK Consumer Healthcare


January

18 Refresh Optive Mega-3 Lubricant Eye Drops With Flaxseed Oil 30 units AllerganEye and ear care

Eye preparations July

19 ACT Kids Anticavity Fluoride Toothpaste 4.6 oz. (Bubble Gum Blowout and fruit punch) Sanofi Oral careChildren's oral care

January

20 Contour Next One Blood Glucose Monitoring System Ascensia DiabetesBlood glucose testing

March

21 Mederma Advanced Dry Skin Therapy Hand & Body Lotion 6 oz. Merz Skin careHand and body moisturizers and treatments

January

22 NyQuil HBP Cold and Flu Liquid Cherry Flavor 12 oz. P&G Cold and allergy

Cough, cold, flu and sinus

July

23 Crest 3D White Fluoride Anticavity Toothpaste Mild Mint 4.8 oz. P&G Oral careToothpaste and treatments

January

24 Vicks DayQuil HBP Cold & Flu LiquiCaps 24 count P&G Cold and allergy

Cough, cold, flu and sinus

July

25 Preparation H Hemorrhoidal Cream Rapid Relief With Lidocaine 1 oz. PfizerDigestive health

Hemorrhoid preparations

April

26 Nexium 24HR Capsules Clear Minis (42 and 14 count) PfizerDigestive health

Stomach and nausea remedies

April

27 Cepacol Instamax Sore Throat Lozenges Arctic Cherry 16 count RBCold and allergy

Cough drops, sore throat relief

July

28 Halls Kids Cough & Sore Throat Pops 10 count (cherry flavor and strawberry flavor)Mondelez International

Cold and allergy

Children's cold and allergy

July

29 Hearos Ultimate Softness Ear Plugs 20 pair DAP WorldEye and ear care

Ear care August

30 Aquaphor Advanced Therapy Ointment Body Spray 3.7 oz. Beiersdorf Skin careHand and body moisturizers and treatments

August

31 Robitussin Adult Maximum Strength Severe Cough + Sore Throat Relief (4 oz. and 8 oz.) PfizerCold and allergy

Cough drops, sore throat relief

July

32 ACT Dry Mouth Spray Soothing Mint 1 oz. Sanofi Oral care Oral remedies January


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33 O'Keeffe's Skin Repair Body Lotion 7oz. O'Keeffe's Skin careHand and body moisturizers and treatments

January

34Culturelle Digestive Health Daily Probiotic Formula Dietary Supplement Vegetarian Capsules 30 count

iHealthVitamins and dietary supplements

Specialty supplements

March

35 Crest Disney Frozen Fluoride Anticavity Toothpaste Bubblegum 4.2 oz. P&G Oral care Children's oral care January

36 Salonpas Lidocaine Plus Pain Relieving Cream 3 oz. Hisamitsu Pain relief External pain relief September

37 Baby Dove Lotion 13 oz. (Sensitive Moisture Fragrance Free and Rich Moisture) Unilever Baby careBaby health, beauty and wellness

May

38 Gillette Fusion 5 ProGlide Power Razor P&G Shaving and grooming

Men's razors and refills

May

39 Johnson & Johnson All Purpose First Aid Kit 140 itemsJohnson & Johnson

First aidFirst aid kits and supplies

February

40 Mederma Advanced Dry Skin Therapy Body Cleanser 8 oz. Merz Skin careHand and body cleansing

January

41 Aquaphor Healing Paste Baby 3.5 oz. Beiersdorf Baby careBaby health, beauty and wellness

July

42 CeraVe Baby Healing Ointment 3 oz. L'Oreal Baby careBaby health, beauty and wellness

January

43 Gold Bond Ultimate Pedi Smooth Foot Cream Spa Fresh Scent 3.5 oz. Sanofi Foot careFoot grooming and pain relief

February

44 Cetaphil Gentle Makeup Remover 6 oz. Galderma Labs Skin care Facial cleansers May

45 Dr. Scholl's Pain Relief Orthotics For Plantar Fasciitis Insoles (men's and women’s) Bayer Foot careShoe iInsoles and inserts

June

46 LiceFreee! Lice Treatment Kit Original Tec-Labs First aidAntiparasitic treatments

January

47 Herbal Essences Bio Renew Hydrate Coconut Milk 13.5 oz. (shampoo and conditioner) P&G Hair careBeauty shampoo, conditioner and treatments

January

48 Head & Shoulders Men Advanced 2in1 Old Spice Swagger 13.5 oz. P&G Hair care

Therapeutic shampoo, conditioner and scalp treatment

January

49 Sensodyne ProNamel Strong & Bright Enamel Toothpaste Extra Fresh 3 oz.GSK Consumer Healthcare


January

50Tylenol Children’s Pain + Fever Oral Suspension 4 oz. (bubblegum flavor and cherry flavor dye free)

Johnson & Johnson

Pain reliefChildren's pain and fever relief

January

* Rankings based on HRG’s proprietary star-rating system measuring key criteria, including product innovation, promotional support, category growth, product orientation and earning potential


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https://www.drugstorenews.com/wp-content/uploads/2018/05/DSN-May-2018-Emerging-Brands.pdf12

PRINT CAMPAIGN REACHES 38 MILLIONWe continue to grow our print outreach by investing in large reach publications to influence large audience as well as targeting specific audiences through specialty publications. Our large audience buys this quarter include Better Homes and Gardens, People Magazine, Delta Sky Magazine, and American Airlines Magazine, while our specialty publication buys include Sophisticate’s Black Hair Magazine and Diabetic Living.

We’re pleased to report that Healthy Gums Oral Rinse has continued to blow away sales expectations. It’s rapidly become our second best-selling product, and we plan to support it as it only grows from there.

The graph shows 49% increase in overall mouthwash sales following introduction of healthy gums mouthwash without any cannibalization of mild mint and icy mint rinses.

Our brand new television commercials are now airing nationally, with a focus on targeting viewers engaged in the upcoming November midterm elections. You can see our new spots on The View, Law & Order, and Access Hollywood, or at TheraBreath.com/commercials.

Our Pharmacy Trial Program has grown dry mouth business at retailers by 400%! Participating pharmacies are receiving trial cards containing coupons and samples of our Dry Mouth Lozenges. By handing out these trial cards alongside prescribed medication with dry mouth side effects (such as anti-depressants or blood pressure medication), pharmacists can spur customer engagement with the product and link a problem (dry mouth) with an immediately available solution (TheraBreath Dry Mouth Lozenges).

As part of our consumer engagement effort, we are currently sponsoring two of Sirius XM’s top political shows. Listen for us on The Michael Smerconish Program on POTUS Politics and The Wikilow Majority on SiriusXM Patriot throughout the upcoming busy election cycle.

TV CAMPAIGN IN FULL SWING NOW THROUGH THE NOVEMBER ELECTIONS

PHARMACY TRIAL CARDS GROW DRY MOUTH SALES

RADIO SPOTS ON SIRIUS XM

FUN FACT

The first bristle-haired toothbrush was invented in China sometime

in the 15th century.

®

See our National FSI on page three of Parade Magazine, inserted into every major newspaper in the US. We will be in the following issues for 2018.

NATIONAL FSI

NATIONAL TVNational TV will run 26 weeks in 2018!

NEW HEALTHY GUMS ORAL RINSE A RUNWAY HIT

Over 75% of prescription medications can cause severe DRY MOUTH.

DRY MOUTH can be bad for you - your saliva helps to protect you from germs.

Help STOP DRY MOUTH FAST with TheraBreath Dry Mouth Lozenges.

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SAVE $1.00RETAILER:We will reimburse you the face value of this coupon plus 8¢ handling provided you and the consumer have complied with the terms of this offer. Invoices proving purchases of sufficient stock to cover presented coupons must be shown on request. Any other application may constitute fraud. Coupon void where prohibited, taxed or restricted. Consumer must pay any sales tax. Cash value 1/20¢. Reproduction of this coupon is expressly prohibited. Mail to Dr. Harold Katz LLC, CMS Dept #97029, One Fawcett Drive, Del Rio, TX 78840. Limit one coupon per item purchased.

EXPIRES 12/31/2019

RETAILER:We will reimburse you the face value of this coupon plus 8¢ handling provided you and the consumer have complied with the terms of this offer. Invoices proving purchases of sufficient stock to cover presented coupons must be shown on request. Any other application may constitute fraud. Coupon void where prohibited, taxed or restricted. Consumer must pay any sales tax. Cash value 1/20¢. Reproduction of this coupon is expressly prohibited. Mail to Dr. Harold Katz LLC, CMS Dept #97029, One Fawcett Drive, Del Rio, TX 78840. Limit one coupon per item purchased.

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13

Industry Trends

How CommunityPharmacy Can PlanFor DIR Fees.With the first round of DIR fee collection coming to a close, you’re probably reflecting on the giant check you just had to make out to your favorite PBM. We know you’re feeling frustrated, confused, and maybe even downright angry. Well the good news is, you are not alone. That’s the common consensus among many community pharmacies.

During Open Enrollment, we like to encourage plan reviews as a proactive approach to minimizing the DIR fee impact. As we are clearly outside of Open Enrollment period, we are in a reactive phase – the cards have been dealt and we cannot change the plans that contribute the most to DIR fees. What we CAN do is focus on strategies that help you best prepare for the next collection period.

Now, let’s see what we can do to help arm you with the necessary tools to help combat DIR Fees and brace for what’s ahead. First things first. If you haven’t already seen it, make sure to check outHealthcare Analyst Audrey Einhellig’s latest webinar, Understanding DIR Fees for New Patient Plans. You can find that video here:

https://blog.prescribewellness.com/2018/04/how-community-pharmacy-can-plan-for-dir-fees/

If you can’t watch the full video, not to worry! We’ve put together some tricks on how to understand and plan for DIR Fees in the next round.

Know the plans that have the highest DIR fees and keep track

Understand which plans are impacting your pharmacy business the most by talking to your PSAO about contracted PBM rates. Identify how many Medicare patients belong to each plan. Pay attention to which plans cover the most patients and determine the DIR criteria for that plan. Focus on the plans costing your pharmacy the most.

Understanding your gross and net profit

DIR Fees typically account for 1% of your sales which is equivalent to 5% of your pharmacy’s gross profit; assuming you are working with a 20% margin. The more you know about fees coming down the pipeline, the better you can manage your cash flow. In other words, make sure you accrue the appropriate funds so you’re not blindsided at the end of the term!



14

Industry Trends

Stay up to date on tools and practices

As we know, we are outside of Open Enrollment, which means the best way to be proactive now is to focus on profit and performance. In the end, it all comes down to the revenue you are bringing in and, let’s be honest, who doesn’t want to increase profits?! And what better way to do this than by expanding your offering of clinical services. Utilizing a vartiety of solutions like VaccineComplete, MTM Assist, and PrescribeCare make it easier than ever before to improve healthcare while also increasing pharmacy performance and driving more revenue into your pharmacy.

Accurately calculate your performance payment

We would like to emphasize a simple concept – focus on what you CAN impact or in this case, the plans that you can change. Don’t bother wasting your time on plans that have DIR Fees associated with a generic dispensing rate. Instead, focus on DIR Fees associated with Star Ratings – finally something you can impact! Do this by engaging in pharma and plan funded programs that are designed to improve performance and provide additional revenue. Make sure you know how to anticipate your fees, and don’t get surprised by the next take-back surge!

Not a fan of DIR Fees? Remember, you can be part of the change! Speak out against DIR Fees to your local legislation.

15

Industry Trends

Weight Management Program Forms "Ideal" Partnership.

Officials at Ideal Protein believe that they have an effective program that offers the opportunity to combine the expertise of dietitians and pharmacists to improve client outcomes and, ultimately, bring in more foot traffic and profits for the retailer.

The Sarasota, Fla.-based company promotes a proprietary medically developed and scientifically based weight management protocol that calls on the use of healthcare professionals, including dietitians and pharmacists, to work with clients to achieve maximum results from the program. In the pharmacy, the Ideal Protein protocol is a consultative service that requires a consultation room, and that can offer existing pharmacy staff a new role as coaches following training. Patients visit weekly for one-on-one coaching. Ideal Protein is a cash-based model that the company said also can benefit pharmacies through increased foot traffic and front-end sales.

Retailers that employ dieticians and pharmacists can maximize the program’s potential by having the teams work in unison with Ideal Protein’s turn-key program, according to Thomas Barus, Ideal Protein’s senior national consultant. “We believe pharmacists and dietitians can work collaboratively,” he said. “Obesity is a condition that requires a multi-disciplinary care team and local relationships. Pharmacists and their teams are perfectly placed to manage patient therapy throughout the weight loss process, with Ideal Protein, and collaborate with the physician on medication changes where necessary.”

Barus added that pharmacists are there to ensure the patients medications, for such chronic illnesses as high blood pressure and diabetes, are correctly managed in collaboration with the physician during the weight loss protocol. Dieticians are positioned to collaborate with pharmacists in the transition from a structured nutrition intervention protocol to the ongoing maintenance which is a personalized regimen created by the dietician for the patient.

So how does the retailer benefit? Barus said the patient needs to visit the store for weekly consultations in addition to choosing and purchasing the Ideal Protein foods, which cannot be purchased online. Plus, the patients are more likely to purchase other products for themselves and their families. “The repeat foot traffic by itself creates a big win for the retailer,” he said. “Plus additional purchases and touch points with the customer provide exposure to other products and services the retailer has to offer.”

https://www.drugstorenews.com/otc/weight-management-program-forms-ideal-partnership/#

New Service

16

A solution for the health of both your community and your pharmacy.

Expand Consultation Drive Value Improve Outcomes

A Protocol That Can Make a Difference. 17

Ideal Protein ProtocolA Consultative Approach to Your PharmacyThe Ideal Protein Protocol is an effective, turnkey program that arms pharmacists with a medically sound solution, consistent with evidence-based guidelines for weight loss management and maintenance for their patients and community.

The Protocol is a structured approach that integrates partial meal replacements, healthcare professional oversight and one-on-one coaching to support permanent lifestyle and behavioral changes.

Existing pharmacy staff will be trained as coaches and build relationships with required in-person visits. In addition to new revenue, pharmacies are realizing increased foot traffic, clientele, and front-end sales all while helping their patients achieve impactful and sustained health outcomes.

Phase 1 Phase 2 Phase 3 Phase 4 - Ideal Lifestyle

Weight Loss Pre-Stabilization Stabilization - 12 months Maintenance - New Lifestyle

Qualification Followed until weight objective is achieved 2 weeks 2 weeks

Lifestyle Building Lifestyle Living

Pharmacists are expanding their role in the community and helping patients with the Ideal Protein Protocol.

Implement the Ideal Protein Protocol in Your PharmacyFor more information, consult your PBC or email Larry Kobiska, PharmD, R.Ph. BS, at [email protected]

Implementation is easy. You will be guided

by your on-site dedicated advisor from onboarding

and forward.

Our Protocol:Structured Four Phases

Adequate Protein

Partial Meal Replacements

Healthcare Professional Oversight

One-on-One Coaching

Education & Support

Lifestyle & Behavioral Changes

Benefits:Ideal Protein Business Advisor • Dedicated on-site support• Assists in onboarding,

workshops and on-site training

Time and Staffing: • Block scheduling with

trained coach• Existing staff can be more

productive during “down time”• Short appointment times

Turnkey System: • Complimentary and proprietary

tools, training and support forpharmacies, coaches anddieters

• Scientific support

• Dedicated marketing materialsfor pharmacies

• Exclusive web access to dietereducation videos

Pharmacy Requirements:ü Consultation Roomü Space for Product*

*Limited Accessibility

ü Trainable Staff2 The potential revenues and pro�ts presented in the table above represent the actual revenues and pro�ts that would be generated from your sales of Ideal Protein Foods Products having successfully achieved the average number of dieters in the table. This should not be interpreted as a guarantee or promise of earnings. Your earning potential is entirely dependent upon you and your efforts in maintaining a stream of dieters and a high level of customer service. The level of success you reach and revenues and pro�ts you generate is entirely dependent upon your skills, �nancial resources, marketing efforts and time you devote to becoming a successful Ideal Protein clinic. Because of this, we cannot guarantee your earnings level nor do we in any way whether directly or indirectly do so.

Structured Protocol Implemented as a Service by your Pharmacy Team:

AVERAGE # OF DIETERS PER MONTH

AVERAGE # OF BOXES

PER MONTH

$29.60 PER BOX RETAIL

AVERAGE GROSS

REVENUE FROM BOXES

+ SUPPLEMENTS AVERAGE $85 PER

DIETER/MONTH

AVERAGE GROSS

MONTHLY REVENUE

TOTAL GROSS

ANNUAL REVENUE

TOTAL ANNUAL

PROFITS FROM PRODUCTS

25 300 $29.60 $8,880 $2,125 $11,005 $132,060 $65,897

50 600 $29.60 $17,760 $4,250 $22,010 $264,120 $131,927

75 900 $29.60 $26,640 $6,375 $33,015 $396,180 $197,957

100 1200 $29.60 $35,520 $8,500 $44,020 $528,240 $263,987

Potential Revenue and Profits2:

Avg # of Dieters

Per Month

Avg # of Boxes

Per Month

$29.60 Per Box Retail

Avg Gross Revenue

From Boxes

+Supplements Average $85 Per Dieter/

Month

Avg Gross Monthly Revenue

Total Gross

Annual Revenue

Total Annual Profits From

Products

25 300 $29.60 $8,880 $2,125 $11,005 $132,060 $65,897

50 600 $29.60 $17,760 $4,250 $22,010 $264,120 $131,927

75 900 $29.60 $26,640 $6,375 $33,015 $396,180 $197,957

100 1200 $29.60 $35,520 $8,500 $44,020 $528,240 $263,9872 The potential revenues and profits presented in the table above represent the actual revenues and profits that would be generated from your sales of Ideal Protein Foods Products having successfully achieved the average number of dieters in the table. This should not be interpreted as a guarantee or promise of earnings. Your earning potential is entirely dependent upon you and your efforts in maintaining a stream of dieters and a high level of customer service. The level of success you reach and revenues and profits you generate is entirely dependent upon your skills, financial resources, marketing efforts and time you devote to becoming a successful Ideal Protein clinic. Because of this, we cannot guarantee your earnings level nor do we in any way whether directly or indirectly do so.

Pharmacists are expanding their role in the community and helping patients with the Ideal Protein Protocol.

Implement the Ideal Protein Protocol in Your Pharmacy!

For more information, consult your PBC or email Larry Kobiska, PharmD, R.Ph. BS.

at [email protected]

19

First AidAwareness

Sponsored by

TradeShowSchedule of Events

Smith Drug 2018 CE, Gift & TradeShow

Friday, July 27

Saturday, July 27

Sunday, July 28

10:30a-12:30p

8:30a-12:30p

12:30p-1:30p

1:30p-3:00p

2:00p-6:00p

3:00p-4:00p

7:45a-9:45a

6:30p-8:30p

4:30p-5:30p

10:00a-11:00a

7:00p

11:00a-12:00p

CE: You Can Hire A Pharmacist, But You Can’t Hire An Owner • Oceans 12

Trade Show Hours • Oceans Exhibit Hall

A Company Message • Oceans 12Saul Factor, R.Ph., President, Smith Drug/Burlington Drug CompanyKevin Welch, President, QS/1 • CTO, J M Smith CorporationAlan Turfe, CEO, J M Smith Corporation

CE: The Current State of the Opioid Crisis • Oceans 12

Trade Show Hours • Oceans Exhibit Hall• 2:30p • The singing of the National Anthem

CE: An Introduction to Long Term Care for Community Practice • Oceans 12

CE: Update of Federal Pharmacy Law • Oceans 12

Epic Pharmacies, Inc. Cocktail Reception (If you choose not to attend the reception, the eve-ning is open and you are free to Enjoy Orlando!)

CE: Performing MTM in Geriatrics with Diabetes & Cardiovascular Disease • Oceans 12

CE: New Therapeutic Agents For Type II Diabetes Mellitus • Oceans 12

Customer Appreciation Dinner & Entertainment • Discovery Cove at SeaWorld Shuttle Service Provided

CE: The Pharmacist’s Role In Medication Safety • Oceans 12

8:15a-10:15a

7:15a-8:15a

CE: Creating a Marketing Niche in Community Pharmacy • Oceans 12

CE: Physician-Pharmacist Collaboration • Oceans 12

Documents

In This Issue - Smith Drug CompanyComing Soon! Item # Description 851469 POST-IT EXTREME NOTES 12CT 10 am to 2 pm. So avoid being out at this time. And lastly, remember to get an eye