Jessica was researching accreditation organizations with a Pharmacy program to help standardize processes and procedures and improve quality across Lewis Drug’s 60 locations. “We want to find ways to streamline some of the overwhelming day-to-day details of operating a pharmacy so our pharmacists can focus more on their patients.”
“ Pharmacy Accreditation by The Compliance Team helped us standardize processes, bring consistency across our 60 locations, and put a spotlight on quality improvement. Having a partner like TCT is invaluable.”
— Jessica Strobl, PharmD VP Professional Services
Lewis Drug 60 locations
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24 INSIDE BEAUTY:
Consumers are digging into the ingredients behind their beauty products
28 INSIDE BEAUTY: MINORITY-OWNED BRANDS
Founders discuss the challenges of getting funding, building traction and looking to grow in the beauty category
32 PHARMACY: SPECIALTY
As the demand for specialty medicines continues, players are stepping up to help retailers provide for patients
40 HEALTH: VMS REPORT
GLP-1s might be the current stars of the weight-loss show, but OTC vitamins, minerals and supplements have ample opportunity to play a supporting role
44 HOMEOPATHIC REPORT
Suppliers of natural, organic and homeopathic products are using a variety of in-store and digital
When it comes to pharmacy, community matters most
The late Massachusetts representative Thomas “Tip” O’Neill Jr. is famously credited with coining the phrase, “All politics is local.” In short, O’Neill, who served as speaker of the House of Representatives from 1977 to 1987, meant that the general public is motivated more by things that directly affect their daily lives than by national issues or foreign policy.
Retail pharmacy knows this all too well.
No forward thinking retailer goes to the market with the same strategy for all of its locations. What plays in Peoria likely will not play in Poughkeepsie. Which is why even national chains have to tweak their strategy, programs and offerings to meet the market.
Our cover story this month (page 18) looks at what this local, community-based strategy looks like, how different retailers are approaching it and what are the benefits to patients.
Like many issues related to health care, the COVID-19 pandemic is partly responsible for kicking this approach into high gear. Sure, pharmacists have always played a vital role in their communities. Everyone knew that, but they largely took it for granted (sort of).
But the role of pharmacists moved to the national spotlight as they tested and vaccinated millions of panic-stricken patients at the height of the pandemic.
“They may be building more relationships in the community,” Kurt Proctor, senior VP of strategic initiatives at the National Community Pharmacists Association, told our reporter. “Maybe they didn’t know the local health department that well before the pandemic, and now they do, and now the local health department has a new view of what a local community-based pharmacy can bring to the table.”
As a result, many retail pharmacies are working more closely with local healthcare providers to address the specific health needs of their communities. They are increasingly expanding their roles beyond dispensing prescriptions to become key participants in the holistic efforts to improve the health and wellness of local populations, in particular rural and low-income markets.
This is accelerating the trend toward what technology and consulting firm Wolters Kluwer describes as “community-centric pharmacy,” a model that more deeply integrates retail pharmacies into existing healthcare systems.
Managing
Senior
Production
CVS Health is joining more than 60 health care and technology companies that support the Centers for Medicare and Medicaid Services Health Tech Ecosystem initiative.
This effort, announced at a “Make Health Tech Great Again” event at the White House in July, is focused on laying the foundation for a next-generation digital health ecosystem.
“At CVS Health, we are reimagining the healthcare experience to be consumer directed, proactive and fully integrated, minimizing healthcare friction and transforming access, cost and quality of care,” said Tilak Mandadi, CVS Health executive vice president, ventures and chief experience and technology officer. “We are pleased to join with others in government and the private sector, leading the way to Make Health Tech Great Again.”
Giant Eagle announced that it is joining the Mark Cuban Cost Plus Drugs retailer network.
Giant Eagle customers who participate in the Cost Plus Drugs program can now pick up qualifying prescriptions at one of more than 200 Giant Eagle Pharmacy locations throughout Pennsylvania, Ohio, West Virginia, Maryland and Indiana.
“We pride ourselves on running a nationally recognized pharmacy and drugstore business where our licensed pharmacists and pharmacy technicians are committed to delivering trusted, personalized care,” said Bill Artman, president and CEO of Giant Eagle. “Being part of the Cost Plus Drugs network ensures that our services are available to as many people across our communities as possible.”
“Our goal is to dramatically reduce the cost of drugs,” co-founder Mark Cuban said. “But we also think that it is just as important to introduce transparency to the pricing of drugs so patients know they are getting a fair price. Partnerships with retailers like Giant Eagle Pharmacy help us move our mission forward.” dsn
HRG’s five notable products from August
Product introductions surged in August, as the stock market saw record gains and the federal government inked trade deals with a handful of countries.
In August, suppliers introduced 629 new products, almost 500 more items than the 131 items they released in July. Waukesha, Wis.-based HRG reviewed 13 products in the health category (compared with 63 in July), 524 items in the wellness sector (compared to 31) and 92 products in the beauty aisle (compared to 37) to see which ones stood out as Products to Watch:
Pharmaceutical Specialties Inc said its Vanicream Foaming Wash is designed to hydrate and nurture baby’s delicate skin. The dermatologist-tested, tear-free, pH-balanced formula will not strip away moisture, the company added, and is formulated with beta-glucan. The product is intended to gently clean and smooth from head to toe. It comes in an 8-oz. bottle.
Band-Aid Waterproof Clear Bandages by Kenvue are 100% waterproof and easy to apply. The company said the bandages have a four-sided adhesive that helps them stay on through handwashing, shower and swimming while keeping out water, dirt and germs. They also feature a Quilt-Aid Pad that is designed to cushion and protect painful wounds, helping to heal and prevent reinjury. One pack contains 20 bandages.
Medtech Products Inc.’s Dramamine Advanced Herbals Nausea for Kids Gummies help prevent and relieve nausea, upset stomach and vomiting due to motion sickness. According to materials provided by Medtech Products Inc, the gummies are non-drowsy, non-medicated, made with ginger extract and are gluten- and dairy-free.* A pack contains 20 gummies.
* These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure or prevent any disease.
Kenvue said its Neutrogena Collagen Bank SPF Moisturizer Sunscreen is an anti-aging face cream boosted with micro-peptide technology. Developed with dermatologists, the product is gentle for daily use and suitable for all skin types. It defends against the sun and supports skin’s natural collagen, the brand added. It comes in a 2.7-oz. bottle.
Church & Dwight’s Mighty Patch for Fine Lines uses 1,390 dissolving micropoints and a curved design to target crow’s feet and frown lines. It contains retinol and adenosine to help renew the look of skin without making it dry or flaky, while sodium hyaluronate moisturizes and niacinamide brightens skin, per the brand. It is thin and designed to stay on overnight. A box contains six patches. dsn
New Boiron global CEO Pascal Houdayer brings his strategic vision to help the homeopathic brand expand to reach a broader audience
Late last year, Boiron, the world’s largest manufacturer of homeopathic medicines, announced that Pascal Houdayer will become the new global CEO effective Jan. 1.
The company, best known for the Arnicare line of pain relievers and Oscillococcinum flu medicine, is expanding beyond the traditional natural and specialty retail spaces to reach a broader audience, especially in retail pharmacy.
DSN recently sat down with the new CEO to ask about his strategic vsion and the future of the company.
Drug Store News: You’ve held leadership roles at top global CPG brands. What drew you to Boiron, and how will you apply that experience to grow the U.S. chain drug channel?
Pascal Houdayer: I was drawn to Boiron because of its strong sense of purpose. Knowing why a company exists helps build lasting loyalty and trust. Boiron’s mission to offer accessible, sustainable, human-centered healthcare resonates strongly with me. My background leading international brands taught me that growth comes from staying adaptable and listening closely to consumers/patients and retail partners.
At Boiron, I am focused on innovation, strengthening our global presence, digital AI-enhanced acceleration and working with our U.S. team to support strategic, value-driven growth.
DSN: You’ve outlined a vision for Boiron to become a global leader in integrative health. What does that mean in the context of today’s retail landscape?
PH: Becoming a leader in integrative health means supporting the full spectrum of people’s needs, from conventional care to complementary options like homeopathy. Today’s shoppers want efficient, safe, transparent and sustainable solutions that align with their lifestyles.
In retail, this translates to ensuring integrative products are not only widely available but also clearly understood and trusted. Our goal is to work with retailers to optimize the category through education, merchandising, and products that bridge pharmacy and wellness. It is about creating an in-store ecosystem that enables informed choice at shelf.
DSN: Boiron is known for its heritage in homeopathy. How are you evolving the company’s mission to meet today’s consumer needs, particularly in pharmacy-led retail environments?
PH: Boiron has a long legacy of trust, quality and clinical rigor. At the same time, today’s consumers are proactive and better informed. They want options that are gentle on the body and align with their health goals.
To meet these expectations, we are investing in innovation across formula, packaging, formats and experience. In pharmacy-led environments, we are empowering healthcare professionals and
Pascal Houdayer Global CEO of Boiron
staff with the knowledge to guide customers effectively, providing service on top of reliable health solutions. Pharmacists are key allies. As more mass retailers embrace integrative solutions, we see an opportunity to reach consumers and make homeopathy more accessible in mainstream settings.
DSN: As health systems and consumer behavior evolve, how do you see homeopathy and complementary medicine fitting into the broader healthcare ecosystem in the United States and abroad?
PH: Globally, there is a shift toward personalized and less invasive care. Homeopathy, with its ultra-personalized approach and low risk of interactions, is well positioned. It works alongside conventional medicine and complements many integrative therapies.
Health systems are opening to integrative models, and Boiron’s role is to ensure homeopathy remains a credible, science-based option within that broader framework.
DSN: What leadership principles have shaped your approach at Boiron, and how do you see the next generation of health and wellness executives redefining success in this industry?
PH: I see myself first and foremost as a social architect and servant leader. I believe a modern CEO must stay connected to both people and the planet. That means leading with transparency, listening to stakeholders and staying responsive to societal change.
At Boiron, we are focused on more than products. We are helping shape a movement toward accessible, sustainable, integrative healthcare. That is both a responsibility and an opportunity.
For almost a century, Boiron has provided families with the purest medicines made from the earth’s best resources. From our renowned Arnicare® line, to trusted Oscillococcinum® and Camilia® brands, our expanding range meets the diverse needs of your customers.
*CLAIMS BASED ON TRADITIONAL HOMEOPATHIC PRACTICE, NOT ACCEPTED MEDICAL EVIDENCE. NOT FDA EVALUATED.
ScriptPro’s Darin Gleason shares how the company’s end-to-end pharmacy automation streamlines workflows, cuts costs, and helps pharmacies of all sizes boost efficiency and patient care.
DSN caught up with Darin Gleason, sales director for U.S. Chain and Retail at ScriptPro, who said the company is redefining pharmacy operations with automation that blends precision, efficiency, and patient-focused care. From robotic dispensing to medication adherence packaging, the company’s technology lightens staff workloads, reduces errors, and keeps wait times low. Check out the conversation below.
Drug Store News: What makes ScriptPro’s approach to pharmacy technology distinctive in the market?
Darin Gleason: Pharmacies today need comprehensive solutions that address their operational, financial, and clinical challenges. ScriptPro’s end-to-end pharmacy automation integrates robotic dispensing and medication adherence packaging to improve workflow efficiency, reduce errors, and enhance patient care.
With 30 years of pharmacy expertise and thousands of retail customers worldwide, our solutions help pharmacies reduce wait times, lighten staff workloads, and automate key processes like vial filling, inventory management, eligibility verification, and reimbursement tracking.
DSN: How do ScriptPro’s solutions change daily pharmacy operations?
DG: ScriptPro technology transforms chaotic, laborintensive workflows into streamlined, predictable processes. Our automation handles 30% to 75% of prescription volume, reducing bottlenecks during busy periods and creating consistent operations throughout the day. This operational predictability allows pharmacies to maintain shorter wait times, allocate staff more effectively, and expand clinical services without adding personnel.
DSN: What types of pharmacies see the greatest benefit from ScriptPro?
DG: ScriptPro’s scalable solutions benefit pharmacies across the spectrum—from high-volume chains to community independents. Those experiencing rapid growth, facing staffing challenges, expanding clinical services, or struggling with reimbursement complexities often see the most dramatic improvements. Our technology adapts to various pharmacy sizes and prescription volumes, with robot configurations designed specifically for both space-constrained environments and high-capacity
Darin Gleason is sales director for U.S. Chain and Retail at ScriptPro
operations. With six distinct models, ScriptPro is not a one-size-fits-all solution—we take the time to ensure the robot you choose is the best fit for your pharmacy.
DSN: What pharmacy pain points does ScriptPro’s technology address?
DG: ScriptPro tackles the most pressing challenges facing today’s pharmacies: staffing constraints, rising labor costs, prescription volume pressures, medication errors, complex reimbursement processes, and the need to provide enhanced patient care. Our integrated approach addresses these issues comprehensively rather than treating them as isolated problems, creating sustainable operational improvement.
DSN: How does ScriptPro provide long-term value?
DG: One of the biggest advantages of ScriptPro’s technology is longevity and ROI. Our robots are built to last for decades, so unlike other systems that require frequent reinvestment, our solutions provide long-term savings.
Plus, automation reduces labor costs, minimizes dispensing errors, and improves workflow efficiency—all of which lead to higher prescription volume and better profitability. Many of our customers find that automation pays for itself faster than expected. And with 24/7/365 support, we are here to ensure your investment continues delivering value for years to come. Want to learn more? Contact Darin Gleason at (913) 620-8769 or visit scriptpro.com.
CRS 150 – Compact powerhouse. 150 vials hourly in just 9.5 sq. ft.
SP 200 – Precision dispensing with 6- or 12-Slot patient organization system. Fills, labels, and collates up to 150 vials per hour.
ScriptPro delivers operational, financial, and clinical solutions backed by 30 years of pharmacy management expertise. Trusted by thousands of retail pharmacies worldwide, we streamline operations, reduce wait times, and lighten staff workload with advanced robotics and integrated software. Our technology automates vial filling, inventory, payments, eligibility, reimbursement,
800.606.7628 | scriptpro.com
MP 100 – From cassette to patientready in seconds. 54 pouches per minute.
and more – freeing pharmacists to focus on patient care. Whether you’re a chain or an independent pharmacy, ScriptPro helps pharmacies thrive today and in the future.
Script your success story with a tailored strategy session. Contact us today!
Pharmacists serve as accessible, trusted healthcare providers and vaccination touchpoints
By David Dodd
ADavid
s we enter the fall season, when respiratory viruses like influenza and RSV typically surge, it’s vital to confront another growing public health threat: the alarming resurgence of measles in the United States.
The return of measles underscores a broader challenge to our vaccination infrastructure and presents a renewed call to action for retail pharmacy.
Measles, a highly contagious and vaccine-preventable disease, was declared eliminated in the United States in 2000. Yet, recent CDC data show that more than 1,300 cases have been confirmed across 39 states, surpassing any annual total since 1992 and representing more than 4.5 times last year’s cases.
Tragically, the United States also has recorded its first measles-related death in a decade. These developments highlight not only the consequences of declining vaccination rates but also the urgency for action, particularly from front-line providers like retail pharmacists.
The resurgence is a sobering reminder of the fragility of herd immunity and the persistent danger of vaccine hesitancy. The measles, mumps and rubella vaccine is highly effective, with two doses providing 97% protection. Yet, immunization gaps persist.
CDC reports show that 92% of this year’s cases involve unvaccinated individuals or those with unknown vaccination status. Misinformation and healthcare disruptions have contributed to this decline. Notably, the kindergarten vaccination rate has
fallen from 95% in 2019-2020 to under 93% in 2023-2024, leaving nearly 280,000 U.S. children unprotected. This vulnerability extends to those who cannot be vaccinated or who may respond poorly due to compromised immunity. The stakes are especially high for infants, immunocompromised individuals and those with chronic health conditions.
For retail pharmacy, this is a pivotal moment. Pharmacists serve as accessible, trusted healthcare providers and vaccination touchpoints. They are uniquely positioned to respond to this crisis by increasing access to MMR vaccines, especially for at-risk groups such as international travelers, healthcare workers and adults unsure of their immunization history. Pharmacists can also play a vital role in community education, countering misinformation through evidence-based conversations that build patient trust.
This season, as more people gather indoors and respiratory illness risks rise, pharmacies must be prepared. That includes increasing vaccine availability but also reviewing infection control protocols and bolstering patient engagement strategies. The rise in measles cases reinforces the need for innovative vaccines that deliver broader, longer-lasting immunity, and for pharmacy professionals to champion their expanded role in public health.
Measles may have returned, but it doesn’t have to stay. Retail pharmacists can help ensure it remains a preventable disease of the past. dsn
Retail pharmacy increasingly plays a community-centric role in health ecosystems
By Mark Hamstra
“
Retail pharmacies have long been vital assets to their communities, but during the last few years their community-centric status has risen considerably.
Now the local health department has a new view of what a local community-based pharmacy can bring to the table.”
—Kurt Proctor, senior VP of strategic initiatives at the National Community Pharmacists Association
Members can minimize complexities of starting a pharmacy-based immunizations program with:
Access to a solution-dedicated platform to easily place vaccine orders and find all of the resources needed to create, support and grow your immunizations business.
Marketing tools to educate your community and promote your program, including targeted campaigns.
Exclusive access, for Vaccine Alliance members, to manufacturer benefits including product discounts, marketing and educational support resources.
Physician-signed, immunizationspecific protocols for your pharmacy, now including travel vaccines.
Thanks in large part to the important roles they have played in testing and administering vaccines during and after the COVID-19 pandemic, retail pharmacies are experiencing heightened aware ness within their local healthcare ecosystems.
“They may be building more relationships in the community,” said Kurt Proctor, senior vice president of strategic initiatives at the National Community Pharmacists Association. “Maybe they didn’t know the local health department that well before the pan demic, and now they do, and now the local health department has a new view of what a local community-based pharmacy can bring to the table.”
As a result, many retail pharmacies are working more closely than ever with other local healthcare providers to address the specific health needs of their communities. They are increasing ly expanding their roles beyond dispensing prescriptions to be come key participants in the holistic efforts to improve the health and wellness of local populations, in particular underserved areas such as rural and low-income markets.
This is accelerating the trend toward what technology and con sulting firm Wolters Kluwer describes as “community-centric pharmacy,” a model that more deeply integrates retail pharma cies into existing healthcare systems. This will include provid ing more value-based care, adding new services and maintaining deeper technological connectivity with both their patients and with other providers.
“When they’re viewed as a critical role within the care eco system, they can use their community presence to screen for non-emergency care, reduce readmissions and educate on medication management,” Wolters Kluwer said in a recent blog post about the evolution of community-centric pharmacy.
Cencora uses data analytics to provide its pharmacy operators with detailed snapshots of their communities to help them pinpoint gaps that could be filled with specifically tailored services. It then works with the pharmacies to optimize their current service offerings and guide the successful rollout of new ones.
The first step retail pharmacies must make in seeking to expand their services is to make sure there is a local demand for what they plan to offer, said Tim Cernohous, senior vice president and president of community retail and long-term care pharmacy at Cencora, parent of the Good Neighbor Pharmacy network.
“Many of our pharmacy customers have made significant progress in identifying and addressing unmet care needs, but knowing the extent of that need is what often makes the difference between a successful program and a missed opportunity,” he said.
Proctor of NCPA said one of the ways that independent retail pharmacies are addressing the needs of their specific communities, and thus becoming more community-centric, is through educational classes on healthcare topics that are of particular interest to their local customer base. These can cover issues such as healthy eating/weight control, asthma management, diabetes management and cardiac health, for example. Retailers have become increasingly interested in these types of offerings, he said.
“There’s a great interest in that, just as the community itself starts to view and recognize that their local pharmacy is more than just a place to pick up their prescription,” Proctor said.
Pharmacies are also adding a range of other services that meet the demands of their communities, including remote patient monitoring, assisting patients with chronic disease treatments and other services aimed at filling healthcare gaps.
Independent pharmacies in particular are uniquely positioned to understand and respond to the specific needs of their communities
given their proximity and reach, said Cernohous. As a result, they are tailoring their services to offer a more personalized care experience, he said.
Cernohous cited McDowell’s Pharmacy in Scotland Neck, N.C., as an example. The pharmacy recently won the Clinical Care Champion award at Good Neighbor Pharmacy’s recent ThoughtSpot customer conference. The fourth-generation pharmacy has been serving the rural, medically underserved town for more than 100 years.
Because of the area’s high rates of diabetes and heart disease and limited care options, McDowell’s saw an opportunity to drive positive change, Cernohous said. In 2024, the retailer launched a remote patient monitoring program focused on chronic disease management for patients with hypertension and diabetes. The program uses cellular-connected devices and involves collaboration between pharmacy staff and local primary care doctors.
It enables tracking of patients’ vital signs and provides personalized support through a combination of in-person consultations and telehealth visits. Monthly care summaries are shared with primary care providers to ensure coordinated treatment. In its first year, the program saw an 88% patient and physician satisfaction rate, with hundreds of patients in the area enrolled, Cernohous said.
Most importantly, patients experienced meaningful health improvements, including significant reductions in blood pressure and glucose levels after 90 days of participation, he said.
Dave’s Pharmacy, which has stores in Hemingford and Alliance, Neb., and was recently named Health Mart Pharmacy of the Year, has also enjoyed success with remote patient monitoring to serve the needs of its rural market.
Dave Randolph, owner, said the retailer conducts remote patient monitoring for blood pressure, which has been a good fit for the
area’s farmers and ranchers, who tend not to travel into town that often. He said these patients can often experience what is known as “white coat hypertension,” which is the elevation of a person’s blood pressure when they visit a doctor’s office because of their anxiety.
By monitoring patients’ blood pressure from their homes, Dave’s has been able to detect several cases in which patients’ blood pressure has been lower at home. Dave’s then relays that information to the provider, who can adjust the patient’s medication as necessary.
Dave’s Pharmacy partners with a local provider for its remote patient monitoring and its collaborative practice agreement, which is needed in Nebraska to administer vaccinations, point-ofcare testing and certain other services.
Randolph said he defines community-centricity by the range of healthcare services it provides to the community.
“When I bought my first store, I saw all the things that were being done at the hospital that we could do locally in the community, so a patient would not necessarily have to go to a doctor’s office, the lab, and the pharmacy,” Randolph said. “They could knock it all out in one stop.”
Among the services Dave’s Pharmacy performs is diabetes testing for A1C and lipid levels, so that it can consult with patients’ providers to determine if they might need to adjust their therapy.
“This is another way that we can better our patients’ healthcare and our patients’ lives by making it easier, and also, hopefully, helping out the providers as well,” Randolph continued. “We’re able to do things like vaccinations that allow them and their nurses to do more serious things, like more complex cases with diabetics, congestive heart failure, broken bones, stitches and other kinds of things that [pharmacists] can’t do and don’t necessarily want to do.”
Randolph said he looks at three basic criteria when deciding whether or not to add a new service:
• Whether or not the service will actually help his patients;
• Whether or not it is financially feasible to add the service; and
• Whether or not the company has the staffing and the time to implement the service.
One of the most impactful ways that pharmacists are meeting the unique needs of their communities is by building strong partnerships with local healthcare providers, said Cernohous of Cencora.
He cited Beach Terrace Pharmacy, located in Stanton, Calif., as an example of a Good Neighbor Pharmacy known for its strong relationships with local healthcare providers. By collaborating with doctors’ offices, nursing homes, dialysis centers, disability centers and other care facilities, the pharmacy team regularly engages with patients and families to promote pharmacy services that complement their care, such as free home delivery, multilingual support in eight languages, medication synchronization and the ability to work with every insurance plan in the community.
Dave’s Pharmacy, with stores in the rural towns of Hemingford and Alliance, Neb., recently hired a nurse practitioner who can meet with patients in the pharmacy and who also visits patients in the nearby long-term care and assisted living facilities.
“That’s been a really good service to offer because in rural Nebraska, there is a void in that kind of thing, and she’s been able to help out, filling that void a little bit, “ said Dave Randolph, owner of Dave’s Pharmacy.
Although she’s only been on the staff—as a contract worker, not a full-time employee—for a few months, Randolph said he expects that her services will be especially valuable during the winter, when the long-term care patients are often homebound by the weather.
From her clinic, which has a separate entrance from the pharmacy, she’s able to provide some basic care for patients that otherwise might have cost them a visit to a local doctor, which Randolph said frees up the physician to concentrate on more complex cases.
“It just fits into our ‘taking care of the whole patient’ idea, which is what we really want to do,” he said. She was able to assist in the care of her first walkin patient by collaborating with their dermatologist, who was a three-hour drive away.
“That’s what we deal with out here,” said Randolph. “We have a great hospital locally, but for specialists we may have to go 2-1/2 hours to Fort Collins [Colo.] or three hours up to Rapid City [S.D.]”.”
They also offer insights into drug formularies, and help providers navigate the complexities of third-party payers.
“While Beach Terrace Pharmacy’s efforts are especially proactive, their strategy of building strong relationships with local healthcare providers is both impactful and easily replicable, especially for pharmacies in smaller, close-knit communities with a deep understanding of patient needs and proximity to providers,” said Cernohous.
Pharmacies can launch collaborations with other members of the local healthcare ecosystem by listening to patients during medication pickups or consultations, identifying patterns or needs and initiating conversations with local physicians, he said.
Now that pharmacy is increasingly being recognized for the vital role it can play in meeting community health care needs, a key area of focus is on the interoperability of their systems with those of other healthcare providers, such as for billing and patient records. The technologies that many pharmacies use have evolved to facilitate such collaborations, said Proctor of NCPA.
“We’ve developed the electronic standards that are necessary for that kind of interoperability, so hopefully that will continue to grow,” he said.
In addition, obtaining legally recognized provider status for pharmacists is a “huge challenge,” said Randolph of Dave’s Pharmacy.
“Some states have Medicaid provider status, and that’s great, but in Nebraska we don’t,” he said. “But federally we do not have provider status, and that needs to happen.
“We need to get provider status so we can do some of these less complicated things that patients need and could be done to free up time for providers, but we need to get paid to do it,” he added. “If we did get provider status, it wouldn’t eliminate all hurdles, but it would eliminate a lot of hurdles.” dsn
“
Many of our
pharmacy
customers have made significant progress in identifying and addressing unmet care needs.”
—Tim Cernohous, senior VP and president of community retail and long-term care pharmacy, Cencora
If you are searching for a reliable supplier on top of all today’s important issues, look no further than Ascend Laboratories.
Consumers are digging into the ingredients behind their beauty products
Experts say it is no longer just enough to call a brand “clean.” Consumers, who savvily search their phones for ingredient information, are looking for more. The term “cleanical” is emerging as the new standard. Regenerative could be next, some experts predict.
“Clean has evolved. These days, clean is about transparency, sustainability and results,” said Juan Morillo, office manager for Okay Pure Naturals. “Clean has to do something now.”
Deborah Dixon, founder of Precious Mineralz LLC, agreed. “Consumers are definitely becoming more concerned about product safety and performance. With increased product ingredient transparency and social media influence, they want as much information about ingredients as possible.”
Armed with their cellphones in the aisles, shoppers frequently use apps like EWG’s Skin Deep Database or Yuka to dig into ingredient information. Yuka has more than 20 million users in the United States. Most retailers have clean beauty standards, a move that grew out of clean guidelines initiated by Credo Beauty. Clean beauty is also at the forefront of the intersection of beauty and wellness, said Ali Kole, a former Amazon executive and industry consultant.
Examples include Goop, the wellness-rooted brand from Gwyneth Paltrow, rolling out to 800 Ulta Beauty stores. The brand is positioned in Ulta Beauty’s Conscious Beauty concept, which features items that combine beauty and wellness. Another is Lifetherapy, formulated with natural or naturally derived ingredients. The brand uses fragrance to inspire moods such as grounded or empowered.
Even as it evolves, the concept of clean beauty is posting sales gains. The clean beauty market in the United States is expected to grow at a compound annual growth rate of 14.5% from 2024 to 2030, according to Grand View Research.
Retailers such as Target, Walgreens, Walmart and CVS distinguish “clean” beauty items online and in stores. Brands highlighted include Burt’s Bees, Thayers, EcoTools, Pacifica and Love Beauty and Planet, among others.
Some of the ingredients that score high with consumers include shea butter, bakuchiol, coconut oil, collagen, vitamin C and castor oil.
The latter is trending for Okay, said Morillo. “We’ve seen a lot of love for products like our Castor Oil line and Black Jamaican Hair Care. They’re clean, plant-based and backed by generations
The term ‘cleanical’ is emerging as the new standard. Regenerative could be next, some experts predict.
of use. At the same time, we continue to modernize the formulations to meet today’s expectations around performance and solutions.”
He added that even if products are considered natural, they need ingredient stories, and they must be safe and efficacious. “That’s why we’re thoughtful about sourcing, testing and keeping our ingredient lists clear and understandable,” he added.
The industry’s “clean beauty initiative has played a big role in a shift in customer behavior, according to Dixon. “Precious Mineralz LLC incorporates clean ingredients into its products. Ingredients are either natural or have well-known safety profiles. For example, the body scrub has all-natural ingredients,” she said. Dixon said she puts science behind her lineup.
Clinical trials are underway to demonstrate how transformative Out of Mountains brand products are compared to conventionally formulated products, where many of the ingredients sit on the skin surface and do not penetrate into the skin, according to Dixon.
Dovetailing with clean beauty is consumer interest in sustainable packaging, which for many is part of the “clean” equation.
AKT London is a brand retailers point to as checking all the boxes. Founded in 2020 by West End actors, the brand was a quest to stand up to the rigors of performing on stage. The line includes natural deodorants that the founders say are tested on dancers, not animals. “We are 100% plastic-free. Plastic wasn’t an option for us,” said AKT cofounder Andy Coxon.
Consumer interest in “better for you” ingredients is sparking a revival of K-beauty. CVS was a pioneer in K-beauty items like masks and skin care regimens in 2017. Interest dipped over the past few years, only to come roaring back in 2025, propelled by social media and overall interest in Korean culture. K-pop bands are popular; the Korean-created Maybe Happy Endings won the Tony, and Squid Game was a television smash, observed Karen Young, founder of the Young Group. The latest onslaught of K-beauty, she added, goes beyond just cute characters and facial masks.
According to Liza Rapay, vice president and head of Cosmoprof Beauty, there was a 51% uptick in Korean beauty brands at the July edition of the Cosmoprof North America Las Vegas meeting. That was despite the looming tariff on Korean products, which are now at 15%. The fear of escalating prices even sparked
panic buying of popular K-beauty items. This new version of K-beauty also includes the whole body, said Jaclyn Diamond, the trend buyer for Macy’s, noting new items in hair, supplements and female care.
Ulta Beauty is solidly behind K-beauty with the launch of 200 SKUs from eight K-beauty brands. CVS continues to be a leader in K-beauty with brands that include Mixik, Beauty of Joseon and The Face Shop.
K-beauty features many natural ingredients such as green tea, rice water and snail mucin. However, the items are not totally natural and employ some synthetic ingredients. “And that’s not all bad,” said beauty chemist Ron Robinson, who added that some synthetics are not necessarily bad. “All ingredients are chemicals,” he explained. “Natural versus synthetic missed the point.”
The next level of clean could also be regenerative skin care. Sue Smith, partner with The Emerson Group, noted an increase in products touting PDRN.
PDRN, short for polydeoxyribonucleotide and derived from salmon, is a breakout global ingredient that’s bringing on a wave of repair-focused formulations, according to Trendier AI. It is one of several ingredients linked to the regenerative skin care movement. dsn
Founders discuss the challenges of getting funding, building traction and pursuing growth in the beauty category
Minority-owned and minority-founded beauty brands have transformed the industry by offering inclusive shade ranges, creating innovative solutions for textured hair and championing culturally rooted ingredient stories.
However, marginalized communities have long faced significant barriers to starting and growing businesses. McKinsey & Company reported that Black and Latino founders receive only 1% to 1.5% of U.S. venture capital funds. Other minority groups also face hurdles getting businesses off the ground.
It’s not just about starting the business, but also scaling it. With DEI initiatives being rolled back and lingering funding barriers for minority founders, the challenges have only intensified. Companies such as Maesa, Ulta Beauty and Walmart t—among others—are helping to even the playing field.
“It’s disappointing to see that founders from underserved communities still face significant challenges, especially around access to funding and mentorship,” said Piyush Jain, CEO of Maesa. For three years, Maesa has provided funding and mentorship through its Maesa Magic accelerator offering funding, mentorship, in-person events and customized learning tracks. The program is open to founders who identify as women,
BIPOC, LGBTQIA+, differently abled, seniors (65+) and/or individuals from low-income backgrounds.
Ulta Beauty has its MUSE Accelerator, which offers early-stage beauty brands funding and mentorship to underrepresented voices in beauty. Walmart Start, now in its third year, assists upand-coming beauty brands.
Here, minority founders and owners discuss the challenges and the breakthroughs they’ve achieved:
Joni Odum, president and CEO, Firstline Firstline Brands launched nearly 40 years ago to fill a gap in the hair care and accessories category. It was not easy to establish and highlight yourself as being “unique” in the marketplace then. There were very few minority businesses at that time to share their success stories and despite many obstacles and barriers to entry—it didn’t stop us.
My late father, Robert A. Bowser, built an enterprise with no investors or external funding—just grit and passion for meeting the consumers’ needs with quality and innovation. At that time, there was no pre-determined path to walk, nor much mentorship. Now that we have blazed this trail, we consider it our responsibility to impart wisdom and share lessons along the
way with emerging brands and students. The greatest reward is being able to help others through mentorship and financial support.
Recognizing and responding to the needs of our consumers is the standard we set and hold ourselves to. At Firstline Brands, we consider it as both a responsibility and a privilege to advocate for textured hair consumers by ensuring quality products are well-placed, distributed nationally or internationally supported by authentic representation. From thoughtful model selection to inclusive brand storytelling, we are committed to driving visibility and equity across the beauty and haircare landscape.
Once we decided that obstacles didn’t matter and we would break down barriers and norms and tell our story, being on the path less traveled became our story.
We developed a philosophy throughout our organization that it didn’t matter that we were different and being different made the difference. Highlighting and celebrating helps us make authentic connections with consumers and stand on our unique story to build retailer partnerships.
Faith McCoy Scriven, founder, CocoLash
The biggest challenges of launching CocoLash have centered around building something that’s both deeply intentional and operationally excellent. It’s one thing to have a clear purpose, to serve women
of every shade with affordable and inclusive lash solutions, but it’s another to ensure that every decision, from supply chain to customer experience, reflects that purpose with integrity. One of the more personal challenges has been navigating self-doubt. When you’re building something from the ground up, it’s easy to slip into perfectionism or catastrophizing, wondering if one misstep will collapse everything. However, I’ve learned to trust the process more and to ground myself in progress rather than perfection.
The biggest breakthrough? Leaning into personalization through industrialization. Instead of a one-size-fits-all approach, we built a guided experience that helps each customer find their perfect lash fit—that moment, where function meets identity and style. It stops being about lashes and starts being about identity, confidence and self-expression.
Katrina Negbenebor, founder, KED
The biggest challenge we face is getting our brand out in front of everyone— getting people to know about our products and what we stand for. Our biggest breakthrough is creating a new brand without having a huge financial backing. That really makes us proud of what we have accomplished in a short period of time.
The biggest challenge of launching Soft Rows as a Black founder has been access
to capital, to networks and to the kind of infrastructure that makes scaling a brand sustainable. So much of the beauty industry still operates on relationships that Black founders have historically been excluded from, and that means we often have to build the plane while flying it: fundraising, learning and creating pipelines of support at the same time we’re bringing products to market.
But the biggest reward has been seeing the impact of what we’ve built, especially when customers tell me that Soft Rows feels like it was made for them, with them in mind. In just weeks of launching, we’ve grown a loyal community of customers and stylists through purely organic efforts. No ad spend paid media, just real people sharing their real experiences. Knowing that textured hair can finally be met with the same level of science, performance and brand experience as other prestige haircare lines...that’s deeply validating.
Shvona Chung, founder, Lautir Beauty
Some of my biggest challenges have been getting my product out to the masses. Social media is always extremely helpful and aligning with a great PR company has helped. As a founder, making sure you set your brand apart from other brands is extremely important in brand awareness. As a BIPOC founder, it’s important to communicate with your audience. I became the official face of Lautir, and that was totally unplanned, even though now I understand why it works best for the brand. There is more to come and possibly some new familiar BIPOC faces. dsn
As the demand for specialty medicines surges, numerous players are stepping up to help retailers provide for patients
By Sandra Levy
The specialty medicine segment is continuing its rapid growth. It now accounts for 54% of net manufacturer revenue, up 50% since 2019, according to the IQVIA Institute of Human Data Science’s U.S. Medicines report.
The report also found that the rise in specialty spending has been predominantly driven by oncology and immunology, where spending has increased 76% and 68%, respectively, since 2019.
The burgeoning specialty market has numerous retail players that are going the extra mile to be successful in helping retailers who provide patients with these medications.
Here are some innovative offerings that are available to help specialty retailers:
We are using Hikma’s considerable resources and expertise to help patients who need ongoing access to nonstandard retail medicines.”
—Kristy Ronco, chief commercial officer, Hikma Pharmaceuticals USA
Less
Transform pharmacy by automating virtually every aspect of prescription filling and pickup.
Offering specialty medications with numerous dosage forms is one of Camber Specialty’s strengths.
“Camber Specialty will support the increasing demand for injectable and oncology medications by providing hospitals, clinics, government facilities and other institutional partners with more high-quality generic choices,” said Kon Ostaficiuk, president of Camber Pharmaceuticals.
Ostaficiuk noted that Hetero, Camber’s parent company, has made a commitment to launch a deep pipeline of specialty products with dosage forms that include injectable vials and pre-filled syringes, ophthalmic, infusion and specialty oral solids.
“Oncology care remains at the heart of the organization’s goals for future products. The company has a deep pipeline of products for the treatment of cancer, based in the therapeutic oncology class of drugs,” Ostaficiuk said.
Sandra Canally, founder and CEO of The Compliance Team, said that with specialty pharmacy being a complex and challenging environment for pharmacies managing and dispensing specialty medications, there are important manufacturer and clinical protocols deemed necessary to ensure patient safety, minimize risks and maximize treatment effectiveness.
Additionally, staying up to date and adhering to the many evolving regulations from the Food and Drug Administration, Drug Enforcement Agency and State Boards of Pharmacy is an ongoing requirement.
“Obtaining accreditation helps specialty pharmacies develop and implement the necessary processes and procedures and quality improvements to ensure regulatory compliance and the highest quality of patient care,” Canally said.
Canally provided the key protocols that an accreditor will evaluate:
• Patient education: Ensure patients understand how to take the medication, manage potential side effects and adhere to the treatment plan.
• Patient selection criteria: Specify the patient characteristics (e.g., diagnosis, disease severity, prior treatment history) that qualify them for treatment with a specific specialty drug.
• Administration guidelines: Detail the appropriate route of administration (e.g., injection, infusion, oral) and the necessary precautions.
• Monitoring requirements: Outline the necessary monitoring for efficacy and safety, including lab tests, vital signs and symptom assessment.
• Reimbursement assistance: Protocols from the manufacturer may include information on reimbursement assistance programs for patients who may have difficulty affording the medication.
“
Obtaining accreditation helps specialty pharmacies develop and implement quality improvements to ensure regulatory compliance and the highest quality of patient care.”
—Sandra Canally, founder and CEO of The
Compliance Team
• Disease-specific: Protocols may be developed for specific conditions, such as rheumatoid arthritis, multiple sclerosis or cancer, outlining the appropriate use of specialty medications for those conditions.
• Intervention protocols; strategies for improving adherence: Can be applied to all disease states. The focus is on managing the therapy of specialty patients, including initial assessment, education and reassessments.
• Measuring and identifying reasons for non-adherence: Assess financial issues, side effect management, patient comprehension of instructions and memory issues.
“Accreditation provides a road map of best practices to help specialty pharmacies adhere and successfully work within various protocol frameworks, achieve regulatory compliant status and provide the best in patient care and outcomes,” Canally said.
You need a partner with vertical manufacturing strength, a deep pipeline of products, and the passion to deliver for your patients. Camber is a leader in product approvals and launches, many of which are large molecule, specialty, and complex generics.
We’re also leaders in responding to the needs of our customers. Our commitment to quality and consistent supply are your distinct advantage.
Camber is growing to meet the needs of an aging population. Let’s grow together!
Anand Shah, senior vice president, head of generics Rx, institutional and LTC at Sun Pharma, said that as a manufacturer of generics and specialty generic products, Sun Pharma works with specialty pharmacies, specialty distributors and other retailers to ensure people who rely on the company’s products have access to affordable, effective treatment options.
Sun Pharma’s specialty generics portfolio spans several therapeutic areas, including oncology, iron overload, Duchenne muscular dystrophy and others, and the company intends to launch more than 15 specialty generic products over the next three years.
“As we continue to grow our specialty generic portfolio, we are also taking steps to further advance patient access. Sun Pharma proudly offers a variety of patient support programs, including co-pay assistance and REMS support and we regularly evaluate new patient support options that could improve access to lower-cost, high-quality generic medicines,” Shah said.
For the recent launch of glatiramer acetate injection, Sun Pharma introduced a patient website featuring a broad range of resources, including copay assistance, autoinjector device delivery to patients’ homes, FAQs, a how-to video for its auto-injector device and a patient injection guide.
“By offering this product-specific support, we improved the patient experience and supported greater access to an important treatment option for the MS community,” Shah said.
John Dillaway, executive vice president of Ascend Labs, said the company has seen the growth in specialty over the past few years and decided that specialty warrants more attention than it was previously given.
Dillaway said, “What we see is that certain molecules can comfortably be categorized as specialty, but given the numerous occasions of co-morbidities that can develop from a specialty condition more traditional molecules may find their way into specialty treatment.”
To that end, Ascend has developed its first specialty catalog that takes a more liberal approach to what molecules should be categorized as specialty. “At this point we would rather have too many molecules listed rather than too few,” Dillaway said.
Ascend has developed its first specialty catalog that consists of 28 molecules and almost 150 SKUs, Dillaway said. “Our next step is looking to determine who qualifies as a specialty customer and determine if these businesses can be a direct customer or they need to go through a wholesaler,” Dillaway said. “We think over time that specialty can develop into a meaningful component of our business, and as we become more involved we may look for synergies between these customers and our R&D group to develop products specifically needed in this area.”
Dillaway went on to say that there also is an opportunity in the biosimilar area. Ascend’s parent Alkem also has a biosimilar company called Enzene Biosciences, and it expects its first biosimilar approval later this year in the United States. It has already launched several biosimilars in other parts of the world.
“We see much opportunity to marry our biosimilar development to the specialty area,” Dillaway said.
Hikma Pharmaceuticals USA Generics company Hikma Pharmaceuticals USA, part of y Hikma Pharmaceuticals PLC, is expanding its specialty pharmacy product offerings and services.
With global expertise in developing, manufacturing and commercializing orals, nasals, liquids and sterile injectables, Hikma said it is using its capabilities to bring significant value and resources to the specialty pharmaceutical market. The company has a growing number of specialty medicines on the market and in development that treat an increasing range of medical conditions, including allergies and allergic reactions, sleep disorders, hypercortisolism (Cushing syndrome) and opioid use disorder.
“Hikma brings great value and in-house expertise to the specialty market,” said Kristy Ronco, chief commercial officer for Hikma Rx. “We are committed to building our specialty and complex product portfolio and we are investing in expanding our broad range of specialty products and support services.”
Hikma has leveraged its expertise in generics to deliver a comprehensive suite of support services tailored to specialty pharmacies and patients. Ronco said the company’s dedicated in-house teams excel in areas such as trade support, managed care and patient assistance. These teams play a critical role in securing product coverage and formulary placement by navigating payer requirements, optimizing reimbursement strategies and ensuring alignment with utilization management protocols.
“We are using Hikma’s considerable resources and expertise to help patients who need ongoing access to non-standard retail medicines,” Ronco said. “Our goals
Heather Agostinelli Vice President, Head of Specialty RCM XiFin Inc.
Specialty pharmacy services are growing and continuing to shift to the medical benefit pathway. In a recent survey, 39% of specialty pharmacies indicated they are experiencing a shift toward the medical benefit.* This transition presents pharmacies with significant opportunities but also poses challenges in patient access, reimbursement, and revenue cycle management (RCM). Understanding and navigating these complexities is key for pharmacies to capture the benefits of expanding their specialty pharmacy offerings.
Why Specialty Pharmacy Is a Strong Opportunity for Pharmacies
Specialty pharmacy serves patients with chronic and complex conditions like cancer and autoimmune diseases. These medications are costly, offering pharmacies the chance to earn higher revenue, particularly for injectable and infusion therapies. By shifting to the medical benefit pathway, pharmacies can tap into expanded revenue streams and increase profitability.
Most importantly, offering specialty therapies allows pharmacies to build long-term patient relationships, leading to improved medication adherence and more collaborative care. Offering specialty medications also helps pharmacies differentiate themselves as a community health hub and expand patient access to trusted healthcare providers.
Challenges in Maximizing Specialty Pharmacy Opportunities
While specialty pharmacy offers significant growth potential, there are financial management challenges that pharmacies must overcome:
1. Limited Coverage: Specialty medications are expensive, and insurance plans often place them in high-costsharing tiers. Pharmacies face coverage challenges and clinical documentation requirements, which impact patient care and satisfaction.
2. Prior Authorization (PA) and Step Therapy: Many specialty drugs require PA and step therapy (sometimes called “fail first”—where a patient must try a less expensive or insurer-preferred treatment before the plan will cover a more expensive therapy), leading to delays, denials, added administrative costs, and revenue loss as pharmacies struggle to meet insurer requirements.
3. Complex Billing Procedures: Specialty medications, often billed through the medical benefit pathway, require navigating dual billing systems and correctly matching codes to payor guidelines. Errors can lead to delayed payments or denials.
4. Inconsistent Payor Policies: Varying and changing payor policies and behavior can lead to billing discrepancies and delayed reimbursement, forcing pharmacies to invest time in tracking and managing payor requirements.
5. Denials and Appeals: High denial rates, driven by missing documentation or unmet PA requirements, result in costly appeals and potential revenue loss.
These Challenges
A purpose-built RCM solution that can augment an enterprise system is essential for overcoming these challenges and capturing the benefits of expanding specialty pharmacy offerings. The capabilities required to automate processes, streamline workflows, and maximize reimbursement, include:
1. Clinical Documentation: Captures and attaches proper documentation for specialty medications, minimizing the risk of denials due to incomplete or incorrect patient medical information and supporting documents.
2. Compliance Support: Helps pharmacies stay compliant with payor policies and regulatory requirements, reducing the risk of audits.
3. Workflow Automation: Automated workflows for PA, patient and provider engagement, and error processing reduces administrative burden, speeds approval processes, and boosts operational efficiency.
4. Denials Management and Appeals Automation: Automates denials management and appeals, identifies denial causes, and tracks the appeal process helping pharmacies capture more revenue and reducing the cost to collect.
5. AI and PA Management: Automates PA processes, ensuring faster approval times and reducing the complexity and cost of the PA process.
6. Financial Visibility and Data Integration: Integrates clinical and financial data and provides real-time visibility into claims status improve financial reporting and revenue forecasting.
Want to Understand Key Opportunities and Strategies for Specialty Pharmacy in 2025? Download the 2025 Specialty Pharmacy Transformation Outlook Research Report at www.XiFin.com/specialty-report
are to broaden patient access and coverage, provide value and help as many specialty pharmacies and patients as possible. This is an important area of focus, investment and differentiation for Hikma.”
Brian Sullivan, principal, pharmacy solutions North America, Knapp, identified the operational and clinical challenges of specialty pharmacies, including managing strict storage requirements for temperature-sensitive drugs, ensuring precise dispensing to avoid costly errors, maintaining compliance with regulatory standards and controlling the high cost-to-fill associated with individualized prescriptions. There also is a need for personalized patient support and scalable fulfillment processes.
“Knapp supports retailers and healthcare systems in the specialty pharmacy space with advanced automation solutions designed to meet these demands,” Sullivan said.
At the core is the Knapp-Store, an automated storage and retrieval system that handles both refrigerated and ambient medications, Sullivan said, noting that this technology ensures optimal inventory management and compliance with storage protocols. dsn
“By offering this product-specific support, we improved the patient experience and supported greater access to an important treatment option for the MS community”
—Anand Shah, senior vice president, head of generics Rx, institutional and LTC at Sun Pharma
GLP-1s might be the current stars of weight-loss, but OTC vitamins, minerals and supplements have ample opportunity to play a supporting role
By Kathie Canning
Over-the-counter vitamins, minerals and supplements positioned for weight loss and weight management have been facing stiff competition. Since the Food & Drug Administration approved the first GLP-1 receptor agonist for weight loss in 2014, innovations have been plentiful. And more consumers with weight and obesity issues have been turning to GLP-1s to shed unwanted pounds.
Just how big is the GLP-1 threat? According to a February 2025 report from S&S Insider, the U.S. GLP-1 market alone was worth $25.8 billion in 2023 and is expected to reach$113.1 billion by 2032.
Fueling demand for GLP-1s are the rise in obesity rates, greater awareness of metabolic health and compelling clinical results, noted Dr. Hannah Kopelman, a dermatologist who also hosts the weekly Derm Club podcast.
Social dynamics also come into play, according to Amy Bucher, Ph.D., chief behavioral officer for Lirio.
“As more people use GLP-1s and share their experiences, social proof and modeling will likely encourage others to follow suit,”
she said. “Additionally, patients are learning how to manage side effects and stay adherent, which supports long-term use.”
The rapid onset of benefits associated with GLP-1s is also a plus, Bucher added. “Immediate positive reinforcement” encourages continued use.
Further contributing to GLP-1 demand are cardiometabolic data positioning the GLP-1 receptors semaglutide and tirzepatide as “disease-modifying rather than cosmetic” and free telehealth options for quickly filled e-prescriptions, said Dr. Julio Baute, a clinical content medical consultant for Invigor Medical.
However, GLP-1s do have downsides—including potential negative impacts to pharmacy operations.
“Cost and supply constraints remain significant hurdles,” Bucher pointed out. “Payers will need to weigh the high upfront costs of GLP-1s against the potential long-term savings from reduced incidence of chronic conditions.”
And GLP-1s often are associated with razor-thin margins in comparison to traditional OTC supplements, Dr. Kopelman noted.
“Counterfeit and gray-market pens” are making their way into the market, too, Dr. Baute said.
“Pharmacies have to double down on verified distributors, traceability programs and staff training on FDA red-flag packaging.”
Theft, too, poses a potential threat, considering GLP-1s’ high cost, Bucher said. Collectively, all of the challenges can diminish consumer trust, complicate the purchase process and contribute to an overload of choices.
“Fortunately, behavioral strategies can help mitigate these barriers,” she explained. “Drug stores are uniquely positioned to build trust through visible authenticity cues such as QR codes, transparent ingredient lists and pharmacist endorsements. Their established reputation for quality generics can create a halo effect that boosts confidence in GLP-1 offerings.”
GLP-1s might be the current stars of the show, but OTC vitamins, minerals and supplements have ample opportunity to play a supporting role. Specifically, they could fill in critical nutritional gaps associated with GLP-1 use.
Chuck Tacl, senior advisor, customer and industry relations for Mason Vitamins, noted that GLP-1-associated deficiencies often include protein, fiber, calcium, iron, magnesium, potassium, choline and vitamins A, C, D and E. Those deficiencies result from appetite suppression/food-intake reduction, altered digestion and more.
“We’ve had a lot of discussions with retailers about depletion strategies—what supplements consumers should be taking if they’re on those types of products,” he said.
GLP-1s might reshape consumers’ appetites, but supplements can transform how those consumers fuel their bodies, added Kimberly Vigliante, senior vice president of sales and marketing for Piping Rock Health Products.
“That frames the perfect opening for OTC supplements to complement, not compete with, GLP-1 therapies,” she maintained.
Consumers want products that feel tailored to their unique needs, whether that’s gut health, muscle preservation or micronutrient support.”
—David Despain, senior principal nutritionist, Nestlé Health Science
Consumers are gravitating toward targeted supplements addressing specific GLP-1-associated deficiencies, Vigliante noted, pointing to recent growth in magnesium, women’s probiotic and collagen formulations. Piping Rock is on trend here. The company’s Natural Valley Calm magnesium powder can help address magnesium deficiencies, she said, while its Renew Life Ultimate Flora probiotic can support microbiome balance. And
its Nature’s Truth iron gummies provide B-vitamin and iron support.
“Preferred formats include gummies and powders, which are easier to use, more enjoyable and often perceived as a better alternative to pills,” Vigliante added. Also in demand are high-protein, fiberrich supplements that consumers can ingest easily even when their appetites are suppressed, said David Despain, senior principal nutritionist for Nestlé Health Science. To meet needs here, Nestlé recently introduced the Boost Advanced nutritional shake, “a high-protein, nutrient-packed beverage” intended to support adult consumers, including GLP-1 users, on their weight-loss journeys. It comes in chocolate and vanilla flavors.
Continue to full story online
This fall, suppliers of natural, organic and homeopathic produ c ts are using a variety of in-store and digital tools to reach shoppers
By Debby Garbato
The marketing world has become increasingly fragmented, as have the ways consumers seek information on natural, organic and homeopathic products. While some go online to learn more about ingredients, benefits and product use, others seek information—and make decisions—at point-of-sale.
For many vendors, this means creating fall and back-toschool marketing initiatives that combine in-store efforts with promotions on company websites, social media and, in some cases, traditional mediums (television and print). Some also sponsor contests, stage event tie-ins and partner with retailers or social media influencers. The goal is to be wherever the shopper seeks information.
“We do a variety of things,” said Lou Machin, president, Lifelab Health. “Promotions have many interrelated parts. With retailers, we promote constantly, never letting more than three months go by. Many people make decisions at the shelf. CVS runs endcaps featuring our throat sprays with other cough and cold products.”
Lifelab supplies natural and USDA organic certified HoneyWorks cough syrups and throat sprays as well as digestive health products. It also uses social media and runs some print ads in
Modern Woman and USA Today. The latter promotion involves the Boys and Girls Club and includes a digital link. “We do very well with it,” said Machin.
Promotions have themes that emphasize a healthy lifestyle. Packaging “screams out” honey as an ingredient and focuses on products’ natural and organic status, he added. Boiron USA also uses a multi-prong approach in marketing its homeopathic cough, cold and flu products as well as its sleep aids.
“Boiron provides robust in-store and digital support to help retailers prepare for the fall health season,” said MaryEllen Tefft, VP of sales, FDM. “From merchandising and education to shopper marketing and promotions, Boiron offers a full tool kit to drive traffic and elevate engagement.”
In marketing, Boiron emphasizes how products work and how to use them. “Compliance is 90% of the battle,” said Tefft. “Getting patients to take medication and take it properly.” Messages are short and simple. “Shoppers have short attention spans,” she added.
In stores, turnkey solutions “help retailers maximize visibility,” said Tefft. They include branded endcaps, shelf trays and clip strips highlighting popular brands like Oscillococcinum, ColdCalm,
“
An estimated 5 million adults and 1 million children use homeopathic remedies every year in the U.S.” Prevention magazine
ThroatCalm and SleepCalm. Customized point-of-sale materials and educational tear pads are also available “to support shopper decision-making at the shelf,” she added.
Seasonal price-oriented promotions boost unit volume during “key illness weeks,” said Tefft. These can include price reductions, bundle packs or customized loyalty card offers. Boiron also offers digital coupons to boost redemption and repeat purchasing.
Online training modules are available for associates. And live webinars with Boiron’s lead pharmacist are offered seasonally “to address trending health concerns” among retail pharmacists, said Tefft. Consumerdirected articles on issues like cold and flu recovery, sleep and seasonal stress are available for retailers to repurpose for their own content streams or publications.
Outside stores, geo-targeted digital campaigns and influencer partnerships drive product awareness. Content includes paid social media ads, email campaigns and lifestyle influencer posts involving product education and mentions. Cobranded campaigns are available to “select partners,” said Tefft. “Search optimization is a big part of what we do,” she added. “We examine data to see what consumers are searching for.”
In July, August and September, Kenvue ran a cross-category, multi-brand backto-school event in which retailers could feature any items from its vast portfolio. Consumers received cash rewards for purchases: spend $75, get $25 back; spend $30, receive $10; spend $20, get $5.
In addition to traditional brands like Tylenol, Band-Aid, Listerine and Aveeno, Kenvue markets Zarbee’s natural products for digestive health, throat relief, immune support and sleep aid (with melatonin). Aimed at children and adults, key ingredients include elderberry, English ivy leaf, honey and marshmallow root. A short August Facebook post discussed the importance of back-to-school immune support and sleeping well. A video showed Zarbee’s products flowing into a school backpack.
With social media messages, other suppliers also keep it simple. Xlear focuses
on the few “clean” ingredients in its nasal spray, including xylitol, which helps eliminate allergens and bacteria and keeps noses from drying out. The post ended with, “no sting, no drama. Just clean, easy breathing.”
Pharmacare used Facebook to announce availability of its new Sambucol Black Elderberry Zero Sugar + Triple Immunity Gummies at CVS stores nationwide. Pharmacare said gummies contain as much vitamin C as eight oranges, along with vitamin D. A short video shows a CVS bag filled with the product, which has a bright purple and white label. The message reads, “look for me in the vitamin aisle.”
Company web sites are also key for back-to-school. On its site, Hyland’s offers to give 10 families a $1,000 Target or Walmart gift card and a Hyland’s “wellness bundle” to help when kids head back to school. The promotion was also featured on Instagram. dsn
Fostering trust needs to be a key area for retailers because their most important bonds are with shoppers and key stakeholders
By David Orgel
In an era when research shows trust in many institutions is declining, it’s reasonable to ask how much retailers are trusted.
The question is complicated because measuring retail trust isn’t easy. The drivers of trust vary among shoppers, employees, investors and others.
Nevertheless, trust needs to be a key area of focus for grocery and pharmacy retailers because their most important bonds are with shoppers and other key stakeholders.
Let’s start with the basics: what is trust? Merriam-Webster’s online dictionary says trust involves “assured reliance on the character, ability, strength, or truth of someone or something.” There are many advantages to building trust. A PwC Trust Survey found that 93% of business executives say building and maintaining trust improves the bottom line.
Deloitte research last year found consumers’ trust in grocers improved slightly from already high levels, as consumers increased their ratings of grocery companies’ capability, humanity and reliability.
However, the ratings on transparency, grocers’ weakest dimension of trust in Deloitte’s 2023 survey, fell in 2024. The research found only 30% of consumers surveyed were willing to share their medical or health-related data with their grocer (a drop of eight percentage points from the prior year). A lack of satisfaction with grocery stores’ transparency may help explain customers’ concerns about grocers’ use of AI, the research found.
Trust is playing a role in consumer decision-making on choice of pharmacies,
according to the J.D. Power 2025 U.S. Pharmacy Study.
The research found core areas of the pharmacy customer experience where supermarkets and mass market retailers are substantially outperforming chain drug stores, including trust in pharmacists, having sufficient staff, ease of ordering prescriptions and prescriptions being filled quickly.
Newsweek and Statista considered the opinions of multiple types of stakeholders in putting together America’s Most Trustworthy Companies 2025. The report weighs trust from consumers, employees and investors by leveraging a survey and social listening. According to the findings, the most trustworthy companies in the grocery and convenience store category are, starting from the top score, WinCo Foods, Publix, Whole Foods Market, H-E-B and Kroger. Top food retailers in the retail industry category include Costco Wholesale, Amazon, Brookshire Brothers, Target and Walmart.
Sophisticated communication can help enhance trust. Stop & Shop has launched
David Orgel is an awardwinning business journalist, industry expert and speaker. He is currently the principal of David Orgel Consulting.
a brand campaign to rebuild trust after a cybersecurity issue at Ahold Delhaize USA Services last year impacted customer information. The campaign focuses on how the retailer is working to improve the overall experience for shoppers.
In my view, retailers aiming to enhance trust need to consider the perceptions of each of their stakeholder groups. Shoppers want to feel retailers have their best interests in mind related to the shopping experience, transparency, value and health and well-being, among other factors. For retailers this is easier said than done at a time when shoppers’ priorities are quickly evolving.
Employees want to be dealt with fairly, valued for their contributions, informed about their future in organizations and supported in their roles. Investors want transparency and indications of credible plans and success.
Here’s my closing take. Retailers that make honest self-assessments and interpret these overall principles about trust for their unique businesses will be in the best positions. That much you can trust. dsn
